There is an emerging trend in distributing beer products in the Modern-On sector. Outlets in this sector make a contract with a particular beer producer to exclusively distribute/sell their product. The recent belief in determining which beer producer to choose is only the monetary value of the contract.

Nowadays this practice occurs in more and more outlets. The outlets are requesting beer producers to distribute their products on a contract basis. However, not all of the highly attended outlets have good sales of beer. To deal with this, P.T. MBI needs to evaluate their outlet selection system.

P. T. MBI needs to set a new standard on the outlet selection system to ensure a proper return on the contract value.

The research has come up with a tool that can be used by P. T MBI to select the outlets more effectively and to analyze the performance of the outlet.

The research was conducted at the outlet level only and in Jakarta. The respondents of the research were outlet managers.

The purpose of the tool is to help PT. Multi Bintang Indonesia Sales and Marketing team to make decisions on which outlet they want to contract. The tool serve as a complement to managerial judgement.



Research Location: PT. Multi Bintang Indonesia

Supervisor: Dr. Hadi Satyagraha

Accepted: 19 January 2000