KONSUMER CONSUMER
B. Pricing Strategy C Integrated Marketing
6. bjb Kredit Guna Bhakti Pola Channeling
Pemberian fasilitas kredit kepada debitur dengan sumber
QFOEBOBBOTFMVSVIOZBCFSBTBMEBSJQJIBLCBOLbjbZBOH
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
been channeled through bank bjb. The source of funds for SFQBZNFOUPGDSFEJUDPNFTGSPNQFOTJPOCFOFmUTPGUIF
debtors used for multipurpose consumptive purposes.
4. bjb Back to Back Loan
'JOBODJOHQSPWJEFECZCBOLbjb 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 GVOEJOHFOUJSFMZDPNJOHGSPNCBOLbjb which is distributed CZBOBHFODZJOUIJTDBTF#BOL'JOBODJBM*OTUJUVUJPO #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
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,POTVNFSLIVTVTOZBbjb KGB.
D. Diberlakukan struktur khusus Kredit Konsumer untuk
XJMBZBI%,*+BLBSUB
& .FOEPSPOHQFMBZBOBOZBOHMFCJICBJL
KINERJA 2014
4USBUFHJ ZBOH EJKBMBOLBO PMFI CBOLbjb dalam menghadapi
TJUVBTJFLTUFSOBMZBOHQFOVIUBOUBOHBOUBNQBLDVLVQFGFLUJG ,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 BEBMBIbjb 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 QFOZBMVSBOLSFEJULPOTVNTJCBOLVNVNZBOHEBO#1% ZBOH
5PUBM LSFEJU LPOTVNFS ZBOH EJTBMVSLBO QBEB UBIVO
$POTVNFS-PBO-PZBMUZ1SPHSBN
Provide Voucher for the debtor who obtains bank bjb DPOTVNFSDSFEJUGBDJMJUZ bjb KGB, bjb KPPB, and bjb
KPB), both new credit application and repetition. 2. Program Member Get Member (MGM)
3FXBSE QSPHSBN JO UIF GPSN PG TQFDJBM JODFOUJWFT
given to consumer credit debtor of bank bjb who TVDDFTTGVMMZ SFGFS GSJFOET PS DPMMFBHVFT UP CFDPNF
new consumer credit debtors of bank bjb.
C. Provide special interest for areas outside of West Java and Banten to encourage the Consumer Credit portfolio
FTQFDJBMMZCKC,(#
% "QQMZTQFDJBMTUSVDUVSFGPSDPOTVNFSDSFEJUJOUIFSFHJPOPG
DKI Jakarta. E. Improve services.
2014 PERFORMANCE
5IF TUSBUFHJFT QFSGPSNFE CZ CBOL bjb in facing the DIBMMFOHJOHFYUFSOBMDJSDVNTUBODFTTFFNFEQSFUUZFGGFDUJWF 5IFQFSGPSNBODFPGUIF$PNQBOZTGFBUVSFEDPOTVNFSDSFEJU
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 BSFbjb 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.
*OUIFMBTUmWFZFBSTUIFBWFSBHFHSPXUIPGDPOTVNFSDSFEJUPG
bank bjb reached 18.83%. In 2014, compared with the growth JOHSPXUISFBDIFEBCPWFUIFBWFSBHFPGUIF
growth of consumer lending in commercial banks and BPD
XIJDIXBTSFTQFDUJWFMZBOE
5PUBM DPOTVNFS MPBOT EJTCVSTFE JO SFBDIFE 3Q
KONSUMER
%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 ZBJUVEBSJQBEBUBIVONFOKBEJQBEBUBIVO
2014 atau menurun 0,04%.
)BMUFSTFCVUNFOVOKVLBOCBIXBEBMBNQFOZBMVSBOLSFEJUZBOH
dilakukan oleh bank bjbNFNJMJLJLVBMJUBTZBOHCBJL#FHJUVQVO
EFOHBOQFOBOHBOBOUFSIBEBQLSFEJUCFSNBTBMBIOZB #FSJLVUJOJQFSLFNCBOHBOQFOZBMVSBOLSFEJULPOTVNFSTFMBNB MJNBUBIVOUFSBLIJS Periode Volume (Rp Juta/Rp Million) Pertumbuhan/Growth 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 CBOLbjb atau perusahaan
tempat debitur bekerja berdasarkan perjanjian kerja sama. Adapun sumber pengembalian kredit berasal dari gaji debitur.
