kmb 07 product management
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© 2009 MarkPlus Institute of Marketing
Certified Integrated Marketing Fundamental
Hal. 1/4
MarkPlus Institute of Marketing ▪ Segitiga Emas Business Park, CBD B 01/01 ▪ Jl. Prof. Dr. Satrio Kav. 6 ▪ Jakarta 12940 – Indonesia ▪ Tel. +62 21 5790 2338 ▪ Fax. +62 21 5790 2339
Modul
Product Management
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© 2009 MarkPlus Institute of Marketing
Certified Integrated Marketing Associate
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Product Price
Promotion Place
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© 2009 MarkPlus Institute of Marketing
Certified Integrated Marketing Associate
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Course Section
1. Definisi produk
2. Pengembangan Produk Baru
a. Eksplorasi Produk dari pelanggan
b. Melakukan analisa pelanggan dengan pendekatan: cognitif, conatif, dan affective
c. Mengukur konsep produk dan mengujinya di pasar
d. Pengembangan strategi produk
e. Pengembangan taktik produk
f. Proses persiapan peluncuran produk
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Mari Berhenti dan Berpikir
MengapaMengelola Produk Penting?
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Basic Training Program
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Perspectif Lingkungan Bisnis Perspectif Pesaing
Perspectif PerusahaanPerspectif Pelanggan
Menambah produk portofolio
• Mempertahankan dan
meningkatkan penguasaan pasar• Meningkatkan keunggulan dalam
bersaing
• Untuk mendapatkanpelanggan baru
• Adanya perubahan kebutuhanpelanggan
• Untuk menangkap peluangyang ada di pasar
• Untuk mengambil keuntungandari kemajuan teknologi
• Memperpendek Produk life
cycle
• Untuk mengalahkan pesaing
• Untuk menjaga tingkatpersaingan dengan pesaing
Pentingnya Mengelola Produk
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ApaDefinisi Produk?
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Definisi: Produk
“[Product] is anything that can be offered to amarket for attention , acquisition , use , or
consumption that might satisfy a want or need ”.
Sumber: Kotler, P., dan Armstrong, G., (2008). Principles of Marketing. Prentice Hall.
Anythings
That canbe
Offered to market for
Attention,acquisition,
use or
consumption
That
might
satisfy
want
need
or
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Tiga tingkatan produk1. Core benefit
Manfaat sesungguhnya dari produk yang dibeli olehpelanggan.
Contoh: produknya Camera. Core benefitnya untuk
mengambil gambar/foto yang ingin diabadikan.
2. Actual product
Produk nyata yang dapat digunakan oleh
pelanggan. Contoh: produk Camera. Actual
produknya memiliki brand yang bagus, berkualitas,
designnya menarik, memiliki kualitas gambar dan
camera yang bagus.
3. Augmented product
Produk nyata yang didukung oleh pemberian
layanan dan manfaat tambahan untuk pelanggan.
contoh: memberikan garansi 1 tahun, ada paket
delivery, tersedianya service centre yang banyak.
Core product
“BENEFIT”
Actual product
Augmented product
Quality
Fashion
Branding
Style
Colour
Warranties Customercare
Finance
InstallationServices
Delivery
Sumber: www.marketingteacher.com
Tiga Tingkatan Produk
ifi d d k i i
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Core ProductKemudahan berkomunikasi secara cepat
untuk lokal, interlokal dan internasional
Actual Product
Produk Personal Fixed line (Telkom SLJJ,
Telkom Global 01017, Telkom Lokal,
Telkom SLI)
Augmented Product
www.layanantelkom.com (area
jabodetabek) , Telkom e-service , Telkom
Prime
Ilustrasi Contoh Tingkatan Product:
C tifi d I t t d M k ti A i t
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BagaimanaMengembangkan Produk?
