THE DIGITALIZATION OF DISTRIBUTOR MANAGEMENT SYSTEM AT PERTAMINA LUBRICANTS: ISSUES AND SOLUTIONS ON THE IMPLEMENTATION STAGE

• Main Author: Yudanto, Indra
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/68562
• Institution: Institut Teknologi Bandung

Pertamina Lubricants has stated digital transformation as one of its breakthrough projects to accelerate digitalization as one of its strategic initiatives. This strategic initiative has objectives to enhance channel management and the capability of distributors as strategic business partners to achieve their sales volume target set by the management of Pertamina Lubricants. One of the implementations of digital transformation is the Distributor Management System (DMS). This digital transformation system is developed under the sales and marketing team of PT Pertamina Lubricants to manage the operations and process of secondary sales conducted by its distributors as business partners. However, the current conditions of DMS implementation for the distributors do not meet the expectation of Pertamina Lubricants. The acceptance level of the distributors to utilize DMS fully is low. Moreover, there are problems experienced by the distributor were identified the from Fishbone Diagram analysis that cause them to not fully utilize DMS to improve their sales volume. Thus, this study will help Pertamina Lubricants to identify the acceptance level of distributors as well as the detail problem factors that cause them to not fully utilize DMS. Based on the analysis result, there are proposed alternative solutions to improve acceptance level of DMS for the distributors. After conducting the brainstorming analysis and analytical hierarchy process, the incentive alignment program is selected as the best solution for Pertamina Lubricants to make the distributors increase their acceptance level of DMS in the future.