This document discusses strategies for distributing financial services products to both business and consumer customers. For business customers, key factors include volume outlets, share of selling, territory, highest profit, profit margins, competition price, size of outlet, owner behavior, and area. For consumer customers, important considerations are behavior, budget/income, occupation, territory, education, and payment. The document also outlines different composition strategies for approaching business versus consumer customers, such as emphasizing trust, selling skills, and volume for businesses and creativity, programs, and price negotiation for consumers. Overall, the key is to engage outlets and customers to achieve target areas and continuous product improvement.

2. Distribution Financial Services
Business To
Business :
1. VOLUME OUTLET
2. SHARE OF
SELLING OUT
3. TERRITORY
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. TERRITORY
5. EDUCATION
6. PaymentAPPROACHMENT :
1. The Right Product is seeing 2 aspect
from Outlet and Customer
2. Optimize Product depends on the
highest Volume and SOM of Selling
Out
3. Registered Outlet
Business To
Business :
1. Highest Profit
from Fee Base
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. EDUCATION
5. TRUST
APPROACHMENT :
1. The Right Product is seeing 2 aspect from
Bank and Customer
2. Optimize Product depends on Bank to Support
& Self Will from Employee
3. Trust Factor in contribute
For Me : Product approachment To Business Outlet or To Customer is almost the same
but the different from how we approach and the composition of approachment
70%
20% 10%
Trust Selling Skill Volume
20%
30%
50%
Trust Selling Skill Volume

3. Distribution Financial Services
Business To
Business :
1. PROFIT MARGIN
2. COMPETITION
PRICE
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. TERRITORY
5. EDUCATION
6. Payment
Business To
Business :
1. Permanent Price
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. TERRITORY
5. EDUCATION
APPROACHMENT :
1. Price is could be manage by Selling
by retail / stick / eceran
2. Price setter is from Outlet Bussines
and to control price so top to bottom
is fair distributed
APPROACHMENT :
1. Price is Classified to Segment Customer
2. Price could not adapt or negotiate to customer
so need a trick : Retail Segmentation : Closing
retail but a lot account
20%
30%
50%
Creativity Program Price Negotiation
90%
10%
Creativity Program
Composition of Strategy is need for controlling Price to the Business and Customer

4. Distribution Financial Services
Business To
Business :
1. Size of The Outlet
2. Owner Behaviour
3. Area
4. Visibility Space &
Engage Area
Business to Customer :
1. Behaviour
Business To
Business :
1. Size of The Outlet
2. Boss Behaviour
3. Approvement
Business to Customer :
1. Behaviour of Transaction
20%
30%
50%
Creativity Program Negotiation
90%
10%
Negotiation Supporting
There a bit space on Financial services , that is Approvement and Budget will need a
good negotiation

5. Distribution Financial Services
Business To
Business :
1. Cluster Outlet
2. Segment Product
3. Brand Area
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. TERRITORY
5. EDUCATION
6. Payment
Business To
Business :
1. Target Area
2. DPK Spreading
Business to Customer :
1. Non Insurance Customer
2. DPK Power
APPROACHMENT :
1. Enggagement To Outlet & Customer
to Get Target Area
2. Increase SOM & Continious
Improvement Product
APPROACHMENT :
1. Achieve Target Area,Team &
Personal
In Distribution there is a process to get result, in Financial Services Result Oriented