As a business analyst, I helped a travel agency navigate the competitive umrah industry in Indonesia. Recognizing the potential for growth in the market due to the country's large Muslim population, the agency was offered an MLM system for umrah. However, after thorough analysis, I discovered that the proposed system was a fraudulent Ponzi scheme. In response, I proposed a more ethical and sustainable solution - a risk-sharing scheme with a bank system that allowed users to go on umrah first and pay later. The scheme had a minimum target of only 20 pilgrims per month for the agent and resulted in a margin of 13.95%, with a potential net profit of around Rp. 60 million. Following my proposal, the travel agency implemented the risk-sharing scheme, which proved to be successful in attracting pilgrims to the umrah industry. This approach has gained widespread adoption among other players in the market, particularly after a high-profile Ponzi scheme for cheap umrah called PT First Anugerah Karya Wisata (First Travel) was exposed.

2. 20?

3. MULTILEVEL
MARKETING
FOR
UMRAH
TRAVEL AGENCY
Rp. 100,000
Rp. 500,000
Rp. 500,000
Rp. 500,000 Rp. 500,000
Rp. 500,000
A
B
D E
C
F G
TOTAL
RECEIVED by A :
Rp. 1,800,000
ROYALTY (D,G)
Rp. 250,000 X 2 = Rp. 500,000
COMPANY TOTAL REVENUES:
Rp. 1,600,000 X 7 = Rp. 11,200,000
REGISTRATION FEE : @ Rp. 1,600,000
SPONSORS (B,C):
Rp. 500,000 X 2 = Rp. 1,000,000
PAIR (B-C, D-E, F-G):
Rp. 100,000 X 3 = Rp. 300,000
Rp. 250,000 Rp. 250,000
Rp. 100,000 Rp. 100,000

4. MULTILEVEL
MARKETING
FOR
UMRAH
TRAVEL AGENCY
Rp. 100,000
Rp. 500,000
Rp. 500,000
Rp. 500,000 Rp. 500,000
Rp. 500,000
A
B
D E
C
F G
TOTAL
RECEIVED by A :
Rp. 1,800,000
ROYALTY (D,G)
Rp. 250,000 X 2 = Rp. 500,000
COMPANY TOTAL REVENUES:
Rp. 1,600,000 X 7 = Rp. 11,200,000
REMAINING FUNDS :
REGISTRATION FEE : @ Rp. 1,600,000
Rp. 11,200,000 – ( Total A + B + C ) = Rp. 7,200,000
ACTUALLY A ONLY GET Rp. 200,000 ATAU 1,78 %
SPONSORS (B,C):
Rp. 500,000 X 2 = Rp. 1,000,000
PAIR (B-C, D-E, F-G):
Rp. 100,000 X 3 = Rp. 300,000
SPONSORS BONUS (D,E) & (F,G)
Rp. 500,000 X 2 = Rp. 1,000,000
PAIR BONUS (D-E) & (F-G)
Rp. 100,000 X 1= Rp. 100,000
NOT WORTH
THE RISK
Rp. 250,000 Rp. 250,000
Rp. 100,000 Rp. 100,000
TOTAL RECEIVED
by B & C :
Rp. 2,200,000
WHERE ARE
THESE FUNDS?
TRANSPARENCY?

5. MULTILEVEL
MARKETING
FOR
UMRAH
TRAVEL AGENCY
Rp. 100,000
Rp. 500,000
Rp. 500,000
Rp. 500,000 Rp. 500,000
Rp. 500,000
A
B
D E
C
F G
TOTAL
RECEIVED by A :
Rp. 1,800,000
ROYALTY (D,G)
Rp. 250,000 X 2 = Rp. 500,000
COMPANY TOTAL REVENUES:
Rp. 1,600,000 X 7 = Rp. 11,200,000
REMAINING FUNDS :
REGISTRATION FEE : @ Rp. 1,600,000
Rp. 11,200,000 – ( Total A + B + C ) = Rp. 7,200,000
ACTUALLY A ONLY GET Rp. 200,000 ATAU 1,78 %
SPONSORS (B,C):
Rp. 500,000 X 2 = Rp. 1,000,000
PAIR (B-C, D-E, F-G):
Rp. 100,000 X 3 = Rp. 300,000
SPONSORS BONUS (D,E) & (F,G)
Rp. 500,000 X 2 = Rp. 1,000,000
PAIR BONUS (D-E) & (F-G)
Rp. 100,000 X 1= Rp. 100,000
NOT WORTH
THE RISK
Rp. 250,000 Rp. 250,000
Rp. 100,000 Rp. 100,000
TOTAL RECEIVED
by B & C :
Rp. 2,200,000
WHERE ARE
THESE FUNDS?
TRANSPARENCY?
1. WITH JUST RP 1.6 MILLION,
CAN YOU GO FOR UMRAH?
HOW MANY MEMBERS NEED
TO BE RECRUITED?
2. WHAT HAPPENS WHEN THE
SYSTEM EXPERIENCES A
STUCK?
3. WHAT IS THE FUNCTION OF
THIS SYSTEM IF IN THE END,
THE CUSTOMER STILL HAS TO
PAY THE REMAINING UMRAH
FEES?

