Pengembangan bisnis yang dilakukan sepanjang tahun 2013 telah menunjukan tren yang cukup positif. Hal ini, ditandai dengan kinerja bisnis trade finance bank bjb yang berhasil meraih total portofolio transaksi selama tahun 2013 mencapai volume Rp1,74 triliun atau meningkat 14,71% dibanding tahun sebelumnya.
Bisnis Remittance
Kinerja bisnis remittance selama tahun 2013 secara keseluruhan terjadi peningkatan fee based sebesar 37,47% dibandingkan 2012. Peningkatan tersebut terjadi selaras dengan strategi pemasaran yang telah dilakukan selama tahun 2013, yaitu penambahan sub agent
(BPR), agen di luar negeri, promosi-promosi yang telah dilakukan sepanjang tahun 2013, dan bertambahnya jaringan kantor bank bjb. Sehingga, peluang meraih pasar remittance semakin terbuka.
Faktor Pendukung
Sepanjang tahun 2013, ada sejumlah hambatan yang dihadapi dalam pengembangan bisnis internasional. Di antaranya, volatilitas mata uang asing terhadap rupiah maupun ketatnya persaingan transaksi antarbank untuk produk yang sama.
Kendati demikian, hal itu tidak menyurutkan upaya bank bjb untuk terus mengembangkan transaksi perbankan internasional. Upaya tersebut di antaranya didukung dengan:
1. Jaringan yang luas dan berkembang pesat, serta jaringan koresponden di berbagai negara serta produk transaksi trade and services yang dikembangkan sesuai dengan kebutuhan pasar.
2. Pengembangan produk dan layanan trade finance sesuai kebutuhan pasar.
3. Memberikan pricing terbaik kepada nasabah dengan menawarkan alternatif lower cost of fund, berupa akses
The implementation process of TI-Plus in 2013 has been 90% completed. In 2014, the implementation process has achieved perfection.
B. Infrastructure in Remittance (bjb quickcash)
The bjb quickcash application is also continuously being developed in order to realize the business model of remittance that provides alternative solutions for the remitting agent. Up to the end of 2013, completed developments conducted Desktop Solution and Host to Host.
Meanwhile in 2014, the plan was to develop alternative File Transfer Solution. Next year, in 2015, the plan is to develop alternative Online Solution.
Business Performance
Trade FinanceIn 2013, our business development showed positive trend, reflected by the business performance of trade finance of bank bjb with a total transaction portfolio of Rp1.74 trillion, an increase of 14.71% over the previous year.
Business Remittance
Overall, the performance of business remittance in 2013 was reflected by the 37.47% increase in fee-based compared to 2012. The increase was in line with the marketing strategies implemented during the year 2013, namely the addition of subagent (BPR/Rural Bank), overseas agents, promotions conducted throughout the year 2013, and the growing network of bank bjb offices. Thus, the chance to reach the remittance market became more open.
Supporting Factors
Throughout the year 2013, there were several number of obstacles encountered in the development of international business, among others, the volatility of the foreign currency against Rupiah as well as the high competition in inter-bank transactions within the same product.
However, these obstacles did not lessen bank bjb’s efforts to continue to develop international banking transactions, which were supported by:
1. The extensive and rapidly growing network, as well as the network of correspondents in various countries as well as the trade and services transaction product which was developed according to the needs of the market.
2. The development of trade finance products and services according to the market needs.
3. The provision of best pricing to customers by offering an alternative of lower cost of fund in the form of funding access
102
4. Pengembangan aplikasi bjb quickcash secara terus menerus oleh internal bank bjb, agar dapat digunakan oleh Remittance Agent
di dalam dan di luar negeri dan user friendly.
5. Gathering nasabah dan calon nasabah potensial, baik terkait transaksi trade finance maupun remittance.
6. Program-program pemasaran menarik yang dapat menjaring pasar remittance.
7. Pengembangan kapabilitas sumber daya manusia secara berkelanjutan melalui pelatihan eksternal dan internal untuk yang berada di kantor cabang maupun kantor pusat.
Aktivitas Pemasaran
Sepanjang tahun 2013, bank bjb telah melakukan sejumlah aktivitas pemasaran sebagai upaya mendukung kinerja Perseroan. Beberapa kegiatan tersebut:
A. Pemasaran Transaksi Trade Finance and Services
Dalam rangka mendukung peningkatan transaksi trade finance
dan jasa, kegiatan pemasaran dilakukan bersifat proaktif. Di antaranya melalui gathering dengan nasabah dan calon nasabah potensial, BKPM, BKPMD, komunitas bisnis, asosiasi pengusaha, Kadin, HIPMI, HIPPI yang memiliki orientasi transaksi ekspor- impor.
Pengembangan bisnis tercermin pada kinerja bisnis trade finance
bank bjb dengan total portofolio transaksi perdagangan selama tahun 2013 mencapai Rp1,74 triliun. Dibandingkan tahun sebelumnya, pencapaian tersebut mengalami peningkatan sebesar 14,71%.
