GLOBAL DEALER EXCELLENCE AWARDS
2012-2013
MECHANICS AND PRIZES
Table of Contents
I.
II.
Dealer Qualifications
GDEA Scorecard
GDEA Scorecard Definitions and Details
 Key Performance Indicators (KPIs)
 New Sales
 Merchandising
 Subscriber Application Form (SAF) Data Accuracy
 Customer Service Satisfaction
 Community Involvement
Score Requirements to win
III.
IV.
V.
Special Awards on Platforms
Special Awards on Merchandising
Best Practice Sharing of Regional Dealer of the Year
Scorecard for Special Awards - Regional Dealer of the Year
List of Special Awards - Regional Dealer of the Year
V.
VI.
VII.
GDEA Prizes
1
2
4
4
5
6
7
8
9
10
11
12
13
14
15
Regional Dealer of the Month
Regional Dealer of the Year
Global Dealer of the Year
Special Awards – TFC Platforms and Best in Merchandising
17
18
20
21
Dealer FAQs
Dealer Feedback and Inquiries
22
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DEALER
QUALIFICATIONS
•
•
•
All dealers, regular and probationary with signed contract or
memorandum of agreement with ABS-CBN Global.
Must be in good standing in terms of payables to ABS-CBN.
Account receivables is within the prescribed Daily Sales
Outstanding (DSO) of the region.
Must agree to submit the monthly report indicating new sales,
churn and inventory.
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GDEA Scorecard
KPI
New Sales
Merchandising
CRM Data
Accuracy (SAF)
Customer
Service
Satisfaction
Community
Involvement
Metric
Range
Weight
Score
% versus New Sales Target;
Minimum sales target of 20 per
month..
1%-120%
65
0.65-–
78
Number of new customer
touchpoints (TP); Visibility of
merchandising; Marketing to
conduct random audit
Incomplete/Incorrect
Subscriber Data captured in
GOMS
CSFO will call randomly 10
customers
per dealer to check if they are
satisfied with their service.
Marketing will randomly check
degree of community relations
through various engaging
activities/ programs
5 new TP
6
1-4 new TP
3
Tiered
0 new TP
0
0-1 wrong/
incomplete item
5
2 or more
wrong/missing
items
Tiered
0
0-1 unsatisfied
2 or more
5
Tiered
0
Level 4-5
6
Level 2-3
3
Tiered
Level 0-1
0
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GDEA SCORECARD
Definitions and Details
Key Performance Indicators (KPIs)
Performance of TFC Dealers shall be evaluated based on set
KPIs such as New Sales, Merchandising, Data Accuracy of
Subscription Application (SAF) Form, Customer Service
Satisfaction and Community Involvement. Each KPI has a specific
weight or tiered point system.
The highest potential score for each month shall not exceed
100 points.
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GDEA SCORECARD
Definitions and Details
New Sales
A KPI based on the percentage of sales achievement for each
month.
The percentage is multiplied to the weight which is 65 points.
For sales percentage higher than 120%, maximum potential score
is fixed to 78 points.
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GDEA
SCORECARD
Definitions and Details
Merchandising
A KPI based on the number of new
touchpoints (TP) of the TFC Dealer.
A TP is defined as a point of contact of
the TFC Dealer and its potential customers.
Hence, TP can create leads for sales and
presence of merchandising materials in critical
TPs are important. TFC Dealers must
continuously make the effort to discover new
TPs and sustain the merchandising on existing
ones. To substantiate this effort, photos must be
submitted by the TFC Dealer. Otherwise, no
point shall be given for this particular KPI.
Scoring for this KPI is tiered.
TFC
Dealers
with
successful
merchandising may vie for the Best in
Merchandising. (see Special Awards on Best in
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GDEA SCORECARD
Definitions and Details
Subscription Application Form (SAF)
Data Accuracy
All successful sales require the submission of the SAF. The
form must contain accurate information of the subscriber. The
TFC Dealer shall not process any subscription application when
information provided are not clear, incomplete or inaccurate.
When SAF is submitted, information contained are validated by
the assigned customer service associate for the region.
Scoring for this KPI is tiered.
7
GDEA SCORECARD
Definitions and Details
Customer Service Satisfaction Survey
This survey applies to new subscribers only.
Upon activation of a new sale, a welcome call is conducted
by the assigned customer service associate for the region. The
survey asks questions regarding the customer service handling of
the TFC Dealer and customer service experience of the new
subscriber. The responses are then classified as to whether positive
or negative .
Scoring for this KPI is tiered.
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Scorecard
Definitions and Details
Community Involvement
This is a new KPI included in the GDEA Scorecard. TFC
Dealer gets additional points for initiatives that establishes short
and long-term relations with the communities.
Scoring is tiered and depends on the extent of the initiatives.
Photos and other forms of documentations are required to
substantiate the score.
Range
Examples
Level 4-5:
Establishes strong community relations by sponsoring or
initiating community-based activities or events that promotes
TFC and generates leads.
