CRS - Business Manual

BUSINESS
MANUAL
Table of Contents
I. Standard Operating Procedures G. Sales Call Conversion
A. Daily Sales Tasks Starter Formula (Rural)
B. Lead Generation H. Tariff Table
C. Lead Prioritization I. Merchandiser Selling Guide
D. Business Opportunity (black version)
Forum Invitation J. Business Opportunity
E. Marketing Forum Outline
F. New Business Acquisition K. Sales Territory/Zone
G. Monthly Sales Itinerary Categories
L. Stages of Recruitment
II. Agreements M. Marketing Programs
A. Werkhof - Dealer
Consignment MOA IV. Forms
B. Services Agreement A. Client Information Sheet
Werkhof-CRS B. Billing Templates
C. Distribution Agreement C. Lead Generation Form
D. Dealer’s Scoresheet
III. Manuals & Documents E. Sales Monitoring Sheet
A. Lead Generation &
Management V. Annexes
B. Lead Database Format A. 2023-2024 CRS Milestones
C. Appointment Setting Script B. 2023 Budget
D. Sales Calls & Client C. BOF Budget
Onboarding D. Sales to Cost
E. Company Representation E. Distribution Diagram
Guidelines F. Organization Chart
F. Sales Call Conversion G. Tasks and Responsibilities
Starter Formula (Urban)
Version 1_Jan 20 2023

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I. Standard Operating
Procedures
A. Daily Tasks for Sales Manager / Officer

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3
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B. Lead Generation

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C. Lead Prioritization

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D. Business Opportunity Forum Invitation

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E. Marketing

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F. Dealers Acquisition (New Accounts)

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G.Monthly Sales Itinerary

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II. Agreements
A. Werkhof - Dealer Consignment MOA

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B. Services Agreement Werkhof-CRS

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C. Distribution Agreement

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III. Manuals & Documents

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A. Lead Generation & Management Manual
Manual for Leads Generation &

Management
I. Leads Generation and Management should be done by the Business Development

Officer (BDO) in his/her respective territory area.
II. The following are what accounts as leads for the BDO. This is used to identify the
lead type in the database.
A. Dealers. These are businesses that are selling or have the potential to sell
construction materials
B. Contractors. These are project managers, independent contractors,
architects, and engineers. These people have an influence on construction
projects.
C. End-Users. These are the users of the construction. They are the source of
demand. These could be homeowners, property owners, real estate
developers, etc.
III. Maintain a document to store the database of Leads. The document should be made
available online for easy access.
IV. The document should have the following information for the Leads:
A. Date Listed
B. Lead Name (Business/Person)
C. Contact Information (Phone, email)
D. Address (Region, City, Barangay should be in separate columns for easy
filtering)
E. Google Maps URL (if business)
F. Primary Contact Person
G. Lead Type
H. Lead Score
I. Lead Status - Cold, Warm, Won, Abandoned
J. Date of First Contact
K. Assigned Person
L. And any other information that the BDO would like to take into account

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V. The BDO should keep a record and add more leads to the sheet. The BDO should
update the leads every Monthly Business Review.
VI. If Lead management is done through a CRM app, the BDO should maintain a backup
of
the database which should be updated every month.
VII. The following are sources of leads that the BDO can utilize to find more leads.
A. Online Ads
B. Referrals
C. Personal Network
D. Google Maps
E. BPLO and other government agencies
F. Networking Events
G. Field Prospecting
VIII. During the monthly business review. The BDO should report the following under
Lead Report:
A. Previous and Current Total Number of Leads
B. Leads Stages and it’s percentage
C. Total New Leads for the current month
D. Total Leads worked on for the current month
E. Total expense during Lead conversion
F. Conversion Rate - for the month, and as a whole. Example:
1. 10 leads are being worked out for the month, and 3 have been closed.
30% conversion rate for current month
2. Out of 120 leads, 35 have been converted so far. 29% conversion rate
in total.
G. Findings and Recommendations
IX. Documents for Leads Generation and Management
A. Lead Generation SOP
B. Dealer Scoresheet
C. Lead Call Script
D. Monthly Itinerary for Sales Calls
E. Leads Database

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B. Lead Database Guidelines

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C. Apppointment Setting Script
Appointment Setting Script

[Phone conversation | English version]
Hello, my name is ___________________ with Werkhof Blocks. I am reaching out to you

because we specialize in providing high-quality premium blocks to dealerships across the
city and I wanted to see if this would interest your dealership.
Our product is designed to minimize construction costs and build stronger ensuring safety
and breakage over the years. It helps dealerships like yours increase sales and improve
customer satisfaction.
We have a business development team who can work with you to discuss further details on
partnering up with Werkhof Blocks. We provide marketing collaterals to get you started.
● I'd love to set up a meeting to discuss how our product can benefit your
dealership. Are you available for a business meeting ______ at _______?
OR
● We have a scheduled business opportunity forum this _________ would you like
to join this, instead?
Thank you for your time and I look forward to hearing from you.
Best,
Eliza

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D. Sales Calls & Client Onboarding Manual
Manual for Sales Calls & Client Onboarding
I. PREPARATION
A. Prepare your list of leads and clients to visit every month.
B. For the First Call visit, prepare the following documents. Ask the assistance
of the office admin for the documents.
1. Business opportunity pamphlet
2. Product brochure
3. Business Card
4. For Dealers: Dealer Scorecard
C. During the Business Opportunity Forum, prepare the Welcome Kit for
signing up clients:
1. Envolope
2. Company and Product Brochure
3. Business Opportunity pamphlet
4. Client Information Sheet
D. For Onboarding a Client, prepare or acquire the following documents from
the client.
1. Signed Consignment Agreement
2. Purchase Order Form
3. Signed and completed Client Information Sheet (CIS)
4. Valid IDs
5. Business Permit/DTI
E. For Follow-up Calls, prepare the necessary documents for your follow up
calls.
II. GUIDELINES
A. Observe proper dress code when doing sales calls. Refer to employees
manual.
B. All expenses for customer representation must be supported by an Official
Receipt. Otherwise, such expense must be taken to your personal account.
C. Calls must be reported daily to your manager.

