bjb Back to Back Loan bjb Kredit Pra Purna Bhakti bjb Kredit Guna Bhakti Pola Channeling bjb Back to Back Loan bjb Kredit Pra Purna Bhakti Produk Trade Finance

119 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data EVEBZBOHHBKJQFOTJVOOZBUFMBIEJTBMVSLBONFMBMVJCBOL bjb 4VNCFSEBOBVOUVLQFOHFNCBMJBOLSFEJUOZBCFSBTBM EBSJ NBOGBBU QFOTJVO EFCJUVS ZBOH EJHVOBLBO VOUVL keperluan konsumtif multiguna.

4. bjb Back to Back Loan

1FNCJBZBBO ZBOH EJCFSJLBO PMFI CBOL bjb ZBOH KBNJOBOOZBCFSVQBBHVOBOLBT cash collateral CBJLZBOH berbentuk tabungan, giro, atau deposito.

5. bjb Kredit Pra Purna Bhakti

1FNCJBZBBO VOUVL EFCJUVS CFSQFOHIBTJMBO UFUBQ ZBOH HBKJOZB UFMBI EJTBMVSLBO NFMBMVJ CBOL bjb. Sumber QFOHFNCBMJBOOZBCFSBTBMEBSJHBKJEFCJUVSZBOHEJHVOBLBO untuk keperluan konsumtif multiguna dimana jangka waktu QFNCJBZBBOEBQBUNFMJOUBTJNBTBQFOTJVOEFCJUVS

6. bjb Kredit Guna Bhakti Pola Channeling

Pemberian fasilitas kredit kepada debitur dengan sumber QFOEBOBBOTFMVSVIOZBCFSBTBMEBSJQJIBLCBOL bjb ZBOH disalurkan oleh agen, dalam hal ini Lembaga Keuangan Bank Bank Bengkulu dan Bank Sulselbar. Dana tersebut EJTBMVSLBO LFQBEB QFHBXBJ CFSQFOHIBTJMBO UFUBQ ZBOH QFNCBZBSBO HBKJOZB EJMBLVLBO NFMBMVJ BHFO EBMBN IBM ini Lembaga Keuangan Bank Bank Bengkulu dan Bank Sulselbar. 1FSVTBIBBO NFOZBEBSJ CBIXB TFQBOKBOH UBIVO UFSEBQBUTFKVNMBIUBOUBOHBOFLTUFSOBMZBOHIBSVTEJIBEBQJ FCFSBQBEJBOUBSBOZBBEBMBIUFSLBJUEFOHBOSFUFOTJEFCJUVS LPOEJTJ FLPOPNJ NBTZBSBLBU ZBOH QBEB NPNFO UFSUFOUV mempengaruhi tingkat konsumsi, serta tingkat persaingan LSFEJUTFKFOJTZBOHTFNBLJOLPNQFUJUJG Menghadapi beragam tantangan tersebut, sejumlah strategi ZBOHNFOKBEJGBLUPSQFOEVLVOHLJOFSKBQFNCJBZBBOLPOTVNFS ZBOHEJKBMBOLBOTFMBNBUBIVO EJBOUBSBOZBBEBMBI 1FOZFTVBJBOUJOHLBUTVLVCVOHB bjb Kredit Guna Bhakti dan bjb ,SFEJU 1SB 1VSOB IBLUJ TFIJOHHB NFNQVOZBJ EBZBTBJOHZBOHMFCJIUJOHHJ JCFSMBLVLBOOZB QSPHSBNQSPHSBN LIVTVT CBHJ EFCJUVS Kredit Guna Bhakti KGB bjb BOUBSBMBJO been channeled through bank bjb. The source of funds for SFQBZNFOUPGDSFEJUDPNFTGSPNQFOTJPOCFOFmUTPGUIF debtors used for multipurpose consumptive purposes.

4. bjb Back to Back Loan

JOBODJOHQSPWJEFECZCBOL bjb with cash collateral, either in the form of savings, demand deposits, or time deposits.

5. bjb Kredit Pra Purna Bhakti

JOBODJOHGPSEFCUPSXJUImYFEJODPNFXIPTFTBMBSZIBT been channeled through bank bjb. The source of return JTEFSJWFEGSPNUIFTBMBSZPGUIFEFCUPSXIJDIJTVTFEGPS NVMUJQVSQPTFDPOTVNQUJWFQVSQPTFTXIFSFUIFmOBODJOH period can surpass the debtor’s retirement period.

