Membangun bisnis yang sukses - KMB Hydro

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Membangun bisnis yang sukses - KMB Hydro

  1. 1. What is your outcome ?<br />
  2. 2. Perbedaan sama mastermind <br />Perbedaan dengan coaching <br />Mentoring based on knowledge & action plan<br />Jangka waktu <br />Goal yang ditetapkan<br />Kurikulum dan terukur<br />Sistem duplikasi<br />Kendaraan menuju 10.000 pengusaha<br />Seputar KMB<br />
  3. 3. Rule of the game<br />Telat denda ..... Permenit<br />Tidak mengerjakan action plan<br />
  4. 4. Successfull Business<br />
  5. 5. 30 Days Action Plan ? HYDRO Juli’11<br />
  6. 6.
  7. 7. Teguh Wibawanto<br />SMS 0855 100 9013<br />email : teguh@hydro.co.id<br />Versi 1.1<br />Up date 5 July 2011<br />
  8. 8. GOAL<br />Membangun Perusahaan penghasil CASH FLOW<br />
  9. 9. 5 step to profitable corporate<br />Manager<br />ROI<br />Human Capital<br />Structure for Growth<br />System & technology<br />Efficiency<br />Marketing & sales <br />Prediksi Cash Flow<br />Fondation<br />Ketidakaturan<br />
  10. 10. 5 step to profitable corporate<br />Manager<br />ROI<br />Human Capital<br />Structure for Growth<br />System & technology<br />Efficiency<br />Marketing & sales <br />PrediksiCash Flow<br />Fondation<br />ketidakaturan<br />
  11. 11. Fondation <br />Self control <br />Team Building <br />Product Life Cycle<br />Finance Projection<br />Delivery and service <br />System Operation Procedure<br />Legal Agreement <br />
  12. 12. Self Control<br />Goal Setting<br />Outcome– Action plan<br />Time management<br />Identitas yang baik<br />Be X Do = Have<br />Menjadi tuan dari emosi kita <br />Personality mastery<br />Fokus 10.000 jam keahlian<br />Self confidence <br />Communication skill<br />Presentation skill<br />Gratitude <br />Abudance<br />
  13. 13. General Chek List for leader<br />
  14. 14. General Chek List for leader <br />
  15. 15. Book recomended<br />People Skill -Alan Peace and Barbara Peace<br />Reframing-RH Wiwoho<br />Be Happy-Hingdranata Nikolay<br />
  16. 16. DVD-VCD-CD_audio<br />CD-audio <br />Life Revolution-Tung Desem Waringin 24 CD audio<br />Andre Wongso<br />James Gwee-Explan the master lesson <br />James Gwee-Supersonality <br />VCD-life revolution-Tung Desem Waringin<br />DVD<br />the Secret<br />Mario Teguh<br />
  17. 17. Team Building<br />Leadership skill<br />Rekrutment skill <br />Understanding DISC<br />Understanding STIFIn<br />Men vs Women<br />Rule of the game (peraturan perusahaan)<br />Kesehatan dan keselamatan kerja<br />Outbond <br />Reward and punishment<br />Tehnik berperang (The art of war Sun Tzu)<br />Corporate culture <br />
  18. 18. Book recomended<br />The art of war SUNTZU<br />Instant team building-Bread Sugar<br />Kubik Leadership<br />
  19. 19. DVD-VCD-CD_audio<br />CD-audio <br />James Gwee-Change<br />Tung Desem Waringin-Good to great<br />Aa Gym-Sukses memimpin dan dipimpin<br />
  20. 20. Product Life Cycle<br />
  21. 21. Finance Projection<br />Break even analisis<br />Profit margin<br />Reporting<br />Laba-rugi<br />Neraca<br />Arus kas<br />Budgeting dan proyeksi uang masuk mingguan<br />Rekening khusus laba dan depresiasi investasi<br />
  22. 22. Delivery and Service<br />Deliver that you promise and promise only you deliver<br />Konsisten delivery <br />Follow up after delivery<br />
  23. 23. System Operating Procedure<br />Database konsumen<br />Pengukuran prospek, convertion rate, number of transaction<br />Software akunting<br />KPI <br />5 S<br />Sales prosess <br />Dokumentasi<br />Diikuti <br />
  24. 24. Book recomended<br />System Operating Procedure<br />Instant system-Bread Sugar<br />Key Performance Indikator<br />Balance scorecared<br />
