{ "version": "https://jsonfeed.org/version/1.1", "user_comment": "This feed allows you to read the posts from this site in any feed reader that supports the JSON Feed format. To add this feed to your reader, copy the following URL -- https://www.bworldonline.com/weekender/marketing/feed/json/ -- and add it your reader.", "next_url": "https://www.bworldonline.com/weekender/marketing/feed/json/?paged=2", "home_page_url": "https://www.bworldonline.com/weekender/marketing/", "feed_url": "https://www.bworldonline.com/weekender/marketing/feed/json/", "language": "en-US", "title": "Marketing Archives - BusinessWorld Online", "description": "BusinessWorld: The most trusted source of Philippine business news and analysis", "items": [ { "id": "http://www.bworldonline.com/?p=187543", "url": "https://www.bworldonline.com/health/2019/03/25/187543/8-tips-to-keep-the-liver-in-good-shape/", "title": "8 tips to keep the liver in good shape", "content_html": "

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The human body is akin to a synergistic machine of connected systems and organs that rely on one other to function well. Its five vital organs \u2014 the brain, heart, kidneys, liver and lungs \u2014 must be given enough care to ensure that entire body works properly.
\nOf the said vital organs, one is largely misunderstood and overlooked \u2014 the liver. Individuals have very little understanding of what it does to help other body systems complete their jobs. As a matter of fact, a healthy liver controls production and excretion of cholesterol, helps in digestion and nutrient absorption and detoxifies the body from harmful intakes.[1]

\n
\n1.\u00a0 Observe a balanced and healthy diet. Eat more high-fiber foods, such as fruits, vegetables and whole grains, together with fish, white meat, beans and nuts, which are rich in proteins. Reduce the amount of carbohydrates and saturated fats in your diet to avoid fat deposits in the liver.[2]
\n
\n2.\u00a0 Exercise regularly. Following a consistent exercise regimen decreases stress on the liver and helps prevent obesity, which is a risk factor for liver disease. A couple of studies have shown that gradual weight loss, coupled with increased exercise, will reduce fat deposits in the liver.
\n\"\"
\n3.\u00a0 Limit alcohol consumption. Consuming excessive amounts of alcohol can cause damage to the liver cells. Drink in moderation as the liver can only process or break down a small amount of alcohol every hour.
\n\"\"
\n4.\u00a0 Take your medications. Strictly follow the doctor\u2019s prescribed treatment \u2014 from how to take it, when to take it, and to how much to take at a time. Don\u2019t take any medications without consulting a doctor, and never mix alcohol with other drugs and medications.[3]
\n\"\"
\n5.\u00a0 Avoid environmental pollutants. Stay away, as much as possible, from chemicals like insect sprays, paints, car fumes and other aerosol sprays. They contain toxins that can harm liver cells.[4] When using some of those items is unavoidable, wear a mask and make sure the room you\u2019re in is ventilated.[5]
\n\"\"
\n6.\u00a0 Consult a doctor. Visit the doctor immediately if symptoms relating to liver injury or damage, such as jaundice, dark urine, nausea and vomiting, were observed. Doctors are in the best position to assess and address your health concerns.
\n\"\"
\n7.\u00a0 Take a liver test. Nowadays, identifying if an individual is at risk from any liver disease is made easy. Diagnostic options, such as the SGPT (serum glutamic pyruvic transaminase) testing, have been developed to help establish liver enzyme levels in the blood, which may indicate the health of the liver.[6] It is also used to monitor the progression of liver diseases and determine if the treatment is working.[7]
\n
\n8.\u00a0 Use trusted liver nutritional support. Providing the liver with an essential nutritional support is also effective to protect and, once damaged, restore the liver\u2019s overall health. In this case, be careful with what you take and make sure that you purchase only trusted brands in the market, such as Essentiale\u00ae Forte P. Essentiale\u00ae Forte P is clinically-proven to protect and revitalize the liver.[8] It is the No. 1 Doctor-Recommended Liver Remedy brand in the Philippines and in the world.[9]\n
\n

\"\"
\nsanofi-aventis Philippines Inc.
\nUnits 2103 & 2105 One World Place, 32nd St. Bonifacio
\nGlobal City, Taguig City, 1634 Philippines
\nSAPH.PCH.18.08.0262a | Version 1.0 | Production Date 01Oct2018

\n\n
\n
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\n", "content_text": "The human body is akin to a synergistic machine of connected systems and organs that rely on one other to function well. Its five vital organs \u2014 the brain, heart, kidneys, liver and lungs \u2014 must be given enough care to ensure that entire body works properly.\nOf the said vital organs, one is largely misunderstood and overlooked \u2014 the liver. Individuals have very little understanding of what it does to help other body systems complete their jobs. As a matter of fact, a healthy liver controls production and excretion of cholesterol, helps in digestion and nutrient absorption and detoxifies the body from harmful intakes.[1]\n\n1.\u00a0 Observe a balanced and healthy diet. Eat more high-fiber foods, such as fruits, vegetables and whole grains, together with fish, white meat, beans and nuts, which are rich in proteins. Reduce the amount of carbohydrates and saturated fats in your diet to avoid fat deposits in the liver.[2]\n\n2.\u00a0 Exercise regularly. Following a consistent exercise regimen decreases stress on the liver and helps prevent obesity, which is a risk factor for liver disease. A couple of studies have shown that gradual weight loss, coupled with increased exercise, will reduce fat deposits in the liver.\n\n3.\u00a0 Limit alcohol consumption. Consuming excessive amounts of alcohol can cause damage to the liver cells. Drink in moderation as the liver can only process or break down a small amount of alcohol every hour.\n\n4.\u00a0 Take your medications. Strictly follow the doctor\u2019s prescribed treatment \u2014 from how to take it, when to take it, and to how much to take at a time. Don\u2019t take any medications without consulting a doctor, and never mix alcohol with other drugs and medications.[3]\n\n5.\u00a0 Avoid environmental pollutants. Stay away, as much as possible, from chemicals like insect sprays, paints, car fumes and other aerosol sprays. They contain toxins that can harm liver cells.[4] When using some of those items is unavoidable, wear a mask and make sure the room you\u2019re in is ventilated.[5]\n\n6.\u00a0 Consult a doctor. Visit the doctor immediately if symptoms relating to liver injury or damage, such as jaundice, dark urine, nausea and vomiting, were observed. Doctors are in the best position to assess and address your health concerns.\n\n7.\u00a0 Take a liver test. Nowadays, identifying if an individual is at risk from any liver disease is made easy. Diagnostic options, such as the SGPT (serum glutamic pyruvic transaminase) testing, have been developed to help establish liver enzyme levels in the blood, which may indicate the health of the liver.[6] It is also used to monitor the progression of liver diseases and determine if the treatment is working.[7]\n\n8.\u00a0 Use trusted liver nutritional support. Providing the liver with an essential nutritional support is also effective to protect and, once damaged, restore the liver\u2019s overall health. In this case, be careful with what you take and make sure that you purchase only trusted brands in the market, such as Essentiale\u00ae Forte P. Essentiale\u00ae Forte P is clinically-proven to protect and revitalize the liver.[8] It is the No. 1 Doctor-Recommended Liver Remedy brand in the Philippines and in the world.[9]\n\n\nsanofi-aventis Philippines Inc.\nUnits 2103 & 2105 One World Place, 32nd St. Bonifacio\nGlobal City, Taguig City, 1634 Philippines\nSAPH.PCH.18.08.0262a | Version 1.0 | Production Date 01Oct2018\n[1] https://www.healthline.com/health/liver-cholesterol\n[2] https://www.liver.ca/your-liver/\n[3] Ibid.\n[4] https://liverfoundation.org/13-ways-to-a-healthy-liver/\n[5] https://www.liver.ca/your-liver/\n[6] https://www.medicinenet.com/liver_blood_tests/article.htm\n[7] https://www.healthline.com/health/alt#procedure\n[8] Gunderman K., Kuenker A., Kuntz E., Drozdik M., Pharmacological Reports, 2011\n[9] No. 1 based on PMDI\u00a0 2017 Data and Nicolas Hall YE Report 2017\n\n\n[vc_raw_js]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"date_published": "2019-03-25T15:00:56+08:00", "date_modified": "2019-03-25T15:00:56+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/winseciontainkes/", "avatar": "https://secure.gravatar.com/avatar/4f59e7220a06ddfc425bfe818926e652?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/winseciontainkes/", "avatar": "https://secure.gravatar.com/avatar/4f59e7220a06ddfc425bfe818926e652?s=512&d=mm&r=g" }, "tags": [ "Health", "Weekender Health", "Arts & Leisure", "Corporate", "Editors' Picks", "Featured", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=186654", "url": "https://www.bworldonline.com/weekender/marketing/2018/09/12/186654/the-gin-for-the-new-generation/", "title": "The gin for the new generation", "content_html": "


\nA gin for a new generation has arrived. The iconic The BaR Premium Gin is here, with a fresh look to captivate a new generation of partygoers.
\nEmperador Distillers Inc. unveiled the newest iteration of the premium gin staple at The Island in Bonifacio Global City on September 12. Influenced by the latest European trends, The BaR Premium Gin infuses the finest botanicals imported from Spain to give drinkers a fun and refreshing burst of flavor with every sip.
\nAnd the best part? It goes great on Instagram, too. Available in three colors \u2014 pink, green, and crystal clear \u2014 The BaR Premium Gin is the perfect aesthetic companion to both help make your pictures stand out, and ensure you create colorful, unforgettable memories.
\nWith the three premium gin variants, there is a colored drink for everyone to enjoy. Inspired by millennials\u2019 ongoing fascination with everything pink, The Pink Gin is packed with zany energy and delicious berry flavors. The Green Gin offers a refreshingly zesty kick of lime with each sip for those looking for a hit of citrus. Meanwhile, the clear Premium Dry is a chill drink that takes you on a ride through the flavorful world of botanicals.
\n

\"\"
Kendrick Andrew L. Tan, vice-president and head of research and development of Emperador Distillers, Inc.

\nSpeaking at the launch of The BaR Premium Gin at The Island in Bonifacio Global City, Kendrick Andrew L. Tan, vice-president and head of research and development of Emperador Distillers, Inc., said, \u201cWe\u2019re launching our new Premium Dry Gin, and its variants infused with all-natural berry and lime flavors. Very refreshing and very eye-catching. I would like you to try it either with tonic or with clear soda, if you would like something a little sweeter.\u201d
\nTailored specifically for the sophisticated tastes of millennials, The BaR Premium Gin promises to raise the bar for colored gins by giving an authentic world-class experience unlike any local gin product out there, whether it\u2019s mixed with tonic water, lime soda, on the rocks, or unadorned.
\nTo ensure the fun begins for everyone, The BaR Premium Gin is conveniently priced at a suggested retail price of P95.00 for each 700 mL bottle, and is now available in 7-Eleven stores everywhere and at Boozy.ph.
\nSpotlight is BusinessWorld\u2019s sponsored section that allows advertisers to amplify their brand and connect with BusinessWorld\u2019s audience by enabling them to publish their stories directly on the BusinessWorld website. For more information, send an email to\u00a0online[at]www.bworldonline.com.

\n", "content_text": "A gin for a new generation has arrived. The iconic The BaR Premium Gin is here, with a fresh look to captivate a new generation of partygoers.\nEmperador Distillers Inc. unveiled the newest iteration of the premium gin staple at The Island in Bonifacio Global City on September 12. Influenced by the latest European trends, The BaR Premium Gin infuses the finest botanicals imported from Spain to give drinkers a fun and refreshing burst of flavor with every sip.\nAnd the best part? It goes great on Instagram, too. Available in three colors \u2014 pink, green, and crystal clear \u2014 The BaR Premium Gin is the perfect aesthetic companion to both help make your pictures stand out, and ensure you create colorful, unforgettable memories.\nWith the three premium gin variants, there is a colored drink for everyone to enjoy. Inspired by millennials\u2019 ongoing fascination with everything pink, The Pink Gin is packed with zany energy and delicious berry flavors. The Green Gin offers a refreshingly zesty kick of lime with each sip for those looking for a hit of citrus. Meanwhile, the clear Premium Dry is a chill drink that takes you on a ride through the flavorful world of botanicals.\nKendrick Andrew L. Tan, vice-president and head of research and development of Emperador Distillers, Inc.\nSpeaking at the launch of The BaR Premium Gin at The Island in Bonifacio Global City, Kendrick Andrew L. Tan, vice-president and head of research and development of Emperador Distillers, Inc., said, \u201cWe\u2019re launching our new Premium Dry Gin, and its variants infused with all-natural berry and lime flavors. Very refreshing and very eye-catching. I would like you to try it either with tonic or with clear soda, if you would like something a little sweeter.\u201d\nTailored specifically for the sophisticated tastes of millennials, The BaR Premium Gin promises to raise the bar for colored gins by giving an authentic world-class experience unlike any local gin product out there, whether it\u2019s mixed with tonic water, lime soda, on the rocks, or unadorned.\nTo ensure the fun begins for everyone, The BaR Premium Gin is conveniently priced at a suggested retail price of P95.00 for each 700 mL bottle, and is now available in 7-Eleven stores everywhere and at Boozy.ph.\nSpotlight is BusinessWorld\u2019s sponsored section that allows advertisers to amplify their brand and connect with BusinessWorld\u2019s audience by enabling them to publish their stories directly on the BusinessWorld website. For more information, send an email to\u00a0online[at]www.bworldonline.com.", "date_published": "2018-09-12T21:00:37+08:00", "date_modified": "2018-09-12T21:00:37+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/winseciontainkes/", "avatar": "https://secure.gravatar.com/avatar/4f59e7220a06ddfc425bfe818926e652?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/winseciontainkes/", "avatar": "https://secure.gravatar.com/avatar/4f59e7220a06ddfc425bfe818926e652?s=512&d=mm&r=g" }, "tags": [ "Chill Drink", "Colored Gin", "gin", "Green Gin", "liquor", "Pink Gin", "Premium Dry", "The BaR", "The BaR Premium Gin", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=88106", "url": "https://www.bworldonline.com/weekender/marketing/2017/12/08/88106/three-sales-elements/", "title": "Three sales elements", "content_html": "

Proficient and capable salesmen are difficult to find and even harder to hold on to. The cost of recruitment is significant. We have recently calculated that it is costing upwards of 15% of annual salary to get an individual on board. Consider the subsequent costs of training, administration, provisions, uniforms, and all the other charges and levies associated with keeping a new employee for one year and one can understand the need to get it right first time and to bring individuals on board who will amortize those up-front costs by staying for more than a year or two.

\n

Perhaps I am being a little unfair but it seems to me that millennials have little interest in winning a good job. I am continually frustrated by individuals who turn up for interview ill-equipped to answer any questions about our company and unable to provide any answers as to what they can contribute or why they would like a job with us.\u00a0Their attitude seems to be, \u201cShow us what you are willing to pay and we\u2019ll decide if we want to work for you or not!\u201d

\n

Increasingly, we now look to professionals to fill our sales positions. We believe it is necessary for our sales engineers to have sufficient technical knowledge so they can understand how our products work and accurately explain to our clients who, for the most part, are also engineers. Product knowledge training goes some way to getting our people up to speed, however, those who have a solid technical background find it considerably easier to comprehend and absorb product knowledge.

\n

Our sales executives must also understand \u201cproduct application.\u201d Clients want to deal with people who understand their problems. They increasingly expect sales executives to come up with innovative solutions.\u00a0Our client base wants to discuss problems with engineers who really understand their situation. So we have discussed two basic requirements for sales engineers. They must have good product knowledge and an understanding of their client\u2019s situation.

\n

Selling is not for everybody. It requires self-discipline, tenacity and hard work to become successful. Sales managers look for sales staff with basic qualities. Gregarious, determined, hardworking personalities are well-suited to a career in sales.\u00a0\u00a0Yet even this is not enough. No matter how hard a salesperson works, a constant stream of customers saying no to his products or services will quickly lead to demoralization.

\n

The realities are that hard work and a positive attitude are not enough. Our sales executives must be able to sell products against strong and aggressive competitors.\u00a0Without exposure and mastery of the correct skills and behaviors to use in a sales interaction, our salespeople will fail to meet targets.

\n

So the last component for success is a clear understanding of the sales process and how to use it to influence a sale. Research shows that there are specific skills and behaviors that are used to enhance sales effectiveness. Quality sales training programs teach these skills.

\n

To put all of this in context, I have newly hired engineers who are untrained and inexperienced in selling. It will take time to teach them the products and product application. I have a couple of sales engineers who come from other disciplines (nursing, chemical engineering, etc.) Fortunately, they have been with us long enough to have assimilated both product knowledge and selling skills. Nonetheless, they still find it difficult to see when faced with highly competent engineers who require technical explanations.\u00a0Lastly, I have a couple of senior engineers who know both products and product application. However, neither of them are commercially oriented.

\n

To build a strong sales team, I need all three elements. If I can\u2019t achieve this at the time of recruitment, then training and experience will have to be gathered over time. As I say, the cost of recruitment is high. We pay good salaries and benefits; we just need to make sure we get some return on investment by knowing what we need, who we are hiring and by taking steps over time to fill the gaps in technical, sales, and application knowledge.

\n

Terence Hockenhull is a long-term resident of the Philippines.\u00a0 He is an accomplished sales consultant, and currently holds an executive sales position with an Italian geotechnical company.

\n

hockenhull@gmail.com

\n", "content_text": "Proficient and capable salesmen are difficult to find and even harder to hold on to. The cost of recruitment is significant. We have recently calculated that it is costing upwards of 15% of annual salary to get an individual on board. Consider the subsequent costs of training, administration, provisions, uniforms, and all the other charges and levies associated with keeping a new employee for one year and one can understand the need to get it right first time and to bring individuals on board who will amortize those up-front costs by staying for more than a year or two.\nPerhaps I am being a little unfair but it seems to me that millennials have little interest in winning a good job. I am continually frustrated by individuals who turn up for interview ill-equipped to answer any questions about our company and unable to provide any answers as to what they can contribute or why they would like a job with us.\u00a0Their attitude seems to be, \u201cShow us what you are willing to pay and we\u2019ll decide if we want to work for you or not!\u201d\nIncreasingly, we now look to professionals to fill our sales positions. We believe it is necessary for our sales engineers to have sufficient technical knowledge so they can understand how our products work and accurately explain to our clients who, for the most part, are also engineers. Product knowledge training goes some way to getting our people up to speed, however, those who have a solid technical background find it considerably easier to comprehend and absorb product knowledge.\nOur sales executives must also understand \u201cproduct application.\u201d Clients want to deal with people who understand their problems. They increasingly expect sales executives to come up with innovative solutions.\u00a0Our client base wants to discuss problems with engineers who really understand their situation. So we have discussed two basic requirements for sales engineers. They must have good product knowledge and an understanding of their client\u2019s situation.\nSelling is not for everybody. It requires self-discipline, tenacity and hard work to become successful. Sales managers look for sales staff with basic qualities. Gregarious, determined, hardworking personalities are well-suited to a career in sales.\u00a0\u00a0Yet even this is not enough. No matter how hard a salesperson works, a constant stream of customers saying no to his products or services will quickly lead to demoralization.\nThe realities are that hard work and a positive attitude are not enough. Our sales executives must be able to sell products against strong and aggressive competitors.\u00a0Without exposure and mastery of the correct skills and behaviors to use in a sales interaction, our salespeople will fail to meet targets.\nSo the last component for success is a clear understanding of the sales process and how to use it to influence a sale. Research shows that there are specific skills and behaviors that are used to enhance sales effectiveness. Quality sales training programs teach these skills.\nTo put all of this in context, I have newly hired engineers who are untrained and inexperienced in selling. It will take time to teach them the products and product application. I have a couple of sales engineers who come from other disciplines (nursing, chemical engineering, etc.) Fortunately, they have been with us long enough to have assimilated both product knowledge and selling skills. Nonetheless, they still find it difficult to see when faced with highly competent engineers who require technical explanations.\u00a0Lastly, I have a couple of senior engineers who know both products and product application. However, neither of them are commercially oriented.\nTo build a strong sales team, I need all three elements. If I can\u2019t achieve this at the time of recruitment, then training and experience will have to be gathered over time. As I say, the cost of recruitment is high. We pay good salaries and benefits; we just need to make sure we get some return on investment by knowing what we need, who we are hiring and by taking steps over time to fill the gaps in technical, sales, and application knowledge.\nTerence Hockenhull is a long-term resident of the Philippines.\u00a0 He is an accomplished sales consultant, and currently holds an executive sales position with an Italian geotechnical company.\nhockenhull@gmail.com", "date_published": "2017-12-08T00:01:13+08:00", "date_modified": "2017-12-08T00:01:13+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Terence A. Hockenhull", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=77833", "url": "https://www.bworldonline.com/weekender/marketing/2017/11/17/77833/largest-owndays-store-world-opens-phl/", "title": "Largest Owndays store in the world opens in PHL", "content_html": "

By Zsarlene B. Chua

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FROM THE outside the newest Owndays store in SM Megamall didn’t look like a typical optical shop with white walls and glass cases everywhere protecting the merchandise \u2014 the floor to the fixtures were done in shades of brown while the ceiling is decidedly industrial with hanging lights \u2014 but it was hard to miss the rows upon rows of frames for sunglasses and regular eyeglasses.

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And making the brand’s flagship and largest store yet not look like the normal optical shops was the whole point \u2014 in order to encourage customers, whether they need prescription glasses or want them for fashion, to not be intimidated by both the store and its vaunted all-in pricing system.

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“We’re the only optical shop [in the country] who offers ultra-thin, multi-coated lenses right off the bat instead of offering them as extras,” Vohne Yao, Sungears Sales managing director (Owndays’ local partner in the Philippines), told BusinessWorld during the store’s launch on Nov. 8 before adding that the upfront price also includes a one-year limited warranty and lifetime cleaning and mechanical services, the option to choose from 1,500 frame styles, and a waiting period (after payment) of just 20 minutes until the finished pair is released.

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A pair can range in price from P1,990 to P6,990.

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Spanning 280 square meters, the SM Megamall branch is currently the largest store the Japanese optical brand has ever opened, and while it wasn’t hard to convince the Japanese principals to open the store, one of the challenges they faced was deciding what to actually put inside it because of its size.

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“Owndays has never done something this big so one of the challenges we faced was what to put in it… so why not put a special section for the kids and sunglasses so we can encourage parents to get their kids glasses at an early age?,” Mr. Yao said, adding that the dedicated section for kids glasses would lead them to expand the collection.

\n

But whether having a section dedicated to sunglasses and kids’ eyewear would be replicated in succeeding stores remains to be seen as Mr. Yao said it’s “an experiment” \u2014 though if it works, they might do this in other stores as well.

\n

And because the retail space is so big, Owndays put in three refraction rooms \u2014 with a space for another just in case \u2014 to guarantee the fast roll-out of the glasses and chairs for those who’ll wait.

\n

Since opening in 2015, Owndays now operates 21 stores across the country including Cebu and Pampanga. Next year, Mr. Yao said they are planning on opening 15 more.

\n

“We opened 21 stores in less than two years. Next year we’re opening another 15 stores. We really want to bring this to anyone \u2014 the price is affordable for everyone and it’s value for money because you get the frames, the lenses, the choices, the service,” he said.

\n

And for those who want to have a collection of frames ranging from the conventional to the decidedly funky, Owndays introduces new styles every three weeks, something fast fashion retailers such as H&M are known to do.

\n

“Sometimes we tell them the frames are too unconventional \u2014 we have butterfly frames \u2014 but they said it was to show what Owndays can do in terms of design,” he explained.

\n

While he acknowledged there are a lot of other optical store brands whose branches number well into the hundreds, he believes there is much room to grow because “only 10% of Filipinos who need glasses get glasses,” unlike neighboring countries such as Hong Kong and Japan whose numbers are way higher.

\n

“There’s room for us to grow the market. We need to work together to grow the market,” he said.

