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Banjarmasin, Juma’t 11 January 2013

KONSEP BISNIS DISTRIBUSI


PT.Catur Sentosa Adiprana Tbk.

Change for Excellence


Nama : Ricky Marten
Alamat : Komp. Deplu Caraka Bhuana
Blok E No.6 Tangerang-Selatan
Jabatan : Korwil - West
HP : 081282227169 0r 087871132288

2002 sd 2005 : Arta Boga Cemerlang Sales Territory Engineer Manager


2005 sd 2008 : Sinar Niaga Sejahtera Branch Manager
2008 sd 2008 : Atridistribusindo Branch Manager
2008 sd 2012 : Frisian Flag Indonesia Branch Regional Manager
2012 sd 2013 : Catur Sentosa Adiprana National Comercial Manager
2013 sd 2015 : Bostik Indonesia Country Manager
2015 sd 2019 : Eurotec Asia Country Manager
2019 present : Sampoerna Kayoe

Change for Excellence


Mengapa Saya pilih CSA ?

1. Open Management ( Public Company )


2. Nationwide in material building distribution
3. Infrastuctur and Integrated System

Change for Excellence


Pemain Dalam Dunia Distribusi Material Building
Merupakan pemimpin
pasar di bidang
distribusi bahan
bangunan selama lebih
dari 40 tahun di
Indonesia.

Change for Excellence


Tujuan Pembelajaran

Peserta memahami konsep bisnis distribusi.

Change for Excellence


Pokok Bahasan

1. Gambaran umum dunia distribusi


2. Konsep bisnis distribusi
3. Tantangan bisnis distribusi

Change for Excellence


Definisi Saluran Pemasaran

Saluran merupakan suatu jalur yang dilalui oleh arus barang –barang dari produsen ke perantara dan
akhirnya sampai pada pemakai.
David A Revzan 1961

Definisi Distribusi:

Salah satu usaha untuk mendekatkan produk sedekat mungkin dengan pelanggan/pengguna

Change for Excellence


Rantai Distribusi

Produsen Produsen Produsen Produsen Produsen

Agen Agen

Pedagang Pedagang
besar besar

Pengecer Pengecer Pengecer Pengecer

Konsumen Konsumen Konsumen Konsumen Konsumen


akhir akhir akhir akhir akhir

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Perbedaan Consumer Good dan Material Building

Customer Behavior
MTO Whole Seller Retail End User

Change for Excellence


Some Factor Can Influence Decission of Selling
Price
Where “The Selling Decided”
Come from ?

Social
TASK
Economic Value

• Become from Home Owner


• Details Spesification
• Brand Minded and Consider to
Midle Up Quality & Technology

Quality &Technology
Midle Low • Become from Craftman or Profesional
• Not Details Spesification Some of Product not depend on that
• No Brand Minded depend on
Craftman & Store Owner ( High Margin) Some Cause of :
• Strong Brand Awerness
• Strong Brand Activation
• Suistainable of thr product at Market
(example : product for paint)

Change for Excellence


Business Process Distribution
Competitor
Others
Salesman
Dist.

Team Delivery

Jakarta Semanan
Sales Process

Change for Excellence


Hakekat Bisnis Distribusi
Bagaimanakah Proses Penjualan Terjadi

Customer atau
Sales Interaksi
Calon Customer

Daya Tarik Produk


Uang
Produk Kompetitor

Tidak
Membeli Informasi
Membeli

Proses
Uang Pertukaran Produk
Rutin
Relation
Sales Customer
Ship

Change for Excellence


Apa Yang Anda Lakukan

Sebagai Sales Representative

Profesi Anda

SALESMAN

PASSION

Change for Excellence


Apa Anda Yakin Profesi Anda

Doctor Pilot Police Others

Salesman

Choice

Change for Excellence


Anda Siap Dengan Ini ????

“Ketika Hati tidak menginginkan


sesuatu maka akan ada 1001
alasan
Namun Ketika Hati menginginkan
sesuatu maka akan ada 1001
jalan “

- Hitam & Putih -

Change for Excellence


Tantangan Bisnis Distribusi

Change for Excellence


Tantangan Bisnis Distribusi
Mengapa Indonesia menjadi Pasar Potensial

- Sosialis - Sosialis - Barometer


- Density - Konflik Politik dg Jepang - Gaya Hidup

- Density - Daya Beli - New Promising Market


- Gaya Hidup - Kultur dan Budaya

Change for Excellence


Challenge 2013

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Change for Excellence
Change for Excellence
Jakarta

