The continuous development of bjb Quickcash application

bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 102 4. Pengembangan aplikasi bjb quickcash secara terus menerus oleh internal bank bjb, agar dapat digunakan oleh Remittance Agent di dalam dan di luar negeri dan user friendly. 5. Gathering nasabah dan calon nasabah potensial, baik terkait transaksi trade finance maupun remittance. 6. Program-program pemasaran menarik yang dapat menjaring pasar remittance. 7. Pengembangan kapabilitas sumber daya manusia secara berkelanjutan melalui pelatihan eksternal dan internal untuk yang berada di kantor cabang maupun kantor pusat. Aktivitas Pemasaran Sepanjang tahun 2013, bank bjb telah melakukan sejumlah aktivitas pemasaran sebagai upaya mendukung kinerja Perseroan. Beberapa kegiatan tersebut: A. Pemasaran Transaksi Trade Finance and Services Dalam rangka mendukung peningkatan transaksi trade finance dan jasa, kegiatan pemasaran dilakukan bersifat proaktif. Di antaranya melalui gathering dengan nasabah dan calon nasabah potensial, BKPM, BKPMD, komunitas bisnis, asosiasi pengusaha, Kadin, HIPMI, HIPPI yang memiliki orientasi transaksi ekspor- impor. Pengembangan bisnis tercermin pada kinerja bisnis trade finance bank bjb dengan total portofolio transaksi perdagangan selama tahun 2013 mencapai Rp1,74 triliun. Dibandingkan tahun sebelumnya, pencapaian tersebut mengalami peningkatan sebesar 14,71. Hingga akhir 2013, ada 47 nasabah aktif yang melaksanakan transaksi trade finance dan jasa di bank bjb. Selain itu, ada 5 bank koresponden yang telah menggunakan produk tersebut melalui transaksi antarbank dengan bank bjb. B. Pemasaran Transaksi Remitansi Kinerja bisnis remitansi selama tahun 2013 secara keseluruhan mengalami peningkatan fee based sebesar 37,47 dibandingkan tahun 2012. Peningkatan tersebut terjadi selaras dengan strategi pemasaran yang telah dilakukan, yaitu berupa: penambahan sub-agen BPR, agen di luar negeri Hong Kong, Malaysia, dan Taiwan, menjalin hubungan baik dan kemitraan dengan lembaga yang memiliki potensi untuk mengembangkan remitansi baik swasta maupun pemerintah Kementerian Tenaga Kerja Transmigrasi, Asosiasi Pengelola TKI, Disnaker, Purna TKI dan BNP2TKI, promosi melalui media cetak, elektronik, maupun sebagai narasumber di berbagai acara gathering, melakukan edukasi perbankan terkait kiriman uang kepada masyarakat luas. Selain itu, peningkatan juga didukung oleh penambahan jaringan kantor bank bjb. Selama tahun 2013, terdapat 14 BPR yang tersebar di Boyolali, Serang, Cianjur, Bekasi, Karawang, dan Majalengka yang telah menjadi sub-agen. INTERNATIONAL TREASURY INTERNASIONAL DAN TRESURI

4. The continuous development of bjb Quickcash application

internally so that it becomes user friendly and able to be used by the Remittance Agent inside and outside the country. 5. Customer and potential prospective customers gathering, both in terms of trade finance transactions and remittance. 6. Attractive marketing programs able to capture the remittance market. 7. The development of human resource capabilities on an on-going basis through external and internal training for the employees in the branch office or headquarter. Marketing Activities Throughout 2013, bank bjb has conducted a number of marketing activities in order to support the Company’s performance. Some of these activities: A. Trade Finance and Services Transaction Marketing In order to support increased trade finance and services transactions, marketing activities conducted are proactive. Including through gathering with customers and potential clients, BKPM, BKPMD, business community, entrepreneur association, Chamber of Commerce, HIPMI, HIPPI that have export-import transactions orientation. Business development is reflected in bank bjb’s trade finance business performance with a total portfolio of trade transactions during 2013 reaching Rp1.74 trillion. Compared to the previous year, the achievement experienced an increase of 14.71. Up to the end of 2013, there are 47 active clients who perform trade