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Proposal of Syariah Micro Banking Blue Print for BII Prepared by KARIM Business Consulting, December 2010

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CEO Forum, MBCEO Forum, MB--IPB, IPB, 18 18 JanuariJanuari 20112011 11

PERKEMBANGAN PERKEMBANGAN EKONOMIEKONOMI, , PERBANKAN SYARIAH 20PERBANKAN SYARIAH 201111 &&

PENETRASI PASARPENETRASI PASAR: Suatu Tinjuan Kritis: Suatu Tinjuan Kritis

OlehOleh::Ir. Ir. AdiwarmanAdiwarman A. Karim, SE, MBA, MAEPA. Karim, SE, MBA, MAEP

(President Director KARIM Business Consulting)(President Director KARIM Business Consulting)

Program Pascasarjana Manajemen dan Bisnis (MB-IPB)Institut Pertanian Bogor, 18 Januari 2011




INDUSTRY ANALYSIS




Chapter I : BII Requirements and Objectives

2010 - 2011 2012 - 2015 2016 - 2020

Syariah Bank Assumption Growth

45% - 55% 35% - 40% 20% - 30%

Total BankAssumption Growth

15% - 20% 10% - 15% 8% - 10%

Group BankAsset

Contribution 2010

Group 1BUS > 5 year

Muamalat, BSM, Mega Sy Rp 17,5 trilyun

Group 2BUS hasil Spin-off

BRI Sy, Bukopin Sy, BNI Sy, Jabar-

Banten SyRp 7 trilyun

Group 3BUS < 1 year

Panin Sy, BCA Sy, Victoria Sy, Maybank Sy

Rp 2,5 trilyun

Group 4UUS Non

BPD

CIMB Niaga, BTN, HSBC, Danamon,

Permata, BII, BTPN, NISP, Sinar

Mas

Rp 7 trilyun

Group 5UUS BPD

14 UUS BPD Rp 2,35 trilyun

Total 11 BUS &23 UUS Rp 36,35 trilyun

148,537207,952

1,673,835

929,908

550,241

66,090 102,440

20.16%

14.11%

10.10%

5.08%4.17%3.37%

2.61%

-

200,000

400,000

600,000

800,000

1,000,000

1,200,000

1,400,000

1,600,000

1,800,000

2009 2010 2011 2012 2015 2017 20200.00%

5.00%

10.00%

15.00%

20.00%

25.00%Total Asset Market Share

SYARIAH BANKING CURRENT SITUATION




Source : Indonesia Islamic Banking Outlook 2010, BI

Chapter I : BII Requirements and Objectives

Financing to Micro Small Medium Enterprises (MSME) sector still acquired a significant portion in the portofolio in term of working capital or investment to the sector that reached Rp. 24.19 trillion or constitutes 54,32% of the total financing by Islamic Commercial Bank (ICB) and Islamic Business Unit (IBU). High number of financing toward MSME sector is inline with its high market potential and its extensive coverage throughout the country.

Profile of Islamic Rural Bank

MSME Financing by Islamic Bank

Islamic Rural Bank demonstrated a good intermediary function as reflected by FDR of 131,62% until September 2009.

SYARIAH MICRO BANKING CURRENT SITUATION




TRUSTCOMPETENCECAREPRIDE

SIMPLECONVENIENCEFASTCOST EFECIENCY

SIMPLEBASIC COMPREHENSIVENESSECONOMIC PRICING

COMMUNITYBANKING

SUPERMARKET BANKING

MODERNBANKING

High Acceptability Low NPL

One Bank is Enough High Loyalty

Efficient High Profitability

Chapter III : Scope of Works BUSINESS KEY SUCCESS FACTORS




1. Mass market segmentation2. Size of wallet3. Customer needs & expectation4. Market Player5. Common Practice

To formulate the best strategy for micro banking business, these following factors must be taken into account

CONSIDERATION FACTORS (1/8)




Chapter III : Scope of Works

1. Mass Market Segmentation

There are around 50 million household in Indonesia. These household is divided into 2 groups which are self employed and employee (consumer) segments. The consumer mass market segment comprises of lower mass and credit class with household income ranging from IDR 5 – 150 million per annum.





2. Size of Wallet

Based on our research, there are approximately 22.1 million potential customers in the consumer mass market segment. Average Financing size for credit class and lower mass is IDR 8-10 million and IDR 1-2 million respectively; and the net interest margin is around 32% both for credit class and lower mass with the estimated Financing revenue pool is IDR 13 trillion.

