imperial tacloban
TRANSCRIPT
-
8/18/2019 Imperial Tacloban
1/60
Chapter 1
INTRODUCTION
BUSINESS BACKGROUND HISTORY
Business Name : Imperial Appliance Business Plaza
Business Type : Corporation
Business Address : RCT Building, Real Street, Tacloban City
Contact Number : !"#$ "%#&!""'
Imperial Appliance (la)a started as a single proprietors*ip but a
+amily partners*ip in contet by Tiu Te- .ian on August /, '012 in Iloilo
City3 It became success+ul and generated a big income t*at
encouraged t*em to con4ert it into a corporation on 5arc* '0/% and
made its branc*es in Roas City, Bacolod and .alibo and t*e entire
region 6I, and later +ocused on putting up branc*es in 5indanao areas3
In '007 t*ey started to put up in 8u)on area3 Currently Imperial
Appliance Business (la)a *as 20 branc*es nation9ide3
T*e company or t*e Imperial Appliance Business (la)a
en4isioned itsel+ to be t*e leading distributor o+ appliances and
+urniture in mar-eting nation9ide3 T*e company 9as already
establis*ed based on t*e good per+ormance o+ t*e business and
continues success in many years3 Indeed t*e company 9ants to
pro4ide ecient ;uality ser4ice to its customers all o4er t*e country3
T*e company is -no9n as t*e distributor o+ aA Tacloban Branc*(age '
-
8/18/2019 Imperial Tacloban
2/60
and braded appliances and +urniture in t*e (*ilippines3 T*e company is
o
-
8/18/2019 Imperial Tacloban
3/60
places buying t*eir needs3 T*ey al9ays ta-e good care o+ t*eir
customers3 T*ey al9ays assist you and introduce to you e4ery product
you 9ant and need3 T*ey sell products t*at *a4e *ig* ;uality and *a4e
-no9n brand names3 urt*er, t*ey al9ays assure t*at you get 9*at
you deser4e3 T*eir main concern is customer satis+action3
Imperial Appliance (la)a is a start&up company in Tacloban City
t*at operated +or '7 years 9it* its 4ariety o+ products to t*e people o+
Taloban City and t*e rest o+ t*e 8eyte pro4ince3 5ar-eting is critical to
its success and +uture protability3 Imperial Appliance (la)a o
-
8/18/2019 Imperial Tacloban
4/60
Purpose an !ission
A purpose and mission statement is a companys articulation to
its customers, employees and t*e entire 9orld o+ t*e purpose o+ its
eistence3 Ob4iously, businesses eist to ma-e money, maimi)e
prots and s*are*older 4alue, but t*e mission statement is more about
t*e +ront line t*an t*e bottom line3 T*at said, in order +or a business to
be success+ul, it *as to *a4e a clear and broad mission t*at resonates
9it* t*e public and tells t*em 9*y it 9ould be benecial to do business
9it* your company3
5ission statements generally include a statement o+ purpose, a
business statement, and an indication o+ t*e companys 4alues3 T*e
statement o+ purpose eplicitly states t*e purpose o+ t*e company3 T*e
4alues portion o+ t*e statement tal-s about t*e common 4alues s*ared
t*roug*out t*e company and *o9 t*ose common 4alues contribute to
t*e nal product3
An ideal mission statement s*ould be inspiring to employees3
T*e statement brings a certain +ocus to t*e sta< as t*e purpose o+
t*eir 9or- crystalli)es and t*ey are able to see t*e 4alue o+ t*eir
contribution3 e9 t*ings in li+e are as +ullling as t*e -no9ledge t*at
you are contributing somet*ing greater t*an yoursel+3 T*e mission
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age 2
-
8/18/2019 Imperial Tacloban
5/60
statement s*ould allo9 eac* employee to see t*eir o9n personal role
in t*e rms success3
“To become one of the leading appliance centers in TaclobanCity
serving the customers with quality appliance and furniture at lowest price,
and competitive service”
Purpose o" !ar#e$in% Plan
Marketing Plan
A plan is a 9ay o+ ac*ie4ing somet*ing3 A mar#e$in% plan& is a
business document 9ritten +or t*e purpose o+ describing t*e current
mar-et position o+ a business and its mar-eting strategy +or t*e period
co4ered by t*e mar-eting plan3
A mar-eting plan *elps t*e business establis*, direct and coordinate its
mar-eting eA Tacloban Branc*(age "
-
8/18/2019 Imperial Tacloban
6/60
t*ey use to determine success3
T*e purpose o+ mar-eting plan is to build a customer base and
determine any opportunities to ma-e a prot3 5ar-eting plan 9ill *elp
t*e management manage t*eir proEected epenses and possible
proEected income and 9ill also *elp dene times o+ nancial outlay so
t*at 9*en t*ose lulls arri4e t*ey arent unepected3 It *elps t*em also
to dene t*eir mar-et, identi+y t*eir customers and competitors,
outline a strategy +or attracting and -eeping customers, and to identi+y
and anticipate c*ange3
Clarity in direction is one o+ t*e maEor benets o+ a mar-eting
plan3 It 9ill decide not only 9*en to ad4ertise, but *o9 and to 9*om3
(lanning is a -ey point and a core business principle t*at 9ill
*elp determine t*e +uture o+ your business and at t*e core o+ your
business is t*e mar-eting plan3 Its not Eust t*e nis*ed mar-eting plan
t*at 9ill *elp you, but t*e t*oug*ts you 9ill encounter 9*en 9riting t*e
plan and t*e obstacles you 9ill o4ercome in t*e process 9ill *a4e a
maEor eA Tacloban Branc*(age 7
-
8/18/2019 Imperial Tacloban
7/60
Re%ional !ana%er
Crei$ ' Collec$ion !ana%erBranc( !ana%er
