Pengembangan Proses Bisnis Sales B2B melalui Business Process Improvement (BPI) pada CV Bali Beans Coffee

Abstract

CV Bali Beans Coffee merupakan perusahaan agribisnis kopi di Bali yang menjual coffee beans ke segmen retail/B2C dan wholesale/B2B. Proses kerja sales representative telah didukung oleh prosedur dan pencatatan data, namun terdapat beberapa aspek yang perlu disesuaikan dengan kebutuhan operasional, meliputi client database, mekanisme diskon, dan persiapan coffee tasting. Penelitian ini menerapkan Business Process Improvement (BPI) untuk memetakan kondisi aktual, mengidentifikasi kebutuhan pengembangan, menyusun SOP usulan, dan mengevaluasi uji coba terbatas. Pengembangan dilakukan pada proses akuisisi klien B2B baru, coffee tasting, dan penanganan pesanan. SOP usulan mencakup client database, sales pipeline, acuan diskon dan coffee tasting, serta batas waktu penerimaan pesanan. Uji coba menunjukkan peningkatan calon klien pada tahap reach out dan coffee tasting masing-masing sebanyak 23 calon klien, serta tahap deal dan kontrak masing-masing sebanyak 4 klien. Namun, conversion rate coffee tasting ke deal menurun sebesar 30,47 poin persentase. Pengembangan menghasilkan acuan kerja yang lebih terstruktur untuk mendukung proses kerja sales B2B.

CV Bali Beans Coffee is a coffee agribusiness company in Bali that sells coffee beans to the retail/B2C and wholesale/B2B segments. The sales representative work process is supported by established procedures and data records, but several aspects need to be adjusted to operational needs, including the client database, discount mechanisms, and coffee tasting preparation. This study applied Business Process Improvement (BPI) to map the current process, identify development needs, develop proposed SOPs, and evaluate a limited trial. Development was conducted for new B2B client acquisition, coffee tasting, and order handling. The proposed SOPs covered the client database, sales pipeline, discount and coffee tasting guidelines, and an order acceptance cut-off time. The trial showed increases of 23 prospective clients at both the reach-out and coffee tasting stages, and increases of 4 clients at both the deal and contract stages. However, the coffee-tasting-to-deal conversion rate decreased by 30.47 percentage points. Overall, the development provided more structured work guidelines to support the B2B sales process.