Business development

Dennis Ooi Kok Peow

15th January 2010

Preface

On 23 December 2009 the Star reported

ldquoThe property sector may experience an oversupply next year due to a burst of launches from developers that have been held back since the start of the global economic crisisrdquo

Association of Valuers Property Managers Estate Agents and Property Consultants in the Private Sector Malaysia (PEPS) president James Wong said developers would need to come up with

ldquocreative waysrdquo to maximise salesrdquo

Dennis Ooi

bull Creative Ways +

SHC

bull Existing Practices =

SHC Sales

bull Maximized

2

Limitation

The list of creative ways presented in this presentation were developed based on the desk research I have performed and the judgement call I have made As you may know appropriate strategies could only be derived after going through a complete strategic marketing planning process and desk research has a lot limitations the data could be outdated inaccurate and incomplete My main objective is to convince you that I can contribute significantly to the sales growth of SHC by bringing in creative ways of business development not currently applied by the competition and are built on the current practises without over elaborating on the background information to justify the options selected It is my intention to keep the information presented in this presentation short and concise as not to bore you The creative ways that I am suggesting are designed to exploit the weaknesses in the competition creating new competitive advantages for SHC and hence achieving the objective of maximising SHC sales

3

Agenda

Outcome Levers Agenda Dennis Ooirsquos Responsibilities

Maximized Sales

The Right Focus

Marketing

Strategy

Intelligence

Gathering

Targeted

Marketing

Plan

Fortifying

Connecting

Customers

Appealing

Marketing

Materials

Internal

Communicat

ion

To market and widen the customer base of the Companyrsquos products and services

To analyze industry trends and competitors assess marketing opportunities and from target markets

Intelligence gathering on customers and competitors to expand companyrsquos products and services reach and to grow the business

To strategies and formulate marketing plans and activities to implement strategies to accomplish set targets

To conduct marketing presentations to and negotiations with prospects

To manage and build strong business relationship with existing customers and business partners

To prepare marketing and promotional materials and kits

To subscribe to and abide by the Grouprsquos Core Values by ensuring the Grouprsquos core Values and any changes to the Grouprsquos Core Values are communicated to all subordinates

To assist in realizing the business targets by working closely with other divisions or departments in pursuing common goals

1

2

3

4

5

6

4

Marketing Strategy

bull A platform for new lead to enjoy SHC brand experience

bull Secure SHCrsquos place in its customersrsquo lives by identifying which households are good targets for additional purchases

bull Deliver short term incremental revenue through opportunistic marketing programs

Building Customer Loyalty

bull A fast and cost-effective way to build market awareness and sales interest

bull Leverages the strengths of the various partners in the Joint Marketing partnership

bull Creates market differentiation for the Joint Marketing partners by virtue of the collaboration

Joint Marketing

bull Promising Quality (allowing higher price)

bull More likely to be selected (against the competition)

bull Engendering Trust Loyalty (develop buyers into evangelists)

Strengthen the Brand

1

13

12

11

5

The Creative Brief

Get customer staff community general public

Who visit buy own enjoy think about SHC

To have a better perception about the company

By delivering a consistent Brand communication

Thru testimonials PR activities events sponsorship

positioning statement employer branding seminars

While retaining a message of Diverse History and

Excellence

Marketing Strategy S t r e n g t h e n t h e B r a n d

11

6

bull Clear and consistent brand image

bull Uniform styles

bull In all forms of written and visual communication

Colours used with online publications

Logo appearing in most documents

The Creative Brief


11

7

ABC

The Creative Tactics

Testimonials PR Activities Events

Sponsorships CSR

Obtain satisfaction endorsement from previous customers (written and video)

Creates corporate video showcase all the previous properties built by SHC

Create past success stories in the form of articles case studies

Publishing books titled

1) ldquoLegacy of See Hoy Chanrdquo

2) Property trend in Damansara 2009 -2019

Contribute newspaper articles discussing about

1) The latest building construction method used by SHC (egGreen Building)

2) The price appreciation enjoyed by the previous SHC customers

3) Corporate real estate strategy

Give out bags and T-shirts with SHC logo to orphanage homes

Organise and sponsor major sport events like marathon to be held in Damansara Uptown

Sponsor major transplant surgery performed by IJN


11

8


Create a Positioning Statement

Employer Branding

Seminars

ldquoCreating new lifestyle and value for you since 1952rdquo

Becoming the authorized employer for Chartered Accountancy Training

Work with accredited schools to train interior designer architect and civil engineers

ldquoTechniques for Property Condition Assessmentsrdquo

ldquoFormulating an appropriate corporate real estate strategyrdquo

ldquoPlanning your future by choosing the right homerdquo

ldquoHow the design of a house could affect your emotion hence your liferdquo

Example from Others

1) DLF Ltd

= ldquoBuilding Indiardquo

2) Sun Hung Kai Properties Ltd

= ldquoBuilding homes with heartrdquo

3) CapitaLand Ltd

= ldquoBuilding for People to Build

People Building People to Build

for Peoplerdquo

4) Dijaya Corporation Berhad

= ldquoBuilding with passionrdquo

Targeting people looking for new property and for us to collect name card and build the marketing database


