Republic of the Philippines

DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

DIORODEIL PRINTING COMPANY

“A kind of printing that so satisfying ”

An Entrepreneurship Business Plan

Binan City Senior High School-Timbao Campus
City of Binan, Laguna

In Partial Fulfillment of the requirements

For the course Entrepreneurship

Submitted to:

JOCELYN G. CAPACIO
Entrepreneurship Teacher

Submitted by:

Group 3 11-ICT A LUMBAN

Diones, Kate L.
Dejan, Gabriel
Illustricimo, Hanna
Oralde, Marc
Rosas, Mary Ann

2022

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

TABLE OF CONTENTS

Page
I. Executive Summary 7
Introduction 7
Management Highlights 8
Marketing Highlights 8
Financial Highlights 8
Socio-Economic Highlights 9

II. Management Aspect 9

Key Business Operations 9
Type of Business 10
Organizational Chart 10
Job Description 11

III. Technical Aspect 14

Product Concept 14
Benefit 15
Company Profile 15
Company Logo 16
Location 16
Facility Layout 17
Production Process 18
Raw Materials 19
Pieces of Equipment 19
Packaging 19
Office Supplies 19
Utilities 20
Quality and Safety Measures 20

IV. Socio-Economic Aspect 20

Government 21
Customer 21
Community 21
Proponents 21

V. Marketing Aspect 22
Market Overview 22
Market Segmentation 22
Geographic Segmentation 23
Demographic Segmentation 23
Target Markets 23
Promotional Analysis 25

2|Page
 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

SWOT Analysis 26
Distribution Channels 27
Industry Analysis 27

VI. Financial Aspect

Income Statement --
Sales Report --
Price Costing --

VII. Appendices --

Diones, Kate L. --
Dejan, Gabriel --
Illustricimo, Hanna --
Oralde, Marc. --
Rosas, Mary Ann --

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

LIST OF TABLES
Page
Table 1. Market Segmentation 23
Table 2. Potential Market 24
Table 3. Target Market 24
Table 4. Income Statement --

4|Page
 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

LIST OF FIGURES
Page
Figure 1. Organizational Chart 10
Figure 2.Company Logo 16
Figure 3. Location Map 17
Figure 4. Facility Layout 18
Figure 5. SWOT Analysis 26

5|Page
 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

I. EXECUTIVE SUMMARY

Introduction
Diorodeil Printing Company is a company that provides a quality printing services to
attract the interest of clients especially the one’s who needs different types of print. The
company expects to get the interest of the people in Barangay Malamig, Barangay Timbao
and Barangay Langkiwa which is the company are located. It also serves on any kind of print
and occasion.

The objective of the company is to provide best quality printing services to the
community and help their clients to develop their own creativity come true through
designing. This company will help people to print documents and different cards such as
invitation cards, calling cards, business card, etc. in affordable price.

Diorodeil Printing Company is located at Saint Joseph Village, Barangay Timbao, City
of Biñan, Laguna. It is open from 6:00 am until 10:00 pm. Clients can contact the company
through Facebook account at Diorodeil Printing, email at [email protected] and
through a mobile phone 0911-232-4564.

Mission
To produce good quality and satisfying printing service to the community and be able to help
our dear customers in producing quality services at an affordable price.

Vision
To become the leading printing company in the field of printing that has ability to provide
good quality services to the community and the preferred choice for printing.

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Management Highlights
Diorodeil Printing Company is located at Saint Joseph Village, Barangay Timbao, City
of Biñan, Laguna. It is equally owned and managed by five partners, namely: Kate Diones,
the manager who will manage the whole business and the one who knows all the work and
things to be done in their business.

Second, Hanna Illustricimo, the assistant manager who will help the manager to run
the business and will take the place of the manager whenever it has something to work on.

Third, Mary Ann Rosas, the supervisor who will check and assist the co- workers in
their job and the one who will organize the workplace.

Fourth, Gabriel Dejan, the financial manager that generally oversees the financial
status of the business and help to ensure the profitability of the company.

Lastly, Marc Oralde, the business operator that responsible to operate the production
or the process of the whole printing services.

Marketing Highlights
The Company conducted unique identity and services in order to know more about
Diorodeil Printing Company.

1. The Company used social media to connect with their customers.

2. The services have the best quality and creativity.
3. It uses different techniques in providing to the customers the service such as direct
and online.

Financial Highlights
During the month of February, the company thrive with many sales due the reason that
there were many major events happened during that time. Moreover, the company realized
that our target market most likely uses our service during school days and events. The

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

company also uses online payments and transactions so that many customers can use the
service.

Socio-Economic Contribution
The company has contributions in different aspects of society and economics. Through
the tax coming from the company, the government will benefit and be able to help the society
and community. Also, the society will benefit the company by giving them a work to the
people who doesn’t have a job and will less the unemployment rate in the country.

