Purchase Ownership - bjb Commercial Mortgage credit Top-Up - bjb Commercial Mortgage credit facility to

฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Performance Good Corporate Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 97 ฀Annual฀Report฀•฀

d. Membangun, yaitu fasilitas kredit bjb Consumer Mortgage

untuk membangun rumah tinggal danatau non rumah tinggal di atas tanah yang dimiliki calon debitur danatau suamiisteri calon debitur. e. Top-Up, yaitu fasilitas kredit bjb Consumer Mortgage untuk menambah limit fasilitas kredit bjb KPR atau bjb Consumer Mortgage eksisting atas nama debitur minimal selama 12 bulan dengan kolektibilitas lancar. bjb Commercial Mortgage, adalah fasilitas kredit dengan agunan non rumah tinggal untuk tujuan komersial yang sumber pengembalian utamanya berasal dari hasil objek yang dibiayai forecast atas kelayakan usaha dan diberikan kepada perorangan. Agunan atas nama calon debitur danatau suamiisteri calon debitur. Tujuan fasilitas kredit ini untuk:

a. PembelianPemilikan, yaitu fasilitas kredit bjb Commercial

Mortgage untuk pembelian atau kepemilikan non rumah tinggal. b. Top-Up, yaitu fasilitas kredit bjb Commercial Mortgage untuk menambah limit fasilitas KPR dan bjb Commercial Mortgage existing atau yang sudah berjalan atas nama debitur minimal selama 12 bulan dengan kolektibilitas lancar. Faktor Pendukung Keberhasilan yang dicapai bisnis KPR Mortgage bank bjb di tahun 2012 antara lain didukung oleh beberapa faktor sebagai berikut: 1. Potensi perkembangan KPR yang baik di beberapa cabang, seperti cabang Depok, Surabaya, Batam, Priangan dan Bandung. 2. Pelaksanaan program bunga promo sebesar 7,29 efektif fixed selama 2 tahun yang diberlakukan pada akhir tahun. 3. Jaringan kantor yang sudah tersebar di setiap kota dan kabupaten serta beberapa kota besar lainnya seperti Jakarta, Surabaya, Balikpapan, Denpasar, Batam, dan Palembang, dengan perincian kantor sebagai berikut: a. 56 Kantor Cabang b. 247 KCP 4. Strategic alliance pemasaran dan eksekusi bisnis yang sudah berjalan dengan baik secara internal. 5. Produk yang sudah beragam sehingga dapat mengakomodir kebutuhan pasar. 6. Banyaknya pengembang yang sudah melakukan perjanjian kerjasama dengan bank bjb. d. Construction - bjb Consumer Mortgage credit facility to build residential and or non-residential house on land owned by the prospective borrowers and or husband wife of potential debtor. e. Top-Up - bjb Consumer Mortgage credit facility to increase the credit facility limit of bjb KPR or exisitng bjb Consumer Mortgage account on behalf of the debtor for at least 12 months with current collectibility. bjb Commercial Mortgage is a credit facility for commercial purposes, secured with non-residential house as collateral, the main source of repayment comes from the object being financed forecast on feasibility of business and is given to individuals. Collateral on behalf of debtor and or husband wife’s debtor. The purpose of this credit facility is to:

a. Purchase Ownership - bjb Commercial Mortgage credit

facilities for the purchase or ownership of non-residential.