11

9


Web design

Layout navigation colour graphics multimedia content presentation functionality and accessibility

Additional Web Information

bull Corporate video showcase all the previous properties built by SHC

bull Timeline for the history of SHC

bull All the awards certification special achievements obtained

bull All the testimonials given by previous customers

bull Past success stories

About SHC

bull Public relations activities

bull Newsletter download

bull All the previous newspaper clips

News

bull A forum for SHC Community

bull Form for customer to complain

bull Form for anyone to contribute ideas for improvement

Customer Services


11

10

Example for illustration only

Large unused header occupying screen space

Should be multi racial with a few Europeans

Slides Show

Latest Projects

About SHC Our Expertise Projects Customer Services News Join SHC Search Contact Us

Terms Conditions and Disclaimers Copyright copy 20010 All rights reserved Powered by SHC Business Solutions Sdn Bhd

Latest news Sales and Leasing Links

SHC supports anti-drink driving campaign Home for sale SHC Club

SHC wins the Most Outstanding Development Home for lease SHC Book Club

Prospective house-buyers camped overnight Office for sale SHC Capital

Understand Your Loved Ones campaign Office for lease

Parent and children explore creativity together Productivity software

Healthy Family Living General insurance

Latest Campaign

Others Dedicated Websites

Headlines are current and informational


ldquoThe essence of good web site design is to deliver the message in a well balanced and subtle fashionrdquo - wwwsourcewritecouk

11

11

The Clientrsquos Brief

Get Potential customers

Who visit show interest call ask think about SHC

To realise the brand promise

By delivering service recognising creating

convenience providing information being

helpful

Thru Joint marketing with selective partners


Excellence

Marketing Strategy J o i n t M a r k e t i n g

12

12


Private Hospitals

Targeting Medical Tourists

SHC newsletter as a reading material for patient

Infomercials for inpatient entertainment

5Star Hotels

Targeting Tourists

SHC newsletter as a reading material for hotel guest

Infomercials for entertaining staying in guests

Charter Flight Companies

Targeting Tourists

SHC newsletter as a reading material at the waiting lounge

Infomercials for In-Flight entertainment

Banks

Targeting Credit Card members and Private Banking clients

SHC newsletter as a reading material at the waiting area

Infomercials entertainment at the waiting area

Trade Promotion Organizations

Targeting Foreign Investors

Special SHC Magazine sent to

investors to promote Malaysia as the regional HQ

Infomercials entertainment at the office

Joint funding of campaigns training and support

The main objective is to create new leads and entice them to join SHC Loyalty initiatives Golf Clubs are

excluded as most of them are related to our competitors


12

13


SHC Loyalty initiatives



12

14

ABC


Get potential new and old customers

Who visit ask own enjoy think about SHC


By delivering service recognising creating convenience

providing information being helpful

Thru Welcome Kit Loyalty Communications Prospect

PrioritizationExtending the Dialogue SHC

Magazine SHC Ownerrsquos Circle Cross Sell and Up

Sell Marketing Opportunistic ldquoQuick Winrdquo

Programs


Excellence

Marketing Strategy B u i l d i n g C u s t o m e r L o y a l t y

13

15


Marketing Database

Data Access amp Analysis Software

Customer

Transactions

Marketing Staff

Inputs from Frontline

Phone Web

Appended Data amp

Modeling

Customer Service

Web Site

Create a central system of measurement to

record a broad range of information on SHC consumer

Campaign response and lifestyle data

gt100 appended individual and household data points

monitors communications and response from prospects and customers

Measurement includes cost per response and cost per sale

view the full shopper-owner cycle from first point of contact through sale and cross sale


13

16

Central system of measurement the benefits to SHC Ability to prioritize prospects and customers based on their likelihood

to buy

Identification of ldquolow hanging fruitrdquo ndash programs that can be quickly implemented to generate revenue in the short term

Refinement of customer communications

Non-mailed groups that are measured against the mailed groups

Integrated database used by all groups

The right information to the right customer at the right time

provide a consistent form of measurement

Cost per lead response and sale measurement

Cross-penetration of product purchases

Reduced communication expense

Fewer pieces mailed with higher effectiveness



13

17

Core Communications Program


General Goals

bull Immersion in the SHC Experience

bull Promotion of Ownerrsquos Circle

bull Purchase of other SHC products

To 3 and 4 year products owners Goals

bull Increase the repurchase rate

bull Multiple products in each household

To new product owners Goals

bull Purchase other SHC products

bull Capture information about their preferences lifestyles real estate interests etc useful for further dialog

