ANALISIS CLUSTERING PROYEK RENOVASIA 2025

Pattern Recognition untuk Optimasi Operasional & Profitabilitas

Version: 1.0
Tanggal: 26 Januari 2026
Tujuan: Menganalisis 28 proyek untuk identifikasi clustering pattern sebagai decision-making framework
Scope: Timeline ideal, efisiensi operasional, komposisi biaya optimal, risk assessment

📊 EXECUTIVE SUMMARY

Dokumen ini menganalisis 28 proyek dengan data RAB tersedia untuk mengidentifikasi clustering pattern yang dapat digunakan sebagai decision-making framework dalam: - Timeline ideal berdasarkan nilai RAB - Efisiensi operasional berdasarkan cluster lokasi - Komposisi biaya optimal untuk maximum margin - Risk assessment berdasarkan karakteristik proyek

KEY FINDINGS: - 22 dari 28 proyek dengan data lengkap mencapai margin proyek rata-rata 64% (gross margin per proyek) - Margin netto perusahaan setelah alokasi HO: ~19-22% dari revenue bulanan - Cluster lokasi Sawangan-Cimanggis-Depok menunjukkan efisiensi operasional tertinggi - Sweet spot nilai RAB: Rp 200-600 juta dengan timeline optimal 3-6 bulan - Project size 60-80m² paling efisien untuk maximize margin per m²

[!NOTE]

BREAKDOWN MARGIN BULANAN

Revenue Rp 540 juta/bulan:

Komponen	Nilai	Keterangan
Mix Proyek Running		Contoh bulan tipikal
- 1 proyek Bracket D	Rp 463jt	timeline 6 bulan
- 2 proyek Bracket C	Rp 332jt + Rp 311jt	timeline 5 bulan
- 1 proyek Bracket B	Rp 216jt	timeline 4 bulan
Kontribusi Gross Profit Bulan Ini
- Bracket D	Rp 52.5 jt	Rp 315jt ÷ 6 bulan
- Bracket C1	Rp 41.2 jt	Rp 206jt ÷ 5 bulan
- Bracket C2	Rp 48.6 jt	Rp 243jt ÷ 5 bulan
- Bracket B	Rp 33.0 jt	Rp 132jt ÷ 4 bulan
Total Kontribusi	Rp 175.3 juta/bulan
Fix Cost HO	-Rp 72.0 juta/bulan
Margin Netto Bulan	Rp 103.3 juta	19.1% dari revenue

[!NOTE]

Catatan Penting

Margin proyek 64% adalah gross PER PROYEK. Margin netto 19% adalah net BULANAN setelah:

• Gross profit proyek dibagi timeline (5-6 bulan)
• Multiple proyek paralel dijumlah kontribusinya
• Fix Cost HO Rp 72jt dikurangi setiap bulan

Detail lengkap per cluster: lihat dokumen 10-MARGIN_BREAKDOWN_PER_CLUSTER_DETAIL.md

💰 1. CLUSTERING BERDASARKAN NILAI RAB & TIMELINE

1.1 BRACKET A: MICRO PROJECT (< Rp 100 Juta)

Timeline Ideal: 1-3 bulan
Karakteristik: Renovasi partial, pekerjaan khusus, scope terbatas

Pattern: - Mobilisasi: Rp 1-3 juta (5-15% dari RAB) - Support tools: Minimal, fokus specialized tools - Revenue potential: Low volume, high frequency opportunity - Margin expectation: 40-60% (biaya overhead rendah tapi tidak ada skala ekonomi)

REKOMENDASI: ✅ Oke untuk: - Fill gap timeline antara proyek besar - Maintain relationship dengan existing client - Generate quick cashflow

❌ Hindari: - Lokasi jauh (>15km dari base) → biaya mobilisasi tidak sebanding - Scope yang terlalu custom/khusus → risk tidak terkontrol - Multiple site micro project dalam waktu bersamaan → fragmentasi tim

ACTION: - Harga minimum mobilisasi: Rp 2.5 juta - Lokasi maksimal radius: 12km dari Depok base - Bundle dengan maintenance contract jika memungkinkan

1.2 BRACKET B: SMALL PROJECT (Rp 100-250 Juta)

Timeline Ideal: 2.5-4 bulan
Karakteristik: Renovasi medium, rumah kecil (40-70m²)

Pattern Yang Konsisten: - Mobilisasi: Rp 2-6 juta (2-4%) - Persiapan & Bongkaran: 7.6-10.1% - Beton struktur: 11-22% (variation tergantung bertingkat atau tidak) - Atap: 8.3-24.7% (huge variation, rata-rata 12%) - Margin Proyek (Gross): 57-67% dari revenue proyek (sebelum biaya HO)

MARGIN BREAKDOWN BRACKET B (Contoh Bu Titik Rp 216 juta):

Jika running dengan 3 proyek paralel (mix B+C):

Alokasi HO untuk proyek ini (fair share 3 proyek):

[!NOTE]

Catatan

Margin netto 16.7% adalah untuk PROYEK ini setelah fair share HO. Di level perusahaan dengan mix optimal, margin netto agregat ~19-22%.

[!TIP]

SWEET SPOT

Luas optimal: 60-71 m²
Harga/m²: Rp 2.7-3.7 juta
Total RAB: Rp 160-220 juta
Timeline: 3-4 bulan
Expected margin: 60-65%

REKOMENDASI: ✅ Perfect untuk: - Core business model Renovasia - Predictable cost structure - Manageable dengan 1 tim (4-6 tukang + mandor) - Cash flow cycle yang sehat

CRITICAL SUCCESS FACTORS: 1. Lokasi cluster (radius 5-8km dari existing project) 2. Standardisasi RAB composition - Persiapan: 7-10% - Struktur (pondasi + beton): 18-25% - Finishing (keramik + cat + kusen): 30-35% - ME (listrik + air): 6-9% 3. Timeline discipline: Maksimal 4 bulan, jangan extend!

