Leasing knowhow
10
special
What's NewS Issue 7. July 1997
more sophisticated - there's
that word again - products.
'Look,' he says, 'we have
competitors here who can
offer one-stop shopping.
We've started to move away
from a pure lending
orientation, hut we need the
capacity to offer products like
Eurobonds, Yankee honds.
Then there is M&A. This is a
very interesting market.
Growth is consistent at
EXCITIIMG MARKET
All of this talk about focus and
teamwork is no mere PR
exercise to present a pretty
picture of Jakarta to the
network - like all operations,
RDI has had its ups and downs.
'There's no such thing as a
smooth ride,' says Christian
Mol. But what the team appear
to be doing is trying to make
the ride as easy as possible, not
least by equipping staff with the
TRAINING PERCENTAGE
With close to 240 banks, it would almost be understatement to say
this is an overbanked market. While large numbers of banks dearly
have consequences for competition in business, they also mean
competition in staff.Training is high on the banking sector's list of
priority, a focus which,according to deputy general manager
Basalamah Muhammad, is supported by regulations. This is not only
an overbanked market,'he says,'it is also a rapidly changing market,
so growing skills is essential to keep up with and better still
anticipate technological change. Government introduced a
regulation quite some years ago which requires all financial
institutions to contribute a percentage of its total salary bill to
training. Although it is an expensive ruling, it also acts as an incentive
to send your people on courses - after all.you're paying anyway.'
everyone in the Indonesian
capital. 'It took a while,
maybe, before everyone saw
just how useful it was to join
forces, rather than operating
like individual kingdoms,'
Beiboer confirms, 'but now
we've got a taste for it, we're
doing a lot of business with
Singapore and the rest of the
network.'
LEARNING CURVE
According to Beiboer, Jakarta
needs the network for the
From left to right: Tommy
Chandra, Cynthia
Tambingon, Fony
Limengan - Finance,
DewiAmalia,Sri
Handayani - Private
Banking and Widiyo Setio
Buntoro - Finance.
The sign on the door may say: Rabo Finance Indonesia,and the offices
may appear separate from RDI, but the separation is cosmetic - a
second door gives direct access to the bank's commercial department.
'We interact a lot,'says RFI's marketing director Tommy Chandra.This is
hardly surprising as this financial leasor focuses on processing
machinery, much of it destined for Indonesia's huge food and
agribusiness sector. 'Our target clients are the biggest and second
largest quality corporationsmuch like our colleagues down the hall,'
Chandra explains.Like leasing itself, this sounds easy when Chandra
says it. However,the reality of the market place is very different. 'We
are not the only company that is chasing this target group - there are
252 other players in this market,'he confirms.'Leasing has been a very
popular instrument in this country since the early 1970s, so some
sections of this market are pretty sophisticated - although not all.
What we try to do is add value for customers. Leasing itself is not
complex as a concept, but if you want to add value, then you have to
achieve very creative fiscal advantages for your cliënt by tailoring
depreciation to their needs. In a sense, it's rather like structured
finance.'At present,Chandra and his people arefacing a challenging
couple of months - following a banneryear in 1996, they are currently
somewhat below target. The budget was tough,'he smiles ruefully,
'because we had such a good year. Actually, we're lagging because of
the elections.Things were pretty quiet in the run-up.They're already
picking up again nicely and we think we'll do it.'
tools they need to do more than sure we're all having some fun
just their jobs. 'The aim is to in what really is an exciting
cut down on what we call the market.'
"rabbit work" and to make
Loan Administration Team,
from left to right:
Kussujanarko - Credit
Control Support, Metta
Ardaneshwari, Mayumi
Putri, Dewi Wardoyo, Sri
Rahayu and Feiix Hartadi -
Credit Control Support.
around 8 percent a year, so
this is a very attractive
proposition. Plus, the
Indonesian corporates are also
looking elsewhere. So that is
another area where we could
do some good business. APFT
is another area - we're finally
getting our own guy here. Let's
say we're in a learning curve,
moving up it bit by bit. We're
not looking for aggressive
expansion, but rather for
quality through sector
focus.'
The Customer Survice Team
from left to right:
A. Binihastuti, Rusli Yahya,
Murdianto, Lasma Friska
Siahaan (Accounting), Budi
Suwito, Trio Syanto Martono
(General Affairs),Sri
Kuswardani, Wagiantoro,
Riswanto and Budi Tri
Handoyo.
Een aantal jaar geleden legde de Indonesische overheid vast dat een percentage van de totale salariskosten van financiële
bedrijven bestemd moet worden voor training van het personeel. Het is van essentieel belang dat het personeel op de hoogte
blijft waardoor men beter in kan spelen op de technologische ontwikkelingen. In een constant veranderende, overbezette markt is
dit geen overbodige luxe.
