1.

Struktur Organisasi
2. Manpower
2009 2010 YTD 2011 2012
Person Person Person Person
1 PIC Manager 1 1 1 1
2 Supervisor
3 Salesman 10 23 35 15
4 Sales Counter 1 1 2 3
5 ADH 1 1 1 1
6 Kasir 1 1 1 1
PT DAYA ANUGRAH MANDIRI - BELITUNG
No Position
KASIR
MEKANIK PDI
ADMIN H1 ADMIN H23
ADH
OFFICE BOY
DRIVER
7 Administration 1 1 1 1
8 Kepala Bengkel 1 1 1 1
9 Service Advisor 1 1 1 1
10 Kepala Regu 1 1 1 1
11 Mechanics 4 4 4 4
12 Front Desk 1 1 1 1
13 Spare Part 1 1 1 1
Total 24 37 50 31
3. Area Information
Luas Wilayah 4,547 km2
Jumlah Penduduk 85,974 jiwa Utara
Kecamatan Timur
Kelurahan Selatan
Barat
Honda
Yamaha
Suzuki
Other
4. Coverage Area (Peta Belitung)
ASP, TDM, NSS
Sumber Jadi 1, Sumber jadi 2, Cahaya Motor, Taurus Motor
Viar,KTM,Kawasaki,Bajai
Dealer Motor Terdekat
Tanjung Pandan
Kota
Langgeng Sewu
5. Mapping Pos Penjualan Dealer Ema Mtr
Perbulan maret 2012 POS Tanjung kelayang,Pos Manggar stop operasional
Tanjung Kelayang
PT DAYA ANUGRAH MANDIRI - BELITUNG
KEPALA CABANG
COUNTER SALES SERVICE ADVISOR
MARKETING
EXCEKUTIF

SPV MARKETING
MARKETING TRAINEE
FRONTDESK PART INVENTORY
Batas Wilayah Potensi Market
Kecamatan Sijuk Perumahan
Kecamatan Badau Perumahan, Perkebunan dan pasar
Kecamatan Membalong Perumahan, Perkebunan dan pasar
Kecamatan Selat Nasik Perumahan, Perkebunan
ASP, TDM, NSS
Sumber Jadi 1, Sumber jadi 2, Cahaya Motor, Taurus Motor
Viar,KTM,Kawasaki,Bajai
Dealer Motor Terdekat
Langgeng Sewu
Perbulan maret 2012 POS Tanjung kelayang,Pos Manggar stop operasional
Kelapa Kampit
Manggar
Simpang Pesak
PT DAYA ANUGRAH MANDIRI - BELITUNG
KEPALA REGU SERVICE ADVISOR
KEPALA BENGKEL
MEKANIK PART INVENTORY
Mapping By Type
Matic, Revo,Blade
Matic, Revo,Blade
Matic, Cub, Sport
Matic, Revo,Blade
Tanjung Pandan
Luas wilayah 4.547 km
6. a. Sales By Type YTD
Average Sales
Per Month
% Contribution
Abs.Revo Fit 1 2%
Abs.Revo Sp 10 20%
Abs.Revo CW 14 29%
Revo Techno 0 0%
Blade 5 10%
Blade (Repsol) 0 0%
Cub > 125 cc Supra X 125 Sp 1 2%
Supra X 125 CW 2 4%
Supra X 125 CW Hi 0 0%
Supra X 125 CW Hi
Fi
0 0%
City Sport CS 1 2 4%
BeAT Sp 0 0%
BeAT CW 5 10%
Spacy Sp Hi 0 0%
Spacy CW Hi 0 0%
Spacy CW Hi Fi 0 0%
Scoopy 0 0%
Vario CW 5 10%
Vario Techno 1 2%
Vario CBS 0 0%
Vario PGM Fi 0 0%
Megapro Sp 1 2%
Megapro CW 1 2%
Tiger 0 0%
Tiger Single L 1 2%
Total All type 49 100%
6. b. Sales By Type Per Month
120 141
Jan-12 Feb-12
