119
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
EVEBZBOHHBKJQFOTJVOOZBUFMBIEJTBMVSLBONFMBMVJCBOL
bjb
4VNCFSEBOBVOUVLQFOHFNCBMJBOLSFEJUOZBCFSBTBM EBSJ NBOGBBU QFOTJVO EFCJUVS ZBOH EJHVOBLBO VOUVL
keperluan konsumtif multiguna.
4. bjb Back to Back Loan
1FNCJBZBBO ZBOH EJCFSJLBO PMFI CBOL
bjb
ZBOH KBNJOBOOZBCFSVQBBHVOBOLBT
cash collateral CBJLZBOH
berbentuk tabungan, giro, atau deposito.
5. bjb Kredit Pra Purna Bhakti
1FNCJBZBBO VOUVL EFCJUVS CFSQFOHIBTJMBO UFUBQ ZBOH HBKJOZB UFMBI EJTBMVSLBO NFMBMVJ CBOL
bjb. Sumber
QFOHFNCBMJBOOZBCFSBTBMEBSJHBKJEFCJUVSZBOHEJHVOBLBO untuk keperluan konsumtif multiguna dimana jangka waktu
QFNCJBZBBOEBQBUNFMJOUBTJNBTBQFOTJVOEFCJUVS
6. bjb Kredit Guna Bhakti Pola Channeling
Pemberian fasilitas kredit kepada debitur dengan sumber QFOEBOBBOTFMVSVIOZBCFSBTBMEBSJQJIBLCBOL
bjb
ZBOH disalurkan oleh agen, dalam hal ini Lembaga Keuangan
Bank Bank Bengkulu dan Bank Sulselbar. Dana tersebut EJTBMVSLBO LFQBEB QFHBXBJ CFSQFOHIBTJMBO UFUBQ ZBOH
QFNCBZBSBO HBKJOZB EJMBLVLBO NFMBMVJ BHFO
EBMBN IBM ini Lembaga Keuangan Bank Bank Bengkulu dan Bank
Sulselbar. 1FSVTBIBBO NFOZBEBSJ CBIXB TFQBOKBOH UBIVO
UFSEBQBUTFKVNMBIUBOUBOHBOFLTUFSOBMZBOHIBSVTEJIBEBQJ FCFSBQBEJBOUBSBOZBBEBMBIUFSLBJUEFOHBOSFUFOTJEFCJUVS
LPOEJTJ FLPOPNJ NBTZBSBLBU ZBOH QBEB NPNFO UFSUFOUV
mempengaruhi tingkat konsumsi, serta tingkat persaingan LSFEJUTFKFOJTZBOHTFNBLJOLPNQFUJUJG
Menghadapi beragam tantangan tersebut, sejumlah strategi ZBOHNFOKBEJGBLUPSQFOEVLVOHLJOFSKBQFNCJBZBBOLPOTVNFS
ZBOHEJKBMBOLBOTFMBNBUBIVO
EJBOUBSBOZBBEBMBI 1FOZFTVBJBOUJOHLBUTVLVCVOHB
bjb Kredit Guna Bhakti
dan bjb
,SFEJU 1SB 1VSOB IBLUJ
TFIJOHHB NFNQVOZBJ EBZBTBJOHZBOHMFCJIUJOHHJ
JCFSMBLVLBOOZB QSPHSBNQSPHSBN LIVTVT CBHJ EFCJUVS Kredit Guna Bhakti KGB
bjb
BOUBSBMBJO been channeled through bank
bjb. The source of funds for
SFQBZNFOUPGDSFEJUDPNFTGSPNQFOTJPOCFOFmUTPGUIF debtors used for multipurpose consumptive purposes.
4. bjb Back to Back Loan
JOBODJOHQSPWJEFECZCBOL
bjb with cash collateral, either
in the form of savings, demand deposits, or time deposits.
5. bjb Kredit Pra Purna Bhakti
JOBODJOHGPSEFCUPSXJUImYFEJODPNFXIPTFTBMBSZIBT been channeled through bank
bjb. The source of return
JTEFSJWFEGSPNUIFTBMBSZPGUIFEFCUPSXIJDIJTVTFEGPS NVMUJQVSQPTFDPOTVNQUJWFQVSQPTFTXIFSFUIFmOBODJOH
period can surpass the debtor’s retirement period.
6. bjb Kredit Guna Bhakti Pola Channeling
5IJTJTUIFDSFEJUGBDJMJUZQSPWJEFEGPSEFCUPSXJUITPVSDFTPG GVOEJOHFOUJSFMZDPNJOHGSPNCBOL
bjb which is distributed
CZBOBHFODZ
JOUIJTDBTFBOLJOBODJBMOTUJUVUJPO BOL Bengkulu and Bank Sulselbar. The funds are channeled
UP FNQMPZFFT XJUI mYFEJODPNF XIPTF TBMBSZ QBZNFOU is performed through an agent, in this case the Bank
Financial Institutions Bank Bengkulu and Bank Sulselbar. 5IF DPNQBOZ SFBMJ[FE UIBU UISPVHIPVU
UIFSF XFSF B
number of external challenges that must be faced. Some of the challenges were related to the retention of the debtor, the
FDPOPNJDDPOEJUJPOPGUIFDPNNVOJUZXIJDIBUUJNFTBGGFDUTUIF level of consumption, as well as the level of competition of the
TBNFUZQFPGDSFEJUXIJDICFDBNFJODSFBTJOHMZDPNQFUJUJWF BDFE XJUI B WBSJFUZ PG DIBMMFOHFT
B OVNCFS PG TUSBUFHJFT
which became contributing factors towards the performance PGDPOTVNFSmOBODJOHDPOEVDUFEEVSJOHJODMVEFE
A. Interest rate adjustments of bjb Kredit Guna Bhakti and bjb Kredit Pra Purna Bhakti, so as to have higher
competitiveness. B. The implementation of special programs for the debtors of
SFEJUVOBIBLUJ ,
CKC
BNPOHPUIFST
CONSUMER
120
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
1. Consumer Loan Loyalty Program
Pemberian Voucher
CBHJ EFCJUVS ZBOH NFNQFSPMFI fasilitas kredit konsumer bank
bjb bjb KGB, bjb KPPB,
dan bjb KPB, baik pengajuan kredit baru maupun
pengulangan. 2. Program
Member Get Member MGM Program
pemberian reward
CFSVQB JOTFOUJG ZBOH diberikan khusus bagi debitur kredit konsumer
bank bjb
ZBOH CFSIBTJM NFSFGFSFOTJLBO SFLBO BUBV LPMFHBOZBNFOKBEJEFCJUVSCBSVLSFEJULPOTVNFSCBOL
bjb.
JCFSMBLVLBOOZB QSPHSBN TVLV CVOHB LIVTVT VOUVL daerah di luar Jawa Barat dan Banten untuk mendorong
QPSUPGPMJP,SFEJU,POTVNFSLIVTVTOZB
bjb KGB.
D. Diberlakukan struktur khusus Kredit Konsumer untuk XJMBZBI,+BLBSUB
.FOEPSPOHQFMBZBOBOZBOHMFCJICBJL
KINERJA 2014
4USBUFHJ ZBOH EJKBMBOLBO PMFI CBOL
bjb dalam menghadapi
TJUVBTJFLTUFSOBMZBOHQFOVIUBOUBOHBO
UBNQBLDVLVQFGFLUJG ,JOFSKB LSFEJU LPOTVNFS VOHHVMBO ZBOH EJLFMVBSLBO PMFI
1FSVTBIBBO QBEB VNVNOZB CFSBEB EJ BUBT SBUBSBUB CBOL umum dan BPD.
Berdasarkan pencapaian kredit posisi Desember 2014, produk bank
bjb
ZBOH NFOKBEJ BOEBMBO BEBMBI
bjb Kredit
Guna Bhakti dan bjb Kredit Pra Purna Bhakti, serta bjb Purna
Bhakti. Berikut ini kinerja berdasarkan produk usaha kredit konsumer.
Dalam lima tahun terakhir, rata-rata pertumbuhan kredit konsumer bank
bjb mencapai 18,83. Khusus pada
tahun 2014, dibandingkan dengan kinerja tahun 2013 QFSUVNCVIBOOZB TFCFTBS
EJ BUBT SBUBSBUB
QFOZBMVSBOLSFEJULPOTVNTJCBOLVNVNZBOH
EBO1 ZBOH
5PUBM LSFEJU LPOTVNFS ZBOH EJTBMVSLBO QBEB UBIVO NFODBQBJ 3Q
USJMJVO ,POUSJCVTJ UFSCFTBS CFSBTBM EBSJ
bjb
,SFEJU VOB IBLUJ ZBOH NFODBQBJ
EBSJ UPUBM QFOZBMVSBOLSFEJULPOTVNFS
POTVNFS-PBO-PZBMUZ1SPHSBN Provide Voucher for the debtor who obtains bank
bjb
DPOTVNFSDSFEJUGBDJMJUZ
bjb KGB, bjb KPPB, and bjb
KPB, both new credit application and repetition. 2. Program Member Get Member MGM
3FXBSE QSPHSBN JO UIF GPSN PG TQFDJBM JODFOUJWFT given to consumer credit debtor of bank
bjb who
TVDDFTTGVMMZ SFGFS GSJFOET PS DPMMFBHVFT UP CFDPNF new consumer credit debtors of bank
bjb.
C. Provide special interest for areas outside of West Java and Banten to encourage the Consumer Credit portfolio
FTQFDJBMMZCKC, QQMZTQFDJBMTUSVDUVSFGPSDPOTVNFSDSFEJUJOUIFSFHJPOPG
DKI Jakarta. E. Improve
services.
2014 PERFORMANCE
5IF TUSBUFHJFT QFSGPSNFE CZ CBOL
bjb in facing the
DIBMMFOHJOHFYUFSOBMDJSDVNTUBODFT
TFFNFEQSFUUZFGGFDUJWF 5IFQFSGPSNBODFPGUIFPNQBOZTGFBUVSFEDPOTVNFSDSFEJU
in general was above the average of the performance of commercial banks and BPD.
Based on the position of credit in December 2014, the Bank’s QSPEVDUT XIJDI CFDBNF B NBJOTUBZ BSF
bjb Kredit Guna
Bhakti and bjb Kredit Pra Purna Bhakti, as well as bjb Purna
Bhakti. Below is the performance based on the products of the consumer credit.
OUIFMBTUmWFZFBST
UIFBWFSBHFHSPXUIPGDPOTVNFSDSFEJUPG bank
bjb reached 18.83. In 2014, compared with the growth
JO
HSPXUISFBDIFE
BCPWFUIFBWFSBHFPGUIF growth of consumer lending in commercial banks and BPD
XIJDIXBTSFTQFDUJWFMZBOE 5PUBM DPOTVNFS MPBOT EJTCVSTFE JO SFBDIFE 3Q
trillion. The largest contribution came from bjb Kredit Guna IBLUJXIJDISFBDIFEPGUIFUPUBMDPOTVNFSMPBOT
KONSUMER
121
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
BMBN QFOZBMVSBO ,SFEJU ,POTVNFS CBOL
bjb selalu
mengiringi pertumbuhan volume kredit dengan tetap fokus UFSIBEBQ QFOHFMPMBBO BTFU ZBOH CFSLVBMJUBT BM JOJ UFSMJIBU
EBSJ QPTJTJ LSFEJU CFSNBTBMBI 1- PO1FSGPSNJOH -PBO ZBOH NFOHBMBNJ QFOVSVOBO EJCBOEJOH UBIVO TFCFMVNOZB
ZBJUVEBSJ
QBEBUBIVONFOKBEJ
QBEBUBIVO
2014 atau menurun 0,04. BMUFSTFCVUNFOVOKVLBOCBIXBEBMBNQFOZBMVSBOLSFEJUZBOH
dilakukan oleh bank bjb
NFNJMJLJLVBMJUBTZBOHCBJLFHJUVQVO EFOHBOQFOBOHBOBOUFSIBEBQLSFEJUCFSNBTBMBIOZB
FSJLVUJOJQFSLFNCBOHBOQFOZBMVSBOLSFEJULPOTVNFSTFMBNB MJNB
UBIVOUFSBLIJS
Periode Volume
Rp JutaRp Million
PertumbuhanGrowth NPL
2010
11,00 0,12
2011
20,08 0,11
2012
0,13
2013
27,58 0,10
2014 33.962.999
16,35 0,8
bjb Kredit Guna Bhakti
bjb
,SFEJU VOB IBLUJ ,
BEBMBI QFNCJBZBBO ZBOH diberikan oleh bank
bjb untuk debitur berpenghasilan tetap
ZBOH HBKJOZB EJTBMVSLBO NFMBMVJ CBOL
bjb atau perusahaan
tempat debitur bekerja berdasarkan perjanjian kerja sama. Adapun sumber pengembalian kredit berasal dari gaji debitur.
6OUVL UBIVO
UPUBM , ZBOH EJTBMVSLBO TFCFTBS 3Q
USJMJVOJCBOEJOHLBOUBIVO
QFSUVNCVIBOOZB
NFODBQBJ
BMBNFNQBUUBIVOUFSBLIJS
ZBJUVQFSJPEF 2011-2014, rata-rata pertumbuhan kredit KGB mencapai
FSJLVUJOJKVNMBIQFOZBMVSBOLSFEJUVOUVLQSPEVL
bjb Kredit
Guna Bhakti selama lima tahun terakhir.
3Q+VUB
Periode 2010
2011 2012
2013 2014
Period
JMBJ
Value
bjb Kredit Pra Purna Bhakti
Produk bjb Kredit Pra Purna Bhakti KPPB ini pertama kali
EJQFSLFOBMLBO QBEB 0LUPCFS 3FBMJTBTJ QFOZBMVSBO EBOBOZB QBEB UBIVO UFSTFCVU TFCFTBS 3Q
NJMJBS BUBV
EBSJUPUBMLSFEJULPOTVNFSBNVOQBEBUBIVO produk ini menunjukkan pertumbuhan paling tinggi dibanding
EFOHBOQSPEVLMBJOOZB
ZBJUVNFODBQBJ In the distribution of the Consumer Credit, bank
bjb
BMXBZT BDDPNQBOZUIFHSPXUIPGDSFEJUWPMVNFCZTUBZJOHGPDVTFE
POUIFRVBMJUZPGBTTFUNBOBHFNFOU5IJTDBOCFTFFOGSPN UIFQPTJUJPOPGOPOQFSGPSNJOHMPBOT 1-
XIJDIEFDSFBTFE
DPNQBSFEUPUIFQSFWJPVTZFBS
OBNFMZGSPNJOUP
0.08 in 2014, a decline of 0.04. 5IJT TIPXT UIBU DSFEJU EJTUSJCVUFE CZ CBOL
bjb have good
RVBMJUZ
MJLFXJTFXJUIUIFIBOEMJOHPGOPOQFSGPSNJOHMPBOT Below describes the development of the consumer loan
QPSUGPMJPGPS mWF
ZFBST
bjb Kredit Guna Bhakti
bjb
SFEJUVOBIBLUJ ,
UIFmOBODJOHQSPWJEFECZCBOL
bjb
GPSEFCUPSXJUIGPSmYFEJODPNFXIPTFTBMBSZJTDIBOOFMFE through bank
bjb
PS UIF DPNQBOZ XIFSF UIF EFCUPS XPSLT CBTFEPOBDPPQFSBUJPOBHSFFNFOU5IFTPVSDFPGSFQBZNFOU
PGDSFEJUDPNFTGSPNUIFTBMBSZPGUIFEFCUPS O
UIF UPUBM BNPVOU PG , EJTCVSTFE XBT 3Q
trillion. Compared to 2013, growth reached 15.47. In the last GPVSZFBST
OBNFMZUIFQFSJPE
,TBWFSBHFPG
DSFEJUHSPXUISFBDIFE
Below is the amount of bjb Kredit Guna Bhakti distributed
EVSJOHUIFQBTUmWFZFBST
3Q.JMMJPO
bjb Kredit Pra Purna Bhakti
bjb
,SFEJU1SB1VSOBIBLUJ ,11
XBTmSTUMZJOUSPEVDFEJO 0DUPCFS5IFEJTUSJCVUJPOPGGVOETBNPVOUFEUP3Q
CJMMJPO
PSPGUIFUPUBMDPOTVNFSMPBOTPXFWFSJO this product showed the highest growth compared with other
QSPEVDUT
OBNFMZ
CONSUMER
122
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
5PUBM EBOB ZBOH EJTBMVSLBO VOUVL ,11 QBEB UBIVO NFODBQBJ 3Q
USJMJVO 4FEBOHLBO QBEB UBIVO
TFCFTBS3Q
USJMJVO,POUSJCVTJ,11UFSIBEBQUPUBMLSFEJU LPOTVNFSZBOHEJTBMVSLBOQBEBUBIVONFODBQBJ
FSJLVUJOJQFOZBMVSBOEBOB
bjb KPPB sejak produk tersebut
EJMVODVSLBO
3Q+VUB
Periode 2010
2011 2012
2013 2014
Period
JMBJ
- - 1.453.257
Value
bjb Kredit Purna Bhakti
Produk kredit konsumer bjb Kredit Purna Bhakti KPB
NFSVQBLBOQFNCJBZBBOZBOHEJCFSJLBOPMFICBOL
bjb untuk
debitur dengan status pensiunan sendiri atau pensiunan janda EVEBZBOHHBKJQFOTJVOOZBUFMBIEJTBMVSLBONFMBMVJCBOL
bjb.