finance and services transactions in bank bjb. In addition, there are 5 correspondent banks that have used these products through interbank transactions with bank bjb. B. Remittance Transaction Marketing Remittance business performance during 2013 as a whole experienced a fee based increase of 37.47 compared to 2012. The increase was in line with the marketing strategies which have been performed, which are: the addition of a sub-agent BPR, overseas agents Hong Kong, Malaysia, and Taiwan, establishing good relationships and partnerships with institutions that have the potential to develop remittance, both private and government Ministry of Manpower and Transmigration, TKI Management Association, Manpower Agency, Purna TKI and BNP2TKI, promotions through print and electronic media, as well as speakers in various gatherings, conducting banking education related to remittance to the general public. In addition, the increase was also supported by the addition of bank bjb office network. During 2013, there were 14 BPRs spread in Boyolali, Serang, Cianjur, Bekasi, Karawang, and Majalengka which has become sub-agents. Introduction Management Discussion Analysis on Company Performance Good Corporate Governance Corporate Social Responsibility Corporate Data bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 103 Consolidated Financial Statements C. Pemasaran Transaksi Antar-Bank Financial Institution Dalam upaya mendukung kelancaran pelaksanaan transaksi dan percepatan bisnis Divisi Internasional, Financial Institution secara berkesinambungan berupaya mengembangkan jaringan bank koresponden dan counterparty untuk memperluas network. Saat ini, telah lebih dari 444 hubungan koresponden dibuka dengan bank di berbagai negara maupun non-bank dan lembaga keuangan lainnya. Selain upaya pengembangan jaringan bank koresponden, untuk mengoptimalkan hubungan kerja sama dan peningkatan fee based income, dilakukan kegiatan pemasaran produk trade finance dan jasa antarbank. Kontribusi pendapatan fee based income yang diperoleh dari transaksi tersebut selama tahun 2013 cukup signifikan. Rencana Strategi Pemasaran Untuk terus meningkatkan pertumbuhan bisnis perbankan internasional pada tahun 2014, selain tetap mendorong pertumbuhan transaksi trade finance dan remitansi, bank bjb akan lebih meningkatkan peran Financial Institution sebagai salah satu profit center. Beberapa rencana kerja dan strategi pemasaran yang telah dirancang untuk meningkatkan pertumbuhan di tahun 2014 adalah sebagai berikut: 1. Pengembangan Bisnis di tahun 2014 akan lebih banyak difokuskan kepada pengembangan produk remittance dengan melakukan optimalisasi “bjb quickcash”, sistem remittance yang dikembangkan secara internal oleh bank bjb. Pengembangan sistem “bjb quicash” akan menitikberatkan kepada pemberian kemudahan yang lebih optimal bagi remitting agent dalam melaksanakan operasional transaksi. Pengembangan remittance juga akan menitikberatkan kepada perluasan jaringan, dengan menambah remittance agent di luar negeri, yaitu Singapura, Malaysia, Taiwan, dan Hong Kong. 2. Tidak hanya meningkatkan perluasan jaringan di luar negeri, perluasan jaringan bisnis remittance di dalam negeri akan dijajaki juga dengan menggandeng remittance agent yang telah memiliki jaringan luas. Kerja sama ini diharapkan dapat memberikan mutual benefit dalam menggarap pasar remittance yang sama. 3. Peningkatan bisnis remittance juga akan difokuskan pada peningkatan transaksi transfer valas, yang akan didorong dengan upaya promosi produk baik melalui media cetak maupun elektronik. Selain itu, upaya pemasaran dengan mengemas produk menjadi lebih menarik bagi nasabah untuk melakukan transaksi transfer valas di bank bjb. 4. Melakukan kerja sama dengan PT Telekomunikasi Indonesia Tbk. dalam bidang remittance dan penunjukan bank bjb sebagai treasury bank PT Telekomunikasi Indonesia Tbk. Kerja sama ini diharapkan akan memberikan mutual benefit dalam menggarap pasar remittance yang sama, baik di dalam maupun luar negeri. C. Marketing Inter-Bank Transactions