The basis for outright commission and discounts is the net lot price

To    :   Pangasinan

Thru:    GM Madel

SUBJECT:    The basis for outright commission and discounts is the net lot price

Goals:

1.  To lessen expenses for commission and discounts

2.  To correct past mistakes;

3.  To lessen wrong doings by staff and other sellers

Background:

Yesterday, I was asked to sign docs and I examined the PPA and the outright commission vouchers and the discount vouchers.  Lo and behold, they were based on the gross selling price.  (The PC and VAT were discounted and given commissions)  PLEASE BE REMINDED THAT WE ARE OPERATING ON VERY NARROW MARGINS AND WE GET ONLY 13% for our gross sales, we give them away

Reminders:

1. Commissions and discount, (for cash purchase OSCA discounts) are based on net lot price  NOT ON GROSS SELLING PRICE

2.   Maximum discount for cash sales is 10%  However, the CSS and the CMO must be smart enough to give them away (reminder again that our net margin after CGS but before interest and OPEX is only  13%.  We are not wallowing in money.   Money is not coming out of our mouth and ears.  Gutom nga.  Do not give them away

You can start with 5% and end up at 7%.  

3.  The SFC, at the SBUs and the accounting staff at 3ffb, ICR and the officers must CHECK AND EXAMINE THESE COMPLIANCE.

FOR STRICT COMPLIANCE

Jorge  U. Saguinsin

The Holy Gardens Group - "THE MEMORIAL EXPERTS"

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Revival of Packages

As we have discussed this morning; we agreed on the following general ideas on the pricing:

1.  At need:

     Lot and IS combo:

     less 10% on IS

     less 5% (+15% on pre need prices for plots

     Lot +  IS +  CMS

     Less 10% on IS

     Less 5% on plots at need prcies

    Less 10% on CMS

2.  Pre need:

    Lot +  IS combo

    Less 5% on plot

   Less 5% on IS

   Lot +  1S  + CMS combo

      less 10% on CMS

      less 10% on IS

      less 10% on plot

3.  Manner of payment:   -  a la MP

    60 months to pay, 15% on the balance for 5 years

    Cash                xxxx

                 TF:                          xxx

                 Plots                      

                IS

                CMS

    less commission:

               Commission payable   -    15% for office staff

                                                          up to 50% for  ISE

    The balance after the commission is paid shall be deposited with MLII TF

4.  Strategy for plots:

     1.  Certain portion of MP shall be set aside for the packages

     2.  The PC and VAT are part of selling price of the plot;

     3.  The TF can opt to pay for the plots (only) in cash:

                     less 10% for  cash discount

                              20% for ME

          The VAT and PC remains with the TF and is paid only upon use.

 

Jorge  

The Holy Gardens Group - "THE MEMORIAL EXPERTS"

Please view the following sites of Holy Gardens group and share

Holy Gardens Memorial Plan (proposed)

Holy Gardens Memorial Packages

Holy Gardens Memorial Plots

Holy Gardens Chapel and Memorial Services

CONFIDENTIALITY NOTICE/disclaimer:   The information contained herein is strictly confidential in nature and is the property of Holy Gardens Group and intended only for the intended recipient and its  reuse,reprinting or taking action other than the intended party is strictly prohibited. Holy Gardens assume no responsibility liability arising from such unauthorized use.

RRURAC:    Read, Respond, Understand, Reflect, Apply and Check

BIDDA:    BELIEVE INSPIRE DREAM DO ACHIEVE

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Are our promos and offering compelling and irresistible?

"Pag gusto, may paraan; pag ayaw, maraming dahilan " Getting higher and stronger

Angono, Rizal  PHL   |  July 7 2013


Irresistible and compelling offers

Today is 7 .7.  A lucky day for us.  As we met yesterday, a number of ideas came up at the Manager's conference and they seemed to be compelling and very attractive.   Are  they?

1.  Pre launch price for garden lots with 20% discount  on downpayment for the period July 8 to July 27, 2013.  This seems to be a huge irresistible offer.

2.  5/10% incentive/commission for garden lots in September.

3.  0.99% interest on loans from Majorem up to 50% of market value lots purchased from Holy Gardens Memorial Park groups.

4,  Android phones (P5 to P6t) for agents and staff who make personal sales of 10 units or P500,000 whichever is higher for the Q3.

Value proposition is not about the price

In the meeting today with a landowner who has a property we are interested in, it so happened that she is actively engaged in personal selling of wellness products.

She gave us a short ppt presentation on the company and then showed us the products, and demonstrated them one by one.   She was able to demonstrate the actual use and let us try the products to see their efficacy

But she never mentioned the price.   And when we asked about the price, she still stalled on telling us what the price was.

Well the products were not cheap when she told us later.  And asked us what the price would be for:   as a consumer or as a sales associate.

And she even refused to answer the question:   is it expensive (vs what? )  There is no comparison.  Because theirs is a unique product.

What is the lesson learned.?  Is this the way we sell?

Why do we often talk about price/discounts?

--
Jorge Saguinsin

A SPECIAL PLACE WHERE OUR LOVED ONES ARE REMEMBERED IN A VERY SPECIAL WAY

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