Collec$orsAccoun$in% Dep$)
;uality *ome appliances, +urniture and oce e;uipments by pro4iding
ecellent customer ser4ices +or e4ery ilipino *ome and oces3
Mission
As a company, 9e commit to:
'3 (ro4ide reliable and ecient deli4ery o+ ser4ices to our
customers, suppliers and principals t*roug* massi4e
epansion and direct selling3
%3 5aintain good9ill and corporate prestige t*roug*
pro+essional selling, competiti4e pricing, pro4ide counseling
and competent tec*nical ser4ing3
#3 Create a people&and ser4ice&oriented 9or- en4ironment
t*roug* t*e pursuit o+ corporate 4alues o+ pro+essionalism,
*onesty, ;uality ser4ice, *ard 9or-, and dedication to9ards
total customer satis+action3
Imperial Appliance (la)a
ORGANI*ATIONA+ CHART
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age 1
-
8/18/2019 Imperial Tacloban
8/60
Sales Dep$)
,are(ouse Dep$)
-iel Sales Rep)
Chapter 2SITUATIONA8 ANA8FSIS
Situation analysis is a mar-eting term, and in4ol4es e4aluating
t*e situation and trends in a particular companyGs mar-et3 Situation
analysis is o+ten called t*e Ht*ree cGsH, 9*ic* re+ers to t*e t*ree maEor
elements t*at must be studied: Customers, companies, and
competitors3 T*e number o+ HcGsH is sometimes etended to +our, 4e,
or e4en si, 9it* HCollaborationH, HCompanyH, and HCompetiti4e
ad4antageH3
Anal.sis/ Curren$ Prouc$s
Product Attributes
*ile most establis*ed business *as more t*an one stream o+
re4enue, it is o+ten sales o+ products t*at contribute most to t*is cas*
Jo93 T*e products$ a company sells 9ill be a *uge +actor in 9*et*er
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age /
-
8/18/2019 Imperial Tacloban
9/60
t*ey succeed3 T*e rig*t product can propel any company to +ortune
and t*e 9rong product can ma-e e4en t*e most e*austi4e eA Tacloban Branc*(age 0
-
8/18/2019 Imperial Tacloban
10/60
01C
@6C 8T%7DF/>: t*is %7inc* 8CD T6
+G
A4ailable in: %'L & #%L,8CD (anel, MD5I Input,(C Input, .arao-e, USB Terminal, Sub9oo+eroutput Built in D6Dplayer
Tos(i2a
Tos*iba #1 R6 7#" D B8CD T6 (re4ie9
Re"ri%era$or
s
,(irlpool
Conura Condura 03!Cut5etallic Sil4erRe+rigerator, 5odel
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age '!
-
8/18/2019 Imperial Tacloban
11/60
CTD#!!5N
Kel3ina$or
Panasonic
(anasonic & NR3BU#!%6egerator SeriesBottom&5ount&ree)er 33
Airconditioners
ColinA4ailable in indo9type and split typeaircon 3"'3"*p,manual and remotecontrolled, t9odirection air 4ane
Conura
8=D display, turbo
mode, manual and9ireless, sleep mode1*r oA Tacloban Branc*(age ''
-
8/18/2019 Imperial Tacloban
12/60
Hi$ac(i
A4ailable in 9indo9and split type, 3"&%3!*p,
ree)ers Euro$e# 23!cub3+t&'!3"cub3+t,9it* inner glass door,interior lig*t, rollercaster, sa+ety -ey loc-,double 9ire bas-et
Mome T*eaters
01C '%!! 9atts, DTS,DD,(rologic II, USB Input,Ipod doc-, A5?5tuner, 5(#, 5A, A6, @(=D, 5(=2compatibility,(rogressi4e scan D6Dplayer 9it* 1%!p and
'!/!i upcon4ersionComponents @6C 5atte sil4er aest*etic 9it*blac- grilles, #"! 9atts totalpo9er *andling, #&CD play,program and ec*angesupport, etended supperbass tec*nology, # preset, #manual =P settings, li4esurround sound settings,auiliary input, independentsub9oo+er 4olume control,dual auto re4erse cassettedec-
=lectric ansComes in plastic madematerials and steel, %%!4, #speed, 0! degree rotation,6DS= % round pins plug,stand +an and des- +an,"!9atts po9er
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age '%
-
8/18/2019 Imperial Tacloban
13/60
as Sto4es # gas, gas o4en, t*ermostatcontrol, gas grill 9it*rotisserie? o4en lig*t, '!!Qporcelain enameled blac-body, glass top co4er, ##M$ "2D$ "!$
centimeters dimension,O4en dimension: ##M$ 2%D$ "!$ centimeters,203! 8iters capacity alsoa4ailable in 2 burners$
Rice Coo-ers S$anar
urnitures Dining Table
All +urnitures arelocally made blended9it* imported material,comes +rom Narra and5ola4e 9ood
Imperial Appliance Business (la)a is one o+ t*e 9ell -no9n
distributors o+ t*e mentioned products3 T*ey *a4e been selling t*ese
products +or about '7 years in Region 6III3 T*ey sell branded
appliances and +urniture and gi4e good ;uality ser4ice to its customers3
In +act, t*ey are one o+ t*e best sellers and -no9n because o+ its polite
s-illed staA Tacloban Branc*(age '#
-
8/18/2019 Imperial Tacloban
14/60
9ays to impro4e prots3 T*ese are t*at t*e business o9ner can cut
costs or sell more, or nd more prot 9it* a better pricing strategy3
5erely raising prices is not al9ays t*e ans9er, especially in a
poor en4ironment 9it* so many competitors3 Too many businesses
*a4e been lost because t*ey priced t*emsel4es out o+ t*e
mar-etplace3 On t*e ot*er *and, too many business and sales sta
-
8/18/2019 Imperial Tacloban
15/60
Re+rigeratorSamsung 21,00"3!!= '1,"0"3!!(anasonic %2,"003!!S*arp '/,00"3!!
Sanyo '!,#0"3!!=lectrolu #1,70"3!!as*ing 5ac*ineAstron 2,/!!3!!Samsung %%,00"3!!(anasonic Single$ 2,0003!! T9in$ '!,1003!!S*arp T9in$ '2,10!3!!
Competitors Price List
Prouc$ I!PERIA+ E!COR RHINE8CD T6 %",0!!3!! %2,1!#3!! %2,'223!!Mome T*eater /,20!3!! ",0%!3!! 7,00!3!!Re+rigerator singledoor$
'!,%"!3!! '",77!3!! '7,""23!!
