Copyright © 2003 Prentice-Hall, Inc. 4-1 III. PERENCANAAN STRATEGIS DAN PROSES PEMASARAN 14 April 2010.

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1 Copyright © 2003 Prentice-Hall, Inc. 4-1 III. PERENCANAAN STRATEGIS DAN PROSES PEMASARAN 14 April 2010

2 Copyright © 2003 Prentice-Hall, Inc. 4-2 Kotler on Marketing It is more important to do what is strategically right than what is immediately profitable. It is more important to do what is strategically right than what is immediately profitable.

3 Copyright © 2003 Prentice-Hall, Inc. 4-3 Chapter Objectives  Tujuan Pembelajaran:  Menjelaskan batasan perencanaan strategi dan empat langkah  Mendiskusikan rancangan bisnis, portofolio dan pertumbuhan strategis  Mendiskusikan fungsi perencanaan strategis dan menilai peranan pemasaran dalam perencanaan strategis  Membuat daftar fungsi manajemen pemasaran dan unsur-unsur perencanaan pemasaran

4 Copyright © 2003 Prentice-Hall, Inc. 4-4 Strategic Planning: Three Key Areas and Four Organization Levels  Strategic marketing plan  Tacticalmarketing plan  Marketing plan

5 Copyright © 2003 Prentice-Hall, Inc. 4-5 PERENCANAAN SRATEGIS Perencanaan strategis merupakan proses mengembangkan dan memperbaiki strategi sehingga dapat disesuaikan antara “tujuan organisasi” dengan “kemampuan” dan perubahan kesempatan pemasaran. Langkah yang umum dikenal dalam proses penyusunan ini meliputi: pendefinisian misi perusahaan secara jelas, menentukan sasaran, merencanakan portofolio bisnis, dan mengkoordinasikan fungsi strategis.

6 Copyright © 2003 Prentice-Hall, Inc. 4-6 PERNYATAAN MISI  Defining the Corporate Mission  Mission statements define which competitive scopes the company will operate in  Industry scope  Products and applications scope  Competence scope  Market-segment scope  Vertical scope  Geographical scope

7 Copyright © 2003 Prentice-Hall, Inc. 4-7 PERNYATAAN MISI

8 Copyright © 2003 Prentice-Hall, Inc. 4-8 Can you name a company that has recently changed its product scope or market segment scope in a very public way? Was this an expansion or contraction of scope?

9 Copyright © 2003 Prentice-Hall, Inc. 4-9 PERSYARATAN MISI Tidak terlalu sempit atau terlalu luas. Ukuran tidak sempit dan luas menunjukkan lingkup atau bidang yang terkait dengan kegiatan perusahaan. Realistik. Realistik menunjukkan kompetensi perusahaan untuk mencapai misi yang telah dinyatakan, apakah sesuatu yang dapat dicapai atau tidak. Spesifik. Spesifik menunjukkan bahwa perusahaan berbeda dengan perusahaan lainnya, kalaupun menghasilkan produk yang penggunaannya sama. Memotivasi. Bagaimanapun misi harus memotivasi seluruh karyawan ataupun staf untuk bekerja lebih baik guna dapat mencapai kinerja yang lebih baik.

10 Copyright © 2003 Prentice-Hall, Inc. 4-10 Can you give an example of a “Star” that skipped “Cash Cow”, and went straight to “Dog” status?

11 Copyright © 2003 Prentice-Hall, Inc. 4-11 ANALISIS PORTOFOLIO: BOSTON GROUP

12 Copyright © 2003 Prentice-Hall, Inc. 4-12 General Electric Model

13 Copyright © 2003 Prentice-Hall, Inc. 4-13 Table 4-2: Factors underlying Market Attractiveness and Competitive Position in GE Multifactor Portfolio Model: Hydraulic-Pumps Market Market Attractiveness Overall market size Annual market growth rate Historical profit margin Competitive intensity Technological requirements Inflationary vulnerability Energy requirements Environmental impact Social-political-legalWeight0.200.200.150.150.150.050.050.05 Must be acceptable 1.0 Rating = (1-5)45424323Value0.801.0.600.300.600.150.100.153.70 Business Strength Market share Share growth Product quality Brand reputation Distribution network 0.100.150.100.100.05424540.400.300.400.500.20 See text for complete table

