【正文】 business specific rules and models –綜合利用企業(yè)信息和業(yè)主信息 Leverage information between businesses and their owners –更復雜的數據和細分 More plex data and segmentation ? 持續(xù)分析、評價和調整現有貸款發(fā)放政策和模式 Constantly analyze, evaluate, and modify existing u/w policies and models ? 對每個賬戶進行持續(xù)的風險評估 Conduct ongoing assessment of the risk of each account –在必要時采取措施 Take action if needed ? 按細分客戶類別分析和監(jiān)控其表現 Analyze and monitor the performance by customer segments ? 實現整體貸款組合的贏利最大化 Maximize the profitability at the total portfolio level –形成風險多樣化的協(xié)調的貸款組合 Create a balanced portfolio with diversified risks 量身定制一個針對小企業(yè)的放貸系統(tǒng) Building a Lending System Tailored to Small Businesses Presentation Information Classification as Needed 14 ? 持續(xù)測試、度量和學習是有效拓展小企業(yè)市場的關鍵 Constant testing, measuring, and learning is key to effective small business marketing. – 客戶來源清單 List sources – 設計可提供的產品 Product offers – 創(chuàng)新型直郵材料、電話銷售應答稿 Direct mail creative, telesales scripts – 渠道：分行、直接郵寄、電話營銷、互聯(lián)網、合伙關系 Channels: Branch, direct mail, telemarketing, inter, partnerships – 要成功就必須對測試結果進行嚴肅分析－－需要吸引何種類型的客戶？什么是奏效的方式？哪些是無用功？ Disciplined analysis of test results required to succeed What kind of customers are we attracting? what’s working? what’s not working? 市場營銷和新產品開發(fā) Marketing New Product Development 測試和產品創(chuàng)新 Testing and Product Innovation Presentation Information Classification as Needed 15 ? 繼續(xù)探索新途徑，更好地為小企業(yè)服務 Continue to explore new ways to better serve small businesses. – 問問“為什么不”－－大膽對當前行業(yè)和慣性思維提出質疑 Ask why not challenge current industry and our past conventional thinking. – 進行小規(guī)模試點，促進學習進程 Small experiments accelerate learning. – 培養(yǎng)開拓才能，提倡主人翁意識－－在 5年前就創(chuàng)建了獨立的部門來負責新業(yè)務開發(fā) Nurture entrepreneurial talent and encourage initiative ownership – established a separate group five years ago to manage new initiatives. 市場營銷和新產品開發(fā) Marketing New Product Development 測試和產品創(chuàng)新 Testing and Product Innovation Presentation Information Classification as Needed 16 設定目標 Targeting 向經營年限較長且具有良好貿易信貸表現的小企業(yè)提供貸款 We target offers to longestablished small businesses with good trade credit 小企業(yè)貸款申請 Business Loan Applications 輸入數據的質量控制 Data Input Integrity Controls 輸入錯誤信息會導致決策錯誤 Input errors can cause decision errors 驗證和預先篩選 Verification and PreScreening 發(fā)現有矛盾 /可能存在欺詐的貸款申請 Finds inconsistent/possibly fraudulent applications 在使用記分卡前拒絕的貸款申請 prescorecard declines 統(tǒng)計型記分卡 Statistical Scorecard 采用一個或多個統(tǒng)計型記分卡對申請人風險進行排序 One or more statistical models for ranking applicant risk 挑選出交貸款人審核的申請 Outsorted for Lender Review 由規(guī)則來確定哪些申請人需要貸款人審核 Rules determine which applications require a lender review 制定價格和貸款金額 Setting Price and Credit Amount 根據相應的風險來確定價格和貸款發(fā)放金額 Price and amount of credit granted set according to relative risk 貸款發(fā)放和信貸評分 Unde rwriting Credit Scoring ? 已處理 200多萬筆貸款申請 Over 2 Million applications processed. ? 2/3的貸款決策由系統(tǒng)自動完成， 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. 主要數據 Key Facts “企業(yè)通”貸款審批流程 Business Direct