Financial Institution In the effort to support the execution of business transactions and the acceleration of the International Division, Financial Institution continuously strives to develop a network of correspondent banks and counterparties to expand the network. Currently, more than 444 correspondent relations with banks various countries were opened as well as non-banks and other financial institutions. In addition to efforts in developing a network of correspondent banks, to optimize cooperation and increase in fee-based income, inter bank trade finance and service products marketing activities have been conducted. The contribution of fee-based revenue earned from these transactions during 2013 was significant. Marketing Strategy Plan To continue to improve the growth of international banking business in 2014, in addition to continue to promote the growth of trade finance and remittance, bank bjb will further enhance the role of Financial Institution as a profit center. Some of the work plans and marketing strategies that have been designed to boost growth in 2014 are described as follows: 1. Business Development in 2014 will be more focused on developing remittance products by optimizing “bjb Quickcash”, a remittance system developed internally by bank bjb. Development of “bjb Quickcash” system will focus on providing more optimal convenience for remitting agents in executing transactions. The development of remittance will also focus on the expansion of the network, by adding overseas remittance agents, namely Singapore, Malaysia, Taiwan, and Hong Kong. 2. Not only improve network expansion overseas, the expansion of domestic remittance business network will also be explored by cooperating with remittance agents with extensive network. The cooperation is expected to provide mutual benefits in working on the same remittance market. 3. Increase of the remittance business will also focus on increasing the transfer of foreign currency transactions, which will be driven by the promotion of products through both print and electronic media. In addition, marketing will also be conducted by packaging the product in a way that is more attractive to customers thus encouraging them to perform the transaction of foreign currency transfer through bank bjb. 4. Work together with PT Telekomunikasi Indonesia Tbk in the field of remittance and the appointment of bank bjb as the treasury bank of PT Telekomunikasi Indonesia Tbk. This partnership is expected to provide mutual benefits in working on the same remittance market, both domestic and abroad. bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 104 5. Pengembangan Bisnis Trade Finance di tahun 2014 akan fokus pada pengembangan structure trade bekerja sama dengan bank-bank koresponden, baik di dalam maupun luar negeri. Selain itu, juga melakukan aliansi strategis dengan bank-bank tersebut. Hal itu diharapkan dapat meningkatkan transaksi bjb. Di samping itu, dapat meningkatkan brand awareness bank bjb dilingkungan perbankan nasional dengan produk produk yang kompetitif dan bervariasi. 6. Selain mengembangkan produk trade finance, tahun 2014 akan menjadi tahun untuk meningkatkan pelayanan kepada nasabah diantaranya akan menyediakan jasa layanan pajak ekspor impor serta meningkatkan kualitas pelayanan transaksi trade kepada nasabah dengan melakukan sertifikasi ISO 9001 terhadap proses pelaksanaan transaksi trade. Tresuri Dibidang Tresuri pada tahun 2013 melakukan transaksi pasar uang yang lebih variatif guna menjaga arus kas jangka pendek dan optimalisasi tingkat pengembalian return. Serta tetap memberikan perhatian lebih besar dalam pengembangan transaksi sales nasabah. Pengembangan Bisnis Rencana Amerika mengurangi stimulus moneter tapering off ikut menekan perekonomian Emerging Market termasuk Indonesia, sehingga mengalami perlambanan. Rencana kebijakan tersebut merupakan sinyal bahwa perekonomian Amerika membaik. Dampak dari situasi tersebut adalah penarikan dana oleh para investor asing, termasuk di Indonesia. Mereka menyimpan