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Neo PRO HP StrategyNeo PRO HP Strategy

Concept of Neo PRO HPConcept of Neo PRO HP

Why we need Neo PRO HP?Why we need Neo PRO HP?

HP’s Productivity Trend

- Low Performance HP joined 2010 is getting low- Need to increase band of 5units above HP

1~2units HP number, portion is gradually reduced

Mar2011 3units above HP no.is reached to Jul2010 HP no. :

428

Mar 2011 3 units above HP’s portion reached to the Best :

59%

HPs to increase in the future


COWAY Neo PRO HP Concept

High performance HP attends office daily with higher benefits

ResponsibilityResponsibility BenefitBenefit

attend office 3Days per week : Designated Sales Offices

Strict Report to managers : HM~GM

To attend Event & Training organized by Company

Performance Allowance (RM500/700)

Sales Support : Road show/Training/Customer

Gifts

Qualification to be HM

6Months Renewal : Total 20 units for 6moths

Rejoin Condition: 10 units WITHIN 3months* Maximum Re-join is limited only 2 times


How to Become A Neo PRO HP?

Neo PRO HP Application Process Neo PRO HP Application Process

Interview with SM

Interview with GM

Application formTo Sales Dept.

(by 25th every month)

Start workFrom 1st of following

Month

COM &HP

Application

Part Timer

Neo PROBenefit

1 unitSales

This process is effective from 1st of Jun onwards

Neo PRO HPORIENTATION (1day)

- No accommodation

Neo PRORegistration



High performance HP attends office daily with higher benefits

ResponsibilityResponsibility BenefitBenefit

attend office 3Days per week : Designated Sales Offices

Strict Report to managers : HM~GM

To attend Event & Training organized by Company

Performance Allowance (RM500/700)

Sales Support : Roadshow/Training/Customer

Gifts

Qualification to be HM

6Months Renewal : Total 20 units for 6moths

Rejoin Condition: 10 units WITHIN 3months* Maximum Re-join is limited only 2 times



New PI & PA TableNew PI & PA Table

units 3~4 5~6 7~9 10~14 15~

Neo PRO PI

300 500 800 1,200 1,500

Neo PROPA

500 500 500 700 700

Part TimePI

300 500 700 1,000 1,000

PRO HPPI

500 800 1,200 1,800 1,800

PT Gap +500 +500 +600 +1200 +1,200

PRO Gap +300 +200 +100 +100 +400


How to Maintain Neo PRO HP Status?

Office AttendanceOffice Attendance

Attendance Time : 9am to 10am - Punch in time no later than 9am, Punch out time no earlier than 10am

Meeting Day : 3 Days per week / Mon, Wed, Fri - GM Group Monthly Meeting : 1st week of the month

Meeting Point Qualification: min 15 Neo PRO HP in Designated SO - Location : HQ, Senawang, Melaka, JB, BW, PG, SP, AS, Ipoh, KK, KT

Absent : max 2 times per month



Sales Performance Sales Performance

To Maintain : Min 20 units during 6 months - Evaluation Every 6 month based on Neo PRO HP join date

To Re-Join : Min 10 units during recent 3 months -If hit 10 units during less than 3months then the HP can apply- Neo PRO HP re-join is limited to only 2 times

Creating New Meeting CultureCreating New Meeting Culture


Neo PRO HP Meeting PointsNeo PRO HP Meeting PointsGM group Points

Meeting Points

Alor Setar

Sg.Patani

Butterworth

Penang

Ipoh

Kuala Terengganu

HQ

Senawang

Melaka

JB

Kota Kinabalu

• All GM groups shall have Monthly GM meeting in 3 GM group Points respectively : All SM, HM, FT HP’s attendance is compulsory•


Support SystemSupport System

New Meeting Culture by Top Management’s constant spot attendance and Conference Call system

The 1st factor of Neo PRO Success is critically depend on Meeting Culture Settlement

Monthly Top management’sNationwide meeting attend

: Motivation, Listening of Suggestion (at least 3 months)

2

Video Conference-Monthly MD Meeting

-Bi-Weekly SGM Meeting-GM Meeting : TBC

3

Manager Training

: Standard Coway HP Meeting Process,

Target Management, Corporate Culture

1

Creating New Meeting CultureCreating New Meeting CultureNeo PRO Support

http://imagesearch.naver.com/search.naver?sm=ext&viewloc=1&where=idetail&rev=11&query=%C8%AD%BB%F3%C8%B8%C0%C7&from=image&sort=0&res_fr=0&res_to=0&merge=0&start=58&a_q=&n_q=&o_q=&img_id=news0010004957688_1&face=0&color=0&ccl=0

Coway will run a ‘Guaranteed Sales System’ to maximize each HP’s stable income

1month1month

Roadshow

2month2month 3month3month

Various Spot Sales Training

and Real Sales

1month1month

Close People

2month2month 3month3month

To get initial Referral sales resource

4month~4month~

Referral

Systematic Prospecting Training and CRM gift support Unlimited

Expansion

4month~4month~

DoorTo Door

Grouped D to D team- Corporate target

HMpromotion

HMpromotion

Referral Training(Internal/External

Training)

Referral Training(Internal/External

Training)

Roadshow Support : by Quota

- booth/Rent Fee etc.

Roadshow Support : by Quota

- booth/Rent Fee etc.