b. Top-Up - bjb Commercial Mortgage credit facility to

increase the limit of KPR housing loan facility and existing Commercial Mortgage or already running on behalf of the debtor for at least 12 months with the current collectibility. Supporting Factors The success achieved by bank bjb on its KPR Mortgage business in 2012 is supported by several factors as follows: 1. The potential development of KPR housing loan is prospective in some branches, such as in Depok, Surabaya, Batam, Priangan and Bandung. 2. Implementation of interest rate promotion program offering fixed interest rate at 7.29 for 2 years imposed at the end of the year. 3. Network offices are scattered in every city and regency and other big cities such as Jakarta, Surabaya, Balikpapan, Denpasar, Batam, and Palembang, as follows: a. 56 Branch Offices b. 247 sub-branch offices 4. Strategic alliance marketing and business execution has been going well internally. 5. Product variety to accommodate market needs. 6. Network of developers who are already doing a cooperation agreement with bank bjb. ฀Annual฀Report฀•฀ Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 98 ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Tantangan Untuk menjaga pertumbuhan bisnis KPR Mortgage di tahun- tahun mendatang, bank bjb harus dapat menjawab beberapa tantangan eksternal maupun tantangan internal yang ada di tahun 2012. Beberapa tantangan eksternal yang dihadapi bank bjb dalam mengembangkan bisnis KPR Mortgage di tahun 2012 diantaranya adalah: 1. Bunga KPR bank lain fixed jangka panjang dan suku bunga di-capped tahun berikutnya. 2. Adanya program DP uang muka di bank lain yang lebih menarik. 3. Adanya program kerja sama bank dengan developer perorangan. 4. Adanya program pre-approved. 5. Adanya program pengalihan piutang tunai bertahap developer. 6. Adanya program KPR bundling antara pinjaman berjangka dengan pinjaman rekening koran. 7. Bank lain memiliki tim sales force yang handal. 8. Bank pesaing sudah dapat melakukan bisnis proses yang cepat. Sementara tantangan internal yang dihadapi bank bjb dalam mengembangkan bisnis KPR Mortgage antara lain adalah: 1. Perlunya perkuatan tim monitoring dan collecting yang handal untuk memitigasi risiko wanprestasi debitur. 2. Standar bisnis proses web scoring baru diberlakukan di bulan Oktober 2012 dan masih dalam tahap penyempurnaan. 3. Program monitoring system collecting document dan penyelesaian kewajiban developer dan debitur masih dalam tahap pengembangan. 4. Belum memadainya kemampuan analisa kredit secara fleksible namun tetap prudent dengan SLA yang cepat. 5. Mutasi SDM yang relatif cepat. 6. Kewenangan memutus dan menandatangani masih terpusat di Divisi KPR Mortgage. 7. Pairing risk dalam unit bisnis masih berupa kajian. 8. Belum adanya sistem informasi yang cukup. 9. Jangkauan Sentra dan KPR Manager yang terlalu luas. Challenge To maintain the growth of the KPR Mortgage in the coming years, bank bjb should have to deal with a number of external and internal challenges in 2012. Some of the external challenges faced by bank bjb in developing the KPR Mortgagebusiness in 2012 were: 1. Other banks offer fixed interest rates at longer terms and is capped in the followin year. 2. Other banks offer more attractive Down Payment programs. 3. Cooperation program with the individual developer. 4. The pre-approved programs. 5. Gradual transfer of developers’ cash receivables 6. The KPR bundling program between term loan and current accountsoverdraft loan. 7. Other banks have capable sales force teams. 