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Portofolio Trading FX
FX Trading Portfolio
USD juta USD million
2011
53
2011
24
2012
224
+322,64
Volume Trading FX
FX Trading Volume
Produk Unggulan Tresuri
ORI
Di tahun 2012, bank bjb ditunjuk Pemerintah menjadi salah
satu dari 22 agen penjual Obligasi Negara Ritel atau ORI untuk seri ORI009. Sebelumnya, sepanjang kurun waktu tahun 2007
hingga 2011, posisi bank bjb baru sebagai Sub Agen Penjual ORI
untuk ORI004 sampai dengan ORI008. Kepercayaan tinggi yang diberikan Pemerintah berbuah pencapaian penjualan ORI009
yang membanggakan. Dari target penjualan yang ditetapkan
sebesar Rp 150.000.000.000,- bank bjb berhasil mencapai
tingkat penjualan ORI009 sebesar Rp 167.005.000.000,- atau 111,34 dari target penjualan yang ditetapkan. Prestasi
penjualan ini mendapat apresiasi yang cukup baik dari Departemen Keuangan yang melakukan evaluasi kinerja Agen
Penjual ORI, dengan hasil sebagai berikut:
a. Berdasarkan pencapaian target penjualan, bank bjb berada
di posisi ke-3 dari 22 agen penjual ORI009. b. Penilaian dari sisi marketing dalam penjualan ORI009, bank
bjb memperoleh penghargaan The Best Marketing diantara
22 agen penjual ORI.
c. Secara keseluruhan, kinerja bank bjb sebagai agen penjual
ORI009 berada di posisi ke-9 dari 22 agen penjual ORI yang ada.
Kinerja Penjualan ORI bank bjb
Seri ORI ORI009
ORI008 ORI007
ORI Series
Nominal Penjualan 167.005.000.000
5.000.000.000 9.960.000.000
Nominal Sales
Jumlah Nasabah 495
149 153
Total Customer
Faktor Pendukung dan Penghambat
Kegiatan bisnis tresuri sangat dipengaruhi oleh kondisi pasar global yang fluktuatif. Dapat digambarkan, sentimen negatif
yang dipicu oleh krisis surat utang di Eropa serta pemulihan ekonomi di Amerika Serikat, sangat mempengaruhi kondisi pasar
Flagship Treasury Products
ORI
In 2012, the Government appointed bank bjb to be one of 22
dealers for retail state bonds or ORI for ORI009 series. Earlier, in
the period from 2007 to 2011, bank bjb served as sub-agent
for the sale of ORI for ORI004 to ORI008 series. The confidence
of the government in bank bjb was rewarded by an excellent
performance in the sales of ORI009. From a targetted sales of
Rp 150 billion, bank bjb successfully exceeded the target by
recording sales of Rp 167,005,000,000, for ORI009 – an increase of 111.34 from the target. This sales performance
was appreciated by the Ministry of Finance that conducted evaluation to the performance of ORI Sales Agent, with the
following results:
a. Based on the achievement of sales targets, bank bjb is
ranked in third position from 22 dealers of ORI009.
b. In terms of sales marketing of ORI009, bank bjb was
awarded as the Best Marketing among 22 ORI dealers.
c. Overall, the performance of the bank bjb as dealer of
ORI009 is ranked in the 9th position, from the exisitng 22 dealers for ORIs.
bank bjb’s ORI Sales Performance
Supporting and Restraining Factors
Treasury business activities are strongly influenced by the fluctuating global market conditions. For instance, negative
sentiments sparked by the debt crisis in Europe and the economic recovery in the United States have significantly affected
International Treasury
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di dalam negeri. Di awal tahun 2012, Indonesia memperoleh peningkatan peringkat investasi dari Ba1 menjadi Baa3 menurut
Agen Pemeringkat Moody’s dengan outlook stabil. Kondisi ini merupakan yang pertama setelah 14 tahun sejak terjadinya
krisis ekonomi Asia pada tahun 1998 lalu. Namun, dengan penurunan BI rate yang dilakukan oleh Bank Indonesia ditengah
inflasi yang terus meningkat, serta kekhawatiran dunia akan dampak krisis ekonomi Eropa mengakibatkan pasar keuangan
global termasuk Indonesia mengalami pelemahan, meliputi nilai tukar USDIDR maupun harga surat berharga. Hal ini membuat
kegiatan tresuri mengalami sedikit penurunan secara volume di awal tahun mengingat para pelaku pasar menjadi lebih berhati-
hati dalam mengambil keputusan. Guna mengantisipasi kondisi pasar yang cenderung menurun,
kegiatan tresuri lebih difokuskan untuk memperoleh keuntungan bagi nasabah dengan melakukan penjualan ORI009, serta
memfalitasi transaksi valuta asing untuk memenuhi kebutuhan nasabah secara real time.