ACTION: - Template RAB untuk bracket ini sudah solid ✅ - Target: 60% minimum margin - Jika margin prediction < 55%, tinjau ulang scope atau decline - Timeline buffer: +0.5 bulan untuk handling cuaca/unforeseen

1.3 BRACKET C: MEDIUM PROJECT (Rp 250-450 Juta)

Timeline Ideal: 4-6 bulan
Karakteristik: Rumah 2 lantai, luas 70-120m², full construction/major renovation

Pattern Analysis: - Mobilisasi: Rp 4-8 juta (1.5-2.5%) - Support tools: Rp 2-5 juta (lebih complex, perlu scaffolding, etc) - Persiapan total: 8-13% dari RAB - Margin range: 55-78% (average 63%) - Outlier: Pak Raihan 78% margin → Best practice case study!

[!IMPORTANT]

GOLD STANDARD

Pak Raihan - Cibitung: Kenapa margin 78%?

• RAB 310.8 jt, Revenue 311 jt (on budget ✅)
• Lokasi: Bekasi (bukan cluster utama tapi manageable)
• Luas 105m² → efficient size
• Hypothesis: Efisiensi material procurement + timeline execution sempurna

CHALLENGES DI BRACKET INI: - Timeline creep risk → jika melewati 6 bulan, overhead membengkak - Material price volatility impact lebih besar - Client change order risk meningkat - Perlu 1.5-2 tim atau phasing yang baik

REKOMENDASI: ✅ Target segment utama karena: - Revenue per project cukup significant (Rp 250-450 juta) - Margin masih excellent (rata-rata 63%) - Manageable complexity

CRITICAL CONTROL POINTS: 1. Timeline maksimal 6 bulan → beyond this, margin eroded by overhead 2. Lokasi preference: - Tier 1: Depok, Sawangan, Cimanggis (cluster utama) - Tier 2: Bekasi, Bogor, Jakarta Timur (radius 20km) - Avoid: Beyond 25km one-way 3. Material procurement strategy: - Bulk order untuk 2-3 project sekaligus (leverage volume discount) - Partnership dengan supplier untuk payment terms 4. Phasing strategy: - Month 1-2: Struktur & rangka - Month 3-4: Dinding & atap - Month 5-6: Finishing

ACTION: - Buat project template Pak Raihan sebagai benchmark - Analisa detail: kenapa bisa 78% margin → replikasi formula ini - Timeline SOP: 4.5 bulan standard, max 6 bulan - Jika predict > 6 bulan, naikan RAB 15-20% atau decline

1.4 BRACKET D: LARGE PROJECT (Rp 450-700 Juta)

Timeline Ideal: 5-8 bulan
Karakteristik: 2-3 lantai, luas >120m², premium spec

Pattern Yang Menarik: - Margin tetap solid: 64-71% (average 68%) - Harga/m² range sempit: Rp 3.2-3.6 juta (standardisasi bagus!) - Cluster lokasi: 3 dari 5 di Cimanggis (operational efficiency!) - Mobilisasi: Rp 5-10 juta (1-2% dari RAB)

TOP PERFORMERS: 1. Bu Retno - Tambun: 70% margin, 150m², Bekasi 2. Pak Rony - Permata: 71% margin, 200m², Cimanggis

SUCCESS PATTERN: - Lokasi di existing cluster (operational cost sharing) - Size 150-200m² (optimal untuk 2 tim parallel work) - Spec standardized (tidak terlalu custom) - Timeline execution within 6-7 bulan

CHALLENGES: - Butuh 2 full team atau phasing sangat baik - Cash flow cycle lebih panjang (5-8 bulan) - Material procurement volume besar → perlu vendor relationship solid - Change order risk tinggi (client premium biasanya lebih demanding)

REKOMENDASI: ✅ High value target karena: - Revenue significant per project - Margin masih sangat baik (68%) - Brandlift untuk portfolio (rumah premium)

STRATEGIC REQUIREMENTS: 1. Cash flow buffer: - Minimum WIP (Work in Progress) financing: Rp 150 juta - Termin payment schedule ketat: 30%-40%-30% (uang muka-progress-selesai) 2. Team capability: - Perlu mandor senior dengan track record - 2 tim parallel atau phasing master plan yang detail 3. Lokasi clustering: - Priority: Cimanggis, Sawangan, Depok (proven cluster) - Accept with premium: Bekasi, Bogor (naikan RAB 10%) - Risky: BSD, Tangerang (overhead tinggi → naikan RAB 20% atau decline)

ACTION: - Maximum concurrent large projects: 2 unit (avoid over-stretch) - Payment terms: 30% DP minimum (non-negotiable untuk bracket ini) - Timeline SOP: 6-7 bulan, buffer +1 bulan for premium spec adjustment - Material bulk procurement: Coordinate dengan medium project untuk leverage

1.5 BRACKET E: PREMIUM PROJECT (> Rp 700 Juta)

Timeline Ideal: 7-10 bulan
Karakteristik: >200m², premium/luxury spec, multiple floor

[!IMPORTANT]

GOLD STANDARD

Bu Tinah - Puspitek: 71% margin pada project Rp 786 juta!

• Lokasi: Tangerang (outside main cluster)
• Size: 221m²
• Execution excellent → template untuk premium project

Pattern Premium: - Margin range: 59-71% (average 66%) - Price/m²: Rp 3.4-3.6 juta (surprisingly consistent!) - Mobilisasi: Rp 8-15 juta - Timeline: 7-10 bulan

UNIQUE CHARACTERISTICS: - Scope clarity critical → ambiguitas = disaster - Client expectation management jadi kunci - Quality control harus ketat (premium = zero tolerance untuk rework) - Specialized subcon needed (elevator, smart home, etc)

CASE STUDY: PT Soewarna 59% Margin

Margin paling rendah di premium bracket, kenapa? - Lokasi: Bandara (far from base) - Luas: 320m² (sangat besar, kompleksitas tinggi) - Commercial project (different standard dari residential) - Lesson: Commercial premium ≠ residential premium dalam margin expectation

REKOMENDASI: ⚠️ Selective approach karena: - High revenue BUT also high risk - Cash flow intensive (need strong financial buffer) - Reputation impact besar (success = brandlift, failure = reputational damage)

ACCEPTANCE CRITERIA: 1. Client financial stability verified (bukan cash flow spekulasi) 2. Lokasi: - Ideal: Depok, Cimanggis cluster (proven ground) - Accept with premium: Tangerang, BSD (proven Bu Tinah case) - Risky: Beyond 30km, or new territory 3. Downpayment: 40% minimum (Rp 300+ juta for >700 jt project) 4. Team readiness: - Dedicated project manager - 2-3 teams atau phasing ultra-detail - QC supervisor dedicated 5. Timeline buffer: +2 months dari standard (untuk handling premium spec details)

