Marketing Strategy Business To

Business of ZEIN Product

Muhammad Supriyanto / 19013042

Supervisor Ira Fachira, Ph.D.
Outline

1. Background
2. Literature review
3. Methodology
4. Data Analysis and Research Finding
5. Conclusion & Recommendation
Background

Indonesia Population 249,9

million (Data BPS 2016)
Muslim Population 80%
(Data BPS 2016)
New potential market fashion
Muslim Fashion
Real Condition and
Opportunity
Zein Product

Established in 2015
Taman Kopo Indah
Focus in Menswear
Diferentiation Product
Company Goal
B2C and B2B Sales Record Company

Month Sales Record Quantity

B2C B2B Sales Record B2C and B2B
1200
December 21 -
January 42 350 1000 1000
February 68 -
800
March 101 -
600
April 84 400
Mei 110 - 400 400
350
June 153 1000 200 200
153
July 86 - 101 84 110 86 100
42 68 47 66 50
0 21
0 0 0 0 0 0
August 47 200
September 66 -
October 50 100
Total sales 828 2.150 B2C B2C2
 Problem Statement

Demand of B2B Bandung Jakarta Total

School (SD,SMP, 1.596 4.848 6.444
Opportunity in B2B Market
SMA)
Company 518 2.788 3.306
School Islamic 30% 1822
Company Islamic 30% 990

To Increasing the sales Company need to focus raise B2B market, because the
opportunity the B2B market is bigger than B2C and just very still little Competitor.
 Objective and Benefits

Company need to know :

1. Identify and understand our customers Characteristics.
2. Understand current customers STP
3. Design and provide recommendation Strategy to raise B2B Market.

Benefits of the research is :

1. Company can make a Incerasing sales and Profit, know about B2B customers, and
make a simple design to raise the market.
Literature Review

2.1 Principles of Marketing

The Total of activities involved in a transfer of goods from the producer or seller to the customer or
buyer including advertising, shipping, storing and selling. For marketing definition in dictionary.com
Marketing is a way to satisfy needs. It seeks satisfaction of people by fulfilling their needs through
an exchange process. Marketing may also incorporate inn service and product providers to service
and product seekers.
 Marketing mix

Product Place Promotion

Prices
Taman Kopo
Direct Marketing
80rb 250 rb Indah

Physical
People Process Evident
Staff - Proposal
Marketing B2B - Presentation
Packaging
- Sample
- Production
- Feedback
Business Buying Behavior

Divided to :
Enviromental Factor
Organizational Factor
Interpersonal Factor
Individual Factor
Business Buyer Behavior Process

Business buyer behavior Process

1. Problem recognition
2. General need and Description
3. Product Specification
4. Supplier Search
5. Order routine Spesification
6. Performance review
 Macro and Micro Environment

Macro Environment
Macro environment is caused by a large society and
affect the ability of a firm to serve its customers.
Demography, economy, nature, technology,
political/legal, and culture are included as the
concepts of macro environment.
Macro & Micro Environment

Micro Environment
Micro environment is the business itself, it is close to
the company and affect the ability of a firm to serve its
customers. It includes its suppliers, marketing
intermediaries, customer markets, and public.
Segmenting, Targeting, and Positioning

Segmenting Targeting Positioning

Methodology

Methodology
Qualitative
10 Company and School and 20 Interviews respondent
Research Methodology

Developing
Doing Field
An Formulating Preparing & Preparing &
Defining the Work or
Approach A Research Analyzing Presenting
Problem Collecting
to the Design Data The Report
Data
Problem
Qualitative and Responent

Name of Company/School Located

Qualitative PT Slamert Bandung

PT Alfath Bandung
10 Company and School PT Azilla Jakarta
20 Interviews Respondent CV Agus Islami Bandung
PT Naura Hijab Jakarta
2 person each Company/School
PT Aya Muslim Jakarta
17 Questions SD Assifa Bandung
SMP Annisa Bandung
SD Istanbul Alam Jakarta
SMP Alfatih Jakarta
Research Finding and Analysis