\n", "content_text": "By Zsarlene B. Chua\nFROM THE outside the newest Owndays store in SM Megamall didn’t look like a typical optical shop with white walls and glass cases everywhere protecting the merchandise \u2014 the floor to the fixtures were done in shades of brown while the ceiling is decidedly industrial with hanging lights \u2014 but it was hard to miss the rows upon rows of frames for sunglasses and regular eyeglasses.\nAnd making the brand’s flagship and largest store yet not look like the normal optical shops was the whole point \u2014 in order to encourage customers, whether they need prescription glasses or want them for fashion, to not be intimidated by both the store and its vaunted all-in pricing system.\n“We’re the only optical shop [in the country] who offers ultra-thin, multi-coated lenses right off the bat instead of offering them as extras,” Vohne Yao, Sungears Sales managing director (Owndays’ local partner in the Philippines), told BusinessWorld during the store’s launch on Nov. 8 before adding that the upfront price also includes a one-year limited warranty and lifetime cleaning and mechanical services, the option to choose from 1,500 frame styles, and a waiting period (after payment) of just 20 minutes until the finished pair is released.\nA pair can range in price from P1,990 to P6,990.\nSpanning 280 square meters, the SM Megamall branch is currently the largest store the Japanese optical brand has ever opened, and while it wasn’t hard to convince the Japanese principals to open the store, one of the challenges they faced was deciding what to actually put inside it because of its size.\n“Owndays has never done something this big so one of the challenges we faced was what to put in it… so why not put a special section for the kids and sunglasses so we can encourage parents to get their kids glasses at an early age?,” Mr. Yao said, adding that the dedicated section for kids glasses would lead them to expand the collection.\nBut whether having a section dedicated to sunglasses and kids’ eyewear would be replicated in succeeding stores remains to be seen as Mr. Yao said it’s “an experiment” \u2014 though if it works, they might do this in other stores as well.\nAnd because the retail space is so big, Owndays put in three refraction rooms \u2014 with a space for another just in case \u2014 to guarantee the fast roll-out of the glasses and chairs for those who’ll wait.\nSince opening in 2015, Owndays now operates 21 stores across the country including Cebu and Pampanga. Next year, Mr. Yao said they are planning on opening 15 more.\n“We opened 21 stores in less than two years. Next year we’re opening another 15 stores. We really want to bring this to anyone \u2014 the price is affordable for everyone and it’s value for money because you get the frames, the lenses, the choices, the service,” he said.\nAnd for those who want to have a collection of frames ranging from the conventional to the decidedly funky, Owndays introduces new styles every three weeks, something fast fashion retailers such as H&M are known to do.\n“Sometimes we tell them the frames are too unconventional \u2014 we have butterfly frames \u2014 but they said it was to show what Owndays can do in terms of design,” he explained.\nWhile he acknowledged there are a lot of other optical store brands whose branches number well into the hundreds, he believes there is much room to grow because “only 10% of Filipinos who need glasses get glasses,” unlike neighboring countries such as Hong Kong and Japan whose numbers are way higher.\n“There’s room for us to grow the market. We need to work together to grow the market,” he said.", "date_published": "2017-11-17T00:04:18+08:00", "date_modified": "2017-11-17T00:04:18+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Featured", "Marketing", "Owndays", "sm megamall", "store", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=77831", "url": "https://www.bworldonline.com/weekender/marketing/2017/11/17/77831/ayala-malls-host-farmers-markets-holidays/", "title": "Ayala Malls host farmers markets over the holidays", "content_html": "

MUCH LIKE Makati’s main thoroughfares which are all decked out for Christmas in a distinctly Filipino fashion \u2014 from the capiz shell (windowpane oyster) lights decorating the trees along Ayala Avenue to Christmas lights done in the patterns of native woven fabrics like inabel and Yakan \u2014 Ayala Malls are similarly celebrating this Christmas with a decidedly Filipino flavor as they host “TienDA sa Ayala Malls,” a series of two-day weekend markets bringing the products of local farmers and fisherfolk to several Ayala Malls in the country.

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“This is a joint project with the Department of Agriculture (DA) and we’re so happy they chose the Ayala Malls as the venue to bring the farmers and their produce closer to the people of Metro Manila, Visayas and Mindanao. We’re so excited,” Maria Rowena Manhit-Tomeldan, head of the Ayala Malls Group, told BusinessWorld during the launch on Nov. 9 at Park Terraces in Makati City.

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TienDA is the agriculture department’s version of a farmers market where they bring local farmers and fisherfolk together in one venue so they can “directly sell their produce and for consumers to be able to access these products at its farm gate price,” said the DA Web site.

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“The project seeks to eliminate unnecessary layers of middlemen in the supply chain, hence allowing our farmers and fisherfolks to command fair and reasonable prices for their produce,” Agriculture Undersecretary Bernadette Romulo-Puyat said during the launch. “This will also help us assess and analyze the demand for agriculture and fisheries products in the different parts of the country.”

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On Nov. 18-19, TienDA will be held at the Abreeza mall in Davao City, followed by the Ayala Center Cebu on Nov. 25-26, UP Town Center on Dec. 2-3, Alabang Town Center on Dec. 9-10, Ayala Malls The 30th on Dec. 16-17, and Solenad on Jan. 18-21.

\n

“The number of farmers and fisherfolks would vary per region as we invite those who come from the same region as the venue of the market,” Carolyn C. Castro, OIC director of the Agribusiness and Marketing Assistance Service (AMAS) of DA told BusinessWorld during launch.

\n

While there are as yet no concrete plans to make it a regular weekend market \u2014 Ms. Manhit-Tomeldan said they would love to make TienDA a regular thing \u2014 Ms. Castro said they are treating the project as a pilot for other projects they can do in the same vein.

\n

“In a way, this is our way of piloting so we’ll know how to go about it,” she said.

\n

Aside from TienDA, Ayala Malls are also celebrating Christmas online by putting up the Ayala Malls Christmas Catalog on the e-commerce site ZALORA. The catalog contains “a comprehensive list and inventory” to help customers with their gift ideas, according to a company press release.

\n

For those making a quick trip to the mall to pick up takeout or other stuff for Christmas, the malls will offer several special parking slots for a limited time of 30 minutes.

\n

Ayala Malls will also be presenting several musical performance including I Got Stung, a musical performance by the Steps Dance Studio inspired by the music of Sting. The performance will tour select Ayala Malls starting Nov. 26 and will include special guests such as Piolo Pascual, Sam Milby, and Gian Magdangal.

\n

Similarly, The Manila Symphony Junior Orchestra will also be touring several Ayala Malls starting Nov. 11 where they will play the winning pieces they performed at the Summa Cum Laude Festival in Vienna, Austria where they won second place in the strings category.

\n

These performances are only some of the events slated for the holidays as Ayala Malls is committed to “spreading good cheer,” said a press release.

\n

For more information on the malls’ holiday plans, visit its Facebook page at https://www.facebook.com/AyalaMalls360/. \u2014 Zsarlene B. Chua

\n", "content_text": "MUCH LIKE Makati’s main thoroughfares which are all decked out for Christmas in a distinctly Filipino fashion \u2014 from the capiz shell (windowpane oyster) lights decorating the trees along Ayala Avenue to Christmas lights done in the patterns of native woven fabrics like inabel and Yakan \u2014 Ayala Malls are similarly celebrating this Christmas with a decidedly Filipino flavor as they host “TienDA sa Ayala Malls,” a series of two-day weekend markets bringing the products of local farmers and fisherfolk to several Ayala Malls in the country.\n“This is a joint project with the Department of Agriculture (DA) and we’re so happy they chose the Ayala Malls as the venue to bring the farmers and their produce closer to the people of Metro Manila, Visayas and Mindanao. We’re so excited,” Maria Rowena Manhit-Tomeldan, head of the Ayala Malls Group, told BusinessWorld during the launch on Nov. 9 at Park Terraces in Makati City.\nTienDA is the agriculture department’s version of a farmers market where they bring local farmers and fisherfolk together in one venue so they can “directly sell their produce and for consumers to be able to access these products at its farm gate price,” said the DA Web site.\n“The project seeks to eliminate unnecessary layers of middlemen in the supply chain, hence allowing our farmers and fisherfolks to command fair and reasonable prices for their produce,” Agriculture Undersecretary Bernadette Romulo-Puyat said during the launch. “This will also help us assess and analyze the demand for agriculture and fisheries products in the different parts of the country.”\nOn Nov. 18-19, TienDA will be held at the Abreeza mall in Davao City, followed by the Ayala Center Cebu on Nov. 25-26, UP Town Center on Dec. 2-3, Alabang Town Center on Dec. 9-10, Ayala Malls The 30th on Dec. 16-17, and Solenad on Jan. 18-21.\n“The number of farmers and fisherfolks would vary per region as we invite those who come from the same region as the venue of the market,” Carolyn C. Castro, OIC director of the Agribusiness and Marketing Assistance Service (AMAS) of DA told BusinessWorld during launch.\nWhile there are as yet no concrete plans to make it a regular weekend market \u2014 Ms. Manhit-Tomeldan said they would love to make TienDA a regular thing \u2014 Ms. Castro said they are treating the project as a pilot for other projects they can do in the same vein.\n“In a way, this is our way of piloting so we’ll know how to go about it,” she said.\nAside from TienDA, Ayala Malls are also celebrating Christmas online by putting up the Ayala Malls Christmas Catalog on the e-commerce site ZALORA. The catalog contains “a comprehensive list and inventory” to help customers with their gift ideas, according to a company press release.\nFor those making a quick trip to the mall to pick up takeout or other stuff for Christmas, the malls will offer several special parking slots for a limited time of 30 minutes.\nAyala Malls will also be presenting several musical performance including I Got Stung, a musical performance by the Steps Dance Studio inspired by the music of Sting. The performance will tour select Ayala Malls starting Nov. 26 and will include special guests such as Piolo Pascual, Sam Milby, and Gian Magdangal.\nSimilarly, The Manila Symphony Junior Orchestra will also be touring several Ayala Malls starting Nov. 11 where they will play the winning pieces they performed at the Summa Cum Laude Festival in Vienna, Austria where they won second place in the strings category.\nThese performances are only some of the events slated for the holidays as Ayala Malls is committed to “spreading good cheer,” said a press release.\nFor more information on the malls’ holiday plans, visit its Facebook page at https://www.facebook.com/AyalaMalls360/. \u2014 Zsarlene B. Chua", "date_published": "2017-11-17T00:03:11+08:00", "date_modified": "2017-11-17T00:03:11+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "christmas", "Department of Agriculture", "famers markets", "Marketing", "TienDA sa ayala malls", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=77830", "url": "https://www.bworldonline.com/weekender/marketing/2017/11/17/77830/puma-accused-defacing-indian-heritage-shoe-commercial/", "title": "Puma accused of defacing Indian heritage for shoe commercial", "content_html": "

NEW DELHI \u2014 Global sportswear giant Puma was accused Tuesday of irreversibly damaging 17th-century architecture in Delhi’s historic quarter as part of an advertising stunt to promote a new line of shoes.

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The facades of several buildings in Old Delhi have been spray-painted with large colorful murals for the shoe campaign that Puma said “captures the grit of Indian streets” on its Web site.

\n

But the stunt \u2014 dubbed “Suede Gully” after the shoe material and the Hindi word for street \u2014 has infuriated conservationists who accused Puma of defacing the centuries-old quarter built by Mughal emperor Shah Jahan.

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“It’s a heritage area. You can’t just go and paint what you like,” Swapna Liddle from the Indian National Trust for Art and Cultural Heritage told AFP.

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“Permanent damage has been done to the carved sandstone, limestone plaster and Lahori bricks.

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“Those who made and approved this advertisement, those who stood by while this was done, are all responsible for this insensitive treatment.”

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Puma could not immediately be reached for comment but a spokeswoman for the sportswear brand told The Indian Express newspaper “all necessary permissions were sought.”

\n

In an advertising video for the Puma campaign, Indian rappers and hip-hop dancers perform at graffiti-covered locations including trains in the financial capital Mumbai.

\n

Rules to protect Delhi’s neglected heritage sites from destruction are widely ignored, conservationists say.

\n

Laws specifically forbidding advertising on historic buildings is rarely enforced by Delhi’s cash-strapped authorities, who struggle to uphold measures designed to conserve the city’s crumbling icons.

\n

The owner of one Delhi building spray-painted for the Puma campaign defended the decision as his only to make.

\n

“This is a private property and the graffiti is making the area look more beautiful. The area is looking better now, it is more lively,” Arun Khandelwal told the Indian Express. \u2014 AFP

\n", "content_text": "NEW DELHI \u2014 Global sportswear giant Puma was accused Tuesday of irreversibly damaging 17th-century architecture in Delhi’s historic quarter as part of an advertising stunt to promote a new line of shoes.\nThe facades of several buildings in Old Delhi have been spray-painted with large colorful murals for the shoe campaign that Puma said “captures the grit of Indian streets” on its Web site.\nBut the stunt \u2014 dubbed “Suede Gully” after the shoe material and the Hindi word for street \u2014 has infuriated conservationists who accused Puma of defacing the centuries-old quarter built by Mughal emperor Shah Jahan.\n“It’s a heritage area. You can’t just go and paint what you like,” Swapna Liddle from the Indian National Trust for Art and Cultural Heritage told AFP.\n“Permanent damage has been done to the carved sandstone, limestone plaster and Lahori bricks.\n“Those who made and approved this advertisement, those who stood by while this was done, are all responsible for this insensitive treatment.”\nPuma could not immediately be reached for comment but a spokeswoman for the sportswear brand told The Indian Express newspaper “all necessary permissions were sought.”\nIn an advertising video for the Puma campaign, Indian rappers and hip-hop dancers perform at graffiti-covered locations including trains in the financial capital Mumbai.\nRules to protect Delhi’s neglected heritage sites from destruction are widely ignored, conservationists say.\nLaws specifically forbidding advertising on historic buildings is rarely enforced by Delhi’s cash-strapped authorities, who struggle to uphold measures designed to conserve the city’s crumbling icons.\nThe owner of one Delhi building spray-painted for the Puma campaign defended the decision as his only to make.\n“This is a private property and the graffiti is making the area look more beautiful. The area is looking better now, it is more lively,” Arun Khandelwal told the Indian Express. \u2014 AFP", "date_published": "2017-11-17T00:02:05+08:00", "date_modified": "2017-11-17T00:02:05+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "commercial", "crime", "heritage", "india", "puma", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=77829", "url": "https://www.bworldonline.com/weekender/marketing/2017/11/17/77829/tailor-made-solutions/", "title": "Tailor-made solutions", "content_html": "

BUSINESS TODAY is more competitive than ever. Few companies enjoy the luxury of being the sole provider of a product or service. Indeed, as soon as a new product is introduced to the market, a competitor company will carefully examine it to see how it fares. If it fills a market niche or outperforms existing products, they will quickly introduce a similar product. As consumers, most of us are in favor of strong competition. It means that we are offered choices and, perhaps more importantly, it prevents one company from selling their products at unreasonably high prices.

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One has to wonder how a salesperson can make a difference in this sales’ environment. However, consider this: If the products or services sold by two vendors are similar in cost and features and they are sold to the same client base, the only thing that can really make the difference is the way the products are sold. (Let’s not confuse this with commodity selling where the product is simple and identical irrespective of which vendor it comes from. Examples of this might be sugar, flour, corn-meal. In this type of selling the only factors that make a difference are cost and availability.)

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Consider a product like an elevator for a high-rise building. Schindler, Toshiba, Hitachi, and Otis are all well-known brands. At the end of the day, these will be customized to accommodate load, number of floors, interior finishing, etc. Truth of the matter; it doesn’t really matter which company the elevator is bought from. So a salesperson must find ways to influence the sale.

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Networking is one way of making a difference.

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Faced with two vendors selling similar products for the same price, a customer will probably favor the salesperson he or she knows, likes, and trusts. Personal introductions or connections with other trusted parties go a long way to swing business in a salesperson’s favor. However, networking and personal connections take time to develop. The salesperson who is new to an industry and perhaps has few contacts may find himself disadvantaged when selling against more experienced, industry-stable individuals.

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Another way of gaining an advantage (even though he is selling a similar product) is to make the customer believe that he is selling the only product that meets all of the client’s requirements. This doesn’t mean telling the client that other products are inferior. Nor is he required to tell the client why his product is better. And it certainly doesn’t mean lying or exaggerating his own product’s performance.

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Most buyers who are looking for a particular product or service know full well that they will not be able to get an exact match with their requirements. Thus, the decision to purchase will invariably be made on the “best-fit” solution. Using an example of two salespeople trying to sell photocopiers, the first vendor presents what he believes to be the most appropriate model to meet the customer’s needs. The second salesperson spends more time asking questions. Rather than mentioning any single feature, he determines what the client wants. His questions are so worded as to make the client express needs for each of the features. He might ask, “Are you looking for a copying machine that will collate copies?” or “You mentioned that with the volume of copying you have to do, your staff spend a lot of time at the photocopier. Do you think an auto-document feeder might speed things up?”

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By the end of the call, the second salesperson can present his solution with confidence knowing that his solution is an exact match for the client’s requirements. Despite the fact that the first vendor’s copier will probably meet these client’s requirements just as well (because he, too, offers the same type of machine and servicing schedule), the client is more likely to be impressed by the second salesman.

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Terence A. Hockenhull is a long-term resident of the Philippines. He is an accomplished sales consultant who currently holds an executive sales position with an Italian geotechnical company.

\n

hockenhull@gmail.com

\n", "content_text": "BUSINESS TODAY is more competitive than ever. Few companies enjoy the luxury of being the sole provider of a product or service. Indeed, as soon as a new product is introduced to the market, a competitor company will carefully examine it to see how it fares. If it fills a market niche or outperforms existing products, they will quickly introduce a similar product. As consumers, most of us are in favor of strong competition. It means that we are offered choices and, perhaps more importantly, it prevents one company from selling their products at unreasonably high prices. \nOne has to wonder how a salesperson can make a difference in this sales’ environment. However, consider this: If the products or services sold by two vendors are similar in cost and features and they are sold to the same client base, the only thing that can really make the difference is the way the products are sold. (Let’s not confuse this with commodity selling where the product is simple and identical irrespective of which vendor it comes from. Examples of this might be sugar, flour, corn-meal. In this type of selling the only factors that make a difference are cost and availability.)\nConsider a product like an elevator for a high-rise building. Schindler, Toshiba, Hitachi, and Otis are all well-known brands. At the end of the day, these will be customized to accommodate load, number of floors, interior finishing, etc. Truth of the matter; it doesn’t really matter which company the elevator is bought from. So a salesperson must find ways to influence the sale.\nNetworking is one way of making a difference. \nFaced with two vendors selling similar products for the same price, a customer will probably favor the salesperson he or she knows, likes, and trusts. Personal introductions or connections with other trusted parties go a long way to swing business in a salesperson’s favor. However, networking and personal connections take time to develop. The salesperson who is new to an industry and perhaps has few contacts may find himself disadvantaged when selling against more experienced, industry-stable individuals. \nAnother way of gaining an advantage (even though he is selling a similar product) is to make the customer believe that he is selling the only product that meets all of the client’s requirements. This doesn’t mean telling the client that other products are inferior. Nor is he required to tell the client why his product is better. And it certainly doesn’t mean lying or exaggerating his own product’s performance. \nMost buyers who are looking for a particular product or service know full well that they will not be able to get an exact match with their requirements. Thus, the decision to purchase will invariably be made on the “best-fit” solution. Using an example of two salespeople trying to sell photocopiers, the first vendor presents what he believes to be the most appropriate model to meet the customer’s needs. The second salesperson spends more time asking questions. Rather than mentioning any single feature, he determines what the client wants. His questions are so worded as to make the client express needs for each of the features. He might ask, “Are you looking for a copying machine that will collate copies?” or “You mentioned that with the volume of copying you have to do, your staff spend a lot of time at the photocopier. Do you think an auto-document feeder might speed things up?”\nBy the end of the call, the second salesperson can present his solution with confidence knowing that his solution is an exact match for the client’s requirements. Despite the fact that the first vendor’s copier will probably meet these client’s requirements just as well (because he, too, offers the same type of machine and servicing schedule), the client is more likely to be impressed by the second salesman.\nTerence A. Hockenhull is a long-term resident of the Philippines. He is an accomplished sales consultant who currently holds an executive sales position with an Italian geotechnical company.\nhockenhull@gmail.com", "date_published": "2017-11-17T00:01:50+08:00", "date_modified": "2017-11-17T00:01:50+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Tailor-made solutions", "Terence A. Hockenhull", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=70770", "url": "https://www.bworldonline.com/weekender/marketing/2017/11/03/70770/loyalty-card-select/", "title": "A loyalty card for the select few", "content_html": "

By Zsarlene B. Chua
\nReporter

\n

UNLIKE other loyalty cards that reward their most steadfast and best customers via perks and discounts, the Ayala Rewards Circle (ARC) takes it a notch higher as they \u201cgo beyond the generic, generalized perks that do nothing to deepen the relationship with high-value customers,\u201d according to a company press release.

\n

ARC is a multi-industry appreciation program for the Ayala group\u2019s most valued customers which started in 2012 after Fernando Zobel de Ayala, COO of the Ayala Corporation mentioned his dream of \u201cstarting to look at the company as one brand.\u201d

\n

In other words, a preferred BPI client will be also be a preferred client across the Ayala group of companies and its hand-picked partners.

\n

One of the main features of ARC is a 24-hour concierge service that offers services locally and internationally and can perform basic functions such as reserving restaurants and booking hotels to more complicated requests such as booking a dinner cruise for a family of 25 in order to have a nice view of the New Year\u2019s fireworks in Singapore or book tickets to London Fashion Week or to Wimbledon.

\n

\u201cAt Ayala, our customers are our lifeblood. And we want our most valued clients to enjoy amazing rewards not just with one business, but throughout the entire Ayala Group,\u201d said Maria Angelica B. Rapadas, president and general manager of ARC, in a press release.

\n

After being fully implemented in 2014, ARC currently has 100,000 members with an average age of 47. Most of them are entrepreneurs or upper management, said Patricia Y. Manhit, COO of ARC in a press conference held on Oct. 24 at the Ayala Tower One in Makati City.

\n

They are looking to increase membership to 200,000 in two to three years.

\n

\"AyalaOther perks include priority handling at BPI and in select Globe stores, special deals and discounts on Ayala-owned Isuzu, Volkswagen and Honda dealerships, Ayala property promos and special rates at Ayala Hotels and Resorts, privileges from local and international retail, dining and leisure partners and invites to exclusive events.

\n

Requirements for membership eligibility include any of the following: a single P1.25-million purchase at AC Automotive dealerships or an accumulated purchase of P2 million made in the last five years, a purchase worth at least P3 million from Ayala Land brands (Premier, Alveo and Avida) in the last seven years, a private or preferred BPI client account and a Globe Platinum subscription.

\n

(The rewards card is only extended towards individual accounts and not to corporate accounts.)

\n

While a person having one eligible account makes him/her a member, those with accounts in all four businesses are afforded perks such as airport lounge\u00a0access in select local and international airports.

\n

A membership lasts five years after which the company reassesses if a member is still eligible for the \u201ccompletely free reward system,\u201d said Ms. Rapadas.

\n

ARC is accessible via its Web site, an app and on Facebook — its visibility on social media sites three years since it was fully implemented is an effort to make ARC more visible and reach more eligible members despite acknowledging that the Ayala Rewards Circle is \u201ctrying to be low-radar as it is for a select few,\u201d said Ms. Manhit.

\n

\u201cIf you\u2019re an eligible member, the Ayala companies have to invite you but sometimes it\u2019s hard to find these customers — the invitations sometimes gets buried in junk mail,\u201d Ms. Manhit explained adding they are encouraging members who think they\u2019re eligible to call their companies to see if they can be given an ARC membership. \u201cWe really want to reach everyone,\u201d she said. Everyone qualified, that is.

\n

For more information about ARC, visit www.ayalarewardscircle.com or facebook.com/ayalarewardscircle.

\n", "content_text": "By Zsarlene B. Chua\nReporter\nUNLIKE other loyalty cards that reward their most steadfast and best customers via perks and discounts, the Ayala Rewards Circle (ARC) takes it a notch higher as they \u201cgo beyond the generic, generalized perks that do nothing to deepen the relationship with high-value customers,\u201d according to a company press release.\nARC is a multi-industry appreciation program for the Ayala group\u2019s most valued customers which started in 2012 after Fernando Zobel de Ayala, COO of the Ayala Corporation mentioned his dream of \u201cstarting to look at the company as one brand.\u201d\nIn other words, a preferred BPI client will be also be a preferred client across the Ayala group of companies and its hand-picked partners.\nOne of the main features of ARC is a 24-hour concierge service that offers services locally and internationally and can perform basic functions such as reserving restaurants and booking hotels to more complicated requests such as booking a dinner cruise for a family of 25 in order to have a nice view of the New Year\u2019s fireworks in Singapore or book tickets to London Fashion Week or to Wimbledon.\n\u201cAt Ayala, our customers are our lifeblood. And we want our most valued clients to enjoy amazing rewards not just with one business, but throughout the entire Ayala Group,\u201d said Maria Angelica B. Rapadas, president and general manager of ARC, in a press release.\nAfter being fully implemented in 2014, ARC currently has 100,000 members with an average age of 47. Most of them are entrepreneurs or upper management, said Patricia Y. Manhit, COO of ARC in a press conference held on Oct. 24 at the Ayala Tower One in Makati City.\nThey are looking to increase membership to 200,000 in two to three years.\nOther perks include priority handling at BPI and in select Globe stores, special deals and discounts on Ayala-owned Isuzu, Volkswagen and Honda dealerships, Ayala property promos and special rates at Ayala Hotels and Resorts, privileges from local and international retail, dining and leisure partners and invites to exclusive events.\nRequirements for membership eligibility include any of the following: a single P1.25-million purchase at AC Automotive dealerships or an accumulated purchase of P2 million made in the last five years, a purchase worth at least P3 million from Ayala Land brands (Premier, Alveo and Avida) in the last seven years, a private or preferred BPI client account and a Globe Platinum subscription.\n(The rewards card is only extended towards individual accounts and not to corporate accounts.)\nWhile a person having one eligible account makes him/her a member, those with accounts in all four businesses are afforded perks such as airport lounge\u00a0access in select local and international airports.\nA membership lasts five years after which the company reassesses if a member is still eligible for the \u201ccompletely free reward system,\u201d said Ms. Rapadas.\nARC is accessible via its Web site, an app and on Facebook — its visibility on social media sites three years since it was fully implemented is an effort to make ARC more visible and reach more eligible members despite acknowledging that the Ayala Rewards Circle is \u201ctrying to be low-radar as it is for a select few,\u201d said Ms. Manhit.\n\u201cIf you\u2019re an eligible member, the Ayala companies have to invite you but sometimes it\u2019s hard to find these customers — the invitations sometimes gets buried in junk mail,\u201d Ms. Manhit explained adding they are encouraging members who think they\u2019re eligible to call their companies to see if they can be given an ARC membership. \u201cWe really want to reach everyone,\u201d she said. Everyone qualified, that is.\nFor more information about ARC, visit www.ayalarewardscircle.com or facebook.com/ayalarewardscircle.", "date_published": "2017-11-03T00:02:20+08:00", "date_modified": "2017-11-03T00:02:20+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "ARC", "Ayala Rewards Circle", "Featured", "loyalty card", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=70390", "url": "https://www.bworldonline.com/weekender/marketing/2017/11/03/70390/let-client-tell-want/", "title": "Let the client tell you what they want!", "content_html": "

THERE are no shortcuts to effective selling. Practice, experience and training all help the professional improve his ability to close sales against strong competition or unconvinced buyers. The very best salespeople are those who spend time listening to their clients. They ask questions with the sole purpose of getting the customer to express opinions, problems and needs.

