6 .3
6 .3
6 .6
6 .2
6 .2
6 .4
6.6 6
.0 5
.9 6.9
7 .5
6 .9
6.9 7
.0 7
.4
Q 4
07 Q
4 08
Q 4
09 Q
1 10
Q 2
10 Q
3 10
Q 4
10 Q111
Q 2
11 Q
3 11
Q411 Q
1 12
Q 2
12 Q312
Q 4
12
12.4 13.0
12.7 12.0
12.1 12.1
12.3 13.3
13.2 13.2
13.0
11.5 12.0
12.2 12.4
5 .4
5.7 5
.6 4
.7 4
.9 5
.0 5
.1 5
.0 5
.5 5
.4 5
.2 4
.5 4.7
4 .5
4.5
1 .31
13 .25
16 .06
1 7
.65 19
.87 21
.44 23
.97 27
.09 30
.01 34
.41 36
.73 37
.44 39
.93 41
.82 4
4 .50
Q 4
07 Q4
08 Q
4 09
Q 1
10 Q2
10 Q
3 10
Q 4
10 Q
1 11
Q 2
11 Q
3 11
Q 4
11 Q
1 12
Q 2
12 Q
3 12
Q 4
12 Financing
42
91.1 89
.1
83 .1
83.9 85
.2
86 .3
82 .7
84 .1
88 .5
86 .3
86 .2
87 .2
92 .2
93 .9
93.9
FDR
Syariah Financing Rp tn Net Interest Margin Cost of Funds
Financial Performance Rp bn
YoA
CoF
NIM FY
FY FY
FY FY
FY
Financing
10,305 13,278
16,063 23,968
36,727 44,498
Deposits
11,106 14,899
19,338 28,998
42,618 47,409
Assets
12,888 17,066
22,037 32,481
48,672 54,244
EAT
114.64 196.42
290.94 418.52
551.07 805.61
Ratios: ROA
1.54 1.83
2.23 2.21
1.95 2.23
ROE
15.94 21.34
21.40 25.05
24.24 25.04
Net NPF
3.43 2.37
1.34 1.29
0.95 1.07
43
Expanding Scope of Distribution, 2012 Solid Stable Source of
Low Cost Funds
Product FY
2012 FY
2011 Growth
Demand Deposit
29.09 25.56
13.79 Rupiah
20.32 17.71
14.72 FX
8.77 7.85
11.69 Saving
Deposit 2.66
2.55 4.17
Total Low Cost Fund
31.75 28.12
12.92 Total Funding
45.81 42.54
7.71 Rp Tn
Low Cost Fund Ratio = 69.3 Funding from Java Bali = 78.0
of total funding
Sumatera Loans = Rp 14.4 tn
Funds = Rp 5.8 tn Kalimantan
Loans = Rp 5.9 tn Funds = Rp 3.0 tn
Eastern Loans = Rp 2.2 tn
Funds = Rp 1.3 tn
Java and Bali Loans = Rp 80.2 tn
Funds = Rp 35.7 tn
Business Savings Product excl. BB
CBC = 25 Unit Floor = 29 Unit
TSC = 13 Unit TSD = 18 Unit
BBC BB Floor
Medan
Makassar Banjarmas
in Surabaya
Semarang Denpasar
Bandung Pekanbaru
Palembang B.Lampung
Pontianak Samarinda
Manado Palu
Jayapura Balikpapan
Batam Jambi
Pematang siantar Padang
Bekasi Jakarta
Solo Tangerang
Bogor
BBC : 41 BB Floor : 80
BB Desk : 98 Mandiri Business Lounge : 45
44
Expanding Scope of Distribution, 2012
Solid Stable Source of Low Cost Funds
Product FY
2012 FY
2011 Growth
Demand Deposit
4.17 3.36
24.07 Saving
Deposit 1.48
0.86 71.94
Total Low Cost Fund
5.65 4.22
33.85 Total
Funding 6.59
5.12 28.80
Rp Tn
Low Cost Fund Ratio = 85.8 Funding from Java Bali = 66.6
of total funding
Sumatera Loans = Rp 10.5 tn
Funds = Rp 1.0 tn Kalimantan
Loans = Rp 5.4 tn Funds = Rp 0.6 tn
Eastern Loans = Rp 4.7 tn
Funds = Rp 0.6 tn
Java and Bali Loans = Rp 17.9 tn
Funds = Rp 4.4 tn
•Business Savings Product Exclude mirroring with MRB Directorate
727 1,126
761 981
965 880
855 583
842 1,081
1,319 449
877 1,033
1,170 1,069
722 899
1,311 1,242
2008 2009
2010 2011
2012 Q4
Q3 Q2
Q1
Including Small Business
4,167
45
6.9
2,947 5,187
4,348
7,139
5,343 885
4,458
3,995 1.
