2017Q3 Analysts Meeting
PT Bank Mandiri (Persero) Tbk
9M 2017
Results Presentation
October 24, 2017
Share Price Performance and Information
By 30 September 2017
No.
1800%
1600%
Description
No. of
Investor
BMRI
I
JCI
1400%
1200%
1000%
800%
600%
400%
DOMESTIC
1. Government of RI
2. Retail
3. Employees
4. Cooperatives
5. Foundation
6. Pension Funds
7. Insurance
8. Banks
9. Corporations
10. Mutual Funds
Total
%
1
13,176
1,650
5
20
126
90
73
269
15,410
0.01%
78.28%
9.80%
0.03%
0.12%
0.75%
0.53%
0.00%
0.43%
1.60%
91.56%
107
1,314
1,421
16,831
0.64%
7.81%
8.44%
100.00%
No. of shares
28,000,000,000
423,577,112
18,787,834
1,687,400
35,525,490
288,291,628
994,429,660
735,088,874
1,039,210,688
31,536,598,686
%
60.00%
0.91%
0.04%
0.00%
0.08%
0.62%
2.13%
0.00%
1.58%
2.23%
67.58%
200%
II
-200%
Mar-03
Sep-03
Mar-04
Sep-04
Mar-05
Sep-05
Mar-06
Sep-06
Mar-07
Sep-07
Mar-08
Sep-08
Mar-09
Sep-09
Mar-10
Sep-10
Mar-11
Sep-11
Mar-12
Sep-12
Mar-13
Sep-13
Mar-14
Sep-14
Mar-15
Sep-15
Mar-16
Sep-16
Mar-17
Sep-17
0%
∆ fro :
IPO
Dec 31, 2016
BMRI
1,940.66%
16.20%
JCI
1,029.08%
11.85%
INTERNATIONAL
1. Retail
2. Institutional
Total
III
TOTAL
2,250,996
0.00%
15,127,816,984
32.42%
15,130,067,980
32.42%
46,666,666,666 100.00%
Table of Contents
Results Overview
Page #
3–5
Corporate Strategy
I do esia s E o o i Co ditio
Key Indicators + Financial Highlights
SBU Performance Highlights
Ba k s Pe fo
a e
6
7–8
9
10 – 12
Loan Performance
13 – 14
ROE & NIM
15 – 16
Fee-Based & CIR
17 – 18
Wholesale Business
19 – 22
Retail Business
23 – 29
Non-Performing Loan & Restructured Loan
30 – 33
Subsidiaries
34 – 35
Corporate Guidance
36
Additional Information
Operating Performance Highlights
Supporting Materials
2
Corporate Plan – Ba k Ma di i s 2020 Initiatives
I do esia s Top Financial Institution:
Grow above the market, portfolio quality focused, employer of choice in Indonesia
Accelerate in Growth
Segments
• Become the first choice in consumer
banking, especially in the middleincome class
• Focus on micro fixed income earners
and asset-backed consumer lending
• Selectively grow SME segment and
productive micro by focusing on asset
quality
Current Achievements (9M 2017)
Consumer Loans Rp95.2Tn (+20.6% YoY)
Micro Loans Rp57.0Tn (+22.1% YoY)
SME Loans Rp59.0Tn (-1.2% YoY)
Deepen Client
Relationship
Integrate The Group
Drive su sidiaries perfor a e by
increasing synergies within the
Mandiri Group.
Increase distribution network
productivity
Strengthen presence in ASEAN
countries
• Strengthen Ba k Ma di i s positio as
the No. 1 Corporate Bank
• Grow in-line with the market in the
Commercial Banking segment
• Offering sector specific solution and
integrated product packages.
Current Achievements (9M 2017)
Total income from subsidiaries Rp1,533Bn
(10.2% of EAT)
Average CASA per branch grew by 7.3%
Obtained Singapore Capital Market License
Current Achievements (9M 2017)
Corporate Loans Rp234.7Tn (+12.3% YoY)
Wholesale Fee Income Rp6.3Tn (30.5% of
wholesale income)
3
How We Plan To Get There
Strategic Initiatives
Description
▪ Grow corporate lending above the market growth rate and
Focus on Core Business
Expanding into
Underpenerated Low-Risk
Segments
▪
deepen relationships with existing clients
Increase fee based income & wholesale current accounts
▪ Accelerate consumer lending growth: mortgages, auto loan
▪
▪
and salary based loans
Push retail CASA growth through Bank@Work
Defend market share in SME
▪ Lower cost to income ratio through digitalization and
Strengthen The Foundation
▪
▪
productivity enhancements
Reduce NPL ratio by improving the loan underwriting process
Increase utilization and sophistication of data analytics to
enhance insights and cross-selling.
4
Our Portfolio Mix Would Be More Retail-Focused
Assets Composition Mix 1)
Consumer
16%
Micro
9%
Business Banking
10%
Liabilities Composition Mix
20%
Time Deposits
33%
30%
67%
70%
9M 2017
2020
10%
10%
Commercial
26%
24%
CASA
Corporate
39%
36%
9M2017
2020
1) Excluding TSM and Wholesale Credit Recovery
Bank only figures
5
Stable Macroeconomic Indicators
Current account balance in 2Q17 was
quite stable
Inflation and Reference Rate
Capital and Financial
Account
Current Account (CA)
Headline inflation (% YoY)
10
Core inflation (% YoY)
BI Rate
20
9
BoP
2Q17 GDP Growth : Slow Improvement
7
15
7 Days RR
6.5
15
8
10
7
6
10
6.50
6
5
5
5.5
5
-
5.42
-
4.25
4
3.72
(5)
5.01
(5)
3
3.00
2
(10)
(10)
(15)
4.5
2Q17
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
3Q15
2Q15
1Q15
4Q14
3Q14
2Q14
1Q14
4Q13
3Q13
2Q13
1Q13
4Q12
3Q12
2Q12
1Q12
4Q11
3Q11
2Q11
1Q11
2Q17
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
3Q15
2Q15
1Q15
4Q14
3Q14
2Q14
1Q14
4Q13
3Q13
2Q13
1Q13
4Q12
3Q12
2Q12
1Q12
4Q11
3Q11
2Q11
1Q11
Sep-17
Sep-16
Sep-15
Sep-14
Sep-13
Sep-12
Sep-11
Sep-10
Source : CEIC, Bloomberg
5
6
7
2015
19,872
2014
18,204
2013
15,504
2012
12,246
2011
9,218
2010
7,155
2009
32,150
9M17
31,873
9M16*
43,258
2016
38,381
2015
31,507
2014
28,408
2013
23,018
2012
19,234
2011
16,693
2010
12,430
2009
12.77%
9M17
11.48%
9M16
9.66%
2016
18.33%
2015
20.95%
2014
22.23%
2013
22.55%
2012
22.00%
2011
24.40%
22.10%
5.86%
9M17
6.54%
9M16**
6.44%
2016
6.08%
2015
5.97%
2014
5.74%
2013
5.46%
2012
5.11%
2011
5.28%
2010
5.04%
2009
3.75%
9M17
3.81%
9M16
4.00%
2016
2.60%
2015
2.15%
2014
1.90%
2013
1.87%
2012
2.21%
2011
2.42%
2010
2.79%
2009
492,525
9M17
437,291
9M16
489,380
2016
443,874
2015
380,512
2014
359,957
2013
316,127
2012
256,395
2011
2010
201,958
2010
2009
186,492
2009
*If we adjust the interest income from special repayment last year, PPOP would be Rp29,933Bn (+7.4% YoY)
** If we adjust the interest income from special repayment last year, NIM would be 6.21% (-5.6% YoY)
20,335
YoY
(10.3%)
2016
YoY
(1.6%)
13,807
Net Interest Margin (%)
9M16
Non Performing Loan (%)
12,013
YoY
12.6%
YoY
11.2%
9M17
Total CASA (Rp Bn)
YoY
25.4%
YoY
0.9%
Earning After Tax (Rp Bn)
PPOP (Rp Bn)
Return on Equity (%)
Key Metrics Are Turning Positive
15,069
Key Financial Highlights
Ba k Ma di i s 9M 2017 performance continues to improve:
9M 2016
9M 2017
r%
Rp 625.1Tn
Rp 686.2Tn
9.8%
3.81%
3.75%
(1.6%)
1.27%
1.04%
(18.0%)
63.3%
64.7%
2.1%
Rp 437.3 Tn
Rp 492.5 Tn
12.6%
NIM *
6.54%
5.86%
(10.3%)
Efficiency Ratio
42.8%
44.8%
4.7%
**
Rp 31,874 Bn
Rp 32,150 Bn
0.9%
Rp 12,013 Bn
Rp 15,069 Bn
25.4%
Loans
Gross NPL Ratio
Net NPL Ratio
Low Cost Funds Ratio
[Low Cost Funds (Rp)]
PPOP
Earnings After Tax
* If we adjust the interest income from special repayment last year, NIM would be 6.21% (-5.6% YoY)
** If we adjust the interest income from special repayment last year, PPOP would be Rp29,933Bn (+7.4% YoY)
8
Balanced Earnings Between Wholesale and Retail
Net Interest Income Analysis 3Q 2017
(Rp Bn)
Fee Based Income 3Q 2017
(Rp Bn)
4,329 4,220
1,280
Treasury & Markets
3,605
1,048
3,419
2,882
619
2,387
2,089
1,992
3,257
304
259
1,277
Commercial
656
3Q'17 3Q'16
Consumer
Banking
1,406
1,329
1,612
963
3Q'17 3Q'16
Commercial
Banking
971
762
1,170
1,555
983
1,036
3Q'17 3Q'16
Corporate
Banking
273
514
2,456
148
180
3Q'17 3Q'16
Treasury
& Markets
3,359
426
1,131
1,825
831
1,216
Corporate
3Q'17 3Q'16
Micro &
Business
Banking
Consumer
1,164
Micro & Business
Banking
686
618
3Q '17
3Q '16
9
Maintaining Momentum for Growth
Loans by SBU + Subsidiaries
(Rp Tn)
Deposits by Product – Consolidated
(Rp Tn)
Y-o-Y
r
Total
Total
686.2 Tn
Subsidiaries
Small
Comm
Corp+Gov't+SAM
625.1 Tn
Micro
Cons
Int'l
64.8
46.0 46.7
42.5
26.2
30.5 26.6
25.0 25.9
9.6%
24.2 23.6
5.9%
243.1
229.6
(2.6%)
65.6 61.8
124.6
28.5
123.2
30.3
25.7 27.0
117.6
124.4
101.2
100.2
95.4
90.7
91.7
28.0
62.7 60.2
62.7
60.5
62.4
101.2
58.1
227.8
224.4
212.1
220.5
24.7
10.3%
24.2
70.9
75.8 77.6
83.4
20.7
78.9
73.4
22.2
77.9
18.8
25.3
36.1
49.1
51.1
226.2
150.7
11.7%
15.1
53.9
1.8
1.4
12.5
46.2
1.3
17.8
67.3
1.2 1.1
16.1
148.1
(4.0%)
31.1
761.5 Tn
690.5 Tn 26.9
20.1
147.8
0.8 1.0
1.1 0.8
Rp Savings
33.7 30.5
108.4
157.6
157.3
162.6
158.5
1.4
153.7
160.6
148.9
1.0 0.9
2.0 1.3 0.8
20.6%
(3.1%)
26.5 27.8
23.1%
3.1%
24.7
29.4
23.3 25.4
15.3
12.0
13.2%
11.6
9.7
218.1
243.7
224.1
247.9
247.2
272.0
259.0
277.9
279.9
2Q'15
3Q'15
4Q'15
1Q'16
2Q'16
3Q'16
4Q'16
1Q'17
2Q'17
3Q'17
3Q'17
211.0
236.1
2Q'17
1Q'15
242.9
1Q'17
207.3
234.7
4Q'16
4Q'14
230.3
3Q'16
227.7
211.4
2Q'16
4Q'13
205.0
1Q'16
214.7
185.2
4Q'15
4Q'12
198.8
3Q'15
186.9
185.0
2Q'15
4Q'11
180.6
1Q'15
151.8
174.5
4Q'14
4Q'10
175.8
4Q'13
121.9
167.9
4Q'12
4Q'09
130.2
4Q'11
97.1
110.9
4Q'10
4Q'09
93.1
4.5
145.1
1.4
142.8
63.8
23.6
80.7
18.8 30.7
5.4
17.1
102.7
27.2
7.3 39.0
22.7
116.9
11.8
47.7
30.2
149.4
56.6
40.5 38.4
(1.2%)
73.4
67.7 69.5
152.7
19.0
78.9
84.8 87.2 91.3 95.2
165.2
64.7 65.7
57.5 59.0
FX Savings
176.2
72.3
60.8
59.8
56.1
76.1
59.0
Rp Demand
206.3
60.0
60.5
54.3
FX Demand
238.5
40.0
52.2
22.1%
Rp Time
245.6
44.2
57.9 57.9
56.0 55.3
48.9 46.5
50.6
60.9
57.0
23.9%
FX Time
222.3
27.0
34.6 37.2
69.3 71.2
9.8%
800
780
760
740
720
700
680
660
640
620
600
580
560
540
520
500
480
460
440
420
400
380
360
340
320
300
280
260
240
220
200
180
160
140
120
100
80
60
40
20
0
242.1
54.7 54.3
55.5
63.9
59.4
39.7
80.3
76.4
57.0 57.9
49.1 69.8
700
680
660
640
620
600
580
560
540
520
500
480
460
440
420
400
380
360
340
320
300
280
260
240
220
200
180
160
140
120
100
80
60
40
20
0
Y-o-Y
r
10
Strong and Liquid Balance Sheet
Assets
Sept 2017 Sept 2016
Liabilities
Sept 2017 Sept 2016
Cash
21,027
20,126 Current Account
184,810
163,055
Current Acc w/ BI & Other Banks