6. MULTILEVEL
MARKETING
FOR
UMRAH
TRAVEL AGENCY
Rp. 100,000
Rp. 500,000
Rp. 500,000
Rp. 500,000 Rp. 500,000
Rp. 500,000
A
B
D E
C
F G
TOTAL
RECEIVED by A :
Rp. 1,800,000
ROYALTY (D,G)
Rp. 250,000 X 2 = Rp. 500,000
COMPANY TOTAL REVENUES:
Rp. 1,600,000 X 7 = Rp. 11,200,000
REMAINING FUNDS :
REGISTRATION FEE : @ Rp. 1,600,000
Rp. 11,200,000 – ( Total A + B + C ) = Rp. 7,200,000
ACTUALLY A ONLY GET Rp. 200,000 ATAU 1,78 %
SPONSORS (B,C):
Rp. 500,000 X 2 = Rp. 1,000,000
PAIR (B-C, D-E, F-G):
Rp. 100,000 X 3 = Rp. 300,000
SPONSORS BONUS (D,E) & (F,G)
Rp. 500,000 X 2 = Rp. 1,000,000
PAIR BONUS (D-E) & (F-G)
Rp. 100,000 X 1= Rp. 100,000
NOT WORTH
THE RISK
Rp. 250,000 Rp. 250,000
Rp. 100,000 Rp. 100,000
TOTAL RECEIVED
by B & C :
Rp. 2,200,000
WHERE ARE
THESE FUNDS?
TRANSPARENCY?
1. WITH JUST RP 1.6 MILLION,
CAN YOU GO FOR UMRAH?
HOW MANY MEMBERS NEED
TO BE RECRUITED?
2. WHAT HAPPENS WHEN THE
SYSTEM EXPERIENCES A
STUCK?
3. WHAT IS THE FUNCTION OF
THIS SYSTEM IF IN THE END,
THE CUSTOMER STILL HAS TO
PAY THE REMAINING UMRAH
FEES?

7. “SHARING RISKS, NOT JUST PROFITS, IS BUSINESS. WHAT CUSTOMERS
WANT IS ONLY CONVENIENCE AND CERTAINTY.”

8. CERTAINITY
FOR
PILGRIMS
UMRAH
CERTAINTY OF RETURN –
LEAVE & FLIGHT ROUTES
CERTAINTY OF TOTAL COSTS
AND PACKAGES OFFERED
CERTAINTY OF THE LOCATION OF THE
HOTEL IS NOT TOO FAR AWAY FROM
THE MOSQUE
VISA CERTAINTY RECEIVED
BEFORE DEPARTURE
THE TRAVEL BUREAU HAS AN OFFICIAL
LICENSE FROM THE MINISTRY OF
RELIGION, WHICH CAN BE CHECKED AT
haji.kemenag.go.id

9. WHAT DATA TELL
ABOUT
PILGRIMS?
UMRAH
LARGEST AMOUNT
NO.3 IN THE WORLDS
“THE LONG TIME WAITING FOR HAJJ MAKES
UMROH AS FAVORITE ALTERNATIVE”
LOWEST PRICE BY KEMENAG
UU NO 13 TAHUN 2008
$ 1700 ATAU Rp. 22,517,421.52
$1 = Rp. 13,240 / 09-16-17
WITH A 1% INTEREST RATE, IN T = 36 MTH
AVERAGE INSTALLMENT/MTH =  Rp. 634,635
FLIGHT
AIRLINES
HOTEL
THE EMERGENCE OF
CREDIT SHELL
INCREASE GROWTH
% UMRAH PILGRIMS
80 % COST
ABSORB BY
7 MONTH / YEAR
PEAK SEASON : DECEMBER
TRAVEL SERVICE MARGIN
UMROH (3 – 5 %) - $ 300
BUT CONTINUE