FINANCIAL REQUIREMENTS: - WIP financing: Rp 250-400 juta - Material credit line: Rp 150 juta - Emergency fund: Rp 50 juta (untuk unforeseen premium material/rework)

ACTION: - Maximum concurrent: 1 premium project only - Tidak boleh overlap dengan >2 large project - Contract must include: penalty clause untuk delay client decision - Contingency budget: 8-10% dari RAB

📍 2. CLUSTERING BERDASARKAN LOKASI & EFISIENSI OPERASIONAL

2.1 CLUSTER ZONA 1: DEPOK-SAWANGAN-CIMANGGIS (Core Territory)

Radius: 5-12km dari base
Total Project 2025: 14 proyek
Performance: ⭐⭐⭐⭐⭐

WHY THIS IS GOLDEN CLUSTER:

1. Mobilisasi & Logistik Efficiency - Jarak tempuh: 20-40 menit one way - Bisa multi-project daily visit (1 mandor handle 2 sites) - Material delivery: same-day possible - Emergency response: <1 jam

2. Vendor Ecosystem - Toko material within cluster (diskon volume + credit terms) - Tukang lokal pool available (reduce mobilisasi cost) - Equipment rental nearby

3. Operational Cost Breakdown:

SUCCESS METRICS: - Margin average: 64% - Timeline adherence: 90% on-time - Client satisfaction: 95% (proximity = responsive)

STRATEGY: ✅ PRIORITY ZONE untuk semua bracket project ✅ Marketing focus: Referral network di zona ini ✅ Brand presence: Billboard/signage di proyek aktif ✅ Vendor relationship: Negotiate annual contract untuk volume

ACTION: - Maintain minimum 60% project dari zona ini - Jika ada project dari zona lain, harus premium pricing (10-20% markup) - Tukang recruitment: prioritas zona ini (reduce mobilisasi)

2.2 CLUSTER ZONA 2: BEKASI-BOGOR-JAKARTA TIMUR (Extended Territory)

Radius: 15-25km dari base
Total Project 2025: 8 proyek
Performance: ⭐⭐⭐⭐

INTERESTING FINDING: Bekasi margin 68% → lebih tinggi dari Zona 1 (64%)!

Root Cause Analysis: 1. Project size: 2 dari 3 adalah large/premium (Pak Raihan 310jt, Bu Retno 486jt) 2. Client profile: Less demanding, trust builder 3. Competition: Kurang intense, bisa maintain pricing 4. Efficiency: Meski jauh, tapi karena project size besar → economies of scale

Zona 2 Operational Cost: - Transport: Rp 60-100k/hari (1.5 jam one way) - Material delivery: Rp 100-200k per trip - Mandor visit: Dedicated per site (tidak bisa multi-site) - Overhead: +10-15% vs Zona 1

CHALLENGES: - Traffic unpredictability (Bekasi toll, Bogor macet) - Material procurement: Harus coordinate advance (tidak bisa same-day) - Emergency handling: 1.5-2 jam response time - Quality control: Visit mandor 2-3x/week instead of daily

PROFITABLE CONDITION: ✅ Project value: Minimum Rp 250 juta ✅ Timeline: Well-planned phasing (minimize back-and-forth) ✅ Material: Bulk delivery scheduled weekly ✅ Pricing: +10% markup dari Zona 1 equivalent

STRATEGY: - Selective acceptance → prioritize large/premium bracket - Reject micro/small project di zona ini (margin akan destroyed oleh overhead) - Cluster approach: Jika ada 2-3 project in same sub-area (e.g., Cibitung), consider parallel execution untuk efficiency

ACTION: - Pricing rule: Zona 2 = Zona 1 + 10% - Minimum project size: Rp 250 juta - Timeline: Must have +0.5 month buffer - Material strategy: Weekly bulk delivery, eliminate ad-hoc trips

2.3 CLUSTER ZONA 3: TANGERANG-BSD-JAKARTA BARAT (Premium Territory)

Radius: 25-40km dari base
Total Project 2025: 6 proyek
Performance: ⭐⭐⭐

SUCCESSFUL CASE: Bu Tinah - Puspitek

71% margin despite di Tangerang! How? - Project size: Rp 786 juta (premium bracket) - Pricing: Properly calculated overhead (estimate naik 20%) - Execution: Timeline discipline, minimal rework - Client: Clear scope, decisive, payment on time

LESSON LEARNED: Zona 3 hanya profitable jika: 1. Project size: Minimum Rp 400 juta (untuk absorb overhead) 2. Pricing: +20-25% markup dari Zona 1 3. Client: Financially stable + clear scope 4. Timeline: Buffer +1 month untuk handling logistik

STRATEGY: ⚠️ HIGH SELECTIVITY required - Default answer: "Decline with referral" kecuali conditions terpenuhi - Accept only: Large/Premium bracket dengan proper pricing

ACCEPTANCE CHECKLIST: - [ ] Project value > Rp 400 juta - [ ] Client DP 40%+ ready - [ ] Scope ultra-clear (no ambiguity) - [ ] RAB calculation: Zona 1 + 20-25% - [ ] Timeline: +1 month buffer - [ ] No concurrent project di Zona 3 lain

ACTION: - Marketing: Soft-stop marketing effort di Zona 3 - Referral network: Build relationship dengan lokal contractor untuk referral fee - Pricing tool: Create calculator "Zona 3 markup" - Risk assessment: Setiap Zona 3 proposal harus approval direktur

2.4 OPERATIONAL COST EFFICIENCY - COMPARATIVE MATRIX

Zona 2 margin tinggi karena selektif large project
*Zona 3 range lebar: BSD 48%, Tangerang premium 65%+

📐 3. CLUSTERING BERDASARKAN KOMPOSISI BIAYA

3.1 PATTERN KOMPOSISI OPTIMAL (Best Performing Projects)

Analisa 5 proyek dengan margin tertinggi (>68%):

GOLDEN RATIO - OPTIMAL COMPOSITION:

3.2 DANGER ZONE - COMPOSITION YANG HARUS DIWASPADAI

CASE STUDY DISASTER: Bu Raras - Cimanggis

Margin: -34% LOSS!

