Proposed Business Strategy And Sales Process Modelling For Pt XYZ Indonesia As Factory Automation Solution Provider For Manufacturing Industries

Abstract

PT XYZ Indonesia is factory automation solution provider to manufacturing plants in Indonesia. There are several business issues in this company which related with business strategy, sales process model, and high pricing condition. Internal and external analysis of this company are conducted by using VRIO, PESTEL, and Porter’s 5 forces framework to solve the issue. The result of these analysis is summarized by SWOT framework to know about current company situation. After that, TOWS matrix is conducted to develop business strategy considering the strength, weakness, opportunity, and threat. Sales process modelling also established after getting the suitable business strategy. This sales process modelling came from sales funnel B2B framework which classify customer journey from beginning to end. Lastly about product price, the financial investment analysis is conducted for upcoming project about camera inspection system to replace human power. From seller’s perspective, the financial analysis will be done by capital budgeting technique considering customer’s evaluation factors such as NPV, IRR, and Payback Period calculation. Sensitivity analysis is also conducted to see which variables are the most significant to change the NPV value.

Keywords: camera inspection, factory automation, investment analysis, sales process model, sensitivity analysis, SWOT analysis, TOWS matrix