\n

If I had to give a single piece of advice, it would be to stop trying so hard to make a sale. Logically, a customer will not spend money on anything unless he has convinced himself that it is needed. The task of a salesperson is to ask questions to help the client determine what his needs are.

\n

I would agree that providing salient details about a product is important once the client has determined the need to buy. But to do so before the client knows that he needs the products is probably a mistake. A customer who is clear in his own mind that he needs the product will be more receptive to a sales pitch detailing how useful the product is. If he is not convinced that a purchase is a good idea, he will read the salesperson’s effort as a pushy attempt to get him to buy something he doesn’t need.

\n

A salesperson’s role should be to assist the customer identify current problems, difficulties, dissatisfactions or concerns and then to help him determine how he wants to address these issues. Shortcutting this process almost always results in an uncommitted buyer. Perhaps this is why so many salespeople slip up.

\n

One of my brother’s less “pleasant” girlfriends had an annoying habit of interrupting any conversation with strong statements like, “You have to see that movie; it is absolutely brilliant,” or, “That book you are reading is rubbish; you really must read these books by my favorite author.” Tell me anyone who would not be annoyed or irritated by such comments! But doesn’t this have a faint ring of a salesperson who sits in front of his client and tells him what to buy!

\n

The best piece of advice I can offer salesmen is to restrain themselves from offering solutions until the end of the sales call. They should wait for the customer to express a clear need before explaining how their range of products might meet these needs. Professional salespeople who use this approach enjoy considerably more success in selling than those who push-sell.

\n

Years ago, itinerant salespeople could often be found hawking everything from kitchen aids and cleaning products to encyclopedias and expensive appliances. Many of these salespeople felt forced (because remuneration was commission based) to push-sell their products to every prospect, irrespective of whether they needed them or indeed, could afford them. Consulting for one company with such a sale team; I learned that they had a monthly turnover of about one third of their salespeople and this was almost certainly a result of the lack of success these individuals enjoyed.

\n

Nowadays of course, sales of this nature are often made by “infomercials” with highly engaging and informative demonstrations. I would certainly not suggest that this type of selling will replace the role of professionals any time soon but it does demonstrate one important facet of selling. The “pushiness” of the salesperson has little or no impact since the customer is free to determine whether the product is something they want to buy.

\n

Salespeople selling high value, complex solutions to their clients will always enjoy more success if they take time to listen to customers’ requirements and try to match their products against these needs.

\n

Terry Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant. He currently holds an executive sales position with an Italian geotechnical company.

\n

Contact the author at hockenhull@gmail.com.

\n", "content_text": "THERE are no shortcuts to effective selling. Practice, experience and training all help the professional improve his ability to close sales against strong competition or unconvinced buyers. The very best salespeople are those who spend time listening to their clients. They ask questions with the sole purpose of getting the customer to express opinions, problems and needs.\nIf I had to give a single piece of advice, it would be to stop trying so hard to make a sale. Logically, a customer will not spend money on anything unless he has convinced himself that it is needed. The task of a salesperson is to ask questions to help the client determine what his needs are.\nI would agree that providing salient details about a product is important once the client has determined the need to buy. But to do so before the client knows that he needs the products is probably a mistake. A customer who is clear in his own mind that he needs the product will be more receptive to a sales pitch detailing how useful the product is. If he is not convinced that a purchase is a good idea, he will read the salesperson’s effort as a pushy attempt to get him to buy something he doesn’t need.\nA salesperson’s role should be to assist the customer identify current problems, difficulties, dissatisfactions or concerns and then to help him determine how he wants to address these issues. Shortcutting this process almost always results in an uncommitted buyer. Perhaps this is why so many salespeople slip up.\nOne of my brother’s less “pleasant” girlfriends had an annoying habit of interrupting any conversation with strong statements like, “You have to see that movie; it is absolutely brilliant,” or, “That book you are reading is rubbish; you really must read these books by my favorite author.” Tell me anyone who would not be annoyed or irritated by such comments! But doesn’t this have a faint ring of a salesperson who sits in front of his client and tells him what to buy!\nThe best piece of advice I can offer salesmen is to restrain themselves from offering solutions until the end of the sales call. They should wait for the customer to express a clear need before explaining how their range of products might meet these needs. Professional salespeople who use this approach enjoy considerably more success in selling than those who push-sell.\nYears ago, itinerant salespeople could often be found hawking everything from kitchen aids and cleaning products to encyclopedias and expensive appliances. Many of these salespeople felt forced (because remuneration was commission based) to push-sell their products to every prospect, irrespective of whether they needed them or indeed, could afford them. Consulting for one company with such a sale team; I learned that they had a monthly turnover of about one third of their salespeople and this was almost certainly a result of the lack of success these individuals enjoyed.\nNowadays of course, sales of this nature are often made by “infomercials” with highly engaging and informative demonstrations. I would certainly not suggest that this type of selling will replace the role of professionals any time soon but it does demonstrate one important facet of selling. The “pushiness” of the salesperson has little or no impact since the customer is free to determine whether the product is something they want to buy.\nSalespeople selling high value, complex solutions to their clients will always enjoy more success if they take time to listen to customers’ requirements and try to match their products against these needs.\nTerry Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant. He currently holds an executive sales position with an Italian geotechnical company.\nContact the author at hockenhull@gmail.com.", "date_published": "2017-11-03T00:01:12+08:00", "date_modified": "2017-11-03T00:01:12+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Terence A. Hockenhull", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=67577", "url": "https://www.bworldonline.com/weekender/marketing/2017/10/27/67577/penshoppe-launches-iamdifferent-anti-bullying-campaign/", "title": "Penshoppe launches #IAmDifferent anti-bullying campaign", "content_html": "

BULLYING is a prevalent problem for young Filipinos. It may be physical, verbal, social, or cyber bullying, and if it is ignored or tolerated, it becomes the norm.

\n

Penshoppe, a pioneer in the local fashion retail industry, is making a stand on this issue with its first public CRS project, #IAmDifferent.

\n

\u201cYou know, when you talk about anti-bullying [it\u2019s] really very personal. And I wasn\u2019t sure if people would be willing to lend their voice or their face. But they actually did. And I think, more and more people are being part of the movement now,\u201d Penshoppe brand director Jeff Bascon told the members of the press at the project\u2019s launch on Oct. 23 at the BGC Arts Center.

\n

\"\"

\n

International brand ambassadors Sandara Park, Bella Hadid, Lucky Blue Smith, Kaia Gerber, and ClubPenshoppePH members Loisa Andalio, Ronnie Alonte, and Sofia Andres were a few among those who helped take a stand and support the project.

\n

What first was considered to be limited edition merchandise expanded to a long-term project.

\n

\u201cIt\u2019s not about the brand. It\u2019s about the platform or the advocacy which is spreading awareness about #IAmDifferent [and] anti-bullying. So, we thought that if we make it more limited, then fewer people will have the chance to wear it and represent the anti-bullying campaign,\u201d Mr. Bascon said.

\n

The T-shirts and caps are emblazoned with the statements, \u201cI Am Different\u201d and \u201cDifferent is good.\u201d Each T-shirt is made of 100% cotton and comes with a unique serial number.

\n

The proceeds from the #IAmDifferent merchandise will benefit Teach for the Philippines, a non-stock, non-profit organization that aims to provide quality education to Filipino youth.

\n

\u201cWe feel that this is the closest to what the youth is experiencing now… and not a lot of attention and seriousness is being devoted to it at this point, specially in the Philippines,\u201d Mr. Bascon said about the chosen cause in an interview with BusinessWorld.

\n

\u201cEverybody\u2019s going through it, but not [a lot] of people are realizing that they should not be tolerating it,\u201d he said. \u2013 Michelle Anne P. Soliman

\n", "content_text": "BULLYING is a prevalent problem for young Filipinos. It may be physical, verbal, social, or cyber bullying, and if it is ignored or tolerated, it becomes the norm.\nPenshoppe, a pioneer in the local fashion retail industry, is making a stand on this issue with its first public CRS project, #IAmDifferent.\n\u201cYou know, when you talk about anti-bullying [it\u2019s] really very personal. And I wasn\u2019t sure if people would be willing to lend their voice or their face. But they actually did. And I think, more and more people are being part of the movement now,\u201d Penshoppe brand director Jeff Bascon told the members of the press at the project\u2019s launch on Oct. 23 at the BGC Arts Center.\n\nInternational brand ambassadors Sandara Park, Bella Hadid, Lucky Blue Smith, Kaia Gerber, and ClubPenshoppePH members Loisa Andalio, Ronnie Alonte, and Sofia Andres were a few among those who helped take a stand and support the project.\nWhat first was considered to be limited edition merchandise expanded to a long-term project.\n\u201cIt\u2019s not about the brand. It\u2019s about the platform or the advocacy which is spreading awareness about #IAmDifferent [and] anti-bullying. So, we thought that if we make it more limited, then fewer people will have the chance to wear it and represent the anti-bullying campaign,\u201d Mr. Bascon said.\nThe T-shirts and caps are emblazoned with the statements, \u201cI Am Different\u201d and \u201cDifferent is good.\u201d Each T-shirt is made of 100% cotton and comes with a unique serial number.\nThe proceeds from the #IAmDifferent merchandise will benefit Teach for the Philippines, a non-stock, non-profit organization that aims to provide quality education to Filipino youth.\n\u201cWe feel that this is the closest to what the youth is experiencing now… and not a lot of attention and seriousness is being devoted to it at this point, specially in the Philippines,\u201d Mr. Bascon said about the chosen cause in an interview with BusinessWorld.\n\u201cEverybody\u2019s going through it, but not [a lot] of people are realizing that they should not be tolerating it,\u201d he said. \u2013 Michelle Anne P. Soliman", "date_published": "2017-10-27T00:04:25+08:00", "date_modified": "2017-10-27T00:04:25+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "#IAmDifferent", "anti-bullying", "campaign", "fashion", "Featured", "Marketing", "Penshoppe", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=67576", "url": "https://www.bworldonline.com/weekender/marketing/2017/10/27/67576/owning-halloween/", "title": "Owning Halloween", "content_html": "\n

By Zsarlene B. Chua

\n

ASIDE FROM costumes that range from geeky to spooky, Halloween is also an event where people use makeup to transform themselves into characters for parties or even just for fun \u2013 and NYX is moving to own the holiday by doing a two-day live makeup session featuring its resident artists.

\n

\u201cIt\u2019s the first time we\u2019re doing it. We chose Halloween because, as you know, NYX is a very expressive brand so we really bank on our creativity and artistry and professionalism. So we thought that Halloween is actually a celebration we can own since no other makeup brand has done that and NYX has the wide assortment of products to do it,\u201d Sars Santos, brand manager of NYX Professional Makeup Philippines, told BusinessWorld during the brand\u2019s first makeup session on Oct. 21 at its boutique in SM Megamall in Mandaluyong City.

\n

Another session was held the next day, Oct. 22, in the same boutique.

\n

\"\"For this holiday session, the company invited two of its resident artists \u2013 Chyla Guerrero, NYX Philippines\u2019 resident chief and special effects makeup artist, and Karen Yiu, NYX Asia-Pacific guest makeup artist \u2013 to feature two looks for the season.

\n

Ms. Guerrero, being a special effects makeup artist, created a \u201cgalaxy-themed, skull makeup\u201d look featuring a palette which includes pinks, violets, greens, and blues while Ms. Yiu went the superhero road with a graphic novel-inspired Wonder Woman look.

\n

The brand is known for a number of lip products which are cult favorites \u2013 notably its Soft Matte Lip Creams and Lip Lingerie.

\n

Aside from the Halloween makeup demonstrations, Ms. Santos said they are planning to make these live sessions a regular occurrence \u201cbecause while Halloween is something we want to own, it\u2019s important for Filipinas to learn about different makeup techniques.\u201d

\n

The plan is to hold these sessions monthly, said Ms. Santos, as while Filipinas have slowly evolved through the years and are starting to experiment with bolder colors, she said \u201cwe still have room to grow\u201d compared to countries like the US. These bold colors are now seen everywhere though the help of social media like YouTube and Instagram, which have helped Filipinas let loose their inhibitions and try out more colorful looks.

\n

\"\"Aside from the monthly makeup sessions, she said that NYX also been very active on its social media pages (mostly Facebook) because it wants to engage with the market more.

\n

\u201cWe want to be a digital brand because we know that\u2019s where our main consumers are: the millennials,\u201d she said.

\n

Its more aggressive social media campaign has led to the introduction of its first FACE (Fine Artistry of Makeup Elites) Awards, a contest where budding makeup artists compete with each other in creating the most beautiful themed looks.

\n

The winner get a year\u2019s supply of makeup products, a cash prize of P50,000, and a trip to Los Angeles.

\n

The title was won by Marlyn Ocampo.

\n

\u201cWe saw the entries and when we compare it with the entries of other countries, the Philippines can compete and has a lot of talented artists,\u201d said Ms. Santos.

\n", "content_text": "By Zsarlene B. Chua\nASIDE FROM costumes that range from geeky to spooky, Halloween is also an event where people use makeup to transform themselves into characters for parties or even just for fun \u2013 and NYX is moving to own the holiday by doing a two-day live makeup session featuring its resident artists.\n\u201cIt\u2019s the first time we\u2019re doing it. We chose Halloween because, as you know, NYX is a very expressive brand so we really bank on our creativity and artistry and professionalism. So we thought that Halloween is actually a celebration we can own since no other makeup brand has done that and NYX has the wide assortment of products to do it,\u201d Sars Santos, brand manager of NYX Professional Makeup Philippines, told BusinessWorld during the brand\u2019s first makeup session on Oct. 21 at its boutique in SM Megamall in Mandaluyong City.\nAnother session was held the next day, Oct. 22, in the same boutique.\nFor this holiday session, the company invited two of its resident artists \u2013 Chyla Guerrero, NYX Philippines\u2019 resident chief and special effects makeup artist, and Karen Yiu, NYX Asia-Pacific guest makeup artist \u2013 to feature two looks for the season.\nMs. Guerrero, being a special effects makeup artist, created a \u201cgalaxy-themed, skull makeup\u201d look featuring a palette which includes pinks, violets, greens, and blues while Ms. Yiu went the superhero road with a graphic novel-inspired Wonder Woman look.\nThe brand is known for a number of lip products which are cult favorites \u2013 notably its Soft Matte Lip Creams and Lip Lingerie.\nAside from the Halloween makeup demonstrations, Ms. Santos said they are planning to make these live sessions a regular occurrence \u201cbecause while Halloween is something we want to own, it\u2019s important for Filipinas to learn about different makeup techniques.\u201d\nThe plan is to hold these sessions monthly, said Ms. Santos, as while Filipinas have slowly evolved through the years and are starting to experiment with bolder colors, she said \u201cwe still have room to grow\u201d compared to countries like the US. These bold colors are now seen everywhere though the help of social media like YouTube and Instagram, which have helped Filipinas let loose their inhibitions and try out more colorful looks.\nAside from the monthly makeup sessions, she said that NYX also been very active on its social media pages (mostly Facebook) because it wants to engage with the market more.\n\u201cWe want to be a digital brand because we know that\u2019s where our main consumers are: the millennials,\u201d she said.\nIts more aggressive social media campaign has led to the introduction of its first FACE (Fine Artistry of Makeup Elites) Awards, a contest where budding makeup artists compete with each other in creating the most beautiful themed looks.\nThe winner get a year\u2019s supply of makeup products, a cash prize of P50,000, and a trip to Los Angeles.\nThe title was won by Marlyn Ocampo.\n\u201cWe saw the entries and when we compare it with the entries of other countries, the Philippines can compete and has a lot of talented artists,\u201d said Ms. Santos.", "date_published": "2017-10-27T00:03:22+08:00", "date_modified": "2017-10-27T00:03:22+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "cosmetics", "halloween", "Make-up", "Marketing", "nyx", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=67575", "url": "https://www.bworldonline.com/weekender/marketing/2017/10/27/67575/sennheisers-new-audio-collection-focuses-specific-customer-needs/", "title": "Sennheiser\u2019s new audio collection focuses on specific customer needs", "content_html": "

FOR OVER 70 years, leading German audio specialist Sennheiser has stayed true to its mission to constantly shape the future of audio.

\n

The German audio specialist launched its new collection of consumer and professional audio solutions and the Sennheiser Sound Heroes campaign on Oct. 23 at the Manila House Private Club in Bonifacio Global City, Taguig. The highlight of the brand’s collection, which includes wireless music and entertainment headphones, and a series of microphones, is the P3-million HE 1 headphones.

\n

“What we in Sennheiser do is that we listen for consumer’s feedback \u2013 that has been one of the driving principles for us. We are [an] innovative company. We want to innovate and create very exciting products for consumers. But of course, in order to do that, we also listen to a lot of feedback from the market,” Sennheiser Managing Director Martin Low told BusinessWorld.

\n

Mr. Low cited the new portfolio of wireless headphones \u2013 the CX 7.00BT, MOMENTUM In-Ear Wireless, and MOMENTUM Free \u2013 as the key products that have significant innovations based on consumer feedback on their preferred features in products. He added that the company retrieves feedback from the end users, studies trends, and conducts focus group discussions.

\n

“If you want to keep up with technology, you have to be [very] aware of what is happening around you… We need to be aware of our surroundings. We constantly engage with suppliers. We are engaged with industry leaders. Then, we get a sense of what is [going to] happen. We react, and shift our product portfolio accordingly,” Mr. Low said.

\n

“If you are the specialist in audio, you want to cater a wide array of products for people who need any kind of audio.”

\n

THE NEW AUDIO SOLUTIONS
\nSennheiser’s new audio products cater to specific profiles and professions in their market.

\n

The first group of products are the three wireless music and entertainment neckband headphones mentioned earlier which feature Bluetooth and NFC integration, a three-button remote, and an integrated high quality in-line microphone.

\n

The active noise canceling Bluetooth wireless travel headset, PXC 550 Wireless, and wireless noise canceling headphone, HD 4.50 BTNC are suitable for on-the-go users.

\n

The GSP 300 PC/Console gaming headset and GSX 1200 Pro gaming audio amplifier is a new product aimed at Filipino gamers.

\n

Mobile journalism microphones and action cameras include: the MKE 2 Elements, a waterproof action microphone for GoPro cameras; HANDMIC DIGITAL, a handheld microphone for interviews and music recordings; and ClipMic Digital, a clip-on microphone for mobile recordings with iOS devices.

\n

Lastly, there are two 3-D audio recording devices under Sennheiser’s AMBEO trademark which include the AMBEO VR MIC, a 3-D audio recording microphone incorporated with virtual reality (VR) content producers; and the AMBEO SMART HEADSET, a 3-D sound-capturing compact mobile headset for iOS devices.

\n

SENNHEISER SOUND HEROES
\nAlong with the new collection of products, the company also launched the Sennheiser Sound Heroes. The project follows 12 local creative personalities who will experiment with Sennheiser products. The project culminates with a trip to the Sennheiser headquarters and its flagship stores in Germany.

\n

The Sennheiser Sound Heroes are singers/actors Khalil Ramos and Jay Gonzaga; DJs Dannie Farmer and Jazmin Reyes; “influencers” Cha Ocampo, Rhea Bue, Issa Pressman, Deegee Razon, and Ira Denise Oyco; video blogger Maqui Castelo; emcee Marga Bermudez; and concert photographer Magic Liwanag. \u2013 Michelle Anne P. Soliman

\n", "content_text": "FOR OVER 70 years, leading German audio specialist Sennheiser has stayed true to its mission to constantly shape the future of audio.\nThe German audio specialist launched its new collection of consumer and professional audio solutions and the Sennheiser Sound Heroes campaign on Oct. 23 at the Manila House Private Club in Bonifacio Global City, Taguig. The highlight of the brand’s collection, which includes wireless music and entertainment headphones, and a series of microphones, is the P3-million HE 1 headphones.\n“What we in Sennheiser do is that we listen for consumer’s feedback \u2013 that has been one of the driving principles for us. We are [an] innovative company. We want to innovate and create very exciting products for consumers. But of course, in order to do that, we also listen to a lot of feedback from the market,” Sennheiser Managing Director Martin Low told BusinessWorld.\nMr. Low cited the new portfolio of wireless headphones \u2013 the CX 7.00BT, MOMENTUM In-Ear Wireless, and MOMENTUM Free \u2013 as the key products that have significant innovations based on consumer feedback on their preferred features in products. He added that the company retrieves feedback from the end users, studies trends, and conducts focus group discussions.\n“If you want to keep up with technology, you have to be [very] aware of what is happening around you… We need to be aware of our surroundings. We constantly engage with suppliers. We are engaged with industry leaders. Then, we get a sense of what is [going to] happen. We react, and shift our product portfolio accordingly,” Mr. Low said.\n“If you are the specialist in audio, you want to cater a wide array of products for people who need any kind of audio.”\nTHE NEW AUDIO SOLUTIONS\nSennheiser’s new audio products cater to specific profiles and professions in their market.\nThe first group of products are the three wireless music and entertainment neckband headphones mentioned earlier which feature Bluetooth and NFC integration, a three-button remote, and an integrated high quality in-line microphone.\nThe active noise canceling Bluetooth wireless travel headset, PXC 550 Wireless, and wireless noise canceling headphone, HD 4.50 BTNC are suitable for on-the-go users.\nThe GSP 300 PC/Console gaming headset and GSX 1200 Pro gaming audio amplifier is a new product aimed at Filipino gamers.\nMobile journalism microphones and action cameras include: the MKE 2 Elements, a waterproof action microphone for GoPro cameras; HANDMIC DIGITAL, a handheld microphone for interviews and music recordings; and ClipMic Digital, a clip-on microphone for mobile recordings with iOS devices.\nLastly, there are two 3-D audio recording devices under Sennheiser’s AMBEO trademark which include the AMBEO VR MIC, a 3-D audio recording microphone incorporated with virtual reality (VR) content producers; and the AMBEO SMART HEADSET, a 3-D sound-capturing compact mobile headset for iOS devices.\nSENNHEISER SOUND HEROES\nAlong with the new collection of products, the company also launched the Sennheiser Sound Heroes. The project follows 12 local creative personalities who will experiment with Sennheiser products. The project culminates with a trip to the Sennheiser headquarters and its flagship stores in Germany.\nThe Sennheiser Sound Heroes are singers/actors Khalil Ramos and Jay Gonzaga; DJs Dannie Farmer and Jazmin Reyes; “influencers” Cha Ocampo, Rhea Bue, Issa Pressman, Deegee Razon, and Ira Denise Oyco; video blogger Maqui Castelo; emcee Marga Bermudez; and concert photographer Magic Liwanag. \u2013 Michelle Anne P. Soliman", "date_published": "2017-10-27T00:02:14+08:00", "date_modified": "2017-10-27T00:02:14+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "earphones", "Marketing", "Sennheiser", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=67574", "url": "https://www.bworldonline.com/weekender/marketing/2017/10/27/67574/neighborhood-fitness-place/", "title": "Your neighborhood fitness place", "content_html": "

By Michael Angelo S. Murillo

\n

ANYTIME FITNESS, an international 24-hour health and fitness club, recently marked a milestone in the country with the opening of its 50th branch at Glorietta 5 in Makati City. It is something that is highly indicative of the inroads they have made since setting up shop in the Philippines less than three years ago, company officials said.

\n

Opened its first gym at the Pioneer Center in Pasig City in 2014, the chain has since branched out beyond Metro Manila to Laguna, Pampanga, Baguio, Cavite, Cebu, and Davao.

\n

As per figures shared by the fitness club chain, it has also posted year-on-year growth of almost 250%, making the country one of the robust markets for Anytime Fitness, which has presence in 25 countries servicing 2.5 million members annually worldwide.

\n

Key to the company’s success in the Philippines is its thrust of taking their gyms to the communities, encouraging people to pick up a healthy lifestyle guided by staff who want to see their fitness goals achieved whatever they may be.

\n

“We fulfilled a gap in the market basically. What happened previous to our existence was that people went to big box gyms in central areas and they would work out there. But while those gyms served people well in those areas, still the Filipinos were crying for community gyms, those within walking distance perhaps [from] where they live or work and they were looking for a more intimate model that would really look into their fitness goals,” said Anytime Fitness Asia Chief Executive Officer and master franchisee Maurice Levine in a question-and-answer session with media during the launch of the 50th branch at the second level of Glorietta 5 last week.

