Strategi Menanggulangi Faktor-Faktor Penyebab Rendahnya Minat Nasabah Terhadap Produk Pembiayaan Murabahah Di BMT Surya Kencana Balong

Abstract

The low level of public interest in murabahah financing at BMT Surya Kencana Balong indicates problems that are not limited to the characteristics of the contract, but also concern financing mechanisms, internal institutional conditions, public understanding, and competition among financing institutions. This study aims to examine the implementation of murabahah financing, identify internal and external factors causing low customer interest, and analyze the strategies employed by BMT Surya Kencana Balong to increase customer interest and the community's response to these strategies. This research employed a qualitative approach with a case study design. Data were collected through observation, interviews, and documentation and analyzed through data reduction, data display, and conclusion drawing and verification. The results show that murabahah financing has benefited customers, particularly in meeting business capital needs, increasing merchandise, supporting operational needs, and developing businesses. However, its implementation still faces obstacles related to administrative requirements, the application process, and collateral provisions. Based on the 7P marketing mix, the most prominent internal factors are price, process, and promotion. A financing margin of 1.2%–1.5% calculated on a flat monthly basis is perceived as burdensome by some micro-entrepreneurs, while procedures and collateral are considered less practical. Externally, limited Islamic financial literacy and competition from formal and informal financial institutions also affect public interest. The BMT's current strategy relies on personal selling and community education. These strategies have helped introduce the product but have not yet resulted in an optimal increase in customer interest. The required mitigation strategies include increasing transparency regarding financing margins and costs, simplifying administrative procedures without eliminating prudential principles, strengthening personal promotion and information media, improving Islamic financial literacy, optimizing service quality, and strengthening the distinctive advantages of murabahah financing, namely Sharia compliance, transparency, and certainty of installment schemes.