CMOs checklists on tasks to be completed, learned. The Toyota Way
PAGSASANAY SA TAGUMPAY
Steps of various jobs of CMO using the Toyota Way template
| Apr 29, 2019, 9:35 AM | |||
| ||||
Page 1
CMO
Core: Jobs/Tasks
1. Achievement of collection and sales targets 1. Goal setting
2. Writing a marketing plan
3. Organization: recruitment of sellers and implementation of 2
4. Checking and reporting sales: via text and email
2. Operational excellence - top rate interment 1. Ensuring A 1 park appearance through 5s and landscaping
2. Supervising CSS2
3. Innovating interment service
3. Ancillary Solving customer complaints
Routine
4. Financials 1 AR ICR
2. AP
3. Cash Collection
4. Bank balances
5. Administration of Files and Processes 1. Daily email reports generation and submission
abstracts, sales report, collection, balances
2 Handbook, manuals, operation Jobs,tasks
6. Hiring and training 1. Hiring
2. Orientation
3. On the job training
4. Disciplining
7. Self mastery and self improvement 1. Physical fitness
2. Mental
3. Emotional
4. Self improvement exercises
* Follows PDCA and PLOCC SEAR ROLES OF MANAGER
x-x-x-x-x-x-x-x-x-x-x-x-x-x-x
Page 2/19
The position of a CMO is that of a manager. It requires maturity, plenty of experience, great concern for customer and people, high degree of
perception, intelligence and capability in running the business most especially a memorial park
Steps Job: 1. Goal setting Chief Marketing Officer
(Planning)
Steps Keypoints Reason for Key Point Walk Time Work time
1. Determine the current 1. Determine where are good at 1. It is a driving force: passion xxx 30 minutes
situation: WHERE ARE WE our STRENGTH drive, capabiltiy of the staff
NOW 2, Saan tayo magaling 2. We can do things better than others
3. Our weakness: the missing 3. We need to minimize this in the xxx 15 minutes
link, lazy bones, challenges future
among our staff
4. Opportunities: what can we 4. How can we monetize more of xxx 30 minutes
sell more, where can we make of our business ideas and
more margins? What are the innovation
unfulfilled wants and needs of
the customers
5. Threats: what are the adver- 1. How can we defeat be better xxx 60 minutes
saries doing that can block than them?
our efforts to sell: their 2. How can we come close
Sales Organization
Their logistics
Product
Price
Promo
Placement
2, Where are we going?
as dictated by our Vision
What is our Collection and Cales target
How much reward can you get: (good only for 2019)
1. 1.5% of NCR if 100% reached;
2. RCG will be promoted if 70% of target is reached;
3. If SBU reaches 80% of target CMO gets 2% ORC for personal sale
4. From April 16, 2019, if at any day, the SBU reaches 100% of daily collection target, the sbu/cmo gets for that day to be paid during the week
0.075% of the amount acheived
Collection Cash Flow 1. It cant be lower than Break even 1. We will close if we lose money xxx 60 mins
2. It has to be better than last year 2. Expenses, taxes, labor keep inching
3. What are the projected operating 3. We need to cover them next year
expenses? Prepare a budget
4. What are the projected cap ex 4. We need to spend for FFE, invest in
land, stocks, new companeis
5. Farm out to various products 5. Allocation of resources and budget
6, Achieve individual and SBU 6. Earn more for yourself and your staff
targets
Sales targets:
# of units 1. Farm out to various 1. Distribution of efforts delegation xx 30 minutes
PHP 1, Product liens and accountability
2. Office sales 2. Cooperation makes for lighter work
3. Sellers: various names
branches
2. For both sales and collection 1. It is either we grow or die
there has to be stretch goal:
to be better than last year
3. We have to better than last year 3. As we grow in experience and
based on historical performance marketing prowess: coverage
skill
4, We have to grow better than the 4. The industry is the benchmark
industry
5. No featherbedding 5. Perpetuating weakness and mediocrity
3.How do we get there? 1. What is the strategy: choice of 1. What is our focus?
Resources and Activities to reach 2. Are our activities releavant to the goals?
our goal (Oftentimes they are not)
3, We have limited resources, we cant be
everything to every one
2. 5 W and 1 H 1. The five soldiers of management
2. The inputs: 4ms and throughput
processes needed to reach target
3. Put in calendar format, 12 months
to know the progression
3. Financials:
1 Cash flow statement: revenues 1. Cash is king; no money no honey
vs disbursements; operating How are we going to spend cash?
investing, and financing 2, Are we making money? Can we pay our
suppliers?
2. Profit and loss statement 3. Are our inventories, receivables, cash
ffe intact
3. Balanced Statement of condition 4. Are we meeting our ROI targets?
5. The financials are the score card of how
we act/play in the business game