Re+rigerator t9odoor$
'",00"3!! '0,!"/3!! %%,/103!!
ree)er '#,7/!3!! '#,7""3!! '2,"003!!as*ing 5ac*ineAuto$
'#,0/13!! '2,'//3!!
as*ing 5ac*ineT9in$
/,00!3!! /,2#%3!! /,7'03!!
D6D (layer ',00!3!! %,!'23!! #,'0"3!!Airconditionaire '#,00"3!! '0,#023!! '/,/"23!!Component '7,0003!!
Distribution
To e4enly and sa+ely distribute appliances to customers Imperial
Appliance (la)a simply yet strictly +ollo9s t*e +ollo9ing product
distribution3
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age '"
-
8/18/2019 Imperial Tacloban
16/60
!anu"ac$urer 4 SupplierImperial Appliance Plaza
Cus$omer
Figure __
Prouc$ Dis$ri2u$ion
Imperial Appliance (la)a is one o+ t*e appliance dealers in
Tacloban City eclusi4ely distributing ;uality products o+ most -no9n
brand around t*e globe3 Its products are directly ordered +rom
manu+acturers 9are*ouse and aut*ori)ed national dealer based in
5anila and Cebu3 (roducts are deli4ered to its main store s*o9room
located at Real Street Tacloban City3 rom its store, 9al-&in customers
bring 9it* t*em t*e appliances to t*eir respecti4e *ome and t*ats t*e
end o+ t*e distribution process3 In some case, products are course
t*roug* company sales agents +or processing o+ documents and
payments and deli4ered to customers respecti4e *ome as reJected
+rom deli4ery receipt3
Promotion
A promotional acti4ity t*at 9as *eld by Imperial Appliances (la)a
is t*roug* product cara4an and radio ads placement3 In terms o+ radio
ad4ertisement airing sc*edule depends on t*e proposal presented by
radio station representati4e according to terms and condition3 Non
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age '7
-
8/18/2019 Imperial Tacloban
17/60
proposal +rom radio station means no ad4ertisements3 5ost o+ t*e
time, radio ads is #! seconder and duration again depends on t*e
proposal3
Imperial Appliance (la)a depend its all year round promotion
+rom its agents t*at roam around 8eyte pro4ince and +rom 9ord&o+&
mout* o+ its satised customers3 T*ere also a product cara4an t*at
4isits nearby municipalities and e4en remote to9ns in 8eyte li-e
Burauen, @ulita, Tabon&tabon etc3
Anal.sis/ Curren$ Tar%e$ !ar#e$
A current target mar-et is a group o+ customers t*at t*e business
*as decided to aim its mar-eting eA Tacloban Branc*(age '1
-
8/18/2019 Imperial Tacloban
18/60
Target mar-et o+ appliance products is a general public, +rom '
year old to t*e oldest year o+ *uman -ind is a potential mar-et t*e
industry3 Mome appliances benets e4ery member o+ t*e +amily li-e
tele4ision, c*ildrens are +ond o+ 9atc*ing T6 s*o9s and mo4ies3
atc*ing mo4ies it does not *appen 9it* tele4ision alone a D6D player
is needed3 Re+rigerators contribute a lot to t*e 9*ole +amily +rom
preser4ation o+ +oods to delicacies and deserts including cold 9ater
and Euices t*at re+res*es e4eryone3
Target mar-et are +rom lo9 income +amily to *ig*est income
+amilies in 8eyte pro4ince including t*ose in Samar pro4inces and
Biliran pro4ince 9*o *as an access and mood to buy t*eir appliances
at Imperial Appliance (la)a3
Table 3
PRO0ECTED POPU+ATION BY -I1E5YEAR AGE GROUP AND SE68eyte (ro4ince
2000-2040
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age '/
-
8/18/2019 Imperial Tacloban
19/60
Source: %!!! Census&Based National, (ro4incial (opulation (roEections, NSO
Table abo4e presents t*e si)e o+ t*e target mar-et +rom year
%!!! up to %!2!3 It is clear t*at potential mar-et in continuously
increasing e4ery year3 Target mar-et at present t*at ages '"&'0 in
t*ree years time t*ey probably *a4e t*eir o9n +amily, t*ere+ore t*ey
9ill start in4esting or buying appliances +or t*eir +amily3 T*is scenario
clearly implies t*e potential gro9t* o+ appliance industry in t*e
Tacloban and 8eyte pro4ince in general3
Target mar-et +or appliances are ages ranging +rom '" years old
up to 1! years old3 Teenagers are no9 potential mar-et in terms o+
appliances, t*ey tend to become more tec*nology ent*usiast and
addicted broug*t about by tec*nology trend and competition3 T*is
gure 9ill ser4e as basis +or Imperial Appliance (la)a in de4eloping
greater mar-et saturation3
Table 4
+ABOR -ORCE AND E!P+OY!ENT STATUSO- HOUSEHO+D POPU+ATION
8eyte (ro4ince
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age '0
-
8/18/2019 Imperial Tacloban
20/60
Source: National Statistical Coordination Board, Tacloban City
Table 2 presents t*e comparati4e data o+ year %!!1 and %!!/, it
s*o9s t*e mar-et si)e o+ t*e employed and unemployed3 T*is data 9ill
ser4e as basis +or producing more appliances and mar-eting strategy
+or t*e net business year3
Demographic Profile
Figure 1Gender Profile
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age %!