4VNCFSEBOBVOUVLQFOHFNCBMJBOLSFEJUOZBCFSBTBMEBSJHBKJ QFOTJVO EFCJUVS ZBOH EJHVOBLBO VOUVL LFQFSMVBO LPOTVNUJG
maupun produktif. 1BEB UBIVO
UPUBM LSFEJU ZBOH EJLVDVSLBO VOUVL ,1
NFODBQBJ3Q
USJMJVOBUBV
EBSJUPUBMLSFEJULPOTVNFS ZBOH EJTBMVSLBO PMFI CBOL
bjb. Jika dibandingkan dengan
UBIVO
EBOB,1ZBOHEJTBMVSLBOUVNCVI
BUBV ZBOH UFSCFTBS EJCBOEJOHLBO QFSUVNCVIBO QSPEVL LSFEJU
konsumer bank bjb
MBJOOZB1FSUVNCVIBOJOJKBVIEJBUBTSBUB rata pertumbuhan kredit konsumer bank umum dan BPD.
Dalam empat tahun terakhir, rata-rata pertumbuhan QFOZBMVSBOEBOB,1NFODBQBJ
FSJLVUJOJUPUBMEBOB
ZBOHEJTBMVSLBOVOUVL,1EBMBNMJNBUBIVOUFSBLIJS
3Q+VUB
Periode 2010
2011 2012
2013 2014
Period
JMBJ
440.014 Value
bjb Back to Back Loan
Produk bjb
BDLUPBDL-PBO -
NFSVQBLBOQFNCJBZBBO ZBOHEJCFSJLBOPMFICBOL
bjb
ZBOHKBNJOBOOZBCFSVQBBHVOBO LBTDBTI DPMMBUFSBM
CBJL ZBOH CFSCFOUVL UBCVOHBO
HJSP
BUBVEFQPTJUP1BEBUBIVO
UPUBMLSFEJUZBOHEJTBMVSLBO VOUVL - NFODBQBJ 3Q
NJMJBS
NFOJOHLBU
EJCBOEJOHLBOUBIVOZBOHTFCFTBS3Q
NJMJBS
BMBNFNQBUUBIVOUFSBLIJS
QFSUVNCVIBOQFOZBMVSBOEBOB - SBUBSBUB UBIVOBO NFODBQBJ
,POUSJCVTJOZB
UFSIBEBQ UPUBM LSFEJU LPOTVNFS ZBOH EJTBMVSLBO TFCFTBS 5IFUPUBMGVOETEJTCVSTFEUP,11JOSFBDIFE3Q
USJMMJPO8IFSFBTJOBNPVOUFEUP3QUSJMMJPO,11T DPOUSJCVUJPOUPUPUBMDPOTVNFSMPBOTJOSFBDIFE
The following table describes the distribution of funds of bjb
,11TJODFUIFQSPEVDUXBTMBVODIFE
3Q.JMMJPO
bjb Kredit Purna Bhakti
bjb
,SFEJU 1VSOB IBLUJ ,1
JT UIF BOLT mOBODJOH UP debtors with the status of retired or retired widowwidower
XIPTF QFOTJPO TBMBSZ JT DIBOOFMFE UISPVHI CBOL
bjb. The
TPVSDF PG GVOET GPS SFQBZNFOU PG UIF DSFEJU DPNFT GSPN UIF QFOTJPO TBMBSZ PG UIF EFCUPS VTFE GPS DPOTVNQUJWF BOE
productive purposes. O
UPUBMMPBOTEJTCVSTFEGPS,1SFBDIFE3QUSJMMJPO
PSPGUIFUPUBMDPOTVNFSMPBOTFYUFOEFECZCBOL
bjb.
8IFODPNQBSFEXJUIUIFZFBS
GVOETDIBOOFMFEGPS,1 HSFXCZPSUIFMBSHFTUDPNQBSFEUPUIFHSPXUIPGUIF
Bank’s other consumer credit products. This growth is well above the average growth of consumer loans of commercial
banks and BPD. O UIF MBTU GPVS ZFBST
UIF BWFSBHF HSPXUI PG ,1 SFBDIFE
FMPXJTUIFUPUBMGVOETEJTCVSTFEGPS,1JOUIFMBTU mWFZFBST
3Q.JMMJPO
bjb Back to Back Loan
CKC BDL UP BDL -PBO -
JT mOBODJOH QSPWJEFE CZ UIF bank
bjb guarantee with cash collateral, either in the form of
savings, demand deposits, or time deposits. In 2014, total MPBOTGPS-SFBDIFE3QCJMMJPO
BOJODSFBTFPG
DPNQBSFE UP UIF ZFBS
XIJDI BNPVOUFE UP 3Q billion.
O UIF MBTU GPVS ZFBST
UIF BOOVBM BWFSBHF HSPXUI PG - SFBDIFE 5IF DPOUSJCVUJPO UP UPUBM DPOTVNFS MPBOT
XBT
KONSUMER
123
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
FSJLVUJOJUPUBMEBOBZBOHEJTBMVSLBOVOUVL-EBMBNMJNB UBIVOUFSBLIJS
3Q+VUB
Periode 2010
2011 2012
2013 2014
Period
JMBJ
52.751 114.045
Value
bjb Kredit Abadi Bhakti
Produk bjb Kredit Abadi Bhakti KAB merupakan fasilitas
LSFEJU ZBOH EJCFSJLBO TFDBSB LIVTVT EJCFSJLBO LFQBEB pegawai bank
bjb
1BEB UBIVO
UPUBM LSFEJU ZBOH EJTBMVSLBO NFODBQBJ 3Q
NJMJBS JCBOEJOHLBO UBIVO
ZBOH TFCFTBS 3Q
QFSUVNCVIBOOZB NFODBQBJ 24,08.
,POUSJCVTJ,UFSIBEBQUPUBMLSFEJULPOTVNFSZBOHEJTBMVSLBO IBOZBTFCFTBS
FSJLVUJOJUPUBMQFOZBMVSBOEBOB,
dalam lima tahun terakhir.
3Q+VUB
Periode 2010
2011 2012
2013 2014
Period
JMBJ
15.842 Value
bjb Channeling
Produk kredit konsumer bjb KGB melalui pola channeling bjb
Channeling merupakan fasilitas kredit kepada debitur dengan TVNCFSQFOEBOBBOTFMVSVIOZBCFSBTBMEBSJQJIBLCBOL
bjb.
Dana tersebut disalurkan oleh agen, dalam hal ini Lembaga Keuangan Bank Bank Bengkulu dan Bank Sulselbar kepada
QFHBXBJ CFSQFOHIBTJMBO UFUBQ ZBOH QFNCBZBSBO HBKJOZB dilakukan melalui agen, dalam hal ini Lembaga Keuangan
Bank Bank Bengkulu dan Bank Sulselbar. 1FOZBMVSBO
bjb KGB melalui pola channeling mengalami
QFOVSVOBOEBSJUBIVOLFUBIVOBMJOJEJTFCBCLBOQMBGPO
bjb
KGB pola channeling
UFMBIUFSTBMVSLBOTFMVSVIOZB
TFIJOHHB pengulangan kredit
top up debitur tidak lagi menggunakan dana bank
bjb, melainkan dana Agen Channeling
BNVO saat ini telah disetujui penambahan
bjb Channeling dengan
QMBGPOTFCFTBS3QNJMJBSLFQBEBBOLFOHLVMV Pada tahun 2014, total kredit
bjb Channeling
ZBOHEJTBMVSLBO NFODBQBJ 3Q
NJMJBS +BVI MFCJI SFOEBI EJCBOEJOHLBO
UBIVOZBOHTFCFTBS3Q
NJMJBS
NFOHJOHBUCBUBT NBLTJNVNEBOBZBOHEJTFEJBLBOCBOL
bjb sudah mencapai
maksimum atau mengalami keterbatasan ekspansi. The table below describes the total funds disbursed for BBL
JOUIFMBTUmWFZFBST
3Q.JMMJPO
bjb Kredit Abadi Bhakti
KC ,SFEJU CBEJ IBLUJ ,
JT B DSFEJU GBDJMJUZ QSPWJEFE TQFDJmDBMMZUPUIFFNQMPZFFTPGCBOL
bjb. In 2014, total loans
GPS , SFBDIFE 3Q CJMMJPO PNQBSFE UP UIF ZFBS XIJDIBNPVOUFEUP3Q
HSPXUISFBDIFE
5IFDPOUSJCVUJPOPG,UPUPUBMDPOTVNFSMPBOTXBTPOMZCZ 1.71. The table below describes the disbursement of KAB in
UIFMBTUmWFZFBST
3Q.JMMJPO
bjb Channeling
bank bjb’s KGB consumer credit product through channeling
CKC IBOOFMJOH
JT B DSFEJU GBDJMJUZ QSPWJEFE UP EFCUPST XJUI TPVSDFT PG GVOEJOH FOUJSFMZ GSPN CBOL
bjb. The fund
JT EJTUSJCVUFE CZ BO BHFOU JO UIJT DBTF UIF BOL JOBODJBM OTUJUVUJPOT BOLFOHLVMVBOEBOL4VMTFMCBS
UPFNQMPZFFT
XJUI mYFEJODPNF XIPTF TBMBSZ QBZNFOUT BSF QFSGPSNFE through an agent, in this case the Bank Financial Institutions
Bank Bengkulu and Bank Sulselbar. Disbursement of bjb KGB through channeling decreased from
ZFBSUPZFBS5IJTJTCFDBVTFUIFDFJMJOHPGCKCDIBOOFMJOHIBT CFFOEJTCVSTFEFOUJSFMZ
UIVTUIFSFQFUJUJPOPGDSFEJU UPQVQ
of the debtor no longer uses the Bank’s funds, but the funds of UIFDIBOOFMJOHBHFOUPXFWFS
DVSSFOUMZUIFBEEJUJPOPGCKC
IBOOFMJOHDFJMJOHPG3QCJMMJPOUPBOLPGFOHLVMVIBT been approved.
O
UPUBM CKC IBOOFMJOH EJTCVSTFE SFBDIFE 3Q CJMMJPO
NVDIMPXFSUIBOJO
XIJDIBNPVOUFEUP3Q
CJMMJPO
DPOTJEFSJOHUIFNBYJNVNMJNJUPGGVOETQSPWJEFECZUIF Bank has reached the maximum or has limited expansion.
CONSUMER
124
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
FSJLVUJOJQFOZBMVSBOLSFEJU
bjb Channeling dalam lima tahun
terakhir.
3Q+VUB
Periode 2010
2011 2012
2013 2014
Period
JMBJ
83.474 7.011
Value
Kredit Konsumer Lainnya
,SFEJU LPOTVNFS MBJOOZB
ZBJUV
bjb Kredit Graha Bhakti dan
,SFEJU8JSBVTBIBIBLUJTVEBIUJEBLEJQBTBSLBOMBHJJOHHB BLIJS UBIVO IBOZB NFOZJTBLBO
outstanding baki debet. Total
outstanding LSFEJU MBJOOZB NFODBQBJ 3Q
NJMJBS
UVSVO
EJCBOEJOHLBOUBIVOZBOHTFCFTBS 3Q
NJMJBS
Berikut ini total outstanding
LSFEJU LPOTVNFS MBJOOZB EBMBN lima tahun terakhir.
3Q+VUB
Periode 2010
2011 2012
2013 2014
Period
JMBJ
13.545 Value
RENCANA 2015
FOHBOSBUBSBUBQFSUVNCVIBOLSFEJU
EBMBNMJNBUBIVO terakhir, bank
bjb optimistis pada tahun 2015 mampu meraih
QFSUVNCVIBO EBSJ TJTJ QFOZBMVSBO LSFEJU LPOTVNFS Apalagi, kondisi perekonomian juga diperkirakan lebih dari
EBSJTJUVBTJUBIVO
ZBOHEJBOUBSBOZBEJJOEJLBTJLBOPMFI UBSHFU 1FNFSJOUBI TFQFSUJ UFSUVBOH QBEB 1 1FSVCBIBO
2015. Disebutkan, target pertumbuhan tahun 2015 sebesar 5,7,
MFCJIUJOHHJEJCBOEJOHLBOEFOHBOSFBMJTBTJUBIVOZBOH 4FEBOHLBO JOnBTJ EJIBSBQLBO CJTB
KVHB MFCJI
rendah dari realisasi 2014. BSJ TJTJ JOUFSOBM
NFOHJOHBU QFOUJOHOZB QPTJTJ LSFEJU
konsumer, bank bjb
TVEBINFOZJBQLBOSFODBOBEBOTUSBUFHJ demi menjaga pertumbuhan berkelanjutan dan berkualitas.
3FODBOB TUSBUFHJ FLTQBOTJ LSFEJU ZBOH BLBO EJMBLVLBO EJ UBIVO
EJBOUBSBOZBBEBMBITFCBHBJCFSJLVU
A. Product dan Pricing
.FNJMJLJQSPEVLZBOHTFTVBJEFOHBOLFCVUVIBOOBTBCBI TBOHBUQFOUJOHTFCBHBJVQBZBNFOJOHLBULBOLFNBNQVBO
NFOZBMVSLBO EBOB EJ CJEBOH LPOTVNFS FHJUV KVHB The following table describes the disbursement of bjb
IBOOFMJOHJOUIFMBTUmWFZFBST
3Q.JMMJPO
Other Consumer Loans
0UIFSDPOTVNFSMPBOT
OBNFMZ,SFEJUSBIBIBLUJBOE,SFEJU 8JSBVTBIB IBLUJ BSF OP MPOHFS NBSLFUFE BOE CZ UIF FOE
PG
MFGU POMZ BO PVUTUBOEJOH EFCJU 5PUBM PVUTUBOEJOH PG PUIFS MPBOT SFBDIFE 3Q CJMMJPO
B EFDSFBTF PG
DPNQBSFE UP UIF ZFBS
XIJDI BNPVOUFE UP 3Q
billion. FMPXJTUIFUPUBMPVUTUBOEJOHDPOTVNFSDSFEJUJOUIFMBTUmWF
ZFBST
3Q.JMMJPO
2015 PLAN
8JUI BO BWFSBHF PG DSFEJU HSPXUI JO UIF QBTU mWF ZFBST
CBOL
bjb is optimistic that in 2015 the Bank will be
able to achieve 17 growth in the consumer loan portfolio. Moreover, the economic condition is expected to be better
UIBO UIF TJUVBUJPO JO
TPNF PG XIJDI BSF JOEJDBUFE CZ the Government’s targets as set out in the 2015 revised State
Budget. The growth target in 2013 is 5.7, higher than the realization
JO XIJDI BNPVOUFE UP .FBOXIJMF JOnBUJPO JT expected to be 5.0, also lower than the realization in 2014.
OUFSOBMMZ
DPOTJEFSJOH UIF JNQPSUBODF PG UIF QPTJUJPO PG consumer credit, bank
bjb has prepared plans and strategies
JOPSEFSUPNBJOUBJOTVTUBJOBCMFHSPXUIXJUIRVBMJUZ5IFDSFEJU FYQBOTJPOTUSBUFHJDQMBOUPCFDPOEVDUFEJO
JODMVEFT
A. Product and Pricing
Possessing products that meet the needs of the customers JT WFSZ JNQPSUBOU BT UIF FGGPSUT UP JNQSPWF UIF BCJMJUZ UP
EFMJWFSDPOTVNFSGVOET4JNJMBSMZXJUIUIFBCJMJUZUPPGGFS
KONSUMER
125
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
EFOHBO LFNBNQVBO NFOBXBSLBO TVLV CVOHB ZBOH LPNQFUJUJG
TFQBOKBOHUJEBLNFMBOHHBSBUVSBOZBOHTVEBI
ditetapkan oleh regulator. Untuk itu, pada tahun 2015 bank
bjb akan melakukan sejumlah hal di bidang produk
EBOTVLVCVOHBJOJ
ZBOHEJBOUBSBOZBBEBMBI • Melakukan
review kebijakan Kredit Konsumer. • Pemberlakuan struktur kredit khusus .
• Melakukan review tingkat suku bunga khusus untuk
daerah di luar provinsi Jawa Barat dan Provinsi Banten ZBJUV
MFCJISFOEBIEBSJ1TFUFNQBU
B. Promosi
Meningkatkan awareness publik terhadap produk
QFNCJBZBBOEJTFHNFOLPOTVNTJBLBOEJMBLVLBONFMBMVJ CFSBHBNTBMVSBOLPNVOJLBTJBHBSEBZBKBOHLBVQSPEVL
kredit konsumer bank bjb semakin luas. Beberapa strategi
ZBOHUFMBIEJTJBQLBOEJCJEBOHQSPNPTJ
EJBOUBSBOZB 1FMBLTBOBBO QSPNPTJ QFNBTBSBO ZBOH MFCJI FGFLUJG
dan berkesinambungan seperti pembuatan marketing
tools untuk Kredit Konsumer serta pemasaran melalui media publikasi.
