KEBIJAKAN UMUM DISTRIBUSI OPPLE LIGHITNG

BAB I TUJUAN PENERAPAN KEBIJAKAN DAN CAKUPAN AREA

BAB II STRUKTUR DAN ANGGOTA CHANNEL
BAB III KLASIFIKASI DISTRIBUTOR
BAB IV ATURAN REGISTRASI DAN PENGUNDURAN DIRI DISTRIBUTOR
BAB V MEKANISME IDENTIFKASI DISTRIBUTOR
BAB VI SERAH TERIMA TERITORI
BAB VII MANAJEMEN JARINGAN OUTLET
BAB VIII RABAT PEMBELIAN DISTRIBUTOR
BAB IX DUKUNGAN SALES REPRESENTATIF
BAB X PENGIRIMAN BARANG
BAB XI AUDIT
BAB III KLASIFIKASI DISTRIBUTOR
Klasifikasi Distributor Standar Tingkatan
Classification of Distributor Standard of Levels
Penjualan > 12 Miliar/Tahun
A
Sales equal or more than 12 Bio/year
Penjualan >2 Miliar/tahun sampai < 12 Miliar/Tahun
B
Sales more than 2 Bio/year until below 12 Bio/year
Penjualan < 2 Miliar/tahun
C
Sales < 2 Bio/year
BAB IV ATURAN REGISTRASI DAN PENGUNDURAN DIRI DISTRIBUTOR
A. DOKUMEN REGISTRASI
No Dokumen Registrasi Baru New Ship Other Changes
Address
1 Foto Copy SIUP X
2 Foto Copy TDP X
3 Foto Copy of NPWP X X X
4 Foto Copy Surat keterangan Domisili X X X
5 Foto Copy KTP Pemilik / Direktur X
6 AKTA NOTARIS PERUSAHAAN X
7 BANK GARANSI X
8 Kontrak Distributor yang telah ditandatangani X
(DOKUMEN LAIN YANG DIPERLUKAN)*
9 X X X
BAB IV ATURAN REGISTRASI DAN PENGUNDURAN DIRI DISTRIBUTOR
B. PROSES REGISTRASI & PENGUNDURAN DIRI
Remark:

Peraturan Pengunduran Diri :

Rules of Resignation :
Jika Penilaian kuartal <60% maka akan di putus secara langsung.
If quarter performance is < 60% then will terminate directly.
 BAB V MEKANISME IDENTIFIKASI DISTRIBUTOR
A. PENILAIAN PERFORMA DISTRIBUTOR

DISTRIBUTOR Remark:
No Area Weight Score Action Plan KPI Measurement - Score: > 85%,
1 Sell In Achievement continue with Opple
Total Lighting Sell In 40% 40 Distributor Should Achieve Sell In Order to Importer for Target Per Quarterly, Semesterly and Yearly Sell In Target & Actual - Score: 75%>X< 85%,
Do Improvement
2 Sell In Achievement Product Focus: Plan
15%20-60W
DL Utility, New HPB, Floodlight EQ & Streetlight 15 Distributor Should Achieve Sell In Order to Distributor for focus product for Target Per Quarterly Sell In Target & Actual - Score: 60%>X< 75%,
Do Improvement
3 Key Outlet Sell Through
Plan and Potential to
Class A/B/C 15% 15 Distributor Should Achieve Sell Through Order to Key Outlet Class A/B/C for Target Per Quarterly, Semesterly and Yearly Sell In Target & Actual cut the area
4 Exclusive Salesman 10% 10 Distributor have dedicate sales exclusive for Opple Brand 1 Person - Score: < 60% not
5 Stock Aging (Ledbulb & Focus Product) 10% 10 Distributor Should have at least minimum 2 months stock aging per category product and total stock Stock Report and Average Actual Sell Through extend the contract
agreement
6 On Time Report
Sales Distributor give report of updated Sell Throught to Opple in every Monday Weekly or 4 times per month
Stock 10% 10 Distributor give report of updated Inventory on the end of month to Opple Monthly or 1 time per month
Promotion Distributor should finalize all marketing claim and send to Opple by the latest one week after closing Promotion Period one marketing program claim in every Quarter
Conclusion:
Score: > 85%, continue with Opple
Score: 75%>X< 85%, Do Improvement Plan
TOTAL 100% 100 Total Score Per Quarter, Semester & Yearly
Score: 60%>X< 75%, Do Improvement Plan and Potential to cut the area
Score: < 60% not extend the contract agreement
BAB V MEKANISME IDENTIFIKASI DISTRIBUTOR
B. PENGURANGAN POIN PERFORMA DISTRIBUTOR
BAB V MEKANISME IDENTIFIKASI DISTRIBUTOR
C. APLIKASI POIN PERFORMA DISTRIBUTOR
Skor Processing method Keterangan Saran dan aksi
Melanjutkan kerjasama
dan bisa menjadi
Melanjutkan kerjasama dengan OPPLE
Diatas 85 Tetap Beroperasi kandidat untuk
pada wilayah yang sama
menambah wilayah
lain
Berikan rencana
perbaikan dan
Membuat rencana peningkatan untuk tindakan dalam 2
kuartal berikutnya, jika setelah kuartal bulan, jika memenuhi
Menyerahkan laporan
75-85 berikutnya performa >85 dapat syarat dan dapat
rencana aksi perbaikan
dilanjutkan, kalau tidak wilayah itu akan dilanjutkan apabila
dipotong atau digabungkan tidak memenuhi syarat
akan dilakukan
pemotongan wilayah
Periksa kapasitas
Kuartal berikutnya akan memotong
distributor dan buat
60-74 Pemotongan Wilayah wilayah sebelumnya dan mengatur ulang
wilayahnya baru dgn
wilayah baru
Distributor Baru
<60 Pengakhiran Kerjasama Temukan kandidat distributor baru
QUARTERLY ASSESSMENT
Importer Distributor Key Outlet
No Area
Weight Score Weight Score Weight Score
Remark:
1 Sales Achievement: - Score: > 85%, continue with Opple
FOB 25 - Score: 75%>X< 85%, Do Improvement
50% Plan
SELL IN 25 40% 40 40% 40
- Score: 60%>X< 75%, Do Improvement
2 Key Outlet Sell Through (Class ABC) 15% 15 Plan and Potential to cut the area
3 Product Driven: - Score: < 60% not extend the contract
LED Bulb & Others (Exc CFLi) 20% 20 agreement

