A 7 Eleven convenient store in Malaysia I’m now setting up a new sales channel for Touch ‘n Go at 7-Eleven chain stores nationwide. To date, 7-Eleven has 968 stores in Malaysia, a substantial network for Touch ‘n Go card sales. My company, or the Business Development Team, has been dealing with them for about one year but still, no card sales have been realized.
Being the change agent, I took the initiative to meet up with the 7-Eleven Marketing Manager, Marcus Theam and Merchandizing Manager, Ronnie Liu to discuss card sales. Let’s use the Force Field Analysis to handle resistance level from 7-Eleven.
a) Force For The Change (from Touch ‘n Go)
i. Card sales at all 7 Eleven stores nationwide!
ii. Card sales must be preferably with cash upfront upon delivery
iii. Card sales commission at RM 2 per card
b) Force Against The Change (from 7 Eleven)
i. Card sales only at selected 7 Eleven stores within Kuala Lumpur due to logistic issues
ii. Prefer to purchase cards on consignment basis.
iii. Wants Touch ‘n Go to sponsor a promotion with cash sponsorship.
iv. Not convinced that Touch ‘n Go will sell much at 7-Eleven.
Generally, they are not saying no to selling Touch ‘n Go. As a principle, I need to address their forces against card sales!
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