JMBLTBOBLBOOZB QSPHSBN reward Member Get
Member ZBOH EJCFSJLBO LIVTVT CBHJ EFCJUVS
bjb
KGB bjb Kredit Pra Purna Bhakti dan debitur bjb
,SFEJU 1VSOB IBLUJ ZBOH CFSIBTJM NFNCBXB SFLBO BUBV LPMFHBOZB NFOKBEJ EFCJUVS CBSV EBO EFCJUVS
mengulang bank bjb.
- Pelaksanaan program Consumer Loan Loyalty
1SPHSBN TBMBI TBUVOZB EFOHBO QFNCFSJBO voucher
LFQBEBEFCJUVSCBSVEBOEFCJUVSZBOHNFMBLVLBO top
up. -
Gathering kepada Debitur sebagai bentuk promosi below the line, disesuaikan dengan kultural daerah
dan minat para debitur 1SPHSBNBEJBI-BOHTVOHCBHJEFCJUVSZBOHCFSIBTJM
NFNCBXBSFLBOBUBVLPMFHBOZBNFOKBEJEFCJUVSCBSV bank
bjb. C. Layanan
.FNCFSJLBO MBZBOBO UFSCBJL CBHJ OBTBCBI
LIVTVTOZB pada segmen kredit konsumer sudah menjadi komitmen
bank bjb
4FMBJO JUV
QFOJOHLBUBO LVBMJUBT MBZBOBO KVHB NFOKBEJCBHJBOEBSJTUSBUFHJNFOHIBEBQJQFSTBJOHBOZBOH
TFNBLJOLFUBUFCFSBQBJOJTJBUJGZBOHBLBOEJKBMBOLBO
EJ BOUBSBOZB
competitive interest rates, provided that the interest rates EPOPUWJPMBUFUIFSVMFTTFUCZUIFSFHVMBUPS5PUIBUFOE
in 2015 bank bjb will perform a number of initiatives in the
mFMEPGQSPEVDUTBOEJOUFSFTUSBUFT
XIJDIJODMVEF t 3FWJFXUIFPOTVNFSSFEJU1PMJDZ
t QQMZTQFDJBMDSFEJUTUSVDUVSF t 3FWJFXTQFDJmDJOUFSFTUSBUFGPSUIFBSFBPVUTJEFUIF
QSPWJODFPG8FTU+BWBBOEBOUFOOBNFMZMPXFS than the local BPD.
B. Promotion
ODSFBTJOHQVCMJDBXBSFOFTTPGUIFmOBODJOHQSPEVDUTJO UIFDPOTVNFSTFHNFOUXJMMCFQFSGPSNFEUISPVHIBWBSJFUZ
of communication channels so that the Bank’s consumer DSFEJUQSPEVDUTXJMMCFJODSFBTJOHMZXJEFTQSFBE4FWFSBM
TUSBUFHJFTQSFQBSFEJOUIFmFMEPGQSPNPUJPOJODMVEF -
Implement a more effective and sustainable marketing campaign such as the creation of marketing tools for
Consumer Credit and marketing through publication media.
- Implement rewards program Member Get Member QSPWJEFETQFDJmDBMMZGPSUIFEFCUPSTPG
bjb KGB bjb
Kredit Pra Purna Bhakti and bjb Kredit Purna Bhakti
who manage to invite friends or colleagues to become new debtors and the repeating debtor of bank
bjb.
NQMFNFOU UIF POTVNFS -PBO -PZBMUZ 1SPHSBN CZ giving vouchers to new debtor sand the debtors
performing top up. - Gathering with the debtors as a form of promotion
below the line, adapted to local culture and interests of the debtor
5IFJSFDU3FXBSE1SPHSBNGPSEFCUPSTXIPNBOBHF to invite friends or colleagues to become new debtors
of bank bjb.
C. Services
The Bank will provide the best services for customers, FTQFDJBMMZ JO UIF TFHNFOU PG DPOTVNFS DSFEJU UIBU
has become the Bank’s commitment. In addition, the JNQSPWFNFOUPGUIFRVBMJUZPGTFSWJDFTJTBMTPQBSUPGUIF
TUSBUFHZUPGBDFUIFJODSFBTJOHMZmFSDFDPNQFUJUJPO4PNF PGUIFJOJUJBUJWFTUIBUXJMMCFJNQMFNFOUFE
JODMVEF
CONSUMER
126
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
• Pengembangan sistem
aplikasi Webscoring Analisa
Kredit Konsumer. • Standardisasi formulir aplikasi pengajuan Kredit
Konsumer. • Optimalisasi
Service Level Agreement SLA di Kantor Cabang.
D. Penjualan
Dari sisi penjualan, bank bjb akan melakukan strategi
PQUJNBMJTBTJ
EJ BOUBSBOZB NFMBMVJ LFSKB TBNB EFOHBO CBOL MBJO EBMBN QFOZBMVSBO EBOB LPOTVNFS 6OUVL JUV
1FSVTBIBBO UFMBI NFOZFUVKVJ QFOBNCBIBO EBOB VOUVL kepentingan tersebut, mengingat batas ketersediaan
EBOB ZBOH BEB TVEBI NFODBQBJ NBLTJNVN 4FKVNMBI TUSBUFHJZBOHEJSFODBOBLBOQBEBUBIVO
EJBOUBSBOZB
BEBMBI -
Pemasaran secara proaktif dan berkesinambungan. -
Optimalisasi Pemasaran kepada Pensiunan dan calon Pensiunan.
1FOZBMVSBO LSFEJU NFMBMVJ QPMB channeling kepada
BPD Bengkulu -
PPLJOH0GmDF Kerja sama
Asset Buy kredit Multiguna
bjb
,
EBSJ • Bank Sulteng
• Bank Papua
MJBOTJ TUSBUFHJT ZBOH MFCJI JOUFOTJG EFOHBO JOTUJUVTJ lembaga pengelola dana pensiunan.
.FNCVLB QFMVBOH QPUFOTJ QBTBS
TBMBI TBUVOZB NFMBLVLBO1,4EFOHBO15104EBOJOTUBOTJMBJOOZB
- Optimalisasi potensi
debitur Top Up menawarkan
LFNCBMJ LFQBEB EFCJUVS ZBOH UFMBI NFOHBMBNJ QFOVSVOBO CBLJ EFCFU EBSJ QMBGPO BXBM EBO
EFCJUVSEFOHBOKBOHLBXBLUVLSFEJUZBOHBLBOKBUVI tempo.
t 5IF FWFMPQNFOU PG UIF BQQMJDBUJPO TZTUFN 8FC TDPSJOHOBMZTJTPGPOTVNFSSFEJU
• Standardization of Consumer Credit application form • Optimizing Service Level Agreement SLA in the
SBODI0GmDFT
D. Sales
In terms of sales, bank bjb will perform optimization
strategies, including through cooperation with other banks in the distribution of consumer funds. To that end, the
PNQBOZIBTBHSFFEUPJODSFBTFGVOEJOHGPSUIJTQVSQPTF HJWFO UIF MJNJU PG UIF FYJTUJOH BWBJMBCJMJUZ PG GVOET IBT
reached the maximum. The strategies planned in 2015, BNPOHPUIFSTBSF
.BSLFUQSPBDUJWFMZBOEDPOUJOVPVTMZ 0QUJNJ[F .BSLFUJOH GPS 1FOTJPOFST BOE 3FUJSFE
candidates. -
Lending through channeling to BPD Bengkulu PPLJOH0GmDF
TTFUVZPPQFSBUJPO .VMUJQVSQPTF
DSFEJUCKC,
PG • Bank Sulteng
• Bank Papua
- More intensive strategic alliance with institutions pension fund management institutions
- Opening up the market potential, one of which performed cooperation agreement with PT POS and
other agencies - Optimize potential Top Up debtors offer back to
debtors who have experienced a decrease in the PVUTUBOEJOHEFCJUPGPGUIFJOJUJBMMJNJUBOEEFCUPST
XJUIVQDPNJOHDSFEJUNBUVSJUZ
KONSUMER
127
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
CONSUMER
128
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
bjb
PRECIOUS
bjb PRECIOUS
129
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
bjb
1SFDJPVT NFSVQBLBO MBZBOBO ZBOH CFSTJGBU FLTLMVTJG dan personal bagi pribadi-pribadi istimewa nasabah
QFSTFPSBOHBO
ZBOH NFNJMJLJ TJNQBOBO QBEB CBOL
bjb
dalam jumlah tertentu. bjb Precious meletakkan prinsip-
QSJOTJQEBOGBMTBGBIiZBOHTBOHBUCFSIBSHBwTFCBHBJGPOEBTJ EBMBNNFXVKVELBOUVKVBOMBZBOBOFLTLMVTJGQFSCBOLBOCBHJ
nasabah prima. Yakni melalui peningkatan kredibilitas dan eksklusivitas, seperti konsep Keramahan, Kemudahan, dan
,FOZBNBOBO -BZBOBO
bjb
1SFDJPVT NFSVQBLBO MBZBOBO UFSCBJL ZBOH EJCFSJLBOLFQBEBQSJCBEJQSJCBEJJTUJNFXBZBOHNFNCVUVILBO
QFMBZBOBONBLTJNBMCBJLEBSJTFHJLFSBNBIBO
LFNVEBIBO LFOZBNBOBO
LFBNBOBO EBO UFSQFSDBZB BTBCBI
bjb
1SFDJPVT ZBOH EJTFCVU EFOHBO OBTBCBI QSJNB QFSPSBOHBO JHI FU 8PSUI OEJWJEVBMT
, harus memiliki minimal dana TFCFTBS3QZBOHEJUFNQBULBOEJCBOL
bjb.
1BEBBXBMOZB
QSPEVLUFSTFCVUCFSOBNB
bjb Prioritas. Setelah
dilakukan rebranding
QBEBFTFNCFS
OBNBMBZBOBO tersebut berubah menjadi “
bjb Precious”. Rebranding itu
bertujuan untuk menjadikan bjb
1SFDJPVTTFCBHBJNFSFLZBOH LVBUEJNBUBNBTZBSBLBU
TFLBMJHVTNFOFHBTLBOLSFEJCJMJUBT
EBOFLTLMVTJWJUBTMBZBOBOOZB
bjb Precious is a service that is exclusive and personalized
for special persons individual customers with certain amount of deposits in bank
bjb. bjb Precious places the principles
BOE QIJMPTPQIZ PG iWBMVBCMFw BT UIF GPVOEBUJPO GPS SFBMJ[JOH FYDMVTJWF CBOLJOH TFSWJDFT GPS QSJNF DVTUPNFST
OBNFMZ
UISPVHI JODSFBTFE DSFEJCJMJUZ BOE FYDMVTJWJUZ
TVDI BT UIF DPODFQUPGIPTQJUBMJUZ
BTF
BOEPOWFOJFODF
The services of bjb precious are the best services given to
special individuals requiring maximum services both in terms PG IPTQJUBMJUZ
DPOWFOJFODF
DPNGPSU
TBGFUZ BOE SFMJBCJMJUZ
The customers of bjb precious called the prime individual
DVTUPNFST JHIFUXPSUIOEJWJEVBMT
NVTUIBWFBNJOJNVN GVOEPG3Q
QMBDFEJOUIFCBOL
bjb.
OJUJBMMZ
UIF QSPEVDU XBT OBNFE
bjb Prioritas. After the
rebranding on December 12, 2012, the name of the service was changed to “
bjb Precious”. The rebranding aimed to
make bjb
1SFDJPVTBTUSPOHCSBOEJOUIFFZFTPGDVTUPNFST BTXFMMBTBGmSNDSFEJCJMJUZBOEFYDMVTJWJUZPGJUTTFSWJDFT
BJB PRECIOUS
130
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
Melalui kebijakan tersebut, diharapkan dapat meningkatkan customer loyalty
TFSUB NFOBNCBI OJMBJ EBO NFNJMJLJ EBZB TBJOH UFSIBEBQ MBZBOBO TFKFOJT ZBOH EJNJMJLJ PMFI QBSB
pesaing. Untuk meningkatkan kinerja produk, bank bjb telah
melakukan sejumlah program menarik agar dapat mendorong peningkatan jumlah nasabah.
STRATEGI
4USBUFHJ ZBOH EJJNQMFNFOUBTJLBO TFQBOKBOH UBIVO dalam rangka mendukung kinerja
bjb
1SFDJPVTBEBMBI a. Mengadakan
gathering CBJLZBOHCFSTJGBUBLVJTJTJNBVQVO
CFSTJGBUBUFOTJVOUVLNFOJOHLBULBOMPZBMJUBTBOHHPUB
bjb
Precious. b. Menambah kerja sama dengan pihak ketiga untuk
meningkatkan hak istimewa privilege kepada member
bjb Precious.
D .FOJOHLBULBO LVBMJUBT MBZBOBO EFOHBO NFNCFOBIJ EBO melakukan standardisasi gerai
bjb Precious.
E .FOHHBMJQPUFOTJEBOBEJCFCFSBQBXJMBZBIUFSUFOUV
ZBOH belum terdapat gerai
bjb Precious dengan penempatan
PIC Person In Charge marketing
bjb Precious.
d. Melakukan peningkatan SDM bjb
1SFDJPVT LIVTVTOZB dalam hal penambahan kuantitas serta peningkatan
kualitas SDM bjb Precious.
Keunggulan Layanan
4FCBHBJ MBZBOBO QSJNB
OBTBCBI
bjb Precious berhak
NFOEBQBULBO MBZBOBO UFSCBJL EBO FLTLMVTJG 4FKVNMBI IBM ZBOHEJCFSJLBOPMFI1FSVTBIBBOUFSIBEBQOBTBCBIMBZBOBO
FLTLMVTJGJOJ
EJBOUBSBOZB • Memberikan Kemudahan
bjb Precious sangat memahami kesibukan dan
CFSIBSHBOZB XBLUV OBTBCBI 6OUVL JUV
bjb Precious
NFOZFEJBLBOCFSCBHBJLFNVEBIBOCBHJOBTBCBIEBMBN NFMBLTBOBLBO USBOTBLTJ QFSCBOLBO 4FQFSUJ QFMBZBOBO
transaksi perbankan secara personal dari bjb
1SFDJPVT save deposit box
TFSUBCFSBHBNLFNVEBIBOMBJOOZB • Keramahan
Keramahan dan ketulusan adalah sikap utama dalam NFMBZBOJ OBTBCBI TFCBHBJ NFNCFS
bjb Precious. bjb
Precious siap membantu menangani segala urusan perbankan Anda secara profesional.
5ISPVHIUIJTQPMJDZ
UIFBOLFYQFDUTUPJODSFBTFDVTUPNFS MPZBMUZ
BOE JODSFBTF UIF WBMVF BOE DPNQFUJUJWFOFTT UP UIF
TBNFLJOEPGTFSWJDFTPXOFECZUIFDPNQFUJUPST5PJNQSPWF the performance of the product, bank
bjb conducted a
number of interesting programs in to encourage the increase in the number of customers.
STRATEGY
The strategies implemented throughout 2014 in order to support the performance of
bjb
1SFDJPVTBSF B FMEHBUIFSJOHTFJUIFSUPBDRVJSFPSUPQSPWJEFBUUFOUJPOUP
JODSFBTFUIFMPZBMUZPGUIFNFNCFSTPG
bjb Precious.
b. Establish partnerships with third parties in order to improve the privileges for the members of
bjb Precious.
D NQSPWF UIF RVBMJUZ PG TFSWJDFT CZ JNQSPWJOH BOE standardizing
bjb Precious outlets.
d. Explore the potential of funds in certain regions with no
bjb Precious outlets with the placement of PIC Person in
Charge to market bjb Precious.
F NQSPWF UIF 3 PG
bjb
1SFDJPVT QBSUJDVMBSMZ JO UFSNT PG UIF BEEJUJPO PG RVBOUJUZ BT XFMM BT
bjb Precious human
SFTPVSDFTRVBMJUZJNQSPWFNFOU
Service Excellence
As a prime service, the customers of bjb Precious deserve
UIFCFTUBOEFYDMVTJWFTFSWJDFT5IFPNQBOZBNPOHPUIFST provides the following for the customers of this exclusive
TFSWJDF • Ease
bjb
1SFDJPVTEFFQMZVOEFSTUBOETUIFDVTUPNFSTCVTZOFTT the value of time for the customers. To that end,
bjb
1SFDJPVTQSPWJEFTDPOWFOJFODFGPSUIFDVTUPNFSTUPDBSSZ out banking transactions, such as the personal banking
services from bjb
1SFDJPVT TBWF EFQPTJU CPY BOE B WBSJFUZPGPUIFSDPOWFOJFODFT
t PTQJUBMJUZ SJFOEMJOFTTBOETJODFSJUZJTUIFNBJOBUUJUVEFJOTFSWJOH
the members of bjb Precious. bjb
1SFDJPVTJTSFBEZUPIFMQ IBOEMFBMMZPVSCBOLJOHBGGBJSTQSPGFTTJPOBMMZ
bjb PRECIOUS
131
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
t ,FOZBNBOBO FNJNFOKBHBLFOZBNBOBOEBO
privacy setiap transaksi ZBOH EJMBLVLBO
NBLB TFUJBQ OBTBCBI BLBO EJMBZBOJ EJ
SVBOHBOZBOHEJEFTBJOLIVTVTTFCBHBJLPNJUNFOVOUVL TFOBOUJBTBNFNCFSJLBOZBOHUFSCBJLVOUVLOEB
• Fasilitas pemakaian ruang pertemuan. •
Airport lounge GBTJMJUBTSVBOHUVOHHVEJCBOEBSB
IBOZB
dengan menunjukan kartu keanggotaan bjb Precious.
