membangun bisnis yang sukses hydro
DESCRIPTION
TRANSCRIPT
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What is your outcome ?
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• Perbedaan sama mastermind • Perbedaan dengan coaching • Mentoring based on knowledge & action plan• Jangka waktu • Goal yang ditetapkan• Kurikulum • Sistem duplikasi• Kendaraan menuju 10.000 milyader
Seputar KMB
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Rule of the game
• Telat denda ..... Permenit• Tidak mengerjakan action plan
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Successfull Business
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30 Days Action Plan ? HYDRO Juli’11
No Action Plan Y / N keterangan
1 Sebar brosur lewat agen koran di Bekasi
Cabang bekasi
2 Up date twitter 2 kali sehari Ok Alting
3 Stiker garansi seumur hidup dan 5 tahun
Desain Budi
4 Pasang speedy di lantai dasar Ok Irma
5 Training STIFin untuk karyawan Ok My self
6 Urus dokumen pindahan HIK ke BSM Ayu
7 Up date foto HYDRO type STF di website
Alting
8 Up date alatpenjernihair.com Irma
9 Baju safari untuk driver-forum karyawan
Dadan
10 Investasi gadai emas ke BSM Ok My self
11 Memberikan mentoring mentor TDA Ok My self
12 Beli dan baca buku bisnis take over Ok My self
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GOAL
membangun perusahaan penghasil
CASH FLOW
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Manager
Human Capital
System & technology
Marketing & sales
Fondation Start Up
Prediksi Cash Flow
Efficiency
Growth
ROI
5 step to profitable corporate
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Manager
Human Capital
System & technology
Marketing & sales
Fondation ketidakaturan
Prediksi Cash Flow
Efficiency
Structure for Growth
ROI
5 step to profitable corporate
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FONDATION • Self control
• Team Building
• Product Life Cycle
• Finance Projection
• Delivery and service
• System Operation Procedure
• Legal Agreement
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SELF CONTROL• Goal Setting
• Outcome – Action plan
• Time management
• Identitas yang baik
• Be X Do = Have
• Menjadi tuan dari emosi kita
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SELF CONTROL• Menjadi tuan dari emosi kita
• Personality mastery
• Fokus 10.000 jam keahlian
• Self confidence
• Communication skill
• Presentation skill
• Gratitude
• Abudance
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General Chek List for leaderSelf Control Y/T kapan
1 Apakah sudah membuat SMART Goal ?
2 Menetapkan cara mencapainya ?
3 Mendelegasikan pekerjaan administrasi ?
4 Mendelegasikan aktivitas yang rutin ?
5 Work on business minimal 4 jam seminggu ?
6 Memiliki agenda kerja dan menuliskan rencana harian ?
7 Balance life ?
8 Selalu mempertimbangkan urgent and important ?
9 Disiplin dan manajemen diri ?
10 Memiliki identitas baik ?
11 Fokus pada proses bukan hanya hasil ?
12 Berpikir postitif pada setiap kejadian ?
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General Chek List for leader Self Control Y/T kapan
