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d. Membangun, yaitu fasilitas kredit bjb Consumer Mortgage
untuk membangun rumah tinggal danatau non rumah tinggal di atas tanah yang dimiliki calon debitur danatau
suamiisteri calon debitur.
e. Top-Up, yaitu fasilitas kredit bjb Consumer Mortgage untuk menambah limit fasilitas kredit bjb KPR atau bjb Consumer
Mortgage eksisting atas nama debitur minimal selama 12 bulan dengan kolektibilitas lancar.
bjb Commercial Mortgage, adalah fasilitas kredit dengan
agunan non rumah tinggal untuk tujuan komersial yang sumber pengembalian utamanya berasal dari hasil objek yang
dibiayai forecast atas kelayakan usaha dan diberikan kepada perorangan.
Agunan atas nama calon debitur danatau suamiisteri calon debitur. Tujuan fasilitas kredit ini untuk:
a. PembelianPemilikan, yaitu fasilitas kredit bjb Commercial
Mortgage untuk pembelian atau kepemilikan non rumah tinggal.
b. Top-Up, yaitu fasilitas kredit bjb Commercial Mortgage untuk menambah limit fasilitas KPR dan bjb Commercial
Mortgage existing atau yang sudah berjalan atas nama debitur minimal selama 12 bulan dengan kolektibilitas
lancar.
Faktor Pendukung
Keberhasilan yang dicapai bisnis KPR Mortgage bank bjb di
tahun 2012 antara lain didukung oleh beberapa faktor sebagai berikut:
1. Potensi perkembangan KPR yang baik di beberapa cabang, seperti cabang Depok, Surabaya, Batam, Priangan dan
Bandung. 2. Pelaksanaan program bunga promo sebesar 7,29 efektif
fixed selama 2 tahun yang diberlakukan pada akhir tahun. 3. Jaringan kantor yang sudah tersebar di setiap kota dan
kabupaten serta beberapa kota besar lainnya seperti Jakarta, Surabaya, Balikpapan, Denpasar, Batam, dan Palembang,
dengan perincian kantor sebagai berikut: a. 56 Kantor Cabang
b. 247 KCP 4. Strategic alliance pemasaran dan eksekusi bisnis yang sudah
berjalan dengan baik secara internal. 5. Produk yang sudah beragam sehingga dapat mengakomodir
kebutuhan pasar. 6. Banyaknya pengembang yang sudah melakukan perjanjian
kerjasama dengan bank bjb. d. Construction - bjb Consumer Mortgage credit facility to
build residential and or non-residential house on land owned by the prospective borrowers and or husband
wife of potential debtor.
e. Top-Up - bjb Consumer Mortgage credit facility to increase the credit facility limit of bjb KPR or exisitng bjb Consumer
Mortgage account on behalf of the debtor for at least 12 months with current collectibility.
bjb Commercial Mortgage is a credit facility for commercial
purposes, secured with non-residential house as collateral, the main source of repayment comes from the object being financed
forecast on feasibility of business and is given to individuals. Collateral on behalf of debtor and or husband wife’s debtor.
The purpose of this credit facility is to:
a. Purchase Ownership - bjb Commercial Mortgage credit
facilities for the purchase or ownership of non-residential.
b. Top-Up - bjb Commercial Mortgage credit facility to
increase the limit of KPR housing loan facility and existing Commercial Mortgage or already running on behalf of the
debtor for at least 12 months with the current collectibility.
Supporting Factors
The success achieved by bank bjb on its KPR Mortgage
business in 2012 is supported by several factors as follows: 1. The potential development of KPR housing loan is
prospective in some branches, such as in Depok, Surabaya, Batam, Priangan and Bandung.
