Communications Center for Holy Gardens: prepaid

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October 31, 2017

New and Better Strategies for Selling Pre Paid Services and Plans

To : Sales Admin

SBU CMO

Sellers

October 31, 2017

Objectives:

1. To sell 5,000 pis pms packages next year in 2017

2. To save on additional expensive salaries for officers to sell the pre need products

3. To boost CMS sales

Reality background:

1. We had disappointment with JI and BQ, We spent P60,000 on Tamondong and P80,000 on JI (who even staged a war vs us). Ms. Jimenez is not clear on joining. We cant gel with experienced sellers from the outside

2. Mr. BQ a senior wanted to join would have allowance but would need a lot of resources and would bring in former employees of LMP (who are also limited and with different mindsets) He has miniscule targets;

2. We were able to sell a number of pis nearly 600. for the 2nd quarter without additional investments

What we can do?

As Asec Densing has suggested, we just piggy back the memorial plans: interment service and funeral service with out sales efforts;

Strategies:

1. For the PIS (which shall be marketed as addendum)

1. Stop the sales of PIS 12.3 even as part of package by December 2017

Only at need P14,900 Interment Service shall be available

2. Adjust prices of IS

At need now At need by December

DLX 23t shall be 28,750*

LXury 26 shall be 32,500*
subject to review

2. With the increase improvements must be made in

1. Tributes are must

2. Funeral pack 2x in budget

3. Dagdagan chairs

4. Gandahan tribute

5. 2x ang merienda after interment

6. Magbigay ng corona maski P500.00

. 3. The customer can save if they buy prepaid interment services on a package with either the regular plots or special plots we are selling in the future. Not available to previous buyers by 2018

Those who are previous plot buyers can still buy at the old PIS price of P23,000 and P26,000 until December 2017

B. For chapel memorial service (funeral service)

The #memorial experts

Our customers can start buying in packages. Because of small monthly for plots and service, having plots and services even become more affordable. You have everything at your fingertips when you need them

And there is a promo:

1. 2 in 1 package (plots + Interment Service

Promo - FREE one month amortization

Packages:

a. 2 in 1: Plots + PIS Available in all Holy Gardens SBU

TLP Monthly

Thus say: Plot - 36,000 750.00 (600.00 only until December)

23,000 480.00

Total 59,000 1,230.00 (Only 1,080 if bought in 2017

Free one month amortization

2. 3 in 1:" Plots + PIS + White Rose:

(3 docs: PPA for plots, Addendum for PIS, , PPA for white rose)

Total package:

TLP, TPP Monthly

Plot 36,000.00 P750.00 (600 up to December 2017)

PIS 23,000.00 480.00

White Rose 30,000.00 625.00

89,000.00 1,855 (P1,684 up to December 2017
SAVINGS OF P200.00 or P12,000

Special offer - FREE one month amortization!

For the sellers: COMMISSION COMPUTATION

Plot 36,000 750.00 (600 lang bilang excluded) 2,949
interest
PIS 23,000 480.00 2,010

PMS 30,000 604 2,610
Total 7,569/12 =

630.75

Commitment for Kita sa Tag Ulan PIS PMS sales on a triple 7 day

PAGSASANAY SA TAGUMPAY

Rizal Philippines
July 17, 2017

It is a triple 7 day today 7/17/2017. Quite an auspicious day. May be a lucky day.

The Kita sa Tag Ulan, PMS PIS sales campaign had a slow but sure start, selling only 7 units on the first 15 days. The SAA and the SBU promised to make up for the next 15 days.

This is their commitment:
SBU PIS PMS Total

HGLUMP 9 - 9

HGPMP 5 14 19

HGGMP 5 14 19

HGCMP 4 -- 4

HGOMP 8 -- 8

Total 31 28 59

x 13 13 13

403 264 667

WOW GO GO SAA SELLERS SBU CMOS ACMOS

Comparison of commission between sale of plots and PIS/PMS

PLOTS

P30,000 plot x .50 as commssionable amount =

15,000 x 10% for SE = 1,500

x 7% for SD to be paid @ 90 days = 1,050

Total com 2,550

PIS/PMS

P30,000 package x .87 commisionable amount 26,100

x 10% 2,610

x 3% prizes and incentives 763

Total 3,393

For straight com, the difference is P60.00

For total amount, the difference is P783

Still finding reason why you should push this?

Sellers must support this campaign. This campaign was designed for you to have Kita sa Tag ulan

More guidance on administration (sales) of PIS and PMS

PAGSASANAY SA TAGUMPAY

Rizal Philippines
July 17, 2017

Despite the passing of 15 days the sales performance of PIS and PMS has been lethargic if not anemic. Only 7 out of 350 targeted for the month. A lot can be deduced why such happens. May be lack of understanding, lack of love, lack of heroism and ingenuity

But let us have more guidance and more explanation

1. Definition of terms

1. Pre paid - like the load, this is not postpaid. The customer pay for the service advance;

Prepaid products are Prepaid Interment Service ( PIS) and PMS (Prepaid Memorial Service) This is not premenstrual syndrome as dysmenorrhea during monthlies

It is generally, statistically to be used at some future date, say 3 or more years down the time line.

2. At need - services that are paid when needed. Generally is 20% higher. This is done to encourage people to buy before they need the service. We cant survive on at need sales. We sell pre paid so that it is cheaper (and generally with traditional products, we cant ask for more payment. Asking more for traditional products is the wrong way to go.)

