1. BANKING INDUSTRY
Presented by:
Anggi Ratna

2. Profile
Anggi Ratna Utami, S.Si
Graduated on July 2005 from Mathematics ITB, majoring on Mathematics Finance.
Company Position Period
Standard Chartered Bank Consumer Business Analytics Sep’11 –
present
Bank Internasional Indonesia Risk Management, Nov’09 –
Personal Loan & Merchant Risk Policy Manager Aug’11
Citibank, NA Risk Management, Oct’08 –
Personal Loan Acquisition Policy Analyst Nov’09
Citibank, NA Risk Management, Dec’07 –
Branch Product / Banking Policy Analyst Oct’08
Citibank, NA Personal Loan Business, Feb’06 –
Marketing Acquisition Analyst Dec’07
Citibank, NA Personal Loan Business, Jul’05 –
MIS for Sales Operation & Support Feb’06
anggi.ratna@gmail.com

3. Overview

4. Basic Principle of Banking
Three Lines of Defence (TLD)
Risk Internal
Risk Audit
Taking
Management
Unit
Unit
Assessing Risk:
Providing assurance
Measuring &
that Risk
monitoring whether Management
Actually Managing risk occurred
the Risk Framework is
effective
1st Line of Defence 2nd Line of Defence 3rd Line of Defence

5. Segmentation of Banking Customers
Loan size Household income
IDR millions IDR millions
Affluent SME, > 400
Commercial, Affluent
Turnover of IDR 350-1,000mio; Corporate
Small family-owned business;
Mainly in retail & trading; 200
Typically with <20 employees
Mass -
Affluent
Small 150 - 400
Business Professional
50
Low-middle working
Turnover of IDR 10-350mio; Credit Class class (white-collar
Micro Enterprises; Mainly stall workers)
25 - 150
owners & petty traders
Mass Micro 5
Business Government
Servant;
Lower Mass Blue-collar
5 - 25
workers
1
Non-
Bank- Non-Bank-able
able
Self Employed Employee
Source: Asian Demographics; Bank Indonesia; BPS

6. Function Units on Banking
Consumer Bank Risk Management Finance Human Resources
Corporate Bank Audit Technology Corporate Affair
Treasury Legal Operation
Compliance
Special Asset
Management

7. Consumer Bank
Lending Wealth Management
Transaction Banking
Consumer Finance

8. Corporate Bank
PRODUCT SEGMENT
Transaction Banking Trade,
Cash Management,
Securities Services
Global
Financial Markets Corporates
Derivatives, Foreign
Exchange, Rates,
Structured Trading and
Products, Capital Markets,
Loans Syndications, Asset- Financial
backed Securitisations
Institutions
Corporate Finance
Corporate Advisory,
Project and Export
Finance, Structured Trade
and Structured Finance Local
Corporates
Principal Finance
Real Estate, Corporate PE,
Alternative Investment,
Group and Infrastructure

9. Risk Management

10. Risk Management Process
Identification
Measurement
Mitigation
Monitoring

11. Type of Risk
1 Credit Risk Risk that the debtor fails to repay its loan
2 Market Risk Risk that the movement of interest rates will cause an unfavorable
impact to the banks trading book and banking book
3 Liquidity Risk Risk that the bank suffers when it has not enough fund to pay its
obligation at any given time
4 Operational Risk Risk caused by failure of system, people, and external event
5 Reputational Risk Unfavorable effect of negative publication
6 Compliance Risk Risk of the bank being non comply with its regulator
7 Legal Risk Risk of the bank sustaining losses from lawsuit
Risk of the bank wrongly applying its strategy, which is resulted in
8 Strategic Risk
worse performance in the market compared to its competitor

12. Control the risk
Credit Risk Apply standard for collateral, set-up minimum risk level via our
credit risk rating
Market Risk Perform hedging via forward contracts, options, and/or other
Liquidity Risk derivatives.
Operational Risk Apply SOP (Standard Operating Procedure), technology updates,
stress test of equipment and personnel
Reputational Risk Actively educate our customers regarding our products to avoid
misunderstanding that will lead to customer complaint
Compliance Risk Perform compliance review of our alignment with regulatory
requirement
Legal Risk Countermeasures in the form legal actions
Strategic Risk Proper market study

13. Consumer Bank

14. Consumer Bank
Lending Wealth Management
Transaction Banking
Consumer Finance

15. Key Driver for Consumer Banking Financial Performance
Volume GIM
NII x - COF
NIM
Revenue
+
NFI
Working profit
- Indirect
Cost +
Trading profit - Direct + People
GCO Premises
IIP
- Net Tech and ops
Loan recoveries
impairment + Others
PIP (provision)
GIM = Gross Interest Margin
COF = Cost Of Fund
NIM = Net Interest Margin
NFI = Net Fee Income
NII = Net Interest Income
GCO = Gross Charge Off  penghapusan kredit macet
IIP = Individual Impairment Provision  GCO - Recovery
PIP = Portfolio Impairment Provision  pencadangan macet
LI = Loan Impairment  IIP + PIP Total Bad Debt

16. Key Driver for Consumer Banking Financial Performance
100
80 35
7
17
60 33
100
40 2
75 13
20 42
31
0
GII COF NFI Contra Total Total Cost Working GCO Recovery TP
Revenue Revenue Profit

17. Banking Customer Proposition
Acquisition Retention Cross sell
•Do products have the right value proposition for customers
Product •Does it fulfill customers’ need
•Is pricing less than the perceived benefits from the customer’s perspective
Pricing •Is pricing structure favorable to the customer
Promotions/C •Is promotion compelling for customers
ommunication •the right communication to reach out customers
•Reach versus accessibility
Distribution •Are we convenient for the customers to use
•Do banking people understand the product sufficiently to communicate its value
People to customers
•Are banking people competent to provide value added advise
•Are processes efficient to deliver this value proposition at the lowest possible
Processes price
•Are processes onerous on our customers
•Have we priced sufficiently for risk- risk based pricing
Risk •How do we ensure we have the right risk infrastructure to manage our clients

18. Tips to Fresh Graduate to Enter
Banking Business

19. • Passion and Committed
• Build Good Relationship / Networking
• Integrity and Respect
• Dedicated to Team Work
• Be Open Mind
• Exceed other expectation ( Excel)
• Job is different with career
• Sell yourself
• Improve English capability (both verbal and written) and
knowledge of computer applications
• Know the Company and business
• Attitude is the most important

20. THANK YOU