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Sales Plan for Dr. Edwards PRE-CALL ANALYSIS I. Company Profile * Advanced Nutritional Technologies (ANTECH) inc. Specializes in developing and marketing specialty bottled water products in Asia. ANTECH is dedicated to providing the highest quality products to meet the needs of its customers. II. INDUSTRY ANALYSIS * The preference for bottled water amongst middle- and high-income Filipinos increased due to the growing concern about the portability of tap water in the country.
Bottled water also benefited from the on-going health and wellness trend, as health-conscious consumers perceived these products, whether still or functional, as better and healthier alternatives to other non-alcoholic beverages. III. COMPETITOR’S ANALYSIS Product| Price| Promotion | Features| Dr. Edwards| 270ml-24. 50 pesos750ml-44. 50 pesos| * 10 box orders 1 box for free * Flyers and posters for additional marketing| Medical Grade Water Treatment Before bottling, Dr.
Edwards’??? water is first treated to remove all toxic metals, chemicals, and micro-organisms through the use of a medical grade water pretreatment and distillation process. Autoclave Sterilization of Bottle and Water After distillation and bottling, each bottle of Dr. Edwards??? undergoes additional process of medical grade sterilization to ensure that all microbiological contaminants are destroyed. Uncompromised Quality Assurance Dr.
Edwards??? is manufactured by Euro-Med Laboratories, an International manufacturer of sterile intravenous (IV) solutions and the leading manufacturer of sterile IV solutions in the Philippines. Shatter Resistant Bottle Material Reduces the risk of injury from bottle breakage and allows for high temperature heating. No Extra Handling Designed for single use consumption to reduce the risk of potential contamination from additional storage and handling. | Absolute| 330ml-10 pesos500ml-12. 95 pesos1000ml-23. 50 pesos1500ml-31. 50 pesos2000ml-44. 0 pesos5000ml-64. 50 pesos6000ml-69. 50 pesos | * TVC * Posters * Discounts by bulk orders| *Goes through state-of-the-art distillation process employing vapor compression and ozonation to ensure superior and consistent water quality. *First bottled water company to receive NSF certification *IBWA member| Wilkins| 330ml-11 pesos500ml-15 pesos1000ml-24. 50 pesos1500ml-29. 50 pesos2000ml-44. 50 pesos4000ml-64. 50 pesos6000ml-69. 50 pesos| * tvc * posters * discounts by bulk orders| When it comes to distilled water, Wilkins is the leader.
It has no chlorine & other organic compounds that produce cancer-causing substances. In fact, it is processed according to the Code of Hygienic Practices and has been tested to comply with the strictest specifications and standards for packaged water of The Coca-Cola Company, Bureau of Food and Drug (BFAD), Philippine National Standards for Drinking Water (PNSDW) and the Asian Bottled Water Association (ABWA). | Product| Price index| Dr. Edwards| 270 ml-100% 750ml-100%| Absolute| 330ml-41% 1000ml-55%| Wilkins| 330ml-45% 1000ml-53%| PRESENTATION OF THE PRODUCT I. Composition made from 100% sterilized water II. Indication * Dr. Edwards is ideal for those who require higher safety standards in drinking water quality. Dr. Edwards??? is recommended for infants and young children, elderly, immunocompromised, and pregnant women. III. Features and Benefits | | MAXIMUM SAFETY| Medical Grade Water Treatment| * Before bottling, Dr. Edwards’??? water is first treated to remove all toxic metals, chemicals, and micro-organisms through the use of a medical grade water pretreatment and distillation process. | Autoclave Sterilization of Bottle and Water| After distillation and bottling, each bottle of Dr. Edwards??? undergoes additional process of medical grade sterilization to ensure that all microbiological contaminants are destroyed. | Uncompromised Quality Assurance| * Dr. Edwards??? is manufactured by Euro-Med Laboratories, an International manufacturer of sterile intravenous (IV) solutions and the leading manufacturer of sterile IV solutions in the Philippines. | Shatter Resistant Bottle Material| * Reduces the risk of injury from bottle breakage and allows for high temperature heating. No Extra Handling| * Designed for single use consumption to reduce the risk of potential contamination from additional storage and handling. | | | | ADDED NUTRITION | | Fluoride Fortified| * Promotes healthy teeth development and prevents tooth decay by strengthening tooth enamel and aiding in remineralization. | Safe Fluoride Levels| * Fluoride levels are safe for use by infants and young children as recommended by: * American Dental Association * American Academy of Pediatrics * American Academy of Pediatric Dentistry | | | ULTIMATE CONVENIENCE | Ready to Use| * No extra boiling or handling required. Each bottle of Dr. Edwards??? is certified sterile and ready to use providing the user with convenience and uncompromised safety. | Volumetric Markings| * Facilitates accurate measurement for determining fluid intake. | Ergonomic Design| * Specially designed bottle for easy grip and handling for all ages in a size that is easy to carry anywhere. | ??| | | | | | IV. SKU’S and Price * Dr. Edwars comes into sizes 270ml for 24. 50 pesos and 750ml for 44. 50 pesos V. Promotional offering Buy 10 boxes get one box for free, putting up posters and flyers for additional marketing. VI. Marketing Strategy * The product offers the name Dr. Edwards for this product is 100% sterilized water. Here are some testimonials of our satisfied customers. Testimonial from Mrs. Espie Victorino, Chemical Engineer, of Quezon City. Home Delivery Customer from June 2006 ??? Present. | Meg is our only child, a gift from God. I gave birth to her after eleven (11) long years of marriage. Of course, my husband and I gave her the best distilled water we thought was.