Abs.Revo Fit 13 15
Abs.Revo Sp 1 0
Abs.Revo CW 1 2
Total 15 17
Revo Techno 0 0
Blade 7 6
Blade (Repsol) 4 8
Supra X 125 D 0 0
Total 11 14
Supra X 125 Sp 0 0
Supra X 125 CW 0 0
Type
2009
Type Category
Category
CUB
Cub High
Cub Low
Cub Mid
SubCategory
Sport
A/T Scooter
Cub < 125 cc
Supra X 125 CW
Helm In
0 3
Supra X 125 CW
Helm In Fi
1 1
Total 1 4
Total Cub 27 35
BeAT Sp 0 0
BeAT CW 14 25
Spacy Sp Hi 0 0
Spacy CW Hi 5 13
Spacy CW Hi Fi 4 0
Total 23 38
AT Mid Scoopy 20 11
Total 20 11
Vario CW 1 0
Vario Techno 7 8
Vario CBS 1 4
Vario 125 PGM Fi
0 0
Vario 125 PGM Fi
CBS
0 0
Total 9 12
Total AT 52 61
Sport Low CS 1 0 0
Total 0 0
Megapro Sp 0 0
Megapro CW 1 2
Total 1 2
Sport High Tiger 1 1
Total 1 1
Total sport 2 3
Total All type 81 99
6. c. Grafik Sales By Type YTD
Sport Sport Mid
CUB
Cub High
AT Low
AT High
AT
0%
10%
20%
12%
1%
19%
1%
8%
1%
1%
1%
0% 0%
1%
0%
16%
0%
10%
0%
17%
1%
% Contribution
6. d. Grafik Sales By Type Per Month
Jan-12 Feb-12 Mar-12
Cub Cub Low 15 17
Cub Mid 11 14
Cub High 1 4
cub 27 35 0
AT AT Low 23 38
AT Mid 20 11
AT High 9 12
AT 52 61 0
Sport Sport Low 0 0
Sport Mid 1 2
Sport High 1 1
Sport 2 3 0
15
17
11
14
1
4
23
38
20
11
9
12
1 1
0
5
10
15
20
25
30
35
40
Jan-12 Feb-12
Average Sales
Per Month
% Contribution
Average Sales
Per Month
% Contribution
Average Sales
Per Month
1 7% 18 12% 1700% 8
12 11% 2 1% -83% 1
35 33% 30 19% -14% 1
0 0% 1 1% #DIV/0! 0
3 3% 13 8% 333% 3
2 2% 2 1% 0% 4
1 1% 1 1% 0% 0
5 5% 2 1% -60% 0
0 0% 0 0% #DIV/0! 2
0 0% 0 0% #DIV/0! 1
1 1% 1 1% 0% 0
0 0% 0 0% #DIV/0! 0
24 23% 25 16% 4% 13
0 0% 0 0% #DIV/0! 0
0 0% 16 10% #DIV/0! 7
0 0% 0 0% #DIV/0! 1
3 3% 26 17% 767% 5
7 7% 2 1% -71% 1
6 6% 11 7% 83% 4
1 1% 2 1% 100% 2
0 0% 0 0% #DIV/0! 0
1 1% 1 1% 0% 0
1 1% 2 1% 100% 1
0 0% 0 0% #DIV/0! 0
2 2% 1 1% -50% 1
105 100% 156 100% 49% 181
160 171 185 219 239 163
Mar-12 Apr-12 May-12 Jun-12 Jul-12 Aug-12
0 0 0 0 0 0
0 0 0 0 0 0
CLY
2010 2011 2012
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
Ser
ies
1
1%
7%
1%
0%
1%
1%
0%
1%
Apr-12 May-12 Jun-12 Jul-12 Aug-12 Sep-12
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
2
1
Cub Low
Cub Mid
Cub High
AT Low
AT Mid
AT High
Sport Low
Sport Mid
Sport High
27
52
2
0
10
20
30
40
50
60
70
% Contribution
4% -56%
1% -50%
1% -97%
0% -100%
2% -77%
2% 100%
0% -100%
0% -100%
1% #DIV/0!
1% #DIV/0!
0% -100%
0% #DIV/0!
7% -48%
0% #DIV/0!
4% -56%
1% #DIV/0!