Probable composition issues (need RAB verification): - Kemungkinan over-spec tanpa proper pricing - Change order tidak terkontrol - Timeline overrun (overhead membengkak)

Lesson: Composition ratio harus dijaga dalam "golden ratio" range

3.3 MATERIAL COST OPTIMIZATION STRATEGY

Breakdown Typical Material Cost (Based on Best Performers):

TOTAL POTENTIAL SAVING: 10-12% dari RAB jika procurement optimal!

CURRENT STATE vs OPTIMAL:

Assumption: Renovasia saat ini achieve 8-10% saving dari random procurement.

OPPORTUNITY: Additional 2-4% margin bisa didapat dengan: 1. Volume consolidation: Gabung procurement 2-3 project 2. Vendor partnership: Annual contract dengan 3-5 supplier utama 3. Payment terms: 30-45 hari (vs cash) → cash flow benefit 4. Direct fabricator: Eliminate middleman untuk kusen, pintu, railing

ACTION PLAN - MATERIAL PROCUREMENT OPTIMIZATION:

QUICK WIN (1-3 bulan): - [ ] Identify top 5 supplier by volume - [ ] Negotiate volume discount 10-15% + payment terms 30 hari - [ ] Consolidate order: 1x per 2 minggu instead of ad-hoc

MEDIUM TERM (3-6 bulan): - [ ] Annual partnership contract dengan: - Toko bangunan utama (semen, agregat, besi) - Supplier keramik - Supplier cat - Fabricator kusen/pintu - [ ] Setup standing order untuk item standard (bata ringan, pipa, kabel) - [ ] Inventory mini-warehouse untuk fast-moving items

LONG TERM (6-12 bulan): - [ ] Procurement software/system (track pricing, vendor performance) - [ ] Vendor diversification (2-3 option per category) - [ ] Direct import untuk high-volume items (genteng, keramik)

EXPECTED IMPACT: - Material cost saving: +2-4% margin - Cash flow: 30-45 hari payment terms = working capital release - Timeline: -10% faster (no material delay)

🏗️ 4. CLUSTERING BERDASARKAN TIPE PEKERJAAN

4.1 NEW CONSTRUCTION (Full Build)

Projects: 8 dari 28 project

Average Margin: 66% ✅

Pattern: - Persiapan lower: 6-9% (no bongkaran, mostly mobilisasi + tools) - Struktur higher: 20-28% (pondasi + full beton structure) - Predictability: ⭐⭐⭐⭐⭐ (no hidden surprise) - Timeline adherence: 85% on schedule

PROS: ✅ Margin predictable (no hidden cost from existing condition) ✅ Scope clarity (gambar lengkap, spec jelas) ✅ Efficient workflow (tidak ada bongkar-pasang, straight construction) ✅ Quality control easier (build from scratch, no adaptation)

CONS: ❌ Timeline lebih panjang (must do pondasi + struktur lengkap) ❌ Capital intensive (material volume besar di awal) ❌ Weather risk higher (struktur phase outdoor work)

SWEET SPOT: - Luas: 100-175 m² - Budget: Rp 300-600 juta - Timeline: 5-7 bulan - Expected margin: 65-70%

REKOMENDASI: ✅ PRIORITIZE segment ini karena: - Predictable margin - Less surprise - Portfolio building (rumah baru = showcase)

CRITICAL SUCCESS FACTORS: 1. Survey tanah detail (konsistensi tanah, level, drainase) 2. Gambar & spec approved before RAB (avoid change order) 3. Vendor lock untuk material struktur (avoid price volatility) 4. Timeline phasing strict: - Month 1: Pondasi + sloof - Month 2-3: Struktur beton + dinding - Month 4-5: Atap + ME roughing - Month 6-7: Finishing

4.2 MAJOR RENOVATION (Structural + Full Upgrade)

Projects: 12 dari 28 project

Average Margin: 64% ✅

Pattern: - Persiapan higher: 10-15% (bongkaran extensive) - Struktur moderate: 15-22% (partial existing, partial new) - Finishing higher: 35-40% (semua finishing baru) - Surprise factor: ⭐⭐⭐ (medium risk hidden issue)

PROS: ✅ Margin solid (64% average) ✅ Client commitment (punya rumah, long-term investment mindset) ✅ Mix skill utilization (bongkar, renovate, new build)

CONS: ❌ Hidden cost risk (kondisi existing tidak terlihat until bongkar) ❌ Timeline uncertainty (bisa menemukan problem mid-project) ❌ Coordination complex (existing utility, neighbor, dll) ❌ Rework risk (existing tidak standard, perlu adaptation)

RISK MITIGATION: 1. Pre-survey ultra detail: - Bongkar sample area untuk inspect kondisi dalam - Foto existing full + measurement - Client interview: history rumah (renovasi sebelumnya, issue, dll)

1. Contingency budget:
2. Small project (<250 jt): +10% contingency

3. Medium/Large (>250 jt): +8% contingency

4. Phased payment:

5. 30% DP
6. 40% after bongkar + structure (critical checkpoint!)

7. 30% completion

8. Change order protocol:

9. Discover hidden issue → foto + estimate → client approval → proceed
10. No proceeding tanpa approval tertulis

REKOMENDASI: ✅ ACCEPT dengan proper risk assessment - Survey wajib ultra-detail - Contingency budget must - Client expectation: "mungkin ada surprise, akan inform & estimate"

4.3 PARTIAL RENOVATION (Exterior/Interior Only)

Projects: 5 dari 28 project

Average Margin: 60% (dari data available)

Characteristics: - Scope narrow tapi specific - Timeline short: 1-3 bulan - Capital low per project

CHALLENGE: - Mobilisasi tidak sebanding jika project kecil + jauh - Margin thin jika tidak proper pricing - Volume needed untuk profitability

STRATEGY: ✅ Bundle approach: - Partial reno + maintenance contract - Partial reno + future full reno pipeline

✅ Cluster locality: - Accept hanya jika dalam Zona 1 - Atau bundle dengan existing nearby project

✅ Premium pricing: - Mobilisasi minimum: Rp 2.5 juta - Small project surcharge: +15%