2. Implementation of interest rate promotion program offering fixed interest rate at 7.29 for 2 years imposed at the end
of the year. 3. Network offices are scattered in every city and regency
and other big cities such as Jakarta, Surabaya, Balikpapan, Denpasar, Batam, and Palembang, as follows:
a. 56 Branch Offices b. 247 sub-branch offices
4. Strategic alliance marketing and business execution has been going well internally.
5. Product variety to accommodate market needs. 6. Network of developers who are already doing a cooperation
agreement with bank bjb.
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Tantangan
Untuk menjaga pertumbuhan bisnis KPR Mortgage di tahun-
tahun mendatang, bank bjb harus dapat menjawab beberapa
tantangan eksternal maupun tantangan internal yang ada di tahun 2012.
Beberapa tantangan eksternal yang dihadapi bank bjb dalam
mengembangkan bisnis KPR Mortgage di tahun 2012 diantaranya adalah:
1. Bunga KPR bank lain fixed jangka panjang dan suku bunga di-capped tahun berikutnya.
2. Adanya program DP uang muka di bank lain yang lebih menarik.
3. Adanya program kerja sama bank dengan developer perorangan.
4. Adanya program pre-approved. 5. Adanya program pengalihan piutang tunai bertahap
developer. 6. Adanya program KPR bundling antara pinjaman berjangka
dengan pinjaman rekening koran. 7. Bank lain memiliki tim sales force yang handal.
8. Bank pesaing sudah dapat melakukan bisnis proses yang cepat.
Sementara tantangan internal yang dihadapi bank bjb dalam
mengembangkan bisnis KPR Mortgage antara lain adalah: 1. Perlunya perkuatan tim monitoring dan collecting yang
handal untuk memitigasi risiko wanprestasi debitur. 2. Standar bisnis proses web scoring baru diberlakukan
di bulan Oktober 2012 dan masih dalam tahap penyempurnaan.
3. Program monitoring system collecting document dan penyelesaian kewajiban developer dan debitur masih dalam
tahap pengembangan. 4. Belum memadainya kemampuan analisa kredit secara
fleksible namun tetap prudent dengan SLA yang cepat. 5. Mutasi SDM yang relatif cepat.
6. Kewenangan memutus dan menandatangani masih terpusat di Divisi KPR Mortgage.
7. Pairing risk dalam unit bisnis masih berupa kajian. 8. Belum adanya sistem informasi yang cukup.
9. Jangkauan Sentra dan KPR Manager yang terlalu luas.
Challenge
To maintain the growth of the KPR Mortgage in the coming
years, bank bjb should have to deal with a number of external
and internal challenges in 2012.
Some of the external challenges faced by bank bjb in developing
the KPR Mortgagebusiness in 2012 were: 1. Other banks offer fixed interest rates at longer terms and is
capped in the followin year. 2. Other banks offer more attractive Down Payment
programs. 3. Cooperation program with the individual developer.
4. The pre-approved programs. 5. Gradual transfer of developers’ cash receivables
6. The KPR bundling program between term loan and current accountsoverdraft loan.
7. Other banks have capable sales force teams. 8. Competitors are able to conduct faster business processes.
Meanwhile internal challenges faced by bank bjb in developing
its KPR Mortgage business are among others: 1. The need to strengthen the monitoring and collecting team
to mitigate the risk of debtors’ default. 2. Web scoring, a new standard of business process imposed
in October 2012 and still in the stage of refinement. 3. The system for monitoring of document collecting and
settlement status of the obligation of developer and debtors is still the development stage.
4. Inadequate capability to conduct flexible but prudent credit analysis with a fast SLA.
5. Realtively fast mutation of human resources. 6. Authority to decide and sign credit approval is still
concentrated in the KPR Mortgage Division. 7. Pairing risk in business units is still in the form of reviews.
8 Inadequate information system. 9. The scope of Center and KPR Manager is too wide.
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Rencana dan Strategi Pemasaran 2013
Peningkatan bisnis KPR Mortgage di tahun 2013 akan didukung oleh beberapa rencana kerja dan strategi pemasaran
yang telah ditetapkan. Di bidang operasional bisnis, beberapa kegiatan yang akan
dilakukan adalah: 1. Optimalisasi dan penambahan kerja sama dengan
pengembang. 2. Pengadaan dan optimalisasi kegiatan sales force.
