Our final project for Sales Promotion class, A Sales Promotion Proposal for Small Business Units

1. Polytechnic University of the Philippines
Santa Rosa Campus
City of Santa Rosa, Laguna
SALES
PROMOTION(Sales Promotion Activity-Project for Small Business Units)
Submitted by:
CAPUSO, Czarilyn A.
GALENDEZ, Chenryl D.
BSBA MM 2-1
Submitted to:
Prof. Gilfred A. Acierto
Date Submitted:
February 2014
2nd
Semester

2. About the business
Pining’s Watermelon Wholesale and Retail Store is a family business owned by a 66
year old woman named, Josefina V. Capuso. The business has been operating for over 16
years and it first started in 1998. Aling Pining doesn’t own any hectares of land to operate
and sustain this kind of business, but it isn’t a problem anyway. She has the contacts of
land owners from Northern Luzon, Bicol, Mindoro and anywhere else wherein
watermelon is bountiful. Hence, Aling Pining’s store serves as the distributor of
watermelon from its manufacturer (the farmers), to her store, and then to market-fruit
vendors. Aling Pining envisioned that her store will still compete to the market up to the
last family generation. The main goal of the business is to indulge customer’s cravings
for luscious watermelon freshly farm picked!
I. Problem Statement
Aling Pining’s Watermelon wholesale and retail store is located at Km. 38 Old
Nat’l. Hi-way, Macabling, City of Santa Rosa Laguna. One of the main problems
occurred in small business units like this is promoting the business and increasing the
volume of sales. During sales promotion, there are three consequences that will
probably happen, first: increasing sales temporarily then decrease and then return to
regular sales level, second: increasing sales temporarily and then return to regular
sales level, and lastly: sales will increase and retain on higher sales level. The most
important causes in promoting sales are to attract new buyers, to reward new
customers, to increase the purchase rates of occasional users and of course to increase

3. the volume of sales. The proponents of this study mainly deal with one of the 4Ps in
Marketing; the Promotional Strategies of the store.
II. Project Strategy
As discussed in Step I: Problem Statement, Sales Promotion is indeed an
important aspect in every business. The purpose of promotion in a business is to raise
awareness about a product or service in the market. It assists companies in generating
more profits by increasing sales. It is also a strategy used by organizations to increase
their reputation and create a brand name. In this situation, Pining’s Watermelon
Wholesale and Retail Store, a seasonal business that runs from Holidays to Summer
(November to May) should strategize to promote the business, product and sales
efficiently and effectively.
We, the proponents of this study have four proposals that maybe helpful for this
business, these are: Sampling-Freebies-Coupons-Rebates.
Project Proposal Starting Date Ending Date
Sampling November 30 December 10
Freebies December 11 January 10
Coupons (usable between →) December 15 January 14
Rebates March 11 May 10
III. Project Goal & Objectives
Once that this project will be successful, our objectives are to:
 To be the top watermelon distributor (wholesale & retail) in Southern Luzon.

4.  To continually increase the demand for watermelon.
 To enlarge the sales volume.
 To satisfy customer’s cravings for watermelon, still.
IV. Description of Project Activities
(1.) Sampling – We offer free taste for walk in customers so that they’ll be
persuaded to avail our product.
(2.) Freebies – Since there is an implementation of “No to Plastic” here in Santa
Rosa, We offer free fishnet bags for buyers.
(3.) Coupons – We will be providing coupons for present buyers indicating
pesos-off for the next time they’ll purchase watermelon.
(4.) Rebates – Creditors are inevitable in every business, so we’re offering
rebates for creditors whom update their liabilities regularly.
V. Time/Task Chart
Activity Action Steps Promotional Period Persons Responsible
Sampling
(Free Taste)
For every walk in
customer that will
inquire about the
prices, employees
will offer them a
free taste/free slice
of watermelon.
It will run for 10
days, let’s say from
November 30 to
December 10.
Employees

5. Freebies
(Free Fishnet Bags)
Free fishnet bags
for buyers.
It will run for 30
days, let’s say from
December 11 to
January 10.
Employees
Owner
Coupons Coupons will be
given to present
buyers indicating
pesos-off for the
next time they’ll
purchase
watermelon
Giving away of
coupons will last for
15 days (December
15-29); and is usable
for 30 days
(December 15-
January 14).
Proponents
Employees
Owner
Rebates Rebates will be
given to creditors
who pay their
liabilities
regularly.
It will run for 60
days, March 11 to
May 10.
Creditors/Customers
Owners
VI. Project Staff
Staff #1: Employees – they’ll be in charge in promotional activities such as:
Sampling, Freebies and Coupons because they mainly deal with the customers.
Staff #2: Owner – the owner will be in charge in promotional activities such as
Freebies, Coupons and Rebates because it mainly deals with costs, expenses and
decisions during the promotional period.

