SBM Book

SMART BUSINESS MAP
Smart BuSineSS map atau biasa disebut SBm adalah modul pembelajaran bisnis yang dikembangkan pada tahun 2012
oleh seorang ekonom, profesional sekaligus investor Budi Satria isman. Modul ini sudah banyak membantu pemimpin bisnis baik
UKM maupun korporasi untuk memperbaiki dan mengakselerasi bisnisnya.
© PRO INDONESIA 2017 smart business map © prO inDOnesia 2017
Bisnis yang sudah hilang...
smart business map © prO inDOnesia 2017

bisnis yang mencoba bertahan...

‘‘What you really
need is a Market
not an idea”
-Paul Finn-

aPa itu sMart Business MaP
sBM adalah alat

untuk mendiagnosa
kesehatan sebuah bisnis
sBM adalah Proses Bisnis

untuk membangun dan
mengembangkan bisnis

key deliveriaBle
sBM Business
snaPshot
coaching
Business
Plan
Business
execution
WorkshoP

Playing Field
What’s
ProBleM
the

PROBLEMMAPPING
perawatan rambut
perawatan
KECANTIKAN
kulit tubuh
jerawat
perawatan kulit
perawatan wajah anti aging
perawatan tubuh

ProBleM
Banyak orang
yang ingin
Makan Mie
taPi tidak Mau
rePot

ProBleM yang Mau
diselesaikan Fedex
adalah Banyak
orang yang Mau
kiriM Barang keluar
negeri dalaM
seMalaM.

ProBleM need Buy

kota kelas i gender
kota kelas ii
ic de M usia
Ph og
dalam /luar kelas ekonomi
negeri a pekerjaan
gr
ra
ge o
Ph ic Ps
Market
segMentation
yc
r
o
o
g
Perilaku
i
v ra
keBiasaan e h a Ph Minat
PreFerensi
B ic

knoW your custoMer
10 things you need to knoW aBout
your custoMer
Who they are What they do Why they Buy When they Buy
What Makes theM

hoW Much Money What they exPect
hoW they Buy they have
Feel good aBout
oF you
Buying
What they think

What they think
aBout your
aBout you
coMPetitors

PiZZa hut
geograPhic
urBan area
deMograPhic
usia 25 – 50 tahun
kelas ekonoMi a dan B
PsycograPhic
Penyuka Masakan eroPa
Behavior
Praktis

‘‘even Multi Billion dollar
corPorations don’t sell
to “everyone”

What is the solution?

t t h e e x i s t i n g
lis

create a neW solution
disruPt existing solution
create the saMe

existing solution

disruPtion
Business Model

idea generation
Market segMent
ProBleM to solve
val
Market siZe
t
Market studies
P id
Market Potensial
environMent
e coMPetition
at
co n
io n
product
development
d
h
go to Market
e
PrototyPing
c
v
Marketing Plan MiniMuM
n
e
sales Plan u lo viaBle Product
la p testing
Pricing Plan
distriBution Plan Q&a
test Market
selling

Product develoPMent
PrototyPe MiniMuM viaBle Product Product

sell the
ProBleM
you solved
not the Product

hoW big is the Market ?

40 juta orang
indonesia menderita
kegemukan

hoW big is the Market ?
actual data extraPolasi

actual data
consuMPtion Per caPita
Market siZe
Market share

consuMPtion Per caPita
consuMe Per caPita adalah juMlah konsuMsi setiaP orang
atas Produk tertentu dalaM Waktu 1 tahun.
DAGING SAPI 2010 2011 2012 2013 2014

Konsumsi per kapita (kg) 1,76 1,87 2,09 2,22 2,36

Market siZe
adalah nilai Penjualan Produk sejenis dalaM Periode 1 tahun.
DAGING SAPI 2010 2011 2012 2013 2014

Market size 41,7 T 44,9 T 50,9 T 54,9 T 59,3 T
T

Market share
Market share adalah data Mengenai naMa - naMa Brand yang

BerkoMPetisi di category yang saMa.

rk e t P o te ntia
M a l
Market share Market siZe
coMPetitor
Market
your Market

extrapolation
contoh extrapolasi data

“Kota Jatinangor terdapat 50.000 ribu mahasiswa aktif. Jika dalam sehari 1 orang mahasiswa menghabiskan Rp.
25.000 untuk berbelanja di rumah makan, maka market size bisnis rumah makan di Jatinangor Rp. 400 miliar/
tahun”

What Factors Will
iMPact the Business?

core environMent
governMent
coMPetitor
technology
coMPany
ngo
suPPlier
consuMer

consuMer Behavior
Pada Bisnis ritel Mulai BeruBah dari toko konvensional ke toko online

BagaiMana jika Produk kita tidak Potensial?

convergent - divergent strategy

convergent strategy
clinic clinic
kecantikan jeraWat

divergent strategy
taxi tranPortasi

Pivot strategy
Perusahaan Perusahaan
koModiti teknologi

Market landscaPe

why do
people
choose
you ?

knoW your coMPetitors

uniQue selling ProPosition

ATRIBUT USP
FUNGSI
BAHAN PRODUK
proses HARGA
USP
UNIQUE SELLING PROPOSITION
exclusive SERVICE
DAERAH QUALITY

Positioning

What do you ProMise to your custoMer?

how do you sell your product?