8. Competitors are able to conduct faster business processes. Meanwhile internal challenges faced by bank bjb in developing its KPR Mortgage business are among others: 1. The need to strengthen the monitoring and collecting team to mitigate the risk of debtors’ default. 2. Web scoring, a new standard of business process imposed in October 2012 and still in the stage of refinement. 3. The system for monitoring of document collecting and settlement status of the obligation of developer and debtors is still the development stage. 4. Inadequate capability to conduct flexible but prudent credit analysis with a fast SLA. 5. Realtively fast mutation of human resources. 6. Authority to decide and sign credit approval is still concentrated in the KPR Mortgage Division. 7. Pairing risk in business units is still in the form of reviews. 8 Inadequate information system. 9. The scope of Center and KPR Manager is too wide. Mortgage Housing Financing ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Performance Good Corporate Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 99 ฀Annual฀Report฀•฀ Rencana dan Strategi Pemasaran 2013 Peningkatan bisnis KPR Mortgage di tahun 2013 akan didukung oleh beberapa rencana kerja dan strategi pemasaran yang telah ditetapkan. Di bidang operasional bisnis, beberapa kegiatan yang akan dilakukan adalah: 1. Optimalisasi dan penambahan kerja sama dengan pengembang. 2. Pengadaan dan optimalisasi kegiatan sales force. 3. Peningkatan dan optimalisasi Sentra KPR. 4. Implementasi dan optimalisasi penggunaan bisnis proses secara standar melalui sistem web scoring. 5. Koordinasiasistensi kantor cabang dan jajarannya untuk penguatan bisnis proses KPR Mortgage. 6. Pembentukanpeningkatanoptimalisasi kegiatan bisnis proses KPR Mortgage di beberapa lokasi strategis. 7. Review dan penyempurnaan SOP produk KPR Mortgage. 8. Review dan penyempurnaan SOP PKS dengan pengembang. 9. Implementasi dan optimalisasi KPR program pemerintah untuk masyarakat berpenghasilan rendah MBR dan masyarat berpenghasilan menengah MBM melalui kerjasama dengan Kantor Kementerian Perumahan Rakyat program FLPP, Jamsostek, Bapertarum, dan YKPP. 10. Pengembangan fitur dan aktivitas produk baru KPR Mortgage antara lain KPR Flexible bundling PB PRK, KPR Duo bundling Rumah Kendaraan. Untuk meningkatkan portofolio secara cepat, beberapa inisiatif strategis yang akan dilakukan diantaranya adalah: 1. Channeling dengan BPD, BPR, dan LKBB lainnya. 2. Asset buy portofolio KPR Mortgage Lembaga Keuangan dan Lembaga Keuangan Bukan Bank. Sebagai penunjang operasional bisnis dan peningkatan portofolio, maka program marketing dan promosi produk KPR Mortgage yang akan dilakukan antara lain adalah: 1. Program DP uang muka yang menarik. 2. Program developer perorangan. 3. Program KPR kolektif karyawan. 4. Fee marketing untuk developer brokerage. 5. Intensif mengikuti pameran, event, joint promo, baik secara sendiri maupun joint event dengan mitra bisnis di lokasi strategis. 6. Promosi special rate KPR Mortgage. 7. Program subsidi bunga developer. 8. Sales force canvassing mail drop. 9. Sponsorship dan keikutsertaan rapat kerja dan kegiatan asosiasi pengembang, broker dan mitra bisnis lainnya yang potensial. Work Plan and Marketing Strategy in 2013 The development of KPR Mortgage business in 2013 will be supported by several work plans and marketing strategies set by bank bjb. In terms of operations, some of the activities to be performed are: 1. Optimization and the addition of co-operation with developers. 2. Procurement and optimization of sales force activities. 