Nuo Producd Developwnt

I. custowwr-cotrd nuo pnvduct deuelopment

focuses on fndg nuw uays to Solvi custowmer probltMS & crRate wova Customer satisfipng

oxpeienes
3 . tam-bused Uw product dwzlopwewt
-an appoach to dewtlopmg_ neuo producks M uhuch vavous conwpauy dtpoakwats work
closely tugetner, ovrlappng the steps mprnduct devalopwent process to save tiw
McrLast tfectivmass
3 . systematic vau product dewelopmemt
profervad over haphaz2avd k eamparkmavtolinud deveaopmt, Movabidn can be messy
dfkicut to maaqe, espacially na turbulert tiwu

Product Liee Cyclu

.#yle- basic & distindtivs mode of axpvesson
V3. fad tmporary_ period of unusually uign sal&s driyan oy consumer evthusiasm k Tmmedicds
productbrand
V3- fasion - cunrotly aueptrd/ popular style M givem felcd

ADAKAH AIR DARI TELAGA YANG JERNIH MENGALIR AIR YANG KERUH
SCCOP akalt d.ait mulut orang baik balk ketu.ir perkatnan yang
ka
 Chapter ID hicivg Strategies
L Custamer valur- baed pnana
rater thon on the sellers coxt
Settma pha based on buyers perceptions of value
cot-baced pnoing
Setivg pmce laged om coxt for producing, distwiloutiny a seltg
e product plus far rote of veturn for ettt
A risk

3. cot -plus priang

Con loe lanoLon as wmark-up picinq, adding standard martp
t0 the coxt te product
4. bvenk-eNeV picng-9etthum prica to brzok even on costs of makg k marketivg a product /stting
target vetum
pria to make a

5. Cowpettion- bastd pioa

setting pias bsedon ompetitor's strottgies, pras , costs k martrt kenngs
6. tavact costna

pricing tnt starts ideal gelvg pria tn taroyés costs tnat evsura pna is mtt
atin on

7. denmand curve - curve that shDUE HAwber nits t martet ill buy qivn tiwe
8.price elosticrt-weasure of SuMgAVtY & dewnond to clhanaes 7 pia

OapterIl: Pha cousiderations

.worket-samnig pvic+vg (pne skammivo)
Setng hignprica fbr nuoproduct to stam macimum revemues layer ky layger from segmts i i n g *o

Pouy uign prica, company males tuer but mor prfitalle gales
.woricet-pwetrati on pig
Settang touo pit fr u podut to ottaet large muwber o buuers & lage martet share

3. Custzower-Stgumvt piara-iwolves ditervt pes of ussoers pauna dtrat pnas

t.product-orpimg - mvolves dftrevt pices for dikferat vwrsibvs sawa product
5. 1ocotaovn-bostd prcma - inwotuEs dierovt picas tor drnt 1ocatiovs
6. FOb-orign p i a

eograplicol phcig sottay m aidh goods art plaas frat on board a carvier, customer paus teigt
frown foctoru tw destnation
7.wform- dalivzed piamg
qegrpkical phcna snategy m oich cowpavny chanes sa pia plus Auet to all austowers
ragardless of location
&-zove pncg
Cowpany ets up 9/wMDVA ZoVeS & all custowners wutinn a zone pay Soma price. More distat He zone,
iglner the price
. base-ponvt pinma
Sener
désignates soau citty os a bast ponvt * charaes all cuatowmers treiat cost fmM A* cty to CAtDWAEr
D.froiount-absorption prcino
trkaay in uidh sealter oesorbs all part frtiot charges to get dacirtd busine&s
 TARIKH
O

pyice fana - tallEing to coampetitors to 9et pvicas

18-
predotony pricina sallimg budoo costs to puvisu coetAtor
-

13pvica diccviuination
SAnng strotqy tut cuavges cuetomers dikerevt pia-fr sue produet ased on sellr
14. retail pid waivtemana
weasAYes token y wauafaeturers/distnutos to covntol rasala pi@s of poducts_clhamed by
rsles
decptive picing
voluas seller Stotia pes/samgs t t wislead covamers a oYL not ocolly ayl olde

