1. Rezultate Financiare T1 2012 si Proiecte 2012
Misu Negritoiu
CEO ING Bank Romania
15 iunie 2012
Welcome
In October last year we announced that we were going to integrate our banking activities across the globe into One Bank, with one management team and one balance sheet.
The high level governance structure of the One Bank took effect at the start of this year and in March at the first IIC we were able to present to you our overall One Bank vision.
We discussed with you how we envisioned the one bank to become the Most Preferred Bank for our customers. And together with you we defined the three shared priorities key to achieving this goal: customer-centricity, operational excellence and to be a top employer.
During the months that followed, all business units worked on their specific strategic ambitions and action plans. In the meantime we conducted analysis of the market and competitive landscape. And we got more clarity about the impact of the new regulatory environment that is emerging, and the constraints we face as a result of that.
So over the summer we were able to put all BU plans together and try to reconcile those with the resources that are available. And although this was a very difficult exercise, I believe we now have a clear strategic direction going forward.
I am very happy we can share it with you today.

2. Agenda ING Bank ING Bank Romania Rezultate financiare T1 2012
Proiecte 2012

3. Presiuni economice, politice si de reglementare
Social/ Economic
Politic
De reglementare
Recesiunea in Europa continua, revenire putin probabila inainte de 2H2012
BCE ofera bancilor lichiditati suport prin intermediul operatiunilor de refinantare pe termen lung
Viitorul Greciei este nesigur – in ciuda transei a doua de creditare (13 billioane €)
Situatia in Spania este critica – somajul atinge nivele record, in 10 ani randamentul obligatiunilor ajunge la 6%
Continua criza datoriilor in zona Euro
Dezbateri in Europa cu privire la masuri “doar de austeritate”
Masuri/ initiative de crestere iau amploare in Uniunea Europeana
Fondul de rezerva din zona Euro a crescut la 800 mld. €
Schimbari politice in Franta si Olanda
Cerinte mai mari in ceea ce priveste capitalul (Basel III)
FMI atentioneaza ca bancile isi vor reduce bilanturile cu pana la 2 trilioane € in urmatoarele 18 luni
Continua procesul de reducere a expunerii
Regulile cu privire la lichiditate si consolidare nu sunt inca foarte clare
Recession across Europe still ongoing - recovery now seems unlikely before 2H2012, despite liquidity injections from ECB and monetary stimulus
ECB’s Long Term Refinancing Operation (LTRO) initially seemed to ease pressure on eurozone bank funding. Second LTRO was particularly successful banks took up EUR 530 billion of three year liquidity (especially Spanish and Italian banks). ECB has not ruled out a third LTRO in 2013.
EUR 13 billion bailout deal on Greek Government debt agreed in March. Future of Greece remains uncertain with debt levels forecast to rise in the future – risk is that Greece may need a second restructuring in 2013 / 2014.
Spain missed the EU deficit target in March by 2.5%. The new government, led by Mariano Rajoy, continues to implement austerity measures in Spain despite increasing resistance from the Spanish population. Yields on 10 year Spanish bonds hit six percent in April 2012, causing markets to become nervous again.
Spain (and Portugal) may need support from ESM (European Stability Mechanism) in 2H2012, despite Spanish ministers stating they do not require support from the eurozone’s bailout fund.
Eurozone debt crisis continues and shows no sign of improving in 1H Eurozone bailout fund (ESM & EFSF) increased to approx. EUR 800 billion at end of March (but only EUR 500 billion is new money).
Majority of European countries continue with austerity measures, yet the gap between Northern and Southern European countries is widening in economic growth and competitiveness.
Hollande defeats Sarkozy in French presidential elections – first Socialist to win for seventeen years in France. Situation in the Netherlands becoming more contentious – Dutch government resigns over lack of agreement on austerity measures and NL’s triple A rating is also under pressure
The IMF recently published a Global Financial Stability report and warned that European banks looked set to shrink their balance sheets by EUR 2 trillion over the next 18 months.
ING Bank - abordare prudenta in 2012; concentrare pe consolidare, capital & lichiditati

4. Rezultat net inainte de taxe
Rezultatul ING Bank semnificativ mai mare vs. T dar mai mic decat Q1 2011, datorita ajustarilor
Rezultate ING Bank (in milioane EUR)
Rezultat brut
Provizioane
Rezultat net inainte de taxe
Rezultatele includ efectul negativ al CVA (Credit Valuation Adjustments), in valoare de EUR 304 milioane in T Excluzand aceste ajustari, rezultatul este cu doar 6,8% mai mic fata de rezultatul exceptional din T1 2011
Costurile cu riscul s-au redus usor vs. 4Q11 dar este de asteptat sa ramana la un nivel ridicat + =
1Q11
2Q11
3Q11
4Q11
1Q12
1Q11
2Q11
3Q11
4Q11
1Q12
1Q11
2Q11
3Q11
4Q11
1Q12
Bank results improved strongly from 4Q but declined versus Q1 due to the credit adjustments.
Excluding CVA/DVA and changes in FV changes on own debt, the gross result was up 5.3% compared with the first quarter last year
Risk costs declined slightly from the previous quarter but remained elevated
The underlying result improved to EUR 1,126 mln
ING Profile 1Q2012 3

