Strategi Peningkatan Pendapatan Business to Business (B2B) Berbasis SWOT di Bolobake
DOI:
https://doi.org/10.55606/jempper.v5i3.7838Keywords:
Business-to-Business (B2B), EFAS, IFAS, Revenue Growth, Service Differentiation, SWOTAbstract
Revenue improvement in the pastry business is not only determined by product quality but also by the company’s ability to provide services with distinctive value that align with the needs of business partners. This study aims to evaluate internal and external factors influencing the development of service differentiation strategies through SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) and to formulate strategic recommendations for increasing revenue through customer satisfaction, loyalty, and sustainable business relationships. This research employs a descriptive qualitative method with a case study approach at Bolobake, located in Manahan, Surakarta, Central Java. Data were obtained through semi-structured interviews, observations, documentation, sales reports, customer information, partnership documents, company archives, and relevant scientific references. Data credibility was maintained through source and technique triangulation. The analysis was conducted using the Internal Factor Analysis Summary (IFAS) Matrix, External Factor Analysis Summary (EFAS) Matrix, and SWOT analysis. The results indicate that Bolobake obtained an IFAS score of 3.00 and an EFAS score of 3.38, with a SWOT coordinate position of (1.50; 0.21), placing the company in Quadrant I (Strength–Opportunity) or an aggressive strategy position. This condition indicates that the company’s internal strengths can be optimized to capitalize on external opportunities. The recommended strategies include developing custom order services, increasing ordering flexibility, accelerating customer communication, and strengthening business partnerships to encourage repeat transactions, expand business networks, and achieve sustainable revenue growth.
References
Agriculture and Agri-Food Canada. (2025). Sector trend analysis: Foodservice profile Indonesia. https://agriculture.canada.ca/en/international-trade/reports-and-guides/sector-trend-analysis-foodservice-profile-indonesia
Agustina, E. S. (2024). Analisis SWOT untuk merumuskan strategi pemasaran pada usaha mikro, kecil dan menengah Locy Cahaya Bersaudara menggunakan matriks IFAS, EFAS, SFAS, dan Grand Strategy. Jurnal Bisnis dan Pembangunan. https://doi.org/10.20527/jbp.1313i3.53
Agyei, P. M., Manu, F., & Coffie, S. (2022). Positioning strategies for B2B service markets. Industrial Marketing Management. https://doi.org/10.1016/j.indmarman.2022.09.010
Ajizah, N., & Ridho, Z. (2024). Analisis SWOT dalam menentukan strategi pemasaran produk umrah untuk peningkatan kuantitas calon jemaah umrah. ADL Islamic Economic: Jurnal Kajian Ekonomi Islam. https://doi.org/10.56644/adl.v5i1.107
Akhmad, K. A., Suyatno, A., & Patricia, B. A. A. (2024). Determining a micro, small and medium enterprises (MSME) cluster development strategy using SWOT analysis and the Business Model Canvas approach. Proceeding of International Conference on Science, Health, and Technology. https://doi.org/10.47701/icohetech.v5i1.4139
Alberico, R., & A., C. J. (2023). Relationship marketing and customer retention: A systematic literature review. Studies in Business and Economics, 18, 44–66. https://doi.org/10.2478/sbe-2023-0044
Alp, E., Pirola, F., Sala, R., Pezzotta, G., & Kuhlenkötter, B. (2024). Operative service delivery planning and scheduling in Product-Service Systems. Service Business, 18, 161–192. https://doi.org/10.1007/s11628-024-00558-y
Angelov, A., Mihaleva, H., Atanasova, S., & Georgiev, H. (2026). Theoretical foundations and evolution of relationship marketing. International Conference on Economics, Business, Management. https://doi.org/10.56065/ICEBM2025.453
Anggraeni, D., Mutiarni, R., et al. (2026). Formulating business development strategies through SWOT analysis: A case study of Kayffa Store. Proceeding International Conference on Digital Education and Social Science. https://doi.org/10.55506/icdess.v3i1.136