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ProductProduct variety
QualityDesign
FeaturesBrand NamePackaging
SizesServices
WarrantiesReturns
PriceList Price
DiscountsAllowances
Payment periodCredit terms
PromotionSales Promotion
AdvertisingSales Force
Public relationsDirect marketing
Place
ChannelsCoverageAssortments
LocationsInventoryTransport
Marketing MixMarketing Mix
Mengembangkan Bauran Pemasaran
Sumber: Kotler, P., dan Armstrong, G., (2008). Principles of Marketing. Prentice Hall.
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Product Attributes
Product Attributes
Tangible:
Availability & Delivery
Feature
Design
Sumber: Kotler, P., dan Armstrong, G., (2008). Principles of Marketing. Prentice Hall.
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Product Attributes:
Product Attributes
Tangible:
Availability & Delivery
Feature
Design
Ilustrasi
Produk tersedia di pasar dan mudah dijangkau
pelanggan. Misalnya: Produk Telkom tersedia di seluruh
Indonesia, bahkan jaringan serta kerjasamanya telah
sampai ke mancanegara.
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Product Attributes:
Product Attributes
Tangible:
Availability & Delivery
Feature
Design
Ponsel Wifi PertamaMotorola : Motorola
Marco
Sony Ericsson W960 WiFi
Walkman
HP dengan berbagai fitur teknologi canggihdigandrungi pasar seperti wifi, sehingga area
publik menyediakan fasilitas hot spot gratis
Ilustrasi
Produk memiliki fitur-fitur yang cukup lengkap seperti
pada handphone: camera, video call, MMS, Wifi, dan
lain-lain.
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Product Attributes:
Product Attributes
Tangible:
Availability & Delivery
Feature
Design
Maraknya internet juga mempengaruhi desainmodel yang semakin canggih dan mobile. Desain
model mulai dikemas secara compact bahkan
beberapa jenis ponsel dapat dimanfaatkan sebagaimodem.
Ilustrasi
Design fisik produk merupakan tampilan fisik produk
yang terlihat langsung oleh pelanggan. Design fisik
produk meliputi: ukuran dan packaging produk.
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Product Attributes
Product Attributes
Intangible:
Service
Quality
Brand Name
Sumber: Kotler, P., dan Armstrong, G., (2008). Principles of Marketing. Prentice Hall.
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Product Attributes:
Product Attributes
Intangible:
Service
Performance
Feature
Ilustrasi
Tersedianya layanan yang memuaskan ketika awal
mendapatkan produk dan setelah menggunakan produk
(service after sales).
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Product Attributes:
Product Attributes
Intangible:
Service
Quality
Brand Name
Iklan komersial AT&T ini ingin menunjukkanperforma dan kecanggihan teknologi sebagai
teknologi komunikasi yang user friendly
Ilustrasi
Produk memiliki kinerja dan kualitas yang bagus.
Sehingga pelanggan merasa puas menggunakannya.
Misalnya: kekuatan sinyal telphon yang digunakan tidakterputus-putus, dan suaranya jernih.
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Product Attributes:
Product Attributes
Intangible:
SErvice
Quality
Brand Name
Para pelanggan Harley marasa bangga bisamengendarai Harley Davidson kemanapun dia
pergi.
Ilustrasi
Produk merupakan merek yang terkenal. Sehingga
pelanggan merasa bangga menggunakan produk
tesebut.
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New Product Development Process
Basic Training Program
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Customer-Product
Exploration
C
u s t o m e r I n s
i g h t
G a m e s
I d e a G e n e r a t i o n
Launching Program
Budget
Calendar
ProductConceptTesting
ST
P D
B
P1 P2
P3 P4
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Enam Tahap New Product Development:Customer Product Exploration
a. Step I:
Introduction Customer - Product
Exploration
tahap ini bertujuan untuk
memahami pentingnya perubahan
dan inovasi dalam produk.
