FINAL REPORT
BY
SEPTY FERAWATY
NPM A0B102068
UNIVERSITAS BENGKULU
FACULTY OF TEACHER TRAINING AND EDUCATION
ENGLISH DIPLOMA III PROGRAM
2007
THE CREDIT MARKETING SYSTEM OF HONDA MOTORBIKE
AT PT. FEDERAL INTERNATIONAL FINANCE BENGKULU
FINAL REPORT
BY
SEPTY FERAWATY
AOB102068
UNIVERSITAS BENGKULU
FACULTY OF TEACHER TRAINING AND EDUCATION
ENGLISH DIPLOMA III PROGRAM
2007
ii
MOTTO AND DEDICATION
MOTTO:
Mereka menggunakan keterampilan & imajinasi yang konstruktif
untuk melihat seberapa banyak bukan seberapa kecil, yang dapat
mereka berikan untuk satu dolar, pasti akan sukses (Hendry Ford)
You will lose a success if you never remember it because successful in
your mind (Septy)
Have to optimist that no matter what happens (Septy)
English is unique (Septy)
Barang siapa pergi menuntut ilmu maka ia dihitung dalam sabilillah
hingga ia kembali ketempatnya
( Riwayat AL-Tarmizi).
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ACKNOWLEDGMENT
Alhamdulillah thanks to Allah SWT for giving the writer mercy and blessing
to finish this final report, which was written to fulfill one of the requirements for “ahli
madya” degree in English language study program. The entitled is: “The Credit
Bengkulu “.
This paper was made and submitted to DIII English Study Program of
Many people who had been assisting the writer in completing this Final
Report. The writer therefore would like to deliver her greatest gratitude to the
1. Mr. Imranuddin D, M.A., as advicer who gives her motivation and advice.
2. Mr. Dedi Sofyan, M.Hum., as head of English DIII Program that have guide
4. Bapak Andri Widiyanto, as Branch Manager and all staff PT. Federal
information.
5. Mrs. Hilda Puspita, M.A., as examiner who gives her comments, ideas,
The writer realizes that this Final Report is still far from being perfect;
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therefore any suggestion and constructive critics are always welcome for a better
further improvement.
The writer hope this Final Report can be useful for all and next generation.
Writer
vii
ABSTRACT
The aim of this paper was to find out the credit marketing system used by P.T.
Federal International Finance (FIF) Bengkulu. The data were collected by a series of
observations and interview at P.T. FIF Bengkulu. It was found out that P.T. FIF
Bengkulu applied leasing system. P.T. FIF Bengkulu provides accessibility to the
costumers who have the intention to purchase the product (in this case, the Honda
motorbike) but did not have sufficient fund for that purpose. Once the costumers have
a down payment to P.T. FIF Bengkulu, they can purchase the product under one
significant condition that they should be able to complete the payment based on the
agreed period of time.
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ABSTRAK
Ferawaty, Septy. 2007. Sistem Pemasaran Kredit Sepeda Motor Honda pada
PT. Federal International Finance Bengkulu
Tujuan dari penulisan ini adalah untuk menemukan sistem pemasaran kredit yang
digunakan oleh PT. Federal Internasional Finance Bengkulu. Data laporan akhir ini
dikumpulkan dengan satu rangkaian pengamatan dan wawancara pada PT. Federal
Internasional Finance Bengkulu. Dapat disimpulkan bahwa PT. FIF Bengkulu
menerapkan sistem pembiayaan. P.T. FIF Bengkulu memberikan kemudahan kepada
para calon konsumen yang ingin memiliki produk yang mereka tawarkan (dalam hal
ini, sepeda motor Honda) tetapi tidak memiliki cukup dana. Para calon konsumen
tersebut hanya diharuskan membayar sejumlah uang muka kepada P.T. FIF dan
kemudian mereka bisa memiliki produk yang mereka inginkan. Akan tetapi, mereka
harus tetap melunasi sisa pembayaran secara kredit dalam jangka waktu yang telah
disepakati bersama antara mereka dan pihak P.T. FIF Bengkulu.