4 Focus Product (Excl CFLi)

DL Utility, New HPB, Floodlight EQ &Streetlight 20-60W 15% 15 20% 20
5 Product Display 10% 10
6 Down Price 10% 10
7 Exclusive Salesman 10% 10
8 Stock Aging 20% 20 10% 10
9 AR Overdue 10% 10
10 Exclusivity:
Salesman 10% 5
Admin 5
11 On Time Report:
Sales
Stock 10% 10 10% 10
Promotion
TOTAL 100% 100 100% 100 100% 100
BAB VI SERAH TERIMA TERITORI
A. PRODUK
BAB VI SERAH TERIMA TERITORI
A. PRODUK (continue)
BAB VI SERAH TERIMA TERITORI
B. IKLAN
BAB VI SERAH TERIMA TERITORI
B. POSM MATERIAL
BAB VI SERAH TERIMA TERITORI
C. RABAT DAN PEMBAYARAN
BAB VII MANAJEMEN JARINGAN OUTLET
A. KATEGORI KELAS TOKO
Nomor Kelas Outlet Keterangan

1 A Outlet Top di pasar yang mencapai tingkat pembelian produk (sell in)
Rp 1 Miliar / Tahun
2 B Outlet Top di pasar yang mencapai tingkat pembelian produk (sell in)
Rp 500 Juta / Tahun
3 C Outlet Top di pasar yang mencapai tingkat pembelian produk (sell in)
Rp 200 Juta / Tahun

B. KATEGORI PRODUK
BAB VIII RABAT PEMBELIAN DISTRIBUTOR

Remark:
• Untuk mendapatkan rabat, Distributor harus mencapai target 100% , target tidak termasuk PPN
Entry ticket for rebate is achieve target 100%, target exclude PPN
• Rabat diberikan apabila penjualan total lighting tercapai terlebih dahulu
Rebates are given when total lighting sales are achieved.
• Perhitungan rebate berdasarkan penjualan aktual tiap kategori produk
Calculation of rebates based on actual sales of each product category
BAB IX DUKUNGAN SALES REPRESENTATIF
A. Frekuensi Kunjungan ke TOP Outlet

B. Jumlah Dukungan Sales Representatif

Persyaratan:
Requirement
• Minimal Target Penjualan 200 Jt/Bln/Orang
Minimum 200 Mio/month/person
• Target minimal distributor 2 Milliar Pertahun
Minimum target sell through for distributor at least 3 Bio/Month
BAB X PENGIRIMAN BARANG
OUTLET DISTRIBUTOR IMPORTER OPPLE FACTORY AREA OBLIGATION
2 3
Other Key Outlet - Regular Order to Distributor
Importer
- Pay AR Overdue on Time to Distributor
- Pay the cost of transportation for urgent delivery

