Guerilla warfare sales & marketing;

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Guerilla warfare sales & marketing; How to unleash the full potentials of your sales team and sales channels BY Ahyat Ishak and KC See

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PowerPoint PresentationGuerilla warfare sales & marketing;
How to unleash the full potentials of your sales team and sales channels
BY
Ahyat Ishak and KC See
The Guerilla knows where the enemy is, knows the terrain better
than the enemy and he knows where and when is the right time to
strike
Data is of little value unless it becomes relevant information
Information is the competitive edge when you have better information than
your competitors
YOU WIN
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Bilangan Dan Nilai Pindahmilik Harta Tanah Mengikut Subsektor Tahun 2001-2015 / Volume and Value of Property Transaction by Sub-sector year 2001-2015
Sektor / Sector
Development Land Lain-Lain / Others Jumlah / Total
Tahun Bilangan/Volu
2001 176,208 22,199.24 15,862 6,426.76 6,098 4,319.51 36,659 2,308.48 7,577 3,319.53 230 61.42 242,634 38,634.93
2002 162,269 21,136.74 17,048 6,443.90 6,010 3,838.64 37,071 3,229.37 8,755 3,892.34 241 102.31 231,394 38,643.29
2003 164,723 23,011.23 18,663 7,327.46 6,490 3,967.98 43,506 3,698.21 9,531 5,331.81 463 98.23 243,376 43,434.92
2004 195,243 29,295.75 24,212 10,950.56 7,818 5,834.07 53,906 5,474.67 11,650 8,305.13 383 103.34 293,212 59,963.52
2005 181,762 28,407.34 24,151 11,631.33 7,143 5,004.50 51,868 4,951.97 11,376 6,706.25 208 80.34 276,508 56,781.72
2006 182,555 29,446.88 25,687 11,520.13 7,186 6,037.28 56,624 6,213.67 11,526 8,307.76 319 73.23 283,897 61,598.94
2007 199,482 36,490.61 27,900 16,350.75 7,919 7,080.17 60,155 6,910.19 13,971 10,302.09 28 9.33 309,455 77,143.14
2008 216,702 41,303.97 31,749 16,615.92 8,126 7,897.42 68,954 8,512.11 14,702 14,009.46 7 2.97 340,240 88,341.84
2009 211,653 41,848.38 33,338 16,388.99 8,059 6,833.34 69,346 8,340.44 15,664 7,588.82 29 15.49 338,089 81,015.46
2010 226,874 50,654.16 39,798 23,840.26 9,838 9,829.83 81,054 11,377.83 18,922 11,611.18 121 126.29 376,607 107,439.55
2011 269,789 61,831.56 43,674 27,636.22 10,479 11,542.23 84,726 18,822.92 21,713 17,978.05 22 17.06 430,403 137,828.04
2012 272,669 67,762.20 41,082 27,792.16 9,984 12,005.93 80,679 14,278.87 23,029 20,955.30 77 50.47 427,520 142,844.94
2013 246,225 72,060.41 34,298 35,561.94 8,418 12,328.57 70,698 13,283.43 21,455 19,121.53 36 16.24 381,130 152,372.12
2014 247,251 82,059.59 35,528 31,835.06 8,100 14,509.42 72,104 12,723.37 21,040 21,702.04 37 144.90 384,060 162,974.38
2015 235,967 73,469.89 31,776 26,399.54 7,046 11,970.76 66,705 13,087.45 20,534 24,915.80 77 54.51 362,105 149,897.95
2016 235,967 73,469.89 31,776 26,399.54 7,046 11,970.76 66,705 13,087.45 20,534 24,915.80 77 54.51 320,425 145,408.00
1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016
Series1 148,200 164,000 168,270 178,050 217,540 251,890 270,530 274,750 186,080 225,890 240,060 242,630 231,390 243,380 293,210 276,510 283,900 309,460 340,240 337,860 376,590 430,400 427,520 381,120 384,060 362,105 320,425
Series2 - 10.7% 2.6% 5.8% 22.2% 15.8% 7.4% 1.6% -32.3% 21.4% 6.3% 1.1% -4.6% 5.2% 20.5% -5.7% 2.7% 9.0% 9.9% -0.7% 11.5% 14.3% -0.7% -10.9% 0.8% -5.7% -11.5%
(0)
(0)
(0)
(0)
Value
Bilangan Dan Nilai Pindahmilik Harta Tanah Mengikut Subsektor Tahun 2001-2015 / Volume and Value of Property Transaction by Sub-sector year 2001-2015
Sektor / Sector
Development Land Lain-Lain / Others Jumlah / Total
Tahun Bilangan/Volu
2001 176,208 22,199.24 15,862 6,426.76 6,098 4,319.51 36,659 2,308.48 7,577 3,319.53 230 61.42 242,634 38,634.93
2002 162,269 21,136.74 17,048 6,443.90 6,010 3,838.64 37,071 3,229.37 8,755 3,892.34 241 102.31 231,394 38,643.29
2003 164,723 23,011.23 18,663 7,327.46 6,490 3,967.98 43,506 3,698.21 9,531 5,331.81 463 98.23 243,376 43,434.92
2004 195,243 29,295.75 24,212 10,950.56 7,818 5,834.07 53,906 5,474.67 11,650 8,305.13 383 103.34 293,212 59,963.52
2005 181,762 28,407.34 24,151 11,631.33 7,143 5,004.50 51,868 4,951.97 11,376 6,706.25 208 80.34 276,508 56,781.72
2006 182,555 29,446.88 25,687 11,520.13 7,186 6,037.28 56,624 6,213.67 11,526 8,307.76 319 73.23 283,897 61,598.94
2007 199,482 36,490.61 27,900 16,350.75 7,919 7,080.17 60,155 6,910.19 13,971 10,302.09 28 9.33 309,455 77,143.14
