May 18, 2016
1. Goals:
1, To achieve __sales units for Patak Patak na DP Promo of _ for all SBUs
2. To awaken our desire to sell
3. To recruit _ sellers and upgrade our sale capability
2, Reality:
We sold only 14 plots in April? Can we survive with that? Majority of our staff are involved in providing customer service (CSS 2) and prospecting and selling (CSS I) We have vehicles and several GCs and GT to help make our products available to the customers. We pour in millions (and have poured in millions in investment for the development, making available the memorial park to customer) We employ various media to make people aware of our products. We have rich history and tradition to make our public like our product.
Ano pa ang kulang? Ano ang problema bakit mahina ang ating benta"
Is it about flagging desire and passion for our product
There is definitely a big room for improvement for all of us. Of all the rooms, the greatest and biggest room for all is the room for improvement. We can be better and greater than we are now. It is all about being better.
3. WTDN Action
1. Reviewing our motivation and our affect for the memorial park
1, Are you afraid of the dead?
2. Are your proud of your job? Of Holy Gardens memorial park? Do you appreciate what it is doing for you and your family?
3. Do you believe in the Vision Mission Beliefs and Principle of Holy Gardens? Why cant you even memorize and recite this/
REMEMBER YOUR MISSION IN LIFE IS WHAT YOU ARE DOING NOW. GOD PROBABLY PUT YOU IN THIS JOB BECAUSE THIS IS WHERE YOU ARE NEEDED MOST..You are here because:
1. You are needed here;
2. You can make significant contribution to its performance
3, In the process, you help people get our of their grief and sorrow upon the death of their loved ones: You can help remove their sorrows with:
1. Great customer service
2. Tributes
3. Program
4, Flowers
5. Music
6. Motiif
7. Program
8. Memory board
9 Memory dispaly
2. Importance of a memorial park in a town/city
1. It adds to the prestige and stature of the city or a municipality. A place is viewed as progressive when it has one or several memorial parks
2. It levels up the honor and dignity of the people in the town/city;
3. It becomes a magnet for development. Our memorial parks served as anchor development for Calamba, Oton, and Pangasinan. More important developments came because of us.
3. Value of selling:
1. Sales/selling makes the world go round. Without sellers, there would be no movement of goods from the producers to buyers. There could be no matching between production and needs of the buyers. No sales, no economic activity
2. Selling is an honorable and lofty vocation. In the book "The Worlds Greatest Salesman" the main character, Habib was a witness to the birth of Jesus Christ. Even in olden times, the businessmen, entrepreneurs occupied a high position in society. Today, because of the scams and dishonesty of some sellers, the sellers, marketers are viewed as shady and untrustworthy people
3. Selling provide jobs and employment to many people quick. It helps solve poverty and unemployment
4. Selling creates excitement and innovation in the business world. New products and innovations are created because sellers learn and convey to the producers what buyers want.
5. Sellers get 80% of the margins of products; producers and others get only 20%. Is it not great to know that?
6 Because of what we do as sellers:
1. There is certainty rather uncertainty
2. There will be food on the table rather than hunger
3. There will be roof over our head;
4. There will be money for education
5. There will be taxes to be paid to the govt which:
1. will pay salaries of millions of govt employees (the biggest employer in the country)
2. will pay for the infrastructure project of the govt
3. pay for social services
4. have money for the crooks and grafters
6. Businesses become successful and sustainable. Without sellers, no memorial parks can ever survive. No businesses can survive without sellers.
7. Sales is the top line of the financial statement. It is the most important activity in any business organization. There cant be no ap or payment of suppliers and employees without sales. Thus it must be given top priority. It is the most important key result areas. (Thus marketing and R&D are the two most important functions in any business. Marketing to sell, and R & D to discover new products for the customers)
REMEMBER A BUSINESS IS AN ENTITY THAT CREATES CUSTOMERS. If the business is unable to gather customer, because it has not sellers, it is a natural consequence.
4. Thus we need to relearn selling and be good at it. There is no other choice. THIS IS OUR LIFE. IF WE DO NOT DO THIS OUR BUSINESS FAILS AND ALL OF #6 DISAPPEAR. Let is be the best in what we do as sellers.
As a part of this organization, you must behave and act like you are member of the family. You must care for and feel for the success and future of the family. You must strive so that we will have sales, do not let sales go to competition. If we do we will have less or no food on the table. It is a duty and honor to serve your family. Thus we strive at all cost to sell
5. Cause and effect, Ishikawa, fishbone diagram for selling
The CE diagram is a linear approach for discovering and finding solutions why there are problems in business like low sales and productivity. We can have four fish bones (tinik) that hinder the purpose or outcome. Then we can have stats on what are the top causes and focus on the said item to eliminate the hindrance and thus lead to greater sales.
Thus we can enumerate for example why our park is not selling that much:
Equipment:/Machinery
Lack of vehicle
No aircon and dirty vehicle
No cooler in the vehicle
Dirty and inoperable interment equipment
AV for interment not working properly
DVD
Player
Loudspeaker
Amplifier
Wires
Mikes
Videoke:
Loudspeaker
Amplifier
Song book
DVD
TV in office for ads not working
Tables, furniture in the office
Chairs
Hotel standards cr
Irrigation equipment
Cleaning/grass cutting equipment
Carpet
Lowering device missing, inoperable
Trailers and 4x4 for interment
/CP computer not working
No internet; no cp signal
Materials:
Tarpaulin
Leaflets
Brochures
For interment:
flowers,
epitaph,
coolers
24 balloons
Ty card
food
drinks
funeral pack
memory board
memory display
memorabilia
Manpower:
CSS I
CSS 2
CMO
Sellers (Agents)
ISG
GT and GC
Methods:
Product Knowledge
Closing technique,
Prospeting
Handling objections
Tarp and brochures lay out
Recruitment of sellers
Training
Sales meeting
CRM
Processing of documents
Payment of commission
Sales Management
Sales motivation and leadership
Memorable interment
Prompt delivery of documents
Promotion
Branding
Below the line:
Use of social media
Events.
TPM and regular inventory of equipment/machinery
5s of chairs, motif, carpet, interment equipment