I. MANAGEMENT ASPECT
It includes planning, organizing, directing and controlling in the business. This
describes the management team, resources and how the business structured.

Key Business Operation

Diorodeil Printing Company provides their service in the entire population of
Barangays Malamig, Timbao and Langkiwa especially the students from 6:00 am to 10:00
pm, Monday to Saturday, located at Saint Joseph Village, Barangay Timbao, Biñan City,
Laguna.

The company can produce 150 prints every day with the cost of 5-10 pesos each
depends on style. In the workplace, the supervisor ensures the safety and cleanliness of the
place and the products. They ensure that the finish products are handled with care and have a
good quality.

The company uses good quality materials in order to provide best printing service
such as clean and thick bond papers, thick papers, colored inks and sharp paper cutters. This
will undergo through checking before packaging and producing it to the customers.

Type of Business

Diorodeil Printing Company is a partnership business because it is owned by five

partners. The owners are responsible for the liabilities of the business. The company aims to

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

show the best quality of the product they are producing. It has unique style because the
customers' wants, and suggestions are the priority of the business and it has an affordable
price for each piece. The quality of the product is worth it for it’s price.

Organizational Chart

In order to manage the company and to process the products made by the company,
Diorodeil Printing Company make an organizational chart to illustrate the job of each of the
member of the company. Below is the Organizational Chart of Diorodeil Printing Company.

Figure 1. Organizational Chart

Job Description

Kate Diones
Job Title: Manager
Department: Managing Department
Responsible for: Managing the whole department

Job Summary: Responsible for managing the company and the one who will keep reaching
the goal of the company. The one who oversees the work of each department and the one who
will keep the company profitable. Ensures a safe, secure, and legal work environment.

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Key Areas Responsibility

 Planning, Organizing, Leading and Controlling

 Oversees the work of each department
 Accomplishes department objectives
 Maintains staffs by recruiting, orientating and training employees
 Checking the sales and quality services

Hanna Illustricimo
Job Title: Assistant Manager
Department: Managing Department
Responsible for: Supporting the company manager

Job Summary: The Assistant Manager is responsible for assisting the manage in managing,
planning, organizing and leading the company. The one who will report to the manager the
day-to-day operations within the organization. Also, the one who will create and manage shift
schedules.

Key Areas Responsibility

 Assisting the manager

 Hiring and training employees
 Monitoring inventory and ordering merchandise
 Ensuring company policies are followed
 Resolving customer issues

Mary Ann Rosas

Job Title: Supervisor
Department: Managing Department
Responsible for: Oversee employees' performance

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Job Summary: The supervisor’s role is to communicate organizational needs, oversee

employees' performance, and the one who managing a team. Responsible for managing the
workflow of each team.

Key Areas Responsibility

 Oversee the work of employees

 Day-to-day performance of a team
 Supervising staffs
 Monitoring work processes
 Provide guidance to new hired employees

Gabriel Dejan
Job Title: Financial Manager
Department: Finance Department
Responsible for: Oversee the financial health of the company

Job Summary: The financial manager’s role is financial planning, investing money, and
raising money. Its main goal is to maximize the value of the company. He is responsible in
producing accurate financial reports and information.

Key Areas Responsibility

 Producing accurate financial reports.

 Developing cash flow statements
 Providing advice in making financial decisions
 Projecting profit
 Making financial forecasts

Marc Oralde
Job Title: Business Operator
Department: Production Department
Responsible for: Operates the producing of product

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Job Summary: The business operator is responsible for assembling, manufacturing,

processing, packaging and producing of the products. He is the one who will inspect the
quality of each product.

Key Areas Responsibility

 Operate the business safely and effectively

 Ensure that equipment is maintained in good and safe working condition
 Monitoring manufacturing machines
 Responsible for processing the product
 Keeping good quality products

II. TECHNICAL ASPECT

In business, every company has its own ways on how they made their products
and how their service complete. Technical aspects are important in a business, it helps the
owner to determine the technical requirements of their business.

Product Concept

Technology develops continuously that’s why some of the practices of people are
gradually disappearing, example of that is we used to send messages through writing, but
now technology brought gadgets to us to make our life easier. Technology brought us
computers and printers that we can use to print some documents that we need like research
papers and resumes. Some needs to make some cards such as calling cards and invitation
cards, that used to design that’s why we have decided to build this type of business.

These days, there are a lot of students who were studying that needs to make research
papers, thesis paper, unemployed people who requires to submit a resume to apply for work,
birthday parties or any celebration that needs invitation cards and calling cards for
businessman or businesswoman. These things are so valuable nowadays, that’s why we use
this opportunity to build this kind of company.