68,842
57,708 Savings
307,715
274,236
Placement w/ BI & Other banks
76,593
58,318 Time Deposits
268,964
253,216
Receivables (Acceptances & Others)
33,561
26,637
Marketable Securities
60,949
55,633 Total Deposits
761,490
690,507
Government Bonds
100,197
102,434
Loans (Gross)
686,157
625,123 Securities Issued
17,143
8,359
Provisions of Loans
(34,695)
(30,091) Deposits from other banks
26,163
14,208
Net Loans
651,462
595,032 Subordinated Debt
190
3,693
37,424
31,166
Reverse Repo
Other Provisions
Deferred Tax Assets
Other Assets
Total
4,485
2,127 Borrowings
(1,828)
(2,252) Other Int. Bearing Liabilities
15,696
25,506
4,536
3,493 Non Int. Bearing Liabilities
56,706
48,938
58,881
55,908 Equity incl. Minority Interest
163,891
152,786
1,078,703
975,163
1,078,703
975,163 Total
11
Lower Credit Cost and Strong Non-Interest Income
Summary P&L
9M 2017
9M 2016
2.5%
59,308
56,885
4.3%
6,811
3.2%
20,469
18,228
12.3%
-8.7%
12,871
2.2%
38,839
38,657
0.5%
751
-34.7%
677
-27.6%
1,781
2,296
-22.4%
13,643
15,164
-10.0%
13,548
0.7%
40,620
40,953
-0.8%
issio s
3,214
2,755
16.7%
2,910
10.4%
9,120
8,238
10.7%
• Fo eig E ha ge Gai s - Net
766
618
23.9%
688
11.3%
2,107
1,635
28.9%
• Gai f . sale & I
208
263
-20.9%
456
-54.4%
926
672
37.8%
1,758
1,399
25.7%
1,583
11.1%
4,687
3,682
27.3%
5,947
5,036
18.1%
5,637
5.5%
16,840
14,226
18.4%
Total Operating Income
19,589
20,200
-3.0%
19,185
2.1%
57,460
55,179
4.1%
Provisions, Net
(2,889)
(6,023)
-52.0%
(3,929)
-26.5%
(12,218)
(15,911)
-23.2%
Personnel Expenses
(3,668)
(3,290)
11.5%
(3,413)
7.5%
(10,579)
(10,184)
3.9%
G&A Expenses
(3,816)
(3,497)
9.1%
(3,825)
-0.2%
(11,042)
(10,441)
5.8%
(1,767)
(889)
98.7%
(958)
84.5%
(3,689)
(2,680)
37.6%
(Rp Bn)
Interest Income
Interest Expense
Net Interest Income
Net Premium Income
*
Net Interest Income & Premium Income
3Q 2017
3Q 2016
Y-o-Y
2Q 2017
20,183
20,518
-1.6%
19,682
7,031
6,104
15.2%
13,152
14,413
490
Q-o-Q
Y-o-Y
Other Non Interest Income
• Othe Fees a d Co
. i Val & “ale of Bo ds
• Othe s
Total Non Interest Income
Other Expenses
Total Expense
**
(9,251)
(7,676)
20.5%
(8,195)
12.9%
(25,311)
(23,306)
8.6%
Profit from Operations
7,449
6,501
14.6%
7,061
5.5%
19,931
15,962
24.9%
Non Operating Income
(45)
(15)
203.9%
(24)
90.9%
(92)
(23)
306.6%
Net Income Before Tax
7,404
5,606
6,486
4,933
14.2%
13.7%
7,038
5,384
5.2%
4.1%
19,839
15,069
15,939
12,013
24.5%
25.4%
Net Income After Tax
*) Including
**) In
Rp1,941Bn special repayment in 3Q 2016
3Q 2017, including Rp675Bn tax cases provisioning
12
LDR Decreased to 89.9%, Bank Only Loan Growth of 8.1%
Quarterly Loan Data
Quarterly Loan Segment Details
(Consolidated)
(Bank Only)
91.3
95.2
54.3
57.0
59.0
59.0
157.3
157.6
243.7
237.1
52.2
57.5
84.8
152.7
235.4
78.9
50.6
46.7
60.8
59.8
87.2
165.2
212.4
162.6
76.1
46.0
60.0
158.6
206.2
72.3
73.4
44.2
42.5
60.5
200.1
186.4
160.7
56.1
69.5
67.7
40.0
57.9
185.8
149.5
65.7
39.7
57.9
37.2
55.3
181.4
149.1
64.7
34.5
56.1
145.2
142.9
177.0
175.1
62.4
60.3
52.0 32.7
57.4
176.8
127.9
49.0
46.3
123.9
116.5
55.2
56.6
46.5
166.7
129.9
166.3
131.7
169.7
129.3
153.5
125.2
151.9
118.6
1Q'16
3Q'16
4Q'15
2Q'16
3Q'15
4Q'14
2Q'15
3Q'14
1Q'15
2Q'14
4Q'13
1Q'14
3Q'13
0.7%
4.2% 4.6%
0.5%
3.3%
2Q'13
4.2%
5.1%
4.8%
-0.4%
1Q'13
6.5%
4.1%
-3.1%
15.7%
9.4%
9.7%
26.0%
11.7%
39.1%
14.2%
13.8%
12.4%
10.5%
12.2%
9.5%
7.1%
4Q'12
13.3% 12.4% 13.3%
3Q'12
20.1%
22.3%
2Q'12
19.7%
21.5%
1Q'12
22.8%
23.4%
27.0 28.2 31.0
117.1
42.5
44.1
118.2
104.4
47.7
49.3
38.5
102.3
44.5
35.1
93.6
38.5
33.2
30.9
90.1
82.9
103.0
40.7
43.3
52.4
327.2
350.4
365.2
388.8
391.6
428.7
450.8
472.4
470.4
485.8
506.5
530.0
532.8
552.8
560.6
595.5
574.7
610.9
625.1
662.0
656.2
682.0
686.2
16.8
23.9
19.0 20.7
26.6%
23.7%
-1.2%
3Q'17
YoY Growth (%)
30.0%
22.1%
2Q'18
QoQ Growth (%)
20.6%
1Q'17
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
15.1
13.1
24.9
8.1%
4Q'16
80.1%
80.7%
89.5%
89.9%
87.0% 85.3%
87.4% 90.2% 86.5% 89.4%
84.1%
85.0% 87.3%
82.9%
87.7% 88.1%
84.4%
84.5% 88.0%
83.5%
153.7
83.4% 84.4%
Total
LDR (%)
231.3
Loans (Rp Tn)
Y-o-Y Break
r down
10.7%
6.2%
3.7% 1.4%
11.5%
11.6%
11.2%
7.9%
6.3%
5.9%
9.8%
3.9%
0.6%
2.3%
0.0%
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
-0.9%
Corporate
Commercial
Small
Micro
Consumer
As of September 2017; Non-consolidated numbers
13
Rp 196.87 Tn in Loans Disbursed in 3Q 2017
Loan Disbursement by Segment – 3 Q 2017 Bank-Only
Rp Tn
Loan Movement– 3Q 2017 Bank-Only
Rp Tn
196.87
152.65
7.59
30.05
12.87
10.06
2.14
7.62
1.11
18.10
196.87
605.89
605.62
153.50
2Q'17 Disburs. Install. Payment Pay-off
FX
Impact
WriteOffs
3Q'17
Corporate Commercial
Small
Micro
Consumer
Total
14
Post Asset Revaluation CAR 22%; ROE 12.8%
Bank Only - Capital & RWA Movement
Profit After Tax & ROE
Rp Bn
23.2% 24.6%
20.8%
22.1%
22.6%
18.3%
12.8%*
491.3
514.9
5,753
5,418
9.7%
5,401
352.5
400.2
4,385
2.5%
1,794
5,606
4,869 4,658
134.0
112.2
115.9
172.9
195.8
242.4
Q4 PAT
3Q17
2Q17
1Q17
2016
2015
2014
2013
2012
2011
2010
2009
2008
2007
2006
2005
3,263
610
2,031 1,099
1,221 1,526
1,234 1,113
1,017
1,744
305
1,168 1,549
519
2,003
2,681
3,403
4,303
4,925 5,138
3,817 4,079
9M17
2016
2015
2014
2013
2012
2011
2010
2009
2008
2007
2006
CAR inclusive of Credit and Market Risk started in December 2004
CAR inclusive of Credit, Market and Operational Risk started in January 2010
1,528
1,408
5,384
3,991
2,352 2,543 3,744
1,390
1,166
2005
CAR
4,660 4,786
2,536
Q1 PAT
Total Capital (Rp Tn)
4,933
2,833 1,040
Q2 PAT
97
967
519
-623
4,509
1,345
Q3 PAT
27.4 28.4 28.3 27.2 30.5 35.7 53.3 62.0 73.9 85.7 107.4 137.4 137.0 142.8 149.2
•
•
21.0%
10.0%
3,073
RWA (Rp Tn)
22.2%
22.0%
18.1%
15.8%
577.3
14.9%
24.2%
678.7
15.3%
13.4%
662.7
15.5%
648.8
643.4
15.7%15.4%
22.0%
21.4%21.1%21.5%
18.6%
16.6%
1.1Tn from GIAA Recovery
* Annualized 9M2017
15
Q3 Bank-Only NIM of 5.6%
Yield on Assets (%)
Cost of Funds (%)
12.6 12.5 12.5
12.0 12.4 12.2
12.0
NIM
9.4
8.4
8.7
8.2 8.1
4.3
8.3
8.0
10.0
9.8 9.3
9.6 9.6
9.0
9.1
9.0 9.1 9.2
9.1 9.2 9.2
6.7 6.5
6.0
8.6 8.6 8.6
8.2 8.1 7.8
4.0
5.3 5.4
3.5
3.4
3.2
2.8 2.7 2.7 2.8 2.6
3.3
2.8 3.1
3.9 3.8 3.9
3.6 3.7 3.3
3.3
3.2
3.1 3.0 2.9 2.9 2.9
5.9
4.1 4.0
4.7 4.2 3.9
3.0
2.0
3.8
12.2
12.1 11.9
11.3 11.8 11.8
10.0
9.6
12.2
12.1
3.7 3.9
4.1
5.7 6.0
4.6
6.4
6.4
6.7
11.3
10.8
10.6
11.3 11.3
6.9
6.7 6.8
6.9 7.0 6.6
10.6
6.6
6.6
4.4 4.5 4.3 4.3
3.8
3.7
3.6
3.5 3.4
3.0
3.3 3.2
0.0
Avg Loan Yield
Avg Bond Yield
Avg Deposit Cost
14.0
13.3
12.0
10.0
8.0
6.4
7.2
6.6
6.0
4.9 5.1
4.4
4.0
5.58%
5.58%
5.69%
6.03%
7.06%
6.00%
6.28%
6.74%
5.74%
5.79%
5.41%
5.92%
5.84%
5.90%
5.94%
6.08%
5.71%
5.34%
5.50%
5.67%
5.84%
5.54%
5.19%
5.44%
5.84%
5.33%
2.0
6.4
5.3
4.5
4.5
4.2
1.5
0.7
0.6
0.7 0.7
4.6
4.6
4.4
4.3 4.4
0.8 0.7 0.7 0.9 1.1 0.8
4.3
3.8
0.7 0.7 1.0
1.0 1.2
1.3
4.2
1.2
1.3
1.1
0.0
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
4Q'12
4Q'11
4Q'10
4Q…
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16**
2Q'16
1Q'16
4Q'15**
3Q'15
2Q'15
1Q'15
4Q'14*
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q '11
4Q '10
4Q '09
* Starting on 4Q2014, we back out the LPS premium from the interest expense
** 4Q 15 / 3Q16, If we adjust the interest income from special repayment last year, NIM would be 6.5% / 6.0% , YoA would be 9.5% / 8.9%, Average FX Loan
Yield 4.2% / 4.2%
16
Greater Detail On Fee-Based Income
Non-Loan Related Fees & Commissions
Y-o-Y
Δ%
3Q 2017
3Q 2016
Administration Fees
932
878
6.1%
975
Opening L/C, BG & Cap. Market (Custodian & Trustee)
335
297
12.6%
Subsidiaries
400
388
Transfer, Retail Transaction
696
Credit Cards
Q-o-Q
Δ%
Y-o-Y
Δ%
9M 2017
9M 2016
-4.4%
2,764
2,612
5.8%
309
8.3%
966
923
4.7%
3.1%
364
9.8%
1,174
1,058
11.0%
565
23.2%
617
12.8%
1,925
1,686
14.2%
568
497
14.4%
519
9.4%
1,558
1,497
4.1%
Mutual Fund, ORI & Bancassurance
123
100
22.0%
104
18.0%
333
301
10.6%
Syndications
169
77
118.8%
64
165.4%
504
320
57.4%
18
18
(1.5%)
18
(0.3%)
53
56
(5.9%)
(25)
(65)
(60.9%)
(59)
(57.5%)
(157)
(217)
(27.7%)
3,214
2,755
16.7%
2,910
10.4%
9,120
8,238
10.7%
Foreign Exchange Gains
766
618
23.9%
688
11.3%
2,107
1,635
28.9%
Gains Fr Sale & Incr. in Value of Sec. & Gov. Bonds
208
263
(20.9%)
456
(54.4%)
926
672
37.81%
Cash Recoveries
915
810
13.0%
870
5.2%
2,451
2,001
22.5%
Others Income
844
589
43.2%
713
18.3%
2,235
1,681
32.95%
Total Fee Based Income (As Reported)
5,947
5,036
18.1%
5,637
5.5%
16,840
14,226
18.4%
% of Non Loan Related fees to total opr. income
30.4%
24.9%
30.4%
30.4%
Payroll Package
Others
Total
2Q 2017
29.4%
17
3Q 17 Cost to Income Ratio of 47.7%*
Breakdown of 3Q 2017 Operating Expenses
Quarterly Consolidated Operating Expenses & CIR
(Rp Bn)
(Rp Bn)
CIR (%)
Q3
2017
Q2
2017
Q3
2016
QoQ
YoY 3Q
9M
2017
9M
2016
YoY
9M
955
947
891
0.9%
7.2%
2,836
2,651
7.0%
1,633
1,605
1,452
1.8%
12.5%
4,856
4,760
2.0%
Post Empl. Benefits
122
119
97
3.0%
26.6%
324
298
9.0%
Training
120
70
138
72.1% -12.9%
250
353 -29.2%
Subsidiaries
837
672
712
24.6%
3,668
3,413
3,290
IT & telecoms
595
605
Occupancy Related
731
Promo & Sponsor
51.3%
48.4%
44.0%
43.2%
41.6%
39.0%
42.7%
37.3%
45.2%
46.6%
46.0%
43.8%
44.5%
44.4%
43.2%
42.7%
42.7%
41.3%
44.4%
41.1% 42.5% 41.8%
40.1%
38.5%
43.1%
32.4%
47.7%
Personnel Expenses
Base Salary
Other Allowances
2,122
8.9%
7.5%
11.5% 10,579 10,184
3.9%
505
-1.5%
17.9%
1,785
1,567
13.9%
763
700
-4.2%
4.4%
2,158
2,077
3.9%
305
231
292
31.9%
4.4%
771
857 -10.1%
Transport & Travel
179
188
157
-4.9%
13.6%
518
510
1.6%
Goods, Prof. Svcs. & Oth.