Distributor - Delivery Order to Key Outlet within 2 days

- Place regular PO to Importer on 1st and 3rd week in
every month
1 No 3 3
Input and cek Input and cek Input and cek
Production
- Pay AR Overdue On time to Importer
- Stock Aging 2 Months
stock stock stock
Order New Order Order (up to 45
at Sales Order (Max 24 Hours) (Max 24 Hours)
Days)
Admin
(Max 24 Hours)
2 No
Yes
No
- Pay the cost of transportation for urgent delivery
- Update Report of stock and sales to Opple and
3
Importer
Yes Yes
1 Ready Stock
Importer - Delivery Order to Distributor and Key Outlet (for
2
area don’t have distributor or with Distributor with
Delivery Delivery Issue) within 14 days
Ready Stock (max 30 days)

3
- Place Regular PO to Opple on Week 4 End of Month
from Previous Quarter
- Pay AR Overdue to Opple
- Stock aging 3 months
2 Remark:
1. Black : Regular Process - Pay the cost of transportation for urgent delivery
2 2. Blue : Distributor Alternative Solution
Ready Stock 3. Red : Importer Alternative Solution - Update Report of stock and sales to Opple and
3
Delivery Importer
(max 14 days)

Opple - Delivery Order to Importer within 30 days for ready

1;2; 3
stock and add 45 days if with production in factory
- Send update of current stock in factory and account
Order Fullfiled
Delivery
(max 2 days) statement to Importer

3
BAB XI AUDIT
A. Distributor
BAB XI AUDIT
A. Distributor
BAB XI AUDIT
B. Sales Exclusive
Daily Report
A. Daily Visit Report Outlet ABC

B. Report Update Acquire Outlet ABC

CLASS A CLASS B CLASS C
IMPORTER AREA DISTRIBUTOR PIC
TARGET ACTUAL GAP TARGET ACTUAL GAP TARGET ACTUAL GAP
BALIKPAPAN PT. JEFFRINDO EKAPUTRA 2 1 -1 0 3 3 0
SAMARINDA CV. SINAR ALAM ELEKTRIC 0 0 11 1 -10
BIG PONTIANAK PT. DECORINDO MITRAPRATAMA ECHY 0 0 11 -11
BANJARMASIN PT. SAHALUAN MAJU BERSAMA 0 0 9 1 -8
PALANGKARAYA PT. ANEKA MEKAR 0 0 2 -2
Weekly Report
A. Sell In
January February March Q1

AREA DISTRIBUTOR PIC Target Actual Ach% Target Actual Ach% Target Actual Ach% Target Actual Ach%

LAMPUNG PT. GLOBALINDO A. S 0% 0% 0% - - 0%

BANGKA BELITUNG VACANT 0% 0% 0% - - 0%
YOSEPH
TANGERANG 1 GLOBAL SUKSES INTERNUSA 0% 0% 0% 0%
TANGERANG 2 SINAR PERHARAPAN INDONESIA 0% 0% 0% 0%

B. Sell Thru
January

AREA DISTRIBUTOR PIC Target CLASS A CLASS B CLASS C OTHERS Actual Ach%

LAMPUNG PT. GLOBALINDO A. S - 0%

BANGKA BELITUNG VACANT - 0%
YOSEPH
TANGERANG 1 GLOBAL SUKSES INTERNUSA - 0%
TANGERANG 2 SINAR PERHARAPAN INDONESIA - 0%
TOTAL YOSEPH - - - - - - 0%

C. Number of Outlet ABC

CLASS A CLASS B CLASS C
IMPORTER AREA DISTRIBUTOR PIC
TARGET ACTUAL GAP TARGET ACTUAL GAP TARGET ACTUAL GAP
MCS LAMPUNG PT. GLOBALINDO A. S YOSEPH
0 0 5 (5) 8 (8)
MCS TANGERANG GLOBAL SUKSES INTERNUSA 1 (1) 2 (2) 1 (1)
MCS JATABEK PT. ANEKA PERKASA ELEKTRINDO
ARIEF 7 1 (6) 13 2 (11) 61 3 (58)
MCS SERANG PT. SUMBER PANGAN SEJAHTERA
YOSEPH 0 0 3 (3) 3 (3)
MCS BANDUNG PT. PANJUNAN 1 1 0 3 0 (3) 7 4 (3)
MCS BOGOR PT. PANJUNAN 0 0 0 2 2 0 8 6 (2)
MCS CIKAMPEK PT. PANJUNAN 0 0 1 (1) 4 (4)
MCS SUKABUMI PT. PANJUNAN WILSON 0 0 0 0 5 (5)
MCS CIANJUR PT. PANJUNAN 0 0 0 0 2 (2)
MCS TASIKMALAYA PT. PANJUNAN 0 0 0 0 5 (5)
MCS CIREBON PT. PANJUNAN 0 0 2 (2) 1 (1)