4P( Product,Price,Placement,Promotion)concept to Work at Distribution & Financial Services

By : Edward Prasetyo

PRODUCTDistribution Financial Services

Business To Business : 1. VOLUME

OUTLET2. SHARE OF

SELLING OUT3. TERRITORY

Business to Customer :1. BEHAVIOUR2. BUDGET/INCOME3. OCCUPATION4. TERRITORY5. EDUCATION6. 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. BEHAVIOUR2. BUDGET/INCOME3. OCCUPATION4. EDUCATION5. TRUST

APPROACHMENT :1. The Right Product is seeing 2 aspect

from Bank and Customer2. Optimize Product depends on Bank to

Support & Self Will from Employee3. 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 SkillVolume

20%

30%50%Trust Selling SkillVolume

PRICEDistribution Financial Services

Business To Business : 1. PROFIT

MARGIN2. COMPETITION

PRICE

Business to Customer :1. BEHAVIOUR2. BUDGET/INCOME3. OCCUPATION4. TERRITORY5. EDUCATION6. Payment

Business To Business : 1. Permanent

Price

Business to Customer :1. BEHAVIOUR2. BUDGET/INCOME3. OCCUPATION4. TERRITORY5. EDUCATION

APPROACHMENT :1. Price is could be manage by

Selling by retail / stick / eceran2. Price setter is from Outlet

Bussines and to control price so top to bottom is fair distributed

APPROACHMENT :1. Price is Classified to Segment

Customer2. Price could not adapt or negotiate to

customer so need a trick : Retail Segmentation : Closing retail but a lot account

20%

30%

50%

Creativity ProgramPrice Negotiation

90%

10%

Creativity Program

Composition of Strategy is need for controlling Price to the Business and Customer

PLACEMENTDistribution Financial Services

Business To Business : 1. Size of The

Outlet2. Owner

Behaviour3. Area4. Visibility

Space & Engage Area

Business to Customer :1. Behaviour

Business To Business : 1. Size of The

Outlet2. Boss

Behaviour3. 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

PROMOTIONDistribution Financial Services

Business To Business : 1. Cluster Outlet2. Segment

Product3. Brand Area

Business to Customer :1. BEHAVIOUR2. BUDGET/INCOME3. OCCUPATION4. TERRITORY5. EDUCATION6. Payment

Business To Business : 1. Target Area2. DPK Spreading

Business to Customer :1. Non Insurance Customer2. DPK Power

APPROACHMENT :1. Enggagement To Outlet &

Customer to Get Target Area2. 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