498
554
483 -10.0%
3.2%
1,505
1,380
9.1%
Employee Related
654
627
571
4.3%
14.4%
1,885
1,753
7.5%
Subsidiaries
854
858
788
-0.4%
8.3%
2,421
2,298
5.4%
3,816
3,825
3,497
-0.2%
9.1% 11,042 10,441
5.8%
1,767
958
889
84.5%
98.7%
2,680
37.6%
9,251
8,195
7,676
12.9%
20.5% 25,311 23,306
8.6%
Total Personnel Expenses
3,668
3,413
3,498
3,435
3,290
3,488
3,406
3,444
2,903
3,109
2,920
2,807
2,752
2,662
2,626
2,374
2,679
2,336
2,042
2,372
1,869
1,939
1,865
1,903
1,671
1,631
1,547
3,816
3,825
3,401
3,517
3,497
3,640
3,305
3,730
3,322
3,173
2,574
3,488
2,958
2,693
2,309
3,167
2,375
2,322
2,034
2,565
2,071
2,004
1,614
2,107
1,883
1,510
1,524
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q'11
3Q'11
2Q'11
1Q'11
G&A Expenses
Personnel Expenses
17.6%
2,312
G&A Expenses
Total G&A Expenses
Other Expenses
**
Total Operating Expenses
3,689
*44.3% excluding Rp 675bn tax provisioning
** In 2017, including Rp 675bn tax provisioning
18
Prudent Management of FX Balance Sheet
100
FX Loans & LDR (Bank-Only)
Rp Tn
100%
91.5%
2.40
Oil & Gas
0.94
11%
Soc Serv
0.79
292%
Mining
0.77
28%
75%
Trading
0.54
-26%
70%
Agri
0.49
-15%
65%
Trans
0.33
3%
Utilities
0.19
1119%
Bus Serv
0.17
-5%
Constr
0.04
-51%
Oth
0.03
-96%
80
80.8%
80.3% 79.2%
76.0%76.4%
50
82.8%
80%
74.3%
73.2%
76.2% 75.8%
75.4%
74.2%73.1%
72.0%
69.0%
68.0%
65.1%
33%
85%
84.7%
82.9%
USD
Bn
Mfg
90%
89.0%
60
r% (YoY)
95%
90
70
Breakdown of FX lending (Bank-Only)
Q
(Total USD 6.68 Bn)
72.6%
71.3%
66.8%
64.3%
40
61.1%
61.0%
38.60
41.87
44.44
40.35
41.88
45.47
45.73
49.62
48.17
53.29
59.79
67.75
62.22
62.95
72.24
75.38
73.52
76.90
78.52
87.79
83.85
86.55
77.72
87.85
89.14
90.77
90.03
30
20
60%
55%
50%
Sep 17
Jun 17
Mar 17
Dec 16
Sep 16
Jun 16
Mar 16
Dec 15
Sep 15
Jun 15
Mar 15
Dec 14
Sep 14
June 14
Mar 14
Dec 13
Sep 13
Jun 13
Mar 13
Dec 12
Sep 12
Jun 12
Mar 12
Dec 11
Sep 11
June 11
Mar 11
Loan FX
LDR FX
19
Diversifying our Strength in Wholesale Le di g…
Top 10 Industries in Corporate Lending Expansion
3Q 17 – 3Q 16 (Total Rp24.76 Tn)
Top 10 Industries in Commercial Lending Contraction
3Q 7 – 3Q 6 (Total –Rp5.03 Tn)
r%
r%
Mfg-F&B
8,961
37%
Trad-Distr
-2,578
-13%
Electricity
6,373
39%
4 wheels-vehicles
-2,438
-74%
Mining-Metal Ore
6,157
212%
Mining-Coal
-1,644
-32%
Mfg-MetalAuto
5,647
114%
Others
-1,523
-15%
Bus Serv
2,215
16%
Mfg-RawM
-1,421
-13%
Roads & Bridge
2,108
24%
Mfg-P&P
-1,356
-28%
Mfg-NonM
2,038
56%
Trad-Imp
-893
-20%
Warehousing
1,930
432%
Trad-Exp
-709
-23%
Mining-Oil & Gas
1,778
19%
Mfg-Text
-660
-10%
Mfg-Chem
1,295
7%
Gas
-570
-87%
Rp Bn
Rp Bn
20
21
3Q17
149,351
140,278
73,192
74,334
89,959
74,116
53,604
61,691
62,257
58,055
2016
Excluding Mandiri Transaction System
154,664
131,988
20,821
19,451
18,531
17,592
16,853
16,200
15,565
15,101
14,676
14,397
14,105
13,873
13,629
12,932
11,899
10,943
7,784
6,153
4,066
2,414
745
3Q16
2015
2014
2013
2012
2011
2010
2009
2008
2007
-
20,000
40,000
60,000
80,000
100,000
120,000
140,000
17.2% YoY
Growth
160,000
180,000
3Q17
2Q17
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
3Q15
2Q15
1Q15
4Q14
3Q14
2Q14
1Q14
4Q13
4Q12
4Q11
4Q10
*)
Average # of Cash Management Tx
(000), total 31.4Mn transactions in
3Q 2017*
Wholesale CASA Deposits
(Rp Bn)
Cash Management Users
Wholesale Transactions Driving CASA
10,458
9,152
8,439
7,563
7,392
7,085
5,704
5,384
5,266
5,123
4,832
4,484
3,989
3,598
2,657
2,201
1,178
677
248
3Q17
2Q17
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
3Q15
2Q15
1Q15
4Q14
3Q14
2013
2012
2011
2010
2009
2008
2007
2006
Strong Pickup in Cash Management
Mandiri Cash Management*
Value (Rp Tn)
Forex
# of Trx (000)
5,000.0
Value (USD Bn)
84,144
82,075
# of Trx
95,000
500,000
90.0
4,500.0
399,500 379,730
322,795
310,512
348,436
80.0
75,000
61,599
44,184
4,000.0
3,500.0
62,174
70.0
55,000
60.0
3,000.0
2,500.0
2,000.0
2,503
1,500.0
7,668
433,929
450,000
348,436
400,000
337,137
350,000
300,000
24,543
13,676
50.0
35,000
281,153
40.0
250,000
200,000
15,000
30.0
4,375
20.0
100,000
-
(25,000)
Dec 10 Dec 11 Dec 12 Dec 13 Dec 14 Dec 15 Dec 16
39
35
46
41
56
-
50,000
-
Dec 10 Dec 11 Dec 12 Dec 13 Dec 14 Dec 15 Dec 16
Sep 16 Sep 17
Trade Transactions : Export, Import, Domestic
Value (USD Bn)
61
63
10.0
42
(5,000)
34
3,408
4,549
3,778
3,120
2,231
818
549
500.0
1,519
150,000
1,000.0
Sep 16 Sep 17
Wholesale Remittance
# of Trx
510,916 517,251 520,948509,207
495,813
468,870
Value (USD Mn)
600,000
160.0
739,046 730,011
180.0
140.0
800,000
651,241
599,909
500,000
160.0
406,669
120.0
# of Trx
700,000
140.0
319,944
600,000
400,000
100.0
120.0
286,295
80.0
300,000
100.0
448,219
435,866
500,000
399,585
373,602 352,252
400,000
80.0
60.0
200,000
300,000
60.0
40.0
75
72
90
126
146
135
121
20.0
-
-
94
40.0
70
89
100,000
75
107
127
137
133
125
110
85
200,000
20.0
-
Dec 10 Dec 11 Dec 12 Dec 13 Dec 14 Dec 15 Dec 16
*)
Excluding Mandiri Transaction System
Sep 16 Sep 17
100,000
-
Dec 10 Dec 11 Dec 12 Dec 13 Dec 14 Dec 15 Dec 16
Sep 16 Sep 17
22
Retail Deposits Increased by 9.4% Year on Year
Retail Deposit Analysis – Bank Only
Average Quarterly Deposit Costs (%)
Rp Savings Deposits
FX Savings Deposits
Rp Demand Deposits
FX Demand Deposits
Rp Time Deposits
FX Time Deposits
Rp DD
Rp Savings
CASA as % of total deposits
10%
Rp TD
8.3%
6.6%
6.3%
7.0%
7.9% 7.8%
7.3%
7.4% 7.5% 7.2%
6.9% 6.7% 6.6%
6.4% 6.2% 6.2%
5.9%
5.1%
5%
2.2%
2.3% 2.3%
2.1% 2.1%2.1% 2.0%
2.0% 2.0%
2.1%
2.1%
2.2%
2.0%
2.0%
1.9%
1.8% 1.9%
1.7%
2.1%
1.5% 1.5% 1.6% 1.5% 1.5% 1.4%
0%
1.3% 1.2% 1.2% 1.2% 1.3% 1.1% 1.1% 1.1% 1.1% 1.1% 1.1%
1.5%
1.2% 1.2%
1.0% 0.8%
0.0%
FX TD
1.8%
2.0%
0.5%
3Q'17
FX DD
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
4Q'12
4Q'11
236.0
237.0
220.5
233.5
212.1
214.8
193.0
209.8
188.0
186.0
182.5
202.6
184.7
180.8
179.0
190.9
176.3
166.8
157.5
165.0
146.1
140.6
132.7
73.7%71.9%
72.5% 73.0%
500
68.8%
69.8% 69.1% 70.0% 69.6%
69.9%
480
71.6%
68.4% 67.7%67.6% 67.7% 68.8% 68.6% 68.9%
66.5%70.1%
460
66.2%
69.6%
440
10.911.2
10.7
420
11.7
9.5
400
6.8 7.0
7.4
380
121.8
9.0 7.8
7.2
6.9
120.0
360
7.7
123.7
7.0
119.5
7.0
340
120.0
6.3
116.9
110.3 115.5
320
116.0
6.4
119.2
108.3
112.2
300
9.0
110.0
9.1 7.1
84.5 100.1
88.4
9.3
280
34.833.1
36.5
5.0 4.7 4.6 80.2
13.0
6.5 6.8
7.6
32.9
260
14.4
11.4
31.9 6.9 29.930.526.0
23.522.5
5.1
13.140.212.8
240 5.0 5.0
7.8
70.710.7
71.4
12.111.9
24.5
72.1
29.0
33.0
36.4
21.723.1
25.023.1
34.4
220
71.5
29.733.6
24.033.5
28.6
21.1
4.3
20.7
200 71.670.3
24.3
4.3
22.223.2
21.022.021.8
18.617.016.718.4
180
15.6
13.714.7
15.416.1
160
14.612.813.0
140 12.7
120
100
80
60
40
20
0
1.3%
1.2%
1.1%
0.8%
0.8%
0.6%
0.6% 0.5% 0.6% 0.7% 0.8%0.7%0.7% 0.7%
0.3%0.3% 0.3%
0.3% 0.3% 0.3% 0.4%
0.6%
0.3%
0.2%
0.5%
0.3% 0.5% 0.6%
0.1%
0.4%
0.2%
0.2%
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
4Q'12
4Q'11
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
23
Consumer and Micro Are Key Retail Growth Drivers
Micro Credit
Retail to Total Loans
(Rp Bn)
32.6%
31.8%
33.1%
34.9%
33.8%
33.8% 33.7%
33.1%
33.3%
32.7%
31.3%
30.9%
29.6%
30.2%
29.8%
34%
56,958
46,668
YoY
22.1%
3Q2016
Growth
32%
32.7%
31.8%
10,290
31.2%
30%
211,173
204,628
196,909
196,194
185,335
182,190
173,739
175,211
167,429
165,304
158,173
155,338
146,744
140,189
131,857
130,158
123,833
118,788
108,434
105,192
96,268
91,504
28%
84,675
230,000
220,000
210,000
200,000
190,000
180,000
170,000
160,000
150,000
140,000
130,000
120,000
110,000
100,000
90,000
80,000
70,000
60,000
50,000
40,000
30,000
3Q2017
Consumer
26%
(Rp Bn)
24%
16,285
22%
YoY
20.6%
95,167
Growth
3Q2017
78,882
20%
3Q 2017
2Q 2017
1Q 2017
4Q 2016
3Q 2016
2Q 2016
1Q 2016
4Q 2015
3Q 2015
2Q 2015
1Q 2015
4Q 2014
3Q 2014
2Q 2014
1Q 2014
4Q 2013
3Q 2013
2Q 2013
1Q 2013
4Q 2012
3Q 2012
2Q 2012
1Q 2012
3Q2016
Retail to Total Loans
Micro Credit
Business Banking
Business Banking
(Rp Bn)
737
Consumer
59,785
YoY
-1.2%
59,048
3Q2016
Growth
3Q2017
24
25
Kiosk
Unit
1,242
3Q17
1,221
2Q17
1,195
1Q17
1,208
2016
1,112
2015
1,009
2014
889
2013
815
2012
694
2011
562
2010
430
2009
271
2008
1,724
1,086
3Q17
611
1,717
1,084
2Q17
611
1,717
1,085
1Q17
612
1,718
1,084
2016
994
2015
898
2014
687
2013
502
2012
300
2011
200
2010
1,427
653
706
1,127
751
1,027
760
928
710
Branch
3Q'17
2Q'17
1Q1'7
4Q1'6
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
601
6
10 10 10 13
Cash Outlet
Customers (000)
Network
Strong Microfinance Growth
# Of New Customers
129,484
105,964
116,440
117,971
117,565
146,323
130,227
127,828
97,164
138,500
134,501
162,738
158,909
167,145
140,886
162,181
136,196
160,620
138,747
147,825
131,715
140,064
126,509
878
480
800
152
800
10
600
2009
2008
…as ell as Co su e Le di g, hi h ‘ose 21% Y-o-Y
Quarterly Consumer Lending Balances by Type
110,000
Other
Auto
Credit Cards
Payroll Loans
Home Equity Loans
Mortgages
105,000
100,000
95,000
90,000
Rp 95.2Tn
24,974
9,835
9,603
9,048
9,128
20,120
6,738
6,246
6,605
17,986
5,881
4,914
4,313
17,441
16,160
18,723
8,674
15,279
14,497 3,892
8,761
8,768
13,408 3,534
12,838 3,432
12,201 3,326
18,344
8,683
8,751
8,343
11,880 3,310
14,103 3,739
20,001
22,555
998
8,970
16,641
15,630
14,890
8,288
25,000
13,983
30,000
7,568 11,253 3,240
35,000
13,271
7,4865,025 8,3863,365
40,000
12,260 6,855 10,6423,198
45,000
9,013 5,303 9,3743,240
966
7,9055,195 8,9583,312
50,000
11,083 5,557 10,0303,172
927
805
809 840
10,218 5,620 9,781 3,181
55,000
904
892
17,608
765
750 683 733
18,981
70,000
21,124
75,000
1,133
1,091
1,043
23,717
80,000
60,000
Loan Type
1,206
1,197
1,199
1,194
85,000
65,000
Consumer Lending Growth by Type
Growth (%)
Y-o-Y
Other
Q-o-Q
6.46%
0.75%
Auto Loans
24.87%
5.30%
Credit Cards
13.39%
2.41%
Payroll Loans
24.50%
7.46%
Home Equity Loans
37.13%
2.01%
Mortgages
15.33%
2.61%
Total Consumer
20.64%
4.22%
20,000
15,000
32,294
31,471
30,172
29,994
28,001
27,651
26,869
26,832
26,369
26,340
26,207
26,495
26,347
26,505
26,690
26,995
27,357
26,135
5,000
24,092
10,000
0
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
*Auto & Motorcycle Loans channeled or executed through
finance companies = Rp 12.2Tn in our Commercial Portfolio
26
Transaction Capabilities Growth Driven By Mobile Banking
Transaction Volume
Quarterly Transaction Value (Rp Tn)
Quarterly Transaction Volume (Mn)
375
ATM
Branch
Mobile Banking
Internet Banking
350
325
300
275
320
354
343
300
313
309 306 311
304
295
293
295
291
287
268
258 265
254
280
250
246 249
233 235
225
212 218
200
184
175
157
125
142
117
149
138
131
154
140
100
75
50
25
0
240
242
113
89
102
85
81
76
78
67
70
57
53
55
50 49 48 46
41 43 41 39
46
3942
51 47 48
46 45 44
44
44
36
32 31 34
17 18 23 26
12
191
238
12
16.2
15.5
14.4
14.1
13.8
13.6
12.6
12.6
12.4
11.8
10.0
9.2
8.6
8
8.2
7.7
122
96
96
0
10
154
100
20
11.6
11.1
10.6
210
148
120
40
208
193
179
170
140
60
Debit Cards
Mobile Banking
Internet Banking
248
220
80
16
14
237
133
117
294
253
245.0
160
156
172
150
260
180
190
294
271
200
196
189
ATM
Mobile Banking
Internet Banking
Quarterly Users (Mn)
85
93
69
84
55
68
47 53.039
34
40 37
37
29 33 33
35
27
36 35 35
23
36
18
18
28
33
14
8 11
7
4 4 5 7
2
6
4
5.6
5.3
4.7 4.9
6.3
5.8 6.1
6.5 6.7
6.8
7.5
7.4
7.1 7.3 7.4
6.9 7.0
3.2
2
1.2
1.01.1 1.2
1.3
1.8 1.9
1.7
1.4 1.5 1.6
2.3
2.0 2.1 2.2
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
4Q '10
4Q '09
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
4Q '10
4Q '09
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q'12
4Q '11
3Q '11
2Q '11
1Q '11
4Q '10
4Q '09
0
27
Retail Payment System Gaining Traction
Fee Income from e-channel Tx (Rp Bn)
Q4
Q3
Q2
Volume Mandiri Business
Saving Account (Rp Tn)
Numbers of EDC
Q1
125.2
120.6
7.7%
YoY
Growth
106.4
108.5
102.3
862.6
771.0
17.7%
YoY
Growth
85.8
843.4
742.7
59.4
664.8
683.3
33,732
47,127
92,903
180,532
230,352
270,352
286,861
236,711
239,312
239,670
247,859
2013
2014
2015
2016
1Q17
2Q 17
3Q 17
663.4
758.2
2012
711.7
2011
414.7
2010
347.6 382.0
2009
3Q'17
3Q'16
2016
2015
2014
2013
2012
2011
2009
2010
2017
2011
2010
2009
8.0
2016
2014
17.7
2015
2013
249.3
318.6
285.7
194.5
166.6 196.5
258.2
126.2 200.3
34.7
490.3
361.8
313.9
2012
223.7
437.5
315.2
268.5
489.2
604.3
312.8
790.0
464.4
765.2
512.9
28
Making Inroads into SME and Retail Payments
789,300
845,073
851,069
853,539
848,132
847,370
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
# of Transactions (000)
43,080
40,346
39,025
37,059
34,251
29,967
28,122 29,040
26,441 27,591
24,676
22,570
18,216
17,802
15,971
15,312
13,542
149,294
135,267
126,545
126,857
105,781
118,389
89,906
89,389
79,173
88,013
79,970
73,666
57,447
53,124
47,304
42,582
11,535
25,857
Co-promotion with the ITC Group for the merchants and the buyers
who transact in ITC using Mandiri Debit and also a reward program
for the building management.
3,000
40,285
18,528
Belanja Hoki/ Dagang Hoki Program
6,000
# MIB Transaction Value & Users
32,273
Prizes for buyers who do the transactions in the merchant (as a
participants), or using Mandiri EDC. For sellers, they have the
opportunity to be included into the national lucky draw.
1Q '15
Mandiri Belanja Untung Program
15,000
9,000
# of Volume
Fiesta Point Program
A program to get points based on savings average balance and # of
transactions through e-channel or branch, so that customer has the
opportunity to earn immediate prizes.
