GOCC dividends ahead of pace to crush record 2018 performance
FORTY-SIX government-owned and controlled corporations (GOCCs) remitted a total of P38.9 billion worth of dividends to the Treasury in the five months to May, or just 3% less than the record P40.17 billion remitted in all of 2018, the Department of Finance (DoF) said.
In a statement Wednesday, the DoF said the dividends remitted in the first five months of this year is higher by 45% than the P26.8 billion recorded in the same period of 2018.
Finance Secretary Carlos G. Dominguez III, in a statement, attributed the GOCCs’ performance to “the efficient monitoring of, and fiscal discipline instilled in, GOCCs by the DoF-CAG (Corporate Affairs Group) as well as by other finance officials sitting on the respective boards of these state-run firms.”
By law, GOCCs are required to remit half of their profits to the Treasury. The single largest dividend of P16.17 billion was turned in the Philippine Amusement and Gaming Corp. (PAGCOR) amounting to P16.17 billion.
This was followed by the Philippine Deposit Insurance Corporation (PDIC) with P4.58 billion, Bangko Sentral ng Pilipinas (BSP), P4 billion, Philippine Ports Authority, P3.51 billion, Manila International Airport Authority, P3.42 billion, and the National Power Corp., P842 million.
The rest of the top 10 are Clark Development Corp. (CDC) with P815 million, Philippine Charity Sweepstakes Office (PCSO) P744 million, PNOC Exploration Corp (PNOC-EC) P699 million, and the Philippine Economic Zone Authority (PEZA) P650 million.
The DoF noted that the P40.17 billion remitted in 2018 was the highest since 1994, when state firms were first required to make 50% dividend payouts.
The 2018 total is 32% higher than the dividends collected in 2017. — Reicelene Joy N. Ignacio
Moody’s cuts 2019 PHL GDP forecast to 6%
MOODY’s Investors Service cut its Philippine economic growth forecast to 6% for this year from its previous projection of 6.2% due to the delayed approval of the 2019 General Appropriations Act (GAA), which dampened gross domestic product (GDP) growth in the first quarter.
“We did lower our growth outlook as we take into account the budget impasse, the first quarter growth, as well as some of the other things like the external headwinds,” Moody’s Vice President and Senior Credit Officer Christian de Guzman told reporters in Makati on Wednesday, on the sidelines of the Economic Journalists Association of the Philippines (EJAP) and Aboitiz group economic briefing.
“We’re looking at a reacceleration in growth going forward. That means also some degrees in catch-up in terms of budget spending but I think we also want to caution that given the delay, it is probable that they will not be able to fully execute the budget amount, so I think that’s the part of the reason why we think there’s still going to be a deceleration in growth versus 2018,” Mr. De Guzman said.
The economy grew 6.2% in 2018.
The new projection is at the lower end of the government’s target of 6-7% economic growth.
Even though the Bangko Sentral ng Pilipinas reduced policy rates and the bank reserve requirement, Mr. De Guzman said that the central bank is not yet in “easing mode” noting that policy is still currently tight.
The BSP earlier cut its benchmark policy rate by 25 basis points (bps) to 4.5%, and is expected to make the first 100-bp reduction Friday, followed by two 50-bp cut in the next two months, to bring down the reserve requirement rate (RRR) to 16% from 18%.
“Let’s not forget that the policy tightening was 175 basis points. So, the easing so far is 25 bps. I don’t think that it’s quite precise to say that they are in an easing mode yet because the conditions themselves continue to be tighter than they were than this time last year,” Mr. De Guzman said.
“2015, 2014 interest rates were rock solid. We’re not in that situation anymore. We’re looking at a higher rate environment for the Philippines and that actually makes sense… The investment needs of this economy are in excess of its savings and of course interest rates have to go up,” Mr. De Guzman noted.
Meanwhile, Rosemarie G. Edillon, Undersecretary of the National Economic and Development Authority (NEDA), said that the agency wants to work with legislators to press home the need to avoid unnecessary obstacles to spending.
“We have to work with the next Congress in order to redefine what this means… The premise of (an election spending ban) is so you don’t use (the funds) to further your campaign. If this (project) has already been specified for years before, then what’s the point?,” Ms. Edillon said.
The delay in the passage of the 2019 budget forced the government to work with a reenacted 2018 budget until April, when the 2019 Budget was finally signed.
Ms. Edillon added: “What we would need to be is really to be more aggressive in terms of infrastructure projects… With respect to construction, public construction is just on fourth of the entire construction pie. (It will help to) come up with administrative measures like issuing permits faster, more efficiently.”
