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  • Materi Trainning Sales Process

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    Alif Shofian
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    This document outlines the credit acquisition and underwriting process for STP & Proxy Income. It involves multiple stages including data entry, analyst review, risk approval, full data entry, and document checking. It also details how proxy income is calculated using various existing credit facilities to determine a customer's repayment capacity. Proxy income provides a reliable, adequate, and good performing alternative income source to assess customers. The example case demonstrates how proxy income is formulated based on an individual's credit card limit, mortgage, and auto loan details.

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    This document outlines the credit acquisition and underwriting process for STP & Proxy Income. It involves multiple stages including data entry, analyst review, risk approval, full data entry, and document checking. It also details how proxy income is calculated using various existing credit facilities to determine a customer's repayment capacity. Proxy income provides a reliable, adequate, and good performing alternative income source to assess customers. The example case demonstrates how proxy income is formulated based on an individual's credit card limit, mortgage, and auto loan details.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    Download as pdf or txt
    36 views8 pages

    Materi Trainning Sales Process

    Uploaded by

    Alif Shofian
    This document outlines the credit acquisition and underwriting process for STP & Proxy Income. It involves multiple stages including data entry, analyst review, risk approval, full data entry, and document checking. It also details how proxy income is calculated using various existing credit facilities to determine a customer's repayment capacity. Proxy income provides a reliable, adequate, and good performing alternative income source to assess customers. The example case demonstrates how proxy income is formulated based on an individual's credit card limit, mortgage, and auto loan details.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    of 8

    STP & Proxy Income

    Credit Acquisition & Underwriting Process Stages


    Credit Acquisition Credit Underwriting

    Stage Analyst Data Entry Stage Analyst Stage Full Data Entry
    • Edit/Tag Income • Calculate • Melengkapi Mandatory field
    • Input Mandatory field • Add Deviation • Checker data vs document
    • Geotagging • Decision • Return Aplication
    • Order Survey • Return App.
    • Vertel
    • Return Aplication

    Golive
    STP Ready To •System
    Golive
    •System
    Pre Golive
    (Review)
    •AP Control
    Pre Golive Central
    (Approve)
    Approval
    Operation •AP Control
    Full Data Cabang
    DATA ENTRY Approval Entry Pre Golive •OH
    Analyst Risk •Document •AOH
    •Customer Approval •AP Control
    •CA TL Checker •NODH
    •Sales CNAF Marketing Analyst Data •Credit Cabang
    (DC) •COO
    •Mitra •BM/OH Entry Analyst (CA) •CADH
    •DE •RSDH/NODH •CUDH
    •Credit •CCRO
    •PPMH Analyst (CA)
    •CSMO/COO •CEO
    •CEO •COMM
    Pengecekan:
    High Risk
    ASLIRI, SLIK, DUKCAPIL, PEFINDO, APU/PPT Pemeriksaan
    Document Checker Penandatanganan
    APPI, Dedup CONFINS, Negative Dokumen untuk
    & Operation Perjanjian
    List, Proxy Income, RAC Branch Filling & Signing Pembiayaan
    Credit Program Processing

    Integrasi sistem dan proses dengan mengotomasi semua proses Approval tanpa
    adanya intervensi manual dari Credit Analyst (Auto Approve)

    Segmentasi Program untuk mendukung penjualan terhadap segmen-segmen


    market khusus
    Used Car Program

    STP_BURSA_ATTACK STP_HIGH_CONTRIBUTOR_ ATTACK STP_CREDIT_CARD STP_SYAB STP_LTV50 STP_HIGH_SCORE OTR ATTACK


    DEDICATED HIGH CONTRIBUTOR
    DEDICATED SHOWROOM ON BURSA CAR OTR ≥150JT MAX NTF 2M LTV ≤50 HIGH SCORE LTV 80
    SHOWROOM
    DAN DAN MAX NTF/PLAFON 2M PASS SCORE UNTUK PEMBELIAN MOBIL MAX NTF/PLAFON 500JT (USED CAR) MAX NTF 1 M (USED) DKI OTR ≥250JT
    ELIGIBLE OTR ATTACK PROGRAM ELIGIBLE OTR ATTACK PROGRAM MAX LTV 70 (UNITJEPANG) MAX LTV 80 PASSENGER MAX NTF 1.5 M (NEW) NON DKI OTR ≥150JT
    UNIT JEPANG ATAU NON-JEPANG (UNIT JIKA USIA KENDARAAN >5THN
    ATAU ATAU MAX LTV 65 (UNIT NON JEPANG) ELIGIBLE PROXY INCOME MAX OTR 3M (ELECTRIC CAR)
    HYUNDAI/ MERCEDES/ BMW/ KIA) WAJIB ASURANSI ALL RISK
    LTV MAX 80 DAN EXISTING BANK/CNAF LTV MAX 80 DAN EXISTING BANK/CNAF MIN CC GOLD EMPLOYEE
    LTV MAX 75 DAN NONEXISTING LTV MAX 75 DAN NONEXISTING DEBITUR GOOD SLIK DAN SPOUSE
    MOB CC ≥ 24
    BANK/CNAF BANK/CNAF GOOD/NO SLIK
    DAN DAN GOODSLIK
    GOODSLIK FOR DEBITUR AND SPOUSE GOODSLIK FOR DEBITUR AND SPOUSE
    ELIGIBLE PROXY INCOME ELIGIBLE PROXY INCOME

    • Car Passenger
    • Match ASLIRI
    • Non Bad Customer CNAF
    • Non High Risk Customer
    • Tidak boleh deviasi MOB
    • Tidak Boleh Upping OTR (Untuk Used/Refinancing)
    • Max NTF 2M
    • Double Cabin Jawa Max LTV 75 dan Asuransi All Risk All Tenor
    Proxy Income
    Income pengganti yang digunakan untuk menghitung kapasitas nasabah
    berdasarkan data internal/external

    Proxy Income

    FPPD

    Why ??
    Reliable
    Adequate
    Good Performance
    Proxy Income

    Proxy Income Formulation

    Proxy Calculation Conditions

    CC 0.5 x Plafon Active Facility and MOB ≥ 12 Mths

    Mortgage (Plafon Awal / 48) x (1.025)^Selisih Tahun All Facilities and All MOB

    Auto 1.7 x Installment All Facilities and All MOB

    PL 1.7 x Installment Active Facility and MOB ≥ 6 Mths


    Contoh Kasus

    Nasabah A mempunyai fasilitas di SLIK sebagai berikut

    Fasilitas Plafon Installment MOB Proxy


    Kartu Kredit 50,000,000 2,000,000 23 25,000,000
    Mortgage 800,000,000 11,477,676 36 29,161,502
    Auto 550,000,000 7,890,902 8 13,414,534
    Personal Loan 70,000,000 3,087,792 9 5,249,247

    Dalam kasus diatas Proxy income yang dipakai adalah proxy yang tertinggi yaitu Proxy dari Mortgage/KPR
    sebesar 29,161,502
    Thank you!

    Agung Anggana
    Credit Operation Excellent Division Head
    CIMB Niaga Finance

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