18,000
12,000
4Q '14
3Q17
3Q '14
2Q17
2Q '14
1Q17
1Q '14
2016
4Q '13
2015
21,000
3Q '13
2014
11,385
14,068
9,235
12,616
10,601
2Q '13
2013
20,357
20,186 20,187 20,329 19,927
18,373
19,355
17,444
18,974
15,996
14,508
17,101
12,773
16,052
1Q '13
2012
450,000
400,000
350,000
300,000
250,000
200,000
150,000
100,000
50,000
-
344,607
331,271
340,288
382,104
322,377
334,912
267,195
348,059
308,832
322,587
299,417
349,868
306,831
290,019
272,212
265,423
261,935
212,844
201,106
643,334
# MTB Transaction & Volume
543,972
# SME Business w/ Mandiri Acc
1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q
'13 '13 '13 '13 '14 '14 '14 '14 '15 '15 '15 '15 '16 '16 '16 '16 '17 '17 '17
Transaction Value (Rp Bn)
# of Active Users
29
155.5%
172.2%
175.0%
4,000
6,000
8,000
10,000
12,000
14,000
30
Special Mention Ratio
Special Mention
Prov/NPL
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q'11
3Q'11
2Q'11
1Q'11
Gross NPL Ratio
112.7%
124.5%
16,000
18,000
20,000
137.7%
136.2%
3.75%
3.82%
3.98%
4.00%
3.81%
3.86%
3.18%
2.60%
2.81%
2.43%
2.27%
2.15%
2.16%
2.23%
2.07%
1.90%
1.90%
1.89%
2.08%
1.87%
2.04%
2.07%
2.22%
2.21%
2.56%
2.42%
2.60%
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q'11
-
4.3%
3.9%
22,000
134.2%
135.0%
133.2%
126.6%
24,000
157.4% 150.5% 145.5%
185.3%
174.2%
185.1%
187.6%
185.1%
185.5%
189.6%
2,000
4.3%
3.9%
4.7%
4.6%
4.0% 4.0%
4.4%
3.9% 4.1%
3.8%
3.8%
4.1% 4.3%
4.3%
4.7%
5.5%
5.3%
5.1%
5.1%
5.0% 5.0%
4.5%
26,000
28,000
30,000
32,000
34,000
Category 2 Loans
NPL Movement - Consolidated
Gross NPLs 3.75%, Coverage at 135.0%, Category 2 at 4.7%
32,502
31,586
28,271
25,823
31,122
30,255
31,458
27,078
28,547
29,549
27,116
22,958
23,825
21,586
19,272
17,755
17,672
16,989
15,626
14,856
15,676
13,606
13,944
12,986
Q3 2017 Total NPLs of Rp 22.66 Tn
Non-Performing Loan Movements (Rp Tn) – Bank-Only
0.65
Movement by Customer Segment (Rp Bn)
0.67
2.72
2.14
0.42 22.66
22.98
Corp
Comm
Micro
536
2,000
526
252
1,500
806
Corporate
Commercial
Small
Micro
Consumer
Total
* Excluding loans to other banks
3Qr
(Rp tn)
0.01
(0.93)
0.24
0.09
0.27
(0.32)
458
3Q' 2017
Non-Performing Loans by Segment
NPLs
(Rp tn)
0.94
16.01
2.25
1.43
2.03
22.66
Cons
3,000
2,500
2Q' 2017 UG to PL DG to NPL Payment Write-Offs Other
Small
NPLs
(%)
0.40%
10.16%
3.81%
2.51%
2.13%
3.74%*
397
1,000
86
500
39
84
855
1,038
446
-
-
-
-
UG to PL
DG to NPL
W/O
31
3Q17 Net Downgrades of 0.31% On Loans Originated since
2005
Total Loans originated since 2005
Net Upgrades(%)/Downgrades(%)#
Loan
Background
Q
Balance
(Rp Bn)
3Q 2017 Details
3Q
2015
4Q
2015
1Q
2016
2Q
2016
3Q
2016
4Q
2016
1Q
2017
2Q
2017
3Q
2017
DG to
NPL
%
UG to
PL
%
Corporate
232,414
0.38
0.24
0.13
0.24
-
0.32
0.14
0.43
-
-
-
Commercial
152,682
0.83
0.77
1.97
3.02
0.16
3.87
1.13
1.07
0.14
0.43
0.29
Small
56,882
1.24
0.54
1.31
1.50
1.36
0.63
1.20
1.65
1.23
1.37
0.14
Micro
56,938
1.50
1.08
1.37
1.45
1.35
0.84
0.94
1.09
0.86
0.92
0.07
Consumer
95,058
0.25
0.17
0.32
0.21
0.30
0.17
0.37
0.39
0.47
0.56
0.09
593,974
0.68
0.31
0.94
1.28
0.35
1.36
0.49
0.42
0.31
0.42
0.11
Total
# % downgrades and upgrades are quarterly % figures
32
0.0
10.0
20.0
30.0
40.0
50.0
60.0
Restructured Loans
0.0%
5.0%
15.0%
0.8%
0.2%
0.2%
3.9%
2.3%
4.4%
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
2Q15
1Q15
4Q14
3Q14
2Q14
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
4Q '10
4Q '09
% DG to NPL After Being Restructured
33
1.1%
3.6%
2Q17
% NPL in Restructured Loan
3.4%
1.6%
5.5% 5.7%
13.9%
31.1%
29.6%
33.7%
33.0%
23.6%
26.2%
17.6% 17.8%
17.2%
16.2%
14.9%
13.5% 11.7%
13.0%
12.8%
10.0%
20.0%
25.0%
30.0%
35.0%
40.0%
Downgrade to Non-Performing After being Restructured
Restructured Loans at Rp 49.9 Trillion
49.9
48.8
47.3
47.2
39.3
34.1
28.3
28.9
26.4
20.9
14.4
11.8
10.2
11.5
11.2
12.7
12.5
12.0
11.7
11.7
14.0
13.9
14.2
13.5
13.5
13.6
13.1
14.3
17.1
3Q17
3Q15
Enhancing Synergies & Value from Subsidiaries
Niche Banking
Multi-Finance
Total Assets
Rp27.7Tn
Total Loans
Rp9.2Tn
Total Disbursement
Rp15.6Tn
Equity & FI Underwriting
Rp44 Tn
Annual FYP
Rp2.4Tn
Net Interest Margin
6.5%
Net Interest Margin
2.9%
Total Deposits
Rp74.8Tn
Equity Trading Volume
Rp109 Tn
ROA
3.8%
ROA
2.0%
ROA
3.0%
ROE
5.5%
ROE
5.5%
ROE
54.4%
ROE
12.8%
ROE
17.5%
• Expansion of business to
fully utilize current capital
base
• Cross-sell capital market
services to broad range of
Mandiri customers
• Refocus business toward
higher fee income
• Providing end-to-end bank
assurance business
• Continue to build cross-sell
opportunities in various
segments
• Bancassurance products to
complete our suite of
consumer offerings
• Enhancing operating
model
• Improving risk
management systems and
IT
• Improving productivity
• Pe et ate Ba k Ma di i s
network and customer
base to develop the
multifinance segment with
a strong focus on new 4
wheel vehicles.
Syariah Banking
Investment Banking
Total Assets
Rp84.1Tn
Bond Trading Volume
Rp75 Tn
Total Financing
Rp58.7Tn
• Remains the leader in
syariah financing
• Capital injection program
over 3 years
• Cross-selling syariah
products to Mandiri
customers
Insurance
34
Net Profit After Tax (Rp Bn)
186
277
300
434
262
280
331
387
247
274
360
308
316
297
348
256
269
270
298
259
262
234
258
255
237
183
171
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
Annual First Year Premium (AFYP) (Rp Bn)
861
746
756
1,046
591
668
760
893
719
816
648
648
874
832
611
774
726
850
695
667
712
892
796
946
769
742
820
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
(29.1%) YoY
Growth
45.7% YoY
Growth
AXA Mandiri Financial Services Performance
35
3Q'17
2Q'17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
(1.4)% YoY
Growth
# of Policy Holders ( 000)
3,883
3,871
3,930
4,101
3,939
3,961
3,832
3,710
3,465
3,360
3,162
2,962
2,657
2,479
2,354
2,217
2,123
2,033
1,967
1,919
1,878
1,859
1,791
1,744
1,695
1,639
1,603
Ba k Ma di i s
Co po ate Guida e
2017 Target
9M17 Realization
Gross Loan Growth (YoY)
9.0% - 11.0%
9.8%
Low Cost Deposits
Rp 537.0 Tn
Rp 492.5 Tn
Net Interest Margins
5.7% - 5.8%
5.86%
43.0%
44.8%
Gross NPLs
3.5% - 4.0%
3.75%
Cost of Credit
2.5% - 2.7%
2.39%
# of New ATMs
197
234
# of New EDCs
10,000
11,148
# of New Micro Network
34
-
# of New Conventional Branches
16
13
Efficiency Ratio
36
Operating Performance
Highlights
37
Corporate Banking, Government & Institutions
Performance to Date: 9M2017 (Rp Bn)
1,818
Strategies for 2017
860
7,875
488
7,386
3,202
3,715
1. Focusing on Anchor Clients and
penetrating through using of
Transaction Banking
2. Account Plan implementation for top
76 Corporate Banking Customers.
3. P o ide o e stop se i e solutio s fo
usto e s t a sa tio s a d eate
new business process to accelerate
the execution of Account Plan
including effective and responsive
Complaint Handling.
4. Strengthen business alliance with
Mandiri InHealth & Mandiri DPLK to
ease corporate customers to manage
their needs in health insurance &
pension fund / severance
38
Treasury & Market
Performance to Date: 9M2017 (Rp Bn)
3,743
422
7,134
3,847
Strategies for 2017
81
7,024
1. Implement client segmentation
strategy for Treasury anchor and nonanchor clients.
2. Increase retail coverage of fixed
income and structured products.
3. Develop new FI client coverage model
and implement segmentation strategy.
4. ‘e italize o e seas offi es fu tio as
a distribution channel, and introduce
new business models.
5. Enhance retail brokerage program in
Mandiri Sekuritas.
6. Upgrade business license status of
Mandiri Sekuritas Singapore Office.
39
Commercial Banking:
Strong revenues from Assets
Performance to Date: 9M2017 (Rp Bn)
760
Strategies for 2017
1.Tighten risk management practices by
centralizing big ticket loan approval from
regional office to head office
2.Focusing on clients within the value
chain / business ecosystem of our
corporate banking clients
3.Selectively growing the business to
sectors and regions as stipulated in
bank-wide portfolio guidance
382
5,252
1,688
3,186
6,462
-1,210
40
Commercial Banking
Solid & Stable Source of
Low Cost Funds
Expanding Scope of Distribution, 3Q 2017
Sumatera
Loans = Rp 17.4 tn
Funds = Rp10.2 tn
Kalimantan
Loans = Rp 5.0 tn
Funds = Rp 4.2 tn
Eastern
Loans = Rp 3.2 tn
Funds = Rp 2.9 tn
Product
3Q
2017
3Q
2016
Demand
Deposit
34.83
36.20
-3,78%
Rupiah
25.63
21.22
20.79%
FX
9.20
14.98
- 38.57%
Saving
Deposit*
10.37
7.98
29.98%
Total CASA
45.21
44.18
2.32%
Total Funding
64.09
60.97
5,12%
Growth
Java and Bali
Loans = Rp 131.9 tn
Funds = Rp 46.7 tn
CASA Ratio = 70.53%
Funding from Java & Bali = 73%
of total funding
* Business Savings Product
41
Micro & Business Banking:
Selectively growing our high margin business
Performance to Date: 9M 2017 (Rp Bn)
Strategies for 2017
1,864
2,530
5,930
10,065
4,194
5,871
4,801
1. Continue to develop retail payment
solutions for top retail industry value
chains and business clusters in order to
increase low cost deposit and fee-based
income
2. Develop customer education to further
increase usage of retail products as well as
e-channel transactions in order to increase
usto e s lo alt a d ala es.
3. Focusing on micro and SME clients within
the business ecosystem of our corporate
banking clients
4. Growing liability spread by requiring SME
clients to put their transactional
account/CASA in Mandiri
5. Cross-selling with other products, such as
transaction banking, to increase fee based
income
6. Within micro, focusing on urban and semi
urban areas as well as targeting fixed
income earners
42
Business Banking :
Solid & Stable Source of
Low Cost Funds*
Scope of Distribution, 3Q 2017
Rp Tn
Sumatera
Loans = Rp 12.5 tn
Funds = Rp 18.2 tn
Medan
Pematang siantar
Pekanbaru
Kalimantan
Loans = Rp 9.1 tn
Funds = Rp 6.7 tn
Samarinda
Palembang
B.Lampung
Jambi
Tangerang
Jakarta
Bekasi
Product
Manado
Pontianak
Batam
Padang
Eastern
Loans = Rp 7.3 tn
Funds = Rp 8.1 tn
Palu
3Q
2016
Growth
YoY
Demand
Deposit
37.5
34.6
8.5%
Saving
Deposit
79.3
72.0
10.1%
Total CASA
116.8
106.6
9.6%
Total
Funding
138.7
131.1
5.8%
Jayapura
Balikpapan
Banjarmas
in
Solo
Surabaya
Makassar
Bogor
Bandung Semarang
Java and Bali
Loans = Rp 30.1 tn
Funds = Rp 105.7 tn
3Q
2017
Denpasar
Branch Class that covered SME Customers
A.1 : 34
B.2 : 71
A.2 : 46
B.3 : 68
B.1 : 42
B.4 : 23
CASA Ratio = 84.2%
Funding from Java & Bali = 76.1%
of total funding
43
Consumer Banking:
Significant growth in spread and fee income
Performance to Date: 9M2017 (Rp Bn)
3,707
Strategies for 2017
965
12,997
1,773
11,224
7,246
3,008
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
Mortgage package
Mortgage priority
Mortgage for depositors
Instant approval for mortgage
Selco Xtra payroll loan
SOE synergy for payroll loan
Regular top up for payroll loan
Cross-sell payroll loan
Regular auto loan through branch referral
Improving the quality of new card holders
acquisition
Raise the limit of credit card
Usage program with strategic partner
Mandiri
Bonus
Program
(Bonus
Untung, Bonus Max, Bonus Plus, etc)
Regional marketing program for savings
Special program for drop fund depositors
Bundling program
Internal branch contest for saving
44
InHealth – Opportunity to Increase Fee Income and
Contribute to the Insurance Portfolio
1,800
1,600
1,400
1,200
1,000
800
600
400
200
-
1,410 1,400
1,073
1,432
1,591 250
1,620
200
1,272
1,203
150
811
100
203
36
50
78
47
107
120
203
155
164
126
135
0
2009 2010 2011 2012 2013 2014 2015 2016
Profit (Rp Bn)
9M16 9M17
GWP (Rp Bn)
8,000
1,600,000
1,400,000
1,200,000
6,242
6,314 6,262 6,094 6,189
7,072 7,018 6,855
5,501
6,000
1,000,000
800,000
4,000
600,000
1,463,400
1,247,334
940,696
1,087,313
1,141,896
1,118,206
1,175,240
1,023,228
200,000
692,831
400,000
-
2,000
2009 2010 2011 2012 2013 2014 2015 2016 9M17
Total Member
# of Providers
Leveraging our institutional, corporate, &
commercial customers
We have over 700 institutional, 300 corporate, and 1,700
commercial customers with the potential to become members
of InHealth
Providing solutions through our banking
products to InHealth healthcare provider
• InHealth has 6,855 healthcare providers and recorded over
Rp 1,016 Bn in claims year to date 2017
• Bank Mandiri will leverage the hospital network as I Health s
partner to increase transactions through enhanced cash
management products
• Bank Mandiri also will provide retail packaged products for
all the doctors as I Health s partner
Cross-selling Mandiri products to InHealth
members
InHealth earned premium payments of Rp 1,257 Bn in 2017
year to date from clients. Going forward, Bank Mandiri will
encourage the use of cash management products through
Bank Mandiri s distribution channels and cross sell other
products to over 1.4 Mn InHealth members.
45
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q'11
4Q'10
4Q '09
4Q '08
4Q '07
80.2%
58.72
3Q'17
81.9%
58.06
2Q'17
79.5%
55.42
1Q'17
79.2%
55.58
4Q'16
80.4%
53.24
3Q'16
82.6%
52.71
2Q'16
80.1%
50.74
1Q'16
51.09
4Q'15
50.60
3Q'15
85.3%
50.40
2Q'15
81.7%
48.80
1Q'15
82.1%
49.13
4Q'14
85.7%
49.32
3Q'14
89.9%
49.60
2Q'14
90.3%
49.82
1Q'14
89.4%
50.46
4Q'13
91.3%
49.70
3Q'13
94.2%
48.40
2Q'13
95.6%
46.30
1Q'13
93.9%
44.50
4Q'12
93.9%
41.82
3Q'12
92.2%
39.93
2Q '12
87.2%
37.44
1Q '12
86.2%
36.73
4Q '11
23.97
4Q'10
16.06
4Q '09
13.28
4Q '08
10.31
4Q '07
82.7%
83.1%
89.1%
91.1%
Financing
82.0%
9M 2017
Results Presentation
October 24, 2017
Share Price Performance and Information
By 30 September 2017
No.