“If you’re able to bring the private sector to just increase construction by some more, that will actually more than make up for this first quarter delay in public infrastructure projects,” Ms. Edillon said. — Reicelene Joy N. Ignacio
Incentive package being drafted for e-vehicle assembly plants
THE Department of Trade and Industry (DTI) said it is working to release within the year an incentive package that will encourage hybrid and electric car manufacturers to set up assembly plants here.
“For (those who import), we’re looking at removal or reduction of tariffs, pero kung i-ma-manufacture (if they manufacture) here, we’re looking at much higher incentives. These are still being formulated,” Undersecretary for the DTI’s Competitiveness and Innovation Group Rafaelita M. Aldaba told reporters on the sidelines of the Toyota Hybrid Electrification forum on Wednesday.
The fiscal incentive program being drafted will follow the pattern of the Comprehensive Automotive Resurgence Strategy (CARS) program with incentives given depending on the production volume and investment committed by the companies as well as other conditions, she said.
Asked about the tariff adjustments, Ms. Aldaba said: “If you have manufacturing ambitions, you will get a better incentive. Siguro (maybe) zero for those who commit to manufacture, then reduced rates for those who will import.”
The DTI may also allow program participants to import vehicles for the first two or three years while the industry, with government support, establishes a market for the product.
She said the incentive package will be an inter-agency effort with the Departments of Transportation, Environment and Natural Resources, Energy and Science and Technology.
The proposed strategy will be comprehensive and include industry development goals, regulations, information, and education especially on the environmental benefits of hybrid and e-vehicles, according to Ms. Aldaba.
Ms. Aldaba said having a manufacturing base for electric and hybrid cars is “very feasible”, considering that the country has the metal resources such as nickel and cobalt to produce the batteries for these cars.
At yesterday’s news conference, Toyota Motor Philippines (TMP) Corp. President Satoru Suzuki said the company’s Prius model as currently imported is “expensive” at P2.2 million.
Nico Bravante, TMP’s vice-president for product planning, said that without the 30% import tariff the Japan-made Prius can sell for as little as P1.6 million.
TMP Senior Vice President for Marketing Jose Maria M. Atienza said the company has sold around 481 hybrid cars, including the Prius and other models from its Lexus brand since 2009.
In 2018, Toyota sold 105 hybrids in the Philippines, up 16.67%.
Mr. Atienza expects hybrid sales to be little changed this year, noting that the priority for the company is to build a market for e-vehicles.
“Our goal now is how to expand it with current activities like this, including working with the government for incentives and looking at launching models. We need more models for affordability. Affordability is very important,” Mr. Atienza told BusinessWorld. — Janina C. Lim
Anti-swine fever measures small price to pay to preserve ₱200-B hog industry — Agriculture dep’t
THE Department of Agriculture (DA) said it would rather see pork prices rise as a result of measures adopted to minimize the risk of African Swine Fever (ASF), than allow the disease to enter the country and devastate the P200- billion hog-raisng industry.
“(My) appeal (is to) look at this (from) a more intelligent perspective and tignan natin yung (let us look at the) implications” on the industry,” Agriculture Secretary Emmanuel F. Piñol told reporters.
Asked whether the measures taken to insulate the industry from ASF will make pork more expensive, he said: ”Of course we are looking at the effect of the move on prices, but ang tanong naming diyan, ano ang ipa-prioritize natin? Yung isa o dalawang pisong pag-taas ng baboy o yung pagkasira ng buong industriya na nagkakahalaga ng dalawang daang bilyon? (the question is, what do we prioritize? A one or two-peso increase in the price of pork or the destruction of the P200-billion industry?).”
The Department of Agriculture (DA) is proposing a two-month freeze on pork imports, which could restrict supply and drive prices up, while also allowing the cold storage industry to free up capacity. The lack of cold storage has been cited as a market bottleneck by hog growers, who are thus hindered from distributing their products to consumers.
The current pork inventory in cold storage is estimated to be sufficient for about four to five months.
The Food and Drug Administration (FDA) ordered on May 27 the immediate recall and seizure of pork meat products imported to the Philippines from ASF-affected countries, specifically those manufactured and imported after August 2018.
According to the Philippine Statistics Authority (PSA), in the first quarter, the average farmgate price of hogs for slaughter fell 2.7% year-on-year to P110.52 per kilogram (kg). Hog production was up 1.6% at 567,420 metric tons (MT).