3. Improvement and optimization of the KPR Centre 4. Implementation and optimization of business processes through web scoring system. 5. Coordination asistance of branch offices and the staff to strengthen the KPR Mortgage business. 6. The establishment improvement optimization of the process activities regarding to KPR Mortgage business in several strategic locations 7. Review and refinement of SOP KPR Mortgage products. 8. Review and refinement of SOP on Cooperation Agreement PKS with developers. 9. Implementation and optimization of the government’s KPR program for low-income and middle-income people in collaboration with the Ministry of Public Housing FLPP program, Social Security Jamsostek, Bapertarum, and YKPP. 10. Development of new product features and activities of KPR Mortgage including KPR Flexible bundling PB PRK, KPR Duo bundling House Vehicle To quickly increase its portfolio, several strategic initiatives that will be performed include: 1. Channeling with local government banks, credit banks, and other financial institutions. 2. Asset buy portfolios KPR Mortgage Financial Institutions and Non-Bank Financial Institutions. In support of business operations and portfolio growth, therefore, the marketing program and product promotion of KPR Mortgage that will be performed include: 1. Attractive Down Payment 2. Individual developer program. 3. Collective employee KPR program. 4. Marketing fee for developers and brokers. 5. Intensively participate in exhibitions, events, joint promo, either on its own or joint event with business partners in strategic locations. 6. Special rate promotions on KPR Mortgage interest rate. 7. Developer interest subsidy program. 8. Sales force canvassing mail drop. 9. Sponsorship and participation in developers’ working meetings and activities of the developer association, brokers and other potential business partners. ฀Annual฀Report฀•฀ Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 100 ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Bank juga akan mengelola hubungan baik dengan mitra bisnis KPR Mortgage melalui kegiatan developer gathering, business gathering, maupun customer gathering. Upaya meningkatkan semangat karyawan untuk terus memperbaiki kinerjanya juga diperlukan. Hal ini akan dilakukan melalui penyelenggaraan branch contest dan sales contest. Developer yang bekerja sama dengan bank bjb Developers in cooperation with bank bjb Jumlah Total NamaName PerusahaanPengembang CompanyDeveloper Lokasi Location 1 Cluster Graha Mars Cluster Graha Mars Bandung 1 The Jarrdin Cihampelas PT. Kagum Karya Husada Bandung 1 Gateway Apartment PT. Mitra Sukses Kelola Property Bandung 1 Buana Soetta PT. Cikal Buana Persada Bandung 1 Bumi Adipura PT. Multidaya Kharisma Bandung 1 Sanggar Hurip PT. Sanggar Hurip Bandung 1 The Mansion PT. Margahayu Raya Bandung 1 Orange District PT. Margahayu Raya Bandung 1 De Marrakesh PT. Metro Permata Raya Bandung 1 Sayana Terrace PT. Graha Royal Realty Bandung 15 Saturnus Regency, Green Garden View, The Garden City View, Padasuka Estate, Green Valley Residence, Grand Ujung Berung, Grand Valley Ujung Berung, City Garden Residence, The Green Sariwangi, Sariwangi City View, Sariwangi Regency, Sariwangi Estate, Sariwangi Village, d’Casa Grande, Grand Kolmas Village PT. Graha Adicipta Nugraha Bandung 1 Metro Indah Mall PT Metroperdana Trade Centre Bandung 1 Cipaganti Hills PT Cipaganti Inti Development Bandung 1 Cemara Regency Cemara Regency Bandung 1 Matahari Ciganitri cherry field PT. Mentari Agung Mandiri Bandung 1 Matahari Asri PT. Mentari Agung Mandiri Bandung 1 Rancaekek Trade Center PT. Rancek Sukses Bandung 1 