Until Meg contracted amoebiasis when she was 2 years. It was very painful for a mother to see how her only child is suffering. We started to search for the best water for her. We never knew about Dr. Edwards Sterilized Drinking Water until Dr. Loi Toedoro, meg’s pediatrician, recommended it. Thank God, since then, our daughter Meg became healthy and strong after using Dr. Edwards for more than a year now. We are very much contented with the product and with their friendly and accommodating Customer Service Representatives. We are planning to use Dr. Edwards for a lifetime. | | Testimonial from Mrs. Josephine Tolentino of Cainta, Rizal. Home Delivery Customer from October2006 ????? Present. | I am a mother of 40. Joseph is my only child and I want to give him the best. Since birth, he has been using Dr. Edwards Sterilized Drinking Water because I believe that a big contributory factor to a baby’s good health is water. I have tested and proven about the safety of Dr. Edwards and as a mother, I am proud to say that my child has never contracted diarrhea and other water-related illnesses which most babies are experiencing.
I will never put my son’s health at stake because good health is wealth. So to all the moms and moms-to-be, I highly recommend the only sterilized water in the country. Try it and you won’t regret it. | | | Sales Spiel for Dr. Edwards Selling Process| Discussion| Pre ??? Call analysis| Name of Buyer/Account: Mercury DrugNumber of Branches: 800 Branches nationwideName of Buyer: Choi LimIndustry Analysis: The preference for bottled water amongst middle- and high-income Filipinos increased due to the growing concern about the portability of tap ater in the country. Bottled water also benefited from the on-going health and wellness trend, as health-conscious consumers perceived these products, whether still or functional, as better and healthier alternatives to other non-alcoholic beverages. Discussion of Objective: present the features benefits and advantage of Dr. Edwards including the price. to offer audio visual of the product to all stores and put up posters and flyers for additional marketing. To offer 1 free box per order. Negotiate entry of 10 boxes to all the stores of Mercury Drug.
Desired Outcome: 10 boxes per store of all the stores of Mercury Drug nationwide. | Approach/Intro| Good Morning Sir, my name is Rizzele Razon from Advance nutritional technologies company and I would like to get a few minutes of your time to introduce our Product which is called Dr. EdwardsSample Questions:1. Would you consider a new approach for sterilized/distilled drinking water? 2. How is the strength of your traditional sterilized/distilled drinking water in terms of sale? 3. Would you consider making it available in all your stores?
Answers: 1. Maybe depending on your presentation. 2. So far it’s doing satisfactory. 3. Maybe depending on the terms and conditions. | Sales Presentation| Dr. Edwards Sterilized Drinking Water Dr. Edwards is a special class of bottled water designed for people with the highest safety needs in drinking water quality. Each bottle of Dr. Edwards undergoes medical grade water treatment and sterilization to ensure 100% sterile water, free from bacteria, viruses, parasites, and harmful chemicals. Demonstration| We have a Multimedia presentation for you so you can fully understand what can our product has to offer and we also have samples so you can try our product. | Resolving Concerns/Handling Concerns| Possible Concerns: because of the high price your product will have slow pacing in the market. Resolution: we will provide all your stores with audio visual so that customers will be aware of the features, benefits and advantages of our product and we would also put posters and flyers for marketing purposes.
Possible Objections: Your product cost high than our traditional distilled/sterilized drinking water. Resolution: even though our product cost much more than your traditional distilled/sterilized drinking water you can offer them at all your stores and as you seen in our Multimedia Presentation the big difference between your existing sterilized/distilled and our product and as a bonus if you buy 10 boxes we will give you 1 box free of charge. | Close the Sale| Let me summarize what we have discussed …With all the benefits I have presented to you about Dr.
Edwards would you prefer to order 10 boxes per store? Thank you very much for your time Mr. Lim and I am very happy for this 1st order. | Post Call Analysis| The strength of the presentation is that I was able to allow Mr. Lim to order even the product is new and has a high price however since the product is expensive the company decided to give premiums so I could close the sale. An area for improvement is to maintain orders in all the branches of Mercury Drug Stores. |