1800%
1600%
Description
No. of
Investor
BMRI
I
JCI
1400%
1200%
1000%
800%
600%
400%
DOMESTIC
1. Government of RI
2. Retail
3. Employees
4. Cooperatives
5. Foundation
6. Pension Funds
7. Insurance
8. Banks
9. Corporations
10. Mutual Funds
Total
%
1
13,176
1,650
5
20
126
90
73
269
15,410
0.01%
78.28%
9.80%
0.03%
0.12%
0.75%
0.53%
0.00%
0.43%
1.60%
91.56%
107
1,314
1,421
16,831
0.64%
7.81%
8.44%
100.00%
No. of shares
28,000,000,000
423,577,112
18,787,834
1,687,400
35,525,490
288,291,628
994,429,660
735,088,874
1,039,210,688
31,536,598,686
%
60.00%
0.91%
0.04%
0.00%
0.08%
0.62%
2.13%
0.00%
1.58%
2.23%
67.58%
200%
II
-200%
Mar-03
Sep-03
Mar-04
Sep-04
Mar-05
Sep-05
Mar-06
Sep-06
Mar-07
Sep-07
Mar-08
Sep-08
Mar-09
Sep-09
Mar-10
Sep-10
Mar-11
Sep-11
Mar-12
Sep-12
Mar-13
Sep-13
Mar-14
Sep-14
Mar-15
Sep-15
Mar-16
Sep-16
Mar-17
Sep-17
0%
∆ fro :
IPO
Dec 31, 2016
BMRI
1,940.66%
16.20%
JCI
1,029.08%
11.85%
INTERNATIONAL
1. Retail
2. Institutional
Total
III
TOTAL
2,250,996
0.00%
15,127,816,984
32.42%
15,130,067,980
32.42%
46,666,666,666 100.00%
Table of Contents
Results Overview
Page #
3–5
Corporate Strategy
I do esia s E o o i Co ditio
Key Indicators + Financial Highlights
SBU Performance Highlights
Ba k s Pe fo
a e
6
7–8
9
10 – 12
Loan Performance
13 – 14
ROE & NIM
15 – 16
Fee-Based & CIR
17 – 18
Wholesale Business
19 – 22
Retail Business
23 – 29
Non-Performing Loan & Restructured Loan
30 – 33
Subsidiaries
34 – 35
Corporate Guidance
36
Additional Information
Operating Performance Highlights
Supporting Materials
2
Corporate Plan – Ba k Ma di i s 2020 Initiatives
I do esia s Top Financial Institution:
Grow above the market, portfolio quality focused, employer of choice in Indonesia
Accelerate in Growth
Segments
• Become the first choice in consumer
banking, especially in the middleincome class
• Focus on micro fixed income earners
and asset-backed consumer lending
• Selectively grow SME segment and
productive micro by focusing on asset
quality
Current Achievements (9M 2017)
Consumer Loans Rp95.2Tn (+20.6% YoY)
Micro Loans Rp57.0Tn (+22.1% YoY)
SME Loans Rp59.0Tn (-1.2% YoY)
Deepen Client
Relationship
Integrate The Group
Drive su sidiaries perfor a e by
increasing synergies within the
Mandiri Group.
Increase distribution network
productivity
Strengthen presence in ASEAN
countries
• Strengthen Ba k Ma di i s positio as
the No. 1 Corporate Bank
• Grow in-line with the market in the
Commercial Banking segment
• Offering sector specific solution and
integrated product packages.
Current Achievements (9M 2017)
Total income from subsidiaries Rp1,533Bn
(10.2% of EAT)
Average CASA per branch grew by 7.3%
Obtained Singapore Capital Market License
Current Achievements (9M 2017)
Corporate Loans Rp234.7Tn (+12.3% YoY)
Wholesale Fee Income Rp6.3Tn (30.5% of
wholesale income)
3
How We Plan To Get There
Strategic Initiatives
Description
▪ Grow corporate lending above the market growth rate and
Focus on Core Business
Expanding into
Underpenerated Low-Risk
Segments
▪
deepen relationships with existing clients
Increase fee based income & wholesale current accounts
▪ Accelerate consumer lending growth: mortgages, auto loan
▪
▪
and salary based loans
Push retail CASA growth through Bank@Work
Defend market share in SME
▪ Lower cost to income ratio through digitalization and
Strengthen The Foundation
▪
▪
productivity enhancements
Reduce NPL ratio by improving the loan underwriting process
Increase utilization and sophistication of data analytics to
enhance insights and cross-selling.
4
Our Portfolio Mix Would Be More Retail-Focused
Assets Composition Mix 1)
Consumer
16%
Micro
9%
Business Banking
10%
Liabilities Composition Mix
20%
Time Deposits
33%
30%
67%
70%
9M 2017
2020
10%
10%
Commercial
26%
24%
CASA
Corporate
39%
36%
9M2017
2020
1) Excluding TSM and Wholesale Credit Recovery
Bank only figures
5
Stable Macroeconomic Indicators
Current account balance in 2Q17 was
quite stable
Inflation and Reference Rate
Capital and Financial
Account
Current Account (CA)
Headline inflation (% YoY)
10
Core inflation (% YoY)
BI Rate
20
9
BoP
2Q17 GDP Growth : Slow Improvement
7
15
7 Days RR
6.5
15
8
10
7
6
10
6.50
6
5
5
5.5
5
-
5.42
-
4.25
4
3.72
(5)
5.01
(5)
3
3.00
2
(10)
(10)
(15)
4.5
2Q17
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
3Q15
2Q15
1Q15
4Q14
3Q14
2Q14
1Q14
4Q13
3Q13
2Q13
1Q13
4Q12
3Q12
2Q12
1Q12
4Q11
3Q11
2Q11
1Q11
2Q17
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
3Q15
2Q15
1Q15
4Q14
3Q14
2Q14
1Q14
4Q13
3Q13
2Q13
1Q13
4Q12
3Q12
2Q12
1Q12
4Q11
3Q11
2Q11
1Q11
Sep-17
Sep-16
Sep-15
Sep-14
Sep-13
Sep-12
Sep-11
Sep-10
Source : CEIC, Bloomberg
5
6
7
2015
19,872
2014
18,204
2013
15,504
2012
12,246
2011
9,218
2010
7,155
2009
32,150
9M17
31,873
9M16*
43,258
2016
38,381
2015
31,507
2014
28,408
2013
23,018
2012
19,234
2011
16,693
2010
12,430
2009
12.77%
9M17
11.48%
9M16
9.66%
2016
18.33%
2015
20.95%
2014
22.23%
2013
22.55%
2012
22.00%
2011
24.40%
22.10%
5.86%
9M17
6.54%
9M16**
6.44%
2016
6.08%
2015
5.97%
2014
5.74%
2013
5.46%
2012
5.11%
2011
5.28%
2010
5.04%
2009
3.75%
9M17
3.81%
9M16
4.00%
2016
2.60%
2015
2.15%
2014
1.90%
2013
1.87%
2012
2.21%
2011
2.42%
2010
2.79%
2009
492,525
9M17
437,291
9M16
489,380
2016
443,874
2015
380,512
2014
359,957
2013
316,127
2012
256,395
2011
2010
201,958
2010
2009
186,492
2009
*If we adjust the interest income from special repayment last year, PPOP would be Rp29,933Bn (+7.4% YoY)
** If we adjust the interest income from special repayment last year, NIM would be 6.21% (-5.6% YoY)
20,335
YoY
(10.3%)
2016
YoY
(1.6%)
13,807
Net Interest Margin (%)
9M16
Non Performing Loan (%)
12,013
YoY
12.6%
YoY
11.2%
9M17
Total CASA (Rp Bn)
YoY
25.4%
YoY
0.9%
Earning After Tax (Rp Bn)
PPOP (Rp Bn)
Return on Equity (%)
Key Metrics Are Turning Positive
15,069
Key Financial Highlights
Ba k Ma di i s 9M 2017 performance continues to improve:
9M 2016
9M 2017
r%
Rp 625.1Tn
Rp 686.2Tn
9.8%
3.81%
3.75%
(1.6%)
1.27%
1.04%
(18.0%)
63.3%
64.7%
2.1%
Rp 437.3 Tn
Rp 492.5 Tn
12.6%
NIM *
6.54%
5.86%
(10.3%)
Efficiency Ratio
42.8%
44.8%
4.7%
**
Rp 31,874 Bn
Rp 32,150 Bn
0.9%
Rp 12,013 Bn
Rp 15,069 Bn
25.4%
Loans
Gross NPL Ratio
Net NPL Ratio
Low Cost Funds Ratio
[Low Cost Funds (Rp)]
PPOP
Earnings After Tax
* If we adjust the interest income from special repayment last year, NIM would be 6.21% (-5.6% YoY)
** If we adjust the interest income from special repayment last year, PPOP would be Rp29,933Bn (+7.4% YoY)
8
Balanced Earnings Between Wholesale and Retail
Net Interest Income Analysis 3Q 2017
(Rp Bn)
Fee Based Income 3Q 2017
(Rp Bn)
4,329 4,220
1,280
Treasury & Markets
3,605
1,048
3,419
2,882
619
2,387
2,089
1,992
3,257
304
259
1,277
Commercial
656
3Q'17 3Q'16
Consumer
Banking
1,406
1,329
1,612
963
3Q'17 3Q'16
Commercial
Banking
971
762
1,170
1,555
983
1,036
3Q'17 3Q'16
Corporate
Banking
273
514
2,456
148
180
3Q'17 3Q'16
Treasury
& Markets
3,359
426
1,131
1,825
831
1,216
Corporate
3Q'17 3Q'16
Micro &
Business
Banking
Consumer
1,164
Micro & Business
Banking
686
618
3Q '17
3Q '16
9
Maintaining Momentum for Growth
Loans by SBU + Subsidiaries
(Rp Tn)
Deposits by Product – Consolidated
(Rp Tn)
Y-o-Y
r
Total
Total
686.2 Tn
Subsidiaries
Small
Comm
Corp+Gov't+SAM
625.1 Tn
Micro
Cons
Int'l
64.8
46.0 46.7
42.5
26.2
30.5 26.6
25.0 25.9
9.6%
24.2 23.6
5.9%
243.1
229.6
(2.6%)
65.6 61.8
124.6
28.5
123.2
30.3
25.7 27.0
117.6
124.4
101.2
100.2
95.4
90.7
91.7
28.0
62.7 60.2
62.7
60.5
62.4
101.2
58.1
227.8
224.4
212.1
220.5
24.7
10.3%
24.2
70.9
75.8 77.6
83.4
20.7
78.9
73.4
22.2
77.9
18.8
25.3
36.1
49.1
51.1
226.2
150.7
11.7%
15.1
53.9
1.8
1.4
12.5
46.2
1.3
17.8
67.3
1.2 1.1
16.1
148.1
(4.0%)
31.1
761.5 Tn
690.5 Tn 26.9
20.1
147.8
0.8 1.0
1.1 0.8
Rp Savings
33.7 30.5
108.4
157.6
157.3
162.6
158.5
1.4
153.7
160.6
148.9
1.0 0.9
2.0 1.3 0.8
20.6%
(3.1%)
26.5 27.8
23.1%
3.1%
24.7
29.4
23.3 25.4
15.3
12.0
13.2%
11.6
9.7
218.1
243.7
224.1
247.9
247.2
272.0
259.0
277.9
279.9
2Q'15
3Q'15
4Q'15
1Q'16
2Q'16
3Q'16
4Q'16
1Q'17
2Q'17
3Q'17
3Q'17
211.0
236.1
2Q'17
1Q'15
242.9
1Q'17
207.3
234.7
4Q'16
4Q'14
230.3
3Q'16
227.7
211.4
2Q'16
4Q'13
205.0
1Q'16
214.7
185.2
4Q'15
4Q'12
198.8
3Q'15
186.9
185.0
2Q'15
4Q'11
180.6
1Q'15
151.8
174.5
4Q'14
4Q'10
175.8
4Q'13
121.9
167.9
4Q'12
4Q'09
130.2
4Q'11
97.1
110.9
4Q'10
4Q'09
93.1
4.5
145.1
1.4
142.8
63.8
23.6
80.7
18.8 30.7
5.4
17.1
102.7
27.2
7.3 39.0
22.7
116.9
11.8
47.7
30.2
149.4
56.6
40.5 38.4
(1.2%)
73.4
67.7 69.5
152.7
19.0
78.9
84.8 87.2 91.3 95.2
165.2
64.7 65.7
57.5 59.0
FX Savings
176.2
72.3
60.8
59.8
56.1
76.1
59.0
Rp Demand
206.3
60.0
60.5
54.3
FX Demand
238.5
40.0
52.2
22.1%
Rp Time
245.6
44.2
57.9 57.9
56.0 55.3
48.9 46.5
50.6
60.9
57.0
23.9%
FX Time
222.3
27.0
34.6 37.2
69.3 71.2
9.8%
800
780
760
740
720
700
680
660
640
620
600
580
560
540
520
500
480
460
440
420
400
380
360
340
320
300
280
260
240
220
200
180
160
140
120
100
80
60
40
20
0
242.1
54.7 54.3
55.5
63.9
59.4
39.7
80.3
76.4
57.0 57.9
49.1 69.8
700
680
660
640
620
600
580
560
540
520
500
480
460
440
420
400
380
360
340
320
300
280
260
240
220
200
180
160
140
120
100
80
60
40
20
0
Y-o-Y
r
10
Strong and Liquid Balance Sheet
Assets
Sept 2017 Sept 2016
Liabilities
Sept 2017 Sept 2016
Cash
21,027
20,126 Current Account
184,810
163,055
Current Acc w/ BI & Other Banks
68,842
57,708 Savings
307,715
274,236
Placement w/ BI & Other banks
