富國(guó)銀行 小企業(yè)貸ppt課件

1、美國(guó)富國(guó)銀行的小企業(yè)銀行業(yè)務(wù)中國(guó)天津 2007年6月2021日Wells Fargo Small Business LendingTianjing, ChinaJune 20-21, 2007.美國(guó)富國(guó)銀行簡(jiǎn)介 About Wells Fargo成立于1852年 Founded 1852美國(guó)第五大銀行，資產(chǎn)達(dá)5000億美圓 5th Largest Bank in the U.S. with $ 500 Billion in assets是獲穆迪AAA評(píng)級(jí)的兩家美國(guó)銀行之一 One of 2 AAA rated U.S. banks by Moodys主要在西部和中西部的23個(gè)州開展業(yè)務(wù) Ban

2、k operates primarily in 23 Western and Midwestern states戰(zhàn)略重點(diǎn)為針對(duì)客戶實(shí)施交叉銷售 Strategic focus on customer cross-sell過(guò)去20年，年復(fù)合股東報(bào)答率達(dá)23%而標(biāo)普500指數(shù)為13% 20 year compound stockholder annual return of 23 % - versus the S&P 500 of 13%.小企業(yè)市場(chǎng)由富國(guó)銀行旗下的兩家專門機(jī)構(gòu)擔(dān)任 The Small Business Market is Served by Two Separate Organi

3、zations within Wells Fargo“企業(yè)通 Business Direct貸款上限為10萬(wàn)美圓 Lends up to $ 100,000客戶年銷售額200萬(wàn)美圓 Customers with sales $ 2 Million大部分貸款經(jīng)過(guò)郵件、或分行柜臺(tái)發(fā)放。沒(méi)有客戶經(jīng)理 Most loans originated through mail, phone, or in the branch. No banker relationship在貸款發(fā)放和賬戶監(jiān)控中大量運(yùn)用信貸評(píng)分；不運(yùn)用納稅申報(bào)表或財(cái)務(wù)報(bào)表。信譽(yù)報(bào)告是關(guān)鍵 Extensive use of credit sco

4、ring for underwriting and account monitoring; No tax returns or financial statements used. Credit reports are key.通常無(wú)擔(dān)保物 No collateral usually taken.小企業(yè)銀行 Business Banking貸款上限為100萬(wàn)美圓或更高 Lends up to $ 1 Million or more客戶年銷售額為200萬(wàn)至2000萬(wàn)美圓 Customers have sales from $ 2 Million to $ 20 Million貸款由訓(xùn)練有素的客戶

5、經(jīng)理?yè)?dān)任發(fā)放，他們擔(dān)任管理與客戶的關(guān)系 Loans originated by specially trained bankers who manage a relationship with the customer.貸款發(fā)放基于企業(yè)和業(yè)主財(cái)務(wù)報(bào)表分析 流動(dòng)性、杠桿比率、償債才干等 Loans are made using financial statement analysisLiquidity, Leverage, Debt-Service Coverage, etc.(both business and for owners).通常需求提供擔(dān)保物 Loans typically col

6、lateralized.富國(guó)銀行“企業(yè)通旗下的小企業(yè)貸款 Wells Fargo Business Direct Small Business Lending1995年開場(chǎng)該直銷業(yè)務(wù) Began direct lending in 1995至今仍是美國(guó)最大的發(fā)放10萬(wàn)美圓以下小企業(yè)貸款的放貸人 By far, the largest small business lender in the U.S. for loans under $ 100,000. 2005年政府?dāng)?shù)據(jù)顯示，富國(guó)銀行所占市場(chǎng)份額超越了花旗銀行第二和摩根大通銀行第三的總和 2005 government data shows

7、WF market share greater than Citibank and JP Morgan Chase (#2 & #3) combined全國(guó)性橫跨一切行業(yè)的由許多小貸款組成的多樣化貸款組合 Diversified, national loan portfolio of many small loans across all industries.貸款損失控制得當(dāng)，在過(guò)去10年動(dòng)搖很小 Loan losses well-controlled and have fluctuated little over the last 10 years.高盈利性，可繼續(xù)的業(yè)務(wù)增長(zhǎng) Highly

8、 profitable, sustained growth.美國(guó)小企業(yè)市場(chǎng)的情況 Some Facts About the Small Business Market in the U.S. 最好將95%的小企業(yè)定位為個(gè)人消費(fèi)者市場(chǎng)下的一個(gè)特殊細(xì)分市場(chǎng)，而不是“企業(yè)客戶 95% of Small Businesses are Best Thought of as a Specialized Segment of the Consumer Market, and not as “Commercial Customers. .大多數(shù)企業(yè)規(guī)模都很小 Most Businesses Are Truly

