Training UHC2

Overview CAR
-Marketing-
 CMF
Car and Motorcycle Financing

UFI CAR UMC

 Struktur Organisasi CMF HO
USED CAR & MOTORCYCLE REFINANCING DIRECTORATE ORGANIZATION
(DEPARTMENT LEVEL BASED ON AREA (MIX REGULER & REFINANCING)

DIRECTOR
RAD
CAR & UMC
MARKETING FKU
PLANING &
DEVELOPMENT FFA
DEPARTMENT JOF
DAM WSA

CAR & UMC CAR & UMC

REGIONAL 1 REGIONAL 2
DIVISION HEAD DIVISION HEAD
LKF LRS

CAR & UMC AREA I CAR & UMC AREA CAR & UMC AREA CAR & UMC AREA
Administrator DEPT HEAD II DEPT HEAD III DEPT HEAD IV DEPT HEAD
1. Novita Agustini SJN DCS RPM RIG
2. Yuniar Mila
3. Ros Dinawati Jata banten YSL Jatim 1 NTT SJA Kalselteng Pam JNU Jambi Riau ASP
4. Fidya Lestari Jabar 1 DKD Jatim 2 AMK Sulawesi Ambon WAJ Sumut , Nad SAR
5. Ofiyanti Putri Jabar 2 DGI Balom HPR Lam Babel FEB
Kalbartim RAM
Jateng DIY MIC Sumsel Sumbar HAP
 Background AFTRA

AFTRA berdiri sejak tahun 2013

Menjaga NSA

Penetrasi bisnis di area pedalaman

 Business Unit

[NEC] [UCF & UVF] [O02 / Navl Mobil]

 Pembiayaan unit mobil baru
 Tipe konsumen perorangan
 Menggunakan modul 4W
 Pembiayaan unit mobil second  Pembiayaan mobil baru / bekas
 Tipe konsumen perorangan  Khusus advance Car Dealer /
 Validasi dokumen & kelayakan konsumen atas nama badan usaha
kendaraan  Validasi dokumen & kelayakan
 Menggunakan modul 4W kendaraan
 Menggunakan modul FIFApps Navl
Mobil (O02)
Segmentasi Pembiayaan
 PERFORMANCE CAR

2015 vs 2016
1,400

1,200
BOOK YTD
1,000 (JAN – JUL)
GROWTH CAR
Booking 2016 2015 5,857
800
Booking 2015 2015 VS 2016
600
2016 5,265 =
400 11.24%
200

-
Jan Feb Mar Apr Mei Jun Jul
 PORSI BUSINESS UNIT CAR
1400
Porsi BU CAR
1200

1000

8.84%
800
1071

600
572 684 754 14.79%
375 453
400 564

200
157 153 158 111 114
109
97 64
87 82 85
0
63 61 43 76.37%
201601 201602 201603 201604 201605 201606 201607

NEC UCF UVF NEC UCF UVF

 KONTRIBUSI KIOS C2

1000 60.00%

900
50.00%
800

700
Peningkatan booking car secara
40.00%
600 keseluruhan diiringi dengan kenaikan
500 30.00% porsi booking yang berasal dari KIOSK C2
400
20.00%
300

200
10.00%
100

0 0.00%
Jan Feb Mar Apr May
 Man Power

JABAL NON JABAL

NAMA JOB OPTIMUM EXISTING (%) OPTIMUM EXISTING (%) OPTIMUM EXISTING (%)
CAR MARKETING EXECUTIVE (CAR) 704 394 55.97% 0 1 0.00% 704 395 56.11%
MARKETING CREDIT EXECUTIVE (MOTOR) 3634 2998 82.50% 1833 1484 80.96% 5467 4482 81.98%
SALES EXECUTIVE (MOTOR & MOBIL) 0 0 0.00% 1235 1016 82.27% 1235 1016 82.27%
UNIT HEAD 301 235 78.07% 198 174 87.88% 499 409 81.96%
UNIT HEAD C2 409 368 89.98% 324 311 95.99% 733 679 92.63%
SENIOR UNIT HEAD C2 5 5 100.00% 2 2 100.00% 7 7 100.00%
SENIOR UNIT HEAD 0 0 0.00% 1 1 100.00% 1 1 100.00%
Grand Total 5053 4000 79.16% 3593 2989 83.19% 8646 6989 80.84%
 Dokumen MOU dan Legalitas
DRAFT PKS SIUP