-
8/18/2019 Imperial Tacloban
21/60
5ale emale
T*e abo4e grap* s*o9s t*at out o+ %"! sur4eyed potential
customers +rom Tacloban, Burauen, Dulag and Tanauan only #0Q are
5ale buyers 9*ile emale composed o+ 7'Q 9*o buy appliances and
+urnitures3
As gleaned on t*e grap*, +emales composed t*e *uge si)e o+
appliance customers it is simply maybe because +emales too- c*arge
t*e budgeting tas- +or t*e +amily, 9*ile most male are *esitant to do
t*ese c*ores3
T*e data s*o9s t*at mar-et segmentation o+ Imperial Appliance
(la)a Tacloban Branc* must +ocus on +emale community it is probably
because most +emales o+ *ouse9i4es does t*e nancial management
in t*e +amily3
Figure 2
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age %'
61% 39%
-
8/18/2019 Imperial Tacloban
22/60
Civil Status Profile
Single
5arried
As s*o9n in igure % Ci4il Status prole, most customers 9*o buy
appliances are t*ose married person 9*ic* is composed o+ /1Q o+ t*e
mar-et 9*ile single is only '#Q3
T*is only s*o9s t*at married person ac;uires t*ese appliances
+or t*eir +amily suc* as tele4ision, 9as*ing mac*ine, re+rigerator,
electric +an and any ot*er appliances t*at are 4ital in day to day li4ing
o+ t*e +amily3 Some singles in t*e sur4ey ages +rom %" years old and
abo4e3 According to t*ese singles t*ey boug*t appliances because o+
personal purpose and satis+action, t*ey 9ant some sou4enirs +rom
t*eir salaries or a good in4estment 9*ile t*ey dont *a4e +amily3
=4ery year number o+ couples is increasing t*is implies t*at
appliances 9ill ne4er be out in mar-et demand and contributed to
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age %%
87%
13%
-
8/18/2019 Imperial Tacloban
23/60
increasing potential mar-et3
Figure 3
Occupation Profile
%2Q
''Q
'7Q
"!Q
Ao4ernment =mployee (ri4ate =mployee Sel+ =mployed Not =mployed
As s*o9n in igure # abo4e not employed composed t*e big part
o+ t*e mar-et 9*ic* is "!Q, +ollo9ed by go4ernment employee 9it*
%2Q t*en sel+&employed 9it* '"Q and nally pri4ate employee 9it*
''Q3
rap* implies t*at not employed population includes t*ose
running t*eir little business, engaged in agricultural business, labor
+orce, transport sector, industrial sector3
T*e data implied t*at customers or buyers o+ ;uality appliances
are not t*ose 9*o are employed in pri4ate and public oces but also
t*ose running t*eir o9n business and e4en in labor sector3
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age %#
-
8/18/2019 Imperial Tacloban
24/60
T*is connotes t*at t*e mar-et is *uge enoug* and t*us need to
be penetrated in time to complete t*e mar-eting obEecti4es3
Figure 4
Monthly Income
",!!!&'!,!!!
'!,!!!&%!,!!!%!,!!!!,!!!
#!,!!!&2!,!!!
2!,!!!&abo4e
Customer income is also a +actor t*at aA Tacloban Branc*(age %2
8% 14%16%
26%36%
-
8/18/2019 Imperial Tacloban
25/60
mar-et must be penetrated by company sales agent because t*ey are
muc* capable o+ ac;uisition o+ ne9 appliances3
Figure 5
MARKET SHARE
Imperial
=5CORDu =- Sam
8=N 5ar-eting
R8 Appliance
igure " s*o9s t*e mar-et s*are o+ Imperial Appliance (la)a and
its competitors in Tacloban City3 A sur4ey 9as conducted by
researc*ers in di
-
8/18/2019 Imperial Tacloban
26/60
9it* %#Q, 9*ile Imperial Appliance (la)a *olds t*e #rd ran- 9it* %'Q
+rom '!" respondents, and t*e remaining '7Q 9*ere s*ared by
=5COR and DU =. SA5 9it* /Q eac*3 T*is is a big c*allenge +or t*e
business to capture t*e big s*are o+ its maEor competitor3
Lifestyle
8i+estyle is also a +actor t*at a
-
8/18/2019 Imperial Tacloban
27/60
competitors is t*at it sells a product t*at *as *ig* ;uality and at
aA Tacloban Branc*(age %1
-
8/18/2019 Imperial Tacloban
28/60
Biliran
=astern Samar
8eyte
Sout*ern 8eyte
T*e mar-et +or appliance products in 8eyte pro4ince alone is
*uge3 O+ +our 2$ pro4inces near 8eyte namely Biliran, =astern Samar
and Sout*ern 8eyte 7"Q o+ t*e total mar-et are in 8eyte 9*ic* is
e;ui4alent to #%%,"%1 as o+ %!'! and continuous gro9ing in number
e4ery year3 =astern Samar *as a total *ouse*old o+ #1",/%% and
Sout*ern 8eyte *as #77!,'7! *ouse*olds 9*ic* is bot* '"Q o+ t*e
total mar-et si)e 9*ile Biliran pro4ince *as 1'",!%" *ouse*olds
respecti4ely3
T*e grap* s*o9s t*at Imperial Appliance (la)a can still penetrate
at least '!Q o+ t*e total mar-et per pro4ince e4ery year since all o+
t*ese *ouse*old 9ill need appliances3 It is understandable t*at all
appliances epires it certain period o+ time depending on manner
usage t*ere+ore t*is needs to be replaced3
It is also clear t*at e4en up to time t*at t*is researc* is 9ritten
lot o+ appliance center eists and ser4e t*e mar-et +or years, yet
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age %/
5%15% 15%
65%
-
8/18/2019 Imperial Tacloban
29/60
Imperial Appliance (la)a can slice t*eir mar-et s*are by con4incing
t*eir customers to *a4e t*eir purc*ases at Imperial (la)a3
It is belie4e t*at *a4ing a dedicated aut*ori)ed sales agent per
area 9ill *elp introduce t*e business directly to t*e target mar-et3 In
e4ery congressional district t*ere s*ould be at least ' sales agent3
8eyte pro4ince alone *as " congressional districts, Samar *as 7, and
Sout*ern 8eyte *as %, 9*ile Biliran *as only ' congressional district, +or
a total o+ '2 districts3
Anal.sis/ Curren$ Dis$ri2u$ors Ne$7or#
In t*e 9a-e o+ increasingly complicated supply c*ains,
distribution net9or- design plays a -ey role in controlling t*e cost o+
doing business3 And, in a 9orld o+ s*rin-ing margins, controlling t*e
cost o+ doing business can be t*e +actor t*at puts you a*ead o+ your
competitors3
An optimal distribution net9or- is intelligently designed to
minimi)e costs by pro4iding t*e customer t*e rig*t goods, in t*e rig*t
;uantity, at t*e rig*t place, and at rig*t time3 In most organi)ations,
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age %0
-
8/18/2019 Imperial Tacloban
30/60
controlling distribution costs in4ol4es stri-ing a balance bet9een
9are*ousing and transportation3 *ile more distribution centers dri4es
do9n t*e cost o+ transportation, t*e opposite *olds true as 9ell3
Figure 1
Dis$ri2u$ion C(annel !oel o" Imperial Appliance Plaza
T*e diagram s*o9s a simple t*ree&le4el model o+ distribution
c*annel being +ollo9ed by Imperial Business (la)a3 As +ar as Imperial is
concern its products no longer passes t*roug* any distribution
c*annel3 T*ey are directly bringing t*e products to t*e end customers3
T*e sales agents are not c*annel but presented +or purposes o+
illustration t*at t*ey are Eust go&bet9een in +acilitating or negotiating
sales transactions but t*e products ne4er passes +or t*eir distributions3
Mo9e4er, as suppliers are concerned, Imperial Business (la)a is
ser4ing as c*annel o+ distribution3 At present Imperial Appliance (la)a
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age #!
