TUGAS

Sales and Distribution Management

GOLF

Dibahas oleh:
Billy Syah Putra Kardiono / 03513044
Tan, Hendarto Lukito / 03513036
Stanislaus Tjahjadi / 03513039
Parker Casio Patty / 03513041

PROGRAM STUDI MAGISTER MANAJEMEN

FAKULTAS EKONOMI
UNIVERSITAS KRISTEN PETRA
SURABAYA
2014

I.

SALES ANALYSIS

Rata-rata penjualan
Annual Sales Data 2007
CASH
January
February
March
April
May
June
July
August
Septem

42
42
50
40
42
48
50
57

LESSON
January
February
March
April
May
June
July
August
Septem

8
10
10
9
8
8
7
6

VOUCHER
January
February
March
April
May
June
July
August
Septembe

0
0
0
2
12
12
8
10

ber
October
Novemb

43
39

ber
October
Novemb

7
5

r
October

6
5

er
Decemb

42

er
Decemb

November

42

er
Total
Rata-

36
531

er
Total
Rata-

6
90

December
Total

62
159

rata

44

rata

Rata-rata

13

7
8
8
8
10
12
15
10

VOUCHER
January
February
March
April
May
June
July
August
Septembe

10
18
38
24
21
9
22
30

r
October

28
30

November
December

8
32

Annual Sales Data 2008

CASH
January
February
March
April
May
June
July
August
Septem

43
39
56
48
50
40
42
48

LESSON
January
February
March
April
May
June
July
August
Septem

ber
October
Novemb

43
38

ber
October
Novemb

8
7

er
Decemb

36
36

er
Decemb

10
7

er
Total

519

Ratarata

er
Total

110

Total

270

Rata43

rata

Rata-rata

22

8
7
8
7
8
8
8
7

VOUCHER
January
February
March
April
May
June
July
August
Septembe

60
20
30
38
40
50
50
22

Annual Sales Data 2009

CASH
January
February
March
April
May
June
July
August
Septem

28
30
31
33
37
36
38
37

LESSON
January
February
March
April
May
June
July
August
Septem

ber
October
Novemb

36
37

ber
October
Novemb

7
7

r
October

40
38

er
Decemb

37

er
Decemb

November

78

er

36
er
416 total

December
89 total

33
499

Rata-rata

41

10
10
10
8
10
48

VOUCHER
January
February
March
April
May
Total

18
6
19
32
28
103

Rata-rata

20

Total
Ratarata

Rata34

rata

Annual Sales Data 2010

CASH
January
February
March
April
May
Total

42
38
68
37
63
248

Ratarata

LESSON
January
February
March
April
May
Total
Rata-

49

rata

II.

SALES TARGET

KONDISI :
1. Terjadi penurunan penjualan CASH tiap tahun
2. Penjualan Lesson mengalami stuck
3. Kenaikan penjualan voucher tiap tahun terjadi

2007
Sales
Cash
Lesson
Voucher
Berdasarkan presentasi

Sales Data
2008

2009

2010

531.000.000 519.000.000 416.000.000

248.000.000
50.000.000 110.000.000 89.000.000
48.000.000
159.000.000 270.000.000 499.000.000
103.000.000
kenaikan penjualan tiap tahun, maka kami membuat target sales untuk

tahun 2010 adalah peningkatan 15% dari tahun sebelumnya, yaitu sebesar 1.154.000.000, dengan
pencapaian yang ada hingga bulan Mei 2010 sebesar 399.000.000 maka dalam 7 bulan
berikutnya, target pencapaian omzet penjualan sebesar 755.000.000 ( Untuk memenuhi 15%
target sales)
III.

PROGRAM SELLING, MARKETING, PROMOTION

A. Promo Wedding Package, Free Pre Wedding Photo Session

Wedding Package Rate
: 300.000.000 (1000 pax)
Biaya Operasional
Catering
: 85.000.000
Full Decoration
: 30.000.000
Operational team
: 30.000.000
Free Pre Wedding Photo Session: 20.000.000
Total
: 165.000.000
Profit
: 125.000.000
B. Promo Birthday Package, free birthday gift
Price : 40.000.000
- Grill BBQ menu
: 10.000.000
- Full Decoration
: 8.000.000
- Operational Team
: 6.000.000
- Free voucher gym a month: 1.500.000
Total