9、 Very Small Businesses按年銷售額統(tǒng)計(jì)的小企業(yè)數(shù)量鄧白氏資料千個(gè)5萬(wàn)以下美圓100500萬(wàn)1020萬(wàn)2050萬(wàn)50100萬(wàn)500萬(wàn)以上5萬(wàn)10萬(wàn).它們不是“初創(chuàng)公司 And They Are Not “Start-ups按運(yùn)營(yíng)年限統(tǒng)計(jì)的小企業(yè)數(shù)量鄧白氏資料千個(gè)運(yùn)營(yíng)年限年.Data Source: CRA, McKinsey Payments Practice, Tower Group.13% CAGR復(fù)合年均增長(zhǎng)率在美國(guó)，向小企業(yè)提供小額貸款是一項(xiàng)龐大且依然處于增長(zhǎng)階段的業(yè)務(wù) Lending small loans to small businesses is a big

10、and growing business in the U.S. 美國(guó)小企業(yè)貸款市場(chǎng) U.S. Small Business Loan Market提供應(yīng)企業(yè)的10萬(wàn)美圓以下的貸款單位：十億美圓.Visa營(yíng)業(yè)額在2004財(cái)年增長(zhǎng)了32%，2005財(cái)年增長(zhǎng)了34% Visa volume grew 32% in BY04 and 34% in BY05來(lái)源：Visa季度運(yùn)營(yíng)報(bào)告；Base II Source: Visa Quarterly Operating Certificates; Base II注：一切數(shù)據(jù)為財(cái)年數(shù)據(jù)從當(dāng)年7月截至次年6月 Note: All figures reporte

11、d are Business Year - measured from July to June$26.0$34.1$44.5$58.6DebitCreditVisa小企業(yè)業(yè)務(wù)量按產(chǎn)品類型十億美圓，2001財(cái)年2005財(cái)年估計(jì)數(shù)，4年復(fù)合年均增長(zhǎng)率為30% Visa Small Business Volume by Product Type $ Billions, BY 2001-2005E, (30% 4-Yr CAGR)$78.3美國(guó)Visa小企業(yè)業(yè)務(wù)量 U.S. Visa Small Business Volume借記卡信譽(yù)卡財(cái)年財(cái)年財(cái)年財(cái)年財(cái)年.富國(guó)銀行的小企業(yè)貸款歷史 History

12、 of Small Business Lending at Wells Fargo1990年之前，富國(guó)銀行并不是主要的小企業(yè)貸款人 Prior to 1990, Wells Fargo was not a significant small business lender1989年末，在我行零售銀行業(yè)務(wù)下創(chuàng)建了小企業(yè)銀行業(yè)務(wù)集團(tuán)，專門效力于小企業(yè)客戶。又在其下創(chuàng)建了小企業(yè)貸款部，為年銷售額低于1000萬(wàn)美圓的企業(yè)提供貸款 Late 1989, Business Banking Group formed in Retail Bank to focus on small business cust

13、omers. Business Lending Division created to lend to firms with less than $10 MM in sales.1994年的本錢研討顯示，經(jīng)過(guò)規(guī)范放貸程序分銷、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)效益本錢過(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

14、售額低于200萬(wàn)美圓的企業(yè)提供上限為10萬(wàn)美圓的貸款 Business Direct formed in 1994 to focus on streamlined lending of up to $ 100,000 primarily to businesses with sales less than $ 2 Million.“企業(yè)通的開發(fā)：首先，將2000多萬(wàn)家企業(yè)進(jìn)展細(xì)分 The Origins of Business Direct: First, We Segmented the 20+ Million Businesses牛寶寶 Baby Bulls比上缺乏、比下有余者 Merry

15、 Middles無(wú)利潤(rùn) Non-Profits家庭收入支柱 Family Providers鄉(xiāng)鎮(zhèn)企業(yè) Cottage Businesses贏利Profitable不贏利Unprofitable采用規(guī)范放貸程序的小企業(yè)貸款的平均盈利性現(xiàn)金牛正在躍起瞪羚專業(yè)效力公司創(chuàng)業(yè)家初創(chuàng)公司.貸款流程的宏大變化使小企業(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 i

16、n Branch or with Loan Officer 通過(guò)郵件、電話或分行進(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 Lender2/3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

17、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. 貸款發(fā)

18、放和信貸評(píng)分 Underwriting & Credit Scoring市場(chǎng)營(yíng)銷和新產(chǎn)品開發(fā) Marketing & New Product Development賬戶和組合管理 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)型的目的市場(chǎng)營(yíng)銷 Data-driven targeted marketing產(chǎn)品具有吸引力Attractive offers繼續(xù)測(cè)試 Constant testing開發(fā)創(chuàng)新產(chǎn)品和效力 Develop new and innovative

19、products and services跳出固有思想方式 Think out of the box交叉銷售 Cross-sale到達(dá)更高增長(zhǎng)率，堅(jiān)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)，開發(fā)針對(duì)小企業(yè)的特殊規(guī)那么和模型 Use consumer credit techniques and develop small business specific rules and models綜合利用企業(yè)信息和業(yè)主信息Leverage information between busi