Hingga akhir 2013, ada 47 nasabah aktif yang melaksanakan transaksi trade finance dan jasa di bank bjb. Selain itu, ada 5 bank koresponden yang telah menggunakan produk tersebut melalui transaksi antarbank dengan bank bjb.
B. Pemasaran Transaksi Remitansi
Kinerja bisnis remitansi selama tahun 2013 secara keseluruhan
mengalami peningkatan fee based sebesar 37,47%
dibandingkan tahun 2012. Peningkatan tersebut terjadi selaras dengan strategi pemasaran yang telah dilakukan, yaitu berupa: penambahan sub-agen (BPR), agen di luar negeri (Hong Kong, Malaysia, dan Taiwan), menjalin hubungan baik dan kemitraan dengan lembaga yang memiliki potensi untuk mengembangkan remitansi baik swasta maupun pemerintah (Kementerian Tenaga Kerja & Transmigrasi, Asosiasi Pengelola TKI, Disnaker, Purna TKI dan BNP2TKI), promosi melalui media cetak, elektronik, maupun sebagai narasumber di berbagai acara gathering, melakukan edukasi perbankan terkait kiriman uang kepada masyarakat luas. Selain itu, peningkatan juga didukung oleh penambahan jaringan kantor bank bjb. Selama tahun 2013, terdapat 14 BPR yang tersebar di Boyolali, Serang, Cianjur, Bekasi, Karawang, dan Majalengka yang telah menjadi sub-agen.
4. The continuous development of bjb Quickcash application internally so that it becomes user friendly and able to be used by the Remittance Agent inside and outside the country.
5. Customer and potential prospective customers gathering, both in terms of trade finance transactions and remittance.
6. Attractive marketing programs able to capture the remittance market.
7. The development of human resource capabilities on an on-going basis through external and internal training for the employees in the branch office or headquarter.
Marketing Activities
Throughout 2013, bank bjb has conducted a number of marketing activities in order to support the Company’s performance. Some of these activities:
A. Trade Finance and Services Transaction Marketing
In order to support increased trade finance and services transactions, marketing activities conducted are proactive. Including through gathering with customers and potential clients, BKPM, BKPMD, business community, entrepreneur association, Chamber of Commerce, HIPMI, HIPPI that have export-import transactions orientation.
Business development is reflected in bank bjb’s trade finance business performance with a total portfolio of trade transactions during 2013 reaching Rp1.74 trillion. Compared to the previous year, the achievement experienced an increase of 14.71%. Up to the end of 2013, there are 47 active clients who perform trade finance and services transactions in bank bjb. In addition, there are 5 correspondent banks that have used these products through interbank transactions with bank bjb.
B. Remittance Transaction Marketing
Remittance business performance during 2013 as a whole experienced a fee based increase of 37.47% compared to 2012. The increase was in line with the marketing strategies which have been performed, which are: the addition of a sub-agent (BPR), overseas agents (Hong Kong, Malaysia, and Taiwan), establishing good relationships and partnerships with institutions that have the potential to develop remittance, both private and government (Ministry of Manpower and Transmigration, TKI Management Association, Manpower Agency, Purna TKI and BNP2TKI), promotions through print and electronic media, as well as speakers in various gatherings, conducting banking education related to remittance to the general public. In addition, the increase was also supported by the addition of bank bjb office network. During 2013, there were 14 BPRs spread in Boyolali, Serang, Cianjur, Bekasi, Karawang, and Majalengka which has become sub-agents.
Introduction
Management Discussion
& Analysis on Company
Performance Good Corporate Governance Corporate Social Responsibility Corporate Data Consolidated Financial Statements
C. Pemasaran Transaksi Antar-Bank (Financial Institution)
Dalam upaya mendukung kelancaran pelaksanaan transaksi dan percepatan bisnis Divisi Internasional, Financial Institution secara berkesinambungan berupaya mengembangkan jaringan bank koresponden dan counterparty untuk memperluas network. Saat ini, telah lebih dari 444 hubungan koresponden dibuka dengan bank di berbagai negara maupun non-bank dan lembaga keuangan lainnya.
Selain upaya pengembangan jaringan bank koresponden, untuk mengoptimalkan hubungan kerja sama dan peningkatan fee based income, dilakukan kegiatan pemasaran produk trade
finance dan jasa antarbank. Kontribusi pendapatan fee based income yang diperoleh dari transaksi tersebut selama tahun 2013 cukup signifikan.
Rencana Strategi Pemasaran
Untuk terus meningkatkan pertumbuhan bisnis perbankan internasional pada tahun 2014, selain tetap mendorong pertumbuhan transaksi trade finance dan remitansi, bank bjb akan lebih meningkatkan peran Financial Institution sebagai salah satu
profit center.