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III. CLIENT ONBOARDING
A. Perform an inspection visit when onboarding a dealer account to make a list
of the necessary marketing materials for display for the dealer.
1. Tarpaulins / Banners
2. Merchandiser guide
3. Lead Forms
B. Prepare the necessary marketing materials for delivery to dealer
C. Coordinate with Werkhof staff to make sure delivery is smooth and with no
issues
IV. BUSINESS REVIEW OUTPUT

A. Sales Attendance Rate
Total number of sales calls for the month
B. New client accounts acquired
C. Total representation expenses
V. DOCUMENTATION
A. Sales Calls Report
B. Weekly & Monthly Sales Reports
C. Accounts Receivable Per Account
D. Total Accounts Receivable
E. Ageing Accounts

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E. Company Representation Guidelines
COMPANY REPRESENTATION GUIDELINES
Be professional: always represent Werkhof Blocks and CRS Marketing & Distribution
company in a professional manner. This includes being punctual, dressed appropriately, and
using appropriate language.
● Company uniform with Logo of Werkhof Blocks and CRS Marketing & Distribution.
● Top wear: Thick white with Werkhof Blocks and CRS Marketing & Distribution embroidered logo.
● Bottom wear: Dark blue slim-fit slacks for men and women, or pencil-cut.
Maintain confidentiality: Do not share confidential information about your company or

clients without proper authorization.
Be knowledgeable: Stay informed about your company's products, services, and industry
trends. Be able to answer questions and provide information about your company in a clear
and concise manner.
● Product training will be provided.
● Seminars and developmental trainings will be provided accordingly.
Be positive: Always present a positive image of your company. Avoid negative or critical
comments about your company or competitors.
Listen actively: Listen to and address the concerns and needs of clients and colleagues.
Show that you value their input and are committed to finding solutions.
Be respectful: Treat clients, colleagues, and competitors with respect and courtesy. Show
empathy and understanding when dealing with difficult situations.
Be responsive: Respond to client and colleague inquiries in a timely and efficient manner.
Follow up on commitments and keep people informed of progress.
Be adaptable: Be open to feedback and willing to make changes when necessary. Be flexible
and able to adapt to new situations and challenges.
Maintain consistency: Ensure that your company's message, branding, and image are
consistent across all platforms and interactions.
Follow company policies: Always follow company policies and procedures. Seek guidance
from supervisors or management if you are unsure.

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By following these guidelines, you will be representing your company in a positive and
professional manner and helping to build and maintain strong relationships with clients and
colleagu

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F. Sales Call Conversion Starter Formula (Urban)

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G.Sales Call Conversion Starter Formula (Rural)

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H. Tariff Table
DEALER
Block No. of Discount Rebate
Monthly Sales
Units Pallets Total Income
6.50% % Peso
100 ₱8,500.00 2 ₱552.50 0.0% ₱0.00 ₱552.50
200 ₱17,000.00 3 ₱1,105.00 0.0% ₱0.00 ₱1,105.00
300 ₱25,500.00 5 ₱1,657.50 0.0% ₱0.00 ₱1,657.50
400 ₱34,000.00 6 ₱2,210.00 0.0% ₱0.00 ₱2,210.00
500 ₱42,500.00 7 ₱2,762.50 0.0% ₱0.00 ₱2,762.50
1,000 ₱85,000.00 14 ₱5,525.00 0.0% ₱0.00 ₱5,525.00
2,000 ₱170,000.00 28 ₱11,050.00 0.0% ₱0.00 ₱11,050.00
3,000 ₱255,000.00 42 ₱16,575.00 0.0% ₱0.00 ₱16,575.00
4,000 ₱340,000.00 56 ₱22,100.00 0.0% ₱0.00 ₱22,100.00
5,000 ₱425,000.00 70 ₱27,625.00 0.0% ₱0.00 ₱27,625.00
6,000 ₱510,000.00 84 ₱33,150.00 0.0% ₱0.00 ₱33,150.00
7,000 ₱595,000.00 98 ₱38,675.00 0.0% ₱0.00 ₱38,675.00
8,000 ₱680,000.00 112 ₱44,200.00 0.0% ₱0.00 ₱44,200.00
9,000 ₱765,000.00 125 ₱49,725.00 0.0% ₱0.00 ₱49,725.00
10,000 ₱850,000.00 139 ₱55,250.00 0.0% ₱0.00 ₱55,250.00
12,000 ₱1,020,000.00 167 ₱66,300.00 0.5% ₱5,100.00 ₱71,400.00
14,000 ₱1,190,000.00 195 ₱77,350.00 0.5% ₱5,950.00 ₱83,300.00

