Channel Addition Analysis
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Transcript of Channel Addition Analysis
![Page 1: Channel Addition Analysis](https://reader036.fdocuments.net/reader036/viewer/2022080903/55b9d1f4bb61eb1f258b45d5/html5/thumbnails/1.jpg)
MPM – Prabumulih Borders
3,5 %
Dealer Prabumulih Class Avg Sales Sales Cont Locality
Sani Motor Dead Wood 36 10% 50%
PT Nusantara Surya Sakti - Prabumulih Star 174 50% 56%
Astra Motor Prabumulih Prospective 97 28% 59%
PT Daya Anugrah Mandiri - Prabumulih Prospective 42 12% 62%Dealer Muara Enim Class Avg Sales Sales Cont Locality
PT Gratia Plena Mas Motor - Muara Enim Star 203 25% 80%CV Anugerah Kencana Motor - Muara Enim Star 304 37% 71%CV Lestari Motorindo - Muara Enim Star 219 27% 82%
Astra Motor Muara Enim Prospective 85 11% 83%
1/101/12
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0
200
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600
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1,000
1,200
0KSYH
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0500
10001500200025003000350040004500
0KSYH
Insight:-Over 35% Prabumulih sales spilled to ME because its geographical condition, equal to covers 13% of ME Sales (135 unit/ month)- Otherwise, ME sales to Prabumulih just only 4%, equal to covers 13% of Prabumulih Sales (35 unit/ month)- Addition of Dealer in Prabumulih border is needed to reduce violation from ME & Accelerate to win M/S- PBM Market -19% from 2011, H -23% - ME Market -31% from 2011, H -13%
Total Market - Prabumulih Total Market – Muara Enim
36%57%
2% 1% 3%
Market Share Prabumulih H
YSK0 45%50%
2% 1% 2%
Market Share Muara Enim H
YSK0
Honda YamahaD Prod POS D Prod POS4 63 4 100 1
Honda YamahaD Prod POS D Prod POS4 232 9 4 256 4
Prabumulih 2012
Total Market 8.202
Target MS 47,0%
H - Sales 3.855
H - Sales/Mo. 321
Violated (%) 26%
Local - Exploitable 238
Productivity 88
Locality (%) 57,0%
Net Productivity 50
# Dealer 4
Dealer - Local S/ Mo. 201
Productivity Gap -37
Sales Impr. / D -9
Dealer Addition (Prod) -0,74
Dealer Addition (100) -0,37
Muara Enim 2012
Total Market 24.563
Target MS 47,0%
H - Sales 11.545
H - Sales/Mo. 962
Violated (%) 39%
Local - Exploitable 587
Productivity 202
Locality (%) 79%
Net Productivity 160
# Dealer 4
Dealer - Local S/ Mo. 638
Productivity Gap 51
Sales Impr. / D 13
Dealer Addition (Prod) 0,32
Dealer Addition (100) 0,51
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Insight:
- Prabumulih Barat Sub-District is 2nd largest Market in Prabumulih City (avg. 252 unit/month)- Proposed New Dealer location intended to covers also Muara Enim & Western Prabumulih Borders area (Rambang & Rambang Dangku Sub Districts) (avg. 209 unit/ month)
DAM Prabu
NSS Prabu
SO Prabu
Sani Motor
MPM New
7 KM
![Page 3: Channel Addition Analysis](https://reader036.fdocuments.net/reader036/viewer/2022080903/55b9d1f4bb61eb1f258b45d5/html5/thumbnails/3.jpg)
13 KM
Lestari Tj Enim
SO Muara Enim
GPM Muara Enim
AKM Muara Enim
46 KM
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MPM – Banyuasin Borders
38,7 %