Research Finding and Analysis

Table Result Interviews
Result Interviews and Analysis
 Result Interviews Table
Question
Q1 Q2 Q3 Q4 Q5 Q6 Q7 Q8 Q9 Q10 Q11 Q12 Q13 Q14 Q15 Q16 Q17
ya, ya,
500 -
4 ya, menggunakan 5 pentin ya, setiap open prop quality/ ya, 150rb - Feedba ya, sudah ada ya, akan
1000
R1 tahun seragam muslim hari g tahun awal tahun berbeda direktur v endor osal prices MOU 300 rb ck v endor dipertimbangkan
ya, ya,
500 -
2 ya, menggunakan 5 pentin ya, setiap open prop quality/ ya, 150rb - Feedba ya, sudah ada ya, akan
1000
R2 tahun seragam muslim hari g tahun awal tahun berbeda direktur v endor osal prices MOU 300 rb ck v endor dipertimbangkan
ya, ya,
100 -
3 ya, menggunakan 1 pentin ya, setiap open prop quality/ ya, 150rb - Feedba ya, sudah ada ya, akan
500
R3 tahun seragam muslim hari g tahun awal tahun sama manajer v endor osal prices MOU 300 rb ck v endor dipertimbangkan
ya, ya,
100 -
10 ya, menggunakan 1 pentin ya, setiap open prop quality/ ya, 150rb - Feedba ya, sudah ada ya, akan
500
R4 tahun seragam muslim hari g tahun awal tahun sama manajer v endor osal prices MOU 300 rb ck v endor dipertimbangkan
ya, ya,
100 -
5 ya, menggunakan 5 pentin ya, setiap awal semester kelapa sekolah/ v endor samp time/ ya, 80rb - 150 Feedba ya, sudah ada ya, akan
500
R5 tahun seragam muslim hari g tahun genap sama ketua yayasan lama le prices MOU rb ck v endor dipertimbangkan
ya, ya,
100 -
7 ya, menggunakan 5 pentin ya, setiap awal semester kelapa sekolah/ v endor samp time/ ya, 80rb - 150 Feedba ya, sudah ada ya, akan
500
R6 tahun seragam muslim hari g tahun genap sama ketua yayasan lama le prices MOU rb ck v endor dipertimbangkan
ya, ya,
500 -
6 ya, menggunakan 3 pentin ya, setiap sama,ber open prop quality/ti ya, 150rb - Feedba ya, sudah ada ya, akan
1000
R7 tahun seragam muslim hari g tahun awal tahun beda direktur v endor osal me MOU 300 rb ck v endor dipertimbangkan
ya, ya,
500 -
2 ya, menggunakan 3 pentin ya, setiap sama, open prop quality/ti ya, 150rb - Feedba ya, sudah ada ya, akan
1000
R8 tahun seragam muslim hari g tahun awal tahun berbeda direktur v endor osal me MOU 300 rb ck v endor dipertimbangkan
ya, ya,
100 -
4 ya, menggunakan 5 pentin ya, setiap sama, v endor samp time/ ya, 150rb - Feedba ya, sudah ada ya, akan
500
R9 tahun seragam muslim hari g tahun awal tahun berbeda manajer lama le prices MOU 300 rb ck v endor dipertimbangkan
ya, ya,
100 -
3 ya, menggunakan 5 pentin ya, setiap sama, v endor samp time/ ya, 150rb - Feedba ya, sudah ada ya, akan
500
R10 tahun seragam muslim hari g tahun awal tahun berbeda manajer lama le prices MOU 300 rb ck v endor dipertimbangkan
ya, ya,
100 -
5 ya, menggunakan 5 pentin ya, setiap awal semester kelapa sekolah/ v endor samp time/ ya, 80rb - 150 Feedba ya, sudah ada ya, akan
500
R11 tahun seragam muslim hari g tahun genap sama ketua yayasan lama le prices MOU rb ck v endor dipertimbangkan
ya, ya,
100 -
6 ya, menggunakan 5 pentin ya, setiap awal semester kelapa sekolah/ v endor samp time/ ya, 80rb - 150 Feedba ya, sudah ada ya, akan
500
R12 tahun seragam muslim hari g tahun genap sama ketua yayasan lama le prices MOU rb ck v endor dipertimbangkan
ya, ya,
500 -
2 ya, menggunakan 5 pentin ya, setiap sama, direktur/ketua open prop quality/ti ya, 150rb - Feedba ya, sudah ada ya, akan
1000
R13 tahun seragam muslim hari g tahun awal tahun berbeda yayasan v endor osal me MOU 300 rb ck v endor dipertimbangkan
Result Analysis

Uniform Important UNIFORM USES IN Uniform production

for Company and A WEEK every year
School 1
20%
No 0%
0% Yes
Yes 3
No
No
10%
100%
Yes
100%
5
70%
Result Analysis

Factor Important to
Quantity of choosing Vendor
Range Prices of
Production Uniform
5% 20%
25%
30% 100pcs - 40%
500pcs
60%
500pcs - 50%
70% 1500pcs

Quality and Prices Prices and Time 80.000 - 150.000 150.000 - 300.000
Quality and Time Other
Result Analysis

STATEGY TO CHOOSING MOU AND FEEDBACK

People who VENDOR
responsibility to Open Vendor Old Vendor
No
0%
make a production

manager
40% 30%
50% 50%
Directure
Yes
30% 100%
Head office/ head
Company
Result Analysis

New Vendor production

5%

Yes
No

95%
 Conclusion

Charateristic of the B2B Market is uniform is Important for Company/school, they make
uniform every years, People who make responsibility is Head office/manager, and they
make a feedback after production.
The Important to the B2B Market is good quality production, prices, and on time
production.
Strategy That good to Implementation is Direct Marketing and make a good relation with
partner market.
Recommendation

I recommend that there should be more focus to research of characteristic and

behavior of Business to Business.
The aim of the future research is to give more effective strategy to B2B market. Also later
the future research is to make a comparison the B2B strategy with different approach that
make a strategy more specific.
So, the people who make a strategy B2B that can start from zero but can get Information
and learn from other previous
Research Limitations

The research limitation for the research is focus to know about the characteristics of B2B,
The positioning and the research design to raise B2B Market. The B2B customers focus
is Company and School that uses Muslim uniform in Jakarta and Bandung.

Thanks you
Life is a Part of Effort

Q and A