2. Distribution Financial Services
Business To
Business :
1. VOLUME OUTLET
2. SHARE OF
SELLING OUT
3. TERRITORY
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. TERRITORY
5. EDUCATION
6. PaymentAPPROACHMENT :
1. The Right Product is seeing 2 aspect
from Outlet and Customer
2. Optimize Product depends on the
highest Volume and SOM of Selling
Out
3. Registered Outlet
Business To
Business :
1. Highest Profit
from Fee Base
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. EDUCATION
5. TRUST
APPROACHMENT :
1. The Right Product is seeing 2 aspect from
Bank and Customer
2. Optimize Product depends on Bank to Support
& Self Will from Employee
3. Trust Factor in contribute
For Me : Product approachment To Business Outlet or To Customer is almost the same
but the different from how we approach and the composition of approachment
70%
20% 10%
Trust Selling Skill Volume
20%
30%
50%
Trust Selling Skill Volume

3. Distribution Financial Services
Business To
Business :
1. PROFIT MARGIN
2. COMPETITION
PRICE
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. TERRITORY
5. EDUCATION
6. Payment
Business To
Business :
1. Permanent Price
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. TERRITORY
5. EDUCATION
APPROACHMENT :
1. Price is could be manage by Selling
by retail / stick / eceran
2. Price setter is from Outlet Bussines
and to control price so top to bottom
is fair distributed
APPROACHMENT :
1. Price is Classified to Segment Customer
2. Price could not adapt or negotiate to customer
so need a trick : Retail Segmentation : Closing
retail but a lot account
20%
30%
50%
Creativity Program Price Negotiation
90%
10%
Creativity Program
Composition of Strategy is need for controlling Price to the Business and Customer

4. Distribution Financial Services
Business To
Business :
1. Size of The Outlet
2. Owner Behaviour
3. Area
4. Visibility Space &
Engage Area
Business to Customer :
1. Behaviour
Business To
Business :
1. Size of The Outlet
2. Boss Behaviour
3. Approvement
Business to Customer :
1. Behaviour of Transaction
20%
30%
50%
Creativity Program Negotiation
90%
10%
Negotiation Supporting
There a bit space on Financial services , that is Approvement and Budget will need a
good negotiation

5. Distribution Financial Services
Business To
Business :
1. Cluster Outlet
2. Segment Product
3. Brand Area
Business to Customer :
1. BEHAVIOUR
2. BUDGET/INCOME
3. OCCUPATION
4. TERRITORY
5. EDUCATION
6. Payment
Business To
Business :
1. Target Area
2. DPK Spreading
Business to Customer :
1. Non Insurance Customer
2. DPK Power
APPROACHMENT :
1. Enggagement To Outlet & Customer
to Get Target Area
2. Increase SOM & Continious
Improvement Product
APPROACHMENT :
1. Achieve Target Area,Team &
Personal
In Distribution there is a process to get result, in Financial Services Result Oriented