The Yellow Pages, in business for over 50 years, might seem a monopoly. The fact is the company is facing intense competition from information Web sites, trade magazines, newspaper and even consumer magazines. After a few changes in ownership, the Yellow Pages is now owned by PCCW Directories (a PCCW company).
'Based on recent research and studies, we found that the usage of our product is very high and increasing. We put a lot of resources into improving the product and distribution channels to make them more user-friendly. The Yellow Pages business is a proven model in the international as well as local marketplace,' says Aley Chang, vice-president of sales, PCCW Directories.
The company relies totally on the advertising revenue of its publications, the flagship Yellow Pages, Internet Yellow Pages, trade professional directories, and tourist guidebook. As a result, the sales team is the key revenue generator, which now employs 150 professionals in Hong Kong.
'In the coming year, we will hire additional staff for business expansion. This is a people game, the better people we recruit, the higher return we will get.'
The company is in need of candidates with strong initiative, whether they are from the publication industry or not.
'We do not particularly need candidates from in-trade. We need people who have the ability to sell and, most importantly, be able to maintain a high level of work consistently. Hard work is of the utmost importance.'
A very demanding but challenging job, the sales executives have to report and meet a daily revenue quota. It sounds difficult, but they do have a fairly high closing rate - 70 per cent of a single meeting leads to a deal being closed. In order to achieve the goals and targets, the company offers excellent training to its sales team.