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Export Sales Plan 2022, Pain points, Company mission, Minebizs, Kino…
Export Sales Plan 2022
Goal
To achieve yearly sales target of RM 6,000,000
at 49% gross profit
1 iconic project that can showcase
Yearly sales target
Average: RM 5,040,000(Gross profit: 52%)
Worst scenario: RM 4,908,000(Gross profit: 53%)
Best scenario: RM 6,000,000 (Gross profit: 49%)
Budgeting planning
Team building
Training
Business visit
Hosting
Purchase blank form
(COO)
Kino CNY hamper
Renewal
Yearly
MICCI & MCCM (Expiry: 30 April 2022)
Alibaba (Expiry: 21 April 2022)
Minebizs
Domain (Expiry: 15 November 2021)
Membership (Expiry: 16 December 2021)
Two years once
Solas VGM (Expiry: 30 March 2022)
Biggest tasks / project
Team bonding activities
(CV: Work hard, play hard)
Team members birthday
Amirah 15/2/1999
Rhubaa 11/4/1990
Syairah
Team incentives
Games
Build a knowledge library
Team learning sharing
(CV: Everyday improved by 1%)
Research by draw in pair
Earn reading points
(Claim bookstore reward vouchers worth up to RM 50)
Update export handbook
Workplace
Revamp training programme
By level
(On boarding, Intermediate, Advanced)
e-learning with quiz
Real case study demonstration
Coaching with homework assign
Complete customer profile
Complete buyer personas, identify customer type, do the nine box + country (refer cyrus)
Better targeting. By identifying each persona to used which strategy
Make a customer journey
Replan the flow of follow up
Whatapps (instant), LinkedIn (engagement),
EDM (timely update)
Goal: Build long-term relationship strategic business partner
Manpower required: 11-15
Existing: 3
(Teffee, Rhubah, Amirah)
New: 8-12
Permanent: 4
(Sales, Sales support, Digital marketing)
Intern: 4-8
2 pax every 6 months
2 pax quarterly
Training
(CV: Professionalism)
Culture
Sales related
Digital marketing
LinkedIn
Product, production process, material knowledge
Shipping
System learning
CET software
Export Requirements and Compliance
Conform to mandatory international standards, accreditation and certification
Knowledge in arbitration and dispute settlement
Understanding of Free Trade Agreement
Adhere to packaging and labelling requirements of the importing country
Expansion
Team structure
Map job roles & KPI
Marketing
Alibaba, Minebizs, EDM, market research, marketing related etc
Operations
Shipping, administrative, customer service, support etc
Sales
Serve customers, project handling, prospecting, sales related etc
PPT about export department
When someone is leaving their role, handover checklist
Sales growth
By grow of 20%, 15%, 5% from country target
New market
Prospecting 10 leads weekly
Presentation
Existing market
Improve close rate by monitor sales process / follow up
Learning project customer type
Learning Nornorm - subscription
Focus
Singapore
Not only depends solely with Kino. Not put all eggs in the basket
Geographic segmentation
South East Asia
Brunei, Myanmar, Cambodia, Indonesia, Laos, Philipines, Singapore, Thailand, Vietnam
Pricing
Monitor on discount rate
Review each customer at average GPM
(Monthly from power bi report)
Marketing strategy
Existing customer
Provide latest information to keep them with us on the same page (keep engagement)
New leads
To business perception
(turns conversion)
Pain points
Follow up
Inconsistent: only update
when been asked
Need set when is next contact, and weekly reporting to HOD for the update
Be approachable
Miss out the follow up have last contact
but no next contact
Need to set rules by level (no respond: loop them to another group) (with respond: take action continue follow up)
Confuse which customer is RFQ and Inquiries - double data in infinity
Redesign the infinity board template
add another section in Infinity that specifically for Alibaba customers - keep the team focus on customers
Follow up Part 1 & Part 2 for RFQ customers
Follow up through email every month (RFQ and Inquiries Messages)
Follow up with inquiries customers (1-week time form first inquiries)
Team connection and spirit
Team recognition (thank you note, a cup of their favorite drink)
Build culture of feedback
Share with them with goal roadmap (where we want to go, what we can do)
Job assign flow unclear
Duplicate tasks assigned
(incoming sales)
Split by region handling / by alternate duty routine based
Channel inquiry from Alibaba/Minebizs to sales
Marketing team reply instantly get full buyers details
Sales team follow up and close deals
Stage 1 > 2 by marketing
Stage 2 > 3 by sales
Leads >>> Prospects >>> Sales
Customer database
Not been fully optimized
Add mobile no to Whatapps
Connect to LinkedIn
EDM
Meeting
There is no meeting of summary after meeting done
People not attending have no idea what to do next
Cannot review back the last meeting details
Update MOM shared drive folder
Set up the template for Minute of Meeting (MoM)
Appoint one of the member to take MoM for every meeting
Duty transition
1) Duty transfer are not smooth after internship end /on leave
2) Other members need to cover at last minute
3) Resign
Must assign back all the job that still pending/in progress/to do
Discuss/explain further about the job scope, so the appointed person will understand the job flow
Department leave planner
The date taken cannot on leave unless have backup people
All alternate sat by staff must have replacement to cover
All leave must submit 3 days before
Make a practice to settle everything before on leave or end internship
Handover checklist
Anyone that on leave must post and mention in group to inform others department
Product Posting Transaction
Hard to trace back the old product posting and the performance
1) Have proper data entry for product posting so can trace back the product (Do it over infinity update lively, more easy to monitor)
2) Make it easier for new comers to review the product posting and plan next workplan
Record content should include:
1) Posting date
2) Product score information (PIS)
3) Score growth and etc.