76,593
58,318 Time Deposits
268,964
253,216
Receivables (Acceptances & Others)
33,561
26,637
Marketable Securities
60,949
55,633 Total Deposits
761,490
690,507
Government Bonds
100,197
102,434
Loans (Gross)
686,157
625,123 Securities Issued
17,143
8,359
Provisions of Loans
(34,695)
(30,091) Deposits from other banks
26,163
14,208
Net Loans
651,462
595,032 Subordinated Debt
190
3,693
37,424
31,166
Reverse Repo
Other Provisions
Deferred Tax Assets
Other Assets
Total
4,485
2,127 Borrowings
(1,828)
(2,252) Other Int. Bearing Liabilities
15,696
25,506
4,536
3,493 Non Int. Bearing Liabilities
56,706
48,938
58,881
55,908 Equity incl. Minority Interest
163,891
152,786
1,078,703
975,163
1,078,703
975,163 Total
11
Lower Credit Cost and Strong Non-Interest Income
Summary P&L
9M 2017
9M 2016
2.5%
59,308
56,885
4.3%
6,811
3.2%
20,469
18,228
12.3%
-8.7%
12,871
2.2%
38,839
38,657
0.5%
751
-34.7%
677
-27.6%
1,781
2,296
-22.4%
13,643
15,164
-10.0%
13,548
0.7%
40,620
40,953
-0.8%
issio s
3,214
2,755
16.7%
2,910
10.4%
9,120
8,238
10.7%
• Fo eig E ha ge Gai s - Net
766
618
23.9%
688
11.3%
2,107
1,635
28.9%
• Gai f . sale & I
208
263
-20.9%
456
-54.4%
926
672
37.8%
1,758
1,399
25.7%
1,583
11.1%
4,687
3,682
27.3%
5,947
5,036
18.1%
5,637
5.5%
16,840
14,226
18.4%
Total Operating Income
19,589
20,200
-3.0%
19,185
2.1%
57,460
55,179
4.1%
Provisions, Net
(2,889)
(6,023)
-52.0%
(3,929)
-26.5%
(12,218)
(15,911)
-23.2%
Personnel Expenses
(3,668)
(3,290)
11.5%
(3,413)
7.5%
(10,579)
(10,184)
3.9%
G&A Expenses
(3,816)
(3,497)
9.1%
(3,825)
-0.2%
(11,042)
(10,441)
5.8%
(1,767)
(889)
98.7%
(958)
84.5%
(3,689)
(2,680)
37.6%
(Rp Bn)
Interest Income
Interest Expense
Net Interest Income
Net Premium Income
*
Net Interest Income & Premium Income
3Q 2017
3Q 2016
Y-o-Y
2Q 2017
20,183
20,518
-1.6%
19,682
7,031
6,104
15.2%
13,152
14,413
490
Q-o-Q
Y-o-Y
Other Non Interest Income
• Othe Fees a d Co
. i Val & “ale of Bo ds
• Othe s
Total Non Interest Income
Other Expenses
Total Expense
**
(9,251)
(7,676)
20.5%
(8,195)
12.9%
(25,311)
(23,306)
8.6%
Profit from Operations
7,449
6,501
14.6%
7,061
5.5%
19,931
15,962
24.9%
Non Operating Income
(45)
(15)
203.9%
(24)
90.9%
(92)
(23)
306.6%
Net Income Before Tax
7,404
5,606
6,486
4,933
14.2%
13.7%
7,038
5,384
5.2%
4.1%
19,839
15,069
15,939
12,013
24.5%
25.4%
Net Income After Tax
*) Including
**) In
Rp1,941Bn special repayment in 3Q 2016
3Q 2017, including Rp675Bn tax cases provisioning
12
LDR Decreased to 89.9%, Bank Only Loan Growth of 8.1%
Quarterly Loan Data
Quarterly Loan Segment Details
(Consolidated)
(Bank Only)
91.3
95.2
54.3
57.0
59.0
59.0
157.3
157.6
243.7
237.1
52.2
57.5
84.8
152.7
235.4
78.9
50.6
46.7
60.8
59.8
87.2
165.2
212.4
162.6
76.1
46.0
60.0
158.6
206.2
72.3
73.4
44.2
42.5
60.5
200.1
186.4
160.7
56.1
69.5
67.7
40.0
57.9
185.8
149.5
65.7
39.7
57.9
37.2
55.3
181.4
149.1
64.7
34.5
56.1
145.2
142.9
177.0
175.1
62.4
60.3
52.0 32.7
57.4
176.8
127.9
49.0
46.3
123.9
116.5
55.2
56.6
46.5
166.7
129.9
166.3
131.7
169.7
129.3
153.5
125.2
151.9
118.6
1Q'16
3Q'16
4Q'15
2Q'16
3Q'15
4Q'14
2Q'15
3Q'14
1Q'15
2Q'14
4Q'13
1Q'14
3Q'13
0.7%
4.2% 4.6%
0.5%
3.3%
2Q'13
4.2%
5.1%
4.8%
-0.4%
1Q'13
6.5%
4.1%
-3.1%
15.7%
9.4%
9.7%
26.0%
11.7%
39.1%
14.2%
13.8%
12.4%
10.5%
12.2%
9.5%
7.1%
4Q'12
13.3% 12.4% 13.3%
3Q'12
20.1%
22.3%
2Q'12
19.7%
21.5%
1Q'12
22.8%
23.4%
27.0 28.2 31.0
117.1
42.5
44.1
118.2
104.4
47.7
49.3
38.5
102.3
44.5
35.1
93.6
38.5
33.2
30.9
90.1
82.9
103.0
40.7
43.3
52.4
327.2
350.4
365.2
388.8
391.6
428.7
450.8
472.4
470.4
485.8
506.5
530.0
532.8
552.8
560.6
595.5
574.7
610.9
625.1
662.0
656.2
682.0
686.2
16.8
23.9
19.0 20.7
26.6%
23.7%
-1.2%
3Q'17
YoY Growth (%)
30.0%
22.1%
2Q'18
QoQ Growth (%)
20.6%
1Q'17
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
15.1
13.1
24.9
8.1%
4Q'16
80.1%
80.7%
89.5%
89.9%
87.0% 85.3%
87.4% 90.2% 86.5% 89.4%
84.1%
85.0% 87.3%
82.9%
87.7% 88.1%
84.4%
84.5% 88.0%
83.5%
153.7
83.4% 84.4%
Total
LDR (%)
231.3
Loans (Rp Tn)
Y-o-Y Break
r down
10.7%
6.2%
3.7% 1.4%
11.5%
11.6%
11.2%
7.9%
6.3%
5.9%
9.8%
3.9%
0.6%
2.3%
0.0%
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
-0.9%
Corporate
Commercial
Small
Micro
Consumer
As of September 2017; Non-consolidated numbers
13
Rp 196.87 Tn in Loans Disbursed in 3Q 2017
Loan Disbursement by Segment – 3 Q 2017 Bank-Only
Rp Tn
Loan Movement– 3Q 2017 Bank-Only
Rp Tn
196.87
152.65
7.59
30.05
12.87
10.06
2.14
7.62
1.11
18.10
196.87
605.89
605.62
153.50
2Q'17 Disburs. Install. Payment Pay-off
FX
Impact
WriteOffs
3Q'17
Corporate Commercial
Small
Micro
Consumer
Total
14
Post Asset Revaluation CAR 22%; ROE 12.8%
Bank Only - Capital & RWA Movement
Profit After Tax & ROE
Rp Bn
23.2% 24.6%
20.8%
22.1%
22.6%
18.3%
12.8%*
491.3
514.9
5,753
5,418
9.7%
5,401
352.5
400.2
4,385
2.5%
1,794
5,606
4,869 4,658
134.0
112.2
115.9
172.9
195.8
242.4
Q4 PAT
3Q17
2Q17
1Q17
2016
2015
2014
2013
2012
2011
2010
2009
2008
2007
2006
2005
3,263
610
2,031 1,099
1,221 1,526
1,234 1,113
1,017
1,744
305
1,168 1,549
519
2,003
2,681
3,403
4,303
4,925 5,138
3,817 4,079
9M17
2016
2015
2014
2013
2012
2011
2010
2009
2008
2007
2006
CAR inclusive of Credit and Market Risk started in December 2004
CAR inclusive of Credit, Market and Operational Risk started in January 2010
1,528
1,408
5,384
3,991
2,352 2,543 3,744
1,390
1,166
2005
CAR
4,660 4,786
2,536
Q1 PAT
Total Capital (Rp Tn)
4,933
2,833 1,040
Q2 PAT
97
967
519
-623
4,509
1,345
Q3 PAT
27.4 28.4 28.3 27.2 30.5 35.7 53.3 62.0 73.9 85.7 107.4 137.4 137.0 142.8 149.2
•
•
21.0%
10.0%
3,073
RWA (Rp Tn)
22.2%
22.0%
18.1%
15.8%
577.3
14.9%
24.2%
678.7
15.3%
13.4%
662.7
15.5%
648.8
643.4
15.7%15.4%
22.0%
21.4%21.1%21.5%
18.6%
16.6%
1.1Tn from GIAA Recovery
* Annualized 9M2017
15
Q3 Bank-Only NIM of 5.6%
Yield on Assets (%)
Cost of Funds (%)
12.6 12.5 12.5
12.0 12.4 12.2
12.0
NIM
9.4
8.4
8.7
8.2 8.1
4.3
8.3
8.0
10.0
9.8 9.3
9.6 9.6
9.0
9.1
9.0 9.1 9.2
9.1 9.2 9.2
6.7 6.5
6.0
8.6 8.6 8.6
8.2 8.1 7.8
4.0
5.3 5.4
3.5
3.4
3.2
2.8 2.7 2.7 2.8 2.6
3.3
2.8 3.1
3.9 3.8 3.9
3.6 3.7 3.3
3.3
3.2
3.1 3.0 2.9 2.9 2.9
5.9
4.1 4.0
4.7 4.2 3.9
3.0
2.0
3.8
12.2
12.1 11.9
11.3 11.8 11.8
10.0
9.6
12.2
12.1
3.7 3.9
4.1
5.7 6.0
4.6
6.4
6.4
6.7
11.3
10.8
10.6
11.3 11.3
6.9
6.7 6.8
6.9 7.0 6.6
10.6
6.6
6.6
4.4 4.5 4.3 4.3
3.8
3.7
3.6
3.5 3.4
3.0
3.3 3.2
0.0
Avg Loan Yield
Avg Bond Yield
Avg Deposit Cost
14.0
13.3
12.0
10.0
8.0
6.4
7.2
6.6
6.0
4.9 5.1
4.4
4.0
5.58%
5.58%
5.69%
6.03%
7.06%
6.00%
6.28%
6.74%
5.74%
5.79%
5.41%
5.92%
5.84%
5.90%
5.94%
6.08%
5.71%
5.34%
5.50%
5.67%
5.84%
5.54%
5.19%
5.44%
5.84%
5.33%
2.0
6.4
5.3
4.5
4.5
4.2
1.5
0.7
0.6
0.7 0.7
4.6
4.6
4.4
4.3 4.4
0.8 0.7 0.7 0.9 1.1 0.8
4.3
3.8
0.7 0.7 1.0
1.0 1.2
1.3
4.2
1.2
1.3
1.1
0.0
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
4Q'12
4Q'11
4Q'10
4Q…
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16**
2Q'16
1Q'16
4Q'15**
3Q'15
2Q'15
1Q'15
4Q'14*
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q '11
4Q '10
4Q '09
* Starting on 4Q2014, we back out the LPS premium from the interest expense
** 4Q 15 / 3Q16, If we adjust the interest income from special repayment last year, NIM would be 6.5% / 6.0% , YoA would be 9.5% / 8.9%, Average FX Loan
Yield 4.2% / 4.2%
16
Greater Detail On Fee-Based Income
Non-Loan Related Fees & Commissions
Y-o-Y
Δ%
3Q 2017
3Q 2016
Administration Fees
932
878
6.1%
975
Opening L/C, BG & Cap. Market (Custodian & Trustee)
335
297
12.6%
Subsidiaries
400
388
Transfer, Retail Transaction
696
Credit Cards
Q-o-Q
Δ%
Y-o-Y
Δ%
9M 2017
9M 2016
-4.4%
2,764
2,612
5.8%
309
8.3%
966
923
4.7%
3.1%
364
9.8%
1,174
1,058
11.0%
565
23.2%
617
12.8%
1,925
1,686
14.2%
568
497
14.4%
519
9.4%
1,558
1,497
4.1%
Mutual Fund, ORI & Bancassurance
123
100
22.0%
104
18.0%
333
301
10.6%
Syndications
169
77
118.8%
64
165.4%
504
320
57.4%
18
18
(1.5%)
18
(0.3%)
53
56
(5.9%)
(25)
(65)
(60.9%)
(59)
(57.5%)
(157)
(217)
(27.7%)
3,214
2,755
16.7%
2,910
10.4%
9,120
8,238
10.7%
Foreign Exchange Gains
766
618
23.9%
688
11.3%
2,107
1,635
28.9%
Gains Fr Sale & Incr. in Value of Sec. & Gov. Bonds
208
263
(20.9%)
456
(54.4%)
926
672
37.81%
Cash Recoveries
915
810
13.0%
870
5.2%
2,451
2,001
22.5%
Others Income
844
589
43.2%
713
18.3%
2,235
1,681
32.95%
Total Fee Based Income (As Reported)
5,947
5,036
18.1%
5,637
5.5%
16,840
14,226
18.4%
% of Non Loan Related fees to total opr. income
30.4%
24.9%
30.4%
30.4%
Payroll Package
Others
Total
2Q 2017
29.4%
17
3Q 17 Cost to Income Ratio of 47.7%*
Breakdown of 3Q 2017 Operating Expenses
Quarterly Consolidated Operating Expenses & CIR
(Rp Bn)
(Rp Bn)
CIR (%)
Q3
2017
Q2
2017
Q3
2016
QoQ
YoY 3Q
9M
2017
9M
2016
YoY
9M
955
947
891
0.9%
7.2%
2,836
2,651
7.0%
1,633
1,605
1,452
1.8%
12.5%
4,856
4,760
2.0%
Post Empl. Benefits
122
119
97
3.0%
26.6%
324
298
9.0%
Training
120
70
138
72.1% -12.9%
250
353 -29.2%
Subsidiaries
837
672
712
24.6%
3,668
3,413
3,290
IT & telecoms
595
605
Occupancy Related
731
Promo & Sponsor
51.3%
48.4%
44.0%
43.2%
41.6%
39.0%
42.7%
37.3%
45.2%
46.6%
46.0%
43.8%
44.5%
44.4%
43.2%
42.7%
42.7%
41.3%
44.4%
41.1% 42.5% 41.8%
40.1%
38.5%
43.1%
32.4%
47.7%
Personnel Expenses
Base Salary
Other Allowances
2,122
8.9%
7.5%
11.5% 10,579 10,184
3.9%
505
-1.5%
17.9%
1,785
1,567
13.9%
763
700
-4.2%
4.4%
2,158
2,077
3.9%
305
231
292
31.9%
4.4%
771
857 -10.1%
Transport & Travel
179
188
157
-4.9%
13.6%
518
510
1.6%
Goods, Prof. Svcs. & Oth.
