QUALITATIVE RESEARCH ABOUT RELATIONSHIP IMPROVEMENT BETWEEN PERTAMINA LUBRICANTS AND PT PAMAPERSADA NUSANTARA IN INDUSTRIAL LUBRICANTS BUSINESS BASED ON PT PAMAPERSADA NUSANTARA’ S PERCEPTION

• Main Author: ADHI PERTIWI (NIM : 291083210); Pembimbing : Dr. Reza Ashari Nasution , SAKA
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/17139
• Institution: Institut Teknologi Bandung

Pertamina Lubricants decided to do direct selling their products to PT Pamapersada Nusantara with B2B selling. <br /> <br /> <br /> This B2B relationship started on August 2009. By the time, Pama bought a whole lubricants’ need directly to <br /> <br /> <br /> Pertamina Lubricants. This B2B relationship was carrying a benefit for both of them. For Pama, buying process <br /> <br /> <br /> could be organized very well, and for Pertamina Lubricants, this relationship could give a certain of buying lubricants decision during a year. <br /> <br /> <br /> Through this B2B relationship, Pertamina Lubricants have faced by some transactional (such as product, process, <br /> <br /> <br /> and sales services) and relational issues (such as relationship policies and practices, relationship commitment, and after sales services). It caused the relationship between Pertamina Lubricants and Pama became non optimal in consultative selling level. Some of those issues could be identified by analyzed secondary (Focus Group Discussion) and primarily (interview consumer) data, then processed them with content analysis technique. <br /> <br /> <br /> The election business solutions for transactional issues includes development of hydrolic lubricants, improvement of bulk packaging for engine oil and hydrolic, and incremental depot location. Then, the election business solutions for relational issues includes standardization and control in agent level by Pertamina Lubricants official, also visiting Pama site. The election business solutions in this project was focused on relational issues. <br /> <br /> <br /> Implementation plan of these business solutions put on time schedule and provision of human resource, technology resource, and capital resources.