Beberapa rencana kerja dan strategi pemasaran yang telah dirancang untuk meningkatkan pertumbuhan di tahun 2014 adalah sebagai berikut:
1. Pengembangan Bisnis di tahun 2014 akan lebih banyak difokuskan kepada pengembangan produk remittance dengan melakukan optimalisasi “bjb quickcash”, sistem remittance yang dikembangkan secara internal oleh bank bjb. Pengembangan sistem “bjb quicash” akan menitikberatkan kepada pemberian kemudahan yang lebih optimal bagi remitting agent dalam melaksanakan operasional transaksi. Pengembangan remittance
juga akan menitikberatkan kepada perluasan jaringan, dengan menambah remittance agent di luar negeri, yaitu Singapura, Malaysia, Taiwan, dan Hong Kong.
2. Tidak hanya meningkatkan perluasan jaringan di luar negeri, perluasan jaringan bisnis remittance di dalam negeri akan dijajaki juga dengan menggandeng remittance agent yang telah memiliki jaringan luas. Kerja sama ini diharapkan dapat memberikan mutualbenefit dalam menggarap pasar remittance
yang sama.
3. Peningkatan bisnis remittance juga akan difokuskan pada peningkatan transaksi transfer valas, yang akan didorong dengan upaya promosi produk baik melalui media cetak maupun elektronik. Selain itu, upaya pemasaran dengan mengemas produk menjadi lebih menarik bagi nasabah untuk melakukan transaksi transfer valas di bank bjb.
4. Melakukan kerja sama dengan PT Telekomunikasi Indonesia Tbk. dalam bidang remittance dan penunjukan bank bjb sebagai treasury bank PT Telekomunikasi Indonesia Tbk. Kerja sama ini
C. Marketing Inter-Bank Transactions (Financial Institution)
In the effort to support the execution of business transactions and the acceleration of the International Division, Financial Institution continuously strives to develop a network of correspondent banks and counterparties to expand the network. Currently, more than 444 correspondent relations with banks various countries were opened as well as non-banks and other financial institutions.
In addition to efforts in developing a network of correspondent banks, to optimize cooperation and increase in fee-based income, inter bank trade finance and service products marketing activities have been conducted. The contribution of fee-based revenue earned from these transactions during 2013 was significant.
Marketing Strategy Plan
To continue to improve the growth of international banking business in 2014, in addition to continue to promote the growth of trade finance and remittance, bank bjb will further enhance the role of Financial Institution as a profit center.
Some of the work plans and marketing strategies that have been designed to boost growth in 2014 are described as follows: 1. Business Development in 2014 will be more focused on
developing remittance products by optimizing “bjb Quickcash”, a remittance system developed internally by bank bjb. Development of “bjb Quickcash” system will focus on providing more optimal convenience for remitting agents in executing transactions. The development of remittance will also focus on the expansion of the network, by adding overseas remittance agents, namely Singapore, Malaysia, Taiwan, and Hong Kong. 2. Not only improve network expansion overseas, the expansion of
domestic remittance business network will also be explored by cooperating with remittance agents with extensive network. The cooperation is expected to provide mutual benefits in working on the same remittance market.
3. Increase of the remittance business will also focus on increasing the transfer of foreign currency transactions, which will be driven by the promotion of products through both print and electronic media. In addition, marketing will also be conducted by packaging the product in a way that is more attractive to customers thus encouraging them to perform the transaction of foreign currency transfer through bank bjb.
4. Work together with PT Telekomunikasi Indonesia Tbk in the field of remittance and the appointment of bank bjb as the treasury bank of PT Telekomunikasi Indonesia Tbk. This partnership is expected to provide mutual benefits in working on the same remittance market, both domestic and abroad.
104
5. Pengembangan Bisnis Trade Finance di tahun 2014 akan fokus pada pengembangan structure trade bekerja sama dengan bank-bank koresponden, baik di dalam maupun luar negeri. Selain itu, juga melakukan aliansi strategis dengan bank-bank tersebut. Hal itu diharapkan dapat meningkatkan transaksi bjb. Di samping itu, dapat meningkatkan brand awareness bank bjb
dilingkungan perbankan nasional dengan produk produk yang kompetitif dan bervariasi.
6. Selain mengembangkan produk trade finance, tahun 2014 akan menjadi tahun untuk meningkatkan pelayanan kepada nasabah diantaranya akan menyediakan jasa layanan pajak ekspor impor serta meningkatkan kualitas pelayanan transaksi trade kepada nasabah dengan melakukan sertifikasi ISO 9001 terhadap proses pelaksanaan transaksi trade.
Tresuri
Dibidang Tresuri pada tahun 2013 melakukan transaksi pasar uang yang lebih variatif guna menjaga arus kas jangka pendek dan optimalisasi tingkat pengembalian (return). Serta tetap memberikan perhatian lebih besar dalam pengembangan transaksi sales
nasabah.