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DEALER
Monthly Sales
6.50% % Peso
100 ₱8,500.00 2 ₱552.50 0.0% ₱0.00 ₱552.50
200 ₱17,000.00 3 ₱1,105.00 0.0% ₱0.00 ₱1,105.00
300 ₱25,500.00 5 ₱1,657.50 0.0% ₱0.00 ₱1,657.50
400 ₱34,000.00 6 ₱2,210.00 0.0% ₱0.00 ₱2,210.00
500 ₱42,500.00 7 ₱2,762.50 0.0% ₱0.00 ₱2,762.50
1,000 ₱85,000.00 14 ₱5,525.00 0.0% ₱0.00 ₱5,525.00
2,000 ₱170,000.00 28 ₱11,050.00 0.0% ₱0.00 ₱11,050.00
16,000 ₱1,360,000.00 223 ₱88,400.00 0.8% ₱10,200.00 ₱98,600.00
18,000 ₱1,530,000.00 250 ₱99,450.00 1.0% ₱15,300.00 ₱114,750.00
20,000 ₱1,700,000.00 278 ₱110,500.00 1.0% ₱17,000.00 ₱127,500.00
25,000 ₱2,125,000.00 348 ₱138,125.00 1.0% ₱21,250.00 ₱159,375.00
30,000 ₱2,550,000.00 417 ₱165,750.00 1.0% ₱25,500.00 ₱191,250.00
35,000 ₱2,975,000.00 487 ₱193,375.00 1.0% ₱29,750.00 ₱223,125.00
40,000 ₱3,400,000.00 556 ₱221,000.00 1.0% ₱34,000.00 ₱255,000.00
45,000 ₱3,825,000.00 625 ₱248,625.00 1.0% ₱38,250.00 ₱286,875.00
50,000 ₱4,250,000.00 695 ₱276,250.00 1.0% ₱42,500.00 ₱318,750.00
55,000 ₱4,675,000.00 764 ₱303,875.00 1.0% ₱46,750.00 ₱350,625.00
60,000 ₱5,100,000.00 834 ₱331,500.00 1.0% ₱51,000.00 ₱382,500.00
65,000 ₱5,525,000.00 903 ₱359,125.00 1.0% ₱55,250.00 ₱414,375.00
70,000 ₱5,950,000.00 973 ₱386,750.00 1.0% ₱59,500.00 ₱446,250.00
75,000 ₱6,375,000.00 1042 ₱414,375.00 1.0% ₱63,750.00 ₱478,125.00
80,000 ₱6,800,000.00 1112 ₱442,000.00 1.0% ₱68,000.00 ₱510,000.00
85,000 ₱7,225,000.00 1181 ₱469,625.00 1.0% ₱72,250.00 ₱541,875.00
90,000 ₱7,650,000.00 1250 ₱497,250.00 1.0% ₱76,500.00 ₱573,750.00
95,000 ₱8,075,000.00 1320 ₱524,875.00 1.0% ₱80,750.00 ₱605,625.00
100,000 ₱8,500,000.00 1389 ₱552,500.00 1.0% ₱85,000.00 ₱637,500.00
105,000 ₱8,925,000.00 1459 ₱580,125.00 1.0% ₱89,250.00 ₱669,375.00
110,000 ₱9,350,000.00 1528 ₱607,750.00 1.0% ₱93,500.00 ₱701,250.00

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DEALER
Monthly Sales
6.50% % Peso
100 ₱8,500.00 2 ₱552.50 0.0% ₱0.00 ₱552.50
200 ₱17,000.00 3 ₱1,105.00 0.0% ₱0.00 ₱1,105.00
300 ₱25,500.00 5 ₱1,657.50 0.0% ₱0.00 ₱1,657.50
400 ₱34,000.00 6 ₱2,210.00 0.0% ₱0.00 ₱2,210.00
500 ₱42,500.00 7 ₱2,762.50 0.0% ₱0.00 ₱2,762.50
1,000 ₱85,000.00 14 ₱5,525.00 0.0% ₱0.00 ₱5,525.00
2,000 ₱170,000.00 28 ₱11,050.00 0.0% ₱0.00 ₱11,050.00
115,000 ₱9,775,000.00 1598 ₱635,375.00 1.0% ₱97,750.00 ₱733,125.00
120,000 ₱10,200,000.00 1667 ₱663,000.00 1.0% ₱102,000.00 ₱765,000.00
125,000 ₱10,625,000.00 1737 ₱690,625.00 1.0% ₱106,250.00 ₱796,875.00
130,000 ₱11,050,000.00 1806 ₱718,250.00 1.0% ₱110,500.00 ₱828,750.00
135,000 ₱11,475,000.00 1875 ₱745,875.00 1.0% ₱114,750.00 ₱860,625.00
140,000 ₱11,900,000.00 1945 ₱773,500.00 1.0% ₱119,000.00 ₱892,500.00
145,000 ₱12,325,000.00 2014 ₱801,125.00 1.0% ₱123,250.00 ₱924,375.00
150,000 ₱12,750,000.00 2084 ₱828,750.00 1.0% ₱127,500.00 ₱956,250.00
155,000 ₱13,175,000.00 2153 ₱856,375.00 1.0% ₱131,750.00 ₱988,125.00
160,000 ₱13,600,000.00 2223 ₱884,000.00 1.0% ₱136,000.00 ₱1,020,000.00
165,000 ₱14,025,000.00 2292 ₱911,625.00 1.0% ₱140,250.00 ₱1,051,875.00
170,000 ₱14,450,000.00 2362 ₱939,250.00 1.0% ₱144,500.00 ₱1,083,750.00
175,000 ₱14,875,000.00 2431 ₱966,875.00 1.0% ₱148,750.00 ₱1,115,625.00
180,000 ₱15,300,000.00 2500 ₱994,500.00 1.0% ₱153,000.00 ₱1,147,500.00
185,000 ₱15,725,000.00 2570 ₱1,022,125.00 1.0% ₱157,250.00 ₱1,179,375.00
190,000 ₱16,150,000.00 2639 ₱1,049,750.00 1.0% ₱161,500.00 ₱1,211,250.00
195,000 ₱16,575,000.00 2709 ₱1,077,375.00 1.0% ₱165,750.00 ₱1,243,125.00
200,000 ₱17,000,000.00 2778 ₱1,105,000.00 1.0% ₱170,000.00 ₱1,275,000.00

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I. Merchandiser Selling Guide

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55
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J. Business Opportunity Forum Outline