13 Bersikap dan berprasangka baik pada setiap orang ?
14 Berpenampilan bersih, rapih dan terpelihara ?
15 Fokus pada satu keahlian sampai 10.000 jam ?
16 Orientasi pada keuntungan orang lain ?
17 Belajar komunikasi ?
18 Belajar presentasi penjualan ?
19 Mensyukuri apapun yang kita miliki saat ini ?
20 Merasa berkelimpahan ?
21 Berani mengambil resiko yang sudah terukur ?
22 Mengantisipasi resiko kegagalan yang terjadi ?
23 Mengajarkan apa yang sudah dilakukan ?
24 Menjadi mentor bagi yang lain ?
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Book recomended• People Skill -Alan Peace and Barbara
Peace• Reframing-RH Wiwoho• Be Happy-Hingdranata Nikolay
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DVD-VCD-CD_audio• CD-audio
• Life Revolution-Tung Desem Waringin 24 CD audio• Andre Wongso• James Gwee-Explan the master lesson • James Gwee-Supersonality
• VCD-life revolution-Tung Desem Waringin• DVD
• the Secret• Mario Teguh
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TEAM BUILDING
• Leadership skill
• Rekrutment skill
• Understanding DISC
• Understanding STIFIn
• Men vs Women
• Rule of the game (peraturan perusahaan)
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TEAM BUILDING
• Kesehatan dan keselamatan kerja
• Outbond
• Reward and punishment
• Tehnik berperang (The art of war Sun Tzu)
• Corporate culture
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Book recomended• The art of war SUNTZU• Instant team building-Bread Sugar• Kubik Leadership
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DVD-VCD-CD_audio• CD-audio
• James Gwee-Change• Tung Desem Waringin-Good to great• Aa Gym-Sukses memimpin dan dipimpin
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Product Life Cycle
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Finance Projection• Break even analisis• Profit margin• Reporting
• Laba-rugi• Neraca• Arus kas• Budgeting dan proyeksi uang masuk mingguan• Rekening khusus laba dan depresiasi investasi
Penjualan Dalam Rupiah
-200,000,000400,000,000600,000,000800,000,000
1,000,000,0001,200,000,0001,400,000,000
Series1
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Delivery and Service• Deliver that you promise and promise only you deliver• Konsisten delivery • Follow up after delivery
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System Operating Procedure• Database konsumen• Pengukuran prospek, convertion rate, number of transaction• Software akunting• KPI • 5 S• Sales prosess
• Dokumentasi• Diikuti
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Book recomended• System Operating Procedure• Instant system-Bread Sugar• Key Performance Indikator• Balance scorecared
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Aspek LegalitasPerjanjian usaha Legalitas usaha dan perijinanHak patent atas merek dan logoSurat Perjanjian Kerja Perjanjian Penjualan BarangPerjanjian Pembelian BarangPerjanjian Sewa TempatPerjanjian Sewa Kendaraan
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Manager
Human Capital
System & technology
Marketing & sales
Fondation Start Up
Prediksi Cash Flow
Efficiency
Growth
ROI
5 step to profitable corporate
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Sales & Marketing Chek List Sales & marketing chek list Y/T kapan
1 Apakah sudah mengetahui 30 cara mencari prospek ?
2 30 cara merubah prospek menjadi pembeli ?
3 Cara meningkatkan jumlah transaksi ?
4 Apakah produk dan jasa memiliki USP dan Garansi ?
5 Team bisnis mengetahui perbedaan tersebut ?
6 Perusahaan mengetahui pengetahuan cara bersaing ?
7 Team bisnis sangat mengetahui kebutuhan konsumen ?
8 Perusahaan sudah membidik ceruk pasar yang tepat ?
9 Perusahaan bersaing di value (nilai tambah) no price ?
10 Perusahaan melakukan selalu melakukan test dan ukur ?
11 Apakah mengetahui akuisisi cost ?
12 Hanya iklan yang bisa diukur hasilnya, bukan acak ?
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Sales & Marketing Chek List Sales & marketing chek list Y/T kapan