\n

“Our appeal is not solely for people seeking to have six-pack abs. If you want to be healthy in a not-too-intimidating environment, we are the place and club for them,” he added.

\n

To achieve the goals of helping their members in their fitness journeys while at the same time keeping the business humming, Mr. Levine said they are making notable “investments” in various forms.

\n

They make sure to provide the needed equipment and services in their facilities as well as coming up with programs, including classes, which cater to the specific needs of members.

\n

Anytime Fitness has also engaged the partnerships with people, be they franchisees, coaches and trainers, who care for their clientele and value being healthy, Mr. Levine said, in line with their mission of “out-caring” other gyms in places they are in, which in turn makes members stay with them.

\n

“Bottom line is we want to change the fitness scene, which I think we have been able to do here. Convenience is key for us with our facilities and services, which are open 24/7, are secure, and world-class, that people can use,” Mr. Levine said.

\n

He went on to say that they are just barely beginning, and they see Anytime Fitness doing better in the Philippines in the years to come.

\n

“The market here is very strong, Growth is outstripping that for the rest of Asia and we see it continuing for the coming years and we see ourselves opening more gyms in more areas in the Philippines,” Mr. Levine said.

\n

For more information on memberships and franchise opportunities, visit www.anytimefitness.ph and follow Anytime Fitness online at https://www.facebook.com/AnytimeFitnessPhilippines/.

\n", "content_text": "By Michael Angelo S. Murillo\nANYTIME FITNESS, an international 24-hour health and fitness club, recently marked a milestone in the country with the opening of its 50th branch at Glorietta 5 in Makati City. It is something that is highly indicative of the inroads they have made since setting up shop in the Philippines less than three years ago, company officials said.\nOpened its first gym at the Pioneer Center in Pasig City in 2014, the chain has since branched out beyond Metro Manila to Laguna, Pampanga, Baguio, Cavite, Cebu, and Davao.\nAs per figures shared by the fitness club chain, it has also posted year-on-year growth of almost 250%, making the country one of the robust markets for Anytime Fitness, which has presence in 25 countries servicing 2.5 million members annually worldwide.\nKey to the company’s success in the Philippines is its thrust of taking their gyms to the communities, encouraging people to pick up a healthy lifestyle guided by staff who want to see their fitness goals achieved whatever they may be. \n“We fulfilled a gap in the market basically. What happened previous to our existence was that people went to big box gyms in central areas and they would work out there. But while those gyms served people well in those areas, still the Filipinos were crying for community gyms, those within walking distance perhaps [from] where they live or work and they were looking for a more intimate model that would really look into their fitness goals,” said Anytime Fitness Asia Chief Executive Officer and master franchisee Maurice Levine in a question-and-answer session with media during the launch of the 50th branch at the second level of Glorietta 5 last week.\n“Our appeal is not solely for people seeking to have six-pack abs. If you want to be healthy in a not-too-intimidating environment, we are the place and club for them,” he added.\nTo achieve the goals of helping their members in their fitness journeys while at the same time keeping the business humming, Mr. Levine said they are making notable “investments” in various forms.\nThey make sure to provide the needed equipment and services in their facilities as well as coming up with programs, including classes, which cater to the specific needs of members.\nAnytime Fitness has also engaged the partnerships with people, be they franchisees, coaches and trainers, who care for their clientele and value being healthy, Mr. Levine said, in line with their mission of “out-caring” other gyms in places they are in, which in turn makes members stay with them.\n“Bottom line is we want to change the fitness scene, which I think we have been able to do here. Convenience is key for us with our facilities and services, which are open 24/7, are secure, and world-class, that people can use,” Mr. Levine said.\nHe went on to say that they are just barely beginning, and they see Anytime Fitness doing better in the Philippines in the years to come.\n“The market here is very strong, Growth is outstripping that for the rest of Asia and we see it continuing for the coming years and we see ourselves opening more gyms in more areas in the Philippines,” Mr. Levine said.\nFor more information on memberships and franchise opportunities, visit www.anytimefitness.ph and follow Anytime Fitness online at https://www.facebook.com/AnytimeFitnessPhilippines/.", "date_published": "2017-10-27T00:01:04+08:00", "date_modified": "2017-10-27T00:01:04+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "anytime fitness", "gym", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=61032", "url": "https://www.bworldonline.com/weekender/marketing/2017/10/13/61032/google-facebook-twitter-scramble-hold-washington-bay/", "title": "Google, Facebook, Twitter scramble to hold Washington at bay", "content_html": "

LAST MONTH, Google summoned about 200 staff from around the world for an annual policy meeting. One agenda item was very different this time: How to deal with the sudden drumbeat of calls in the US to regulate the company for being too big.

\n

The two-day retreat in Monterey, California, where employees from the $682-billion company plied Washington policy experts with questions about the pros and cons of its size, took place as Google confronts European antitrust claims and proposed US legislation that would increase online publishers\u2019 liability for content produced by others.

\n

This week, the Alphabet, Inc. unit disclosed new information that could further roil the regulatory picture: revelations that Russian-linked accounts used its advertising network to interfere with the 2016 presidential election. The news put Google in the company of Facebook, Inc. and Twitter, Inc., both of which are embroiled in the controversy surrounding Russia\u2019s involvement in last year\u2019s US elections. Executives at all three companies are scrambling to respond.

\n

Facebook has hired two crisis PR firms, and it plans to bring on as many as 1,000 people to screen ads. Top executives, including Chief Executive Officer Mark Zuckerberg, are phoning members of Congress directly. The company reported spending more than $3.2 million on lobbying in the first quarter of 2017, a company record. Google spent almost $6 million in the second quarter for its own record. Both companies, with Twitter, are working together to deal with issues related to the Russian ads.

\n

\u201cThere is a lot of pressure to intervene in this case because of the democratic implications,\u201d said Laura DeNardis, director of the Internet Governance Lab at American University in Washington. \u201cBecause of the rising stakes for cyberspace, for the economy, for democracy, there is greater attention on the part of all actors.\u201d

\n

It\u2019s a delicate balance for the companies, whose products reached massive scale because of their ability to transact advertising automatically, without much restriction. They must figure out how much responsibility to take and how much change to promise, without succumbing to costly regulation or setting a precedent that might be difficult to follow in other countries.

\n

In the context of political advertising, some lawmakers are already proposing new limits. \u201cWe must update our laws to ensure that when political ads are sold online Americans know who paid for them,\u201d Senator Amy Klobuchar, a Minnesota Democrat, said Monday.

\n

Two congressional committees and special counsel Robert Mueller are examining whether Russian operatives used social media platforms to influence US voters in 2016. Investigators are also examining possible collusion between Russian interests and associates of President Donald Trump. Facebook has turned over more than 3,000 ads purchased by Russian entities to both congressional investigations. Twitter has said it gave the panels a roundup of advertisements by RT, a TV network funded by the Russian government that was formerly known as Russia Today.

\n

Facebook for years has sought exemptions from political-ad disclosure rules \u2014 but the company recently said it\u2019s working on ways to show who pays for ads. It also indicated it might be open to some regulation regarding transparency.

\n

For Google, the new concerns around political advertising come as it responds to European antitrust charges and tries to preserve online platforms\u2019 liability protections under a law known as Section 230. A Senate bill aimed at stopping online sex trafficking has drawn opposition from Google, Facebook, and other internet companies because it weakens those protections. Google executives expected Congress to be more receptive to its arguments that penalizing knowledge of trafficking might stop smaller internet companies from looking for it at all. They were caught off-guard by negative responses to the company\u2019s lobbying, according to one Washington operative who works for the company.

\n

Meanwhile, a potential showdown on political advertising looms on Nov. 1, when executives from Google, Facebook, and Twitter have been summoned to Washington to give public testimony before congressional committees.

\n

Facebook\u2019s two top executives \u2014 Mr. Zuckerberg and Chief Operating Officer Sheryl Sandberg \u2014 have joined others in making calls to members of Congress and trying to smooth relationships, the company said. It has also hired two crisis communications firms to help it on both Republican and Democratic fronts. And a letter went out to advertisers, saying Facebook staff would manually review ads that target people based on their politics, religion, ethnicity or social issues.

\n

Ms. Sandberg will be among Facebook officials meeting with members of the Congressional Black Caucus on Thursday, according to Delegate Eleanor Holmes Norton, a Democrat from Washington D.C. Some of the Russian election-related ads that ran on Facebook reportedly targeted the Black Lives Matter movement.

\n

Facebook\u2019s vice-president of public policy, Elliot Schrage, started a question-and-answer-style blog called \u201cHard Questions\u201d in June. In consultation with Liz Spayd, the former New York Times public editor, Facebook updates the blog when news breaks on the company\u2019s relationship with the Trump campaign and the Russian ads.

\n

On Sunday, when 60 Minutes aired an interview with the Trump campaign\u2019s digital director saying he had partisan Facebook employees work as \u201cembeds\u201d in the campaign, the company added an explanation of how its services for Mr. Trump were standard for any advertiser during an important event.

\n

The strategy is meant to reassure the public, and lawmakers, that Facebook is working diligently on solutions and therefore doesn\u2019t need to be regulated more. But some critics say that by volunteering to be responsible, Facebook is opening itself up to more publicity and more blame.

\n

Inside the company, leaders are dismayed by how the public is interpreting its involvement in the Russia investigation, according to a person familiar with their thinking. Executives fear that Facebook\u2019s work for the presidential campaigns is being reframed as partisan, for example, even though it offers the same services to any major advertiser.

\n

Alex Stamos, Facebook\u2019s chief security officer, defended the company from media critics who say it should have found a technical solution to the problem of fake news. It\u2019s not that simple \u2014 and any quick solution could end up being ideologically biased, he said in a series of recent posts on Twitter.

\n

Facebook, Twitter, and Google are cooperating on issues related to the Russian political ads. A person familiar with the effort said it was similar to how the three firms would work together on difficult industrywide issues, such as child pornography or content from terrorist groups.

\n

\u201cWe are taking a deeper look to investigate attempts to abuse our systems, working with researchers and other companies, and will provide assistance to ongoing inquiries,\u201d a Google spokeswoman said on Monday.

\n

Twitter executives have been in frequent contact with Congressional committees and investigators to try and answer their questions before Nov. 1, according to a person familiar with the matter. The company is addressing the issue from multiple angles, the person said, including asking engineers to examine spam-use on the platform and asking its advertising team to delve into ad purchases by RT, the Russian TV network.

\n

Teaching Twitter\u2019s algorithms to find malicious actors is challenging; Russian actors in particular are moving away from bots and networks to human beings that behave in coordinated ways, the person said. For instance, it can be difficult for Twitter\u2019s algorithms to detect the difference between a group of paid tweets in Eastern Europe and a group of legitimate tweeters who are all posting at the same time at a convention. Bloomberg LP is developing a global breaking news network for the Twitter service.

\n

Meanwhile, Google took a more creative approach to discussing its future last month. At the policy session in Monterey, one speaker played the opposition, voicing concerns about the power big corporations can wield over society. Another played defense. That was Robert Atkinson, president of the Information Technology and Innovation Foundation. His upcoming book, Big is Beautiful \u2014 co-authored by Michael Lind \u2014 argues larger firms create progress and prosperity.

\n

\u201cIt was very open-minded to have that kind of debate,\u201d Atkinson said when reached by phone. \u201cThe threats against Google are certainly more severe now. Trying to portray yourself just as a good company is not adequate enough.\u201d \u2014 Bloomberg

\n", "content_text": "LAST MONTH, Google summoned about 200 staff from around the world for an annual policy meeting. One agenda item was very different this time: How to deal with the sudden drumbeat of calls in the US to regulate the company for being too big.\nThe two-day retreat in Monterey, California, where employees from the $682-billion company plied Washington policy experts with questions about the pros and cons of its size, took place as Google confronts European antitrust claims and proposed US legislation that would increase online publishers\u2019 liability for content produced by others.\nThis week, the Alphabet, Inc. unit disclosed new information that could further roil the regulatory picture: revelations that Russian-linked accounts used its advertising network to interfere with the 2016 presidential election. The news put Google in the company of Facebook, Inc. and Twitter, Inc., both of which are embroiled in the controversy surrounding Russia\u2019s involvement in last year\u2019s US elections. Executives at all three companies are scrambling to respond.\nFacebook has hired two crisis PR firms, and it plans to bring on as many as 1,000 people to screen ads. Top executives, including Chief Executive Officer Mark Zuckerberg, are phoning members of Congress directly. The company reported spending more than $3.2 million on lobbying in the first quarter of 2017, a company record. Google spent almost $6 million in the second quarter for its own record. Both companies, with Twitter, are working together to deal with issues related to the Russian ads.\n\u201cThere is a lot of pressure to intervene in this case because of the democratic implications,\u201d said Laura DeNardis, director of the Internet Governance Lab at American University in Washington. \u201cBecause of the rising stakes for cyberspace, for the economy, for democracy, there is greater attention on the part of all actors.\u201d\nIt\u2019s a delicate balance for the companies, whose products reached massive scale because of their ability to transact advertising automatically, without much restriction. They must figure out how much responsibility to take and how much change to promise, without succumbing to costly regulation or setting a precedent that might be difficult to follow in other countries.\nIn the context of political advertising, some lawmakers are already proposing new limits. \u201cWe must update our laws to ensure that when political ads are sold online Americans know who paid for them,\u201d Senator Amy Klobuchar, a Minnesota Democrat, said Monday.\nTwo congressional committees and special counsel Robert Mueller are examining whether Russian operatives used social media platforms to influence US voters in 2016. Investigators are also examining possible collusion between Russian interests and associates of President Donald Trump. Facebook has turned over more than 3,000 ads purchased by Russian entities to both congressional investigations. Twitter has said it gave the panels a roundup of advertisements by RT, a TV network funded by the Russian government that was formerly known as Russia Today.\nFacebook for years has sought exemptions from political-ad disclosure rules \u2014 but the company recently said it\u2019s working on ways to show who pays for ads. It also indicated it might be open to some regulation regarding transparency.\nFor Google, the new concerns around political advertising come as it responds to European antitrust charges and tries to preserve online platforms\u2019 liability protections under a law known as Section 230. A Senate bill aimed at stopping online sex trafficking has drawn opposition from Google, Facebook, and other internet companies because it weakens those protections. Google executives expected Congress to be more receptive to its arguments that penalizing knowledge of trafficking might stop smaller internet companies from looking for it at all. They were caught off-guard by negative responses to the company\u2019s lobbying, according to one Washington operative who works for the company.\nMeanwhile, a potential showdown on political advertising looms on Nov. 1, when executives from Google, Facebook, and Twitter have been summoned to Washington to give public testimony before congressional committees.\nFacebook\u2019s two top executives \u2014 Mr. Zuckerberg and Chief Operating Officer Sheryl Sandberg \u2014 have joined others in making calls to members of Congress and trying to smooth relationships, the company said. It has also hired two crisis communications firms to help it on both Republican and Democratic fronts. And a letter went out to advertisers, saying Facebook staff would manually review ads that target people based on their politics, religion, ethnicity or social issues.\nMs. Sandberg will be among Facebook officials meeting with members of the Congressional Black Caucus on Thursday, according to Delegate Eleanor Holmes Norton, a Democrat from Washington D.C. Some of the Russian election-related ads that ran on Facebook reportedly targeted the Black Lives Matter movement.\nFacebook\u2019s vice-president of public policy, Elliot Schrage, started a question-and-answer-style blog called \u201cHard Questions\u201d in June. In consultation with Liz Spayd, the former New York Times public editor, Facebook updates the blog when news breaks on the company\u2019s relationship with the Trump campaign and the Russian ads.\nOn Sunday, when 60 Minutes aired an interview with the Trump campaign\u2019s digital director saying he had partisan Facebook employees work as \u201cembeds\u201d in the campaign, the company added an explanation of how its services for Mr. Trump were standard for any advertiser during an important event.\nThe strategy is meant to reassure the public, and lawmakers, that Facebook is working diligently on solutions and therefore doesn\u2019t need to be regulated more. But some critics say that by volunteering to be responsible, Facebook is opening itself up to more publicity and more blame.\nInside the company, leaders are dismayed by how the public is interpreting its involvement in the Russia investigation, according to a person familiar with their thinking. Executives fear that Facebook\u2019s work for the presidential campaigns is being reframed as partisan, for example, even though it offers the same services to any major advertiser.\nAlex Stamos, Facebook\u2019s chief security officer, defended the company from media critics who say it should have found a technical solution to the problem of fake news. It\u2019s not that simple \u2014 and any quick solution could end up being ideologically biased, he said in a series of recent posts on Twitter.\nFacebook, Twitter, and Google are cooperating on issues related to the Russian political ads. A person familiar with the effort said it was similar to how the three firms would work together on difficult industrywide issues, such as child pornography or content from terrorist groups.\n\u201cWe are taking a deeper look to investigate attempts to abuse our systems, working with researchers and other companies, and will provide assistance to ongoing inquiries,\u201d a Google spokeswoman said on Monday.\nTwitter executives have been in frequent contact with Congressional committees and investigators to try and answer their questions before Nov. 1, according to a person familiar with the matter. The company is addressing the issue from multiple angles, the person said, including asking engineers to examine spam-use on the platform and asking its advertising team to delve into ad purchases by RT, the Russian TV network.\nTeaching Twitter\u2019s algorithms to find malicious actors is challenging; Russian actors in particular are moving away from bots and networks to human beings that behave in coordinated ways, the person said. For instance, it can be difficult for Twitter\u2019s algorithms to detect the difference between a group of paid tweets in Eastern Europe and a group of legitimate tweeters who are all posting at the same time at a convention. Bloomberg LP is developing a global breaking news network for the Twitter service.\nMeanwhile, Google took a more creative approach to discussing its future last month. At the policy session in Monterey, one speaker played the opposition, voicing concerns about the power big corporations can wield over society. Another played defense. That was Robert Atkinson, president of the Information Technology and Innovation Foundation. His upcoming book, Big is Beautiful \u2014 co-authored by Michael Lind \u2014 argues larger firms create progress and prosperity.\n\u201cIt was very open-minded to have that kind of debate,\u201d Atkinson said when reached by phone. \u201cThe threats against Google are certainly more severe now. Trying to portray yourself just as a good company is not adequate enough.\u201d \u2014 Bloomberg", "date_published": "2017-10-13T00:01:52+08:00", "date_modified": "2017-10-13T00:01:52+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=57369", "url": "https://www.bworldonline.com/weekender/marketing/2017/10/06/57369/believing-can-win/", "title": "Believing you can win", "content_html": "

AS a schoolboy, I captained my school’s “B” side field hockey team. I would be the first to agree that I was a lousy player. The only thing going for me as captain was that the other players were all marginally worse than me. So by default, I was chosen to lead the team against other school teams. As I say, my side was the “B” team made up of 11 boys who would never be good enough to get into the “A” team or represent their school in any major championships.

\n

As team captain, I had the opportunity of working with one of the school’s more sensible and approachable teachers. He would patiently turn out and watch our weekly practice sessions and was always on hand to provide words of encouragement to both individuals and the team.

\n

After a run of four or five matches in which we were soundly trounced, it became apparent that the chance of winning any of our forthcoming games was, at best, remote. So, before the next game, I devised a cunning plan (at least it was cunning in my mind). I convinced myself that all of the players were heartily sick of losing and I could motivate them by taking away the expectation of winning? So before the next game, I told the team we would lose so we should strive to minimize losses by playing a defensive game. It came as a total surprise when the teacher soundly castigated me for a defeatist attitude towards the game. “After all,” he asked, “if you can’t project confidence in your team, how can you expect your team to put any effort into their game?”

\n

We played the next couple of games and as expected, lost again. Our coach explained that there was nothing wrong with the team. Sure, we weren’t going to make the “A” side but then we weren’t playing against other top notch teams. Our matches were all scheduled against other “B” sides which, in truth, were no better or worse than we were. Believing that we could win and not being intimidated by the other teams was the first step to winning.

\n

I would love to recount a happy ending to this story but regrettably, we finished the season not having won a single game. Nonetheless, we played hard and we enjoyed playing each of the subsequent games. What is more, we all approached each game with the belief that there was nothing to stop us winning.

\n

One of my sales executives has just come back from Davao with a potentially large sale. Yet within a few short days of her return, we received news that the account might be lost to a competitor. Asked to follow up with the client, she made a couple of desultory phone calls and then reverted to me telling me we would almost certainly lose the account. Fortunately, I had one of my more senior team members in Davao early the following week and he visited the client.

\n

Sure we had almost lost the account, but we had not lost it!

\n

His approach to the client was that the business was, as far as we were concerned, in the bag. Any hesitation by the client or desire to award the contract elsewhere could be overcome by persistence, quality products, creative pricing, attractive terms, and a strong relationship. So it was that a few days later, we received a purchase order for a little under P10 million.

\n

Some sales are going to be lost to cheaper competitors; to vendors who “incentivize” the purchase. But carrying this belief to a sales call is to court failure. A positive approach to selling is important. I used to be scathing about motivational sales training. I argued that telling people they were winners and pushing people to work harder was not a lasting way of guaranteeing top sales performance. I still believe that there is no substitute for effective selling skills. The salesperson who approaches clients in a professional manner and concentrates on identifying and meeting needs will always be more successful than the salesman who enthusiastically talks about his products and services (no matter how much he might want and expect to win the sale!). Nonetheless, a positive approach to selling and a firm belief that every sale can be won coupled with exemplary selling skills will go a long way to bringing in consistently better sales results.

\n

Terry Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant, and currently holds an executive sales position with an Italian geotechnical company.

\n

Contact the author at hockenhull@gmail.com.

\n", "content_text": "AS a schoolboy, I captained my school’s “B” side field hockey team. I would be the first to agree that I was a lousy player. The only thing going for me as captain was that the other players were all marginally worse than me. So by default, I was chosen to lead the team against other school teams. As I say, my side was the “B” team made up of 11 boys who would never be good enough to get into the “A” team or represent their school in any major championships.\nAs team captain, I had the opportunity of working with one of the school’s more sensible and approachable teachers. He would patiently turn out and watch our weekly practice sessions and was always on hand to provide words of encouragement to both individuals and the team. \nAfter a run of four or five matches in which we were soundly trounced, it became apparent that the chance of winning any of our forthcoming games was, at best, remote. So, before the next game, I devised a cunning plan (at least it was cunning in my mind). I convinced myself that all of the players were heartily sick of losing and I could motivate them by taking away the expectation of winning? So before the next game, I told the team we would lose so we should strive to minimize losses by playing a defensive game. It came as a total surprise when the teacher soundly castigated me for a defeatist attitude towards the game. “After all,” he asked, “if you can’t project confidence in your team, how can you expect your team to put any effort into their game?”\nWe played the next couple of games and as expected, lost again. Our coach explained that there was nothing wrong with the team. Sure, we weren’t going to make the “A” side but then we weren’t playing against other top notch teams. Our matches were all scheduled against other “B” sides which, in truth, were no better or worse than we were. Believing that we could win and not being intimidated by the other teams was the first step to winning.\nI would love to recount a happy ending to this story but regrettably, we finished the season not having won a single game. Nonetheless, we played hard and we enjoyed playing each of the subsequent games. What is more, we all approached each game with the belief that there was nothing to stop us winning.\nOne of my sales executives has just come back from Davao with a potentially large sale. Yet within a few short days of her return, we received news that the account might be lost to a competitor. Asked to follow up with the client, she made a couple of desultory phone calls and then reverted to me telling me we would almost certainly lose the account. Fortunately, I had one of my more senior team members in Davao early the following week and he visited the client.\nSure we had almost lost the account, but we had not lost it!\nHis approach to the client was that the business was, as far as we were concerned, in the bag. Any hesitation by the client or desire to award the contract elsewhere could be overcome by persistence, quality products, creative pricing, attractive terms, and a strong relationship. So it was that a few days later, we received a purchase order for a little under P10 million.\nSome sales are going to be lost to cheaper competitors; to vendors who “incentivize” the purchase. But carrying this belief to a sales call is to court failure. A positive approach to selling is important. I used to be scathing about motivational sales training. I argued that telling people they were winners and pushing people to work harder was not a lasting way of guaranteeing top sales performance. I still believe that there is no substitute for effective selling skills. The salesperson who approaches clients in a professional manner and concentrates on identifying and meeting needs will always be more successful than the salesman who enthusiastically talks about his products and services (no matter how much he might want and expect to win the sale!). Nonetheless, a positive approach to selling and a firm belief that every sale can be won coupled with exemplary selling skills will go a long way to bringing in consistently better sales results.\nTerry Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant, and currently holds an executive sales position with an Italian geotechnical company.\nContact the author at hockenhull@gmail.com.", "date_published": "2017-10-06T00:01:20+08:00", "date_modified": "2017-10-06T00:01:20+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Marketing", "Selling", "Terence A. Hockenhull" ] }, { "id": "http://www.bworldonline.com/?p=53692", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/29/53692/communicating-what-is-essential/", "title": "Communicating what is essential", "content_html": "

By Michael Angelo S. Murillo
\nReporter

\n

ONE OF adidas\u2019 iconic shoe styles, the EQT line was relaunched this year since first being introduced in the 1990s. While the sneakers then and now are explicitly different in terms of materials used and their identified functions, their essential nature, both in technology used and the needs satisfied, is in synch with the specific times they were released in.

