What Makes a Good Sales Area Manager?
Source: What Makes a Good Field Adviser?
What Makes a Good Sales Area Manager?
The Ambassador
What Makes a Good Sales Area Manager?
The Business Consultant
• Uses data and financial
information to help the franchisee
gain insights into the profitability
and performance of their business.
• Has “an understanding of what
What Makes a Good Sales Area Manager?
The Operations Expert
What Makes a Good Sales Area Manager?
The Inspector
• Reminds franchisees that compliance is
a marketing issue designed to protect
customer satisfaction and the integrity
of the brand.
• Communicates and reinforces
What Makes a Good Sales Area Manager?
The Marketer
• Guides and supports franchisees
to grow their sales and local
What Makes a Good Sales Area Manager?
The Facilitator
• Conducts regular area
meetings to keep
franchisees informed of
new initiatives and
What Makes a Good Sales Area Manager?
The Coach
• Helps a franchisee to rekindle
their enthusiasm for the
business and focus their
What Makes a Good Sales Area Manager?
The Trainer
Bite-sized Learning Sessions for Zees
ü
This program aims to provide Sales
Area Manager with structured training
modules developed by HR to ensure
quality and consistency of training
delivery
ü
Serves as a venue for SAMS to help
franchisees continually improve their
knowledge and skills, either one on
one or in small groups.
Simple but Effective Steps to Deliver Training
with Impact
“Trainers Hat”
Learning principles for adult
learners
1.
Recognize and respect prior knowledge
and experience.
2.
Keep the learning relevant to their goals
and needs.
Put your learners into a COMA
C
= CONTEXT
O
= OBJECTIVES
M
= MOTIVATION
Get into the heart of your
training session.
“I do it normal, I do it slow, you do it with me,
then off you go!”
STEP 1: Demonstrate the skill or task at normal speed without
explanation.
STEP 2: Once you’ve demonstrated the skill once, do it again,
this time explaining each step as you go.
STEP 3: the group now get hands-on and completes the skill
alongside you.
Keep the learning going
Conduct follow-up activities.
As learners apply their new skills on the job,
they will benefit from ongoing
How to Choose the Right Location for
Minute Burger Stores
Let's start with
a quick
OBJECTIVES
To better understand the factors that go into choosing a good locations
considering the franchise concept, target customers etc.
To better equip franchisees with knowledge about trade area, site profile and
requirements
SITE SELECTION & DEVELOPMENT
The selection and development of
your site is one of the most important
Activity 1
Instruction:
LOCATION SUPPORT
LOCATION SUPPORT
Franchisor will conduct site
selection & assessment,
ensure the commercial space
is just right for a Minute
Burger store.
With this arrangement, the
franchisee is obligated to
accept the chosen location.
However, they do not accept
final responsibility for the lease.
The franchisor, having signed
the "head lease" for the location,
MB uses a
Geomap
What is MB Geomap?
Geomap helps MB to ensure that
franchisees has an opportunity for
market dominance
MB Map / Geomap aims to provide
information and awareness for all MB Store
in respective areas.
MB systematically studies sites
MB provides you with
Trade Area Customer Profile
What is it? (Age and income level)
-
It describe the characteristics (Age
bracket and Income level) of the area
around a store or network of stores.
What can it tell you?
-
Where does the customers of the store
comes from?
-
How many customers you can have in a
trade area based on the age bracket
and income levels.
-MB projects the profitability
LOCATION SUPPORT
Franchisor will negotiate the
terms & conditions of the
lease, and secure and lease
the location, and then
sublease the unit to the
franchisee.
This protects franchisees from
blindly agreeing to an
inappropriate lease term,
HOW TO CHOOSE THE
RIGHT LOCATION
Understand Minute Burger
franchise concept
Profile your target customer
Match the concept with the location
1
HOW TO CHOOSE THE
RIGHT LOCATION
Know the site standards
2
Transaction Type:
-
Ground up : MB Leases the land and finances the
building construction
-
Fitout: MB Leases the building and renovates the
existing shell
Area: 18 SQM up to 20 SQM
Monthly Rent: Minimum of 10,000 / month or maximum
15,000 / month
Lease Term: 4 Years Contract
Advance & Deposit: 1 month advance and 1 month
deposit
Escalation Rate: 0% to 5% on the 3rd Year
HOW TO CHOOSE THE
RIGHT LOCATION
Do your research. What makes a
location a hotspot?
3
Best Site / Hotspot
-
It can support one profitable store that has 12k - 15k
(Target) ADS
-
Most convenient location for the most number of
people most of the time.
HOW TO CHOOSE THE
RIGHT LOCATION
Do your research
What are market and
trade areas?
3
Terms & Definition:
Market Area
-
It is an independent area separated by
geographical, natural, socio - economic barriers,
and/or traffic pattern
-
It can have two or more trade areas
-
Will not be affected by developments outside its
defined perimeter and vice versa
Trade Area
-
It is a geographical portion of a market area from
which there are enough customers to support one
profitable store
Transit
Residential Cluster
School / University
Office / BPO
Hospitals
Tourist
Terminals
Church
HOW TO CHOOSE THE
RIGHT LOCATION
Do your research
What are the main traffic
generators?
3
HOW TO CHOOSE THE
RIGHT LOCATION
Consider the type and
price of the location.
How easy is it to get to the
location?
What similar businesses are
nearby?
4
Types of Location
Convenience - These are locations where people
would not miss to buy fungible type of goods. It
is accessible and convenient to acquire.
Destination - It is where people usually go out of
their way to get a specific product or service as
that of proprietary goods.
Front and Back Door Locations - Front Door
Locations are the nearest to the center of the
commercial activity. Back Door Locations are
those that are getting further away from the
center of activity.
Consider the type and price of
the location.
4
Low Price Real Estate: Real Estate values
proportionately decrease in relation to its distance
from “impulse areas”
Impulse Area: Center of Activity
High Prices Real Estate: If the location is more
convenient, the higher the cost of that particular
Find out what construction
projects are planned for the
near future.
5
Activity 2
Instruction:
Would you consider this location?
A location between home
work and shopping areas
where “psychological race”
happens.
Ex. North EDSA MRT Station
A location within a
commercial and
entertainment center.
Would you consider this location?
FUNNELS
A location where several streets in a
trade area converge in one street or
highway.
A location where
people are too
busy to do their
business and are
not in the mood to
shop.
Would you consider this location?
A location in a district where people perceive
as place higher if not equal to their status?
Would you consider this location?
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