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

The Diorodeil Printing Company is built to help many people by providing quality
product and services. Each print from the company assures the client satisfaction through its
good quality, packaging, creative designs and its affordable price.

Customers can send their own designs to us and make it more creative; we will make
them know the final design or output before doing the actual printing of the product.

Benefit

The Diorodeil Printing Company can benefit all of the people, including students,
workers, schools, business establishments and more. The government can also benefit to the
company because of the tax that can benefit the community. This company can provide work
for the people that can help to lessen the unemployment rate in the country.

Company Profile

The Diorodeil Printing Company is a business partnership that aims to provide a

high-quality product and service to the community. Its main objective is to be the leading
company in the field of printing that has ability to provide good quality services to the
community and the preferred choice for printing.

Through the best service and good quality products, the company plays a vital role in
the society by building trust with customers, helping them through the tax and providing
work for them.

The company can proudly say that they can definitely compete their competitors
around their location because of the high-quality product and services. As the business
launched, the brand is already popular to its customers.

Diorodeil Printing Company is located at Saint Joseph Village, Barangay Timbao,

City of Biñan, Laguna. It is open from 6:00 am until 10:00 pm. Clients can contact the
company through Facebook account at Diorodeil Printing, email at
[email protected] and through a mobile phone 0911-232-4564.

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Company Logo

Figure 2. Company Logo

As you can see in the picture, the company logo shows a crumpled brown paper that
marked with our company name and a bunch of bond paper. The logo represents what our
company is. The name of the company that sealed on a crumpled brown paper and a bunch of
bond paper represents that our company will stay strong whatever happens.

Location

Diorodeil Printing Company is located in Saint Joseph Village, Barangay Timbao,

City of Biñan, Laguna. The location is one of the important aspect in building a business
that’s why the company ensures the place is suitable for the business. The place is near the
schools and in a subdivision that there are so many people. The location is also far from the
competitors.

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Here is the location of the company:

Figure 3. Location Map

Facility Layout

Facility layout is the arrangement of the workflow in the production process. It

considers available space, final product, safety of users and facility, and convenience of
operations. This is important to maximize the effectiveness of the production process and to
meet the needs of employees.

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Figure 4. Facility Layout

Production Process

These are the steps on how we process our production:

1. Receiving design from the customer.

2. Editing and printing.
3. Checking the quality
4. Packaging

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Raw Materials

Here are the materials needed for the production:

 Bond Papers
 Photo papers
 Ink

Pieces of Equipment

The equipment needed to produce the products are the following:

 Computers
 Printing Machines
 Paper cutters

Packaging

The things that needed for the packaging are the following:

 Boxes
 Envelopes
 Scotch Tapes
 Packaging Tapes
 Scissors

Office Supplies

The supplies that will be used for making paper works.

 Bond papers
 Folders
 Envelopes
 Ballpen & Pentel pen

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Utilities

The utilities of the company.

 Electricity
 Water
 Internet Connection
 Telephone

Quality and Safety Measures

The company ensures the safety and the quality of the products and services they are
making. The company follows the safety measures from the workplace, also to the product
they have made.

The following are the guidelines that the company considered for the safety and to ensure the
quality of the product:

 Always follow the correct procedures.

 Clean and organize the workplace.
 Be alert
 Wear protective equipment
 If there is an unsafe condition, let the supervisor know.
 Unplug any electronic equipment when not in use.
 Checking every product before packaging.

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

III. SOCIO-ECONOMIC ASPECT

It discusses the benefits of the company and its effect on the economy, employment,
environment and government. Also, this states the contributions of the company.

Government

Through the tax coming from the sales of the company, the government will benefit.
These taxes are the funds that the government used to finance social projects for the
community, such as building infrastructures, funding health services, can be used to help
people and more.

Customer

The customers can benefit from the products we’ve been making by providing
quality product and services to the customers, in which they can discover the creativeness on
themselves by letting them to choose or make their own design for what they want to. It is
also affordable and accessible for anyone.

Community

Through this business, the community will benefit. The community will benefit from
the tax coming from the company and can help to lessen the unemployment rate in the
country by giving people a job. Through these things, the economy will grow and can help
the society.

Proponents

The proponents will also benefit by promoting the products to the customers and let
them buy this in order to gain profit that leads to achieve company objectives and goal.
Through business planning, everyone will be satisfied as the company contributes to the
government, customers and its community by the products and services provided.

IV. MARKETING ASPECT

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

In this part, the company will determine the marketing status of the company. The
different strategies that company will apply to make sure that the profit and sales of the
company are continue growing.

Market Overview

The company focuses on the entire population of Biñan City, mainly Barangays
Timbao, Langkiwa and Malamig. Through this business, the customers will experience the
satisfying services that the company provides.