3. Peningkatan dan optimalisasi Sentra KPR. 4. Implementasi dan optimalisasi penggunaan bisnis proses
secara standar melalui sistem web scoring. 5. Koordinasiasistensi kantor cabang dan jajarannya untuk
penguatan bisnis proses KPR Mortgage. 6. Pembentukanpeningkatanoptimalisasi kegiatan bisnis
proses KPR Mortgage di beberapa lokasi strategis. 7. Review dan penyempurnaan SOP produk KPR Mortgage.
8. Review dan
penyempurnaan SOP
PKS dengan
pengembang. 9. Implementasi dan optimalisasi KPR program pemerintah
untuk masyarakat berpenghasilan rendah MBR dan masyarat berpenghasilan menengah MBM melalui
kerjasama dengan Kantor Kementerian Perumahan Rakyat program FLPP, Jamsostek, Bapertarum, dan YKPP.
10. Pengembangan fitur dan aktivitas produk baru KPR Mortgage antara lain KPR Flexible bundling PB PRK, KPR
Duo bundling Rumah Kendaraan. Untuk meningkatkan portofolio secara cepat, beberapa inisiatif
strategis yang akan dilakukan diantaranya adalah: 1. Channeling dengan BPD, BPR, dan LKBB lainnya.
2. Asset buy portofolio KPR Mortgage Lembaga Keuangan dan Lembaga Keuangan Bukan Bank.
Sebagai penunjang operasional bisnis dan peningkatan portofolio, maka program marketing dan promosi produk KPR
Mortgage yang akan dilakukan antara lain adalah: 1. Program DP uang muka yang menarik.
2. Program developer perorangan. 3. Program KPR kolektif karyawan.
4. Fee marketing untuk developer brokerage. 5. Intensif mengikuti pameran, event, joint promo, baik secara
sendiri maupun joint event dengan mitra bisnis di lokasi strategis.
6. Promosi special rate KPR Mortgage. 7. Program subsidi bunga developer.
8. Sales force canvassing mail drop. 9. Sponsorship dan keikutsertaan rapat kerja dan kegiatan
asosiasi pengembang, broker dan mitra bisnis lainnya yang potensial.
Work Plan and Marketing Strategy in 2013
The development of KPR Mortgage business in 2013 will be supported by several work plans and marketing strategies set
by bank bjb.
In terms of operations, some of the activities to be performed are:
1. Optimization and the addition of co-operation with developers.
2. Procurement and optimization of sales force activities. 3. Improvement and optimization of the KPR Centre
4. Implementation and optimization of business processes through web scoring system.
5. Coordination asistance of branch offices and the staff to strengthen the KPR Mortgage business.
6. The establishment improvement optimization of the process activities regarding to KPR Mortgage business in
several strategic locations 7. Review and refinement of SOP KPR Mortgage products.
8. Review and refinement of SOP on Cooperation Agreement PKS with developers.
9. Implementation and optimization of the government’s KPR program for low-income and middle-income people
in collaboration with the Ministry of Public Housing FLPP program, Social Security Jamsostek, Bapertarum, and
YKPP. 10. Development of new product features and activities of KPR
Mortgage including KPR Flexible bundling PB PRK, KPR Duo bundling House Vehicle
To quickly increase its portfolio, several strategic initiatives that will be performed include:
1. Channeling with local government banks, credit banks, and other financial institutions.
2. Asset buy portfolios KPR Mortgage Financial Institutions and Non-Bank Financial Institutions.
In support of business operations and portfolio growth, therefore, the marketing program and product promotion of
KPR Mortgage that will be performed include: 1. Attractive Down Payment
2. Individual developer program. 3. Collective employee KPR program.
4. Marketing fee for developers and brokers. 5. Intensively participate in exhibitions, events, joint promo,
either on its own or joint event with business partners in strategic locations.
