Journal of Business and Management
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Crossing Through The Information Barrier
Full text linkIn the present times, the advance technology has made media become accessible for almost everyone and eventually the excessive information makes people barricade themselves, including from marketing messages. As one of the world leading advertising agencies, Dentsu Inc. developed Cross Communication approach to create marketing strategy based on AISAS model. Dentsu’s Cross Communication marketing approach is designed to reach in through customer barrier and enticing them out from the solitary. Using the scenario idea and contact points, Cross Communication strategy delivers the message to consumers more efficient than the conventional Integrated Marketing Communication.  Key Words: Marketing, Dentsu, The Dentsu Way, Cross Communication, StrategyÂ
Distribution System Analysis of PT AGRICON in Oil Palm Plantation Sector
Full text linkIndonesia is an agrarian nation, which means that agriculture is the main activity and job for the citizen in this nation, this fact making pesticide a common product to be used by the farmers. Agricon has been largely known as a producer of high quality pesticide products for food and horticulture crops, while the plantation market side has not been seriously handled. Currently Agricon is aiming new sector of market, palm oil plantations. In the past, mainly independent distributors handled the marketing and distribution of Agricon’s pesticide products in the plantation sector market. Agricon now wants to directly deal with plantation companies. This report will discuss about the distribution system of Agricon’s pesticide products in the plantation sector, analyzing its current system and finally making a conclusion about which is the best distribution system regarding the marketing in the oil palm plantation sector.By using direct selling and channeling strategy theory in conducting in depth interview to analyze the system. Therefore, PT. Agricon is suitable and should conduct direct selling and distribution to the big buyer but still utilize distributor as assistant and using distributor and wholesaler for medium and small buyer.Purpose:To Analyze PT. Agricon current distribution system and improving it by making the suitable distribution system.Design/methodology/approach:By analyzing current condition and distribution system of PT. Agricon as base of the research then analyzing the system suitability by using direct selling by manufacturing and channeling strategy theory. Conducting in depth interview to PT. Agricon executives as primary data and distributor and competitor as supporting data as comparison.Findings:The researcher discover that PT. Agricon is still in the state of preparing the employees; direct selling should be conducted to big buyer to avoid price war, PT. Agricon should still use distributor for assistance and in dealing with medium and small buyer because distributor can be a competitor also so they still must be used. PT. Agricon should improve their method in the agreement with distributor.Research limitations/implications:The research only to choose the best distribution system of PT. Agricon and only in the oil palm plantation sector.Practical implications:The outcome and output of this research is the suitable and probably the best distribution system of PT. Agricon in oil palm plantation sector.Originality/value:The analysis about oil palm plantation market condition and the best distribution system for local pesticide industry.Keywords-component; Pesticide, Oil Palm Plantation,CategoryDistribution Channel; Marketin
Inventory Management of Unrepeat Production: Case Study of Pot Meets Pop Denim
No full textPot Meets Pop (PMP) is a fashion company which specialist in jeans product. PMP is one the pioneer of jeans business in Indonesia. Now, PMP have more than 20 articles of product for the latest season. 70% of lineup product is a jeans product like bottoms and jackets. PMP vision is to be a business leader in Indonesia and South East Asia. To reach the goal, PMP have to increase overall performance such as production planning and marketing advertising. The methodology of this research use primary data which came from direct observation and secondary data which got from another source such as text book and internet. Direct observation already done in PMP office, story, and authorized store. All the research data would be gathered find the best solution for PMP problem. This research only use bottoms jeans product as an object to limiting the object research.Based on root causes analysis, there are four major problems; less market knowledge, advertising promotion, inventory recording, and forecast method. This study aims to solve the problem and find a solution for each problem.After processing data analysis has been done, the solution for every problem has found. The solution for 4 problems; software for inventory record, create advertising and promotion, all staff have to join the forum, and forecasting methods.After giving a solution to PMP, it needs to be implemented in PMP activity for forecasting and marketing. The solution will help PMP to improve overall performance of PMP.Keywords: Pot Meets Pop, Forecast, Fashion Industry, Business Process, Root Cause Analysis, Inventory Management
Measuring the Effectiveness of XL Axiata\u27s Twitter Account in Handling Customers Complaints