“We are pinning our hopes to our overseas Filipino workers (OFW), our Filipino citizens living abroad na meron tayong binabantayan na matinding sakit ng baboy na maaring makasira sa ating industriya (We are watching out for OFWs in countries that have the disease who might bring in pork products that can wreck our hog industry). Nakiki-usap kami na ipalaganap ninyo yung impormasyon na bawal na magpadala ng (We are asking that you spread the word that they are banned from bringing in] canned goods,” said Mr. Piñol.
The FDA has also warned the public against purchasing and consuming pork products from ASF-affected areas like China, Hungary, Latvia, Poland, Romania, Russia, Ukraine, Vietnam, Zambia, South Africa, the Czech Republic, Bulgaria, Cambodia, Mongolia, Moldova, and Belgium. — Vincent Mariel P. Galang
NEDA plan to blunt impact of El Niño to address food, water security
THE National Economic and Development Authority (NEDA) is currently seeking funding for a plan to mitigate the impact of El Niño, focused on ensuring food and water security.
At a Palace briefing, NEDA Undersecretary Adoracion M. Navarro said the plan requires P14.47 billion to implement, with “the largest investment requirement for food security… P11.55 billion or around 80% of the total investment.”
Water security is the other major item accounting for P2.76 billion, according to Ms. Navarro’s presentation.
Of the P14.47 billion proposed to implement these programs, NEDA is seeking to fund P8.34 billion.
Possible funding sources, she said, are the National Disaster Risk Reduction and Management Fund, the Quick Response Fund, the Bangsamoro autonomous region budget, the private sector, and others that have yet to be determined.
Some components of the plan dealing with energy and public safety “will have no funding requirements sapagkat iyong mga proposed interventions dito ay regular activities ng mga ahensiya, kagaya ng (because the proposed interventions are part of the regular activities of agencies like the) Department of Energy, Bureau of Fire Protection and others.”
At the briefing, government meteorologists also said the El Niño, which is causing a dry spell in many parts of the country, is likely to run until August but could last until the end of 2019.
Flaviana D. Hilario, deputy administrator for research and development at the Philippine Atmospheric, Geophysical and Astronomical Services (PAGASA), said: “According to the different models, it will likely continue until June, July, August of this year with high probability of around 78%. However, there is still a chance that it will continue until the end of this year, 2019… The uncertainty is quite high, so in this regard, we will give you update every month.”
Ms. Navarro said that if the government successfully implements its El Niño mitigating measures, she is “confident” it can hit its target of 6% to 7% gross domestic product (GDP) growth.
She added that NEDA has just attended a number of interagency meetings to find ways to minimize the impact of the 2019 budget delay, which led to the reenactment of the 2019 budget until about mid-April, thereby holding back government spending and dampening first-quarter GDP growth.
“Katatapos lang ng pagpupulong ng mga (We are just coming out of meetings with) critical agencies in implementing a catch-up plan or a catch-up program. Ito iyong mga (These mainly involve) the infrastructure agencies: DPWH, DoTr (the Public Works and Transportation departments).”
She said there was a separate meeting with the Department of Agriculture (DA) for its catch-up plan for accelerating project implementation.
She added the plan also involves “24/7 construction” and compelling agencies in charge of issuing permits for key projects to expedite their approvals. — Arjay L. Balinbin
Employers striving for ‘more balanced’ approach to job security, inclusiveness
THE Employers Confederation of the Philippines (ECoP), the largest group of private employers, said Thursday it will work to develop “more balanced” policies on job security and worker protections, on the same week the Security of Tenure Bill made its way through the legislature.
The group also issued a resolution to address possible job losses due to new technologies which it said can be mitigated by helping the work force develop new skills.
On the second day of the 40th National Employers Conference, participants grappled with “creative” and “innovative” practices in business and employment informed by technological advances, and cited the need to ensure inclusive growth.
This year ECoP resolved that “employers… must collaborate with all social partners in developing more balanced policies that will ensure the employment security and social protection of workers, and at the same time ensure sustainability, competitiveness, and responsiveness to rapidly changing global economic, geopolitical and technological developments.”
ECoP said employers must “adopt more creative strategies” such as “massive up-skilling and re-skilling, more proactive industry collaboration, genuine representation in curriculum formation, and the promotion of a mindset for life-long learning that will develop a truly competitive and highly skilled work force in order to mitigate threats of job losses and skills obsolescence due to technological advancement, changing market conditions and consumer behavior, and other influences.”
Employers are gearing up for a potential showdown over the Security of Tenure Bill, which hopes to crack down on “endo” or “end-of-contract,” an employment practice that denies a worker a pathway to permanent employment, typically by terminating employment before six months, the maximum period for probationary employment status under law. Employers have raised concerns that the law will unduly crack down on all forms of contractual employment, making operations less efficient, raising the risk of job losses, and scaring away investors.