6. Special rate promotions on KPR Mortgage interest rate. 7. Developer interest subsidy program.
8. Sales force canvassing mail drop. 9. Sponsorship and participation in developers’ working
meetings and activities of the developer association, brokers and other potential business partners.
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Bank juga akan mengelola hubungan baik dengan mitra bisnis KPR Mortgage melalui kegiatan developer gathering, business
gathering, maupun customer gathering. Upaya meningkatkan semangat karyawan untuk terus
memperbaiki kinerjanya juga diperlukan. Hal ini akan dilakukan melalui penyelenggaraan branch contest dan sales contest.
Developer yang bekerja sama dengan bank bjb
Developers in cooperation with bank bjb Jumlah
Total NamaName
PerusahaanPengembang CompanyDeveloper
Lokasi Location
1 Cluster Graha Mars
Cluster Graha Mars Bandung
1 The Jarrdin Cihampelas
PT. Kagum Karya Husada Bandung
1 Gateway Apartment
PT. Mitra Sukses Kelola Property Bandung
1 Buana Soetta
PT. Cikal Buana Persada Bandung
1 Bumi Adipura
PT. Multidaya Kharisma Bandung
1 Sanggar Hurip
PT. Sanggar Hurip Bandung
1 The Mansion
PT. Margahayu Raya Bandung
1 Orange District
PT. Margahayu Raya Bandung
1 De Marrakesh
PT. Metro Permata Raya Bandung
1 Sayana Terrace
PT. Graha Royal Realty Bandung
15 Saturnus Regency, Green Garden View, The Garden City
View, Padasuka Estate, Green Valley Residence, Grand Ujung Berung, Grand Valley Ujung Berung, City Garden Residence,
The Green Sariwangi, Sariwangi City View, Sariwangi Regency, Sariwangi Estate, Sariwangi Village, d’Casa Grande,
Grand Kolmas Village PT. Graha Adicipta Nugraha
Bandung
1 Metro Indah Mall
PT Metroperdana Trade Centre Bandung
1 Cipaganti Hills
PT Cipaganti Inti Development Bandung
1 Cemara Regency
Cemara Regency Bandung
1 Matahari Ciganitri cherry field
PT. Mentari Agung Mandiri Bandung
1 Matahari Asri
PT. Mentari Agung Mandiri Bandung
1 Rancaekek Trade Center
PT. Rancek Sukses Bandung
1 Taman Kopo Ketapang
PT. Papan Jaya Anugrah Bandung
1 Pesona Alam Residence
PT. Erlangga Karya Abadi Bandung
1 SSP Sariwangi
SSP Sariwangi Bandung
2 D’ Pillar Rancaekek D’ Pilar Residence
PT. Tujuh Pilar Sarana Bandung
1 Batujajar Regency
Lukman Lingga Bandung
1 Villa Pasirwangi
PT. Unitender Pacific Indonesia Bandung
The Bank will also maintain good relations with business partners in KPR Mortgage through developer gatherings,
business gatherings, and customer gatherings. Efforts to enhance the spirit of employees in order to improve
their performance is also required. This will be done through the implementation of branch and sales contests.