\n

It is this focus on \u201cessentialism\u201d that adidas Philippines wants to highlight as part of its push to introduce the latest models in the EQT collection to the generation now.

\n

But the global sports footwear and apparel brand is going beyond the usual activations with launching new models, using as well other forms of engagement to communicate its message to it target market.

\n

On Sept. 16, adidas Originals, in partnership with Transit Records and Commonwealth, hosted \u201cTR Live Vol. 2,\u201d a multi-sensory session with Filipino creatives at the POV by Commonwealth at SM Aura in Taguig City.

\n

Attended by students from partner institutions, members of the media, consumers, and creators, the session invited speakers from various creative disciplines to share their experiences with the audience, with the end view of inspiring and imparting valuable lessons if one wants to follow the path they have taken.

\n

TR Live Vol. 2 was divided into two sections — visuals and sounds — where invited speakers took turns in sharing the creative process that goes in their respective fields, emphasizing how important it is to stick to the essentials to be effective in every sense and form, much like those poured in to the adidas EQT collection.

\n

The speakers were filmmaker Samantha Lee, product designer Ria Arante, and branding and design studio The Public School Manila for the visuals part, while for the sounds segment it was musicians rhxanders, Justin de Guzman, and pillow talk who talked.

\n

Ms. Lee, writer and director of the movie Baka Bukas, shared her journey as a filmmaker that included looking for her purpose, as well as the intricacies that went into making her critically acclaimed Cinema One Originals film, from the costumes to the sound track, zeroing in on what were essentials and what would work and not.

\n

In the case of Ms. Arante, a product designer for job-matching Web site Kalibrr, she spoke, among others, of what are integral in the interfaces she works on to make it appealing and interesting, like in the information provided and layout.

\n

CONVEY THE STORY OF EQT
\n\u201cWith the adidas EQT Creator Space in POV by Commonwealth, we wanted simultaneously to convey the story of EQT from when it started in 1991 when it was used for sports like running and in the Olympics, which also saw adidas first introduce its triangular logo, to now where it is in a different scope which is more catered to a generation that still loves sports but has crossed over as well to lifestyle,\u201d said Jen Dacasin, Brand Communications and Sports Marketing Manager of adidas Philippines, in an interview with BusinessWorld.

\n

\u201cA lot of things have happen since the EQT was first introduced but here we wanted to show how the iconic EQT franchise brings integrity back to fashion for a new generation by staying true to what are essential with its functionality and form,\u201d added the official, who went on to say that they in adidas Philippines believe the tack they have chosen to send their message is an effective one.

\n

\u201cIt\u2019s pretty cool to talk in such a setup. The philosophy on \u2018essentialism\u2019 had me sold to it. They wanted to convey that you can be innovative and fresh without necessarily doing away with what are essential. I think they were able to accomplish that with this session,\u201d said Ms. Arante in a separate interview.

\n

The adidas EQT (Equipment) line was first introduced in 1991 as its take on being essential and focusing on performance. In January this year the EQT 2017 series was released worldwide.

\n", "content_text": "By Michael Angelo S. Murillo\nReporter\nONE OF adidas\u2019 iconic shoe styles, the EQT line was relaunched this year since first being introduced in the 1990s. While the sneakers then and now are explicitly different in terms of materials used and their identified functions, their essential nature, both in technology used and the needs satisfied, is in synch with the specific times they were released in.\nIt is this focus on \u201cessentialism\u201d that adidas Philippines wants to highlight as part of its push to introduce the latest models in the EQT collection to the generation now.\nBut the global sports footwear and apparel brand is going beyond the usual activations with launching new models, using as well other forms of engagement to communicate its message to it target market.\nOn Sept. 16, adidas Originals, in partnership with Transit Records and Commonwealth, hosted \u201cTR Live Vol. 2,\u201d a multi-sensory session with Filipino creatives at the POV by Commonwealth at SM Aura in Taguig City.\nAttended by students from partner institutions, members of the media, consumers, and creators, the session invited speakers from various creative disciplines to share their experiences with the audience, with the end view of inspiring and imparting valuable lessons if one wants to follow the path they have taken.\nTR Live Vol. 2 was divided into two sections — visuals and sounds — where invited speakers took turns in sharing the creative process that goes in their respective fields, emphasizing how important it is to stick to the essentials to be effective in every sense and form, much like those poured in to the adidas EQT collection.\nThe speakers were filmmaker Samantha Lee, product designer Ria Arante, and branding and design studio The Public School Manila for the visuals part, while for the sounds segment it was musicians rhxanders, Justin de Guzman, and pillow talk who talked.\nMs. Lee, writer and director of the movie Baka Bukas, shared her journey as a filmmaker that included looking for her purpose, as well as the intricacies that went into making her critically acclaimed Cinema One Originals film, from the costumes to the sound track, zeroing in on what were essentials and what would work and not.\nIn the case of Ms. Arante, a product designer for job-matching Web site Kalibrr, she spoke, among others, of what are integral in the interfaces she works on to make it appealing and interesting, like in the information provided and layout.\nCONVEY THE STORY OF EQT\n\u201cWith the adidas EQT Creator Space in POV by Commonwealth, we wanted simultaneously to convey the story of EQT from when it started in 1991 when it was used for sports like running and in the Olympics, which also saw adidas first introduce its triangular logo, to now where it is in a different scope which is more catered to a generation that still loves sports but has crossed over as well to lifestyle,\u201d said Jen Dacasin, Brand Communications and Sports Marketing Manager of adidas Philippines, in an interview with BusinessWorld.\n\u201cA lot of things have happen since the EQT was first introduced but here we wanted to show how the iconic EQT franchise brings integrity back to fashion for a new generation by staying true to what are essential with its functionality and form,\u201d added the official, who went on to say that they in adidas Philippines believe the tack they have chosen to send their message is an effective one.\n\u201cIt\u2019s pretty cool to talk in such a setup. The philosophy on \u2018essentialism\u2019 had me sold to it. They wanted to convey that you can be innovative and fresh without necessarily doing away with what are essential. I think they were able to accomplish that with this session,\u201d said Ms. Arante in a separate interview.\nThe adidas EQT (Equipment) line was first introduced in 1991 as its take on being essential and focusing on performance. In January this year the EQT 2017 series was released worldwide.", "date_published": "2017-09-29T00:02:33+08:00", "date_modified": "2017-09-29T00:02:33+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Adidas", "conference", "Marketing", "TR Live Vol. 2", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=53695", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/29/53695/getting-help-from-a-competent-salesperson/", "title": "Getting help from a competent salesperson", "content_html": "

MANY PEOPLE HAVE, at some stage in their lives, made a major purchase. Casting our minds back to the acquisition of a big-ticket item may provide us with some guidelines for effective selling skills and behaviors. A few weeks ago, I decided to replace my laptop. My old unit has served me faithfully for nearly five years and I am certainly not averse to buying from the same company. A former client of mine now works for a computer company and is pressing me to buy from him.

\n

I\u2019m going to be spending around P50,000; no small amount! And so it is a decision I need to get right. I cannot afford to replace it if it doesn\u2019t live up to my expectations. I don\u2019t have an unlimited budget; I have to buy the best within my price range. I have to consider factors like the operating system, software, applications, peripherals, etc. Touch screen or not? Windows 8 or 10? Small, lightweight and compact or large enough to act as a replacement for my desktop system too?

\n

I am amazed by the range of models, technical specifications and designs, and the wide price differential between \u201ctop of the range\u201d and \u201cbudget\u201d models. Even sticking with branded models, I am faced with choosing between 20 or so different models in my price range. My problems with choosing the right model is further exacerbated by the fact that I am not a computer expert. Half of the quoted specifications mean absolutely nothing to me. And yet, I cannot rely on salesmen in computer stores who appear to make recommendations simply on the basis of \u201chigher price = better computer!\u201d

\n

Fortunately, my friend has proved to be very helpful taking time to establish what I actually need and what I want. At least now I know the key specifications to look for. I know which operating system to choose, which key software to have pre-loaded, and other issues such as on-board memory and hard drive storage.

\n

One of my frustrations in shopping in supermarkets is trying to compare prices. Of the eight products on the shelf, two might be sold in 1kg packs, two more might be in 2lb boxes. Another might be 750 grams, another as a 12 fluid ounces bottle and the last two items in smaller tetrapaks of 330ml and 500ml respectively! Almost impossible to work out which product represents the best value for money and this is before considering quality, packaging, taste, nutritional value, and the thousand and one other factors which may influence price and the decision to buy.

\n

So it is with the computer specifications. Nothing is simple and to compare apples with apples proves next to impossible! Nonetheless, I am closer now to deciding which model to go for and I would like to believe that it is an informed and sensible decision. I won\u2019t buy the cheapest; I\u2019m certainly not willing to go beyond my budget. In truth, three or four models will all meet requirements so the brand of my last computer might just be the deciding factor.

\n

When customers make major decisions, it is right and proper that they have sufficient time to study alternatives. Clients want to make informed and sensible decisions and it is the role of a salesperson to help them. Yet one might also argue that the more time a client has to think about a decision, the more chance there is of him veering away from an initial preference and moving towards something that may have seemed wholly inappropriate at an earlier date.

\n

Consider for a moment, my decision to purchase a computer. The one thing lacking in this purchase is a capable salesperson who exudes trust and competence such that he could lead me through the process of choosing an appropriate model. The cynic may say there is no such thing; every salesperson is driven by self-interest, by a desire to sell his own products. What one is perhaps overlooking is that a large computer store probably sells a wide selection of computers. So shopping for another brand will not have an impact on the store\u2019s sale. And the competence of a salesperson, even when driven by self-interest, will still allow the customer to make the right purchase.

\n

 

\n

Terence A. Hockenhull is a long-term resident of the Philippines. He is an accomplished sales consultant who currently holds an executive sales position with an Italian geotechnical company.

\n

hockenhull@gmail.com.

\n", "content_text": "MANY PEOPLE HAVE, at some stage in their lives, made a major purchase. Casting our minds back to the acquisition of a big-ticket item may provide us with some guidelines for effective selling skills and behaviors. A few weeks ago, I decided to replace my laptop. My old unit has served me faithfully for nearly five years and I am certainly not averse to buying from the same company. A former client of mine now works for a computer company and is pressing me to buy from him.\nI\u2019m going to be spending around P50,000; no small amount! And so it is a decision I need to get right. I cannot afford to replace it if it doesn\u2019t live up to my expectations. I don\u2019t have an unlimited budget; I have to buy the best within my price range. I have to consider factors like the operating system, software, applications, peripherals, etc. Touch screen or not? Windows 8 or 10? Small, lightweight and compact or large enough to act as a replacement for my desktop system too?\nI am amazed by the range of models, technical specifications and designs, and the wide price differential between \u201ctop of the range\u201d and \u201cbudget\u201d models. Even sticking with branded models, I am faced with choosing between 20 or so different models in my price range. My problems with choosing the right model is further exacerbated by the fact that I am not a computer expert. Half of the quoted specifications mean absolutely nothing to me. And yet, I cannot rely on salesmen in computer stores who appear to make recommendations simply on the basis of \u201chigher price = better computer!\u201d\nFortunately, my friend has proved to be very helpful taking time to establish what I actually need and what I want. At least now I know the key specifications to look for. I know which operating system to choose, which key software to have pre-loaded, and other issues such as on-board memory and hard drive storage.\nOne of my frustrations in shopping in supermarkets is trying to compare prices. Of the eight products on the shelf, two might be sold in 1kg packs, two more might be in 2lb boxes. Another might be 750 grams, another as a 12 fluid ounces bottle and the last two items in smaller tetrapaks of 330ml and 500ml respectively! Almost impossible to work out which product represents the best value for money and this is before considering quality, packaging, taste, nutritional value, and the thousand and one other factors which may influence price and the decision to buy.\nSo it is with the computer specifications. Nothing is simple and to compare apples with apples proves next to impossible! Nonetheless, I am closer now to deciding which model to go for and I would like to believe that it is an informed and sensible decision. I won\u2019t buy the cheapest; I\u2019m certainly not willing to go beyond my budget. In truth, three or four models will all meet requirements so the brand of my last computer might just be the deciding factor.\nWhen customers make major decisions, it is right and proper that they have sufficient time to study alternatives. Clients want to make informed and sensible decisions and it is the role of a salesperson to help them. Yet one might also argue that the more time a client has to think about a decision, the more chance there is of him veering away from an initial preference and moving towards something that may have seemed wholly inappropriate at an earlier date.\nConsider for a moment, my decision to purchase a computer. The one thing lacking in this purchase is a capable salesperson who exudes trust and competence such that he could lead me through the process of choosing an appropriate model. The cynic may say there is no such thing; every salesperson is driven by self-interest, by a desire to sell his own products. What one is perhaps overlooking is that a large computer store probably sells a wide selection of computers. So shopping for another brand will not have an impact on the store\u2019s sale. And the competence of a salesperson, even when driven by self-interest, will still allow the customer to make the right purchase.\n \nTerence A. Hockenhull is a long-term resident of the Philippines. He is an accomplished sales consultant who currently holds an executive sales position with an Italian geotechnical company.\nhockenhull@gmail.com.", "date_published": "2017-09-29T00:01:35+08:00", "date_modified": "2017-09-29T00:01:35+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Terence A. Hockenhull", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=49931", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/22/49931/singapore-launches-new-branding/", "title": "Singapore launches its new branding", "content_html": "

AFTER SEVEN YEARS, Singapore is retiring its tourism branding \u2014 Your Singapore \u2014 and replacing it with something that \u201cis a reflection of who [Singaporeans] are,\u201d according to a regional tourism executive.

\n

\u201cAmid the competitive landscape, Singapore needs to continue to up our game and differentiate ourselves… the [new] brand must be authentic,\u201d Edward Koh, executive director for Southeast Asia of the Singapore Tourism Board (STB), said in his speech during the launch of the new branding on Sept. 15 at SM Mega Fashion Hall in Mandaluyong City.

\n

The new branding, called \u201cPassion Made Possible,\u201d was brought upon discovering \u201cthat one core narrative in the Singapore story [where] people come together to overcome constraints, turn weaknesses into strengths, [and eventually] transforming Singapore from a small state with no natural resources to a thriving metropolis today,\u201d said Mr. Koh.

\n

\u201cIt is no longer just about what our visitors can do in Singapore, but also what they can be in Singapore,\u201d he added.

\n

The new tourism slogan came after the country\u2019s tourism department hailed 2016 as a banner year after posting a growth of 7.7% in international tourist arrivals (16.4 million international arrivals) while tourism receipts grew by 13.9% to S$24.8 billion.

\n

\u201cDespite challenges such as weaker economic performance in some of Singapore\u2019s top source markets and a Zika virus outbreak, Singapore has managed to attract more quality visitors to contribute to economic growth,\u201d Lionel Yeo, chief executive of the STB, said as quoted in a February article on the country\u2019s 2016 tourism performance posted on the board\u2019s Web site.

\n

The first cases of the Zika virus outbreak \u2014 a viral disease carried by mosquitoes which has spread to over 60 countries since its discovery in 2015 in Brazil \u2014 was reported on Aug. 26, 2016 according to the Singapore Ministry of Health. The year ended with more than 400 cases.

\n

Despite the initial fear that the outbreak would also hit the tourism sector, much like the SARS outbreak in 2003 did, bringing brought down tourism arrivals by 74% during its peak in May, only markets such as Japan and South Korea declined in the last quarter of 2016 due to reports of the Zika outbreak. Japan went down by 1% with 784,000 arrivals while South Korea went down by 2% or 567,000 arrivals.

\n

Indonesia remains the country\u2019s largest source market for tourists with 2.894 million visitors, followed by China with 2.864 million. The growth, according to the tourism board, is credited towards more arrivals coming from Tier 1 and Tier 2 cities.

\n

The Philippines is Singapore\u2019s seventh largest market with 692,000 visitors.

\n

Mr. Koh said that while they are \u201cexpecting some growth\u201d in terms of tourist arrivals, they are not expecting as much as 2016 though the Philippine market is poised to grow at around 6% by yearend.

\n

The launch of Singapore\u2019s new tourism slogan was done concurrently with a three-day travel showcase from Sept. 15-17 where the country presented its \u201cdiverse cuisine, world-class attractions, shopping destination and wide range of experiences that can nurture different passions,\u201d said a company press release.

\n

\u201cPassion Made Possible\u201d will be promoted using visual assets such as films sharing \u201cauthentic stories of Singapore\u201d as well as naming \u201cPassion Ambassadors,\u201d people who have made their passions possible in Singapore, among other initiatives. \u2014 Zsarlene B. Chua

\n", "content_text": "AFTER SEVEN YEARS, Singapore is retiring its tourism branding \u2014 Your Singapore \u2014 and replacing it with something that \u201cis a reflection of who [Singaporeans] are,\u201d according to a regional tourism executive.\n\u201cAmid the competitive landscape, Singapore needs to continue to up our game and differentiate ourselves… the [new] brand must be authentic,\u201d Edward Koh, executive director for Southeast Asia of the Singapore Tourism Board (STB), said in his speech during the launch of the new branding on Sept. 15 at SM Mega Fashion Hall in Mandaluyong City.\nThe new branding, called \u201cPassion Made Possible,\u201d was brought upon discovering \u201cthat one core narrative in the Singapore story [where] people come together to overcome constraints, turn weaknesses into strengths, [and eventually] transforming Singapore from a small state with no natural resources to a thriving metropolis today,\u201d said Mr. Koh.\n\u201cIt is no longer just about what our visitors can do in Singapore, but also what they can be in Singapore,\u201d he added.\nThe new tourism slogan came after the country\u2019s tourism department hailed 2016 as a banner year after posting a growth of 7.7% in international tourist arrivals (16.4 million international arrivals) while tourism receipts grew by 13.9% to S$24.8 billion.\n\u201cDespite challenges such as weaker economic performance in some of Singapore\u2019s top source markets and a Zika virus outbreak, Singapore has managed to attract more quality visitors to contribute to economic growth,\u201d Lionel Yeo, chief executive of the STB, said as quoted in a February article on the country\u2019s 2016 tourism performance posted on the board\u2019s Web site.\nThe first cases of the Zika virus outbreak \u2014 a viral disease carried by mosquitoes which has spread to over 60 countries since its discovery in 2015 in Brazil \u2014 was reported on Aug. 26, 2016 according to the Singapore Ministry of Health. The year ended with more than 400 cases.\nDespite the initial fear that the outbreak would also hit the tourism sector, much like the SARS outbreak in 2003 did, bringing brought down tourism arrivals by 74% during its peak in May, only markets such as Japan and South Korea declined in the last quarter of 2016 due to reports of the Zika outbreak. Japan went down by 1% with 784,000 arrivals while South Korea went down by 2% or 567,000 arrivals.\nIndonesia remains the country\u2019s largest source market for tourists with 2.894 million visitors, followed by China with 2.864 million. The growth, according to the tourism board, is credited towards more arrivals coming from Tier 1 and Tier 2 cities.\nThe Philippines is Singapore\u2019s seventh largest market with 692,000 visitors.\nMr. Koh said that while they are \u201cexpecting some growth\u201d in terms of tourist arrivals, they are not expecting as much as 2016 though the Philippine market is poised to grow at around 6% by yearend.\nThe launch of Singapore\u2019s new tourism slogan was done concurrently with a three-day travel showcase from Sept. 15-17 where the country presented its \u201cdiverse cuisine, world-class attractions, shopping destination and wide range of experiences that can nurture different passions,\u201d said a company press release.\n\u201cPassion Made Possible\u201d will be promoted using visual assets such as films sharing \u201cauthentic stories of Singapore\u201d as well as naming \u201cPassion Ambassadors,\u201d people who have made their passions possible in Singapore, among other initiatives. \u2014 Zsarlene B. Chua", "date_published": "2017-09-22T00:02:39+08:00", "date_modified": "2017-09-22T00:02:39+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "branding", "Featured", "Marketing", "Singapore", "Tourism", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=49932", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/22/49932/discounts-and-other-concessions/", "title": "Discounts and other concessions", "content_html": "

PRICE NEGOTIATIONS can be costly and should always be undertaken with caution. Each price concession nibbles away at margins until the item is no longer sold at a profit. And while I accept that sometimes it is necessary to consider a client\u2019s request for discount, negotiation should never be entered into until every effort has been made to sell the item at the original price. As long as the client recognizes the value of the product (and the product is not grossly overpriced compared with similar products in the market), he will usually be willing to pay the asking price.

\n

Of course, this won\u2019t stop a client from asking for a discount. However, providing the salesperson politely but firmly declines to reduce the price, he won\u2019t lose the sale unless an identical product is offered by another vendor at a lower price. Salespeople seem to resist discussing prices, preferring to wriggle out of stating a dollar or peso figure by sending a formal written proposal. As a result, clients view the figures in proposals and quotes as an opening price. Unless fees or charges are clearly labeled as \u201cnonnegotiable\u201d or tied to certain conditions (e.g., valid for 30 days only), clients will expect to negotiate the price.

\n

Clients have limited opportunities to engage in price negotiations unless they have something to offer the vendor in return for a price concession. The buyer who walks into a store to buy bar of soap must pay the set price. Of course, he has the option to take his trade elsewhere (so he does have his \u201cbusiness\u201d to trade). But that is all (and the cost of doing so will rarely realize any significant savings)! It is a different matter altogether if, having asked for the price of a single bar of soap, he discloses he wants to place volume order of 50 dozen pieces. He now has leverage because he has volume to trade.

\n

Let\u2019s talk currencies for a second. A currency is anything that the seller or the buyer has (either real, tangible, or intangible) that has some intrinsic value to the other party and may be exchanged. In commercial transactions, the major currency held by the buyer is, of course, money. And the seller has goods or services to exchange. However, considering only these two currencies restricts the opportunities to negotiate. Many currencies can and should come into play. Delivery, payment and credit terms, order volume, service contracts, etc., may all be amended, altered, offered, or removed from the deal in order to match the initial asking price or the granting of a discount.

\n

Frequently, the process of commercial negotiation kicks off with one party asking for a discount and the other party agreeing or refusing to give it. In truth, this is not real negotiation. It is bargaining or haggling and is an unsatisfactory procedure because it rarely results in a win-win situation. The vendor who has to drop his price invariably loses without concessions or balancing counteroffers being made by the other party. Negotiation allows all parties to walk away with satisfactory outcome that meets all the needs of all of the parties.

\n

To some extent, it is understandable that the average salesperson fails to equate price concessions with company profitability. Any sale, no matter how small the margin, is better than no sale at all, is a common tenet. Yet it is also clear that the salesperson who makes such a comment conveniently overlooks the high cost of realizing sales, company overheads, and salaries. Before using this as a basis for discounting, the salesperson should have a clear idea of cost, overheads, and cost of sale to accurately determine the profit margin.\u00a0

\n

A client will usually base his expectations on objective data, fair market price, value, and other economic factors. He will also consider any past relationship or rates he may have enjoyed in the past. It is perhaps worth considering the possibilities that exist when a client expresses the opinion that the product is grossly overpriced. This may be a simple (and usually ineffective) ploy to encourage the seller to reduce his cost. It might also be because the product is genuinely overpriced. However, in most cases, this type of comment is made because the buyer fails to see the real value of the product. This shows that the salesperson has not done enough to \u201csell\u201d the product.

\n

Hesitation or reticence in dealing with price issues sends a message to the client that the salesperson is uncomfortable with the amount and probably feels the item is overpriced. Conversely, a confident verbal delivery of price with no apparent or outward willingness to reduce it will go a long way to securing the sale without costly losses.

\n

Price concessions should never be offered unless there is a specific request. And, unless there is a degree of flexibility in pricing, a salesperson should, when delivering proposals or sales presentations, have the confidence to present his prices as nonnegotiable. The economy today makes everyone cost-conscious. Demands for discounts and price concessions are more common than ever. But this alone doesn\u2019t mean the salesperson needs to cave in and give the client everything he asks for. A sensible approach to selling, discounting, and negotiation will go a long way to minimize financial losses to companies while still keeping and satisfying customers.

\n

Terence A. Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company.

