Bagaimana Strategi Penetapan Harga Produk Menurut Philip Kotler

Sebelum menentukan harga, perusahaan seharusnya sudah menentukan strategi penetapan harga produk atas produknya sendiri. Jika perusahaan sudah memilih pasar sasarannya dan memposisikannya dengan baik, maka strategi bauran pemasarannya, termasuk harga akan berjalan dengan baik. Semakin jelas tujuan suatu perusahaan, maka akan semakin mudah perusahaan tersebut untuk menetapkan harga produknya.

Menurut Machfoedz 2005, tujuan dari penetapan suatu harga adalah untuk mencapai target perusahaan, mendapatkan laba dari penjualan, meningkatkan serta mengembangkan produksi produk, serta meluaskan target pemasaran. Metode penetapan harga suatu produk atau jasa tergantung dari tujuan perusahaan atau penjual yang memasarkan produk tersebut. Bab ini mempelajari strategi penetapan harga dinamis utama yang tersedia bagi pemasar. Selanjutnya, kita melihat strategi penetapan harga produk baru untuk produk-produk dalam tahap pengenalan pada siklus hidup produk, strategi penetapan harga bauran produk untuk produk-produk terkait dalam bauran produk, strategi penyesuaian harga yang memperhitungkan perbedaan pelanggan dan situasi yang terus berubah, dan strategi untuk memulai dan merespon perubahan harga.

A. Strategi Penetapan Harga Produk Baru

Strategi penetapan harga biasanya berubah apabila produk melewati berbagai tahap daur hidupnya. Tahap introduksi memberikan tantangan paling besar. Kita dapat membedakan antara penetapan harga produk yang meniru produk yang sudah ada dan penetapan harga produk inovatif yang hak patennya dilindungi.

Sebuah perusahaan yang merencanakan untuk mengembangkan produk tiruan baru menghadapi masalah pemosisian produk. Perusahaan harus memutuskan di mana memposisikan produknya terhadap produk  saingannya dalam mutu dan harga.

Strategi nilai baik merupakan cara menyerang pemasang harga premium. Mereka mengatakan “Kami mempunyai mutu tinggi, tetapi dengan harga yang lebih rendah.” dengan  menggunakan startegi pemasangan harga tinggi.

Perusahaan yang meluncurkan produk inovatif  yang dilindungi hukum  paten menghadapi tantangan mengenai  penetapan harga untuk pertama kalinya. Mereka dapat memilih satu dari dua strategi : Penetapan harga untuk memerah pasar kelas atas dan penetapan harga penetrasi pasar.

  • Penetapan Harga Memerah Pasar 

Menetapkan harga tinggi untuk produk baru agar dapat meraup pendapatan  maksimal lapis demi lapis dari segmen yang bersedia membayar harga tinggi perusahaan melakukan penjualan lebih sedikit tapi lebih banyak mendatangkan laba.

  • Penetapan Harga Dengan Penetrasi Pasar.

Menetapkan harga rendah untuk produk baru agar dapat menarik pembeli dalam jumlah besar dan meraih pangsa pasar yang besar.

B. Strategi Penetapan Harga Bauran Produk

Strategi untuk menetapakan harga produk sering kali harus diubah kalau produk merupakan  bagian dari bauran  produk. Dalam  hal ini, perusahaan  mencari beberapa harga yang memaksimalkan laba dari bauran produk total. Penetapan harga sulit karena berbagai produk mempunyai permintaan dan biaya  yang terkait serta menghadapi tingkat persaingan yang berbeda. Kita akan meninjau lebih rinci lima situasi penetapan harga bauran produk yang diringkas  dalam tabel berikut.

Tabel Strategi penetapan harga bauran produk:

Penatapan harga produk pilihan

  •  Penetapan Harga Lini Produk.          

Menetapkan perbedaan harga antara berbagai produk dalam lini produk  berdasarkan pada perbedaan biaya antara produk, penilaian pelanggan  atas sifat-sifat yang berbeda dan harga pesaing.

Dalam penetapan harga lini produk (product line pricing), manajemen harus memutuskan jenjang harga yang ditetapkan antara berbagai produk dalam lini.