SURAT PERNYATAAN BERSAMA BUKU PEMILIK

KENDARAAN BERMOTOR (SPB-BPKB) TDP

PERSYARATAN PEMBIAYAAN SITU / Gangguan HO /

Surat Pernyataan
SURAT PERNYATAAN KEWENANGAN TANDA Domisili
TANGAN
KTP
SURAT PERNYATAAN TRANSFER A/P DEALER

NPWP
SURAT PERNYATAAN TRANSFER KOMISI

STRUKTUR ORGANISASI DEALER

Buku Tabungan

Note: Surat Pernyataan Transfer, NPWP, KTP, Buku Tabungan harus atas
nama yang sama
 Flow Process
NMC NEW CAR USED CAR

Customer
Customer Customer

Dealer
Dealer Dealer
FIF Application
& attach
FIF Application FIF Application supporting doc
& attach & attach
supporting doc supporting doc
Car Appraisal

Field & phone Field & phone Field & phone

verifier verifier verifier

Credit
Analysis
Credit Credit
Analysis Analysis
Validasi BPKB ke
After approval After approval SAMSAT

After approval
Vehicle
Vehicle delivery Vehicle
delivery
 Struktur Biaya Admin
Car Financing
Nasional Jayapura & Sorong
TOP 12 24 36 48 60 12 24 36 48 60
Biaya Admin Murni 900,000 950,000 1,000,000 1,050,000 1,100,000 900,000 950,000 1,000,000 1,050,000 1,100,000
Fidusia MC 06 525,000 525,000 525,000 525,000 525,000 1,625,000 1,625,000 1,625,000 1,625,000 1,625,000
Cadangan Resiko MC 108 25,000 25,000 25,000 25,000 25,000 25,000 25,000 25,000 25,000 25,000
Total Biaya Admin NEC 1,450,000 1,500,000 1,550,000 1,600,000 1,650,000 2,550,000 2,600,000 2,650,000 2,700,000 2,750,000

Biaya Samsat MC 05 200,000 200,000 200,000 200,000 200,000 200,000 200,000 200,000 200,000 200,000
Total Biaya Admin UCF & UVF 1,650,000 1,700,000 1,750,000 1,800,000 1,850,000 2,750,000 2,800,000 2,850,000 2,900,000 2,950,000

Promo Fee Branch 900,000 900,000 900,000 900,000 900,000 900,000 900,000 900,000 900,000 900,000
Upping Admin CarFin HO MC 07 200,000 200,000 200,000 200,000 200,000 200,000 200,000 200,000 200,000 200,000
Total Biaya Admin All NEC 2,550,000 2,600,000 2,650,000 2,700,000 2,750,000 3,650,000 3,700,000 3,750,000 3,800,000 3,850,000
Total Biaya Admin All UCF & UVF 2,750,000 2,800,000 2,850,000 2,900,000 2,950,000 3,850,000 3,900,000 3,950,000 4,000,000 4,050,000

*Untuk pembiayaan mobil baru, tidak dikenakan biaya samsat

 Selling Rate
Area I
Area II Area III Area IV
(Jabodetabek, Bandung, Surabaya, Medan,
(Ibu kota Propinsi selain Area 1) (Selain area 1, 2, 4) (Jayapura & Sorong)
Makassar)
NEC 12 24 36 48 60 12 24 36 48 60 12 24 36 48 60 12 24 36 48 60
WAR
Non Truck & Non PU 13.00% 13.25% 14.25% 16.50% 19.50% 14.00% 14.25% 15.25% 17.50% 20.50% 14.50% 14.75% 15.75% 18.00% 21.00% 15.50% 15.75% 16.75% 19.00% 22.00%
Truk & PU 15.50% 16.00% 17.25% 20.00% 16.50% 17.00% 18.25% 21.00% 17.00% 17.50% 18.75% 21.50% 18.00% 18.50% 19.75% 22.50%

