Penjualan dan Pemasaran

April 3rd, 2008 | Marketing

Strategi pemasaran XL ditujukan untuk mengubah citra Perseroan yang selama ini memiliki citra ‘mahal’ menjadi terjangkau, muda, dinamis, trendi dan sangat memahami kebutuhan pelanggan. XLXL siap dan mampu untuk memenuhi semua kebutuhan pelanggan. mampu menyediakan berbagai kebutuhan pelanggan, baik layanan dasar yang berbiaya rendah ataupun layanan dengan berbagai nilai tambah. Didukung dengan jalur distribusi serta cakupan jaringan yang luas, Distribusi
Seiring dengan tujuan XL untuk meraih peluang pertumbuhan, maka pada tahun 2006 XL memperluas saluran distribusinya melalui pembukaan sejumlah XLCenter baru serta bermitra dengan lebih banyak lagi gerai XL Kita, tidak hanya di kota-kota besar seperti Jakarta, Bandung, Denpasar, Surabaya, Medan, dan Padang, tapi juga di daerah-daerah terpencil, seperti Karang Intan di Kalimantan Selatan.
Oleh karena itu, pada akhir tahun 2006, jumlah XL Kita melonjak sebesar 73% hingga menjadi 33.599 gerai, dibandingkan 19.366 gerai pada tahun 2005. Sementara itu, jumlah XL Center meningkat hingga berjumlah 156 gerai di akhir tahun 2006 dari 130 gerai di akhir tahun 2005.
Pemasaran
Berbagai produk dan program baru diluncurkan di tahun 2006 untuk meningkatkan pengenalan merek dan kepuasan pelanggan. Program-program tersebut berfokus pada fitur-fitur yg inovatif dan penawaran-penawaran yang ekonomis.
Di antara program-program tersebut adalah Tarif Ngirit Akhir Minggu, Tarif Ngirit Malam dan Tarif Ngirit Sampe 60%-Senin sampe Jumat yang diluncurkan pada triwulan ke-2 dan ke-3 tahun 2006. Selain itu, ada juga program yang mendukung program pendaftaran pelanggan prabayar, di antaranya adalah Kejutan 28 dan XL Vaganza, dimana kedua program tersebut memberikan bonus pulsa bagi pelanggan prabayar yang mendaftarkan identitasnya.
Pada triwulan ke-empat XL meluncurkan program Nelpon Berkali-kali Bayar Sekali yang ditujukan bagi pelanggan prabayar untuk dapat menikmati fasilitas layanan menelepon ke maksimum lima nomor XLXL yang didaftarkan. Selain itu, XL juga meluncurkan program Satu Sumatra Satu Tarif untuk pelanggan XL prabayar dan pasca bayar untuk melakukan panggilan ke pelanggan XL lain yang sudah didaftarkan dari jam 10 malam hingga jam 10 pagi dengan hanya membayar Rp 1.000 saja untuk setiap nomor yang lain di Sumatra dengan tarif paling murah sebesar Rp 149/30detik.
Pada bulan Agustus 2006, XL meluncurkan jimat (Jalur International Hemat) dimana pelanggan dapat menikmati tarif yang murah untuk melakukan panggilan keluar negeri dan mengirim SMS ke operator luar negeri dengan tarif murah ke 9 negara yaitu Singapura, Malaysia, Taiwan, Hongkong, China, Arab Saudi, Emirat Arab, Yordania dan Kuwait.
Pada bulan September 2006, XL juga meluncurkan XL 3G sebagai perwujudan komitmen XL untuk menjadi penyedia layanan 3G pertama terluas dan tercepat dengan menggunakan teknologi HSDPA (High Speed Downlink Packet Access). Area cakupan nasional meliputi Jakarta, Bogor, Depok, Tangerang, Bekasi, Medan, Batam, Bintan, Bandung, Surabaya, Yogyakarta, Denpasar dan Mataram serta cakupan internasional meliputi Singapura, Malaysia, Hongkong, Australia, Taiwan, Amerika Serikat, dan Arab Saudi.
Ada juga kampanye tematik dengan nama ”XL Life Unlimited” yang berusaha memposisikan XL sebagai penyedia berbagai layanan akses telekomunikasi internasional berbasis teknologi 3G yang menawarkan berbagai content olahraga dan hiburan. Untuk mendukung pesan tematik tersebut, XL menunjuk grup musik Samson sebagai duta XL Music Life dan duta merek korporat XL.

Dalam upaya meningkatkan jumlah pelanggan pasca bayar, XLXplor pada bulan Maret 2006, yaitu Xplor Family Package. Paket ini hanya memerlukan satu orang saja untuk mendaftar dan membayar tagihan hingga sepuluh orang anggota keluarganya. Mereka juga mendapatkan diskon 20% untuk menelepon anggota keluarga yang telah didaftarkan tersebut. Pada bulan April 2006, XL meluncurkan paket baru yaitu Xplor Powerplan, dimana XL menawarkan 4 paket yaitu XplorTalk Power (untuk pengguna layanan suara), Xplor SMS PowerXplor Mix Power (untuk pengguna layanan suara dan SMS) dan Xplor Data Power (untuk pengguna internet). Masing-masing paket menawarkan harga yang ekonomis dalam menggunakan layanan suara dan SMS di dalam cakupan jaringan XL dan menerapkan biaya berlangganan per bulan. memperkenalkan paket baru (untuk pengguna SMS),
Seiring dengan peluncuran XL 3G, pada bulan Nopember 2006 XL memperkenalkan 3G Data Planmobile internet dengan kecepatan tinggi. Ada 2 paket Data Plan yaitu Paket Mega Data yang menawarkan akses gratis hingga 250MB per bulan dan Paket Giga Data yang menawarkan akses gratis hingga 3GB per bulan. Masing-masing paket dikenakan biaya berlangganan per bulan dan atas kelebihan pemakaian dikenakan tarif Rp0,4/kb.