Athar, H. S. (2020). The impact of marketing mix on the purchase decision when borrowing consumer loans. Amwaluna: Jurnal Ekonomi dan Keuangan Syariah, 5, 40–49. https://doi.org/10.29313/amwaluna.v5i1.6615
Azzahra, Q., Wahyuningtyas, R., & Firli, A. (2024). Marketing strategy analysis using SWOT and QSPM matrix (Case study on Guzzini MSMEs). International Journal of Science, Technology & Management. https://doi.org/10.46729/ijstm.v5i4.1124
Badan Pusat Statistik. (2025). Statistik penyediaan makanan dan minuman 2024. https://www.bps.go.id/id/publication/2025/12/31/e46a55af756331ede8016b91/food-and-beverage-service-activities-statistics-2024.html
Beyene, K. G., Nadew, S., Ali, W., Gebrehiwot, A. G., & Atsibeha, S. G. (2022). How to write standard operating procedures: Values and a practical guide. International Journal of Drug Regulatory Affairs. https://doi.org/10.22270/ijdra.v10i4.557
Borne, K. (2021). Customer experience management. Dalam Demystifying AI for the Enterprise. https://doi.org/10.4324/9781351032940-5
Burton, J., Story, V., Zolkiewski, J., & Nisha, N. (2023). Digital service innovation challenges faced during servitization: A multi-level perspective. Journal of Service Management. https://doi.org/10.1108/JOSM-12-2022-0398
Campbell, S., Greenwood, M., Prior, S., Shearer, T., Walkem, K., Young, S., Bywaters, D., & Walker, K. (2020). Purposive sampling: Complex or simple? Research case examples. Journal of Research in Nursing, 25, 652–661. https://doi.org/10.1177/1744987120927206
Chandler, G. N., McLeod, M. S., Broberg, J. C., McKelvie, A., & DeTienne, D. R. (2023). Customer engagement patterns and new venture outcomes. Small Business Economics, 63, 1117–1138. https://doi.org/10.1007/s11187-023-00843-6
Chowdhury, N., Balaraman, P., & Liu, J. (2023). The evolution of B2B strategies in the rise of value co-creation and service management. Journal of Strategy and Management. https://doi.org/10.1108/JSMA-03-2023-0064
Corsaro, D., & Anzivino, A. (2021). Understanding value creation in digital context: An empirical investigation of B2B. Marketing Theory, 21, 317–349. https://doi.org/10.1177/14705931211001542
Farida, I., & Setiawan, D. (2022). Business strategies and competitive advantage: The role of performance and innovation. Journal of Open Innovation: Technology, Market, and Complexity, 8(3), 163. https://doi.org/10.3390/joitmc8030163
Font, X., English, R., Gkritzali, A., & Tian, W. (2021). Value co-creation in sustainable tourism: A service-dominant logic approach. Tourism Management. https://doi.org/10.1016/j.tourman.2020.104200
Fusch, P., Fusch, G. E., & Ness, L. R. (2018). Denzin's paradigm shift: Revisiting triangulation in qualitative research. Journal of Social Change, 10(1). https://doi.org/10.5590/JOSC.2018.10.1.02
Gangele, P., & Kumar, A. (2025). The impact of globalization on business strategies: A systematic review. International Journal of Innovations in Science Engineering and Management. https://doi.org/10.69968/ijisem.2025v4i164-71
Garane, M. A. (2025). Effects of differentiation strategy on the performance of selected hotels in Garissa County. Asian Journal of Economics, Business and Accounting, 25(10), 1–15. https://doi.org/10.9734/ajeba/2025/v25i102006
Gazdecki, M., Leszczyński, G., & Zieliński, M. (2021). Food sector as an interactive business world: A framework for research on innovations. Energies. https://doi.org/10.3390/en14113312
Gebauer, H., et al. (2020). Advanced services and differentiation advantage: An empirical investigation. International Journal of Operations & Production Management, 40(9), 1561–1587. https://doi.org/10.1108/IJOPM-11-2019-0728
Gebauer, H., Gustafsson, A., & Witell, L. (2020). Competitive advantage through service differentiation in manufacturing firms. Industrial Marketing Management, 89, 360–372.
GlobalData. (2025). Indonesia foodservice market value report. https://www.globaldata.com/store/report/indonesia-foodservice-market-analysis/
Gürel, S., & Tat, M. (2017). SWOT analysis: A theoretical review. The Journal of International Social Research. https://doi.org/10.17719/jisr.2017.1832