3% -81%
1% -50%
2% -64%
1% 0%
0% #DIV/0!
0% -100%
1% -50%
0% #DIV/0!
1% 0%
100% 16%
186 188 197 204 2173
Sep-12 Oct-12 Nov-12 Dec-12 Average 2012
28
1
3
0 0 0 0 32
0
13
12
0
0 0 0 0 25
0
0
CLY
2012
3
2
0 0 0 0 5
0 0 0 0 62
0
39
0
18
4
0 0 0 0 61
31
0 0 0 0 31
1
15
5
0
0
0 0 0 0 21
0 0 0 0 113
0
0 0 0 0 0
0
3
0 0 0 0 3
2
0 0 0 0 2
0 0 0 0 5
0 0 0 0 180
Oct-12 Nov-12 Dec-12
0 0 0
0 0 0
0 0 0
35
61
3
cub
AT
Sport
7. Sales Target Achievement By Type Per Month
Target
Achievem
ent
Target
Achievem
ent
Target
Achievem
ent
Revo Fit
Revo Spoke
Revo CW
Revo Deluxe
Revo Matic
Blade
Supra X 125
Spoke
Supra X 125 CW
Supra X 125
PGM-FI
New Beat CW
Spacy CW
Spacy FI
Scoopy
New Vario
V Techno Non
CBS
Vario CBS
Vario PGM Fi
PCX
CS ONE
Mega Pro Spoke
Mega Pro CW
Tiger
Tiger Single L
TOTAL 0 0 0 0 0 0 0
8. Target vs Achievement All Type
Jan-12 Feb-12 Mar-12 Apr-12 May-12 Jun-12 Jul-12
Target
Achievement
TYPE
Jan-12 Feb-12 Mar-12
-
0
0
1
1
1
1
Jan-12 Feb-12 Mar-12 Apr-12 May-12 Jun-12 Jul-12 Aug-12
Jan-12 Feb-12 Mar-12 Apr-12 May-12 Jun-12 Jul-12 Aug-12
Target
Achievement
Target vs Achievement
0 0 0 0 0 0 0 0 0
Aug-12 Sep-12 Oct-12 Nov-12 Dec-12
Aug-12 Sep-12 Oct-12 Nov-12 Dec-12
Aug-12 Sep-12 Oct-12 Nov-12 Dec-12
Target vs Achievement
Target
Achievement
0 0 0 0 0 0 0 0
9. Sales Structure
2009 2010 2011 2009
Cash 9% 4% 5% Cash 55
Credit 91% 96% 95% Credit 553
608
Jan-12 Feb-12 Mar-12 Apr-12 May-12 Jun-12 Jul-12
Cash 9% 9%
Credit 91% 91%
10. Finance Company Share
2009 2010 2011 ytd 2012 2009
FIF 96% 89% 86% 82% FIF 517
Adira 4% 6% 8% 9% Adira 24
SOF 0% 0% 0% 0% SOF 0
Others 0% 5% 6% 9% Others 0
541
Jan-12 Feb-12 Mar-12 Apr-12 May-12 Jun-12 Jul-12
FIF 84% 80%
Adira 8% 10%
SOF 0% 0%
Others 8% 10%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2009 2010 2011
9%
4%
5%
91%
96%
95%
Cash
Credit
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
11. Sales Structure By DP
2011 DP <1,5JT
DP 1,6-
2,5JT
DP >2,55 2011 DP <1,5JT DP 1,6-2,5JT
LEASING DP 10 % DP 20% DP 30% LEASING DP 10 % DP 20%
FIF 58% 17% 25% FIF 35 10
OTO #DIV/0! #DIV/0! #DIV/0! OTO 0 0
ADIRA 38% 38% 23% ADIRA 10 10
OTHER 63% 19% 19% OTHER 200 60
96%
89%
86%
82%
4%
6%
8%
9%
0% 0% 0% 0% 0%
5%
6%
9%
0%
20%
40%
60%
80%
100%
120%
2009 2010 2011 ytd 2012
2010 2011
44 99
1176 1732
1220 1831
Aug-12 Sep-12 Oct-12 Nov-12 Dec-12
2010 2011
1050 1490
72 139
0 0
54 103
1176 1732
Aug-12 Sep-12 Oct-12 Nov-12 Dec-12 ytd 2012
82%
9%
0%
9%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Jan-12 Feb-12
9% 9%
91% 91%
Cash
Credit
DP >2,55
DP 30%
15 60
0 0
6 26
60 320
406
9%
FIF
Adira
SOF
Others
12. Jumlah Activity BTL Dealer
DEALER : PT DAYA ANUGRAH MANDIRI - BELITUNG
BULAN & TAHUN :
TARGET RETAIL SALES : unit
% Cont. Counter Sls : 70 33.2%
% Cont. Slsman : 141 66.8%
% Cont. Others : 0 0.0%
TOTAL : 211 100.0%
FORECAST SALES :
Counter Sales & Others : 23
GAP Forecast Sls vs Tgt : -30
% Achv : #DIV/0!