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LIST OF CONTENTS
CHAPTER I INTRODUCTION
1.1. Background ................................................................................................. 1
1.2. The Formulation of Problem ....................................................................... 3
1.3. The Objectives of The Final Report ............................................................ 3
1.4. Significances of The Final Report .............................................................. 3
References
Appendices
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LIST OF APPENDICES
1. Surat Pernyataan Kesediaan tempat magang
2. Surat Keterangan telah magang
3. Daftar Awards
4. Misi dan Visi FIF
5. Undangan khusus
6. Surat Peringatan Pertama
7. Surat Pemberitahuan
8. Lembar Aplikasi Kredit
LIST OF FIGURE
Figure 1. Struktur Organisasi PT. Federal Internationan Finance (FIF) Cabang
Bengkulu
1
CHAPTER I
INTRODUCTION
1.1 Background
marketing system along with a good report system where all financial activities
because leasing company does not only offer accessibilities in term not only in
when they sell the products, but also offer maintenance services to the customers
performance of the company. Some of them are as follows: improving the quality
1
2
However, this final report would mainly deal with the marketing system for this is
the only main core of any company’s business. There are two main reasons for
this. First, marketing system is very important for it shows the regulation and
system where a customer can purchase a product from a company. It is from this
stage a customer can straightly decide to purchase the product or not, mainly after
marketing system. The second is that every company has its own marketing
system. Therefore, it is not an uncommon fact to find that even two companies of
This final report dealt with what is the marketing system applied by PT
FIF Bengkulu and how the system is conducted. It is important to analyze this for
PT. FIF Bengkulu has long been regarded as one of the most notable leasing
similar companies which apply leasing system, PT. FIF focuses their products
FIF can manage to improve their profit every year. However, this is not the only
main reason to explain why PT. FIF can do such achievement. It has been a well-
known fact that PT FIF also has an excellent marketing system that also plays a
underlying reasons that this final report dealt with the credit marketing system of
This final report is aimed at describing the credit marketing system applied by
PT.FIF Bengkulu.
as well as to enrich information about the marketing system applied by PT. FIF
Bengkulu. In a general scope it hoped that the outcome of this final report
would improve the knowledge of any individual who puts a great interest on
CHAPTER II
LITERATURE REVIEW
System and procedure are two inter-related elements that should become
one of the top priorities in any companies. It is because the company will never be
able to achieve its objectives without a good system along with a good procedure.
Therefore, it is necessary to discuss a little bit about system and procedure in this
sub-chapter.
Cole in Baridwan (1991:3) states that system is the guideline for inter-
conduct any kinds of activities. He further states that procedure is the steps in
doing any activities. From this point, it can be inferred that procedure is a part of
procedures made based on one particular pattern and conducted to achieve the
missions of the company itself. In line with this, Narko (1994) states that system
From the two definitions above, it is clear that system can not be replaced
from procedure for they are two of the kind. System is basically the guideline
4
5
while procedure is the method to execute and achieve the purpose of the
guideline.
able to possess a merchandise without necessarily have to pay the price of the
customers only have to pay the down payment of the merchandise on the
money that should be paid by the customers to complete the down payment. The
length of time of the regular payment depends on the deal between the customers
and the sellers. Normally this depends on the amount of the down payment, the
bigger the down payment the less the regular payment that should be paid by the
customers.
merchandises just in case the customers tempted to commit crime by not doing
their obligations to pay the regular payment. There are two methods commonly
practiced by the sellers nowadays. They can either ask their customers to provide
an assurance in any kind of form, or they can take their merchandise back
whenever their customers do not fulfill their obligation of paying regular payment
to them. There are, however, other methods as proposed by Dukat (1992), that the
6
sellers could arrange a credit-payment contract which includes one or the whole
On this kind of transaction, the right of the products still belongs to the sellers
until the whole regular payments have been completed by the customers. In
other word, the customers keep paying the regular payment until he can legally
2. Hypothec:
the price of the products they would like to purchase all at once on the first
transaction. Instead, the customers are only asked to give the down payment,
which depends on the deal between the customers and the sellers. Furthermore,
the customers can temporarily purchase the products as soon as they have paid
the down payment. However, if by any chance the customers could not
complete the rest regular payment, the sellers would straightly take back the
products from the customers. In other word, the sellers give their products in
terms of hypothec, which means that the customers are allowed to purchase the
products as long as they manage to pay the down payment and the regular
pawning the products they have not yet completely paid to the sellers.
