Do not put content on the brand signature area Prague, 2 nd February 2012 Restructuring Leasing Portfolios Bas Hoekstra Head of Product Management Keeping up with Stakeholder demands

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline Background - Company overview Profile ING Lease ING Lease is a product of ING Bank providing asset- based finance solutions to its clients on a pan- European scale. ING Lease operates under the brand name ING Lease providing financial and operating lease services: Background Wholly owned by ING Bank N.V. Scale€ 17.6 Bln Trading parent trading in Amsterdam (INGA) Target Customers SME, Mid Corporate and Corporate segments, present in 16 European countries Route to Market Bank channel, Direct, Vendors, Intermediaries Number of fte1527 Number of Clients 170,000 Key player in Europe ING Lease is the 6th largest leasing company in Europe according to the Leaseurope 2010 ranking, which is based on new production volume. RankCompany Name 1BNP Paribas Equipment Solutions 2UniCredit Leasing S.p.A. 3SG Equipment Finance 4Volkswagen Leasing GmbH 5Deutsche Leasing 6ING Lease 7CREDIT AGRICOLE LEASING 8De Lage Landen International B.V. 9 Leasint – Centro Leasing Banca “Gruppo ISP” 10Nordea Finance 2

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline 3 The current environment challenges status quo… Political Regulatory Ultimate capital targets under Basel III, including SIFI buffers, not yet known Ultimate rules on liquidity and funding not yet clear Additional measures under discussion Economic Ongoing crisis in theEurozone Longer term solutions require strong European leadership Elections pending in major global economies in 2012 Sovereign debt crisis ongoing Volatility in financial markets Very uncertain short-term economic outlook in EU, US and Asia Restructuring Leasing Portfolios - February 2012 Adapting to the new environment  Customer Centricity  Operational Excellence  Balance Sheet Optimisation This implies rethinking of ideal portfolio make up

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline 4 We have aligned our business closer to the bank’s Which implies:  Hierarchical changes and functional steering.  Product Management organisation instead of a holding organisation.  Recognition of RWA benefits of the product.  Aligning to client base of the bank where feasible and profitable.  Tapping in to distribution network where efficient and cost effective.  Adapting to target segmentation local bank Restructuring Leasing Portfolios - February 2012 Bank only Bank and leasing presence Bank and leasing closer aligned presence

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline Deposits (total corporate) Example ING Poland Loans (total corporate) PKO BP Pekao BZ WBK Citibank Millennium Raiffeisen BRE Bank BGŻ Nordea Pekao PKO BP BRE Bank BZ WBK Raiffeisen Millennium Kredyt Bank Citibank Getin Bank is leading market player Restructuring Leasing Portfolios - February 2012, Market share, Sept. 2011, % Source: NBP; DMK 5 NoCompany name Market share 1 Europejski Fundusz Leasingowy S.A.14,7% 2 Raiffeisen Leasing Polska S.A.11,8% 3 BRE Leasing Sp. z o.o.7,9% 4 Pekao Leasing Sp. z o.o.7,3% … % Vehicles in 2010 (production) NoCompany name Market share 1 Europejski Fundusz Leasingowy (EFL)9,3% 2 Millennium Leasing Sp. z o.o.8,0% 3 Siemens Finance Sp. z o.o.7,8% 4 BZ WBK Finanse&Leasing S.A.6,9% … % Machinery & Industrial in 2010 (production) No Company Market share (%) 1 Europejski Fundusz Leasingowy Raiffeisen Leasing Polska9.3 3 BRE Leasing7.1 4 Pekao Leasing Millennium Leasing6.2 6 ING5.0 Total ranking based on portfolio in 2010 ING Lease in top 10

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline Historically a mismatch in target segments  Asset mix within portfolio changes over time to balance out more evenly.  New support system for standardised lease product.  Extension/ development of Small Ticket Leasing capability for the Retail Bank Clients and part of the Corporate business.  New back office system - current system not able to support future growth strategy.  Change of distribution model - Sales increase via Corporate & Retail Bank  ING Lease specialised product staff in all Corporate and Retail Bank regions.  Leasing KPIs for Bank Account Managers  Operational Excellence:  FTE impact; Shift to smaller transactions results in substantial increase in number of contracts requires different capabilities for sales & servicing. New production per asset group (as % of total new production) Restructuring Leasing Portfolios - February  Ranking largely due to excellent Real Estate presence.  Lease used to target a different market segment than the bank.  Ambition: top 4 leasing company in the market measured in production; number 3 in portfolio size. To achieve that:  Market share in vehicles, machinery & equipment needs to be increased.  Leading position in real estate and rolling stock needs to be maintained. It will result in a restructure of the portfolio mix:  RE-Movables vs today

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline Utilise bank sales network better Bielsko-Biała 1 ING Lease 2011 Corporate Sales Force 27 Retail Sales Force13 ING Bank Slaski 2011 Corporate Sales Force regions 12 Corporate Banking Centres 32 Corporate Branches Commercial Banking115 3 regional hubs

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline Lease financing integrated part of ING internet offering Trade Finance » Project ING Direct Business Credit » ABL One Face » corporate lending » « Front End « ING Direct Business « Electronic applications « Account opening on ING website « e-INGvoicing « on-line Trezor « e-Custody FX Trader »  ING BusinessOnLine as main Internet tool to offer all corporate products including Lease  Internet / Contact Centre as main channel to service simple product clients  Straight-through-processing Restructuring Leasing Portfolios - February

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline Provide Lease on ING internet site Provide Lease in ING BusinessOnLine (better service) Provide Lease in Fast Track credit process (x-sell) Enable the bank relationships managers to offer lease (ABL) products on the same basis Simplify and automate credit process for Lease products offered for ING Bank customers Improve the efficiency of Lease processes => 50% of ABL products credit decisions via short credit process in Fast-Track Main goal:Increase sales of Lease products among Bank Clients Restructuring Leasing Portfolios - February ABL One Face – Leasing facility  Focusing on mid- and small- ticket, bigger number of transactions, local currency  ABL Product specification:  cars, trucks, trailers, building machines, forklifts  PLN only  average transaction – EUR 25 k  process consistent with Bank’s procedures

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline There is a lot to be gained; Major shift – Major Benefits Balance Sheet Optimisation Innovative Customer Centricity Better service bank and bank customer Utilise liquidity and funding directly where it is sourced Developing distribution channels. Improving operations. Drive for excellence. Risk Weighted Assets From RWA perspective Leases are favourable:  Substitution of loans with leases. Restructuring Leasing Portfolios - February