“Pendapatan berbasis fee dan biaya atau fee based income (FBI) menjadi salah satu penopang kinerja perbankan tumbuh tinggi sepanjang tiga bulan pertama tahun ini. Sedangkan pendapatan bunga bersih mereka masih tumbuh tipis, bahkan sebagian masih mengalami penurunan.”
Kontan, 28 April 2022
Fee based income (FBI) is income earned by banks from transaction services or non-interest bank operating income. For example, the bank gets the FBI from interbank transfer administration fees, BIFAST, SKN and RTGS. The bank also gets the FBI from administration fees for Gopay and OVO top-ups, credit purchases (pembelian pulsa), electricity and water payments.
Our Goals
Data processing should have specific goals and objectives. In this example, our goal is focused on the FBI increase from credit purchases.
Goals: increasing FBI from credit purchases through mobile banking channel
How? There are two options:
- Increase the frequency of credit purchases
- Increase the fee amount
Instead of increasing its fee, we choose to increase the number of purchase.
Information About Credit Purchase
- Credit purchase fee charged to customers: IDR 1000/transaction
- If the nominal credit purchased is >= IDR 100,000, the provider gives a discount of IDR 5,000 for the bank (Therefore the FBI obtained by the bank is IDR 6,000/transaction)
Trying to Find New Opportunities
Let’s take a look at this graph of sales frequency per credit nominal in a year
The most purchased credit nominal is 25k, 50k, 100k.
A strategy is needed so that customers who buy 25k and 50k want to buy 100k credit.
How? We try to analyze the repurchased frequency.
Create Repurchase Frequency Table
Based on the repurchase table, we can see:
- 9468 people who repurchased 25k credit 4 times in a month
- 45242 people repurchased 50k credit 2 times in a month
This potential customer can be offered to buy direct credit of 100k, without being split.
Let’s Build A Simulation
This calculation is made with the assumption that all customers who were offered to buy 100k credit were all successful.
We can see there is a 250% potential increase of the FBI in one year through this simple analysis.
This case is adopted from a real case and this is an implementation of the quick win solution. Quick win is a simple case, processed in a short time, but can have an impact that can be implemented immediately and the results can be seen in a short period of time.
Let’s start build your own quick win solution with us!