7
The leasing system is basically similar to the previous method. However, on this
kind of transaction, it is not necessary for the customers who want to purchase
certain products but cannot complete the price of the products all at once on the
first payment, to get the products straightly from the sellers. Instead, the
customers could purchase the products from the leasing company who has
already bought the products from the sellers. Under this system, the customers
only have to pay the down payment to the leasing company to be able to
purchase the products they want. Then, if the customers could not complete
their regular payment to the leasing company, the leasing company could take
away the products regardless the amount of money that the customers have
paid.
4. Buy-Renting Agreement:
It means that the customers can rent a certain product for a particular period of
time. However, if the customers get interested to posses the product, they can
pay a certain amount of down payment as well as the regular payments for a
marketing system to the customers. This procedure can be oral, but it is important
8
to prepare the written form just in case the transaction will go the legal matters.
According to Jusup (1987), there are four elements that should be taken into
The length of time provided will influence the level or volume of the company’s
selling which, in the long run, will affect any kinds of cost related to the credit
itself.
This should also be taken onto consideration when a company would like to
arrange a procedure for the credit-marketing system. If the company set a high
the risk of not having the profit is very small. On the other hand, if the company
set a lower standard, their products will reach both the strong-financed
customers and the weak-financed customers. But the risk of getting the loss is
very big. Therefore, the company should be very careful to set its standard of
that can cause loss to the company, such as not completing the regular
payments.
9
The company should not only have a good credit system but also a good
procedure for acquisition to the customers who could no longer fulfill their
can cause terrible loss to the company. The five principles are commonly called
1. Character
customers. In this case, the company should know not only the financial
2. Capacity
3. Capital
This means the amount of customer’s fund available to obtain the products at
4. Collateral
object just in case they could no longer fulfill their obligations to the
company.
5. Conditions
This explains any kinds of legal conditions that should be added into the
contract that depends on the agreement between the company and the
customer.
According to Mulyadi (1993), there is not only one activity, which is the
activities that get connected in a good credit marketing system. They are:
These are the activities of surveying, evaluating and authorizing the license of
credit to a customer.
order, as well as providing the back order letter that explains the customers that
This is a series of activities of keeping the products in the storage or barn so that
This is a series activity of collecting the regular payment fund from the
is very important just in case there are problems regarding to the customers who
According to Mulyadi (1993), there are 7 networks activities that build the
This is the activity of taking marketing order from the customers as well as
giving other valuable information that still has relationship with the ordered
products to them.
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This is the activity of requesting order clearance of the product that has been
3. Delivery Activities
This is the activity of delivery the products to the customers based on the
information that has been offered to them either through mass media
This is the activity of collecting debt to the customers who cannot fulfill their
there will be a good management system that can be used even after the
This is the activity of spreading the information about the products of the
This is the activity of recording periodically the total marketing base price of
the products that has been sold within a certain period of time.
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CHAPTER III
DISCUSSION
1989 under the legal name of PT. Mitrapusaka Artha Finance. In June 26th 1989,
Hardjasatya. This was then preceded by the Minister of Law and Justice under the
certificate No. C2-6728.HT.01.01/27 Juli 1989 and then was announced in Berita
Negara Republik Indonesia (the State News of the Republic) No. 37/12
September 1989. In October 21st 1991, still based on the official document of the
same public notary, PT. Mitrapusaka Artha Finance was turned into a new legal
name of PT. Federal International Finance and was then authorized by the
September 1997. On its first years, PT. FIF Bengkulu only had 12 staff. There is
one strong underlying reason to this small number of staff. It is because PT. FIF
Bengkulu was merely wanted to find whether or not the company could attract the
13
14
In December 1998, PT. Federal International Finance added its staff from
12 into 145 as well as made new branch offices well-spread in almost every part
Linggau.