asetnya dalam dolar Amerika, sehingga membuat nilai tukar rupiah melemah dan aset terkoreksi. Divisi Tresuri mengoptimalkan kondisi pasar keuangan tersebut dengan melakukan transaksi jual-beli surat berharga dan transaksi valuta asing dalam rangka memperoleh pendapatan nonbunga. Selain itu, untuk meningkatkan pendapatan, Divisi Tresuri juga melakukan transaksi pembelian surat berharga jangka pendek dengan imbal hasil tinggi untuk kemudian diperoleh gapping suku bunga dari transaksi pasar uang. Transaksi Money Market Transaksi di pasar uang merupakan transaksi yang sangat berhubungan dengan tingkat suku bunga BI rate dari Bank Indonesia. Melemahnya nilai tukar mata uang rupiah sepanjang tahun 2013 dan tingkat BI rate yang menanjak hingga 7,50, berdampak pada ketatnya likuiditas di pasar uang. Dalam upaya optimalisasi jumlah likuiditas yang dikelola dan memanfaatkan momentum yang ada, Divisi Tresuri senantiasa aktif melakukan penempatan pada instrumen pasar uang PUAB, Reverse Repo, maupun instrumen surat berharga jangka pendek. Selain 5. The development of Trade Finance in 2014 will focus on the development of structure trade in cooperation with the correspondent banks, both domestic and abroad. In addition, strategic alliance with the banks will also be established. This is expected to increase bjb transactions. In addition, it can increase bank bjb brand awareness within the national banking environment with competitive and varied products. 6. In addition to developing trade finance products, the year 2014 will be the year to improve services to customers among others providing export import tax services as well as improve the quality of trade transaction services to customers by performing certification ISO 9001 towards the process of trade transactions. Treasury In 2013, the Treasury Division conducted more varied money market transactions in order to maintain short-term cash flow and optimize the rate of return. The Treasury Division also provides greater attention in the development of customer sales transactions. Business Development The plan of the U.S to reduce monetary stimulus plan tapering off pressured the economy of the Emerging Markets, including Indonesia to experience a slowdown. The policy plan is a signal that the U.S. economy is improving. The impact of this situation is the withdrawal of funds by foreign investors, including in Indonesia. The foreign investors kept their assets in U.S. Dollars, thus Rupiah weakened and asset was corrected. The Treasury Division optimized the condition of the financial market by buying and selling securities and foreign exchange transactions in order to earn non-interest income. Moreover, to increase revenue, the Treasury Division also purchased several short-term securities with high yield to obtain interest rate gapping from the money market transactions. Money Market Transaction Money market transaction is the transaction highly correlated with the level of BI rate from Bank Indonesia. The weakening of the Rupiah exchange rate during the year 2013 and the rise of BI rate up to the level of 7.50 affected on liquidity in the money market. In the effort to optimize the excess of liquidity which was maintained and made use of the existing momentum, the Treasury Division actively conducted placements in money market instruments interbank, Reverse Repo, and short-term securities instruments. In addition, in INTERNATIONAL TREASURY INTERNASIONAL DAN TRESURI Introduction Management Discussion Analysis on Company Performance Good Corporate Governance Corporate Social Responsibility Corporate Data bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 105 Consolidated Financial Statements itu, dalam rangka meningkatkan pendapatan bunga dilakukan kegiatan trading melalui strategi short gapping, sehingga diperoleh pendapatan bunga yang optimal. Tingginya volume transaksi bank bjb di pasar uang, khususnya reverse repo, menjadikan bank bjb sebagai salah satu dari delapan bank nasional yang ditunjuk oleh Bank Indonesia untuk merumuskan dan