At need service vs PMS is Chapel memorial service. If you memorize the price list, you can deduce if the payment made is prepaid or at need. Generally they are higher

2. Primary Target Market - existing memorial park plots owners

We sell to our existing customers. We contact them as we send them CO (docs) as they pay, through text or email blasts, Tenting, or saturation will not work.

Now that the customer has a plot, what else does he/she need to make his ownership of the plot complete. Generally, the service price increases. We started pricing IS at P5,000. It is now at 23t. We are increasing this to P25 t.

Casket price is inching their way up to because of increase in price of wood and metal

There may be over 10,000 customers we have or more. If we fix our inventory, there seems to be huge decline in our inventory, thus we we have may be an estimate of 30,000 customers from 5 memorial parks, However, we do not have a complete customer list. There is a breakdown in our records/data base

3. Interest rate on the balance

There is none for annual and miniscule for semi annual, quarterly and monthly. The interest is to cover the collection

4. Fund management

Commission - 10% ; ic prescribes payment in two years; we pay in 10 months; we propose to pay this in twelve months in 2018 to ease our cash flow. There are only two tiers of com, vs plots; 7 (35% of amort) and 10%

Marketing expense - 4% payable in two years

TFC - 50% payable in 5 years

VAT 8% payable in 5 years

GAI 12% payable in 5 years

Insurance 4 % payable in 5 years

The balance becomes our liquidity and investment fund which we will use for: buy and sell of memorial park plots especially those offered in promos (special plots for sale under promo) where gains can be as much as 50 to 100%. This is part of TFC. Thus TFC totals 64% (which is near our budget for mortuary agreement)

Of the GAI, 5% shall be set aside compulsory, as RGP of the PIS PMS

The funds, after being collected shall be set aside and deposited at MLII within 7 working days. MLII, the AP and ICR shall be efficient in this respect.

5. Administration

RA and MLII shall have comprehensive records and data base of those who bought for speedy confirmation of the SBU;

MLII shall compute for 4% interest on the TFC beginning the 6th year. Either we pay this to the customer or we retain the excess as profit of the MLII

The funds shall be paid not more than 14 working days by MLII to the SBU

The CMS shall have their own staff: TS, CSS for CMS, and licensed embalmer for their complete staff

The pre need part is a business to be co managed by MLII and RA

The at need is by the SBU

The at need operations have been proposed to be incentivized: at 5% of GP (only for at need; those servicing the pre paid is excluded)

January 31, 2017

Proposed new product plan for IC

New product plan for approval by IC

Objectives:

1. To lessen cost of registration with IC

2. To make the products non traditional really non traditional, ie pegged at peso value only not the benefits

3. To simplify training of staff/sellers and servicing of account (by accounting) (lessen complexity) and save on forms and brochures too

Background:

As of now we have 13 product packages, 8 caskets, 3 cremation, and two pis and many of them are sometimes similar across the board.

A. Caskets services;

Social

Zinnia P15,000

Daffodil 20,000

Econo

White Rose 30,400

Gladioli 39,200

Cattleya 48,500

Peace Lily 62,400

Carnation 89,500

Chrysanthemum 110,400

Interment service

De Luxe 23,000

Luxury 25,000

Cremation

Direct Cremation 28,000

Cremation + White Rose 58,000

after cremation

Cremation + White Rose

+ Ash Crypt upper/lower 88,000

We can see that there are products with common price:

Say white rose and direct cremation and also interment service; carnation and cremation with white rose and ash crypts

What is the plan:

1. The product shall be non traditional

2. It shall be based on amounts (say plan P20t, Plan 50t rather than service package;

3. The products shall be used to purchase like currency services from mortuary or crematorium

4. To allow flexibility especially if we have tie ups with other memorial parks, like FL who have their own mortuary arrangement

5. The product plans are:

A. Plan 20t

Plan 30t

Plan 50t

Plan 100t

Cash benefits may be paid to the planholder if trust fund income exceeds 9% per annum on the average If below, the mortuaries will be supported.

The plans can be used as currency to pay for benefits at mortuary and crematorium instead of being used as a plan

Plan 20t can be used to avail of the Daffodil or Deluxe interment (dagdag pa ng P3t)

Plan 30t can be used to avail of White Rose, Luxury Interment and Direct Interment

Plan 50t can be used to buy Cattleya and Cremation with White Rose

Plan 100t and Plan 20t can be used to buy Chrysanthemum

Thus the sellers bring brochures for:

1. Chapel (funeral) service

2 Interment service

3. Cremation service

And say if you want to avail of this buy several of various plans for various services

They only have four plans to memorize to sell:

Plans Annual Semi Annual Quarterly Monthly

20,000 P4,000 2,100 1,150 480

30,000 6,000 3,150 1,725 600

50,000 10,000 5,250 2,875 1,000

100,000 20,000 10,500 5,750 2,000

B. New Plan for Plan 50t and P100t (Heritage)

If the planholder and his beneficiary are still alive after 20 years, a new but similar plan is made for the beneficiary that will be amortized for 5 years

Inquiries have been made to AAI for this simplified product plan

Jorge U. Saguinsin

The Holy Gardens Group - "THE MEMORIAL EXPERTS"

Holy Gardens Plus - about sales of services as addition to the plots bought

Destiny Financial Plans Inc - about duly licensed memorial plan for sales

Griefshare - free obit posting

Holy Gardens Best - best pictures

Landscaping ideas - gorgeous landscaping ideas

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