498
554
483 -10.0%
3.2%
1,505
1,380
9.1%
Employee Related
654
627
571
4.3%
14.4%
1,885
1,753
7.5%
Subsidiaries
854
858
788
-0.4%
8.3%
2,421
2,298
5.4%
3,816
3,825
3,497
-0.2%
9.1% 11,042 10,441
5.8%
1,767
958
889
84.5%
98.7%
2,680
37.6%
9,251
8,195
7,676
12.9%
20.5% 25,311 23,306
8.6%
Total Personnel Expenses
3,668
3,413
3,498
3,435
3,290
3,488
3,406
3,444
2,903
3,109
2,920
2,807
2,752
2,662
2,626
2,374
2,679
2,336
2,042
2,372
1,869
1,939
1,865
1,903
1,671
1,631
1,547
3,816
3,825
3,401
3,517
3,497
3,640
3,305
3,730
3,322
3,173
2,574
3,488
2,958
2,693
2,309
3,167
2,375
2,322
2,034
2,565
2,071
2,004
1,614
2,107
1,883
1,510
1,524
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q'11
3Q'11
2Q'11
1Q'11
G&A Expenses
Personnel Expenses
17.6%
2,312
G&A Expenses
Total G&A Expenses
Other Expenses
**
Total Operating Expenses
3,689
*44.3% excluding Rp 675bn tax provisioning
** In 2017, including Rp 675bn tax provisioning
18
Prudent Management of FX Balance Sheet
100
FX Loans & LDR (Bank-Only)
Rp Tn
100%
91.5%
2.40
Oil & Gas
0.94
11%
Soc Serv
0.79
292%
Mining
0.77
28%
75%
Trading
0.54
-26%
70%
Agri
0.49
-15%
65%
Trans
0.33
3%
Utilities
0.19
1119%
Bus Serv
0.17
-5%
Constr
0.04
-51%
Oth
0.03
-96%
80
80.8%
80.3% 79.2%
76.0%76.4%
50
82.8%
80%
74.3%
73.2%
76.2% 75.8%
75.4%
74.2%73.1%
72.0%
69.0%
68.0%
65.1%
33%
85%
84.7%
82.9%
USD
Bn
Mfg
90%
89.0%
60
r% (YoY)
95%
90
70
Breakdown of FX lending (Bank-Only)
Q
(Total USD 6.68 Bn)
72.6%
71.3%
66.8%
64.3%
40
61.1%
61.0%
38.60
41.87
44.44
40.35
41.88
45.47
45.73
49.62
48.17
53.29
59.79
67.75
62.22
62.95
72.24
75.38
73.52
76.90
78.52
87.79
83.85
86.55
77.72
87.85
89.14
90.77
90.03
30
20
60%
55%
50%
Sep 17
Jun 17
Mar 17
Dec 16
Sep 16
Jun 16
Mar 16
Dec 15
Sep 15
Jun 15
Mar 15
Dec 14
Sep 14
June 14
Mar 14
Dec 13
Sep 13
Jun 13
Mar 13
Dec 12
Sep 12
Jun 12
Mar 12
Dec 11
Sep 11
June 11
Mar 11
Loan FX
LDR FX
19
Diversifying our Strength in Wholesale Le di g…
Top 10 Industries in Corporate Lending Expansion
3Q 17 – 3Q 16 (Total Rp24.76 Tn)
Top 10 Industries in Commercial Lending Contraction
3Q 7 – 3Q 6 (Total –Rp5.03 Tn)
r%
r%
Mfg-F&B
8,961
37%
Trad-Distr
-2,578
-13%
Electricity
6,373
39%
4 wheels-vehicles
-2,438
-74%
Mining-Metal Ore
6,157
212%
Mining-Coal
-1,644
-32%
Mfg-MetalAuto
5,647
114%
Others
-1,523
-15%
Bus Serv
2,215
16%
Mfg-RawM
-1,421
-13%
Roads & Bridge
2,108
24%
Mfg-P&P
-1,356
-28%
Mfg-NonM
2,038
56%
Trad-Imp
-893
-20%
Warehousing
1,930
432%
Trad-Exp
-709
-23%
Mining-Oil & Gas
1,778
19%
Mfg-Text
-660
-10%
Mfg-Chem
1,295
7%
Gas
-570
-87%
Rp Bn
Rp Bn
20
21
3Q17
149,351
140,278
73,192
74,334
89,959
74,116
53,604
61,691
62,257
58,055
2016
Excluding Mandiri Transaction System
154,664
131,988
20,821
19,451
18,531
17,592
16,853
16,200
15,565
15,101
14,676
14,397
14,105
13,873
13,629
12,932
11,899
10,943
7,784
6,153
4,066
2,414
745
3Q16
2015
2014
2013
2012
2011
2010
2009
2008
2007
-
20,000
40,000
60,000
80,000
100,000
120,000
140,000
17.2% YoY
Growth
160,000
180,000
3Q17
2Q17
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
3Q15
2Q15
1Q15
4Q14
3Q14
2Q14
1Q14
4Q13
4Q12
4Q11
4Q10
*)
Average # of Cash Management Tx
(000), total 31.4Mn transactions in
3Q 2017*
Wholesale CASA Deposits
(Rp Bn)
Cash Management Users
Wholesale Transactions Driving CASA
10,458
9,152
8,439
7,563
7,392
7,085
5,704
5,384
5,266
5,123
4,832
4,484
3,989
3,598
2,657
2,201
1,178
677
248
3Q17
2Q17
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
3Q15
2Q15
1Q15
4Q14
3Q14
2013
2012
2011
2010
2009
2008
2007
2006
Strong Pickup in Cash Management
Mandiri Cash Management*
Value (Rp Tn)
Forex
# of Trx (000)
5,000.0
Value (USD Bn)
84,144
82,075
# of Trx
95,000
500,000
90.0
4,500.0
399,500 379,730
322,795
310,512
348,436
80.0
75,000
61,599
44,184
4,000.0
3,500.0
62,174
70.0
55,000
60.0
3,000.0
2,500.0
2,000.0
2,503
1,500.0
7,668
433,929
450,000
348,436
400,000
337,137
350,000
300,000
24,543
13,676
50.0
35,000
281,153
40.0
250,000
200,000
15,000
30.0
4,375
20.0
100,000
-
(25,000)
Dec 10 Dec 11 Dec 12 Dec 13 Dec 14 Dec 15 Dec 16
39
35
46
41
56
-
50,000
-
Dec 10 Dec 11 Dec 12 Dec 13 Dec 14 Dec 15 Dec 16
Sep 16 Sep 17
Trade Transactions : Export, Import, Domestic
Value (USD Bn)
61
63
10.0
42
(5,000)
34
3,408
4,549
3,778
3,120
2,231
818
549
500.0
1,519
150,000
1,000.0
Sep 16 Sep 17
Wholesale Remittance
# of Trx
510,916 517,251 520,948509,207
495,813
468,870
Value (USD Mn)
600,000
160.0
739,046 730,011
180.0
140.0
800,000
651,241
599,909
500,000
160.0
406,669
120.0
# of Trx
700,000
140.0
319,944
600,000
400,000
100.0
120.0
286,295
80.0
300,000
100.0
448,219
435,866
500,000
399,585
373,602 352,252
400,000
80.0
60.0
200,000
300,000
60.0
40.0
75
72
90
126
146
135
121
20.0
-
-
94
40.0
70
89
100,000
75
107
127
137
133
125
110
85
200,000
20.0
-
Dec 10 Dec 11 Dec 12 Dec 13 Dec 14 Dec 15 Dec 16
*)
Excluding Mandiri Transaction System
Sep 16 Sep 17
100,000
-
Dec 10 Dec 11 Dec 12 Dec 13 Dec 14 Dec 15 Dec 16
Sep 16 Sep 17
22
Retail Deposits Increased by 9.4% Year on Year
Retail Deposit Analysis – Bank Only
Average Quarterly Deposit Costs (%)
Rp Savings Deposits
FX Savings Deposits
Rp Demand Deposits
FX Demand Deposits
Rp Time Deposits
FX Time Deposits
Rp DD
Rp Savings
CASA as % of total deposits
10%
Rp TD
8.3%
6.6%
6.3%
7.0%
7.9% 7.8%
7.3%
7.4% 7.5% 7.2%
6.9% 6.7% 6.6%
6.4% 6.2% 6.2%
5.9%
5.1%
5%
2.2%
2.3% 2.3%
2.1% 2.1%2.1% 2.0%
2.0% 2.0%
2.1%
2.1%
2.2%
2.0%
2.0%
1.9%
1.8% 1.9%
1.7%
2.1%
1.5% 1.5% 1.6% 1.5% 1.5% 1.4%
0%
1.3% 1.2% 1.2% 1.2% 1.3% 1.1% 1.1% 1.1% 1.1% 1.1% 1.1%
1.5%
1.2% 1.2%
1.0% 0.8%
0.0%
FX TD
1.8%
2.0%
0.5%
3Q'17
FX DD
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
4Q'12
4Q'11
236.0
237.0
220.5
233.5
212.1
214.8
193.0
209.8
188.0
186.0
182.5
202.6
184.7
180.8
179.0
190.9
176.3
166.8
157.5
165.0
146.1
140.6
132.7
73.7%71.9%
72.5% 73.0%
500
68.8%
69.8% 69.1% 70.0% 69.6%
69.9%
480
71.6%
68.4% 67.7%67.6% 67.7% 68.8% 68.6% 68.9%
66.5%70.1%
460
66.2%
69.6%
440
10.911.2
10.7
420
11.7
9.5
400
6.8 7.0
7.4
380
121.8
9.0 7.8
7.2
6.9
120.0
360
7.7
123.7
7.0
119.5
7.0
340
120.0
6.3
116.9
110.3 115.5
320
116.0
6.4
119.2
108.3
112.2
300
9.0
110.0
9.1 7.1
84.5 100.1
88.4
9.3
280
34.833.1
36.5
5.0 4.7 4.6 80.2
13.0
6.5 6.8
7.6
32.9
260
14.4
11.4
31.9 6.9 29.930.526.0
23.522.5
5.1
13.140.212.8
240 5.0 5.0
7.8
70.710.7
71.4
12.111.9
24.5
72.1
29.0
33.0
36.4
21.723.1
25.023.1
34.4
220
71.5
29.733.6
24.033.5
28.6
21.1
4.3
20.7
200 71.670.3
24.3
4.3
22.223.2
21.022.021.8
18.617.016.718.4
180
15.6
13.714.7
15.416.1
160
14.612.813.0
140 12.7
120
100
80
60
40
20
0
1.3%
1.2%
1.1%
0.8%
0.8%
0.6%
0.6% 0.5% 0.6% 0.7% 0.8%0.7%0.7% 0.7%
0.3%0.3% 0.3%
0.3% 0.3% 0.3% 0.4%
0.6%
0.3%
0.2%
0.5%
0.3% 0.5% 0.6%
0.1%
0.4%
0.2%
0.2%
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
4Q'12
4Q'11
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
23
Consumer and Micro Are Key Retail Growth Drivers
Micro Credit
Retail to Total Loans
(Rp Bn)
32.6%
31.8%
33.1%
34.9%
33.8%
33.8% 33.7%
33.1%
33.3%
32.7%
31.3%
30.9%
29.6%
30.2%
29.8%
34%
56,958
46,668
YoY
22.1%
3Q2016
Growth
32%
32.7%
31.8%
10,290
31.2%
30%
211,173
204,628
196,909
196,194
185,335
182,190
173,739
175,211
167,429
165,304
158,173
155,338
146,744
140,189
131,857
130,158
123,833
118,788
108,434
105,192
96,268
91,504
28%
84,675
230,000
220,000
210,000
200,000
190,000
180,000
170,000
160,000
150,000
140,000
130,000
120,000
110,000
100,000
90,000
80,000
70,000
60,000
50,000
40,000
30,000
3Q2017
Consumer
26%
(Rp Bn)
24%
16,285
22%
YoY
20.6%
95,167
Growth
3Q2017
78,882
20%
3Q 2017
2Q 2017
1Q 2017
4Q 2016
3Q 2016
2Q 2016
1Q 2016
4Q 2015
3Q 2015
2Q 2015
1Q 2015
4Q 2014
3Q 2014
2Q 2014
1Q 2014
4Q 2013
3Q 2013
2Q 2013
1Q 2013
4Q 2012
3Q 2012
2Q 2012
1Q 2012
3Q2016
Retail to Total Loans
Micro Credit
Business Banking
Business Banking
(Rp Bn)
737
Consumer
59,785
YoY
-1.2%
59,048
3Q2016
Growth
3Q2017
24
25
Kiosk
Unit
1,242
3Q17
1,221
2Q17
1,195
1Q17
1,208
2016
1,112
2015
1,009
2014
889
2013
815
2012
694
2011
562
2010
430
2009
271
2008
1,724
1,086
3Q17
611
1,717
1,084
2Q17
611
1,717
1,085
1Q17
612
1,718
1,084
2016
994
2015
898
2014
687
2013
502
2012
300
2011
200
2010
1,427
653
706
1,127
751
1,027
760
928
710
Branch
3Q'17
2Q'17
1Q1'7
4Q1'6
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
601
6
10 10 10 13
Cash Outlet
Customers (000)
Network
Strong Microfinance Growth
# Of New Customers
129,484
105,964
116,440
117,971
117,565
146,323
130,227
127,828
97,164
138,500
134,501
162,738
158,909
167,145
140,886
162,181
136,196
160,620
138,747
147,825
131,715
140,064
126,509
878
480
800
152
800
10
600
2009
2008
…as ell as Co su e Le di g, hi h ‘ose 21% Y-o-Y
Quarterly Consumer Lending Balances by Type
110,000
Other
Auto
Credit Cards
Payroll Loans
Home Equity Loans
Mortgages
105,000
100,000
95,000
90,000
Rp 95.2Tn
24,974
9,835
9,603
9,048
9,128
20,120
6,738
6,246
6,605
17,986
5,881
4,914
4,313
17,441
16,160
18,723
8,674
15,279
14,497 3,892
8,761
8,768
13,408 3,534
12,838 3,432
12,201 3,326
18,344
8,683
8,751
8,343
11,880 3,310
14,103 3,739
20,001
22,555
998
8,970
16,641
15,630
14,890
8,288
25,000
13,983
30,000
7,568 11,253 3,240
35,000
13,271
7,4865,025 8,3863,365
40,000
12,260 6,855 10,6423,198
45,000
9,013 5,303 9,3743,240
966
7,9055,195 8,9583,312
50,000
11,083 5,557 10,0303,172
927
805
809 840
10,218 5,620 9,781 3,181
55,000
904
892
17,608
765
750 683 733
18,981
70,000
21,124
75,000
1,133
1,091
1,043
23,717
80,000
60,000
Loan Type
1,206
1,197
1,199
1,194
85,000
65,000
Consumer Lending Growth by Type
Growth (%)
Y-o-Y
Other
Q-o-Q
6.46%
0.75%
Auto Loans
24.87%
5.30%
Credit Cards
13.39%
2.41%
Payroll Loans
24.50%
7.46%
Home Equity Loans
37.13%
2.01%
Mortgages
15.33%
2.61%
Total Consumer
20.64%
4.22%
20,000
15,000
32,294
31,471
30,172
29,994
28,001
27,651
26,869
26,832
26,369
26,340
26,207
26,495
26,347
26,505
26,690
26,995
27,357
26,135
5,000
24,092
10,000
0
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
*Auto & Motorcycle Loans channeled or executed through
finance companies = Rp 12.2Tn in our Commercial Portfolio
26
Transaction Capabilities Growth Driven By Mobile Banking
Transaction Volume
Quarterly Transaction Value (Rp Tn)
Quarterly Transaction Volume (Mn)
375
ATM
Branch
Mobile Banking
Internet Banking
350
325
300
275
320
354
343
300
313
309 306 311
304
295
293
295
291
287
268
258 265
254
280
250
246 249
233 235
225
212 218
200
184
175
157
125
142
117
149
138
131
154
140
100
75
50
25
0
240
242
113
89
102
85
81
76
78
67
70
57
53
55
50 49 48 46
41 43 41 39
46
3942
51 47 48
46 45 44
44
44
36
32 31 34
17 18 23 26
12
191
238
12
16.2
15.5
14.4
14.1
13.8
13.6
12.6
12.6
12.4
11.8
10.0
9.2
8.6
8
8.2
7.7
122
96
96
0
10
154
100
20
11.6
11.1
10.6
210
148
120
40
208
193
179
170
140
60
Debit Cards
Mobile Banking
Internet Banking
248
220
80
16
14
237
133
117
294
253
245.0
160
156
172
150
260
180
190
294
271
200
196
189
ATM
Mobile Banking
Internet Banking
Quarterly Users (Mn)
85
93
69
84
55
68
47 53.039
34
40 37
37
29 33 33
35
27
36 35 35
23
36
18
18
28
33
14
8 11
7
4 4 5 7
2
6
4
5.6
5.3
4.7 4.9
6.3
5.8 6.1
6.5 6.7
6.8
7.5
7.4
7.1 7.3 7.4
6.9 7.0
3.2
2
1.2
1.01.1 1.2
1.3
1.8 1.9
1.7
1.4 1.5 1.6
2.3
2.0 2.1 2.2
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
4Q '10
4Q '09
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
4Q '10
4Q '09
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q'12
4Q '11
3Q '11
2Q '11
1Q '11
4Q '10
4Q '09
0
27
Retail Payment System Gaining Traction
Fee Income from e-channel Tx (Rp Bn)
Q4
Q3
Q2
Volume Mandiri Business
Saving Account (Rp Tn)
Numbers of EDC
Q1
125.2
120.6
7.7%
YoY
Growth
106.4
108.5
102.3
862.6
771.0
17.7%
YoY
Growth
85.8
843.4
742.7
59.4
664.8
683.3
33,732
47,127
92,903
180,532
230,352
270,352
286,861
236,711
239,312
239,670
247,859
2013
2014
2015
2016
1Q17
2Q 17
3Q 17
663.4
758.2
2012
711.7
2011
414.7
2010
347.6 382.0
2009
3Q'17
3Q'16
2016
2015
2014
2013
2012
2011
2009
2010
2017
2011
2010
2009
8.0
2016
2014
17.7
2015
2013
249.3
318.6
285.7
194.5
166.6 196.5
258.2
126.2 200.3
34.7
490.3
361.8
313.9
2012
223.7
437.5
315.2
268.5
489.2
604.3
312.8
790.0
464.4
765.2
512.9
28
Making Inroads into SME and Retail Payments
789,300
845,073
851,069
853,539
848,132
847,370
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
# of Transactions (000)
43,080
40,346
39,025
37,059
34,251
29,967
28,122 29,040
26,441 27,591
24,676
22,570
18,216
17,802
15,971
15,312
13,542
149,294
135,267
126,545
126,857
105,781
118,389
89,906
89,389
79,173
88,013
79,970
73,666
57,447
53,124
47,304
42,582
11,535
25,857
Co-promotion with the ITC Group for the merchants and the buyers
who transact in ITC using Mandiri Debit and also a reward program
for the building management.
3,000
40,285
18,528
Belanja Hoki/ Dagang Hoki Program
6,000
# MIB Transaction Value & Users
32,273
Prizes for buyers who do the transactions in the merchant (as a
participants), or using Mandiri EDC. For sellers, they have the
opportunity to be included into the national lucky draw.
1Q '15
Mandiri Belanja Untung Program
15,000
9,000
# of Volume
Fiesta Point Program
A program to get points based on savings average balance and # of
transactions through e-channel or branch, so that customer has the
opportunity to earn immediate prizes.