14 Copyright © 2003 Prentice-Hall, Inc. 4-14 Corporate and Division Strategic Planning  Critique of Portfolio Models  Planning New Businesses, Downsizing Older Businesses

15 Copyright © 2003 Prentice-Hall, Inc. 4-15 Corporate and Division Strategic Planning  Intensive Growth

16 Copyright © 2003 Prentice-Hall, Inc. 4-16 Starbucks’ home page: Customers can request a catalog of Starbucks products, subscribe to a newsletter, and shop online

17 Copyright © 2003 Prentice-Hall, Inc. 4-17 Corporate and Division Strategic Planning  Integrative Growth  Diversification Growth  Downsizing Older Businesses

18 Copyright © 2003 Prentice-Hall, Inc. 4-18 Give an example of a market segment where integrative growth would be preferable to growth through diversification. Explain why one approach is better than the other.

19 Copyright © 2003 Prentice-Hall, Inc. 4-19 Business Unit Strategic Planning  Business Mission  SWOT Analysis  External Environment Analysis (Opportunity and Threat Analysis)  Marketing Opportunity  Buying opportunity more convenient or efficient  Meet the need for more information and advice  Customize an offering that was previously only available in standard form

20 Copyright © 2003 Prentice-Hall, Inc. 4-20 Give some examples of companies that have grown to dominate their market segment by using technology to make buying opportunities more convenient and efficient.

21 Copyright © 2003 Prentice-Hall, Inc. 4-21 Business Unit Strategic Planning  Marketing Opportunity Analysis (MOA)  Can the benefits be articulated to a target market?  Can the target market be reached with cost- effective media and trade channels?  Does the company have the critical capabilities to deliver the customer benefits?  Can the company deliver these benefits better than any actual or potential competitors?  Will the rate of return meet the required threshold of investment?

22 Copyright © 2003 Prentice-Hall, Inc. 4-22 Figure 4-7: Opportunity and Threat Matrices

23 Copyright © 2003 Prentice-Hall, Inc. 4-23 Business Unit Strategic Planning  Internal Environmental Analysis (Strength/Weakness Analysis)  Goal Formation  Strategic Formulation  Strategy

24 Copyright © 2003 Prentice-Hall, Inc. 4-24 Business Unit Strategic Planning  Porter’s Generic Strategies  Overall cost leadership  Differentiation  Focus

25 Copyright © 2003 Prentice-Hall, Inc. 4-25 Travelocity’s Web site helps the consumer plan the whole vacation – flights, lodging, and car rental.com

26 Copyright © 2003 Prentice-Hall, Inc. 4-26  Operational Effectiveness and Strategy  Strategic group  Strategic alliances Business Unit Strategic Planning

27 Copyright © 2003 Prentice-Hall, Inc. 4-27 Business Unit Strategic Planning  Marketing Alliances  Product or service alliances  Promotional alliances  Logistical alliances  Pricing collaborations  Partner Relationship Management, PRM  Program Formulation and Implementation

28 Copyright © 2003 Prentice-Hall, Inc. 4-28 Business Unit Strategic Planning  Feedback and Control

29 Copyright © 2003 Prentice-Hall, Inc. 4-29 The Marketing Process  Steps in the Planning Process  The marketing process  Analyzing Market Opportunities  Developing Marketing Strategies  Planning Marketing Programs  Managing the Marketing Effort  Annual-plan control  Profitability control  Strategic control

30 Copyright © 2003 Prentice-Hall, Inc. 4-30 Figure 4-10: Factors Influencing Company Marketing Strategy

31 Copyright © 2003 Prentice-Hall, Inc. 4-31 Product Planning: The Nature and Contents of a Marketing Plan  Contents of the Marketing Plan  Executive Summary  Current Marketing Situation  Opportunity and issue analysis  Objectives  Marketing strategy  Action programs  Financial projections  Implementation controls

32 Copyright © 2003 Prentice-Hall, Inc. 4-32  Sample Marketing Plan: Sonic Personal Digital Assistant  Current Marketing Situation  Opportunity and Issue Analysis  Objectives  Action Programs  Financial Projections Product Planning: The Nature and Contents of a Marketing Plan

33 Copyright © 2003 Prentice-Hall, Inc. 4-33  Implementation Controls  Marketing Strategy  Positioning  Product Management  Pricing  Distribution  Marketing Communications  Marketing Research Product Planning: The Nature and Contents of a Marketing Plan