SEMANAN WAREHOUSE = 5.565


M2

KAPUK WAREHOUSE = 5.301 M2

DELIVERY = 58 TRUCKS

REGISTER OUTLET = 3.132

SALES REPRESENTATIF = 88
PERSONS

Change for Excellence


Bogor

WAREHOUSE = 1.714M2

DELIVERY = 11 TRUCKS

REGISTER OUTLET = 1.066

SALES REPRESENTATIF = 24
PERSONS

Change for Excellence


Surabaya

WAREHOUSE = 10.692 M2

DELIVERY = 29 TRUCKS

REGISTER OUTLET = 2.358

SALES REPRESENTATIF = 35 PERSON

Change for Excellence


Yogyakarta

WAREHOUSE = 3.600 M2

DELIVERY = 7 TRUCKS

REGISTER OUTLET = 749

SALES REPRESENTATIF = 14
PERSONS

Change for Excellence


Kediri

WAREHOUSE = 5.896 M2

DELIVERY = 13 TRUCKS

REGISTER OUTLET = 927

SALES REPRESENTATIF = 19
PERSONS

Change for Excellence


Malang

WAREHOUSE = 2.834 M2

DELIVERY = 6 TRUCKS

REGISTER OUTLET = 620

SALES REPRESENTATIF = 14
PERSONS

Change for Excellence


Pekan Baru

WAREHOUSE = 3.360 M2

DELIVERY = 6 TRUCKS

REGISTER OUTLET = 479

SALES REPRESENTATIF = 5
PERSONS

Change for Excellence


Lampung

WAREHOUSE = 2.800 M2

DELIVERY = 5 TRUCKS

REGISTER OUTLET = 252

SALES REPRESENTATIF = 4
PERSONS

Change for Excellence


Makassar

WAREHOUSE = 4.000 M2

DELIVERY = 6 TRUCKS

REGISTER OUTLET = 673

SALES REPRESENTATIF = 11
PERSONS

Change for Excellence


Bekasi

LUAS GUDANG =3.900 M2

ARMADA = 16 TRUCK

REGISTER OUTLET = 1.186

SALES REPRESENTATIF = 21
ORANG

Change for Excellence


Bandung

LUAS GUDANG = 1.800 M2

ARMADA = 11 TRUCK

REGISTER OUTLET = 1.277

SALES REPRESENTATIF = 16
ORANG

Change for Excellence


Tasikmalaya

LUAS GUDANG = 750 M2

ARMADA = 5 TRUCK

REGISTER OUTLET = 304

SALES REPRESENTATIF = 4 ORANG

Change for Excellence


Cirebon

LUAS GUDANG = 1.679 M2

ARMADA = 7 TRUCK

REGISTER OUTLET = 400

SALES REPRESENTATIF = 7 ORANG

Change for Excellence


Garut

LUAS GUDANG =464 M2

ARMADA = 3 TRUCK

REGISTER OUTLET = 235

SALES REPRESENTATIF = 4 ORANG

Change for Excellence


Solo

LUAS GUDANG = 3.102 M2

ARMADA = 9 TRUCK

REGISTER OUTLET = 1.006

SALES REPRESENTATIF = 15 ORANG

Change for Excellence


Purwokerto
LUAS GUDANG = 1.500 M2

ARMADA = 4 TRUCK

REGISTER OUTLET = 547

SALES REPRESENTATIF = 9 ORANG

Change for Excellence


Banjarmasin

LUAS GUDANG = 1.550 M2

ARMADA = 5 TRUCK

REGISTER OUTLET = 532

SALES REPRESENTATIF = 8
ORANG

Change for Excellence


Palangkaraya

LUAS GUDANG = 560 M2

ARMADA = 3 TRUCK

REGISTER OUTLET = 115

SALES REPRESENTATIF = 5 ORANG

Change for Excellence


Jember

LUAS GUDANG = 1.750 M2

ARMADA = 8 TRUCK

REGISTER OUTLET = 604

SALES REPRESENTATIF = 11 ORANG

Change for Excellence


Banyuwangi

LUAS GUDANG = 1.695 M2

ARMADA = 2 TRUCK

REGISTER OUTLET = 164

SALES REPRESENTATIF = 5 ORANG

Change for Excellence


Palembang

LUAS GUDANG = 2.475 M2

ARMADA = 17 TRUCK

REGISTER OUTLET = 719

SALES REPRESENTATIF = 18
ORANG

Change for Excellence


Jambi

LUAS GUDANG = 800 M2

ARMADA = 5 TRUCK

REGISTER OUTLET = 242

SALES REPRESENTATIF = 8 ORANG

Change for Excellence


Pontianak

LUAS GUDANG = 1.450 M2

ARMADA = 6 TRUCK

REGISTER OUTLET = 404

SALES REPRESENTATIF = 4 ORANG

Change for Excellence


Balikpapan

LUAS GUDANG = 972 M2

ARMADA = 1 TRUCK

REGISTER OUTLET = 268

SALES REPRESENTATIF = 3 ORANG

Change for Excellence


Samarinda

LUAS GUDANG = 2.300 M2

ARMADA = 3 TRUCK

REGISTER OUTLET = 305

SALES REPRESENTATIF = 2 ORANG

Change for Excellence


Manado

LUAS GUDANG = 2.400 M2

ARMADA = 5 TRUCK

REGISTER OUTLET = 494

SALES REPRESENTATIF = 6 ORANG

Change for Excellence


Palu

LUAS GUDANG = 1.210 M2

ARMADA = 4 TRUCK

REGISTER OUTLET = 277

SALES REPRESENTATIF = 6 ORANG

Change for Excellence


Pangkal Pinang

LUAS GUDANG = 670 M2

ARMADA = 9 TRUCK

REGISTER OUTLET = 214

SALES REPRESENTATIF = 3 ORANG

Change for Excellence


Belitung

LUAS GUDANG = 451 M2

ARMADA = 3 TRUCK

REGISTER OUTLET = 74

SALES REPRESENTATIF = 3 ORANG

Change for Excellence


Denpasar

WAREHOUSE = 6.280 M2

DELIVERY = 15 TRUCKS

REGISTER OUTLET = 1.039

SALES REPRESENTATIF = 25
PERSONS

Change for Excellence


Terima Kasih

Change for Excellence