• Travel arrangement.
t BTBCBIUJEBLQFSMVBOUSFVOUVLCFSUSBOTBLTJ •
Customer gathering.
KINERJA 2014
Dari sisi operasional, saat ini bjb Precious sudah memiliki 11
HFSBJ VOUVL NFNCFSJLBO QFMBZBOBO TFDBSB PQUJNBM LFQBEB para nasabah. Adapun lokasi gerai
bjb
1SFDJPVTZBOHTBBU JOJCFSPQFSBTJBEBMBI
a. bjb Precious Bandung
b. bjb
1SFDJPVT3BTVOB4BJE c.
bjb Precious Serang
d. bjb Precious Cirebon
e. bjb
1SFDJPVT5BTJLNBMBZB f.
bjb Precious Bogor
g. bjb Precious Bekasi
h. bjb Precious Kelapa Gading
i. bjb Precious Tangerang
j. bjb Precious Semarang
k. bjb
1SFDJPVT4VSBCBZB Selain itu, melalui kartu keanggotaan
member, bjb Precious
sudah dapat digunakan di lebih dari 1.138 ATM bank bjb,
5. FSTBNB
EBO 13. 5. EJ TFMVSVI OEPOFTJBJOHHBUBIVO
KVNMBIOBTBCBI
bjb Precious
NFODBQBJ OBTBCBI BUBV NFOHBMBNJ QFSUVNCVIBO EJCBOEJOHLBO UBIVO ZBOH TFCBOZBL
nasabah. Dari sisi komposisi, jumlah nasabah terbesar berasal dari
BOEVOH
ZBJUV NFODBQBJ
EFOHBO KVNMBI OBTBCBI +VNMBI UFSCFTBS LFEVB EBSJ PHPS ZBOH BEB
nasabah atau 10,05 dari total nasabah bjb Precious.
• Convenience O PSEFS UP NBJOUBJO UIF DPNGPSU BOE QSJWBDZ PG FWFSZ
USBOTBDUJPO NBEF
FWFSZ DVTUPNFS XJMM CF TFSWFE JO B TQFDJBMMZ EFTJHOFE SPPN BT B DPNNJUNFOU UP BMXBZT
QSPWJEFUIFCFTUGPSZPV t 5IF6TFPG.FFUJOH3PPN
• Airport lounge, the provision of waiting room in the airport, DVTUPNFSTNBZFOUFSBOEVTFUIFSPPNPOMZCZTIPXJOHB
bjb Precious member card.
• Travel arrangement. • Customers do not need to queue to perform transactions.
• Customer gathering.
2014 PERFORMANCE
SPN UIF PQFSBUJPOBM TJEF
DVSSFOUMZ
bjb Precious has 11
outlets to provide optimal services to its customers. As for the location of the current
bjb
1SFDJPVTPVUMFUTBSF a.
bjb Precious Bandung
b. bjb
1SFDJPVT3BTVOB4BJE c.
bjb Precious Serang
d. bjb Precious Cirebon
e. bjb
1SFDJPVT5BTJLNBMBZB f.
bjb Precious Bogor
g. bjb Precious Bekasi
h. bjb Precious Kelapa Gading
i. bjb Precious Tangerang
j. bjb Precious Semarang
k. bjb
1SFDJPVT4VSBCBZB EEJUJPOBMMZ
UIFCKC1SFDJPVTNFNCFSTIJQDBSEDBOBMSFBEZ
be used in more than 1,138 bank bjb
5.
5. FSTBNB BOE
13. 5. BDSPTT OEPOFTJB 6OUJM
2014, the number of bjb
1SFDJPVTDVTUPNFSTSFBDIFE DVTUPNFSTPSHSFXDPNQBSFEUPUIFZFBSXIJDI
amounted to 3,402 customers. In terms of composition, most of the customers come from
BOEVOH
XIJDI SFBDIFE PS
DVTUPNFST 5IF TFDPOEMBSHFTUDPNFGSPNPHPS
OBNFMZDVTUPNFSTPS
10.05 of the total bjb Precious customers.
BJB PRECIOUS
132
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
3BUBSBUBQFSUVNCVIBOUBIVOBOOBTBCBI
bjb Precious sejak
tahun 2010 hingga tahun 2014 mencapai 40,31. Berikut ini tabel tentang perkembangan jumlah nasabah dalam lima
tahun terakhir.
3QNJMJBS 3QCJMMJPO
OBP 2010
2011 2012
2013 2014
Bandung 823
1045 1232
1,484
3BTVOBTBJE
227 115
345 Serang
144 180
307 353
Cirebon 133
223 304
5BTJLNBMBZB
53 85
121 Bogor
154 181
418 Bekasi
104 131
207 Kelapa Gading
147 208
247 Tangerang
72 127
200 Semarang
83 104
112
4VSBCBZB
113 151
232
Total 1.259,00
1.986,00 2.636,00
3.402,00 4.159
4FEBOHLBO OPNJOBM EBOB ZBOH EJLFMPMB QBEB UBIVO TFCFTBS 3Q
USJMJVO UVNCVI
EJCBOEJOHLBO
UBIVO ZBOH 3Q
USJMJVO FSEBTBSLBO LJOFSKB MJNB UBIVO UFSBLIJS
ZBJUV QFSJPEF
SBUBSBUB
QFSUVNCVIBO EBOB ZBOH EJLFMPMB TFDBSB UBIVOBO TFCFTBS 37,13 per tahun.
4FCBHJBO CFTBS EBOB ZBOH EJLFMPMB CFSBTBM EBSJ OBTBCBI BOEVOH
ZBJUVEFOHBOLPOUSJCVTJ
EBSJTFMVSVIEBOB
kelolaan bjb
1SFDJPVTBMJOJTFKBMBOEFOHBOKVNMBIOBTBCBI ZBOHUFSCBOZBLKVHBCFSBTBMEBSJLPUBUFSTFCVU
Berikut ini dana kelolaan bjb Precious dalam lima tahun
terakhir.
3QNJMJBS 3QCJMMJPO
OBP 2010
2011 2012
2013 2014
Bandung 1.074.773
3BTVOBTBJE
238.807 205.745
271.744 Serang
183.723 251.573
258.142 Cirebon
108.234 142.550
187.870 257.575
5BTJLNBMBZB
113.755 Bogor
215.728 225.047
Bekasi 82.155
114.114 Kelapa Gading
Tangerang 223.183
Semarang 45.823
41.327
4VSBCBZB
Total 1.533.832
2.602.309 3.017.415
3.161.721 3.367.682
The average annual growth bjb Precious customers since
2010 until 2014 reached 40.31. Below is the table of UIFEFWFMPQNFOUPGUIFOVNCFSPGDVTUPNFSTJOUIFQBTUmWF
ZFBST
Meanwhile, the nominal of funds managed in 2014 BNPVOUFEUP3Q
USJMMJPOPSHSFXCZDPNQBSFE
UP UIF ZFBS XIJDI BNPVOUFE UP 3Q
USJMMJPO BTFEPOUIFQFSGPSNBODFXJUIJOUIFMBTUmWFZFBST
OBNFMZ
in the period of 2010-2014, the average growth of the funds NBOBHFEPOBOBOOVBMCBTJTXBTQFSZFBS
Most of the funds managed were derived from the customers GSPN BOEVOH
OBNFMZ XJUI B DPOUSJCVUJPO PG PG UIF
UPUBMGVOETNBOBHFECZ
bjb Precious. This is in line with the
fact that most of the customers also come from Bandung. 5IFUBCMFCFMPXTIPXTUIFGVOETNBOBHFECZ
bjb Precious in
UIFQBTUmWFZFBST
bjb PRECIOUS
133
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
BJB PRECIOUS
Khusus untuk periode 2013-2014, penjualan bjb
Precious difokuskan kepada penjualan produk-produk wealth management
BMJUVEJCVLUJLBOEFOHBOQFSUVNCVIBO produk
wealth management ZBOHCBJL
TFQFSUJEJQFSMJIBULBO
pada tabel di bawah ini.
3Q+VUB
Tahun Year
AUM Reksa Dana AUM Mutual Fund
FYP Bancassurance FYP Bancassurance
2012 2013
2014
21.005
RENCANA 2015
BMBNSBOHLBNFNCVBUMBZBOBO
bjb Precious semakin optimal
dan memiliki positioning
ZBOHLVBUEJNBTZBSBLBU
TFSUBVOUVL NFOJOHLBULBOQFSTBJOHBOEFOHBOMBZBOBOQSJPSJUBTCBOLMBJO
maka bjb Precious akan melakukan beberapa inisiatif sebagai
CFSJLVU • Memenuhi kebutuhan SDM
bjb Precious baik dari segi
kuantitas maupun kualitas. • Melakukan penambahan kerja sama pada
Merchant, Medical Arrangement, dan Education Arrangement
TFCBHBJCFOUVLQFNCFSJBOGBTJMJUBTZBOHFLTLMVTJGLFQBEB member
bjb Precious.
• Melakukan renovasi di beberapa outlet bjb Precious
sebagai bentuk standardisasi dalam memberikan LFOZBNBOBO UFSIBEBQ NFNCFS
bjb Precious, sehingga
nasabah eksisting maupun nasabah potensial merasa OZBNBO EBO UFSJTUJNFXBLBO
UJEBL TFQFSUJ CFSBEB EJ
banking hall. • Melakukan
Customer Gathering produk-produk Wealth Management
TFSUB QSPHSBN FLTLMVTJG MBJOOZB CBJL CBHJ nasabah eksisting maupun nasabah potensial bank
bjb.
TQFDJBMMZGPSUIFQFSJPE
bjb Precious sales were
focused on the sales of wealth management products. This XBTQSPWFOCZUIFTJHOJmDBOUHSPXUIPGXFBMUINBOBHFNFOU
products as shown in the table below.
3QNJMMJPO
2015 PLAN
In order to create a more optimal bjb Precious services and
BTUSPOHQPTJUJPOJOHJOUIFDPNNVOJUZ
BTXFMMBTUPJODSFBTF DPNQFUJUJPO XJUI UIF QSJPSJUZ TFSWJDFT PG PUIFS CBOLT
bjb
1SFDJPVTXJMMQFSGPSNUIFGPMMPXJOHJOJUJBUJWFT t .FFUUIFOFFETPGKC1SFDJPVT3JOUFSNTPGRVBOUJUZBOE
RVBMJUZ • Increase partnerships in terms of Merchant, Medical
Arrangement, and Education Arrangement as a form of providing exclusive facilities to the members of
bjb
Precious. t 3FOPWBUF TPNF PG UIF
bjb Precious outlets as a form
of standardization in providing comfort to members of
bjb Precious, thus existing and potential customers feel
comfortable and privileged, and do not feel like being in a banking hall.
• Organize Customer Gathering for Wealth Management products and other exclusive programs for both existing
and potential customers of bank bjb.
134
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
bjb PRECIOUS
135
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
BJB PRECIOUS
136
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
KORPORASI KOMERSIAL
CORPORATE COMMERCIAL
137
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
Unit usaha bank bjb di bidang korporasi dan komersial
sangat bergantung pada kondisi perekonomian secara makro dan perkembangan dunia usaha. Pada tahun
2014, kondisi perekonomian di dalam negeri sedang NFOHBMBNJQFSMBNCBUBO
EJBOUBSBOZBEJJOEJLBTJLBOEFOHBO
QFSUVNCVIBO FLPOPNJ ZBOH IBOZB TFCFTBS
MFCJI SFOEBIEJCBOEJOHLBOUBIVOTFCFMVNOZBZBOH
Kondisi dunia usaha juga tidak sedang bergairah, mengingat UBIVO CFSMBOHTVOH QFSJTUJXB QPMJUJL CFTBS
ZBJUV
1FNJMV -FHJTMBUJG EBO 1FNJMV 1SFTJEFO VOJB VTBIB CBOZBL ZBOH NFMBLVLBO BLTJ
wait and see untuk mengembangkan CJTOJTOZB
TBNCJM NFOBOUJ SFODBOB LFCJKBLBO QFNFSJOUBI
baru. OEJLBTJ NFMBNCBUOZB LFHJBUBO EVOJB VTBIB UFSMJIBU EBSJ
IBTJM4VSWFJ5FOEFOTJJTOJT 45
ZBOHEJMBLVLBOPMFIBOL Indonesia bersama Badan Pusat Statistik BPS. Indeks
5FOEFOTJJTOJTZBOHEBUBOZBCFSBTBMEBSJ45
NFSVQBLBO JOEJLBUPS QFSLFNCBOHBO FLPOPNJ VTBIB UFSLJOJ ZBOH
menggambarkan kondisi bisnis dan perekonomian pada triwulan berjalan dan perkiraan pada triwulan mendatang.
bank bjb
TDPSQPSBUFBOEDPNNFSDJBMCVTJOFTTVOJUTBSFIJHIMZ dependent on the macro-economic condition and business
EFWFMPQNFOUO
UIFEPNFTUJDFDPOPNZFYQFSJFODFEB TMPXEPXO
BNPOHPUIFSTJOEJDBUFECZUIFFDPOPNJDHSPXUI
PG
MPXFS UIBO UIF QSFWJPVT ZFBS XIJDI BNPVOUFE UP 5.78.
The business condition was also not enthusiastic, given the QPMJUJDBMFWFOUTUIBUUPPLQMBDFJO
OBNFMZUIFMFHJTMBUJWF
FMFDUJPOBOEUIFQSFTJEFOUJBMFMFDUJPO.BOZCVTJOFTTQMBZFST took the action to wait and see in terms of business expansion,
OBNFMZXBJUJOHGPSUIFOFXHPWFSONFOUTQPMJDZQMBO Indications of slowdown in the business activities were shown
UISPVHI UIF SFTVMUT GSPN UIF VTJOFTT 5FOEFODZ 4VSWFZ 45
DPOEVDUFECZBOLOEPOFTJBBOEUIFFOUSBMVSFBV
PG 4UBUJTUJDT 14
5IF VTJOFTT 5FOEFODZ OEFY
JO XIJDI the data are derived from STB, is an indicator of the current
economic development that describes the business and economic conditions in the current quarter and forecast in the
upcoming quarter.
138
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
Pada Triwulan 1-2014, Indeks Tendensi Bisnis ITB sebesar ,POEJTJ JOJ NFOVKVLBO CBIXB UJOHLBU PQUJNJTNF
pelaku bisnis lebih rendah jika dibandingkan dengan Triwulan 7ZBOHNFNJMJLJOJMBJ5TFCFTBS
Kondisi serupa berlanjut hingga akhir tahun. ITB Triwulan IV- 2014 mencapai 104,7, lebih rendah dibandingkan triwulan
TFCFMVNOZB ZBOH
BM JOJ NFOBOEBLBO CBIXB dunia usaha masih pesimistis dalam mengembangkan
CJTOJTOZB
LBSFOB LPOEJTJ QFSFLPOPNJBO EJBOHHBQ LVSBOH mendukung.
4JUVBTJ UFSTFCVU CFSQFOHBSVI QBEB LJOFSKB QFOZBMVSBO kredit perbankan secara umum. Data Bank Indonesia
NFOHVOHLBQLBO
IJOHHB FTFNCFS UPUBM LSFEJU ZBOH disalurkan bank umum terhadap pihak ketiga sebesar
3Q
USJMJVO BUBV OBJL
EJCBOEJOHLBO QFSJPEF ZBOH TBNB UBIVO TFCFMVNOZB 1BEBIBM
QBEB UBIVO
QFSUVNCVIBOOZB NFODBQBJ
EJCBOEJOHLBO UBIVO 2012.
STRATEGI
,POEJTJ FLTUFSOBM ZBOH CFSMBOHTVOH
CBJL EBSJ TJTJ FLPOPNJ makro maupun kegiatan dunia usaha, tentu di luar kontrol
bank bjb. Bagi Perusahaan, tantangan tersebut harus disikapi
EFOHBOCFSBHBNTUSBUFHJBHBSLFHJBUBOVTBIB
LIVTVTOZBEJ bidang komersial dan korporasi tetap berjalan dengan baik.
