Workshop : day 1

9.00 _ 12.00 => The World of Retail

1. Introduction to the World of Retail
2. Types of Retailers
10.30 – 10.45 = break coffee / tea
3. Multi channel and Omni channel retailing
4. Customer Buying Behavior
12.00 _13.00 (break _ lunch)
13.00 _ 16.00 => Retailing Strategy
5. Retail Market Strategy
6. Financial Strategy
7. Retail Locations
14.30 – 14.45 = break coffee/tea
8. Retail Site Locations
9. Information system and Supply Chain Management
10. Customer Relationship Management
1. INTRODUCTION TO THE WORLD OF RETAIL
Comparing Distribution Types
Case = TARGET
2. Types of Retailers
Convenience Store
Next Trend Types of Retailer (mix)
 Coffee
COFFEE TIMEtime
3. MULTI CHANNEL & OMNI CHANNEL RETAIL
NICHE SEGMENT = OTHERS
OMNI Channel
4. CUSTOMER BUYING BEHAVIOR
5. RETAIL MARKET STRATEGY
6. FINANCIAL STRATEGY
Think about Commercial place ?
Point of sales (POS) , Other Income
Thematic display (yearly)
GONDOLA END DISPLAY (Periodic rental)
Cashflow Retail Business
Contoh Perhitungan
 Coffee
COFFEE TIMEtime
7. RETAIL LOCATION

POINT OF SURVEY
• Campus / University area
• Book store
• Office
• Gas Station
• Rest area / high way (toll way)
• Railway station
• Airport area
• Bus station
Special layout / inside building property
24 service operation, special design
Special glass / bullet proof
Planogram
Different character
Public service
Public service
Learning from others
Public environment
8. RETAIL SITE LOCATION
Specialty location / airport / campus / etc
Segmentation / Positioning
Display , inside Store
Planogram Racking
Mapping layout toko (floor design)
Standard racking system
F&B Cooler
F&B character, service
Trend market
9. INFORMATION SYSTEM AND SUPPLY CHAIN
MANAGEMENT
POS INTERFACE
MATA RANTAI PASOK MODEL
Alur distribusi barang perdagangan
Distribusi (contoh di Makasar)
The trade – offs of crossdocking

Traditional

Crossdock

Direct to Store Delivery

Direct to Store Delivery

LTL Less than Truckload

Cross-Docking

TL Full Truckload
Cross-Docking DC
Suppliers

Receiving
Sorting
Shipping

Customers
New design of concept building with storage racking
as a construction
10. CUSTOMER RELATIONSHIP MANAGEMENT
CUSTOMER LOYALTY
BRAND IMAGE
POSITIONING
UNIQUE MERCHANDISE
8. QUESTION AND ANSWER
Workshop : day 2
9.00 _ 12.00 => Merchandise Management
1. Managing the merchandise planning process
2. Buying Merchandise
10.30 _ 10.45 = break coffee/tea
3. Retail Pricing
4. Retail communication mix
12.00 _13.00 (break _ lunch)
13.00 _ 16.00 => Human Resources and Store Management
5. Human Resources and Managing the Store
6. Store layout, design and visual merchandising
14.30 _ 14.35 = break coffee/tea
7. Customer Service
8. Question & Answer
1. Managing the merchandise planning process
Sample Category tree
 Standard Merchandise MiniMart
NO NAMA BARANG JUMLAH JENIS MERK

1 SABUN MANDI , SHAMPOO

2 DETERGEN , PEMUTIH , PEMBERSIH KAMAR MANDI

3 PEMBASMI SERANGGA , KAPUR BARUS , PEMBALUT , TISSUE

4 SUSU , BUBUR , GULA

5 BISKUIT , WAFER

6 KOPI , TEH , JAMU

7 PERMEN , SNACK MODERN

8 KACANG , SNACK TRADITIONAL

9 MINUMAN ( KOTAK , KALENG , CAIR )

10 MIE INSTAN , JAMUR

11 MINYAK GORENG , BUAH KALENG , SARDEN

12 BUMBU DAPUR , PENYEDAP RASA , KECAP , SAOS

13 CEREAL , COKLAT

14 JELLY , SARI KELAPA

15 JUICE , SIRUP , MADU , SELAI

16 BUAH

17 ROTI

18 ELECTRONIK
Convenience Store Item
2. BUYING MERCHANDISE
 Coffee
COFFEE TIMEtime
3. RETAIL PRICING
TRADING TERM (CONTOH)
• MASA BERLAKU ( SETAHUN SEKALI ATAU……)
• MODEL POTONGAN DISCOUNT (BERAPA TINGKAT);
MISALNYA = 20%+10% atau 15%+10%+5%
• Rebate akhir tahun
• Listing fee (per item / per toko ??)
• Service Level (90 % ???)
• Retour (pengembalian barang ??)
• Ekspedisi (biaya)
• Cross docking fee (biaya transit di depo)
• Sewa Promosi Gondola, acara tahunan diskon…dll
Service Level
• Terhadap jumlah PO
• Terhadap jenis Barang
• Terhadap jumlah dr jenis Barang tersebut

• Contoh :
• 10 PO dikirim 8 PO = 20% drop service levelnya
• 1 PO ada 20 jenis barang dikirim hanya 15 barang maka drop 25%
service levelnya …dst
4. RETAIL COMMUNICATION MIX
MAIL OR FLYER
The Retail Communication Mix
5. HUMAN RESOUCE & MANAGING THE STORE
ORGANIZATION CHART STORE
6. Store layout, design and visual merchandising
Vertical Color Blocking

141
45-Degree Customer Sightline

142
 Coffee
COFFEE TIMEtime
7. CUSTOMER SERVICE
8. QUESTION AND ANSWER