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MENDISTRIBUSIKAN PRODUK DENGAN CEPAT DAN EFISIEN

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Saluran Distribusi

Perantara Grosir
Grosir
Pengecer
Agen

Peran Perantara
Menciptakan efisiensi
Nilai dan Harga

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Efek Distribusi Pada Uang Makan Anda (Dalam Sen)

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Semua Yang Dimulai Pada Tahun 1962

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Company	1^st Store	Goal
Wal-Mart	Rogers, Ark. July 1962	Slash prices. Makeup difference in volume
Target	Roseville, MN May 1962	Discount retailer with strong sense of value
Kmart	Garden City, MI March 1962	Bring discount store concept to suburban malls

Also available on a Transparency Acetate

See Learning Goal 1: Explain the concept of marketing channels and the value of marketing intermediaries.

They All Started in 1962

This slide identifies when each of these retailers was started and the strategic objective that motivated their openings.
Share with the class some interesting facts about Wal-Mart:

Operates more than 6,600 stores in 15 countries.
Employs more than 1.8 million associates worldwide including 1.3 million in the United States.
The number one retailer with over $312.4 billion in sales in fiscal 2006 with profits of over $11.2 billion.
Over 176 million people visit Wal-Mart on a weekly basis

Target Stores is a growth company focused exclusively on general merchandise retailing. Target has successfully positioned the company as a high value retailer with the following interesting notes to share with the students:

Target’s 2005 revenues exceeded $52.6 billion, profits were $2.4 billion.
Target operates over 1,444 stores in 47 states.
A typical Target store is approximately 126,000 square feet in size.
Target employs over 338,000 individuals.

Kmart Corporation was also founded in Garden City, MI in 1962. It is a mass merchandising company that services the U.S., Puerto Rico, and the Virgin Islands. Share with the class Kmart Store Facts:

There are 1,479 Kmart and Kmart Super Center retail outlets in 49 states.
There are approximately 133,000 Kmart Associates.
The average Big Kmart is approximately 84,000-120,000 sq. ft. in size.
The average Kmart carries nearly 100,000 stock-keeping units (SKUs).
Kmart successfully emerged from bankruptcy in 2003.
In 2004 November, Kmart Holding Corporation and Sears, Roebuck and Co. agree to merge. The new retail company named Sears Holdings Corporation will be headquartered in Hoffman Estates, IL.

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AS dan Internasional WalMart Store 2006

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US Retail Units

Wal-Mart International

Also available on a Transparency Acetate

See Learning Goal 1: Explain the concept of marketing channels and the value of marketing intermediaries.

U.S. and International Wal-Mart Stores 2006

This slide presents the world’s number 1 retailer’s US stores by category and International stores by country.
In July 2006, Wal-Mart had a total of 6,601 retail units worldwide.
US retail units comprised 3,900 including: 1,156 Wal-Mart stores, 2,074 Supercenters, 566 Sam’s Clubs, and 104 Neighborhood Markets.
International retail units comprised 2,701 with Mexico 807 retail units, Japan 394 units, United Kingdom 322 units, Brazil 293 units, and Canada 278 units.
Total employees 1.8 million worldwide: 1.3 million in US and 500,000 internationally.
Wal-Mart opened its first international unit in 1991 in Mexico City.

Source: Wal-MartFacts.com, 2006.

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Utilitas

Dalam ilmu ekonomi adalah kemampuan memuaskan keinginan, atau nilai yang ditambahkan pada orgabisasi pada barang atau jasa pada saat produk dibuat menjadi lebih berguna atau lebih mudah diakses konsumen dibanding sebelumnya.

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Utilitas Yang Diciptakan Perantara

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Bentuk

Waktu

Tempat

Kepemilikan

Informasi

Layanan

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Utilitas Yang Diciptakan Perantara

Utilitas bentuk diberikan terutama oleh produsen dibandingkan dengan perantara yaitu mengambil bahan-bahan mentah dan mengubah bentuknya.
Utilitas waktu ditambahkan pada produk dengan cara membuat produk-produk tersebut tersedia saat dibutuhkan.
Utilitas tempat yaitu dengan menambahkan nilai pada produk dengan cara menaruh barang ditempat oaring-orang menginginkannya.
Utilitas kepemilikan yaitu melakukan apa pun yang perlu untuk memindahkan kepemilikan dari satu pihak ke pihak lain, termasuk memberikan kredit pengantaran, pemasangan, jaminan, dan layanan lanjutan.
Utilitas informasi dengan menambahkan nilai pada produk dengan cara membuka arus infomasi dua arah antarpeserta pemasaran.
Utilitas layanan dengan menambahkan nilai dengan cara menyediakan layanan yang cepat dan ramah selama dan setelah penjualan dan dengan cara mengajarkan pelanggan bagaimana cara terbaik menggunakan produk dengan berlalunya waktu.

