4P Business
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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 pricing, size and behavior of outlets. For consumer customers, important considerations are behavior, budget/income, occupation, territory, education and payment methods. 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 goal is to engage outlets and customers to achieve target areas and increase sales and continuous product improvement.
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Target Maret 2016Edward Prasetyo
油
This document contains target sales figures for various employees of two branches, KCU Parigi and KCU Toli-Toli. It shows the target amounts for cases, AFYP issued, and FBI issued that each employee is expected to achieve. It also lists the overall target figures for gross profit and FBI that the two branches together need to reach. A strategy section then outlines plans like optimizing fast starts, focusing on certain locations, and expanding branch scale to help the branches meet their overall targets. It also lists some potential large deals or "pipeline" projects that could help contribute to reaching the sales targets.Distribution Develop Me as A Sales and A Leader
Distribution Develop Me as A Sales and A LeaderEdward Prasetyo
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This document summarizes the career journey of a salesman from a disastrous start to becoming a role model. It outlines their development of skills through initiatives like activating outlet clusters and developing presentation abilities. It details their progression from salesman to mini team leader and PIC, coordinating other salespeople and winning regional competitions. Though not the most experienced, they strive to be a leader by helping others and adopting initiatives to improve performance.Distribution Develop Me as A Sales and A Leader
Distribution Develop Me as A Sales and A LeaderEdward Prasetyo
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This document summarizes the career journey of an individual from a struggling salesman to becoming a role model and leader. It outlines their early challenges with performance and skills development. It then details how they improved through initiatives, taking on new challenges and roles, and developing additional skills in areas like presentations, leadership, and Microsoft Office. It culminates with them becoming a role model in their company and taking on responsibilities like mentoring new salespeople and presenting at regional competitions.Channel Development
Channel DevelopmentEdward Prasetyo
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This document contains charts and information about Edward Prasetyo Nugroho's sales outlets and strategies for improving time management and activity management. It shows percentages of different types of outlets and visits. It then outlines plans to change call cycles and routes, use activity management tools, and implement development and sharing classes to improve employee skills, engagement, and management. Goals are stated to maintain progress through continued training, recognition of high performers, collecting employee feedback, and developing people.Road Of Glory Team Parigi
Road Of Glory Team ParigiEdward Prasetyo
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This document outlines sales targets and strategies for different roles in BNI's bancassurance program. It provides target premium amounts for various categories of sales staff like lead generators, cash outlets, and branch managers. It also describes strategies to meet targets like seeking corporate customers and business partnerships. Examples are given of how targeting BPR/Koperasi companies could help a lead generator achieve regional sales goals. Overall the document discusses sales targets, roles, and strategies to help staff meet their bancassurance goals.Increase yourself at Distribution
Increase yourself at DistributionEdward Prasetyo
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1. The document discusses KPI performance and availability of core, potential, and other brands at an area.
2. It identifies issues like some brands not being optimally available and outlines of out of stock products.
3. Solutions proposed include penetrating outlets without available products, minimizing out of stock situations, sticking selling at outlets to boost repeat buying, and using point of sale materials to promote brands.Out of stock action
Out of stock actionEdward Prasetyo
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1) The document analyzes reasons for out of stock (OOS) situations at retail outlets in different territories. The primary reasons were waiting for salesman (30%), low budget (20%), and low education on stock management (20%). OOS was most common and dominated in Cluster 4 due to low budgets.
2) Actions were taken to address OOS outlets, including selecting potential outlets, downgrading salesmen, and non-active outlets. More intensive actions were taken in Clusters 3 and 4.
3) Additional actions to maintain the solutions included changing call cycles, moving POSM equipment, improving visibility/availability, and providing merchandising feedback. These actions showed a reduction in OOS rates overConsumer Centricity in Distribution
Consumer Centricity in DistributionEdward Prasetyo
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This document contains a summary of Edward Prasetyo Nugroho's resume and experience working in sales and insurance. It outlines his personal information, work history from 2005-present, consumer profiles and behaviors, brand profiles, outlet profiles, activities of competitors, and proposed sales and marketing strategies. These strategies include approaching consumers directly, educating on products, holding events, capturing specific customer groups, increasing brand visibility, developing new outlets, and optimizing programs for modern trade and wholesale outlets. The overall goals are to increase sales, market share, employee enthusiasm, and achieve performance targets.
ONE HIT Project Sinarmas
ONE HIT Project SinarmasEdward Prasetyo
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Edward Prasetyo Nugroho is a Relationship Manager at R.M. Funding Bank Sinarmas based in Palu, Central Sulawesi. He has over 10 years of experience in the financial services industry previously working at PT.AXA Mandiri and PT.HM.Sampoerna,Tbk. His ONE HIT project seeks to acquire corporate and business customers for the bank through distribution companies, finance companies, factories, non-profits and other organizations. The business steps include offering savings accounts, payroll savings, employee insurance, pension plans and more to provide benefits for both customers and the bank such as risk minimization and fee income growth. The project also focuses on employee development through training and
CV on English Edward Prasetyo
CV on English Edward PrasetyoEdward Prasetyo
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This document provides a summary of Edward Prasetyo Nugroho's work experience and qualifications. He has over 10 years of experience in sales and management roles in the financial services and consumer goods industries. His most recent role was as an Area Sales Manager at PT.BNILife Insurance where he led a team of 9 marketing employees and consistently met sales targets. He has received several awards and achievements for his work in sales leadership, productivity, and development of new customers.4P Business
- 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