ECoP also agreed that employers “must continue to help alleviate poverty and unemployment by engaging all stakeholders through social dialogues in crafting policies… that will translate GDP into inclusive growth.”
The employers also resolved to develop a “modus vivendi… to encourage the growth of entrepreneurs in the micro, small, and medium enterprises (MSMEs) sector.”
They said “employers must foster responsible business conduct and corporate social responsibility by complying with labor laws and standards and adhering to international standards and frameworks.”
Labor Undersecretary Ciriaco A. Lagunzad III represented Labor Secretary Silvestre H. Bello III at the event.
Reading Mr. Bello’s speech, Mr. Lagunzad said: “We need to upgrade, adjust, and retool our technical and vocational education and training programs as emerging jobs will necessitate new and upgraded skills and competencies.”
He added that strengthening apprenticeship programs “provides a faster and more flexible way for both governments and enterprises to meet higher levels of cognitive and manual skills demanded by the Fourth Industrial Revolution.” — Arjay L. Balinbin
Competitiveness rankings highlight need for infrastructure upgrades, digital readiness
THE Philippines needs to sustain its investment in physical infrastructure and ensure a digital-ready work force, the head of an Asian Institute of Management (AIM) think tank on competitiveness said.
Jamil Paolo S. Francisco, the executive director of AIM’s Rizalino S. Navaro Policy Center for Competitiveness, made the remarks following the release of the 2019 World Competitiveness Yearbook at AIM in Makati City.
IMD, a Swiss business school, released earlier this week the 2019 World Competitiveness Report, on which the yearbook is based. The competitiveness rankings showed the Philippines partly recovering from a nine-place fall in 2018. The 2019 rankings still leave the Philippines second from the bottom in Asia, beating only Mongolia.
Mr. Francisco, who presented the Philippine component of the report, known as the “Philippine Competitiveness Update,” also identified investment in human capital, sustaining investor and consumer confidence, and the need to address persistent political risk, as key focus areas in the competitiveness agenda.
“We need to help improve job-skill matching, facilitate labor mobility so that people can switch to better jobs as they become available; we need to help workers equip themselves with the skills needed by the industry as quickly as possible, including the “applicability” of whatever they had learning in formal education,” Mr. Francisco said in an e-mail to BusinessWorld after the event.
The Philippines placed 46th out of 63 countries in the 2019 World Competitiveness report, rising four places from 2018.
“While we have improved [the status of Philippine economy], everybody else is improving faster to remain competitive,” according to Rizalina G. Mantaring, who chairs Sun life Financial Philippine Holding Co., Inc. and the Sun Life Foundation, in her capacity as a participant in the launch program’s reactors’ session.
Mr. Francisco, responding to a question on how the Philippines can make progress on digital, said there is a need to retrain the labor force using technologies available now. — Kimani Eros S. Franco
e-Invoicing: Time to get ready!
One of the major changes introduced in the TRAIN law was mandatory e-invoicing. Under the law, taxpayers engaged in the export of goods and services, e-commerce, and those considered Large Taxpayers, are required to issue electronic invoices/receipts and to report their sales data to the Bureau of Internal Revenue (BIR) at the point of sale within five years from the effectivity of the TRAIN law, i.e., on or before Jan. 1, 2023. This measure is contingent on the establishment of a system capable of storing and processing the required data.
Though perhaps unfamiliar to many taxpayers, the concept of e-invoicing is not new in the country or elsewhere around the world. Many developed countries had long before incorporated e-invoicing in their reportorial and tax compliance requirements.
In our country, the Electronic Commerce Act, passed in 2000, recognizes electronic documents as functional equivalents of paper documents and grants them the same legal effects as paper documents. Electronic invoices, therefore, are functional equivalents of paper invoices and should be acceptable for the purpose of evidencing sale transactions.
In 2002, the BIR acknowledged the acceptability of e-invoicing when it issued Revenue Memorandum Order (RMO) 29-02. As a directive, the RMO required taxpayers utilizing the e-invoicing system to apply for a complete Computerized Accounting System (CAS) which should be capable of generating hard copies of the invoices anytime. Subsequent to this, Revenue Memorandum Circular (RMC) 71-03 was issued where the BIR defined as well as what constitutes an e-invoice. Under the circular, e-invoicing is a “system developed and maintained by the e-Buyer or e-seller, or both, in issuing an invoice electronically through the Internet. Pursuant to these regulations, taxpayers who wish to employ an electronic invoicing system are required to secure a Permit to Adopt CAS from the BIR.
