試論美國(guó)富國(guó)銀行的小企業(yè)銀行業(yè)務(wù)-免費(fèi)閱讀
【正文】 2023年 1月 30日星期一 上午 1時(shí) 46分 9秒 01:46: 1最具挑戰(zhàn)性的挑戰(zhàn)莫過(guò)于提升自我。 2023年 1月 30日星期一 1時(shí) 46分 9秒 01:46:0930 January 2023 1空山新雨后，天氣晚來(lái)秋。 , January 30, 2023 很多事情努力了未必有結(jié)果，但是不努力卻什么改變也沒(méi)有。 :46:0901:46Jan2330Jan23 1故人江海別，幾度隔山川。沒(méi)有客戶(hù)經(jīng)理 Most loans originated through mail, phone, or in the branch. No banker relationship 在貸款發(fā)放和賬戶(hù)監(jiān)控中大量使用信貸評(píng)分；不使用納稅申報(bào)表或財(cái)務(wù)報(bào)表。又在其下創(chuàng)建了小企業(yè)貸款部，為年銷(xiāo)售額低于 1000萬(wàn)美元的企業(yè)提供貸款 Late 1989, Business Banking Group formed in Retail Bank to focus on small business customers. Business Lending Division created to lend to firms with less than $10 MM in sales. 1994年的成本研究顯示，通過(guò)標(biāo)準(zhǔn)放貸程序（分銷(xiāo)、發(fā)放、貸后管理）發(fā)放小額貸款無(wú)法實(shí)現(xiàn)經(jīng)濟(jì)效益（成本過(guò)高 ） In 1994, cost studies showed that standard lending processes (distribution, underwriting, servicing) were uneconomic for smallest loans. 1994年創(chuàng)建“企業(yè)通”，采用簡(jiǎn)化流程的方式向年銷(xiāo)售額低于 200萬(wàn)美元的企業(yè)提供上限為 10萬(wàn)美元的貸款 Business Direct formed in 1994 to focus on streamlined lending of up to $ 100,000 primarily to businesses with sales less than $ 2 Million. Presentation Information Classification as Needed 11 “企業(yè)通”的開(kāi)發(fā)：首先，將 2023多萬(wàn)家企業(yè)進(jìn)行細(xì)分 The Origins of Business Direct: First, We Segmented the 20+ Million Businesses Cash CowsGazellesProfessionalsEntrepreneurStartupsA ve r a g e L e n d i n g P r o f i ta b i l i ty o f S m a l l B u s i n e s s S e g m e n ts U s i n g S ta n d a r d P r o c e s s e s牛寶寶 Baby Bulls 比上不足、比下有余者 Merry Middles 無(wú)利潤(rùn) NonProfits 家庭收入支柱 Family Providers 鄉(xiāng)鎮(zhèn)企業(yè) Cottage Businesses 贏利Profitable 不贏利Unprofitable 采用標(biāo)準(zhǔn)放貸程序的小企業(yè)貸款的平均盈利性 現(xiàn)金牛 正在躍起 （瞪羚） 專(zhuān)業(yè)服務(wù) 公司 創(chuàng)業(yè)家 初創(chuàng)公司 Presentation Information Classification as Needed 12 貸款流程的巨大變化使小企業(yè)貸款業(yè)務(wù)的盈利性大增 Dramatic Changes Made to Make Small Business Lending Highly Profitable 傳統(tǒng)程序 Traditional Process 新程序 New Process 通過(guò)分行或信貸官員進(jìn)行申請(qǐng) Application in Branch or with Loan Officer 通過(guò)郵件、電話(huà)或分行進(jìn)行申請(qǐng) Applications by Mail, Phone, or Branch 需提供報(bào)稅表、財(cái)務(wù)報(bào)表 Tax Returns, Financial Statements Required 無(wú)需提供報(bào)稅表或財(cái)務(wù)報(bào)表 No Tax Return or Financials Needed 貸款人對(duì)申請(qǐng)進(jìn)行仔細(xì)審核 Application Reviewed in Detail By Lender 2/3的申請(qǐng)實(shí)現(xiàn)自動(dòng)化審批 Automated Decision in 2/3rds of Applications 需進(jìn)行年度審核 Annual Review Required 無(wú)需定期審核－授信是“常青的” No Review – Line is ―Evergreen‖ 通常需要擔(dān)保物 Collateral often Required 無(wú)擔(dān)保 Unsecured 在企業(yè)貸款系統(tǒng)中簿記 Booked on Commercial Loan System 在個(gè)人貸款系統(tǒng)中簿記 Booked on Consumer Loan System 要求很低的貸款損失 Focus on Very Low Losses 由于定價(jià)較高，可以允許較高的貸款損失 Higher Losses Okay with Much Higher Pricing Presentation Information Classification as Needed 13 貸款發(fā)放和信貸評(píng)分 Underwriting Credit Scoring 市場(chǎng)營(yíng)銷(xiāo)和新產(chǎn)品開(kāi)發(fā) Marketing New Product Development 賬戶(hù)和組合管理 Account Portfolio Management ? 吸引低風(fēng)險(xiǎn)的小企業(yè)借款人 Attract low risk small business borrowers –數(shù)據(jù)驅(qū)動(dòng)型的目標(biāo)市場(chǎng)營(yíng)銷(xiāo) Datadriven targeted marketing –產(chǎn)品具有吸引力 Attractive offers –持續(xù)測(cè)試 Constant testing ? 開(kāi)發(fā)創(chuàng)新產(chǎn)品和服務(wù) Develop new and innovative products and services –跳出固有思維模式 Think out of the box –交叉銷(xiāo)售 Crosssale –達(dá)到更高增長(zhǎng)率，保持領(lǐng)先位置 Achieve higher growth rate and maintain the leadership position ? 采用個(gè)人信貸發(fā)放技術(shù)，開(kāi)發(fā)針對(duì)小企業(yè)的特殊規(guī)則和模型 Use consumer credit techniques and develop small
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