QBMBHJ EBSJ TJTJ JOUFSOBM
UBOUBOHBO ZBOH IBSVT EJIBEBQJ JWJTJ,PSQPSBTJEBO,PNFSTJBMBEBMBISBTJPBOUBSBQFOZBMVSBO
pinjaman dan Dana Pihak Ketiga atau loan to deposit ratio
-3
ZBOH ZBOH MFCJI EBSJ
,POEJTJ JOJ NFNCVBU SVBOHHFSBLQFOZBMVSBOLSFEJUNFOKBEJUFSCBUBT
BMBNLPOEJTJTFQFSUJJUV
TUSBUFHJZBOHEJKBMBOLBO1FSVTBIBBO QBEBUBIVOEJBOUBSBOZB
A. Fokus di Sektor Produktif
6QBZB CBOL
bjb mengembangkan kredit Korporasi
EBO ,PNFSTJBM EJGPLVTLBO QBEB QFNCJBZBBO TFLUPS TFLUPS QSPEVLUJG NFMBMVJ QFOHFNCBOHBO MBZBOBO EBO
QSPEVL QJOKBNBO ZBOH CFSPSJFOUBTJ QBEB LFCVUVIBO dan kepentingan nasabah. Produk kredit komersial
dikembangkan sesuai karakteristik bisnis perusahaan serta karakteristik bisnis di sektor industri.
O 2VBSUFS
UIF VTJOFTT 5FOEFODZ OEFY 5
XBT 5IJTDPOEJUJPOBUUSJCVUFUIBUUIFMFWFMPGPQUJNJTNPG
UIFCVTJOFTTQMBZFSTJTMPXFSXIFODPNQBSFEXJUIUIFGPVSUI quarter of 2013, where the value of ITB was 104.72.
6OUJMUIFFOEPGUIFZFBS
TJNJMBSDPOEJUJPODPOUJOVFEUPPDDVS In the Fourth Quarter of 2014, ITB reached 104.7, lower than
the previous quarter which amounted to 107.24. This indicates that the business world remains pessimistic in developing
its business because the economic condition is considered unfavourable.
The situation affects the performance of bank credit in general. Data from Bank Indonesia revealed, until December
2014 total loans of commercial banks to third parties was 3Q
USJMMJPO
PS JODSFBTFE POMZ CZ PWFS UIF
TBNFQFSJPEJOUIFQSFWJPVTZFBSXIFSFJOUIFHSPXUI XBTDPNQBSFEUPUIFZFBS
STRATEGY
External condition, both in terms of macro-economic and CVTJOFTTBDUJWJUJFT
JTDFSUBJOMZCFZPOEUIFDPOUSPMPGCBOL
bjb.
PSUIFPNQBOZ
UIFTFDIBMMFOHFTNVTUCFBEESFTTFEXJUI BWBSJFUZPGTUSBUFHJFTTPUIBUCVTJOFTTBDUJWJUJFT
QBSUJDVMBSMZ
JOUIFBSFBTPGDPSQPSBUFBOEDPNNFSDJBMXJMMSVOTNPPUIMZ
Moreover, from the internal side, one of the challenges that NVTUCFGBDFECZUIFPSQPSBUJPOTBOEPNNFSDJBMJWJTJPO
JT UIF SBUJP CFUXFFO MFOEJOH BOE UIJSE QBSUZ GVOET PS MPBO UP EFQPTJU SBUJP -3
PG NPSF UIBO 5IJT DPOEJUJPO
caused limited lending movement space. O TVDI DPOEJUJPO
JO UIF PNQBOZ QFSGPSNFE UIF
GPMMPXJOHTUSBUFHJFT
A. Focus on the Productive Sector
The bank
bjb effort to develop Corporate and Commercial
DSFEJUXBTGPDVTFEPOUIFmOBODJOHPGQSPEVDUJWFTFDUPST through the development of services and loan products
oriented to the needs and interests of customers. Commercial credit products are developed according to
UIF DPNQBOZ CVTJOFTT DIBSBDUFSJTUJDT BOE UIF CVTJOFTT characteristics in the industrial sector.
KORPORASI KOMERSIAL
139
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
CORPORATE COMMERCIAL
B. Produk Andalan
Selain fokus pada sektor usaha tertentu, bank bjb juga
NFOFUBQLBOGPLVTQBEBKFOJTQFNCJBZBBOZBOHEJKBEJLBO BOEBMBO VOUVL UBIVO J BOUBSBOZB BEBMBI ,SFEJU
Modal Kerja KMK Konstruksi. KMK diberikan kepada QFSVTBIBBOQFNCJBZBBO
1JOKBNBOBMBNFHFSJ 1
dan Garansi Bank.
C. Jaringan
Perusahaan juga membuka jaringan kantor di Jakarta ZBOH NFSVQBLBO TFOUSB LFVBOHBO EBO JOEVTUSJ EJ
OEPOFTJB BM JOJ EJMBLVLBO EBMBN SBOHLB NFNQFSMVBT EBZB KBOHLBV UFSIBEBQ OBTBCBI
TFIJOHHB EJIBSBQLBO
NBNQVNFOHPQUJNBMLBOLJOFSKB1FSVTBIBBO
LIVTVTOZB
terkait dengan nasabah korporasi dan kredit komersial.
KINERJA BISNIS
Untuk memenuhi kebutuhan pendanaan dunia usaha, bank
bjb
NFNJMJLJCJTOJTZBOHCFSHFSBLEJCJEBOHQFOZBMVSBOEBOB BUBVQFNCJBZBBOLFQBEBTFHNFOVTBIBLPSQPSBTJ,FHJBUBO
UFSTFCVUEJMBLVLBONFMBMVJEVBQSPEVL
ZBJUV cash loan dan
non cash loan. Produk
cash loan terdiri dari kredit modal kerja dan kredit investasi. Sedangkan untuk produk
non cash loan adalah MBZBOBO QFOFSCJUBO BSBOTJ BOL VOUVL QSPZFLQSPZFL
pemerintah maupun swasta. Melalui kegiatan ini, bank bjb
berharap dapat meningkatkan fee based income bank
bjb.
Pada tahun 2014, kontribusi kredit Korporasi dan Komersial NFODBQBJ
UFSIBEBQ UPUBM QFOZBMVSBO LSFEJU PMFI
bank bjb. Kondisi tersebut mengalami sedikit perlambatan
EJCBOEJOHUBIVOZBJUVTFCFTBS 4JUVBTJZBOHBMBNJPMFICBOL
bjb
UFSTFCVUEJBOUBSBOZBBLJCBU UFLBOBO FLTUFSOBM
ZBJUV LPOEJTJ QFSFLPOPNJBO EBO EVOJB
VTBIBZBOHTFDBSBVNVNTFEBOHNFOHBMBNJQFSMBNCBUBO Sedangkan dari sisi internal, Perusahaan juga sedang fokus
pada perbaikan proses kredit. Secara umum, kondisi tersebut juga terjadi pada perbankan,
termasuk bank kategori BPD. Seperti terungkap pada data 4UBUJTUJL 1FSCBOLBO OEPOFTJB
LSFEJU ZBOH EJTBMVSLBO 1
terhadap pihak ketiga juga mengalami perlambatan. Jika pada tahun 2013 tumbuh 20,88 dibandingkan tahun 2012,
EJUBIVOKVTUSVIBOZBNFOJOHLBU
EJCBOEJOHLBO tahun 2013.
B. Featured Product
OBEEJUJPOUPGPDVTJOHPOTQFDJmDCVTJOFTTTFDUPST
CBOL
bjb
BMTPTFUTUIFGPDVTPOUIFUZQFPGmOBODJOHGFBUVSFE in 2014, among others the Construction Working Capital
-PBOT ,.,
,., BSF HJWFO UP mOBODJOH DPNQBOJFT PNFTUJDMPBOT 1
BOEBOLVBSBOUFF
C. Network
5IFPNQBOZPQFOFEBOPGmDFOFUXPSLJO+BLBSUB
XIJDI JTUIFDFOUSFPGmOBODFBOEJOEVTUSZJOOEPOFTJB5IJTJT
performed in order to expand access to customers, and JT FYQFDUFE UP PQUJNJ[F UIF PNQBOZT QFSGPSNBODF
QBSUJDVMBSMZ SFMBUFE UP DPSQPSBUF BOE DPNNFSDJBM MPBOT customers.
BUSINESS PERFORMANCE
5P NFFU UIF mOBODJOH OFFET PG CVTJOFTT
CBOL
bjb is
FOHBHFE JO UIF EJTUSJCVUJPO PG GVOET PS mOBODJOH UP UIF corporate business segment. Activities are carried out through
UXPQSPEVDUT
OBNFMZDBTIMPBOBOEOPODBTIMPBO The cash loan product consists of working capital loans and
investment loans. As for the non-cash loan product is the service to issue Bank Guarantee for government or private
projects. Through these activities, bank bjb hopes to increase
UIFPNQBOZTGFFCBTFEJODPNF In 2014, the contribution of Corporate and Commercial loans
reached 13.77 of bank bjb total loans. This is a slight
TMPXEPXO DPNQBSFE UP UIF ZFBS XIJDI BNPVOUFE UP 15.37.
This situation among others was due to external pressures, OBNFMZUIFDPOEJUJPOPGUIFFDPOPNZBOEUIFCVTJOFTTXPSMEJO
general which are experiencing a slowdown. Meanwhile from UIFJOUFSOBMTJEF
UIFPNQBOZJTBMTPGPDVTJOHPOJNQSPWJOH
its credit process. In general, these conditions also occur in other banks,
JODMVEJOH CBOLT JO UIF DBUFHPSZ PG 3FHJPOBM 3VSBM BOL BPD. As revealed in Banking Statistics Indonesia data,
MPBOTEJTUSJCVUFECZ1UPUIJSEQBSUJFTBMTPFYQFSJFODFEB TMPXEPXOGJOJUHSFXCZDPNQBSFEUPUIFZFBS
JOJUPOMZJODSFBTFECZDPNQBSFEUPUIF ZFBS
140
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
Di bank bjb, posisi kredit kelolaan Divisi Korporasi dan
,PNFSTJBM IJOHHB BLIJS FTFNCFS TFCFTBS 3Q triliun atau 13,77 dari total kredit bank
bjb
ZBOHNFODBQBJ 3Q
USJMJVO JCBOEJOHLBO EFOHBO UBIVO ZBOH
TFCFTBS3Q
USJMJVO
CFSBSUJNFOHBMBNJQFOVSVOBO BSJ TJTJ LPOUSJCVTJ UFSIBEBQ UPUBM QFOZBMVSBO LSFEJU CBOL
bjb
CFTBSBOOZBBEBMBI
MFCJISFOEBIEJCBOEJOHLBO kontribusi tahun 2013.
FSJLVUJOJUBCFMQFNCJBZBBOLSFEJUVOUVLEVBUBIVOUFSBLIJS
3QNJMJBS
Jenis Kredit 2014
2013 Perubahan
Change Credit Type
KIU Sindikasi 1.084.327
758.008 43,05
,64ZOEJDBUJPO ,1JOKBNBOBMBNFHFSJ
580.831 KI Loan Domestic
KMKK 1.870.274
KMKK KI PDAM
12.831 KI PDAM
,,TTFUVZ
-45,45
,,TTFUVZ ,.,61FSVTBIBBO1FNCJBZBBO
KMKU - Financing Companies
,.,63
-11,52
,.,63
KMKU Sindikasi 181.101
270.773 -33,12
,.,64ZOEJDBUJPO
KIU Sindikasi -10,32
,64ZOEJDBUJPO
KMKU KMKU
Jumlah 6.842.302
6.983.930 -2,03
Total
1FOVSVOBOQFOZBMVSBOLSFEJULPSQPSBTJEBOLPNFSTJBMUFSKBEJ pada skim kredit modal kerja umum dan kredit investasi
umum. Sementara skim kredit lain tetap tumbuh pada kisaran EFOHBO SJODJBO LSFEJU NPEBM LFSKB LPOTUSVLTJ
LSFEJU JOWFTUBTJ QJOKBNBO EBMBN OFHFSJ kredit investasi sindikasi 43,05.
Untuk kredit bermasalah atau PO 1FSGPSNJOH -PBO 1-
bruto kredit korporasi dan komersial hingga akhir Tahun VLV
ZBOHEJLFMPMBPMFICBOL
bjb sebesar 11,3. Jika
EJCBOEJOHLBO EFOHBO UBIVO ZBOH
NFOHBMBNJ QFOJOHLBUBO
Sedangkan untuk kinerja pemberian garansi sepanjang tahun OJMBJOZBNFODBQBJ3Q
USJMJVOBSJKVNMBIUFSTFCVU
LPNQPTJTJ HBSBOTJ ZBOH NFOHHVOBLBO NBUB VBOH SVQJBI NFODBQBJ
TJTBOZB NFOHHVOBLBO NBUB VBOH EPMBS
AS. In bank
bjb, the position of credit under the management of the
Corporate and Commercial Division until the end of December BNPVOUFE UP 3Q USJMMJPO PS PG UIF BOLT
UPUBMDSFEJUXIJDISFBDIFE3QCJMMJPOPNQBSFEUPUIF ZFBSXIJDIBNPVOUFEUP3QUSJMMJPO
UIJTNFBOTB
decrease of 2.03. In terms of the contribution to bank bjb’s
total loan, the amount was 15.37, lower than the contribution in 2013.
5IFGPMMPXJOHJTUIFUBCMFPGDSFEJUmOBODJOHGPSUIFMBTUUXP ZFBST
3QCJMMJPO
The decline in corporate and commercial lending occurred within the general working capital credit and public investment
credit schemes. Meanwhile other credit schemes continue to HSPXJOUIFSBOHFPGUP
XJUIEFUBJMTDPOTUSVDUJPO
XPSLJOH DBQJUBM
JOWFTUNFOU DSFEJU EPNFTUJD MPBOT BOETZOEJDBUFEJOWFTUNFOUDSFEJU
As for the gross corporate and commercial non-performing MPBOT 1-
CZUIFFOEPGJTDBM:FBSNBOBHFECZUIF
bank bjb
XBT BU UIF MFWFM PG
OBNFMZ BO JODSFBTF PG XIFODPNQBSFEUPUIFJO
As for the performance of guarantee provision throughout UIFWBMVFBNPVOUFEUP3QUSJMMJPO0GUIFOVNCFS
UIF DPNQPTJUJPO PG UIF HVBSBOUFF EFOPNJOBUFE JO 3VQJBI reached 75.45, the rest was denominated in US Dollar.
KORPORASI KOMERSIAL
141
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
CORPORATE COMMERCIAL
BSJ TJTJ KFOJT
TFCBHJBO CFTBS BUBV
EJHVOBLBO untuk kategori Garansi Bank Pelaksanaan. Terbesar kedua
EJTBMVSLBOVOUVLBSBOTJBOL1FNFMJIBSBBOZBOHNFODBQBJ BUBVTFOJMBJ3Q
NJMJBS
FSJLVUJOJSJODJBOQFOZBMVSBOEBOBHBSBOTJTFQBOKBOHUBIVO
Jenis Garansi IDR
USD Total IDR
Guaratee Type
Garansi Bank Tender Bank Guarantee
Garansi Bank Pelaksanaan Bank Guarantee Implementation
BSBOTJBOL6BOH.VLB1SPZFL
113.287.078.308 Bank Guarantee Project Advances
Garansi Bank Pemeliharaan Bank Guarantee Maintenance
BSBOTJBOL1FNCBZBSBOBOEJOH 1BZNFOUBOLVBSBOUFF-FUUFS
Garansi Bank Sanggahan Banding Bank Guarantee Disclaimer Appeal
Total Total
RENCANA 2015
0UPSJUBT +BTB ,FVBOHBO NFNQFSLJSBLBO LJOFSKB QFOZBMVSBO EBOBBUBVLSFEJUZBOHEJLVDVSLBOPMFIQFSCBOLBOBLBOUVNCVI
EJ BUBT QBEB UBIVO 4BMBI TBUV QFOEPSPOHOZB adalah rencana realisasi kebijakan pemerintah di bidang
JOGSBTUSVLUVS 0QUJNJTNF KVHB EBUBOH EBSJ QFNFSJOUBI
ZBOH menargetkan pertumbuhan ekonomi pada tahun 2015 sebesar
MFCJIUJOHHJEBSJSFBMJTBTJUBIVOZBOH Dengan asumsi tersebut, bank
bjb menargetkan pertumbuhan
kredit komersial mencapai 15. Untuk mencapai target tersebut serta sebagai evaluasi terhadap kinerja tahun 2014,
sejumlah strategi usaha telah disusun. Berikut ini beberapa di BOUBSBOZB
1. Meningkatkan penagihan dan fokus pada perbaikan 1-EFOHBOQFOFSBQBO
early warning system EBOVQBZB
QFSDFQBUBOFLTFLVTJBHVOBONFMBMVJMFMBOH,1,-CBMBJ lelang swastapenjualan sukarela, termasuk penjajakan
hapus buku dan hapus tagih, klaim asuransi dan lawyer.