UCF & UVF 12 24 36 48 60 12 24 36 48 60 12 24 36 48 60 12 24 36 48 60

WAR
Non Truck & Non PU 17.00% 18.00% 19.00% 21.25% 24.50% 17.75% 18.50% 19.75% 22.25% 25.50% 18.25% 19.00% 20.25% 22.75% 26.00% 19.25% 20.00% 21.25% 23.75% 27.00%
Truk & PU 19.25% 20.25% 21.75% 24.75% 20.25% 21.25% 22.75% 25.75% 20.75% 21.75% 23.25% 26.25% 21.75% 22.75% 24.25% 27.25%

Karyawan FIF (Potong Gaji) 11.75%

Karyawan FIF (Non Potong Gaji) 12.75%
Advance Car Dealer 12.75%
Regular Dealer 13.25%
Reguler Rekanan Dealer 13.25% 13.50% 13.75% 15.25% 17.50%
Banker Clause - NEC Nett selling rate + 1% eff
Banker Clause - UCF & UVF Nett selling rate + 1% eff
 Market Retail Price
MARKET PRICE
WILAYAH JATIM 1 NTT Pilih Area / Wilayah
BRANCH NAME SURABAYA Pilih Kode Cabang
BRANCH ID 80100
BUSINESS UNIT NEW CAR Pilih Bisnis Unit (New / Used)
ASURANSI TLO Pilih Tipe Asuransi (Comprehensive / TLO)
JAWA
VEHICLE CODE FIF 4M02001 Masukan Vehicle Code
VEHICLE CODE AAB V08130 (Lihat di Sheet MASTER VEHICLE CODE)
BRAND HONDA
SERIES MOBILIO NEW S M/T
TIPE USAGE PASSENGER
TAHUN 2016 Pilih Tahun Kendaraan
MPV (Pastikan Tahun Kendaraan Sesuai STNK / BPKB)

HARGA 180,500,000

*Per Februari 2016, FIFGROUP memiliki market price sendiri yang akan berbeda di setiap
wilayah, sesuai dengan kondisi pasar dan segmentasi yang ditetapkan management
SIMULASI HITUNG ANGSURAN
PROGRAM MARKETING CMF

END USER DEALER

DOUBLE DELIGHT
NON SINGAPORE MALAYSIA
KIOS
KIOS

SERU-nya SUPER
TOUR REWARD LEAGUE

QUOTA • 20 Pemenang

REWARD • Tour senilai Rp 12,500,000

SCHEDULE • In between Jan – Feb 2017

 PROGRAM MARKETING CMF

Fasilitas non insurance untuk pembiayaan car plafond 10 – 20 juta

• Berdasarkan history BA-4 yang baik utk plafond 10 – 20 juta.
BA 4 Sept 15 Okt 15 Nov 15 Des 15 Jan 16 Grand Total
Bad Account 1.41% 1.50% 1.13% 1.91% 0.98% 1.39%
Bad Amount 1.89% 1.20% 0.96% 1.59% 0.84% 1.28%

• Penggunaan Fee Base sebagai pengganti premi asuransi

Fee Base
Pinjaman Rp 10.000.000 - Rp Pinjaman Rp 15.000.000 - Rp
  14.999.000 20.000.000
1 tahun Rp 250,000 MC 09 Rp 300,000 MC 13
2 tahun Rp 475,000 MC 10 Rp 575,000 MC 14
TOP
3 tahun Rp 675,000 MC 11 Rp 825,000 MC 15
4 tahun Rp 850,000 MC 12 Rp 1,025,000 MC 16