\n

hockenhull@gmail.com

\n", "content_text": "PRICE NEGOTIATIONS can be costly and should always be undertaken with caution. Each price concession nibbles away at margins until the item is no longer sold at a profit. And while I accept that sometimes it is necessary to consider a client\u2019s request for discount, negotiation should never be entered into until every effort has been made to sell the item at the original price. As long as the client recognizes the value of the product (and the product is not grossly overpriced compared with similar products in the market), he will usually be willing to pay the asking price.\nOf course, this won\u2019t stop a client from asking for a discount. However, providing the salesperson politely but firmly declines to reduce the price, he won\u2019t lose the sale unless an identical product is offered by another vendor at a lower price. Salespeople seem to resist discussing prices, preferring to wriggle out of stating a dollar or peso figure by sending a formal written proposal. As a result, clients view the figures in proposals and quotes as an opening price. Unless fees or charges are clearly labeled as \u201cnonnegotiable\u201d or tied to certain conditions (e.g., valid for 30 days only), clients will expect to negotiate the price.\nClients have limited opportunities to engage in price negotiations unless they have something to offer the vendor in return for a price concession. The buyer who walks into a store to buy bar of soap must pay the set price. Of course, he has the option to take his trade elsewhere (so he does have his \u201cbusiness\u201d to trade). But that is all (and the cost of doing so will rarely realize any significant savings)! It is a different matter altogether if, having asked for the price of a single bar of soap, he discloses he wants to place volume order of 50 dozen pieces. He now has leverage because he has volume to trade. \nLet\u2019s talk currencies for a second. A currency is anything that the seller or the buyer has (either real, tangible, or intangible) that has some intrinsic value to the other party and may be exchanged. In commercial transactions, the major currency held by the buyer is, of course, money. And the seller has goods or services to exchange. However, considering only these two currencies restricts the opportunities to negotiate. Many currencies can and should come into play. Delivery, payment and credit terms, order volume, service contracts, etc., may all be amended, altered, offered, or removed from the deal in order to match the initial asking price or the granting of a discount. \nFrequently, the process of commercial negotiation kicks off with one party asking for a discount and the other party agreeing or refusing to give it. In truth, this is not real negotiation. It is bargaining or haggling and is an unsatisfactory procedure because it rarely results in a win-win situation. The vendor who has to drop his price invariably loses without concessions or balancing counteroffers being made by the other party. Negotiation allows all parties to walk away with satisfactory outcome that meets all the needs of all of the parties. \nTo some extent, it is understandable that the average salesperson fails to equate price concessions with company profitability. Any sale, no matter how small the margin, is better than no sale at all, is a common tenet. Yet it is also clear that the salesperson who makes such a comment conveniently overlooks the high cost of realizing sales, company overheads, and salaries. Before using this as a basis for discounting, the salesperson should have a clear idea of cost, overheads, and cost of sale to accurately determine the profit margin.\u00a0\nA client will usually base his expectations on objective data, fair market price, value, and other economic factors. He will also consider any past relationship or rates he may have enjoyed in the past. It is perhaps worth considering the possibilities that exist when a client expresses the opinion that the product is grossly overpriced. This may be a simple (and usually ineffective) ploy to encourage the seller to reduce his cost. It might also be because the product is genuinely overpriced. However, in most cases, this type of comment is made because the buyer fails to see the real value of the product. This shows that the salesperson has not done enough to \u201csell\u201d the product. \nHesitation or reticence in dealing with price issues sends a message to the client that the salesperson is uncomfortable with the amount and probably feels the item is overpriced. Conversely, a confident verbal delivery of price with no apparent or outward willingness to reduce it will go a long way to securing the sale without costly losses.\nPrice concessions should never be offered unless there is a specific request. And, unless there is a degree of flexibility in pricing, a salesperson should, when delivering proposals or sales presentations, have the confidence to present his prices as nonnegotiable. The economy today makes everyone cost-conscious. Demands for discounts and price concessions are more common than ever. But this alone doesn\u2019t mean the salesperson needs to cave in and give the client everything he asks for. A sensible approach to selling, discounting, and negotiation will go a long way to minimize financial losses to companies while still keeping and satisfying customers.\nTerence A. Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company.\nhockenhull@gmail.com", "date_published": "2017-09-22T00:01:50+08:00", "date_modified": "2017-09-22T00:01:50+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Discounts", "Getting the edge in Professional Selling", "Marketing", "Terence A. Hockenhull", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=46419", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/15/46419/wasting-time/", "title": "Wasting time", "content_html": "

TIME is a commodity we can’t afford to waste. It seems we’re all busy trying to get more out of the available hours in a day. Pressure by management to freeze hiring or even reduce staffing levels means that we must maximize our efforts. Perhaps this is one of the reasons why it is so galling when others waste our time and we lose the ability to do anything to rectify the situation. Perhaps corollary to this is the practice of failing to extend the courtesies due to someone who has patiently waited.

\n

I recall my daughter pushed her way in front of other parents and children in order to climb aboard a children’s ride in a local shopping mall. I took the time to take her to one side and explain that other people were there first and she would have to wait. We then stood patiently while the other children rode. However, just before it was her turn, another child ran up and boarded the ride. Had I not passed a comment to the parents, they would have been happy to let the child ride ahead of mine (and other waiting children)! I am not defending my daughter, but at least her “queue-jumping” was born out of natural enthusiasm and an unformed concept of waiting her turn! I can’t say the same for the other child and parents. Clearly, had I not said anything, the child’s impolite manner would have been reinforced by being allowed to ride ahead of other children.

\n

Companies are increasingly resorting to number systems. It seems to work well enough in banks and service offices, although it often doubles as a way of minimizing the deleterious effects of understaffing of inefficient customer service. The latest trend seems to be “open-plan” service departments. I really don’t mind waiting for five or 10 minutes; when the wait spins out to 30-40 minutes, I start to get irritated. And all the more so when the open-plan work environment allows me to see employees sitting around laughing and joking with colleagues or supposedly working on large piles of documents and ignoring real-live customers in their premises!

\n

We have a system in our company of pre-screening applicants for jobs. Before I get to interview them, HR ask them to fill up a detailed two-page form of personal data. Then they have a pre-interview and finally get to see me! Last week, I noticed an applicant sitting alone in our interview room. HR were aware he was in our office but claimed to be finishing their merienda break. I interviewed the individual immediately and established he had been waiting in the room for over an hour. Really! This is completely unacceptable. He might be applying for a job with us but this doesn’t give us the right to waste his time! And consider this for a moment. Suppose he had been the perfect candidate for the position and we had wanted to offer him a job? Given the shortage of qualified and suitable applicants, there is every chance that another company would want to hire him too. Disrespecting him by wasting his time would hardly give him a good impression of our company and there is every chance this would influence his decision to take a job offer with us!

\n

What worries me about the above situations (and numerous examples like it) is that it shows a basic disregard for the value of peoples’ time. The average Filipino is becoming less tolerant of others wasting his time. When a service center is woefully understaffed, the company is either badly run or is putting profitability ahead of customer satisfaction. Vendors who appreciate the value of others’ time and seek to render quick and efficient service will begin to lure customers away from those who stick to established business practices.

\n

I have little sympathy for corporations who lose contracts because of late delivery. This all falls into the same bag. The customer has a right to expect that deliverables will be met. The company who is able to meet customer demands will always do better than that which fails to perform. When you have a monopoly on the items you sell, or your prices are so low you are assured of customers, perhaps you can afford to disregard customer service and, more specifically, the value of your customers’ time. When the customer has a choice, or recognizes the value of his time, he will certainly look around for vendors who can serve his needs more quickly.

\n

Terence A. Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company.

\n

hockenhull@gmail.com

\n", "content_text": "TIME is a commodity we can’t afford to waste. It seems we’re all busy trying to get more out of the available hours in a day. Pressure by management to freeze hiring or even reduce staffing levels means that we must maximize our efforts. Perhaps this is one of the reasons why it is so galling when others waste our time and we lose the ability to do anything to rectify the situation. Perhaps corollary to this is the practice of failing to extend the courtesies due to someone who has patiently waited.\nI recall my daughter pushed her way in front of other parents and children in order to climb aboard a children’s ride in a local shopping mall. I took the time to take her to one side and explain that other people were there first and she would have to wait. We then stood patiently while the other children rode. However, just before it was her turn, another child ran up and boarded the ride. Had I not passed a comment to the parents, they would have been happy to let the child ride ahead of mine (and other waiting children)! I am not defending my daughter, but at least her “queue-jumping” was born out of natural enthusiasm and an unformed concept of waiting her turn! I can’t say the same for the other child and parents. Clearly, had I not said anything, the child’s impolite manner would have been reinforced by being allowed to ride ahead of other children.\nCompanies are increasingly resorting to number systems. It seems to work well enough in banks and service offices, although it often doubles as a way of minimizing the deleterious effects of understaffing of inefficient customer service. The latest trend seems to be “open-plan” service departments. I really don’t mind waiting for five or 10 minutes; when the wait spins out to 30-40 minutes, I start to get irritated. And all the more so when the open-plan work environment allows me to see employees sitting around laughing and joking with colleagues or supposedly working on large piles of documents and ignoring real-live customers in their premises!\nWe have a system in our company of pre-screening applicants for jobs. Before I get to interview them, HR ask them to fill up a detailed two-page form of personal data. Then they have a pre-interview and finally get to see me! Last week, I noticed an applicant sitting alone in our interview room. HR were aware he was in our office but claimed to be finishing their merienda break. I interviewed the individual immediately and established he had been waiting in the room for over an hour. Really! This is completely unacceptable. He might be applying for a job with us but this doesn’t give us the right to waste his time! And consider this for a moment. Suppose he had been the perfect candidate for the position and we had wanted to offer him a job? Given the shortage of qualified and suitable applicants, there is every chance that another company would want to hire him too. Disrespecting him by wasting his time would hardly give him a good impression of our company and there is every chance this would influence his decision to take a job offer with us!\nWhat worries me about the above situations (and numerous examples like it) is that it shows a basic disregard for the value of peoples’ time. The average Filipino is becoming less tolerant of others wasting his time. When a service center is woefully understaffed, the company is either badly run or is putting profitability ahead of customer satisfaction. Vendors who appreciate the value of others’ time and seek to render quick and efficient service will begin to lure customers away from those who stick to established business practices.\nI have little sympathy for corporations who lose contracts because of late delivery. This all falls into the same bag. The customer has a right to expect that deliverables will be met. The company who is able to meet customer demands will always do better than that which fails to perform. When you have a monopoly on the items you sell, or your prices are so low you are assured of customers, perhaps you can afford to disregard customer service and, more specifically, the value of your customers’ time. When the customer has a choice, or recognizes the value of his time, he will certainly look around for vendors who can serve his needs more quickly.\nTerence A. Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company.\nhockenhull@gmail.com", "date_published": "2017-09-15T00:01:06+08:00", "date_modified": "2017-09-15T00:01:06+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Terence A. Hockenhull", "time", "Marketing" ] }, { "id": "http://www.bworldonline.com/?p=43046", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/08/43046/encouraging-fitness/", "title": "Encouraging fitness", "content_html": "

By Michael Angelo S. Murillo
\nReporter

\n

IN THIS AGE of fast and processed food, picking up the lifestyle habits of eating a healthy diet and having a fitness routine are no doubt a challenge. But for healthy food chain SaladStop!, such can be achieved if one makes a conscious effort.

\n

In line with its mantra of \u201ceating wide awake,\u201d SaladStop! recently launched its \u201cEat Wide Awake Movement\u201d campaign with the mission of \u201chelping individuals maintain a healthy diet and encourage a devotion to fitness.\u201d

\n

SaladStop! is known for high-quality fresh salads, wraps, and hearty snacks.

\n

For the whole month of September, which SaladStop! refers to as \u201cSalad Month,\u201d the food chain will hold promos and activities all geared at its end-game of reinforcing the value of conscious eating and keeping a well-balanced lifestyle.

\n

To help it in its campaign, SaladStop! has enlisted the help of fit and strong \u201cmovers\u201d whom it considers to embody what the whole thrust is about because of the choices they have made to stay fit and strong.

\n

The Eat Wide Awake movers are actress Coleen Garcia, celebrity hosts Raymond Gutierrez and Kim Atienza, volleyball player Michele Gumabao, and celebrity trainer Arnold Aninion, and they are tasked to inspire others with their respective fitness journeys and choices.

\n

\u201cThe mantra of SaladStop! is \u2018eating wide awake\u2019 which is about the relationship between us people and the food we take. It\u2019s more of being conscious of what kind of nutrition we put in our body and the effects of which it has. The movement is about the totality of well-being,\u201d said Steven R. Sarmenta, executive vice-president and general manager of Specialty Foods Retailers, Inc., the company which handles SaladStop!, in an interview with BusinessWorld during the Eat Wide Awake Movement campaign launch last week.

\n

While he underscored that, based on their experience with SaladStop!, Filipinos are more familiar with vegetables and know their importance in being healthy and fit. Still, the company hopes that through the campaign, that conversation would be sustained and, in turn, propel the healthy lifestyle and fitness movement.

\n

\u201cThe Filipinos have become more informed on healthy living. They know their vegetables now. They create their own salads and it speaks of the maturity of the Filipinos. Hopefully this campaign of SaladStop! further enhances that and continue to instigate conversation on it,\u201d said Mr. Sarmenta.

\n

The campaign kicks off on Sept. 9 with a series of interactive and fitness activities at the Bonifacio High Street Amphitheater, to be highlighted by a live DJ ride cycling party care of Electric Studio.

\n

On Sept. 16, there will be having an exclusive Hybrid Density Training class led by Mr. Aninion.

\n

Also this month, the healthy food chain will be releasing two new featured items, namely the Ting Tong (Crazy) salad and wrap, and Yeobo Yeobo (Darling) warm grain bowl.

\n

Ting Tong is a mix of romaine lettuce, Cajun shrimp, vermicelli, ripe mango, pomelo, cherry tomatoes, snow peas, shredded coconut, roasted peanuts and Thai Peanut Turmeric dressing. The Yeobo Yeobo warm grain bowl, meanwhile, is made with baby spinach, quinoa, roasted chicken, eggs, sweet corn, alfalfa sprouts, edamame, and Korean chili vinaigrette.

\n

\u201cCampaigns like this by SaladStop! are very important, especially nowadays where it seems everything is processed and made fast. You really have to choose to live healthy, invest in your heath, not only for now but for the future as well. It\u2019s hard and challenging but it\u2019s all worth it,\u201d said Ms. Gumabao in an interview.

\n

SaladStop! has branches at Central Square in BGC, Power Plant Mall, OPL Building in Legaspi Village, Greenhills, Glorietta 2, Ayala Tower One, Burgos Circle, Alabang Town Center, Salcedo Village, and Ayala Center Cebu.

\n", "content_text": "By Michael Angelo S. Murillo\nReporter\nIN THIS AGE of fast and processed food, picking up the lifestyle habits of eating a healthy diet and having a fitness routine are no doubt a challenge. But for healthy food chain SaladStop!, such can be achieved if one makes a conscious effort.\nIn line with its mantra of \u201ceating wide awake,\u201d SaladStop! recently launched its \u201cEat Wide Awake Movement\u201d campaign with the mission of \u201chelping individuals maintain a healthy diet and encourage a devotion to fitness.\u201d\nSaladStop! is known for high-quality fresh salads, wraps, and hearty snacks.\nFor the whole month of September, which SaladStop! refers to as \u201cSalad Month,\u201d the food chain will hold promos and activities all geared at its end-game of reinforcing the value of conscious eating and keeping a well-balanced lifestyle.\nTo help it in its campaign, SaladStop! has enlisted the help of fit and strong \u201cmovers\u201d whom it considers to embody what the whole thrust is about because of the choices they have made to stay fit and strong.\nThe Eat Wide Awake movers are actress Coleen Garcia, celebrity hosts Raymond Gutierrez and Kim Atienza, volleyball player Michele Gumabao, and celebrity trainer Arnold Aninion, and they are tasked to inspire others with their respective fitness journeys and choices.\n\u201cThe mantra of SaladStop! is \u2018eating wide awake\u2019 which is about the relationship between us people and the food we take. It\u2019s more of being conscious of what kind of nutrition we put in our body and the effects of which it has. The movement is about the totality of well-being,\u201d said Steven R. Sarmenta, executive vice-president and general manager of Specialty Foods Retailers, Inc., the company which handles SaladStop!, in an interview with BusinessWorld during the Eat Wide Awake Movement campaign launch last week.\nWhile he underscored that, based on their experience with SaladStop!, Filipinos are more familiar with vegetables and know their importance in being healthy and fit. Still, the company hopes that through the campaign, that conversation would be sustained and, in turn, propel the healthy lifestyle and fitness movement.\n\u201cThe Filipinos have become more informed on healthy living. They know their vegetables now. They create their own salads and it speaks of the maturity of the Filipinos. Hopefully this campaign of SaladStop! further enhances that and continue to instigate conversation on it,\u201d said Mr. Sarmenta.\nThe campaign kicks off on Sept. 9 with a series of interactive and fitness activities at the Bonifacio High Street Amphitheater, to be highlighted by a live DJ ride cycling party care of Electric Studio.\nOn Sept. 16, there will be having an exclusive Hybrid Density Training class led by Mr. Aninion.\nAlso this month, the healthy food chain will be releasing two new featured items, namely the Ting Tong (Crazy) salad and wrap, and Yeobo Yeobo (Darling) warm grain bowl.\nTing Tong is a mix of romaine lettuce, Cajun shrimp, vermicelli, ripe mango, pomelo, cherry tomatoes, snow peas, shredded coconut, roasted peanuts and Thai Peanut Turmeric dressing. The Yeobo Yeobo warm grain bowl, meanwhile, is made with baby spinach, quinoa, roasted chicken, eggs, sweet corn, alfalfa sprouts, edamame, and Korean chili vinaigrette.\n\u201cCampaigns like this by SaladStop! are very important, especially nowadays where it seems everything is processed and made fast. You really have to choose to live healthy, invest in your heath, not only for now but for the future as well. It\u2019s hard and challenging but it\u2019s all worth it,\u201d said Ms. Gumabao in an interview.\nSaladStop! has branches at Central Square in BGC, Power Plant Mall, OPL Building in Legaspi Village, Greenhills, Glorietta 2, Ayala Tower One, Burgos Circle, Alabang Town Center, Salcedo Village, and Ayala Center Cebu.", "date_published": "2017-09-08T00:03:43+08:00", "date_modified": "2017-09-08T00:03:43+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Endorser", "Featured", "Fitness", "health", "Marketing", "SaladStop!", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=43047", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/08/43047/amazon-turns-thousands-twitch-streamers-product-pitchmen/", "title": "Amazon turns thousands of Twitch streamers into product pitchmen", "content_html": "

AMAZON.COM, Inc. will pay commissions to gamers, artists, chefs and others on its Twitch Interactive video-streaming service for selling products to their fans through its retail site.

\n

Think of it as video-game broadcasters hosting virtual Tupperware parties. Except they\u2019re more likely to hawk headsets and consoles than salad spinners. At least for now.

\n

Twitch announced the initiative last week ahead of the PAX West video game convention in Seattle as part of a broader introduction of new features meant to increase money-making opportunities and audience engagement on the site. Twitch attracts 10 million daily viewers who watch live broadcasts of people playing video games, cooking, or even just sitting around eating. The Web site sees streamers as key to helping it win viewers from its much larger rival, Google\u2019s YouTube. Converting streamers into sales people will help Amazon boost revenue while giving them a way to earn money and dedicate more time to cultivating viewers.

\n

Twitch began expanding beyond video games in 2015 to include artists and chefs, so the product promotion possibilities from Twitch streamers are vast.

\n

\u201cThese influencers are a massive market,\u201d said Tobias Sherman, former global head of eSports at the entertainment agency WME-IMG. \u201cThey are the same as sports figures in being able to convert eyeballs and fans into dollars and cents. Everyone plays games and it tethers everyone together.\u201d

\n

The Gear on Amazon feature will let Twitch streamers showcase their favorite products as a widget on their page. Viewers who click the widget are routed to Amazon, where they can buy the streamer\u2019s favorite items. The streamer gets a commission of as much as 10% on each sale, Amazon said.

\n

Amazon purchased Twitch for about $1 billion in 2014 as part of a push into online content that includes movies and music. It has been slowly introducing commerce features on the site, including selling video games, to convert Twitch into a commercial hub for the $100-billion gaming industry. The challenge is slowly integrating the sales features so Twitch doesn\u2019t lose its reputation as a gathering spot.

\n

The commissions will be available to 22,000 Twitch performers called partners, who generally appear a few times a week, attract hundreds of viewers for each broadcast, and get a share of subscription and ad revenue. Tens of thousands of \u201caffiliates,\u201d a new designation Twitch announced in April to help promising streamers reach partner status, also will be eligible.

\n

Twitch is free to watch. It sells advertising and subscriptions. Subscribers pay $5 a month per channel to interact with their favorite streamers in chat rooms and access emoticons that are popular tools for communicating on the fast-moving site. — Bloomberg

\n", "content_text": "AMAZON.COM, Inc. will pay commissions to gamers, artists, chefs and others on its Twitch Interactive video-streaming service for selling products to their fans through its retail site.\nThink of it as video-game broadcasters hosting virtual Tupperware parties. Except they\u2019re more likely to hawk headsets and consoles than salad spinners. At least for now.\nTwitch announced the initiative last week ahead of the PAX West video game convention in Seattle as part of a broader introduction of new features meant to increase money-making opportunities and audience engagement on the site. Twitch attracts 10 million daily viewers who watch live broadcasts of people playing video games, cooking, or even just sitting around eating. The Web site sees streamers as key to helping it win viewers from its much larger rival, Google\u2019s YouTube. Converting streamers into sales people will help Amazon boost revenue while giving them a way to earn money and dedicate more time to cultivating viewers.\nTwitch began expanding beyond video games in 2015 to include artists and chefs, so the product promotion possibilities from Twitch streamers are vast.\n\u201cThese influencers are a massive market,\u201d said Tobias Sherman, former global head of eSports at the entertainment agency WME-IMG. \u201cThey are the same as sports figures in being able to convert eyeballs and fans into dollars and cents. Everyone plays games and it tethers everyone together.\u201d\nThe Gear on Amazon feature will let Twitch streamers showcase their favorite products as a widget on their page. Viewers who click the widget are routed to Amazon, where they can buy the streamer\u2019s favorite items. The streamer gets a commission of as much as 10% on each sale, Amazon said.\nAmazon purchased Twitch for about $1 billion in 2014 as part of a push into online content that includes movies and music. It has been slowly introducing commerce features on the site, including selling video games, to convert Twitch into a commercial hub for the $100-billion gaming industry. The challenge is slowly integrating the sales features so Twitch doesn\u2019t lose its reputation as a gathering spot.\nThe commissions will be available to 22,000 Twitch performers called partners, who generally appear a few times a week, attract hundreds of viewers for each broadcast, and get a share of subscription and ad revenue. Tens of thousands of \u201caffiliates,\u201d a new designation Twitch announced in April to help promising streamers reach partner status, also will be eligible.\nTwitch is free to watch. It sells advertising and subscriptions. Subscribers pay $5 a month per channel to interact with their favorite streamers in chat rooms and access emoticons that are popular tools for communicating on the fast-moving site. — Bloomberg", "date_published": "2017-09-08T00:02:02+08:00", "date_modified": "2017-09-08T00:02:02+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Amazon", "Marketing", "pitchmen", "Twitch", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=43048", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/08/43048/things-dont-go-smoothly/", "title": "When things don\u2019t go smoothly", "content_html": "

SOME YEARS AGO, I had a job liaising with a well-established firm of consultants. Our organization was buying into a multi-million dollar communications system and we had gone through a tendering process to select the right supplier for both system and hardware. I was tasked with providing support so deliverables and timetables were met. All started well, however as time went by, relations between us (the client) and them (the vendor) became more and more strained.

\n

It would have been unreasonable to expect everything to go exactly to plan. Nonetheless, each time problems occurred or equipment failed to perform to specifications, the vendor made excuses, cast blame elsewhere or refused to communicate with us. As time went by, it became increasingly difficult to deal with the consultants. Perhaps they felt that the only reason that we wanted to talk to them was to complain about mistakes, delays, or poor service. They avoided responding to telephone calls and written requests. Rarely would senior personnel attend project meetings and the junior staff who they did send could not answer questions or respond to the myriad of pressing issues raised at these meetings.

\n

With the project falling behind schedule, we were forced to demand a meeting with the consultants to try and remedy the situation. Only by threatening legal action or curtailing the project did we finally get the project managers to sit down at the conference table. The meeting was acrimonious. Both parties cast blame on the other side and it became apparent that the working relationship was suffering badly. At least the meeting got the project back on track. However, what had started out as a good working relationship had gradually deteriorated to the point where neither party was going to be happy.

\n

Three months after completion of the project (and after all the teething troubles had been resolved), we reviewed the performance of the consultants and the mistakes that had been made by both sides. In retrospect, it was clear that the vendor had done a professional job designing and commissioning an efficient, effective communications network. However, lack of communication between both vendor and client left a degree of mistrust and essentially blacklisted the company from further contract work. As a result, the next phase of the project was awarded to another company.

\n

The project manager and engineers were far more \u201ccustomer focused.\u201d Of course there were unforeseen problems, but both parties understood that addressing issues quickly allowed us to arrive at appropriate solutions before they had any real impact on the project. One incident stands out clearly. After initially agreeing to allocation of suitable frequencies, the authorizing agency realized that these bands could not be allocated and had to offer alternatives which resulted in a significant amount of redesign. The first consultants continued with the project as though nothing had happened, assuming that the requested frequencies would eventually be released. When this did not happen, they apportioned blame for project delays between us and the issuing agency.

\n

When a similar situation occurred on the second project, the consultants immediately called to set a meeting to discuss the implications. Within the next couple of days (before the meeting), they produced some initial contingency plans that would negate delays to the project and set out some strategies for minimizing the impact of the frequency changes.

\n

We felt pleased that the vendor had recognized the problems early and taken the initiative to come up with alternative plans. Similarly, we appreciated being invited into the decision-making process at an early time. What had, in the first scenario, caused a further breach of the relationship between vendor and client had, in the second, actually strengthened our working relationship.

\n

When sales proceed perfectly and there are no problems, delays or untoward incidents, clients are normally satisfied. When problems do occur and they are badly handled by the vendor, working relationships quickly break down. The client suffers because he does not feel he is getting what he paid for. The project suffers from cost overruns or delays and the vendor reputation suffers.

