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1. Distribution Management
Ira Fazira
224416052
INTERMLM16

2. Bab 1

3. ”Competitive advantage through
distribution channels”
 PT Unilever of indonesia is one of company that have campaigning “Agent
of 1000 sunlight”
 to be able to boost sunlight awareness to 95% of all unilever made products
 unilever is facilitating sunlight for market penetration and product
distribution.

4.  Competitive advantage of sunglight is the form of dishwashing soap that usually
sticks or creams now becomes liquid
 Distribution of this produk is to all around indonesia from aceh to jayapura
 even small areas did not escape from the distribution of this product and called the
distribution of national scale

5.  distribution is done by aligning pack size of each channel
 to reach the middle to lower retail for example sunglight made for RP.1000 to be
more about the target of all the territory of Indonesia into the sunlight distribution
network.
so far there are 250 cities and more

6.  Since the program of “agen 1000 sungliht in 2006 there are many new area that
include in database customer Unilever
 This program to house wife that invite people around to wear sunlight. That
distribution usually called in the central house that provides a variety of sunglight
products

7. competitive challenges that put pressure
on price and product aspects
 in the short time, simple competitive advantage is not difficult to find and exploit
 One of way is give a produk with discount to
 for example program that held by alfamart (Senyum Keluarga Indonesia) SKI 2008
 This program focus on sales promotion for increase sales and want to create the
memorable experience in customer sactisfaction

8.  This program use the konsep purcahse with purchase with the mechanism,
spending Rp.50,000 consumers can buy sugar at a price of RP.1,000. favored by
consumer moreover the promotional price offered is really cheap
 one of the examples above shows that competitive advantage is not only about
time but the technology of communication that affects. its mean the speed of
information can affect the progress of a company. the advancement of the logistics
and distribution system enables the company to send to the whole world and reach
the customer's hands on a daily basis and in some cases a matter of hours

9. Competitive from Channel Centric
 The Channel Centric approach focuses on the marketplace of business and
creativity in terms of how they penetrate into the market and what they bring.

11. conclusion
 the success of today's industrial firms is not only determined by product innovation
and low prices. not only about that there is:
1. Factor of economy
2.The growth of modern markets
3. The pressure is greater than the modern market
4.Supply chain gymnastic

12.  There 2 channel of distribution :
- Distribution channel
the old concept that the sales from Retailer to Distribution
- Posmo Distribution
The different concept is about e-channel and communiy
That we have to know is Channel distribution is depend our need and price.

14. Bab 4

15. POSTMO DISTRIBUTION CHANNEL
 When the economic crisis hit Indonesia, almost all banking performance fell, and
even some banks directly in liquidationSimilarly, the Bank of BCA is forced to enter
the emergency unit after its money in a large rush due to the crisis of
confidenceBut BCA only takes 6 months to get back up. Rapid recovery because
this bank has advantages in terms of services, especially network Automated Teller
Machine (ATM)

16.  Learning from the mistakes and bitter experiences and seeing the increasingly
fierce competition, BCA strengthens service, comfort and security as the key to
success in winning the competition by demonstrating the expansion of BCA ATM
network reaching 4,700 pieces per september 2006

17.  the product that creates the most new channel is telecommunication. for example
now the icemen, newspapers and pharmacies also sell vouchers of Credit
 elsewhere, spbu can be found as a new channel that provides a variety of products
other than gasoline for example like atm service, supermarket, restaurant and etc

18.  There are now many channels to serve a variety of consumer needs. Ice cream,
can buy at planners by call center or internet, purchase insurance at travel agents
and find a variety that was never imagined in hypermarkets.

19.  Institutional channel, is a distribution network that goes to certain institutions such
as hospitals, schools, offices, and is done here is Gross root channel, which is
done by hawkers and coordinated.Which is already a lot there in every public
service agencies are crowded in visit

20.  Specialties channel, is a system that specifically sells certain products
such as Ace Hardware, Depo Buildings that are not marketed are
generally sold in malls.
 Specialties channel adalah networks suitable for non-consumer
products such as building materials, electrical appliances, eyeglasses,
shoes and etc

21.  Virtual channel, also known as virtual channel. So a lot of industries or companies
that have focused on using this virtual, because with this system, the seller can
freely provide detail items without having to provide an explanation orally to the
prospective buyer.And usually this system is used on the Internet.

22.  virtual channels have been exploited by garuda Indonesia by developing e-travel.
this system transfers the ticket purchasing system in a conventional ticket booking
can be done through the call center to order tickets at any time, 24 hours full and
from anywhere

23.  ticket payment is made with online payment system including credit card, ATM,
phone banking, mobile banking and internet bangking. after getting the
confirmation of the opening of the call center, the buyer will get the booking code
and 13 digit payment code. currently the number of transactions in eGaruda
Indonesia using the internet increased 40% or more than 875 million consumers

24. Employees channel
BNI develop new distribution channels using employees. the number of employees
who reach 20000 people spread across Indonesia is a major asset in marketing credit
card. the employee's program is in the form of marketing that is packed by way of
providing payment system to the employee through incentive system based on credit
card

25. Community
 Wedangjae community is a community for people actively writing articles,
essays, special writing related issues of politics and humanionra in various
mass media. their main activity is the discussion at night in angkringan. this
community takes a niche of nonfiction writing, based on nature or based on
conscience

26. Conclusion
 postmo distribution channel is a distribution channel that emphasizes the
community. this community is formed on the initiative of the person per person is
equivalent to be horizontal
 once communication is established, the company confirms. to which community
the company will join. confirmation is done to find sweet pot and community to
make confirmation to note: relevant, active level and number of comunity network
After getting the confirmed community the company clarified on the confirmed
community. by clarifying the company clarifying the meaning of his character to the
community.