6. bjb Kredit Guna Bhakti Pola Channeling

5IJTJTUIFDSFEJUGBDJMJUZQSPWJEFEGPSEFCUPSXJUITPVSDFTPG GVOEJOHFOUJSFMZDPNJOHGSPNCBOL bjb which is distributed CZBOBHFODZ JOUIJTDBTFBOLJOBODJBMOTUJUVUJPO BOL Bengkulu and Bank Sulselbar. The funds are channeled UP FNQMPZFFT XJUI mYFEJODPNF XIPTF TBMBSZ QBZNFOU is performed through an agent, in this case the Bank Financial Institutions Bank Bengkulu and Bank Sulselbar. 5IF DPNQBOZ SFBMJ[FE UIBU UISPVHIPVU UIFSF XFSF B number of external challenges that must be faced. Some of the challenges were related to the retention of the debtor, the FDPOPNJDDPOEJUJPOPGUIFDPNNVOJUZXIJDIBUUJNFTBGGFDUTUIF level of consumption, as well as the level of competition of the TBNFUZQFPGDSFEJUXIJDICFDBNFJODSFBTJOHMZDPNQFUJUJWF BDFE XJUI B WBSJFUZ PG DIBMMFOHFT B OVNCFS PG TUSBUFHJFT which became contributing factors towards the performance PGDPOTVNFSmOBODJOHDPOEVDUFEEVSJOHJODMVEFE A. Interest rate adjustments of bjb Kredit Guna Bhakti and bjb Kredit Pra Purna Bhakti, so as to have higher competitiveness. B. The implementation of special programs for the debtors of SFEJUVOBIBLUJ , CKC BNPOHPUIFST CONSUMER 120 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO 1. Consumer Loan Loyalty Program Pemberian Voucher CBHJ EFCJUVS ZBOH NFNQFSPMFI fasilitas kredit konsumer bank bjb bjb KGB, bjb KPPB, dan bjb KPB, baik pengajuan kredit baru maupun pengulangan. 2. Program Member Get Member MGM Program pemberian reward CFSVQB JOTFOUJG ZBOH diberikan khusus bagi debitur kredit konsumer bank bjb ZBOH CFSIBTJM NFSFGFSFOTJLBO SFLBO BUBV LPMFHBOZBNFOKBEJEFCJUVSCBSVLSFEJULPOTVNFSCBOL bjb. JCFSMBLVLBOOZB QSPHSBN TVLV CVOHB LIVTVT VOUVL daerah di luar Jawa Barat dan Banten untuk mendorong QPSUPGPMJP,SFEJU,POTVNFSLIVTVTOZB bjb KGB. D. Diberlakukan struktur khusus Kredit Konsumer untuk XJMBZBI,+BLBSUB .FOEPSPOHQFMBZBOBOZBOHMFCJICBJL KINERJA 2014 4USBUFHJ ZBOH EJKBMBOLBO PMFI CBOL bjb dalam menghadapi TJUVBTJFLTUFSOBMZBOHQFOVIUBOUBOHBO UBNQBLDVLVQFGFLUJG ,JOFSKB LSFEJU LPOTVNFS VOHHVMBO ZBOH EJLFMVBSLBO PMFI 1FSVTBIBBO QBEB VNVNOZB CFSBEB EJ BUBT SBUBSBUB CBOL umum dan BPD. Berdasarkan pencapaian kredit posisi Desember 2014, produk bank bjb ZBOH NFOKBEJ BOEBMBO BEBMBI bjb Kredit Guna Bhakti dan bjb Kredit Pra Purna Bhakti, serta bjb Purna Bhakti. Berikut ini kinerja berdasarkan produk usaha kredit konsumer. Dalam lima tahun terakhir, rata-rata pertumbuhan kredit konsumer bank bjb mencapai 18,83. Khusus pada tahun 2014, dibandingkan dengan kinerja tahun 2013 QFSUVNCVIBOOZB TFCFTBS EJ BUBT SBUBSBUB QFOZBMVSBOLSFEJULPOTVNTJCBOLVNVNZBOH EBO1 ZBOH 5PUBM LSFEJU LPOTVNFS ZBOH EJTBMVSLBO QBEB UBIVO NFODBQBJ 3Q USJMJVO ,POUSJCVTJ UFSCFTBS CFSBTBM EBSJ bjb ,SFEJU VOB IBLUJ ZBOH NFODBQBJ EBSJ UPUBM QFOZBMVSBOLSFEJULPOTVNFS POTVNFS-PBO-PZBMUZ1SPHSBN Provide Voucher for the debtor who obtains bank bjb DPOTVNFSDSFEJUGBDJMJUZ bjb KGB, bjb KPPB, and bjb KPB, both new credit application and repetition. 2. Program Member Get Member MGM 3FXBSE QSPHSBN JO UIF GPSN PG TQFDJBM JODFOUJWFT given to consumer credit debtor of bank bjb who TVDDFTTGVMMZ SFGFS GSJFOET PS DPMMFBHVFT UP CFDPNF new consumer credit debtors of bank bjb. C. Provide special interest for areas outside of West Java and Banten to encourage the Consumer Credit portfolio FTQFDJBMMZCKC, QQMZTQFDJBMTUSVDUVSFGPSDPOTVNFSDSFEJUJOUIFSFHJPOPG DKI Jakarta. E. Improve services. 2014 PERFORMANCE 5IF TUSBUFHJFT QFSGPSNFE CZ CBOL bjb in facing the DIBMMFOHJOHFYUFSOBMDJSDVNTUBODFT TFFNFEQSFUUZFGGFDUJWF 5IFQFSGPSNBODFPGUIFPNQBOZTGFBUVSFEDPOTVNFSDSFEJU in general was above the average of the performance of commercial banks and BPD. Based on the position of credit in December 2014, the Bank’s QSPEVDUT XIJDI CFDBNF B NBJOTUBZ BSF bjb Kredit Guna Bhakti and bjb Kredit Pra Purna Bhakti, as well as bjb Purna Bhakti. Below is the performance based on the products of the consumer credit. OUIFMBTUmWFZFBST UIFBWFSBHFHSPXUIPGDPOTVNFSDSFEJUPG bank bjb reached 18.83. In 2014, compared with the growth JO HSPXUISFBDIFE BCPWFUIFBWFSBHFPGUIF growth of consumer lending in commercial banks and BPD XIJDIXBTSFTQFDUJWFMZBOE 5PUBM DPOTVNFS MPBOT EJTCVSTFE JO SFBDIFE 3Q trillion. The largest contribution came from bjb Kredit Guna IBLUJXIJDISFBDIFEPGUIFUPUBMDPOTVNFSMPBOT KONSUMER 121 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data BMBN QFOZBMVSBO ,SFEJU ,POTVNFS CBOL bjb selalu mengiringi pertumbuhan volume kredit dengan tetap fokus UFSIBEBQ QFOHFMPMBBO BTFU ZBOH CFSLVBMJUBT BM JOJ UFSMJIBU EBSJ QPTJTJ LSFEJU CFSNBTBMBI 1- PO1FSGPSNJOH -PBO ZBOH NFOHBMBNJ QFOVSVOBO EJCBOEJOH UBIVO TFCFMVNOZB ZBJUVEBSJ QBEBUBIVONFOKBEJ QBEBUBIVO 2014 atau menurun 0,04. BMUFSTFCVUNFOVOKVLBOCBIXBEBMBNQFOZBMVSBOLSFEJUZBOH dilakukan oleh bank bjb NFNJMJLJLVBMJUBTZBOHCBJLFHJUVQVO EFOHBOQFOBOHBOBOUFSIBEBQLSFEJUCFSNBTBMBIOZB FSJLVUJOJQFSLFNCBOHBOQFOZBMVSBOLSFEJULPOTVNFSTFMBNB MJNB UBIVOUFSBLIJS Periode Volume Rp JutaRp Million PertumbuhanGrowth NPL 2010 11,00 0,12 2011 20,08 0,11 2012 0,13 2013 27,58 0,10 2014 33.962.999 16,35 0,8 bjb Kredit Guna Bhakti bjb ,SFEJU VOB IBLUJ , BEBMBI QFNCJBZBBO ZBOH diberikan oleh bank bjb untuk debitur berpenghasilan tetap ZBOH HBKJOZB EJTBMVSLBO NFMBMVJ CBOL bjb atau perusahaan tempat debitur bekerja berdasarkan perjanjian kerja sama. Adapun sumber pengembalian kredit berasal dari gaji debitur. 6OUVL UBIVO UPUBM , ZBOH EJTBMVSLBO TFCFTBS 3Q USJMJVOJCBOEJOHLBOUBIVO QFSUVNCVIBOOZB NFODBQBJ BMBNFNQBUUBIVOUFSBLIJS ZBJUVQFSJPEF 2011-2014, rata-rata pertumbuhan kredit KGB mencapai FSJLVUJOJKVNMBIQFOZBMVSBOLSFEJUVOUVLQSPEVL bjb Kredit Guna Bhakti selama lima tahun terakhir. 3Q+VUB Periode 2010 2011 2012 2013 2014 Period JMBJ Value bjb Kredit Pra Purna Bhakti Produk bjb Kredit Pra Purna Bhakti KPPB ini pertama kali EJQFSLFOBMLBO QBEB 0LUPCFS 3FBMJTBTJ QFOZBMVSBO EBOBOZB QBEB UBIVO UFSTFCVU TFCFTBS 3Q NJMJBS BUBV EBSJUPUBMLSFEJULPOTVNFSBNVOQBEBUBIVO produk ini menunjukkan pertumbuhan paling tinggi dibanding EFOHBOQSPEVLMBJOOZB ZBJUVNFODBQBJ In the distribution of the Consumer Credit, bank bjb BMXBZT BDDPNQBOZUIFHSPXUIPGDSFEJUWPMVNFCZTUBZJOHGPDVTFE POUIFRVBMJUZPGBTTFUNBOBHFNFOU5IJTDBOCFTFFOGSPN UIFQPTJUJPOPGOPOQFSGPSNJOHMPBOT 1- XIJDIEFDSFBTFE DPNQBSFEUPUIFQSFWJPVTZFBS OBNFMZGSPNJOUP 0.08 in 2014, a decline of 0.04. 5IJT TIPXT UIBU DSFEJU EJTUSJCVUFE CZ CBOL bjb have good RVBMJUZ MJLFXJTFXJUIUIFIBOEMJOHPGOPOQFSGPSNJOHMPBOT Below describes the development of the consumer loan QPSUGPMJPGPS mWF ZFBST bjb Kredit Guna Bhakti bjb SFEJUVOBIBLUJ , UIFmOBODJOHQSPWJEFECZCBOL bjb GPSEFCUPSXJUIGPSmYFEJODPNFXIPTFTBMBSZJTDIBOOFMFE through bank bjb PS UIF DPNQBOZ XIFSF UIF EFCUPS XPSLT CBTFEPOBDPPQFSBUJPOBHSFFNFOU5IFTPVSDFPGSFQBZNFOU PGDSFEJUDPNFTGSPNUIFTBMBSZPGUIFEFCUPS O UIF UPUBM BNPVOU PG , EJTCVSTFE XBT 3Q trillion. Compared to 2013, growth reached 15.47. In the last GPVSZFBST OBNFMZUIFQFSJPE ,TBWFSBHFPG DSFEJUHSPXUISFBDIFE Below is the amount of bjb Kredit Guna Bhakti distributed EVSJOHUIFQBTUmWFZFBST 3Q.JMMJPO bjb Kredit Pra Purna Bhakti bjb ,SFEJU1SB1VSOBIBLUJ ,11 XBTmSTUMZJOUSPEVDFEJO 0DUPCFS5IFEJTUSJCVUJPOPGGVOETBNPVOUFEUP3Q CJMMJPO PSPGUIFUPUBMDPOTVNFSMPBOTPXFWFSJO this product showed the highest growth compared with other QSPEVDUT OBNFMZ CONSUMER 122 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO 5PUBM EBOB ZBOH EJTBMVSLBO VOUVL ,11 QBEB UBIVO NFODBQBJ 3Q USJMJVO 4FEBOHLBO QBEB UBIVO TFCFTBS3Q USJMJVO,POUSJCVTJ,11UFSIBEBQUPUBMLSFEJU LPOTVNFSZBOHEJTBMVSLBOQBEBUBIVONFODBQBJ FSJLVUJOJQFOZBMVSBOEBOB bjb KPPB sejak produk tersebut EJMVODVSLBO 3Q+VUB Periode 2010 2011 2012 2013 2014 Period JMBJ - - 1.453.257 Value bjb Kredit Purna Bhakti Produk kredit konsumer bjb Kredit Purna Bhakti KPB NFSVQBLBOQFNCJBZBBOZBOHEJCFSJLBOPMFICBOL bjb untuk debitur dengan status pensiunan sendiri atau pensiunan janda EVEBZBOHHBKJQFOTJVOOZBUFMBIEJTBMVSLBONFMBMVJCBOL bjb. 4VNCFSEBOBVOUVLQFOHFNCBMJBOLSFEJUOZBCFSBTBMEBSJHBKJ QFOTJVO EFCJUVS ZBOH EJHVOBLBO VOUVL LFQFSMVBO LPOTVNUJG maupun produktif. 1BEB UBIVO UPUBM LSFEJU ZBOH EJLVDVSLBO VOUVL ,1 NFODBQBJ3Q USJMJVOBUBV EBSJUPUBMLSFEJULPOTVNFS ZBOH EJTBMVSLBO PMFI CBOL bjb. Jika dibandingkan dengan UBIVO EBOB,1ZBOHEJTBMVSLBOUVNCVI BUBV ZBOH UFSCFTBS EJCBOEJOHLBO QFSUVNCVIBO QSPEVL LSFEJU konsumer bank bjb MBJOOZB1FSUVNCVIBOJOJKBVIEJBUBTSBUB rata pertumbuhan kredit konsumer bank umum dan BPD. Dalam empat tahun terakhir, rata-rata pertumbuhan QFOZBMVSBOEBOB,1NFODBQBJ FSJLVUJOJUPUBMEBOB ZBOHEJTBMVSLBOVOUVL,1EBMBNMJNBUBIVOUFSBLIJS 3Q+VUB Periode 2010 2011 2012 2013 2014 Period JMBJ 440.014 Value bjb Back to Back Loan Produk bjb BDLUPBDL-PBO - NFSVQBLBOQFNCJBZBBO ZBOHEJCFSJLBOPMFICBOL bjb ZBOHKBNJOBOOZBCFSVQBBHVOBO LBTDBTI DPMMBUFSBM CBJL ZBOH CFSCFOUVL UBCVOHBO HJSP BUBVEFQPTJUP1BEBUBIVO UPUBMLSFEJUZBOHEJTBMVSLBO VOUVL - NFODBQBJ 3Q NJMJBS NFOJOHLBU EJCBOEJOHLBOUBIVOZBOHTFCFTBS3Q NJMJBS BMBNFNQBUUBIVOUFSBLIJS QFSUVNCVIBOQFOZBMVSBOEBOB - SBUBSBUB UBIVOBO NFODBQBJ ,POUSJCVTJOZB UFSIBEBQ UPUBM LSFEJU LPOTVNFS ZBOH EJTBMVSLBO TFCFTBS 5IFUPUBMGVOETEJTCVSTFEUP,11JOSFBDIFE3Q USJMMJPO8IFSFBTJOBNPVOUFEUP3QUSJMMJPO,11T DPOUSJCVUJPOUPUPUBMDPOTVNFSMPBOTJOSFBDIFE The following table describes the distribution of funds of bjb ,11TJODFUIFQSPEVDUXBTMBVODIFE 3Q.JMMJPO bjb Kredit Purna Bhakti bjb ,SFEJU 1VSOB IBLUJ ,1 JT UIF BOLT mOBODJOH UP debtors with the status of retired or retired widowwidower XIPTF QFOTJPO TBMBSZ JT DIBOOFMFE UISPVHI CBOL bjb. The TPVSDF PG GVOET GPS SFQBZNFOU PG UIF DSFEJU DPNFT GSPN UIF QFOTJPO TBMBSZ PG UIF EFCUPS VTFE GPS DPOTVNQUJWF BOE productive purposes. O UPUBMMPBOTEJTCVSTFEGPS,1SFBDIFE3QUSJMMJPO PSPGUIFUPUBMDPOTVNFSMPBOTFYUFOEFECZCBOL bjb. 8IFODPNQBSFEXJUIUIFZFBS GVOETDIBOOFMFEGPS,1 HSFXCZPSUIFMBSHFTUDPNQBSFEUPUIFHSPXUIPGUIF Bank’s other consumer credit products. This growth is well above the average growth of consumer loans of commercial banks and BPD. O UIF MBTU GPVS ZFBST UIF BWFSBHF HSPXUI PG ,1 SFBDIFE FMPXJTUIFUPUBMGVOETEJTCVSTFEGPS,1JOUIFMBTU mWFZFBST 3Q.JMMJPO bjb Back to Back Loan CKC BDL UP BDL -PBO - JT mOBODJOH QSPWJEFE CZ UIF bank bjb guarantee with cash collateral, either in the form of savings, demand deposits, or time deposits. In 2014, total MPBOTGPS-SFBDIFE3QCJMMJPO BOJODSFBTFPG DPNQBSFE UP UIF ZFBS XIJDI BNPVOUFE UP 3Q billion. O UIF MBTU GPVS ZFBST UIF BOOVBM BWFSBHF HSPXUI PG - SFBDIFE 5IF DPOUSJCVUJPO UP UPUBM DPOTVNFS MPBOT XBT KONSUMER 123 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data FSJLVUJOJUPUBMEBOBZBOHEJTBMVSLBOVOUVL-EBMBNMJNB UBIVOUFSBLIJS 3Q+VUB Periode 2010 2011 2012 2013 2014 Period JMBJ 52.751 114.045 Value bjb Kredit Abadi Bhakti Produk bjb Kredit Abadi Bhakti KAB merupakan fasilitas LSFEJU ZBOH EJCFSJLBO TFDBSB LIVTVT EJCFSJLBO LFQBEB pegawai bank bjb 1BEB UBIVO UPUBM LSFEJU ZBOH EJTBMVSLBO NFODBQBJ 3Q NJMJBS JCBOEJOHLBO UBIVO ZBOH TFCFTBS 3Q QFSUVNCVIBOOZB NFODBQBJ 24,08. ,POUSJCVTJ,UFSIBEBQUPUBMLSFEJULPOTVNFSZBOHEJTBMVSLBO IBOZBTFCFTBS FSJLVUJOJUPUBMQFOZBMVSBOEBOB, dalam lima tahun terakhir. 3Q+VUB Periode 2010 2011 2012 2013 2014 Period JMBJ 15.842 Value bjb Channeling Produk kredit konsumer bjb KGB melalui pola channeling bjb Channeling merupakan fasilitas kredit kepada debitur dengan TVNCFSQFOEBOBBOTFMVSVIOZBCFSBTBMEBSJQJIBLCBOL bjb. Dana tersebut disalurkan oleh agen, dalam hal ini Lembaga Keuangan Bank Bank Bengkulu dan Bank Sulselbar kepada QFHBXBJ CFSQFOHIBTJMBO UFUBQ ZBOH QFNCBZBSBO HBKJOZB dilakukan melalui agen, dalam hal ini Lembaga Keuangan Bank Bank Bengkulu dan Bank Sulselbar. 1FOZBMVSBO bjb KGB melalui pola channeling mengalami QFOVSVOBOEBSJUBIVOLFUBIVOBMJOJEJTFCBCLBOQMBGPO bjb KGB pola channeling UFMBIUFSTBMVSLBOTFMVSVIOZB TFIJOHHB pengulangan kredit top up debitur tidak lagi menggunakan dana bank bjb, melainkan dana Agen Channeling BNVO saat ini telah disetujui penambahan bjb Channeling dengan QMBGPOTFCFTBS3QNJMJBSLFQBEBBOLFOHLVMV Pada tahun 2014, total kredit bjb Channeling ZBOHEJTBMVSLBO NFODBQBJ 3Q NJMJBS +BVI MFCJI SFOEBI EJCBOEJOHLBO UBIVOZBOHTFCFTBS3Q NJMJBS NFOHJOHBUCBUBT NBLTJNVNEBOBZBOHEJTFEJBLBOCBOL bjb sudah mencapai maksimum atau mengalami keterbatasan ekspansi. The table below describes the total funds disbursed for BBL JOUIFMBTUmWFZFBST 3Q.JMMJPO bjb Kredit Abadi Bhakti KC ,SFEJU CBEJ IBLUJ , JT B DSFEJU GBDJMJUZ QSPWJEFE TQFDJmDBMMZUPUIFFNQMPZFFTPGCBOL bjb. In 2014, total loans GPS , SFBDIFE 3Q CJMMJPO PNQBSFE UP UIF ZFBS XIJDIBNPVOUFEUP3Q HSPXUISFBDIFE 5IFDPOUSJCVUJPOPG,UPUPUBMDPOTVNFSMPBOTXBTPOMZCZ 1.71. The table below describes the disbursement of KAB in UIFMBTUmWFZFBST 3Q.JMMJPO bjb Channeling bank bjb’s KGB consumer credit product through channeling CKC IBOOFMJOH JT B DSFEJU GBDJMJUZ QSPWJEFE UP EFCUPST XJUI TPVSDFT PG GVOEJOH FOUJSFMZ GSPN CBOL bjb. The fund JT EJTUSJCVUFE CZ BO BHFOU JO UIJT DBTF UIF BOL JOBODJBM OTUJUVUJPOT BOLFOHLVMVBOEBOL4VMTFMCBS UPFNQMPZFFT XJUI mYFEJODPNF XIPTF TBMBSZ QBZNFOUT BSF QFSGPSNFE through an agent, in this case the Bank Financial Institutions Bank Bengkulu and Bank Sulselbar. Disbursement of bjb KGB through channeling decreased from ZFBSUPZFBS5IJTJTCFDBVTFUIFDFJMJOHPGCKCDIBOOFMJOHIBT CFFOEJTCVSTFEFOUJSFMZ UIVTUIFSFQFUJUJPOPGDSFEJU UPQVQ of the debtor no longer uses the Bank’s funds, but the funds of UIFDIBOOFMJOHBHFOUPXFWFS DVSSFOUMZUIFBEEJUJPOPGCKC IBOOFMJOHDFJMJOHPG3QCJMMJPOUPBOLPGFOHLVMVIBT been approved. O UPUBM CKC IBOOFMJOH EJTCVSTFE SFBDIFE 3Q CJMMJPO NVDIMPXFSUIBOJO XIJDIBNPVOUFEUP3Q CJMMJPO DPOTJEFSJOHUIFNBYJNVNMJNJUPGGVOETQSPWJEFECZUIF Bank has reached the maximum or has limited expansion. CONSUMER 124 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO FSJLVUJOJQFOZBMVSBOLSFEJU bjb Channeling dalam lima tahun terakhir. 3Q+VUB Periode 2010 2011 2012 2013 2014 Period JMBJ 83.474 7.011 Value Kredit Konsumer Lainnya ,SFEJU LPOTVNFS MBJOOZB ZBJUV bjb Kredit Graha Bhakti dan ,SFEJU8JSBVTBIBIBLUJTVEBIUJEBLEJQBTBSLBOMBHJJOHHB BLIJS UBIVO IBOZB NFOZJTBLBO outstanding baki debet. Total outstanding LSFEJU MBJOOZB NFODBQBJ 3Q NJMJBS UVSVO EJCBOEJOHLBOUBIVOZBOHTFCFTBS 3Q NJMJBS Berikut ini total outstanding LSFEJU LPOTVNFS MBJOOZB EBMBN lima tahun terakhir. 3Q+VUB Periode 2010 2011 2012 2013 2014 Period JMBJ 13.545 Value RENCANA 2015 FOHBOSBUBSBUBQFSUVNCVIBOLSFEJU EBMBNMJNBUBIVO terakhir, bank bjb optimistis pada tahun 2015 mampu meraih QFSUVNCVIBO EBSJ TJTJ QFOZBMVSBO LSFEJU LPOTVNFS Apalagi, kondisi perekonomian juga diperkirakan lebih dari EBSJTJUVBTJUBIVO ZBOHEJBOUBSBOZBEJJOEJLBTJLBOPMFI UBSHFU 1FNFSJOUBI TFQFSUJ UFSUVBOH QBEB 1 1FSVCBIBO 2015. Disebutkan, target pertumbuhan tahun 2015 sebesar 5,7, MFCJIUJOHHJEJCBOEJOHLBOEFOHBOSFBMJTBTJUBIVOZBOH 4FEBOHLBO JOnBTJ EJIBSBQLBO CJTB KVHB MFCJI rendah dari realisasi 2014. BSJ TJTJ JOUFSOBM NFOHJOHBU QFOUJOHOZB QPTJTJ LSFEJU konsumer, bank bjb TVEBINFOZJBQLBOSFODBOBEBOTUSBUFHJ demi menjaga pertumbuhan berkelanjutan dan berkualitas. 3FODBOB TUSBUFHJ FLTQBOTJ LSFEJU ZBOH BLBO EJMBLVLBO EJ UBIVO EJBOUBSBOZBBEBMBITFCBHBJCFSJLVU

A. Product dan Pricing

.FNJMJLJQSPEVLZBOHTFTVBJEFOHBOLFCVUVIBOOBTBCBI TBOHBUQFOUJOHTFCBHBJVQBZBNFOJOHLBULBOLFNBNQVBO NFOZBMVSLBO EBOB EJ CJEBOH LPOTVNFS FHJUV KVHB The following table describes the disbursement of bjb IBOOFMJOHJOUIFMBTUmWFZFBST 3Q.JMMJPO Other Consumer Loans 0UIFSDPOTVNFSMPBOT OBNFMZ,SFEJUSBIBIBLUJBOE,SFEJU 8JSBVTBIB IBLUJ BSF OP MPOHFS NBSLFUFE BOE CZ UIF FOE PG MFGU POMZ BO PVUTUBOEJOH EFCJU 5PUBM PVUTUBOEJOH PG PUIFS MPBOT SFBDIFE 3Q CJMMJPO B EFDSFBTF PG DPNQBSFE UP UIF ZFBS XIJDI BNPVOUFE UP 3Q billion. FMPXJTUIFUPUBMPVUTUBOEJOHDPOTVNFSDSFEJUJOUIFMBTUmWF ZFBST 3Q.JMMJPO 2015 PLAN 8JUI BO BWFSBHF PG DSFEJU HSPXUI JO UIF QBTU mWF ZFBST CBOL bjb is optimistic that in 2015 the Bank will be able to achieve 17 growth in the consumer loan portfolio. Moreover, the economic condition is expected to be better UIBO UIF TJUVBUJPO JO TPNF PG XIJDI BSF JOEJDBUFE CZ the Government’s targets as set out in the 2015 revised State Budget. The growth target in 2013 is 5.7, higher than the realization JO XIJDI BNPVOUFE UP .FBOXIJMF JOnBUJPO JT expected to be 5.0, also lower than the realization in 2014. OUFSOBMMZ DPOTJEFSJOH UIF JNQPSUBODF PG UIF QPTJUJPO PG consumer credit, bank bjb has prepared plans and strategies JOPSEFSUPNBJOUBJOTVTUBJOBCMFHSPXUIXJUIRVBMJUZ5IFDSFEJU FYQBOTJPOTUSBUFHJDQMBOUPCFDPOEVDUFEJO JODMVEFT

A. Product and Pricing

Possessing products that meet the needs of the customers JT WFSZ JNQPSUBOU BT UIF FGGPSUT UP JNQSPWF UIF BCJMJUZ UP EFMJWFSDPOTVNFSGVOET4JNJMBSMZXJUIUIFBCJMJUZUPPGGFS KONSUMER 125 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data EFOHBO LFNBNQVBO NFOBXBSLBO TVLV CVOHB ZBOH LPNQFUJUJG TFQBOKBOHUJEBLNFMBOHHBSBUVSBOZBOHTVEBI ditetapkan oleh regulator. Untuk itu, pada tahun 2015 bank bjb akan melakukan sejumlah hal di bidang produk EBOTVLVCVOHBJOJ ZBOHEJBOUBSBOZBBEBMBI • Melakukan review kebijakan Kredit Konsumer. • Pemberlakuan struktur kredit khusus . • Melakukan review tingkat suku bunga khusus untuk daerah di luar provinsi Jawa Barat dan Provinsi Banten ZBJUV MFCJISFOEBIEBSJ1TFUFNQBU