PLVTQBEBQFOJOHLBUBOFLTQBOTJLSFEJUZBOHCFSLVBMJUBT dengan memperhatikan asas
prudential banking. OUFSNTPGUZQFT
NPTUPSJTVTFEJOUIFDBUFHPSZPG
Implementation Bank Guarantee. The second largest was channelled for Bank Guarantee Maintenance which reached
PSXPSUI3QCJMMJPO FSFBSFUIFEFUBJMTPGUIFEJTUSJCVUJPOPGGVOETGPSHVBSBOUFF
UISPVHIPVU
2015 PLAN
5IFJOBODJBM4FSWJDFTVUIPSJUZFTUJNBUFTUIFQFSGPSNBODFPG UIFEJTUSJCVUJPOPGGVOETPSDSFEJUEJTCVSTFECZCBOLTXJMMHSPX
PWFSJO0OFPGUIFESJWFTJTUIFQMBOUPSFBMJ[FUIF HPWFSONFOUQPMJDZJOUIFmFMEPGJOGSBTUSVDUVSF0QUJNJTNBMTP
came from the government who targeted economic growth of 5.7 in 2015, higher than the realization in 2014 which was
5.02. Based on these assumptions, bank
bjb targeted commercial
credit growth of 15. To achieve this target as well as an evaluation of the 2014 performance, a number of business
TUSBUFHJFTXFSFQSFQBSFE
JODMVEJOHUIFGPMMPXJOH NQSPWFDPMMFDUJPOTBOEGPDVTPOJNQSPWJOH1-XJUIBO
FBSMZ XBSOJOH TZTUFN BOE UIF JNQMFNFOUBUJPO PG FGGPSUT UP BDDFMFSBUF UIF FYFDVUJPO PG DPMMBUFSBM UISPVHI ,1,-
BVDUJPOTQSJWBUF BVDUJPOTWPMVOUBSZ TBMFT
JODMVEJOH XSJUF off and charge off assessments, insurance claims and
MBXZFST PDVT PO JNQSPWJOH UIF RVBMJUZ PG DSFEJU FYQBOTJPO XJUI
regard to the principle of prudential banking.
142
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
KORPORASI KOMERSIAL
1FOZFNQVSOBBOQSPTFTEBONPEFMCJTOJTEJCJEBOHLSFEJU sesuai dengan konsep
four eyes principle 4. Memperkuat
Risk Management di bidang Kredit dan Administrasi kredit Bisnis Legal untuk mendukung
pencapaian ekspansi kredit. 5. Mempercepat
Service Level Agreement SLA perkreditan. 3. Completion of the business process and model in the
mFMEPGDSFEJUJOBDDPSEBODFXJUIUIFDPODFQUPGGPVSFZFT principle.
4USFOHUIFO 3JTL .BOBHFNFOU JO SFEJU BOE SFEJU Administration Business Legal to support the
achievement of credit expansion. 5. Accelerate Service Level Agreement SLA of credit.
143
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
CORPORATE COMMERCIAL
144
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
MIKRO
MICRO
145
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
,SFEJU NJLSP TFTVBJ EFOHBO EFmOJTJ BOL OEPOFTJB TFQFSUJ tercantum dalam Peraturan Bank Indonesia PBI tahun 2012,
NFSVQBLBOLSFEJUZBOHEJCFSJLBOLFQBEBQFMBLVVTBIBZBOH memenuhi kriteria usaha mikro.
JOHHB UBIVO MBMV
BOL OEPOFTJB NFODBUBU KVNMBI QFNCJBZBBO QFSCBOLBO LFQBEB TFLUPS NJLSP CBSV TFLJUBS
EBSJUPUBMLSFEJUQFSCBOLBOFOHBOEFNJLJBO
TFKBUJOZB masih terdapat peluang bagi bank untuk meningkatkan
QFOZBMVSBOLSFEJUNJLSP Bisnis mikro merupakan bagian dari unit usaha dengan
kategori usaha kecil dan menengah. Kelompok usaha ini sangat rentan terhadap situasi eksternal, terutama kinerja
perekonomian nasional. 4FQBOKBOHUBIVO
TFEJLJUOZBBEBEVBQFSJTUJXBQFOUJOH
ZBOHNFNQFOHBSVIJLJOFSKBVTBIBLBUFHPSJNJLSPTFSUBVTBIB NFOFOHBI
LFDJM
EBONJLSP 6.,.
QBEBVNVNOZB:BLOJ
kenaikan tarif dasar listrik dan kenaikan harga bahan bakar NJOZBLCFSTVCTJEJ
Kenaikan tarif listrik dan BBM ikut mendorong peningkatan CJBZB QSPEVLTJ EBO EJTUSJCVTJ LFMPNQPL VTBIB NJLSP
.JDSP DSFEJU JO BDDPSEBODF XJUI UIF EFmOJUJPO BT TUBUFE JO BOLOEPOFTJB3FHVMBUJPO 1
JOSFQSFTFOUTUIFMPBOT
UPCVTJOFTTQMBZFSTXJUIJOUIFDSJUFSJBPGNJDSPFOUFSQSJTF
6OUJMMBTUZFBS
BOLOEPOFTJBSFDPSEFE
UIFOVNCFSPGCBOL mOBODJOHUPUIFNJDSPTFDUPSXBTPOMZBSPVOEPGUIF
total bank credit. Thus, there is still room for banks to increase micro credit.
The micro business is a part of the small and medium enterprises CVTJOFTTVOJU5IJTCVTJOFTTHSPVQJTHSFBUMZWVMOFSBCMFUPUIF
FYUFSOBMTJUVBUJPO
QBSUJDVMBSMZUIFQFSGPSNBODFPGUIFOBUJPOBM FDPOPNZ
Throughout 2014, there were at least two important events that BGGFDU UIF QFSGPSNBODF PG UIF CVTJOFTT XJUIJO UIF DBUFHPSZ
of micro business as well as the medium, small and micro FOUFSQSJTFT .4.
JO HFOFSBM
OBNFMZ
UIF JODSFBTF JO
FMFDUSJDJUZCBTJDUBSJGGBOEUIFSJTFPGTVCTJEJ[FEGVFMQSJDFT 5IFJODSFBTFJOFMFDUSJDJUZUBSJGGBOEGVFMQSJDFTDPOUSJCVUFEUP
the increase in the cost of production and distribution of micro
146
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
4FNFOUBSBQBEBMBJOTJTJ
EBZBCFMJNBTZBSBLBUKVHBNFMFNBI Bisnis perbankan juga ikut terpengaruh dengan kondisi
UFSTFCVUBUB4UBUJTUJL1FSCBOLBOOEPOFTJBZBOHEJLFMVBSLBO oleh Bank Indonesia mengungkapkan bahwa total baki
EFCFU LSFEJU NJLSP QBEB UBIVO NFODBQBJ 3Q USJMJVO
UVNCVI
1BEB UBIVO
QFSUVNCVIBOOZB
mencapai 21,25. Pada saat bersamaan, kredit bermasalah atau
PO1FSGPSNJOH Loan
1-
LSFEJU NJLSP QBEB QFSCBOLBO EJ OEPOFTJB KVHB meningkat, dari 3,24 pada tahun 2013 menjadi 3,34 pada
tahun 2014. BSJ TJTJ JOUFSOBM
IBNCBUBO ZBOH EJBMBNJ PMFI CBOL
bjb
UFSNBTVLLPOEJTJPSHBOJTBTJ1FSVTBIBBOZBOHUJEBLNBLTJNBM NFOHJOHBUBEBOZBLFOEBMBUFSLBJUEFOHBOLFQVUVTBOSFHVMBUPS
terhadap sejumlah anggota Direksi di bank bjb. Kondisi ini
tentu sangat berpengaruh terhadap kinerja usaha Perusahaan
STRATEGI
BMBN TJUVBTJ ZBOH LVSBOH NFOEVLVOH JUV
TFKVNMBI MBOHLBI TUSBUFHJ UFMBI EJMBLTBOBLBO QBEB UBIVO
ZBOH
LFNVOHLJOBO JNQMJLBTJ QPTJUJGOZB KVTUSV CBSV CJTB EJSBTBLBO TFUFMBIUBIVOEBQVOTFKVNMBIJOJTJBUJGZBOHUFSFBMJTBTJ
QBEBUBIVO
EJBOUBSBOZB
A Reorganisasi
Perusahaan telah mengembangkan divisi mikro menjadi JSFLUPSBU .JLSP CFSEBTBSLBO 3BQBU 6NVN 1FNFHBOH
4BIBN -VBS JBTB ZBOH EJTFMFOHHBSBLBO QBEB FTFNCFSBMJOJEJMBLVLBOTFCBHBJCVLUJLFTFSJVTBO
pemegang saham untuk memperbaiki dan meningkatkan LJOFSKB
EJ BOUBSBOZB LSFEJU NJLSP EBO PO1FSGPSNJOH
Loan 1-
BMBNPSHBOJTBTJJSFLUPSBU.JLSP
EJCBHJEVBEJWJTJ
ZBJUV 1. Divisi Kredit Mikro
2. Divisi Kredit Lembaga Keuangan Mikro 1FSVCBIBOTUSVLUVSJWJTJ1FOZFMBNBUBOEBO1FOZFMFTBJBO
,SFEJU 11,
EJNBOB UJEBL IBOZB NFOHFMPMB FCJUVS Write Off namun juga menangani kolektibilitas 3, 4 dan 5
terhadap seluruh produk kredit di bank bjb.
enterprises. While on the other hand, consumer’s purchasing power also weakened.The banking business was also affected
CZUIFDPOEJUJPO5IFOEPOFTJBOBOLJOH4UBUJTUJDTJTTVFECZ Bank Indonesia revealed that the total outstanding balance of
NJDSPDSFEJUJOSFBDIFE3QUSJMMJPOPSHSFXCZ O
HSPXUISFBDIFE
UUIFTBNFUJNF
UIFNJDSPDSFEJUOPOQFSGPSNJOHMPBOT 1- in the Indonesian banking also increased, from 3.24 in 2013
to 3.34 in 2014. OUFSOBMMZ
UIF CBSSJFST GBDFE CZ CBOL
bjb included the
VOGBWPVSBCMF PNQBOZT PSHBOJ[BUJPOBM DPOEJUJPO
HJWFO UIF constraints associated with the decision of the regulator on a
number of members of the Board of Directors of bank bjb. This
DPOEJUJPOBGGFDUTUIFQFSGPSNBODFPGUIFPNQBOZ
STRATEGY
Under the unfavourable circumstances, a number of strategic NFBTVSFTXFSFJNQMFNFOUFEJO
JOXIJDIUIFQPTTJCJMJUZPG
QPTJUJWFJNQMJDBUJPOTDBOPOMZCFGFMUBGUFS5IFJOJUJBUJWFT SFBMJ[FEJOJODMVEFE
A Reorganization
5IFDPNQBOZEFWFMPQFEUIFNJDSPEJWJTJPOJOUPUIF.JDSP JSFDUPSBUFCBTFEPOUIFYUSBPSEJOBSZFOFSBM.FFUJOH
PG 4IBSFIPMEFST IFME JO FDFNCFS
5IJT XBT performed as a proof of the seriousness of shareholders to
improve and enhance performance, including micro-credit BOEPO1FSGPSNJOH-PBOT 1-
The Directorate of Micro is divided into two divisions, OBNFMZ
1. Micro Credit Division .JDSPmOBODFOTUJUVUJPOTSFEJUJWJTJPO
5IFTUSVDUVSFPGUIFSFEJU3FTDVFBOE4FUUMFNFOUJWJTJPO PPK was changed, in which Write-off Debtors are
NBOBHFEBOEBTXFMMBTDPMMFDUBCJMJUZ
BOEPGUIF entire bank loan products in bank
bjb.
MIKRO
147
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
B. Evaluasi Mitra
Pemberhentian kerja sama dengan Vendor DSA, di mana untuk Pemasaran telah diberhentikan sejak 1 Januari 2015
dan fungsi Pick Up secara bertahap sampai dengan 30
Juni 2015.
C. Sumber Daya Manusia
.FMBLVLBO3FLSVUNFOQFHBXBJUFUBQEBOQFHBXBJOPO tetap untuk menggantikan tenaga kerja dari Vendor DSA.
D. Proses Bisnis
1. Mengembangkan metode pengelolaan debitur,
EFOHBOEJCFOUVLUJNTFCBHBJCFSJLVU a. Tim
Front End untuk Kolektibilitas 1, 2A, 2B dan 2C Divisi Bisnis
b. Tim Mid Range untuk Collection terhadap
Kolektibilitas 3, 4 dan 5 Divisi PPK c. Tim
Back End untuk Recovery 801 JWJTJ11,
2. Melakukan pemisahan fungsi Risk MonitoringControl
dengan Bisnis di KCKCP, sehingga fungsi Risk
MonitoringControl akan independen dan prinsip Four Eyes Principles dapat berjalan dengan baik.
3. Pengembangan Infrastruktur teknologi informasi, sehingga
monitoring dapat dilakukan secara harian komprehensif untuk menunjang proses bisnis mikro
ZBOHCFSLVBMJUBT 4. Melakukan
pengembangan Monitoring System.
.FOZFNQVSOBLBO4USBUFHJ1FOBOHBOBO,SFEJU 1FOFSBQBO TUJNVMVT LFCJKBLBO EFOHBO NFMBLVLBO
QFNVUBLIJSBOBUBTLFCJKBLBOZBOHBEB
QFOZFSBHBNBO tools analisa dokumen legal, dan penambahan jumlah
QFHBXBJZBOHNFOHFMPMBQPSUPGPMJPLSFEJU .FOZFNQVSOBLBO4USBUFHJ1FOBOHBOBO,SFEJU
.FOHHBOEFOH ,BOUPS 1FMBZBOBO ,FLBZBBO FHBSB EBO -FMBOH ,1,-
EBMBN QFOBOHBOBO LSFEJU
bermasalah. .FOHFNCBOHLBO QMJLBTJ ,SFEJU 0OMJOF .JLSP EBO
Aplikasi Penjaminan Kredit Online APKO.
E. Waroeng bjb
Secara bertahap akan ditutup dan diganti menjadi Mobile
Distribution bjb MODIS untuk menjangkau ke desa dan
LFDBNBUBO
CBJL QFMBZBOBO NJLSP EBO QFOHIJNQVOBO EBOBSFUBJMEBSJNBTZBSBLBUTFTVBJLFCJKBLBO0+,QFSJIBM
-,61
B. Evaluation of Partners
Termination of partnership with DSA Vendor for Marketing IBTCFFOEJTNJTTFETJODF+BOVBSZ
BTXFMMBTUIF
1JDL6QGVODUJPOHSBEVBMMZVOUJM+VOF
C. Human Resources
Conduct recruitment of permanent and non-permanent FNQMPZFFTUPSFQMBDFXPSLFSTGSPN47FOEPS
D. Business Process
FWFMPQNFUIPETGPSUIFNBOBHFNFOUPGUIFEFCUPSTCZ FTUBCMJTIJOHUIFGPMMPXJOHUFBNT
B SPOUOE5FBNGPSPMMFDUBCJMJUZ
BOE Business Division
C .JE3BOHF5FBNGPSUIFDPMMFDUJPOPGPMMFDUBCJMJUZ 3, 4 and 5 PPK Division
D BDLOE5FBNGPSUIF3FDPWFSZPG801 11, Division
4FQBSBUJPOPGUIFGVODUJPOTPG3JTL.POJUPSJOHPOUSPM with Business in the KC KCP, so that the function of
3JTL.POJUPSJOHPOUSPMXJMMCFJOEFQFOEFOUBOEPVS ZFT1SJODJQMFTQSJODJQMFXJMMSVOTNPPUIMZ
5IF EFWFMPQNFOU PG JOGPSNBUJPO UFDIOPMPHZ infrastructure, so that monitoring can be performed on
BEBJMZ8DPNQSFIFOTJWFCBTJTUPTVQQPSUUIFRVBMJmFE process of micro business.
FWFMPQUIF.POJUPSJOH4ZTUFN 3FmOFUIFSFEJU.BOBHFNFOU4USBUFHZ
QQMJDBUJPOPGUIFQPMJDZTUJNVMVTUISPVHIUIFVQEBUF PG UIF FYJTUJOH QPMJDJFT
VOJGZJOH UIF MFHBM EPDVNFOU
BOBMZTJTUPPMT
BOEJODSFBTJOHUIFOVNCFSPGFNQMPZFFT to manage loan portfolio.
3FmOFSFEJU.BOBHFNFOU4USBUFHZ 8PSL UPHFUIFS XJUI UIF 0GmDF PG 4UBUF 1SPQFSUZ BOE
VDUJPO ,1,-
JOUIFNBOBHFNFOUPGOPOQFSGPSNJOH loans.
FWFMPQUIF0OMJOF.JDSPSFEJUQQMJDBUJPOBOEUIF Online Credit Guarantee Application APKO.
E. Waroeng bjb
8BSPFOH CKC XJMM HSBEVBMMZ CF DMPTFE BOE SFQMBDFE CZ Mobile Distribution bjb MODIS to reach the villages and
districts, both micro services and retail fund raising from UIFQVCMJDCBTFEPOUIFQPMJDZPG4PO-,61
MICRO
148
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
F. Pemilihan Nasabah
1. Menerapkan Selective Selling
EBMBN QFOZBMVSBO kredit.
2. Melakukan segmentasi pasar dengan fokus pada EFCJUVSVUBNB
CFSVQBZBNFOJOHLBULBOLFMPMBBOBTFU
EBO UFUBQ CFSVTBIB NFOHFNCBOHLBO QBTBS ZBOH baru.
F. Selection of Customer
QQMZ4FMFDUJWF4FMMJOHJOMFOEJOH 2. Conduct market segmentation with a focus on the
principal debtor, seek to increase assets management and strive to develop new markets.
