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| Modes of Marketing & Distributions |
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| Sales and Distributions |
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The main objective of our sales team is to source for new customers and strengthen our existing customer relationships. We have 2 sales teams, namely in-house sales team and Agency Managers.
In-House Sales Team
Our in-house sales teams comprise Corporate Sales and Direct Sales, based at our head office.
Corporate Sales This team focuses on key clients i.e. large retail corporations.
Direct Sales This team adopts a door-to-door sales strategy; our target market is small retailers.
Agency Managers
We have developed a sales programme known as Agency Managers Programme. Agency Managers are our agents who are responsible for carrying out marketing and distribution of our products and services throughout Malaysia. They are business owners who have subscribed to the Agency Managers Programme to market our products and services. We envisage having presence in 11 states as depicted in the map below.
In order to ensure our distribution network is successful, each Agency Manager is required undergo a formal training and development programme. The programme is designed to provide an understanding of our Group's products and services, technical knowledge of target markets and development of soft skills.
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| Sales and Distributions Strategy |
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Our sales model comprising both in-house sales team and Agency Managers, enable us to be near to our customers and have wide geographical presence. The in-house sales team and Agency Managers work closely with our customers to attain better understanding of their business requirements that in turn serves as valuable feedback for us to make continuous improvements to our products and services. Our in-house sales teams and Agency Managers engage with our customers on a regular basis. They are responsible for business development as well as for providing technical support to our customers.
Our sales and distribution strategy has enabled us to keep abreast of domestic and international market trends, as our sales and marketing teams are also tasked to monitor key market dynamics, including understanding and analysing our competitors' products and services and pricing strategies. This serves to provide market intelligence to our management and R&D team, as we strive to continuously develop new products and services to suit localised market needs.
Our in-house sales team and Agency Managers have managed to carry out sales activities efficiently and effectively. With this model, we have managed to maintain a reasonable cost structure and yet achieve a high level of customer satisfaction.
Our current sales and distribution strategy has been instrumental in helping us to achieve the following:
(i) improve existing customer relationships resulting in an increased customer retention;
(ii) gain a better understanding of our customers' needs; and
(iii) Identify new market opportunities and potential customers.
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| Marketing |
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Our Group has adopted a structured marketing strategy with the following key elements:
(i) Product Differentiation
We view product differentiation as an important aspect of our marketing strategy and we continuously strive to offer tailored products and services to meet our customers' needs and requirements. In order to be different, we ensure an ongoing commitment to provide high quality and reliable products and services. Our range of products and services are modular in nature and are easily modified and expanded to be packaged with other complementary products to provide a seamless payment system.
Another point of differentiation is our ability to support our diverse customer base. We serve both large corporations and SMI/SMEs. Arising from these experiences and knowledge from servicing our diverse customer base, we are able to assemble our products and services to suit the business needs of these customers.
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(ii) Customer Retention Strategy
We have a customer relationship strategy whereby our in-house sales team and Agency Managers will regularly engage withy customers in terms of providing products and services updates, technical presentations and consultancy on design and software issues.
We also provide maintenance and after-sales services to our customers. In addition, our R&D team is also involved in resolving customers’ technical issues and offering technical advice as part of our retention strategy.
(iii) Branding Strategy
We strive to develop MPAY as the brand of our Group’s products and services. In line with this strategy, we are committed to consistently deliver high quality products and services. We aim to strongly position MPAY products and services in Malaysia through a structured marketing and branding programme that is targeted to build rapport with and instill confidence in existing and potential customers.
(iv) Advertisement and Promotional Activities
Our advertisement and promotional activities are as follows:
• Above-the-line Promotion
Our promotional activities are carried out via both printed and electronic media. Advertisements will be placed on banners and billboards at strategic locations. We also employ internet based marketing by initiating email broadcasts and placing advertising banners on social networking websites, online news portals as well as our own portals websites, such as:
(i) http://www.mpsb.net;
(ii) http://www.sinatec.com.my
(iii) http://www.whatdevice.com;
(iv) http://www.eAsiaMall.com; and
(v) http://www.eAsia2u.com
In addition, we also use the conventional mode of using leaflets, hand-outs, brochures and flyers.
• Below-the-line Promotion
Besides using media related strategy, we also make our brand and presence visible through the following activities:
(i) direct selling via our in-house sales teams and Agency Managers;
(ii) participating in major industry exhibitions, tradeshows, publicity events, etc. and actively execute various public relations campaigns; and
(iii) Collaborating with industry and professional associations
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