Creating A Sustainable and Resilient Future for Your Consumer Goods
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Creating A Sustainable and Resilient Future for Your Consumer Goods
Economic Outlook Q2 2020
Here to Grow Here to Win
GTM 2021 Three GTM Pillars to Win Big in 2021
Distribution Sales Force Effectiveness Distributor Management
Expansion & Automation
To unlock logistic constraint to power The tool to control sales Standardize business process between KHI
distribution, and bringing ABC brand closer execution and drive systematic and business partner that are structured,
to customer through the direct and indirect geo-expansion transparent, and performance based
distribution model
Here to Grow Here to Win
DISTRIBUTION Assessing Potential and Priority Area to Capture Direct and
EXPANSION Indirect Coverage with efficient and systematic approach
Define Priority Area Define Distribution Model
• Area Prioritization Matrix • Direct Distribution
Canvassing
Motorist
Platinum Pasar
Collaboration with principles
• Indirect Distribution
• Nielsen’s Trade Dimension – East Java
Sub Distributor
Wholesale Active
E - Platform
Concentration curve
Store profiling
District priority
Here to Grow Here to Win
HOW TO DEFINE AREA PRIORITY AND INDIRECT RTM MODEL
HIGH POTENTIAL MANAGE
Dome
WS Active
Sub Dist
LOW POTENTIAL TACTICAL
Here to Grow Here to Win
TO INCREASE +11K OUTLETS THROUGH THE B2B MODEL WITH E-PLATFORMS
O2O COLLABORATION AND EXPLORE THE NEW WHITE SPACE OPPORTUNITIES
COLLABORATE BUSINESS TO BUSINESS MODEL WITH E-PLATFORM (Q2’2020) EXPLORE WHITE SPACE MODEL
MITRA MITRA
ABC HOME DELIVERY SERVICE
BUKALAPAK TOKOPEDIA GO TOKO
MT GT
5K 4K 2K
TARGET AO
11 9 1
DOMES JAVA, SUMATRA & BALI JAVA ONLY JAKARTA
Here to Grow Here to Win
MT HOME DELIVERY SERVICE WITH SELLY APPS AND GOJEK
BUSINESS MODEL SUMMARY
END USER / COSTUMER ADMIN PROCESS ORDER DELIVERY BY GOJEK
AUTO TEXT
OR
• Order via whatsapp (08.00am – 16.00pm) • Selly apps for auto text and reporting • Dispatching stock to nearest Alfamart /
• No minimum order • Confirmation order to customer (invoice) Indomaret
• Delivery cost under costumer • Define pick up location (nearest Alfamart / • Driver Gojek will buy the product
• Payment by COD, Gopay, and Mandiri Indomaret) with gmaps dependeing on payment method, then
Transfer • Order with Go Shop/Go Mart deliver straight to consumer
Order In Bulk: Gojek :
• Order more than 6 cs • Maximum 6Kg per
will still be accepted invoice
• Will be transfer to MT
team
Here to Grow Here to Win
Sales Force Effectiveness
& Automation Advantage of SFA – Accelerate Sales, More Control & Gain Productivity.
Offline & Online Capability
Improve Market Execution SFA can run in both conditions (Offline & Online). If
Provide Step of Call to SR / MDS & PJP there is no internet signal (Offline), SR can still do
visibility to make execution proses more their activities (Order Taking, Check In/Out) without
effective and efficient. any issue. Data will be sent when Signal is up again
(Online)
Cutting Down Manual Process Monitor SR Performance
Cut down manual processes such as Order Get the SR Performance real-time so we know
Taking, Promotion Information & well how our SR perform in the outlet. SFA also
Calculation, Playbook (Flyer & Planogram) capture GPS during in outlet activity, it can be
used to track SR activity during the day
Maximize Order Opportunity Sales Order History Visibility
Having Product Information and Must Sell List Having information of Sales Order history
will help SR to focus on selling Must Sell List first on the mobile will help SR to know Outlet
then the rest of Product. Order Price will also be behavior to push Outlet to order Product
calculated on the Device (Offline/Online) Focus (Must Sell List SKU) / any product
Here to Grow Here to Win
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