Download - Marketing mix with market approach
TRADE MARKETING ‘MIX’&
DISTRIBUTION(5P MARKET APPROACH)
By Vicky
product Price
Place Promotion
People
PRODUCT
PRODUCT MIX
Quality Servic
e
Packaging
BRAND
Diferensiasi Produk
Brand Building
Consumer Behavior of
visibility For Consumer For Outlet
It Should be close to the consumer with a strong identity and a
simple name
PRICE• By channel
• Maximum price to sell from outlet to consumer
• Minimum price to sell from outlet to consumer
Price Education
( to outlet )
• Retail rebate : (new outlet development)• Just give the rebate to new outletRebate policy
PLACE / DISTRIBUTION
Route To MarketGO RETAIL
Economic Market
Coverage
Organization Capability
Distribution Reporting System & Process
Wholesaler direct and indirect Distribution
(Weighted Distribution)
WS Segmentatio
n
WS sales Force
territories Managemen
t
Product Focus
Penetration
“SALES” PROMOTION &
SALES MARKETING
Modern / Horeca Channel
Perfect Execution• Avaibility• Affordability• Quality• Visibility• KPI Standard for
P.E
Retail Channel
Retail Consumer
Promo
Outlet Branding(Cluster)
Maintenance
Wholesale Channel
WS Program(WS Display
Program)
Relationship Building
(WS Gathering)
SALES “PEOPLE” DISTRIBUTOR DEVELOPMENT
Supervisor• Coaching & Leadership Training
Sales Representatif (Salesman) Training• Selling skill• Negotiation skill• Standard call Procedur etc
TERIMA KASIH