Livestream audience
Blasting system are not active - organic traffic
Email invitation
1) Send invitation through email same as RFQ
2) Focus on current leads of the month
LinkedIn
1) Every member post the event on LinkedIn and connection
Facebook
1) Post the event in our Facebook page
2) Post in target group (furniture group in Facebook)
Company mission
Great culture
Great value
Great design
Great Services
Great quality
Minebizs
Post
Product management
Delisted all obsoleted items
New product posting
Editing required for hashtag monthly
Do keywords analysis
Optimized keywords used
Product showcase
Change monthly based on most viewed products
Product extension
Brand management
Apex
Award management
Update if any new awards
News and events
Blog check website for the weekly posting
Dealer store
Nil: not using this (for export focus)
Custom page
Product reach
Showing countries we supply
Project completion in the country
Video gallery
Check Oscar for the youtube posting schedule monthly
Photo gallery
If we have any events e.g exhibition
Report
Whatapps click
Top 10 products
Product click
Product analysis
Lead generation
Whatapps
Enquiry
Inquiry handling
For local (Email, whatapps, inbox)
Forward to William directly
For export
Goal
Increase overseas traffic
Metric: 120 new incoming visitor by the end of 2022
Tactics:
Update blog posting 3 articles per week
Optimize product posting and pages for search engines
SEO keywords
Kino project
Payment term: Collect cash before delivery
Delivery: Based on 40' trailer (Others transport will be charge the differences)
Delivery schedule: Work schedule
Manpower: Ask them standby sufficient people for unloading
Transporter: Trailer for project
Content marketing plan
& schedule for 2022
Objectives: Boost engagement and strong connection by sharing more info from us (marketing-sales)
Channels
EDM
LinkedIn
Whatapps
Content
Type of content (as per channel listing)
LinkedIn - at least 2 post weekly
EDM - monthly
Editorial calendar
Refer LinkedIn/Whatapps infinity board Teffee
https://app.startinfinity.com/b/ZPeDBUoAZiS
Refer EDM shared drive
https://docs.google.com/spreadsheets/d/1rpzTKH4mU4SJqNMVNj7T3gyaStt5ksIO/edit?rtpof=true#gid=572893177
Customer journey
Sources
LinkedIn
Alibaba
RFQ
Inquiry
Google
Website (corporate)
Minebizs Inquiry
Responses
New leads
Yes
Presentation zoom/google meet (company introduction)
to let customer know what are doing
No
Pull to brand awareness group
Existing customers
Yes
Follow up based on next date to contact
No
Pull to engagement group
Category follow up level
Yes
No
Flow
Update database in real time to infinity board new leads
Send an email about inquiry/quote
Add mobile to contact instantly whatapps
Connect to LinkedIn
EDM
To do:-
Whatapps blasting marketing content for year 2022
LinkedIn posting marketing content for year 2022
EDM blasting marketing content for year 2022
Redesign the infinity tasks board
Draft email template: 1st, 2nd, 3rd follow up email
Alibaba
Feeds / livestream
Goal: Increase the number of followers
Metric: 200 new followers by 2022
Tactics:
Video postings from 3 to 5 times per week
Schedule live streaming at least twice per month
Sources
RFQ
Inquiry
Feeds
RFQ / Inquiry
Buyer info
(Update customer database real time - on the spot)
Frequency to update: Weekly
Mobile no.
Whatapps / Call
Email address *
Email
To do:-
SOP how to follow up with customer
Template and setup draft
Linkedin
To do:-
SOP how to connect customer
Linkedin campaign content calendar
EDM
(Brand awareness
& build engagement)
Frequency to post: Monthly
To do:-
SOP how to channel the customer database to marketing
Alibaba campaign content for onboarding, greetings
Leave message
Company name
(Understanding & more
info filled to customer
database) search
more from google
Contact now
Check website, social media to study buyer background
KPI: Sales
Monthly intrateam meeting content
Operations
1) Upcoming shipment/delivery/collection arrangement
2) Payment collection update
3) New potential prospect listing get from Amirah traffic side
4) Virtual meeting weekly schedule listing
5) Improvement plan - To do list
6) Issues /cases complaint review that happen in past month
Marketing
1) Performance
2) Analysis
4) RFQ market
5) Livestream & trueview
6) Improvement plan - To do list
3) Star rating
Sales
1) Sales performance
2) Sales forecast
3) Current issues
4) Training schedules
flow for the virtual meeting with customer
steps how they engage with us
completed projects photos (august) - best trarasia, serikandi (September) - schimen
Monthly intrateam meeting
Rhubaa
Payment collection forecast update
New potential prospect listing get from Amirah traffic side
Upcoming shipment/delivery/collection arrangement
Virtual meeting weekly schedule
Amirah
Alibaba old & new account performance
Minebizs account performance
Listing of transfer potential prospect to sales teams
Teffee
Sales performance
Sales forecast
Summary
Training schedule
Company vision
To be the leading and preferred workplace solution centre & efficiency expert in the South East Asia
Current team
CEO
(Vincent)
Export sales manager
(Teffee)
Sales support
(Rhubaa)
Marketing
(Amirah)
Upcoming
(Adding headcount: 4)
(Total no. of employees: 7)
CEO
(Vincent)
Export sales manager
(Teffee)
+1 Operations
(Rhubaa)
+1 Marketing
(Amirah)
+2 Sales development
Career path
Export director
Export marketing manager
Asst. marketing manager
Team leader
Marketing executive
Junior marketing executive
Export sales manager
Regional sales manager
Team leader
Sales reps
Junior sales reps
Export operations manager
Asst. operations manager
Team leader
Operations executive
Export sales support