6. Staff #3: Proponents – we’ll be in charge of lay outing and producing coupons
(price offs) to be given away to customers because we have the ideas, skills and time
to do so.
Staff #4: Creditors – The creditors their selves, will be one of persons responsible
in promotional activity, rebates. Because they have to see to it that they’ll pay their
liabilities regularly, before the deadline required so that they’ll avail it.
Organizational Chart of the Business
VII. Monitoring & Evaluation
Four Basic Steps of Evaluating
JOSEFINA CAPUSO
Owner
Employee Employee Employee
ALBERT CAPUSO
Auditor/Finance Officer

7. Monitoring - On an ongoing basis, government will systematically collect and store
data for indicators about the progress of achievement of regional plan outcomes. The
supporting indicators (such as those found in Results Reporting) show the broad
economic, environmental and social outcomes desired for the region. Government
will be responsible for collecting data for these indicators over the span of the
regional plan and for monitoring the data trends showing changes occurring in the
region.
Evaluation
The monitoring data will undergo rigorous evaluation, analysis and interpretation of
results within the context of government policies and strategies designed to achieve
the regional objectives and assure management actions are appropriate spatially and
temporally.
This includes ministerial evaluation of monitoring data against the limits and triggers
established for the region. Wherever possible, the contributions of subject matter
experts within the stakeholder community will be encouraged as input into this
process.
Reporting
Government will use various mechanisms to formally communicate on regional plan
progress to the public, including the release of reports on an annual basis that speak
directly to the plan, as well as ministry communications that address more specific
aspects of the plan. Government websites like this one and ministry websites will also

8. be sources for monitoring information and progress updates related to the regional
plans.
Continuously Improving
This on-going cycle of monitoring, evaluating and reporting encourages continuous
improvements in decision-making and actions, so current and future generations
achieve the balance desired between economic, environmental and social outcomes
in a region.
To connect this on the Sales Proposal project for Pining’s Watermelon Wholesale
and Retail store, the proponents thought that:
1) What will be the changes to be evaluated during and after the project?
- Does the sales increased or decreased?
- Does the promotion attracted more customers?
- Does the store become popular to other customers?
- Does the promotion become successful?
2) What methods of information collection to be used?
- Through direct communication with customers and staff of the store
- Through observation during the promotional period.
3) What and how will project activities be monitored?
- Sampling (Free Taste): Does they purchase watermelon after tasting it?
- Freebies (Free Fishnet Bags): Does freebies make the customers avail
more watermelon than they purchase usually?

9. - Coupons: Does coupons make customers visit the store and purchase
watermelon again?
- Rebates: Does rebates enabled creditors to update their loans regularly?
4) When will evaluation take place and who will be involved?
- Evaluation will take place during and after the promotional period.
- Store owners, employees and proponents will be involved.
VIII. Organization Experience
The store management hasn’t join any other organizations related in their nature (fruit
business), and hasn’t carry out any other community projects. Nevertheless, the store
management has already performed sales promotion activities before by giving out
free 2014 calendars for their loyal customers.
Attached here is the said calendar:

10. IX. Budget
The chart below shows the budget allocated for the purpose of Sales Promotion.
Line Item Total Cost Contribution Total Funding
I. Personnel
(Budget for Persons-
in-charge for
promotion)
P 300.00 P 200.00 P 500.00
II. Travel and
Per Diem
(Travel expenses
during the
promotional period)
P 100.00 P 100.00 P 200.00
III. Equipment
(Amount of
equipment used
during the
promotional period)
P 700.00 P 300.00 P 1,000.00
IV. Other Direct
Costs
(Additional expenses
during the
promotional period
such as fishnet bags
for freebies, food
allowance for
persons-in-charge)
P 700.00 P 300.00 P 1,000.00
TOTAL P 1,800.00 P 900.00 P 2,700.00

11. SUMMARY BUDGET Total Cost Contribution Total
Funding
Request
I. Personnel P 300.00 P 200.00 P 500.00
II. Travel and Per
Diem
P 100.00 P 100.00 P 200.00
III. Equipment
and Materials
P 700.00 P 300.00 P 1,000.00
IV. Other Direct
Costs
P 700.00 P 300.00 P 1,000.00
TOTAL P 1,800.00 P 900.00 P 2,700.00
X. Project Summary
The main objective of this proposal is to promote small business units like Aling
Pining’s Watermelon Wholesale and Retail Store, to help them increase their usual
sales and to help the store make known to other potential buyers.
We proposed to promote their store and product through: Sampling – by giving
out free taste to walk in customers, Freebies – since plastics are prohibited in this city,
we suggest that owners should give such to their customers because this is
environment friendly and customers might visit and purchase to the store again.
Coupons – so that the customers will be interested to return to the store and Rebates –
since creditors are inevitable to any business type, we recommend that rebates shall

12. be given to customers who pay their liabilities regularly. The store management
hasn’t join any other organizations related in their nature (fruit business), and hasn’t
carry out any other community projects. Nevertheless, the store management has
already performed sales promotion activities before by giving out free 2014 calendars
for their loyal customers. As for the budget, this promotion will only be spending
P 2,800.00 during the promotional period. This includes everything to be used in the
proposal including the tarpaulins/banners, fishnet bags, printing fees for the coupons
and even food allowance and incentives for persons-in-charge in the promotional
activities.
We are hoping for the success of this proposal if the management will approve it
and apply in their store. We are thankful for the cooperation of Aling Pining’s
Watermelon Wholesale and Retail Store & We are looking forward for the store’s
triumph for the year and years to come.

13. Aling Pining’s Watermelon and Retail Store

14. Tarpaulin layout for Aling Pining’s Watermelon and Retail Store:
Sample Coupon layout for Aling Pining’s Watermelon and Retail Store:
(For Promotional period: December-January)