215 retail outlets and 92 branch offices in 250 cities and towns nationwide,
covering every province from Aceh to Papua. Serving over two million
follows:
1. Branch Manager
the whole activities at the branch office, improving the market share of
2. Marketing Manager
monitoring the sustainability of the price in his market share, designing all
Marketing Dept. GA HRD Dept. A/R Dept. Credit Dept. Dept. UMC Finance
Novi H. Heny Desi Erwin Endang P. Remedial Ady Y. Ais
Tulus R.
Customer Service
Surveyor
Hard Copy
Figure 1.
3. Account Officer
reports, analyzing significant features or conditions that may affect the rate
which analyzes the whole points about the company’s competitors in his
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marketing and advertising activities, such as road show, motorbike fair, etc.
The main duty of an account receivable officer is mainly to control and take
checking any kinds of regular payment that has not yet been fulfilled. There
receivable officer.
c. Collector:
5. Credit Manager
There are seven types of duties that should be carried out by the credit
manager.
a. Credit Operation:
application form.
of BPKB to the dealers, and preparing and delivering the copy of BPKB
c. Insurance:
d. Credit Officer:
Conducting the whole activities that have relationship with the credit
e. Customer Service:
customers, asking the required documents from the customers so that the
customers.
f. Survey Officer:
checking the validity of the documents, making the map of the area in
arranging filing the documents, and having cross check between the
6. Finance Officer
The main duty of the finance officer is to supervise and arrange all kinds of
activities that have relationship with the company’s fund. There are two
a. Finance Operation:
b. Teller
1) Able to serve the customers very well, 2) Reporting the whole regular
Preparing the list of the customers’ names who have not been fulfilled
good relationship with related institution that has great relationship with
department.
b. Executor
Giving a visit to the customers who have not been conducted their
executing the company’s product from the customers who have been
These activities involve the explanation and the assistance to fill in the
These activities involve the activities of recording the whole business deals,
These activities involve the recording of all account receivable made by the
customers and the debt collecting. These activities also involve the
execution of the company’s product from the customers who could not
4. Credit Activities
These activities involve every single activity that has relationship with
inputting the data from the customers’ application forms to the company’s
database.
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Finance
There are five procedures applied by PT. FIF in its marketing system. They are:
the customers and checking the whole required documents from the
customers. Later, the company will issue the Form of Order Acceptance,
which will be used as the ticket for the customers to go to the next stage to
In this stage, there are two departments that will be greatly involved in:
marketing department will demand that the customers should fulfill all the
required terms and conditions so that the credit departments will not have
could no longer fulfill their regular payments, the staff of this department
will straightly give the letter of notification 1, 2, and 3. The first letter of
notification is to the customers who have not able to fulfill their regular
22
payment for three months. If within another two months after the first
letter of notification the customers still could not fulfill their regular
payments, the company will send the second letter of notification. And if
within one month after the second letter of notification the customers still
could not fulfill their regular payments, the company will send the third
letter as the last notification for the customers. The third letter of
notification will be the last notification for the customers. If the costumes
department.
the company’s products whose owners could no longer fulfill their regular
However, the customers are still given a chance to fulfill their regular
payment one week after the motorbike was taken by the executors. If they
still could not do this, the motorbike will be legally become the property
The activities on this procedure are basically the same with the activities
that has already been explained on the selling order procedure, that the
staff of this department will give every detail of information about the
important that the company must explain that the products are the
There are two key points which will be the main discussion on the field
findings. The first is the marketing system applied by PT. FIF Bengkulu. From
the four marketing systems available, PT FIF did apply the leasing system, but
not, however, in a rigid manner. P.T. FIF applied the principle of flexibility and
humanity to almost every department it has. For example, after the third letter of
could not fulfill their obligation to complete the payments of the products. It
shows that there are strong senses of flexibility applied on P.T. FIF.