No full textConventionally, customer service is an office branch where customers can get solutions regarding the provider’ troubled services. XL Axiata established such customer service, named XL Center, in three places, namely in Jalan Martadinata, Cimahi, and Buah Batu. The company also operates customer services in two malls, in Dukomsel and in Bandung Electronic Center (BEC). The customers, however, have to spend efforts, costs and time to get services there. In addition to conventional customer service, XL Axiata utilizes a new social media tool to provide such services. The firm became the first telco that realize the importance of new media in servicing its users.  In February 2012, it opened a Twitter account which specialized for customer service, named @XLCare. Unlike other telcos that treat its Twitter account only as a promotional tool, XL Axiata account is functioned as customer service. Besides @XLCare, XL Axiata has @XL123 as its promotional instrument. Both accounts allow the firm to have two ways interaction to its customers. Therefore, customers can access solutions through its personal gadgets, such as laptops, tablet PCs or smartphones. Purpose: The study objective is measuring the effectiveness of @XLCare in Serving Complaining Customers. The Twitter account effectiveness has been measured with three identifications, namely: a. Reverberation of Customers’ Voices. b. Satisfaction of Complaining Customers. c. Brand Switching Activities.Design/methodology/approach: The methodology of research included research framework and sampling method. The research framework is Complaints-XL Axiata Customer Care Responses-Satisfactory Level-Brand Switching with detailed method of collecting complaint information, respondent’s interview and interview result. The sampling method use Topsy.com as the tools to decide the population and Slovin Theory as the tools to decide the sample.Findings: There are six parts of data presented in the research. First part presents about the topics of respondent complaint with XL signal problem as the most reason (38 %). Second part presents about the types of @XLCare responses with direct message as the most type of response (73 %). Third part presents about the final thoughts of respondent about @XLCare with most thought is satisfied (26 %). Fourth part presents about the brand switching activity of respondents with most respondents not switched (79. %). Fifth part presents about the reasons of not-switched respondents with keeping number as identity as the most reason (24 %). Sixth part presents about the reasons of switched respondents with bad signal quality as the most reason (57 %).In general, @XLCare effectively response the complaining customers based on three aspects. First, the reverberation of customer voice with most complaining customers shared the experience with @XLCare (63 %). Second, the complaining customer’s satisfaction with most of final response is promoting the brand of @XLCare or XL Axiata (26 %). Third, the brand switching activity that most of complaining customers not switched to another brand (79 %). The recommendation included four aspects of technical issues recommendation, non-technical issues recommendation, service recovery development recommendation, and further study recommendation.Key Words: Marketing, Twitter, Social Media, Augmented Product, Customer Service, After Sale Service, XL Axiata.Category: Marketing
Portfolio Strategy of Pangeran Group Using BCG Matrix
Full text linkThis research is made to develop one of Hospitality company group based on family business. The companies that will be discussed are companies that are domiciled in Sumatra such as PT Ustano, PT Istano Pangeran Permai, and PT Hotel Pangeran Pekanbaru. The owner of these three companies is still too involved in the operational activities of the company. The expansion and development of the companies was delayed for several years because the owners were focusedin taking care of the existing companies. In addition, these three companies are still run individually and still not centralized. Finally, the works become ineffective and the owners already realized about that. The owner of these three companies already felt that these companies need a holding or parent company so that the company will run effectively.Actually researcher was doing this research using formulation and implementation of strategic management theories. But, this paper only focuses on BCG Growth-Share Matrix and GE Business Screen to analyze the portfolio strategy of ‘Pangeran’ Group.Purpose:The purpose of this research is to identify the positions of ‘Pangeran’ Group’s subsidiaries to determine the strategies that will be implemented after. Design/methodology/approach:The theories that needed for this research are Portfolio Strategy. These theories mostly collected from Strategic Management and Business Policy Book by Wheelen and Hunger (2006). Researcher used multiple sources of evidence, which combining a lot of data to get valid results for the methodology. To collect the data, interviews, observation, and group discussion forum conducted to the owner as well as several corporate management teams. In addition, researcher also collected secondary data for comparison purpose.Findings:According to BCG Growth Share Matrix, all of Pangeran Group business occupies the Stars position in which Business Growth rate and Relative Competitive Position is high. But if viewed from Business Growth rate point of view, actually Pangeran Pekanbaru Hotel is placed in the critical position and situation, which nearly moved to Cash Cows quadrant.From the GE Business Screen, those three companies are still in the Winner position and placed in the top left corner that symbolizes the Industry Attractiveness and Business strength are still strong. From the portfolio analysis results of this analysis can be concluded that Pangeran Group are in a very good position.Research limitations/implications (if applicable):Things that will be examined are the issues that related with the effectiveness of those three companies. The Observation would be done with interviewing the owners of ‘Pangeran’ Hotels. The respondents that will be interviewed are already expert with the current situation of ‘Pangeran’ Hotels.Practical implications:The implication of this research is to know the profile of the business and to make the resource allocation.Originality/value:This paper consists of portfolio analysis, which is one of method to access a corporate strategy. This research will be useful for the development of the corporate.Keywords-component; Portfolio Strategy; BCG Growth-Share MatrixCategory: Corporate Strateg
Estimating Company Value of PT. Sarana Menara Nusantara Tbk