  25. 25. Aspek Legalitas<br />Perjanjian usaha <br />Legalitas usaha dan perijinan<br />Hak patent atas merek dan logo<br />Surat Perjanjian Kerja <br />Perjanjian Penjualan Barang<br />Perjanjian Pembelian Barang<br />Perjanjian Sewa Tempat<br />Perjanjian Sewa Kendaraan<br />
  26. 26. 5 step to profitable corporate<br />Manager<br />ROI<br />Human Capital<br />Structure for Growth<br />System & technology<br />Efficiency<br />Marketing & sales <br />PrediksiCash Flow<br />Fondation<br />Ketidakaturan <br />
  27. 27. Sales & Marketing Chek List <br />
  28. 28. Sales & Marketing Chek List <br />
  29. 29. Marketing and Sales<br />Segmentation and targeting<br />USP (unique selling prepostition)<br />Merchandise and desain<br />Website<br />Social media <br />Generate prospek<br />Convertion prospek to customer<br />Loyalty program <br />Test and measure<br />Sales skill<br />Sales force manajement <br />
  30. 30. executive education program PT HYDRO water technology<br />Markplusnco<br />
  31. 31. Potential Participant in a firm’s Go-to-market Strategy<br />Costumer & Prospects<br />Direct sales force<br />Agent/ Distributor/ Retailer<br />Value-Added Partner<br />Advertising & Promotion/ direct mail<br />Telechanel<br />Internet<br />Direct<br />Indirect<br />Sales force option<br /> Non Sales force option<br />Company<br />
  32. 32. Mass Advertising<br />Direct sales<br />Internet<br />Telesales<br />Salesforce<br />Specialist sales force<br />Efficiency & efectiveness<br />For go to market participant choice<br />Low Cost<br />per exposure<br />Efficiency<br />High sales per exposure<br />Effectiveness<br />
  33. 33. executive education program PT HYDRO water technology<br />Sales and marketing rule<br />efficiency<br />effectiveness<br />marketing investment<br />omset<br />prospek<br />lead generation<br />faktor konversi<br />
  34. 34. cara mencari prospek<br />
  35. 35. merubah prospek menjadi pembeli <br />
  36. 36. Meningkatkan nilai penjualan<br />
  37. 37. Membuat pelanggan order lagi<br />
  38. 38. executive education program PT HYDRO water technology<br />Sales funnel<br />
  39. 39. executive education program PT HYDRO water technology<br />customer<br />People And culture<br />THE COMPONENT OF <br />A SELLING ORGANIZATION<br />Sales Force Investment<br />Sales Force Activity<br />Company result <br />Sales People<br />Expenses<br />Sales Support<br />Expenses<br />Customer Attraction<br />And <br />Retention Proses<br />Revenue<br />Profit<br />Market Share<br />Short Term<br />Long Term<br />
  40. 40. Mengukur Produktivitas Sales<br />People <br />and <br />culture<br />Customer <br />Result<br />FaktorProduktifitas Sales<br />Sales Force Activity<br />Company result<br /><ul><li>account Planning
  41. 41. targeting
  42. 42. Calls
  43. 43. Frequency
  44. 44. Hours
  45. 45. Coverage Index
  46. 46. Maintenance
  47. 47. Prospecting
  48. 48. Needs </li></ul>Assessment<br /><ul><li>Demonstration
  49. 49. Proposals
  50. 50. Evaluation
  51. 51. Solution
  52. 52. customer Service</li></ul>- Knowledge<br />- competency<br />- skill<br />- attitudes<br />- behaviors<br />- motivation<br />- Salesperson <br />success profile<br />- Employee<br />satisfaction<br />- Turn Over<br />- peer and sub <br />ordinate reviews<br />- Culture cheek<br /><ul><li>Customer </li></ul>Satisfaction<br /><ul><li> Customer </li></ul>retention<br />- Customer<br />Loyalty<br />- Repeat rate<br />- Complaints<br />- Returns<br />- Penetration<br />- Message <br />Memorable<br />Competency<br /> and Impact<br />Health checks<br /><ul><li>Sales
  53. 53. Profit
  54. 54. Orders
  55. 55. Collection
  56. 56. Sales Per Rep
  57. 57. Market Share
  58. 58. Value </li></ul>Perception<br />
  59. 59. executive education program PT HYDRO water technology<br />Internet Marketing<br />Trafic <br />effectiveness<br />Trafic <br />omset<br />website<br />Trafic <br />Trafic <br />faktor konversi<br />Trafic <br />