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�Perantara grosir�

Adalah perantara pemasaran yang menjual pada organisasi-organisasi dan individu-individu, tetapi tidak pada konsumen akhir. Organisasi-organisasi perantara yang membantu dalam pergerakan barang dari produsen ke konsumen.

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Perantara Grosir

Pedagang Grosir
Layanan Penuh
Fungsi Terbatas
Rack Jobbers
Bayar dan Bawa
Drop Shippers

Agen dan Calo

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�Perantara Pemasaran�

Adalah organisasi-organisasi yang membantu memindahkan barang dan jasa dari produsen ke pengguna bisnis dan pengguna akhir, misalnya pengangkutan, penyimpanan, penjualan, periklanan, dan membangun relasi (dengan lebih cepat dan lebih mudah dibandingkan kebanyakan produsen).

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Strategi Distribusi Ritel

Intensife

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Selektif

Exclusive

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Identifikasi Ritel Di Daerah Anda

Supermarket
Convenience Store
Discount Store
Department Store
Category Killer

Specialty Store
Factory Outlet
Superstores
Catalog Showroom
Warehouse club

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Also available on a Transparency Acetate

See Learning Goal 4: Explain the distribution strategies retailers use.

See text pages: 412

Identify a Retailer in Your Area

This slide illustrates the different types of retail stores competing for consumer dollars.
Share with the class some interesting facts about the categories listed on this slide:

The first supermarket to open in the US was King Kullen Grocery Company in New York in 1930 (Source: fmi.org)
The top five supermarkets in the U.S. are: Wal-Mart, Kroger, Albertson’s, Safeway, and Costco. Note: Wal-Mart and Costco are supercenters now competing in the grocery industry (Source: 2005 Grocery Sales, fmi.org).
Quik trip and 7-Eleven represent the largest convenience stores.
Wal-Mart, with over $312 billion in sales, is the largest discount store in the world.
In the category killer segment, Home Depot, the world’s largest had 2005 sales of $81.5 billion; while Lowes, the 2nd largest had sales of $43.2 billion in fiscal 2005.
Top five Specialty retailers in the US in 2004 were Best Buy, Gap, Staples, Office Depot, and Toys R Us (Source: Stores, 2004). Specialty stores carry women’s wear, men’s fashions, jewelry, electronics, and cellular phones.
Factory outlets represent one of the fastest growing segment of retail.
Catalog showrooms have experienced significant growth from 1998-2003. Sales have increased 9.24%, while employment has risen 3.7%. Sales revenues were expected to exceed $147.2 billion by 2005.

The Department store segment has experienced troubled times since the advent of so many different retail segments. The discount store segment has placed significant pressure on department stores like Federated and May Company. Share with the class some interesting facts about department stores:

Department stores are located in either strip centers (95%), or enclosed malls.
In 2005, there were 48,695 shopping centers as compared to a little over 10,000 in 1970.
In 2005, total leasable retail area of US Shopping Centers was over 6 billion square feet as compared to about 1.5 billion square feet in 1970.
In 2004, the shopping center-inclined sales were $2.12 trillion dollars.
In 2005, close to 13 million people were employed related to shopping centers.
In 2005, shopping centers generated over $114 billion in State sales tax revenues.
1n 2005, approximately 190.8 million adults were shopping in these centers monthly.

(Source: icsc.org)

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Mall Terbesar Di AS

The Mall Of America di Bloomington, Minnesota

Cukup besar untuk menampung 32,747
Empat toko Gap
Akuarium
Taman hiburan ukuran besar
Lebih dari 40 juta pengunjung per tahun (lebih dari Disney World, Graceland dan Grand Canyon gabungan)

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Roda Perputaran Ritel

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Passage

Of Time

2. Retail Outlet

1. Retail Outlet Starts

3. Retail Outlet

4. New Outlet Enters

Adds Service
Raises Prices
Better Location

Low Price
Limited Service
Out-of-way Location

Higher Prices
Higher Status

Low Price
Limited Service

Also available on a Transparency Acetate

See Learning Goal 4: Explain the distribution strategies retailers use.

