Overall, the performance of the bank bjb as dealer of

฀Annual฀Report฀•฀ Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 92 ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Portofolio Trading FX FX Trading Portfolio USD juta USD million 2011 53 2011 24 2012 224 +322,64 Volume Trading FX FX Trading Volume Produk Unggulan Tresuri ORI Di tahun 2012, bank bjb ditunjuk Pemerintah menjadi salah satu dari 22 agen penjual Obligasi Negara Ritel atau ORI untuk seri ORI009. Sebelumnya, sepanjang kurun waktu tahun 2007 hingga 2011, posisi bank bjb baru sebagai Sub Agen Penjual ORI untuk ORI004 sampai dengan ORI008. Kepercayaan tinggi yang diberikan Pemerintah berbuah pencapaian penjualan ORI009 yang membanggakan. Dari target penjualan yang ditetapkan sebesar Rp 150.000.000.000,- bank bjb berhasil mencapai tingkat penjualan ORI009 sebesar Rp 167.005.000.000,- atau 111,34 dari target penjualan yang ditetapkan. Prestasi penjualan ini mendapat apresiasi yang cukup baik dari Departemen Keuangan yang melakukan evaluasi kinerja Agen Penjual ORI, dengan hasil sebagai berikut:

a. Berdasarkan pencapaian target penjualan, bank bjb berada

di posisi ke-3 dari 22 agen penjual ORI009. b. Penilaian dari sisi marketing dalam penjualan ORI009, bank bjb memperoleh penghargaan The Best Marketing diantara 22 agen penjual ORI.

c. Secara keseluruhan, kinerja bank bjb sebagai agen penjual

ORI009 berada di posisi ke-9 dari 22 agen penjual ORI yang ada. Kinerja Penjualan ORI bank bjb Seri ORI ORI009 ORI008 ORI007 ORI Series Nominal Penjualan 167.005.000.000 5.000.000.000 9.960.000.000 Nominal Sales Jumlah Nasabah 495 149 153 Total Customer Faktor Pendukung dan Penghambat Kegiatan bisnis tresuri sangat dipengaruhi oleh kondisi pasar global yang fluktuatif. Dapat digambarkan, sentimen negatif yang dipicu oleh krisis surat utang di Eropa serta pemulihan ekonomi di Amerika Serikat, sangat mempengaruhi kondisi pasar Flagship Treasury Products ORI In 2012, the Government appointed bank bjb to be one of 22 dealers for retail state bonds or ORI for ORI009 series. Earlier, in the period from 2007 to 2011, bank bjb served as sub-agent for the sale of ORI for ORI004 to ORI008 series. The confidence of the government in bank bjb was rewarded by an excellent performance in the sales of ORI009. From a targetted sales of Rp 150 billion, bank bjb successfully exceeded the target by recording sales of Rp 167,005,000,000, for ORI009 – an increase of 111.34 from the target. This sales performance was appreciated by the Ministry of Finance that conducted evaluation to the performance of ORI Sales Agent, with the following results:

a. Based on the achievement of sales targets, bank bjb is

ranked in third position from 22 dealers of ORI009.

b. In terms of sales marketing of ORI009, bank bjb was

awarded as the Best Marketing among 22 ORI dealers.