menandatangani Mini Master Repo Agreement Mini MRA. Dengan ditandatanginya Mini MRA itu, maka akses bank bjb ke pasar uang antarbank, baik untuk optimalisasi maupun penyedian likuiditas, semakin besar. Portofolio Trading Money Market Money Market Trading Portofolio TahunYear Nominal 2011 4.670 2012 7.390 2013 7.318 Transaksi Fixed Income Kenaikan tingkat suku bunga BI rate selama tahun 2013 berpotensi meningkatkan imbal hasil surat berharga. Sehingga, Divisi Tresuri mengambil langkah untuk melakukan pembelian obligasi jangka pendek dan menengah, baik obligasi pemerintah maupun obligasi korporasi dengan imbal hasil yang optimal dan tetap memperhatikan risikonya. Selain itu, transaksi surat berharga pun dilakukan dalam rangka memperoleh fee based income dengan memanfaatkan momentum pasar. Hingga Desember 2013 Divisi Tresuri telah aktif melakukan transaksi surat berharga dengan klasifikasi banking dan trading. Pasar obligasi cenderung mengalami penurunan sepanjang tahun 2013, seiring rencana pengurangan stimulus moneter di Amerika yang berdampak terhadap turunnya dana asing di Emerging Market. Divisi Tresuri mengambil kesempatan dari perubahan fundamental ekonomi tersebut dengan melakukan jual beli surat berharga untuk portofolio trading. Portofolio Trading Fixed Income Trading Portfolio Fixed Income dalam miliar rupiah in billion rupiah TahunYear Nominal 2011 82 2012 1.393 2013 3.400 order to increase interest income trading activities through the short gapping strategy were conducted in order to obtain optimal interest income. The high volume of transactions of bank bjb in the money market, especially the reverse repo, has made bank bjb one of the eight national banks appointed by Bank Indonesia to formulate and sign the Mini Master Repo Agreement Mini MRA. By signing the Mini MRA, the bank bjb’s access to the interbank money market, both for optimization and provision of liquidity, became greater. Fixed Income Transaction The increase of BI rate during 2013 potentially increase yield from securities. Thus, the Treasury Division took the step to make the purchase of short and medium-term bonds, both government bonds and corporate bonds with optimal yields while still considering the risks. In addition, the securities transactions were carried out in order to obtain fee-based income by taking advantage of the market momentum. As of December 2013 the Treasury Division was actively engaged in securities transactions classified as banking and trading. The bond market tends to decline during the year 2013, due to the plan to reduce monetary stimulus in the U.S. that provided impact on the decline of foreign funds in the Emerging Markets. The Treasury Division took advantage of the fundamental changes in the economy by buying and selling securities for the trading portfolio. bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 106 Transaksi Foreign Exchange Dalam rangka meningkatkan pelayanan kepada nasabah dan fee based income, khususnya dalam transaksi valuta asing, Divisi Tresuri terus meningkatkan pelayanan dengan memberikan pricing yang kompetitif melalui bjb TIP FX. bjb TIP FX merupakan electronic trading system yang menyediakan fitur transaksi secara real time antara Dealing Room Divisi Tresuri dengan Kantor Cabang Devisa bank bjb. Hal itu bertujuan untuk mengakomodasi kebutuhan transaksi valuta asing. Di samping itu, Divisi Tresuri juga meningkatkan aktivitas transaksi sales kepada nasabah existing dan new customer seperti PT Semen Indonesia, PTPN VIII, Pupuk Sriwijaya, Grup PT Krakatau, dan PT Telkom. Dengan dukungan infrastruktur yang memadai dan penawaran harga yang kompetitif, pada tahun 2013 volume transaksi nasabah mencapai US293 juta. Dibandingkan tahun 2012, berarti mengalami peningkatan 130,51. Keuntungan fee base income transaksi valuta asing dari sistem bank bjb TIP FX di tahun 2013 mencapai Rp16.360.810.695,76. Portofolio Trading Foreign Exchange Trading Portfolio Foreign Exchange dalam juta dolar AS in million USD TahunYear Nominal 2011 52 2012 225 2013 293 Faktor