Products Trade Finance Infrastruktur di Bidang Trade Finance dan Jasa Lindung Nilai

158 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO FCFSBQBJOJTJBUJGZBOHEJKBMBOLBOTFQBOKBOHUBIVO EJ BOUBSBOZBBEBMBI

A. Pemasaran dan Promosi

Perusahaan senantiasa gencar memperkenalkan produk ZBOH EJNJMJLJ LFQBEB OBTBCBI ZBOH UFMBI BEB NBVQVO calon nasabah. Kegiatan pemasaran dan promosi dilakukan melalui beragam saluran komunikasi dan TUSBUFHJ ZBOHEJBOUBSBOZBBEBMBI

1. Produk Trade Finance

Kegiatan pemasaran untuk produk USBEF mOBODF , di BOUBSBOZBEJMBLVLBONFMBMVJ a. Gathering dengan nasabah dan calon nasabah QPUFOTJBM TFQFSUJ ,1. ,1. LPNVOJUBT CJTOJT BTPTJBTJ QFOHVTBIB ,BEJO 1. 11 ZBOHNFNJMJLJPSJFOUBTJUSBOTBLTJFLTQPSJNQPSEBO perdagangan dalam negeri. C .FNCFSJLBO FEVLBTJ LFQBEB NBTZBSBLBU luas, seperti bank bjb secara regular menjadi OBSBTVNCFS EJ CFSCBHBJ BDBSB ZBOH NFMJCBULBO para eksportir dan importir bekerja sama dengan Dinas perindustrian dan Perdagangan Jawa BSBU EJ TFMVSVI ,PUB EBO LBCVQBUFO EJ 8JMBZBI kerja bank bjb dan Kementrian Perdagangan TFSUBLIVTVTOZBZBOHEJTFMFOHHBSBLBOPMFIBMBJ Pelatihan. c. Mengembangkan jaringan bank koresponden dan counterparty untuk memperluas network. 4BBU JOJ UFMBI MFCJI EBSJ CBOL LPSFTQPOEFO dibuka dengan bank di berbagai negara maupun MFNCBHBLFVBOHBOOPOCBOLMBJOOZB E 4FMBJO JUV VOUVL NFOHPQUJNBMLBO QFSBOOZB sebagai QSPmU DFOUFS , Financial Institution TFDBSB CFSLFTJOBNCVOHBO CFSVQBZB VOUVL TFOBOUJBTB NFOBOHLBQ QFMVBOH CJTOJT ZBOH dapat meningkatkan fee based income BM JUV dilakukan melalui hubungan kerja sama dengan Counterparty.

2. Produk Remitansi

Beberapa kegiatan pemasaran di bidang remitansi ini EJMBLVLBOEJEBMBNEBOMVBSOFHFSJ NJTBMOZB a. kegiatan sponsorship 65 3 CFLFSKB TBNB EFOHBO ,POTVMBU +FOESBM 3FQVCMJL OEPOFTJB EJ POH,POH 4PNF PG UIF JOJUJBUJWFT VOEFSUBLFO EVSJOH UIF ZFBS BNPOHPUIFST

A. Marketing and Promotion

5IF PNQBOZ DPOUJOVPVTMZ JOUSPEVDFE QSPEVDUT UP UIF existing and prospective customers. Marketing and QSPNPUJPOBMBDUJWJUJFTXFSFDBSSJFEPVUUISPVHIBWBSJFUZPG DPNNVOJDBUJPODIBOOFMTBOETUSBUFHJFT XIJDIJODMVEFE

1. Products Trade Finance

.BSLFUJOH BDUJWJUJFT GPS UIF USBEF mOBODF QSPEVDUT JODMVEFE a. Gathering with customers and potential customers, TVDI BT ,1. ,1. CVTJOFTT DPNNVOJUZ business associations, The Chamber of Commerce, 1. 11XJUIUIFPSJFOUBUJPOPGFYQPSUJNQPSU transactions and domestic trade. C EVDBUF UIF HFOFSBM QVCMJD BNPOH PUIFST CZ SFHVMBSMZCFJOHUIFHVFTUTQFBLFSBUWBSJPVTFWFOUT involving exporters and importers in collaboration XJUIUIFFQBSUNFOUPGOEVTUSZBOEPNNFSDFPG West Java in all of the cities and districts in the work areas of bank bjb BOEUIF.JOJTUSZPGPNNFSDF BOEJOQBSUJDVMBSPSHBOJ[FECZUIF5SBJOJOHFOUSF c. Develop a network of correspondent banks and DPVOUFSQBSUJFT UP FYQBOE UIF OFUXPSL VSSFOUMZ NPSFUIBODPSSFTQPOEFOUCBOLTBSFPQFOFE with banks in various countries and other non-bank mOBODJBMJOTUJUVUJPOT E OBEEJUJPO UPPQUJNJ[FJUTSPMFBTBQSPmUDFOUFS JOBODJBMOTUJUVUJPODPOUJOVPVTMZTUSJWFUPDBQUVSF business opportunities that can increase fee- based income. This was performed through a cooperative relationship with the Counterparties.