13 Sales force dilengkapi dengan marketing tools yg baik ?
14 Volume penjualan naik secara bertahap ?
15 Iklan produk atau jasa yang memiliki margin besar ?
16 Merangking konsumen dan membuang grade “D” ?
17 Memiliki database konsumen ?
18 Kunjungan rutin terhadap pelanggan ?
19 Survei pelanggan kenapa tidak beli ?
20 Sales team secara berkala melakukan training ?
21 Memiliki website yang menjua ?
22 Memiliki akun facebook ?
23 Memiliki akun twitter ?
24 Key word produk atau jasa hal 1 di google ?
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Marketing and Sales• Segmentation and targeting• USP (unique selling prepostition)• Merchandise and desain• Website• Social media • Generate prospek• Convertion prospek to customer• Loyalty program • Test and measure• Sales skill• Sales force manajement
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executive education program PT HYDRO water
technology
Markplusnco
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Costumer & Prospects
Direct sales force
Agent/ Distributor/ Retailer
Value-Added Partner
Advertising & Promotion/ direct mail
Telechanel Internet
Company
Direct Indirect
Sales force option Non Sales force option
Potential Participant in a firm’s Go to market
strategy
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Mass Advertising
Direct sales
Internet
Telesales
Sales force
Specialist sales force
Effectiveness High sales per exposure
Low Cost
per exposure
Efficiency
Efficiency & efectivenessFor go to market participant choice
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executive education program PT HYDRO
water technology
marketing investment
marketing investment
prospek omset
efficiency effectiveness
lead generation faktor konversi
Sales and marketing rule
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executive education program PT HYDRO water
technology
30 cara mencari prospek
1. Brosur/flyer2. Kartu nama yang menjual3. website4. Seminar peserta5. Mastermind6. Pameran7. Iklan majalah media kawasan8. Neon box9. Spanduk10. Strategic alliance
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executive education program PT HYDRO water
technology
30 cara mencari prospek
11. Baju seragam12. Iklan mobil13. SMS14. e-mail15. Milist /komunitas16. Menulis buku17. kalender18. Stiker di produk19. Yellow pages iklan20. Surat kabar iklan
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executive education program PT HYDRO water
technology
30 cara mencari prospek21. Referensi pemakai22. CSR (bakti sosial)23. Sample gratis (cek air gratis)24. Kenalan di tempat umum (bandara)25. Facebook26. Direct mail27. Kemasan28. Sponsor29. Kanvasing30. Buat seminar
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executive education program PT HYDRO water
technology
SALES FUNNEL
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executive education program PT HYDRO water technology
Sales Force Investment
Sales Force Activity
Company result
Sales People
Expenses
Sales Support
Expenses
Customer Attraction
And
Retention Proses
Revenue
Profit
Market Share
Short Term
Long Term
People And
culture
customer
THE COMPONENT OF A SELLING ORGANIZATION
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Faktor Produktifita
s Sales
People and
culture
Sales Force
Activity
Company result
Customer Result
Competency and Impact
Health checks
- Knowledge- competency
- skill- attitudes- behaviors- motivation
- Salesperson success profile
- Employeesatisfaction- Turn Over
- peer and sub ordinate reviews- Culture cheek
- account Planning- targeting
- Calls- Frequency
- Hours- Coverage Index- Maintenance- Prospecting
- Needs Assessment
- Demonstration- Proposals- Evaluation- Solution
- customer Service
- Customer Satisfaction
- Customer retention
- CustomerLoyalty
- Repeat rate- Complaints
- Returns- Penetration- Message Memorable
- Sales- Profit
- Orders- Collection
- Sales Per Rep- Market Share
- Value Perception
Mengukur Produktivitas Sales
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executive education program PT HYDRO water technology
Trafic
website omset
effectiveness
faktor konversi
Internet Marketing
Trafic
Trafic
Trafic
Trafic
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executive education program PT HYDRO water technology
website omset
effectiveness
faktor konversi
Internet Marketing
iklan
milist
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30 jurus merubah prospek menjadi pembeli
1. Garansi
2. Testimoni kepuasan pelanggan
3. Coba dulu sebelum beli
4. Foto sebelum dan sesudah
5. Member profile
6. Display
7. Daily breakdown
8. Trade in
9. Set sales target
10. Increase product knowlegde
executive education program PT HYDRO water technology
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30 cara merubah prospek menjadi pembeli
11. High Dress standards
12. Sales scrips
13. Sales demo
14. Define your unique
15. Quality brochure
16. Educate on value not price
17. Vehicle
18. Competition
19. Bulk buy specials
20. packaging
executive education program PT HYDRO water technology
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executive education program PT HYDRO
water technology
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30 cara merubah prospek menjadi pembeli
21. Benefit list
22. Credit payment
23. Smile, build trust & rapport
24. Ask question and anwser
25. Sell on emotion & dreams
26. Follow up and follow up again
27. Entertain
28. Measure convertion rate
29. Print company vision dan mision
30. Provide buyer’s incentive