Pendukung dan Penghambat Kondisi perekonimian global sepanjang 2013 sangat mempengaruhi kegiatan bisnis Divisi Tresuri. Isu yang berkembang sejak kuartal I 2013 mengenai pengurangan stimulus moneter Amerika mampu menggerakkan pasar dengan signifikan. Kondisi tersebut ikut menekan perekonomian Indonesia. Dari dalam negeri sendiri, kenaikan harga bahan bakar minyak BBM pada pertengahan tahun ikut memberikan tekanan terhadap perekonomian. Sebagai imbasnya, tingkat inflasi di Indonesia yang meloncat tinggi dan rupiah tertekan oleh keluarnya investor asing. Hal itu memaksa Bank Indonesia untuk menaikkan suku bunga BI rate hingga 7,50 per akhir tahun. Tingginya suku bunga yang ditawarkan di pasar uang mengakibatkan ketatnya likuiditas. Dalam situasi seperti itu, Divisi Tresuri mengalihkan sebagian portofolio penempatan jangka pendeknya untuk ditempatkan pada instrumen dengan tenor yang lebih panjang, seperti surat berharga. Divisi Tresuri mengantisipasi kondisi pasar yang menurun dengan lebih fokus memperoleh keuntungan dari nasabah, baik dalam bentuk valas maupun surat berharga. Instrumen surat berharga yang ditawarkan pada nasabah berupa Obligasi Negara Ritel ORI Foreign Exchange Transaction In order to improve services to customers and fee-based income, particularly in foreign exchange transactions, the Treasury Division continued to improve services by providing competitive pricing through bjb TIP FX. bjb TIP FX is an electronic trading system that provides real-time transactions features between the Treasury Division Dealing Room and the Foreign Exchange Branch Offices of bank bjb. This aims to accommodate the needs of foreign exchange transactions. In addition, the Treasury Division also increased the activity of sales transaction for existing customers and new customers such as PT Semen Indonesia, PTPN VIII, Pupuk Sriwijaya, PT Krakatau Group, and PT Telkom. With the support of adequate infrastructure and competitive prices, in 2013 the volume of customer transactions reached US293 million, an increase of 130.51 compared to the year 2012. In 2013, the profit of the fee-based income from foreign exchange transactions through the system bank bjb TIP FX reached Rp16,360,810,695.76. Supporting and Constraining Factors The global economic condition throughout 2013 greatly affected the business activities of the Treasury Division. The issue that spread since the first quarter of 2013 regarding the reduction of the U.S. monetary stimulus was able to propel the market significantly. The condition also pressured the Indonesian economy. Within the country itself, the increase in the price of fuel oil BBM in the mid of 2013 contributed in pressuring the economy. As an impact, Indonesia’s inflation rate increased significantly high and Rupiah was depressed by the exit of foreign investors. This forced Bank Indonesia to raise the BI rate to 7.50 by the end of the year. The high interest rate offered in the money market resulted in tight liquidity. In such situation, the Treasury Division shifted some of the short-term investments to be placed on the instruments with longer tenors, such as marketable securities. The Treasury Division anticipated the declining market condition with more focus on obtaining profit from the customers, either in the form of foreign currency or marketable securities. The marketable securities instruments were offered to the customers in the form of INTERNATIONAL TREASURY INTERNASIONAL DAN TRESURI Introduction Management Discussion Analysis on Company Performance Good Corporate Governance Corporate Social Responsibility Corporate Data bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 107 Consolidated Financial Statements seri ORI010 pada pasar perdana. bank bjb ditunjuk kembali oleh Departemen Keuangan untuk menjadi Agen Penjual ORI010. Hal ini merupakan kedua kalinya sejak tahun 2012, di mana bank bjb pun menjadi Agen Penjual ORI009. Sementara untuk transaksi valuta asing nasabah, Divisi Tresuri memfasilitasinya dalam bentuk bjb TIP FX. Hal itu dilakukan