Notwithstanding these regulations and statutory issuances, e-invoicing remains underutilized in the country not only by local businesses but also by multinationals which have long adopted these systems in their offices overseas.
One of the main reasons why the Philippines has lagged far behind other countries in implementing e-invoicing is the government’s continued reliance on physical documentation or usage of hard copies. For instance, in the case of VAT refunds, the BIR continues to stamp the invoices as proof of the claims for refund; and in tax audits, BIR examiners rely only on printed copies to examine the taxpayer’s compliance with tax rules and regulations. Hand in hand with these practices that focus on physical records, policies and procedures on proper handling of and reliance upon fully digitized records and systems remain inadequate.
However, as digital literacy becomes the norm, given the undeniable advantages of using fully digitalized systems, the BIR has identified the development of the e-invoicing system as part of its Strategic Plan for 2019-2023. The shift to mandatory e-invoicing demonstrates the government’s willingness to embrace and to implement digital transformation in tax administration.
Spearheading the government’s new-found commitment towards digitalization, Finance Secretary Carlos G. Dominguez III cited South Korea’s electronic invoicing program as the best model on which to base the government’s own program. Since 2011, South Korea has been implementing its mandatory electronic tax invoice system for all corporate and certain individual taxpayers. To issue and transmit invoices, a taxpayer may use an Application System Provider set up at the taxpayer’s expense. As an alternative, the South Korean government provides and maintains a web application that taxpayers can use for free to issue and to email e-tax invoices to their customers.
Those who do not have online access have the option either to use the automatic response system (ARS) by telephone or to visit their local tax office for the issue of electronic e-invoices. All tax invoices are then required to be transmitted to the tax authorities immediately after issuance. Under the South Korean program, the taxpayers’ diverse circumstances are clearly considered by providing several options of invoicing that would facilitate efficient implementation in their respective businesses.
Elsewhere in the ASEAN region, Indonesia, Malaysia, and Brunei have implemented e-invoicing systems. In the case of Thailand, a regulation was passed in 2012, allowing some companies to issue electronic tax invoices.
Guided by best practices in e-invoicing, the BIR started studying South Korea’s electronic invoicing system as early as January 2018. According to reports, the government is expected to receive a grant from the Korea International Cooperation Agency (KOICA) to fund the initial phase of the invoicing project, which includes pilot testing. The BIR is also working hand-in-hand with KOICA to conduct feasibility studies for the project. More recently, during the presentation at the Philippine Day Forum in Washington, a Department of Finance official confirmed the pilot testing in 2020 of e-receipts among 100 taxpayers selected by the BIR, as a precursor to its mandatory implementation.
Like any transformation, birth pains and complications are expected. Based on other countries’ experiences, critical issues need to be addressed before e-invoicing becomes fully operational and practical. For instance, will the government provide for a centralized system? Is there a need to engage third-party e-invoice solutions providers, and must they be certified? Will there be extensive training (both in scope and span) to educate the public? How will e-invoicing be harmonized with existing policies and procedures?
On the part of taxpayers, it will also be a challenge to discard processes that have already been in place for years and to learn new ones. Moreover, replacing or updating company in-house systems would entail hefty investments in money and time to ensure its effective operation.
Also, the reliability and security of the e-invoicing system are critical. In fact, cyber security and data privacy are specifically mentioned in the TRAIN law as important compliance points for the system. To build a user-friendly, reliable, and secure electronic system, the BIR and the IT system providers must cooperate to address perceived risks of a system malfunction, glitches, or data privacy intrusion. Since the government has initiated the process, taxpayers should be looking into this and preparing the means and process on how they would be able to assist and comply. Overcoming the challenges would be best achieved through close cooperation among the government, the taxpayers, and their representatives.
The next few years will probably be a test of patience and determination for both the taxpayers and the government in achieving effective e-invoicing in the Philippines. Regardless of anticipated challenges, the move towards digitalization is worth the effort in realizing efficiency in tax administration, reducing costs, and simplifying tax compliance.
The views or opinions expressed in this article are solely those of the author and do not necessarily represent those of Isla Lipana & Co. The content is for general information purposes only, and should not be used as a substitute for specific advice.
Mary Jean C. Balboa is a Director at the Tax Services Department of Isla Lipana & Co., the Philippine member firm of PricewaterhouseCoopers global network.
