Work Plan and Marketing Strategy in

Untuk terus meningkatkan pertumbuhan bisnis perbankan internasional pada tahun 2013, selain tetap mendorong pertumbuhan transaksi trade finance dan remitansi, bank bjb

akan lebih meningkatkan peran Financial Institution sebagai salah satu profit center dalam bisnis perbankan internasional. Beberapa rencana kerja dan strategi pemasaran yang telah dirancang untuk meningkatkan pertumbuhan di tahun 2013 adalah sebagai berikut:

Pengembangan bisnis trade finance melalui:

•฀ Meningkatkan฀ kualitas฀ layanan฀ transaksi฀trade dengan persiapan penerapan sistem manajemen mutu menuju sertifikasi ISO 9001.

•฀ Pengembangan฀ produk฀ dan฀ layanan฀trade finance sesuai kebutuhan pasar.

•฀ Menyelenggarakan฀Customer Gathering bersinergi dengan pihak terkait dalam upaya mengembangkan transaksi trade finance bank bjb.

•฀ Memberikan฀ support kepada cabang dalam kegiatan pemasaran kepada nasabah/calon nasabah potensial melalui analisis pemberian special treatment atau pendampingan dalam kegiatan pemasaran.

•฀ Melakukan฀direct/indirect selling produk Divisi International secara agresif

•฀ Implementasi฀ skema฀ harga฀ yang฀ leksibel฀ untuk฀ layanan฀ trade finance.

Pengembangan bisnis remitansi melalui:

•฀ Peningkatan฀kerjasama฀dengan฀agen฀remitansi฀di฀pasar฀Asia฀

dan Timur Tengah.

•฀ Mendorong฀ perluasan฀ jaringan฀ untuk฀ transaksi฀incoming remittance dapat diterima di seluruh wilayah Indonesia, baik melalui jaringan bank bjb maupun pihak lain.

•฀ Pengembangan฀sistem฀bjbquickcash.

•฀ Pengembangan฀ pelayanan฀call center sebagai customer supportcenter kegiatan remittance.

Performance of Remittance Business

In 2012, the volume of bank bjb’s remittance transactions amounted to Rp 28.018 billion. Expansion of the cooperation network is an effort to improve the performance of remittance business in 2012, as bank bjb cooperated with its correspondent banks as well as remittance agents in foreign countries in facilitating remittance transactions to Indonesia. Cooperation is also made with parties that are related to the placement of Indonesian migrant workers in foreign countries. In this way, bank bjb is expected to meet customers’ expectation in flexibility of sending money to all areas in Indonesia and overseas.

Work Plan and Marketing Strategy in

2013

To enhance the growth of its international banking business in 2013, in addition to promoting growth of trade finance and remittance transactions, bank bjb will also intensify the role of the Financial Institution as a profit center in the international banking business.

Among the work plans and marketing strategies developed to increase growth in 2013 are as follows:

Development of trade finance business is conducted by: •฀ Increasing฀ the฀ quality฀ of฀ service฀ in฀ trade฀ transactions฀ by฀

preparing the implementation of quality management system towards ISO 9001 certification.

•฀ Expanding฀products฀and฀services฀of฀trade฀inance฀based฀on฀ market demand.

•฀ Holding฀customer฀gatherings฀to฀synergize฀with฀other฀related฀ parties as an effort to develop bank bjb’s trade finance transactions.

•฀ Supporting฀ marketing฀ activities฀ to฀ customers/prospective฀ customers at branch offices by providing special treatment or mentoring on marketing activities.

•฀ Conducting฀aggressive฀direct/indirect฀selling฀of฀products฀in฀ the International Division.

•฀ Providing฀ lexible฀ pricing฀ schemes฀ for฀ trade฀ inance฀ services.

Development of remittance business is conducted by: •฀ Improving฀ cooperation฀ with฀ remittance฀ agencies฀ in฀ Asia฀

and Middle East.

•฀ Promoting฀ network฀ expansion฀ for฀ incoming฀ remittance฀ transaction to be accesible throughout Indonesia, via bank

bjb’s network as well as other institutions. •฀ Development฀of฀bjb฀Quickcash฀system฀

•฀ Improving฀the฀call฀center฀service฀as฀customer฀support฀center฀ for remittance transactions.