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K. Sales Territory
POPULATION as of
BARANGAY DISTRICT CLASS
2020 data
Adlaon North Rural 4,413
Agsungot North Rural 2,772
Apas North Urban 24,194
Babag South Rural 5,945
Bacayan North Urban 14,460
Banilad North Urban 6,336
Basak Pardo South Urban 17,854
Basak San Nicolas South Urban 38,965
Binaliw North Rural 3,493
Bonbon South Urban 6,108
Budlaan North Urban 8,756
Buhisan South Urban 19,088
Bulacao South Urban 28,675
Buot South Rural 2,927
Busay North Urban 17,145
Calamba South Urban 9,834
Cambinocot North Rural 3,424
Capitol Site North Urban 12,604
Carreta North Urban 11,398
Cogon Pardo South Urban 23,828
Cogon Ramos North Urban 2,693
Day-as North Urban 3,815
Duljo Fatima South Urban 15,851
Ermita North Urban 8,541
Guadalupe South Urban 70,039
Guba North Rural 5,732
Hipodromo North Urban 9,574
Inayawan South Urban 32,675
Kalubihan North Urban 663
Kalunasan South Urban 28,230
Kamagayan North Urban 2,004
Kamputhaw (Camputhaw) North Urban 17,664
Kasambagan North Urban 7,967
Kinasang-an Pardo South Urban 18,756
Labangon South Urban 32,825
Lahug North Urban 45,853
Lorega-San Miguel North Urban 12,273
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Lusaran North Rural 2,595
Luz North Urban 16,175
Mabini North Rural 2,307
Mabolo North Urban 21,616
Malubog North Rural 3,316
Mambaling South Urban 30,459
Pahina Central North Urban 5,639
Pahina San Nicolas South Urban 2,743
Pamutan South Rural 1,773
Pari-an North Urban 1,058
Paril North Rural 1,847
Pasil South Urban 8,395
Pit-os North Urban 7,752
Poblacion Pardo South Urban 12,016
Pulangbato North Rural 8,037
Pung-ol Sibugay South Rural 2,333
Punta Princesa South Urban 22,658
Quiot Pardo South Urban 27,984
Sambag I North Urban 11,526
Sambag II North Urban 12,173
San Antonio North Urban 2,060
San Jose North Urban 8,027
San Nicolas Proper South Urban 5,327
San Roque North Urban 3,617
Santa Cruz North Urban 2,105
Santo Niño (Poblacion) North Urban 781
Sapangdaku South Urban 8,214
Sawang Calero South Urban 7,676
Sinsin South Rural 2,578
Sirao North Rural 3,647
Suba South Urban 10,606
Sudlon I South Rural 3,273
Sudlon II South Rural 4,229
T. Padilla (Villa Gonzalo) North Urban 6,719
Tabunan South Rural 2,270
Tagba-o South Rural 1,744
Talamban North Urban 33,382
Taptap North Rural 2,484
Tejero North Urban 14,084
Tinago North Urban 6,700
Tisa South Urban 47,364
To-ong South Rural 4,549
Zapatera North Urban 2,957
Alang-alang North Urban 11,495

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Bakilid North Urban 4,387
Banilad North Urban 18,386
Basak North Urban 11,777
Cabancalan North Urban 14,841
Cambaro North Urban 8,990
Canduman North Urban 23,455
Casili North Rural 5,403
Casuntingan North Urban 16,846
Centro (Poblacion) North Urban 2,980
Cubacub North Urban 13,832
Guizo North Urban 7,258
Ibabao-Estancia North Urban 6,994
Jagobiao North Urban 12,138
Labogon North Urban 20,466
Looc North Urban 17,395
Maguikay North Urban 14,956
Mantuyong North Urban 5,487
Opao North Urban 12,014
Paknaan North Urban 30,532
Pagsabungan North Urban 20,266
Subangdaku North Urban 17,097
Tabok North Urban 19,486
Tawason North Urban 6,984
Tingub North Urban 6,082
Tipolo North Urban 15,790
Umapad North Urban 18,779
Bulacao South Urban 12,360
Cadulawan South Rural 6,291
Cansojong South Urban 17,364
Dumlog South Urban 21,706
Jaclupan South Urban 10,934
Lagtang South Urban 15,813
Lawaan I South Urban 10,693
Linao South Urban 14,480
Maghaway South Urban 7,119
Manipis South Rural 2,624
Mohon South Urban 11,290
Poblacion South Urban 10,323
Pooc South Urban 12,925
San Isidro South Urban 17,645
San Roque South Urban 22,015
Tabunoc South Urban 17,522
Tangke South Urban 14,058
Tapul South Rural 2,329

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Biasong South Urban 10,418
Camp IV South Rural 3,878
Lawaan II South Urban 6,848
Lawaan III South Urban 14,413
Cadulawan South Urban 6,272
Calajo-an South Urban 12,958
Camp 7 South Rural 3,258
Camp 8 South Rural 2,294
Cuanos South Rural 3,758
Guindaruhan South Rural 3,881
Linao South Urban 16,141
Manduang South Rural 2,737
Pakigne South Urban 14,351
Poblacion Ward I South Urban 2,306
Poblacion Ward II South Urban 3,559
Poblacion Ward III South Urban 2,681
Poblacion Ward IV South Urban 4,316
Tubod South Urban 5,136
Tulay South Urban 11,834
Tunghaan South Urban 16,538
Tungkop South Urban 14,252
Vito South Urban 11,133
Tungkil South Urban 13,597
Cabangahan North Rural 3,053
Cansaga North Urban 6,504
Casili North Urban 18,601
Danglag North Rural 4,513
Garing North Rural 3,431
Jugan North Urban 12,774
Lamac North Urban 11,221
Lanipga North Rural 902
Nangka North Urban 13,013
Panas North Rural 1,341
Panoypoy North Rural 1,339
Pitogo North Urban 4,295
Poblacion Occidental North Urban 5,988
Poblacion Oriental North Urban 3,147
Polog North Rural 2,601
Pulpogan North Urban 14,700
Sacsac North Rural 2,468
Tayud North Urban 23,208
Tilhaong North Rural 2,171
Tolotolo North Rural 4,072
Tugbongan North Urban 8,670

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Agus North Urban 19,525
Babag North Urban 30,839
Bankal North Urban 22,863
Baring North Rural 3,870
Basak North Urban 71,990
Buaya North Urban 19,078
Calawisan North Urban 15,740
Canjulao North Urban 14,451
Caw-oy North Rural 2,226
Cawhagan North Rural 694
Caubian North Rural 2,429
Gun-ob North Urban 37,989
Ibo North Urban 8,318
Looc North Urban 15,411
Mactan North Urban 50,964
Maribago North Urban 18,954
Marigondon North Urban 25,584
Pajac North Urban 22,116
Pajo North Urban 25,845
Pangan-an North Rural 2,348
Poblacion North Urban 6,238
Punta Engaño North Urban 11,425
Pusok North Urban 32,791
Sabang North Urban 6,910
Santa Rosa North Rural 5,388
Subabasbas North Urban 7,961
Talima North Urban 5,973
Tingo North Rural 3,231
Tungasan North Rural 2,244
San Vicente North Rural 4,209