Developing an entrepreneurial mindset
A national conference on health dubbed “Tech-Care: Revolution, Evolution and Innovations in Health Care” was recently organized by the Our Lady of Fatima University (OLFU) in Valuenzela City. It was organized by the indefatigable dean of the College of Nursing, Dr. Maria Luisa Uayan, who is a friend way back from our graduate school days and she asked me to give a talk on entrepreneurship. At first, I was taken aback because entrepreneurship and the health professions are not usually mutually exclusive. She then told me that in the latest Commission on Higher Education Memorandum Order for the Bachelor of Nursing program that the teaching of entrepreneurship is embedded in the program and is even a specific learning outcome that states “apply entrepreneurial skills in the delivery of nursing care.”
As we were discussing the contents of my presentation, I asked her if I should talk about the basics of how to start one’s own business, from the Negosyo Centers of the Department of Trade and Industry to the intricacies of the Barangay Micro Business Enterprises Act, when these information are readily available on various platforms and media. We then went back to the nursing learning outcome of being able to apply entrepreneurial skills in the delivery of not only nursing but in the vast field of health care and its varied professions. Thus, for this presentation entrepreneurial skills which are not taught or even previously discussed in the health field was coupled with the importance of having an entrepreneurial mindset. A mindset that would not only create start-ups but also corporate and intra-entrepreneurship that can be practiced at work and with one’s self.
Having an entrepreneurial mindset has not always been at the top of mind among health care practitioners and professionals. In a field that is dominated by precision, procedures, and perfection there is simply no room for failure. A simple mistake can lead to fatalities and a wrong direction can bring chaos. How can someone from the health professions then have an entrepreneurial mindset? A mindset that is not only about starting one’s own business but having the passion and perseverance to pursue opportunities that go above and beyond the call of health care duty.
An entrepreneurial mindset according to the Network for Teaching Entrepreneurship (NFTE) prepares everyone for “a mindset that equips them to recognize opportunity, take initiative, and innovate in the face of challenges”. The current challenges being faced within our workplace whether it be in the field of health or otherwise entails a framework that are considered “tools for life.” NFTE has provided eight dimensions in the development an entrepreneurial mindset and these are: initiative and self-reliance, flexibility and adaptability, communication and collaboration, creativity and innovation, critical thinking and problem solving, future orientation, opportunity recognition, and comfort with risk . Unsurprisingly a lot of these tools and techniques, such as complex problem solving, critical thinking and creativity, are also much-needed skills for the 21st century according to the World Economic Forum.
These “tools for life” must be within a growth mindset as espoused by Carol Dweck in her book titled “Mindset: The New Psychology of Success.” This mindset as opposed with a fixed mindset sees failure as an opportunity for growth and it believes “that abilities and understanding can be developed”. People in whatever field can “get smarter, more intelligent and more talented through putting in time and effort.” Lifelong learning is a must and a minimum in developing an entrepreneurial growth mindset. The ability to empathize in the development of creative and innovative products and services not only for profits but for the common good is essential in developing entrepreneurial skills through an entrepreneurial mindset. In the end, entrepreneurship goes beyond creating and starting new businesses but it also encompasses a mindset that is useful not only to the health professions but in every industry and most importantly our personal lives.
Brian C. Gozun is dean of the Ramon V. del Rosario College of Business, De La Salle University Manila. He invites other fields (not only nursing and the health sciences) to embrace an entrepreneurial mindset. The college through its professors and research and training centers can actively engage with other schools and institutions in the development of entrepreneurial skills.
Warm, cold calling
A WEEK before last Christmas I was in the middle of a training session in Mumbai, India when my silent phone lit up with an incoming call. During the break I noted that it was from an unknown number from the Philippines. Instead of asking an impolite “Who is this please?” I sent an SMS saying, “I am in the middle of a meeting — how can I help?”
“You can help me buy a cocktail dress,” came back a prompt reply. This time, since I didn’t recognize the incoming number I responded with an irritated, “Who is this please?” “Pamela,” came back a quick response. Thinking this was someone from my family or friends, I responded with, “Right. A Hahaha, and a Hohoho to you too!”
But over the next few days the conversation stayed on my mind. Given that I am all salt-and-pepper haired and thinking that most all of my close friends are also adding a lot of salt to their hair, such kind of cheeky humor is not our thing anymore. Besides, most all my friends are from the academe, from the human capital development field and they are pretty cautious about their choice of humor. Pranks such as this one are just not their thing. Oh, okay, they are not my thing too! I let things lay low hoping to catch the prankster once I got back home to the Philippines.