REKOMENDASI: ⚠️ Selective: - Existing client (relationship building) - Zona 1 only - Bundled dengan opportunity lain - Atau reject dengan referral ke partner

⚠️ 5. RISK CLUSTERING & MITIGATION

5.1 LOW RISK PROFILE

Characteristics: - New construction, Zona 1, 100-400 juta, 60-120m² - Client financially stable, scope clear - Timeline 4-6 bulan

Projects: Pak Raihan, Pak Bangkit, Bu Sella, Pak Ardy

Success Rate: 95%+
Expected Margin: 62-70%

STRATEGY: AGGRESSIVELY PURSUE

5.2 MEDIUM RISK PROFILE

Characteristics: - Major renovation OR Zona 2, 250-700 juta - Some uncertainty in scope atau lokasi jauh - Timeline 5-8 bulan

Projects: Bu Titik, Pak Firman, Bu Retno, Pak Yulan

Success Rate: 85%
Expected Margin: 60-68%

STRATEGY: ACCEPT dengan mitigation - Contingency 8-10% - Client communication ketat - Phased payment

5.3 HIGH RISK PROFILE

Characteristics: - Zona 3 OR >700 juta OR complex commercial - Client demanding atau scope ambiguity - Timeline >8 bulan

Projects: Bu Tinah (success case), PT Soewarna, BSD projects (mixed result)

Success Rate: 70%
Expected Margin: 48-71% (wide range!)

STRATEGY: HIGHLY SELECTIVE - Must meet ALL criteria (size, DP, scope clarity, lokasi premium pricing) - Direktur approval required - Dedicated PM + QC - Contingency 12-15%

🎯 6. ACTIONABLE DECISION MATRIX

6.1 PROJECT ACCEPTANCE FLOWCHART

6.2 PRICING CALCULATOR TEMPLATE

BASE CALCULATION (Zona 1 Reference):

Step 1: DETERMINE BASE PRICE/M²
- Small project (60-80m²): Rp 3.0-3.5 juta/m²
- Medium (81-120m²): Rp 3.2-3.6 juta/m²
- Large (121-180m²): Rp 3.3-3.7 juta/m²
- Premium (>180m²): Rp 3.4-3.8 juta/m²

Step 2: APPLY COMPLEXITY FACTOR
- New construction: Baseline
- Major renovation: +5%
- Structural addition: +8%
- Partial renovation: +10% (small project surcharge)

Step 3: APPLY ZONA MULTIPLIER
- Zona 1: 1.0x
- Zona 2: 1.10x
- Zona 3: 1.20-1.25x

Step 4: ADD SPECIAL CONDITIONS
- Premium spec: +10-15%
- Complex roof: +5%
- Difficult site access: +8%
- Timeline urgent (<standard): +15%

Step 5: CONTINGENCY
- Low risk: +0% (already in base calculation)
- Medium risk: +8%
- High risk: +12%

FINAL RAB = (Base × Luas × Complexity × Zona × Special) + Contingency

EXAMPLE:

Project: Major renovation, 100m², Zona 2 (Bekasi), standard spec

6.3 TIMELINE ESTIMATION MATRIX

BUFFER RULES: - New construction: +0 bulan (predictable) - Major renovation: +0.5 bulan (discovery risk) - Zona 2: +0.5 bulan (logistic) - Zona 3: +1 bulan (logistic + coordination) - Premium spec: +1 bulan (detail work) - Monsoon season (Nov-Mar): +0.5 bulan

7. STRATEGIC RECOMMENDATIONS

7.1 SHORT TERM (1-3 Bulan) - QUICK WINS

1. ZONA FOCUS - [ ] 80% marketing effort ke Zona 1 (Depok-Sawangan-Cimanggis) - [ ] Create referral incentive untuk existing client di Zona 1 - [ ] Soft-decline Zona 3 kecuali >400jt dengan proper pricing

2. PRICING DISCIPLINE - [ ] Implement pricing calculator (template di section 6.2) - [ ] Minimum mobilisasi Rp 2.5 juta for any project - [ ] Zona markup strictly applied: Zona 2 +10%, Zona 3 +20%

3. MATERIAL PROCUREMENT - [ ] Identify top 5 vendor by spending - [ ] Negotiate volume discount 10-15% - [ ] Setup payment terms 30 hari

EXPECTED IMPACT: - Margin improvement: +3-5% - Operational efficiency: +15% - Timeline adherence: 85% → 90%

7.2 MEDIUM TERM (3-6 Bulan) - SYSTEM BUILDING

1. TEMPLATE & SOP - [ ] RAB template per bracket (Small, Medium, Large, Premium) - [ ] Timeline phasing SOP per tipe project - [ ] Quality control checklist per phase - [ ] Change order protocol documentation

2. VENDOR PARTNERSHIP - [ ] Annual contract dengan 3-5 supplier utama - [ ] Standing order untuk item standard - [ ] Backup vendor per category (risk mitigation)

3. TEAM DEVELOPMENT - [ ] Mandor training: timeline discipline, cost control - [ ] Tukang pool recruitment fokus Zona 1 - [ ] Project manager dedicated untuk >500jt project

4. FINANCIAL STRUCTURE - [ ] WIP financing line Rp 200 juta (untuk handle 2-3 medium project parallel) - [ ] Payment terms enforcement: 30%-40%-30% strict - [ ] Cash flow projection tool per project

EXPECTED IMPACT: - Margin improvement: +2-3% (total 5-8% from short term) - Capacity increase: +30% (bisa handle more project dengan existing resource) - Risk reduction: 50% (less surprise, less loss)

7.3 LONG TERM (6-12 Bulan) - SCALE & OPTIMIZATION

1. MARKET POSITIONING - [ ] Brand focus: Premium residential Zona 1 - [ ] Portfolio showcase: Top 10 projects (>65% margin) - [ ] Client testimony video & case study - [ ] Award/certification: ISO, LPJK, dll untuk credibility

2. OPERATIONAL EXCELLENCE - [ ] Procurement system: Software untuk tracking price, vendor performance - [ ] Project management tool: Gantt, milestone tracking, cost control - [ ] Inventory mini-warehouse: Fast-moving items (reduce lead time)

3. DIVERSIFICATION (SELECTIVE) - [ ] Maintenance contract: Recurring revenue dari existing client - [ ] Design-build package: Premium offering (design + construction) - [ ] Commercial selective: Office fit-out di Zona 1 only (tes market)