Manufacturers or
Suppliers
Imperial Appliance
Business Plaza
Sales
Agents
Customers or
Clients
-
8/18/2019 Imperial Tacloban
31/60
*as =ig*teen '/$ acti4e sales agents all are +emale and T9enty&t9o
%%$ in&*ouse employee t*at composed o+ sales ladies, stoc-man and
accounting and management sta
-
8/18/2019 Imperial Tacloban
32/60
SUPP+IERS
TAC+OBAN !AIN O--ICE
OR!OC BRANCH BAYBAY BRANCH SA!AR BRANCH
Cus$omers
AGENTS
Cus$omers
AGENTS
Cus$omers
AGENTS
Street CITI Appliance Center and Rainbo9 Appliance at >amora Street
Du =- Sam Appliance Center at A4enida 6eteranos and len 5ar-eting
Inc at @ustice Romualde) Street Tacloban City3
All t*ese establis*ments oA Tacloban Branc*(age #%
-
8/18/2019 Imperial Tacloban
33/60
SUPP+IERS
TAC+OBAN O--ICE
Cus$omers AGENTS
len 5ar-eting distribution c*annel begins +rom suppliers3
(roducts are s*ip to Tacloban 5ain Oce 9are*ouse3 Upon re;uest
on una4ailability o+ stoc- in its branc*es products are to t*em3 rom
branc*es products are sold directly to customers and t*roug* t*eir
aut*ori)ed sales agents3
RHINE !ar#e$in% Prouc$ Dis$ri2u$ion C(annel
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age ##
-
8/18/2019 Imperial Tacloban
34/60
SUPP+IERS
TAC+OBAN !AIN O--ICE
RMIN= 5ar-eting distribution c*annel is simple direct c*annel3
(roducts are s*ip +rom 5anila or Cebu suppliers to Tacloban 5ain Oce
s*o9room3 (roducts are sold directly to 9al-&in customers3 Sales
Agents delegate t*e distribution o+ its products to customers in 4arious
places o+ 8eyte3 (roducts are deli4ered using RMIN= 5ar-eting
company deli4ery truc- or ser4ice 4e*icle3
E!COR Prouc$ Dis$ri2u$ion C(annel
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age #2
SAMAR BRANCHBAYBAY BRANCHORMOC BRANCH
-
8/18/2019 Imperial Tacloban
35/60
AGENTS AGENTS AGENTS
Cus$omers Cus$omersCus$omers
SUPP+IERS
TAC+OBAN !AIN O--ICE
=5COR distribution c*annel is similar to len 5ar-eting3 (roducts
are s*ip +rom 5anila or Cebu suppliers to Tacloban 5ain Oce
s*o9room3 Upon re;uest on una4ailability o+ stoc- in its branc*es
products are to t*em3 rom branc*es products are sold directly to
customers and t*roug* t*eir aut*ori)ed sales agents3
R+ Appliance Cen$er Prouc$ Dis$ri2u$ion C(annel
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age #"
SAMAR BRANCHBAYBAY BRANCHORMOC BRANCH
-
8/18/2019 Imperial Tacloban
36/60
AGENTS AGENTS AGENTS
Cus$omers Cus$omersCus$omers
R8 Appliance Center distribution c*annel is similar to len
5ar-eting3 (roducts are s*ip +rom 5anila or Cebu suppliers to Tacloban
5ain Oce s*o9room3 Upon re;uest on una4ailability o+ stoc- in its
branc*es products are to t*em3 rom branc*es products are sold
directly to customers and t*roug* t*eir aut*ori)ed sales agents3
Anal.sis/ Curren$ -inancial Coni$ion
inancial condition is t*e status o+ a rmGs assets, liabilities and
e;uity positions at a specic point in time, o+ten described in a
nancial statement3
Ta2le 88CO!PARATI1E -INANCIA+ REPORT
9:&: 9:&&
Imperial A( Annual ross Sales '/,%#',2!/3!!
%%,1/0,%7!3!!
Imperial =penses
• Cost o+ (roduct '!,0#/,/2"3!!
'#,71#,""73!!
• Transportation epense '!",7!!3!! '#%,!!!3!!
• Spare parts maintenance /7,2!!3!! '!/,!!!3!!
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age #7
-
8/18/2019 Imperial Tacloban
37/60
• Utilities =lectricity$ '0%,!!!3!! %2!,!!!3!!
• Allo9ances 17,/!!3!! 07,!!!3!!
• Oce Supplies '0,%!!3!! %2,!!!3!!
• Salaries epense ""%,!!!3!! 7!!,!!!3!!
•
(romotion =pense TOTA8 '',01!,/2"3!!
'2,/1#,""73!!
ROSS SA8=S 7,%7!,"7#3!! 1,0'",1!23!!8ess: Ta #!Q$ ',/1/,'703!! %,#12,1''3!!
NET Income ;9
-
8/18/2019 Imperial Tacloban
38/60
en4ironment to9ards success is to be one step a*ead o+ competitors3
One 9ay is to researc* ne9er products t*at t*ey may *a4e, or to *a4e
competiti4e prices and sales3
=ternal +orces is aA Tacloban Branc*(age #/
-
8/18/2019 Imperial Tacloban
39/60
page s*o9s t*e permits and licenses incurred by t*e company:
Table "
+e%al Documen$
Par$icularsAmoun
$Descrip$ion
BarangayClearance
'"!3!! T*is clearance is secured +rom t*e barangay9*ere t*e business is located as re;uired +orsecuring mayors permit
DTI BusinessNameRegistration
#!!3!!Business name registration 9it* DTI precedesall ot*er documents re;uired +or t*e business tooperate3 T*e registration is good +or 4e years
BIR Registration /!!3!!
