All we need to do is to sell to our existing customers

Every Juan must have a prepaid memorial service

This morning, I was discussing with the former President of PNB, a commercial bank, and BCDA who was in discussion with President of a Preneed Plan company.  They tied up with Heritage Memorial Park.  They sold pre paid plans to the buyers of Heritage Memorial Park.

Now they are cash rich and do not know what to do with their cash holdings.   I wish we had the same problem.

And all that they did is to have a joint business with a single memorial park.  How about us.?

All we have to do is to sell to our existing customers and experience the same kind of growth and prosperity just like the company mentioned here.

Our CRM, our Sales Admin can do a lot to sell to many of our existing customers.  We have to improve though our customer service delivery and delight the customers always.

WHAT IS THE BUSINESS OPPORTUNITY?  Can we do the same?  

What to do next?

Jorge  U. Saguinsin

The Holy Gardens Group - "THE MEMORIAL EXPERTS"

How Philplans did it? Growing business from Heritage Customers  through their Pamana positioning:

Helping countrymen PLAN for their DESTINY

How they are doing it?  We can learn more from them


Rizal Philippines
January 13, 2017

Remember the earlier post we made, the history by Chairman Arsenio Bartolome III how Philplans has money literally flowing out of its ears by doing business together with Heritage.   Philplans did a wonderful job of defining the need of the memorial services:  funeral and cremation and the benefits that they can get from Heritage

Philplans from Slideshare

1.  use of the chapel
2.  karuwahe
3.  special hearse
4,  flower car
The items like flower we mention are not there.  But the high price oozed of class and exclusivity.. Nothing is mentioned about plots of Heritage

The benefits

MEMORIAL BENEFITS Guaranteed Memorial Service Benefit  The guaranteed lump sum fund that will be used in rendering the memorial service in Heritage Park  Guaranteed annual increase of 5% of the Contract Price, one plan anniversary after the paying period.  Cash Difference Benefit

MEMORIAL BENEFITS Professional Administration of Memorial Services  Family Assistance Dept. (FAD) provides assistance in arranging and administering the details of the PhilPlans - Family Assistance Department 24/7 (including Heritage memorial service through holidays) Park. For Metro Manila: 403-5859, 8027344 Toll Free: 1-800-10-800-8888 the planholder’s family from the  Spares the planholder’s family from the harrowing ordeals of attending to funeral arrangements.

HERITAGE MORTUARY SERVICES CREMATION SERVICES MEMORIAL SERVICES  Pick-up of the deceased from the place of  Pick-up of the deceased from the place of death death  Mortuary Services (preparation  Mortuary Services (preparation & embalming) & embalming)  Casket  Casket  Urn  Floral Package  Cremation  Floral Package  Chapel Rental (3) Day Viewing  Food Package  Chapel Rental (3) Day Viewing  Food Package  Transporation: Hearse and Flower Car  Obituary Publications  Transporation: Hearse and Flower Car  Obituary Publications  Permits/Death Certificates  Thank You Cards, Registry Book, Event Management/Venue set-up, etc.  Permits/Death Certificates  Thank You Cards, Registry Book, Event Management/Venue set-up, etc

Cremation:

PREFERENTIAL RATE CUSTOMER Package Price Price w/ Senior Citizen Discount w/ Pamana Heritage P 240,000 P 192,000 package same as 340 of the Walk-in Walk In P 340,000 P 272,000 Regular rate Walk In P 550,000 P 440,000 Regular rate Walk In P 850,000 P 680,000 Regular rate Walk In P 1,300,000 P 1,040,000 Regular rate Walk In P 1,500,000 P 1,200,000 Regular rate Walk In P 1,800,000 P 1,440,000 Regular rate Walk In P60,000 P 45,000 Cremation only Walk In P 150,000 P 120,000 Direct Cremation w/ wake: Description Cremation, Urn, 3-day Viewing, No Casket

Preferential treatment and SC discount:

1. PREFERENTIAL TREATMENT Wake/Viewing: Chapels Free extension of the Viewing days and upgrade* from Regular Chapel (40 – 50 guests) to Premiere Chapel which can accommodate up to 150 guests. (*subject to the availability of the Chapel; reservation on a first come- first served basis)
2. 45. PREFERENTIAL TREATMENT Ceremonial Departure: Hearse Use of exclusive Hearse to transport remains within 20 Kilometer radius from Heritage Park Mortuary and Crematory to its final resting place anywhere in Metro Manila.
3. 46. PREFERENTIAL TREATMENT Ceremonial Departure: Flower Car Free usage of a single truck type vehicle for carrying the dearly departed's portrait and floral ornaments to lead the funeral / burial march (reservation on a first come-first served basis)
4. 47. PREFERENTIAL TREATMENT Ceremonial Departure: Family Car Free usage of a single chauffer-driven limousine type vehicle for the immediate family's use during the funeral / burial march (reservation on a first come- first served b

At the same time they mentioned the Philplans features (we are not defining that very well but their ppt accentuate that:

1.  The savings part  (the guaranteed 5% growth)

2.  No return of payments but new plan if the owner survives 40 years after purchase

3.  The CGLI:

        amortization deemed paid

        ADD benefits  two x ang benefits)

4  Pamana (Heritage benefits)  (like return)of payment except that there is no return of payment, merely new plan.  Wow

1. PAMANA ADVANTAGE Fully Paid New Life Plan  The chosen beneficiary of the planholder will be entitled to a fully paid new life plan  Planholder may assign this new plan to one beneficiary only using an Endorsement Letter
2. 37. PAMANA ADVANTAGE Fully Paid New Life Plan Condition 1:  If Planholder dies before age 65 and chosen beneficiary is within the acceptance age and is in good health  Beneficiary will avail of the additional Life Plan* *May be a Life plan or any existing Pre-Need product at the time of availment.
3. 38. PAMANA ADVANTAGE Fully Paid New Life Plan Condition 2:  If Planholder dies before age 65 and chosen beneficiary is no longer within the acceptance age and/or is not in good health  Beneficiary will be enrolled in a Pre-Need Plan* without insurance benefits *May be a Life plan or any existing Pre-Need product at the time of availment.

Wow.  We are thankful that Philplans shared this.  Otherwise we would have come out with sterile future product plans.  We can make our product more attractive and more useful this way.

We can improve our product more the more and beat the competition to the ground

Product Training - Pamana Heritage from manilawest