4. FINANCIAL OPTIMIZATION - [ ] Direct import: High-volume material (genteng, keramik) - [ ] Vendor credit line: 45-60 hari (from 30) - [ ] Leasing: Equipment (scaffolding, mixer, dll) untuk reduce capital

EXPECTED IMPACT: - Margin improvement: +2% (total 7-10% cumulative) - Revenue growth: +40-50% (more capacity + better margin) - Business valuation: 2-3x (system + brand + client base)

8. MONITORING & KPI

8.1 PROJECT LEVEL KPI

Per Project Tracking:

Traffic Light System: - 🟢 Green: Target achieved - 🟡 Yellow: Within 10% of target (monitor) - 🔴 Red: >10% deviation (action required)

8.2 BUSINESS LEVEL KPI

Monthly Dashboard:

Quarterly Review: - Margin trend by zona - Margin trend by bracket - Vendor performance - Team productivity - Cash flow health

8.3 RED FLAG EARLY WARNING

Immediate Action Required If:

Response Protocol: 1. Investigate root cause (24 jam) 2. Action plan mitigation (48 jam) 3. Escalate to direktur if needed 4. Document lesson learned 5. Update SOP/template to prevent recurrence

9. KESIMPULAN & NEXT ACTIONS

9.1 KEY TAKEAWAYS

CLUSTERING INSIGHTS:

1. TIMELINE vs RAB VALUE:
2. Micro (<100jt): 1-3 bulan → selective acceptance
3. Small (100-250jt): 3-4 bulan → SWEET SPOT, aggressive pursue
4. Medium (250-450jt): 4-6 bulan → PRIMARY TARGET, 63% margin average
5. Large (450-700jt): 5-8 bulan → HIGH VALUE, 68% margin but capacity limited

6. Premium (>700jt): 7-10 bulan → SELECTIVE, max 1 concurrent

7. LOKASI vs OPERATIONAL EFFICIENCY:

8. Zona 1 (Depok-Sawangan-Cimanggis): GOLDEN CLUSTER → 64% margin, lowest overhead
9. Zona 2 (Bekasi-Bogor-Jaktim): PROFITABLE if >250jt → 68% margin, +10% markup needed

10. Zona 3 (Tangerang-BSD): RISKY → 48-65% margin wide range, only if >400jt + 20% markup

11. KOMPOSISI OPTIMAL:

12. Persiapan: 7-8.5% | Struktur: 13-16% | Dinding: 10.5-12.5%
13. Beton: 18-22% | Atap: 8-12% | Finishing: 30-35%

14. Deviasi >5% dari range = red flag, investigate!

15. BEST PRACTICE BENCHMARK:

16. Pak Raihan - Cibitung: 78% margin, 310jt, Zona 2, medium bracket → REPLICATE!
17. Bu Tinah - Puspitek: 71% margin, 786jt, Zona 3, premium → Proof Zona 3 bisa profitable
18. Pak Rony - Permata: 71% margin, 668jt, Zona 1, large → Ideal large project

9.2 IMMEDIATE ACTIONS (Week 1)

DO NOW:

• [ ] Review current WIP projects dengan clustering lens ini
• Identify: Zona mana? Bracket mana? Margin prediction?

• Red flag mana yang harus immediate action?

• [ ] Setup pricing calculator (Excel/Google Sheets) based on section 6.2

• Test dengan RAB 3-5 inquiry terbaru

• Validate: apakah pricing kita sudah optimal?

• [ ] Vendor list & contact top 5 supplier

• Request: volume discount proposal

• Negotiate: payment terms 30 hari

• [ ] Team briefing - share clustering insights

• Mandor: pahami zona focus & timeline discipline
• Estimator: use new pricing calculator
• Marketing: shift focus ke Zona 1

9.3 THIS MONTH PRIORITIES

MUST DO (30 hari):

• [ ] Decline/defer any Zona 3 project <400jt
• [ ] Implement zona markup strictly (Zona 2 +10%, Zona 3 +20%)
• [ ] Close deal minimum 2 Zona 1 projects (Small/Medium bracket)
• [ ] Vendor partnership dengan minimum 2 key supplier (semen/bata, keramik)
• [ ] Template RAB finalisasi untuk Small & Medium bracket
• [ ] SOP timeline phasing documented & shared to team

SUCCESS METRICS: - New project all from Zona 1 or Zona 2 (>250jt) - Margin prediction >62% for all new RAB - Vendor discount secured >10%

9.4 QUARTERLY GOALS (3 Bulan)

TARGET Q1 2026:

• [ ] Revenue: 1.2 M (4 projects × 300jt avg)
• [ ] Margin: 65% average
• [ ] Zona 1 dominance: 75% of projects
• [ ] Timeline adherence: 90% on-time
• [ ] Vendor partnership: 5 key suppliers under contract
• [ ] Material cost saving: 10-12% vs random procurement
• [ ] Client satisfaction: >4.5/5 average

STRETCH GOALS: - 1 project replicate "Pak Raihan margin 78%" - 1 premium project (>700jt) di Zona 1 dengan margin >68% - Zero loss project

10. REALITA CASH FLOW - KENAPA MARGIN BESAR TAPI GALI LOBANG TUTUP LOBANG

10.1 THE HARD TRUTH - GAP ANTARA MARGIN DI KERTAS vs CASH DI TANGAN

❌ DELUSI: "Margin 64% = Bisnis Sehat"

✅ REALITA: "Margin 64% Tapi Cash Flow Struggle"

WHY THE GAP?

INI KENAPA "GALI LOBANG TUTUP LOBANG": - Margin 64% itu total project, tapi cash datang bertahap - Pengeluaran continuous (upah tukang, material, HO cost) - Working capital tidak cukup untuk bridge the gap - Harus pakai cash dari project lain untuk bayar project ini = ROBBING PETER TO PAY PAUL

10.2 DATA HISTORIS - PROOF CASH FLOW PROBLEM

TAHUN 2022: Margin 52.7% Tapi Defisit Overhead Rp 169 Juta

PROBLEM: - Total defisit overhead: Rp 528 juta (Yamala + Joglo) - Ini 89% dari project profit! - Project untung Rp 594 jt, tapi Rp 528 jt "hilang" di overhead - Sisa cuma Rp 66 juta setelah cover overhead bermasalah

KENAPA GALI LOBANG TUTUP LOBANG:

SOLUTION: Pakai cash dari termin Project A untuk bayar Project B (GALI LOBANG TUTUP LOBANG!)