The Wheel of Retailing

This slide illustrates the concept of the wheel of retailing.
It helps to go through the information stage-by-stage of the life cycle and point out to students how retailing, like all products, goes through a specific life span.
Discuss with the students the changes Wal-Mart has experienced. Opened in 1962 as a small general merchandise store in a rural America, Wal-Mart has grown to be the largest retailer in the world. As recently as 1998, the company began opening Sam’s Neighborhood Stores in locations they previous abandoned. These neighborhood stores are approximately 42,000-52,000 square feet in size, and compete with grocery stores by offering 28,000 items including banking and pharmacies.

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Distribusi Tanpa Toko (Non Store)

Ritel elektronik
Telemarketing
Mesin penjual, kios, kereta
Penjualan langsung
Pemasaran multilevel
Pemasaran langsung

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Situs Belanja Online Terpopuler

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By Millions of Visitors in October 2005

Also available on a Transparency Acetate

See Learning Goal 5: Explain the various kinds of nonstore retailing.

Top Internet Shopping Sites

This slide presents the top five online shopping sites in October 2005.
The students should be very familiar with and it should not come as a surprise at least the first two: eBay and Amazon. They very well may have been shopping online at these sites as well.
Ask the students – how many of them shop online and on which sites? Which is their favorite shopping sites? Why?
Share with the students the fact that Dell was number 10 in top online shopping site. Are they surprised as to Dell at 10 and Apple at number 5? (One reason can be attributed to the popularity of Apple ipods.)
The following were number 6-10 online shopping sites: Shopzilla, Overstock, American Greetings, Yahoo, and Dell.

(Source: Investors Business Daily, November 23, 2005)

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Perbandingan Situs Belanja Terpopuler

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By Millions of Visitors in October, 2005

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Cara Meningkatkan Penjualan Pada eBay

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Cara Meningkatkan Penjualan Pada eBay

Menerima beberapa pilihan pembayaran
Mengambil gambar yang bagus
Tulis rincian deskripsi menarik
Bekerja untuk mempertahankan rating eBay anda
Menyediakan layanan pelanggan yang baik
Buka toko eBay
Biarkan mereka “Buy it Now”
Pilih beberapa kategori daftar dan upgrade fitur
Coba lelang beberapa waktu
Menawarkan jaminan kepuasan, jaminan, atau kembali

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Mengapa Orang Tidak Berbelanja Online

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Also available on a Transparency Acetate

See Learning Goal 5: Explain the various kinds of nonstore retailing.

Why People Don’t Shop Online

This slide presents the top reasons as to why people don’t shop online.
Ask the students – do they have hesitations about shopping online? Why or why not?
In today’s age of identity theft and security issues, the number one reason (61% of respondents) was people did not want to give personal financial information on the Net.
About 55% of the respondents indicated that they actually want to be able to see things before buying them.
Ask the students – How many of them use the Internet for researching products/services and then buying them in a store? (About 26% of the respondents indicated that they preferred to do that.)

(Source: Forrester)

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Saluran Kerjasama

Distribusi Korporat
Distribusi Kontrak
Distribusi yang Diatur
Rantai Persediaan

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Rantai Persediaan

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Also available on a Transparency Acetate

See Learning Goal 6: Explain the various ways to build cooperation in channel systems.

See text pages: 417

The Supply Chain

Supply chain management is a key to effective distribution in the 21st century. This acetate illustrates to students how supply chains are structured and implemented in the market.
Everyday companies in the U.S. lose billions of dollars in unrealized savings due to poor channel management. Companies should carefully analyze the following areas of their supply chain to improve service and reduce costs:

Procurement
Demand forecasting
Planning and optimization
Transportation
Material handling - barcodes, radio-wave technology
Warehouse management

To improve chain efficiency and improve supply chain flow, CIO magazine recommends the following steps:

Know your costs
Serve your partners
Organize for flexibility
Create sharing cultures for information
Do not overestimate IT
Let IT configure for you

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Logistik

Distribusi fisik
Inbound
Penanganan Materi
Outbound
Terbalik
Information

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Transportasi dan Mode Penyimpanan

Jalur Kereta Api
Kendaraan Bermotor
Air
Saluran pipa
Udara
Intermodal
Pergudangan
Penyimpanan
Distribusi

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Mendistribusikan Produk Dengan Cepat Dan Efisien

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