Small Gift Item (FOC+Charge)Small Gift Item (FOC+Charge)

…

Neo PRO Sales Guarantee ProgramNeo PRO Sales Guarantee ProgramNeo PRO Support

To maximize sales from individual relationship

<Best Sample of Referral Book usage>HP, Hafiz Rahman : ’10. Dec HP Referral Book usage from Jan2011 Monthly 10~15 units

Monthly min. 5units

Professional Training for ProspectingProfessional Training for Prospecting

• 1st Prospects Expansion to 2nd ~3rd Referrals• Referral Book 100% usage

CRM Gift SupportCRM Gift Support

• 100 Referral completion FOC CRM Gift• Various kind of Gifts : based on Sales Cycle

<Pitching>VIP 고객용특별명함

<Pitching>VIP 고객용특별명함

<Purchase>

감사 선물기념일 엽서

<Purchase>

감사 선물기념일 엽서

<Referral>감사선물

<Referral>감사선물

<Complaint>

사과선물대체 식수

<Complaint>

사과선물대체 식수

Formularized Referral ProgramFormularized Referral ProgramNeo PRO Support

Nationwide Coway ShopNationwide Coway ShopNeo PRO Support

Concept1. Sales Basis Shop

• Coway shops in hyper market• Similar with current Roadshow concept• 5 shops in 2nd Q, 10shops in 3rd Q

Concept2. Concept Store

• Coway concept store in shopping Complex• Enhancing Brand Image and Providing Experience opportunity• 1 shops in 2nd Q, 3 shops in 3rd Q


HM/SM PromotionHM/SM Promotion

HM PROMOTION SYSTEM


Promotion Demotion

BEFORE

a) Minimum SEVEN 3 Sales Active HP

▣ Compulsory to serve as Team Leader

▣ 3 months to validity period to serve as Team Leader

▣ Team Leader need to be a Professional HP

Less than average 20 sales

(Review Half Year Basis)

( Jan - Jun ) ; ( July – Dec)

AFTER

Minimum Five 4 Sales Neo Pro HP

▣ All Five Neo HP must be in the same sponsor tree

▣ HM Candidate must be a Neo Pro HP

▣ 1 month serve as PRE HM


And

Less than average Five 4 Sales Neo Pro HP

(Review Half Year Basis) Jan - Jun ) ; ( July – Dec)

External

Interview with SGM

- to submit 5 Neo HP list & Action Plan HM Promotion 1st month : No guarantee Income (HM PI)

2nd month : To receive 1st+2nd Month’s PI if

achieve 25units in 1st month


And

Less than average Five 4 Sales Neo Pro HP

(Review 3months since promotion started)

NewNew

NewNew

SM PROMOTION SYSTEM


Promotion Demotion

Monthly average Less than 100 units

*Half Year Review basis

Option 1:a) Above 60 own HM Group Net Sales per month for consecutive 6 monthb) 3 Active HM ( At least 1 month )c) Pass SM Qualification Testd) Still need to serve total 6 months as HM before promote to SMe) SM (A) need to have at least 3 HM remain after new SM (B) break away

Option 2:a) Accumulate 500 Group Net-Sales during latest 6 monthsb) 3 Active HM ( At least 1 month )c) Pass SM Qualification Testd) Still need to serve total 6 months as HM before promote to SMe) SM (A) need to have at least 3 HM remain after new SM (B) break away

Option 3:a) Accumulate 300 Group Net Sales per month during latest 3 monthsb) 3 Active HM ( At least 1 month )c) Pass SM Qualification Testd) Still need to serve total 6 months as HM before promote to SMe) SM (A) need to have at least 3 HM remain after new SM (B) break away

* Active HM : 40 units net sales per month

RemainRemain



New WS awardNew WS award

NewNew



Interview with SM/GM

Confirm Neo PRO HP

<Jun 20th>

Neo PRO HP PA+ Current PI

Neo PROHP

Application

Neo PRO HP Application Process “1st Batch Qualification”Neo PRO HP Application Process “1st Batch Qualification”

Office Attendance+ 3 units Sales

Apr~May

Apr~May

May

Jun

Jun

<Jul 20th>

Neo PRO HP PA+ Neo PRO HP PI

Jul

Neo PRO HP Launch



Neo PRO HP Application Process “1st Batch Qualification Contest”

Neo PRO HP Application Process “1st Batch Qualification Contest”

Apr May Jun Jul Aug Sep Oct Nov Dec

1st FTApplicatio

n

Attendance+3Sales

20th JunPrevious PI

+ FT PA

2nd FTApplicationWith 1sale

Attendance20th Jul

FT PI+ FT PA

If dropped,Become Part

Timer

Part Time HP (All Normal HP convert to Part Time HP)

Pro HP (Current PI maintain)

Neo PRO HP

Pilot Period Probation Period Integrated Period

20th JulFT PI

+ FT PA

Normal HP

Orientation

Orientation

Maximum quota = 20 Neo Pro HPQuota Calculation = Total sales 5 (KPI for each Perfect Neo Pro HP)

Initial Stage

HM A

HM B

After a Quarter

Ready for break away if reach 11 Perfect Neo Pro HP

Quota System * 2nd stage implementation Ⅲ. Review Every Quarter


Quarterly Quota Review

HM A

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Technology

neo pro hp status

neo pro hp orientation

pro hp pi

neo pro pi

neo pro pa

times coway neo pro

rdq neo pro support

jul2010 hp