B. Promosi

Meningkatkan awareness publik terhadap produk QFNCJBZBBOEJTFHNFOLPOTVNTJBLBOEJMBLVLBONFMBMVJ CFSBHBNTBMVSBOLPNVOJLBTJBHBSEBZBKBOHLBVQSPEVL kredit konsumer bank bjb semakin luas. Beberapa strategi ZBOHUFMBIEJTJBQLBOEJCJEBOHQSPNPTJ EJBOUBSBOZB 1FMBLTBOBBO QSPNPTJ QFNBTBSBO ZBOH MFCJI FGFLUJG dan berkesinambungan seperti pembuatan marketing tools untuk Kredit Konsumer serta pemasaran melalui media publikasi. JMBLTBOBLBOOZB QSPHSBN reward Member Get Member ZBOH EJCFSJLBO LIVTVT CBHJ EFCJUVS bjb KGB bjb Kredit Pra Purna Bhakti dan debitur bjb ,SFEJU 1VSOB IBLUJ ZBOH CFSIBTJM NFNCBXB SFLBO BUBV LPMFHBOZB NFOKBEJ EFCJUVS CBSV EBO EFCJUVS mengulang bank bjb. - Pelaksanaan program Consumer Loan Loyalty 1SPHSBN TBMBI TBUVOZB EFOHBO QFNCFSJBO voucher LFQBEBEFCJUVSCBSVEBOEFCJUVSZBOHNFMBLVLBO top up. - Gathering kepada Debitur sebagai bentuk promosi below the line, disesuaikan dengan kultural daerah dan minat para debitur 1SPHSBNBEJBI-BOHTVOHCBHJEFCJUVSZBOHCFSIBTJM NFNCBXBSFLBOBUBVLPMFHBOZBNFOKBEJEFCJUVSCBSV bank bjb. C. Layanan .FNCFSJLBO MBZBOBO UFSCBJL CBHJ OBTBCBI LIVTVTOZB pada segmen kredit konsumer sudah menjadi komitmen bank bjb 4FMBJO JUV QFOJOHLBUBO LVBMJUBT MBZBOBO KVHB NFOKBEJCBHJBOEBSJTUSBUFHJNFOHIBEBQJQFSTBJOHBOZBOH TFNBLJOLFUBUFCFSBQBJOJTJBUJGZBOHBLBOEJKBMBOLBO EJ BOUBSBOZB competitive interest rates, provided that the interest rates EPOPUWJPMBUFUIFSVMFTTFUCZUIFSFHVMBUPS5PUIBUFOE in 2015 bank bjb will perform a number of initiatives in the mFMEPGQSPEVDUTBOEJOUFSFTUSBUFT XIJDIJODMVEF t 3FWJFXUIFPOTVNFSSFEJU1PMJDZ t QQMZTQFDJBMDSFEJUTUSVDUVSF t 3FWJFXTQFDJmDJOUFSFTUSBUFGPSUIFBSFBPVUTJEFUIF QSPWJODFPG8FTU+BWBBOEBOUFOOBNFMZMPXFS than the local BPD.

B. Promotion

ODSFBTJOHQVCMJDBXBSFOFTTPGUIFmOBODJOHQSPEVDUTJO UIFDPOTVNFSTFHNFOUXJMMCFQFSGPSNFEUISPVHIBWBSJFUZ of communication channels so that the Bank’s consumer DSFEJUQSPEVDUTXJMMCFJODSFBTJOHMZXJEFTQSFBE4FWFSBM TUSBUFHJFTQSFQBSFEJOUIFmFMEPGQSPNPUJPOJODMVEF - Implement a more effective and sustainable marketing campaign such as the creation of marketing tools for Consumer Credit and marketing through publication media. - Implement rewards program Member Get Member QSPWJEFETQFDJmDBMMZGPSUIFEFCUPSTPG bjb KGB bjb Kredit Pra Purna Bhakti and bjb Kredit Purna Bhakti who manage to invite friends or colleagues to become new debtors and the repeating debtor of bank bjb. NQMFNFOU UIF POTVNFS -PBO -PZBMUZ 1SPHSBN CZ giving vouchers to new debtor sand the debtors performing top up. - Gathering with the debtors as a form of promotion below the line, adapted to local culture and interests of the debtor 5IFJSFDU3FXBSE1SPHSBNGPSEFCUPSTXIPNBOBHF to invite friends or colleagues to become new debtors of bank bjb.

C. Services

The Bank will provide the best services for customers, FTQFDJBMMZ JO UIF TFHNFOU PG DPOTVNFS DSFEJU UIBU has become the Bank’s commitment. In addition, the JNQSPWFNFOUPGUIFRVBMJUZPGTFSWJDFTJTBMTPQBSUPGUIF TUSBUFHZUPGBDFUIFJODSFBTJOHMZmFSDFDPNQFUJUJPO4PNF PGUIFJOJUJBUJWFTUIBUXJMMCFJNQMFNFOUFE JODMVEF CONSUMER 126 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO • Pengembangan sistem aplikasi Webscoring Analisa Kredit Konsumer. • Standardisasi formulir aplikasi pengajuan Kredit Konsumer. • Optimalisasi Service Level Agreement SLA di Kantor Cabang.

D. Penjualan

Dari sisi penjualan, bank bjb akan melakukan strategi PQUJNBMJTBTJ EJ BOUBSBOZB NFMBMVJ LFSKB TBNB EFOHBO CBOL MBJO EBMBN QFOZBMVSBO EBOB LPOTVNFS 6OUVL JUV 1FSVTBIBBO UFMBI NFOZFUVKVJ QFOBNCBIBO EBOB VOUVL kepentingan tersebut, mengingat batas ketersediaan EBOB ZBOH BEB TVEBI NFODBQBJ NBLTJNVN 4FKVNMBI TUSBUFHJZBOHEJSFODBOBLBOQBEBUBIVO EJBOUBSBOZB BEBMBI - Pemasaran secara proaktif dan berkesinambungan. - Optimalisasi Pemasaran kepada Pensiunan dan calon Pensiunan. 1FOZBMVSBO LSFEJU NFMBMVJ QPMB channeling kepada BPD Bengkulu - PPLJOH0GmDF Kerja sama Asset Buy kredit Multiguna bjb , EBSJ • Bank Sulteng • Bank Papua MJBOTJ TUSBUFHJT ZBOH MFCJI JOUFOTJG EFOHBO JOTUJUVTJ lembaga pengelola dana pensiunan. .FNCVLB QFMVBOH QPUFOTJ QBTBS TBMBI TBUVOZB NFMBLVLBO1,4EFOHBO15104EBOJOTUBOTJMBJOOZB - Optimalisasi potensi debitur Top Up menawarkan LFNCBMJ LFQBEB EFCJUVS ZBOH UFMBI NFOHBMBNJ QFOVSVOBO CBLJ EFCFU EBSJ QMBGPO BXBM EBO EFCJUVSEFOHBOKBOHLBXBLUVLSFEJUZBOHBLBOKBUVI tempo. t 5IF FWFMPQNFOU PG UIF BQQMJDBUJPO TZTUFN 8FC TDPSJOHOBMZTJTPGPOTVNFSSFEJU • Standardization of Consumer Credit application form • Optimizing Service Level Agreement SLA in the SBODI0GmDFT