• Fee Base Income yang tercreate menjadi other income di Branch Profitability
 CANVASING OBJECTIVES
Customer
Target Lokasi Canvasing Database Channel Program Dana
Objective
1. Data Pameran UMKM
1. Pasar
2. Database UMKM Dinas
Tambahan Pemilik Usaha 2. Mall 1. Paguyuban usaha Voucher bensin
Perindustrian kota Rp. 500.000,-
Modal Kerja 3. Pameran UMKM dan tol
3. Database Pengunjung
4. Bazar
Mall Grosir
1. Lingkungan Sekolah (TK &
SD tempat dimana orang tua 1. Database pengunjung
Tata Usaha sekolah, Voucher
Pendidikan Orang tua murid siswa menunggu sekolah) pameran EDU Fair Rp. 500.000,-
Guru/dosen Gramedia
2. Universitas
3. EDU Fair
1. Perumahan 1. Pegawai/Owner
2. Komplek Perumahan toko bangunan
Orang yang sedang (khusus rumah yang sedang 1. Database pengunjung 2. Pegawai/Owner Voucher Ace
Renovasi Rp. 500.000,-
renovasi dibangun) pameran renovasi toko interior Hardware
3. Toko bangunan eksterior &
4. Pameran Renovasi landscape
1. KUA 1. Wedding
1. Pameran pernikahan Voucher Dinner &
Pasangan yang ingin 2. Daftar Pengunjung Organizer Rp. 500.000,- +
Modal Nikah 2. Tempat jual souvenier surprise gift
menikah pameran pernikahan 2. Catering Rp. 500.000,-
pernikahan (karangan bunga)
3. Schedule gedung 3. Photography
 Top 5 Financer to choice Financer

0 20 40 60 80 100

Price

Simple documentation
Speed of approval

Tenure
End user perspective
Ease of repayment

0 20 40 60 80

Speed of approval

Price
Dealer perspective Speed of Disbursement

Simple documentation

Commission amount
 COMPETITOR REVIEW
KOMPETITOR TOP 12 TOP 24 TOP 36 TOP 48 TOP 12 TOP 24 TOP 36 TOP 48
FIFGROUP 42 42 42 41 31.82% 31.58% 31.58% 39.81% Jumlah Titik Sampling
ADIRA 25 26 26 23 18.94% 19.55% 19.55% 22.33%
BFI 28 28 28 13 21.21% 21.05% 21.05% 12.62%
SINARMAS 14 14 14 9 10.61% 10.53% 10.53% 8.74%
WOM 8 8 8 4 6.06% 6.02% 6.02% 3.88%
OTO 6 6 6 6 4.55% 4.51% 4.51% 5.83%
SMS 5 5 5 3 3.79% 3.76% 3.76% 2.91%
BCA FINANCE 4 4 4 4 3.03% 3.01% 3.01% 3.88%

KOMPETITOR TOP 12 TOP 24 TOP 36 TOP 48

FIFGROUP 5,968,048 3,343,690 2,529,500 2,166,707 LEGEND
ADIRA (138,112) (53,848) (26,577) 29,707 FIF LEBIH MURA H
FIF LEBIH MAHAL
BFI (121,256) (69,774) (33,750) 45,707
SINARMAS 22,333 25,119 86,714 109,596
WOM 170,873 80,503 63,813 61,707
Pricelist dengan Plafond OTO (4,286) 73,357 53,833 67,041
60,000,000 SMS (381,152) (156,510) (36,900) 34,707
BCA FINANCE 326,548 235,440 217,500 262,207

Kompetitor terbanyak di 42 Cabang yang kita sampling adalah :

BFI : 28 Titik
ADIRA : 25 Titik
SINARMAS : 14 Titik
WOM 8 : Titik
Khusus TOP 48, secara Average kita memiliki harga yang lebih mahal dibandingkan competitor.
 COMPETITOR REVIEW BY AREA
AREA BALOM AREA BANTEN
4 6 8 10 4 6 8 10
12 24 36 48 12 24 36 48
FIFGROUP 5,889,000 3,311,000 2,496,000 2,171,333 FIFGROUP 5,924,000 3,342,000 2,520,000 2,173,000
ADIRA 164,000 79,000 69,000 100,833 ADIRA (185,000) (165,000) (137,000) (67,000)
BCA FINANCE 89,000 11,000 (4,000) 121,333 BFI (24,000) (232,000) (13,000) 57,000
BFI (161,500) (99,000) (79,000)
SINARMAS 112,000 8,000 11,000 (103,667)