Level 2-3:
Participates in TFC-initiated community event.
Involves in lead-generating activities in the community.
Level 0-1:
Join small community meetings. No specific input to lead
generation and conversion.
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SCORE ELIGIBILITY
TO WIN
Regional Dealer of the Month
The TFC Dealer in the region who gets the highest score of not
less than 70 points for each qualifying month from July 2012
to October 2013.
Regional Dealer of the Year
The TFC Dealer in the region who gets the highest score of not
less than 1,000 points from July 2012 to October 2013.
Global Dealer of the Year
The Regional Dealer of the Year who is able to achieve
significant performance based on GDEA scorecards from July
2012 to October 2013.
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SPECIAL SALES AWARDS
(TFC PLATFORMS)
• It is a quarterly and annual awards for TFC Dealers selling
TFC-IPTV, TFC-Direct-to-Home, TFC.tv (Online) and TFCPremium Package.
• TFC Dealers in all TFC regions may vie for this award.
• Minimum sales achievement must be not less than 100% of the
TFC Dealer’s total quarterly target.
• The TFC Dealer who achieves the highest sales achievement in
each of this platform per quarter shall be declared as the winner.
• First quarter shall be from July 1, 2012 to September 31, 2012
and thereafter until September 2013 to December 31, 2013 only.
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SPECIAL SALES AWARDS
(BEST IN MERCHANDISING)
An annual award given to the Regional Dealer of the Year who has
the most number of new customer touchpoints (TP) and has managed
consistent visibility and efficient utilization of merchandising materials.
TFC Dealers must submit photos as entries with captions and
descriptions of the merchandising materials they use. At the end of the
program, all entries will be evaluated based on the criteria below.
SELECTION AND RATING
• Visibility of TFC merchandising materials (30%)
• Originality and uniqueness of display (20%)
• Consistent placement and efficient utilization of merchandising
•
collaterals (30%)
Merchandise Inventory management (20%)
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BEST PRACTICE SHARING
(REGIONAL DEALER OF THE YEAR)
Each Regional Dealer will present their 2012-2013 business
plan, strategies and over-all results. They will be asked to share
at least two (2) major successful initiatives that enabled them to
win over other TFC Dealers in their respective region.
A panel of jury will be created to score the contenders based
on a set criteria for judging.
All Regional Dealer of the Year will contend for the Special
Awards during their presentation to be held in Manila, Philippines
on January 2014.
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Scorecard on
Special Awards
(REGIONAL DEALER OF THE YEAR)
KPI
Metric
Weight
 +50% of average sales
Business Impact
 +31-49% of average sales
30 pts
Tiered
 Uniqueness of the initiative
0-15 pts
10%
0-15 pts
10%
0-10 pts
5%
0-5 pts
5%
0-5 pts
5%
0-5 pts
5%
0-5 pts
 Format
5%
0-5 pts
 Clarity
5%
0-5 pts
 Originality
5%
0-5 pts
other region
 Customer Benefit (e.g.
convenience to customers, speed
of service and extra
services to delight customers)
Manner of
presentation
10 pts
15%
 Applicability of the initiative to
Question and
Answer
20 pts
(10%-30%)
 Below 30% of average sales
Uniqueness and
effectiveness of
the activity
Range
 Four questions will be prepared
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SPECIAL SALES AWARDS
(REGIONAL DEALER OF THE YEAR)
INNOVATIVE DEALER AWARD
A special award given to a TFC Dealer for the best lead
generating initiative (type of activity, no. of leads generated and
sales conversion rate) executed from July 2012 to October 2013..
PASSIONATE AND DEDICATED DEALER
A special award given to a TFC Dealer who has shown
undaunted attitude and embodies the true spirit of a Kapamilya.
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SPECIAL SALES AWARDS
(REGIONAL DEALER OF THE YEAR)
EXCELLENCE IN EXECUTION DEALER
AWARD
A special award given to a TFC Dealer who exemplifies
excellent business management and execution of business
initiatives.
OUTSTANDING COMMUNITY RELATION
DEALER AWARD
A special award given to a TFC Dealer who has
established an outstanding on-ground presence in the
communities. An instrument in increasing the awareness of these
communities on TFC. The TFC Dealer who has shown genuine
involvement in community relations, and has earned the respect
and trust of its community as a TFC Dealer.
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GDEA Prizes
Regional Dealer of the Month
• GDEA Certificate of Excellence
• Monthly winners will get two-weeks airing of a congratulatory
TV plug by a Kapamilya artist on TFC and online channels
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GDEA Prizes
Regional Dealer of the Year
HONOR AND GLAMOUR
• Represent the region along with two (2) other companions in
the TFC Dealers Best Practice Sharing in Manila on January
2014.
• Roundtrip airfare and hotel accommodation shall be
shouldered by TFC.
• Celebrate GDEA and TFC Dealers success with ABS-CBN
Executives in a night of glitz and glamour, and world-class
Filipino performances.