  60. 60. executive education program PT HYDRO water technology<br />Internet Marketing<br />google<br />effectiveness<br />facebook<br />omset<br />website<br />iklan<br />milist<br />faktor konversi<br />e-mail<br />
  61. 61. Book recomended<br />Marketing revolution-Tung Desem Waringin<br />Markplus 2000-Hermawan Kartajaya<br />Setiap sales harus baca buku ini-James Gwee<br />Accelerating sales force performance<br />Differentiation or die<br />STP-Renald Kasali<br />Instant Sales-Brad Sugar<br />Instant cash flow-Brad Sugar<br />Blue ocean strategy <br />
  62. 62. DVD-VCD-CD_audio<br />CD-audio <br />James Gwee-Selling With Emphaty<br />James Gwee-Positive Business Idea<br />Tung Desem Waringin-Selling Magic<br />VCD<br />Tung Desem Waringin-Marketing Revolution<br />Tung Desem Waringin-Sales Magic<br />DVD<br />Hermawan kartajaya-jurus jitu menangkap pelanggan gajah<br />Hermawan kartajaya-High Precisin Selling<br />Hermawan Kartajaya-Loyalty Marketing<br />
  63. 63. 5 step to profitable corporate<br />Manager<br />ROI<br />Human Capital<br />Structure for Growth<br />System & technology<br />Efficiency<br />Marketing & sales <br />PrediksiCash Flow<br />Fondation<br />Ketidakaturan<br />
  64. 64. VISI<br />MISI<br />Budaya<br />Kontrak kerja<br />KPI<br />Flowchart bisnis proses<br />ISO 9001<br />Dokumentasi semua proses<br />Jasa Konsultasi <br />System <br />SYSTEM <br />
  65. 65. Book recomended<br />ISO-9001:2008<br />
  66. 66. Back up data<br />GPS tracking<br />CCTV<br />LAN<br />WIFI<br />PABX<br />Hunting<br />Marketing proses software<br />Finger print absensi<br />Technology<br />technology<br />
  67. 67. Back Up data<br />
  68. 68. GPS tracking<br />
  69. 69. CCTV system<br />
  70. 70. LAN<br />
  71. 71. WIFI<br />
  72. 72. PABX system<br />
  73. 73. Hunting<br />
  74. 74. Fingerprint machine<br />
  75. 75. Sales Activity Software<br />
  76. 76. 5 step to profitable corporate<br />Manager<br />ROI<br />Human Capital<br />Structure for Growth<br />System & technology<br />Efficiency<br />Marketing & sales <br />PrediksiCash Flow<br />Fondation<br />Ketidakaturan <br />
  77. 77. Human Capital<br />Organisation Development<br />Recruitment<br />Development<br />Training<br />Coaching<br />Counselling<br />Performance Management<br />Reward<br />Industrial Relation<br />Personel Administration<br />Jasa konsultasi<br />
  78. 78. Human Capital Cheklist<br />
  79. 79. 5 step to profitable corporate<br />Manager<br />ROI<br />Human Capital<br />Structure for Growth<br />System & technology<br />Efficiency<br />Marketing & sales <br />PrediksiCash Flow<br />Fondation<br />Ketidakaturan<br />
  80. 80. MANAGER<br />Draft kontrak<br />ROI<br />ROA<br />Profit per employee<br />Risk Management<br />
  81. 81. 4 tahap penerapan <br />Analisa Situasi <br />Evaluasi hasil <br />KembangkanRencana<br />EksekusiRencana<br />
  82. 82. 30 Days Action Plan ?<br />
  83. 83. 30 Days Action Plan ? HYDRO Juli’11<br />
  84. 84. Terima Kasih<br />
  85. 85. Ide –ide seputar lead generation<br />Standing banner pada saat pemasangan filter di pasang<br />Mobil box yang pintu samping bisa dibuka<br />Sebar brosur di depan kantor bekasi<br />
  86. 86.
  87. 87. Ide –ide seputar lead generation<br />KPI kepala cabang Balance Score Card<br />Finance (jumlah sales, cost, profit): <br />Efisiensi<br />Customer <br />Kunjungan<br />Presentasi<br />Closing<br />Referensi<br />Repeat order<br />Learning <br />HYDRO man (driver adalah orang marketing yg ditugasi driver) <br />Memastikan orang dibawah dia sebagai HYDRO man<br />
  88. 88. Setelah satu bulan di HYDRO cari tau sendiri produk tentang HYDRO, dan harus bisa<br />

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