\n

Yet, here is the paradox. When the vendor or supplier fails to live up to promises made at the time of the sale, yet takes the time to liaise closely with the client bringing problems to their attention (almost before they occur), the client will usually be left with favorable impression. In some cases, the poor performer who stays in touch with the client will leave a better impression than the company who installs the perfect system but does not keep the client apprised of what is going on.

\n

As every professional knows, large-scale projects are rarely completed without some minor (and sometimes major) problems. Keeping in touch with the client and telling them what might go wrong (before it does) will go a long way to gaining the client\u2019s support and confidence.

\n

Terence A. Hockenhull is a long-term resident of the Philippines. He is an accomplished sales consultant who currently holds an executive sales position with an Italian geotechnical company.

\n

hockenhull@gmail.com.

\n", "content_text": "SOME YEARS AGO, I had a job liaising with a well-established firm of consultants. Our organization was buying into a multi-million dollar communications system and we had gone through a tendering process to select the right supplier for both system and hardware. I was tasked with providing support so deliverables and timetables were met. All started well, however as time went by, relations between us (the client) and them (the vendor) became more and more strained.\nIt would have been unreasonable to expect everything to go exactly to plan. Nonetheless, each time problems occurred or equipment failed to perform to specifications, the vendor made excuses, cast blame elsewhere or refused to communicate with us. As time went by, it became increasingly difficult to deal with the consultants. Perhaps they felt that the only reason that we wanted to talk to them was to complain about mistakes, delays, or poor service. They avoided responding to telephone calls and written requests. Rarely would senior personnel attend project meetings and the junior staff who they did send could not answer questions or respond to the myriad of pressing issues raised at these meetings.\nWith the project falling behind schedule, we were forced to demand a meeting with the consultants to try and remedy the situation. Only by threatening legal action or curtailing the project did we finally get the project managers to sit down at the conference table. The meeting was acrimonious. Both parties cast blame on the other side and it became apparent that the working relationship was suffering badly. At least the meeting got the project back on track. However, what had started out as a good working relationship had gradually deteriorated to the point where neither party was going to be happy.\nThree months after completion of the project (and after all the teething troubles had been resolved), we reviewed the performance of the consultants and the mistakes that had been made by both sides. In retrospect, it was clear that the vendor had done a professional job designing and commissioning an efficient, effective communications network. However, lack of communication between both vendor and client left a degree of mistrust and essentially blacklisted the company from further contract work. As a result, the next phase of the project was awarded to another company.\nThe project manager and engineers were far more \u201ccustomer focused.\u201d Of course there were unforeseen problems, but both parties understood that addressing issues quickly allowed us to arrive at appropriate solutions before they had any real impact on the project. One incident stands out clearly. After initially agreeing to allocation of suitable frequencies, the authorizing agency realized that these bands could not be allocated and had to offer alternatives which resulted in a significant amount of redesign. The first consultants continued with the project as though nothing had happened, assuming that the requested frequencies would eventually be released. When this did not happen, they apportioned blame for project delays between us and the issuing agency.\nWhen a similar situation occurred on the second project, the consultants immediately called to set a meeting to discuss the implications. Within the next couple of days (before the meeting), they produced some initial contingency plans that would negate delays to the project and set out some strategies for minimizing the impact of the frequency changes.\nWe felt pleased that the vendor had recognized the problems early and taken the initiative to come up with alternative plans. Similarly, we appreciated being invited into the decision-making process at an early time. What had, in the first scenario, caused a further breach of the relationship between vendor and client had, in the second, actually strengthened our working relationship.\nWhen sales proceed perfectly and there are no problems, delays or untoward incidents, clients are normally satisfied. When problems do occur and they are badly handled by the vendor, working relationships quickly break down. The client suffers because he does not feel he is getting what he paid for. The project suffers from cost overruns or delays and the vendor reputation suffers.\nYet, here is the paradox. When the vendor or supplier fails to live up to promises made at the time of the sale, yet takes the time to liaise closely with the client bringing problems to their attention (almost before they occur), the client will usually be left with favorable impression. In some cases, the poor performer who stays in touch with the client will leave a better impression than the company who installs the perfect system but does not keep the client apprised of what is going on.\nAs every professional knows, large-scale projects are rarely completed without some minor (and sometimes major) problems. Keeping in touch with the client and telling them what might go wrong (before it does) will go a long way to gaining the client\u2019s support and confidence.\nTerence A. Hockenhull is a long-term resident of the Philippines. He is an accomplished sales consultant who currently holds an executive sales position with an Italian geotechnical company.\nhockenhull@gmail.com.", "date_published": "2017-09-08T00:01:08+08:00", "date_modified": "2017-09-08T00:01:08+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Marketing", "Terence A. Hockenhull", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=39904", "url": "https://www.bworldonline.com/weekender/marketing/2017/09/01/39904/closing-can-easy/", "title": "Closing can be easy!", "content_html": "

Getting the edge in professional\u00a0selling
\nTerence A. Hockenhull

\n

I THINK it would be fair to say that more people are involved in sales than almost any other profession. Consider for a moment that from the most lowly store clerk to wheeler-dealers selling high value limousines, planes, luxury yachts, or country estates, you don\u2019t have to look far to find someone making a living from sales. Yet with the exception of sales training courses delivered to companies and individuals (usually a couple of days at best), preparing people for a career in sales is woefully lacking. Sure, there are those who attend college and collect marketing degrees, but this does not prepare an individual to sell effectively.

\n

Most people who end up in sales do so more by accident than design. With no disrespect to professional sales people, I have yet to hear of anyone who has a burning ambition to be a salesman. Having said this, the lucrative remuneration packages that are promised for many sales positions make it an attractive career choice. And the existing culture would tend to indicate that you need no special skills to be effective and make a lot of money! All well and good until the inexperienced, neophyte salesman faces real customers. With no background or training, it can be a daunting task to determine what needs to be done to be effective and close sales.

\n

Some salespeople carefully prepare a sales script before meeting their clients. Whereas this approach may give the salesperson a degree of confidence, sales scripts rarely produce tangible results. They are \u201cone-sided\u201d and unfortunately do not engage the customer in conversation; rather they leave him to listen to a sales pitch. Sending salespeople out to meet customers is a waste of time unless problems and needs are uncovered. And this has to be done by asking questions and engaging the customer in the sales call.

\n

A typical sale will pass through four distinct phases. Opening the call is important and may help salespeople invest time and effort to establish rapport, exchange credentials and set a friendly tone for the sales meeting. Consider however, that whereas opening the call may make the process of selling easier, it will never close any business. The next stage of the sales is the most crucial. Asking questions to elicit information from the customer is critical. \u201cProbing\u201d or \u201cinvestigating,\u201d it is this phase where the salesperson identifies situations where his products and services will help the client solve specific problems and address stated needs.

\n

A common mistake of inexperienced salesmen is to assume that clients already have needs. Instead of probing, they use their prepared sales script to tell the client why he should buy. This is a bit of a pointless exercise. Unless a client has clearly stated needs for the type of products that the salesperson is selling, the canned pitch will not work. And of course, the only way of finding out if the client has needs is to ask questions!

\n

Once the salesperson is quite clear about his client\u2019s problems and needs, he can begin to think about proposing an appropriate solution. This is another area where inexperienced salespeople make mistakes in selling. They put in the necessary work to determine customers\u2019 needs and then offer products that they want to sell rather than products the customer wants to buy.

\n

The third phase of the sale, demonstrating ability, must concentrate the sales pitch on features of the product or service that will address the stated needs of the client, not the needs that the salesperson thinks the customer should have!

\n

Let me give an example here. Joe, our ever friendly photocopier salesman, sits with his customer and spends time asking what his customer needs. The customer explains that most of the office copying is done on the large unit but occasionally it breaks down or is in use by other departments and a small back-up unit would be helpful. The customer goes on to use words like \u201cdesktop unit,\u201d \u201csmall-footprint,\u201d \u201ceasy-to-operate,\u201d and good service and support. Yet Joe proceeds to present an expensive replacement for the large photocopier!

\n

Closing is the final phase of a sale and if (and only if) the rest of the sales process has been done correctly, it should be a relatively easy part of the sale. If problems and needs have been uncovered and explored and an appropriate, cost effective solution has been offered, chances are that the customer is ready to make a commitment to buy. Unfortunately, too many salespeople try to shortcut the process offering solutions before uncovering needs. Little wonder that the client (who can\u2019t see any real value or application for the proffered product) resists making final commitment to buy!

\n

The best advice I can give is not to talk about products and services until the client has told you he needs them. This is common sense! Opening a sales call with a long list of features and benefits will rarely be met with anything other than objections. The process of selling is simple. Ask questions, listen to answers and proffer appropriate solutions! This will always deliver better results than a canned sales pitch!

\n

Terence A. Hockenhull is a long term resident of the Philippines.\u00a0He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company. hockenhull@gmail.com.

\n

\n", "content_text": "Getting the edge in professional\u00a0selling\nTerence A. Hockenhull\nI THINK it would be fair to say that more people are involved in sales than almost any other profession. Consider for a moment that from the most lowly store clerk to wheeler-dealers selling high value limousines, planes, luxury yachts, or country estates, you don\u2019t have to look far to find someone making a living from sales. Yet with the exception of sales training courses delivered to companies and individuals (usually a couple of days at best), preparing people for a career in sales is woefully lacking. Sure, there are those who attend college and collect marketing degrees, but this does not prepare an individual to sell effectively.\nMost people who end up in sales do so more by accident than design. With no disrespect to professional sales people, I have yet to hear of anyone who has a burning ambition to be a salesman. Having said this, the lucrative remuneration packages that are promised for many sales positions make it an attractive career choice. And the existing culture would tend to indicate that you need no special skills to be effective and make a lot of money! All well and good until the inexperienced, neophyte salesman faces real customers. With no background or training, it can be a daunting task to determine what needs to be done to be effective and close sales.\nSome salespeople carefully prepare a sales script before meeting their clients. Whereas this approach may give the salesperson a degree of confidence, sales scripts rarely produce tangible results. They are \u201cone-sided\u201d and unfortunately do not engage the customer in conversation; rather they leave him to listen to a sales pitch. Sending salespeople out to meet customers is a waste of time unless problems and needs are uncovered. And this has to be done by asking questions and engaging the customer in the sales call.\nA typical sale will pass through four distinct phases. Opening the call is important and may help salespeople invest time and effort to establish rapport, exchange credentials and set a friendly tone for the sales meeting. Consider however, that whereas opening the call may make the process of selling easier, it will never close any business. The next stage of the sales is the most crucial. Asking questions to elicit information from the customer is critical. \u201cProbing\u201d or \u201cinvestigating,\u201d it is this phase where the salesperson identifies situations where his products and services will help the client solve specific problems and address stated needs.\nA common mistake of inexperienced salesmen is to assume that clients already have needs. Instead of probing, they use their prepared sales script to tell the client why he should buy. This is a bit of a pointless exercise. Unless a client has clearly stated needs for the type of products that the salesperson is selling, the canned pitch will not work. And of course, the only way of finding out if the client has needs is to ask questions!\nOnce the salesperson is quite clear about his client\u2019s problems and needs, he can begin to think about proposing an appropriate solution. This is another area where inexperienced salespeople make mistakes in selling. They put in the necessary work to determine customers\u2019 needs and then offer products that they want to sell rather than products the customer wants to buy.\nThe third phase of the sale, demonstrating ability, must concentrate the sales pitch on features of the product or service that will address the stated needs of the client, not the needs that the salesperson thinks the customer should have!\nLet me give an example here. Joe, our ever friendly photocopier salesman, sits with his customer and spends time asking what his customer needs. The customer explains that most of the office copying is done on the large unit but occasionally it breaks down or is in use by other departments and a small back-up unit would be helpful. The customer goes on to use words like \u201cdesktop unit,\u201d \u201csmall-footprint,\u201d \u201ceasy-to-operate,\u201d and good service and support. Yet Joe proceeds to present an expensive replacement for the large photocopier!\nClosing is the final phase of a sale and if (and only if) the rest of the sales process has been done correctly, it should be a relatively easy part of the sale. If problems and needs have been uncovered and explored and an appropriate, cost effective solution has been offered, chances are that the customer is ready to make a commitment to buy. Unfortunately, too many salespeople try to shortcut the process offering solutions before uncovering needs. Little wonder that the client (who can\u2019t see any real value or application for the proffered product) resists making final commitment to buy!\nThe best advice I can give is not to talk about products and services until the client has told you he needs them. This is common sense! Opening a sales call with a long list of features and benefits will rarely be met with anything other than objections. The process of selling is simple. Ask questions, listen to answers and proffer appropriate solutions! This will always deliver better results than a canned sales pitch!\nTerence A. Hockenhull is a long term resident of the Philippines.\u00a0He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company. hockenhull@gmail.com.", "date_published": "2017-09-01T00:01:32+08:00", "date_modified": "2017-09-01T00:01:32+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "closing", "Featured", "Getting the edge in Professional Selling", "Marketing", "Weekender" ] }, { "id": "http://www.bworldonline.com/?p=34690", "url": "https://www.bworldonline.com/weekender/marketing/2017/08/25/34690/martin-nievera-finds-home-solaire/", "title": "Martin Nievera finds a home in Solaire", "content_html": "

By Zsarlene B. Chua, Reporter

\n

DUBBED AS the country’s “Concert King” and with a career that has spanned more than a quarter of a century, Martin Nievera is the newest “and only” celebrity endorser of the integrated casino resort, Solaire, according to a company executive.

\n

“It wasn’t really about the timing \u2013 it was because we decided we wanted somebody speaking for Solaire and being out in the market and when we huddled up together and talked about who would be perfect [for the role] and there was no one else but Martin [Nievera]. He was the only man on the list,” Cyrus Sherafat, SVP for casino marketing at Solaire Resort and Casino, told the media during a press conference on August 18.

\n

The endorsement deal, which will span two years, will have Mr. Nievera perform at the Solaire as its resident artist.

\n

“Of course, performing is something he does best… so we will certainly have many performances in the Theater and in more intimate ones Eclipse,” Mr. Sherafat said.

\n

Mr. Nievera has previously performed various sold-out shows at the Theatre in Solaire, the most recent being Martin Home at the Theatre in Solaire in 2015, and is hoping to continue performing in the venue like it’s his own “home theater” and invite some of his friends to do the same.

\n

Other plans for Mr. Nievera include holding private dinners with the casino’s VIPs and a cook-off against the resort-casino’s head chef, Michael Dinges.

\n

“This is a singer’s dream,” said Mr. Nievera of his new roles as the “bigmouth of the casino,” before adding that the best part of having the job was he was directed to be himself.

\n

And this vivacious personality of his showed through the casino-resort’s newest theme song, “Follow the Sun,” which he co-wrote with The CompanY’s Moy Ortiz. The accompanying video shows Mr. Nievera walking down the halls of the hotels in his bathrobe and swimming in the pool with his suit on.

\n

“He’s a very funny guy and he likes to entertain the crowd and engages with people. Our customers get to do a lot [in the property] but it’s not every day they get to spend some time with Martin,” said Mr. Sherafat.

\n

The property’s entertainment director, Audie Gemora, commented during the press conference that Mr. Nievera is a perfect fit for the only Filipino-owned integrated resort in the country, and since Solaire has focused on promoting not only Broadway performances but also Filipino icons, it follows that they should have someone like Mr. Nievera to represent them.

\n

“We want to establish ourselves as the center of entertainment and to do that we’re bringing all the [Filipino musical] icons [even] as far back as Sylvia La Torre \u2013 a singer from the 1930s, would you believe [it]?” he said, before adding they want to open Solaire for the younger Filipino artists and would want to develop their own artists and acts soon.

\n", "content_text": "By Zsarlene B. Chua, Reporter\nDUBBED AS the country’s “Concert King” and with a career that has spanned more than a quarter of a century, Martin Nievera is the newest “and only” celebrity endorser of the integrated casino resort, Solaire, according to a company executive.\n“It wasn’t really about the timing \u2013 it was because we decided we wanted somebody speaking for Solaire and being out in the market and when we huddled up together and talked about who would be perfect [for the role] and there was no one else but Martin [Nievera]. He was the only man on the list,” Cyrus Sherafat, SVP for casino marketing at Solaire Resort and Casino, told the media during a press conference on August 18.\nThe endorsement deal, which will span two years, will have Mr. Nievera perform at the Solaire as its resident artist.\n“Of course, performing is something he does best… so we will certainly have many performances in the Theater and in more intimate ones Eclipse,” Mr. Sherafat said.\nMr. Nievera has previously performed various sold-out shows at the Theatre in Solaire, the most recent being Martin Home at the Theatre in Solaire in 2015, and is hoping to continue performing in the venue like it’s his own “home theater” and invite some of his friends to do the same.\nOther plans for Mr. Nievera include holding private dinners with the casino’s VIPs and a cook-off against the resort-casino’s head chef, Michael Dinges.\n“This is a singer’s dream,” said Mr. Nievera of his new roles as the “bigmouth of the casino,” before adding that the best part of having the job was he was directed to be himself.\nAnd this vivacious personality of his showed through the casino-resort’s newest theme song, “Follow the Sun,” which he co-wrote with The CompanY’s Moy Ortiz. The accompanying video shows Mr. Nievera walking down the halls of the hotels in his bathrobe and swimming in the pool with his suit on.\n“He’s a very funny guy and he likes to entertain the crowd and engages with people. Our customers get to do a lot [in the property] but it’s not every day they get to spend some time with Martin,” said Mr. Sherafat.\nThe property’s entertainment director, Audie Gemora, commented during the press conference that Mr. Nievera is a perfect fit for the only Filipino-owned integrated resort in the country, and since Solaire has focused on promoting not only Broadway performances but also Filipino icons, it follows that they should have someone like Mr. Nievera to represent them.\n“We want to establish ourselves as the center of entertainment and to do that we’re bringing all the [Filipino musical] icons [even] as far back as Sylvia La Torre \u2013 a singer from the 1930s, would you believe [it]?” he said, before adding they want to open Solaire for the younger Filipino artists and would want to develop their own artists and acts soon.", "date_published": "2017-08-25T00:02:33+08:00", "date_modified": "2017-08-25T00:02:33+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "casino", "Endorser", "Featured", "Marketing", "Martin Nievera", "Music", "Solaire" ] }, { "id": "http://www.bworldonline.com/?p=34685", "url": "https://www.bworldonline.com/weekender/marketing/2017/08/25/34685/sales-demonstrations/", "title": "Sales demonstrations", "content_html": "

WHEN selling high-value or high-tech products, it is not unusual clients often ask for and expect an equipment demonstration or trial installation. This is the time they get a close-up look at what they might be buying and, perhaps, more importantly, get the opportunity to see how it works. However, ill-planned or inappropriate demonstrations will do more harm than good.

\n

Demonstrations are a highly effective way of selling. But many things can and will go wrong. There are some basics that should be followed. Very often, demonstrations form part of a sales presentation. If possible, the equipment should be set up in an area so it will not distract the verbal part of the presentation.

\n

I recall attending a presentation for mobile radios in Hong Kong. The presenter had a significant amount of information to impart throughout the first 30 minutes of the presentation, after which, he would demonstrate the equipment. However, throughout his talk, the equipment, placed on a nearby table, continued to squawk, beep and pick up fragments of police radio messages. Guess where the audience’s attention went? If possible, keep the equipment out of sight, turned off or covered until ready to start the demonstration.

\n

The presenter should avoid patronizing the audience during the demonstration. Remember, demonstrations should not be used as training sessions (or vice versa)! Explaining every feature on the equipment is unnecessary. The presenter should concentrate on those features that he knows the client needs or is specifically interested in.

\n

Sometimes the equipment to be demonstrated is too small. In this situation, consider removing the demonstration from the presentation completely or using a CCTV camera and LCD projector so everyone can see what is being done. Even if the equipment is large, many people crowding around to see what is happening rarely affords everyone a good view. Consider placing a barrier around the display or putting the demonstration unit in the middle of a large table. This is one way of keeping people back and allowing everyone to see. However, make sure you can reach all the controls. The presenter or demonstrator should avoid making his audience look foolish or stupid by asking them to participate in a demonstration, particularly if they are unfamiliar with the equipment. I recall one senior operations manager feeling acutely embarrassed at not being able to identify an on/off switch. Since her endorsement was critical in the purchase, little wonder that she opted for another brand.

\n

Demonstrations should be short. The equipment should be set up and tested before the presentation. A salesperson who spends 10 minutes installing, switching on and testing his demonstration unit in front of a live audience will certainly lose their attention and interest.

\n

Getting things ready before the start should also add a degree of confidence that everything will work. However, Murphy’s Law says that if something can go wrong, it will go wrong. If the demonstration starts to fall apart, don’t try to plod through it. Abandon it in favor of another activity or a nonworking demonstration.

\n

If demonstration items are passed around a room for the audience to examine, make sure they keep moving around the room. People waiting for items to be passed to them will be distracted and, out of spite, may take a long time examining the item when it finally reaches them. And remember that when items are being passed around, many in the room will not be listening to the message.

\n

No matter how “friendly” an audience is, there is always the possibility of sabotage. Often done in good humor or as a “practical joke,” it can nonetheless ruin what would otherwise be an excellent demonstration. Keep this in mind and minimize the risks by keeping the audience out of range of the demonstration (and away from the electrical outlet)!

\n

No matter how familiar the salesperson might be with the equipment, all demonstrations should be rehearsed and a comprehensive checklist of all required items made. One salesperson turned up in my friend’s office with a computer system, monitor, printer, and LCD projector for a demonstration of inventory control software. However, he had forgotten to bring an HDMI cable. Since no one in the office had one, he wasted 45 minutes having one sent over from his office.

\n

Avoid the pitfalls by careful planning demonstrations. Rehearse and use checklists. Learn from your last presentation; each time you deliver a presentation, focus on what you need to do to improve. If the untoward happens and your carefully rehearsed presentation starts to fall apart, don’t panic. Shut it all down and rely on your verbal presentation.

\n

Terry Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company.

\n

Contact the author through hockenhull@gmail.com

\n", "content_text": "WHEN selling high-value or high-tech products, it is not unusual clients often ask for and expect an equipment demonstration or trial installation. This is the time they get a close-up look at what they might be buying and, perhaps, more importantly, get the opportunity to see how it works. However, ill-planned or inappropriate demonstrations will do more harm than good.\nDemonstrations are a highly effective way of selling. But many things can and will go wrong. There are some basics that should be followed. Very often, demonstrations form part of a sales presentation. If possible, the equipment should be set up in an area so it will not distract the verbal part of the presentation.\nI recall attending a presentation for mobile radios in Hong Kong. The presenter had a significant amount of information to impart throughout the first 30 minutes of the presentation, after which, he would demonstrate the equipment. However, throughout his talk, the equipment, placed on a nearby table, continued to squawk, beep and pick up fragments of police radio messages. Guess where the audience’s attention went? If possible, keep the equipment out of sight, turned off or covered until ready to start the demonstration.\nThe presenter should avoid patronizing the audience during the demonstration. Remember, demonstrations should not be used as training sessions (or vice versa)! Explaining every feature on the equipment is unnecessary. The presenter should concentrate on those features that he knows the client needs or is specifically interested in.\nSometimes the equipment to be demonstrated is too small. In this situation, consider removing the demonstration from the presentation completely or using a CCTV camera and LCD projector so everyone can see what is being done. Even if the equipment is large, many people crowding around to see what is happening rarely affords everyone a good view. Consider placing a barrier around the display or putting the demonstration unit in the middle of a large table. This is one way of keeping people back and allowing everyone to see. However, make sure you can reach all the controls. The presenter or demonstrator should avoid making his audience look foolish or stupid by asking them to participate in a demonstration, particularly if they are unfamiliar with the equipment. I recall one senior operations manager feeling acutely embarrassed at not being able to identify an on/off switch. Since her endorsement was critical in the purchase, little wonder that she opted for another brand.\nDemonstrations should be short. The equipment should be set up and tested before the presentation. A salesperson who spends 10 minutes installing, switching on and testing his demonstration unit in front of a live audience will certainly lose their attention and interest.\nGetting things ready before the start should also add a degree of confidence that everything will work. However, Murphy’s Law says that if something can go wrong, it will go wrong. If the demonstration starts to fall apart, don’t try to plod through it. Abandon it in favor of another activity or a nonworking demonstration.\nIf demonstration items are passed around a room for the audience to examine, make sure they keep moving around the room. People waiting for items to be passed to them will be distracted and, out of spite, may take a long time examining the item when it finally reaches them. And remember that when items are being passed around, many in the room will not be listening to the message.\nNo matter how “friendly” an audience is, there is always the possibility of sabotage. Often done in good humor or as a “practical joke,” it can nonetheless ruin what would otherwise be an excellent demonstration. Keep this in mind and minimize the risks by keeping the audience out of range of the demonstration (and away from the electrical outlet)!\nNo matter how familiar the salesperson might be with the equipment, all demonstrations should be rehearsed and a comprehensive checklist of all required items made. One salesperson turned up in my friend’s office with a computer system, monitor, printer, and LCD projector for a demonstration of inventory control software. However, he had forgotten to bring an HDMI cable. Since no one in the office had one, he wasted 45 minutes having one sent over from his office.\nAvoid the pitfalls by careful planning demonstrations. Rehearse and use checklists. Learn from your last presentation; each time you deliver a presentation, focus on what you need to do to improve. If the untoward happens and your carefully rehearsed presentation starts to fall apart, don’t panic. Shut it all down and rely on your verbal presentation.\nTerry Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company.\nContact the author through hockenhull@gmail.com", "date_published": "2017-08-25T00:01:36+08:00", "date_modified": "2017-08-25T00:01:36+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Marketing", "Sales demonstrations", "Terence A. Hockenhull" ] }, { "id": "http://www.bworldonline.com/?p=31675", "url": "https://www.bworldonline.com/weekender/marketing/2017/08/18/31675/using-telephone-sell/", "title": "Using the telephone to sell", "content_html": "

Getting The Edge In Professional Selling
\nTerence A. Hockenhull

\n

THE TELEPHONE can be effectively used to support a sale; but its effectiveness in conducting a \u201cfull sale\u201d is debatable. If the product is a well-known brand, sold at a very low price, or the customer is simply ordering or reordering a consumable, it can save an enormous amount of time and energy, negating the need for a face-to-face sales meeting. In all other cases, the salesperson will have to discuss the product (or service) in detail and this will almost certainly entail a sales presentation or meeting.