D. Sales

In terms of sales, bank bjb will perform optimization strategies, including through cooperation with other banks in the distribution of consumer funds. To that end, the PNQBOZIBTBHSFFEUPJODSFBTFGVOEJOHGPSUIJTQVSQPTF HJWFO UIF MJNJU PG UIF FYJTUJOH BWBJMBCJMJUZ PG GVOET IBT reached the maximum. The strategies planned in 2015, BNPOHPUIFSTBSF .BSLFUQSPBDUJWFMZBOEDPOUJOVPVTMZ 0QUJNJ[F .BSLFUJOH GPS 1FOTJPOFST BOE 3FUJSFE candidates. - Lending through channeling to BPD Bengkulu PPLJOH0GmDF TTFUVZPPQFSBUJPO .VMUJQVSQPTF DSFEJUCKC, PG • Bank Sulteng • Bank Papua - More intensive strategic alliance with institutions pension fund management institutions - Opening up the market potential, one of which performed cooperation agreement with PT POS and other agencies - Optimize potential Top Up debtors offer back to debtors who have experienced a decrease in the PVUTUBOEJOHEFCJUPGPGUIFJOJUJBMMJNJUBOEEFCUPST XJUIVQDPNJOHDSFEJUNBUVSJUZ KONSUMER 127 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data CONSUMER 128 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO bjb PRECIOUS bjb PRECIOUS 129 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data bjb 1SFDJPVT NFSVQBLBO MBZBOBO ZBOH CFSTJGBU FLTLMVTJG dan personal bagi pribadi-pribadi istimewa nasabah QFSTFPSBOHBO ZBOH NFNJMJLJ TJNQBOBO QBEB CBOL bjb dalam jumlah tertentu. bjb Precious meletakkan prinsip- QSJOTJQEBOGBMTBGBIiZBOHTBOHBUCFSIBSHBwTFCBHBJGPOEBTJ EBMBNNFXVKVELBOUVKVBOMBZBOBOFLTLMVTJGQFSCBOLBOCBHJ nasabah prima. Yakni melalui peningkatan kredibilitas dan eksklusivitas, seperti konsep Keramahan, Kemudahan, dan ,FOZBNBOBO -BZBOBO bjb 1SFDJPVT NFSVQBLBO MBZBOBO UFSCBJL ZBOH EJCFSJLBOLFQBEBQSJCBEJQSJCBEJJTUJNFXBZBOHNFNCVUVILBO QFMBZBOBONBLTJNBMCBJLEBSJTFHJLFSBNBIBO LFNVEBIBO LFOZBNBOBO LFBNBOBO EBO UFSQFSDBZB BTBCBI bjb 1SFDJPVT ZBOH EJTFCVU EFOHBO OBTBCBI QSJNB QFSPSBOHBO JHI FU 8PSUI OEJWJEVBMT , harus memiliki minimal dana TFCFTBS3QZBOHEJUFNQBULBOEJCBOL bjb. 1BEBBXBMOZB QSPEVLUFSTFCVUCFSOBNB bjb Prioritas. Setelah dilakukan rebranding QBEBFTFNCFS OBNBMBZBOBO tersebut berubah menjadi “ bjb Precious”. Rebranding itu bertujuan untuk menjadikan bjb 1SFDJPVTTFCBHBJNFSFLZBOH LVBUEJNBUBNBTZBSBLBU TFLBMJHVTNFOFHBTLBOLSFEJCJMJUBT EBOFLTLMVTJWJUBTMBZBOBOOZB bjb Precious is a service that is exclusive and personalized for special persons individual customers with certain amount of deposits in bank bjb. bjb Precious places the principles BOE QIJMPTPQIZ PG iWBMVBCMFw BT UIF GPVOEBUJPO GPS SFBMJ[JOH FYDMVTJWF CBOLJOH TFSWJDFT GPS QSJNF DVTUPNFST OBNFMZ UISPVHI JODSFBTFE DSFEJCJMJUZ BOE FYDMVTJWJUZ TVDI BT UIF DPODFQUPGIPTQJUBMJUZ BTF BOEPOWFOJFODF The services of bjb precious are the best services given to special individuals requiring maximum services both in terms PG IPTQJUBMJUZ DPOWFOJFODF DPNGPSU TBGFUZ BOE SFMJBCJMJUZ The customers of bjb precious called the prime individual DVTUPNFST JHIFUXPSUIOEJWJEVBMT NVTUIBWFBNJOJNVN GVOEPG3Q QMBDFEJOUIFCBOL bjb. OJUJBMMZ UIF QSPEVDU XBT OBNFE bjb Prioritas. After the rebranding on December 12, 2012, the name of the service was changed to “ bjb Precious”. The rebranding aimed to make bjb 1SFDJPVTBTUSPOHCSBOEJOUIFFZFTPGDVTUPNFST BTXFMMBTBGmSNDSFEJCJMJUZBOEFYDMVTJWJUZPGJUTTFSWJDFT BJB PRECIOUS 130 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO Melalui kebijakan tersebut, diharapkan dapat meningkatkan customer loyalty TFSUB NFOBNCBI OJMBJ EBO NFNJMJLJ EBZB TBJOH UFSIBEBQ MBZBOBO TFKFOJT ZBOH EJNJMJLJ PMFI QBSB pesaing. Untuk meningkatkan kinerja produk, bank bjb telah melakukan sejumlah program menarik agar dapat mendorong peningkatan jumlah nasabah. STRATEGI 4USBUFHJ ZBOH EJJNQMFNFOUBTJLBO TFQBOKBOH UBIVO dalam rangka mendukung kinerja bjb 1SFDJPVTBEBMBI a. Mengadakan gathering CBJLZBOHCFSTJGBUBLVJTJTJNBVQVO CFSTJGBUBUFOTJVOUVLNFOJOHLBULBOMPZBMJUBTBOHHPUB bjb Precious. b. Menambah kerja sama dengan pihak ketiga untuk meningkatkan hak istimewa privilege kepada member bjb Precious. D .FOJOHLBULBO LVBMJUBT MBZBOBO EFOHBO NFNCFOBIJ EBO melakukan standardisasi gerai bjb Precious. E .FOHHBMJQPUFOTJEBOBEJCFCFSBQBXJMBZBIUFSUFOUV ZBOH belum terdapat gerai bjb Precious dengan penempatan PIC Person In Charge marketing bjb Precious. d. Melakukan peningkatan SDM bjb 1SFDJPVT LIVTVTOZB dalam hal penambahan kuantitas serta peningkatan kualitas SDM bjb Precious. Keunggulan Layanan 4FCBHBJ MBZBOBO QSJNB OBTBCBI bjb Precious berhak NFOEBQBULBO MBZBOBO UFSCBJL EBO FLTLMVTJG 4FKVNMBI IBM ZBOHEJCFSJLBOPMFI1FSVTBIBBOUFSIBEBQOBTBCBIMBZBOBO FLTLMVTJGJOJ EJBOUBSBOZB • Memberikan Kemudahan bjb Precious sangat memahami kesibukan dan CFSIBSHBOZB XBLUV OBTBCBI 6OUVL JUV bjb Precious NFOZFEJBLBOCFSCBHBJLFNVEBIBOCBHJOBTBCBIEBMBN NFMBLTBOBLBO USBOTBLTJ QFSCBOLBO 4FQFSUJ QFMBZBOBO transaksi perbankan secara personal dari bjb 1SFDJPVT save deposit box TFSUBCFSBHBNLFNVEBIBOMBJOOZB • Keramahan Keramahan dan ketulusan adalah sikap utama dalam NFMBZBOJ OBTBCBI TFCBHBJ NFNCFS bjb Precious. bjb Precious siap membantu menangani segala urusan perbankan Anda secara profesional. 5ISPVHIUIJTQPMJDZ UIFBOLFYQFDUTUPJODSFBTFDVTUPNFS MPZBMUZ BOE JODSFBTF UIF WBMVF BOE DPNQFUJUJWFOFTT UP UIF TBNFLJOEPGTFSWJDFTPXOFECZUIFDPNQFUJUPST5PJNQSPWF the performance of the product, bank bjb conducted a number of interesting programs in to encourage the increase in the number of customers. STRATEGY The strategies implemented throughout 2014 in order to support the performance of bjb 1SFDJPVTBSF B FMEHBUIFSJOHTFJUIFSUPBDRVJSFPSUPQSPWJEFBUUFOUJPOUP JODSFBTFUIFMPZBMUZPGUIFNFNCFSTPG bjb Precious. b. Establish partnerships with third parties in order to improve the privileges for the members of bjb Precious. D NQSPWF UIF RVBMJUZ PG TFSWJDFT CZ JNQSPWJOH BOE standardizing bjb Precious outlets. d. Explore the potential of funds in certain regions with no bjb Precious outlets with the placement of PIC Person in Charge to market bjb Precious. F NQSPWF UIF 3 PG bjb 1SFDJPVT QBSUJDVMBSMZ JO UFSNT PG UIF BEEJUJPO PG RVBOUJUZ BT XFMM BT bjb Precious human SFTPVSDFTRVBMJUZJNQSPWFNFOU Service Excellence As a prime service, the customers of bjb Precious deserve UIFCFTUBOEFYDMVTJWFTFSWJDFT5IFPNQBOZBNPOHPUIFST provides the following for the customers of this exclusive TFSWJDF • Ease bjb 1SFDJPVTEFFQMZVOEFSTUBOETUIFDVTUPNFSTCVTZOFTT the value of time for the customers. To that end, bjb 1SFDJPVTQSPWJEFTDPOWFOJFODFGPSUIFDVTUPNFSTUPDBSSZ out banking transactions, such as the personal banking services from bjb 1SFDJPVT TBWF EFQPTJU CPY BOE B WBSJFUZPGPUIFSDPOWFOJFODFT t PTQJUBMJUZ SJFOEMJOFTTBOETJODFSJUZJTUIFNBJOBUUJUVEFJOTFSWJOH the members of bjb Precious. bjb 1SFDJPVTJTSFBEZUPIFMQ IBOEMFBMMZPVSCBOLJOHBGGBJSTQSPGFTTJPOBMMZ bjb PRECIOUS 131 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data t ,FOZBNBOBO FNJNFOKBHBLFOZBNBOBOEBO privacy setiap transaksi ZBOH EJMBLVLBO NBLB TFUJBQ OBTBCBI BLBO EJMBZBOJ EJ SVBOHBOZBOHEJEFTBJOLIVTVTTFCBHBJLPNJUNFOVOUVL TFOBOUJBTBNFNCFSJLBOZBOHUFSCBJLVOUVLOEB • Fasilitas pemakaian ruang pertemuan. • Airport lounge GBTJMJUBTSVBOHUVOHHVEJCBOEBSB IBOZB dengan menunjukan kartu keanggotaan bjb Precious. • Travel arrangement. t BTBCBIUJEBLQFSMVBOUSFVOUVLCFSUSBOTBLTJ • Customer gathering. KINERJA 2014 Dari sisi operasional, saat ini bjb Precious sudah memiliki 11 HFSBJ VOUVL NFNCFSJLBO QFMBZBOBO TFDBSB PQUJNBM LFQBEB para nasabah. Adapun lokasi gerai bjb 1SFDJPVTZBOHTBBU JOJCFSPQFSBTJBEBMBI a. bjb Precious Bandung b. bjb 1SFDJPVT3BTVOB4BJE c. bjb Precious Serang d. bjb Precious Cirebon e. bjb 1SFDJPVT5BTJLNBMBZB f. bjb Precious Bogor g. bjb Precious Bekasi h. bjb Precious Kelapa Gading i. bjb Precious Tangerang j. bjb Precious Semarang k. bjb 1SFDJPVT4VSBCBZB Selain itu, melalui kartu keanggotaan member, bjb Precious sudah dapat digunakan di lebih dari 1.138 ATM bank bjb, 5. FSTBNB EBO 13. 5. EJ TFMVSVI OEPOFTJBJOHHBUBIVO KVNMBIOBTBCBI bjb Precious NFODBQBJ OBTBCBI BUBV NFOHBMBNJ QFSUVNCVIBO EJCBOEJOHLBO UBIVO ZBOH TFCBOZBL nasabah. Dari sisi komposisi, jumlah nasabah terbesar berasal dari BOEVOH ZBJUV NFODBQBJ EFOHBO KVNMBI OBTBCBI +VNMBI UFSCFTBS LFEVB EBSJ PHPS ZBOH BEB nasabah atau 10,05 dari total nasabah bjb Precious. • Convenience O PSEFS UP NBJOUBJO UIF DPNGPSU BOE QSJWBDZ PG FWFSZ USBOTBDUJPO NBEF FWFSZ DVTUPNFS XJMM CF TFSWFE JO B TQFDJBMMZ EFTJHOFE SPPN BT B DPNNJUNFOU UP BMXBZT QSPWJEFUIFCFTUGPSZPV t 5IF6TFPG.FFUJOH3PPN • Airport lounge, the provision of waiting room in the airport, DVTUPNFSTNBZFOUFSBOEVTFUIFSPPNPOMZCZTIPXJOHB bjb Precious member card. • Travel arrangement. • Customers do not need to queue to perform transactions. • Customer gathering. 2014 PERFORMANCE SPN UIF PQFSBUJPOBM TJEF DVSSFOUMZ bjb Precious has 11 outlets to provide optimal services to its customers. As for the location of the current bjb 1SFDJPVTPVUMFUTBSF a. bjb Precious Bandung b. bjb 1SFDJPVT3BTVOB4BJE c. bjb Precious Serang d. bjb Precious Cirebon e. bjb 1SFDJPVT5BTJLNBMBZB f. bjb Precious Bogor g. bjb Precious Bekasi h. bjb Precious Kelapa Gading i. bjb Precious Tangerang j. bjb Precious Semarang k. bjb 1SFDJPVT4VSBCBZB EEJUJPOBMMZ UIFCKC1SFDJPVTNFNCFSTIJQDBSEDBOBMSFBEZ be used in more than 1,138 bank bjb 5. 5. FSTBNB BOE 13. 5. BDSPTT OEPOFTJB 6OUJM 2014, the number of bjb 1SFDJPVTDVTUPNFSTSFBDIFE DVTUPNFSTPSHSFXDPNQBSFEUPUIFZFBSXIJDI amounted to 3,402 customers. In terms of composition, most of the customers come from BOEVOH XIJDI SFBDIFE PS DVTUPNFST 5IF TFDPOEMBSHFTUDPNFGSPNPHPS OBNFMZDVTUPNFSTPS 10.05 of the total bjb Precious customers. BJB PRECIOUS 132 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO 3BUBSBUBQFSUVNCVIBOUBIVOBOOBTBCBI bjb Precious sejak tahun 2010 hingga tahun 2014 mencapai 40,31. Berikut ini tabel tentang perkembangan jumlah nasabah dalam lima tahun terakhir. 3QNJMJBS 3QCJMMJPO OBP 2010 2011 2012 2013 2014 Bandung 823 1045 1232 1,484 3BTVOBTBJE 227 115 345 Serang 144 180 307 353 Cirebon 133 223 304 5BTJLNBMBZB 53 85 121 Bogor 154 181 418 Bekasi 104 131 207 Kelapa Gading 147 208 247 Tangerang 72 127 200 Semarang 83 104 112 4VSBCBZB 113 151 232 Total 1.259,00 1.986,00 2.636,00 3.402,00 4.159 4FEBOHLBO OPNJOBM EBOB ZBOH EJLFMPMB QBEB UBIVO TFCFTBS 3Q USJMJVO UVNCVI EJCBOEJOHLBO UBIVO ZBOH 3Q USJMJVO FSEBTBSLBO LJOFSKB MJNB UBIVO UFSBLIJS ZBJUV QFSJPEF SBUBSBUB QFSUVNCVIBO EBOB ZBOH EJLFMPMB TFDBSB UBIVOBO TFCFTBS 37,13 per tahun. 4FCBHJBO CFTBS EBOB ZBOH EJLFMPMB CFSBTBM EBSJ OBTBCBI BOEVOH ZBJUVEFOHBOLPOUSJCVTJ EBSJTFMVSVIEBOB kelolaan bjb 1SFDJPVTBMJOJTFKBMBOEFOHBOKVNMBIOBTBCBI ZBOHUFSCBOZBLKVHBCFSBTBMEBSJLPUBUFSTFCVU Berikut ini dana kelolaan bjb Precious dalam lima tahun terakhir. 3QNJMJBS 3QCJMMJPO OBP 2010 2011 2012 2013 2014 Bandung 1.074.773 3BTVOBTBJE 238.807 205.745 271.744 Serang 183.723 251.573 258.142 Cirebon 108.234 142.550 187.870 257.575 5BTJLNBMBZB 113.755 Bogor 215.728 225.047 Bekasi 82.155 114.114 Kelapa Gading Tangerang 223.183 Semarang 45.823 41.327 4VSBCBZB Total 1.533.832 2.602.309 3.017.415 3.161.721 3.367.682 The average annual growth bjb Precious customers since 2010 until 2014 reached 40.31. Below is the table of UIFEFWFMPQNFOUPGUIFOVNCFSPGDVTUPNFSTJOUIFQBTUmWF ZFBST Meanwhile, the nominal of funds managed in 2014 BNPVOUFEUP3Q USJMMJPOPSHSFXCZDPNQBSFE UP UIF ZFBS XIJDI BNPVOUFE UP 3Q USJMMJPO BTFEPOUIFQFSGPSNBODFXJUIJOUIFMBTUmWFZFBST OBNFMZ in the period of 2010-2014, the average growth of the funds NBOBHFEPOBOBOOVBMCBTJTXBTQFSZFBS Most of the funds managed were derived from the customers GSPN BOEVOH OBNFMZ XJUI B DPOUSJCVUJPO PG PG UIF UPUBMGVOETNBOBHFECZ bjb Precious. This is in line with the fact that most of the customers also come from Bandung. 5IFUBCMFCFMPXTIPXTUIFGVOETNBOBHFECZ bjb Precious in UIFQBTUmWFZFBST bjb PRECIOUS 133 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data BJB PRECIOUS Khusus untuk periode 2013-2014, penjualan bjb Precious difokuskan kepada penjualan produk-produk wealth management BMJUVEJCVLUJLBOEFOHBOQFSUVNCVIBO produk wealth management ZBOHCBJL TFQFSUJEJQFSMJIBULBO pada tabel di bawah ini. 3Q+VUB Tahun Year AUM Reksa Dana AUM Mutual Fund FYP Bancassurance FYP Bancassurance 2012 2013 2014 21.005 RENCANA 2015 BMBNSBOHLBNFNCVBUMBZBOBO bjb Precious semakin optimal dan memiliki positioning ZBOHLVBUEJNBTZBSBLBU TFSUBVOUVL NFOJOHLBULBOQFSTBJOHBOEFOHBOMBZBOBOQSJPSJUBTCBOLMBJO maka bjb Precious akan melakukan beberapa inisiatif sebagai CFSJLVU • Memenuhi kebutuhan SDM bjb Precious baik dari segi kuantitas maupun kualitas. • Melakukan penambahan kerja sama pada Merchant, Medical Arrangement, dan Education Arrangement TFCBHBJCFOUVLQFNCFSJBOGBTJMJUBTZBOHFLTLMVTJGLFQBEB member bjb Precious. • Melakukan renovasi di beberapa outlet bjb Precious sebagai bentuk standardisasi dalam memberikan LFOZBNBOBO UFSIBEBQ NFNCFS bjb Precious, sehingga nasabah eksisting maupun nasabah potensial merasa OZBNBO EBO UFSJTUJNFXBLBO UJEBL TFQFSUJ CFSBEB EJ banking hall. • Melakukan Customer Gathering produk-produk Wealth Management TFSUB QSPHSBN FLTLMVTJG MBJOOZB CBJL CBHJ nasabah eksisting maupun nasabah potensial bank bjb. TQFDJBMMZGPSUIFQFSJPE bjb Precious sales were focused on the sales of wealth management products. This XBTQSPWFOCZUIFTJHOJmDBOUHSPXUIPGXFBMUINBOBHFNFOU products as shown in the table below. 3QNJMMJPO 2015 PLAN In order to create a more optimal bjb Precious services and BTUSPOHQPTJUJPOJOHJOUIFDPNNVOJUZ BTXFMMBTUPJODSFBTF DPNQFUJUJPO XJUI UIF QSJPSJUZ TFSWJDFT PG PUIFS CBOLT bjb 1SFDJPVTXJMMQFSGPSNUIFGPMMPXJOHJOJUJBUJWFT t .FFUUIFOFFETPGKC1SFDJPVT3JOUFSNTPGRVBOUJUZBOE RVBMJUZ • Increase partnerships in terms of Merchant, Medical Arrangement, and Education Arrangement as a form of providing exclusive facilities to the members of bjb Precious. t 3FOPWBUF TPNF PG UIF bjb Precious outlets as a form of standardization in providing comfort to members of bjb Precious, thus existing and potential customers feel comfortable and privileged, and do not feel like being in a banking hall. • Organize Customer Gathering for Wealth Management products and other exclusive programs for both existing and potential customers of bank bjb. 134 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO bjb PRECIOUS 135 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data BJB PRECIOUS 136 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO KORPORASI KOMERSIAL CORPORATE COMMERCIAL 137 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data Unit usaha bank bjb di bidang korporasi dan komersial sangat bergantung pada kondisi perekonomian secara makro dan perkembangan dunia usaha. Pada tahun 2014, kondisi perekonomian di dalam negeri sedang NFOHBMBNJQFSMBNCBUBO EJBOUBSBOZBEJJOEJLBTJLBOEFOHBO QFSUVNCVIBO FLPOPNJ ZBOH IBOZB TFCFTBS MFCJI SFOEBIEJCBOEJOHLBOUBIVOTFCFMVNOZBZBOH Kondisi dunia usaha juga tidak sedang bergairah, mengingat UBIVO CFSMBOHTVOH QFSJTUJXB QPMJUJL CFTBS ZBJUV 1FNJMV -FHJTMBUJG EBO 1FNJMV 1SFTJEFO VOJB VTBIB CBOZBL ZBOH NFMBLVLBO BLTJ wait and see untuk mengembangkan CJTOJTOZB TBNCJM NFOBOUJ SFODBOB LFCJKBLBO QFNFSJOUBI baru. OEJLBTJ NFMBNCBUOZB LFHJBUBO EVOJB VTBIB UFSMJIBU EBSJ IBTJM4VSWFJ5FOEFOTJJTOJT 45 ZBOHEJMBLVLBOPMFIBOL Indonesia bersama Badan Pusat Statistik BPS. Indeks 5FOEFOTJJTOJTZBOHEBUBOZBCFSBTBMEBSJ45 NFSVQBLBO JOEJLBUPS QFSLFNCBOHBO FLPOPNJ VTBIB UFSLJOJ ZBOH menggambarkan kondisi bisnis dan perekonomian pada triwulan berjalan dan perkiraan pada triwulan mendatang. bank bjb TDPSQPSBUFBOEDPNNFSDJBMCVTJOFTTVOJUTBSFIJHIMZ dependent on the macro-economic condition and business EFWFMPQNFOUO UIFEPNFTUJDFDPOPNZFYQFSJFODFEB TMPXEPXO BNPOHPUIFSTJOEJDBUFECZUIFFDPOPNJDHSPXUI PG MPXFS UIBO UIF QSFWJPVT ZFBS XIJDI BNPVOUFE UP 5.78. The business condition was also not enthusiastic, given the QPMJUJDBMFWFOUTUIBUUPPLQMBDFJO OBNFMZUIFMFHJTMBUJWF FMFDUJPOBOEUIFQSFTJEFOUJBMFMFDUJPO.BOZCVTJOFTTQMBZFST took the action to wait and see in terms of business expansion, OBNFMZXBJUJOHGPSUIFOFXHPWFSONFOUTQPMJDZQMBO Indications of slowdown in the business activities were shown UISPVHI UIF SFTVMUT GSPN UIF VTJOFTT 5FOEFODZ 4VSWFZ 45 DPOEVDUFECZBOLOEPOFTJBBOEUIFFOUSBMVSFBV PG 4UBUJTUJDT 14 5IF VTJOFTT 5FOEFODZ OEFY JO XIJDI the data are derived from STB, is an indicator of the current economic development that describes the business and economic conditions in the current quarter and forecast in the upcoming quarter. 138 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO Pada Triwulan 1-2014, Indeks Tendensi Bisnis ITB sebesar ,POEJTJ JOJ NFOVKVLBO CBIXB UJOHLBU PQUJNJTNF pelaku bisnis lebih rendah jika dibandingkan dengan Triwulan 7ZBOHNFNJMJLJOJMBJ5TFCFTBS Kondisi serupa berlanjut hingga akhir tahun. ITB Triwulan IV- 2014 mencapai 104,7, lebih rendah dibandingkan triwulan TFCFMVNOZB ZBOH BM JOJ NFOBOEBLBO CBIXB dunia usaha masih pesimistis dalam mengembangkan CJTOJTOZB LBSFOB LPOEJTJ QFSFLPOPNJBO EJBOHHBQ LVSBOH mendukung. 4JUVBTJ UFSTFCVU CFSQFOHBSVI QBEB LJOFSKB QFOZBMVSBO kredit perbankan secara umum. Data Bank Indonesia NFOHVOHLBQLBO IJOHHB FTFNCFS UPUBM LSFEJU ZBOH disalurkan bank umum terhadap pihak ketiga sebesar 3Q USJMJVO BUBV OBJL EJCBOEJOHLBO QFSJPEF ZBOH TBNB UBIVO TFCFMVNOZB 1BEBIBM QBEB UBIVO QFSUVNCVIBOOZB NFODBQBJ EJCBOEJOHLBO UBIVO 2012. STRATEGI ,POEJTJ FLTUFSOBM ZBOH CFSMBOHTVOH CBJL EBSJ TJTJ FLPOPNJ makro maupun kegiatan dunia usaha, tentu di luar kontrol bank bjb. Bagi Perusahaan, tantangan tersebut harus disikapi EFOHBOCFSBHBNTUSBUFHJBHBSLFHJBUBOVTBIB LIVTVTOZBEJ bidang komersial dan korporasi tetap berjalan dengan baik. QBMBHJ EBSJ TJTJ JOUFSOBM UBOUBOHBO ZBOH IBSVT EJIBEBQJ JWJTJ,PSQPSBTJEBO,PNFSTJBMBEBMBISBTJPBOUBSBQFOZBMVSBO pinjaman dan Dana Pihak Ketiga atau loan to deposit ratio -3 ZBOH ZBOH MFCJI EBSJ ,POEJTJ JOJ NFNCVBU SVBOHHFSBLQFOZBMVSBOLSFEJUNFOKBEJUFSCBUBT BMBNLPOEJTJTFQFSUJJUV TUSBUFHJZBOHEJKBMBOLBO1FSVTBIBBO QBEBUBIVOEJBOUBSBOZB