c. Overall, the performance of the bank bjb as dealer of

ORI009 is ranked in the 9th position, from the exisitng 22 dealers for ORIs. bank bjb’s ORI Sales Performance Supporting and Restraining Factors Treasury business activities are strongly influenced by the fluctuating global market conditions. For instance, negative sentiments sparked by the debt crisis in Europe and the economic recovery in the United States have significantly affected International Treasury ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Performance Good Corporate Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 93 ฀Annual฀Report฀•฀ di dalam negeri. Di awal tahun 2012, Indonesia memperoleh peningkatan peringkat investasi dari Ba1 menjadi Baa3 menurut Agen Pemeringkat Moody’s dengan outlook stabil. Kondisi ini merupakan yang pertama setelah 14 tahun sejak terjadinya krisis ekonomi Asia pada tahun 1998 lalu. Namun, dengan penurunan BI rate yang dilakukan oleh Bank Indonesia ditengah inflasi yang terus meningkat, serta kekhawatiran dunia akan dampak krisis ekonomi Eropa mengakibatkan pasar keuangan global termasuk Indonesia mengalami pelemahan, meliputi nilai tukar USDIDR maupun harga surat berharga. Hal ini membuat kegiatan tresuri mengalami sedikit penurunan secara volume di awal tahun mengingat para pelaku pasar menjadi lebih berhati- hati dalam mengambil keputusan. Guna mengantisipasi kondisi pasar yang cenderung menurun, kegiatan tresuri lebih difokuskan untuk memperoleh keuntungan bagi nasabah dengan melakukan penjualan ORI009, serta memfalitasi transaksi valuta asing untuk memenuhi kebutuhan nasabah secara real time. Rencana dan Strategi Pemasaran Seiring dengan transformasi bank bjb menjadi institusi yang Lebih Besar dan Lebih Kuat untuk melayani Lebih Baik serta mempertimbangkan perkembangan bisnis tresuri yang semakin meningkat, Divisi Tresuri dituntut untuk terus berupaya mengembangkan produk dan layanan demi memenuhi kebutuhan nasabahnya secara lebih baik. Untuk mencapai tujuan tersebut, Divisi Tresuri akan melakukan pengembangan struktur organisasi serta memperluas jaringan pemasaran melalui Regional Treasury Marketing yang diharapkan dapat meningkatkan transaksi tresuri. Rencana pengembangan struktur organisasi tersebut memerlukan tambahan sumber daya manusia yang handal dan kompeten, khususnya di bidang Dealer dan Sales Treasury. Penambahan tenaga dealer dan sales tresuri diharapkan akan mampu meningkatkan portofolio nasabah kelolaan, sekaligus meningkatkan volume transaksi tresuri. Pada pelaksanaannya, tambahan tenaga kerja dealer dan sales tersebut akan dioptimalkan di Dealing Room Tresuri dan seluruh Regional Treasury Marketing bank bjb. Peningkatan kompetensi dealer dan sales tresuri akan dilakukan secara berkesinambungan dengan target agar tenaga-tenaga tambahan ini mampu mengelola produk-produk tresuri secara prudent. Produk-produk tresuri juga diberikan dalam bentuk pelatihan baik yang sifatnya internal maupun eksternal bagi karyawan pusat maupun karyawan kantor cabang dan unit-unit bisnis lainnya. Hal ini bertujuan untuk meningkatkan kegiatan pemasaran produk tresuri maupun kegiatan cross selling dengan unit-unit bisnis lain di bank bjb. domestic market condition. In early 2012, Indonesia gained an increase in investment rating from Ba1 to Baa3 according to Moody’s Rating Agency with a stable outlook. This is the first ever happened in the past 14 years since the economic crisis hit Asia in 1998. However, the decline of Central Bank interest rate amidst the growing inflation, also the world concerns about the impact of economic crisis in Europe, have led to a weakening of global financial markets, including Indonesia, involving the exchange rate of USD EUR and the price of securities. This situation affected treasury acitivities which decreased slightly in volume at the beginning of the year given that market players became more cautious in making decisions. To anticipate the declining market condition, treasury activities were focused more on gaining benefits for customers through sales of ORI009 and facilitating foreign exchange transactions to meet customer needs in real time. Marketing Plan and Strategy Along with the transformation of bank bjb to become ‘Bigger, Stronger and to Serve Better’ and considering the growing developments in the treasury business, the Treasury Division is required to continue to develop its products and services to better meet the needs of customers. To achieve these objectives, the Treasury Division would develop its organizational structure and expand its marketing network through the Regional Treasury Marketing that is expected to increase treasury transactions. The organizational structure development plan requires additional human resources who are reliable and competent, especially in areas of Treasury Dealer and Sales. The addition of Treasury Dealer and Sales staff is expected to improve customer’s portfolio management, as well as to increase the