AREA JABAR 1 AREA JABAR 2

4 6 8 10 4 6 8 10
12 24 36 48 12 24 36 48
FIFGROUP 5,911,250 3,308,750 2,477,500 2,112,750 FIFGROUP 5,949,000 3,358,500 2,534,000 2,201,500
ADIRA (257,250) (60,750) (81,500) (29,000) ADIRA (13,000) (168,500) (39,000) (108,500)
BFI (59,083) (79,583) (68,167) 87,750 BCA FINANCE 512,000 398,500 379,000 430,500
OTO (938,750) (31,250) (122,500) (62,250) BFI 19,000 (6,500) 2,000 500
SINARMAS 357,250 278,750 270,000 92,750 WOM 69,000 39,000 39,000
WOM (108,750) (92,250) (68,500) (17,250)

JAMLAM AREA JATIM 1 NTT

AREA BABEL
4 6 8 10 4 6 8 10
12 24 36 48 12 24 36 48
FIFGROUP 5,670,500 3,181,250 2,397,750 2,088,500 FIFGROUP 5,793,000 3,256,667 2,459,000 2,120,667
BFI (214,750) (113,250) (71,250) ADIRA 68,000 18,667 35,000 24,667
OTO 709,500 349,250 257,750 207,500 BFI (343,000) (219,833) (171,000) 18,667
SINARMAS (1,049,500) (353,750) (176,250) SINARMAS 550,000 (39,333) 49,000 158,667
SMS (938,000) (353,750) (188,250) 33,500 WOM (38,000) 7,667 24,000 12,667
WOM 291,300 128,750 99,000 191,500
LEGEND
FIF LEBIH MURAH
FIF LEBIH MAHAL
 COMPETITOR REVIEW BY AREA
AREA JATIM 2 AREA KALBARTIM
4 6 8 10 4 6 8 10
12 24 36 48 12 24 36 48
FIFGROUP 5,896,333 3,304,667 2,499,667 2,156,667 FIFGROUP 5,972,000 3,341,333 2,525,333 2,079,000
ADIRA (53,667) (45,333) (50,333) 35,667 ADIRA 26,000 9,000 18,333 124,000
BCA FINANCE 418,333 363,667 381,667 389,667 BFI (19,333) (29,167) (59,333) 136,500
BFI (12,167) (27,833) (2,833) 30,167 WOM (313,000) (216,667) (307,667) (206,000)
OTO 212,333 153,667 160,667 151,667
SINARMAS (50,667) 10,667 55,667 64,667

KALSELTENG AREA RIAU NAD

AREA PAPUA
4 6 8 10
4 6 8 10
12 24 36 48
12 24 36 48 FIFGROUP 5,911,500 3,321,000 2,676,500 2,178,000
FIFGROUP 5,987,333 3,392,333 2,577,333 2,312,000
ADIRA (63,500) (68,000) 28,500 (69,000)
ADIRA (302,667) (267,667) (257,667)
BFI (68,500) (83,500) 32,500 (130,000)
BFI (483,667) (277,917) (208,667)
OTO (61,500) (66,000) 30,500 (67,000)
SINARMAS (558,667) (105,667) 11,333
SINARMAS (693,500) (157,000) 123,500 58,000

AREA SUMUT AREA SUMBAR

4 6 8 10 4 6 8 10
12 24 36 48 12 24 36 48
FIFGROUP 5,861,000 3,275,000 2,460,000 2,133,000
FIFGROUP 5,934,667 3,327,667 2,497,333 2,141,333
ADIRA (364,000) (140,000) (150,000) 198,000
ADIRA 11,667 (15,333) (17,000) (55,667)
BFI (635,500) (203,500) (106,500) 2,133,000
BFI (97,000) 61,000 57,333 (58,667)
SINARMAS (479,000) (345,000) (180,000) 155,000

