Project Everest

Adopted Experiment

[PROPOSED EXPERIMENT]: Revenue Streams - Testing Credit Plans for Agent’s Use - Fuel I Timor-Leste December 2019

[PROPOSED EXPERIMENT]: Revenue Streams - Testing Credit Plans for Agent’s Use - Fuel I Timor-Leste December 2019

Lean phase: 
Revenue streams 

Assumption: 
That sales agents can use the credit plans to sell our stoves. 

Time box:
4 weeks (February)

Success Metric:
How many stoves are successfully sold by Sales Agents using Credit Plans (this means they need the contract signed and documented to PEV as well as the receipt - success of this experiment does not include the follow up payments or future defaulting potential). 

Criteria:
Success Point: 6 or more stoves are successfully sold by Sales Agents using credit plans

Green Light: 
Proceed with warranties on credit plans. 

Orange Light: 
Revaluate process and assess what problems caused failure 

Failure Point: 2-5 stoves are successfully sold by sales Agents using credit plans

Red Light: 
Sales Agents are either unable or unwilling to successfully sell stoves with credit plans. Reevaluate capabilities of Sales Agents and whether we need to use different channels or educate Sales Agents in a different manner for the selling of stoves with credit plans.

Experiment Build:

  1. Contact Team Leader Roy from Malawi and get advice from him as to how to proceed.  

  2. Introduce and educate all current sale agents as to what a credit plan is.  

  3. Present each with the chosen credit plans and explain to them the ways to argue for the credit plan and give agents some examples of potential criticism. 

  4. Explain the process and all the information required to input the data for a payment plans and what is necessary for a potential customer to sign.

  5. Send out sales agents to sell stoves with the credit plans.

  6. Keep up to date with each of the sales agents ensuring they understand the payment plans and are comfortable with offering them as a payment avenue for customers.  

  7. Ensure that sales agents constantly have credit plans and stoves for which to sell. 

  8. At the end of the month tabulate all sales of stoves with credit plans and determine how to proceed. 

 

edited on 19th December 2019, 09:12 by Lily Partridge

Lily Partridge 2 months ago

Status label added: Proposed Experiment

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Lily Partridge 2 months ago

Is your assumption that Sales Agents are just selling the stoves on the credit plans or able to follow up and collect the data on the credit plan? Both are different tasks/outcomes and need to be distinguished. If it's the former, please flesh out here what that would actually involve and why that is an important element to test (i.e. using a CRM, etc.)

Is there are reason this experiment is set for February and not January? I think worth including in your timebox is the approximate number of EOIs approached by sales agents in this time period as well. If they approach 6 and make 6 CP sales that's a huge difference to approaching 50 EOIs and making 6 CP sales. Work out what will actually give you a clear indication of success.

I don't like the phrasing in your experiment build - why is a sales agents wanting to 'argue for a credit plan' and what do you mean by potential criticism? Of them? Of the stove? Of the credit plan? Make sure you're also consistent throughout about whether you're talking about a credit plan or a payment plan (I know they're the same thing but this isn't necessarily clear).

Please revisit your experiment build. I'm not confident in that actual tracking of the success here and ensuring that there are no additional variables in the method that are causing hitches. For example, how exactly are you checking in with your sales agents? Is a member of PEV working with them for the first X EOIs and sales to ensure it's explained effectively and executed correctly. You're losing a lot of valuable information and validity with this current method and I'd like to see more stability in the later stage of the build and execution.

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Lily Partridge 2 months ago

Status label added: Adopted Experiment

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Lily Partridge 2 months ago

Status label removed: Proposed Experiment

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