Welcome Kit

Loyalty Communications

Extending the

Dialogue Newsletter

SHC Ownerrsquos Circle

Multiple Properties

Owner Program Programs

Opportunistic ldquoQuick

Winrdquo Programs

SHC Loyalty initiatives cover the entire ownership experience


13

18

Welcome Kit for New Purchaser

bull A personal welcome kit ndash that owners realize was created just for them

bull It arrives within the first 30 days

bull It is a dialogue opener an invitation to the SHC experience that extends over a full year

bull Each of the kit pieces enhance your perception of the SHC Brand and the Experience

bull Multiple calls to action which lead you deeper into the Experience

bull It inherently fosters the collection of information needed for further relationship dialogue

Welcome Kits Strategy

bull Provide new owner personalized fulfillment information on a weekly basis

bull Recover key information requested

bull Maintain owner files based on collected information for future programs

bull Identify customers by financial status and preparatory segmentation (ie loyalty activity etc)




13

19

Newsletter Content

bull New products

bull SHC awards

bull Testimonial from other owners

bull Ratings by leading magazines

bull Why SHC products are superior

bull The history of SHC

bull Event calendar

bull Sponsorships

bull SHC Brand Values

bull Home and Office Assistance

bull Servicing requirements

bull SHC Insurance

bull Other Events

bull Secondary market transaction

bull SHC Owner Clubs

bull Ownerrsquos Circle

bull Local news featuring SHC

Newsletter Strategy

bull Ongoing collection of news and information of interest to SHC product

bull Owner surveys to determine preferences for

bull News information and topics

bull Communication Channel (email or print)

bull Frequency

bull Begin with a printed newsletter to gather email addresses

bull Move to email newsletters as quickly as possible

bull Multiple offers to generate owner response

bull Promote the use of Ownerrsquos Circle




13

20

Prospect Strategy

bull Prospects developed from all contact sources

bull Telephone Direct Mail Show Office Events Internet

bull Centers receive qualified leads electronically within 48 hours of receipt

bull Prospects get SHC message within 48 hours

bull Every lead tracked electronically with daily weekly amp monthly reports for business development

Prospect Communication Strategy

bull Direct Mail and E-mail integrated communication plan

bull Alternating content delivery mediums

bull Each reinforcing the one that came before it

bull Use of database information to drive customization and relevance

bull Each communication introducing a new piece of the SHC Experience

bull Integration with off-line and online marketing activities

bull Prospects given the opportunity to opt-out at any point

bull Prospects removed from program if they purchase a product

The Loyalty and Prospect Programs

bull Something new every quarter

bull Programs for WomenMinorities

bull Second home

bull Commercial property investment

bull Congratulatory Mailings to gt 3 years product Owners

bull Seminars

bull Referral Programs




13

21

Something new every quarter

bull Q1 Property Birthday

bull Q2 Property Investment Opportunity

bull Q3 Second home

bull Q4 New Launching

Woman Program

bull Identify ways to build relationships with female owners

bull Bring them to the Brand and keep them longer

bull Appeal to their unique needs

bull Recognize the purchasing power and influence that real estate marketers typically ignore

bull Provide tools that reduce visit anxiety

bull Tailored communications that highlight what women are looking for

bull Live chat support by females

bull Develop a network of female sales reps

Second Home

bull Identify households that are prime prospects to purchase a second property

bull Analyze multiple purchase households

bull Target groups most likely to purchase a second house

bull Households with teenagers or young adults

bull Identify seasonality ndash graduation etc

bull Test the program on existing customer then roll out to prospects

Commercial Property Investment

bull Identify those current owners who are most likely to purchase a new commercial property

bull Invite these special people to be among a small group who are allowed to preview the new launching

bull Appeal to their appreciation of inclusion by asking for their feedback and opinion

bull Allow them to be among the first to preview

bull Notify them periodically of the status of the development





13

22

2

Analyzing Industry Trends

Competitors Analysis

Customer Intelligence

Intelligence Gathering

Recognizing Opportunities amp

Generating Ideas

21

22

23

24

23

Source

bull lsquoDesk-based (using the Internet library books annual report other reports and magazines)

bull Personal visits

bull Mystery shopping

bull Subscribed market research reports

Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial

Sources of demand for property types

Expenditure

s

Socio cultural factors

Population demographics

Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand

Intelligence Gathering A n a l y z i n g I n d u s t r y T r e n d s

21

24

Condomi

nium

Retail

Hotels

Office

Industrial

Quantity and quality of available competition

(standing stock)

Volume of new construction (competitive and

complementary) ndash property developments in

planning and under construction

Availability and price of vacant land

Costs of construction and development

Properties currently on the market lsquofor salersquo

(existing and newly built)