A. Fokus di Sektor Produktif

6QBZB CBOL bjb mengembangkan kredit Korporasi EBO ,PNFSTJBM EJGPLVTLBO QBEB QFNCJBZBBO TFLUPS TFLUPS QSPEVLUJG NFMBMVJ QFOHFNCBOHBO MBZBOBO EBO QSPEVL QJOKBNBO ZBOH CFSPSJFOUBTJ QBEB LFCVUVIBO dan kepentingan nasabah. Produk kredit komersial dikembangkan sesuai karakteristik bisnis perusahaan serta karakteristik bisnis di sektor industri. O 2VBSUFS UIF VTJOFTT 5FOEFODZ OEFY 5 XBT 5IJTDPOEJUJPOBUUSJCVUFUIBUUIFMFWFMPGPQUJNJTNPG UIFCVTJOFTTQMBZFSTJTMPXFSXIFODPNQBSFEXJUIUIFGPVSUI quarter of 2013, where the value of ITB was 104.72. 6OUJMUIFFOEPGUIFZFBS TJNJMBSDPOEJUJPODPOUJOVFEUPPDDVS In the Fourth Quarter of 2014, ITB reached 104.7, lower than the previous quarter which amounted to 107.24. This indicates that the business world remains pessimistic in developing its business because the economic condition is considered unfavourable. The situation affects the performance of bank credit in general. Data from Bank Indonesia revealed, until December 2014 total loans of commercial banks to third parties was 3Q USJMMJPO PS JODSFBTFE POMZ CZ PWFS UIF TBNFQFSJPEJOUIFQSFWJPVTZFBSXIFSFJOUIFHSPXUI XBTDPNQBSFEUPUIFZFBS STRATEGY External condition, both in terms of macro-economic and CVTJOFTTBDUJWJUJFT JTDFSUBJOMZCFZPOEUIFDPOUSPMPGCBOL bjb. PSUIFPNQBOZ UIFTFDIBMMFOHFTNVTUCFBEESFTTFEXJUI BWBSJFUZPGTUSBUFHJFTTPUIBUCVTJOFTTBDUJWJUJFT QBSUJDVMBSMZ JOUIFBSFBTPGDPSQPSBUFBOEDPNNFSDJBMXJMMSVOTNPPUIMZ Moreover, from the internal side, one of the challenges that NVTUCFGBDFECZUIFPSQPSBUJPOTBOEPNNFSDJBMJWJTJPO JT UIF SBUJP CFUXFFO MFOEJOH BOE UIJSE QBSUZ GVOET PS MPBO UP EFQPTJU SBUJP -3 PG NPSF UIBO 5IJT DPOEJUJPO caused limited lending movement space. O TVDI DPOEJUJPO JO UIF PNQBOZ QFSGPSNFE UIF GPMMPXJOHTUSBUFHJFT

A. Focus on the Productive Sector

The bank bjb effort to develop Corporate and Commercial DSFEJUXBTGPDVTFEPOUIFmOBODJOHPGQSPEVDUJWFTFDUPST through the development of services and loan products oriented to the needs and interests of customers. Commercial credit products are developed according to UIF DPNQBOZ CVTJOFTT DIBSBDUFSJTUJDT BOE UIF CVTJOFTT characteristics in the industrial sector. KORPORASI KOMERSIAL 139 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data CORPORATE COMMERCIAL

B. Produk Andalan

Selain fokus pada sektor usaha tertentu, bank bjb juga NFOFUBQLBOGPLVTQBEBKFOJTQFNCJBZBBOZBOHEJKBEJLBO BOEBMBO VOUVL UBIVO J BOUBSBOZB BEBMBI ,SFEJU Modal Kerja KMK Konstruksi. KMK diberikan kepada QFSVTBIBBOQFNCJBZBBO 1JOKBNBOBMBNFHFSJ 1 dan Garansi Bank.

C. Jaringan

Perusahaan juga membuka jaringan kantor di Jakarta ZBOH NFSVQBLBO TFOUSB LFVBOHBO EBO JOEVTUSJ EJ OEPOFTJB BM JOJ EJMBLVLBO EBMBN SBOHLB NFNQFSMVBT EBZB KBOHLBV UFSIBEBQ OBTBCBI TFIJOHHB EJIBSBQLBO NBNQVNFOHPQUJNBMLBOLJOFSKB1FSVTBIBBO LIVTVTOZB terkait dengan nasabah korporasi dan kredit komersial. KINERJA BISNIS Untuk memenuhi kebutuhan pendanaan dunia usaha, bank bjb NFNJMJLJCJTOJTZBOHCFSHFSBLEJCJEBOHQFOZBMVSBOEBOB BUBVQFNCJBZBBOLFQBEBTFHNFOVTBIBLPSQPSBTJ,FHJBUBO UFSTFCVUEJMBLVLBONFMBMVJEVBQSPEVL ZBJUV cash loan dan non cash loan. Produk cash loan terdiri dari kredit modal kerja dan kredit investasi. Sedangkan untuk produk non cash loan adalah MBZBOBO QFOFSCJUBO BSBOTJ BOL VOUVL QSPZFLQSPZFL pemerintah maupun swasta. Melalui kegiatan ini, bank bjb berharap dapat meningkatkan fee based income bank bjb. Pada tahun 2014, kontribusi kredit Korporasi dan Komersial NFODBQBJ UFSIBEBQ UPUBM QFOZBMVSBO LSFEJU PMFI bank bjb. Kondisi tersebut mengalami sedikit perlambatan EJCBOEJOHUBIVOZBJUVTFCFTBS 4JUVBTJZBOHBMBNJPMFICBOL bjb UFSTFCVUEJBOUBSBOZBBLJCBU UFLBOBO FLTUFSOBM ZBJUV LPOEJTJ QFSFLPOPNJBO EBO EVOJB VTBIBZBOHTFDBSBVNVNTFEBOHNFOHBMBNJQFSMBNCBUBO Sedangkan dari sisi internal, Perusahaan juga sedang fokus pada perbaikan proses kredit. Secara umum, kondisi tersebut juga terjadi pada perbankan, termasuk bank kategori BPD. Seperti terungkap pada data 4UBUJTUJL 1FSCBOLBO OEPOFTJB LSFEJU ZBOH EJTBMVSLBO 1 terhadap pihak ketiga juga mengalami perlambatan. Jika pada tahun 2013 tumbuh 20,88 dibandingkan tahun 2012, EJUBIVOKVTUSVIBOZBNFOJOHLBU EJCBOEJOHLBO tahun 2013.

B. Featured Product

OBEEJUJPOUPGPDVTJOHPOTQFDJmDCVTJOFTTTFDUPST CBOL bjb BMTPTFUTUIFGPDVTPOUIFUZQFPGmOBODJOHGFBUVSFE in 2014, among others the Construction Working Capital -PBOT ,., ,., BSF HJWFO UP mOBODJOH DPNQBOJFT PNFTUJDMPBOT 1 BOEBOLVBSBOUFF