untuk memenuhi kebutuhan nasabah secara real time. Produk Andalan Lainnya Obligasi Negara Ritel ORI Pada tahun 2013, bank bjb menjadi salah satu dari 20 agen penjual ORI010 yang ditunjuk Departemen Keuangan setelah sebelumnya menjadi Agen Penjual ORI009 pada tahun 2012 dan Sub Agen Penjual ORI sejak tahun 2007 hingga 2011 untuk ORI004 – ORI008. Pemerintah menargetkan bank bjb sebesar Rp165 miliar. Dari situ, bank bjb berhasil mencapai penjualan ORI010 sebesar Rp209,125 miliar atau 126,74 dari target yang ditetapkan. Kinerja penjualan ORI Perseroan untuk ORI004 hingga ORI010 dapat dilihat pada tabel di bawah ini: Seri ORI ORI004 ORI005 ORI006 ORI007 ORI008 ORI009 ORI010 Seri ORI Tanggal Terbit 27082007 19082008 24072009 15072010 03082011 10102012 10072013 Date Kupon 9,50 11,45 9,35 7,95 7,30 6,25 8,50 Coupon Maturity 12032012 15092013 15082012 15082013 15102014 15102015 15102016 Maturity Agen Penjual Bank Danamon Bank Danamon Bank Panin Bank Panin Bank Panin bank bjb bank bjb Sales Agent Nominal Penjualan 46.575.000.000 11.065.000.000 8.575.000.000 9.960.000.000 5.000.000.000 167.005.000.000 209.125.000.000 Nominal Sales Jumlah Nasabah 379 224 199 153 149 495 625 Total Customer Rencana Strategi Pemasaran Kegiatan bisnis tresuri yang semakin meningkat mendorong Divisi Tresuri untuk terus berupaya mengembangkan produk dan layanannya agar dapat melayani nasabah dengan lebih baik. Hal ini tercermin dari kompetensi dealer dan sales yang di-training secara berkesinambungan agar dapat mengelola produk-produk tresuri untuk dapat meningkatkan profitabilitas Divisi Tresuri. Baik bersifat internal maupun eksternal bagi pegawai bank bjb, yang bertujuan meningkatkan kegiatan pemasaran produk tresuri maupun kegiatan cross selling dengan unit bisnis lain. Divisi Tresuri pun berencana untuk mengembangkan sistem bjb TIP FX generasi baru untuk optimalisasi transaksi valuta asing pada kantor cabang. Selain itu, juga memperluas base customer nasabah melalui kunjungan sales terhadap potensi nasabah baru. Selain transaksi valas, Divisi Tresuri memiliki program kerja untuk melakukan pembelian surat berharga valuta asing. Hal itu dilakukan dalam rangka diversifikasi investasi penempatan ekses likuiditas, dengan tetap memperhatikan risiko yang ada. Retail Government Bonds ORI ORI010 series on the primary market. bank bjb was reappointed by the Ministry of Finance to become a Sales Agent of ORI010. This became the second time since 2012, in which the bank became the Sales Agent of ORI009. As for the foreign exchange transactions of customers, the Treasury Division facilitated the bjb TIP FX. This was conducted in order to meet the needs of customers in a real time manner. Other Mainstay Products Retail Government Bonds ORI In 2013, bank bjb became one of the 20 designated sales agents of ORI010 appointed by the Ministry of Finance after serving as Sales Agent ORI009 in 2012 and ORI Sub Sales Agent since 2007 to 2011 for ORI004 - ORI008. The government is targeting Rp165 billion from bank bjb. The Bank managed to achieve RI010 sales of Rp209.125 billion or 126.74 of the target set. bank bjb ORI sales performance in ORI004 to ORI010 can be seen in the table below: Marketing Strategy Plan The increase of treasury business activities encouraged the Treasury Division to continue to develop their products and services in order to better serve the customers. This is reflected in the competency of the dealers and sales conducted on an ongoing basis in order to manage treasury products so as to improve the profitability of the Treasury Division. Treasury products are also delivered in the form of training, both internally and externally to the employees of bank bjb. This aims to improve the marketing of the treasury products and cross-selling activities with other business units. The Treasury Division also plans to develop a new generation of bjb TIP FX in order to optimize foreign exchange transactions at the branch offices. In addition, also expanding customer base through the visits to potential new customers. In