Analisa Penyebab dan Upaya Mengurangi Lost Sales yang Terjadi di PT Emaro Online Indonesia

Erlin Tjahyono


This study was conducted to identify and analyze the root cause of lost sales in PT Emaro Online Indonesia. Cause and effect diagram was employed to find the root cause of lost sales. The result shows product unavailability and expensive selling price are some of the root causes of lost sales. Improvement of the sales performance may be done by providing inventory information to vendors, conducting internal evaluations and survey to consumers and competitor. In addition, the company needs to have customer relationship management, giving discounts and promoting to consumers, and make us of programs/systems connected directly to vendor.


lost sales; cause and effect diagram; lost sales causes

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