Biaya
Pricing strategy Produksi
target
Market harga Pesaing
usP sensitiFitas

oBjectives
aWare try Buy

caMPaign

ProMotion

distriBution channels

diFFerent tyPe oF distriBution channels

direct selling vs indirect selling
distriButor toko/eceran
toko/eceran
konsuMen

selling in vs selling out
distriButor toko/eceran
toko/eceran
konsuMen

oFFline channels: Mini Market

online channels: Market Place

online channels: social Media

hoW do you keeP your custoMer?

custoMer levels
advocate
engage
loyal
satisFied

custoMer ManageMent systeM
Build
knoW your
loyalty engageMent
custoMer
PrograM

hoW to knoW your
custoMer ?
data
Base

loyalty PrograM

Building engageMent

oPerational
ProFitaBility

how can you
increase your
revenue?

top line management
Price
revenue voluMe
neW
Product

vertical horizontal strategy
vertical strategy
tambah nilai pembelian
horizontal strategy
tambah jumlah pembeli

vertical strategy
wedding
makanan
sewa minuman
kamar
sewa
spa
mobil
meeting
room

horizontal stategy tahun 2016 juMlah outlet indoMaret 3.124

how can you
manage your cost?

Middle line strategy
cost oF
goods sold
oPex &
knoW your cost Marketing
cost
cost oF
caPital

cost strategy

cashFloW ManageMent
cash is king, ProFit is Queen

cash inFloW
revenue FroM sale
cash in hand
increases
cash in hand
cash outFloW
cost oF Production

customer
accounts
receivable
accounts
payable
inventory supplier

FiX cost vs variable cost

rM sederhana MenguBah Biaya gaji PegaWai Menjadi variaBle cost
What is your core resources?

industri MeBel rotan di indonesia hancur karena tidak MeMPerhatikan kesediaan Bahan Bakunya.

Buat Fokus Pada
daFtar 20% Bahan
Bahan Baku utaMa
Baku.
Quality
strategy control
cost Quantity
control control

suPPlier = Partner
Bangun huBungan yang Baik

how do you develop your team?

apakah anda saat ini ceo chieF
everything oFFicer
adalah seorang ceo?

aPakah Bisnis –Bisnis ini tergantung Penuh kePada PeMilik Bisnis?

MeMBangun teaM
direktur utaMa
direktur keuangan direktur PeMasaran direktur oPerasional direktur sdM

teaM ManageMent
key joB standard

activities descriPtion oPerating
Procedure

PeoPle develoPMent
inPut Proccess outPut

input
people recruitment people

profiling process administration

Proccess
orientation training Mentoring coaching

outPut
kPi Monitoring evaluation

key PerForMance indicator
kPi adalah alat ukur kinerja
“If you can’t measure something,

you can’t understand it.
If you can’t understand it,
you can’t control it.
If you can’t control it,
you can’t improve it.”
-- H. James Harrington

whatever your business is,
we are in people business
Budi Isman.


SBM Book

Diunggah oleh

Informasi Dokumen

Hak Cipta

Format Tersedia

Bagikan dokumen Ini

Bagikan atau Tanam Dokumen

Opsi Berbagi

Apakah menurut Anda dokumen ini bermanfaat?

Apakah konten ini tidak pantas?

Hak Cipta:

Format Tersedia

SBM Book

Diunggah oleh

Hak Cipta:

Format Tersedia

SMART BUSINESS MAP

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

sBM adalah alat

sBM adalah Proses Bisnis

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

perawatan wajah anti aging

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

What Makes theM

What they think

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

disruPt existing solution

create the saMe

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

PrototyPe MiniMuM viaBle Product Product

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

actual data extraPolasi

smart business map © prO inDOnesia 2017

consuMPtion Per caPita

smart business map © prO inDOnesia 2017

DAGING SAPI 2010 2011 2012 2013 2014

smart business map © prO inDOnesia 2017

adalah nilai Penjualan Produk sejenis dalaM Periode 1 tahun.

DAGING SAPI 2010 2011 2012 2013 2014

smart business map © prO inDOnesia 2017

Market share adalah data Mengenai naMa - naMa Brand yang

smart business map © prO inDOnesia 2017

Market share Market siZe

smart business map © prO inDOnesia 2017

contoh extrapolasi data

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017

smart business map © prO inDOnesia 2017