Project 2: 1st Week

Introduction to Engineering and Design II

Cluster FSRD-SAPPK-SBM
 Business Model Canvas

Business Model Canvas is a strategic management and lean

startup template for developing new or documenting existing
business models.

It is a visual chart with elements describing a firm's or

product's value proposition, infrastructure, customers, and
finances.
3
 Customer Segments
• Who are your customers and why would they buy?

• Is the buyer the user?

 Customer Segments
Type Definition Example

Mass market Serve a standardized mass Airasia.com, low cost

market/one size fits all airlines provider.

Segmented Serve different characteristics of Kereta-api.co.id

segments

Niche market Serve a specific market niches Javajetasia.com, a

that are unique private jet rental
providers
Local/Micro Serve only small market in one PAKSI (campus canteen)
market specific area
 Value Proposition
• What product do you sell, for who, and what problem does it solve?
• Get out of the building
• Learn what pains and gains the customer has
• Your solution solves a major customer problem/need
 Value Proposition
Type Definition Example
Newness Offer an innovative novelty Nike, Amazon
Performance Reliable and durable Lampu Philips
performance
Customization Specially made for someone Butik
Design Has a unique, attractive and Nintendo Wii, Switch
elegant look
Convenience/ Easy to use or operationalize Windows, Apple, Android,
usability Jenius
Accessibility Easy to be accessed by the BRI, Kantor Pos
customer
Price Low price Lion air, Air Asia, Citilink,
Baraya Travel
Brand/status Exclusive or luxurious impression Rolex, Hermes
Getting the job Fast and reliable Honda AHASS,
done Domino’s, PHD, JNE
Pick Up Service
 Distribution Channels
• How to reach your customers? It’s not promotion

• How does the product/service get to the customer?

• Determine distribution channel (virtual and/or physical)

 Distribution Channels
Type Definition Example

Sales Force Sales representative/agent Credit card, developer, car

Web Sales Website or other online media Amazon.com

Own Stores Open the own stores Kartika Sari

Wholesaler Using a large store/ supermarket Unilever

services

Retailer Using small shops services Coca cola

 Customer Relationships
• How do you get, keep, and grow customers?

Paid
Public Relations (keep)
Advertising (get/grow)
Attend Trade Shows (get/grow)
E-mail (keep)
Search Engine Marketing (get)
Earned
Speak at conferences (keep)
Blogs (keep)
Guest articles (keep)
Social Media (get/grow)
Word of Mouth (get/grow)
 Customer Relationships
Type Definition Example
Personal Establish communication via GFF Platinum
assistance email, telephone and
correspondence
Dedicated There is one officer who served Mandiri Prioritas,
personal the super-premium customer Citibank
assistance
Self services Consumer serve himself with the ATM
provision of technology
Automated More sophisticated forms of self- M Banking
services service with the introduction of
customer characteristics
Communities Facilitate the forum, chat room GlaxoSmithKline, Honda
among customers
Co-creation The company cooperates with Youtube, Amazon,
customers to create 'value‘ Kompasiana
together
 Revenue Stream
• How does the company make money from each customer
segment?
• Pricing
• For what Value is the customer paying?
 Revenue Stream
Type Definition Example
Asset sale Revenue from selling products or Kijang Innova
services
Usage Revenues from rental use or Hotel, Daily Co-working
fee/Lending/Renti leasing assets within a certain space, TRAC Astra rent a
ng period, paid for self use car
Subscription fee Customer pay fee to be able to Jawapos online, Majalah
access the product or service, Tempo online
paid for periodic use
Licensing Revenues from the use of certain Franchising, McDonald,
brands, paid for commercial use Disney Products,
Copyright
Brokerage fees Revenue from efforts to be an Property/Housing Agents
intermediaries between sellers
and buyers
Advertising Rental of advertising Facebook, Detik
 Assignment
Please make a business model canvas limited to show the
information about your business in:
1. Customer Segments
2. Value Proposition
3. Distribution Channels
4. Customer Relationships
5. Revenue Stream
Submission Due Date: 23.59, 7 April 2019
File name format as follow:
ClassName_GroupName_Week12
Example: ClassA_Group1_Week12