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Channel Structure of SCMSenator Nur Bahagi@
Channel Structure
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Channel Structure of SCMSenator Nur Bahagi@
Supply Chain Management
The Management Of Upstream And
Downstream Relationship With
Supplier And Customers To Deliver
Superior Customer Value At Least
Cost
Linkage CoordinationChannel Relat ionshipStructure Management
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General Supply Chain Model
M
A
TE
R
I
A
LS
E
N
D
CU
N
S
U
M
E
R
S
Supplier
Network
PROC
DISTRI
BUTION
MANUFAC
TURING
Information, Product, Services, Financial, and Knowledge Flow
Capacity, Information, Core Competency, and Human Resources Constraints
Integrated
Enterprise
Distributive
Network
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Supply Chain
PT SMART Tbk
Struktur Proses bisnis Sistem Manajemen
Anggota
Dimensi
Keterkaitan
CRM
Demand Management
Order fulfillment
Operation
Inventory
Distribusi & Transport
Planning
Control
Work flow
Organization
Communication
SOP
System
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Integrated Supply Chain Model
Customer
Manufacturing
Distributor
Retailer
2nd Tier Supplier
1st Tier Supplier
2nd Tier Supplier 2nd Tier Supplier
1st Tier Supplier
Information & Financial Flow
Product & Information Flow
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Channel Structure
Structure Of Intra company
Organizational Units And Extra
company Agents And Dealers,
Wholesale And Retail, Through Which A
Commodity, Product, Or Services Is
Marketed
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Function
Mengatasi Kesenjangan Gap )
. Waktu Time)
. Tempat Place )
. Kepemilikan Ownership)
Perantara Intermediary)
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Intermediary
Any channel member other than the
manufacturer or end-user
Wholesale
Retail
Specialized
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Channel Structure of SCMSenator Nur Bahagi@
Function of Intermediary
1. Informasi
2. Promosi
3. Kontak
4. Penyesuaian
5. Negosiasi
6. Transaksi
.
Distribusi Fisik
. Dukungan Keuangan
. Resiko
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What is Happen?
A. Aliran Flow )
1. Flow of Goods
2. Flow of Information
3. Flow of Money
4. Transfer of Ownership
B. Konflik Conflict )
1. Horizontal
2. Vertical
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Channel Structure of SCMSenator Nur Bahagi@
Generic Distribution Channel
FARM
AND
RAW
MATERIAL
MANUFACTURER
CONSUMERS
WHOLESALERS
RETAILER
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Channel Structure of SCMSenator Nur Bahagi@
1. Direct Distribution
Tidak Ada Perantara, Barang Dikirim
Langsung Dari Produsen Ke Konsumen
2. Indirect Distribution
Barang Dikirim Dari Produsen Melalui
Perantara
Distribution Channel Based on
Delivery Method
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Channel Structure of SCMSenator Nur Bahagi@
Distribution Cannel For
Consumer Good
Manufacture
Manufacture
Manufacture
Wholesaler Retailer Consumer
Wholesaler
Retailer
Retailer Consumer
Consumer
Consumer
Jobber
Manufacture
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Channel Structure of SCMSenator Nur Bahagi@
1.Conventional
2. Vertical
3. Horizontal
4. Mix
Distribution Channel Based on
Organizational Arrangement
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Channel Structure of SCMSenator Nur Bahagi@
1. Conventional
Terdiri Atas Satu Atau Beberapa Perantara
Yang Bersifat Independen Dan Merupakan
Bisnis Tersendiri
Manufacture GROSIR Retailer Consumer
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2. Vertical Marketing System
Terdiri Atas Satu Atau Beberapa Perantara
Yang Bersifat Dependen Dan Merupakan
Bisnis Terpadu
ManufactureWholesaler
Retailer
Consumer
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Channel Structure of SCMSenator Nur Bahagi@
Type of VMS
VMS Corporation
Didasarkan Atas Kepemilikan
2. VMS Contract
Didasarkan Atas Kontrak/perjanjian
3. VMS Coordinative
Didasarkan Atas Kerjasama
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4. Mix
Bila Perusahaan Menggunakan Dua Atau Lebih
Sitem Saluran Distribusi Sesuai Dengan
Segmentasi Konsumennya
Consumer 1
Consumer 2
Consumer 3
Consumer 4
RetailerManufacturer
Distributor Agency
Arm ada Penjual
Katalog , Emaii l , Dsb
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C. Distribution Cannel Based on
Number of Participants
1. Intensive Distribution
Menyediakan Produk Disebanyak Mungkin
Outlet
2. Exclusive Distribution
Menyediakan Produk Hanya Pada Beberapa
Outlet Eksklusif
3. Selective Distribution
Menyediakan Produk Hanya Pada Beberapa
Outlet Selektif
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D. Distribution Channel Based on
Function
1. Primary Channel Participant
Berpartisipasi Dalam Kepemilikan Inventory Atau
Resiko Finansial
Manufacture
Wholesaler
Retailer
2. Specialized Channel Participant
Berpartisipasi Hanya Dalam Suatu Pelayanan
Tertentu Karena Fee
Functional Specialist: Transportation, Warehousing,etc
Support Specialist: Advertising, Insurance, Etc
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Primary Channel Participant
A Business That Is Willing To Participate
In The Inventory Ownership
Responsibility Or Other Significant
Aspects Of Financial Risk
Manufacturer
Wholesalers Merchant,agent)
Retailers
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Specialized Channel Participant
A Business That Participates In Channel
Relationships By Performing Essential
Services For Primary Participant Or A Fee
Functional Support
- Transportation - Financial
- Warehousing - Informational
- Assembly - Advertising
- Fulfillment - Insurance
- Sequencing - Advisory
- Merchandizing -Arranger
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Economics of Distribution
Foundation For Developing A
Successful Channel Arrangement
Specialization Assortment
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Specialization
The Ability to Superiority Perform
a Specific Function
Specialization Is Based On
Economics of Scale, Scope And
Expertise
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Assortment
Process Of Creating And
Positioning A Mix Of Products
Desired By Customer Through
1. Concentration
2. Customization
3. Dispersion
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1. Concentration
Collection of Large Quantities of A
Single Product Or Several Different
Products So That They Can Ultimate
Be Sold As A Group
Basic Principle Of Concentration Is
Referred To As Minimum Total
Transaction
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2. Customization
Process Of Sorting And Grouping Of
Product Into Unique Combinations To
Satisfy Specific Customers
Requirements
Capability Of A Firm To Achieve
Effective Customization Is The Heart
Of Developing A Supply Chain
Arrangement
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3. Dispersion
Shipping Unique Assortment To
Customer When And Where
Specified