6OUVL UBIVO UPUBM ,(# ZBOH EJTBMVSLBO TFCFTBS 3QUSJMJVO%JCBOEJOHLBOUBIVOQFSUVNCVIBOOZB NFODBQBJ%BMBNFNQBUUBIVOUFSBLIJSZBJUVQFSJPEF
2011-2014, rata-rata pertumbuhan kredit KGB mencapai
#FSJLVUJOJKVNMBIQFOZBMVSBOLSFEJUVOUVLQSPEVLbjb Kredit
In the distribution of the Consumer Credit, bank bjbBMXBZT BDDPNQBOZUIFHSPXUIPGDSFEJUWPMVNFCZTUBZJOHGPDVTFE POUIFRVBMJUZPGBTTFUNBOBHFNFOU5IJTDBOCFTFFOGSPN UIFQPTJUJPOPGOPOQFSGPSNJOHMPBOT /1-XIJDIEFDSFBTFE DPNQBSFEUPUIFQSFWJPVTZFBSOBNFMZGSPNJOUP
0.08% in 2014, a decline of 0.04%.
5IJT TIPXT UIBU DSFEJU EJTUSJCVUFE CZ CBOLbjb have good RVBMJUZMJLFXJTFXJUIUIFIBOEMJOHPGOPOQFSGPSNJOHMPBOT
Below describes the development of the consumer loan
QPSUGPMJPGPS mWFZFBST
bjb Kredit Guna Bhakti
bjb$SFEJU(VOB#IBLUJ ,(#UIFmOBODJOHQSPWJEFECZCBOL bjbGPSEFCUPSXJUIGPSmYFEJODPNFXIPTFTBMBSZJTDIBOOFMFE
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
GPVSZFBSTOBNFMZUIFQFSJPE,(#TBWFSBHFPG DSFEJUHSPXUISFBDIFE
Below is the amount of bjb Kredit Guna Bhakti distributed
5PUBM EBOB ZBOH EJTBMVSLBO VOUVL ,11# QBEB UBIVO NFODBQBJ 3Q USJMJVO 4FEBOHLBO QBEB UBIVO TFCFTBS3QUSJMJVO,POUSJCVTJ,11#UFSIBEBQUPUBMLSFEJU LPOTVNFSZBOHEJTBMVSLBOQBEBUBIVONFODBQBJ #FSJLVUJOJQFOZBMVSBOEBOBbjb 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)
NFSVQBLBOQFNCJBZBBOZBOHEJCFSJLBOPMFICBOLbjb untuk
debitur dengan status pensiunan sendiri atau pensiunan janda/
EVEBZBOHHBKJQFOTJVOOZBUFMBIEJTBMVSLBONFMBMVJCBOLbjb.
4VNCFSEBOBVOUVLQFOHFNCBMJBOLSFEJUOZBCFSBTBMEBSJHBKJ QFOTJVO EFCJUVS ZBOH EJHVOBLBO VOUVL LFQFSMVBO LPOTVNUJG
maupun produktif.
1BEB UBIVO UPUBM LSFEJU ZBOH EJLVDVSLBO VOUVL ,1# NFODBQBJ3QUSJMJVOBUBVEBSJUPUBMLSFEJULPOTVNFS ZBOH EJTBMVSLBO PMFI CBOLbjb. Jika dibandingkan dengan
UBIVOEBOB,1#ZBOHEJTBMVSLBOUVNCVIBUBV ZBOH UFSCFTBS EJCBOEJOHLBO QFSUVNCVIBO QSPEVL LSFEJU
konsumer bank bjbMBJOOZB1FSUVNCVIBOJOJKBVIEJBUBTSBUB
rata pertumbuhan kredit konsumer bank umum dan BPD.