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Jumlah Total
NamaName PerusahaanPengembang
CompanyDeveloper Lokasi
Location
1 Bumi Asri Cihanjuang
PT. Priwista Raya Bandung
1 Bentang Padalarang
PT. Uzy Karya Prestasi Bandung
1 Billabong Soeta
PT. Titian Sakti Bandung
1 The Nanjung Regency
PT. Adabaruland Anugerah Pratama Bandung
1 Pesona Cibeureum Permai
PT. Buana Cipta Harapan Pesona Sukabumi
1 Royal Kabandungan Residence
PT. Jaya Abadi Regency Sukabumi
1 Vila Pesona Pangrango
PT. Metro Montana Contractor Sukabumi
1 Vila Taman Anggrek
PT. Puri Sukaraja Permai Sukabumi
1 Graha Kencana Subang
PT. Cikal Buana Persada Subang
1 Buana Taman Sari
PT. Cikal Buana Persada Karawang
1 De Griya
PT. Grabindo Indah Raya Karawang
1 Grand Taruma
PT. Pesona Gerbang Karawang Karawang
1 Galuh Mas
PT. Galuh Citarum Karawang
1 Pesona Campaka
Moh. Hilmi Purwakarta
1 Awani Residence
PT. Awani Bandung Realty Cimahi
1 Puri Dimensi Lestari
PT. Andabaru Land Cimahi
1 River Valley
PT. Anugrah Karya Bangun Sejahtera Bogor
1 Bogor Nirwana Residence
PT. Graha Anresentra Propertindo Bogor
1 Bogor View
PT. Aldi Putra Utama Bogor
1 Harvest City
PT. Dwikaryalanggeng Sukses Bogor
1 Grand Nusa Indah
PT. Kentanix Supra International Bogor
1 Vila Bogor Indah
PT. Semangat Panca Bersaudara Bogor
7 Griya Putra Mandiri, Pesona Putra Mandiri, Putra Mandiri
Regency, Putra Mandiri Residence, Grand Putra Mandiri, Green Putra Mandiri dan Taman Putra Mandiri
PT. Miftah Putra Mandiri Depok
1 Green Pitara
PT. Amgold Sapta Lestari Depok
1 Pelangi Matoa
PT. Anugrah Bhakti Bumi Depok
1 Aeropolis Residence
PT. Perkasalestari Permai Tangerang
1 Paragon Square
PT. Broadbiz Asia Tangerang
1 Paragon Village
PT. Broadbiz Asia Tangerang
1 D’ Poris Paradise Eksklusif
PT. Poris indah graha Tanggerang
1 Ubud Village
PT. Perintis Triniti Property Tangerang
1 Tangerang Golden City
PT. Mitra Gemilang Mahakarya Tangerang
1 Serpong Riverside Residence
PT. Hanusentra Propertindo Tangerang
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Jumlah Total
NamaName PerusahaanPengembang
CompanyDeveloper Lokasi
Location
1 Tropicana Residence
PT. Giga Konstruksi Tangerang
1 Puri Sentosa
PT. Chandratama Griya Land Bekasi
1 Harvest City
PT. Dwigunatama Rintisprima Bekasi
1 Senopati Penthouse
PT. Senopati Aryani Prima Jakarta
1 Green Apple
PT. Raga Gading Sakti Cianjur
1 Pusat Grosir Modern Karebosi
PT. Tosan Permai Lestari Makassar
1 Balikpapan Superblok
PT. Wulandari Bangun Laksana Balikpapan
2 Batakan Heights, Perum Griya Telaga Mas
PT. Griya Telaga Mas Balikpapan
1 Taman Sumber Indah
PT. Berlian Haiva Property Sumber
1 Dampoe Awang Puri Regency
PT. Dampoe Awang Indramayu
1 Graha Sudirman
PT. Cipta Loka Nusa Prima Indramayu
1 Royal Banjar Mansion
PT. Sarana Papan Utama Banjar
1 Tirtasani Residence
PT. Surya Graha Buana Surakarta
1 Apartemen Solo Paragon
PT. Gapura Prima Sun Motor Surakarta
1 Tirtamaya Residence
PT. Gading Graha Tama Surakarta
1 Kedawung Regency 3
PT. Jayaland Sejahtera Cirebon
1 Shapphire Residence Kedawung
PT. Mitra Shapphire Sejahtera Cirebon
1 Plumbon Square
PT. CPP development Cirebon