Step 1
Step 4 Product Strategy – ST-PDB
Step 5Product Tactic: Communication,pricing and Distribution
Step 6
Introduction: Customer ProductExploration
Step 2 Customer Insight Games
Product Concept and TestingStep 3
Pre/Launching Program andEvaluation
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CHASM
Earlymajority
Latemajority LaggardsInnovators
Earlyadopters
Consumer Adoption Process
Definition:
1. Innovators (The enthusiastic persons): mereka akan mencoba ide-ide baru dan mengambil beberapa resikodidalam mengembangkan produk.
2. Early adopters (The visionaries persons): berdasarkan ide positif dari innovator, dia akan memilih produkyang akan dikembangkan dengan hati-hati, tidak sensitive terhadap harga.
3. Early majority (The pragmatists) : walaupun mereka pemimpin yang jarang mengembangkan produk,mereka mengadopsi ide-ide sebelumnya dari beberapa orang untuk mengembangkan produknya.
4. Late majority (The conservatives): Mereka hanya akan mengadopsi innovasi hanya setelah banyak orangmencobanya.
5. Laggards (The skeptics): mereka hanya akan melakukan perubahan dan mengadopsi inovasi jika hal tersebuttelah menjadi sesuatu yang tradisi bagi mereka.
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HP-Breakdown CommercialExample of Innovators Segment
Consumer Adoption ProcessIlustrasi
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Zipnet Baby CommercialExample of Early Adopters Segment
Consumer Adoption ProcessIlustrasi
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Sex TV-stallion with his mom chatting CommercialExample of Early Majority Segment
Consumer Adoption ProcessIlustrasi
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Getting Used to New Technology Commercial
Example of Late Majority Segment
Consumer Adoption ProcessIlustrasi
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Mobil Anti Maling Commercial
Example of Laggards Segment
Consumer Adoption ProcessIlustrasi
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Step 1
Step 4 Product Strategy – ST-PDB
Step 5
Step 6
Introduction: Customer ProductExploration
Step 2 Customer Insight Games
Product Concept and TestingStep 3
Pre/Launching Program andEvaluation
Product Tactic: Communication,pricing and Distribution
Enam Tahap New Product Development:Customer Insight Games
b. Step II:
Customer Insight Games
tahap ini adalah melakukan
analisa pelanggan dengan
pendekatan cognitive, conative
dan affective.
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PositioningPositioning
BrandBrand
DifferentiationDifferentiation
AFFECTIVE
(Heart-Share)
Brand Awareness
Brand Associations
Brand Image
Brand Adoption - User ship
Brand Equity
Brand Preference
Perceived-quality
Brand Intention
Habit – Usage Pattern
Brand Personality
CONATIVE
(Market-Share)
StrategyStrategy TacticTactic
ValueValue
COGNITIVE
(Mind-Share)