Number of entities Millions

* Lower target spread are for current tapped market. Assume that banks can charge a higher rate for untapped customers** Includes micro and what was formerly known as small businesses (turnover IDR50 – 350m) in earlier progress review

*** Ranges from IDR3-40 million. This is a weighted average Source: Asian Demographics; BPS; US AID; Bank Indonesia; Danamon; BPR; Industry data; team analysis

Average loan size IDR millions

Total loan potential IDR trillions

Loan spreadPercent

Revenue poolIDR trillions

EMPLOYEES

Credit class

Lower mass

EMPLOYEES

Credit classCredit class

Lower mass Lower mass

Small businessSmall business

Micro business**Micro business**

2.9

19.2

~0.7

18.8

1-2

~84

7-9***

19-38

~58

123-180

32%

9%-15%*

27%-32% 36-53

8-10 23-29 32% 7-9

6-12

~8SELF

EMPLOYED

Chapter III : Scope of Works CONSIDERATION FACTORS (3/8)




3. Customer Needs & Expectation

From our market research, we also know that these individuals value fast turnaround and service time, simple requirements and process and convenient service over price.

“I don’t borrow from bank because the procedure is too complicated”

“Banks require too many documents and verifications”

“I have very small amount of money to save, and saving at the bank is too complicated for this small amount ”

“I am not sure if I can meet all the requirements by banks for setting up an account or borrowing a loan”

“I borrow because I need the money urgently. It takes too long for the bank to process my loan and I can’t wait”

“Why can’t I get the money transferred at the bank in one day?”

“If I need money for tomorrow, I just go and borrow from my friend. I can get the money immediately ”

“There is always a long line at the bank and I don’t like to wait”

“I save my money at home so I can use the money any time I need it”

“I don’t like to take my kid and take the transportation to go to the bank which is far away”

“I borrow and keep my money with the same bank because it is easy and convenient for me to only make one trip a month ”

“I like the other non-bank lenders because they come to my home instead of for me to go to them”

Simplicity Speed Convenience





4. Market Player

This significant market is largely untapped by banks. While 94% of these customers have borrowing needs, only 35% borrow from BRI and other commercial banks. Other than banks, they borrow from BPR (people’s bank), friends and relatives, pawn shop and Financing shark.






5. Common Practice : Business Model for Self Employed (Micro Business)

11






5. Common Practice : Islamic Rural Bank (BPRS) & BMT Synergy with Islamic Bank






5. Common Practice : BMT Venture





PENETRASI PASAR




Dalam muamalat, kaidahnya “semuanya boleh kecualiyang dilarang”.

Pahami yang dilarang, jauhi! Pintu kesuksesan terbukalebar menanti Anda.

Syukuri apa yang ada, karena hidup ini adalah anugerah.

CREDO # 1

Follow Him, then you’ll be blessed

SELLING WITH EMOTIONAL VALUE # 1




CREDO # 2

Never give up on good things, and you’ll be surprised how it works to your success

Ingatlah kisah Siti Hajar yang tidak pernah menyerah mencari air, akhirnya Allah memberikan zam zam yang tidak pernah berhentimengalir.

Always give your best, and the best will come back to you. In ahsantum ahsantum li anfusikum, wa in asa’tum falaha.





CREDO # 3

Don’t touch Sharia. Share the values

Sharia has many interpretations. Disagreement is most likely in every aspect of life.

Values of life is universal. Agreement is most likely in every aspect of life.





CREDO # 4

Li kulli maqam, maqal(speak with their language)

Identifikasi tipe pelanggan Anda, dan gunakanlah “bahasa”mereka.

Selling is not about you. People buy for their reasons, not yours.






CREDO # 5

Be smart. Give your YES, then you’ll get their YES

Ingatlah kisah Rasulullah saw yang menyetujui tiga syarat yang diajukan seorang pemuda untuk masuk Islam: tetap bolehberjudi, main perempuan, mabuk-mabukan. Rasulullah hanyaminta satu syarat: jangan bohong.

You can’t change the market in one day, but you can always influence the market in every second.




CREDO # 6

Don’t Compare. Share uniqueness of your product concept.

If you compare, you will get this or that.

If you share the uniqueness, you will get this and that.





SELLING WITH EMOTION VALUE # 7

CREDO # 7

Selling is caring

They don’t care how much you know until they know how much you care.

They don’t care about your targets and problem, they wish you help the solve their problem.

Kesuksesan dakwah Rasulullah SAW karena perhatian beliauterhadap umatnya.





CREDO # 8

Selling is listening

When you listen their concerns, you’ve won their heart.

Selling is happening when your prospect is telling and you are listening actively and positively.

Ingatlah kisah Rasulullah saw dengan pengemis tua yang selalumencaci Rasulullah tanpa mengetahui Rasulullah beradadihadapannya dan dengan sabar menyuapinya.





CREDO # 9

Have a winning spirit, because we are the champion

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