addition to foreign exchange transactions, the Treasury Division established a work program to purchase securities with foreign exchange. This was conducted in order to diversify the investment placements of excess liquidity, while paying attention to the risks involved. bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 108 KPR MORTGAGE MORTGAGE HOUSING FINANCING MORTGAGE HOUSING FINANCING KPR MORTGAGE Introduction Management Discussion Analysis on Company Performance Good Corporate Governance Corporate Social Responsibility Corporate Data bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 109 Consolidated Financial Statements Pada awal tahun 2013, penyaluran kredit KPR Mortgage berhasil dilakukan dengan sangat baik. Hal ini tercermin dari rata-rata penyaluran kredit yang mencapai Rp213 miliar per bulan. Namun, memasuki akhir tahun 2013, penyalurannya sedikit melambat dengan rata-rata penyaluran Rp121 miliar per bulan. Perlambatan tersebut disebabkan adanya penyesuaian ketentuan produk bjb KPR Mortgage terhadap Surat Edaran BI 1540 DKMP tanggal 24 September 2013 terkait manajemen risiko dalam pemberian kredit beragun properti. Dalam aturan tersebut, Bank Indonesia menerapkan LTV progresif sesuai urutan fasilitas kredit beragun properti saat mengajukan kredit beragun properti selanjutnya. Adapun proses penanganan kredit bermasalah untuk produk KPR Mortgage makin baik. Hal ini terlihat pada data persentase kredit bermasalah NPL KPR Mortgage per 31 Desember 2013 sebesar 2,94, sehingga masih dalam koridor mudah dikelola. Dari sisi kerja sama dengan pengembang, saat ini Divisi KPR Mortgage telah bekerja sama dengan 160 Pengembang properti di seluruh Indonesia. Untuk kebutuhan tersebut plafon kerja samanya sebesar Rp2,6 triliun. At the beginning of 2013, KPR and mortgage have been successfully done. This can be seen from average loan portfolio which reached Rp213 billion per month. However, towards the end of 2013, the loan channeling slightly slowed with an average disbursement of Rp121 billion per month. The slowdown is due to the adjustment of the terms of bjb KPR and mortgage respect to BI Circular Letter dated September 24, 2013 1540DKMP concerning risk management in property-backed loans. In this regulation, Bank Indonesia implemented progressive LTV in the order of property-backed credit facility when filing subsequent property-backed loans. The progress of the handling problem loans for mortgages and KPR improves. This is seen from the percentage of nonperforming loans NPLs KPR Mortgage by December 31, 2013 which is amounted to 2.94 or it is still manageable within the corridor. In terms of cooperation with the developers, the current KPR and Mortgage Division have teamed up with 160 property developers in Indonesia. This cooperation set the ceiling of Rp2.6 trillion. 3,90T Kredit bjb KPR Mortgage bjb Mortgage Housing Loan 290 Pertumbuhan Growth Rp + Bersama kami rumah idaman sampai ke tangan anda bjb KPR syarat dan ketentuan berlaku Wujudkan Rumah Idaman dengan bjb KPR bunga rendah Jangka Waktu Pinjaman sd 15 tahun Cicilan yang Fleksibel Persyaratan mudah dan proses cepat Fixed 1 tahun bank bjb •฀Laporan฀Tahunan฀2013฀Annual฀Report 110 0s Rp jutamillion 1.832.056 2.041.392 2.299.958 2.487.608 2.718.783 2.943.090 3.170.055 3.292.379 3.539.307 3.656.116 3.758.809 3.902.295 4.500.000 4.000.000 3.500.000 3.000.000 2.500.000 2.000.000 1.500.000 1.000.000 500.000 - Portfolio KPR Mortgage Januari-Desember 2013 Mortgage Housing Financing Portfolio January-December 2013 Jan-13 Feb-13 Mar-13 Apr-13 May-13 Jun-13 Jul-13 Aug-13 Sep-13 Oct-13 Nov-13 Dec-13 KPR Mortgage 2013 KPR Mortgage 2013 8 21 2 11 58 bjb KPR bjb Mortgage Pembelian bjb Mortgage Multiguna bjb Mortgage Membangun bjb Mortgage Take Over 58 Produk Unggulan Pada tahun 2013, perkembangan bisnis KPR Mortgage didukung oleh 3 tiga produk unggulan yang pertumbuhannya sangat baik. Adapun tiga produk tersebut, di antaranya:

1. Produk bjb Mortgage tujuan take over Pertumbuhan debitur untuk produk bjb Mortgage tujuan Take