TAHUN 2024: Margin 29.5% & Cash Flow Struggle

Dari cashflow analysis: - Total projects: 82 proyek - 18 projects RUGI (22.5%) - Biggest losses: - Bogor: -Rp 1.39 Triliun ❌ - Kas Joglo: -Rp 716 Miliar ❌ - Kas Yamala: -Rp 701 Miliar ❌

PATTERN SAMA: Overhead accounts tanpa revenue jadi black hole!

TAHUN 2025: Margin 59.1% Tapi...

Mari kita lihat ACTUAL SITUATION:

REALITA CASH NEED:

10.3 ROOT CAUSE ANALYSIS - KENAPA CASH FLOW BERMASALAH?

BUKAN MASALAH MARGIN (margin sudah excellent 59-64%)

TAPI MASALAH:

1. TIMING MISMATCH - Cash In vs Cash Out

DEFICIT MONTH 1: -Rp 135 juta

JADI: Meski margin akhirnya 64%, tapi bulan 1-2 DEFICIT DULU!

2. WORKING CAPITAL INADEQUATE

Kalkulasi WC Need:

KESIMPULAN: WC selalu defisit kalau ada 3+ concurrent projects!

BUKTI dari 2022: - Working capital: Rp 146 juta - Need untuk 3 projects: Rp 300 juta - Deficit: Rp 154 juta → Must rob Peter to pay Paul!

3. OVERHEAD BLACK HOLE - No Revenue Stream

CRITICAL FINDING:

Impact ke Cash Flow:

MAKANYA: Margin 52% jadi cuma 11% after overhead!

4. CLIENT PAYMENT DELAY - Systemic Issue

Typical payment flow:

Impact:

GAP: 2 months cash shortfall in month 5-6 = Need Rp 60 juta bridge from other project = GALI LOBANG TUTUP LOBANG!

5. NO FINANCIAL RESERVE/BUFFER

Industry Standard: - Operating reserve: 3-6 months HO cost - WC reserve: 30-40% of annual revenue - Emergency fund: 10-15% of annual revenue

Renovasia Current (estimate): - Operating reserve: ~5 months HO cost (Rp 150 jt / Rp 30 jt) ⚠️ BORDERLINE - WC reserve: ~2% of revenue (Rp 150 jt / Rp 6 M) ❌ WAY TOO LOW! - Emergency fund: None ❌

Comparison:

TOTAL CAPITAL SHORTFALL: Rp 2.25 Milyar!

MAKANYA GALI LOBANG TUTUP LOBANG!

10.4 THE VICIOUS CYCLE - Bagaimana Situasi Memperburuk Dirinya

REAL EXAMPLE from 2025:

• 7 projects RUGI (19% failure rate)
• Kemungkinan besar: projects yang dipaksakan karena need cash
• Margin sacrifice untuk cashflow immediacy
• Result: Malah bikin cash flow WORSE!

10.5 SOLUSI - BREAK THE CYCLE

TIDAK CUKUP HANYA "ALOKASI HO 15%"!

Butuh STRUCTURAL FIX:

IMMEDIATE (1-3 Bulan): STOP THE BLEEDING

1. CUT OVERHEAD BLACK HOLE

2. INJECT WORKING CAPITAL (Critical!)

3. PAYMENT TERMS DISCIPLINE

IMPACT: - WC need per project: -30% (Rp 100 jt → Rp 70 jt) - Payment gap: -50% (4 weeks → 2 weeks) - Cash flow: +Rp 80-100 jt/month improvement

SHORT TERM (3-6 Bulan): BUILD BUFFER

4. FORCED SAVINGS - HO Reserve Fund

MECHANISM: Allocate margin to 3 buckets

TIMELINE: - Month 1-6: Aggressive saving mode - HO Reserve: Rp 20 jt/month × 6 = Rp 120 jt - WC Reserve: Rp 30 jt/month × 6 = Rp 180 jt - Total accumulation: Rp 300 juta

After 6 months: - WC at Rp 330-380 juta ✅ HEALTHY! - Emergency fund Rp 120 juta ✅ 4 months buffer - Can reduce saving rate to 5% total

5. PROJECT SELECTIVITY - MARGIN OVER VOLUME

EXPECTED: - Reduce projects from 37 → 25-30/year - BUT increase avg margin from 59% → 65-68% - AND reduce failure from 19% → <10% - NET CASH GENERATION: +20-30%!

MEDIUM TERM (6-12 Bulan): STRUCTURAL STRENGTH

6. REVENUE DIVERSIFICATION - Create Stable Cash Streams

PROBLEM: 100% revenue from project-based (lumpy cashflow)

SOLUTION: Add recurring/stable revenue

IMPACT: - Total recurring: Rp 60-80 jt/month - Covers 200% of HO cost! - Project margin becomes PURE PROFIT - Cash flow stress: ELIMINATED!

7. VENDOR PARTNERSHIP - Payment Terms Extension

STRATEGY: - Annual volume commitment to 3-5 key vendors - Guaranteed payment (track record) - Regular order (predictability) - Exchange for 30-45 days terms

CALCULATION:

Combined with 3-4 vendors: - Total WC freed: Rp 250-320 juta ✅ GAME CHANGER!

10.6 TARGET STATE - How Success Looks Like

AFTER FIXES (12-18 Months):

MONTHLY CASH FLOW (Target State):

NET SURPLUS: Rp 150 jt/month ✅ HEALTHY!