2. Remittance Products

4PNF PG UIF NBSLFUJOH BDUJWJUJFT JO UIF mFME PG SFNJUUBODFQFSGPSNFEEPNFTUJDBMMZBOEBCSPBEXFSF B 3 OOJWFSTBSZ PNNFNNPSBUJPO TQPOTPSTIJQ JO collaboration with the Consulate General of the 3FQVCMJDPGOEPOFTJBJOPOH,POH INTERNASIONAL TRESURI 159 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data b. Pemasaran bersama Agent Remittance di Singapura. c. Kerja sama dengan Kementerian Tenaga Kerja dan Transmigrasi Indonesia melakukan edukasi mengenai produk-produk perbankan, terutama remitansi kepada TKI Purna TKI dan keluarga 5, ZBOH QBEB QFMBLTBOBBOZB CFLFSKB TBNB dengan instansi pemerintah seperti Kementerian 5FOBHB,FSKB JTOBLFSUSBOT+BXBBSBU 15, EBO8PSMEBOLZBOHUFMBIEJMBLVLBOEJ UVKVI MPLBTJ LBOUPOH 5, ZBJUV FOQBTBS JSFCPO 3BOHLBT BOKBS 5BTJL JCVCVSEBO4VLBCVNJ

B. Pengembangan Infrastruktur

6OUVLNFOEVLVOHVQBZBCBOL bjb NFNCFSJLBOMBZBOBO prima kepada nasabah, Divisi Internasional terus NFNQFSLVBU EBO NFNBOUBQLBO JOGSBTUSVLUVSOZB ZBOH EJMBLVLBO QBEB QFOHFNCBOHBO BQMJLBTJ MBZBOBO EBO TVNCFSEBZBNBOVTJB

1. Infrastruktur di Bidang Trade Finance dan Jasa

Penanganan dokumen USBEF mOBODF dan jasa ZBOH EJMBLVLBO TFDBSB UFSQVTBU TFKBL UBIVO Pengelolaan transaksi operasional dilaksanakan oleh checker EBO BOBMJT ZBOH CFSQFOHBMBNBO EJ CJEBOH USBEFmOBODF dan jasa, sehingga semakin memberikan OJMBJ UBNCBI EBMBN NFNCFSJLBO QFMBZBOBO QSJNB kepada nasabah bank bjb sesuai dengan komitmen bank. Untuk itu bank bjb sedang melakukan QFOHFNCBOHBO TJTUFN 5 1MVT ZBOH EJIBSBQLBO dapat segera diimplementasikan termasuk rencana NFOFSBQLBO 4FSUJmLBTJ 40 EBMBN NFNCFSJLBO QFMBZBOBO LFQBEB OBTBCBI HVOB NFOJOHLBULBOEBZBTBJOH

2. Infrastruktur di Bidang Remitansi bjb quickcash

Pengembangan Aplikasi bjb quickcash juga dilakukan secara terus menerus untuk mewujudkan bisnis model SFNJUBOTJ ZBOH TFNBLJO EBQBU EJBOEBMLBO JOHHB akhir tahun 2014, alternatif solusi Host to Host terus dikembangkan disesuaikan dengan kebutuhan agar dapat lebih optimal dan user friendly. Selain itu, pengembangan aplikasi bjb quickcash melalui mekanisme Web Portal juga sedang dalam proses QFOHFNCBOHBO EBOSFODBOBOZBQBEBUBIVO akan dikembangkan alternatif solusi melalui Online Solution. C +PJOU NBSLFUJOH XJUI UIF 3FNJUUBODF HFOU JO Singapore. D PPQFSBUJPO XJUI UIF .JOJTUSZ PG .BOQPXFS BOE Transmigration Indonesia to educate about CBOLJOH QSPEVDUT NBJOMZ SFNJUUBODF UP UIF Indonesian Workers TKI ex-TKI and their families in collaboration with the government agencies such BTUIF.JOJTUSZPG-BCPVS UIFPBSEPG.BOQPXFS and Transmigration of West Java Disnakertrans, 15, BOE UIF 8PSME BOL QFSGPSNFE JO TFWFO MPDBUJPOT OBNFMZ FOQBTBS JSFCPO 3BOHLBT BOKBS 5BTJL JCVCVSBOE4VLBCVNJ

