Looking ahead, the Indonesian source of growth will be much contributed by household consumption, investment and government spending. The Company whose role is distributing household consumption products can capture opportunity in the category. This is in line with the Company’s working theme in 2020 which is “Turning Challenges Into Opportunities”.
Challenges are something which must trigger the willpower to improve competencies because the effort to cope with the challenge needs an extra-ordinary skill. Ready to accept challenges means we must be ready to improve competencies.
With agility to grab opportunity and to improve competency, we can expect that the quantity and the quality of results achieved will be much better, and eventually will deliver added-value to the customers beyond their expectations. Hence, the Company can always actualize the spirit of Always Ahead, the tagline of the Company.
The Company has anticipated the change of this sales pattern which is now much relied on the rapid technology development.
There are several sales strategy which have been and will be implemented by the Company in anticipating the future challenges.
The Company has started implementing the concept of Omni- channel where the customers can use morethan one sales channel, i.e.: Physical Stores, e-Commerce, m-Commerce, soc- Commerce and others, for doing research, getting necessary information, purchasing, obtaining, returning and changing the products they need.
The Company has started entering a digitally based line of sales partnering with one of biggest e-Commerce provider in Indonesia. Apart from that, the Company has already been stepping up further in developing its own platform for digitally based sales operation. With several sales strategy which have been and to be implemented, the Company is quite optimistic
Pertumbuhan Pendapatan Penjualan Konsolidasian Perseroan di tahun 2020 diharapkan akan lebih tinggi daripada tahun 2019.
Hal ini didukung oleh kondisi ekonomi yang tetap kondusif dan kemampuan Perseroan dalam mengkonversi tantangan menjadi kesempatan melalui peningkatan kompetensi SDM yang dimiliki. Tingkat keuntungan Perseroan dalam bentuk Laba Bersih Konsolidasian dan Economic Profit juga akan meningkat sejalan dengan pertumbuhan Pendapatan Penjualan.
Kontribusi terhadap pertumbuhan dan peningkatan keuntungan Perseroan diharapkan akan datang dari seluruh Unit Usaha yang ada, dengan porsi dan variasi yang berbeda-beda di setiap Unit Usaha. Unit Usaha CP masih menjadi kontributor terbesar terhadap Pendapatan Penjualan Perseroan, sedangkan Unit Usaha S&D DP muncul menjadi kontributor terbesar kedua, disusul Unit Usaha SF dengan tingkat pertumbuhan paling tinggi, selanjutnya Unit Usaha BGI, dan akhirnya Unit Usaha MS.
Terkait dengan tema kerja, sasaran pertumbuhan, dan peningkatan keuntungan yang telah ditetapkan, Perseroan akan tetap menjalankan strategi yang mampu menyeimbangkan antara pertumbuhan pendapatan (growth strategy) dan peningkatan produktivitas (productivity improvement) sumber daya yang dimiliki, yaitu SDM, Dana, Aset, serta Informasi.
Strategi tahun 2020 akan difokuskan pada aspek-aspek berikut.
1. Pertumbuhan Pendapatan
Diharapkan bisa dicapai melalui akuisisi prinsipal baru, ekspansi ke bisnis e-commerce, perluasan network coverage dan kedalaman proses di General Trade Channel, penyediaan value-added service untuk prinsipal yang sudah ada dan prinsipal baru, perbaikan service level, serta aktivitas promosi yang lebih efektif.
2. Peningkatan Produktivitas
Fokusnya adalah peningkatan jumlah SDM yang memenuhi kualifikasi, mendorong munculnya perbaikan dan inovasi, memaksimalkan utilisasi aset berupa berupa luas gudang dan jumlah armada angkut, optimalisasi stok, mengurangi jumlah barang retur dan barang rusak, memaksimalkan utilisasi informasi, serta pengelolaan piutang yang lebih baik.
Pada tahun 2019, Perseroan mendapatkan 6 prinsipal baru, yaitu 4 prinsipal baru pada Unit Bisnis Consumer Product dan 2 prinsipal baru pada Unit Bisnis Smart Family, yang menjadi bukti tetap tingginya kepercayaan para pelaku bisnis terhadap kompetensi serta kinerja Perseroan.
Beberapa program unggulan di tahun 2020 telah dirancang untuk dijalankan oleh setiap proses yang ada di dalam Perseroan, dalam rangka melakukan eksekusi atas strategi tersebut. Program unggulan tersebut diuraikan sebagai berikut.
We can expect that the growth of Consolidated Sales Revenue of the Company in 2020 will be higher than 2019 growth. This can happen with the support of the conducive economic condition and the ability of the Company to convert the challenges into opportunities through the improvement of its HR competencies.
The profitability of the Company in form of Consolidated Net Profit and Economic Profit will also increase, in line with the increase of its Sales Revenue.
Contribution towards the revenue growth and profitability of the Company are expected to come from all existing business units which may vary in its proportion for each business unit.
CP Business Unit will remain the biggest contributor toward the Company’s Sales Revenue, while S&D DP Business Unit has emerged as the second biggest contributor, followed by SF Business Unit which growth rate is the highest, then BGI Business Unit, and lastly MS Business Unit.