Owner occupancy versus tenant occupancy

Causes and number of vacancies

Conversions to alternative uses

Special economic conditions and circumstances

Availability of construction loans and financing

Impact of building codes and bylaws zoning town

planning controls and other regulations on

construction volume and cost

Supply

21

Source






25

Source

bull lsquoDesk-based (using the Internet library books annual report advertisements press release other reports and magazines)

bull Attend trade fairs and shows and collect brochures view exhibits



Identify competitors who have two or more competitive characteristics in common with SHC

bull Have comparable product line breadth

bull Sell in same pricequality range

bull Emphasize same distribution channels

bull Use same product attributes to appeal to similar types of buyers

bull Use identical technological approaches

bull Offer buyers similar services

bull Cover same geographic areas

Profiling key competitors involves gathering competitive intelligence about

bull Current strategies

bull Most recent actions and public announcements

bull Resource strengths and weaknesses

bull Efforts being made to improve their situation

bull Thinking and leadership styles of top executives

Draw a Strategy Canvass for each product

bull Compare SHC individual business with the competitorsrsquo by drawing the ldquoas isrdquo strategy canvas

bull See where strategy needs to change

bull Examine the strategic need first focus on customers

bull Identify the product or service can lead to bundling opportunities

bull Alternative ways of that carry advantages and characteristics

22 Intelligence Gathering C o m p e t i t o r s A n a l y s i s

26

SHC Competitor A

Prime location (land bank and acquisition)

Cash flow

Relationship with local authorities

Management expertise and experience

Organisation and service reputation

Ability to manage change

Relationship with competent support services providers

Skilled employees

Management tolerance to risks and uncertainties

Organisational strategy and policies

Staff training and development

Trade secrets and project innovation

Part of a larger group

SHC Competitor A

Information Technologies Used

Relationships with Subcontractors

Declining Loyalty to Subcontractors

Business Improvement Efforts

Changes in Product Characteristics

Changes in Business Operations amp Strategies Since the Downturn

Sales amp Marketing Strategy Changes

Free Upgrades Offered

Use of Tactics for Closing the Sale

Most Popular Incentive-Based Approaches

Most Popular Stimuli to Enter the Market

Effectiveness of Tactics for Closing the Sale

Comparison of Strengths and Weaknesses (example)


27

SHC

Competitor A

Price Convenience of location

Landscaping Neigbourhood Amenities Facilities

Recreational Facilities

Web Information

Corporate Reputation

Variety of options and

upgrades offered

Quality of workmanship

and materials

Product A Strategy Canvas (Example)

Strategy Canvas is designed by the authors of Blue Ocean Strategy

W Chan Kim and Reneacutee Mauborgne


28

23 Intelligence Gathering C u s t o m e r I n t e l l i g e n c e

Source

lsquoDesk-based (using the Internet library books annual report advertisements press release other reports and magazines)

Attend trade fairs and shows and collect brochures view exhibits

Mystery shopping

Subscribed market research reports

29

Spending Levels of Three Age Groups for Selected

Product Categories for 500k residents in Bangsar and

Damansara

Family Life Cycle Stages as a Percentage of All

Households in Bangsar and Damansara

Example


30

DEMOGRAPHICS

Educated professional single females

Age 32+

Yearly net income of RM150000+

Amount in Bangsar and Damansara 5000 (on average 32 HHI of RM150000) + 10000(on average 42 HHI of $450000)

Often deferred marriage and childbearing

PSYCHOGRAPHICS

Ambitious career focused always up-to-date very sophisticated taste like action and spontaneity

Main decision maker in their household 10 of total households in Bangsar and Damansara

More likely than married women to reward themselves and show off their status

MEDIA USAGE

32+ magazines like Elle Allure Shape Cosmo Entertainment Weekly

42+ magazines like Vogue Harperacutes Bazaar People

Average reader hardly watching TV changing the channel during commercials

MESSAGESTOPICS TO CONNECT

Exclusiveness travel career fitness self-improvement

Target Group Affluent Single Females Example

Marketing Opportunities


31

Observ

e

bull Family amp work patterns

bull Aging of the population

bull Increasing diversity in the workplace

bull Globalization of industries

bull Increased focus in health care amp fitness

bull Proliferation of computers amp Internet

bull Increase in numbers of cell phone users

bull New forms of music amp entertainment

Solv

ing a

Pro

ble

m

bull Observe people challenges

bull Look for problems

bull Listen to people complains

bull Think of our own problems

Explo

re w

ith F

ocus G

roup

bull People selected are familiar with issues

bull Whatrsquos on customers mind

bull Conducted by trained moderator

bull Success depends on moderatorrsquos ability to ask questions and keep on track

Feasib

ility S

tudy

bull Product service feasibility analysis

bull Industry market feasibility

bull Organizational feasibility

bull Financial feasibility

24 Intelligence Gathering Recognizing Opportunities amp Generating Ideas

32


New

Busin

ess C

oncept

Paper bull Description of

product service offered

bull Intended target market

bull Benefits of product service

bull Description of how the product will be positioned versus similar ones in market

bull Description how the product would be sold or distributed

Need Identified

Unfocused

Customers Reachable receptive

Unreachable loyal to others

Market Size RM10 million + Less than RM1 million

Market Growth Rate More than 20 Less than 20 or shrinking

Gross Margin gt40 durable lt20 fragile

Competitive Advantages

Barriers to Competitorsrsquo

Entry Defensible None

Contacts and Networks Key access Limited

Degree of Control High Low

Prices and Cost High Low

Channels of supply

distribution Multiple Single

Margin and Market Sizing


33

Observ

e

bull Research shows new homeowners spend more on products and services within six months of moving than established residents spend in two years

