Universal Sales

Universal Sales

Industri reksa dana melanjutkan pertumbuhannya di tahun Mutual funds industry continued its growth trend in 2017. 2017. Dana kelolaan industri reksa dana mencapai Rp457,7

Total asset under management of the industry reached triliun per akhir 2017, meningkat dari Rp339,1 triliun pada

Rp457 .7trillion by the end of 2017, increased from akhir tahun 2016, atau tumbuh sekitar 35%. Sementara itu,

Rp339.1 trillion at the end of 2016, or grew jumlah Agen Penjual Reksa Dana (“APERD”) per akhir 2017

approximately 35%. Meanwhile, total Mutual Funds tercatat berjumlah 36 agen, meningkat 12,5% dari 32 agen

Selling Agents (“APERD”) reached 36 agents at pada akhir tahun 2016.

the end of 2017, 12.5% higher from 32 agents as end of 2016.

Sejalan dengan itu, bisnis Divisi Universal Sales juga In line with this, the business of Universal Sales Division membukukan pertumbuhan. Per akhir 2017 dana kelolaan

also grew. By the end of 2017, total asset under keseluruhan mencapai Rp1,03 triliun naik dari Rp580 miliar

management reached Rp1.03 trillion, increased from per akhir 2016 atau tumbuh 77%. Sampai akhir tahun 2017, Rp580 billion by the end of 2016 or grew by 77% .

Divisi Universal Sales Perseroan telah menjalin kerja sama dengan 9 Manajer Investasi ternama, yaitu PT Trimegah Asset Management, PT CIMB-Principal Asset Management, PT BNI Asset Management, PT Sinarmas Asset Management, PT Prospera Asset Management, PT Sucorinvest Asset Management, PT Pinnacle Investment, PT First State Investment Indonesia, dan PT Syailendra Capital.

Dengan bertambahnya jumlah kerja sama dengan Manajer Investasi, jumlah reksa dana yang didistribusikan mencapai

50 produk, yang terdiri atas 23 reksa dana saham, 10 reksa dana campuran, 7 reksa dana pendapatan tetap, 7 reksa dana pasar uang, dan 3 reksa dana terproteksi. Dengan basis nasabah ritel yang luas, Perseroan menjadi salah satu perusahaan sekuritas utama yang menjalankan kegiatan sebagai APERD di industri.

Keberhasilan-keberhasilan ini dicapai melalui berbagai strategi yang cermat, antara lain, pemilihan produk reksa dana yang berkualitas. Melalui komite internal, Divisi Universal Sales melakukan analisis yang mendalam dengan kriteria ketat terhadap produk reksa dana yang akan ditawarkan ke nasabah. Divisi Universal Sales juga melakukan komunikasi intensif dengan Manajer Investasi untuk memonitor dan mengevaluasi kinerja produk reksa dana yang dikelolanya.

Divisi Universal Sales juga membekali tenaga penjualan (Relationship Manager atau RM) dengan kemampuan rekomendasi yang baik sehingga mampu memberikan rekomendasi produk yang sesuai dengan profil risiko dan kebutuhan nasabah. Selain itu, para RM juga dibekali dengan kemampuan untuk membantu nasabah dalam melakukan diversifikasi produk investasi.

Di tengah tingkat suku bunga yang kami yakini masih akan tetap relatif rendah di tahun mendatang, appetite investor untuk berinvestasi di pasar modal dan prospek industri reksa dana masih akan tetap menunjukkan tren positif. Regulasi juga terus mendorong industri reksa dana ke arah yang semakin sehat.

Jumlah investor reksa dana sekitar 500.000 per akhir 2017 relatif masih sangat kecil dibandingkan dengan jumlah penduduk Indonesia. Hal ini menunjukkan potensi yang sangat besar yang dapat digarap oleh industri reksa dana. Namun, hal ini harus dibarengi dengan edukasi yang terus- menerus dari semua pelaku industri reksa dana, dan hal ini sudah menjadi agenda rutin Divisi Universal Sales Perseroan.

Ke depan, Divisi Universal Sales akan terus menambah varian produk reksa dana, memperluas kerja sama strategis dengan Divisi Equity Trading dan Fixed Income Trading Perseroan, dan terutama meningkatkan kualitas rekomendasi para Relationship Managers melalui pendekatan financial planning.

As end of 2017, Universal Sales Division had engaged in partnership with 9 prominent Investment Managers, i.e. PT Trimegah Asset Management, PT CIMB-Principal Asset Management, PT BNI Asset Management, PT Sinarmas Asset Management, PT Prospera Asset Management, PT Sucorinvest Asset Management, PT Pinnacle Investment, PT First State Investment Indonesia and PT Syailendra Capital.

As number of partnership with Investment Manager increased, total distributed mutual funds reached 50 products comprising of 23 equity mutual funds, 10 balanced mutual funds, 7 fixed income mutual funds, 7 money market mutual funds, and 3 protected mutual funds. Supported by broad retail client basis, the Company has now become one of main securities companies conducting APERD activity in the industry.

These achievements are result of effective strategies, including high-quality mutual funds products selection. Through internal committee, Universal Sales Division conducted thorough analysis with tight criteria on mutual funds products which will be offered to the clients. The Universal Sales Division also built intensive communicaiton with Investment Manager to monitor and evaluate performance of mutual funds products under its management.

Univesal Sales Division also equipped the sales personnel (Relationship Manager or RM) with good recommendation skill to provide product recommendation based on clients’ risk profile and needs. The RMs are also further developed with ability to assist the clients in performing investment product diversification.

In the relatively low interest-rate assumption in next year, we are confident that investors’ appetite to invest in the capital market and mutual funds industry prospect will continue the positive trend. Regulatory aspect will also continuously support mutual funds industry towards healthier direction.

Total mutual funds investor of around 500,000 by the end of 2017 is still considered low compared to total Indonesia’s population. This indicates huge potential to be optimized by mutual funds industry players. However, this opportunity shall be followed by continous education by all mutual funds industry players, and the activity has become regular agenda of the Company’s Universal Sales Division.

Going forward, Universal Sales Division will add the variety of mutual funds products, expand strategic partnership with Equity Trading and Fixed Income Trading Divisions in the Company, and mostly will improve quality of recommendation by Relationship Managers using financial planning approach.

MANAGEMENT DISCUSSION & ANALYSIS

CORPORATE GOVERNANCE

CSR AND FINANCIAL LITERACY EDUCATION

INTRODUCTION

REPORT FROM THE

Tinjauan Unit Bisnis

Overview of Business Units