Last April 23, 2026, the SCPA Solutions Mabalacat Branch became the center of learning and collaboration as 33 Institutional Sales team members—representing 97% of the Luzon Team—came together for a New Product Training, bringing together agents, team leaders, marketing, and leadership for a full day learning products and strengthening alignment.  

Covering three key product categories—Tissue, Non-Tissue, and Chemicals, the training was designed to strengthen both knowledge and real-world application. 

More than just a refresher, the session focused on one goal: equipping our teams with the confidence and clarity to sell smarter in the field. 

The program opened with Regional Director Eugene Balanza, who emphasized the importance of continuous training in keeping our Institutional Sales team ready, competitive, and aligned with evolving customer needs. 

Turning Product Knowledge into Sales Confidence 

The first session was led by Jeff Fronda (Institutional Sales Team Leader, Head Office), who jumpstarted the day with a discussion on “What Makes a Good Price Presentation.” 

Through a live activity, agents demonstrated different approaches to presenting products—revealing one key insight: there is no one-size-fits-all approach. Whether presenting prices, demonstrating products, or introducing new categories, success hinges on understanding client needs and adapting solutions accordingly. 

The takeaway was clear: asking the right questions, listening actively, and offering the right options give agents greater control in every sales conversation. 

Fronda also reinforced core knowledge in: 

• Tissue category SKUs 

• Precision weighing and pricing computation, supported by hands-on team activities 

Expanding Product Familiarity Across Categories 

The training continued with sessions designed to deepen familiarity across both tissue and non-tissue categories: 

• Constancio Maglalang ( Institutional Sales Leader, Central Luzon) introduced new product lines including paper straws, Cheers ABC, Scrub Buddies, and Naturale bagasse products 

• Ana May Santiago’s ( Institutional Sales Leader, North Luzon) discussion included Femme’s new feminine care line, strengthening product understanding in this growing category 

An interactive SKU challenge kept energy high, pushing agents to recall product features quickly—reinforcing both familiarity and confidence. 

Bringing Products to Life Through Demonstration 

A highlight of the training was the Chemical Category session led by Adrian Rioveros (Institutional Team Leader, South Luzon and Chemical Category Expert), where learning moved from discussion to application. 

From floor care product usage to full-cycle demonstrations, agents were actively involved in performing proper procedures—ensuring they can confidently demonstrate solutions to clients. 

The session also focused on helping agents better communicate the operational advantages of shifting from single-use formats to bulk housekeeping solutions. Through the discussion of the Savings Calculator, Rioveros demonstrated how institutions can significantly reduce long-term costs by choosing bulk options over smaller, single-use packaging. 

Beyond the upfront price difference, the activity highlighted how bulk systems help accounts: 

• Reduce cost per use  

• Minimize product waste  

• Improve replenishment efficiency  

• Generate better long-term value for housekeeping operations  

The Savings Calculator served as a practical selling tool, allowing agents to clearly quantify potential savings and present more strategic, value-driven recommendations to clients. 

Institutional Sales Director Nelson Duca joined the session, reinforcing how proper product knowledge translates into stronger, more credible client engagement. 

The session emphasized a key principle: Agents don’t just sell products—they demonstrate solutions. 

A Model Worth Replicating 

The recent training with SCPA Solutions is a strong example of how structured, hands-on sessions can: 

• Strengthen product confidence 

• Improve sales conversations 

• Create alignment across teams 

More importantly, it shows that initiatives like this can be replicated across branches—creating more opportunities for engagement, learning, and growth within our teams. 

As highlighted in the closing remarks by Duca, strong sales performance is built on clear communication, understanding client needs, and delivering the right solutions. 

Final Thoughts 

What made the Mabalacat training meaningful wasn’t just the sessions or the discussions—it was seeing our teams grow more confident in how they connect our solutions to real customer needs. 

Throughout the training, we saw a shift. Conversations became more purposeful. Product knowledge turned into practical, customer-focused selling. And most importantly, our teams became more assured of the value they bring to every client interaction. 

This is why the training matters. 

When our sales teams are confident, aligned, and equipped with the right understanding, our customers benefit directly. They receive clearer recommendations, more relevant solutions, and a better overall experience—one that builds trust, not just transactions. 

Looking ahead, this creates an opportunity to bring the same experience to more teams across branches. By continuing to create spaces for learning and collaboration, we are not only strengthening our teams—we are elevating how we serve our customers. 

Because in the end, strong, confident teams don’t just drive performance—they create better outcomes for the people we serve.