Unfair treatment applied by banking institutions and/or financial services authority, seen either explicitly or implicitly, so that the operating bank or commercial bank, if will help the retailer, and rarely have problems getting financing facility. The other of unfair treatment for retail companies obtain financing facility from banks, is the interest rate given to larger retail companies, when compared with the interest rate given to the "conglomerate" company in terms of getting financing facility. Nevertheless, the retail company has successfully proven its ability to survive and moreover able to grow the business at the time of the global financial crisis around the world (State), while many companies "conglomerate" experiencing financial difficulties affecting financial institutions (banks), even companies conglomerates take the policy, to terminate the employment of employees.

1. BUSINESS DEVELOPMENT FOR MICRO & MID-SIZE COMPANIES
THAT FOCUSES ON CONSUMER GOODS (“FMCG”)
Introduction
The Company is engaged in the distribution of consumer goods necessities and are grouped into the retail
business, has always had difficulty in getting financing facilities from banking institutions, when compared
with the company "conglomerate", which easily obtain financing facility.
Unfair treatment applied by banking institutions and/or financial services authority, seen either explicitly
or implicitly, so that the operating bank or commercial bank, if will help the retailer, and rarely have
problems getting financing facility.
The other of unfair treatment for retail companies obtain financing facility from banks, is the interest rate
given to larger retail companies, when compared with the interest rate given to the "conglomerate"
company in terms of getting financing facility.
Nevertheless, the retail company has successfully proven its ability to survive and moreover able to grow
the business at the time of the global financial crisis around the world (State), while many companies
"conglomerate" experiencing financial difficulties affecting financial institutions (banks), even companies
conglomerates take the policy, to terminate the employment of employees.
Overview
Although small companies have gave great assistance to resolve the financial crisis around the world, and
finance companies have received assistance from retail companies to maintain continuity of banking
business, but the banking company still treats retailers as "the enemy", if the retailer requires financing
assistance.
The main factor that caused retail companies do not get help financing from banks which considers the
distribution of funding to the retail company is not worth the effort expended to provide financial
assistance to the retail company.
Effort smaller to provide financing to support the “conglomerate" company never be compared to the risks
to be acceptable, when the condition of the global financial crisis, so it has huge implications on the
performance of banks and it is not uncommon to bring disaster on the bank, as "bankruptcy" banking
business.
At the time of the unfair treatment being applied and enforced by the bank to the retailer, the retailer is
required to be independent in maintaining the stability of its financial performance.

2. Understanding
The decision taken by an independent company to apply for financial assistance from banking institutions
is a wrong decision, because by getting the help of financing from banking institutions means, independent
company has mortgaged its future to be enjoyed by the banking institutions.
Mortgaging the future of the banking institutions, will be seen from the figure below:
Measurements Independent
Companies
Conglomerates
Companies
1. Interest Rates Level
2. Funding installment period
3. Total Value Funding
4. Funding Receive Vs Collateral Value
5. Percentage costs of funding
6. Collection installment of funding
7. Execution collateral funding, if default
8. Funding application process
9. Difficult financial for installment
High
Short Terms
Small
Small
High
Easy
Easy
Process itself
No Discount
Low
Long Terms
High
High
Small
Difficult
Difficult
Processed by Bank
Discount
Objective
1. Improving the financial performance of the company independently, so it is not subject to banking
institutions
2. Utilize financial instruments owned banking institutions to the maximum to improve supply chain
performance
3. Saving the future benefits that should be enjoyed by an independent company and not by banking
institutions
4. Increase the business value derived from the high level of cash flows occur and are recorded by the
banking institutions
5. Reducing the number of unemployed through employment that have not been channeled
6. Minimize the financial crisis that will be experienced by the Government
Banker's Benefits
1. Increase financial liquidity banks, as an independent company to use banking services as institutions
that help to conduct business transactions
2. Increase net profit at the end of the year, because of the financial flows of the company independently
3. Increase the use of banking instruments, conducted by an independent company
Barriers
1. SWOT Analysis
2. Business Development and Sales Marketing Strategy
3. Service Level Agreement
4. Customer Expectation
5. Managing Cash Flow

3. 6. Asset Management
7. People Development
8. Warehouse and Supply Chain Management
Solution
Implement the Change Management Strategy to provide sustainable business growth.
Vision
Creating a better business through the empowerment of growth
Mission
Transformation of business skills and create resources that meet the requirements to achieve sustainable
growth
Role
Supporting management in augmenting sales strategies and targets
1. Implementing preconceived sales development strategies
2. Managing pre-allocated budgets
3. Developing new sales relationships to increase business volume
4. Analyzing competent market activity and trends
5. Identifying and exploiting business opportunities
6. Bringing in new customers while retaining existing ones
7. Studying the market to provide focused, well-researched forecasts that will support the company's
business planning
Measurements
From the seller's side
1. Growth in demand for similar products from customers and demand for other types of products to be
provided
2. Improved quality of service held
3. The growth of the number of different product types to be provided
From the supplier side
1. Growth in the number of suppliers who compete to provide similar products, or other types of
products to be marketed
2. A clear distinction on the range of products offered
3. The occurrence of improvements to the distribution system
4. Growth in the number of customers in proportion to obtain a wide range of products offered
5. Decrease in costs for the procurement of products

4. From the customer side
1. Increase the number of customers to obtain product
2. The decrease in product prices to be paid
3. The availability of a variety of products at low prices
Results
1. Break Event Point (BEP) in the short terms
2. Return of Investment (ROI) in the short terms
3. Become indicator on the market research.
Strategy
To implement the Change Management Strategy in Business Development for Micro and Medium Size
Enterprises, so it does not depend on the financing provided by banks or financial institutions, can contact
email winardi@updi-int.com, mobile + 62-813-1542-1509.
Author/Consultant
Setiono Winardi, SH.,MBA
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