試論美國(guó)富國(guó)銀行的小企業(yè)銀行業(yè)務(wù)-全文預(yù)覽
【正文】 better serve small businesses. – 問問“為什么不”－－大膽對(duì)當(dāng)前行業(yè)和慣性思維提出質(zhì)疑 Ask why not challenge current industry and our past conventional thinking. – 進(jìn)行小規(guī)模試點(diǎn)，促進(jìn)學(xué)習(xí)進(jìn)程 Small experiments accelerate learning. – 培養(yǎng)開拓才能，提倡主人翁意識(shí)－－在 5年前就創(chuàng)建了獨(dú)立的部門來(lái)負(fù)責(zé)新業(yè)務(wù)開發(fā) Nurture entrepreneurial talent and encourage initiative ownership – established a separate group five years ago to manage new initiatives. 市場(chǎng)營(yíng)銷和新產(chǎn)品開發(fā) Marketing New Product Development 測(cè)試和產(chǎn)品創(chuàng)新 Testing and Product Innovation Presentation Information Classification as Needed 16 設(shè)定目標(biāo) Targeting 向經(jīng)營(yíng)年限較長(zhǎng)且具有良好貿(mào)易信貸表現(xiàn)的小企業(yè)提供貸款 We target offers to longestablished small businesses with good trade credit 小企業(yè)貸款申請(qǐng) Business Loan Applications 輸入數(shù)據(jù)的質(zhì)量控制 Data Input Integrity Controls 輸入錯(cuò)誤信息會(huì)導(dǎo)致決策錯(cuò)誤 Input errors can cause decision errors 驗(yàn)證和預(yù)先篩選 Verification and PreScreening 發(fā)現(xiàn)有矛盾 /可能存在欺詐的貸款申請(qǐng) Finds inconsistent/possibly fraudulent applications 在使用記分卡前拒絕的貸款申請(qǐng) prescorecard declines 統(tǒng)計(jì)型記分卡 Statistical Scorecard 采用一個(gè)或多個(gè)統(tǒng)計(jì)型記分卡對(duì)申請(qǐng)人風(fēng)險(xiǎn)進(jìn)行排序 One or more statistical models for ranking applicant risk 挑選出交貸款人審核的申請(qǐng) Outsorted for Lender Review 由規(guī)則來(lái)確定哪些申請(qǐng)人需要貸款人審核 Rules determine which applications require a lender review 制定價(jià)格和貸款金額 Setting Price and Credit Amount 根據(jù)相應(yīng)的風(fēng)險(xiǎn)來(lái)確定價(jià)格和貸款發(fā)放金額 Price and amount of credit granted set according to relative risk 貸款發(fā)放和信貸評(píng)分 Unde rwriting Credit Scoring ? 已處理 200多萬(wàn)筆貸款申請(qǐng) Over 2 Million applications processed. ? 2/3的貸款決策由系統(tǒng)自動(dòng)完成， 1/3由人工審核 2/3rd of decisions made automatically with the remaining 1/3rd reviewed by lenders. ? 研究表明富國(guó)銀行小企業(yè)貸款處理成本是全行業(yè)中最低的 Studies show our cost of processing small business loans among the lowest in the industry. 主要數(shù)據(jù) Key Facts “企業(yè)通”貸款審批流程 Business Direct Loan Decisioning Process Presentation Information Classification as Needed 17 小企業(yè)記分卡的典型因子 Typical Elements of a Small Business Scorecard ? 行業(yè) Industry ? 經(jīng)營(yíng)年限、成為銀行客戶的年限 Years in Business, Years as a Customer ? 存款余額 Deposit balances ? 營(yíng)業(yè)收入 Revenue of the Business ? 營(yíng)業(yè)場(chǎng)所 Location of the Business ? 業(yè)主的信用記錄 Credit History of the Business Owner (s) – 可用信貸額度 Amount of Available Credit – 信用歷史長(zhǎng)度 Length of Credit History – 發(fā)生拖欠的次數(shù) Number of delinquencies ? 業(yè)主的金融資產(chǎn)和負(fù)債 Financial Assets and Liabilities of the Business Owner(s) ? 存款余額 Deposit balances ? 總負(fù)債 Total Debt burden Presentation Information Classification as Needed 18 對(duì)每個(gè)賬戶進(jìn)行持續(xù)的風(fēng)險(xiǎn)評(píng)估，并采取必要措施以提高贏利性 Conducting ongoing assessment of the risk of each account and taking necessary actions to improve profitability. ? “行為評(píng)分 Behavior Scores” – 根據(jù)現(xiàn)有借款人行為來(lái)評(píng)估其風(fēng)險(xiǎn)的統(tǒng)計(jì)模型 Statistical models for evaluating the risk of an existing borrower based on behavior. – 欠款、用途、超出額度的記錄 Delinquency, usage, overlimit experience. ? 個(gè)人征信機(jī)構(gòu)信息 Consumer Bureau Information – “企業(yè)通”每月從個(gè)人征信機(jī)構(gòu)獲取有關(guān)每個(gè)客戶的約 100條信息（評(píng)分、用款、查詢、賬戶數(shù)量、貸款余額等） Business Direct gets approximately 100 pieces of information from the consumer credit bureaus every month on every customer (score, utilization, inquiries, accounts, open mitment, etc.). ? 小企業(yè)貸款數(shù)據(jù) Small Business Loan Data – 小企業(yè)融資信息交換中心，鄧白氏 Small Business Financial Exchange, DB. ? 存款賬戶數(shù)據(jù) Deposit Account Data 賬戶和組合管理 Account Portfoli
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