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 iAE
Sales and Management Structure |
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Since iAE started its internet service in Korea in May 1996, it has re-invested the majority of profits back into the further developing this powerful recruitment tool. This has resulted in a fully integrated sales recruitment and management system or Intelligent Business System (IBS). This internet system has the following functions:
1. Clients Relations Management (CRM) System
This unique IT system was developed by iAE as a web-based client management system to enhance sales activities by actively and effectively managing over 650 000 iAE members registered on its database. This allows for efficient and co-ordinated follow-up to the demand created by individual member students. iAE members are divided into five levels:
 Level
1 : Newly registered members prior to making formal inquiries
Level
2 : Members making inquiries
Level
3 : Members who have lodged an application through iAE
Level
4 : Members studying in an iAE partner school
Level
5 : Members who have returned home after completion of
their studies and
have registered as supporters of iAE.
At each level, members are automatically allocated to a relevant sales office, and then allocated to an Educational Planner (EP) either manually or automatically. All EPs execute follow up procedures set out in iAE's sales manual, and the sales activity is monitored by relevant team managers.
Through our IT System, EPs on average follow up with students at each level at least 20 times. EPs use a variety of methods to maintain contact with clients, including e-mail for groups or individuals, SMS, Question and Answer (Q&A) sessions, sample answers and Frequently Asked Questions (FAQ) lists. All information provided to members is available after they log into the iAE Members' pages where individual EPs provide the information to students.
2. Exhibitions, Road Shows and Seminars
The iAE global sales team participates in promotional activities local to each office, such as monthly education fairs, seminars and road shows. Advertisements are organised through newspapers, television commercials, media releases, leaflet distribution, online advertisement on iAE's website and its partner companies' portal sites as well as by e-mail invitation.
At these events, representatives of participating partner schools are actively involved in staff training and presentations to iAE clients. Interested students are invited and encouraged to attend iAE organised events where iAE and its partner educational institutions are able provide additional benefits such as 'on-the-spot' applications and promotional specials (such as partial scholarships, waived application fee etc).
3. iAE Sales Offices and Teams
The 82 offices globally operating under the iAE Global network offer the same or similar products and services. They have the following functions:
 iAE
Global Network Offices
Marketing
and promotion of iAE Global, its institutional partners and
their products
is managed through iAE Global Network head
offices utilising websites,
advertisements in news papers,
reference magazines, television, radio and printed
publications such as iAE Study Abroad Magazine.
Individual sales offices can, at their own discretion and
expense, conduct local
marketing activities, including face
to face events, commercial leaflets or ads
in local newspapers,
on television and radio etc.
Central
admission, finance management, IT development and administration
are also
managed by the various iAE Global Head Offices. This
allows local sales offices to
concentrate on sales activities
and a portion of local marketing, limited to their
region
only.
Under
a strategic plan coordinated by iAE Global, sales offices
set their own
business plan and execute individual activities
such as hosting and participating
in local road shows.
All
students recruited by sales offices are managed until students
return home.
IT
systems, especially CRM, are used extensively by all sales
offices to improve
staff training and increase sales
Sales
offices are either directly owned by iAE Eduhouse or our iAE
Global Partners,
or operate as franchises under direction
from the respective head offices.
Core
training for the international sales teams is carried out
by the respective
regional or country head office, with local
sales managers involved in daily and
supplementary training.
All
iAE Global Partner offices are given 'Master Agreements' in
their region,
which allows them to set up their own network
and provide exclusive business
rights to represent iAE Global
and its partner schools
iAE Global Supprt Sales Offices
Australia, New Zealand, Canada, UK
and USA
iAE sales offices in the countries mentioned above have different roles within the iAE Global network. They primarily coordinate and manage issues raised among the various iAE offices, negotiate business with on-shore partner institutions, set up marketing and sales plans, distribute marketing budgets delivered from individual institutions and liaise between iAE Global head office and local institutions.
One
of the main functions of the iAE offices in Australia, New
Zealand, Canada \UK
and the USA is to support international
students arriving from home countries,
by maintaining contact
until students finish studies. They also provide services
for
applications for on-going studies at different schools,
pastoral care, dispute
resolution, counselling for individual
issues and providing assistance wherever
it is required by
students.
iAE
New York is not yet actively involved in sales activity. Its
primary focus is
to support iAE students in the USA. iAE Global
plans to establish a full network
of support and recruitment
offices in the USA.
Support
offices in Australia, New Zealand, UK and Canada work closely
with the Global
Recruitment offices as they handle applications
for secondary academic and tertiary
programs.
Support
offices provide services for students and prospective students
from a
number of countries and regions such as Korea, China,
Japan, India, Thailand,
Europe and Indonesia, among others.
iAE
offices in Sydney, Auckland and Toronto are directly owned
by iAE Eduhouse
in Korea.
Future iAE Offices
iAE Global plans to open sales and service offices and Master Partner offices in Japan, Brazil, Russia, Malaysia, Singapore, Vietnam, Thailand and the Middle East in the near future.