B. Development of Infrastructure

To support the efforts of bank bjb to provide excellent servicea to customers, the International Division continued UP TUSFOHUIFO BOE TPMJEJGZ JUT JOGSBTUSVDUVSF UISPVHI UIF development of application of services and human resources. ,QIUDVWUXFWXUH LQ WKH ÀHOG RI 7UDGH LQDQFH DQG Services 5IFIBOEMJOHPG5SBEFmOBODFEPDVNFOUTBOETFSWJDFT JTQFSGPSNFEDFOUSBMMZTJODF.BOBHFNFOUPGUIF USBOTBDUJPOT JT DBSSJFE PVU CZ DIFDLFS BOE BOBMZTUT FYQFSJFODFEJOUIFmFMEPGUSBEFmOBODFBOETFSWJDFT thus providing added value in providing excellent services to customers of bank bjb in accordance with the Bank’s commitments. To that end, bank bjb JT DVSSFOUMZ EFWFMPQJOH UIF 5 1MVT TZTUFN XIJDI is expected to be implemented including the plan UP BQQMZ 40 JO QSPWJEJOH TFSWJDFT UP customers in order to increase competitiveness.

2. Infrastructure in Remittance bjb quickcash

The development of bjb quickcash application is also QFSGPSNFE DPOUJOVPVTMZ UP SFBMJ[F BO JODSFBTJOHMZ reliable business model of remittance. Until the end of UIFBMUFSOBUJWFTPMVUJPOPGPTUUPPTUDPOUJOVFT to be developed adapted to the needs in order to CF NPSF PQUJNBM BOE VTFS GSJFOEMZ O BEEJUJPO UIF development of bjb quickcash through the web portal mechanism is also in the process of development, and in 2015 the Online Solution the will be develop as an alternative solution. INTERNATIONAL TREASURY 160 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO

C. Pengembangan Layanan

1. Komitmen untuk memberikan service excellent terhadap nasabah, dengan selalu mengedepankan SLA Service Level Agreement dalam memberikan QFMBZBOBO 1FOHFMPMBBO 0QFSBTJPOBM Trade Finance TFDBSB UFSQVTBU NFNCFSJLBO CFOFmU CFSVQB standardisasi dan konsistensi terhadap pemenuhan SLA dalam penanganan transaksi perdagangan. ,PNJUNFO VOUVL NFNCFSJLBO QFMBZBOBO QSJNB kepada nasabah remitansi melalui optimalisasi fungsi Unit CSC Customer Service Care untuk penanganan complaint handling. 3. Melaksanakan fungsi advisory untuk memberikan TPMVTJUFSCBJLMBZBOBOQFSCBOLBOUFSLBJUUSBEFmOBODF bagi nasabah. 1FOBNCBIBO KBSJOHBO TFSUB TJTUFN ZBOH UFSVT dikembangkan untuk dapat mendukung transaksi bjb quickcash EBMBNNFOKBOHLBVOBTBCBIZBOHCFSBEB di daerah.

D. Proses Bisnis

1FOZFNQVSOBBO QSPTFT CJTOJT NFMBMVJ QFSTJBQBO JNQMFNFOUBTJTFSUJmLBTJ40

C. Development of Services

1. We are committed to provide service excellence UP PVS DVTUPNFST CZ BMXBZT QSJPSJUJ[JOH UIF 4- Service Level Agreement in providing services. The centralized management of Trade Finance operations QSPWJEFT CFOFmUT JO UIF GPSN PG TUBOEBSEJ[BUJPO BOE DPOTJTUFODZPOUIFDPNQMJBODFUP4-JOUIFIBOEMJOH of trade transactions. 2. The commitment to provide excellent service to the remittance customers through the optimization of the function of the CSC Unit Customer Service Care for the handling of complaint. BSSZ PVU BO BEWJTPSZ GVODUJPO UP QSPWJEF UIF CFTU TPMVUJPOTPGCBOLJOHTFSWJDFTSFMBUFEUPUSBEFmOBODF to our customers. 5IF BEEJUJPO PG OFUXPSLT BOE TZTUFN XIJDI BSF DPOTUBOUMZ EFWFMPQFE UP TVQQPSU CKC RVJDLDBTI transactions in reaching the customers in the regions.