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L. Marketing Programs
Marketing Max
Objective Market Schedule Details Terms & Conditions Status
Programs Discount
Merchant To place Werkhof Dealers Regular I. Outright Discount: 7% i. Dealers may subscribe to this program with a minim order 7% Approved
Discount Rate products to dealers and Program depending on capacity
make it available to the ii. Maximum Order for consignment is at 10 pallets, depening on
market. Dealer's credit limit
iii. Purchase order of more than 10 pallets will be allowed. Provided,
that the remainder of 10 pallets shall be paid outright through our
payment methods available. No outstanding balance.
Rebates To encourage Dealers Dealers Regular I. When sales reached at 5,480 i. Dealers may subscribe to this program at with order minium 1% Approved
Program to push monthly sales Program blocks in a month, Dealer earns required order.
to reach rebates additional 0.25% rebates on top of ii. Qualified sales for the month will be counted at the start of each
Discount month, and closes at the last day of the each month. ie. March 01-
II. When sales reached at 8,640 March 31
blocks in a month, Dealer earns iii. Rebates for the current month will be computed 1st week of the
additional 0.50% rebates on top of succeeding month.
Discount iv. Sales will be considered as booked sale upon issuance of sales
III. When sales reached at 11,520 invoice to customer.
blocks in a month, Dealer earns v. Rebate rewards for the current month will be issued on the 2nd
additional 1.00% rebates on top of week of the succeeding month.
Discount
Contractor's To drive more sales Contractor Regular I. Cash Incentive for the following: i. Cash incentive will be issued upon proof of payment from Dealer. 5% Proposal
Program and for word-of-mouth s, Program - < 1500 blocks: 2%
marketing Business - 1501 - 4000: 3%
Owners, - 4,000 above: 5%
Property
Investors,

64
Homeowne
rs,
Architects,
Engineers
10+1 Deal To drive more sales for Dealers Seasonal Get 1 pallet free for every 10 i. Order must pe paid outright. 9.84% Proposal
Werkhof pallets ordered ii. We allow 7 days grace period for payment.
Cross To drive more sales for Buyers Seasonal Buy 100 blocks and get 1 free i. Promo must be offered by Dealers. 11.40% Proposal
Promotion Dealers sack of cement ii. Banners and flyers will be provided for every Dealer
iii. Promo period from July 2023 to September 2023
iv. Promo is applicable for blocks sold with promo period
2-8 Buyers To increase sales for Buyers Seasonal Buy at least 2,000 blocks, and get i. Promo must be offered by Dealers. 13% Proposal
Promo Werkhof up to 8,000 cash incentive ii. Banners and flyers will be provided for every Dealer
iii. Promo period from July 2023 to September 2023
i. Buyer get's 5,000 cash incentive iv. Promo is applicable for blocks sold with promo period
for ever 2000 block orders on
single receipt
ii. Additional 3,000 cash incentive
will be given under following
terms:
a. Like and follow Werkhof
Facebook page
b. Post a photo of your
construction site with a clear
image of werkhof blocks being
used on site
c. Use #werkhofblocks in your
caption

65
Booster To entice Delears to Dealers Seasonal Quarter Program i. Promo period from October 2023 to December 2023 8% Proposal
Program order more (year ii. Promo is in conjuntion with regular monthly rebates program
ender) i. Quarter sales at 30,000,
additional rebate of 1%
ii. Quarter sales at 40,000,
additional rebate of 1.5%
iii. Quarter sales at 45,000,
additional rebate of 2%
Pasalamat To express gratitude for Dealers Seasonal For Dealers with annual sales of: 8% Proposal
Program continued patronage for (year
Dealers. To encourage ender) i. 10,000,000: 20K cash certificate
a prosperous ii 20,000,000: 30K cash certificate
relationship for high iii. 30,000,000: 50K cash
perfroming Dealers certificate, 1 whole lechon

66
IV. Forms

67
A. Client Information Sheet

68
B. Billing Templates

69
70
71
72
C. Lead Generation Format
Ranking Google
Business Main Contac Contact
Source Lead Type (Based on Barangay City Maps Website Email
Name Address t# Person
scorecard) URL
https://
Google 943574 abcmarke sales@abcmark
Contractor 9 ABC Marketing 123 Main St. Labangon Cebu goo.gl/ John Uy
Maps 5234 ting.com eting.com
r34fdcsdf
https://
85 Echavez 943574 abcmarke sales@abcmark
FB Inquiry Customer 20 DEF Hardware Lahug Cebu goo.gl/ John Uy
Rd 5234 ting.com eting.com
asdf5t3
https://
Organic AAA UN Avenue 943574 abcmarke sales@abcmark
Dealer 16 Guadalupe Cebu goo.gl/ John Uy
Search Merchandising Rd 5234 ting.com eting.com
f43ffsdf

73
D. Dealer’s Scoresheet

74
E. Sales Monitoring Sheet

75
V. Annexes

76
A. 2023-2024 Milestone
ASSOCIATED COSTS
CRS
MILESTONE TIMELINE MONTHS ACTIVITY DETAILS BENCHMARK BLOCK
DELIVERABLE OPERATING MARKETING
INVENTORY
I. Setting up the Business Q1: 3-6 weeks January 5, 2023 Create SOPs for operations, sales, and marketing. ₱41,870.00
- February 15,
2023 Business Setup (CRS) - License, Permits, Docs, Refer to: CRS Opex
Accounts
Product Knowledge Seminar for CRS c/o Werkhof Blocks tech

team
Paymaya Integration Maya Integration Sponsored by Maya

Business after comletion of
requirements needed.
Budget hearing CRS Q1 Opex & Capex ₱906,250.00

II. Preparation for BOF Q1: 2 weeks January 5, 2023 Creating Graphics for Marketing Collaterals for Marketing graphics
- January 25, Dealers such as roadside banners, welcome kit,
2023 company brochure, business cards, display or
pull-up banners, videographics (existing),
invitation cards, and company portfolio.
Creating Marketing Presentation for BOF (or BOF Budget Proposal BOF ppt ₱54,210.00
program flow)
Creating selling guide or oral script for the Dealer/ Flipboard presenter
Merhcant merchandizer salesperson. to be used at dealer
counters.
Finalizing Tariff Schedule for Consignment Pricelist & Tarrif