RESPECT AND RECOGNITION
•
Receive the GDEA trophy distinction for being the best TFC
Dealer in the regions and claim more recognition from the
roaster of Special Kapamilya Awards.
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GDEA Prizes
Regional Dealer of the Year
CELEBRITY-LEVEL PR
•
Regional Dealer of the Year will get two weeks airing spot on
TFC of a congratulatory TV plug by a Kapamilya artist
•
Homecoming features in Philippines' largest newspaper and
online channels
•
Watch live the ABS-CBN top noon-time show and meet and
greet their favorite Kapamilya artists
PAMPERING AND LEISURE
• Relaxing spa and wellness package
• Experience Luzon’s best out-of-town getaway for continuous
learning and leisure
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GDEA Prizes
Global Dealer of the Year
EXCELLENCE AND PRESTIGE
•
•
•
•
•
Receive the highest GDEA distinction for being the best
amongst the TFC Dealers in all TFC regions.
Exclusive features in TFC’s news and magazine shows, PH
local newspaper and online channels.
Donate P50,000 cash to a chosen organization.
Take the 3rd spot on the GDEA Wall of Champion housed in
TFC’s main corporate office in Redwood, San Francisco,
USA.
All-expense-paid roundtrip vacation for three to any
Kapamilya TFC region.
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GDEA Prizes
Special Sales Awards
QUARTERLY - PLATFORMS
• Certificate of Excellence
• Quarterly winners announcement via TFC’s online channels
• Top-notch prizes
July –- Sept 2012 : Premium /Fine Dining for two (2)
Oct - Dec 2012 : Techno-Gadgets: Apple new iPAD
Jan –- Mar 2013 : Overnight Weekend Getaway for two (2)
Apr - Jun 2013 : Spa & Wellness Package for two (2)
Jul –- Sep 2013 : VIP Event Tickets for two (2)
Oct–- Dec2013 : Techno-Gadget: 11” Mac book air
ANNUAL -PLATFORMS/BEST IN MERCHANDISING
•
•
•
•
•
Exclusive invitation to attend the GDEA Gala and Awards Night on
January 2012 in Manila.. Roundtrip airfare to the Philippines will
given.
Roundtrip airfare and hotel accommodation shall be shouldered by
TFC.
Pocket money worth $500
3-days hotel accommodation
GDEA plaque of recognition
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DEALER FAQs
Q: I just joined TFC as Dealer, am I still qualified in GDEA?
A: Yes, probationary TFC Dealers are qualified anytime during the
program duration from July 1, 2012 to Oct. 31, 2013. You still have the
chance to win the monthly and regional dealer awards as long as you
meet the required scores to win.
Q: I sell two kinds of TFC subscription, IPTV and TFC.tv, is it
possible to get two awards for one quarter if I hit my targets for
both platforms? What if I win two awards at the end of the
program?
A: Yes, a TFC Dealer can receive multiple awards for the quarterly
Special Sales Awards on Platforms and receive the prizes for both awards.
However, for annual winners the airfare and accommodations are not
considered as part of the reward or prize, therefore is excluded from the
awards that can be multiplied. The airfare and accommodation are
logistical means to fulfill the winner’s reward of attending the Gala
Awards Night.
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DEALER FAQs
Q: How will I know if I win?
A: The TFC Regional Office c/o the Regional Sales Head will inform
you. More so, monthly winners are announce via TFC in a congratulatory
plug.
Q: How do I claim my prize?
A: For Regional Dealer of the Month and Special Sales Award, the TFC
Regional Office c/o the Regional Sales Head shall schedule an
appointment with you for the handover of the certificate. For quarterly
Special Sales Awards, details shall be coordinated to arrange the best
schedule when you plan to consume your prize.
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DEALER FAQs
Q: If I win the Regional Dealer of the Year who
are allowed as my companions?
A: Your two companions depend on your preference.
Nevertheless, companions should have the necessary travel
documentation such as valid passport and visit visa as
applicable. TFC will not shoulder any travel documentation
expenses of the companion other than those declared as
prizes.
Q: If I win the Regional Dealer of the Year, can
I extend my stay in the Philippines?
A: Yes, however length of stay in the Philippines should be
within the allowed maximum stay in the country as
prescribed by Philippines laws and statutes. Hence, TFC
reserves the right to approve such request.
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DEALER FAQs
Q: If I win the Global Dealer of the Year, am I allowed to
change my companions?
A: Yes.
Q: When is the actual travel of the Global Dealer of the Year for
the pick your region prize?
A: The actual travel shall be within two (2) months after the
determination of the winner. There is a waiting period in the consumption
of the prize due to travel documentation such as visa application that may
be required by the country of destination. The visa application has to be
applied in the country of origin of the Global Dealer of the Year.
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DEALER FEEDBACK
AND INQUIRIES
For feedback, comments and suggestions
Please email TFC_GDEA@abs-cbn.com
For Official Monthly Results
Please contact your Regional Sales Head
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