: 27.500.000

Profit

: 12.500.000

C. 9 hole Promo
Permainan 9 hole ditujukan pada seluruh pelanggan yang memiliki waktu padat
sehingga tidak bisa terlalu lama bermain golf namun memiliki keinginan untuk bermain.
Dalam model permainan 9 hole ini permainan hanya dibatasi 9 hole saja tanpa harus
bayar full 18 hole berlaku hanya pada weekdays dan member
Rate 18 hole : Rp300.000 (Member)
Rate 9 hole : Rp180.000 (Member)
Simulasi weekdays (5 days)
Rate 9 hole
: 180.000
Target Omzet per month
: 20.000.000 (5 Player a day)
Target per akhir tahun 2010 : 140.000.000

b. 18 hole
Simulasi Weekdays :
Rate 18 hole
Target Omzet per month

: 270.000 (Member)
: 18.000.000 (3 Player a day)

Target per akhir tahun 2010 : 126.000.000

Simulasi Weekend :
Rate 18 hole

: 350.000 (member)

Target omzet per month

: 28.000.000 ( 10 player a day)

Target per akhir tahun

: 196.000.000

D. Tournament Bulanan
- Peserta
: 30 orang any person termasuk member
- Biaya Pendaftaran : 1.200.000 (Harga Visitor)
- Permainan
: 18 Hole
- Date
: Tiap Bulan kecuali November karena bertepatan dengan
-

tournament Anniversary
Hadiah Utama
: Uang sebesar 5.000.000 + Sepeda Motor senilai 15.000.000
Simulasi:
Rate + Omset : 36.000.000
Hadiah
: 20.000.000

Tournament Anniversary
- Peserta
: 100 orang any person termasuk member
- Biaya Pendaftaran : 1.500.000 (Harga Visitor termasuk member yang mengikuti
-

turnamen ini)
Permainan
Date
Lucky Prize
Hadiah Utama

: 18 Hole
: November 2010
: Mercedes S-Class for hole in one
: Uang sebesar 15.000.000 + Sepeda Motor senilai 35.000.000

Simulasi:
Rate + Omset : 150.000.000
Hadiah
: 50.000.000
E. Promo Driving Rates Weekdays
- Rate
: 35.000 (100 bola)
- Target omset per month : 14.000.000 (20 orang per hari)
- Target per year
: 98.000.000
F. Promo Driving Rates Weekend
- Rate
: 80.000 ( 200 bola)
- Target
: 6.400.000 (10 Orang per hari)
- Target per year
: 44.800.000
-

Rate
Targer
Target per year

: 45.000 (100 Bola)

: 7.200.000 (20 Orang per hari)
: 50.400.000

G. LESSON
Lesson Rates
Junior Lesson
Target per month
Target per akhir tahun 2010
Individual Lesson
Target per month
Target per akhir tahun 2010

: 230.000 per meeting

650.000/4x meeting
: 3.900.000 (6 customer)
: 27.300.000
: 320.000 per meeting
950.000 /4x meeting
: 3.800.000 (4 customer)
: 26.600.000

Promotion Schedule for ABC Golf Range (June December)

JUNE
Activity / Cost
Advertorial / 15.000.000 (Full page)
a. Place golf tips to win Mercedes S- Class on ABC Golf Range Tournament article
(advertorial) by ABC Golf Range pro in local paper. Attempt to schedule on a regular
basis.
b. To support Tournament and also advertise club house facilities
c. Media Golf Soerabia (Free Magz, oplah : 3000 eks)
JULY
Activity / Cost
Advertisment / 8.000.000 (1/2 page)
a. Place 9 hole promo by ABC Golf Range pro in local paper. Attempt to schedule
on a regular basis.
b. To support 9 hole promo and also advertise club house facilities
c. Media Golf Soerabaia (Free Magz, oplah : 3000 eks)
AUGUST
Activity / Cost
Printed Publishing / 3.000.000
a. Brochure, umbul-umbul around golf area
b. To support ABC Golf Range and Club house
c. Brochure place on Club House Lobby
DECEMBER
Activity / Cost
Advertorial news / Free

a. Place News of ABC Golf Range Tournament by ABC Golf Range pro in local
paper. Attempt to schedule on a regular basis.
b. To support promo ABC Golf Range
c. Media Golf Soerabia (Free Magz, oplah : 3000 eks), and other magz.
Total Biaya Promosi : 26.000.000 diperoleh dari management club house
IV.

PERHITUNGAN AKHIR

Program
9 Holes
18 Holes
18 Holes
Tournament Bulanan

Waktu
Weekdays
Weekdays
Weekend
Every Month except

Omset
140.000.000
126.000.000
196.000.000
216.000.000

Tournament

November
November 2010

150.000.000

Anniversary
Driving Range 200
Driving Range 100
Lesson Junior
Lesson Ind.
Wedding Package
Birthday Package
Promotional
Total

Weekend
Weekend

Pengeluaran

44.800.000
50.400.000
27.300.000
26.600.000
125.000.000
12.500.000
26.000.000
1.088.600.000