Jenjang harga harus memperhitungkan perbedaan biaya antar produk dalam lini, evaluasi pelanggan tentang berbagai fitur yang berbeda, dan harga pesaing.

Dalam banyak industri, penjual menggunakan titik harga yang sudah ditetapkan untuk produk dalam lini mereka. Maka, toko pakaian pria mungkin menjual busana pria pada tiga tingkat harga: Rp.80.000, Rp 160.000, Rp 320.000. pelanggan mungkin akan menegosiasikan busana berkualitas rendah, rata-rata, dan tinggi sesuai dengan tiga titik harga tersebut. Bahkan jika ketiga harga itu sedikit meningkat, pria umumnya akan memebeli busana pada titik harga yang mereka sukai. Tugas penjual adalah menetapkan perbedaan kualitas anggapan yang mendukung perbedaan harga tersebut.

  •  Penetapan Harga Produk Tambahan.

Banyak perusahaan menggunakan penetapan harga tambahan (optional-product pricing). Menjual untuk menjual produk tambahan atau pelengkap beserta produk utama mereka. Misalnya, pembeli mobil mungkin memilih untuk memesan velg alumunium dan CD Charger. Dan pemebeli iPod juga dapat memilih paket bersama power bank hingga speaker eksternal.

  • Penetapan Harga Produk Terikat.
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Penetapan harga produk terikat (captive-product pricing) perusahaan yang membuat produk yang harus dipergunakan bersama dengan produk utama, seperti pisau silet untuk alat pencukur dan film untuk kamera dan tinta printer.

  • Penetapan Harga Produk Sampingan.

Penetapan harga untuk produk sampingan agar harga produk utama dapat lebih bersaing. Dengan menggunakan penetapan harga produk sampingan (by-product pricing), produsen akan mencari pasar untuk produk sampingan ini dan harus menerima harga berapapun yang menutupi biaya penyimpanan dan pengirimannya.

Produk sampingan bisa berubah menjadi produk yang menguntungkan. Misalnya, produsen santan KARA telah mengubah apa yang sebelumnya dianggap limbah menjadi produk dan menhasilkan laba.

  • Penetapan Harga Paket Produk.

Menggabungkan beberapa produk (product bundle pricing) penjual akan sering menggabungkan beberapa produk mereka dan menawarkan paket dengan harga lebih murah. Misalnya, restoran cepat saji menggabungkan sebuah burger, kentang goring dan minuman ringan menjadi suatu paket dengan harga kombo.

C. Strategi Penyesuaian Harga

Perusahaan biasanya menyesuaikan harga dasar mereka dengan memperhitungkan berbagai macam pelanggan dan situasi yang berubah. Tabel berikut meringkas tujuh strategi penyesuaian harga penetapan harga diskon dan pengurangan harga, penetapan harga tersegmentasi, penetapan harga psikologi, penetapan harga promosi, penetapan harga berdasarkan nilai, penetapan harga geografi, dan penetapan harga internasional.

Tabel

STRATEGI URAIAN
Penetapan harga diskon dan pengurangan harga. Mengurangi harga untuk menghargai pelanggan yang memberikan respons seperti membayar lebih awal atau mempromosikan produk.
Penetapan harga tersegmentasi Menyesuaikan harga agar ada perbedaan untuk pelanggan, produk, atau lokasi.
Penetapan harga psikologik Menyesuaikan harga untuk dampak psikologik
Penetapan harga promosi Sementara mengurangi harga untuk menaikan penjualan jangka pendek
Penetapan harga ber-dasarkan nilai Menyesuaikan harga  untuk menawarkan kombinasi yang tepat dari mutu dan pelayanan dengan harga yang wajar
Pentapan harga geografi Menyesuaikan harga untuk memperhitungkan lokasi geografi pelanggan
Pentapan harga internasional Menyesuaikan harga untuk pasar internasional
  • Penetapan Harga  Diskon Dan Pengurangan Harga