As for the humanity, P.T. FIF mostly applied it on its surveyor and
humanity to the costumers who were initially seemed not to be able to complete
the regular payment of the products but showed strong motivation and could
guarantee that they could do the monthly-payment once they had the products.
Nevertheless, once they were given trust they would normally, and usually, did
The execution department somehow had its own method in applying the
sense of humanity. Its staff still shows good manner and good attitude to the
costumers who had the third letter of notification. In other words, the execution
department always have diplomacy and good manner as their first priority when
it comes to deal even with the most stubborn clients. It is significant to mention
here that the two principles above brought intangible advantages to P.T. FIF
Another key point is about the five principles applied during the survey
theoretically and practically has been successful applied the 5C’s principles
or not an individual can be its costumer. Surprisingly enough, though P.T. FIF
strongly influences the principle of flexibility and humanity, it never put away
the principles of professionalism. As a result, P.T. FIF not only improved its
annual revenue but also managed to gain prestigious awards. This can be seen
25
from the fact that not only a very few costumers who could not complete the
regular payment, but PT FIF has been categorized as one of the leading leasing
Award, The Best Multi Finance 2004, The Jardine Matheson Group Award, and
CHAPTER IV
4.1. Conclusion
It can be concluded that P.T. FIF Bengkulu applied leasing system on its
marketing system. This system offered a great accessibility to anybody who has
intention to purchase the products offered by P.T. FIF but did not have
sufficient fund for the purpose. The clients only have to give a down-payment
to P.T. FIF in order to be able to purchase the products. However, the clients
have to be able to complete the rest of the payment within the agreed period of
time. If on any case, however, the clients could not be able to continue their
regular payment, P.T. FIF would give them three times letter of notification,
each of which will be given in a certain period of time. And if they still could
not complete their obligations, P.T. FIF would take away the products from the
4.2. Suggestions
already has a well-designed credit-marketing system that become one of the key
factors to improve its annual benefit. However, the following suggestions are
26
27
hopefully applicable to improve the quality of PT. FIF Bengkulu in the future
REFERENCES
Baridwan, Zaki. 1991. Sistem Akutansi Penyusun Prosedur dan Metode. Yogyakarta:
BPFE.
Dukat, Erwan. 1992. Akutansi Lanjutan. Yogyakarta: Karya baru.
Hadiwidjaja dan Wirasasmita, Rivai. 1991. Analisis Kredit. Bandung: Pionir Jaya.
Human Resourse Department. 2007. Sejarah singkat dan struktur organisasi PT.FIF
Cab. Bengkulu. Bengkulu: PT.Federal International Finance.
Jusup,Haryono. 1987. Dasar- Dasar Akutansi. Yogyakarta: Liberty.
Kotler, Philip. Armstrong. 1996. Dasar- dasar Pemasaran Jilid 1. Jakarta: PT. Ikrar
Mandiri Abadi
Mulyadi. 1993. Sistem Akutansi. Yogyakarta: STIE YKPN.
Narko. 1994. Sistem Akutansi. Yogyakarta: Yayasan Pustaka Nusantara.
Ningsih, 2003. Pengajuan Dan Pembayaran Pertanggungan Asuransi atas Kredit
Kendaraan Bermotor pada PT. FIF Bengkulu. Bengkulu: Unpublished.
Program Diploma III Bahasa Inggris, UNIB. 2007. Pedoman Penyusunan Laporan
Tugas Akhir. Bengkulu: Unpublished.
Swastha, Basu. 1984. Azas- azas Marketing Edisi Ketiga. Yogyakarta: Liberty
Winardi. 1986. Pengantar Ilmu Pemasaran (Marketing). Bandung: CV. Tarsito
Winardi. 1989. Aspek- Aspek Bauran Pemasaran (Marketing Mix). Bandung: CV.
Mondar Maju
Winardi. 1989. Pengantar Tentang Teori Sistem dan Analisis Sistem. Bandung: CV.
Mondar Maju.
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APPENDICES