Program Table
III. Pilot Testing - Dealer Q1 January 5, 2023 Leads generation - Dealers, Contractors, 1000 Leads Refer to: CRS Opex
Acquisition - March 30, 2023 Engineers, Architects, Business Owners, RE
Investors
3 dealers of profiling Acquiring dealer accounts within 5-10 km radius 20 dealers 20 Dealer Accounts 14400 blocks Daily or weekly ₱1,224,000.00
from manufacturing site. PILOT TO TEST THE sale potential =
SOPS AND DEALER DISCOUNT PRICING

77
STRUCTURE.
Conduct Business Opportunity Forum (BOF) for 3 FORUMS, 20 See BOF Budget
product and opportunity presentation audience each to Proposal for more
information.
identify first 20 for
pilot.
Monthly business review to stabilize business Benchmark, Covered by CRS Opex 3 BOFs
SOPs, documents, process flow, etc. Updated SOPs /
Process Flows
Weekly and Monthly sales follow up and review Sales Reports/ Covered by CRS Opex
Offsite inventory
III. Increase brand exposure 1 Year Year 2023 Generate list of associations where we can 2023 event calendar Representation and
through industry associations sponsor or join events. Join Construction show & budget Subscription allowance.
Refer to CRS Opex for
with booth to enroll and expand dealer network.
more information.
Sign up and get access to schedule of events
Attend, sponsor, and pay membership to Representation and TBD

Subscription allowance.
associations Refer to CRS Opex for
more information.
IV. Better localized Mar-23 Identify the dealer's network of customers and Stabilized Dealer List of contractors
community event to support then invite them to a forum to educate how to use consistent sales and customers of
dealers territory. Werkhof Walls in their projects. the dealer.
Reach out to customers and identify the larger CUSTOMER Project report and
projects that will need direct Werkhof supprt in SATISFACTION completion
tech and QA to realize Werkhof BENEFITS.
Work out with Dealer PRICING for the bigger DIRECT TO Identification and Additional Additional
projects with higher volume for "DIRECT PROJECT exclusivity lists for discounts for recievables on
DELIVERY". Therefore, is dealer referral (direct dealer customers
DELIVERIES bigger projects. Direct sales from
sales to Werkhof and commissions to dealer, our as:
Dealer Direct
customer is project) or dealer sales (Dealer books a - Dealer Serviced
order, our customer is dealer). Account Referral.
b - Dealer Referral
V. Improve company website Q2 (3-4 weeks) Apr-23 Product Photoshoot New catalogue To be discussed
and social media presence images with third-party
creative team
Create or Optimize social media accounts (FB, IG, 1 blog every week Schedule of boost & Establish Social
YT, LinkedIn, Twitter). Increase project status Blog output. boost budget
updates. Create Blog Series. By CRS

78
Stories of our Dealers, their Website Redesign & Redevelopment with updated New Website + Ask Michelle
customers testimonials and content (images and text) Establish good
COORDINATE WITH DUAL STORY (Michelle) Chat/ Feedback
special public interest
channel (Monthly
projects.
project reports)
Create Youtube "How To" and "Project YouTube Channel List of tutorials Ask Hanz
Improvement" series.
COORDINATE WITH STUDIO INSPIRO (Hanz
Forentino)
VI. Increase Dealer Network Q2 May 1, 2023 - Increase and expand dealer network to south or 200% increase in dealer 60 dealers Daily or weekly
200% July 30, 2023 north districts network and 43200 blocks sale potential = ₱3,672,000.00
consignements
Phase 2 Conduct Business Meetings with Local 1 quarter sales 2022 20% Increase on Representation and
Contractors annualized Sales Subscription allowance.
Refer to CRS Opex for
more information.
Launch 10+1 Program Subsidized discount. Refer

to 10+1 Memo.
VII. Increase online organic Q2 (1 month) May 1, 2023 - Continue YouTube Channel growth. Basic Installation Video Preparation, Piling, Ask Hanz +
reach May 30, 2023 Render and MEPF YouTube channel
basics. cost
Influencer marketing: partner with industry Traceable influencer Influencer referral Influencer Fee: 10,000 - 20,000
influencer to showcase our product. sales referral codes Referral code discounts
PROGRAM AUDIT AND Q1 - Q2 Jan to June 2023 Review Individual Dealer Performance per week At least 50% weekly 360 blocks per
360 X 60 Dealers weekly sale
TWEAKING sales of consigned dealer / Min
goods P30,600 per week/
= 21,600 blocks/ minimum ₱1,836,000.00
dealer week performance =
Dropping of Non-performing dealers Below 50% average in Drop or Marketing
12 weeks boost proposal for
dealer location.
Line-up of replacement dealer for territory of List of potential

dropped dealer replacement
Review of Distributor Performance
Review of tarrif, discount and pricing structures
Review of all marketing collaterals and BOF

exercise

79
Financials of CRS - Sales performance versus Monthly Actual Sales Monthly Sales vs
CRS operating + Marketing costs Cost Report
Review of Receivables and Maya payment system
VIII. MARKET EXPANSION for Q3 July 1, 2023 - Create and Conduct Sales Representative training Training Set-up Sales Rep Manual To be discussed and
Cebu City + North and South September 30, and Tablet files/ reviewed after Q1's first
business review meeting.
districts 60KM radius. Increase 2023 References
dealer accounts & establish
distributors.
Hire sales representative to handle and acquire 100 dealers 100 dealers Daily or weekly
more dealer accounts for Cebu City area 72000 blocks ₱6,120,000.00
sale potential =
LAUNCH BACOLOD, create dealer networks in 20 dealers 20 Dealer Accounts Daily or weekly
Negros Occidental. 14400 blocks ₱1,224,000.00
sale potential =
Phase 3 DISTRIBUTOR NETWORK Identify distributors Vette the distributor. To be discussed and
Start node structure distribution network by turning Financial Capacity, reviewed after Q1's first
over dealer supervision to distributors so that CRS Logistics capacity
can focus on network expansion and market and Credit rating.
creation.
IX. Setting Up Sales & Q4 October 1, 2023 Systemic Growth of dealership network - Cebu 5 dealers per month Monthly prospect To be discussed and
Marketing Plan for 2024 - December 30, and Negros Occidental Province. list and Vetting of reviewed after Q1's first
2023 dealers from CRS
and from Distributor
Identify new areas and territories of expansion of Additional 50 dealers List and Calendar of To be discussed and
DISTRIBUTION NETWORKS for Cebu & Negros per year targeted territory reviewed after Q1's first
Occidental and specific dealers
for BOF batching.
Study potential of Expansion to ILOILO List of High To be discussed