Continue to develop retail payment solutions for top
retail industry value chains and business clusters in order
to increase low cost deposit and fee-based income
2. Develop customer education
to further increase usage of new retail products e.g., pre-
paid as well as e-channel transactions in order to
i
ease usto e s loyalty and balances.
3. Continue to develop
integrated branding, marketing strategies
and comprehensive distribution strategy
ATMs, Branches, EDCs located at optimal locations
3,152 3,320
Performance to Date: FY 2012 Contribution Margin Profit Before Tax Strategies for 2012
Rp bn Rp bn
4,458
46
174 252
476 496
770 200
355 455
486 715
133 413
526 531
729
324 489
474 693
772
2008 2009
2010 2011
2012
Q1 Q2
Q3 Q4
831 1,509
34.0
1,926
1. Develop clear portfolio
strategy, targeted to key customer segments
2. Differentiate acquisition strategy
by markets 3.
Increase existing cards productivity 4.
Strengthen Consumer Loan organization structure to support
the achievement of business target, internal portfolio growth
and the increasing proportion of market share
5. Improving technology in credit
process through Loan Factory project shared with Cons
Card, Small Micro to shorten credit turn around time
6. Increasing alliance with other BU
to support the achievement of business target
2,205 3,415
1,065 832
3,648 721
2,987
Performance to Date: FY 2012 Contribution Margin Profit Before Tax Strategies for 2012
Rp bn Rp bn
2,987
47
Supporting
Materials
48 6,573
3,281 5,915
3,939
Net Interest Income Fee-Based Income
Overhead Expenses Others
Pre-provision Operating Profit
Q4 2012
Notes : 1. Fee based income excluding gain on sale increasing value GB securities
2. Overhead expenses + others excluding provisions
Q4 2011
Rp billion
Up 42.0
8,083 3,397
5,887
5,593
Net Interest Income Fee-Based Income Overhead Expenses
Others Pre-provision
Operating Profit
Rp billion
Reduce Cost of Funds Improve Assets Yield
Diversify into Fee Income
Reduce ProvisionLoan Improve Cost Efficiency
Leverage on cash generator wholesale to accelerate growth
Diversity into fee income
Competitive, sustainable
returns, with above-average
rates of growth
Business Strategy
Strategic Alliances
Support Strategy
49
6.8 7.3
7.6 8.3 8.2 8.2
8.4 8.4 8.5 8.5
8.7 8.7 8.7
Q 4
20 09
Q 1
20 10
Q 2
20 10
Q 3
20 10
Q 4
20 10
Q 1
20 11
Q 2
20 11
Q 3
20 11
Q 4
20 11
Q 1
20 12
Q 2
20 12
Q 3
20 12
Q 4
20 12
Product Holding Commercial Product Holding Corporate
6.3 6.6
6.9 8.3
9.0 8.6
8.2 8.3
8.7 8.3 8.3 8.3
8.7
Q 4
20 09
Q 1
20 10
Q 2
20 10
Q 3
20 10
Q 4
20 10
Q 1
20 11
Q 2
20 11
Q 3
20 11
Q 4
20 11
Q 1
20 12
Q 2
20 12
Q 3
20 12
Q 4
20 12
50
34 .56
35 .24
37 .83
36 .49
35 .64
31 .15
29 .19
29 .75
30 .62
33 .96
35 .68
38 .86
38 .60
41 .87
44 .44
40 .35
41 .88
45 .47
45 .73
49 .62
104.5
95.9 111.0