D. Business Process

3FmOFNFOU PG UIF CVTJOFTT QSPDFTT UISPVHI UIF QSFQBSBUJPO PG UIF JNQMFNFOUBUJPO PG 40 DFSUJmDBUJPO INTERNASIONAL TRESURI 161 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data KINERJA 2014 Trade Finance 1FOHFNCBOHBOCJTOJTZBOHEJMBLVLBOTFQBOKBOHUBIVO UFMBI NFOVOKVLBO USFO ZBOH DVLVQ QPTJUJG BM JOJ EJUBOEBJ dengan kinerja bisnis USBEF mOBODF bank bjb ZBOH CFSIBTJM meraih total volume transaksi selama tahun 2014 mencapai WPMVNF NJMJBSUFSNBTVLEJEBMBNOZBWPMVNFUSBOTBLTJ antarbank. Bisnis Remitansi Kinerja pencapain target fee based remittance selama tahun 2014 secara keseluruhan mencapai 114,45 dari target. Pencapaian tersebut terjadi selaras dengan strategi QFNBTBSBO ZBOH UFMBI EJMBLVLBO TFMBNB UBIVO ZBJUV QFOBNCBIBO5FSNJOBMTVCBHFOU 13 BHFOEJMVBSOFHFSJ QSPNPTJQSPNPTJZBOHUFMBIEJMBLVLBOTFQBOKBOHUBIVO EBOCFSUBNCBIOZBKBSJOHBOLBOUPSCBOL bjb. 1FMBZBOBO SFNJUBOTJ CBOL bjb TBBU JOJ CJTB EJMBZBOJ EJ outlet. Seiring penambahan outlet ke depan, diharapkan semakin meningkatkan perolehan fee based dari bisnis remitansi. 2014 PERFORMANCE Trade Finance Business development conducted throughout 2014 has shown QPTJUJWFUSFOE5IJTXBTSFnFDUFECZUIFQFSGPSNBODFPGCBOL bjb T USBEF mOBODF XJUI B UPUBM USBOTBDUJPO WPMVNF PG billion throughout 2014, including the volume of interbank transactions. Remittance Business The achievement of the target of fee-based remittance during 2014 overall reached 114.45 of the target. The achievement XBTBMJHOFEXJUIUIFNBSLFUJOHTUSBUFHZUIBUIBTCFFODBSSJFE PVUEVSJOH OBNFMZUIFBEEJUJPOPG5FSNJOBMTVCBHFOU 13 PWFSTFBT BHFOUT QSPNPUJPOT DPOEVDUFE UISPVHIPVU 2014, and the increase of bank bjb PGmDFOFUXPSL bank bjb T SFNJUUBODF TFSWJDFT BSF DVSSFOUMZ TFSWFE JO outlets. The addition of outlets in the future is expected to further increase fee-based acquisition from the remittance business. INTERNATIONAL TREASURY 162 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO INTERNASIONAL TRESURI RENCANA 2015 Dalam rangka meningkatkan kinerja jasa pada unit usaha internasional, bank bjb UFMBI NFOZJBQLBO TFKVNMBI JOJTJBUJG ZBOHBLBOEJSFBMJTBTJLBOQBEBUBIVO 2015 PLAN In order to improve the performance of services in the international business unit, bank bjb prepared a number of JOJUJBUJWFTUIBUXJMMCFSFBMJ[FEJO OBNFMZ 163 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data INTERNATIONAL TREASURY TRESURI JWJTJ 5SFBTVSZ TFCBHBJ QFOHFMPMB MJLVJEJUBT CBOL TFDBSB keseluruhan, senantiasa terus meningkatkan aktivitas CJTOJTOZBEBMBNSBOHLBPQUJNBMJTBTJMJLVJEJUBTEBOQFOJOHLBUBO QFOEBQBUBO CBOL BNVO QBEB UBIVO 1FSVTBIBBO NFNBOEBOHTFCBHBJQFSJPEFZBOHQFOVIUBOUBOHBOEJQBTBS keuangan. Dari pasar domestik, suasana politik akibat Pemilu serta QFMFNBIBOQFSFLPOPNJBOOEPOFTJBEFOHBOUJOHHJOZBEFmTJU OFSBDB QFSEBHBOHBO UFMBI NFOEPSPOH LFOBJLBO JOnBTJ 4FNFOUBSB EBSJ QBTBS HMPCBM nVLUVBTJ QBTBS LFVBOHBO terutama disebabkan oleh rencana kenaikan suku bunga Amerika Serikat Fed Rate TFUFMBI CFSBLIJSOZB QSPHSBN stimulus ekonomi Quantitative Easing. Selain itu, pemerintah memutuskan untuk menaikan harga .CFSTVCTJEJTFCFTBS3QQFSMJUFSZBOHNFNCFSJLBO UFLBOBO JOnBTJ TFIJOHHB BOL OEPOFTJB NFOBJLBO Rate NFOKBEJTFCFTBS EJQFOHIVKVOHUBIVOBNVO demikian, kenaikan suku bunga acuan tersebut masih dalam LPSJEPS ZBOH UFSKBHB TFIJOHHB MJLVJEJUBT EBMBN BLUJWJUBT transaksi pasar uang antar bank tetap terjaga. Selain itu, dinamika nilai tukar rupiah terhadap dolar AS juga memberikan tantangan tersendiri bagi Perusahaan, LIVTVTOZB JWJTJ 5SFBTVSZ 4FCBC CBOL bjb harus menjaga LFTFJNCBOHBO EBMBN QFOHFMPMBBO NBUB VBOH LIVTVTOZB terkait dengan mata uang asing agar tidak menjadi beban Perusahaan. STRATEGI Di tengah Dinamika eksternal seperti itu, Perusahaan telah mengimplementasikan sejumlah inisiatif strategi demi menjaga kinerja bank bjb agar tetap sesuai dengan koridor. FCFSBQBJOJTJBUJGUFSTFCVU EJBOUBSBOZB