Dealer Palembang Class Avg Sales Sales Cont LocalityAstra Motor Veteran Prospective 133 3% 85%Astra Motor Plaju Star 210 5% 77%Astra Motor KM. 9 Star 170 4% 80%Astra Motor Sako Prospective 125 3% 96%PT Prima Motor Abadi Star 142 3% 88%Bimasakti Dead Wood 65 1% 71%CV Jaya Honda Motor Dead Wood 115 3% 77%PT Gratia Plena Mas Motor - Palembang Star 603 14% 68%CV Anugerah Kencana Motor - Palembang Star 367 8% 36%PT Patria Anugrah Sentosa - Palembang Prospective 62 1% 78%PT Nusantara Surya Sakti - Palembang Star 218 5% 71%CV Lestari Motorindo - Palembang Star 429 10% 58%PT Tunas Dwipa Matra - Palembang Average 299 7% 17%PT Daya Anugrah Mandiri - Palembang Prospective 143 3% 72%PT Dinamik Putra Perkasa - Palembang Prospective 111 3% 66%PT Bintang Mulia Jaya - Palembang Average 476 11% 35%PT Sumber Purnama Sakti - Palembang Star 186 4% 79%CV Cikande Motor Palembang - Palembang Average 186 4% 60%PT Wahanaartha Ritelindo - Palembang Prospective 132 3% 87%Astra Motor Basuki Rahmat Prospective 124 3% 89%PT Lumenindo Gilang Cahaya Prospective 33 1% 70%CV Mitra Angkasa Jaya Utama - Palembang NEW 69 2% 78%PT Prima Mustika Abadi - Palembang NEW 6 0% 100%
1/101/12
2/113/10
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01,0002,0003,0004,0005,0006,0007,0008,0009,000
10,000
0KSYH
Total Market - Palembang
43%50%
3% 1% 3%Market Share Palembang
HYSKO
Dealer Banyuasin Class Avg Sales Sales Cont Locality
PT Patria Anugrah Sentosa - Betung Dead Wood 58 21% 54%
PT Tunas Dwipa Matra - Pangkalan Balai Average 165 59% 61%
PT Daya Anugrah Mandiri - Betung Prospective 54 20% 64%
1/101/12
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3/124/11
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11/1012/11
0
500
1,000
1,500
2,000
2,500
3,000
0KSYH
Total Market - Banyuasin
44%51%
3% 1% 2%Market Share Banyuasin
HYSKO
Honda YamahaD Prod POS D Prod POS3 231 5 4 202 1
Honda YamahaD Prod POS D Prod POS23 119 0 22 146 0
Insight:-Banyuasin Share depends by Palembang Dealers (H & Y) because its geographical condition (Violated over 79%)- Banyuasin Market -3% from 2011, H growth 18%- Palembang Market growth9% from 2011, H also growth 18%- Dealer addition in PLB – Banyuasin Border is needed to reduce violation from PLB (avg over 65%) in Eastern Area
Palembang 2012Total Market 90.875Target MS 47,1%H - Sales 42.802H - Sales/Mo. 3567 Violated (%) 1%Local - Exploitable 3531 Productivity 193Locality (%) 60,7%Net Productivity 117# Dealer 23Dealer - Local S/ Mo. 2694 Productivity Gap -837Sales Impr. / D -36Dealer Addition (Prod) -7,14Dealer Addition (100) -8,37
Banyuasin 2012Total Market 21.678Target MS 48,2%H - Sales 10.449H - Sales/Mo. 871 Violated (%) 79%Local - Exploitable 183 Productivity 91Locality (%) 61,0%Net Productivity 56# Dealer 3Dealer - Local S/ Mo. 167 Productivity Gap -16Sales Impr. / D -5Dealer Addition (Prod) -0,29Dealer Addition (100) -0,16
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Insight:
-Talang Kelapa Sub- District is widest above the Grade B channel potency- Talang kelapa surround almost 60% of PLB Territory despite of Rambutan & Rantau bayur sub district- Dealer Located in Border area & intended to covers Banyuasin I, East Talang Kelapa, & PLB
TDM P. Balai
DAM Betung PAS Betung
32 KM
PLB
MPM New
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MUSI BANYUASIN8,9%