In connection with the working theme along with the target set for the growth and the increase of the profit, the Company will consistently execute strategy which could harmoniously balance between Growth Strategy and Productivity Improvement of the Company’s resources, i.e.: Human Resource, Fund, Assets and Information.
The Company’s 2020 Strategy will have focus on the following aspects.
1. Revenue Growth
This can be achieved through acquisition of new principal, expansion to e-commerce, expansion of network coverage and in-depth process in General Trade Channel, providing value-added service for existing principal and new principals, improvement of service level, more effective promotional activities
2. Productivity Improvements
The focus is on increasing the total number of qualified HR, encouraging continuous improvement and innovation, maximization of assets utilizations i.e.: warehouse space and vehicle fleet, optimization of stock level, reducing quantity of return & damage, maximizing utilization of information, and better management of Trade Receivables.
In 2019, the Company acquired 6 new additional principals, which 4 new principals for Business Unit Consumer Products and 2 new principals for Business Unit Smart Family which, again, proved the high trust of business community toward the competencies and performance of the Company.
Several prominent programs those will be executed along the year in 2020 has been arranged for every process within the Company in line with the above strategy can be described as follows.
Unit Bisnis
Business Unit Proses Bisnis
Business Process Nama Program
Program Consumer Products BP 1 - Principal Acquisition and
Principal Retention
1. VAST : Value Added Service The Data 2. C – X : Category Channel City Expansion 3. N – G : Next Growth
BP 2 - Serving Outlets 1. OptimuS : Optimise Transaction Through Sinbad 2. Super 2.0 : Subdist Performance Reward 2.0 3. Quick – Pro : Quality Distribution in Channel Proximity 4. CoveX : Coverage Expansion and Distribution BP 3 - Order To Cash 1. LobSter FANDITO r.2 : Pem-Faktur-an Di Toko release 2
2. SMART ROVI : ROVI Un-Interrupted 3. CROSS DOCK To SDB
4. RATES STANDARDIZATION 5. TRANSPORT MANAGEMENT SYSTEM 6. SLIP SHEET UNLOADING
7. BEST IN A CLASS : Best in A Class SKU!
8. IN TOP 2.0 : Inventory Optimization 2.0 9. STAR VIBE : Stock Accuracy and Visibility
BP 4 - End User Satisfaction 1. MAX PARETO : Execution Rate and Sales Achievement Pareto GT and MTI 2. COMPASS MTI : Complete Assortment MSS in MTI
3. CLIMAX : DN Claim Max Completion
Smart Family 1. Eagle
2. Running Man 3. No Limit 4. No Secret
Blue Gaz Indonesia (BGI) 1. Meningkatkan kerja sama penjualan Non-Gas Appliances dengan Unit Usaha SF 2. Meningkatkan produktivitas penjualan dengan cara mengalihkan Direct Cover
ke Penyalur di kota-kota selain Jakarta, Surabaya dan Bandung
3. Melakukan implementasi program TI yang baru untuk produk Direct Selling 4. Melanjutkan Management Development Program untuk mengakselerasi
peningkatan kompetensi karyawan
Manufacturing Services 1. FIRST TIME : First Time for Ingredient
2. START To B2B
3. UPGRADE : Upgrade of Laboratory Capability
4. ONE STEP AHEAD : One Step Ahead for FSSC 22000 Version 5 Supporting Unit SP 1 - Human Resources
Management
1. SEGAR : SEhat BuGAr produktif 2. GOGREEN
3. SALAM : SALes supervisor ProgrAM 4. Employee Financial Wellness Program SP 2 – Information Technology 1. NEFO - KAM
2. WMS - Lite
SP 3 - Information System 1. MIFO : Migrasi ROFO System 2. OIS : Outlet Information System
SP 4 - Accounting 1. AUTO ADVANCE : Automatisasi UM Operasional
2. ABC REPORT GRABKIOSK : ABC Report GrabKiosk pada SAP dan BW 3. GL – PROTAX : GL Process Acceleration for Tax Audit
4. Implementasi PSAK 73 : Implementasi PSAK Sewa Aset Hak Guna SP 5 - Finance 1. ONE : One Step Claim Promo by TFM
2. ARM : Automation Return Principal Monitoring 3. ETP : Enhanced Transporter Payment Legal & Corporate Secretary Klinik Hukum Tigaraksa
Untuk mewujudkan inisiatif berupa program-program unggulan yang telah dirancang tersebut, para pimpinan harus mampu beradaptasi terhadap perubahan, proaktif, dan berani berinovasi. Selain itu, mereka juga harus terus menerus memperbaiki kompetensi dirinya sekaligus meningkatkan kompetensi anggota tim-nya sehingga peran yang diharapkan dari mereka sebagai pimpinan dapat dijalankan dengan sebaik- baiknya.
Dengan demikian, diharapkan eksekusi program dapat dilakukan dengan baik dan benar, sehingga target dan sasaran
In executing the leading programs specifically set for each processes to become reality, all managers must: be able to adapt to the changes, be proactive, and have courage for innovation.
Apart from that, they also have to continuously improve their competencies as well as the competencies of their team, so that the role we expect from them as leaders can be performed to the best possible efforts.
Therefore, we can expect that all the programs can be properly executed, and all targets and objectives set for 2020 can be