Sebagian perusahaan menyesuaikan harga dasar mereka untuk memberikan pelanggan penghargaan atas respon tertentu, seperti pembayaran tagihan lebih awal, volume pembelian, dan pembelian diluar musim. Penyesuaian harga ini disebut diskon dan potongan harga (allowance). Diskon dapat mempunyai berbagai bentuk, meliputi :

  1. Diskon tunai (cash discount), pengurangan harga bagi pembeli yang membayar tagihan mereka dengan segera. Contoh umumnya adalah “2/10, net 30,” yang berarti bahwa meskipun pembayaran jatuh tempo dalam 30 hari, pembeli mendapat pengurangan 2% jika tagihan dibayar dalam 10 hari.
  2. Diskon kuantitas (quantity discount), adalah pengurangan harga bagi pembeli yang membeli dengan volume besar.
  3. Diskon fungsional (functional/trade discount), ditawarkan oleh penjual kepada anggota saluran yang melaksanakan fungsi tertentu, seperti penjualan, penyimpanan, dan pencatatan.
  4. Diskon musiman (seasonal discount), adalah pengurangan harga bagi pembeli yang membeli barang atau jasa diluar musim. Misalnya, produsen perlengkapan lapangan rumput dan kebun menawarkan diskon musiman kepada pengecer selama bulan-bulan musim gugur dan musim dingin untuk mendorong pemesanan dini dalam mengantisipsi musim penjualan yang tinggi di musim semi dan musim panas.

Potongan harga (allowance) adalah jenis lain pengurangan harga dari harga resmi. Misalnya:

  1. Tukar tambah (trade-in allowance) adalah pengurangan harga yang diberikan ketika konsumen menukarkan barang lama untuk membeli barang baru.
  2. Potongan harga promosi, adalah pembayaran atau pengurangan harga untuk memberi penyalur penghargaan atas partisipasinya dalam program iklan dan dukungan penjualan.
  • Penetapan Harga Tersegmentasi.

Perusahaan sering menyesuaikan harga dasar mereka untuk memungkinkan adanya perbedaan dalam pelanggan, produk, dan lokasi. Dalam penetapan harga tersegmentasi (segemented pricing), perusahaan menjual produk atau jasa dalam dua harga atau lebih, meskipun perbedaan harga itu tidak berdasarkan biaya.

Penetapan harga tersegmentasi mempunyai beberapa bentuk

  1. Penetapan harga segemen-pelanggan (customer-segment pricing), pelanggan yang berbeda membayar harga yang berbeda untuk produk atau jasa yang sama. Museum, misalnya, mengenakan harga tiket masuk yang rendah untuk siswa sekolah dan warga usia lanjut.
  2. Penetapan harga bentuk produk (product form pricing), versi produk yang berbeda dihargai secara berbeda tetapi tidak menurut perbedaan biayanya. Misalnya harga sushi penggir jalan akan berbeda dengan sushi yang dijual dalam mall.
  •  Penetapan Harga Psikologis.
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dalam menggunakan penetapan harga psikologis, penjual mempertimbangkan psikologi harga dan bukan hanya keekonomisannya. Misalnya, konsumen biasanya menganggap produk yang harganya lebih tinggi memiliki kualitas yang lebih tinggi. Ketika konsumen dapat menilai kualitas produk  dengan mempelajarinya atau dengan mengingat pengalaman masa lalu dengan produk tersebut, mereka tidak terlalu mengandalkan harga untuk menilai kualitas. Tetapi ketika mereka tidak dapat menilai kualitas karena mereka kekurangan informasi atau keahlian, harga menjadi tanda kulitas yang penting.

  • Penetapan Harga Promosi

Dengan penetapan harga promosi (promotional pricing), perusahaan untuk sementara menetapkan harga produk mereka dibawah harga resmi dan bahkan dibawah biaya untuk menciptakan gairah pembelian dan urgensi. Penetapan harga promosi mencakup beberapa bentuk. Pasar swalayan dan departemen store akan menghargai beberapa produk sebagai pemimpin kerugian untuk menarik pelanggan ke took dengan harapan bahwa mereka akan membeli barang lain pada markup harga normal. Misalnya, pasar swalayan sering menjual popok sekali pakai pada harga yang lebih rendah dari biaya untuk menarik pembeli keluarga yang membuat membuat pembelian rata-rata lebih besar pada setiap kunjungan. Penjual juga akan menggunakan penetapan harga acara khusus pada musim tertentu untuk menarik lebih banyak pelanggan. Maka, linen dihargai pada harga promosi setiap bulan januari untuk menarik konsumen natal yang telah lelah kembali ke took.

