中小企業(yè)銀行業(yè)務(wù)的國(guó)際趨勢(shì)(編輯修改稿)
2025-03-08 04:20 本頁(yè)面
【文章內(nèi)容簡(jiǎn)介】 Credit is not the Focus“我們必須改變銀行的固有思維模式，即如果不放貸的話(huà)，就不算是完成了工作，這種思維是不對(duì)的 ” “We have to change the bankers’ tendency to think that if they do not lend, they are not doing their job” 并不是所有的中小企業(yè)都需要借貸，但是，為了維持日常運(yùn)營(yíng)，他們都需要核心銀行產(chǎn)品 Not all SMEs need to borrow, but all need core banking products to carry out their daily business交叉銷(xiāo)售比率每位客戶(hù)使用的產(chǎn)品數(shù)量獵人／農(nóng)夫銷(xiāo)售方式客戶(hù)經(jīng)理式銷(xiāo)售中型企業(yè)市場(chǎng) 小企業(yè)業(yè)務(wù)傳統(tǒng)銀行產(chǎn)品收入來(lái)源分解中型企業(yè)小型企業(yè)信貸存款和帳戶(hù)管理其它14報(bào)告摘要 （ 3） Executive Summary (3)? 要遵循業(yè)務(wù)和風(fēng)險(xiǎn)管理分離和相互獨(dú)立的原則 Segregation of business and risk is the rule– 除了獨(dú)立的信貸風(fēng)險(xiǎn)部門(mén)外，本次調(diào)研的銀行還對(duì)中小企業(yè)業(yè)務(wù)中的組合監(jiān)控和收款工作采用專(zhuān)門(mén)的方式（即有專(zhuān)門(mén)單位負(fù)責(zé)） In addition to credit independence, specialization of portfolio monitoring and collections is also highly utilized by the banks under study? 關(guān)鍵是要有一個(gè)積極的銷(xiāo)售戰(zhàn)略、多渠道的客戶(hù)獲得和服務(wù)模式 A proactive sales strategy and a multichannel acquisition and servicing model is viewed as critical– 要跳出逐筆銷(xiāo)售的束縛，實(shí)現(xiàn)收入最大化，交叉銷(xiāo)售就成為關(guān)鍵的利潤(rùn)率杠桿 To make the most out of each sale, crossselling bees the key profitability leverage– 針對(duì)某些要求有一定關(guān)系管理的中小企業(yè)客戶(hù)，銀行創(chuàng)新出了一種低成本的客戶(hù)關(guān)系管理模式 Banks innovate to provide relationship management to SMEs who demand a certain level of relationship in a cost efficient manner– 獲得客戶(hù)和服務(wù)客戶(hù)需要不同的技能，因此，絕大部分調(diào)研的銀行都采用了“ 獵人（開(kāi)拓業(yè)務(wù)）和農(nóng)夫（客戶(hù)服務(wù)和交叉銷(xiāo)售）方式 ” Client acquisition and servicing require very different skills。 hence majority of the panel banks adopt the “hunter (for business development) and farmer (for client servicing and crosssell) approach”15建立中小企業(yè)的業(yè)務(wù)重心，需要為中小企業(yè)這一業(yè)務(wù)線(xiàn)建立專(zhuān)門(mén)的員工隊(duì)伍 Creating this focus requires having dedicated staff segmentwise? 中小企業(yè)業(yè)務(wù)線(xiàn)設(shè)立形式的不同對(duì)盈利性不會(huì)產(chǎn)生影響 The setup varies considerably with no impact on the bottom line– 銀行從按地理區(qū)域劃分部門(mén)轉(zhuǎn)變?yōu)榘礃I(yè)務(wù)類(lèi)別（業(yè)務(wù)線(xiàn)）劃分部門(mén) Banks shifted from a geographic setup to a business line setup – 形成了四種十分不同的模式（參見(jiàn)下圖） Yet 4 very different models emerged (below diagrams)– 調(diào)研結(jié)果表明設(shè)立形式不影響銀行的業(yè)績(jī)表現(xiàn)（沒(méi)有明確的相關(guān)性） The setup does not dictate bank performance (no clear correlation)“ 中小企業(yè)銀行并不是一個(gè)高深的科學(xué)，關(guān)鍵在于執(zhí)行 ” “SME banking is not rocket science。 what is key is execution” 模式 2: 將中小企業(yè)放在零售業(yè)務(wù)中小企業(yè)零售 商業(yè)中型小型小型零售個(gè)人商業(yè)5家銀行采用該模式 *2家銀行采用該模式 *小型 中型公司 零售個(gè)人商業(yè)2家銀行采用該模式中型公司商業(yè)2家銀行采用該模式小型模式 1: 將中小企業(yè)視為企業(yè)客戶(hù)零售中型模式 3: 專(zhuān)門(mén)的中小企業(yè)部門(mén)模式 4: 將中小企業(yè)進(jìn)行分拆*其中 1家銀行沒(méi)有再進(jìn)一步分中型和小型企業(yè)部門(mén)*其中 1家銀行沒(méi)有再進(jìn)一步分中型和小企業(yè)部門(mén)16Creating this focus requires having dedicated staff segmentwise? The setup varies considerably with no impact on the bottom line– Banks shifted from a geographic setup to a business line setup – Yet 4 very different models emerged (below diagrams)– The setup does not dictate bank performance (no clear correlation)“SME banking is not rocket science。 what is key is execution” Model 2: SMEs in RetailSMERetail Comm.MMSBSBRetailCons.Commercial5banks*2banks*SB MMCorp. RetailCons.Commercial2banksMMCorp.Commercial2banksSBModel 1: SMEs in CommercialRetailMMModel 3: Dedicated SME UnitModel 4: Split*1 with no sub SB and MM units*1 with no sub SB and MM units17根據(jù)標(biāo)準(zhǔn)的不同會(huì)形成不同的 “ 中小企業(yè) ” 定義 Definitions vary considerably in terms of criteria? 許多銀行指出，貸款金額的大小并不是一個(gè)適當(dāng)?shù)臉?biāo)準(zhǔn) Most banks indicate that loan size is not an adequate criteria– 經(jīng)過(guò)對(duì)中小企業(yè)客戶(hù)的數(shù)據(jù)積累和分析后，許多銀行都發(fā)展出了比貸款金額大小更復(fù)雜的標(biāo)準(zhǔn) Most banks evolved from loan size to more sophisticated criteria after accumulating and analyzing data on SME clients– 貸款金額的大小無(wú)法識(shí)別非借款客戶(hù)。它可能包括敞口小的大型企業(yè)。一個(gè)中小企業(yè)的敞口也會(huì)隨著時(shí)間的變化而發(fā)生巨大的變化 Loan size does not identify non borrowers. It may in
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