Solv

ing a

Pro

ble

m

bull Benefits to New Residents

bull One point of reference for all the services needed to establish residence

bull Coupons and discounts to local businesses

bull Get connected to the community faster and less painfully

bull Benefits to Local Businesses

bull Affordable Effective and Intelligent advertising opportunities

bull Access to a customer with real needs even before they establish address

bull Word of mouth recommendations from developers

Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers

bull Property Sales Manager

bull Residents

New Business Idea Move In Advertising (Example)


34

Local Busin

esses

bull Flooring Companies

bull Painting Companies

bull Small Construction Companies

bull Pest Control Companies

bull DoctorsDentists

bull HeatingOil Companies

bull Landscaping Companies

bull PlumbingElectricians

bull Septic Companies

bull Cleaning Companies

bull StorageMoving Companies

bull Lock Smith

bull Pet Sitting

bull CarpetUpholstery Cleaners

bull Furniture Stores

bull Beauty SalonsSpas

bull Massage Therapists

bull Chinese Restaurants

bull Pizza Restaurant

Sutramas Provided to you by

Dennis Ooi

Move in Affairs Manager

SHC Move In Assistance Sdn Bhd

012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals

Local businesses pay

SHC advertising fee

24


Intelligence Gathering Recognizing Opportunities amp Generating Ideas

Our potential

customers

35

Implementation

The four Ps will be blended according to the characteristics of the target market

Mark

eting P

lan

Dennis Ooi

3 Targeted Marketing Plan

36


37

Sales Measurements

bull No of Leads

bull No of Units Sold

bull Marketing Cost Analysis

Advertising Measurements

bull Pre- and post-awareness studies

bull Image perception studies

bull Conversion studies - inquiries

Market Reports

bull Changes in market share and competitive set

Impact assessm

ent

Find improve-ment areas

Revised marketing activities


T o b e m o n i t o r e d c o n s i s t e n t l y

38

4

Presentation to prospects

Building relationship

Connecting Customers

41

42

39

Persuasive Participation

Proof

Visual Aids

Dramatization

Demonstration

Keep it Simple Ask Questions Actively Listen Be Empathetic Have a Positive Attitude and

Enthusiasm Have Good Forensics Use Similes and Metaphors

Ask questions

Let them use the product appeals to senses

Use visuals

Use demonstrations


P r e s e n t a t i o n t o P r o s p e c t s

41

40


Proof

Visual Aids Dramatization

Demonstration

The product

Charts and graphs illustrating features and advantages

Photographs and mock-ups

Sales manuals and catalogs

Order forms

Letters of testimony

A copy of the guarantee

Flip-boards and posters

Sample advertisements

41 Connecting Customers


Independent research

The guarantee

Testimonials

Company proof results

SHC provides

excellent

services

41


Proof


Demonstration

Presenting the product in a striking or extravagant manner

Watch video clips

Play classical music

Show the product

Lets the prospect do some simple movements

Lets the prospect work on an important feature

Has the prospect answer questions throughout the demonstration (feedback)



42

Rapport

Sympathy

Empathy

Emerging Identities

Original Encounter Hum

an to H

um

an R

ela

tio

nship

Listen to the message

Use own experiences to feel the way into the senderrsquos experience

Become sensitive to the what the sender is telling

Make a conscious choice to stay with the sender and help them to bear their experience

Rapport is built after going through the previous four stages

Able to comprehend the distress of another and assist to alleviate the cause One lsquosharesrsquo in the feelings of another and experiences compassion

Build a ldquomutually significant meaningful relationshiprdquo through which the business needs of the existing customers and business partners are met


B u i l d i n g R e l a t i o n s h i p

43

5

Designing

Virtual Sales Agent

Appealing Marketing Material

51

52

44

Applying design principles

bull PROXIMITY group related items together

bull ALIGNMENT consciously place related information

bull REPETITION consistent patterns

bull CONTRAST visually highlight important information

bull BALANCE achieve overall balanced look

Understanding learning theory

bull Chunking

bull People understand information best if it is delivered to them in chunks - small units -

rather than all at once

bull Queuing

bull Refers to creating visual distinctions to indicate levels of importance

bull Use emphatic elementsmdashbigger type or bold

bull More important elements to left margin and indent less important elements

bull Filtering

bull The use of visual patterns to distinguish between various types of information

bull Using icons text boxes definitions in the margin


D e s i g n i n g

51

45

bull Need to agree

bull Need for guidance

bull Need to nurture

bull Need for affiliation

bull Physiological Need

bull Need to satisfy curiosity


D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy

bull Signature (Advertisers logo name contact

information)