18,000
12,000
4Q '14
3Q17
3Q '14
2Q17
2Q '14
1Q17
1Q '14
2016
4Q '13
2015
21,000
3Q '13
2014
11,385
14,068
9,235
12,616
10,601
2Q '13
2013
20,357
20,186 20,187 20,329 19,927
18,373
19,355
17,444
18,974
15,996
14,508
17,101
12,773
16,052
1Q '13
2012
450,000
400,000
350,000
300,000
250,000
200,000
150,000
100,000
50,000
-
344,607
331,271
340,288
382,104
322,377
334,912
267,195
348,059
308,832
322,587
299,417
349,868
306,831
290,019
272,212
265,423
261,935
212,844
201,106
643,334
# MTB Transaction & Volume
543,972
# SME Business w/ Mandiri Acc
1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q
'13 '13 '13 '13 '14 '14 '14 '14 '15 '15 '15 '15 '16 '16 '16 '16 '17 '17 '17
Transaction Value (Rp Bn)
# of Active Users
29
155.5%
172.2%
175.0%
4,000
6,000
8,000
10,000
12,000
14,000
30
Special Mention Ratio
Special Mention
Prov/NPL
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q'11
3Q'11
2Q'11
1Q'11
Gross NPL Ratio
112.7%
124.5%
16,000
18,000
20,000
137.7%
136.2%
3.75%
3.82%
3.98%
4.00%
3.81%
3.86%
3.18%
2.60%
2.81%
2.43%
2.27%
2.15%
2.16%
2.23%
2.07%
1.90%
1.90%
1.89%
2.08%
1.87%
2.04%
2.07%
2.22%
2.21%
2.56%
2.42%
2.60%
3Q'17
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
1Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q'11
-
4.3%
3.9%
22,000
134.2%
135.0%
133.2%
126.6%
24,000
157.4% 150.5% 145.5%
185.3%
174.2%
185.1%
187.6%
185.1%
185.5%
189.6%
2,000
4.3%
3.9%
4.7%
4.6%
4.0% 4.0%
4.4%
3.9% 4.1%
3.8%
3.8%
4.1% 4.3%
4.3%
4.7%
5.5%
5.3%
5.1%
5.1%
5.0% 5.0%
4.5%
26,000
28,000
30,000
32,000
34,000
Category 2 Loans
NPL Movement - Consolidated
Gross NPLs 3.75%, Coverage at 135.0%, Category 2 at 4.7%
32,502
31,586
28,271
25,823
31,122
30,255
31,458
27,078
28,547
29,549
27,116
22,958
23,825
21,586
19,272
17,755
17,672
16,989
15,626
14,856
15,676
13,606
13,944
12,986
Q3 2017 Total NPLs of Rp 22.66 Tn
Non-Performing Loan Movements (Rp Tn) – Bank-Only
0.65
Movement by Customer Segment (Rp Bn)
0.67
2.72
2.14
0.42 22.66
22.98
Corp
Comm
Micro
536
2,000
526
252
1,500
806
Corporate
Commercial
Small
Micro
Consumer
Total
* Excluding loans to other banks
3Qr
(Rp tn)
0.01
(0.93)
0.24
0.09
0.27
(0.32)
458
3Q' 2017
Non-Performing Loans by Segment
NPLs
(Rp tn)
0.94
16.01
2.25
1.43
2.03
22.66
Cons
3,000
2,500
2Q' 2017 UG to PL DG to NPL Payment Write-Offs Other
Small
NPLs
(%)
0.40%
10.16%
3.81%
2.51%
2.13%
3.74%*
397
1,000
86
500
39
84
855
1,038
446
-
-
-
-
UG to PL
DG to NPL
W/O
31
3Q17 Net Downgrades of 0.31% On Loans Originated since
2005
Total Loans originated since 2005
Net Upgrades(%)/Downgrades(%)#
Loan
Background
Q
Balance
(Rp Bn)
3Q 2017 Details
3Q
2015
4Q
2015
1Q
2016
2Q
2016
3Q
2016
4Q
2016
1Q
2017
2Q
2017
3Q
2017
DG to
NPL
%
UG to
PL
%
Corporate
232,414
0.38
0.24
0.13
0.24
-
0.32
0.14
0.43
-
-
-
Commercial
152,682
0.83
0.77
1.97
3.02
0.16
3.87
1.13
1.07
0.14
0.43
0.29
Small
56,882
1.24
0.54
1.31
1.50
1.36
0.63
1.20
1.65
1.23
1.37
0.14
Micro
56,938
1.50
1.08
1.37
1.45
1.35
0.84
0.94
1.09
0.86
0.92
0.07
Consumer
95,058
0.25
0.17
0.32
0.21
0.30
0.17
0.37
0.39
0.47
0.56
0.09
593,974
0.68
0.31
0.94
1.28
0.35
1.36
0.49
0.42
0.31
0.42
0.11
Total
# % downgrades and upgrades are quarterly % figures
32
0.0
10.0
20.0
30.0
40.0
50.0
60.0
Restructured Loans
0.0%
5.0%
15.0%
0.8%
0.2%
0.2%
3.9%
2.3%
4.4%
1Q17
4Q16
3Q16
2Q16
1Q16
4Q15
2Q15
1Q15
4Q14
3Q14
2Q14
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
4Q '10
4Q '09
% DG to NPL After Being Restructured
33
1.1%
3.6%
2Q17
% NPL in Restructured Loan
3.4%
1.6%
5.5% 5.7%
13.9%
31.1%
29.6%
33.7%
33.0%
23.6%
26.2%
17.6% 17.8%
17.2%
16.2%
14.9%
13.5% 11.7%
13.0%
12.8%
10.0%
20.0%
25.0%
30.0%
35.0%
40.0%
Downgrade to Non-Performing After being Restructured
Restructured Loans at Rp 49.9 Trillion
49.9
48.8
47.3
47.2
39.3
34.1
28.3
28.9
26.4
20.9
14.4
11.8
10.2
11.5
11.2
12.7
12.5
12.0
11.7
11.7
14.0
13.9
14.2
13.5
13.5
13.6
13.1
14.3
17.1
3Q17
3Q15
Enhancing Synergies & Value from Subsidiaries
Niche Banking
Multi-Finance
Total Assets
Rp27.7Tn
Total Loans
Rp9.2Tn
Total Disbursement
Rp15.6Tn
Equity & FI Underwriting
Rp44 Tn
Annual FYP
Rp2.4Tn
Net Interest Margin
6.5%
Net Interest Margin
2.9%
Total Deposits
Rp74.8Tn
Equity Trading Volume
Rp109 Tn
ROA
3.8%
ROA
2.0%
ROA
3.0%
ROE
5.5%
ROE
5.5%
ROE
54.4%
ROE
12.8%
ROE
17.5%
• Expansion of business to
fully utilize current capital
base
• Cross-sell capital market
services to broad range of
Mandiri customers
• Refocus business toward
higher fee income
• Providing end-to-end bank
assurance business
• Continue to build cross-sell
opportunities in various
segments
• Bancassurance products to
complete our suite of
consumer offerings
• Enhancing operating
model
• Improving risk
management systems and
IT
• Improving productivity
• Pe et ate Ba k Ma di i s
network and customer
base to develop the
multifinance segment with
a strong focus on new 4
wheel vehicles.
Syariah Banking
Investment Banking
Total Assets
Rp84.1Tn
Bond Trading Volume
Rp75 Tn
Total Financing
Rp58.7Tn
• Remains the leader in
syariah financing
• Capital injection program
over 3 years
• Cross-selling syariah
products to Mandiri
customers
Insurance
34
Net Profit After Tax (Rp Bn)
186
277
300
434
262
280
331
387
247
274
360
308
316
297
348
256
269
270
298
259
262
234
258
255
237
183
171
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
Annual First Year Premium (AFYP) (Rp Bn)
861
746
756
1,046
591
668
760
893
719
816
648
648
874
832
611
774
726
850
695
667
712
892
796
946
769
742
820
3Q '17
2Q '17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
(29.1%) YoY
Growth
45.7% YoY
Growth
AXA Mandiri Financial Services Performance
35
3Q'17
2Q'17
1Q '17
4Q '16
3Q '16
2Q '16
1Q '16
4Q '15
3Q '15
2Q '15
1Q '15
4Q '14
3Q '14
2Q '14
1Q '14
4Q '13
3Q '13
2Q '13
1Q '13
4Q '12
3Q '12
2Q '12
1Q '12
4Q '11
3Q '11
2Q '11
1Q '11
(1.4)% YoY
Growth
# of Policy Holders ( 000)
3,883
3,871
3,930
4,101
3,939
3,961
3,832
3,710
3,465
3,360
3,162
2,962
2,657
2,479
2,354
2,217
2,123
2,033
1,967
1,919
1,878
1,859
1,791
1,744
1,695
1,639
1,603
Ba k Ma di i s
Co po ate Guida e
2017 Target
9M17 Realization
Gross Loan Growth (YoY)
9.0% - 11.0%
9.8%
Low Cost Deposits
Rp 537.0 Tn
Rp 492.5 Tn
Net Interest Margins
5.7% - 5.8%
5.86%
43.0%
44.8%
Gross NPLs
3.5% - 4.0%
3.75%
Cost of Credit
2.5% - 2.7%
2.39%
# of New ATMs
197
234
# of New EDCs
10,000
11,148
# of New Micro Network
34
-
# of New Conventional Branches
16
13
Efficiency Ratio
36
Operating Performance
Highlights
37
Corporate Banking, Government & Institutions
Performance to Date: 9M2017 (Rp Bn)
1,818
Strategies for 2017
860
7,875
488
7,386
3,202
3,715
1. Focusing on Anchor Clients and
penetrating through using of
Transaction Banking
2. Account Plan implementation for top
76 Corporate Banking Customers.
3. P o ide o e stop se i e solutio s fo
usto e s t a sa tio s a d eate
new business process to accelerate
the execution of Account Plan
including effective and responsive
Complaint Handling.
4. Strengthen business alliance with
Mandiri InHealth & Mandiri DPLK to
ease corporate customers to manage
their needs in health insurance &
pension fund / severance
38
Treasury & Market
Performance to Date: 9M2017 (Rp Bn)
3,743
422
7,134
3,847
Strategies for 2017
81
7,024
1. Implement client segmentation
strategy for Treasury anchor and nonanchor clients.
2. Increase retail coverage of fixed
income and structured products.
3. Develop new FI client coverage model
and implement segmentation strategy.
4. ‘e italize o e seas offi es fu tio as
a distribution channel, and introduce
new business models.
5. Enhance retail brokerage program in
Mandiri Sekuritas.
6. Upgrade business license status of
Mandiri Sekuritas Singapore Office.
39
Commercial Banking:
Strong revenues from Assets
Performance to Date: 9M2017 (Rp Bn)
760
Strategies for 2017
1.Tighten risk management practices by
centralizing big ticket loan approval from
regional office to head office
2.Focusing on clients within the value
chain / business ecosystem of our
corporate banking clients
3.Selectively growing the business to
sectors and regions as stipulated in
bank-wide portfolio guidance
382
5,252
1,688
3,186
6,462
-1,210
40
Commercial Banking
Solid & Stable Source of
Low Cost Funds
Expanding Scope of Distribution, 3Q 2017
Sumatera
Loans = Rp 17.4 tn
Funds = Rp10.2 tn
Kalimantan
Loans = Rp 5.0 tn
Funds = Rp 4.2 tn
Eastern
Loans = Rp 3.2 tn
Funds = Rp 2.9 tn
Product
3Q
2017
3Q
2016
Demand
Deposit
34.83
36.20
-3,78%
Rupiah
25.63
21.22
20.79%
FX
9.20
14.98
- 38.57%
Saving
Deposit*
10.37
7.98
29.98%
Total CASA
45.21
44.18
2.32%
Total Funding
64.09
60.97
5,12%
Growth
Java and Bali
Loans = Rp 131.9 tn
Funds = Rp 46.7 tn
CASA Ratio = 70.53%
Funding from Java & Bali = 73%
of total funding
* Business Savings Product
41
Micro & Business Banking:
Selectively growing our high margin business
Performance to Date: 9M 2017 (Rp Bn)
Strategies for 2017
1,864
2,530
5,930
10,065
4,194
5,871
4,801
1. Continue to develop retail payment
solutions for top retail industry value
chains and business clusters in order to
increase low cost deposit and fee-based
income
2. Develop customer education to further
increase usage of retail products as well as
e-channel transactions in order to increase
usto e s lo alt a d ala es.
3. Focusing on micro and SME clients within
the business ecosystem of our corporate
banking clients
4. Growing liability spread by requiring SME
clients to put their transactional
account/CASA in Mandiri
5. Cross-selling with other products, such as
transaction banking, to increase fee based
income
6. Within micro, focusing on urban and semi
urban areas as well as targeting fixed
income earners
42
Business Banking :
Solid & Stable Source of
Low Cost Funds*
Scope of Distribution, 3Q 2017
Rp Tn
Sumatera
Loans = Rp 12.5 tn
Funds = Rp 18.2 tn
Medan
Pematang siantar
Pekanbaru
Kalimantan
Loans = Rp 9.1 tn
Funds = Rp 6.7 tn
Samarinda
Palembang
B.Lampung
Jambi
Tangerang
Jakarta
Bekasi
Product
Manado
Pontianak
Batam
Padang
Eastern
Loans = Rp 7.3 tn
Funds = Rp 8.1 tn
Palu
3Q
2016
Growth
YoY
Demand
Deposit
37.5
34.6
8.5%
Saving
Deposit
79.3
72.0
10.1%
Total CASA
116.8
106.6
9.6%
Total
Funding
138.7
131.1
5.8%
Jayapura
Balikpapan
Banjarmas
in
Solo
Surabaya
Makassar
Bogor
Bandung Semarang
Java and Bali
Loans = Rp 30.1 tn
Funds = Rp 105.7 tn
3Q
2017
Denpasar
Branch Class that covered SME Customers
A.1 : 34
B.2 : 71
A.2 : 46
B.3 : 68
B.1 : 42
B.4 : 23
CASA Ratio = 84.2%
Funding from Java & Bali = 76.1%
of total funding
43
Consumer Banking:
Significant growth in spread and fee income
Performance to Date: 9M2017 (Rp Bn)
3,707
Strategies for 2017
965
12,997
1,773
11,224
7,246
3,008
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
Mortgage package
Mortgage priority
Mortgage for depositors
Instant approval for mortgage
Selco Xtra payroll loan
SOE synergy for payroll loan
Regular top up for payroll loan
Cross-sell payroll loan
Regular auto loan through branch referral
Improving the quality of new card holders
acquisition
Raise the limit of credit card
Usage program with strategic partner
Mandiri
Bonus
Program
(Bonus
Untung, Bonus Max, Bonus Plus, etc)
Regional marketing program for savings
Special program for drop fund depositors
Bundling program
Internal branch contest for saving
44
InHealth – Opportunity to Increase Fee Income and
Contribute to the Insurance Portfolio
1,800
1,600
1,400
1,200
1,000
800
600
400
200
-
1,410 1,400
1,073
1,432
1,591 250
1,620
200
1,272
1,203
150
811
100
203
36
50
78
47
107
120
203
155
164
126
135
0
2009 2010 2011 2012 2013 2014 2015 2016
Profit (Rp Bn)
9M16 9M17
GWP (Rp Bn)
8,000
1,600,000
1,400,000
1,200,000
6,242
6,314 6,262 6,094 6,189
7,072 7,018 6,855
5,501
6,000
1,000,000
800,000
4,000
600,000
1,463,400
1,247,334
940,696
1,087,313
1,141,896
1,118,206
1,175,240
1,023,228
200,000
692,831
400,000
-
2,000
2009 2010 2011 2012 2013 2014 2015 2016 9M17
Total Member
# of Providers
Leveraging our institutional, corporate, &
commercial customers
We have over 700 institutional, 300 corporate, and 1,700
commercial customers with the potential to become members
of InHealth
Providing solutions through our banking
products to InHealth healthcare provider
• InHealth has 6,855 healthcare providers and recorded over
Rp 1,016 Bn in claims year to date 2017
• Bank Mandiri will leverage the hospital network as I Health s
partner to increase transactions through enhanced cash
management products
• Bank Mandiri also will provide retail packaged products for
all the doctors as I Health s partner
Cross-selling Mandiri products to InHealth
members
InHealth earned premium payments of Rp 1,257 Bn in 2017
year to date from clients. Going forward, Bank Mandiri will
encourage the use of cash management products through
Bank Mandiri s distribution channels and cross sell other
products to over 1.4 Mn InHealth members.
45
2Q'17
1Q'17
4Q'16
3Q'16
2Q'16
4Q'15
3Q'15
2Q'15
1Q'15
4Q'14
3Q'14
2Q'14
1Q'14
4Q'13
3Q'13
2Q'13
1Q'13
4Q'12
3Q'12
2Q'12
1Q'12
4Q'11
4Q'10
4Q '09
4Q '08
4Q '07
80.2%
58.72
3Q'17
81.9%
58.06
2Q'17
79.5%
55.42
1Q'17
79.2%
55.58
4Q'16
80.4%
53.24
3Q'16
82.6%
52.71
2Q'16
80.1%
50.74
1Q'16
51.09
4Q'15
50.60
3Q'15
85.3%
50.40
2Q'15
81.7%
48.80
1Q'15
82.1%
49.13
4Q'14
85.7%
49.32
3Q'14
89.9%
49.60
2Q'14
90.3%
49.82
1Q'14
89.4%
50.46
4Q'13
91.3%
49.70
3Q'13
94.2%
48.40
2Q'13
95.6%
46.30
1Q'13
93.9%
44.50
4Q'12
93.9%
41.82
3Q'12
92.2%
39.93
2Q '12
87.2%
37.44
1Q '12
86.2%
36.73
4Q '11
23.97
4Q'10
16.06
4Q '09
13.28
4Q '08
10.31
4Q '07
82.7%
83.1%
89.1%
91.1%
Financing
82.0%