for 2024 Contruction and reviewed after
areas in ILOILO Q1's first business
review meeting.
Continue YouTube Channel growth. Tricks and Tips 1 video short To be discussed Ask Hanz +
Series shorts instructional and reviewed after YouTube
video per Q1's first business channel cost
review meeting.
month
Establish Schedule of events for 2024 Contruction show 2024 Event To be discussed
calendar and and reviewed after

80
budget Q1's first business
review meeting.
X. ONGOING GROWTH 2024 Benchmark 2022 Financials of CRS - Sales Monthly Actual Monthly Sales To be discussed
ONWARD every quarter performance versus CRS overthead + Sales vs Cost Report and reviewed after
Marketing costs Q1's first business
review meeting.
REPEAT STEP 6 TO 10 ABOVE To be discussed

and reviewed after
Q1's first business
review meeting.
XI. Improve Service Q1 Jan to March PROMOTIONAL EVENTS: Event calendar To be discussed
Performance for Dealer 2024 1 - Systemwide Seasonal Promotions and budget and reviewed after
Accounts 2 - Targetted territorial promos and Q1's first business
review meeting.
events
3 - Specific Dealer Area drum up
events to boost awareness
Hire and train accounts manager / Scope of work. To be discussed
service head Job and reviewed after
Description. Q1's first business
review meeting.
XII. Business Q2 Apr-24 Finalize all Job and Process Quarterly Review Process/ To be discussed
Automation descriptions (technical writing) Business and reviewed after
Manual Q1's first business
review meeting.
Integration of CRS systems and When the Process To be discussed

demand into Werkhof SOP's (technical complete process Flowchart and reviewed after
writing) chart is finalized Q1's first business
review meeting.
Tablet based commerce for Dealers To be discussed

attached to cloud server linked to and reviewed after
Manufacturing, Dispatch and Q1's first business
review meeting.
Accounting.
SERVED BY CIT (Ralph Laviste)

81
Operations Launch 10+1 Program To be discussed
Improvement and reviewed after
Q1's first business
review meeting.
Business Process Automation To be discussed

and reviewed after
Q1's first business
review meeting.

82
B. 2023 Budget

83
84
C. BOF Budget

85
D. SALES TO COST
Cost Category Type Estimated Amount %

Fixed Overhead Operations ₱60,000.00 17.33%
Fixed Overhead Finance ₱60,000.00 17.33%
Fixed Operating Sales ₱60,000.00 17.33%
Fixed Overhead Admin ₱14,000.00 4.04%
Fixed Overhead Rent ₱15,000.00 4.33%
Fixed Overhead Utilities ₱5,000.00 1.44%
Fixed Depreciation Car ₱25,833.33 7.46%
Fixed Depreciation Laptop ₱1,375.00 0.40%
Transportation -
Fixed Overhead Maintenance ₱5,000.00 1.44%
Fixed Overhead Subscriptions ₱7,500.00 2.17%
Fixed Overhead Administrative Costs ₱1,000.00 0.29%

Fixed Overhead Insurance ₱47,000.00 13.58%
Representation
Variable Operating Allowance ₱10,000.00 2.89%
Variable Operating Business Card ₱1,540.00 0.44%
Marketing
Variable Operating Collaterals ₱18,900.00 5.46%
Transportation -
Variable Operating GAs ₱14,000.00 4.04%
TOTAL ₱346,148.33
Minimum CRS Commission Per Block ₱2.65

86
Distributor Commission ₱2.98
Total Commission ₱5.63
Total Fixed Costs ₱301,708.33 87%
Total Variable Costs ₱44,440.00 13%
Monthly
Block Sales @ Break
61,483 Even Point
ave. monthly block

4,000 sales per dealer
15 no of dealers

87
E. Distribution Diagram

88
F. Organization Chart
G. Tasks and Responsibilities
An Operations Manager oversees a company’s organizational processes and adds

improvements to them. Their main duties include assisting the human resource team in
recruiting and hiring process, implementing policies and strategies to improve productivity
and efficiency levels, and building an enjoyable company culture.
● Long-term planning to create initiatives that further the company’s overall goals.
● Coordinating different teams to foster the exchange of ideas and provide cross-team
learning opportunities.
● Assessing and analyzing departmental budgets to find ways to minimize expenses and
optimize profits.
● Inspiring and motivating employees to perform at their best through positive
encouragement and incentive initiatives
● Communicating with the board or other senior officials about shifting company
priorities and projects.
● Identifying potential problems and points of friction and working to find solutions in
order to maximize efficiency and revenue.