Meskipun demikian, penetapan harga promosi dapat memberikan efek sebaliknya. Jika digunakan terlalu sering dan ditiru oleh pesaing. Promosi harga dapat menciptakan pelanggan “tingkat diskon” yang menunggu sampai merek diobral sebelum membelinya. Atau, terus-menerus menurunkan harga dapat mengikis nilai merek dimata pelanggan.

  • Penetapan Harga Berdasarkan Geografik

Perusahaan juga harus memutuskan bagaimana cara menetapkan harga bagi produknya untuk pelnggan yang terletak diberbagai belahan negeri atau dunia. Berikut adalah lima srtategi penetapan harga geografis (geograpichal pricing):

  1. Penetapan harga FOB-Origin (FOB-Origin Pricing), praktek ini berarti bahwa barang-barang itu dikirim tanpa biaya pengiriman dan dikirim oleh kurir ke tempat tujuan (free on board disingkat FOB).
  2. Penetapan harga pengiriman dengan tariff seragam (uniform—delivered pricing) adalah kebalikan penetapan harga FOB. Di sini, perusahaan mengenakan harga yang seragam ditambah biaya pengiriman bagi semua pelanggan tanpa memperhatikan lokasi mereka.
  3. Penetapan harga berdasarkan zona (zone pricing) berada diantara penetapan harga FOB-origin dan penetapan harga pengiriman dengan tariff seragam. Perusahaan menetapkan dua zona atau lebih. Semua pelanggan didalam zona tertentu membayar satu harga total, semakin jauh zona tersebut maka semakin tinggi harganya.
  4. Penetapan harga dengan titik pangkal (basing-point pricing), penjual memilih kota tertentu sebagai “titik pangkal” dan mengenakan biaya pengiriman kepada semua pelanggan untuk pengiriman dari kota tersebut ke lokasi pelanggan, tanpa memperhatikan dari kota mana barang itu sebenrnya dikrimkan.
  5. Penetapan harga meliputi biaya pengiriman (freight-obsorption pricing). Dengan menggunakan strategi ini, penjual menyerap semua atau sebagian biaya pengiriman sebenernya untuk mendapatkan bisnis yang diinginkan.
  • Penetapan Harga Dinamis

Menyesuaikan harga terus menerus untuk memenuhi karkteristik dan kebutuhan pelanggan individual dan situasi.

  • Penetapan Harga Internasional

Perusahaan yang memasarkan produk mereka secara internasional harus memutuskan berapa harga yang diterapkan diberbagai negara dimana mereka beroperasi. Dalam beberpa kasus, perusahaan dapat menetapkan harga yang seragam diseluruh dunia. Missalnya, Boeing menjual pesawat jet nya dengan harga sama disemua tempat, baik di Amerika Serikat, Eropa, Asia maupun Afrika. Meskipun demikian, sebagian perusahaan menyesuaikan harga mereka untuk mencerminkan kondisi pasar lokal dan pertimbangan harga.

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D. Perubahan Harga

Setelah mengembangkan struktur dan strategi penetapan harga, perusahaan sering kali menghadapi situasi yang memaksa mereka memelopori perubahan harga atau memberi respons terhadap perubahan harga oleh pesaing.

  • Memulai Perubahan Harga 

Dalam beberapa kasus, perusahaan mungkin merasa ingin menjadi pelopor dalam menurunkan atau menaikan harga. Dalam kasus menaikan atau menurunkan harga, perusahaan harus mengantisipasi kemungkinan reaksi pembeli dan pesaing.