T*is registration is re;uired to taation
purposes
5ayorGs (ermit2,1!!3!
!
T*is is a permit issued by t*e oce o+ citymayor allo9ing or granting t*e business tolegitimately operate in t*e city 9*ere it islocated
ire InspectionCerticate
2!!3!!Re;uired by t*e city be+ore a mayors permit isissued and as re;uired by la9s in compliance o+sa+ety measures
Sanitary Mealt*(ermit
%!!3!!Re;uired by t*e city be+ore a 5ayors permit isissued in compliance o+ *ealt* and sanitationmeasures
SSSRegistration
7!!3!!Re;uired by t*e social ser4ices oce +orpurposes o+ remitting social contributions o+employees and t*e business counterpart
Total (ermit and8icenses
1,'"!3!!
Anal.sis/ Summar.
T*e operating cycle o+ Imperial Appliance Business (la)a
commences on its ac;uisition o+ appliance and +urniture supplies +rom
diA Tacloban Branc*(age #0
-
8/18/2019 Imperial Tacloban
40/60
corporations in 9*ic* t*e company *as trading and nancial
relations*ips until company +ully collected t*e cas* sales 4alue o+ t*e
sold items3 Since, sales transactions is eit*er cas* or credit and t*e
terms o+ credit or installments last on an a4erage o+ '/ mont*s,
t*ere+ore, t*e operating cycle o+ business more or less on t*e a4erage
o+ one and one&*al+ year3 T*is cycle 9ould not a
-
8/18/2019 Imperial Tacloban
41/60
dont *a4e +amily3 =4ery year number o+ couples is increasing t*is
implies t*at appliances 9ill ne4er be out in mar-et demand3
Occupation prole presented t*at not employed composed t*e
big part o+ t*e mar-et 9*ic* is "!Q, +ollo9ed by go4ernment employee
9it* %2Q t*en sel+&employed 9it* '"Q and nally pri4ate employee
9it* ''Q3 Not employed includes t*ose running t*eir little business
and into agricultural business and comes +rom nearby municipalities3
Customer income is also a +actor t*at aA Tacloban Branc*(age 2'
-
8/18/2019 Imperial Tacloban
42/60
5AR.=TIN STRAT=F AND OB@=CTI6=S
5ar-eting strategy is a process t*at can allo9 an organi)ation to
concentrate its limited resources on t*e greatest opportunities to
increase sales and ac*ie4e a sustainable competiti4e ad4antage3
5ar-eting strategies ser4e as t*e +undamental underpinning o+
mar-eting plans designed to ll mar-et needs and reac* mar-eting
obEecti4es3 (lans and obEecti4es are generally tested +or measurable
results3 Commonly, mar-eting strategies are de4eloped as multi&year
plans, 9it* a tactical plan detailing specic actions to be accomplis*ed
in t*e current year3 Time *ori)ons co4ered by t*e mar-eting plan 4ary
by company, by industry, and by nation, *o9e4er, time *ori)ons are
becoming s*orter as t*e speed o+ c*ange in t*e en4ironment
increases3 5ar-eting strategies are dynamic and interacti4e3 T*ey are
partially planned and partially unplanned3
!ar#e$in% S$ra$e%.
Imperial Appliance (la)a is one o+ t*e prime appliance centers in
Tacloban City and in 8eyte3 Imperial Appliance (la)a build loyalty and a
great customer base by o
-
8/18/2019 Imperial Tacloban
43/60
mont*s3 T*ey can also a4ail 7 mont*s to %" mont*s installment
payment sc*eme3 A+ter sales ser4ice is also an ad4antage to buying
customers 9it* product and ser4ice 9arranty3
In t*e past +e9 years o+ operation since Imperial Appliance (la)a
opens its store are Real Street Tacloban City, mar-eting strategy t*at
9as adopted is relied on t*e suppliers?manu+acturers e
-
8/18/2019 Imperial Tacloban
44/60
Financial Efficiency
& To decrease epenses by "Q3& To increase net prot by '!Q annually3& To impro4e o4erall eciency as measured by t*roug*put3
& To impro4e o4erall producti4ity doing more 9it* 9*at you
*a4e$3
!ar#e$in% O2ec$i3es
Current Customer
& =pand sales to eisting customers3
& Increase customer retention3& Increase customer loyalty3& Cross sell eisting products?ser4ices to current clients3& Ac*ie4e and maintain outstanding customer ser4ice3& Current Customer: De4elop and use a customer database3& Current Customer: Anticipate +uture customer needs t*roug*
customer +eedbac-3
New Customer
& Introduce eisting products into a ne9 mar-et3& Introduce ne9 products to ne9 and eisting mar-ets3& Anticipate +uture customer needs t*roug* customer +eedbac-3& To epand sales to t*e global mar-etplace3
Chapter 4
TACTICA8 5AR.=TIN (RORA5S
Tac$ical Decisions/ Tar%e$ !ar#e$
Target mar-et in pro4ince o+ 8eyte is categori)ed by gender, ci4il
status, occupation, and mont*ly income3 Based on t*e nding o+ t*e
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age 22
-
8/18/2019 Imperial Tacloban
45/60
researc* sur4ey conducted most customers are composed o+ +emales
9it* income ranging +rom '!,!!! a mont* and abo4e and most are
married3
it* t*is identied target mar-et, mar-eting strategy 9ill
primarily +ocused on t*ese aspects, $(e "emale popula$ion3 Sales
agents are +emales too, 9it* t*is scenario agents can easily persuade
or inJuence t*e greater mar-et to purc*ase products o+ Imperial
Appliance (la)a3
On t*e ot*er *and, I5(=RIA8 Appliance (la)a may also epand
its mar-et by penetrating eis$in% oces an 3arious
