Analisa Pembahasan at as Kiner ja Per ser oan
Management Discussion Analysis on Company Per f or mance
172
bank bjb Lapor an Tahunan
20 15 Annual Repor t
1. Dengan pemer int ah melalui pola business t o gover nment .
2. Dengan pihak swast a dengan pola business t o business.
3. Pemasar an t abungan melalui pendekat an komunit as communit y mar ket ing
B. Kredit Konsumer
Bidang usaha kr edit konsumer mer upakan pangsa pasar t er besar dalam bisnis Per ser oan. Kar ena it ulah,
Per ser oan senant iasa menyiapkan ber agam pr ogr am pemasar an agar mampu menunjang kiner ja usaha kr edit
konsumer secar a ber kesinambungan. Pada t ahun 20 15, pr ogr am yang dijalankan, ant ar a lain:
- Pelaksanaan pr omosi pemasar an yang lebih ef ekt if dan ber kesinambungan seper t i pembuat an
mar ket ing t ools unt uk Kr edit Konsumer ser t a pemasar an melalui media publikasi.
- Dilaksanakannya pr ogr am r ewar d Member Get Member yang diber ikan khusus bagi debit ur bjb
KGB bjb Kr edit Pr a Pur na Bhakt i dan debit ur bjb Kr edit Pur na Bhakt i yang ber hasil membawa r ekan
at au koleganya menjadi debit ur bar u dan debit ur mengulang bank bjb MGM Hadiah Langsung, MGM
Key Per son Debit ur Top Up. - Pelaksanaan pr ogr am Consumer Loan Loyalt y
Pr ogr am salah sat unya dengan pember ian voucher kepada debit ur bar u dan debit ur yang melakukan t op
up. - Gat her ing kepada Debit ur sebagai bent uk pr omosi
below t he line, disesuaikan dengan kult ur al daer ah dan minat par a debit ur
- Pr ogr am Wisat a Religi.
C. bjb precious
Dalam mengelola per t umbuhannya, bjb t elah melakukan beber apa kegiat an pemasar an, di ant ar anya sebagai
ber ikut : 1. Melakukan cust omer gat her ing unt uk lebih
meningkat kan hubungan yang baik dengan nasabah, baik nasabah exist ing maupun pr ospect cust omer .
2. Penyelenggar aan pr ogr am Member Get Member nasabah bjb pr ecious.
D. Trade Finance and Service
Unt uk pr oduk dan jasa yang mendukung per dagangan int er nasional maupun r emit ansi, Per ser oan melakukan
st r at egi pr oakt if . Beber apa jenis pr ogr am yang dijalankan, ant ar a lain:
1. Pr ogr am gat her ing dengan nasabah dan calon nasabah pot ensial. Par a pemangku kepent ingan yang
1. Wit h t he gover nment t hr ough a pat t er n of business- t o-gover nment .
2. Wit h t he pr ivat e sect or wit h t he pat t er n of business t o business.
3. Mar ket ing of savings t hr ough a communit y appr oach communit y mar ket ing
B. Consumer Credit
The business sect or s of consumer cr edit is t he biggest mar ket shar e in t he Company’s business. Ther ef or e, t he
Company cont inues t o pr epar e a var iet y of mar ket ing pr ogr ams t o be able t o suppor t t he consumer cr edit
business per f or mance on an ongoing basis. In 20 15, t he pr ogr ams, among ot her s:
- Implement at ion of a mar ket ing campaign mor e
ef f ect ive and sust ainable such as t he cr eat ion of mar ket ing t ools f or Consumer Cr edit and mar ket ing
t hr ough media publicat ions. - Implement at ion of r ewar ds pr ogr am Member Get
Member pr ovided specif ically f or t he debt or bjb KGB bjb Cr edit Pr e Pur na Bhakt i and debt or bjb Cr edit
Pur na Bhakt i who managed t o br ing a colleague or colleagues become t he new debt or and t he debt or
r epeat bank bjb MGM Gif t Jump, MGM Key Per son debt or Top Up.
- Implement at ion of t he Consumer Loan pr ogr am Loyalt y Pr ogr am eit her by gr ant ing voucher s t o new
bor r ower s and bor r ower s who t op up. - Gat her ing t o Debt or as a f or m of pr omot ion below
t he line, t ailor ed t o local cult ur al and int er est s of t he debt or
- Religious Tour ism Pr ogr am.
C. bjb precious
In managing it s gr owt h, BJB has done some mar ket ing act ivit ies, including t he f ollowing:
1. Per f or m cust omer gat her ing t o f ur t her impr ove r elat ionships wit h cust omer s, bot h exist ing
cust omer s and pr ospect cust omer s. 2. Implement at ion of Member Get Member pr ogr am
bjb pr ecious cust omer s.