  • Memulai Pemotongan Harga

Beberapa situasi mungkin menyebabkan perusahaan  perlu mempertimbangkan untuk menurunkan harga. Salah satu situasi seperti itu adalah kelebihan kapasitas. Dalam hal ini, perusahaan memerlukan  bisnis lebih banyak dan tidak bisa mendapatkannya  lewat usaha penjualan,  perbaikan produk, atau cara  lain. Perusahaan dapat meningkatkan   “penetapan harga mengikuti pemimpin pasar“ menetapkan harga kira-kira sama dengan pesaing utama dan secara  agresif menurunkan harga untuk mendongkrak penjualan. Tetapi seperti yang dialami perusahaan penerbangan, peralatan konstruksi, dan industri lain dalam beberapa tahun belakangan ini, menurunkan harga dalam satu industri yang kelebihan kapasitas mungkin mengawali perang harga saat pesaing mencoba mempertahankan pangsa pasar.

  • Memulai Kenaikan Harga
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Sebaliknya banyak perusahaan terpaksa harus menaikkan harga dalam tahun–tahun belakangan ini mereka yang melakukan hal ini, mengetahui bahwa kenaikan harga mungkin disesali oleh pelanggan, agen, dan bahkan tenaga penjual mereka sendiri. Tetapi kenaikan harga yang sukses dapat meningkatkan laba. Misalnya, bila perusahaan mengambil laba sebesar tiga persen dari penjualan, kenaikan harga sebesar satu persen akan meningkatkan laba sebesar 33 persen bila volume penjualan tidak terpengaruhi.

  • Rekasi Pembeli Terhadap Perubahan Harga

Apakah harga dinaikan atau diturunkan, tindakan tersebut akan mempengaruhi pembeli, pesaing, distributor, dan pemasok serta mungkin kepentingan pemerintah juga. Pelanggan tidak selalu menginterpretasikan harga secara langsung. Mereka mungkin memandang penurunan harga dengan berbagai cara .Misalnya, apa pendapat anda kalau tiba-tiba Sony menurunkan harga VCR-nya sebanyak 50 persen? Anda mungkin terpikir VCR ini akan segera diganti dengan model yang lebih baru atau mungkin mereka menemukan ada kesalahan dan penjualannya seret?. Anda mungkin berpikir bahwa Sony sedang mengalami kesulitan keuangan dan mungkin keluar dari bisnis ini cukup lama sehingga tetap menyediakan suku cadang. Anda mungkin merasa yakin bahwa mutunya telah menurun. Atau anda mungkin berpendapat bahwa harga akan turun lagi dan lebih menguntungkan untuk menunggu sementara.

  • Reaksi Pesaing Terhadap Perubahan Harga

Sebuah perusahaan yang sedang memikirkan perubahan harga harus khawatir mengani reaksi para pesaingnya di samping para pelanggannya. Kemungkinan besar pesaing memberi reaksi kalau jumlah perusahaan yang terlibat kecil. Kalau produk yang dibuat seragam, dan kalau pembeli mendapat informasi lengkap.

  • Merespon Perubahan Harga

Disini kita akan membalik pertanyaan dan bertanya bagaimana sebaiknya perusahaan memberikan reaksi terhadap perubahan harga yang dilakukan pesaing. Perusahaan perlu mempertimbangkan beberapa hal: Mengapa pesaing mengubah harga? apakah perubahan itu merebut pangsa pasar lebih besar,  menggunakan kelebihan kapasitas, mencapai kondisi biaya yang berubah, atau memimpin perubahan  harga untuk seluruh industri? Apakah perubahan harga itu bersifat sementara atau permanen? Apa yang akan terjadi pada pangsa pasar dan laba jika perusahaan tidak memberikan reaksi? Apakah perusahaan lain akan memberikan reaksi? Dan apa kira-kira reaksi pesaing dan perusahaan lain terhadap setiap reaksi yang mungkin terjadi?