5. Performanta
ING Bank - performanta solida in T in ciuda incertitudinilor
Performata solida in T – rezultate mai mari cu 65,1% fata de T in ciuda unei ajustari negative de valoare CVA/DVA in Commercial Banking si a pierderilor cauzate de de-risking
Depozite noi de 11,4 mld. EUR efectuate de clientii Retail, ceea ce demonstreaza clar pozitia solida de finantare si angajamentul de a consolida bilantul
Finalizarea procesului de vanzare a ING Direct SUA, cu venituri nete de 489 mil. EUR, consolidand pozitia de capital si rata capitalului de baza (crestere de la 9,6% la 10,9%)
ING isi pastreaza angajamentul de a plati datoria catre Statul Olandez cat mai repede posibil, in conditii acceptabile pentru toate partile co-interesate
ING a initiat discutii cu Statul Olandez si impreuna vor demara un dialog cu Consiliul European, ca urmare a deciziei favorabile a Curtii la apelul facut de ING
Strategia ING pentru 2H 2012 se va concentra pe:
Continuarea procesului de consolidare a pozitiei de finantare prin atragerea de depozite
Continuarea procesului de de-risking si de consolidare a bilantului
Adaptarea ofertei la profilul si nevoile specifice ale clientilor
ING Bank delivered a strong performance in Q1, once again demonstrating the strength of our banking franchise
Bank underlying result before tax of EUR 1,126 million, down 26.5% compared to Q but up 65.1% compared to Q4.
In Retail Banking, the EUR 11.4 billion net inflow of deposits in Q1 showed customers’ continued confidence in entrusting their savings with us. And net mortgage and other lending in our retail businesses increased by EUR 3.4 billion as we continued to meet our customers’ credit needs.
Core Tier-1 ratio strengthened to 10.9% from 9.6% in Q4, reflecting the sale of ING Direct USA and continued capital generation.
ING remains committed to repaying the Dutch state as soon as possible under terms acceptable to all stakeholders.
ING has begun discussions with the Dutch State and together we will soon start discussions with the EC following the favourable court ruling on the appeal. 4

6. ING Bank Romania 5

7. Rezultate financiare ING Bank Romania (IFRS)
Active totale (in mil. RON)
Crestere generata de cresterea creditelor si a portofoliului de titluri de stat
Venituri (in mil. RON)
Cresterea venitului net datorata cresterii volumului de credite si depozite
Profit brut (in mil. RON)
Cresterea profitului brut datorata cresterii veniturilor si unui ritm mai scazut de crestere a costurilor
20%
23%
36% 6 6 6 6

8. Imbunatatirea situatiei bilantiere
Economii & Depozite (in mil RON)
Majorarea pasivelor generata atat de segmentul persoane fizice cat si de cel de persoane juridice
Credite (in mil. RON)
Creditele au crescut cu 15%, cu un avans mai mare pe segmentul persoane juridice
Cota de piata (Total active)
Cote de piata: 4,49% in Creditare de la 3,93% (Dec’11); 5,25% in Economii & Depozite de la 5,12% (Dec’11) 4%
15%

9. Proiecte 2012 Consolidarea pozitiei de E-Bank
E-bank ING. Deschis oriunde, oricand
ING Bank este si on-line acolo unde sunt clientii sai
Lansarea site-ului si
a campaniei de promovare a serviciilor e-bank
Prezentarea produselor E-bank
Istoricul inovatiilor ING
Zona de educatie – dictionar de termeni, articole e-banking
Echipa de cercetatori ING
Experimente – filme amuzante cu diverse experimente efectuate in laboratorul ING
Zona de colectare feedback clienti (Social Media/ FaceBook)

10. Proiecte 2012 Mobile Banking
Aplicatia ING Home’Bank pentru telefoanele inteligente
Disponibila gratuit (fara costuri de instalare sau operare)
FastPay - scanarea/plata facturilor cu telefonul mobil
Operatiuni bancare cu si prin telefonul mobil
Plati in lei
Plata utilitati prin scanarea facturii
Vizionare curs valutar
Schimb valutar
Localizare ATM si Office
Vizualizare tranzactii pe ultimele 7 zile

11. Proiecte 2012 ING Wealth Management
Re-asezarea activitatii de Private Banking
Colaborare cu ING Luxemburg
Implementarea unei platforme interne cu acces la pietele internationale
Produse de investitii care valorifica oportunitatile actuale la nivel global
Produse structurate pe:
- evolutia actiunilor principalilor sponsori ai Jocurilor Olimpice Londra 2012
- pretul actiunilor unor retaileri internationali precum Abercrombie & Fitch
- cursul de schimb EUR/USD
- evolutia activelor unor companii de renume precum Apple, BMW si evolutia pretului aurului

12. Proiecte 2012 Campanii/Produse Premii Lansarea ING Card Complet
Campanie reusita de vanzare a creditelor in RON Volumul creditelor ipotecare in RON s-a triplat in Q vs. Q si tendinta se mentine si in Q2 2012
Premii
ING Call Center premiat ca cel mai bun Call Center (Contact Center Magazine)
Gold Effie pentru Campania “ING Bank. Pentru Oameni Mari”