Appeal to the need

bull Need to achieve

bull Need to dominate

bull Need for prominence

bull Need for attention

bull Need to escape

bull Need to feel safe

bull Need for aesthetic sensation

bull Need for Autonomy

Example

46

Newsletters Factsheets

Presentations Photography Websites and online PR

Brochure


D e s i g n i n g

Example for Illustration Only

51

47

Dig

ital sig

nag

e

A touch screen interface on a 32-inch LCD flat-panel display

Str

ate

gic

Lo

cati

on

Install at strategic location like the main entrance of a building where there is high traffic flow S

ell A

dverti

sem

en

t Generate revenue to cover the setup cost

Target mortgage and credit cards product

SH

C C

orp

orate

Vid

eo

Encourage people to visit the website

Emphasize on SHCrsquos 50 years history and achievement

Vir

tual T

ou

r

360-degree virtual tours of SHC products print floor plans and access the corporate website interactively and unassisted

Plays in-house three-minute commercial followed by 30-second

commercials for paid advertising until a prospective home buyer

touches the screen

The system then shifts into kiosk mode so buyers can interactively

retrieve the information they want

52 Appealing Marketing Material

V i r t u a l S a l e s A g e n t

48

6

We Are One

Achieving Business Targets

Internal Communication

61

62

49

bull Continuously communicate SHCrsquos vision strategy amp progress

bull Show that leadership has a long term plan

bull Link short term actions to the long term plan

bull Remind employees of their role in delivering it

bull Create additional opportunities to listen to employees

bull Undertake frequent informal gathering focus groups andor engagement surveys

bull Ask employees to put forward their own ideas

bull Seek ideas for things like maintaining engagement winning new business or reducing costs

bull Celebrate successes however small

bull eg keeping or winning business receiving thanks from a customer overcoming challenges winning awards passing exams etc

Strategy


W e A r e O n e

61

50

ALL SHC STAFF

lsquoWe are Onersquo Communication (Articles contributed

by respective HOD)

Monthly Newsletter

lsquoWe are Onersquo

Quarterly Email from the CEO

about SHC Financial

Performance

lsquoWe are Onersquo Newsletter Content

bull CEO Message

bull SHC Long Term Plan

bull Current News

bull New Improvement

bull Success Stories

bull Happy Birthday

bull Getting to know a new staff

bull lsquoWe are Onersquo activities

bull Service Excellent Corner (Mystery Shopping Results Telephone Manners)

bull List of Outstanding Staffs

bull Puzzle Corner

bull Contribute Your Idea Corner


W e A r e O n e

61

51

Using GE Workout Methodology It Began at GE

Originally conceived by Jack Welch in late 1980rsquos to drive ldquospeed simplicity and

self-confidencerdquo throughout GE ndash after years of restructuring

Focused first on reducing bureaucracy and unnecessary work (ldquotake work out of

the systemrdquo)

Soon applied to process improvements developing new business opportunities

disseminating best practices integrating acquisitions and accelerating change

Used extensively with GE customers and suppliers to strengthen the value chain

Produced hundreds of millions of dollars in results

lsquoNow considered part of the GE culture ndash the way people solve problemsrsquo

62 Internal Communication

A c h i e v i n g B u s i n e s s T a r g e t s

52

Work-Out Process ndash High Level

Bring people together

Brainstorm solutions

Give them a challenge Implement

and review

Present recommendations

Start

Purpose of the Workout is to leverage associates to identify and implement solutions in a relatively quick manner with the support of an Executive Champion



Make decisions at Town meeting

53

People

Involve the people who are the closest to the process

Also external parties (suppliers customer dealers etc) if necessary

Best source for potential improvements

Results

Focus on tangible results

Show success with ldquostretch resultsrdquo

Speed

Fast action planning and decision making

ldquoYes rdquo or ldquoNordquo are the only answers

Apply a culture of fast implementation

Cooperation

Tear down organizational and mental barriers

Establish better communication and open new communication channels

Trust and Capacity

Build successful projects and develop capabilities and confidence of people to get things

done

Applying GE Workout the benefits to SHC



54

Three Elements of a Work Out Session

Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session

2 ndash 3 weeks 1 - 3 days 3 ndash 4 months

Set goal and select challenge

together with Management

contract on design and goal

Prepare Event

Invite Participants

Prepare people for roles and

responsibilities

Collect Data (eg As Is Mapping)

Kick-Off by Mgmt

Review DataProcessAssumption

Identify Concerns

Brainstorm Solutions

Select best ideas with highest

impact

Detail Ideas (work plan riskshellip)

Mgmt takes YesNo decision

Move into action with

Implementation of approved quick

wins and projects

Track progress with review session

together with Mgmt

Coach people

Deliver measurable results

Build on learnings

Recognize Success

Conduct Implement

Identification of Business Opportunity

2 ndash 4 Teams work on the challenge given to them from Mgmt

resulting in several recommendationshellip



55

Brainstorming

(2 ndash 4 Teams Brainstorm on different Areas how to improve them)