Disamping persoalan–persoalan di atas, perusahaan harus membuat analisis yang lebih luas. Perusahaan harus memperhatikan tahap daur hidup produknya sendiri, kepentingan produk dalam  bauran produk perusahaan, kehendak  dan sumber daya pesaing, serta kemungkinan reaksi konsumen  terhadap perubahan  harga. Akan tetapi perusahaan tidak selalu dapat melakukan analisis yang luas atas alternatifnya pada saat terjadi perubahan harga. Pesaing mungkin sudah membuang banyak waktu untuk mempersiapkan keputusan ini, tetapi perusahaan mungkin harus beraksi hanya dalam beberapa jam atau hari. Mengenai satu-satunya cara mengurangi waktu reaksi adalah membuat rencana jauh-jauh hari untuk kemungkinan perubahan harga oleh pesaing dan kemungkinan reaksinya.

perdagangan grosir strategi penetapan harga produk

E. Kebijakan Publik Terkait Strategi Penetapan Harga Produk

Persaingan harga adalah elemen inti dalam ekonomi pasar bebas. Dalam menentukan harga, perusahaan biasanya tidak bebas menetapkan harga berapapun yang mereka inginkan. Banyak hukum federal, negara bagian, dan bhakan lokal yang mengatur aturan main yang adil dalam penetapan harga. Selanjutnya, perusahaan harus mempertimbangkan masalah penetapan harga sosial yang lebih luas.

Bagian peraturan paling penting yang mempengaruhi penetapan harga adalah undang-undang Sherman, Clayton, dan Robinson-Patman Act, pada mulanya diterapkan untuk membatasi pembentukan monopoli dan mengatur praktek bisnis yang membatasi perdagangan secara tidak adil. Karena hukum federal ini hanya dapat diterpakan pada perdaganagan antar negara bagian, beberapa negera mengadopsi peraturan yang sama bagi perusahaan yang beroprasi secara global.

  • Penetapan Harga Didalam Tingkat Saluran

Peraturan federal tentang pengaturan harga (price-fixing) menyatakan bahwa penjual harus menetapkan harga tanpa berbicara kepada pesaing. Jika tidak, penjual itu dicurigai melakukan kolusi harga. Pengaturan harga dengan sendirinya dianggap illegal, artinya pemerintah tidak menerima alasan apapun untuk pengaturan harga. Perusahaan yang diketahui bersalah melakukan praktek semacam itu bisa menerima denda yang berat.

Penjual juga dilarang menggunakan penetapan harga yang mematikan (predatory pricing) menjual dibawah biaya dengan maksud menghukum pesaing atau meraih laba jangka panjang yang lebih tinggi dengan menyingkirkan pesaing dari bisnis.

  • Penetapan Harga Lintas Tingkat Saluran

Penjual juga dapat mendiskriminasikan penetapan harganya jika penjual membuat kualitas yang berbeda dari produk yang sama untuk pengecer berbeda. Penjual harus membuktikan bahwa perbedaan ini proporsional. Perbedaan harga juga dapat digunakan untuk “menyamakan persaingan” dalam “itikad baik” dengan kondisi diskriminasi harga bersifat sementara, terlokalisasi, serta defensive dan bukan ofensif.

Hukum juga melarang pemeliharaan harga eceran atau penjualan kembali, produsen tidak bisa mengharuskan penyalur mengenakan harga eceran tertentu untuk produknya. Meskipun penjual dapat mengajukan harga eceran yang disarankan produen kepada penyalur, penjual penjual tidak dapat menolak menjual kepada penyalur yang mengambil tindakan penetapan harga indipenden, tidak juga dapat menghukum penyalur dengan keterlambatan pengiriman atau menyangkal potongan harga dari iklan. Misalnya, kantor florida menyelidiki Nike karena menyatakan mengatur harga eceran sepatu dan pakaiannya. Kejaksaaan khwatir Nike menahan barang dari pengecer yang tidak menjual sepatu termahalnya seperti lini Air Jordan dan Shox pada harga yang dianggap cocok oleh perusahaan.

Penetapan harga yang mengelabui (deceptive pricing) terjadi ketika penjual menyatakan harga atau penghematan harga yang menyesatkan konsumen atau tidak benar-benar tersedia lagi bagi konsumen.

Sumber:

Kotler, Philip. Prinsip Prinsip Pemasaran edisi 12 jilid 2 Philip Kotler, Gary Armstrong : Alih Bahasa, Bob Sabran, M.M. – Jakarta : Penerbit Erlangga, 2006

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