D. Trade Finance and Service
For pr oduct s and ser vices t hat suppor t int er nat ional t r ade and r emit t ances, t he Company made pr oact ive
st r at egy. Some t ypes of pr ogr ams, among ot her s: 1. Pr ogr am gat her ing wit h cust omer s and pot ent ial
cust omer s. St akeholder s ar e involved, f or example, t he Invest ment Coor dinat ing Boar d BKPM, Regional
173
bank bjb Lapor an Tahunan
20 15 Annual Repor t
St ock Obligat ion Highlight s Management Discussion Analysis
Good Cor por at e Gover nance Cor por at e Social Responsibilit y
Consolidat ed Financial St at ement s Cor por at e Dat a
dilibat kan, misalnya Badan Koor dinasi Penanaman Modal BKPM, Badan Koor dinasi Penanaman Modal
Daer ah BKPMD, ser t a asosiasi dan or ganisasi pengusaha yang memiliki or ient asi t r ansaksi ekspor -
impor dan per dagangan dalam neger i. 2. Melakukan shar ing knowledge kepada par a pemangku
kepent ingan. Di ant ar a car anya, dengan menjadi nar asumber di ber bagai acar a yang melibat kan
ekspor t ir dan impor t ir , beker ja sama dengan Dinas Per indust r ian dan Per dagangan Pr ovinsi Jawa Bar at ,
Depar t emen Per dagangan, maupun kegiat an lainnya. 3. Opt imalisasi ker jasama dengan bank kor esponden
dan Count er par t ies, peningkat an cr edit line, peningkat an ut ilit as cr edit line dalam r angka
peningkat an bisnis dan pendapat an bank. 4.
Melakukan r eview dan penambahan bank kor esponden unt uk mendukung bisnis bank.
5. Maint ain hubungan yang baik dengan bank kor esponden dan per luasan cr oss selling ber bagai
pr oduk yang dimiliki. 6. Memper siapkan st r at egi dan r encana ker ja sama
dengan count er par t y bank melalui pr oduk f or f ait ing dan banker accept ance agar pada t ahun 20 16
t r ansaksinya dapat seger a dir ealisasikan.
E. Korporasi dan Komersial
1. Pr ior it as dan f okus segmen pembiayaan : a. Inf r ast r ukt ur Konst r uksi yang ber sumber dar i
APBN APBD Swast a b. Mult i Finance dengan por si maksimal 35 dar i
t ot al por t of olio c. Sindikasi at au Club Deal
d. Sekt or lainnya secar a selekt if 2. Mendor ong per t umbuhan kr edit segmen komer sial
di Kant or Cabang selain kr edit KMK Konst r uksi APBN APBD
F. KPR dan KKB
Khusus unt uk pr oduk kr edit pemilikan r umah, di ant ar a st r at egi pemasar an yang t elah dit et apkan oleh Per ser oan
adalah: • Fokus mar ket pada bjb KPR Pr imar y melalui
Pengembang ker jasama dan bjb KPR Secondar y melalui Br oker age House ker ja sama.
• Fokus mar ket pada segmen pegawai, dengan r at a-
r at a plaf ond kr edit maksimum Rp. 50 0 jut a. • Melakukan ker jasama dengan per usahaan-
per usahaan pot ensial dalam r angka pr ogr am mar ket ing Recommended Company at au Collect ive
Mar ket . Invest ment Coor dinat ing Boar d BKPMD, as well as
employer s’ associat ions and or ganizat ions which have an impor t -expor t t r ansact ions and domest ic
t r ade. 2. Shar ing knowledge t o st akeholder s. Among way,
wit h a guest speaker at var ious event s involving expor t er s and impor t er s, in collabor at ion wit h t he
Depar t ment of Indust r y and Commer ce of West Java Pr ovince, Depar t ment of Commer ce, as well as ot her
act ivit ies. 3. Opt imizing cooper at ion wit h cor r espondent banks
and count er par t ies, incr eased cr edit lines, incr eased ut ilit y cr edit line in or der t o incr ease business and
income f or t he bank. 4. To r eview and addit ion of cor r espondent banks t o
suppor t t he bank’s business. 5. Maint ain a good r elat ionship wit h cor r espondent
banks and t he expansion of cr oss-selling var ious pr oduct s owned.
6. Pr epar e a st r at egy and a plan of cooper at ion wit h bank count er par t ies t hr ough f or f ait ing pr oduct and
banker s accept ance t hat in 20 16 t r ansact ions can be r ealized.
E. Corporate and Commercial
1. Pr ior it ies and f ocus f inancing segment : a.
Inf r ast r uct ur e Const r uct ion f r om t he APBN APBD Pr ivat e
b. Mult i Finance wit h a shar e of maximum 35 of t he t ot al por t f olio
c. Syndicat ion or Club Deal d. Ot her sect or s select ively
2. Encour aging t he gr ow t h of com m er cial loan at br anch of f ices in addit ion t o cr edit KMK Const r uct ion
APBN APBD
F. Mortgages and vehicle loans
Especially f or pr oduct s of mor t gages, among t he mar ket ing st r at egies t hat have been set by t he Company
ar e: • Focus on bjb mar ket t hr ough t he Pr imar y Mor t gage
Development cooper at ion and bjb Secondar y Mor t gage Br oker age House t hr ough cooper at ion.
• Focus employee mar ket segment , wit h an aver age maximum cr edit limit of Rp. 50 0 million.
• Cooper at ing wit h pot ent ial companies in or der
mar ket ing pr ogr am Recommended Company or Collect ive Mar ket .
