Association Negros Producers (ANP)

Strategy of sales organisation indigenous artefacts improved

About ANP

ANP is a locally owned Business Service Organization providing training and marketing services to its 86 member producers. The organisation promotes the culture of productivity and technological upgrading among the manufacturing sector of Negros. ANP uses effective marketing and quality control to shape and create an image of Negros-made products, next to training facilities.

Product lines of ANP are furniture, gifts & house wares and fashion & food. ANP houses a showroom in Bacolod City, where many products are displayed and sold. ANP has generated more than 12,000 jobs since its formation in 1988.

Business case

In 2007 ANP achieved a net profit of € 13.000. As of June 2008, a net loss of € 4.000 was the reality. This results mostly from a drop in sales and issues in operational management. ANP asked SharePeople for an expert on operational and/or quality management to help develop an action plan on improving the current operational management system. ANP found a partner in Judith Lamers for CQM (Consultants in Quantative Methods).

Results

Analysis

In oder to find out what realy was the issue at hand, Judith executed an investigation of needs. A cause and effect breakdown was made, combined with an analysis of the member concerns. Judith found out participation fees were declining, inventory system was outdated and overall control regarding merchandising was not up to the mark. Judith worked on the aging of the products in the showroom, participation fees of members, new guidelines for the showroom and many other subjects.

Advice

Judith worked together with the management team and Board of Directors. The main subjects of her advice were:

• Aging strategy of products in the showroom (a track record system is to be installed to prevent products in store>1 year)
• Taking out the participation fee for members and replacing it by an increase in service fee so issues regarding payments are history
• New guidelines for the Showroom
• One page strategy for ANP in stead of a large document that will not be used
• New screening guidelines, new method to avoid confusingly similar items
• Take up travel agencies in Point of Sales system
• New categories

With this advice to take to heart, and some ideas already implemented, ANP enters a new era. The focus is a fresh start of 2009, with enthusiasm and perspective on improvement. With a boost on sales as a next important step to take, ANP can create a more prosperous period to come.

Impact on the professional

Judith learned valuable personal lessons and intends to apply these more in her current job in the Netherlands.

"For experts/companies, working with SharePeople gives them the unique opportunity of applying everything they have learned in their career up until now for a good cause. In addition to that, it is a truly inspiring experience. I would recommend SharePeople specifically because they take care." (Judith Lamers, consultant CQM)

Impact on the overseas partner

"It is always beneficial to work with experts. Often times, we are aware of the problem areas and have the answers in front of us; we just need a fresh, objective point of view to validate our concerns and actions." (Christine Abaquin,

 Executive Director ANP Management Team)

Follow up

Both parties agreed to keep in close touch for the months to come, regarding the further implementation of the independent store concept and the introduction of new categories. SharePeople stays in close contact with ANP to monitor and possibly assist with the implementation. SharePeople is looking for an enthusiastic marketing & sales expert to ensure the next important step for ANP can be taken: growth in sales!

Click here for the weblog 'Expert Programma Judith Lamers'