2008 216,702 41,303.97 31,749 16,615.92 8,126 7,897.42 68,954 8,512.11 14,702 14,009.46 7 2.97 340,240 88,341.84
2009 211,653 41,848.38 33,338 16,388.99 8,059 6,833.34 69,346 8,340.44 15,664 7,588.82 29 15.49 338,089 81,015.46
2010 226,874 50,654.16 39,798 23,840.26 9,838 9,829.83 81,054 11,377.83 18,922 11,611.18 121 126.29 376,607 107,439.55
2011 269,789 61,831.56 43,674 27,636.22 10,479 11,542.23 84,726 18,822.92 21,713 17,978.05 22 17.06 430,403 137,828.04
2012 272,669 67,762.20 41,082 27,792.16 9,984 12,005.93 80,679 14,278.87 23,029 20,955.30 77 50.47 427,520 142,844.94
2013 246,225 72,060.41 34,298 35,561.94 8,418 12,328.57 70,698 13,283.43 21,455 19,121.53 36 16.24 381,130 152,372.12
2014 247,251 82,059.59 35,528 31,835.06 8,100 14,509.42 72,104 12,723.37 21,040 21,702.04 37 144.90 384,060 162,974.38
2015 235,967 73,469.89 31,776 26,399.54 7,046 11,970.76 66,705 13,087.45 20,534 24,915.80 77 54.51 362,105 149,897.95
2016 235,967 73,469.89 31,776 26,399.54 7,046 11,970.76 66,705 13,087.45 20,534 24,915.80 77 54.51 320,425 145,408.00
1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016
Series1 15,160.0 17,320.0 20,270.0 22,440.0 29,700.0 39,850.0 48,990.0 53,210.0 27,900.0 34,420.0 41,310.0 38,630.0 38,640.0 43,430.0 59,960.0 56,780.0 61,600.0 77,140.0 88,340.0 81,000.0 107,440. 137,830. 142,840. 152,370. 162,970. 149,900. 145,408.
Series2 - 14.2% 17.0% 10.7% 32.4% 34.2% 22.9% 8.6% -47.6% 23.4% 20.0% -6.5% 0.0% 12.4% 38.1% -5.3% 8.5% 25.2% 14.5% -8.3% 32.6% 28.3% 3.6% 6.7% 7.0% -8.0% -3.0%
(0.60)
(0.50)
(0.40)
(0.30)
(0.20)
(0.10)
What does the 2V’s indicate?
Market Activity
H 1
'2 0
Source: Property Market Report 2015, NAPIC (JPPH: MOF)
Source: Sr Dr Rahah Ismail, JPPH, 10th Malaysian Property Summit 2017 (23 Feb 2017)
Purchase of Residential
Source: Bank Negara Malaysia
Value: rm34.22 (23.39b)
Comm 21.3% (21.9%)
Industrial 1.1% (1.2%)
#wpkl
# Houses in prominent areas
#wpkl
# Landed property in proximity to LRT and MRT stations grew 10.5% to 20.0%
Source: Property Market Report 2015, NAPIC (pg 3)
#wpkl
Source: Property Market Report 2015, NAPIC (pg 3)
# High-rise property in suburb and proximity to MRT stations recorded capital appreciation
#wpkl
Source: Property Market Report 2015, NAPIC (pg 3)
# Rental market showed upward trend especially to those located along LRT and MRT
# Average rental yield for landed residential 2.0% to 3.8%, and for high-rise residential is 3.0% to 7.0%
#wpkl
# Property market in WPKL in general is enhanced by infrastructure (ie. HSR, MRT, DUKE) and mega projects (ie. Bandar Malaysia)
Source: Property Market Report 2015, NAPIC (pg 8)
#wpkl
Source: Property Market Report 2015, NAPIC (pg 9)
# Excitement in the property market with new shopping malls in several locations (ie. Cheras, Dsara Heights, KL)
What is Guerilla Marketing?
A marketing tactic in which a company uses surprise and/or unconventional interactions in order to
promote a product or service.
Guerrilla marketing is different than traditional marketing in that it often relies on personal
interaction and has a smaller budget, and it focuses on smaller groups of promoters that are responsible
for getting the word out in a particular location rather than on wide-spread media campaigns.
What does that entails?
1.Creating a difference
2.Relationship Building
3.Micro Marketing
Unconventional Interactions?
Unconventional Interactions?
Unconventional Interactions?
Unconventional Interactions?
In tough times, Change and Innovation is the key to your success and in some cases to survival!
1. Creating a Difference
Has your sales and marketing strategies and methods changed recently?
How much has it changed?
2, Relationship building
Make that sale Now Get to the kill we need to
eat tonight Which one is better? YOU may need both
Build for the future Wait for the harvest
What is the advantage of using Property Agents?
• No professional sales team?
• Relationship marketing is a strategy designed to foster customer loyalty, interaction and long term engagement.
• This customer relationship management (CRM) approach focuses, more on customers' retention and referrals than just customer acquisition.
3. Micro Marketing
Does your organization has a leaking pot? If you have spent quite a bit of money to bring in leads and prospects,
but if you don’t spend any time or resources to ensure a trained, competent and committed workforce;
then you are indeed busy pouring water into a leaking pot.