MIKRO
149
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
MICRO
KINERJA 2014
Pada 24 September 2014, bank bjb menandatangani
1FSKBOKJBO ,FSKB 4BNB 1,4
,SFEJU JOUB 3BLZBU ,3 CFSTBNB 1FNFSJOUBI 1SPWJOTJ +BXB BSBU
ZBOH NFSVQBLBO
5BIBQ ,F7
TFUFMBI UJHB UBIBQ TFCFMVNOZB EJSFBMJTBTJLBO pada tahun 2013. Pada tahap IV, Pemerintah Provinsi
+BXB BSBU BLBO NFOZFSBILBO LFNCBMJ BOB FSHVMJS ,3 TFCFTBS 3Q NJMJBS LFQBEB CBOL
bjb dengan jangka
waktu pengembalian 5 tahun sejak penandatangan PKS dan Kesepakatan Bersama.
FSEBTBSLBO EBUB QPTJTJ HVTUVT
UPUBM SFBMJTBTJ ,3 TFCFTBS 3Q
NJMJBS EFOHBO
outstandingbaki debet TFCFTBS 3Q
NJMJBS 5PUBM EFCJUVS QBEB TFHNFO JOJ
TFCBOZBLEFOHBOQFOZFSBQBOUFOBHBLFSKBTFCBOZBL 23.245 orang. Pencapaian tersebut didukung dengan jaringan
Kantor bank bjb
ZBOHUFMBIUFSTFCBSEJ8JMBZBI1SPWJOTJ+BXB BSBU EFOHBO KVNMBI ,BOUPS BCBOH EBO ,BOUPS
Cabang Pembantu. 6OUVLLJOFSKBQFOZBMVSBO
QFSUVNCVIBOQPTJTJLSFEJULFMPMBBO
Divisi Mikro dari Desember 2013 sampai Desember 2014 NFOHBMBNJ QFSMBNCBUBO
TFIJOHHB NFOKBEJ 3Q
USJMJVO
4LJN,SFEJU.JLSP6UBNBNFNJMJLJLPOUSJCVTJTFCFTBS BUBVTFCFTBS3Q
NJMJBSEBSJUPUBMQFOZBMVSBOLSFEJUEJ
sektor mikro. Sedangkan ekspansi kredit kelolaan Divisi Mikro sepanjang
UBIVO NFODBQBJ 3Q
USJMJVO EFOHBO run off
3Q triliun. Sehingga, pertumbuhan neto tahunan YoY mencapai
3Q
NJMJBS EBQVO QFSUVNCVIBO P VNCFS PG Account Kelolaan Divisi Mikro dari Desember 2013 sampai
EFOHBO FTFNCFS NFOVSVO
BUBV TFCBOZBL BLVO
Untuk Pendapatan Bunga Kredit Yang Diberikan PBKYD Divisi Mikro hingga Triwulan IV tahun 2014, mencapai
3Q
NJMJBS BUBV UVSVO
EJCBOEJOH QFSJPEF ZBOH TBNBUBIVOTFCFMVNOZB
ZBOHNFODBQBJ3Q
USJMJVO
1FOZVNCBOHQFOEBQBUBOUFSCFTBSEJQFSPMFIEBSJLSFEJUZBOH EJTBMVSLBO PMFI SVQ .JLSP
ZBJUV TFCFTBS 3Q
NJMJBS
ZBOHNFMBNCBU
EJCBOEJOHFTFNCFS
Sedangkan kredit bermasalah atau PO 1FSGPSNJOH -PBO
1- Gross hingga akhir tahun 2014 mencapai 22,7.
,POEJTJJOJMFCJIUJOHHJ
EJCBOEJOHLBOUBIVOZBOH sebesar 11,3.
2014 PERFORMANCE
On September 24, 2014, the Bank signed a cooperation BHSFFNFOUPO,SFEJUJOUB3BLZBU ,3
XJUIUIFPWFSONFOU
PG 8FTU +BWB 1SPWJODF
OBNFMZ 1IBTF 7
BGUFS UIF UISFF previous stages being realized in 2013. In the fourth stage,
the Government of West Java Province will be hand back the ,33FWPMWJOHVOEPG3QCJMMJPOUPCBOL
bjb with a tenor
PGZFBSTTJODFUIFTJHOJOHPGUIFHSFFNFOU
Based on the data on the position in August 2014, total SFBMJ[BUJPO PG ,3 XBT 3Q CJMMJPO XJUI PVUTUBOEJOH
EFCJUPG3QCJMMJPO5PUBMEFCUPSTJOUIJTTFHNFOUXFSF XJUI FNQMPZNFOU BCTPSQUJPO PG
QFPQMF 5IJT
BDIJFWFNFOU XBT TVQQPSUFE CZ CBOL
bjb
T 0GmDF OFUXPSL spread in the West Java Province with a number of 33
CSBODIFTBOETVCCSBODIFT For the performance distribution, the growth of credit managed
CZ UIF .JDSP JWJTJPO GSPN FDFNCFS VOUJM FDFNCFS FYQFSJFODFEBTMPXEPXOBOECFDBNF3QUSJMMJPO5IF
.BJO .JDSPDSFEJU TDIFNF DPOUSJCVUFE PS 3Q billion of the total lending in the micro sector.
.FBOXIJMF UIF FYQBOTJPO PG DSFEJU NBOBHFE CZ UIF .JDSP JWJTJPOEVSJOHUIFZFBSSFBDIFE3QUSJMMJPOXJUISVO
PGG3Q5SJMMJPO5IVT
UIFBOOVBMOFUHSPXUI :P:
SFBDIFE 3Q CJMMJPO 5IF HSPXUI PG P VNCFS PG DDPVOUT
NBOBHFE CZ UIF .JDSP JWJTJPO GSPN FDFNCFS UP FDFNCFS EFDSFBTFE PS BT NVDI BT
accounts. Credit Interest Income PBKYD of the Micro Division until the
PVSUI2VBSUFSPGSFBDIFE3QCJMMJPO
EFDSFBTJOH CZPWFSUIFTBNFQFSJPEJOUIFQSFWJPVTZFBS
XIJDI
XBT3QUSJMMJPO
5IF MBSHFTU DPOUSJCVUPS UP SFWFOVF XBT DSFEJU FYUFOEFE CZ UIF.JDSPSPVQ
BNPVOUJOH3QCJMMJPO
BEFDSFBTFPG
24.30 compared to the position in December 2013. .FBOXIJMF HSPTT OPOQFSGPSNJOH MPBOT 1-
VOUJM UIF FOE
of 2014 reached 22.7, an increase of 11.4 compared to 2013, which amounted to 11.3.
150
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
Berikut ini tabel kinerja usaha kredit mikro bank bjb dalam tiga
tahun terakhir.
3Q+VUB
LFDVBMJP 3Q.JMMJPO
FYDFQUP
Skim Kredit Desember 2014
December 2014 Desember 2013
December 2013 Desember 2012
December 2012
Credit Scheme NoA
Value NoA
Value NoA
Value
8JMBZBI
30.585 1.880.010 33.382
3FHJPO 8JMBZBI
10.553
3FHJPO 8JMBZBI
30.375 1.824.157
35.584 31.272
3FHJPO 8JMBZBI
528.005
3FHJPO
Jumlah 79.962
4.505.840 95.384
5.363.482 83.707 4.550.811
Total
RENCANA 2015
BMBN SFODBOB TUSBUFHJT 1FSVTBIBBO EJ CJEBOH QFOZBMVSBO kredit di tahun 2015, bank
bjb akan fokus pada sektor produktif,
UFSVUBNBVOUVLTLBMBVTBIBNJLSP
LFDJMNFOFOHBIBNVO hal itu dilakukan tetap dengan menjaga prinsip kehati-hatian.
Dari sisi target pertumbuhan untuk kredit mikro, bank bjb
memperkirakan bisa meraih peningkatan 10 dibandingkan EFOHBO SFBMJTBTJ UBIVO BM JOJ EJEVLVOH PMFI LPOEJTJ
eksternal dan internal. Dari sisi eksternal, kondisi perekonomian secara umum
diperkirakan lebih baik dibandingkan dengan tahun 2014. Sedangkan dari sisi internal, sejak Desember 2014 bank
bjb
telah mengembangkan organisasi unit usaha mikro menjadi TFUJOHLBUJSFLUPSBU
TFIJOHHBSVBOHHFSBLOZBNFOKBEJMFCJI
leluasa. 6OUVL NFODBQBJ UBSHFU ZBOH UFMBI EJUFUBQLBO
TFKVNMBI
JOJTJBUJGTUSBUFHJUFMBIEJTJBQLBO
EJBOUBSBOZB 1. Program
PESAT 1SPHSBN JOJ EJLFOBM EFOHBO 1SPHSBN 1FNCFSEBZBBO
LPOPNJ BTBCBI 5FSQBEV BUBV EJTFCVU EFOHBO 145 4USBUFHJ ZBOH BLBO EJKBMBOLBO NFMBMVJ 145
EJBOUBSBOZB B 1FNCFSEBZBBO OBTBCBI NJLSP
QSB QVSOBCBLUJ EBO
purnabakti b.
Penjaringan pelaku usaha potensial dengan menggunakan nasabah eksis sebagai “
entry point”. The following table describes the performance of the
PNQBOZTNJDSPDSFEJUJOUIFMBTUUISFFZFBST
2015 PLAN
OUIFPNQBOZTTUSBUFHJDQMBOTJOMFOEJOH
UIFBOL will focus on the productive sectors, in the micro, small and
medium enterprises. This will be performed while maintaining the principle of prudence.
From the growth target for micro credit, bank bjb estimates to
achieve a 10 increase compared to the realization in 2014. 5IJTJTTVQQPSUFECZUIFFYUFSOBMBOEJOUFSOBMDPOEJUJPOT
SPN UIF FYUFSOBM TJEF
UIF FDPOPNJD DPOEJUJPO JT HFOFSBMMZ expected to be better compared to the condition in 2014.
Meanwhile, from the internal side, since December 2014 bank
bjb has transformed the micro business unit into the level of
Directorate thus having more opened space of movement. To achieve the targets set, a number of strategic initiatives
IBWFCFFOQSFQBSFE
JODMVEJOH 1. PESAT Program
This program is known as the Integrated Customer Economic Empowerment or referred to PESAT. The
strategies that will be implemented through PESAT JODMVEF
B NQPXFSJOHDVTUPNFSTNJDSP
QSFSFUJSFEBOESFUJSFE C FUXPSLJOH PG QPUFOUJBM CVTJOFTT PQFSBUPST VTJOH
FYJTUJOHDVTUPNFSTBTUIFiFOUSZQPJOUw
MIKRO
151
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
D 1FOFUSBTJUFSIBEBQLFMPNQPLNBTZBSBLBUZBOHCFMVN tersentuh oleh bank.
E .FOKBMJOLFSKBTBNBEFOHBOJOTUJUVTJQFNFSJOUBIZBOH membidangi UMKM.
5BSHFUZBOHJOHJOEJDBQBJEBSJQSPHSBNTUSBUFHJTUFSTFCVU BEBMBI
a. Menciptakan dan membentuk “ loyal” customer,
sehingga melapangkan jalan untuk mengembangkan bisnis nasabah secara berkelanjutan mengingat
LBSBLUFSOZBMFCJIUFSKBHBEJCBOEJOHLBOOBTBCBICBSV b. Menumbuhkan potensi calon nasabah di kalangan
NBTZBSBLBUEBOLPNVOJUBT D .FOHJOUFHSBTJLBOBOUBSBVQBZB
maintenance nasabah ZBOHBEBEFOHBO1FOKBSJOHBO
pre-customer. E FSTBNB QFNFSJOUBI NFOKBEJ BHFO QFNCFSEBZB
kewirausahaan. Adapun target komposisi sasaran PESAT, terutama
NFSVQBLBOLPOTVNFOZBOHCFSBTBMEBSJOBTBCBI existing,
ZBJUV TFCFTBS 4JTBOZB IBTJM LFSKB TBNB EFOHBO pemerintah 30 dan pengembangan melalui komunitas
20. 3FODBOB TUSBUFHJT MBJO ZBOH BLBO NFOEVLVOH VQBZB
QFODBQBJBOUBSHFUUBIVOBEBMBI a. Di bidang komunikasi dan pemasaran
4USBUFHJJOJ
EJBOUBSBOZBEJMBLVLBONFMBMVJ gathering
dengan bantuan bagian pemasaran, pembuatan media komunikasi, sosialisasi restrukturisasi kredit,
serta membuka potensi top up bagi debitur existing
ZBOHNFNJMJLJSJXBZBULSFEJUZBOHTFIBU b. Pengembangan
infrastruktur JCJEBOHQFOHFNCBOHBOJOGSBTUSVLUVS
EJBOUBSBOZB
EJMBLVLBO EFOHBO
NFOZJBQLBO QFOEJEJLBO CBHJ BDDPVOU PGmDFS
, 2 pengembangan loan origination
system, 3 pengembangan waroeng bjb.
D 1FOFUSBUJPOPGUIFHSPVQPGQFPQMFUIBUOPUZFUSFBDIFE CZUIFBOL
d. Collaborate with government agencies in charge of MSME.
5BSHFUTUPCFBDIJFWFEGSPNUIFTUSBUFHJDQSPHSBNBSF B SFBUF BOE FTUBCMJTI iMPZBMw DVTUPNFST
UIVT QBWJOH
UIF XBZ GPS EFWFMPQJOH DVTUPNFS CVTJOFTT JO B sustainable manner given their characters are more
maintained than new customers. b. Cultivate the potential of prospective customers in the
TPDJFUZBOEDPNNVOJUZ c. Integrate the efforts of maintenance of existing
DVTUPNFSTXJUIQSFDVTUPNFSFUXPSLJOH d.
Together with the Government becomes an entrepreneurial empowerment agent.
5IF UBSHFU PG 145 JT FTQFDJBMMZ UIF DVTUPNFST GSPN existing customers, which amounted to 50. The rest is
the result of cooperation with the government 30 and UISPVHIDPNNVOJUZEFWFMPQNFOU
2. Another strategic plan that will support the efforts to BDIJFWFUIFUBSHFUTBSF
B OUIFmFMEPGDPNNVOJDBUJPOTBOENBSLFUJOH 5IJT TUSBUFHZ
BNPOH PUIFST XJMM CF DPOEVDUFE
through gathering with the help of marketing, creation of communication media, dissemination of loan
restructuring, as well as opening the potential of top- VQTGPSUIFFYJTUJOHEFCUPSTXJUIIFBMUIZDSFEJUIJTUPSZ
b. Infrastructure development
The development of infrastructure will be conducted CZ
QSFQBSJOH UIF FEVDBUJPO GPS BDDPVOU PGmDFST
UIFEFWFMPQNFOUPGMPBOPSJHJOBUJPOTZTUFN
UIF development waroeng bjb.
MICRO
152
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
MIKRO
c. Jaringan kerja sama 6OUVL KBSJOHBO LFSKB TBNB
EJ BOUBSBOZB EJMBLVLBO
dengan Pemerintah Pusat dalam hal ini Kementerian 5FLOJT EBO 1FNFSJOUBI 1SPWJOTJ +BXB BSBU BNVO
tetap terbuka kemungkinan untuk kerja sama dengan pihak atau lembaga lain.
d. Pemilihan nasabah
Perusahaan juga akan melakukan pemetaan potensi LSFEJUQSPHSBNEJXJMBZBILFSKBCBOL
bjb dan menjaga
hubungan baik dengan debitur existing kelolaan
Kredit Program. Selain itu, bank bjb akan melakukan
QFOFUSBTJQBEBKBSJOHBOLPQFSBTJZBOHNFNJMJLJLJOFSKB baik setelah melakukan analisis data dari Dinas
Koperasi. Pada saat bersamaan, bank
bjb akan menghentikan
TFNFOUBSB QFOZBMVSBO stop selling bagi Cabang
,1ZBOH1-OZBEJBUBTFOHBOCFHJUV
EBQBU MFCJIGPLVTEBMBNNFOVSVOLBOUJOHLBU1-TFSUBUFUBQ
secara pro aktif dalam melakukan penagihan. e. Pengembangan
produk 5BL LBMBI QFOUJOHOZB
EBMBN SBOHLB NFOJOHLBULBO
kinerja usaha di bidang mikro, bank bjb akan terus
melakukan inovasi pengembangan produk agar sesuai dengan kebutuhan nasabah.
c. Cooperation network
Cooperation network will be established with the FOUSBM PWFSONFOU JO UIJT DBTF UIF .JOJTUSZ PG
Technical and the local Government of West Java 1SPWJODFPXFWFS
UIFQPTTJCJMJUZGPSDPPQFSBUJPOXJUI
other institutions remains to be opened. d. Customer selection
5IF DPNQBOZ XJMM BMTP DPOEVDU DSFEJU QPUFOUJBM mapping program in the working areas of bank
bjb
and maintain good relationships with the existing EFCUPSTNBOBHFECZUIFSFEJU1SPHSBNOBEEJUJPO
the bank bjb will penetrate the cooperative network
XJUIHPPEQFSGPSNBODFBGUFSUIFBOBMZTJTPGEBUBGSPN the Department of Cooperatives is conducted.