Improvement Analysis
Customer Profile
** C-A-C Research **.
Contoh: Customer Analysis Based On 9 Core Elements
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Step 1
Step 4 Product Strategy – ST-PDB
Step 5
Step 6
Introduction: Customer ProductExploration
Step 2 Customer Insight Games
Product Concept and TestingStep 3
Pre/Launching Program andEvaluation
Product Tactic: Communication,pricing and Distribution
Enam Tahap New Product Development:Product Concept And Testing
b. Step III:
Product Concept Testing
tahap ini adalah perusahaan harus
mengukur konsep produk dan
mengujinya melalui 3 (tiga)
proses:
1. Value proposition pelanggan
terhadap suatu produk melaluifunctional, emotional, price dan
other expenses;
2. Product Concept: Test
3. Product Concept Techniques
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Product value added service
Value = Total Get
Total Give
Functional Benefit + Emotional Benefit
Price + Other Expenses
=
Value =Functional Benefit
Price
Product Concept: Value Proposition
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Value = =Total Get Functional Benefit + Emotional Benefit
Total Give Price + Other Expenses
Functional Benefit:
1. Sinyal yang konsisten
2. Seluruh fasilitas yang optional dapat digunakan
secara baik3. Pulsa berjalan sesuai ketentuan yang berlaku
4. Teknologi 3G dapat dimanfaatkan dengan baik
5. Suara jernih
Price:
1. Harga beli Voucher isi ulang stabil
2. Total biaya yang digunakan pada saatmengadopsi Mentari
Emotional Benefit:
1. Operator yang ramah dan service oriented
2. Kejutan pulsa gratis untuk SMS atau telepon
3. Membentuk komunitas baru di dunia internet
Other Expenses:
1. Memiliki telepon seluler yang fit dengan fasilitas 3G
2. Mengubah kebiasaan melakukan panggilan dengan telepon
3. Ketidaknyamanan apabila 3G yang digunakan tidak berjalansebagaimana mestinya
Contoh: Value PropositionIlustrasi
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Product Concept Test Techniques
MonadicMeasurement
ComparativeMeasurement
Setiap responden
bereaksi pada satu atau
satu-satunya produk
Setiap respondenbereaksi pada dua atau
lebih produk
• Conjoint Analysis• BPTO (Brand Price
Trade Off)
Direct ResponseSurvey
Product Concept And Testing Techniques
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Contoh: Product Concept And Testing Techniques
Stated Price
(in thousands rupiah)
C B A
1. Definitely would buy 4% 5% 15%
2. - - 2%
3. Probably would buy 7% 14% 30%
4. 1% 2% 4%
5. Probably not buy 22% 24% 18%
6. 2% 2% 1%
7. Definitely not buy 65% 54% 30%
Purchase Intention For Digital Camera
Product Concept Test Techniques
MonadicMeasurement
ComparativeMeasurement
Ilustrasi
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Contoh: Product Concept And Testing Techniques
Which PDA phone would you rather purchase?
Windows Mobile 2005
416 Mhz Processor
48 Hours battery life
Wifi
Rp. 6,500,000
Palm OS 5.4
416 MHz Processor
55 Hours battery life
Wifi
Rp. 5,900,000
1 2 3 4 5 6 7 8 9
Stronglypreferleft
Indifferent Stronglypreferright
Contoh Conjoint Analyisi
Cellular Brand
Price (in million rupiah)
1.0 1.2 1.4 1.6 1.8 2.0 2.2 2.4 2.6 2.8 3.0
Sony Ericsson
Nokia
Samsung
None
Contoh Brand Price Trade Off
Ilustrasi
Product Concept Test Techniques
ComparativeMeasurement
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C t h P d t C t A d T ti T h i
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0
10
20
30
40
50
60
70
1 1.2 1.4 1.6 1.8 2 2.2 2.4 2.6 2.8 3
Sony Ericsson Nokia Samsung None
0
10
20
30
40
50
60
1 1.2 1.4 1.6 1.8 2 2.2 2.4 2.6 2.8 3
SonyEricsson Nokia Samsung None
B r a n d
S h a r e ( % )
Price (mio)Price (mio)`
0
10
20
30
40
50
60
70
1 1.2 1.4 1.6 1.8 2 2.2 2.4 2.6 2.8 3
Sony Ericsson Nokia Samsung None
0
10
20
30
40
50
60
1 1.2 1.4 1.6 1.8 2 2.2 2.4 2.6 2.8 3
SonyEricsson Nokia Samsung None
B r a n d
S h a r e ( % )
Price (mio)Price (mio)`
Demand Curve NokiaBase: Nokia Users
Demand Curve Sony EricssonBase: Sony Ericsson Users
Contoh: Product Concept And Testing Techniques
Brand Price Trade Off (BPTO) Output Key Output Deliverable