Internasional & Tresuri International & Treasury

•฀ Program฀promosi฀yang฀efektif฀dan฀terarah.

•฀ Mengembangkan฀kerja฀sama฀dengan฀remittanceagent di dalam dan di luar negeri.

•฀ Membina฀hubungan฀kerja฀sama฀dengan฀instansi฀pemerintah,฀

swasta, dan lembaga lainnya yang dapat mendukung transaksi remittance.

Pengembangan bisnis financial institution sebagai salah satu

profit center, diantaranya melalui:

•฀ Peningkatan฀ transaksi฀ penerbitan฀bank guarantee untuk proyek-proyek migas dengan jaminan counter guarantee

dari bank koresponden.

•฀ Peningkatan฀ kerja฀ sama฀ dengan฀ bank฀ dan฀ non฀ bank฀

koresponden yang dapat mendukung peningkatan

competitiveadvantages produk-produk bank bjb.

•฀ Melakukan฀ transaksi฀ bisnis฀ dengan฀ bank฀ dan฀ non฀ bank฀

koresponden terkait produk forfeiting, risk participation,

guaranteeundercounter, maupun transaksi lainnya.

Tresuri

Tresuri di tahun 2012 ini memberi perhatian yang lebih besar kepada pengembangan transaksi sales nasabah, dengan fokus utama pada pengelolaan likuiditas serta risiko tingkat suku bunga dan mendasarkan diri pada prinsip kehati-hatian.

Perkembangan Bisnis Tresuri

Selama tahun 2012, kegiatan transaksi produk tresuri di Indonesia secara umum memperlihatkan perkembangan yang positif. Kondisi tersebut dipicu oleh sejumlah faktor pendukung, antara lain banyaknya dana asing yang masuk ke Indonesia, pertumbuhan ekonomi di dalam negeri yang cukup tinggi, serta kecenderungan penurunan tingkat suku bunga bank yang terus berlanjut. Divisi Tresuri memanfaatkan kondisi ini dengan melakukan transaksi jual-beli surat berharga dan transaksi valuta asing guna menaikkan pendapatan Bank dari sektor non-bunga.

Berikut ini transaksi-transaksi yang menjadi indikator perkembangan kinerja Produk Tresuri.

Transaksi Money Market

Instrumen money market sangat dipengaruhi oleh BI rate

•฀ Developing฀effective฀and฀targetted฀promotion฀programs.฀ •฀ Building฀cooperation฀with฀domestic฀and฀overseas฀remittance฀

agents.

•฀ Building฀cooperation฀with฀government฀institutions,฀private฀ institutions and other institutions that support remittance transactions.

Development of Financial Institution as a profit center is carried out by:

•฀ Increasing฀ the฀ transactions฀ for฀ the฀ issuance฀ of฀ bank฀ guarantee for oil and gas projects with counter guarantee from correspondent banks.

•฀ Increasing฀cooperation฀with฀correspondent฀bank/non-bank฀ that support competitive advantages of bank bjb products •฀ Conducting฀ business฀ transactions฀ with฀ correspondent฀

bank/non-bank on forfeiting products, risk participation, guarantee under counter and other transactions.

Treasury

In 2012, the Treasury Division focused more on the development of customers’ sales transactions, and especially on liquidity management and interest rate risk management on the basis of prudent principles.

Treasury Business Development

During 2012, activities in treasury product transactions in Indonesia generally showed a positive development. The favorable condition was triggered by a number of factors, including increasing amount of incoming foreign funds, the relatively robust growth in domestic economy, and the continuing downward trend in bank interest rates. Treasury Division took advantage of this favorable condition by engaging in marketable securities sale and purchase transactions as well as foreign exchange transactions to increase the Bank’s non- interest income streams.

The following transactions are indicators of the performance of treasury business.

Money Market Transactions

Penurunan bunga bank berdampak pada pendapatan yang berasal dari ekses likuiditas yang dikelola oleh Divisi Tresuri. Guna mengatasi masalah ini, Divisi Tresuri terus melakukan kegiatan trading melalui strategi short gapping yang ditandai dengan terus meningkatnya portofolio pengelolaan trading