Sejalan dengan strategi pengembangan solusi korporat di bawah bendera Business Solutions, pada tahun 2006 XL memperkenalkan sejumlah produk dan manfaat baru bagi para pelanggan korporat. Diantaranya, XL meluncurkan XL Mobile Mail yang menawarkan layanan push-mail bagi pelanggan bebas dan Xplor supaya dapat mengakses email melalui telepon selular yang memiliki fasilitas GPRS dan kemampuan jelajah internet. Selain itu, XL juga meluncurkan Xpoint yang menawarkan akses internet dengan teknologi berkecepatan tinggi menggunakan akses WiFi (Wireless Fidelity) dengan memanfaatkan perangkat PicoCell GSM. Dengan teknologi ini, suatu area gedung dapat menikmati layanan WiFi XL selama berada dalam cakupan GSM XL. untuk meningkatkan penggunaan data dengan target pengguna telepon selular yang membutuhkan koneksi
Promosi Business Solutions dilakukan melalui berbagai media nasional dan sejumlah pameran maupun seminar. Diantara seminar dan pameran yang diorganisir oleh XL Business Solutions adalah Fixed and Mobile Communications Convergence for Productivity & Efficiency, Achieving Company’s Profitability by Implementing Convergence Communication Services, Pengembangan Bisnis Pelayaran, Logistik dan Kurir Melalui Penerapan Teknologi Informasi Modern dan Konvergen, dan beberapa seminar edukasi dan promosi 3G bagi pelanggan korporat.

XL adalah suatu produk penyedia layanan telekomunikasi yang berada di Indonesia. Produk produk dari XL in sendiri lebih banyak difokuskan kepada seluruh kalangan atau seluruh segmentasi pasar. Dari mulai kalangan menengah keatas dengan produk dari XL yang bernama XL. Bebas. Dan XL juga mencoba merambah kalangan tingakt menengah kebawah dengan produknya yang bernama XL JEMPOL.
Kedua varian produk ini dapat dikatakan sebagai suatu produk yang serupa tapi tak sama. Hal ini terlihat dari fitur-fitur yang diberikan dan juga dibenamkan kepada kedua buah chipset dari kedua produk tersebut, hal yang paling signifikan yang terlihat adalah belum tersedianya layanan GPRS pada chipset XL JEMPOL. Hal ini mungkin disebabkan karena pihak XL menilai bahwa pangsa pasar dari produk JEMPOL itu sendiri tidak atau belum membutuhkan fasilitas GPRS dan juga MMS yang ada.
Bila dilihat secara menyeluruh. XL melakukan pemasaran dengan cara mengambil strategi pengembangan solusi korporat di bawah bendera Business Solutions. XL juga mengambil segmentasi pasar secara menyeluruh dari pasar tingkat bawah hingga para pengguna layanan 3G.
Strategi pemasaran lainna dari XL dilakukan dengan memaikkan dan juga menambah gerai-gerai XL hingga keplosok2 kota yang terpencil sekalipun. Hal ini dimaksudkan agar semakin banyak para pengguna mengenal produk-produk yang ditawarkan oleh XL itu sendiri. Dengan cara ini maka dapat dipastikan bahwa XL dapat meraup lebih banyak pelanggan bahkan sampai kepada pelanggan kelas bawah.
Dan selain itu pula produk-produk XL lebih banyak menawarkan produknya dengan tariff yang sangat murah, sehingga dapat dipastikan bahwa hal ini dapat membuat banyak orang tertarik untuk mengginaka produk 2 dari xl tersebut.
Promosi yang dilakukan oleh XL yang lain adalah promosi Business Solutions yang dilakukan melalui berbagai media nasional dan juga melalui sejumlah pameran atau seminar. Diantara seminar dan pameran yang diorganisir oleh XL Business Solutions adalah Fixed and Mobile Communications Convergence for Productivity & Efficiency, Achieving Company’s Profitability by Implementing Convergence Communication Services, dengan adanya seminar ini maka diharapkan nantinya XL akan mendapat pasar yang lebih banyak dan juga menggunakan layanan yang diberikan oleh perusahaan XL tersebut secara maksimal.
Jadi bila dilihat kembali strategi pemasaran yang diambil oleh XL tersebut sangan signifikan terlihat, dan bila dilihat dari kenyataan yang ada, seluruh kerja keras XL tampak terbayarkan karna tampak menduduki posisi teratas dalam perang tariff antara para penyedia layanan telekomunikasi dewasa ini.

Disusun oleh :
M. FAIZARRAHMAN (170610060013)
DWI DIANA YANTHI (170610060024)
DIAH PRATIWI (170610060026)
JURUSAN ADMINISTRASI NIAGA 2006

« MEMBANGUN KEPUASAN, NILAI DAN UPAYA MEMPERTAHANKAN
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