It implies that the market grows continuously and make the brand name leave a mark
on the mind and heart of our customers. However, the reason that there are many schools
around the location, competitors came out. There are three small businesses have the same
services around the location.

Market Segmentation

The company has different competitors in the entire Biñan City, there are different
businesses that sell the same services with our company. Even though there are competitors,
there is a bigger amount of population. Market segmentation is important to help the
company to be more efficient in terms of time, money and other resources. Also, it allows the
company to learn about customers.

The data below presents the population of Barangays Timbao, Langkiwa and
Malamig Biñan City, Laguna.

Barangay Timbao 15,464

Barangay Langkiwa 39,526
Barangay Malamig 6,243
Total 61,233
Table 1. Market Segmentation

The company will serve the specific portion of the total population of the Biñan City
in order to know the needs of the target market. Specifically, using Geographic, Demographic

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

and age of the target market, the company will be able to determine if the product and
services work and suits to the location of the company.

 Geographic Segmentation

The Diorodeil Printing Company serves the Barangays Timbao, Langkiwa and
Malamig that has 61,233 as the total population of the target market. As given that the
product and services are unique and in demand, this will be suited for the location of the
company because of the needs of people and students.

 Demographic Segmentation

Diorodeil Printing Company offered satisfying services and quality products for the
people and students from specific Barangays in Biñan City, ages 12-30 students and other
companies.

Target Market

The company focuses on the specific barangays of Biñan City, specifically the
students from Elementary to Senior High School, employees and other people in the
community.\

POTENTIAL MARKET
TYPE POPULATION PERCENTAGE (%)
Barangay Timbao 15,464 25.25%
Barangay Langkiwa 39,526 64.55%
Barangay Malamig 6,243 10.20%
Total 61,233 100%
Table 2. Potential Market

Our objective in business is to provide and offer services and quality products in the
community, school and other companies in the Biñan City because our company will do

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

everything to be able to reach its goals in making the company the leading company in terms
of printing and services.

To make it profitable and achieve the goals and success, the company applies
different strategies in order to make their product and services accessible and popular in the
community.

Table 3. Target Market

Promotional Analysis

In this world of business, having promotional strategies and tactics is very essential
to be able to have stability in the market. Nowadays, the best way of reaching out the
customers of the company is advertising in order to recognize the brand of the product.

One of the best ways of promoting the company’s product is by advertising it online,
through social media platforms. Through that, the company will be introduced, be popular
and it will be easy to reach the customers.

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

The strategies that the company applies:

1. Introducing the company through social media platforms.

2. The company offers product and services to three Barangays from Biñan City.
3. Distribution of flyers and leaflets.
4. Affordable prices offered.
5. Direct Selling to its customers.

SWOT Analysis

SWOT Analysis is a strategy that helps the company identify its strengths,
weaknesses, opportunities and threats related to the business competition.

STRENGTHS WEAKNESSES

 Location  Not adaptive to

 High Quality change
Products  Lack of knowledge in
 Good Management online marketing
 Uniqueness

OPPORTUNITIES
THREATS
 Attract a larger
target customers  Larger competitors
through social media  Inconsistent price
 Online Sales of supplies
 Digital Marketing

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

Figure 5. SWOT Analysis

Distribution Channels

The location of the business is one of the essential aspects of the business. It needs that
it can be easily seen and in the right place in order to get customers' attention and make the
brand known. The target market of the company, Diorodeil Printing Company, are Barangays
Timbao, Langkiwa and Malamig.

The company accepting orders through personal and online transactions and we are
offering a free delivery for a specific amount of the order. The customers also can send their
design and own choice of design for the product, and this make our product unique from
others.

As of now, the company doesn’t have yet established a deal towards anyone in order
to maximize income. But we are continuing the way of selling we’ve started. In fact, the
location, our way of promoting our product and uniqueness of the company already make a
huge gap between our competitors.

The company builds an online store to make an order more convenient for the
customers. The transactions will be easier and hassle-free. Customers can contact us from our
Social Media Platforms and Official Store. It will be an effective strategy because it has a
larger number of customers than the usual way of selling.

Industry Analysis

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 Republic of the Philippines
DEPARTMENT OF EDUCATION
Region IV-A CALABARZON
Schools Division Office of Biñan City
BIÑAN CITY SENIOR HIGH SCHOOL
TIMBAO CAMPUS
La Solidaridad Estate, Timbao, Biñan City

The Diorodeil Printing Company encircles the idea of developing a concept about
showing the creativity of people. This goal that the industry withholds defines the mission
and vision of the company. Generally, this industry provides people satisfaction within the
community.

On the other hand, talking about the whole part of the industry, including the
quantity of competitors, every step that we will take is a risk so that a careful movement is a
must.

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