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“From AE, AIG, DHL to PCCW… A walk down my Sales & Marketing management journey”

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HKAIM
HKAIM

“From AE, AIG, DHL to PCCW… A walk down my Sales & Marketing management journey” - Stanley Chiu

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“ From AE, AIG, DHL to PCCW… A walk down my Sales & Marketing management journey” HKAIM eMarketer Coffee Break, Mar 2, 09 HKAIM eMarketer Coffee Break March 2, 2009 By Stanley Chiu Disclaimer : The opinions of the author expressed herein do not necessarily state or reflect those of PCCW Limited and shall not be used for advertising or product endorsement purposes
HKAIM eMarketer Coffee Break, Mar 2, 09 Telecommunications Advertising Quasi-Government Trade Promotion Financial Services Logistics Insurance Media Ogilvy & Mather Advertising HKTDC PCCW AIG MetLife Commercial Radio Now TV American Express DHL
HKAIM eMarketer Coffee Break, Mar 2, 09 PCCW Senior Vice President, Advertising & Interactive Services American Express Director, East Asia, Strategic Relationship Group AIG Marketing Corporation Vice President & General Manager DHL Director of Sales Market Leading Premium Service Customer Focus
[object Object],HKAIM eMarketer Coffee Break, Mar 2, 09 Customer Commitment We develop relationships that make a positive difference in our customers’ lives American Express Quality Integrity Teamwork Respect for People Good Citizenship A Will to Win Personal Accountability
[object Object],HKAIM eMarketer Coffee Break, Mar 2, 09 ,[object Object],[object Object],[object Object],[object Object],[object Object]
HKAIM eMarketer Coffee Break, Mar 2, 09 Amex Card Members Merchants 3–Legged Stool Concept
HKAIM eMarketer Coffee Break, Mar 2, 09 ,[object Object],[object Object],[object Object],[object Object],Constant Engagement & Dialogue ,[object Object],[object Object],[object Object],[object Object],Card Marketing Cardmember Base Merchant Network Merchant Sales & Marketing
HKAIM eMarketer Coffee Break, Mar 2, 09 ,[object Object],[object Object],[object Object],[object Object],[object Object],AIG
[object Object],HKAIM eMarketer Coffee Break, Mar 2, 09 AIG Customer Base (banks, credit card companies, mobile operators, etc) Corporate Sponsors AIA Agents Insured AIU Brokers Insured AIG Marketing Corp
[object Object],HKAIM eMarketer Coffee Break, Mar 2, 09 ,[object Object],[object Object],[object Object],[object Object],[object Object],Benefits to AIG Benefits to Corporate Sponsors ,[object Object],[object Object]
[object Object],HKAIM eMarketer Coffee Break, Mar 2, 09 AIA/AIU AIA Customer Base Corporate Sponsors Customer Base AIA via agents via OB tele-sales via Direct/ tele-marketing campaign via agents/ customer service Product development Product development AIG Marketing Corp
HKAIM eMarketer Coffee Break, Mar 2, 09 “ You focus on your core business (sourcing, manufacturing, R&D, etc) and leave the related trade chain/supply chain process (in-do-out process) to your trusted partner” Value Proposition : DHL
HKAIM eMarketer Coffee Break, Mar 2, 09 To make our customers successful
[object Object],HKAIM eMarketer Coffee Break, Mar 2, 09 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],DHL Global National Field SME Global Customers Solutions National Accounts Manager Field Sales Teams Tele-Sales Teams    
HKAIM eMarketer Coffee Break, Mar 2, 09 Vision : “ To Be the Best” Core Values : ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],PCCW Mission : ,[object Object],[object Object],[object Object],[object Object]
HKAIM eMarketer Coffee Break, Mar 2, 09 Mobile Internet Fixed Line IPTV PCCW Quadruple-play Platform Integrated Advertising Solutions 
[object Object],HKAIM eMarketer Coffee Break, Mar 2, 09 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],HKAIM eMarketer Coffee Break, Mar 2, 09

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  • 1. “ From AE, AIG, DHL to PCCW… A walk down my Sales & Marketing management journey” HKAIM eMarketer Coffee Break, Mar 2, 09 HKAIM eMarketer Coffee Break March 2, 2009 By Stanley Chiu Disclaimer : The opinions of the author expressed herein do not necessarily state or reflect those of PCCW Limited and shall not be used for advertising or product endorsement purposes
  • 2. HKAIM eMarketer Coffee Break, Mar 2, 09 Telecommunications Advertising Quasi-Government Trade Promotion Financial Services Logistics Insurance Media Ogilvy & Mather Advertising HKTDC PCCW AIG MetLife Commercial Radio Now TV American Express DHL
  • 3. HKAIM eMarketer Coffee Break, Mar 2, 09 PCCW Senior Vice President, Advertising & Interactive Services American Express Director, East Asia, Strategic Relationship Group AIG Marketing Corporation Vice President & General Manager DHL Director of Sales Market Leading Premium Service Customer Focus
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  • 12. HKAIM eMarketer Coffee Break, Mar 2, 09 “ You focus on your core business (sourcing, manufacturing, R&D, etc) and leave the related trade chain/supply chain process (in-do-out process) to your trusted partner” Value Proposition : DHL
  • 13. HKAIM eMarketer Coffee Break, Mar 2, 09 To make our customers successful
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