\n

\"\"

\n

Where the phone really comes into its own is in setting appointments and perhaps providing the briefest of introductions to self, company, and products. However, clients have the opportunity of rejecting a telephone call. With today\u2019s cellular phones and networks, unsolicited calls will show up as \u201ccaller unknown\u201d; when the caller is known, the customer can always decline the call. But, providing you have the right number, it has the advantage of contacting the customer directly without passing through a secretary or underling.

\n

As I say, the phone is an ineffective tool when it comes to conducting the sale. But it does allow useful information to be gathered prior to a sales meeting. It allows for better preparation, the right sales collaterals to be brought to the meeting, and, perhaps most importantly, allows the sales executive to find out what his customer is interested in discussing.

\n

To sell effectively, a salesperson relies on both verbal and nonverbal skills. When the telephone is used, expressions, gestures, diagrams, samples, and demonstrations cannot be used. The salesperson is also denied many of his client\u2019s nonverbal cues which are normally used to determine selling strategy. In a face-to-face meeting, expressions and gestures will tell the salesman a great deal about the customer\u2019s intentions, likes, and dislikes and appropriate behavior can be determined accordingly. On the telephone, the salesman has little more than responses to question and his customer\u2019s tone of voice.

\n

To put this in perspective, the results of research conducted in the US showed that salespeople who were proficient when meeting with customers often performed poorly when selling over the phone. Initially, the researchers believed that the verbal skills required in face-to-face selling were different from those used over the telephone. Subsequently, they established that the verbal skills (asking questions and determining needs) were exactly the same. They found that whereas a proficient salesperson would ask plenty of questions in a face-to-face meeting, he would tend to make statements and push his products over the phone.

\n

Whether the sale is conducted at a sales meeting or over the phone, the salesperson should strive to uncover problems and needs. It is worth considering that an unsolicited call from a faceless salesperson will spark little, if any, interest or enthusiasm. However, customers are less likely to become bored and disinterested if they are actively involved in the conversation. A conversation, by definition, means that both parties converse. Hardly the case if the salesperson is enthusiastically gushing about his product!

\n

One of the most common mistakes made on the phone is sounding pushy. Allowing his enthusiasm to get the better him, the salesperson ends up raving about his product without considering the application or use to which his client will put it. Rarely will the sale result in anything other than the client making polite platitudes and making every effort to curtail the call as soon as possible.

\n

Just to put this in perspective, I am constantly being badgered by hotels and banks offering \u201cmembership clubs,\u201d credit cards, and loans. I feel no obligation to be polite and, frankly, see no use for the proffered services or products. So I either curtail the call with \u201cnot interested\u201d or just hang up the phone.

\n

The phone is an important business tool and, provided it is used well, can save both you and your customers a lot of time. However, there is no substitute for getting out and meeting your clients. Use the telephone to set appointments, maintain contact, clear up minor issues, arrange the logistics of delivery and payment, and research your client. But remember, if you are going to use it to sell, don\u2019t drop the important behaviors of asking questions and listening carefully to what the client says they want.

\n

Terence A. Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company.

\n

hockenhull@gmail.com.

\n", "content_text": "Getting The Edge In Professional Selling\nTerence A. Hockenhull\nTHE TELEPHONE can be effectively used to support a sale; but its effectiveness in conducting a \u201cfull sale\u201d is debatable. If the product is a well-known brand, sold at a very low price, or the customer is simply ordering or reordering a consumable, it can save an enormous amount of time and energy, negating the need for a face-to-face sales meeting. In all other cases, the salesperson will have to discuss the product (or service) in detail and this will almost certainly entail a sales presentation or meeting.\n\nWhere the phone really comes into its own is in setting appointments and perhaps providing the briefest of introductions to self, company, and products. However, clients have the opportunity of rejecting a telephone call. With today\u2019s cellular phones and networks, unsolicited calls will show up as \u201ccaller unknown\u201d; when the caller is known, the customer can always decline the call. But, providing you have the right number, it has the advantage of contacting the customer directly without passing through a secretary or underling.\nAs I say, the phone is an ineffective tool when it comes to conducting the sale. But it does allow useful information to be gathered prior to a sales meeting. It allows for better preparation, the right sales collaterals to be brought to the meeting, and, perhaps most importantly, allows the sales executive to find out what his customer is interested in discussing.\nTo sell effectively, a salesperson relies on both verbal and nonverbal skills. When the telephone is used, expressions, gestures, diagrams, samples, and demonstrations cannot be used. The salesperson is also denied many of his client\u2019s nonverbal cues which are normally used to determine selling strategy. In a face-to-face meeting, expressions and gestures will tell the salesman a great deal about the customer\u2019s intentions, likes, and dislikes and appropriate behavior can be determined accordingly. On the telephone, the salesman has little more than responses to question and his customer\u2019s tone of voice.\nTo put this in perspective, the results of research conducted in the US showed that salespeople who were proficient when meeting with customers often performed poorly when selling over the phone. Initially, the researchers believed that the verbal skills required in face-to-face selling were different from those used over the telephone. Subsequently, they established that the verbal skills (asking questions and determining needs) were exactly the same. They found that whereas a proficient salesperson would ask plenty of questions in a face-to-face meeting, he would tend to make statements and push his products over the phone.\nWhether the sale is conducted at a sales meeting or over the phone, the salesperson should strive to uncover problems and needs. It is worth considering that an unsolicited call from a faceless salesperson will spark little, if any, interest or enthusiasm. However, customers are less likely to become bored and disinterested if they are actively involved in the conversation. A conversation, by definition, means that both parties converse. Hardly the case if the salesperson is enthusiastically gushing about his product!\nOne of the most common mistakes made on the phone is sounding pushy. Allowing his enthusiasm to get the better him, the salesperson ends up raving about his product without considering the application or use to which his client will put it. Rarely will the sale result in anything other than the client making polite platitudes and making every effort to curtail the call as soon as possible.\nJust to put this in perspective, I am constantly being badgered by hotels and banks offering \u201cmembership clubs,\u201d credit cards, and loans. I feel no obligation to be polite and, frankly, see no use for the proffered services or products. So I either curtail the call with \u201cnot interested\u201d or just hang up the phone.\nThe phone is an important business tool and, provided it is used well, can save both you and your customers a lot of time. However, there is no substitute for getting out and meeting your clients. Use the telephone to set appointments, maintain contact, clear up minor issues, arrange the logistics of delivery and payment, and research your client. But remember, if you are going to use it to sell, don\u2019t drop the important behaviors of asking questions and listening carefully to what the client says they want.\nTerence A. Hockenhull is a long term resident of the Philippines. He is an accomplished sales consultant and currently holds an executive sales position with an Italian geotechnical company.\nhockenhull@gmail.com.", "date_published": "2017-08-18T13:00:32+08:00", "date_modified": "2017-08-18T13:00:32+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Getting the edge in Professional Selling", "Marketing", "phone", "telephone", "Terence A. Hockenhull" ] }, { "id": "http://www.bworldonline.com/?p=25869", "url": "https://www.bworldonline.com/weekender/marketing/2017/08/11/25869/taking-pictures-fashionably/", "title": "Taking pictures fashionably", "content_html": "

By Joseph L. Garcia, Reporter

\n

SWEET AND CHARMING, the actress Liza Soberano lends her face to a new line of cameras from Fujifilm. Thanks to their retro designs, they function almost as fashion accessories for Ms. Soberano, and may similarly enhance other users\u2019 outfits as well.

\n\n

During a launch in SM Mall of Asia last week, Ms. Soberano, in a black shirt and a gray vest, gamely posed with photographers as she took selfies with Fujifilm executives as well as other guests. Ms. Soberano took up in her hands a black and gray Fujifilm X-A3 camera, with a new touch screen operation and a newly developed 24.2 megapixel APS-C sensor. It also has a screen that flips to face users as they take selfies, to ensure that you will be able to see yourself look perfect.

\n

Ms. Soberano also took photos with an Instax Mini 9, with the special feature which determine the best brightness for each photo — which it will also print. Coming in bright pastel colors, they looked cute in contrast to Ms. Soberano\u2019s sober outfit. She also took photos with the SQ10, a hybrid camera with the features of a digital camera, with all the fun of printing an instant photograph.

\n

Glenn Gatan, Senior Product Specialist for Fujifilm said that for enhancing (and taking photos of) outfits, Ms. Soberano\u2019s XA-3 does the trick. \u201cThe XA-3 is actually a mirrorless camera, so it\u2019s smaller, it\u2019s more compact than your DSL-R\u2019s, so definitely it compliments your outfits. It\u2019s easier on the eyes compared to the big chunk DSL-R\u2019s out there.\u201d

\n

Ms. Soberano meanwhile, said during a group interview, \u201cWhen traveling out of the country, if you want a touristy feel to your outfit — I used to use the XA-2, but now that I have the XA-3, that\u2019s what I\u2019m going to be using. Since mine is black, it goes well with everything.\u201d

\n

While she knows how to take a good selfie (\u201cI make sure that the background is nice, I look for the perfect lighting, and I put on my best smile\u201d), Ms. Soberano, ambassador for a line of cameras that make taking selfies easier, doesn\u2019t really like selfies.

\n

\u201cI don\u2019t really do OOTD\u2019s (Outfit of the Day pictures),\u201d she said when asked how she takes perfect OOTD\u2019s. \u201cI wouldn\u2019t have that much knowledge to give to you. I guess you just have to pose in a certain way that looks artsy.\u201d

\n

When asked how many selfies she takes in a day, she said, \u201cSometimes, I don\u2019t take selfies. I like to take pictures of other people more than I like to take pictures of myself.\u201d

\n

\u201cI just don\u2019t like looking at myself that much.\u201d

\n

The Fujifilm X-A3 (Php 34,990) camera is part of Fujifilm\u2019s Mirrorless Digital Camera X-series (Colors available: brown, silver and pink). The new Instax SQ10 is priced at P14,999. The new InstaxMini 9 is P3,999. All Fujifilm and Instax products are sold at authorized dealers nationwide.

\n", "content_text": "By Joseph L. Garcia, Reporter\nSWEET AND CHARMING, the actress Liza Soberano lends her face to a new line of cameras from Fujifilm. Thanks to their retro designs, they function almost as fashion accessories for Ms. Soberano, and may similarly enhance other users\u2019 outfits as well.\n\nDuring a launch in SM Mall of Asia last week, Ms. Soberano, in a black shirt and a gray vest, gamely posed with photographers as she took selfies with Fujifilm executives as well as other guests. Ms. Soberano took up in her hands a black and gray Fujifilm X-A3 camera, with a new touch screen operation and a newly developed 24.2 megapixel APS-C sensor. It also has a screen that flips to face users as they take selfies, to ensure that you will be able to see yourself look perfect.\nMs. Soberano also took photos with an Instax Mini 9, with the special feature which determine the best brightness for each photo — which it will also print. Coming in bright pastel colors, they looked cute in contrast to Ms. Soberano\u2019s sober outfit. She also took photos with the SQ10, a hybrid camera with the features of a digital camera, with all the fun of printing an instant photograph.\nGlenn Gatan, Senior Product Specialist for Fujifilm said that for enhancing (and taking photos of) outfits, Ms. Soberano\u2019s XA-3 does the trick. \u201cThe XA-3 is actually a mirrorless camera, so it\u2019s smaller, it\u2019s more compact than your DSL-R\u2019s, so definitely it compliments your outfits. It\u2019s easier on the eyes compared to the big chunk DSL-R\u2019s out there.\u201d\nMs. Soberano meanwhile, said during a group interview, \u201cWhen traveling out of the country, if you want a touristy feel to your outfit — I used to use the XA-2, but now that I have the XA-3, that\u2019s what I\u2019m going to be using. Since mine is black, it goes well with everything.\u201d\nWhile she knows how to take a good selfie (\u201cI make sure that the background is nice, I look for the perfect lighting, and I put on my best smile\u201d), Ms. Soberano, ambassador for a line of cameras that make taking selfies easier, doesn\u2019t really like selfies.\n\u201cI don\u2019t really do OOTD\u2019s (Outfit of the Day pictures),\u201d she said when asked how she takes perfect OOTD\u2019s. \u201cI wouldn\u2019t have that much knowledge to give to you. I guess you just have to pose in a certain way that looks artsy.\u201d\nWhen asked how many selfies she takes in a day, she said, \u201cSometimes, I don\u2019t take selfies. I like to take pictures of other people more than I like to take pictures of myself.\u201d\n\u201cI just don\u2019t like looking at myself that much.\u201d\nThe Fujifilm X-A3 (Php 34,990) camera is part of Fujifilm\u2019s Mirrorless Digital Camera X-series (Colors available: brown, silver and pink). The new Instax SQ10 is priced at P14,999. The new InstaxMini 9 is P3,999. All Fujifilm and Instax products are sold at authorized dealers nationwide.", "date_published": "2017-08-11T00:02:22+08:00", "date_modified": "2017-08-11T00:02:22+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Featured", "fujifilm", "liza soberano", "Marketing" ] }, { "id": "http://www.bworldonline.com/?p=25870", "url": "https://www.bworldonline.com/weekender/marketing/2017/08/11/25870/kate-hudson-joins-michael-kors-watch-hunger-stop/", "title": "Kate Hudson joins Michael Kors to Watch Hunger Stop", "content_html": "

MICHAEL KORS has announced that actress, author, entrepreneur, and humanitarian Kate Hudson is again supporting Watch Hunger Stop, the fashion brand’s annual campaign to fight global hunger.

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“This is the third year I’ve had the honor of collaborating with Michael on this important cause,” says Hudson. “In June, I visited schools in Cambodia, where the funds raised by Watch Hunger Stop enable the United Nations World Food Program to feed children so they receive the nutrition they need to grow and to finish their education. It was an amazing experience — I can’t wait to share everything that I saw and learned there.”

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Watch Hunger Stop, established in 2013, raises funds and awareness to help achieve a world with Zero Hunger. The brand’s partner in the effort is the United Nations World Food Program (WFP), and funds go to support WFP’s school meals program.

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The sale of special products is one way Watch Hunger Stop raises funds for WFP. This year, those products will include a special edition of the not-yet-released Michael Kors Access Sofie smartwatch and a unique version of the brand’s bestselling Lon aviator sunglasses.

\n", "content_text": "MICHAEL KORS has announced that actress, author, entrepreneur, and humanitarian Kate Hudson is again supporting Watch Hunger Stop, the fashion brand’s annual campaign to fight global hunger.\n“This is the third year I’ve had the honor of collaborating with Michael on this important cause,” says Hudson. “In June, I visited schools in Cambodia, where the funds raised by Watch Hunger Stop enable the United Nations World Food Program to feed children so they receive the nutrition they need to grow and to finish their education. It was an amazing experience — I can’t wait to share everything that I saw and learned there.”\nWatch Hunger Stop, established in 2013, raises funds and awareness to help achieve a world with Zero Hunger. The brand’s partner in the effort is the United Nations World Food Program (WFP), and funds go to support WFP’s school meals program.\nThe sale of special products is one way Watch Hunger Stop raises funds for WFP. This year, those products will include a special edition of the not-yet-released Michael Kors Access Sofie smartwatch and a unique version of the brand’s bestselling Lon aviator sunglasses.", "date_published": "2017-08-11T00:01:22+08:00", "date_modified": "2017-08-11T00:01:22+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "charity", "csr", "Kate Hudson", "Marketing", "Michael Kors", "Watch Hunger Stop" ] }, { "id": "http://weekender.www.bworldonline.com/?p=11908", "url": "https://www.bworldonline.com/weekender/marketing/2017/08/04/22554/making-every-juan-fly/", "title": "Making every Juan fly", "content_html": "

By Michael Angelo S. Murillo

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PRIDING ITSELF WITH having made air travel more accessible, Cebu Pacific has continuously come up with activities and programs to communicate that flying is for everyone. Recently, the country\u2019s largest carrier held the sixth edition of its \u201cJuan for Fun Backpacking Challenge\u201d that had participants going on a seven-day race across the country.

\n
\"Cebu-Pacific-3\"
TAKING selfies in front of tourist spots was one of the activities that participants had to do for Cebu Pacific\u2019s \u201cJuan for Fun 2017 Backpacking Challenge\u201d; Team Juanton members Gloria Andrea Mendoza, Christian Dominic Ang, and Chyn Ora Crisostomo took home the grand prize: one-year travel-all-you-can passes on Cebu Pacific\u2019s local and international short-haul destinations.
\n

Cebu Pacific officials said the Juan for Fun event was their way of showing the beauty of flying and how it is for people from all walks of life.

\n

\u201cJuan for Fun is representative of what Cebu Pacific is. We enable many people to fly to as many destinations in the Philippines. There are so many destinations in the country where Cebu Pacific is the only carrier. In Juan for Fun, we have teams that travel all over the place to do challenges and really experience the Philippines. It\u2019s not about the journey but more about the destination,\u201d Charo L. Lagamon, Cebu Pacific Corporate Communications Director, told BusinessWorld on the sidelines of the awarding ceremonies for Juan for Fun 2017 last week.

\n

She went on to say that the backpacking challenge was in line as well with their push to build on the gains they have had throughout the years and complementing the growth of the local flight industry in general.

\n

\u201cCebu Pacific is the largest Philippine carrier. It\u2019s a low-cost carrier and the vision of the company is to make every Juan fly. That means providing safe, reliable and efficient point-to-point travel that is affordable, available and accessible to people from almost all walks of life,\u201d said the Cebu Pacific official.

\n

\u201cIf you would recall, back in the day, air travel was practically for the rich. If you\u2019d fly to Cebu or to Hong Kong, people would say \u2018Wow you are rich.\u2019 Today — maybe 20 years later — flying has become practically for everyone and we believe Cebu Pacific had something to do with that. We changed the landscape of Philippine aviation. It has really opened up a lot of avenues. It has made the market a lot bigger. The growth of Cebu Pacific is not much that we have eaten away at the competition but [that we have] enlarged the pie for everyone. Now practically anyone could buy a ticket and fly,\u201d Ms. Lagamon added.

\n

\"Cebu-Pacific-080317\"

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TEAM JUANTON
\nFor this year\u2019s edition of Juan for Fun, five teams from different parts of the country vied for the overall title: Team Juanton of Davao City, Team Phun of Bacolod City, Team Malackai of Baguio City, Team Patsada of Cagayan de Oro, and Team Barbie from Metro Manila.

\n

They were selected from entries culled from social media and sent on an epic, seven-day race across the country, with P40,000 in pocket money, Boreas backpacks, and Oppo camera phones. The five teams did over 300 activities in over 25 locations.

\n

Emerging as the top winner was Team Juanton — composed of Gloria Andrea Mendoza, Christian Dominic Ang, and Chyn Ora Crisostomo — which bested the other teams during the challenge journey that took them from Dumaguete and Siquijor to Cebu and then to Legazpi. Team Juanton also took the special awards for best video and jumpshot.

\n

For winning the challenge, each member of Team Juanton took home a Cebu Pacific Travel All-You-Can pass for unlimited local and international short-haul destinations for one year, plus pocket money from co-presenters GetGo and Union Bank.

\n

COMMITTED
\nMs. Lagamon said Cebu Pacific is inclined to continue holding the challenge for years to come and underscore the value of air travel.

\n

\u201cJuan for Fun has grown a lot since it started when it was a celebrity challenge of sorts. In the last couple of years it\u2019s really about crowdsourcing, so people who wanted to join have to enter and the response has been great,\u201d Ms. Lagamon said.

\n

\u201cThis is something we really look forward every year and we plan to keep doing it and making it interesting every year,\u201d added Ms. Lagamon, who also said that they have added new local routes that travelers can avail of.

\n

The new routes are Cebu-Masbate, Zamboanga-Cagayan de Oro, Zamboanga-Cotabato, Davao-Dumaguete and Davao-Tacloban.

\n", "content_text": "By Michael Angelo S. Murillo\nPRIDING ITSELF WITH having made air travel more accessible, Cebu Pacific has continuously come up with activities and programs to communicate that flying is for everyone. Recently, the country\u2019s largest carrier held the sixth edition of its \u201cJuan for Fun Backpacking Challenge\u201d that had participants going on a seven-day race across the country.\nTAKING selfies in front of tourist spots was one of the activities that participants had to do for Cebu Pacific\u2019s \u201cJuan for Fun 2017 Backpacking Challenge\u201d; Team Juanton members Gloria Andrea Mendoza, Christian Dominic Ang, and Chyn Ora Crisostomo took home the grand prize: one-year travel-all-you-can passes on Cebu Pacific\u2019s local and international short-haul destinations.\nCebu Pacific officials said the Juan for Fun event was their way of showing the beauty of flying and how it is for people from all walks of life.\n\u201cJuan for Fun is representative of what Cebu Pacific is. We enable many people to fly to as many destinations in the Philippines. There are so many destinations in the country where Cebu Pacific is the only carrier. In Juan for Fun, we have teams that travel all over the place to do challenges and really experience the Philippines. It\u2019s not about the journey but more about the destination,\u201d Charo L. Lagamon, Cebu Pacific Corporate Communications Director, told BusinessWorld on the sidelines of the awarding ceremonies for Juan for Fun 2017 last week.\nShe went on to say that the backpacking challenge was in line as well with their push to build on the gains they have had throughout the years and complementing the growth of the local flight industry in general.\n\u201cCebu Pacific is the largest Philippine carrier. It\u2019s a low-cost carrier and the vision of the company is to make every Juan fly. That means providing safe, reliable and efficient point-to-point travel that is affordable, available and accessible to people from almost all walks of life,\u201d said the Cebu Pacific official.\n\u201cIf you would recall, back in the day, air travel was practically for the rich. If you\u2019d fly to Cebu or to Hong Kong, people would say \u2018Wow you are rich.\u2019 Today — maybe 20 years later — flying has become practically for everyone and we believe Cebu Pacific had something to do with that. We changed the landscape of Philippine aviation. It has really opened up a lot of avenues. It has made the market a lot bigger. The growth of Cebu Pacific is not much that we have eaten away at the competition but [that we have] enlarged the pie for everyone. Now practically anyone could buy a ticket and fly,\u201d Ms. Lagamon added.\n\nTEAM JUANTON\nFor this year\u2019s edition of Juan for Fun, five teams from different parts of the country vied for the overall title: Team Juanton of Davao City, Team Phun of Bacolod City, Team Malackai of Baguio City, Team Patsada of Cagayan de Oro, and Team Barbie from Metro Manila.\nThey were selected from entries culled from social media and sent on an epic, seven-day race across the country, with P40,000 in pocket money, Boreas backpacks, and Oppo camera phones. The five teams did over 300 activities in over 25 locations.\nEmerging as the top winner was Team Juanton — composed of Gloria Andrea Mendoza, Christian Dominic Ang, and Chyn Ora Crisostomo — which bested the other teams during the challenge journey that took them from Dumaguete and Siquijor to Cebu and then to Legazpi. Team Juanton also took the special awards for best video and jumpshot.\nFor winning the challenge, each member of Team Juanton took home a Cebu Pacific Travel All-You-Can pass for unlimited local and international short-haul destinations for one year, plus pocket money from co-presenters GetGo and Union Bank.\nCOMMITTED\nMs. Lagamon said Cebu Pacific is inclined to continue holding the challenge for years to come and underscore the value of air travel.\n\u201cJuan for Fun has grown a lot since it started when it was a celebrity challenge of sorts. In the last couple of years it\u2019s really about crowdsourcing, so people who wanted to join have to enter and the response has been great,\u201d Ms. Lagamon said.\n\u201cThis is something we really look forward every year and we plan to keep doing it and making it interesting every year,\u201d added Ms. Lagamon, who also said that they have added new local routes that travelers can avail of.\nThe new routes are Cebu-Masbate, Zamboanga-Cagayan de Oro, Zamboanga-Cotabato, Davao-Dumaguete and Davao-Tacloban.", "date_published": "2017-08-04T00:03:50+08:00", "date_modified": "2017-08-04T00:03:50+08:00", "authors": [ { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" } ], "author": { "name": "BusinessWorld", "url": "https://www.bworldonline.com/author/blexticauldulack/", "avatar": "https://secure.gravatar.com/avatar/bb9711778f8535a5c41d2e047686ad3e?s=512&d=mm&r=g" }, "tags": [ "Cebu Pacific", "contest", "juan for fun", "Marketing" ] } ] }