INCREASING AIRCRAFT FOLLOW-ON SUPPORT SALES THROUGH VALUE CREATING ACTIVITY IMPROVEMENT

• Main Author: Taufik Junaidi / 29116224, Ahmad
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/25206
• Institution: Institut Teknologi Bandung

The aircraft follow on support service business will become one of the fast-growing business in the next decade, in line with the growth of air travel demands. Aircraft Services (ACS), a strategic business unit of PT Dirgantara Indonesia (PT DI) that provides the follow on supports services, is seeing those facts as opportunity and as well challenge. That is due to recent years of sales performance has showed unsatisfied result, and the ACS management team should figure out the right strategy not only to improve the sales but also to sustain in the more competitive business environment. <br /> <br /> Strategy formulation for ACS, which became a focus on this research, will be concentrated on functional strategy, started with performing environmental scanning for both internal and external in order to determine what the strength, weakness, opportunity and threats, including core competency that ACS currently possesses. Those environmental scanning would become an input to determine alternative strategies through TOWS matrix. The next process was staging strategy based on interaction between market and product through Ansoff Matrix. <br /> <br /> The combination of those strategies formulation, which are then implemented into the various value creating activities sourced from ACS core competencies, will be expected to gain the chances to deliver more values to customers. Those improvements, measured based on goal setting definition which is in compliance with SMART requirement (specific, measurable, attainable, reliable, and time bound), will eventually increase the sales performance of ACS in the near future.