1 Tirtayasa Regency
PT Tulus Asih Cirebon
1 Graha Estetika
PT. Dasa Wilis Raya Semarang
1 Graha Harmoni
CV. Dasa Wilis Prima Semarang
4 Jasmine Park, Villa Pinus Watugong, Gardenia dan Permata
Batu Sari PT. Kini Jaya Indah
Semarang 1
Gresik Kota Baru PT. Bumi Lingga Pertiwi
Gresik 1
Pondok Permata Suci PT. Bumi Lingga Pertiwi
Gresik 1
Menteng Regency PT. Menteng Mandiri Sejahtera
Gresik 1
Sekarpuro Residence PT. Pasty Jaya
Malang 1
Istana Mentari PT. Bumi Mentari Megah
Sidoarjo 1
The Spring Tomorrow PT. Cipta Adi Perkasa
Sidoarjo 1
The Oasis Village Residence PT. Diwangkara Bangun Persada
Sidoarjo 2
Grand Paka Residence dan Royal Paka Residence PT. Paka Land
Surabaya 1
The Mansion Apartemen PT. Pakuwon Permai
Surabaya 5
Waterplace, East Coast, Pakuwon Indah, Pakuwon City PT. Pakuwon Darma
Surabaya
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Jumlah Total
NamaName PerusahaanPengembang
CompanyDeveloper Lokasi
Location
Pakuwon City, Edu city, The Peak Apartemen PT. Pakuwon Jati
Surabaya Edu City
PT. Artisan Surya Kreasi Surabaya
1 Rayan Regency
PT. Kamilindo Sejahtera Surabaya
1 Drreaming Land
PT. Kendali Putra Surabaya
2 Krakatau Residence dan Bumi Krakatau Permai
PT. Arina Bayuswakarsa Serang
2 Pesona Cilegon dan Grand Pesona
PT. Gunung Intan Abadi Terus Serang
1 Taman Graha Asri
PT. Graha Serang Asri Serang
1 The Andalusia
PT. Cipta Arya Sarana Serang
2 Serpong Garden dan Persada Banten
PT. Harapan Inti Persada Indah Serpong
1 Milenium Industrial Estate
PT Bumi Citra Permai Balaraja
4 Bakung Village, Camellia View, Grand Vanda dan Griya
Teratai PT. Citra Graha Cemerlang
Palembang 1
Taman Puri Indah PT. Mitrarahayu Karyanugraha
Cilegon 1
Bukit Indah Sukajadi PT Adhya Bumi Batam
Batam 1
Batu Aji Residence PT Surya Batu Aji
Batam 1
Putra Kelana PT. Megah Persada Semesta
Batam 1
Vila Panbil PT. Nusatama Properta Panbil
Batam 1
Taman Golf Residence PT. Adhya Mitra Bangun Sarana
Batam 3
Citranusa Niaga, Puri Asri Residence dan Grand Niaga Mas PT. Trias Jaya Propertindo
Batam
141
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bjb precious melakukan launching pertama layanan prioritasnya
pada bulan September 2007, dengan nama Mitra Prioritas, berlokasi di Jl. Teuku Umar No.14 Bandung. Seiring adanya
perubahan dari bank pembangunan daerah menjadi bank nasional, serta perubahan nama brand Bank Jabar Banten
menjadi bank bjb, maka pada tahun 2011 juga dilakukan perubahan nama brand Mitra Prioritas menjadi bjb prioritas.
Layanan bjb prioritas adalah pelayanan yang bersifat eksklusif
dan personal bagi pribadi-pribadi nasabah perseorangan yang
memiliki simpanan pada bank bjb dalam jumlah tertentu.
Memberikan pelayanan yang prima dan personal merupakan ide
dasar pembentukan bjb prioritas. Melalui konsep Keramahan, Kemudahan, dan Kenyamanan, nasabah bjb prioritas akan
mendapatkan pelayanan secara eksklusif. Untuk memberikan pelayanan secara optimal kepada para para
nasabah bjb prioritas, maka hingga tahun 2012 bjb prioritas
telah memiliki 10 outlet, yang berlokasi di:
1. bjb prioritas Bandung 2. bjb prioritas Jakarta