SULAWESI
AREA AMBON
4 6 8 10
12 24 36 48
LEGEND
FIFGROUP 6,481,000 3,678,667 2,789,667 2,404,333
FIF LEBIH MURAH
FIF LEBIH MAHAL ADIRA (385,500) 30,167 133,167 231,833
BFI 80,000 238,667 282,167 254,333
Rp600,000
Rp551,875 INCENTIVE UH Rp563,135
Rp1,000,000
Rp900,000 Rp842,860
Rp895,712
Rp908,113
INCENTIVE UH C2
Rp710,235
Rp500,000
2015 VS 2016 Rp800,000 Rp687,682 2015 VS 2016
Rp444,525 Rp700,000 Rp645,186
Rp400,000 Rp402,744 Rp622,922 Rp593,780
Rp394,861
Rp600,000 Rp693,650
Rp354,921
Rp327,337 Rp316,721Rp303,168Rp297,734 Rp500,000 Rp569,822
Rp300,000 Rp588,716 Rp540,052
Rp269,319 Rp275,770 Rp400,000 Rp522,144 Rp523,710
Rp255,659 Rp497,817 Rp451,003 Rp510,764
Rp214,350 Rp221,398 Rp300,000
Rp200,000 Rp192,258
Rp200,000
Rp100,000
Rp128,522
Inc UH naik secara year on year Rp100,000 Inc UH C2 naik secara year on year
Rp-
Rp- 1 2 3 4 5 6 7 8 9 10 11 12
1 2 3 4 5 6 7 8 9 10 11 12

MPR UH 2015 MPR UH 2016 MPR UH C2 2015 MPR UH C2 2016

100
80
72 72
82 BOOKING UH 76
78
86
65 80
60 57 2015 VS 2016 60
60
71 70
64
73
59 59 62 64 63
72
52 54 57
40 49
29 31 33 40
26 24 26 28
20 24 19 23 24
20
0
1 2 3 4 5 6 7 8 9 10 11 12
0
1 2 BOOKING
3 UFI UH
4 C2 20155 6BOOKING7 UFI UH C2
8 2016 9 BOOKING
10 11 UH12C2

BOOKING UFI 2015 BOOKING UFI 2016

BOOKING CAR UH C2 2015 BOOKING CAR UH C2 2016
2015 VS 2016
100%
84%
NBOT UH 85%
100%
84%
80% 83% 83% 81% 80% 80% 80% 80% 82%
60%
2015 VS 2016 60%
76% 74% 71% 71%
62% 67% 71% 76%
57% 58%
40%
50%
40%
49% 52% 54% NBOT UH C2
37%
20% 19% 18% 22% 22% 24% 24% 25% 27% 30%
20% 2015 VS 2016
0% 0%
1 2 3 4 5 6 7 8 9 10 11 12 1 2 3 4 5 6 7 8 9 10 11 12

NBOT MURNI UH 2015 NBOT MURNI UH C2 2016 NBOT MURNI UH C2 2015 NBOT MURNI UH C2 2016
1.60%
1.40% 1.44% BA 4 UH 2.50% BA 4 UH C2
1.31% 2.00% 2.08%
1.20%
1.04%
1.20% 2015 VS 2016 1.24% 1.11% 1.25% 1.04% 1.05% 2015 VS 2016
1.00% 1.50% 1.46%
0.80% 0.74% 0.75% 1.30% 1.16%
0.73% 0.65% 0.66% 0.68% 0.65% 0.71% 1.14% 1.13% 1.07% 1.08%
0.60% 0.61% 1.00%
0.47% 0.55% 0.49% 1.18% 1.12%
0.40% 0.44% 0.92% 0.99%
0.50%
0.20%
0.00% 0.00% Nilai BA 4 UH C2 lebih
1 2 3 4 5 6 7 8 9 10 11 12 1 2 3 4 5 6 7 8 9 10 11 12
baik daripada UH
BA 4 2015 BA 4 2016 BA 4 2015 BA 4 2016