At the same time, the bak bjb
XJMMUFNQPSBSZTVTQFOE the disbursement stop selling for BranchesKCP with
1-BCPWFZEPJOHTP
UIFBOLDBOCFNPSF GPDVTFEPOMPXFSJOHUIFMFWFMPG1-BOESFNBJOQSP
active in collection. e. Product development
RVBMMZ JNQPSUBOU
JO PSEFS UP JNQSPWF CVTJOFTT QFSGPSNBODF JO UIF mFME PG NJDSP
CBOL
bjb will
continue to innovate the development of products to suit customer needs.
153
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
MICRO
154
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
INTERNASIONAL TRESURI
INTERNATIONAL TREASURY
155
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
INTERNASIONAL
bank bjb
NFOBXBSLBO MBZBOBO BLUJWJUBT QFSCBOLBO NFMBMVJ produk transaksi
Trade Finance and Services dan remittance ZBOH EJEVLVOH PMFI CBOL LPSFTQPOEFO
Depository Correspondent, dengan 22
PTUSP DDPVOU
TFSUB counterparties
BOLTBOEPOBOLT , agen remitansi di 4
negara Asia, serta kerja sama strategis dengan berbagai pihak.
Di tahun 2014, fee based income
ZBOH EJQFSPMFI EBSJ aktivitas
Trade Finance and Services EBO3FNJUBOTJCFSIBTJM
NFODBUBULBO QFODBQBJBO NFMFCJIJ UBSHFU ZBOH EJUFUBQLBO BMJOJEJEVLVOHPMFICFSCBHBJGBLUPS
BOUBSBMBJOQFSCBJLBO
MBZBOBO
JOGSBTUSVLUVS
QSPNPTJ EBMBN CFSCBHBJ LFHJBUBO ZBOH NFOEVLVOH QFOJOHLBUBO USBOTBLTJ QFSEBHBOHBO EBO
SFNJUBOTJTFSUBBEBOZBUBSHFUNBSLFUCBSVNFMBMVJUSBOTBLTJ
kepada nasabah maupun counterparty bank.
Trade Finance
bank bjb
NFOBXBSLBO CFSCBHBJ QSPEVL EBO MBZBOBO LPNQSFIFOTJG CBHJ QBSB QFOHVTBIB ZBOH CFSHFSBL EBMBN
CJEBOH VTBIB ZBOH CFSLBJUBO EFOHBO FLTQPS JNQPS QFSEBHBOHBO MPLBM NBVQVO VTBIB MBJOOZB 1SPEVL CBOL
INTERNATIONAL
bank bjb offers banking services through the product Trade
Finance and Services transactions and remittance supported CZDPSSFTQPOEFOUCBOLT
FQPTJUPSZPSSFTQPOEFOU
XJUIPTUSPDDPVOUT
BOEDPVOUFSQBSUJFT BOLTBOE POBOLT
SFNJUUBODFBHFOUTJOTJBODPVOUSJFT
BTXFMMBT
strategic alliances with various parties. In 2014, fee-based income derived from Trade Finance
BOE 4FSWJDFT BT XFMM BT 3FNJUUBODF NBOBHFE UP SFDPSE BO BDIJFWFNFOUFYDFFEJOHUIFUBSHFUTFU5IJTJTTVQQPSUFECZ
B WBSJFUZ PG GBDUPST
BNPOH PUIFST
TFSWJDFT JNQSPWFNFOU JOGSBTUSVDUVSF
QSPNPUJPOJOBWBSJFUZPGBDUJWJUJFTUIBUTVQQPSU
the increase of trade transactions and remittance as well as the new target market through transactions to the bank’s
customers and counterparties.
Trade Finance
bank bjb offers a comprehensive range of products and
services for entrepreneurs engaged in activities related to exports and imports, local trade and other businesses. bank
bjb
TQSPEVDUTDBOCFVTFEBTMPOHBTUIFQBZNFOUNFUIPE
156
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
bjb
CJTB EJNBOGBBULBO TFQBOKBOH NFUPEF QFNCBZBSBOOZB menggunakan
Letter of Credit LC ataupun Surat Kredit FSEPLVNFOBMBNFHFSJ 4,
BUBVQVO
guarantee dan Standby Letter of Credit
ZBOH NFOHBDV LFQBEB LFUFOUVBO JOUFSOBTJPOBM
ZBOHEJBOUBSBOZB
t 1FOFSCJUBO-4, •
Collection -4,
t FHPTJBTJ • Diskonto
• Shipping Guarantee
• Guarantee
• Standby Letter of Credit
5JEBLIBOZBJUV
CBHJQBSBQFOHVTBIBZBOHEBMBNNFOKBMBOLBO LFHJBUBO VTBIBOZB UJEBL NFOHHVOBLBO TLFNB QFNCBZBSBO
dengan menggunakan Letter of Credit maka dapat ditawarkan
CFSCBHBJMBZBOBOUSBOTBLTJ
EJBOUBSBOZB •
Open Account Financing •
Bill Collection Financing Guna terus meningkatkan pertumbuhan bisnis dan
peningkatan fee based income, selain mendorong aktivitas
USBEFmOBODF dan remitansi pada tahun 2014, peran
Financial Institution sebagai salah satu
QSPmU DFOUFS dalam bisnis
perbankan terus dikembangkan, melalui pemasaran produk QSPEVLBOUBSCBOL5SBOTBLTJBOUBSCBOLZBOHTBBUJOJTVEBI
berjalan dan memberikan kontribusi terhadap peningkatan fee based income adalah produk Guarantee under Counter
Guarantee dan Counterparty Bank Trade Financing ZBOH
UFMBINFODBUBULBOWPMVNFUSBOTBLTJZBOHDVLVQTJHOJmLBOEJ banding tahun 2013.
Trade Financing BOUBSCBOL UFSTFCVU NFNJMJLJ QPUFOTJ ZBOH
cukup besar sebagai kontributor penambah fee based
income. Produk ini diharapkan juga dapat membawa bank bjb
TFKBKBSEFOHBOCBOLCBOLCFTBSMBJOOZBEBMBNCJEBOH Trade
Finance and Services.
Produk Remitansi
Selain melalui produk USBEFmOBODF
EBMBNVQBZBNFOEVLVOH
pencapaian fee based
TFSUB NFNCFSJLBO QFMBZBOBO QSJNB LFQBEB NBTZBSBLBU MVBT
QSPEVL SFNJUBOTJ UFSVT NFOFSVT
dikembangkan dan dipromosikan agar dapat dimanfaatkan PMFI NBTZBSBLBU MVBT ZBOH NFNFSMVLBO MBZBOBO QFSCBOLBO
uses the Letter of Credit LC or Letter of Credit with Domestic PDVNFOUBUJPO 4,
PS HVBSBOUFFT BOE TUBOECZ MFUUFS
of credit, which refers to the international regulations, which JODMVEF
t 1VCMJTIJOH-4, t PMMFDUJPO-4,
t FHPUJBUJPO • Discount
• Shipping Guarantee • Guarantee
t 4UBOECZ-FUUFSPGSFEJU PU POMZ UIBU
GPS FOUSFQSFOFVST DPOEVDUJOH UIF CVTJOFTT
operation without the Letter of Credit as the scheme of QBZNFOU
UIFBOLPGGFSTBXJEFSBOHFPGUSBOTBDUJPOTFSWJDFT
JODMVEJOH • Open Account Financing
• Bill Collection Financing To enhance business growth and increase fee-based income,
JO BEEJUJPO UP FODPVSBHJOH USBEF mOBODF BOE SFNJUUBODF
JO UIFSPMFPGUIFJOBODJBMOTUJUVUJPOBTPOFPGUIFQSPmU
centres in the banking business continues to be develop, through the marketing of products among banks. The interbank
USBOTBDUJPOT XIJDI BSF DVSSFOUMZ SVOOJOH BOE DPOUSJCVUJOH to the increase of fee-based income are Guarantee under
PVOUFSVBSBOUFFBOEPVOUFSQBSUZBOL5SBEFJOBODJOH XIJDI SFDPSEFE TJHOJmDBOU USBOTBDUJPO WPMVNF DPNQBSFE UP
UIFZFBS
The interbank Trade Financing has considerable potential as a contributor to enhance fee-based income. This product is also
expected to bring bank bjb equal with other major banks in the
mFMEPG5SBEFJOBODFBOE4FSWJDFT
Remittance Products
O BEEJUJPO UISPVHI USBEF mOBODF QSPEVDUT
JO UIF FGGPSU UP support the achievement of fee-based and provide excellent
services to the general public, remittance products are DPOUJOVPVTMZEFWFMPQFEBOEQSPNPUFEGPSUIFCFOFmUPGUIF
XJEFSDPNNVOJUZXIPSFRVJSFCBOLJOHTFSWJDFTJOUIFSFNPUF
INTERNASIONAL TRESURI
157
bank bjb
Annual Report 2014
4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance
Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ
POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data
sampai ke pelosok daerah. Produk remitansi tersebut mencakup
bjb transfer valas, Western Union, maupun bjb
quickcash. Produk
bjb quickcash
NFSVQBLBO TJTUFN ZBOH EJCBOHVO secara internal oleh bank
bjb. Produk ini akan diintegrasikan
EFOHBO TJTUFN SFNJUBOTJ ZBOH EJNJMJLJ PMFI BHFO SFNJUBOTJ di empat 4 negara, sehingga memberikan keleluasaan
LFQBEBQFOHJSJNVBOHEJMVBSOFHFSJVOUVLNFNJMJIMBZBOBO penerimaan uang di dalam negeri melalui
cash to cash, cash to
bjb account, cash to non bjb account.
bank bjb
CFSIBSBQ EBQBU NFNCFSJLBO LFOZBNBOBO bertransaksi dengan menggunakan
bjb quickcash bukan
IBOZB LFQBEB OBTBCBI
UFUBQJ KVHB LFQBEB BHFO SFNJUBOTJ ZBOHBLBOCFLFSKBTBNBEFOHBOCBOL
bjb
BMJUVEJXVKVELBO EFOHBO EJMBLVLBOOZB QFOHFNCBOHBO TJTUFN TFDBSB
berkesinambungan agar dapat memenuhi ekspektasi dari para
remitting agent ZBOHCFLFSKBTBNB
TFIJOHHBLFHJBUBO
SFNJUBOTJ BLBO NFOKBEJ MFCJI FGFLUJG
FmTJFO EBO EBQBU diandalkan.
JOHHB TBBU JOJ
QFOHFNCBOHBO ZBOH CFSLFTJOBNCVOHBO tersebut telah berhasil menampilkan berbagai alternatif solusi
ZBOHEBQBUEJNBOGBBULBOPMFIQBSB remitting agent rekanan
bank bjb sesuai dengan kebutuhan. Mulai dari Desktop
Solution, Host to Host EBOZBOHNBTJIUFOHBIEJLFNCBOHLBO
ZBJUV Web Portal.
Perusahaan berpandangan bahwa bisnis dalam bidang remitansi cukup menjanjikan. Karena itu, persaingan baik
dengan bank maupun non bank menjadi semakin ketat. Dalam LPOUFLTJOJMBI
QSPNPTJNFOKBEJBLUJWJUBTZBOHTBOHBUQFOUJOH
QFSBOOZB
UFSVUBNBEBMBNIBMQFOJOHLBUBO brand awareness
produk remittance bank
bjb.
STRATEGI
.FOHJOHBU QFSTBJOHBO ZBOH TFNBLJO LFUBU
LIVTVTOZB EJ bidang remitansi, bank
bjb telah merealisasikan serangkaian
TUSBUFHJ BHBS MBZBOBO ZBOH EJCFSJLBO 1FSVTBIBBO UFUBQ NFNCFSJLBO LFOZBNBOBO CBHJ QFMBOHHBO
TFLBMJHVT
NFOJOHLBULBOQFOFUSBTJQBTBSFOHBOTFNBLJOCBOZBLOZB QFOHHVOB KBTB ZBOH EJUBXBSLBO PMFI QSPEVL JWJTJ
Internasional ini, perolehan fee based income bank
bjb juga
dapat meningkat. BSFBT5IFSFNJUUBODFQSPEVDUTJODMVEFCKCGPSFJHODVSSFODZ
transfers, Western Union, and bjb quickcash.
bjb
RVJDLDBTIJTBTZTUFNCVJMUJOUFSOBMMZCZCBOL
bjb. This
QSPEVDUXJMMCFJOUFHSBUFEXJUIUIFSFNJUUBODFTZTUFNPXOFE CZ UIF SFNJUUBODF BHFOUT JO GPVS
DPVOUSJFT
UIVT HJWJOH
nFYJCJMJUZ GPS NPOFZ TFOEFST GSPN PWFSTFBT UP DIPPTF UIF TFSWJDFUPSFDFJWFUIFNPOFZJOUIFDPVOUSZUISPVHIDBTIUP
cash, cash to bjb account, cash to a non bjb account.
bank bjb hopes to provide the convenience of transacting
XJUIUIFVTFPGCKCRVJDLDBTIOPUPOMZUPDVTUPNFST
CVUBMTP to the remittance agents who will work with bank
bjb. This is
SFBMJ[FE UISPVHI UIF EFWFMPQNFOU PG UIF TZTUFN PO BO PO going basis in order to meet the expectations of the remittance
agents working together with bank bjb, thus the activities of
SFNJUUBODFXPVMECFNPSFFGGFDUJWF
FGmDJFOUBOESFMJBCMF
Until now, the continuous development has managed to EJTQMBZBWBSJFUZPGBMUFSOBUJWFTPMVUJPOTUIBUDBOCFVUJMJ[FEBT
OFFEFECZUIFSFNJUUJOHBHFOUTQBSUOFSTPGCBOL
bjb, starting
GSPNFTLUPQ4PMVUJPO
PTUUPPTU
BOEUIFXFC1PSUBMXIJDI is still being developed.
5IF PNQBOZ CFMJFWFT UIBU UIF SFNJUUBODF CVTJOFTT JT promising. Therefore, the competition either with banks and
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FTQFDJBMMZ JO UFSNT PG JODSFBTJOH CSBOE BXBSFOFTT PG CBOL
bjb’s remittance product.
STRATEGY
JWFOUIFJODSFBTJOHMZUJHIUDPNQFUJUJPO
FTQFDJBMMZJOUIFmFME of remittance, bank
bjb has realized a series of strategies
GPS UIF TFSWJDFT QSPWJEFE CZ UIF PNQBOZ UP DPOUJOVF UP provide convenience for customers, while increasing market
penetration. With the increasing number of users of services PGGFSFE CZ UIF OUFSOBUJPOBM JWJTJPOT QSPEVDUT
CBOL
bjb’s
BDRVJTJUJPOPGGFFCBTFEJODPNFNBZBMTPJODSFBTF
INTERNATIONAL TREASURY
158
bank bjb
Laporan Tahunan 2014
LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan
5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO
-BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO
FCFSBQBJOJTJBUJGZBOHEJKBMBOLBOTFQBOKBOHUBIVO
EJ BOUBSBOZBBEBMBI
A. Pemasaran dan Promosi
Perusahaan senantiasa gencar memperkenalkan produk ZBOH EJNJMJLJ LFQBEB OBTBCBI ZBOH UFMBI BEB NBVQVO
calon nasabah. Kegiatan pemasaran dan promosi dilakukan melalui beragam saluran komunikasi dan
TUSBUFHJ
ZBOHEJBOUBSBOZBBEBMBI
1. Produk Trade Finance
Kegiatan pemasaran untuk produk USBEF mOBODF
, di BOUBSBOZBEJMBLVLBONFMBMVJ
a. Gathering dengan nasabah dan calon nasabah
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,1.
LPNVOJUBT CJTOJT
BTPTJBTJ QFOHVTBIB
,BEJO
1.
11
ZBOHNFNJMJLJPSJFOUBTJUSBOTBLTJFLTQPSJNQPSEBO perdagangan dalam negeri.
C .FNCFSJLBO FEVLBTJ LFQBEB NBTZBSBLBU luas, seperti bank
bjb secara regular menjadi
OBSBTVNCFS EJ CFSCBHBJ BDBSB ZBOH NFMJCBULBO para eksportir dan importir bekerja sama dengan
Dinas perindustrian dan Perdagangan Jawa BSBU EJ TFMVSVI ,PUB EBO LBCVQBUFO EJ 8JMBZBI
kerja bank bjb dan Kementrian Perdagangan
TFSUBLIVTVTOZBZBOHEJTFMFOHHBSBLBOPMFIBMBJ Pelatihan.
c. Mengembangkan jaringan bank koresponden dan
counterparty untuk memperluas network. 4BBU JOJ
UFMBI MFCJI EBSJ CBOL LPSFTQPOEFO
dibuka dengan bank di berbagai negara maupun MFNCBHBLFVBOHBOOPOCBOLMBJOOZB
E 4FMBJO JUV
VOUVL NFOHPQUJNBMLBO QFSBOOZB sebagai
QSPmU DFOUFS ,
Financial Institution TFDBSB CFSLFTJOBNCVOHBO CFSVQBZB VOUVL
TFOBOUJBTB NFOBOHLBQ QFMVBOH CJTOJT ZBOH dapat meningkatkan
fee based income BM JUV
dilakukan melalui hubungan kerja sama dengan Counterparty.
2. Produk Remitansi