Chapter 2 Marketrnq chamel (part1)

vale deivey etoork
CoApOSed of owpany suppliers. distilators a utimattly cuetountrs, umo parte
each ottar +o wpvve perfowawa of ontire sustem TM delivmmq castomer valua
wortctna channe distibutiov canued)
S t o ivterdepundeunt
orqawi satiovs t t nelp waate product (servie auailalue dr uce covswpta
by conguMr hSIMess user
3. direct martetiva Cnamel - dhamel 4t has nD Vtewediom levos
4. Morizovtzal marketMg suystem-dhonds covntauing 1/move Tturmidian vels
. Convatovol distwiortion chanal
COsisting of 1MOvd vdepeundevt pvoducars, nolesalors,A rstamers,each 1s sepaote luvivass
seean o maximise ts on profits, won ot openses profits of' sustem as a whole
6. VAtical maruting sstum (Vws)
-

ditortion chonel u wch producer, olLsalors & Yetners act as a unifitd sustem
7. muti-chgvnel distwiluathon sustuwm
STgle fm sets up a movs wartetivq chomnels to vaocda 1/ waova custower 82qmete, ous
e n cowpaunA sets up aytaple markting chavmals to vedn wultipl ovstoner semonts
Most bevshcial w cowplex warkeete. bvnt also bnas additional riss
.disvtenwediotion
-

Cutta ount of waycetivg channel Tvterwtdiavies by product servicR prodhacs / displacemewt

tmditi onal raeers bg radical u o tyees dwterwaedhaves
4vtevsivg distvilavtion - stockang pvoduet Tu as M a outlets as possilda

D. xclusiva distvilovtiovn
gia twited umloer of dealers xcluSive rigt to distribute cawpany's products TM thear
tIDUR D1PERKALANG, BERJALANDIPERTONGKAT
CALörius a )alkanant dai fi1l
 IARIR

l.gelectve distrilbrtiovn Prducts.

woles at of wove tnoni,uteur tnan all, ivhermediaias ohD ave wihg +0 ca upaSN

Chapter 12: Mareting Channel wanoqewevt Lonjsthcs (art 2)

warkeana logisbcs
plovving nmplwewrtna * covtoling usical flota of motials fal goods ralotadnfo
om ponts f oriqns to ponvts of uansuwptiom to mMaet auskomer's vagwranwets at o proft

nbound distibrtiov distiwdon Lathim cnannel

3Outbond distibuttiovn- distwilovtlon fom companu to ustomer
4 VwErse loqtetles distviurtibn mog vetumed products
5 itenodal transpototion colning a/wove wodes ef tovnsportotion fr distrilbvtiovn
6 Spplu chaiM manooemut
Manaamg wpstxaaw k doattraawM voalua-odded Aows d watenals, fmal qood k ralottd nto
OuD Suppliurs,company vaselles k mal consUMAerss
T oroS-Auwnctioval teawvoore-anlivtegyotud k narmoned suystem
8. third-pay loqjistkcs (3PL) provder
- depwdevt (oqietics povidar t t pertorme anylal Anetionc vaquivtd to aet eliwt's prdauct to
Morkt, oftn do tus ot looer uost & MDva eRiciutly, vidn companycan founs on wve busivess

Chapter l13: Petalimng

I.Yetailing - ndudes all aethvibtesavolved nngaing goocls /servics diricty to Anal onsAmris

personal won-busiess ue
LolesalMa
mludesall adties Mvolved m sellma qpodls * servcus to tuose louug tor vsale (business sR
3. 9-Sorvice rekanlers-serve custowers vsdko re LliMg to pertorm part f sericu
4tiwtsd-Qervie retomus -providi Some assistana rn senvia proess
5FAll-Senict retailurs -aslst customers Tm wem step of buurwa proas
6. chann stores