Salesman/girl Sales & POS : 107
GAP Forecast Sls vs Tgt : -31
% Achv : #DIV/0!
TARGET & FORECAST RETAIL SALES DEALERS
TOTAL FORECAST SALES : 130
GAP FORECAST SLS VS TGT : 130
% ACHIEVEMENT : #DIV/0!
40
110
unit ----> * Showroom Event : 0 x / bln
- Soft Opening 0 x / bln
unit - Gathering Cust 0 x / bln
- Service & Parts Discount 1 x / bln
- Lomba (masak, gambar) 1 x / bln
* Regular Sales : 24 hari kerja*
- Flyering - everyday
* Others Sales :
- Mediator + Non Chnl
(note : * diluar event, sabtu & minggu buka)
unit ----> * BTL Event : 2 x / bln
- Roadshow 3 x / bln
unit - Gerebek Pasar 2 x / bln
- Gerebek Rmh Makan 0 x / bln
- Gerebek Perum 4 x / bln
- Exhibition 0 x / bln
- Canvasing 10 x / bln
* POS : 2 location
- Flyering - everyday
TARGET & FORECAST RETAIL SALES DEALERS
unit
unit
----> Tot Sls per event : 0 unit ----> Sls Total Showroom Event :
----> Sls per event : 0 unit ----> Sls Total Event :
----> Sls per event : 0 unit ----> Sls Total Event :
----> Sls per event : 0 unit ----> Sls Total Event :
----> Sls per event : 5 unit ----> Sls Total Event :
----> Sls per hari* : ----> Sls Total Regular :
(rata-rata)
----> Sls Total Others :
Total Sales vs Counter :
----> Tot Sls per event : 26 unit ----> Sls Total BTL Event :
Sls per event : 10 unit ----> Sls Total Event :
Sls per event : 8 unit ----> Sls Total Event :
Sls per event : 0 unit ----> Sls Total Event :
Sls per event : 3 unit ----> Sls Total Event :
Sls per event : 0 unit ----> Sls Total Event :
Sls per event : 5 unit ----> Sls Total Event :
----> Sls per POS : 15 unit ----> Sls Total POS :
(rata-rata)
TARGET & FORECAST RETAIL SALES DEALERS
Total Sales by Slsman :
0 unit
0 unit
0 unit
0 unit
5 unit
13 unit
0 unit
18 unit
52 unit
30 unit
16 unit
0 unit
12 unit
0 unit
50 unit
30 unit
TARGET & FORECAST RETAIL SALES DEALERS
160 unit
13.Main Issue
Aspek Problem Identification
People Turn over Marketing tinggi
produk revo kalah image dari kompetitor (vega zr) di kalangan anak muda
price(sales program) bunga dari fincoy lebih tinggi
place(mapping)
Promotion
brosur di dealer kurang memadai
kurang tenda untuk mengadakan event
mapping area belum maksimal
Corrective Action
Recrutment Marketing setiap hari dengan menggunakan media
koran,spanduk, brosur
melakukan program BTL activity khusus revo
koordinasi dengan pihak main dealer untuk memberikan suku bunga yang
kompetitif
rencana akan membuka pos/chanell
koordinasi dengan main dealer untuk pengadaan material promosi