Taman Kopo Ketapang PT. Papan Jaya Anugrah Bandung 1 Pesona Alam Residence PT. Erlangga Karya Abadi Bandung 1 SSP Sariwangi SSP Sariwangi Bandung 2 D’ Pillar Rancaekek D’ Pilar Residence PT. Tujuh Pilar Sarana Bandung 1 Batujajar Regency Lukman Lingga Bandung 1 Villa Pasirwangi PT. Unitender Pacific Indonesia Bandung The Bank will also maintain good relations with business partners in KPR Mortgage through developer gatherings, business gatherings, and customer gatherings. Efforts to enhance the spirit of employees in order to improve their performance is also required. This will be done through the implementation of branch and sales contests. Mortgage Housing Financing ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Performance Good Corporate Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 101 ฀Annual฀Report฀•฀ Jumlah Total NamaName PerusahaanPengembang CompanyDeveloper Lokasi Location 1 Bumi Asri Cihanjuang PT. Priwista Raya Bandung 1 Bentang Padalarang PT. Uzy Karya Prestasi Bandung 1 Billabong Soeta PT. Titian Sakti Bandung 1 The Nanjung Regency PT. Adabaruland Anugerah Pratama Bandung 1 Pesona Cibeureum Permai PT. Buana Cipta Harapan Pesona Sukabumi 1 Royal Kabandungan Residence PT. Jaya Abadi Regency Sukabumi 1 Vila Pesona Pangrango PT. Metro Montana Contractor Sukabumi 1 Vila Taman Anggrek PT. Puri Sukaraja Permai Sukabumi 1 Graha Kencana Subang PT. Cikal Buana Persada Subang 1 Buana Taman Sari PT. Cikal Buana Persada Karawang 1 De Griya PT. Grabindo Indah Raya Karawang 1 Grand Taruma PT. Pesona Gerbang Karawang Karawang 1 Galuh Mas PT. Galuh Citarum Karawang 1 Pesona Campaka Moh. Hilmi Purwakarta 1 Awani Residence PT. Awani Bandung Realty Cimahi 1 Puri Dimensi Lestari PT. Andabaru Land Cimahi 1 River Valley PT. Anugrah Karya Bangun Sejahtera Bogor 1 Bogor Nirwana Residence PT. Graha Anresentra Propertindo Bogor 1 Bogor View PT. Aldi Putra Utama Bogor 1 Harvest City PT. Dwikaryalanggeng Sukses Bogor 1 Grand Nusa Indah PT. Kentanix Supra International Bogor 1 Vila Bogor Indah PT. Semangat Panca Bersaudara Bogor 7 Griya Putra Mandiri, Pesona Putra Mandiri, Putra Mandiri Regency, Putra Mandiri Residence, Grand Putra Mandiri, Green Putra Mandiri dan Taman Putra Mandiri PT. Miftah Putra Mandiri Depok 1 Green Pitara PT. Amgold Sapta Lestari Depok 1 Pelangi Matoa PT. Anugrah Bhakti Bumi Depok 1 Aeropolis Residence PT. Perkasalestari Permai Tangerang 1 Paragon Square PT. Broadbiz Asia Tangerang 1 Paragon Village PT. Broadbiz Asia Tangerang 1 D’ Poris Paradise Eksklusif PT. Poris indah graha Tanggerang 1 Ubud Village PT. Perintis Triniti Property Tangerang 1 Tangerang Golden City PT. Mitra Gemilang Mahakarya Tangerang 1 Serpong Riverside Residence PT. Hanusentra Propertindo Tangerang ฀Annual฀Report฀•฀ Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 102 ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Jumlah Total NamaName PerusahaanPengembang CompanyDeveloper Lokasi Location 1 Tropicana Residence PT. Giga Konstruksi Tangerang 1 Puri Sentosa PT. Chandratama Griya Land Bekasi 1 Harvest City PT. Dwigunatama Rintisprima Bekasi 1 Senopati Penthouse PT. Senopati Aryani Prima Jakarta 1 Green Apple PT. Raga Gading Sakti Cianjur 1 Pusat Grosir Modern Karebosi PT. Tosan Permai Lestari Makassar 1 Balikpapan Superblok PT. Wulandari Bangun Laksana Balikpapan 2 Batakan Heights, Perum Griya Telaga Mas PT. Griya Telaga Mas Balikpapan 1 Taman Sumber Indah PT. Berlian Haiva Property Sumber 1 Dampoe Awang Puri Regency PT. Dampoe Awang Indramayu 1 Graha Sudirman PT. Cipta Loka Nusa Prima Indramayu 1 Royal Banjar Mansion PT. Sarana Papan