THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

Marketing and Sales Implementation

SAVE on expensive trial-and-error efforts – – 9 out of 10 strategies fail because of poor implementation!

Ask yourself the following questions:

Yes No

__ __ 1) Do I need to gain competitive advantage in execution because of parity offering?

__ __ 2) Am I about to launch a new product, a new incentive plan, a new sales requirement?

__ __ 3) Am I about to embark on a project that will require organizational or cultural change?

__ __ 4) Do I need to get it right the first time?

Just one (1) YES answer makes you a candidate for this program.

Key Benefits to Participants

Each participant will learn:

  • Skills in designing the most effective marketing implementation program for your marketing strategy
  • Tools for critical support and commitment for ideas
  • A better understanding of what works and what mistakes to avoid in execution

Key Benefits to Company
The company will gain:

  • Tools that the team can adopt to increase the organization’s chances of success
  • HR as a key strategic partner in the execution of marketing’s plans
  • A framework to give clarity for the company to take the right direction and identify capability gaps

Program Concept

BUILDING YOUR PEOPLE AND ORGANIZATIONAL CAPABILITIES WILL SPELL THE DIFFERENCE.

In a commoditized market, competition can always catch up when it comes to product offerings, price or distribution. What can be an advantage is how your team executes your strategies while utilizing resources effectively to outperform others while providing customers the value they desire at profit-maximizing levels.

Program Overview

Module 1:
Marketing Implementation Framework: An Overview

  • Marketing implementation defined : beyond marketing management
  • Understanding strategy and implementation using the Mansmith “M” Framework
  • Seeing the issues from all perspectives: Mansmith 3 Cs of Marketing Implementation
  • Is it a strategy problem or bad implementation : The Marketing Problem Diagnosis Quadrant
  • Does your organization have what it takes to successfully implement : The Mansmith Capability Building Framework

Module 2:
It all starts from an implementable strategy:

  • 3 Cs of Critical Tasks: Choice, Clarity, Communication
  • Case study on choices to take for implementation action
  • Choices and trade-off decisions: are you inward-looking or outward-focused?
  • Using the internal 4Ps for implementation for clarity: a case study
  • Case study on communicating the launch of something new throughout the organization

Module 3:
Being prepared by developing capabilities:

  • 3 Cs of Capabilities: Coordination, Competencies, Commitment
  • Steps to develop marketing/sales capabilities
  • Effective coordination between sales and marketing via the coordination matrix
  • Building competencies via the 4 x 4 implementation matrix
  • Mastering the 4 Levels and 4 Skills in Marketing Execution : Critical skills needed by all marketing and sales management practitioners•
  • Establishing commitment by looking into behaviors during transition and knowing which leadership action to take during transition
  • Case study on account-specific promo execution

Module 4:
What infrastructures build capabilities:

  • Marketing Effectiveness
  • Building Managerial Excellence
  • 4 Traits of Excellent Marketing Implementers
  • Putting it all together : Mansmith Capability Building 5 Infrastructures Exercise Diagnosis Quadrant
  • Turnaround marketing

Who Should Attend
3 sets of people would largely be benefited from attending this seminar:

  • Marketing and Sales Management Practitioners
  • HR & OD Practitioners
  • General Managers

Case examples from the following products/industries shall be cited:

  • Automobile
  • Bank
  • Beverage
  • Consumer Durable
  • Credit Card
  • Entertainment
  • Export
  • Fast Food
  • FMCG
  • Network Marketing
  • Pre-Need
  • Retail
  • Slimming Products
  • Sports
  • Telecom

Case examples of the following scenarios shall be discussed:

Account specific sales promo done nationally Changing sales incentives

  • Communicating your theme during annual convention
  • New product development
  • New product launching
  • New sales campaign
  • Stopping trade inventory loading
  • Training curriculum (marketing and sales)

Recent participant include:

  • Trade and Market Development Manager of Coats Manila Bay
  • HR Unit Head of Infocom Technologies, Inc.
  • National Sales Manager of Uni-President
  • Vice-President ofTeam Pacific
  • Key Accounts Specialist of 3S Foods Industries
  • Marketing Implementer – CVP of Shell Gas LPG, Inc.
  • Distributor Coordinator of Mabuhay Biscuit Corporation
  • Product Officer of Smart Communications, Inc.
  • Managing Director of Arca Galleon Agriventures, Inc.
  • Trade Marketing Manager of Gandour Philippines, Inc.
  • Chief Operating Officer of Goshen Land Capital, Inc.
  • Department Manager of Grepalife Financial, Inc.
  • Franchise Director of Lots’a Pizza
  • Business Development Manager of Sta. Elena Properties, Inc.
  • Assistant Brand Manager of Bounty Agro Ventures Inc.
  • Sales Director of Pampanga’s Best,Inc.
  • Marketing Manager of Panpharma-Meinz Pharmaceuticals Corporation
  • Rewards Manager of Coca-Cola Bottlers Phils., Inc.
  • Market Analyst of Petronas Energy Phils., Inc.
  • Marketing Associate of Universal Robina Corporation
  • Business Development Officer of Rosehall Management Consultants, Inc.
  • Marketing Supervisor ofCebu Holdings, Inc.

What our past participants said:
“This seminar is so helpful – I never knew I didn’t know much until today.” – Jovy Carl Acueza, Marketing Manager, Marsman Drysdale Medical Products

“The training program together with insightful case studies were eloquently presented such that they can be easily brought back and used in the work place as a benchmark frameworks.” – Darwin Tañedo, Sales Leader, Perkin Elmer Instruments Philippines

“Attending Mansmith training is a rewarding experience! Comprehensive and practical. I am now more knowledgeable to bring my team to next higher level & as a team we will soar high!” – Harry William Acosta, Trade Marketing Manager, Universal Robina Corp.

“This was a good one! Validation of existing practices & a lot of new approaches learned!” – Manolito Juan Anchores, Assistant Vice President, Nestle Philippines, Inc.

“I found the workshop enriching – presented in a way that’s easy to apply.” – Jeffrey Ross Damian, Product Manager, Globe Telecom, Inc.

“Every time I come out of a Mansmith and Fielders seminar, I am always more knowledgeable. This seminar is very timely as we will be launching more phases in Amarca. Coordination and execution will really matter.” – Therese Marie P. Sotelo, Sales Supervisor, Cebu Holdings

“I find every module so useful in the company additional inputs of marketing and sales implementation were learned.” – Alvin M. Gozon, Regional Manager, Pacifica Agrivet Supplies, Inc.

“I know this, but now I can actually simplify and structure my thoughts & things I have to do in an easy-to-use framework.” – Paula Castro, Trade Marketing Manager, Gandour Philippines, Inc.

“I appreciate the simplicity of the approach (in complicated topics) and the practicality of the examples. This is executable in reality.” — Len R. Concepcion, Marketing Manager, Parpharma-Meinz Pharmaceuticals Corporation.

“The seminar was great, it reinforced some of my current skills and more importantly, it widen/expanded my perception on the importance of “Flawless Implementation”, can’t wait to apply my new learnings & share it to my team.” – Chris Camacho, GBU-Head North Luzon, United Laboratories, Inc.

“I realized that good strategy is nothing without good implementation.” – Anna Katrina Mejillano, Costumer Relation E-System, URC-AIG

About the Speaker:
CHIQUI ESCAREAL-GO,
President and Chief Service Strategist, Mansmith and Fielders, Inc.

Author/co-author of 5 marketing and entrepreneurship books. Executive Scholar for Marketing and Sales, Kellogg Business School (Northwestern University). Outstanding Filipina Entrepreneur 2011 (Trailblazer category). Vice chair of Waters Philippines, Certified Master Coach (by the Behavioral Coaching Institute) and Certified Appreciative Inquiry Training Facilitator (by Company of Experts USA).

Took advanced marketing programs at the Columbia Business School (Ceibs campus), Harvard Business School and at the University of California, Berkeley. Member of the Board of Trustees of St. Paul College Pasig and Kythe, Inc.

All programs can be done in-house and customized to fit the training needs of your company. We also have more courses exclusive for in-house seminars. For more details please call Alice Torres at (02)584-8989 / 0917-6271888 / 0918-81-168-88. You may also email info@mansmit.net