10. WHAT DATA TELL
ABOUT
PILGRIMS?
UMRAH
LARGEST AMOUNT
NO.3 IN THE WORLDS
“THE LONG TIME WAITING FOR HAJJ MAKES
UMROH AS FAVORITE ALTERNATIVE”
LOWEST PRICE BY KEMENAG
UU NO 13 TAHUN 2008
$ 1700 ATAU Rp. 22,517,421.52
$1 = Rp. 13,240 / 09-16-17
WITH A 1% INTEREST RATE, IN T = 36 MTH
AVERAGE INSTALLMENT/MTH =  Rp. 634,635
Rp. 21,155 / HARI
THEN WITH INCOME Rp. 7,000,000/MTH
9%
ONLY FROM INCOME
0%
DP • EASE OF SERVICE ACCESS
• FIXED FACILITIES & SCHEDULE
• LIGHT INSTALLMENT
% GROWTH OF UMRAH PILGRIMS
WILL INCREASE SIGNIFICANTLY!
FLIGHT
AIRLINES
HOTEL
THE EMERGENCE OF
CREDIT SHELL
INCREASE GROWTH
% UMRAH PILGRIMS
80 % COST
ABSORB BY
7 MONTH / YEAR
PEAK SEASON : DECEMBER
TRAVEL SERVICE MARGIN
UMROH (3 – 5 %) - $ 300
BUT CONTINUE
3 CASHFLOW HOLDER
SEGMENT
AIRLINES
HOTEL FINANCE
UMROH FIRST, PAY LATER

11. WHAT DATA TELL
ABOUT
TARGETS?
RELIABLE
TAHUN TOTAL USER
AVERAGE
USER / MTH
GROWTH
2012 420 60
2013 495 70.7 17.8 %
2014 702 100.2 41.8 %
2015 794 113.4 13.1 %
2016 938 134 18.1 %
2017 1009 144 7.5 %
FAQHY INDAH WISATA TOUR & TRAVEL
GROWTH RATE = (
1009
420
) Τ
1
6 −1
GROWTH RATE = 15.7 % IN 6 YEAR
Rp. 18,500,000
Rp. 21,500,000
BASE PRICE
COGS
MARGIN Rp. 3,000,000
% MARGIN 13.95 %
HOW
COME?

12. WHAT DATA TELL
ABOUT
TARGETS?
RELIABLE
TAHUN TOTAL USER
AVERAGE
USER / MTH
GROWTH
2012 420 60
2013 495 70.7 17.8 %
2014 702 100.2 41.8 %
2015 794 113.4 13.1 %
2016 938 134 18.1 %
2017 1009 144 7.5 %
FAQHY INDAH WISATA TOUR & TRAVEL
GROWTH RATE = (
1009
420
) Τ
1
6 −1
GROWTH RATE = 15.7 % IN 6 YEAR
TARGET
YEAR
AVERAGE
USER / MTH
GROSS PROFIT
/ MONTH
1 20 - 40 Rp. 60,000,000 – Rp. 120,000,000
2 24 - 48 Rp. 72,000,000 – Rp. 144,000,00
3 41 - 82 Rp. 123,000,000 – Rp. 246,000,00
Rp. 18,500,000
Rp. 21,500,000
BASE PRICE
COGS
MARGIN Rp. 3,000,000
% MARGIN 13.95 %
20
USER
Rp. 60,000,000
% BUDGET
MARKET
RESEARCH
VIABLE
ENOUGH
HOW
COME?
RISK
SHARING?
MANAGEMENT
FEE
DEBT = MONEY

13. 20
"EVEN WITH JUST 20 PILGRIMS/MONTH, IT’S ECONOMICALLY VIABLE. HOW CAN WE ESTABLISH
REPEAT ORDERS, DEVELOP OUR CUSTOMER BASE, AND IMPROVE OUR MARKETING STRATEGY?"
MARKET
RESEARCH
MARKET
ANALYSIS

14. THANK
YOU