Management Kick Off of the Work Out

Gallery of Ideas (Select the best 3-5 Ideas from each group)

Selected Ideas are developed in more detail

(Create decision basis for sponsor )

Town Hall Meeting (Recommendations are presented and sponsor(s) make a yesno decision)



Essential phases of Work Out Sessions

56

WWoorrkkOOuutt

TToowwnn MM eeeettiinngg RReeccoommmmeennddaattiioonn FFoorrmm 11

WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57

Weekly Team Review Meetings

Weekly Team Meetings should be held by the Team Leader with the

implementation team (If there is a champion he would participate as well)

1 Review Project Plan

2 Track progress and capture problems and risks

3 Discuss how to deal with problems and risks and include actions in project

plan

4 Clarify need for support and decisions

5 Set up a open issue list for things which are not captured in the project

plan but need to be handled eg by the team leader together with

sponsor

6 Distribute Weekly Status Report (Sponsor Consultant Champion other

Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789

E-mail kokpeowgmailcom

Preface

On 23 December 2009 the Star reported

ldquoThe property sector may experience an oversupply next year due to a burst of launches from developers that have been held back since the start of the global economic crisisrdquo

Association of Valuers Property Managers Estate Agents and Property Consultants in the Private Sector Malaysia (PEPS) president James Wong said developers would need to come up with