20、nesses and their owners更復(fù)雜的數(shù)據(jù)和細(xì)分 More complex data and segmentation繼續(xù)分析、評(píng)價(jià)和調(diào)整現(xiàn)有貸款發(fā)放政策和方式 Constantly analyze, evaluate, and modify existing u/w policies and models 對(duì)每個(gè)賬戶進(jìn)展繼續(xù)的風(fēng)險(xiǎn)評(píng)價(jià) Conduct on-going assessment of the risk of each account在必要時(shí)采取措施 Take action if needed按細(xì)分客戶類別分析和監(jiān)控其表現(xiàn) Analyze and monitor t

21、he performance by customer segments實(shí)現(xiàn)整體貸款組合的贏利最大化 Maximize the profitability at the total portfolio level構(gòu)成風(fēng)險(xiǎn)多樣化的協(xié)調(diào)的貸款組合Create a balanced portfolio with diversified risks 量身定制一個(gè)針對(duì)小企業(yè)的放貸系統(tǒng) Building a Lending System Tailored to Small Businesses.繼續(xù)測(cè)試、度量和學(xué)習(xí)是有效拓展小企業(yè)市場(chǎng)的關(guān)鍵 Constant testing, measuring, and

22、learning is key to effective small business marketing. 客戶來(lái)源清單 List sources設(shè)計(jì)可提供的產(chǎn)品 Product offers創(chuàng)新型直郵資料、銷售應(yīng)對(duì)稿 Direct mail creative, telesales scripts渠道：分行、直接郵寄、營(yíng)銷、互聯(lián)網(wǎng)、合伙關(guān)系 Channels: Branch, direct mail, telemarketing, internet, partnerships要?jiǎng)倮捅匦鑼?duì)測(cè)試結(jié)果進(jìn)展嚴(yán)肅分析需求吸引何種類型的客戶？什么是奏效的方式？哪些是無(wú)用功？ Disciplined a

23、nalysis of test results required to succeed - What kind of customers are we attracting? whats working? whats not working?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.繼續(xù)探求新途徑，更好地為小企業(yè)效力 Continue to explore new ways to better serve small businesses.問(wèn)問(wèn)“為什么不大膽對(duì)當(dāng)前行業(yè)

24、和慣性思想提出質(zhì)疑 Ask why not - challenge current industry and our past conventional thinking. 進(jìn)展小規(guī)模試點(diǎn)，促進(jìn)學(xué)習(xí)進(jìn)程 Small experiments accelerate learning.培育開辟才干，提倡主人翁認(rèn)識(shí)在5年前就創(chuàng)建了獨(dú)立的部門來(lái)?yè)?dān)任新業(yè)務(wù)開發(fā) Nurture entrepreneurial talent and encourage initiative ownership established a separate group five years ago to manage new

25、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.設(shè)定目的 Targeting向運(yùn)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 long-established small businesses with good trade credit小企業(yè)貸款懇求 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)

26、誤 Input errors can cause decision errors驗(yàn)證和預(yù)先挑選 Verification and Pre-Screening發(fā)現(xiàn)有矛盾/能夠存在欺詐的貸款懇求 Finds inconsistent/possibly fraudulent applications在運(yùn)用記分卡前回絕的貸款懇求 pre-scorecard 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)懇求人風(fēng)險(xiǎn)進(jìn)展排序 One or more statistical models for ranking applicant risk挑選出交貸款人

27、審核的懇求 Out-sorted for Lender Review由規(guī)那么來(lái)確定哪些懇求人需求貸款人審核 Rules determine which applications require a lender review制定價(jià)錢和貸款金額 Setting Price and Credit Amount根據(jù)相應(yīng)的風(fēng)險(xiǎn)來(lái)確定價(jià)錢和貸款發(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已處置200多萬(wàn)筆貸款懇求 Over 2 M

28、illion 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.研討闡明富國(guó)銀行小企業(yè)貸款處置本錢是全行業(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

29、Decisioning Process.小企業(yè)記分卡的典型因子 Typical Elements of a Small Business Scorecard 行業(yè) Industry 運(yùn)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)主的信譽(yù)記錄 Credit History of the Business Owner (s)可用信貸額度 Amount of Available

30、 Credit信譽(yù)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.對(duì)每個(gè)賬戶進(jìn)展繼續(xù)的風(fēng)險(xiǎn)評(píng)價(jià)，并采取必要措施以提高贏利性 Conducting on-going assessment of the risk of each account and taking necessary actions to

31、 improve profitability.“行為評(píng)分 Behavior Scores 根據(jù)現(xiàn)有借款人行為來(lái)評(píng)價(jià)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, over-limit 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

32、 Direct gets approximately 100 pieces of information from the consumer credit bureaus every month on every customer (score, utilization, inquiries, # accounts, open commitment, 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, D&B.存款賬戶數(shù)據(jù) Deposit Account Data賬戶和組合管理 Account & Portfolio Management定價(jià)的變化 Pricing Changes“企業(yè)通經(jīng)常根據(jù)客戶的風(fēng)險(xiǎn)行為經(jīng)常性拖欠、超出額度來(lái)提高價(jià)錢 Business Direct frequently increases customer pricing for risky behavior (frequent delinquency, over-limit).對(duì)表現(xiàn)良好的低風(fēng)險(xiǎn)客戶，銀行會(huì)降低其貸款利率 Well performing, low r