Uses for surplus: - Reinvest: Equipment, tools - Expansion: Additional team - Dividend: Owner profit - Growth: Market development

10.7 BRUTAL HONESTY - Current vs Target

CRITICAL PATH:

10.8 THE FORMULA (REVISED WITH REALITY)

OLD FORMULA (INCOMPLETE):

"Zona 1 Focus + Medium/Large Bracket + Composition Discipline + Vendor Partnership + HO Allocation 15% = Consistent 65%+ Margin"

NEW FORMULA (COMPLETE WITH CASH REALITY):

11. KESIMPULAN & NEXT ACTIONS (BRUTALLY HONEST VERSION)

11.1 THE UNCOMFORTABLE TRUTH

❌ DELUSI: - "Margin 64% = We're doing great!" - "Just need better HO allocation formula" - "Cash flow will fix itself"

✅ REALITA: - Margin 64% di kertas, tapi cash flow struggle tiap bulan - Gali lobang tutup lobang bukan accident, tapi systemic issue - Root cause: WC defisit Rp 200-250 juta + overhead black holes - Tidak sustainable jangka panjang

EVIDENCE: - 2022: Overhead defisit Rp 528 jt (Yamala + Joglo) - 2024: 18 projects rugi, Joglo -Rp 716 M, Yamala -Rp 701 M - 2025: 7 projects rugi (19% failure), Kios -Rp 81.6 jt - PATTERN KONSISTEN across 4 years!

IF NOTHING CHANGES: - Cycle akan continue - Stress level remain high - One bad project = potential collapse - Growth terbatas (can't scale without WC)

11.2 IMMEDIATE ACTIONS (CRITICAL - WEEK 1)

STOP DOING (Immediately): - ❌ Accepting projects <60% predicted margin - ❌ Accepting DP <40% - ❌ Funding overhead units with no revenue plan - ❌ Delaying vendor payment (destroys relationship & future terms)

START DOING (Week 1):

• [ ] AUDIT ACTUAL CASH POSITION (not accounting, real cash!)
• Berapa cash available TODAY?
• Berapa committed untuk ongoing projects?
• Berapa FREE cash (WC)?

• Berapa utang supplier outstanding?

• [ ] CALCULATE REAL WC NEED

• Current active projects: berapa?
• WC locked per project: berapa?
• Total WC need: berapa?

• Gap vs available: BERAPA DEFICIT SEBENARNYA?

• [ ] IDENTIFY OVERHEAD BLACK HOLES

• List ALL overhead accounts
• Which ones: revenue vs no revenue?
• No revenue units: JUSTIFY or CUT

• Target: Rp 5-10 jt/month saving

• [ ] NEW PROJECT POLICY (Effective Immediately)

• Minimum margin: 62%
• Minimum DP: 40%
• Payment terms: Non-negotiable
• Print & post di kantor!

11.3 THIS MONTH PRIORITIES (30 HARI)

MUST ACHIEVE:

• [ ] WC Injection Plan Decided
• Owner capital? Berapa? When?
• Credit line? From where? Terms?
• OR: Delay HO transfer to build WC?

• TARGET: Secure Rp 100-150 juta additional WC

• [ ] Cut 1-2 Overhead Black Holes

• Decision on Kios Renovasia
• Any other no-revenue units

• TARGET: Save Rp 5-7 jt/month

• [ ] Enforce Payment Discipline

• 40% DP: Applied to ALL new projects
• Existing projects: Negotiate acceleration

• TARGET: Improve cash collection by 20%

• [ ] Reject 2-3 Low-Margin Inquiries

• Practice saying "No" to <60% margin
• Even if it hurts short term
• TARGET: Build discipline muscle

SUCCESS METRIC MONTH 1: - WC increased by Rp 50-100 juta (combination of injection + collection) - Overhead cost reduced by Rp 5-7 juta/month - Zero new projects accepted with <60% margin

11.4 QUARTERLY GOALS (3 BULAN)

TARGET Q1 2026:

CRITICAL MILESTONES:

Month 1: Emergency stabilization (WC inject, cost cut)
Month 2: Payment terms enforcement showing results
Month 3: First month with positive cash surplus

IF NOT ACHIEVED: - Re-evaluate strategy - Consider more drastic measures - Might need external help (consultant, mentor)

11.5 WHAT SUCCESS LOOKS LIKE (12 MONTHS)

NOT THIS (Current "Success" - Fragile):

Revenue: Rp 6 M/year ✅
Margin: 64% ✅
Net Profit: Rp 3.5 M ✅

BUT:
Cash flow: Gali lobang tutup lobang ❌
WC: Always insufficient ❌
Stress: High every month ❌
Scalable: No ❌
Sustainable: Questionable ❌

BUT THIS (True Success - Resilient):

Revenue: Rp 7-8 M/year ✅
Margin: 66-68% ✅
Net Profit: Rp 3.8-4.2 M ✅

AND:
Cash flow: Positive every month ✅
WC: Rp 400 juta (sufficient for 4-5 projects) ✅
Reserve: Rp 400 juta (sleep well at night) ✅
Recurring: Rp 60-80 jt/month (HO covered) ✅
Stress: Low (business runs smoothly) ✅
Scalable: Yes (can add teams) ✅
Sustainable: Absolutely ✅

THE DIFFERENCE: - Not just profitable on paper - But cash-generative in reality - Not just surviving month to month - But thriving with confidence - Not hoping next project saves you - But choosing which projects to take

PENUTUP (REALITY CHECK VERSION)

Analisis clustering memberikan framework excellent untuk OPERATIONS.

Tapi CASH FLOW REALITY adalah missing piece yang critical:

✅ Optimasi pricing berdasarkan zona & bracket → DONE
✅ Fokus operasional ke high-margin territory → DONE
✅ Timeline predictability → DONE
✅ Risk mitigation → DONE
⭐ WORKING CAPITAL & CASH FLOW FIX → THIS IS THE GAME CHANGER!

Yang Paling Penting:

Margin 64% itu BUKAN kesuksesan kalau tiap bulan masih gali lobang tutup lobang.

TRUE SUCCESS = Margin bagus + Cash flow sehat + Reserve cukup + Bisa tidur nyenyak!

FROM SURVIVING TO THRIVING! 💪

Next step:
1. ACKNOWLEDGE the reality (done ✅)
2. COMMIT to fix (do it!)
3. EXECUTE with discipline (no excuse!)
4. MONITOR progress (weekly!)
5. ACHIEVE resilience (12-18 months!)

The brutal truth hurts, but it's the ONLY path to sustainable success. 🚀

Dokumen ini dibuat: 26 Januari 2026
Data source: 28 RAB files + Financial analysis 2022-2025 + Cash flow reality check
Review & update: MONTHLY untuk cash flow tracking (non-negotiable!)
This version: HONEST & ACTIONABLE