Dalam empat tahun terakhir, rata-rata pertumbuhan
QFOZBMVSBOEBOB,1#NFODBQBJ#FSJLVUJOJUPUBMEBOB ZBOHEJTBMVSLBOVOUVL,1#EBMBNMJNBUBIVOUFSBLIJS
3Q+VUB
Periode 2010 2011 2012 2013 2014 Period
/JMBJ 440.014 Value
bjb Back to Back Loan
Produk bjb#BDLUP#BDL-PBO ##-NFSVQBLBOQFNCJBZBBO
ZBOHEJCFSJLBOPMFICBOLbjbZBOHKBNJOBOOZBCFSVQBBHVOBO
LBTDBTI DPMMBUFSBM CBJL ZBOH CFSCFOUVL UBCVOHBO HJSP BUBVEFQPTJUP1BEBUBIVOUPUBMLSFEJUZBOHEJTBMVSLBO VOUVL ##- NFODBQBJ 3Q NJMJBS NFOJOHLBU EJCBOEJOHLBOUBIVOZBOHTFCFTBS3QNJMJBS
5IFUPUBMGVOETEJTCVSTFEUP,11#JOSFBDIFE3Q USJMMJPO8IFSFBTJOBNPVOUFEUP3QUSJMMJPO,11#T DPOUSJCVUJPOUPUPUBMDPOTVNFSMPBOTJOSFBDIFE
The following table describes the distribution of funds of bjb ,11#TJODFUIFQSPEVDUXBTMBVODIFE
3Q.JMMJPO
bjb Kredit Purna Bhakti
bjb ,SFEJU 1VSOB #IBLUJ ,1# JT UIF #BOLT mOBODJOH UP
debtors with the status of retired or retired widow/widower
XIPTF QFOTJPO TBMBSZ JT DIBOOFMFE UISPVHI CBOLbjb. The TPVSDF PG GVOET GPS SFQBZNFOU PG UIF DSFEJU DPNFT GSPN UIF QFOTJPO TBMBSZ PG UIF EFCUPS VTFE GPS DPOTVNQUJWF BOE
productive purposes.
*OUPUBMMPBOTEJTCVSTFEGPS,1#SFBDIFE3QUSJMMJPO PSPGUIFUPUBMDPOTVNFSMPBOTFYUFOEFECZCBOLbjb. 8IFODPNQBSFEXJUIUIFZFBSGVOETDIBOOFMFEGPS,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,1#JOUIFMBTU 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##-SFBDIFE3QCJMMJPOBOJODSFBTFPG DPNQBSFE UP UIF ZFBS XIJDI BNPVOUFE UP 3Q
billion.
#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
TVNCFSQFOEBOBBOTFMVSVIOZBCFSBTBMEBSJQJIBLCBOLbjb.
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).
1FOZBMVSBObjb KGB melalui pola channeling mengalami
QFOVSVOBOEBSJUBIVOLFUBIVO)BMJOJEJTFCBCLBOQMBGPObjb
KGB pola channelingUFMBIUFSTBMVSLBOTFMVSVIOZBTFIJOHHB
pengulangan kredit (top up) debitur tidak lagi menggunakan
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 TQFDJmDBMMZUPUIFFNQMPZFFTPGCBOLbjb. In 2014, total loans GPS ,"# SFBDIFE 3Q CJMMJPO $PNQBSFE UP UIF ZFBS XIJDIBNPVOUFEUP3QHSPXUISFBDIFE
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 CBOLbjb. The fund JT EJTUSJCVUFE CZ BO BHFOU JO UIJT DBTF UIF #BOL 'JOBODJBM *OTUJUVUJPOT #BOL#FOHLVMVBOE#BOL4VMTFMCBSUPFNQMPZFFT 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 CFFOEJTCVSTFEFOUJSFMZUIVTUIFSFQFUJUJPOPGDSFEJU UPQVQ
of the debtor no longer uses the Bank’s funds, but the funds of
#FSJLVUJOJQFOZBMVSBOLSFEJUbjb 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 ZBJUVbjb Kredit Graha Bhakti dan
,SFEJU8JSBVTBIB#IBLUJTVEBIUJEBLEJQBTBSLBOMBHJ)JOHHB BLIJS UBIVO IBOZB NFOZJTBLBO outstanding (baki
debet). Total outstanding LSFEJU MBJOOZB NFODBQBJ 3Q
NJMJBSUVSVOEJCBOEJOHLBOUBIVOZBOHTFCFTBS 3QNJMJBS
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
%FOHBOSBUBSBUBQFSUVNCVIBOLSFEJUEBMBNMJNBUBIVO
terakhir, bank bjb optimistis pada tahun 2015 mampu meraih
QFSUVNCVIBO EBSJ TJTJ QFOZBMVSBO LSFEJU LPOTVNFS
Apalagi, kondisi perekonomian juga diperkirakan lebih dari
EBSJTJUVBTJUBIVOZBOHEJBOUBSBOZBEJJOEJLBTJLBOPMFI 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 bjbTVEBINFOZJBQLBOSFODBOBEBOTUSBUFHJ
demi menjaga pertumbuhan berkelanjutan dan berkualitas.
3FODBOB TUSBUFHJ FLTQBOTJ LSFEJU ZBOH BLBO EJMBLVLBO EJ UBIVOEJBOUBSBOZBBEBMBITFCBHBJCFSJLVU