bjb precious Surabaya Community marketing for savings, namely bank bjb

annual report 2016 203 Growing Together with new expanding opportunities Rencana dan Strategi 2017 Dalam rangka membuat layanan bjb precious semakin optimal dan memiliki positioning yang kuat di masyarakat, serta untuk meningkatkan persaingan dengan layanan prioritas bank lain, maka bjb precious akan melakukan beberapa inisiatif sebagai berikut.

1. Memenuhi kebutuhan SDM bjb precious baik dari segi

kuantitas maupun kualitas 2. Standarisasi sertifikasi Waperd dan AAJI bagi tenaga pemasar bjb precious 3. Melakukan penambahan kerja sama dengan pihak ketiga Merchant untuk menambah benefit kartu bjb precious. 4. Pengembangan jaringan outlet bjb precious. 5. Melakukan Customer Gathering berupa big event dan small gathering, dengan tujuan sosialisasi dan penjualan produk Wealth maupun Produk Funding. 6. Program Member Get Member untuk menambah NOA new Customer. 7. Membuat Standarisasi Outlet bjb precious. 8. Training untuk team sales dan supporting unit untuk menambah kemampuan dalam pelayanan dan penjualan serta pengembangan program. 9. Membuat program-program untuk akuisisi maupun loyalty program.

10. Memberikan fasilitas member bjb precious kepada kepala

daerah dan CEO perusahaan. 11. Pengembangan system IT untuk sales tracking dan portofolio outlet bjb precious dan portofolio nasabah. Wealth Management Produk yang ditawarkan oleh Layanan Wealth Management terdiri dari produk bancassurance dan reksa dana. Perolehan Premi Bancassurance di tahun 2016 mengalami penurunan dari Rp32,64 miliar di tahun 2015 menjadi Rp31,32 miliar di tahun 2016. Di sisi lain, pertumbuhan asset under management Reksa Dana mengalami peningkatan yang cukup signifikan yaitu dari Rp41,28 miliar di tahun 2015 menjadi Rp79,60 miliar di 2016. Rincian terkait Pertumbuhan asset under Management Reksa dana dan Premi Bancassurance selama 5lima tahun terakhir diuraikan sebagai berikut. Tabel Pertumbuhan asset Under management reksa Dana dan Premi bancassurance Table of growth of mutual fund under asset management and bancassurance Premium dalam Rupiah penuh | in full Rupiah Tahun Year Premi bancassurance bancassurance Premium aUm reksa Dana aUm mutual funds 2012 6,531,600,000 24,940,639,742 2013 7,798,737,820 26,441,889,935 2014 21,004,579,781 33,229,788,655 2015 32,644,435,489 41,283,056,667 2016 31,321,716,565 79,604,154,788 TINJAUAN OPERASIONAL oPeRaTional RevieW The Strategy and Plan 2017 In order to further optimize bjb precious service and to have a strong positioning in the marketamongst its customer, and to enhance its competitiveness against other Banks priority services, bjb precious will conduct the following initiatives. 1. Meet bjb precious HR needs both in terms of quantity or quality.

2. Standardize Waperd and AAJI certification for bjb precious

marketing staffs. 3. Increase collaboration with third parties Merchant to increase benefits of bjb precious card 4. Expand bjb precious outlet networks. 5. Conduct customer gatherings such as big events and small gatherings with the aim to promote and sell Wealth or Funding products. 6. Promote Member Get Member program to increase new customer NOA. 7. Create standardized bjb precious outlet 8. Provide training to sales team and supporting units to increase service and sales competence, and program development. 9. Create new programs such as acquisition and loyalty programs.

