kuliah 2 channel structure

8/11/2019 Kuliah 2 Channel Structure

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Channel Structure of SCMSenator Nur Bahagi@

Channel Structure


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Supply Chain Management

The Management Of Upstream And

Downstream Relationship With

Supplier And Customers To Deliver

Superior Customer Value At Least

Cost

Linkage CoordinationChannel Relat ionshipStructure Management


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General Supply Chain Model

M

A

TE

R

I

A

LS

E

N

D

CU

N

S

U

M

E

R

S

Supplier

Network

PROC

DISTRI

BUTION

MANUFAC

TURING

Information, Product, Services, Financial, and Knowledge Flow

Capacity, Information, Core Competency, and Human Resources Constraints

Integrated

Enterprise

Distributive

Network


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Supply Chain

PT SMART Tbk

Struktur Proses bisnis Sistem Manajemen

Anggota

Dimensi

Keterkaitan

CRM

Demand Management

Order fulfillment

Operation

Inventory

Distribusi & Transport

Planning

Control

Work flow

Organization

Communication

SOP

System


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Integrated Supply Chain Model

Customer

Manufacturing

Distributor

Retailer

2nd Tier Supplier

1st Tier Supplier

2nd Tier Supplier 2nd Tier Supplier

1st Tier Supplier

Information & Financial Flow

Product & Information Flow


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Channel Structure

Structure Of Intra company

Organizational Units And Extra

company Agents And Dealers,

Wholesale And Retail, Through Which A

Commodity, Product, Or Services Is

Marketed


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Function

Mengatasi Kesenjangan Gap )

. Waktu Time)

. Tempat Place )

. Kepemilikan Ownership)

Perantara Intermediary)


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Intermediary

Any channel member other than the

manufacturer or end-user

Wholesale

Retail

Specialized


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Function of Intermediary

1. Informasi

2. Promosi

3. Kontak

4. Penyesuaian

5. Negosiasi

6. Transaksi

.

Distribusi Fisik

. Dukungan Keuangan

. Resiko


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What is Happen?

A. Aliran Flow )

1. Flow of Goods

2. Flow of Information

3. Flow of Money

4. Transfer of Ownership

B. Konflik Conflict )

1. Horizontal

2. Vertical


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Generic Distribution Channel

FARM

AND

RAW

MATERIAL

MANUFACTURER

CONSUMERS

WHOLESALERS

RETAILER


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1. Direct Distribution

Tidak Ada Perantara, Barang Dikirim

Langsung Dari Produsen Ke Konsumen

2. Indirect Distribution

Barang Dikirim Dari Produsen Melalui

Perantara

Distribution Channel Based on

Delivery Method


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Distribution Cannel For

Consumer Good

Manufacture

Manufacture

Manufacture

Wholesaler Retailer Consumer

Wholesaler

Retailer

Retailer Consumer

Consumer

Consumer

Jobber

Manufacture


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1.Conventional

2. Vertical

3. Horizontal

4. Mix

Distribution Channel Based on

Organizational Arrangement


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1. Conventional

Terdiri Atas Satu Atau Beberapa Perantara

Yang Bersifat Independen Dan Merupakan

Bisnis Tersendiri

Manufacture GROSIR Retailer Consumer


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2. Vertical Marketing System

Terdiri Atas Satu Atau Beberapa Perantara

Yang Bersifat Dependen Dan Merupakan

Bisnis Terpadu

ManufactureWholesaler

Retailer

Consumer


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Type of VMS

VMS Corporation

Didasarkan Atas Kepemilikan

2. VMS Contract

Didasarkan Atas Kontrak/perjanjian

3. VMS Coordinative

Didasarkan Atas Kerjasama


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4. Mix

Bila Perusahaan Menggunakan Dua Atau Lebih

Sitem Saluran Distribusi Sesuai Dengan

Segmentasi Konsumennya

Consumer 1

Consumer 2

Consumer 3

Consumer 4

RetailerManufacturer

Distributor Agency

Arm ada Penjual

Katalog , Emaii l , Dsb


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C. Distribution Cannel Based on

Number of Participants

1. Intensive Distribution

Menyediakan Produk Disebanyak Mungkin

Outlet

2. Exclusive Distribution

Menyediakan Produk Hanya Pada Beberapa

Outlet Eksklusif

3. Selective Distribution

Menyediakan Produk Hanya Pada Beberapa

Outlet Selektif


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D. Distribution Channel Based on

Function

1. Primary Channel Participant

Berpartisipasi Dalam Kepemilikan Inventory Atau

Resiko Finansial

Manufacture

Wholesaler

Retailer

2. Specialized Channel Participant

Berpartisipasi Hanya Dalam Suatu Pelayanan

Tertentu Karena Fee

Functional Specialist: Transportation, Warehousing,etc

Support Specialist: Advertising, Insurance, Etc


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Primary Channel Participant

A Business That Is Willing To Participate

In The Inventory Ownership

Responsibility Or Other Significant

Aspects Of Financial Risk

Manufacturer

Wholesalers Merchant,agent)

Retailers


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Specialized Channel Participant

A Business That Participates In Channel

Relationships By Performing Essential

Services For Primary Participant Or A Fee

Functional Support

- Transportation - Financial

- Warehousing - Informational

- Assembly - Advertising

- Fulfillment - Insurance

- Sequencing - Advisory

- Merchandizing -Arranger


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Economics of Distribution

Foundation For Developing A

Successful Channel Arrangement

Specialization Assortment


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Specialization

The Ability to Superiority Perform

a Specific Function

Specialization Is Based On

Economics of Scale, Scope And

Expertise


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Assortment

Process Of Creating And

Positioning A Mix Of Products

Desired By Customer Through

1. Concentration

2. Customization

3. Dispersion


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1. Concentration

Collection of Large Quantities of A

Single Product Or Several Different

Products So That They Can Ultimate

Be Sold As A Group

Basic Principle Of Concentration Is

Referred To As Minimum Total

Transaction


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2. Customization

Process Of Sorting And Grouping Of

Product Into Unique Combinations To

Satisfy Specific Customers

Requirements

Capability Of A Firm To Achieve

Effective Customization Is The Heart

Of Developing A Supply Chain

Arrangement


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3. Dispersion

Shipping Unique Assortment To

Customer When And Where

Specified

kuliah 2 channel structure

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