C. Network

5IFPNQBOZPQFOFEBOPGmDFOFUXPSLJO+BLBSUB XIJDI JTUIFDFOUSFPGmOBODFBOEJOEVTUSZJOOEPOFTJB5IJTJT performed in order to expand access to customers, and JT FYQFDUFE UP PQUJNJ[F UIF PNQBOZT QFSGPSNBODF QBSUJDVMBSMZ SFMBUFE UP DPSQPSBUF BOE DPNNFSDJBM MPBOT customers. BUSINESS PERFORMANCE 5P NFFU UIF mOBODJOH OFFET PG CVTJOFTT CBOL bjb is FOHBHFE JO UIF EJTUSJCVUJPO PG GVOET PS mOBODJOH UP UIF corporate business segment. Activities are carried out through UXPQSPEVDUT OBNFMZDBTIMPBOBOEOPODBTIMPBO The cash loan product consists of working capital loans and investment loans. As for the non-cash loan product is the service to issue Bank Guarantee for government or private projects. Through these activities, bank bjb hopes to increase UIFPNQBOZTGFFCBTFEJODPNF In 2014, the contribution of Corporate and Commercial loans reached 13.77 of bank bjb total loans. This is a slight TMPXEPXO DPNQBSFE UP UIF ZFBS XIJDI BNPVOUFE UP 15.37. This situation among others was due to external pressures, OBNFMZUIFDPOEJUJPOPGUIFFDPOPNZBOEUIFCVTJOFTTXPSMEJO general which are experiencing a slowdown. Meanwhile from UIFJOUFSOBMTJEF UIFPNQBOZJTBMTPGPDVTJOHPOJNQSPWJOH its credit process. In general, these conditions also occur in other banks, JODMVEJOH CBOLT JO UIF DBUFHPSZ PG 3FHJPOBM 3VSBM BOL BPD. As revealed in Banking Statistics Indonesia data, MPBOTEJTUSJCVUFECZ1UPUIJSEQBSUJFTBMTPFYQFSJFODFEB TMPXEPXOGJOJUHSFXCZDPNQBSFEUPUIFZFBS JOJUPOMZJODSFBTFECZDPNQBSFEUPUIF ZFBS 140 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO Di bank bjb, posisi kredit kelolaan Divisi Korporasi dan ,PNFSTJBM IJOHHB BLIJS FTFNCFS TFCFTBS 3Q triliun atau 13,77 dari total kredit bank bjb ZBOHNFODBQBJ 3Q USJMJVO JCBOEJOHLBO EFOHBO UBIVO ZBOH TFCFTBS3Q USJMJVO CFSBSUJNFOHBMBNJQFOVSVOBO BSJ TJTJ LPOUSJCVTJ UFSIBEBQ UPUBM QFOZBMVSBO LSFEJU CBOL bjb CFTBSBOOZBBEBMBI MFCJISFOEBIEJCBOEJOHLBO kontribusi tahun 2013. FSJLVUJOJUBCFMQFNCJBZBBOLSFEJUVOUVLEVBUBIVOUFSBLIJS 3QNJMJBS Jenis Kredit 2014 2013 Perubahan Change Credit Type KIU Sindikasi 1.084.327 758.008 43,05 ,64ZOEJDBUJPO ,1JOKBNBOBMBNFHFSJ 580.831 KI Loan Domestic KMKK 1.870.274 KMKK KI PDAM 12.831 KI PDAM ,,TTFUVZ -45,45 ,,TTFUVZ ,.,61FSVTBIBBO1FNCJBZBBO KMKU - Financing Companies ,.,63 -11,52 ,.,63 KMKU Sindikasi 181.101 270.773 -33,12 ,.,64ZOEJDBUJPO KIU Sindikasi -10,32 ,64ZOEJDBUJPO KMKU KMKU Jumlah 6.842.302 6.983.930 -2,03 Total 1FOVSVOBOQFOZBMVSBOLSFEJULPSQPSBTJEBOLPNFSTJBMUFSKBEJ pada skim kredit modal kerja umum dan kredit investasi umum. Sementara skim kredit lain tetap tumbuh pada kisaran EFOHBO SJODJBO LSFEJU NPEBM LFSKB LPOTUSVLTJ LSFEJU JOWFTUBTJ QJOKBNBO EBMBN OFHFSJ kredit investasi sindikasi 43,05. Untuk kredit bermasalah atau PO 1FSGPSNJOH -PBO 1- bruto kredit korporasi dan komersial hingga akhir Tahun VLV ZBOHEJLFMPMBPMFICBOL bjb sebesar 11,3. Jika EJCBOEJOHLBO EFOHBO UBIVO ZBOH NFOHBMBNJ QFOJOHLBUBO Sedangkan untuk kinerja pemberian garansi sepanjang tahun OJMBJOZBNFODBQBJ3Q USJMJVOBSJKVNMBIUFSTFCVU LPNQPTJTJ HBSBOTJ ZBOH NFOHHVOBLBO NBUB VBOH SVQJBI NFODBQBJ TJTBOZB NFOHHVOBLBO NBUB VBOH EPMBS AS. In bank bjb, the position of credit under the management of the Corporate and Commercial Division until the end of December BNPVOUFE UP 3Q USJMMJPO PS PG UIF BOLT UPUBMDSFEJUXIJDISFBDIFE3QCJMMJPOPNQBSFEUPUIF ZFBSXIJDIBNPVOUFEUP3QUSJMMJPO UIJTNFBOTB decrease of 2.03. In terms of the contribution to bank bjb’s total loan, the amount was 15.37, lower than the contribution in 2013. 5IFGPMMPXJOHJTUIFUBCMFPGDSFEJUmOBODJOHGPSUIFMBTUUXP ZFBST 3QCJMMJPO The decline in corporate and commercial lending occurred within the general working capital credit and public investment credit schemes. Meanwhile other credit schemes continue to HSPXJOUIFSBOHFPGUP XJUIEFUBJMTDPOTUSVDUJPO XPSLJOH DBQJUBM JOWFTUNFOU DSFEJU EPNFTUJD MPBOT BOETZOEJDBUFEJOWFTUNFOUDSFEJU As for the gross corporate and commercial non-performing MPBOT 1- CZUIFFOEPGJTDBM:FBSNBOBHFECZUIF bank bjb XBT BU UIF MFWFM PG OBNFMZ BO JODSFBTF PG XIFODPNQBSFEUPUIFJO As for the performance of guarantee provision throughout UIFWBMVFBNPVOUFEUP3QUSJMMJPO0GUIFOVNCFS UIF DPNQPTJUJPO PG UIF HVBSBOUFF EFOPNJOBUFE JO 3VQJBI reached 75.45, the rest was denominated in US Dollar. KORPORASI KOMERSIAL 141 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data CORPORATE COMMERCIAL BSJ TJTJ KFOJT TFCBHJBO CFTBS BUBV EJHVOBLBO untuk kategori Garansi Bank Pelaksanaan. Terbesar kedua EJTBMVSLBOVOUVLBSBOTJBOL1FNFMJIBSBBOZBOHNFODBQBJ BUBVTFOJMBJ3Q NJMJBS FSJLVUJOJSJODJBOQFOZBMVSBOEBOBHBSBOTJTFQBOKBOHUBIVO Jenis Garansi IDR USD Total IDR Guaratee Type Garansi Bank Tender Bank Guarantee Garansi Bank Pelaksanaan Bank Guarantee Implementation BSBOTJBOL6BOH.VLB1SPZFL 113.287.078.308 Bank Guarantee Project Advances Garansi Bank Pemeliharaan Bank Guarantee Maintenance BSBOTJBOL1FNCBZBSBOBOEJOH 1BZNFOUBOLVBSBOUFF-FUUFS Garansi Bank Sanggahan Banding Bank Guarantee Disclaimer Appeal Total Total RENCANA 2015 0UPSJUBT +BTB ,FVBOHBO NFNQFSLJSBLBO LJOFSKB QFOZBMVSBO EBOBBUBVLSFEJUZBOHEJLVDVSLBOPMFIQFSCBOLBOBLBOUVNCVI EJ BUBT QBEB UBIVO 4BMBI TBUV QFOEPSPOHOZB adalah rencana realisasi kebijakan pemerintah di bidang JOGSBTUSVLUVS 0QUJNJTNF KVHB EBUBOH EBSJ QFNFSJOUBI ZBOH menargetkan pertumbuhan ekonomi pada tahun 2015 sebesar MFCJIUJOHHJEBSJSFBMJTBTJUBIVOZBOH Dengan asumsi tersebut, bank bjb menargetkan pertumbuhan kredit komersial mencapai 15. Untuk mencapai target tersebut serta sebagai evaluasi terhadap kinerja tahun 2014, sejumlah strategi usaha telah disusun. Berikut ini beberapa di BOUBSBOZB 1. Meningkatkan penagihan dan fokus pada perbaikan 1-EFOHBOQFOFSBQBO early warning system EBOVQBZB QFSDFQBUBOFLTFLVTJBHVOBONFMBMVJMFMBOH,1,-CBMBJ lelang swastapenjualan sukarela, termasuk penjajakan hapus buku dan hapus tagih, klaim asuransi dan lawyer. PLVTQBEBQFOJOHLBUBOFLTQBOTJLSFEJUZBOHCFSLVBMJUBT dengan memperhatikan asas prudential banking. OUFSNTPGUZQFT NPTUPSJTVTFEJOUIFDBUFHPSZPG Implementation Bank Guarantee. The second largest was channelled for Bank Guarantee Maintenance which reached PSXPSUI3QCJMMJPO FSFBSFUIFEFUBJMTPGUIFEJTUSJCVUJPOPGGVOETGPSHVBSBOUFF UISPVHIPVU 2015 PLAN 5IFJOBODJBM4FSWJDFTVUIPSJUZFTUJNBUFTUIFQFSGPSNBODFPG UIFEJTUSJCVUJPOPGGVOETPSDSFEJUEJTCVSTFECZCBOLTXJMMHSPX PWFSJO0OFPGUIFESJWFTJTUIFQMBOUPSFBMJ[FUIF HPWFSONFOUQPMJDZJOUIFmFMEPGJOGSBTUSVDUVSF0QUJNJTNBMTP came from the government who targeted economic growth of 5.7 in 2015, higher than the realization in 2014 which was 5.02. Based on these assumptions, bank bjb targeted commercial credit growth of 15. To achieve this target as well as an evaluation of the 2014 performance, a number of business TUSBUFHJFTXFSFQSFQBSFE JODMVEJOHUIFGPMMPXJOH NQSPWFDPMMFDUJPOTBOEGPDVTPOJNQSPWJOH1-XJUIBO FBSMZ XBSOJOH TZTUFN BOE UIF JNQMFNFOUBUJPO PG FGGPSUT UP BDDFMFSBUF UIF FYFDVUJPO PG DPMMBUFSBM UISPVHI ,1,- BVDUJPOTQSJWBUF BVDUJPOTWPMVOUBSZ TBMFT JODMVEJOH XSJUF off and charge off assessments, insurance claims and MBXZFST PDVT PO JNQSPWJOH UIF RVBMJUZ PG DSFEJU FYQBOTJPO XJUI regard to the principle of prudential banking. 142 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO KORPORASI KOMERSIAL 1FOZFNQVSOBBOQSPTFTEBONPEFMCJTOJTEJCJEBOHLSFEJU sesuai dengan konsep four eyes principle 4. Memperkuat Risk Management di bidang Kredit dan Administrasi kredit Bisnis Legal untuk mendukung pencapaian ekspansi kredit. 5. Mempercepat Service Level Agreement SLA perkreditan. 3. Completion of the business process and model in the mFMEPGDSFEJUJOBDDPSEBODFXJUIUIFDPODFQUPGGPVSFZFT principle. 4USFOHUIFO 3JTL .BOBHFNFOU JO SFEJU BOE SFEJU Administration Business Legal to support the achievement of credit expansion. 5. Accelerate Service Level Agreement SLA of credit. 143 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data CORPORATE COMMERCIAL 144 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO MIKRO MICRO 145 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data ,SFEJU NJLSP TFTVBJ EFOHBO EFmOJTJ BOL OEPOFTJB TFQFSUJ tercantum dalam Peraturan Bank Indonesia PBI tahun 2012, NFSVQBLBOLSFEJUZBOHEJCFSJLBOLFQBEBQFMBLVVTBIBZBOH memenuhi kriteria usaha mikro. JOHHB UBIVO MBMV BOL OEPOFTJB NFODBUBU KVNMBI QFNCJBZBBO QFSCBOLBO LFQBEB TFLUPS NJLSP CBSV TFLJUBS EBSJUPUBMLSFEJUQFSCBOLBOFOHBOEFNJLJBO TFKBUJOZB masih terdapat peluang bagi bank untuk meningkatkan QFOZBMVSBOLSFEJUNJLSP Bisnis mikro merupakan bagian dari unit usaha dengan kategori usaha kecil dan menengah. Kelompok usaha ini sangat rentan terhadap situasi eksternal, terutama kinerja perekonomian nasional. 4FQBOKBOHUBIVO TFEJLJUOZBBEBEVBQFSJTUJXBQFOUJOH ZBOHNFNQFOHBSVIJLJOFSKBVTBIBLBUFHPSJNJLSPTFSUBVTBIB NFOFOHBI LFDJM EBONJLSP 6.,. QBEBVNVNOZB:BLOJ kenaikan tarif dasar listrik dan kenaikan harga bahan bakar NJOZBLCFSTVCTJEJ Kenaikan tarif listrik dan BBM ikut mendorong peningkatan CJBZB QSPEVLTJ EBO EJTUSJCVTJ LFMPNQPL VTBIB NJLSP .JDSP DSFEJU JO BDDPSEBODF XJUI UIF EFmOJUJPO BT TUBUFE JO BOLOEPOFTJB3FHVMBUJPO 1 JOSFQSFTFOUTUIFMPBOT UPCVTJOFTTQMBZFSTXJUIJOUIFDSJUFSJBPGNJDSPFOUFSQSJTF 6OUJMMBTUZFBS BOLOEPOFTJBSFDPSEFE UIFOVNCFSPGCBOL mOBODJOHUPUIFNJDSPTFDUPSXBTPOMZBSPVOEPGUIF total bank credit. Thus, there is still room for banks to increase micro credit. The micro business is a part of the small and medium enterprises CVTJOFTTVOJU5IJTCVTJOFTTHSPVQJTHSFBUMZWVMOFSBCMFUPUIF FYUFSOBMTJUVBUJPO QBSUJDVMBSMZUIFQFSGPSNBODFPGUIFOBUJPOBM FDPOPNZ Throughout 2014, there were at least two important events that BGGFDU UIF QFSGPSNBODF PG UIF CVTJOFTT XJUIJO UIF DBUFHPSZ of micro business as well as the medium, small and micro FOUFSQSJTFT .4. JO HFOFSBM OBNFMZ UIF JODSFBTF JO FMFDUSJDJUZCBTJDUBSJGGBOEUIFSJTFPGTVCTJEJ[FEGVFMQSJDFT 5IFJODSFBTFJOFMFDUSJDJUZUBSJGGBOEGVFMQSJDFTDPOUSJCVUFEUP the increase in the cost of production and distribution of micro 146 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO 4FNFOUBSBQBEBMBJOTJTJ EBZBCFMJNBTZBSBLBUKVHBNFMFNBI Bisnis perbankan juga ikut terpengaruh dengan kondisi UFSTFCVUBUB4UBUJTUJL1FSCBOLBOOEPOFTJBZBOHEJLFMVBSLBO oleh Bank Indonesia mengungkapkan bahwa total baki EFCFU LSFEJU NJLSP QBEB UBIVO NFODBQBJ 3Q USJMJVO UVNCVI 1BEB UBIVO QFSUVNCVIBOOZB mencapai 21,25. Pada saat bersamaan, kredit bermasalah atau PO1FSGPSNJOH Loan 1- LSFEJU NJLSP QBEB QFSCBOLBO EJ OEPOFTJB KVHB meningkat, dari 3,24 pada tahun 2013 menjadi 3,34 pada tahun 2014. BSJ TJTJ JOUFSOBM IBNCBUBO ZBOH EJBMBNJ PMFI CBOL bjb UFSNBTVLLPOEJTJPSHBOJTBTJ1FSVTBIBBOZBOHUJEBLNBLTJNBM NFOHJOHBUBEBOZBLFOEBMBUFSLBJUEFOHBOLFQVUVTBOSFHVMBUPS terhadap sejumlah anggota Direksi di bank bjb. Kondisi ini tentu sangat berpengaruh terhadap kinerja usaha Perusahaan STRATEGI BMBN TJUVBTJ ZBOH LVSBOH NFOEVLVOH JUV TFKVNMBI MBOHLBI TUSBUFHJ UFMBI EJMBLTBOBLBO QBEB UBIVO ZBOH LFNVOHLJOBO JNQMJLBTJ QPTJUJGOZB KVTUSV CBSV CJTB EJSBTBLBO TFUFMBIUBIVOEBQVOTFKVNMBIJOJTJBUJGZBOHUFSFBMJTBTJ QBEBUBIVO EJBOUBSBOZB A Reorganisasi Perusahaan telah mengembangkan divisi mikro menjadi JSFLUPSBU .JLSP CFSEBTBSLBO 3BQBU 6NVN 1FNFHBOH 4BIBN -VBS JBTB ZBOH EJTFMFOHHBSBLBO QBEB FTFNCFSBMJOJEJMBLVLBOTFCBHBJCVLUJLFTFSJVTBO pemegang saham untuk memperbaiki dan meningkatkan LJOFSKB EJ BOUBSBOZB LSFEJU NJLSP EBO PO1FSGPSNJOH Loan 1- BMBNPSHBOJTBTJJSFLUPSBU.JLSP EJCBHJEVBEJWJTJ ZBJUV 1. Divisi Kredit Mikro 2. Divisi Kredit Lembaga Keuangan Mikro 1FSVCBIBOTUSVLUVSJWJTJ1FOZFMBNBUBOEBO1FOZFMFTBJBO ,SFEJU 11, EJNBOB UJEBL IBOZB NFOHFMPMB FCJUVS Write Off namun juga menangani kolektibilitas 3, 4 dan 5 terhadap seluruh produk kredit di bank bjb. enterprises. While on the other hand, consumer’s purchasing power also weakened.The banking business was also affected CZUIFDPOEJUJPO5IFOEPOFTJBOBOLJOH4UBUJTUJDTJTTVFECZ Bank Indonesia revealed that the total outstanding balance of NJDSPDSFEJUJOSFBDIFE3QUSJMMJPOPSHSFXCZ O HSPXUISFBDIFE UUIFTBNFUJNF UIFNJDSPDSFEJUOPOQFSGPSNJOHMPBOT 1- in the Indonesian banking also increased, from 3.24 in 2013 to 3.34 in 2014. OUFSOBMMZ UIF CBSSJFST GBDFE CZ CBOL bjb included the VOGBWPVSBCMF PNQBOZT PSHBOJ[BUJPOBM DPOEJUJPO HJWFO UIF constraints associated with the decision of the regulator on a number of members of the Board of Directors of bank bjb. This DPOEJUJPOBGGFDUTUIFQFSGPSNBODFPGUIFPNQBOZ STRATEGY Under the unfavourable circumstances, a number of strategic NFBTVSFTXFSFJNQMFNFOUFEJO JOXIJDIUIFQPTTJCJMJUZPG QPTJUJWFJNQMJDBUJPOTDBOPOMZCFGFMUBGUFS5IFJOJUJBUJWFT SFBMJ[FEJOJODMVEFE A Reorganization 5IFDPNQBOZEFWFMPQFEUIFNJDSPEJWJTJPOJOUPUIF.JDSP JSFDUPSBUFCBTFEPOUIFYUSBPSEJOBSZFOFSBM.FFUJOH PG 4IBSFIPMEFST IFME JO FDFNCFS 5IJT XBT performed as a proof of the seriousness of shareholders to improve and enhance performance, including micro-credit BOEPO1FSGPSNJOH-PBOT 1- The Directorate of Micro is divided into two divisions, OBNFMZ 1. Micro Credit Division .JDSPmOBODFOTUJUVUJPOTSFEJUJWJTJPO 5IFTUSVDUVSFPGUIFSFEJU3FTDVFBOE4FUUMFNFOUJWJTJPO PPK was changed, in which Write-off Debtors are NBOBHFEBOEBTXFMMBTDPMMFDUBCJMJUZ BOEPGUIF entire bank loan products in bank bjb. MIKRO 147 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data

B. Evaluasi Mitra

Pemberhentian kerja sama dengan Vendor DSA, di mana untuk Pemasaran telah diberhentikan sejak 1 Januari 2015 dan fungsi Pick Up secara bertahap sampai dengan 30 Juni 2015.

C. Sumber Daya Manusia

.FMBLVLBO3FLSVUNFOQFHBXBJUFUBQEBOQFHBXBJOPO tetap untuk menggantikan tenaga kerja dari Vendor DSA.

D. Proses Bisnis

1. Mengembangkan metode pengelolaan debitur, EFOHBOEJCFOUVLUJNTFCBHBJCFSJLVU a. Tim Front End untuk Kolektibilitas 1, 2A, 2B dan 2C Divisi Bisnis b. Tim Mid Range untuk Collection terhadap Kolektibilitas 3, 4 dan 5 Divisi PPK c. Tim Back End untuk Recovery 801 JWJTJ11, 2. Melakukan pemisahan fungsi Risk MonitoringControl dengan Bisnis di KCKCP, sehingga fungsi Risk MonitoringControl akan independen dan prinsip Four Eyes Principles dapat berjalan dengan baik. 3. Pengembangan Infrastruktur teknologi informasi, sehingga monitoring dapat dilakukan secara harian komprehensif untuk menunjang proses bisnis mikro ZBOHCFSLVBMJUBT 4. Melakukan pengembangan Monitoring System. .FOZFNQVSOBLBO4USBUFHJ1FOBOHBOBO,SFEJU 1FOFSBQBO TUJNVMVT LFCJKBLBO EFOHBO NFMBLVLBO QFNVUBLIJSBOBUBTLFCJKBLBOZBOHBEB QFOZFSBHBNBO tools analisa dokumen legal, dan penambahan jumlah QFHBXBJZBOHNFOHFMPMBQPSUPGPMJPLSFEJU .FOZFNQVSOBLBO4USBUFHJ1FOBOHBOBO,SFEJU .FOHHBOEFOH ,BOUPS 1FMBZBOBO ,FLBZBBO FHBSB EBO -FMBOH ,1,- EBMBN QFOBOHBOBO LSFEJU bermasalah. .FOHFNCBOHLBO QMJLBTJ ,SFEJU 0OMJOF .JLSP EBO Aplikasi Penjaminan Kredit Online APKO.

E. Waroeng bjb

Secara bertahap akan ditutup dan diganti menjadi Mobile Distribution bjb MODIS untuk menjangkau ke desa dan LFDBNBUBO CBJL QFMBZBOBO NJLSP EBO QFOHIJNQVOBO EBOBSFUBJMEBSJNBTZBSBLBUTFTVBJLFCJKBLBO0+,QFSJIBM -,61

B. Evaluation of Partners

Termination of partnership with DSA Vendor for Marketing IBTCFFOEJTNJTTFETJODF+BOVBSZ BTXFMMBTUIF 1JDL6QGVODUJPOHSBEVBMMZVOUJM+VOF

C. Human Resources

Conduct recruitment of permanent and non-permanent FNQMPZFFTUPSFQMBDFXPSLFSTGSPN47FOEPS

D. Business Process

FWFMPQNFUIPETGPSUIFNBOBHFNFOUPGUIFEFCUPSTCZ FTUBCMJTIJOHUIFGPMMPXJOHUFBNT B SPOUOE5FBNGPSPMMFDUBCJMJUZ BOE Business Division C .JE3BOHF5FBNGPSUIFDPMMFDUJPOPGPMMFDUBCJMJUZ 3, 4 and 5 PPK Division D BDLOE5FBNGPSUIF3FDPWFSZPG801 11, Division 4FQBSBUJPOPGUIFGVODUJPOTPG3JTL.POJUPSJOHPOUSPM with Business in the KC KCP, so that the function of 3JTL.POJUPSJOHPOUSPMXJMMCFJOEFQFOEFOUBOEPVS ZFT1SJODJQMFTQSJODJQMFXJMMSVOTNPPUIMZ 5IF EFWFMPQNFOU PG JOGPSNBUJPO UFDIOPMPHZ infrastructure, so that monitoring can be performed on BEBJMZ8DPNQSFIFOTJWFCBTJTUPTVQQPSUUIFRVBMJmFE process of micro business. FWFMPQUIF.POJUPSJOH4ZTUFN 3FmOFUIFSFEJU.BOBHFNFOU4USBUFHZ QQMJDBUJPOPGUIFQPMJDZTUJNVMVTUISPVHIUIFVQEBUF PG UIF FYJTUJOH QPMJDJFT VOJGZJOH UIF MFHBM EPDVNFOU BOBMZTJTUPPMT BOEJODSFBTJOHUIFOVNCFSPGFNQMPZFFT to manage loan portfolio. 3FmOFSFEJU.BOBHFNFOU4USBUFHZ 8PSL UPHFUIFS XJUI UIF 0GmDF PG 4UBUF 1SPQFSUZ BOE VDUJPO ,1,- JOUIFNBOBHFNFOUPGOPOQFSGPSNJOH loans. FWFMPQUIF0OMJOF.JDSPSFEJUQQMJDBUJPOBOEUIF Online Credit Guarantee Application APKO.