10. Provide bjb precious member facility to Regional Heads

and CEOs. 11. Develop IT system to track sales and develop outlet portfolio of bjb precious outlets and customers. Wealth Management Products offered by Wealth Management services consist of bancassurance and mutual fund. Bancassurance Premium earnings in 2016 suffered a decrease from IDR32.64 billion in 2015 to IDR31,32 billion in 2016. On the other hand, the growth of Mutual Fund under asset management experienced a significant increase from IDR41,28 billion in 2015 to IDR79,60 billion in 2016. Details related on the growth of Mutual Fund under asset management and Bancassurance Premium for the last 5 five years are elaborated as follow: Laporan Tahunan 2016 204 Semakin Berkembang Bersama peluang Baru yang Membentang Perolehan Fee Based Income Produk Wealth Management secara keseluruhan mengalami peningkatan. Total perolehan Fee based income dari layanan wealth management di tahun 2016 mencapai Rp12,22 miliar, lebih tinggi dibandingkan tahun 2015 yang sebesar Rp11,01 miliar. Tabel Perolehan Fee Based Income Table of earnings from fee based income dalam Rupiah penuh | in full Rupiah Tahun Year Bancassurance bancassurance reksa Dana mutual funds Total Total 2012 2,610,120,000 227,234,123 2,837,354,123 2013 3,036,605,432 194,168,504 3,230,773,936 2014 7,220,938,029 256,241,107 7,477,179,136 2015 10,745,528,384 259,624,963 11,005,153,347 2016 11,371,399,400 850,678,262 12,222,077,662 120,000 100,000 80,000 60,000 40,000 20,000 - dalam juta r upiah | in million r upiah 2012 2013 2014 2015 2016 Premi 6,532 7,799 21,005 32,644 31,322 aUm 24,941 26,442 33,230 41,283 79,604 Feebase 31,472 34,241 54,234 73,927 110,926 Pencapaian Wealth Management 2012-2016 achievement of wealth management 2012-2016 Adapun Kerjasama antara bank bjb dengan Manager Investasi diuraikan sebagai berikut. TINJAUAN OPERASIONAL oPeRaTional RevieW Earnings from Fee Based Income of Wealth Management products in general experienced an increase. Total earnings from Fee based income of wealth management service in 2016 reached IDR12,22 billion, which is relatively higher compared to that of 2015 i.e. IDR11,01 billion. Cooperation between bank bjb and investment manager is described as follows annual report 2016 205 Growing Together with new expanding opportunities manajer investasi investment manager Produk Product jenis reksa Dana Types of mutual funds pT Trimegah asset Management Trim Kas 2 Trim Kombinasi 2 Trim Kapital plus Trim Syariah Berimbang Trim Syariah Saham pasar uang | Money market Campuran | Mixed Saham | Share Campuran | Mixed Saham | Share pT Syailendra Capital Syailendra Balanced opportunity Fund Syailendra equity opportunity Fund Campuran | Mixed Saham | Share pT Bahana TCW Investment Management Bahana Dana Infrastruktur Dana ekuitas prima Campuran | Mixed Saham | Share pT Danareksa Investment Management Danareksa Seruni pasar uang II Danareksa anggrek Fleksibel Danareksa Index Syariah Danareksa Mawar pasar uang | Money market Campuran | Mixed Indeks | Index Saham | Share Selain bekerja sama dengan Manager Investasi, bank bjb juga melakukan kerjasama dengan Perusahaan Asuransi yang diuraikan sebagai beirkut. Perusahaan company Produk Product pT aIa Financial Bahagia optima Bahagia utama Bahagia Buah hati Program – program Peningkatan Portofolio Wealth Management Tahun 2016 Kegiatan pemasaran yang telah dilakukan pada tahun 2016 sebagai bentuk peningkatan portofolio produk Wealth Management dilakukan melalui program – program sebagai berikut. 1. Produk Bancassurance • Bancassurance Incentive Rewards Program 2016 • Bancassurance Trip Contest New Zealand – Vietnam 2016 • Bancassurance Customer Rewards Program • Customer Gathering Bancassurance • Peningkatan kompetensi tenaga pemasar melalui serifikasi Asosiasi Jiwa Indonesia AAJI 2. Produk Reksa Dana • Peningkatan kompetensi tenaga pemasar melalui sertifikasi Wakil Agen Penjual Efek Reksa Dana WAPERD Rencana Program Peningkatan Portofolio Wealth Management Tahun 2017 Adapun terkait dengan rencana dan strategi di tahun 2017, Group Wealth Management merencanakan program – program antara lain: 1. Mengadakan program promosi penjualan produk Wealth Management melalui kantor cabang dan bjb Precious diantaranya: • Trip Rewards Program TINJAUAN OPERASIONAL oPeRaTional RevieW In addition to collaboration with Investment Managers, bank bjb also conducted collaboration with Insurance Companies, which is described as follows:

2016: Improvement Program of Wealth Management Portfolio

As an effort to increase Wealth Management products portfolio, bank bjb held various marketing activities in 2016 through the following programs: 1. Bancassurance Products • 2016: Bancassurance Incentive Rewards Program • 2016: Bancassurance Trip Contest New Zealand – Vietnam • Bancassurance Customer Rewards Program • Bancassurance Customer Gathering • Increase marketing force competence through certification of Indonesian Life Association AAJI. 2. Mutual Fund products. • Increase marketing force competence through certification of Mutual Fund Sales Agent WAPERD.

2017: Programs to increase Wealth Management Portfolio

In relation to the 2017 strategy and plan, Group Wealth Management designed the following programs: 1. Conduct a Wealth Management sales promotion program through branch offices and bjb Precious, among others are: • Trip Rewards Program