Re-Initiating Loan Growth Adira Positioning Relative to Non-Captive Competitor. Wide product range related to automotive financing Provider for multi brand financing. Physical presence of network Not all overlap, some competitor present where we have not.
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Re-Initiating Loan Growth Adira Positioning Relative to Non-Captive Competitor • Wide product range related to automotive financing • Provider for multi brand financing • Physical presence of network • Not all overlap, some competitor present where we have not • Competitive pricing as a key-driver for customer acquisition in dealer Plan to tap the market Slide 1
Re-Initiating Loan Growth Motorcycle Financing -- Positioning for the next 3 – 5 years Non captive player New ‘strong’ entrant • BCA – 2 wheeler predicted to gain min 10% market share • Cash payment + Non captive player will gain 48 % market share • Small Fin.Co expected to diminish
Re-Initiating Loan Growth Motorcycle Financing -- Positioning for the next 3 – 5 years 48 % 32 % • BCA – 2 wheeler still predicted to gain min 10% market share • Cash payment + Non captive player will gain 32 % market share • Small Fin.Co expected to diminish
Re-Initiating Loan Growth Proposed In-organic Growth Scheme Adira Finance-Infrastructure Adira Finance-Talent Pool Slide 4
Challenge Motorcycle Financing • Highly competitive pricing offered by FIF, related to Honda’s principal initiative to regain motorcycle market share. • Highly competitive pricing offered by Summit Oto, due to their expansion initiative CHALLENGE Rivalry among competitors • BCA group company focused on 2 wheeler ready to enter the market (BCA acquired SMS Finance) New Entrants • Loan for rural bank & other bank cash loan product have gained 5 % share in motorcycle sales in 2H08 & 1H09 Substitutes • Hijacking by Summit Oto & SMS Finance • Opportunity loss due to lagging time in MPP fulfillment (after manpower rationalization during crisis period) Others • Market share decreasing • Margin compression
Strategy Main Business Initiatives Existing Market New Market Adira Core Competence Existing Product Networking Value Chain Analytical Capability New Product Slide 8
Strategy Main Business Initiatives Existing Market New Market Adira Core Competence Existing Product Networking Value Chain Analytical Capability New Product Slide 9
Earthquake on West Sumatera Rp 232 bio 32.215 accounts = Rp 387 bio Rp 93 bio • Potential Loss : • LOR = Rp 23 bio • WO = Rp 15 bio Rp 46 bio Rp 15 bio Total loan outstanding on Padang & surrounding Predicted as not impacted portfolio To be rehab To be repo Write - off Total = Rp 48 bio Catastrophic claim = Rp 23 bio Predicted Net Losses on loan = Rp 25 bio
X-Sell Intensification Penetrating customer wallet size thru Adira Club Membership • ADMF as Customer Acquisition Engine • ADMF – Adira Club Membership Card as “wallet size penetration tool” • Repeat order w/ADMF Product • X-Sell w/ bank product • X-Sell w/ aff-co product • Optimize ADMF resources & customer understanding • Selling X-Sell product • Managing customer transaction • Managing collection X-Sell intensification Slide 11
X-Sell Intensification Penetrating customer wallet size thru Adira Club Membership ACCOUNT ACQUISITION ACCOUNT MAINTENANCE & DEVELOPMENT Advocate Customer PLATINUM ACM-Platinum Loyal Customer • Understanding of customer behavior pattern GOLD ACM-Gold BLACK Eligible Customer • Understanding of customer need & effective sales preposition • Customer relationship (active), eg: community • Referral program ACM-Black • Understanding of customer pay behavior & collection (where, when, how to collect) • Ubiquitous network (inc. Dealers) • Customer relationship (passive), eg: frontline relationship, Lebaran fest, birthday Buyer/ Customer • Customized product, eg: stepping loan • Higher ticket price products to offer, eg: mortgage, banc assurance • More products to offer (standard ticket price), eg: credit card, unsecured personal loan PRODUCT OWNER ADMF + BDI + AffCo ADMF + BDI +AffCo ADMF + BDI + AffCo CUSTOMER UNDERSTANDING ADMF ADMF ADMF PROCESS OWNER ADMF ADMF ADMF