executive education program PT HYDRO water technology
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executive education program PT HYDRO
water technology
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executive education program PT HYDRO
water technology
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executive education program PT HYDRO
water technology
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Book recomended• Marketing revolution-Tung Desem
Waringin• Markplus 2000-Hermawan Kartajaya• Setiap sales harus baca buku ini-James
Gwee• Accelerating sales force performance• Differentiation or die• STP-Renald Kasali• Instant Sales-Brad Sugar• Instant cash flow-Brad Sugar• Blue ocean strategy
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DVD-VCD-CD_audio• CD-audio
• James Gwee-Selling With Emphaty• James Gwee-Positive Business Idea• Tung Desem Waringin-Selling Magic
• VCD• Tung Desem Waringin-Marketing Revolution• Tung Desem Waringin-Sales Magic
• DVD• Hermawan kartajaya-jurus jitu menangkap pelanggan
gajah• Hermawan kartajaya-High Precisin Selling• Hermawan Kartajaya-Loyalty Marketing
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Manager
Human Capital
System & technology
Marketing & sales
Fondation Ketidakaturan
Prediksi Cash Flow
Efficiency
Structure for Growth
ROI
5 step to profitable corporate
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VISIMISIBudayaKontrak kerjaKPIFlowchart bisnis prosesISO 9001Dokumentasi semua prosesJasa Konsultasi
System
SYSTEM
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Book recomended• ISO-9001:2008
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Back up dataGPS trackingCCTVLANWIFIPABXHuntingMarketing proses softwareFinger print absensi
Technology
technology
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Back Up data
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GPS tracking
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CCTV system
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LAN
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WIFI
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PABX system
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Hunting
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Fingerprint machine
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Sales Activity Software
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Manager
Human Capital
System & technology
Marketing & sales
Fondation Ketidakaturan
Prediksi Cash Flow
Efficiency
Structure for Growth
ROI
5 step to profitable corporate
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• Organisation Development• Recruitment• Development
• Training• Coaching• Counselling
• Performance Management• Reward• Industrial Relation• Personel Administration• Jasa konsultasi
Human Capital
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Human capital chek list Y/T kapan
1 Sudah memiliki sistem recruitment yang standar ?
2 Memperbaharui struktur organisasi
3 Mengkomunikasikan VISI, MISI dan BUDAYA ke team
4 Meeting reguler yang membahas outcome
5 Olah raga bersama
6 Forum karyawan
7 Peraturan Perusahaan yang sesuai dengan UU naker
8 Survei kepuasan kerja karyawan
9 Memiliki materi training dasar karyawan
10 Training berkala karyawan
11 Pengembangan organisasi ke depan
12 Jalur karir bagi karyawan
Human Capital Cheklist
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Manager
Human Capital
System & technology
Marketing & sales
Fondation Ketidakaturan
Prediksi Cash Flow
Efficiency
Structure for Growth
ROI
5 step to profitable corporate
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Draft kontrak ROI ROA Profit per employee Risk Management
MANAGER
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4 tahap penerapan
Analisa Situasi
Kembangkan Rencana
Eksekusi Rencana
Evaluasi hasil
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30 Days Action Plan ?No Action Plan Y / N keterangan
1
2
3
4
5
6
7
8
9
10
11 Memberikan mentoring
12 Beli dan baca buku
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30 Days Action Plan ? HYDRO Juli’11
No Action Plan Y / N keterangan
1 Sebar brosur lewat agen koran di Bekasi
Cabang bekasi
2 Up date twitter 2 kali sehari Ok Alting
3 Stiker garansi seumur hidup dan 5 tahun
Desain Budi
4 Pasang speedy di lantai dasar Ok Irma
5 Training STIFin untuk karyawan Ok My self
6 Urus dokumen pindahan HIK ke BSM Ayu
7 Up date foto HYDRO type STF di website
Alting
8 Up date alatpenjernihair.com Irma
9 Baju safari untuk driver-forum karyawan
Dadan
10 Investasi gadai emas ke BSM Ok My self
11 Memberikan mentoring mentor TDA Ok My self
12 Beli dan baca buku bisnis take over Ok My self
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Terima Kasih
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Ide –ide seputar lead generation• Standing banner pada saat pemasangan filter di
pasang• Mobil box yang pintu samping bisa dibuka• Sebar brosur di depan kantor bekasi
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Ide –ide seputar lead generation• KPI kepala cabang Balance Score Card
• Finance (jumlah sales, cost, profit) : • Efisiensi• Customer
• Kunjungan• Presentasi• Closing• Referensi• Repeat order
• Learning • HYDRO man (driver adalah orang marketing yg ditugasi
driver) • Memastikan orang dibawah dia sebagai HYDRO man
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• Setelah satu bulan di HYDRO cari tau sendiri produk tentang HYDRO, dan harus bisa