06 Oct 2011

“The Last Dollar - Tips on Customer Handling And Charitable Funding"

As we had typhoon signal 8 last Thursday, the lunch meeting and Club Assembly was cancelled, and we had the Club Assembly before our regular meeting today.

Hon. Sec. Michael Wan proposed Chris Dundon as our new member and had the induction today by President Martin.

The speaker today was Mr. Guy Fraser and his topic was “The Last Dollar - Tips on Customer Handling
And Charitable Funding”.  Guy has over twenty five years of international management experience encompassing sales, technical service and training.  His particular skills are business development, change management and delivering training.

After graduating, Guy spent 4 years as a management trainee in production and later installing capital projects in the food industry. From there he moved into export sales of capital equipment with APV Baker Plc, which took him regularly to West Africa where he managed to revitalise a business struggling under the weight of a collapsing oil price. He then went on to build businesses in Hong Kong, China and other parts of Asia Pacific. On entering senior management he spent the next fifteen years managing sales teams handling the UK and continental Europe, starting by creating a new multimillion pound engineered solutions business in the middle of the early ‘90’s recession for Applied Power Inc. After reaching board level in the engineering industry Guy then went into IT where he managed, rebuilt and cross-trained a team of 40 multilingual engineers for Silicon Graphics. Guy has also spent five years running his own company and delivering training. He is now Associate Director with MDS responsible for the Miller Heiman business in Greater China.

Guy told us, ‘Selling’ is Not about
- Manipulating people
- Telling lies to get an order
- Bothering people when they don’t want to talk to you
- Spending your entire time pursuing strangers
- Being pushy or rude

‘Selling’ is about
- Building lasting relationships which
- Providing useful services
- Recognising buying needs and satisfy them
- Keeping people employed
- Producing a profit
- Retaining existing customers
- Winning new customers by referral and reputation
- Looking after customers well, which includes
- Listening and Responding
- Keeping promises


We collected HK$940 for raffle and fines.  Rtn Mimi won the prize—a box of macaroons.  PP George donated the fortune book for the year of Dragon as raffle prize and the winner was Rtn Adrian.  IPP Stephen donated a shirt from Indonesia for raffle and the winner was PP George’s guest, Mr. Rya