1. Lindung Nilai

Strategi lindung nilai hedging ini sejalan dengan LFCJKBLBO BOL OEPOFTJB EBO ,FNFOUFSJBO 6. ZBOH NFOHJNCBV BHBS LPSQPSBTJ BEBO 6TBIB .JMJL FHBSB 6. NFMBLVLBOUSBOTBLTJMJOEVOHOJMBJEBMBN mengelola nilai tukar dan suku bunga. TREASURY 5IF 5SFBTVSZ JWJTJPO BT UIF PWFSBMM NBOBHFS PG UIF BOLT MJRVJEJUZ BMXBZT JODSFBTFT JUT CVTJOFTT BDUJWJUJFT JO PSEFS UP PQUJNJ[FUIFBOLTMJRVJEJUZBOEJODSFBTFSFWFOVFPXFWFS UIF PNQBOZ TFFT BT B DIBMMFOHJOH QFSJPE JO UIF mOBODJBMNBSLFU In the domestic market, the political condition due to the presidential election and the weakening of the Indonesian FDPOPNZ EVF UP UIF IJHI EFmDJU PG UIF CBMBODF PG USBEF DBVTFEJOnBUJPOUPSJTF.FBOXIJMFJOUIFHMPCBMNBSLFU UIF nVDUVBUJPOTXJUIJOUIFmOBODJBMNBSLFUXBTNBJOMZDBVTFECZ UIFQMBOUPJODSFBTF64JOUFSFTUSBUFT FE3BUF BGUFSUIFFOE of the Quantitative Easing economic stimulus program. In addition, the Government decided to raise the price of TVCTJEJ[FE GVFM BU 3Q QFS MJUFS QSPWJEJOH JOnBUJPOBSZ QSFTTVSFDBVTJOHBOLOEPOFTJBUPSBJTFUIF3BUFUP BUUIFFOEPGPXFWFS UIFJODSFBTFJOUIFCFODINBSL interest rate still remained within a maintained corridor, thus MJRVJEJUZ XJUIJO UIF UIF JOUFSCBOL NPOFZ NBSLFU USBOTBDUJPOT was able to be maintained. VSUIFSNPSF UIF EZOBNJDT PG UIF FYDIBOHF SBUF PG 3VQJBI against the US dollar also provided a challenge for the PNQBOZ QBSUJDVMBSMZ UIF 5SFBTVSZ JWJTJPO CFDBVTF CBOL bjb CBOLTNVTUNBJOUBJOBCBMBODFJODVSSFODZNBOBHFNFOU QBSUJDVMBSMZ XJUI SFTQFDU UP GPSFJHO DVSSFODZ TP BT OPU UP CFDPNFBCVSEFOGPSUIFPNQBOZ STRATEGY O UIF NJETU PG TVDI FYUFSOBM EZOBNJDT UIF PNQBOZ implemented a number of strategic initiatives in order to maintain the bank bjb QFSGPSNBODFTPUIBUJUTUBZTXJUIJOUIF DPSSJEPS4PNFPGUIFTFJOJUJBUJWFTJODMVEF

1. Hedging