80.5 78.3
68.5 61.9
68.2 71.7
76.3 80.7
86.6 82.9
91.5 89.0
75.8 76.0
76.2 75.4
76.4
50 60
70 80
90 100
110 120
Ma r
08 Ju
ne 08
Sep 08
Dec 08
Ma r
09 Ju
ne 09
Sep 09
Dec 9
Ma r
10 Ju
ne 10
Sep 10
Dec 10
Ma r
1 1
Ju ne
1 1
Sep 11
Dec 11
Ma r
12 Ju
n 12
Sep 12
Dec 12
20 25
30 35
40 45
50 55
60
Loan Fx LDR FX
USD Billion
Rp Trillion Bank Only Breakdown of FX lending Bank Only
Q4 12 Total USD 5.158Bn
0.02 0.08
0.13 0.23
0.27 0.29
0.45 0.55
1.23 1.90
Soc Serv Oth
Constr Utilities
Bus Serv Trans
Agri Trading
Mfg Mining
39
18 39
1 25
-7 21
-18 67
-2
51 FX Loans LDR
Savings Deposit Growth Transaction channel growth
52 85
.39 91
.11 95
.95 106
.45 99
.38 105
.50 111
.59 123
.50 121
.49 139
.15 147
.62 16
3.78 16
3.88 173
.43 180
.21 202
.22
33.4 33.7
34.5 35.5
34.1 34.9
37.737.1 37.3
38.4 39.2
38.8 40.6
41.5 41.841.9
17.3 17.8
17.9 17.6
17.3 17.3
17.1 16.8
17.3 16.9
16.9 16.6 16.7
16.7
Q 1
09 Q
2 09
Q 3
09 Q
4 09
Q 1
10 Q
2 10
Q 3
10 Q
4 10
Q 1
11 Q
2 11
Q 3
11 Q
4 11
Q 1
12 Q2
12 Q3
12 Q
4 12
Savings Deposits Rp tn As of Total Deposits
National Share of Savings Deposits
1,1 00
.5 1
,158 .9
1 ,230
.6 1
,315 .4
1 ,293
.3 1
,321 .8
1 ,380
.5 1
,357 .4
1 ,472
.3 1,5
56 .5
1 ,679
.4 1,6
88 .9
1 ,697
.1 1
,809 .8
1 ,855
.2 1
,966 .2
97.4106.6 116.7
131.4129.9136.5 143.2147.5
157.6 168.3
182.7197.3219.9 236.8247.1
278.2
61.6 63.2 67.2
73.0 71.9 73.2 77.6 76.0
82.5 85.4
92.9 91.2112.6 128.1136.9
147.2 Other
Payment Transfer
Withdrawal Inquiry Avg ATM Daily Vol 000
7 ,501
9 ,623
11 ,057
12 ,868
13 ,62
5 14
,955 14
,736 15
,392 17
,980 21
,25 1
23 ,066
25 ,393
29 ,745
27 ,325
32 ,213
34 ,50
5
2,955 3,165
2,780 2,8222,976
3,3353,4543,216 3,084
3,258 2,953
3,219 3,179
3,235 3,218
3,352
Q 1
09 Q
2 09
Q 3
09 Q
4 09
Q1 10
Q 2
10 Q
3 10
Q 4
10 Q
1 11
Q211 Q
3 11
Q 4
11 Q
1 12
Q 2
12 Q
3 12
Q412
Quarterly Call Center Trans. 000 Quarterly SMS Trans. 000
Value Chain Gas Station Value Chain of Top 3 Telco
Relationships
747 730
735 830
922 895
926 1
,001 1,2
52
2,745 2,832 2,909
3,011 3,346 3,368
3,429 3,478
3,527
- 500
1,000 1,500
2,000 2,500
3,000 3,500
4,000
100 100
300 500
700 900
1,100 1,300
1,500
Dec 10
Mar 11
Jun 11
Sep 11
Dec 11
Mar 12
Jun 12
Sep 12
Dec 12
Avg Bal Rp bn
Total SPBU unit
93 104
118 151
144 133
137 144
184
88 91
108 187
196 197
221 227
244
- 50
100 150
200 250
300
- 50
100 150
200 250
Dec 10
Mar 11
Jun 11
Sep 11
Dec 11
Mar 12
Jun 12
Sep 12
Dec 12
Avg Bal Rp bn
Total Authorized Dealer unit
53
4 ,756
5,169 9
,607 10
,231 10
,533 11
,500 12
,281 15
,469 15,756
22 ,085
24 ,230
23 ,968
Mar 10
Jun 10
Sept 10
Dec 10
Mar 11
Jun 11
Sep 11
Dec 11
Mar 12
Jun 12
Sep 12
Dec 12
2,085 4,067
4,324 4,878
5,665 6,482
6,716 7,534
8,772 9,710
Q409 Q410
Q111 Q211
Q311 Q411
Q112 Q212
Q312 Q412
Rp Billion
Consumer Loans from Alliance Program 10 top corporate clients
Total Payroll in 2010-2012