Utama Banjar 1 Tirtasani Residence PT. Surya Graha Buana Surakarta 1 Apartemen Solo Paragon PT. Gapura Prima Sun Motor Surakarta 1 Tirtamaya Residence PT. Gading Graha Tama Surakarta 1 Kedawung Regency 3 PT. Jayaland Sejahtera Cirebon 1 Shapphire Residence Kedawung PT. Mitra Shapphire Sejahtera Cirebon 1 Plumbon Square PT. CPP development Cirebon 1 Tirtayasa Regency PT Tulus Asih Cirebon 1 Graha Estetika PT. Dasa Wilis Raya Semarang 1 Graha Harmoni CV. Dasa Wilis Prima Semarang 4 Jasmine Park, Villa Pinus Watugong, Gardenia dan Permata Batu Sari PT. Kini Jaya Indah Semarang 1 Gresik Kota Baru PT. Bumi Lingga Pertiwi Gresik 1 Pondok Permata Suci PT. Bumi Lingga Pertiwi Gresik 1 Menteng Regency PT. Menteng Mandiri Sejahtera Gresik 1 Sekarpuro Residence PT. Pasty Jaya Malang 1 Istana Mentari PT. Bumi Mentari Megah Sidoarjo 1 The Spring Tomorrow PT. Cipta Adi Perkasa Sidoarjo 1 The Oasis Village Residence PT. Diwangkara Bangun Persada Sidoarjo 2 Grand Paka Residence dan Royal Paka Residence PT. Paka Land Surabaya 1 The Mansion Apartemen PT. Pakuwon Permai Surabaya 5 Waterplace, East Coast, Pakuwon Indah, Pakuwon City PT. Pakuwon Darma Surabaya Mortgage Housing Financing ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ Performance Good Corporate Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 103 ฀Annual฀Report฀•฀ Jumlah Total NamaName PerusahaanPengembang CompanyDeveloper Lokasi Location Pakuwon City, Edu city, The Peak Apartemen PT. Pakuwon Jati Surabaya Edu City PT. Artisan Surya Kreasi Surabaya 1 Rayan Regency PT. Kamilindo Sejahtera Surabaya 1 Drreaming Land PT. Kendali Putra Surabaya 2 Krakatau Residence dan Bumi Krakatau Permai PT. Arina Bayuswakarsa Serang 2 Pesona Cilegon dan Grand Pesona PT. Gunung Intan Abadi Terus Serang 1 Taman Graha Asri PT. Graha Serang Asri Serang 1 The Andalusia PT. Cipta Arya Sarana Serang 2 Serpong Garden dan Persada Banten PT. Harapan Inti Persada Indah Serpong 1 Milenium Industrial Estate PT Bumi Citra Permai Balaraja 4 Bakung Village, Camellia View, Grand Vanda dan Griya Teratai PT. Citra Graha Cemerlang Palembang 1 Taman Puri Indah PT. Mitrarahayu Karyanugraha Cilegon 1 Bukit Indah Sukajadi PT Adhya Bumi Batam Batam 1 Batu Aji Residence PT Surya Batu Aji Batam 1 Putra Kelana PT. Megah Persada Semesta Batam 1 Vila Panbil PT. Nusatama Properta Panbil Batam 1 Taman Golf Residence PT. Adhya Mitra Bangun Sarana Batam 3 Citranusa Niaga, Puri Asri Residence dan Grand Niaga Mas PT. Trias Jaya Propertindo Batam 141 ฀Annual฀Report฀•฀ Laporan Tahunan 2012 ฀Annual฀Report฀•฀ bank bjb 104 ฀Annual฀Report฀•฀ ฀Annual฀Report฀•฀ bjb precious melakukan launching pertama layanan prioritasnya pada bulan September 2007, dengan nama Mitra Prioritas, berlokasi di Jl. Teuku Umar No.14 Bandung. Seiring adanya perubahan dari bank pembangunan daerah menjadi bank nasional, serta perubahan nama brand Bank Jabar Banten menjadi bank bjb, maka pada tahun 2011 juga dilakukan perubahan nama brand Mitra Prioritas menjadi bjb prioritas. Layanan bjb prioritas adalah pelayanan yang bersifat eksklusif dan personal bagi pribadi-pribadi nasabah perseorangan yang memiliki simpanan pada bank bjb dalam jumlah tertentu. Memberikan pelayanan yang prima dan personal merupakan ide dasar pembentukan bjb prioritas. Melalui konsep Keramahan, Kemudahan, dan Kenyamanan, nasabah bjb prioritas akan mendapatkan pelayanan secara eksklusif. Untuk memberikan pelayanan secara optimal kepada para para nasabah bjb prioritas, maka hingga tahun 2012 bjb prioritas telah memiliki 10 outlet, yang berlokasi di:

1. bjb prioritas Bandung 2. bjb prioritas Jakarta