es$a2lis(men$s in Tacloban and t*e entire 8eyte +or oce ac;uisition
o+ ne9 e;uipments li-e air conditioner and oce +urnitures3
Eis$in% Ho$els an e3en uner cons$ruc$ion resien$ial
an o$(er accommoa$ion 2usiness in 8eyte may be contracted3
(roposals may be presented to t*em a*ead o+ time, agents or t*e
management may Eoin public biddings especially on di
-
8/18/2019 Imperial Tacloban
46/60
player, tele4ision, 9as*ing mac*ine and re+rigerator3 In t*is case,
management o+ Imperial Appliance (la)a may come up 9it* add&on
promo 9it* maEor suppliers o+ most purc*ase appliance to attract more
customers3 or instance, e4ery spot cas* purc*ase o+ maEor appliances
t*ere is a +ree rice coo-er3 T*is acti4ity is epected to moti4ate ot*er
potential customers to *a4e t*eir appliance s*opping at Imperial (la)a3
5ost customers purc*ase appliance depends are budget
conscious t*ey consider rst t*eir nancial capability on buying
appliances3 Despite o+ t*e good product c*aracteristics or attributes
denitely customer 9ill buy only 9*at t t*eir budget3
Tac$ical Decisions/ Promo$ion
Imperial Appliance (la)a being situated along Real Street, most
passengers o+ 4arious 4e*icles plying t*is street usually pass by t*e
store 9it*out recogni)ing its signages3 To date, t*ere 9ere aluminum
signage attac* to store +acing t*e main street and an steel +abricated
billboard *ang&up t*at stretc* +rom %nd Joor o+ t*e building to 2t* Joor3
Muge 9all painted company name and ot*er product name can be
4isibly seen +or up to #!! meters it is on t*e le+t side&9all o+ t*e
building3 Ma4ing t*is signages t*ere s*ould be a perpendicular signage
position in +ront o+ t*e building +acing on bot* 9ays o+ t*e street3
A 4ery minimal epense +or t*e printing o+ dual&re+erral discount
card Jyer can be establis*ed3 It 9ill be gi4en to e4eryone 9*o 4isits
Imperial Appliance (la)a3 Anyone 9*o purc*ase appliances t*at can
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age 27
-
8/18/2019 Imperial Tacloban
47/60
present discount Jyer is entitle o+ product discount to be determined
by t*e management depending on t*e -ind o+ product t*e discount
a4ailable based on suppliers price3 Re+erral +ee and discounts is one o+
t*e most e
-
8/18/2019 Imperial Tacloban
48/60
re;uired to submit necessary 4alid documents t*at 9ill attest *is?*er
;ualications3 A+ter training, sales agents 9ill be aut*ori)ed to ma-e
transactions at t*eir respecti4e area but denitely t*ey 9ill not recei4e
any collections or payments +rom customers3 A company designate
credit in4estigator 9ill personally 4isit t*e *ouse o+ applicants +or
installment or term base3 Upon appro4al o+ t*e Credit and Collection
Mead on t*e ndings o+ t*e documents presented by applicants and
t*e 4erication report made by credit in4estigator t*e appliances 9ill
be deli4ered to customer subEect to terms and conditions3
On t*e sc*edule time o+ collection, designate collectors 9ill
collect payments +rom customers3
Tac$ical Decisions/ Dis$ri2u$ion
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age 2/
-
8/18/2019 Imperial Tacloban
49/60
Traditionally, as indicated on t*e distribution c*annel s*o9ed by
Imperial Appliance (la)a, distribution starts +rom t*e
suppliers?manu+acturers directly to t*e company 9are*ouse3 T*en
sales agents and sales +orce 9ill introduce t*e products to t*e
customers 9*en con4inced customers 9ill be escorted to t*e cas*ier
+or payment and once t*e customers step out +rom t*e store
transaction is nis*ed3 In most time, t*e company is dependent on
9al-&in customers and t*e close transactions by its aut*ori)ed sales
agents on eld3 T*is concept on sales agent can be implemented also
to any member o+ t*e company particularly in t*eir respecti4e
residential area3 By doing so t*e potential increase o+ mar-eting area
o+ responsibility is possible3 T*is can *elp increase or e4en double its
sales considering t*at non&agent employee o+ t*e company is t9ice t*e
number o+ aut*ori)ed agents3
To a4oid company loss or ris- in product distribution, in relation
to t*e proposed remote barangay penetration, it is suggested t*at
deli4ery o+ products s*all be limited to places accessible by company
4e*icle and only identied sa+e places3
Proposed Product Distribution
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age 20
Sales Agents
Imperial
Appliance
Plaza
CUSTOMERS
Employees
-
8/18/2019 Imperial Tacloban
50/60
Tac$ical Decisions/ Pricin%
(ricing met*od used o+ Imperial Appliance (la)a depends on t*e
-ind o+ products and suppliers price, depending on time o+ deli4ery and
economic condition3
A4ailment o+ discount depends again on t*e -inds o+ product,
season and terms o+ purc*ase3 Imperial Appliance (la)a gi4es +rom "Q
up to %!Q depending on spot cas* purc*ases3
Customers can purc*ase products using t*eir maEor credit cards
9it* !Q interest +or 7 mont*s and certain percent +or '% mont*s to %2
mont*s terms3
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age "!