Rp Billion
Co-Branding Prepaid Card Program
14,612 55,174 57,945
63,922 75,407 93,147 96,048 96,749
114,919 147,424
Q409 Q410
Q111 Q211
Q311 Q411
Q112 Q212
Q312 Q412
Corporate Card Holder from Alliance Program 10 top corporate clients
Including all payments to the employees
54
2 ,851
k Vi
sa Master
cards trans
acted Rp
5 .16
tn in
Q 4
2012
Man d
iri V
isa Mas
ter car
d s
an d
E O
Q R ec
ei vab
les
2,223.2 2,251.0
2,452.2 2,753.7
2,989.3 2,973.4
3,238.7 3,372.5
3,589.2 3,574.9
3,760.9 3,910.5
4,296.0 4,245.2
4,491.6 4,590.5
5,035.2
1 ,331
1 ,409
1 ,486
1 ,544
1 ,608
1 ,678
1 ,770
1,8 68
1 ,980
2 ,081
2 ,156
2 ,254
2 ,358
2,4 46
2 ,570
2,6 85
2 ,851
Q4 08 Q1 09
Q2 09 Q3 09
Q4 09 Q1 10
Q2 10 Q3 10
Q4 10 Q1 11
Q2 11 Q3 11
Q411 Q112
Q212 Q312
Q412
R ecei
vab les
Rp B
n
Car d
s 000
s 1,914
1,891 2,163
2,552 2,676
2,497 2,848
3,003 3,132
3,032 3,421
3,669 4,080
3,782 4,167
4,462 5,053
63 59
54 60
58 50
55 55
56 53
53 56
55 54
53 53
19 39
52 43
55 64
75 65
72 82
58 43
62 90
113 82
Q4 08 Q1 09
Q2 09 Q3 09
Q4 09 Q1 10
Q2 10 Q3 10
Q4 10 Q1 11
Q2 11 Q311
Q411 Q112
Q212 Q312
Tr an
sf er
B al
an ce
Cas h
Ad van
ce
R e
tai l
Tot al
C ar
d Quart
erl y
Sal es b
y Typ
e o f
Tr an
sact io
n R
p B
n
56
Corporate Customer by Rating Summary of Risk Management Initiatives
Credit
Market
Operational • ORM implementation in all unit, incl. overseas offices
subsidiary • Bring Op. Risk top issues
into Management • Review Op. Risk on new procedures new products
• Development of risk measurement system for derivative structured product Summit
• Implement Market Risk Internal Model • Intraday Limit Monitoring
• Enhance Policy Procedure for Treasury ALM • Enhance FTP Fund Transfer Pricing method
• Develop liquidity stress test safety level • Develop measurement of capital for IRBB
• Wholesale Transaction: Optimize credit decision process by focusing on quantitative factors of
analysis, redefining clear role of risk team , and aligning RM Organization into business expansion
• High Yield Business: Assign dedicated team, set up loan factory, enhanced business process incl.
tools, monitoring collection system, policy • Optimize capital by implementing ERM VBA
• Consolidate risk management of subsidiaries High Risk Rating C- G
Medium Risk Rating BBB – B
Low Risk Rating AAA – A
51 64
68 60
69 91
84 34
24 21
25 24
7 13
15 12
11 15
7 2
3
20 40
60 80
100
2006 2007
2008 2009
2010 2011
2012
57 IDR billion Cons
FY 2012 Q3 2012
FY 2011 Y-o-Y
Gross Loans
388,830 365,163
314,381 23.68
Government Bonds
78,936 77,915
78,459 0.61
Total Assets
635,619 588,406
551,892 15.17
Customer Deposits
482,914 430,916
422,250 14.37
Total Equity
76,533 71,295
62,654 22.15
RoA - before tax p.a.
3.54
3.45 3.38
RoE – after tax p.a.
22.55
22.18 21.98
Cost to Income
45.47
43.26 46.13
NIM p.a.
5.46 5.41