Rencana dan Strategi Pemasaran
Seiring dengan transformasi bank bjb menjadi institusi yang
Lebih Besar dan Lebih Kuat untuk melayani Lebih Baik serta mempertimbangkan perkembangan bisnis tresuri yang semakin
meningkat, Divisi Tresuri dituntut untuk terus berupaya mengembangkan produk dan layanan demi memenuhi
kebutuhan nasabahnya secara lebih baik. Untuk mencapai tujuan tersebut, Divisi Tresuri akan melakukan pengembangan
struktur organisasi serta memperluas jaringan pemasaran melalui Regional Treasury Marketing yang diharapkan dapat
meningkatkan transaksi tresuri. Rencana
pengembangan struktur
organisasi tersebut
memerlukan tambahan sumber daya manusia yang handal dan kompeten, khususnya di bidang Dealer dan Sales Treasury.
Penambahan tenaga dealer dan sales tresuri diharapkan akan mampu meningkatkan portofolio nasabah kelolaan, sekaligus
meningkatkan volume transaksi tresuri. Pada pelaksanaannya, tambahan tenaga kerja dealer dan sales tersebut akan
dioptimalkan di Dealing Room Tresuri dan seluruh Regional
Treasury Marketing bank bjb.
Peningkatan kompetensi dealer dan sales tresuri akan dilakukan secara berkesinambungan dengan target agar tenaga-tenaga
tambahan ini mampu mengelola produk-produk tresuri secara prudent. Produk-produk tresuri juga diberikan dalam bentuk
pelatihan baik yang sifatnya internal maupun eksternal bagi karyawan pusat maupun karyawan kantor cabang dan unit-unit
bisnis lainnya. Hal ini bertujuan untuk meningkatkan kegiatan pemasaran produk tresuri maupun kegiatan cross selling dengan
unit-unit bisnis lain di bank bjb.
domestic market condition. In early 2012, Indonesia gained an increase in investment rating from Ba1 to Baa3 according to
Moody’s Rating Agency with a stable outlook. This is the first ever happened in the past 14 years since the economic crisis hit
Asia in 1998. However, the decline of Central Bank interest rate amidst the growing inflation, also the world concerns about the
impact of economic crisis in Europe, have led to a weakening of global financial markets, including Indonesia, involving the
exchange rate of USD EUR and the price of securities. This situation affected treasury acitivities which decreased slightly in
volume at the beginning of the year given that market players became more cautious in making decisions.
To anticipate the declining market condition, treasury activities were focused more on gaining benefits for customers through
sales of ORI009 and facilitating foreign exchange transactions to meet customer needs in real time.
Marketing Plan and Strategy
Along with the transformation of bank bjb to become ‘Bigger,
Stronger and to Serve Better’ and considering the growing developments in the treasury business, the Treasury Division is
required to continue to develop its products and services to better meet the needs of customers. To achieve these objectives, the
Treasury Division would develop its organizational structure and expand its marketing network through the Regional Treasury
Marketing that is expected to increase treasury transactions.
The organizational structure development plan requires additional human resources who are reliable and competent,
especially in areas of Treasury Dealer and Sales. The addition of Treasury Dealer and Sales staff is expected to improve customer’s
portfolio management, as well as to increase the volume of treasury transactions. In practice, the addition of Treasury Dealer
and Sales staff will be optimized in the Dealing Room Treasury
and all Regional Treasury Marketing of bank bjb.
Competence improvement for treasury dealers and treasury sales personnel is carried out continuously in order to ensure
the capability of these additional staffs in managing treasury products in a prudent manner. The Bank also provided internal
and external training on treasury products for employees in branch offices and other business units. This aims at improving
the marketing activities of treasury products and other cross-
selling activities with other business units within bank bjb.