4. Contents Marketing
iAE manages its own unique sales support and contents marketing team, who play a major role in approaching new and existing clients to collect information on their education services to post on iAE's website and partner companies' portal sites.
The contents marketing team is based regionally in North America,
Europe, Asia and Oceania, and also broken down by education
type, i.e. ESL, primary and secondary education, vocational
and pathway programs and degree programs.
It is involved in:
News
updates
News
on schools and education
Creating
EP training material
Intensive
education of trainee EPs
Creating
an information database on schools courses and living environments
Online
and offline advertising under cooperation with outsourced
companies
Offline
events such as fairs and seminars
Publication
of iAE Study Abroad Magazine, weekly webzines for member students,
testimonial collection books, overseas settlement guides,
study abroad guides
for high school graduates, education directories,
etc.
5. International Marketing
The main function of the international marketing team at iAE includes:
Developing
new partner schools
Formalising
contracts with partner institutions that have met iAE's selection
criteria
Organising
offline events such as fairs, seminars and road shows -
including
inviting partner schools under the decided plan, allocation
of relevant
timetables for individual events at various cities
and regions and attending
events as major organisers.
Conducting
meetings with visiting school representatives
Dissemination
of collected information to relevant teams through intranet
Participating
in EP training
Attending
workshops arranged by external organisations or partner schools.
6. IT Development and iAE Intranet System
iAE's IT department is the largest in the world among education sales agents, and this has been significant in boosting the company's business.
100%
of the software used by iAE staff, including the intranet
system, which
reflects the company's business intelligence,
experience and efficiency,
has been developed by iAE's IT
department.
iAE's
current global sales network and its dramatic increase in
sales since 2000
has been a direct result of this system (sales
network in Korea increased 50%
from 2005 to 2006).
The IT Department is divided into four teams:
New
Software Development team for iAE offices in Korea
New
Software Development team for iAE offices overseas and all
international
franchised companies under the iAE Global Network,
i.e. iAE China
Software
maintenance team, which improves existing and ageing software
and websites
Web
Design team
Engineers work under a project manager who is in charge of each team and each staff member on each team has years of experience at iAE and/or external companies.
The teams are:
New
Software Development team for iAE offices in Korea
New
Software Development team for iAE offices overseas and all
international
franchised companies under the iAE Global Network,
i.e. iAE China
Software
maintenance team, which improves existing and ageing software
and websites
Web
Design team
The main roles of the IT department are:
To
develop new software internationally or with outsourced companies
under the
company's demand and plan;
To
maintain and improve the function s of individual software
through collating
ideas from whole company;
Training
relevant people to understand each function and use the IT
system
proficiently and
To
combine the company's developed software with the software
developed
externally to fit into the company's business
iAE
Intranet System
All iAE staff members are able to use the following functions of the intranet system and all are managed on a real time web basis.
Business
knowledge sharing: All information including collected by iAE offices
in Korea and internationally, including marketing intelligence, is updated
through various notice boards and can be read by all company personnel,
though all managers are required to read and highlight relevant information
within 24 hours.
Product
Knowledge Sharing: All information related to iAE’s
partner schools,
such as course information, fees, new regulations
on enrolment, commission rates,
important dates, summarised
information on schools and courses, stock information
on brochures,
etc., can be searched through iAE’s database
Real-time
statistics: Team and individual sales results, statistics
on schools and
countries, inquiries, membership registration,
follow ups for members of each
level by sales team, target
achievement, analysis information on business trends.
Student
Account Management: All information related to fees
paid by clients
receivable and payable
Admission
management: All information on student applications
Duties
Verification System: Checks system for daily, weekly, monthly and yearly
to-do lists as defined by the company and managers and electively by individuals.
Each task completed by an individual is recorded and managed by the intranet
system and will be integrated into our developing Human Resources and Staff
Training systems to more efficiently evaluate the workforce.
7. Admissions Team
The admissions team at the various global iAE Head offices work closely with the sales teams in various locations as well as with the registration departments of iAE's partner schools
All of the applications collected by the sales team are lodged by the admissions team and financially managed by the accounts team through iAE's intranet. The admissions team works with our partner institutions around the world, and in 2006, handled over 20000 applications in through the network. The admissions team's main task is to act as a liaison between the iAE sales and accounting teams and educational institutions. The outcome of all activity is reported to individual sales people so that the client can be notified. This basically fully automatic procedure allows everyone involved in the application process to have real-time updates on individual activity. The main tasks of the admission team include:
Updating
information collected from various resources and related to
school
entry application
Submitting
applications for entry to schools and visa lodgement with
through
thorough checking of student documents
Collecting
and transferring fees owed by students via sales offices
Organising
airport pick-up and accommodation for students via sales offices
Involvement
in changing of courses and course cancellation
Co-ordinating
of students complains and dispute procedure.
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