-
8/18/2019 Imperial Tacloban
51/60
Chapter 5
BUD=TIN, (=ROR5ANC= AND I5(8=5=NTATION
Budgeting lies at t*e +oundation o+ e4ery nancial plan3 5ar-et
budgeting presents a clear picture o+ t*e nancial implications o+ t*e
plan3 (er+ormance analysis presents t*e epected results o+ t*e plan
including its nancial impact3 Implementation sc*edule s*o9s
timeliness and identi+y t*ose responsible +or per+orming tas-3
Se$$in% $(e !ar#e$in% Bu%e$Setting up mar-eting budget +or any company +uture mar-eting
acti4ities needs more time to assess and e4aluate t*e impact o+ t*e
sales turn&out3 Budgeting +or t*is acti4ities demands -een obser4ation
on e4ery details to ma-e sure t*at e4eryt*ing t*at entails epense is in
appropriate trac-3
T*ere are t9o 9ays to ad4ertise and bot* need to be budgeted
+or, Eust anot*er spoon+ul o+ +ood +or t*oug*t3
Product Advertising
T*is consists o+ 9ell, ad4ertising company product3 It may be t*e
launc*ing o+ a ne9 product or ser4ice, or it could be remind consumers
9*at you *a4e to o
-
8/18/2019 Imperial Tacloban
52/60
(er+ect product ad4ertising particularly in Tacloban City is on t*e
mont*s o+ April&5ay 9ere series o+ barangay and municipal estas
across t*e pro4ince is being *eld so as t*e muc* a9aited Tacloban City
esta celebration 9*ere e4en tourist Jouris* t*e city to grace t*e
e4ents and during t*e mont*s o+ October&December3
Imperial Appliance (la)a ad4ertising particularly in radio depends
on t*e promotional bidding submitted to t*em by t*e station
representati4e3 Ads specication 4aries also +rom radio station proposal
but most o+ t*e time radio ad4ertisement is on A5 radio station3 5obile
cara4an is also made and t*e area o+ promotion is determine by t*e
management depends on seasonal promotion sc*edule3 In general,
product ad4ertising depends on t*e ad4ertising made by manu+acturer3
Promotional Advertising
(romotional ad4ertising brings consumers in +or a specic
product promotion, but promotional ads bring t*em in because o+ a
special deal3 T*ese ads 9ould be coupons, specials, or one time o
-
8/18/2019 Imperial Tacloban
53/60
company3
A) A3er$isin% !a$erials
TY PARTICU+AR
SUNITCOST
TOTA+A!OUN
TRE!ARKS
#! %2 Tarpaulin%!!3!
!7,!!!3!!
ill be *ang along5a*arli-a *ig*9ay +romCampetic to Abucayterminal3 Ri)al A4enue to
@ustice Romualde) to RealStreet up to TaclobanAstrodome
%,!!!
Discount lyer "!!3!! ill be distributed inalmost cro9ded area int*e city
8abor Cost:Setting uptarpaulin, #pa '"!?day %
days
2"!3!!
0!!3!!
T*ese persons 9ill becontracted to installtarpaulin on t*e streetsstated abo4e3
TOTA+ E6PENSE
-
8/18/2019 Imperial Tacloban
54/60
T*e product orientation and training can be done in one '$ day3
(roduct catalog s*all be pro4ided by t*e supplier or manu+acturer3
Per"ormance Anal.sis
Due to absence o+ 4ital in+ormation needed +or t*e assessment
and 4alidation o+ t*e mar-eting strategy o+ t*e cooperating
establis*ment t*e researc*ers nd it dicult to present t*e actual
company per+ormance analysis3 Based on t*e data gat*ered, t*e
+ollo9ing is presented in relation to company per+ormance analysis3
In $erms o" Sales customers purc*ase per day$
Cas* Buyers
Credit Card
Installment
rom t*e data presented cas* buyers o+ Imperial Appliance (la)a
is 2!Q, in terms o+ sales per+ormance t*is is ;uite good because t*e
return o+ cost o+ goods and t*e prot is instant3 *ile credit card
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age "2
30%
30%
40%
-
8/18/2019 Imperial Tacloban
55/60
purc*ases and installment are bot* s*are #!Q eac* on o4erall sales
per+ormance3
In $erms o" Annual Sales Sales against =penditures$
9:&: 9:&& 9:&9 9:&=
Imperial A( Annual ross Sales '/,%#',2!/3!!
%%,1/0,%7!3!!
%1,#21,''%3!!
#%,/'7,"#23!!
Imperial =penses
• Cost o+ (roduct '!,0#/,/2"3!!
'#,71#,""73!!
'7,2!/,%713!!
'0,7/0,0%!3!!
• Transportation epense"Q$
'!",7!!3!! '#%,!!!3!! '#/,7!!3!! '2","#!3!!
• Spare parts maintenance#Q$
/7,2!!3!! '!/,!!!3!! ''',%2!3!! ''2,"113!!
• Utilities =lectricity$#Q$
'0%,!!!3!! %2!,!!!3!! %21,%!!3!! %"2,7'73!!
• Allo9ances"Q$
17,/!!3!! 07,!!!3!! '!!,/!!3!! '!",/2!3!!
• Oce Supplies#Q$
'0,%!!3!! %2,!!!3!! %2,1%!3!! %",27%3!!
• Salaries epense ""%,!!!3!! 7!!,!!!3!! 7!!,!!!3!! 7!!,!!!3!!
•
(romotion =pense1,2!!3!! 1,2!!3!!
TOTA8 '',01!,/2"3!!
'2,/1#,""73!!
'1,7#0,!%13!!
%!,022,'70
ROSS SA8=S 7,%7!,"7#3!!
1,0'",1!23!!
0,1!/,!/"3!!
'',/1%,#7"3!!
8ess: Ta #!Q$ ',/1/,'703!!
%,#12,1''3!!
%,0'%,2%73!!
#,"7',1'!3!!
NET Income ;9
-
8/18/2019 Imperial Tacloban
56/60
Chapter 6OTM=R CONSID=RATIONS
In$ernal -ac$ors
T*e retail mar-et is a *ig*ly elastic sector and as suc* is a
-
8/18/2019 Imperial Tacloban
57/60
E$ernal -ac$ors
Imperial Appliance (la)a eperiences some seasonal trends in
t*e sale o+ its products3 A signicant portion o+ t*eir net sales and
operating income are generated during t*e t*ird and +ourt* ;uarter o+
t*e scal year, 9*ic* includes t*e estas and C*ristmas seasons3 T*e
amount o+ prot generated during t*is time depends on t*e estimated
sales +orecasted +or t*ose seasons3 I+ by c*ance, t*ere is an economic
do9n turn during t*is time, sales 9ill slump and in4entory 9ill increase,
leading to lo9er operating and prot margins3
ANNE6
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age "1
-
8/18/2019 Imperial Tacloban
58/60
Imperial Appliance Plaza Pic$orials
T(e
S$ore
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age "/
-
8/18/2019 Imperial Tacloban
59/60
T(e As
I5(=RIA8 A((8IANC= (8A>A Tacloban Branc*(age "0
-
8/18/2019 Imperial Tacloban
60/60
T(e Sales -orce