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E T h N P d t D l t
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Step 1
Step 4
Step 5
Step 6
Introduction: Customer ProductExploration
Step 2 Customer Insight Games
Product Concept and TestingStep 3
Product Strategy – ST-PDB
Pre/Launching Program andEvaluation
Product Tactic: Communication,pricing and Distribution
Enam Tahap New Product Development:Product Strategy – ST - PDB
b. Step IV:
Product Strategy – ST - PDB
tahap ini adalah pengembangan
strategi produk melalui:
1. Segmentasi;
• Segmentation-Targeting Method
• Technographic Segmentation
• Psychographic Segmentation
• Behavioral Segmentation
• Hybrid Segmentation
2. Positioning Differentiation Brand
• What is Positioning
• Developing Positioning Strategy
• Positioning Map
• Requirement Differentiation
• Basis of Differentiation
• What Constitutes Differentiation
3. Brand Identity: The model
4. PDB Triangle
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Enam Tahap New Product Development:
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Enam Tahap New Product Development:Product Strategy – ST - PDB
ST
P D
B
Segmentation
Geographic
RegionCountryCity size
Climate
Demographic
AgeGender
IncomeOccupation
Psychographic
Social classLife style
Personality
Behavioral
Benefit soughtUsage rate
Loyalty status
Single SegmentConcentration Selective Specialization Market Specialization
Product Specialization Full Market Coverage
BEING
STRATEGY
CORE
TACTIC
VALUE
ENABLER
Brand Integrity
Memilah pasar ke dalam 4
kelompok1
Menetapkan sasaran pasaryang akan dituju2 Kembangkan segitiga PDB
untuk memperkuat posisiposisi produk dalampersaingan
3
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Enam Tahap New Product Development:
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Step 1
Step 4
Step 5
Step 6
Introduction: Customer ProductExploration
Step 2 Customer Insight Games
Product Concept and TestingStep 3
Product Strategy – ST-PDB
Pre/Launching Program andEvaluation
Product Tactic: Communication,pricing and Distribution
Enam Tahap New Product Development:Product Tactic: Communication, Pricing And Distribution
b. Step V:
Product Tactic: Communication,
Pricing And Distribution
tahap ini adalah pengembangan
taktik produk:
1. Push-Pull CommunicationStrategies;
2. Channel Tactic;
3. Information Processing Model ofCommunication;
4. Selecting Target Audience;
5. Analyzing The Receiver;
6. Campaign/Promotion Planning;
7. IMC (integrated MarketingCommunication);
8. Sponsorship Marketing;
9. Event Marketing;10. Sponsorship Marketing
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Contoh: Channel Tactic
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Small corporate
Markets
Products
Small corporateSmall corporate
Markets
Products
Outbound
Telemarketing
Retail Partners
Markets
Products
Small andMediumBusiness
Consumer
Markets
Products
EnterpriseAccounts
Prepaid Postpaid
Distributor/Retail
Distributor
and Retail
E-Channel GrapariGrapariGerai Halo
(Retail
Franchising)
• Telkomsel mengintegrasikan rantai nilai distribusi berdasarkan fungsi;
• Telkomsel dan E-Channel atau Gerai Halo, telah mengintegrasikan berdasarkanfungsi dan proses.
ACCOUNT EXECUTIVE
Ilustrasi Contoh: Channel Tactic
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Enam Tahap New Product Development:
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Step 1
Step 4
Step 5
Step 6
Introduction: Customer ProductExploration
Step 2 Customer Insight Games
Product Concept and TestingStep 3
Product Strategy – ST-PDB
Product Tactic: Communication andDistribution
Pre/Launching Program andEvaluation
b. Step VI:
Pre launching program andevaluation
tahap ini adalah proses persiapan
peluncuran produk dengan
mempersiapkan:
1. Budgeting Overview;
2. How to Develop Your Budget
• Task 1: Task Method
• Task 2: Percent-of-Sales Method
• Task 3: Competitive Method 3. How to Develop Your Budget Format;
4. How to Develop Your Payback Analysis;
5. Marketing Calendar Overview
Enam Tahap New Product Development:Pre Launching Program And Evaluation
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