Marketing channel is one of the influencing factors for sustainability sawmills managed by local people that use sengon timber as raw materials. The research objective is to explain the marketing channel for sengon sawn timber derived from sawmills managed by local people. Data were collected through interviews and observation; where the fifth respondents for interviews; were selected by purposive sampling. The collected data were then analyzed qualitatively to determine the marketing channels of sengon sawn timber. The results show that there are four marketing institutions, namely: sawmill, woodshop in Kotabumi, industry outside of the Kotabumi, and broker. The four institutions form three marketing channels: (1) sawmill –  woodshop in Kotabumi – industries outside of the Kotabumi, (2) sawmill –  industry outside of the Kotabumi, and (3) sawmill – broker – industry outside of the Kotabumi. A business will be more profitable when the sawmill owner purchased logs directly from the farmers, henceforth the benefits of both the farmers and the sawmill owner will be maximized.Keywords: marketing, marketing channels, Falcataria moluccana, sawmill, sawn timber

ABSTRAKEfisiensi pemasaran kayu gergajian sengon berpengaruh besar terhadap keberlanjutan industri penggergajian kayu rakyat. Tujuan dari penelitian ini adalah menganalisis efisiensi pemasaran kayu gergajian sengon pada industri penggergajian kayu rakyat. Penelitian dilakukan dengan wawancara mendalam dan observasi langsung.  Pengambilan sampel dilakukan secara sengaja (purposive sampling) terhadap 5 Industri penggergajian kayu yang memproduksi kayu gergajian sengon secara berkelanjutan. Hasil penelitian menunjukan bahwa pemasaran produk papan, balok, kasau dan reng memiliki kecenderungan yang sama terhadap indikator efisiensi pemasaran.  Berdasarkan indikator producer’s share dan perhitungan efisiensi pemasaran, pemasaran ke empat produk berjalan efisien akan tetapi berdasarkan indikator margin pemasaran, margin keuntungan dan rasio profit margin, pemasaran berjalan dengan tidak efisien. Hal ini dilihat dari margin pemasaran, margin keuntungan dan rasio profit margin yang tidak merata pada semua produk dan semua saluran. Hasil penelitian ini belum dapat menggambarkan efisiensi pemasaran secara keseluruhan sehingga indikator efisiensi pemasaran lainnya perlu juga dipertimbangkan seperti aspek fungsi-fungsi pemasaran, volume penjualan dan kepuasan konsumen.Kata kunci: efisiensi pemasaran, industri penggergajian, kayu gergajian sengonABSTRACTThe marketing efficiency of sengon sawn wood has a big impact on the sustainability of sawmill industry. The purpose of this research is to analyze the efficiency of marketing of sengon sawn wood in the sawmill. The research was conducted by in-depth interviews and direct observation. Sampling was carried out purposively of 5 sawmills that produce sawn wood in a sustainable manner. The results showed that the marketing of boards, beams, rafters and battens had the same tendency towards marketing efficiency indicators. Based on the producer's share indicator and the calculation of marketing efficiency, the marketing of the four products is running efficiently but based on indicators of marketing margin, profit margin and profit margin ratio, marketing is running inefficiently. This can be seen from the uneven marketing margins, profit margins and profit margin ratios for all products and all channels. The results of this study have not been able to describe the overall marketing efficiency so that other indicators of marketing efficiency also need to be considered such as aspects of marketing functions, sales volume and customer satisfaction. Keywords: marketing efficiency, sawmill industry, sengon sawn wood