E. Waroeng bjb

8BSPFOH CKC XJMM HSBEVBMMZ CF DMPTFE BOE SFQMBDFE CZ Mobile Distribution bjb MODIS to reach the villages and districts, both micro services and retail fund raising from UIFQVCMJDCBTFEPOUIFQPMJDZPG4PO-,61 MICRO 148 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO

F. Pemilihan Nasabah

1. Menerapkan Selective Selling EBMBN QFOZBMVSBO kredit. 2. Melakukan segmentasi pasar dengan fokus pada EFCJUVSVUBNB CFSVQBZBNFOJOHLBULBOLFMPMBBOBTFU EBO UFUBQ CFSVTBIB NFOHFNCBOHLBO QBTBS ZBOH baru.

F. Selection of Customer

QQMZ4FMFDUJWF4FMMJOHJOMFOEJOH 2. Conduct market segmentation with a focus on the principal debtor, seek to increase assets management and strive to develop new markets. MIKRO 149 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data MICRO KINERJA 2014 Pada 24 September 2014, bank bjb menandatangani 1FSKBOKJBO ,FSKB 4BNB 1,4 ,SFEJU JOUB 3BLZBU ,3 CFSTBNB 1FNFSJOUBI 1SPWJOTJ +BXB BSBU ZBOH NFSVQBLBO 5BIBQ ,F7 TFUFMBI UJHB UBIBQ TFCFMVNOZB EJSFBMJTBTJLBO pada tahun 2013. Pada tahap IV, Pemerintah Provinsi +BXB BSBU BLBO NFOZFSBILBO LFNCBMJ BOB FSHVMJS ,3 TFCFTBS 3Q NJMJBS LFQBEB CBOL bjb dengan jangka waktu pengembalian 5 tahun sejak penandatangan PKS dan Kesepakatan Bersama. FSEBTBSLBO EBUB QPTJTJ HVTUVT UPUBM SFBMJTBTJ ,3 TFCFTBS 3Q NJMJBS EFOHBO outstandingbaki debet TFCFTBS 3Q NJMJBS 5PUBM EFCJUVS QBEB TFHNFO JOJ TFCBOZBLEFOHBOQFOZFSBQBOUFOBHBLFSKBTFCBOZBL 23.245 orang. Pencapaian tersebut didukung dengan jaringan Kantor bank bjb ZBOHUFMBIUFSTFCBSEJ8JMBZBI1SPWJOTJ+BXB BSBU EFOHBO KVNMBI ,BOUPS BCBOH EBO ,BOUPS Cabang Pembantu. 6OUVLLJOFSKBQFOZBMVSBO QFSUVNCVIBOQPTJTJLSFEJULFMPMBBO Divisi Mikro dari Desember 2013 sampai Desember 2014 NFOHBMBNJ QFSMBNCBUBO TFIJOHHB NFOKBEJ 3Q USJMJVO 4LJN,SFEJU.JLSP6UBNBNFNJMJLJLPOUSJCVTJTFCFTBS BUBVTFCFTBS3Q NJMJBSEBSJUPUBMQFOZBMVSBOLSFEJUEJ sektor mikro. Sedangkan ekspansi kredit kelolaan Divisi Mikro sepanjang UBIVO NFODBQBJ 3Q USJMJVO EFOHBO run off 3Q triliun. Sehingga, pertumbuhan neto tahunan YoY mencapai 3Q NJMJBS EBQVO QFSUVNCVIBO P VNCFS PG Account Kelolaan Divisi Mikro dari Desember 2013 sampai EFOHBO FTFNCFS NFOVSVO BUBV TFCBOZBL BLVO Untuk Pendapatan Bunga Kredit Yang Diberikan PBKYD Divisi Mikro hingga Triwulan IV tahun 2014, mencapai 3Q NJMJBS BUBV UVSVO EJCBOEJOH QFSJPEF ZBOH TBNBUBIVOTFCFMVNOZB ZBOHNFODBQBJ3Q USJMJVO 1FOZVNCBOHQFOEBQBUBOUFSCFTBSEJQFSPMFIEBSJLSFEJUZBOH EJTBMVSLBO PMFI SVQ .JLSP ZBJUV TFCFTBS 3Q NJMJBS ZBOHNFMBNCBU EJCBOEJOHFTFNCFS Sedangkan kredit bermasalah atau PO 1FSGPSNJOH -PBO 1- Gross hingga akhir tahun 2014 mencapai 22,7. ,POEJTJJOJMFCJIUJOHHJ EJCBOEJOHLBOUBIVOZBOH sebesar 11,3. 2014 PERFORMANCE On September 24, 2014, the Bank signed a cooperation BHSFFNFOUPO,SFEJUJOUB3BLZBU ,3 XJUIUIFPWFSONFOU PG 8FTU +BWB 1SPWJODF OBNFMZ 1IBTF 7 BGUFS UIF UISFF previous stages being realized in 2013. In the fourth stage, the Government of West Java Province will be hand back the ,33FWPMWJOHVOEPG3QCJMMJPOUPCBOL bjb with a tenor PGZFBSTTJODFUIFTJHOJOHPGUIFHSFFNFOU Based on the data on the position in August 2014, total SFBMJ[BUJPO PG ,3 XBT 3Q CJMMJPO XJUI PVUTUBOEJOH EFCJUPG3QCJMMJPO5PUBMEFCUPSTJOUIJTTFHNFOUXFSF XJUI FNQMPZNFOU BCTPSQUJPO PG QFPQMF 5IJT BDIJFWFNFOU XBT TVQQPSUFE CZ CBOL bjb T 0GmDF OFUXPSL spread in the West Java Province with a number of 33 CSBODIFTBOETVCCSBODIFT For the performance distribution, the growth of credit managed CZ UIF .JDSP JWJTJPO GSPN FDFNCFS VOUJM FDFNCFS FYQFSJFODFEBTMPXEPXOBOECFDBNF3QUSJMMJPO5IF .BJO .JDSPDSFEJU TDIFNF DPOUSJCVUFE PS 3Q billion of the total lending in the micro sector. .FBOXIJMF UIF FYQBOTJPO PG DSFEJU NBOBHFE CZ UIF .JDSP JWJTJPOEVSJOHUIFZFBSSFBDIFE3QUSJMMJPOXJUISVO PGG3Q5SJMMJPO5IVT UIFBOOVBMOFUHSPXUI :P: SFBDIFE 3Q CJMMJPO 5IF HSPXUI PG P VNCFS PG DDPVOUT NBOBHFE CZ UIF .JDSP JWJTJPO GSPN FDFNCFS UP FDFNCFS EFDSFBTFE PS BT NVDI BT accounts. Credit Interest Income PBKYD of the Micro Division until the PVSUI2VBSUFSPGSFBDIFE3QCJMMJPO EFDSFBTJOH CZPWFSUIFTBNFQFSJPEJOUIFQSFWJPVTZFBS XIJDI XBT3QUSJMMJPO 5IF MBSHFTU DPOUSJCVUPS UP SFWFOVF XBT DSFEJU FYUFOEFE CZ UIF.JDSPSPVQ BNPVOUJOH3QCJMMJPO BEFDSFBTFPG 24.30 compared to the position in December 2013. .FBOXIJMF HSPTT OPOQFSGPSNJOH MPBOT 1- VOUJM UIF FOE of 2014 reached 22.7, an increase of 11.4 compared to 2013, which amounted to 11.3. 150 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO Berikut ini tabel kinerja usaha kredit mikro bank bjb dalam tiga tahun terakhir. 3Q+VUB LFDVBMJP 3Q.JMMJPO FYDFQUP Skim Kredit Desember 2014 December 2014 Desember 2013 December 2013 Desember 2012 December 2012 Credit Scheme NoA Value NoA Value NoA Value 8JMBZBI 30.585 1.880.010 33.382 3FHJPO 8JMBZBI 10.553 3FHJPO 8JMBZBI 30.375 1.824.157 35.584 31.272 3FHJPO 8JMBZBI 528.005 3FHJPO Jumlah 79.962 4.505.840 95.384 5.363.482 83.707 4.550.811 Total RENCANA 2015 BMBN SFODBOB TUSBUFHJT 1FSVTBIBBO EJ CJEBOH QFOZBMVSBO kredit di tahun 2015, bank bjb akan fokus pada sektor produktif, UFSVUBNBVOUVLTLBMBVTBIBNJLSP LFDJMNFOFOHBIBNVO hal itu dilakukan tetap dengan menjaga prinsip kehati-hatian. Dari sisi target pertumbuhan untuk kredit mikro, bank bjb memperkirakan bisa meraih peningkatan 10 dibandingkan EFOHBO SFBMJTBTJ UBIVO BM JOJ EJEVLVOH PMFI LPOEJTJ eksternal dan internal. Dari sisi eksternal, kondisi perekonomian secara umum diperkirakan lebih baik dibandingkan dengan tahun 2014. Sedangkan dari sisi internal, sejak Desember 2014 bank bjb telah mengembangkan organisasi unit usaha mikro menjadi TFUJOHLBUJSFLUPSBU TFIJOHHBSVBOHHFSBLOZBNFOKBEJMFCJI leluasa. 6OUVL NFODBQBJ UBSHFU ZBOH UFMBI EJUFUBQLBO TFKVNMBI JOJTJBUJGTUSBUFHJUFMBIEJTJBQLBO EJBOUBSBOZB 1. Program PESAT 1SPHSBN JOJ EJLFOBM EFOHBO 1SPHSBN 1FNCFSEBZBBO LPOPNJ BTBCBI 5FSQBEV BUBV EJTFCVU EFOHBO 145 4USBUFHJ ZBOH BLBO EJKBMBOLBO NFMBMVJ 145 EJBOUBSBOZB B 1FNCFSEBZBBO OBTBCBI NJLSP QSB QVSOBCBLUJ EBO purnabakti b. Penjaringan pelaku usaha potensial dengan menggunakan nasabah eksis sebagai “ entry point”. The following table describes the performance of the PNQBOZTNJDSPDSFEJUJOUIFMBTUUISFFZFBST 2015 PLAN OUIFPNQBOZTTUSBUFHJDQMBOTJOMFOEJOH UIFBOL will focus on the productive sectors, in the micro, small and medium enterprises. This will be performed while maintaining the principle of prudence. From the growth target for micro credit, bank bjb estimates to achieve a 10 increase compared to the realization in 2014. 5IJTJTTVQQPSUFECZUIFFYUFSOBMBOEJOUFSOBMDPOEJUJPOT SPN UIF FYUFSOBM TJEF UIF FDPOPNJD DPOEJUJPO JT HFOFSBMMZ expected to be better compared to the condition in 2014. Meanwhile, from the internal side, since December 2014 bank bjb has transformed the micro business unit into the level of Directorate thus having more opened space of movement. To achieve the targets set, a number of strategic initiatives IBWFCFFOQSFQBSFE JODMVEJOH 1. PESAT Program This program is known as the Integrated Customer Economic Empowerment or referred to PESAT. The strategies that will be implemented through PESAT JODMVEF B NQPXFSJOHDVTUPNFSTNJDSP QSFSFUJSFEBOESFUJSFE C FUXPSLJOH PG QPUFOUJBM CVTJOFTT PQFSBUPST VTJOH FYJTUJOHDVTUPNFSTBTUIFiFOUSZQPJOUw MIKRO 151 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data D 1FOFUSBTJUFSIBEBQLFMPNQPLNBTZBSBLBUZBOHCFMVN tersentuh oleh bank. E .FOKBMJOLFSKBTBNBEFOHBOJOTUJUVTJQFNFSJOUBIZBOH membidangi UMKM. 5BSHFUZBOHJOHJOEJDBQBJEBSJQSPHSBNTUSBUFHJTUFSTFCVU BEBMBI a. Menciptakan dan membentuk “ loyal” customer, sehingga melapangkan jalan untuk mengembangkan bisnis nasabah secara berkelanjutan mengingat LBSBLUFSOZBMFCJIUFSKBHBEJCBOEJOHLBOOBTBCBICBSV b. Menumbuhkan potensi calon nasabah di kalangan NBTZBSBLBUEBOLPNVOJUBT D .FOHJOUFHSBTJLBOBOUBSBVQBZB maintenance nasabah ZBOHBEBEFOHBO1FOKBSJOHBO pre-customer. E FSTBNB QFNFSJOUBI NFOKBEJ BHFO QFNCFSEBZB kewirausahaan. Adapun target komposisi sasaran PESAT, terutama NFSVQBLBOLPOTVNFOZBOHCFSBTBMEBSJOBTBCBI existing, ZBJUV TFCFTBS 4JTBOZB IBTJM LFSKB TBNB EFOHBO pemerintah 30 dan pengembangan melalui komunitas 20. 3FODBOB TUSBUFHJT MBJO ZBOH BLBO NFOEVLVOH VQBZB QFODBQBJBOUBSHFUUBIVOBEBMBI a. Di bidang komunikasi dan pemasaran 4USBUFHJJOJ EJBOUBSBOZBEJMBLVLBONFMBMVJ gathering dengan bantuan bagian pemasaran, pembuatan media komunikasi, sosialisasi restrukturisasi kredit, serta membuka potensi top up bagi debitur existing ZBOHNFNJMJLJSJXBZBULSFEJUZBOHTFIBU b. Pengembangan infrastruktur JCJEBOHQFOHFNCBOHBOJOGSBTUSVLUVS EJBOUBSBOZB EJMBLVLBO EFOHBO NFOZJBQLBO QFOEJEJLBO CBHJ BDDPVOU PGmDFS , 2 pengembangan loan origination system, 3 pengembangan waroeng bjb. D 1FOFUSBUJPOPGUIFHSPVQPGQFPQMFUIBUOPUZFUSFBDIFE CZUIFBOL d. Collaborate with government agencies in charge of MSME. 5BSHFUTUPCFBDIJFWFEGSPNUIFTUSBUFHJDQSPHSBNBSF B SFBUF BOE FTUBCMJTI iMPZBMw DVTUPNFST UIVT QBWJOH UIF XBZ GPS EFWFMPQJOH DVTUPNFS CVTJOFTT JO B sustainable manner given their characters are more maintained than new customers. b. Cultivate the potential of prospective customers in the TPDJFUZBOEDPNNVOJUZ c. Integrate the efforts of maintenance of existing DVTUPNFSTXJUIQSFDVTUPNFSFUXPSLJOH d. Together with the Government becomes an entrepreneurial empowerment agent. 5IF UBSHFU PG 145 JT FTQFDJBMMZ UIF DVTUPNFST GSPN existing customers, which amounted to 50. The rest is the result of cooperation with the government 30 and UISPVHIDPNNVOJUZEFWFMPQNFOU 2. Another strategic plan that will support the efforts to BDIJFWFUIFUBSHFUTBSF B OUIFmFMEPGDPNNVOJDBUJPOTBOENBSLFUJOH 5IJT TUSBUFHZ BNPOH PUIFST XJMM CF DPOEVDUFE through gathering with the help of marketing, creation of communication media, dissemination of loan restructuring, as well as opening the potential of top- VQTGPSUIFFYJTUJOHEFCUPSTXJUIIFBMUIZDSFEJUIJTUPSZ b. Infrastructure development The development of infrastructure will be conducted CZ QSFQBSJOH UIF FEVDBUJPO GPS BDDPVOU PGmDFST UIFEFWFMPQNFOUPGMPBOPSJHJOBUJPOTZTUFN UIF development waroeng bjb. MICRO 152 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO MIKRO c. Jaringan kerja sama 6OUVL KBSJOHBO LFSKB TBNB EJ BOUBSBOZB EJMBLVLBO dengan Pemerintah Pusat dalam hal ini Kementerian 5FLOJT EBO 1FNFSJOUBI 1SPWJOTJ +BXB BSBU BNVO tetap terbuka kemungkinan untuk kerja sama dengan pihak atau lembaga lain. d. Pemilihan nasabah Perusahaan juga akan melakukan pemetaan potensi LSFEJUQSPHSBNEJXJMBZBILFSKBCBOL bjb dan menjaga hubungan baik dengan debitur existing kelolaan Kredit Program. Selain itu, bank bjb akan melakukan QFOFUSBTJQBEBKBSJOHBOLPQFSBTJZBOHNFNJMJLJLJOFSKB baik setelah melakukan analisis data dari Dinas Koperasi. Pada saat bersamaan, bank bjb akan menghentikan TFNFOUBSB QFOZBMVSBO stop selling bagi Cabang ,1ZBOH1-OZBEJBUBTFOHBOCFHJUV EBQBU MFCJIGPLVTEBMBNNFOVSVOLBOUJOHLBU1-TFSUBUFUBQ secara pro aktif dalam melakukan penagihan. e. Pengembangan produk 5BL LBMBI QFOUJOHOZB EBMBN SBOHLB NFOJOHLBULBO kinerja usaha di bidang mikro, bank bjb akan terus melakukan inovasi pengembangan produk agar sesuai dengan kebutuhan nasabah. c. Cooperation network Cooperation network will be established with the FOUSBM PWFSONFOU JO UIJT DBTF UIF .JOJTUSZ PG Technical and the local Government of West Java 1SPWJODFPXFWFS UIFQPTTJCJMJUZGPSDPPQFSBUJPOXJUI other institutions remains to be opened. d. Customer selection 5IF DPNQBOZ XJMM BMTP DPOEVDU DSFEJU QPUFOUJBM mapping program in the working areas of bank bjb and maintain good relationships with the existing EFCUPSTNBOBHFECZUIFSFEJU1SPHSBNOBEEJUJPO the bank bjb will penetrate the cooperative network XJUIHPPEQFSGPSNBODFBGUFSUIFBOBMZTJTPGEBUBGSPN the Department of Cooperatives is conducted. At the same time, the bak bjb XJMMUFNQPSBSZTVTQFOE the disbursement stop selling for BranchesKCP with 1-BCPWFZEPJOHTP UIFBOLDBOCFNPSF GPDVTFEPOMPXFSJOHUIFMFWFMPG1-BOESFNBJOQSP active in collection. e. Product development RVBMMZ JNQPSUBOU JO PSEFS UP JNQSPWF CVTJOFTT QFSGPSNBODF JO UIF mFME PG NJDSP CBOL bjb will continue to innovate the development of products to suit customer needs. 