28. Bab 7
Create distribution sytem in indonesia

29. Create the mision
 the vision of the founders of the existing company is quite
difficult to understand. just a few participat from company who
understand. so that everyone in the company understands the
ideals of the company then in need of the vision that is not
released to be written.written vision is known as the mission
statement

30.  for example mission statement perusaaan distrubusi isdare to change facing the
competition of distribution business that mejemuj to grow with the sword and the
manufacturer as a business partner.then the mission is translated1. provide best
service to customer and manufacturer2. distribute products quickly, precisely and
evenly. display and maintain the product4. Increase sales of all products

31. Explain mission to execution
 - provide the best service by implementing the program "serve more to customer"
 Briefing to all employees
 - 5S service(smile, greetings, says hi, polite and courteous)
 non-routine services: attend or visit customers who hold joy or disaster activities
and hold a customer's hospitality or entertain

32. distribute products quickly, precisely and
evenly
 this activity is carried out by carrying out effective effective call (EC) hours(done by reaching the 15 day efective call)
 the canvas administration system (advancing the departure hour of the salesman canvas, making the first transaction take place at 8:3
am and increasing the number of mess / depos close to the salesman canvas location)
 salesman salesman visit 1 week 1x for wholesale, 2 weeks 1x for retailers, 4 weeks 1x for shop)
 regional capacity and capacity of salesman

33. as an illustration of salesman A:
 each effective 50 percent transaction visit
 to reach 15 EC / day salesman must visit 15 × 2 = 30 visits
 number of visits for 4 weeks = 4 X 6 X 30 = 720 visits
 The assumption of salesman A's subscription composition as follows:

34. Regional capacity
 regional capacity is the knowledge that must be given to the salesman in order to
work the region maximally, consisting of:
- wide area-total population
- number of stores
- type of the store
- income
- regional results
- products suitable for sale in the area
- wholesalers who can sell our products
- etc

35. Salesman capacity
salesman capacity is the tasks that a salesman must do for 8-10 hours every day,
for 24 working days. salesman capacity consists of:
- target achievement
- Effective call achievement
- item below complete item
-attention to the product includes maintaining and lengthening and completeness
of the product in store
-good relationship
-type cars around
- customer card
- work discipline
- advertising information
-etc

36. increase sales of all products
1. Develop a sales force
2. effective call group of products and items sold every day
3. new agency system
4. etc

37. guidelines for daily routine work execution
- operational standards
operational standards of salesmen are:1. subscription Persales-man minimum of 300
subscriptions2. subscriptions per route / day at least 30 stores3. effective call per day
15 stores4. items sold / day at least 40 percent of the total item5. effective call group
of products at least according to standard6. frequency of visits in accordance with the
standard. Following the time of departure and first transaction
standars order of goods and stock are: 1. main request order entry to principal every
25th,2. additional order entry to the principal every 15th, 3. buffer stock at least 50
percent of the sales target

38. duties and responsibilities
1. Formulate to set work program
2. set targets
3. set sales targets
4. study the development of product sales in the region
5. customer sasticfaction and relantionship
6. evaluation
7. training
8. Check stock
9. analyze the problem
10.etc

39.  Job description
SM's immediate supervisor is the head of the branch (branch) and supervises the
supervisor or agent directly
an overview of the work of the agent sales manager is: responsible for coordinating,
directing and overseeing the sales activities as well as trying to increase the sales
proceeds
general overview of sales manager
1. jobs- obtain optimal sales in the region through the management of agents and
sales team according to the company's work program
2. improve work area performance through planning and development of fleet
operating system and sales force

40. Duties and responsibilities
1. Sales
2. leadership and training
3. strategy formulation
4. Information
5. planning and development
6. Communication
7. analysis and problem solving
8. Administration
9. Control
10.discipline

41. job description supervisor (SPV) agent
 The supervisor direct supervisor is a sales manager and oversee the agent, agent or agent
salesman directly
duties and responsibilities :
1. follow the sales of product groups
2. follow the development of competitors
3. evaluate stock of finished goods and b / s warehouse agent every 10 days
4. procurement of goods
5. keep abreast of subscriptions
6. Conducting briefings and motivations
7. build relationships with wholesale-wholesale potential and supernarket
8. coordinate activities and means of promotion
9. Conduct periodic evaluations

42.  working procedures of sales manager and supervisorthe working procedure of
sales manager and supervisor is divided into:-day daily workSM and SPV are
grouped:
1.be in the agency office(checking stock items, canvas monitors, saleman turnover &
supermarkets & agents,customer
card , monitory primary and secondary sales, warehouse, canvas car)
2. market visits(check preparation, store number, coverage, display, deployment,
enemy activities)
3. salesman visits(checking 5S appearance, preparation, sales, persistence,
administration, working compactness)

43. SM / SPV weekly work1
1.evaluation of the work
2.evaluation of turnover
SM / SPV monthly work
1.make itinerary / itinerary
2. make a presentation at the beginning of each month by taking new data
3. make a report in writing
4. make proposed work plan next month

44. various types of reports
1.Daily sales sales
2. Weekly salesman salesman
3. Monthly profit salesman
4. Total the sales
5. billing list
6. acceptance of goods sales and final stock
7.volume discount
8. The name of the store who participated in the promotion
9. customer name