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Melalui diversifikasi produk yang dilakukan, portofolio KPR
Mortgage bank bjb di tahun 2012 tumbuh sebesar 278
dibandingkan pencapaian pada tahun 2011. Sementara customer base mengalami pertumbuhan sekitar 269
dibandingkan tahun sebelumnya. Berikut ini pergerakan bisnis KPR Mortgage setiap bulan di
sepanjang tahun 2012:
Bulan Portofolio
dalam Miliarin Billion
∆ Portofolio
dalam Miliarin Billion
NOA ∆ NOA
Month
Desember 2011 455,37
1.769 December 2011
Januari 2012 504,19
48,82 1.938
169 Januariy 2012
Februari 2012 594,21
90,02 2.361
423 February 2012
Maret 2012 665,91
71,70 2.658
297 March 2012
April 2012 754,84
88,93 2.977
319 April 2012
Mei 2012 834,05
79,21 3.346
369 May 2012
Juni 2012 950,64
116,59 3.811
465 June2012
Juli 2012 1.033,34
82,70 4.195
384 July 2012
Agustus 2012 1.119,59
86,25 4.506
311 August 2012
September 2012 1.226,55
106,96 4.900
394 September 2012
Oktober 2012 1.324,83
98,28 5.301
401 October 2012
November 2012 1.468,83
143,99 5.746
445 November 2012
Desember 2012
1.728,09 259,26
6.532 786
December 2012
Through efforts in product diversification, the portfolio of Housing Loan KPR Mortgage in 2012 grew by 278
compared to its position in 2011. Meanwhile, the customer base has increased by approximately 269 over the previous
year.
The following table shows the monthly development of bjb’s
KPR Mortgage business in 2012:
Peningkatan Aktivitas Produk Kredit Pemilikan Rumah Merupakan
Peningkatan Layanan bank bjb Untuk
Memenuhi Kebutuhan Masyarakat Disamping Peningkatan Jumlah
Nasabah Baru Perorangan.
bank bjbs more intense activities in mortgages reflect its stronger commitment to the community, as well as efforts to attract more
individual customers.
KPR Mortgage
Mortgage Housing Financing
Rp
1,72T
Kredit bjb KPR Mortgage
bjb Mortgage Housing Loan
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Secara umum, pertumbuhan portofolio KPR Mortgage di masing-masing Kantor Wilayah juga mengalami kenaikan
sebagaimana terlihat pada tabel di bawah ini: Pertumbuhan Portofolio KPR Mortgage per Kantor Wilayah
Kanwil 31 Desember 2011
dalam Miliarin Billion
31 Desember 2012
dalam Miliarin Billion
TumbuhGrowth
KANWIL I 173,44
574,42 400.974.668.401
KANWIL II 107,91
448,43 340.515.865.193
KANWIL III 113,70
464,72 351.026.741.548
KANWIL IV 60,32
240,52 180.201.905.687
TOTAL 455,37
1.728,09 1.272.719.180.829
NOA 1.769
6.532 4.763
+278
Kredit bjb KPR Mortgage
bjb Mortgage Housing Loan
+269
Customer Base Kredit bjb KPR Mortgage
Customer Base of bjb Mortgage Housing Loan
In general, the portfolio growth of KPR Mortgage in every regional office also increased as shown in the table below:
The portfolio growth of KPR Mortgage by Regional Office
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Implementation of New Products
In order to enhance the KPR Mortgage portfolio, bank
bjb implemented a new packaging of KPR products, namely bjb Consumer Mortgage, bjb Consumer Mortgage and bjb
Commercial Mortgage. This is also supported by increased marketing activities in potential areas.
Composition of KPR Mortgage portfolio by product
Flagship Product
In 2012, business development of bjb’s KPR Mortgage was
backed by 3 three flagship products that showed excellent growth.
bjb KPR is a consumer housing credit facility for the ownership
of residential landed house, apartment except the office house and store house, with the residence itself as the collateral,
the source of repayment is not derived from the object being financed, which is given by the bank to an individual debtor
with a maximum loan amount determined by the value of the collateral.
bjb Consumer Mortgage, is a consumer credit facility secured
by residential andor non-residential as collateral, the source of repayment is not derived from the object being financed, and
granted to individual debtors with a maximum loan amount based on the value of the collateral. This credit facility can be
used for customers for:
a. Purchase or Ownership of Non Residential - bjb Consumer