LOve ovtlets tut av vommonly oaned * covtmslled. t e gini allovos for buma m larg
quavtties ot lower pria
T. franclice

Covtractual ossociatiDu betudeenM manutfacturer, aolesalar| servia orgavnisttn k ndepemdet

busMas ppl, Lholuy vigt toom xopexote /wore uwitsru frandAse suystuw
ADAKAH AIR DARI TELAGA YANG JERNIH MENGALIR AIR YANG KERUH
OP hat ut ba i k relu peia'ann yano ke n
 -3A

Cnaptur 14 omolesalima
. atoleS AMg

hcludes all activities tuvolugd

salima qovds & servias
nm to those buym tr rsale| busivss ua
all-servie uolesalers- povide full set o services
3.
Iimitecd-service duoltsalers oRer less serices to their oustomers
-

4. industvnal distvilbutors sell pvoduets to

wmantfaeturers
5.Casn-&-Camy luolesales - oary lited (Me of faet m o a qours

6.dop stuqPPers
w r camg stock, t ccleet wanufdetures Lsno sAn poduet upo xder
T.sating agets - hav covtracual auethovity to sell manufacturtr's ewtire ovtput

8.purdivasiMg cgeunts oten nave og-tum reltiovslips Lta buuers wakepurdrases tr tnem

Ovapter 15: AduertisnMg & PR

.tveforwotive odvertisin- oftm used uen utnduAna nu poduct
perAasive advertisma -wovE uSed wen copetimn is mcreasnna
8 TEwnder
oduertiervg-rzilevetfor watuva produeks & is wed to waantaäin aushwmer tlatiandps
MSaae stmtegy-qweral wessage tnt Lal be covmunicated to sovses
5. odvetismg appeals-3 dharactuwdics. shoud bemaaviwoful,believolle, distivnctive
6- xearion stule -ave difrt stiyles, appracn style tone, oords, fbrw*
T.catA Coapt-tomgeha "ba iden 4t bng aduertiag sa shateytoe disivehe k

)coewnurty- schedulnng ods evevly wttin givn perioc

4:pulGng- sdhedulig ads uneunly ovrgvM peviod
0.public velotio1s
bildy qpod ralatos uHtA compavnýs vanous prudblics by cbtmng avouralbie puibity bema
-

p goo conpovate nwae & eodg o wftvouralde rumors, stovias, 3 oves

nopttr 1G: Pusonal Setlmg

. pursoval sellnq FtAnshabs
personal rztvtatios oy Ami's satesfdrte for purpose of wataa sales umay axmuer
teritovial sal es force structuue
acsiqns tadh salesperson to an oxcusive goqrapuuc tmitoy m ulch trt salespersom sells
COpay's Aall lie

3. poduct sales rte Stvucture

SalespersoMS Specialie 1M Sellnvng ouly a portTovn of tapany's pducts/ ues
 TARIC

4. Cstomer/wwwtet seales fore structure

salespersons specaalize m setlimgoMty to certaTm ustowmers Tmdustris

5. DUntsidie salts rct salespeople mo travzl to call on austomers M

-

Azld
6. TMside ales force
buyrs
Salespopla so conduet buciuess fArovm tnor uRces via telpuoue,Tmtermet/vsit forw pospective n
T.gales quota
trandars Ht state amot a
gclespers.on shd sell &uoLs 9ales suould ve diided amouq uompanus
Poducts
.2al eg promotion- suorttenm TCewTtves to ncowage purchase |sal f prvduct Servia
N t warketng
ceoAng brand - maretig wewmt serving as a sole/particpatng spovnsor ut womts cVRated
by
oters. Conciderad frstest qroulva ara Momoton ting w t
spoviSorslp to oromd
volue propositiovM