153 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data MICRO 154 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO INTERNASIONAL TRESURI INTERNATIONAL TREASURY 155 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data INTERNASIONAL bank bjb NFOBXBSLBO MBZBOBO BLUJWJUBT QFSCBOLBO NFMBMVJ produk transaksi Trade Finance and Services dan remittance ZBOH EJEVLVOH PMFI CBOL LPSFTQPOEFO Depository Correspondent, dengan 22 PTUSP DDPVOU TFSUB counterparties BOLTBOEPOBOLT , agen remitansi di 4 negara Asia, serta kerja sama strategis dengan berbagai pihak. Di tahun 2014, fee based income ZBOH EJQFSPMFI EBSJ aktivitas Trade Finance and Services EBO3FNJUBOTJCFSIBTJM NFODBUBULBO QFODBQBJBO NFMFCJIJ UBSHFU ZBOH EJUFUBQLBO BMJOJEJEVLVOHPMFICFSCBHBJGBLUPS BOUBSBMBJOQFSCBJLBO MBZBOBO JOGSBTUSVLUVS QSPNPTJ EBMBN CFSCBHBJ LFHJBUBO ZBOH NFOEVLVOH QFOJOHLBUBO USBOTBLTJ QFSEBHBOHBO EBO SFNJUBOTJTFSUBBEBOZBUBSHFUNBSLFUCBSVNFMBMVJUSBOTBLTJ kepada nasabah maupun counterparty bank. Trade Finance bank bjb NFOBXBSLBO CFSCBHBJ QSPEVL EBO MBZBOBO LPNQSFIFOTJG CBHJ QBSB QFOHVTBIB ZBOH CFSHFSBL EBMBN CJEBOH VTBIB ZBOH CFSLBJUBO EFOHBO FLTQPS JNQPS QFSEBHBOHBO MPLBM NBVQVO VTBIB MBJOOZB 1SPEVL CBOL INTERNATIONAL bank bjb offers banking services through the product Trade Finance and Services transactions and remittance supported CZDPSSFTQPOEFOUCBOLT FQPTJUPSZPSSFTQPOEFOU XJUIPTUSPDDPVOUT BOEDPVOUFSQBSUJFT BOLTBOE POBOLT SFNJUUBODFBHFOUTJOTJBODPVOUSJFT BTXFMMBT strategic alliances with various parties. In 2014, fee-based income derived from Trade Finance BOE 4FSWJDFT BT XFMM BT 3FNJUUBODF NBOBHFE UP SFDPSE BO BDIJFWFNFOUFYDFFEJOHUIFUBSHFUTFU5IJTJTTVQQPSUFECZ B WBSJFUZ PG GBDUPST BNPOH PUIFST TFSWJDFT JNQSPWFNFOU JOGSBTUSVDUVSF QSPNPUJPOJOBWBSJFUZPGBDUJWJUJFTUIBUTVQQPSU the increase of trade transactions and remittance as well as the new target market through transactions to the bank’s customers and counterparties. Trade Finance bank bjb offers a comprehensive range of products and services for entrepreneurs engaged in activities related to exports and imports, local trade and other businesses. bank bjb TQSPEVDUTDBOCFVTFEBTMPOHBTUIFQBZNFOUNFUIPE 156 bank bjb Laporan Tahunan 2014 LIUJTBS4BIBN0CMJHBTJ Analisa Pembahasan atas Kinerja Perseroan 5BUB,FMPMB1FSVTBIBBO 5BOHHVOH+BXBC4PTJBM1FSVTBIBBO -BQPSBO,FVBOHBO,POTPMJEBTJBO BUB1FSVTBIBBO bjb CJTB EJNBOGBBULBO TFQBOKBOH NFUPEF QFNCBZBSBOOZB menggunakan Letter of Credit LC ataupun Surat Kredit FSEPLVNFOBMBNFHFSJ 4, BUBVQVO guarantee dan Standby Letter of Credit ZBOH NFOHBDV LFQBEB LFUFOUVBO JOUFSOBTJPOBM ZBOHEJBOUBSBOZB t 1FOFSCJUBO-4, • Collection -4, t FHPTJBTJ • Diskonto • Shipping Guarantee • Guarantee • Standby Letter of Credit 5JEBLIBOZBJUV CBHJQBSBQFOHVTBIBZBOHEBMBNNFOKBMBOLBO LFHJBUBO VTBIBOZB UJEBL NFOHHVOBLBO TLFNB QFNCBZBSBO dengan menggunakan Letter of Credit maka dapat ditawarkan CFSCBHBJMBZBOBOUSBOTBLTJ EJBOUBSBOZB • Open Account Financing • Bill Collection Financing Guna terus meningkatkan pertumbuhan bisnis dan peningkatan fee based income, selain mendorong aktivitas USBEFmOBODF dan remitansi pada tahun 2014, peran Financial Institution sebagai salah satu QSPmU DFOUFS dalam bisnis perbankan terus dikembangkan, melalui pemasaran produk QSPEVLBOUBSCBOL5SBOTBLTJBOUBSCBOLZBOHTBBUJOJTVEBI berjalan dan memberikan kontribusi terhadap peningkatan fee based income adalah produk Guarantee under Counter Guarantee dan Counterparty Bank Trade Financing ZBOH UFMBINFODBUBULBOWPMVNFUSBOTBLTJZBOHDVLVQTJHOJmLBOEJ banding tahun 2013. Trade Financing BOUBSCBOL UFSTFCVU NFNJMJLJ QPUFOTJ ZBOH cukup besar sebagai kontributor penambah fee based income. Produk ini diharapkan juga dapat membawa bank bjb TFKBKBSEFOHBOCBOLCBOLCFTBSMBJOOZBEBMBNCJEBOH Trade Finance and Services. Produk Remitansi Selain melalui produk USBEFmOBODF EBMBNVQBZBNFOEVLVOH pencapaian fee based TFSUB NFNCFSJLBO QFMBZBOBO QSJNB LFQBEB NBTZBSBLBU MVBT QSPEVL SFNJUBOTJ UFSVT NFOFSVT dikembangkan dan dipromosikan agar dapat dimanfaatkan PMFI NBTZBSBLBU MVBT ZBOH NFNFSMVLBO MBZBOBO QFSCBOLBO uses the Letter of Credit LC or Letter of Credit with Domestic PDVNFOUBUJPO 4, PS HVBSBOUFFT BOE TUBOECZ MFUUFS of credit, which refers to the international regulations, which JODMVEF t 1VCMJTIJOH-4, t PMMFDUJPO-4, t FHPUJBUJPO • Discount • Shipping Guarantee • Guarantee t 4UBOECZ-FUUFSPGSFEJU PU POMZ UIBU GPS FOUSFQSFOFVST DPOEVDUJOH UIF CVTJOFTT operation without the Letter of Credit as the scheme of QBZNFOU UIFBOLPGGFSTBXJEFSBOHFPGUSBOTBDUJPOTFSWJDFT JODMVEJOH • Open Account Financing • Bill Collection Financing To enhance business growth and increase fee-based income, JO BEEJUJPO UP FODPVSBHJOH USBEF mOBODF BOE SFNJUUBODF JO UIFSPMFPGUIFJOBODJBMOTUJUVUJPOBTPOFPGUIFQSPmU centres in the banking business continues to be develop, through the marketing of products among banks. The interbank USBOTBDUJPOT XIJDI BSF DVSSFOUMZ SVOOJOH BOE DPOUSJCVUJOH to the increase of fee-based income are Guarantee under PVOUFSVBSBOUFFBOEPVOUFSQBSUZBOL5SBEFJOBODJOH XIJDI SFDPSEFE TJHOJmDBOU USBOTBDUJPO WPMVNF DPNQBSFE UP UIFZFBS The interbank Trade Financing has considerable potential as a contributor to enhance fee-based income. This product is also expected to bring bank bjb equal with other major banks in the mFMEPG5SBEFJOBODFBOE4FSWJDFT Remittance Products O BEEJUJPO UISPVHI USBEF mOBODF QSPEVDUT JO UIF FGGPSU UP support the achievement of fee-based and provide excellent services to the general public, remittance products are DPOUJOVPVTMZEFWFMPQFEBOEQSPNPUFEGPSUIFCFOFmUPGUIF XJEFSDPNNVOJUZXIPSFRVJSFCBOLJOHTFSWJDFTJOUIFSFNPUF INTERNASIONAL TRESURI 157 bank bjb Annual Report 2014 4UPDL0CMJHBUJPOJHIMJHIUT Management Discussion Analysis on Company Performance Good Corporate Governance PSQPSBUF4PDJBM3FTQPOTJCJMJUZ POTPMJEBUFEJOBODJBM4UBUFNFOUT Corporate Data sampai ke pelosok daerah. Produk remitansi tersebut mencakup bjb transfer valas, Western Union, maupun bjb quickcash. Produk bjb quickcash NFSVQBLBO TJTUFN ZBOH EJCBOHVO secara internal oleh bank bjb. Produk ini akan diintegrasikan EFOHBO TJTUFN SFNJUBOTJ ZBOH EJNJMJLJ PMFI BHFO SFNJUBOTJ di empat 4 negara, sehingga memberikan keleluasaan LFQBEBQFOHJSJNVBOHEJMVBSOFHFSJVOUVLNFNJMJIMBZBOBO penerimaan uang di dalam negeri melalui cash to cash, cash to bjb account, cash to non bjb account. bank bjb CFSIBSBQ EBQBU NFNCFSJLBO LFOZBNBOBO bertransaksi dengan menggunakan bjb quickcash bukan IBOZB LFQBEB OBTBCBI UFUBQJ KVHB LFQBEB BHFO SFNJUBOTJ ZBOHBLBOCFLFSKBTBNBEFOHBOCBOL bjb BMJUVEJXVKVELBO EFOHBO EJMBLVLBOOZB QFOHFNCBOHBO TJTUFN TFDBSB berkesinambungan agar dapat memenuhi ekspektasi dari para remitting agent ZBOHCFLFSKBTBNB TFIJOHHBLFHJBUBO SFNJUBOTJ BLBO NFOKBEJ MFCJI FGFLUJG FmTJFO EBO EBQBU diandalkan. JOHHB TBBU JOJ QFOHFNCBOHBO ZBOH CFSLFTJOBNCVOHBO tersebut telah berhasil menampilkan berbagai alternatif solusi ZBOHEBQBUEJNBOGBBULBOPMFIQBSB remitting agent rekanan bank bjb sesuai dengan kebutuhan. Mulai dari Desktop Solution, Host to Host EBOZBOHNBTJIUFOHBIEJLFNCBOHLBO ZBJUV Web Portal. Perusahaan berpandangan bahwa bisnis dalam bidang remitansi cukup menjanjikan. Karena itu, persaingan baik dengan bank maupun non bank menjadi semakin ketat. Dalam LPOUFLTJOJMBI QSPNPTJNFOKBEJBLUJWJUBTZBOHTBOHBUQFOUJOH QFSBOOZB UFSVUBNBEBMBNIBMQFOJOHLBUBO brand awareness produk remittance bank bjb. STRATEGI .FOHJOHBU QFSTBJOHBO ZBOH TFNBLJO LFUBU LIVTVTOZB EJ bidang remitansi, bank bjb telah merealisasikan serangkaian TUSBUFHJ BHBS MBZBOBO ZBOH EJCFSJLBO 1FSVTBIBBO UFUBQ NFNCFSJLBO LFOZBNBOBO CBHJ QFMBOHHBO TFLBMJHVT NFOJOHLBULBOQFOFUSBTJQBTBSFOHBOTFNBLJOCBOZBLOZB QFOHHVOB KBTB ZBOH EJUBXBSLBO PMFI QSPEVL JWJTJ Internasional ini, perolehan fee based income bank bjb juga dapat meningkat. BSFBT5IFSFNJUUBODFQSPEVDUTJODMVEFCKCGPSFJHODVSSFODZ transfers, Western Union, and bjb quickcash. bjb RVJDLDBTIJTBTZTUFNCVJMUJOUFSOBMMZCZCBOL bjb. This QSPEVDUXJMMCFJOUFHSBUFEXJUIUIFSFNJUUBODFTZTUFNPXOFE CZ UIF SFNJUUBODF BHFOUT JO GPVS DPVOUSJFT UIVT HJWJOH nFYJCJMJUZ GPS NPOFZ TFOEFST GSPN PWFSTFBT UP DIPPTF UIF TFSWJDFUPSFDFJWFUIFNPOFZJOUIFDPVOUSZUISPVHIDBTIUP cash, cash to bjb account, cash to a non bjb account. bank bjb hopes to provide the convenience of transacting XJUIUIFVTFPGCKCRVJDLDBTIOPUPOMZUPDVTUPNFST CVUBMTP to the remittance agents who will work with bank bjb. This is SFBMJ[FE UISPVHI UIF EFWFMPQNFOU PG UIF TZTUFN PO BO PO going basis in order to meet the expectations of the remittance agents working together with bank bjb, thus the activities of SFNJUUBODFXPVMECFNPSFFGGFDUJWF FGmDJFOUBOESFMJBCMF Until now, the continuous development has managed to EJTQMBZBWBSJFUZPGBMUFSOBUJWFTPMVUJPOTUIBUDBOCFVUJMJ[FEBT OFFEFECZUIFSFNJUUJOHBHFOUTQBSUOFSTPGCBOL bjb, starting GSPNFTLUPQ4PMVUJPO PTUUPPTU BOEUIFXFC1PSUBMXIJDI is still being developed. 5IF PNQBOZ CFMJFWFT UIBU UIF SFNJUUBODF CVTJOFTT JT promising. Therefore, the competition either with banks and OPOCBOLTBSFCFDPNJOHJODSFBTJOHMZTUSJOHFOUOUIJTDPOUFYU QSPNPUJPOCFDPNFTBOBDUJWJUZUIBUIBTBWFSZJNQPSUBOUSPMF FTQFDJBMMZ JO UFSNT PG JODSFBTJOH CSBOE BXBSFOFTT PG CBOL bjb’s remittance product. STRATEGY JWFOUIFJODSFBTJOHMZUJHIUDPNQFUJUJPO FTQFDJBMMZJOUIFmFME of remittance, bank bjb has realized a series of strategies GPS UIF TFSWJDFT QSPWJEFE CZ UIF PNQBOZ UP DPOUJOVF UP provide convenience for customers, while increasing market penetration. With the increasing number of users of services PGGFSFE CZ UIF OUFSOBUJPOBM JWJTJPOT QSPEVDUT CBOL bjb’s BDRVJTJUJPOPGGFFCBTFEJODPNFNBZBMTPJODSFBTF INTERNATIONAL TREASURY 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