Product Description:
Skybox is an Onsite Sewer Management Unit that employs biological media to break down sewer matter (also known as Biodigester). See brochure. The units are manufactured by Fluidsystems Engineering Ltd, a local Kenyan company but with some parts imported. Skybox is used where there are no council sewer systems or where there is need to recycle waste water. Traditionally, septic tanks (made of Reinforced concrete, plastered masonry or plastic walls) were used in areas without council sewer systems. These only hold the sewer matter in solid form and do fill up in which case they must be exhausted periodically. The Biodigesters are an improvement on septic tanks in that the solid waste matter is broken down ‘in situ’ giving out water and other non-toxic gases which safely disappear in the atmosphere or dissolve in the water. The primary effluent from the biodigesters can be soaked underground, used directly as liquid fertilizer in farms, treated further and discharged into storm drain or re-used for other non-portable needs. A few biodigesters exist in the market and are made of Reinforced Concrete or Masonry walls. These are bulky, take long to build and are prone to leakage of raw sewer which is an environmental hazard. Improvements of these are in the form of prefabricated plastic tanks. Skybox is an improved pre-fabricated Biodigester that not only uses Plastic Walls but also has triple layer chemo-stable walls that are thermally insulating. The walls give provision for installation of control systems that enable the unit to be completely automated and monitored even remotely. Unlike the other manufacturers of such units, the Skybox team offers technical support in terms of installation and maintenance of their systems. Should any unit fail due to manufacturer’s default, it is recalled immediately and a replacement given at no additional charges. The units are in different capacities and categories as per the sales brochure.
Sales Approach:
The company employs different sales mechanisms. Skyline Plumbers, a contracting firm, is one avenue through which the units are sold. In addition to that, the units are sold through appointed stockists, sales agents on Commission basis and also by Network marketing. The company has developed this methodology to help spread job opportunities to the youth and other people who may not have an opportunity to be employed directly by the company.
Sales Agents on Commission:
These are people who are not direct employees of the company but who are mandated to market and sell Skybox on behalf of the company. Each agent earns a fixed sum of money per unit sold. Large volume of sales at once entitles the agent to further commission. Each agent has an account and unique ID in the Sales Database through which his / her customer makes payment. The commissions are remitted to the agent immediately his / her client makes payment. Full payments by customers are encouraged. However, should a customer not pay the full amount, the amount of commission remitted to the agent will be proportionate to the amounts paid up by the customer. Customer payments are strictly through an M-pesa Till Number or Bank Account. Each agent processes his/ her customer’s Sales Order. The agency work here requires access to internet as the processing is done on-line.
Network Marketing:
This model enables a sales agent to form his / her own marketing team and increase his / her commission as the team grows. The model entails payment of commissions but in a staggered and pre-determined manner. The agent here is allowed to enroll at least three other agent under him / her. The initial agent has to sell at least one unit and for that unit(s) sold, he / she will earn his / her commission normally. But on introducing at least three other sub-agents under him / her who equally have to sell at least a unit each, the initial agent continues to earn commissions even without selling any unit. As the network of sub-agents grow downward, the initial agent’s earnings increases enormously. In this model, everyone earns as long as more agents are joining below. In addition to earnings from the growing network, an agent still earns on commission basis from any sales he / she makes directly. The agent’s here also enjoy additional commission for larger volumes of sales.
Pricing Policy:
The company controls the pricing of it’s products. The agents are not allowed to sell at prices beyond what the company sets. However, a sales agent can lower the price below the company’s set value but this will lower the agent’s commission by the same discount so given. There is also a limit to this. The agents are given price schedules periodically and are advised each time by a Sales Manager. These prices are also set on an online platform through which the agents sell. Additional accessories are also priced for on need basis by the sales management team.
Conduct of Sales Personnel:
Since each sales agent represents the company in business dealings, good conduct and professionalism is required. Each agent must exercise high integrity, discipline and ethics in handling a customer and the company’s products and information. The conduct of a sales agent shall not be less than that of a direct employee of the company. Conniving, conning, misrepresentation of facts, extortion and such vices or malpractices while handling company business shall make an agent liable to disciplinary measures including prosecution in a court of law.
Payment Terms:
Customers shall pay only through M-pesa Till Number or Bank Account. No cash shall be made either directly to company staff or to any agent. No agent is to collect money directly from a customer. Each sale has to be accompanied by a Sales Order processed by an agent against which payment is to be made. It is only upon successful payment that delivery / dispatch of goods can be made and the agent paid.
Further Guidance
More information and assistance is available from the sales manager.