The Effect of Distribution Channels Toward Sales Level at Ud Martabe Tarutung

The Research dealt with the Effect of Distribution Channels toward Sales Level at UD Martabe Tarutung. The formulation of the problem is: How the distributions channels affect the sales level at UD. Martabe Tarutung. The research was conducted by using quantitative research design. The research method used is: descriptive method, with technique Trend Analysis. The population of this study is all part UD. Martabe Tarutung and taken from sales data and distribution channels costs for 5 years in 2012-2016, and the subject of the study is marketing manager and staff who are willing to provide the required data. The result of this study showed that Distribution channels have positive effect (direction) Toward Sales Level at UD. Martabe Tarutung.


INTRODUCTION
Marketing is an important activity in business. The quality of a business depends to the company's marketing. Through marketing will create the economic value of a product. And the economic value will determine the price of goods and services for individuals or consumers. A Factors that affect economic value are: production, marketing and consumption. Marketing is the relationship between production and consumption. Without marketing the consumers is difficulty to achieve satisfactory consumption goals. The quality of a company depends to the manager's expertise in marketing and the ability to combine functions in marketing, finance, and other related fields. A factor that important in facilitating the distribute of goods and services from producers to consumers is the marketing distribution. The marketing distribution is the path through which the goods distribute from producer to consumer. UD. Martabe Tarutung is a peanut company in Tarutung city. Its products distribute to Medan and Jakarta.

II. LITERATURE REVIEW Marketing
The American Marketing Association offers this managerial definition (Kotler, 2002): stated Marketing (management) is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational goals. Coping with exchange processes part of this definitioncalls for a consider able amount of work and skill. We see marketing management as the art and science of applying core marketing concepts to choose target markets and get, keep, and grow customers through creating, delivering, and communicating superior customer value. We can distinguish between a social and a managerial definition for marketing. According to a social definition, marketing is a societal process by which individuals and groups obtain what they need and want through creating, offering, and exchang-ing products and services of value freely with others. As a managerial definition, marketing has often been described as "the art of selling products. a leading management theorist, says that "the aim of marketing is to make selling superfluous. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself. Ideally, marketing should result in a customer who is ready to buy.

Marketing Mix
Marketers use numerous tools to elicit the desired responses from their target markets. These tools constitute a marketing mix: Marketing mix is the set of marketing tools that the firm uses to pursue its marketing objectives in the target market. As shown in McCarthy classified these tools into four broad groups that he called the four Ps of marketing: product, price, place, and promotion. Marketing mix decisions must be made to influence the trade channels as well as the final consumers. Typically, the firm can change its price, sales-force size, and advertising expenditures in the short run. However, it can develop new products and modify its distribution channels only in the long run. Now the marketing mix is defined as set of controllable marketing tools that a company uses to create a desired response in the targeted market. (Kotler P., Armstrong, Wong, & Saunders, 2008). Set of these tools is generally referred to as 4P's of Marketing, being Product, Price, Promotion and Place.

Distribution Channels
Kotler and Susanto (2001: 683) stated that a distribution channel of a series of independent organizations involved in the process of making products or services available for  Anoraga (2004: 523) states that sales volume is the amount of sales achieved or will be achieved by a company within a certain period. Radiosunu (2000: 23) sales volume is some amount of goods produced or goods sold from a particular product within a certain time. From the above definition can be concluded that the sale is an effort made by humans to deliver goods for those who need the money reward in accordance with the price determined by mutual agreement. Sales volume is addition / reduction of the amount of goods produced by the company within a certain period of time

III.
RESEARCH METHODOLOGY The collected data analyzed through A trend analysis method. A trend analysis is an aspect of technical analysis that tries to predict the future movement of a stock based on past data. Trend analysis is based on the idea that what has happened in the past gives traders an idea of what will happen in the future. In general linear equations of time series analysis are: Y = a + b X. Where : Y : Trend Variabe (Sales Volume) X : variable time / year (Distribution Channels in this case data taken from Channel Cost of Distribution).
Whereas to find the value of constants (a) and parameter (b) are: The population of this study is all part UD. Martabe Tarutung taken from sales data and distribution of channel costs for 5 years in 2012-2016, and subjects are marketing managers and staff who are willing to provide the required data.

IV.
RESULT AND DISCUSSION Tarutung Located in North Tapanuli Utara has been known as a producer of fried nuts. One of the businesses in the city that sold in the package of UD. Martabe Tarutung and it is located at Jl. Balige, KM 12 Silangkitang, Tarutung was established in 1990. The business is managed by S. Panjaitan. These fried nuts are packed in plastic and canned form. UD. Martabe Tarutung distributed peanuts to Medan and Jakarta. Delivery to Medan area is done once a month with cost RP. 500,000. And the amount of goods sent as many as 30 packages. Delivery to Jakarta area done once a month with postage Rp. 800,000. The amount of goods sent as many as 30 Packages.

Graph. 4.1: Distribution trends Analysis and sales cost in 2012
The graph above shows that the trend between distribution and sales costs in 2012 tends to increase. The sales trend shows a significant improvement. This shows that UD. Martabe Tarutung has used the distribution channel well. b. In 2013

Graph. 4.2: Distribution trends Analysis and sales cost in 2013
The chart above shows that the trend between distribution and sales costs in 2013 tends to increase. The sales trend shows a significant improvement It shows that UD. Martabe Tarutung has used the distribution channel well. c. In 2014  /dx.doi.org/10.22161/ijaers.5.4.22  ISSN: 2349-6495(P) | 2456-1908(O) www.ijaers.com Page | 157

Graph. 4.3: Distribution trends analysis and sales cost in 2014
The graph above shows that the trend between distribution and sales costs in 2014 tends to increase. Although in 2014 decreased in 2013. Seen from the trend between distribution and sales costs still tend to increase. This shows that UD. Martabe Tarutung has used the distribution channel well.

Graph. 4.4: Distribution trends analysis and sales cost in 2015
The graph above shows that the trend between distribution and sales costs in 2015 tends to increase. The sales trend shows a significant improvement It shows that UD. Martabe Tarutung has used the distribution channel well. CONCLUSION From the graph above shows the trend between the cost of distribution and sales is unidirectional. Can be seen sales trends follow the trend of distribution costs. This shows that distribution costs are in line with sales at UD. Martabe Tarutung.

Trends and Prediction of Distribution Costs
Based on Table 4