A few days ago, back home in the Philippines, I called the number and, boy, was I ever so angry! It turned out that it was a cold call from someone trying to sell me telephone services. I curtly asked the person to never call my number again and also complained to my service provider of the incident. They claimed that these people were neither their employees nor their agents but individuals that purchase prepaid SIM cards and sell such services. I understand their position but I continue to be mad. I have been at the receiving end of such cold calls from several large businesses in banking, insurance, properties, etc., I understand the need of such large organizations to constantly market and sell but I don’t understand why they cannot practice permission marketing, ethical sales or simple, plain, common sense courtesy. Their agents and representative call up and start yakking away about their promotions, their packages, their pitches without considering the fact that I might be in the middle of another conversation, in the middle of driving or in the middle of a bloody bungee jump! Yep, we salt-and-pepper haired people can still jump even though we are required to surrender all our loose parts like toupées, dentures and pace-makers before we jump.
So, pumpkins, if your life and work requires that you call up and connect with a hundred prospects every day, may I offer you some suggestions which will make call recipients like me happy and probably get you a lot of good business which you desperately need.
• Send your prospects a note, an e-mail, a message stating your name, job and product seeking permission to call. Be polite, don’t plug or propose. Just state your service, seek permission and in the permission state the benefit that will occur for the recipient should she accept the call.
Surely, this will increase the number of people you will have to reach out to and you may also have increased rejections but this definitely qualifies a potential customer and makes the rest of the sales process easier.
• If straight cold calling is the thing you need to do then start with, “Hi! My name is Pamela Pumpkins. I am from Don’Tel Telecoms. Can you take a three minute call if it’ll help you save a thousand pesos on your monthly phone bill?”
The permission and the “What’s in it for them,” is important in this opening because most people are in a rush to achieve and do more in a given day, in a given life.
• Only continue if you hear a “Yeah, okay!” or a “Sure!” Follow through with, “Thank you, I hope you are not in the middle of a meeting, a sky-dive or something similar, Mr. Mandhyan?”
This is bound to generate laughter and laughter will endear you to them. It will grease the rest of the conversation and the ride to the ultimate close will become smoother. Be a bit cautious and hone up your intuiting skills before you induce humor. Generate laughter only after you assess the voice across to be informal, friendly. If not then speak in even and polite tone.
• In the next, given three minutes, make sure you get to the point right away. This is the pitch! This is something that you must know inside-out and with clarity, with conviction and with absolute knowledge that your offer is for the benefit of the client. Make sure it is not a push to increase your sale but a pull for them to benefit themselves with your increased sales as a by-product. Do not lie! Do not overstate the benefits and commit to something you cannot deliver.
• At the end of the three minute conversation whether you have invited the client to the next level successfully or not, CONTINUE being polite and proper. Listen well and stay connected to their feelings about the proposal.
If you have won yourself a client then take the next steps; follow through the paperwork and after a period of time send a thank you note.
If you haven’t won yourself a client then seek permission to be able to get back to them at some future date with other proposals. Send them a thank you note for having heard you out.
Selling is a subtle process. It takes a lot of diagnosing customer needs, building rapport, understanding needs and finding solutions that will serve your clients well. Cold calling is the first touch and this is just one of the many approaches to cold calling. It is an approach that doesn’t run chills down the spines of your potential customers. It is cold calling that is warm, careful and polite. It is for the benefit of the client and it is not just a task that fills up your day. It is subtle and genuinely caring. It is what we, in the Philippines, call the “malasakit” way.
Huh, now where’d my toupée go?
Raju Mandhyan is an author, coach and speaker.
Fighting fire with fire
More than a year ago, I took a position in favor of taxing “vaping” or the use of electronic cigarettes, in addition to raising taxes on regular cigarettes and other tobacco products. Since then, some initiatives were started in Congress to regulate and tax the vaping industry. However, no actual regulation materialized by the time Congress adjourned for the May 2019 elections.
There is still a bit of time for legislators to consider the bills on vaping, as Congress resumes and then ends on June 7. Also, still up for consideration are proposals to raise “sin” taxes, or taxes on so-called “sin” products like regular cigarettes and tobacco. It is a short runway for solons, but the present Congress should consider the long-term positive impact of these bills.
Worse case, a new Congress opens in July. These initiatives can be resurrected by then, allowing a fresh start. Interested parties may are also allowed more time to campaign and advocate for or against the initiatives. Both the Health and Finance departments are pushing to address the negative effects particularly of smoking, and in turn, allow the government to raise revenues.
In this connection, please allow me to share with you some thoughts on the matter from former Finance Secretary Gary Teves, who continues to advocate the promotion of public health through the regulation of cigarette and tobacco sale and use via taxation, with some inputs from advocacy group Action for Economic Reform (AER).
