7/22/20

CASHFLOW
TRANSFORMATION FOR
BUSINESS RESTART

TOM MC IFLE

STRATEGIC POSITIONING OF A
BUSINESS
Understanding a company’s positioning
Competitive Scope

strategy is the key to understanding its

Broad

business Cost
Differentiation
Leadership
• Cost Leadership – a firm sets out to become the low cost
producer in its industry (example: Ikea)
Narrow

Cost Differentiation
• Differentiation – a firm seeks to create unique products
that satisfy buyer needs, hence charging them a premium Focus Focus
(example: Louis Vuitton)
Lower Cost Differentiation
• Cost Focus – cost leadership in a targeted segment (the
firm tries to address just one part of the market)
(example: Zara)
Competitive Advantage

• Differentiation focus– differentiation in a targeted

segment (the firm tries to address just one part of the
market) (example: Armani Jeans)

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Cost Leadership Differentiation

STRATEGIC Volume Volume

POSITIONING OF A
Price Price

BUSINESS Cost Focus

Volume
Differentiation Focus
c Volume

Price Price

TESLA BUSINESS
ANALYSIS

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Tesla

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PROFIT MAXIMIZATION

Profitability
Fundamentals of Business Analysis

REVENUES COSTS
• Sale of products • Cost of goods sold
REVENUES or services
• Cost of personnel
• Other income
– • Bonuses
• Volume • Cost of services
COSTS • Utility expenses
• Pricing
= • Quantity
• Rental expenses
• Leasing expenses
PROFITABILITY • Depreciation & Am
• Interest expenses
• Extraordinary
expenses
• Taxes

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WHAT FACTORS INFLUENCE

PROFITABILITY?
Several factors need to be considered when
analyzing a company’s profitability
• Kekuatan negosiasi Rantai Suplai: Siapa pemasok
Supply Chain Clients Bargaining
perusahaan, dan seberapa besar kemungkinan mereka
Bargaining Power Power
menaikkan harga produk mereka?
• Daya Tawar Klien: Apakah klien dapat menegosiasikan
harga yang lebih rendah?
• Tekanan Kompetitif: Apakah ada pesaing, yang
menerapkan tekanan harga ke bawah?
• In-house Efficiency: Apakah perusahaan dapat
menjalankan operasinya dengan cara yang efisien dan Competitive In-house
Pressure Efficiency
menguntungkan?
• Apakah ada biaya yang dapat dihilangkan atau
dikurangi tanpa mengurangi kualitas produk
perusahaan dan kepuasan karyawannya?

WHAT FACTORS INFLUENCE

PROFITABILITY?
1. Jual produk yg marginnya besar Industry A
2. Bayar tunai dengan Diskon
3. Jual Hanya Kualitas No1
4. Jual Merek sendiri
5. Jual Merek Eksklusif
6. Efisiensi, Productifitas & Time Management
7. Negosiasi kontrak kerja
8. Insentif berdasarkan marjin Industry B
Supplier
9. Kurangi Duplikasi Kerja
10. Tahu biaya aktual anda
11. Biaya sesuai persentase penjualan
12. Rencana Pengeluaran Bulanan
13. Harga karyawan dgn aturan khusus
14. Tingkatkan ilmu negosiasi
15. Kurangi biaya minimum 10%

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WHAT FACTORS INFLUENCE

PROFITABILITY?
16. Menambah layanan
17. Mempercepat pengiriman Client’s choice
18. Upsell
19. Downsell
20. Cross sell
21. Meningkatkan selling skill
22. Menambah product range high margin
23. Menciptakan bundling product
24. Memodel MLM
25. Hentikan produk yang tidak laku
26. Membuat kemasan lebih menarik
27. Identifikasi Grade A Customer
28. Naik harga untuk Grade C & D Product A Product B Product C
29. Hentikan proyek yang tidak menguntungkan
30. Sistem berlangganan

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WHAT FACTORS INFLUENCE

PROFITABILITY?
31. Penjual tanpa gaji.Hanya Komisi
32. Training reguler
33. Dilarang lembur
34. Kurangi jumlah karyawan
35. Kurangi biaya manajemen
36. Kurangi gaji direktur
37. Negosiasi kontrak kerja
41. Biaya sesuai persentase penjualan
42. Rencana Pengeluaran Bulanan
Competitive Pressure
43. Harga karyawan dgn aturan
khusus
44. Tingkatkan ilmu negosiasi
45. Kurangi biaya minimum 10%
46. Lakukan dengan benar dari awal

38. Insentif berdasarkan marjin 47. Recycle

39. Kurangi Duplikasi Kerja 48. Terima sistem titip jual

40. Tahu biaya aktual anda 49. Jumlah stok yang lebih sedikit
50. Hanya jual produk fast moving

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WHAT FACTORS INFLUENCE
PROFITABILITY?
51. Beli Borongan, Bayar &
Terima barang sesuai jangka
waktu
52. Beli langsung ke pabrik
53. Produksi sendiri
54. Perkecil kemasan
55. Promosi Happy Hour
56. Sewakan Ruang Kosong
57. Kerja 2 s/d 3 shifts
58. Punya Kantor lebih kecil
59. Kerja dari rumah
SALES
MANAGEMENT
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61. Join konsorsium
62. Harga Lebih Tinggi dengan
Kredit
63. Piutang 30hari jadi 7 hari In-house Efficiency
64. Beli teknologi
65. Sistemasi rutinitas
66. Otomasi sebanyak
mungkin
67. Jual mesin kadaluarsa
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Sales Force Specialization

Continuum

Generalists Specialists
Some specialization
All selling activities Certain selling
of selling activities,
and all products to activities for certain
products, and/or
all customers products for certain
customers
customers

Copyright © 2012 Top COACH Indonesia

Customer Needs Identification

Matrix
KEBUTUHAN BERBEDA
Spesialisasi Spesialisasi Sesuai
Market kebutuhan/
potensial fungsional
PRODUK
PRODUK BLUE OCEAN CONSULTANT
Spesialisasi produk RUMIT/
SEDERHANA Spesialisasi
Geografis SUPERMARKET,
FAST FOOD
BANYAK
KANVASING

KEBUTUHAN SAMA

Copyright © 2012 Top COACH Indonesia

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Selling-Situation Factors and

Organizational Structure
Organizational Environmental Task Performance
Structure Characteristics Performance Objective

Perubahan
Specialization sangat cepat Nonroutine Adaptasi

Perubahan lebih
Centralization lambat Repetitive Efektifitas

Copyright © 2012 Top COACH Indonesia

Average Sale

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IKUTI BUSINESS RESTART WEBINAR

TEMA: GREAT TEAM GREAT SALES
HARI: KAMIS
TANGGAL: 30 JULI 2020
WAKTU: 19.00 - 20.30 WIB
PEMBICARA
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Q&A

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