ldquocreative waysrdquo to maximise salesrdquo

Dennis Ooi

bull Creative Ways +

SHC

bull Existing Practices =

SHC Sales

bull Maximized

2

Limitation


3

Agenda


Maximized Sales

The Right Focus

Marketing

Strategy

Intelligence

Gathering

Targeted

Marketing

Plan

Fortifying

Connecting

Customers

Appealing

Marketing

Materials

Internal

Communicat

ion










1

2

3

4

5

6

4

Marketing Strategy








Joint Marketing





1

13

12

11

5

The Creative Brief








Excellence


11

6


bull Uniform styles




The Creative Brief


11

7

ABC



Sponsorships CSR















11

8



Employer Branding

Seminars








Example from Others

1) DLF Ltd




3) CapitaLand Ltd



for Peoplerdquo





11

9


Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Limitation


3

Agenda


Maximized Sales

The Right Focus

Marketing

Strategy

Intelligence

Gathering

Targeted

Marketing

Plan

Fortifying

Connecting

Customers

Appealing

Marketing

Materials

Internal

Communicat

ion










1

2

3

4

5

6

4

Marketing Strategy








Joint Marketing





1

13

12

11

5

The Creative Brief








Excellence


11

6


bull Uniform styles




The Creative Brief


11

7

ABC



Sponsorships CSR















11

8



Employer Branding

Seminars








Example from Others

1) DLF Ltd




3) CapitaLand Ltd



for Peoplerdquo





11

9


Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Agenda


Maximized Sales

The Right Focus

Marketing

Strategy

Intelligence

Gathering

Targeted

Marketing

Plan

Fortifying

Connecting

Customers

Appealing

Marketing

Materials

Internal

Communicat

ion










1

2

3

4

5

6

4

Marketing Strategy








Joint Marketing





1

13

12

11

5

The Creative Brief








Excellence


11

6


bull Uniform styles




The Creative Brief


11

7

ABC



Sponsorships CSR















11

8



Employer Branding

Seminars








Example from Others

1) DLF Ltd




3) CapitaLand Ltd



for Peoplerdquo





11

9


Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Marketing Strategy








Joint Marketing





1

13

12

11

5

The Creative Brief








Excellence


11

6


bull Uniform styles




The Creative Brief


11

7

ABC



Sponsorships CSR















11

8



Employer Branding

Seminars








Example from Others

1) DLF Ltd




3) CapitaLand Ltd



for Peoplerdquo





11

9


Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


The Creative Brief








Excellence


11

6


bull Uniform styles




The Creative Brief


11

7

ABC



Sponsorships CSR















11

8



Employer Branding

Seminars








Example from Others

1) DLF Ltd




3) CapitaLand Ltd



for Peoplerdquo





11

9


Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



bull Uniform styles




The Creative Brief


11

7

ABC



Sponsorships CSR















11

8



Employer Branding

Seminars








Example from Others

1) DLF Ltd




3) CapitaLand Ltd



for Peoplerdquo





11

9


Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789




Sponsorships CSR















11

8



Employer Branding

Seminars








Example from Others

1) DLF Ltd




3) CapitaLand Ltd



for Peoplerdquo





11

9


Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789




Employer Branding

Seminars








Example from Others

1) DLF Ltd




3) CapitaLand Ltd



for Peoplerdquo





11

9


Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



Web design








About SHC




News




Customer Services


11

10




Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789





Slides Show

Latest Projects










Latest Campaign





11

11







helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789








helpful



Excellence


12

12


Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



Private Hospitals




5Star Hotels

Targeting Tourists




Targeting Tourists



Banks













12

13





12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789






12

14

ABC











Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789












Programs


Excellence


13

15


Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



Marketing Database


Customer

Transactions

Marketing Staff


Phone Web

Appended Data amp

Modeling

Customer Service

Web Site









13

16


to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



to buy













13

17



General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789




General Goals










Welcome Kit


Extending the

Dialogue Newsletter


Multiple Properties



Winrdquo Programs



13

18
















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789

















13

19

Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Newsletter Content

bull New products

bull SHC awards





bull Event calendar

bull Sponsorships




bull SHC Insurance

bull Other Events





Newsletter Strategy





bull Frequency








13

20

Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Prospect Strategy


















bull Second home



bull Seminars





13

21




bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789





bull Q3 Second home


Woman Program









Second Home

















13

22

2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


2






Generating Ideas

21

22

23

24

23

Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Source





Households

Firms

Employment

Income

Revenue

Condomi

nium

Retail

Hotels

Office

Industrial


Expenditure

s



Income distribution

Social mobility

Lifestyle Changes

Saving

Attitudes to work

and leisure

Consumerism

Levels of education

Economic factors

Business cycles

GNP trends

Interest rates

Money Supply

Properties supply

Inflation

Price of building

material

Unemployment

Disposable income

Demand


21

24

Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Condomi

nium

Retail

Hotels

Office

Industrial


(standing stock)
















Supply

21

Source






25

Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Source


























26

SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


SHC Competitor A


Cash flow






Skilled employees






SHC Competitor A















27

SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


SHC

Competitor A




Web Information



upgrades offered


and materials





28


Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



Source



Mystery shopping


29



Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789




Damansara



Example


30

DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


DEMOGRAPHICS


Age 32+




PSYCHOGRAPHICS




MEDIA USAGE









31

Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Observ

e









Solv

ing a

Pro

ble

m





Explo

re w

ith F

ocus G

roup





Feasib

ility S

tudy






32


New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



New

Busin

ess C

oncept







Need Identified

Unfocused












Channels of supply




33

Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Observ

e


Solv

ing a

Pro

ble

m









Explo

re w

ith F

ocus G

roup

bull Tenants

bull Movers


bull Residents



34

Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Local Busin

esses












bull Lock Smith

bull Pet Sitting








Dennis Ooi



012 2082789

dennisshcsbcommy

Town Services

Emergency Services

Area Hospitals


SHC advertising fee

24



Our potential

customers

35

Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Implementation


Mark

eting P

lan

Dennis Ooi


36


37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



37

Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Sales Measurements

bull No of Leads







Market Reports


Impact assessm

ent





38

4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


4




41

42

39


Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



Proof

Visual Aids

Dramatization

Demonstration



Ask questions


Use visuals

Use demonstrations



41

40


Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



Proof


Demonstration

The product




Order forms








The guarantee

Testimonials


SHC provides

excellent

services

41


Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



Proof


Demonstration


Watch video clips


Show the product






42

Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Rapport

Sympathy

Empathy

Emerging Identities


an to H

um

an R

ela

tio

nship










43

5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


5

Designing

Virtual Sales Agent


51

52

44








bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789









bull Chunking



bull Queuing




bull Filtering




D e s i g n i n g

51

45

bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


bull Need to agree







D e s i g n i n g

51

The way people see

bull Visual

bull Caption

bull Headline

bull Copy


information)

Appeal to the need





bull Need to escape




Example

46



Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789




Brochure


D e s i g n i n g


51

47

Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Dig

ital sig

nag

e


Str

ate

gic

Lo

cati

on


ell A

dverti

sem

en



SH

C C

orp

orate

Vid

eo



Vir

tual T

ou

r




touches the screen





48

6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


6

We Are One



61

62

49











Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789












Strategy


W e A r e O n e

61

50

ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


ALL SHC STAFF


by respective HOD)

Monthly Newsletter



about SHC Financial

Performance


bull CEO Message


bull Current News



bull Happy Birthday





bull Puzzle Corner



W e A r e O n e

61

51





the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789






the systemrdquo)








52





and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789






and review


Start





53

People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


People




Results



Speed




Cooperation



Trust and Capacity


done




54


Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789



Define Challenge

Rapid Results

Rapid Results

Quick Hits

Quick Hits

Design

Work-Out Session





Prepare Event

Invite Participants


responsibilities


Kick-Off by Mgmt


Identify Concerns



impact





wins and projects


together with Mgmt

Coach people


Build on learnings

Recognize Success

Conduct Implement






55

Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Brainstorming










56

WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


WWoorrkkOOuutt


WorkOut Topic

Recommendation

Payoff

Possible

RiskCosts

Method of

Tracking Progress

Key Steps to 1

Implement 2

3

Responsibility



Recommendation

template

57







plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789








plan




sponsor


Team Leadershellip)



58

Dennis Ooi Kok Peow

Tel 012 2082 789


Dennis Ooi Kok Peow

Tel 012 2082 789


Business development

Business

Transcript of Business development