Full text linkThis paper examines valuation process of PT Sarana Menara Nusantara (SMN) Tbk, a company in tower telecommunication industry. SMN currently is the market leader of its sector, and on its high growth stage. The valuation was conducted using three different methods, which are asset-based valuation, market approach, and discounted cash flow with three different scenarios, which are most likely, pessimistic, and optimistic. The result of this research will be used as suggestion to the company’s management board to increase its value and maintain its growth. Furthermore, the fair stock value per share also calculated in this study, and will be compared to the current market value of the stock, because SMN is a public listed company. The result shows that the company value for 1 January 2012 ranged from Rp 8,568,330,000,000 – Rp 22,035,565,508,695 after calculated using those three methods, and the fair stock value per share were below the current market value.Purpose: This research focuses on valuating PT Sarana Menara Nusantara (SMN). Then this research will be continued to find recommendation about strategies and actions that can be implemented by the company to maximize its company value and increase shareholder’s wealth.Design/methodology/approach: Methods that used in this research were asset-based value, Price to Earning Ratio, and mainly Discounted Cash Flow, with using weighted average cost of capital as the discount rate. Quantitative data was used and it is taken from audited financial report of the company.Findings: The result shows that the company value for 1 January 2012 ranged from Rp 8,568,330,000,000 – Rp 22,035,565,508,695 after calculated using those three methods. The fair stock value per share were below the current market value. The high market price is caused by market perception, perceiving that the company is now on a high growth stage.Research limitations/implications (if applicable): This research was conducted by collecting and analyszing the financial report of PT Sarana Menara Nusantara (SMN) in the period of 2009-2011. The research focuses on valuing the firm and estimating the value of company stock per share.Originality/value: The paper valued a public listed company, and Valuation;Kewords: Corporate Finance; Discounted Cash Flow; WACC; P/E Ratio; Asset-based value, Projection; tower industry; public listed companyCategory: Finance
Financial Performance Assessment of PT Pelabuhan Indonesia II (Persero) in Comparison with other Port Companies Locally and Globally
Full text linkTwo-thirds of Indonesia is water. Thousands lined the island of Sabang to Merauke. As an archipelago, marine transportation plays an important role in the development of Indonesia. Supported by Indonesia\u27s strategic location as it is situated at the crossroads of world trade routes. Therefore it required sea transportation system that is reliable and efficient. This can be achieved if the management of the navy, both shipping companies and port operator operates properly and professionally.This study focuses on the performance of the port operator, PT Pelabuhan Indonesia II, which has its head office in Jakarta. PT Indonesia II port operational areas of the company covers 10 provinces and it has three subsidiaries, affiliate one, two business units and one joint operation.The performance that discussed in this study focused on financial performance, since only a company with good financial performance that can perform the operations well too.This final will discuss the performance of PT Pe4labuhan Indonesia II and will also be compared with other companies in the same industry both locally and globally. The author will use some framework. In the end, come to the conclusion and recommendation for PT Pelabuhan Indonesia II to achieve better performance.As a conclusion, PT Pelabuhan Indonesia II almost rivaling global competition a leader in several assessment framework, with an optimal capital structure when the WACC minimized at 53% of debt and 47% of equity while the maximum of firm value of IDR 8,620,465,240,669.Keywords: Archipelago, Port, Performance, Comparison, Financial statements analysis
Measuring the Effectiveness of Marketing Communication Using AISAS ARCAS Model (Case Study: Bagoes Bag by PT. Greeneration Indonesia)
No full textPurpose: The paper aims to measure the marketing communication performance and effectiveness for BaGoes in order to improve the promotion, product aspects that affecting the promotion, strehgthen or rebuild product image. Design/methodology/approach: This paper is based on AISAS ARCAS model framework for measuring marketing communication performance, by means it is also used to evaluate the promotion/ads and product aspect that affecting the promotion. Questionnaire, in depth interview and observations are used for research approach. Number sample of 206 respondents of BaGoes target market in Bandung was collected through convenience sampling. Factor analysis and multiple regression analysis were used to test the proposed model. Interview and obeservations functioned as crosscheck tools for quantitative analysis also constructing deeper research and finding. Findings: The result conveys that current marketing communications is not effective. Variable Attention and Interest are the important fundamental basis for the purchase action. In addition, variable Sustain also influence purchases, Research limitations/implication: BaGoes is the only product that used as an object of the research and only conducted in Bandung. For future research, it is suggested to use structural equation modeling (SEM) in assessing the interrelationship of the variable in the proposed model. Practical implication: In order to make the product sustainable, the directors should develop strategy and focus on consumer perception by improving variable Attention, Interest, and Sustain. Originality/value: This paper contributes in marketing communication effectiveness measurement using AISAS ARCAS Model. Keywords: Marketing Communication, AISAS ARCAS Model, Advertising, Promotion Category: Marketin