volume of treasury transactions. In practice, the addition of Treasury Dealer and Sales staff will be optimized in the Dealing Room Treasury and all Regional Treasury Marketing of bank bjb. Competence improvement for treasury dealers and treasury sales personnel is carried out continuously in order to ensure the capability of these additional staffs in managing treasury products in a prudent manner. The Bank also provided internal and external training on treasury products for employees in branch offices and other business units. This aims at improving the marketing activities of treasury products and other cross- selling activities with other business units within bank bjb. ฀Annual฀Report฀•฀ Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 94 ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Melalui diversifikasi produk yang dilakukan, portofolio KPR Mortgage bank bjb di tahun 2012 tumbuh sebesar 278 dibandingkan pencapaian pada tahun 2011. Sementara customer base mengalami pertumbuhan sekitar 269 dibandingkan tahun sebelumnya. Berikut ini pergerakan bisnis KPR Mortgage setiap bulan di sepanjang tahun 2012: Bulan Portofolio dalam Miliarin Billion ∆ Portofolio dalam Miliarin Billion NOA ∆ NOA Month Desember 2011 455,37 1.769 December 2011 Januari 2012 504,19 48,82 1.938 169 Januariy 2012 Februari 2012 594,21 90,02 2.361 423 February 2012 Maret 2012 665,91 71,70 2.658 297 March 2012 April 2012 754,84 88,93 2.977 319 April 2012 Mei 2012 834,05 79,21 3.346 369 May 2012 Juni 2012 950,64 116,59 3.811 465 June2012 Juli 2012 1.033,34 82,70 4.195 384 July 2012 Agustus 2012 1.119,59 86,25 4.506 311 August 2012 September 2012 1.226,55 106,96 4.900 394 September 2012 Oktober 2012 1.324,83 98,28 5.301 401 October 2012 November 2012 1.468,83 143,99 5.746 445 November 2012 Desember 2012 1.728,09 259,26 6.532 786 December 2012 Through efforts in product diversification, the portfolio of Housing Loan KPR Mortgage in 2012 grew by 278 compared to its position in 2011. Meanwhile, the customer base has increased by approximately 269 over the previous year. The following table shows the monthly development of bjb’s KPR Mortgage business in 2012: Peningkatan Aktivitas Produk Kredit Pemilikan Rumah Merupakan Peningkatan Layanan bank bjb Untuk Memenuhi Kebutuhan Masyarakat Disamping Peningkatan Jumlah Nasabah Baru Perorangan. bank bjbs more intense activities in mortgages reflect its stronger commitment to the community, as well as efforts to attract more individual customers. KPR Mortgage Mortgage Housing Financing Rp 1,72T Kredit bjb KPR Mortgage bjb Mortgage Housing Loan ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Performance Good Corporate Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 95 ฀Annual฀Report฀•฀ Secara umum, pertumbuhan portofolio KPR Mortgage di masing-masing Kantor Wilayah juga mengalami kenaikan sebagaimana terlihat pada tabel di bawah ini: Pertumbuhan Portofolio KPR Mortgage per Kantor Wilayah Kanwil 31 Desember 2011 dalam Miliarin Billion 31 Desember 2012 dalam Miliarin Billion TumbuhGrowth KANWIL I 173,44 574,42 400.974.668.401 KANWIL II 107,91 448,43 340.515.865.193 KANWIL III 113,70 464,72 351.026.741.548 KANWIL IV 60,32 240,52 180.201.905.687 TOTAL 455,37 1.728,09 1.272.719.180.829 NOA 1.769 6.532 4.763 +278 Kredit bjb KPR Mortgage bjb Mortgage Housing Loan +269 Customer Base Kredit bjb KPR Mortgage Customer Base of bjb Mortgage Housing Loan In general, the portfolio growth of KPR Mortgage in every regional office also increased as shown in the table below: The portfolio growth of KPR Mortgage by Regional Office ฀Annual฀Report฀•฀ Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 96 ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Implementation of New Products In order to enhance the KPR Mortgage portfolio, bank bjb implemented a new packaging of KPR products, namely bjb Consumer Mortgage, bjb Consumer Mortgage and bjb Commercial Mortgage. This is also supported by increased marketing activities in potential areas. Composition of KPR Mortgage portfolio by product Flagship Product In 2012, business development of bjb’s KPR Mortgage was backed by 3 three flagship products that showed excellent growth. bjb KPR is a consumer housing credit facility for the ownership of residential landed house, apartment except the office house and store house, with the residence itself as the collateral, the source of repayment is not derived from the object being financed, which is given by the bank to an individual debtor with a maximum loan amount determined by the value of the collateral. bjb Consumer Mortgage, is a consumer credit facility secured by residential andor non-residential as collateral, the source of repayment is not derived from the object being financed, and granted to individual debtors with a maximum loan amount based on the value of the collateral. This credit facility can be used for customers for:

a. Purchase or Ownership of Non Residential - bjb Consumer