Gary, or GBT to some of his colleagues, noted that to date, four laws are being implemented in relation to cigarette and tobacco use: Sin Tax Law of 2012 (RA 10351); Graphic Health Warnings Law of 2014 (RA 10643); Nationwide Smoking ban in 2017 (EO No. 26); and, TRAIN Law of 2017 (RA 10963), which raised cigarette taxes. However, there is still no law regulating “vaping.”

GBT also noted that the Sin Tax Law of 2012, in particular, helped bring down smoking prevalence among Filipino adults from 29% in 2012 to 22.7% in 2015, and that there are now four million fewer smokers — and at least 40,000 smoking-related deaths averted — since 2013. I am uncertain where he sourced his data, however, I reckon they come from reliable sources.
He also shared that the healthcare cost, productivity losses, and premature death losses from the top four tobacco-related diseases — lung cancer, chronic obstructive pulmonary disease (COPD), coronary artery disease (CAD), and cardiovascular disease (CVD) — reached an estimated P210 billion in 2015.
In terms of benefits, GBT noted, raising taxes on cigarettes helped raise the total health budget to P106 billion in 2017, of which P71.2 billion came from the incremental sin tax revenue earmarked for health. Most of the money went into improving Philhealth benefits, and raising sin taxes again now can also help fund the RA 11223 or Universal Health Care (UHC) Law.
The thing is, for taxation to remain effective as a regulatory tool for smoking, sin taxes will have to be raised progressively, as incomes rise. Otherwise, gains can be lost. In fact, while higher taxes helped bring down smoking prevalence to 22.7% in 2015 from 29% in 2012, it has again gone up slightly to 23% in 2018. We need to address this, as I believe the trend should be downward, always.
GBT also cited statistics that as of 2016, the Philippines has the second highest number of adult smokers in Southeast Asia at 16.5 million, next to Indonesia’s 65.1 million. And this brings me to the point that maybe we should now consider and promote other ways to curb smoking, in addition to raising taxes. This is where technology can help.
There have been many arguments for and against vaping or the use of electronic nicotine delivery devices in the last few years, and at this point, more independent scientific studies and research papers published on the topic can help regulators and policymakers decide on the most suitable approach to regulating particularly vaping or the use of e-cigarettes.
I believe in bringing vaping into the taxation fold, and that with proper regulation, the government might be in a better position to regulate its use and safeguard public health. Moreover, regulating vaping can add revenues to government coffers. Vaping also provides an alternative to smoking, and can thus address the slight rise in smoking prevalence in 2018.
Such an approach may be controversial, but I think it is worth the try. Beating cigarette smoking by promoting alternatives to it is using fire to fight fire. For those intending to quit, available alternatives to cigarettes — that replaces the source of nicotine — include medicine, patches, gums, inhalers, nasal sprays, and lozenges.
To date, electronic nicotine delivery systems like e-cigarettes have also become a viable alternative. I believe we should now look into this option, to further reduce smoking prevalence, as long as (1) vaping or the use of e-cigarettes are regulated by the government; (2) they are taxed; (3) that enough scientific studies will provide that people die not from nicotine but from the tar from cigarette smoking; (4) that enough scientific studies can prove that e-cigarettes are effective, safe, and viable therapy for nicotine replacement.
Some industries should be incentivized to initiate wellness programs that include smoking cessation therapies. In Baguio City, for example, city officials were quoted as saying that seven out of 10 BPO workers were smokers. Also, smoking prevalence in the city was about 34%, they said, compared to the national average of 23%.
Counseling and guidance as well as providing nicotine replacement therapies such as gums and patches can work, but I believe that vaping or the use of electronics-based therapies — under proper government regulation — might be more effective in curbing cigarette smoking among BPO workers. In this line, perhaps smoking cessation therapies can be covered by public and private health insurance.
The way this can work, companies can acquire electronic vaping devices in bulk and at a discount, and distribute these for free to smoking employees. Of course, there will be conditions to such, including quitting cigarettes over an agreed period of time. The cost of purchase can be booked under an employee wellness program, which can be designed to become tax deductible, or can be subsidized by health insurance.
The objective, of course, is to curb smoking prevalence, and to promote employee health. By curbing smoking, we also curb smoking-related illnesses and smoking-related deaths. Doing so can also minimize the health insurance costs related to smoking. More important, by investing in smoking cessation programs, companies protect their most important assets — their workers. And of course, healthy workers are healthy taxpayers.
Marvin A. Tort is a former managing editor of BusinessWorld, and a former chairman of the Philippines Press Council.