89
● Identifying opportunities to expand or shift course in order to take advantage of
changes in the market.
● Tracking and analyzing sales statistics based on key quantitative metrics.
● Handling and resolving customer complaints regarding a product or service.
A Marketing Manager, or Marketing Department Manager, is responsible for overseeing a

team of marketing professionals within the marketing department. Their duties include
relaying information between upper management and department employees regarding
budgets and daily procedures, overseeing the implementation of marketing campaigns to
promote business products and services, and hiring and training department, employees.
● Developing marketing strategies
● Overseeing local and regional sales, promotions, and campaigns.
● Organizing promotional events, and coordinating day-of deliveries and staffing.
● Leading and training a team of Marketing Associates.
● Reviewing current marketing campaigns for weaknesses and developing solutions

within budget constraints.
● Analyzing website click-to-purchase conversion rates and the effectiveness of
promotions to determine what drives sales.
● Identifying potential new markets and creating a plan to enter the market.
● Partnering with product development and buying teams to estimate product demand
● Brainstorming fresh advertising ideas with senior management
● Preparing discount rates and determining price schedules.
A Controller performs a number of important duties within a company. Their overall

responsibility is the smooth running of the business from a financial perspective. This means
making sure there are strategies and controls in place to keep the business in good fiscal
health, as well as making sure each employee involved in accounting performs to those
standards. The Comptroller is also responsible for conducting internal control audits to be
sure the business is in compliance with legal and ethical business practices. Other
responsibilities include:
● Managing the company’s financial transactions

90
● Developing plans for the company’s financial growth
● Preparing the company’s financial reports
● Taking part in the budgeting process
● Managing the company’s accounting employees
● Providing financial training to employees when needed
● Evaluating and managing financial risk
● Preparing income statements
A Business Development Manager, or Business Development Executive, is responsible for

overseeing the implementation of business objectives among the company’s sales, marketing,
and business development professionals. Their duties include comparing current sales
numbers to desired quotas, delegating sales and marketing tasks among team members, and
meeting with upper management to discuss their progress.
● Maintain current client relationships and identify areas for potential clients.
● Contacting potential clients to establish a business relationship and meet with them.
● Develop new sales areas and improve sales through various methods.
● Research the latest in the business industry and create new opportunities to expand
the business.
● Collaborate with operations and marketing to ensure requirements are met, such as
sales numbers and profit goals.
● Strong understanding of company products or services as well as business position and
competition to keep business competitive.
● Planning and directing the hiring and training of new Sales Representatives
● Directing and coordinating all sales activities locally and regionally
● Preparing sales budgets and projections and approving expenditures
● Overseeing and directing the performance of the sales team
● Identifying emerging markets to find new sales opportunities
Executive Assistant have more than administrative duties. They also filter and prioritize client
visits or phone calls, and communicate on behalf of the executive they support. Other
responsibilities include:
● Providing administrative assistance, such as writing and editing e-mails, drafting

memos, and preparing communications on the executive’s behalf.
● Maintaining comprehensive and accurate records

91
● Performing minor accounting duties
● Organizing meetings, including scheduling, sending reminders, and organizing catering
when necessary
● Answering phone calls in a polite and professional manner
● Welcoming visitors and identifying the purpose of their visit before directing them to
the appropriate department
● Managing the executive’s calendar, including making appointments and prioritizing the
most sensitive matters

92

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BUSINESS

Version 1_Jan 20 2023

A. Daily Tasks for Sales Manager / Officer

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

A. Werkhof - Dealer Consignment MOA

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Manual for Leads Generation &

I. Leads Generation and Management should be done by the Business Development

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Appointment Setting Script

Hello, my name is ___________________ with Werkhof Blocks. I am reaching out to you

Version 1_Jan 20 2023

Manual for Sales Calls & Client Onboarding

Version 1_Jan 20 2023

IV. BUSINESS REVIEW OUTPUT

Version 1_Jan 20 2023

COMPANY REPRESENTATION GUIDELINES

Maintain confidentiality: Do not share confidential information about your company or

● Product training will be provided.

● Seminars and developmental trainings will be provided accordingly.

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

Version 1_Jan 20 2023

100 ₱8,500.00 2 ₱552.50 0.0% ₱0.00 ₱552.50

200 ₱17,000.00 3 ₱1,105.00 0.0% ₱0.00 ₱1,105.00

300 ₱25,500.00 5 ₱1,657.50 0.0% ₱0.00 ₱1,657.50

400 ₱34,000.00 6 ₱2,210.00 0.0% ₱0.00 ₱2,210.00

500 ₱42,500.00 7 ₱2,762.50 0.0% ₱0.00 ₱2,762.50

1,000 ₱85,000.00 14 ₱5,525.00 0.0% ₱0.00 ₱5,525.00

2,000 ₱170,000.00 28 ₱11,050.00 0.0% ₱0.00 ₱11,050.00

3,000 ₱255,000.00 42 ₱16,575.00 0.0% ₱0.00 ₱16,575.00

4,000 ₱340,000.00 56 ₱22,100.00 0.0% ₱0.00 ₱22,100.00

5,000 ₱425,000.00 70 ₱27,625.00 0.0% ₱0.00 ₱27,625.00

6,000 ₱510,000.00 84 ₱33,150.00 0.0% ₱0.00 ₱33,150.00

7,000 ₱595,000.00 98 ₱38,675.00 0.0% ₱0.00 ₱38,675.00

8,000 ₱680,000.00 112 ₱44,200.00 0.0% ₱0.00 ₱44,200.00

9,000 ₱765,000.00 125 ₱49,725.00 0.0% ₱0.00 ₱49,725.00

10,000 ₱850,000.00 139 ₱55,250.00 0.0% ₱0.00 ₱55,250.00

12,000 ₱1,020,000.00 167 ₱66,300.00 0.5% ₱5,100.00 ₱71,400.00

14,000 ₱1,190,000.00 195 ₱77,350.00 0.5% ₱5,950.00 ₱83,300.00

Version 1_Jan 20 2023

100 ₱8,500.00 2 ₱552.50 0.0% ₱0.00 ₱552.50

200 ₱17,000.00 3 ₱1,105.00 0.0% ₱0.00 ₱1,105.00

300 ₱25,500.00 5 ₱1,657.50 0.0% ₱0.00 ₱1,657.50

400 ₱34,000.00 6 ₱2,210.00 0.0% ₱0.00 ₱2,210.00

500 ₱42,500.00 7 ₱2,762.50 0.0% ₱0.00 ₱2,762.50

1,000 ₱85,000.00 14 ₱5,525.00 0.0% ₱0.00 ₱5,525.00

2,000 ₱170,000.00 28 ₱11,050.00 0.0% ₱0.00 ₱11,050.00

16,000 ₱1,360,000.00 223 ₱88,400.00 0.8% ₱10,200.00 ₱98,600.00

18,000 ₱1,530,000.00 250 ₱99,450.00 1.0% ₱15,300.00 ₱114,750.00