CreditPhilosophyTab03Insertpdtcharact英.doc

TRADITIONAL传统产品EMBANKING PRODUCTS银行产品GCBCARD BUSINESS信用卡业务GCB CARDExample of Product产品举例 Term Loan固定期限贷款 Demand Loan非固定期限贷款 ACA Bills Mortgage按揭 Personal Loan个人贷款 Overdraft透支 Visa, MasterCard Diners大莱卡 Private Label 个人标记 Co-brand联名标记Security担保 Secured 全额担保 Partially Secured部分担保 Clean无担保 Secured全额担保 Partially Secured部分担保 Clean无担保 Clean无担保Target Market目标市场 Corporation公司 Small Businesses小业主 Individuals个人 Individuals个人 Companies for Corporate Card 公司卡公司客户Product Differentiation产品差异 Wide宽广 Narrow狭窄 Almost none in some markets在部分市场中几乎没有Purpose Of Loan贷款目的 Usually known, except for working capital除流动资金贷款外，通常情况下基本知晓 Usually known, except for overdrafts (or sometimes PL)除透支外，通常情况下基本知晓 For daily use (occasionally for cashflow purpose) on purchases, travel or entertainment为日常消费、旅游、娱乐（有时为保持一定现金流目的）Customer Perception Of Loan客户对贷款的理解 Financing/Loan融资/贷款 Financing/Loan融资/贷款 Payment Instrument in lieu of cash代替现金作为支付工具Loan No/Size贷款规模 Few in number贷款次数少 Large in amount贷款金额大 Many in number贷款次数多 Small to medium 贷款金额小中等 Many in number贷款次数多 Small in amount贷款金额小TRADITIONAL传统产品EMBANKING PRODUCTS银行产品GCBCARD BUSINESS信用卡业务GCB CARDTenor期限 Fixed固定 Revolving (on demand)循环（如需要） Fixed固定 Revolving (on demand) 循环（如需要） Fixed (basically T&E card) 固定 Revolving (bankcard)循环（银行卡）Term周期 Fixed固定 Annual review (demand)每年重审（如需要） Fixed固定 Annual review (demand)每年重审（如需要） Evergreen永恒Loan Structure贷款结构 Tailor-made弹性差异 Standard for some products部分产品具有标准化 Mostly standard (product program) 大部分标准化（产品程序） Occasionally tailor-made有时具有弹性 Standard (product program)标准化产品（产品程序）Interest利率 Mostly floating大多浮动 Floating浮动 Fixed固定 Fixed but adjustable 固定但可调节(applicable to revolvers 根据循环情况) Major Fee Income主要收入来源 Loan fee贷款利息 Commitment承诺费 Penalty fee罚金 Loan fee贷款利息 Commitment承诺费 Penalty fee罚金 Entrance fee 开卡费 Annual fee年费Credit Initiation信贷启用 Special documentation特殊文本 Non-standard RAAC非标准化RAAC Standard documentation标准文本 Standard RAAC标准化RAAC Standard documentation标准文本 Standard RAAC标准化RAACTRADITIONAL传统产品EMBANKING PRODUCTS银行产品GCBCARD BUSINESS信用卡业务GCB CARDCredit Concept信贷理念 Cashflow现金流 Earning capacity收入 Co/individual reputation/credit-worthiness联合/个人名誉/ 信誉 Debt-burden ratio负债比例 Industry/business outlook行业、业务展望 Security valuation/trend担保金额价值/ 趋势 Return on investment 投资回报 Rare double financing较少多重融资 Cashflow现金流 Earning capacity收入 Co/individual reputation/credit-worthiness联合/个人名誉/ 信誉 Debt-burden ratio负债比例 Security valuation/trend担保金额价值/ 趋势 Loan purpose贷款目的 Rare double financing较少多重融资 Cashflow现金流 Earning capacity收入 Spending power消费能力 Individual credit-worthiness个人信誉 Commitment ratio承诺比例 Multiple card brand owners common一人多卡 Operating Environment操作环境 Direct dealing with borrower直接与借款人交易 Accessible to update financial易获取最新财务情况 Credit checking common信贷审查较为普遍 Controllable by bank银行控制 Direct dealing with borrower直接与借款人交易 Periodic updating of financial info for revolving credit为循环信贷额度定期更新财务信息Credit checking not usually available/critical信贷审查并非通用亦非重要 Customer responsive to info update request 客户应信息更新要求反馈信息 Controllable by bank银行控制 Rare direct dealing with cardholder较少直接与持卡人交易 Occasional updating of financial info (usually initiated by cardholder for special reason) 较少更新财务信息（常为持卡人为特殊目的而提出要求） Credit checking not usually available but critical信贷审查并非通用，但却重要 Customer unresponsive to info update request客户应信息更新要求反馈信息 Uncontrollable in special environment在特殊环境下超出可控制范围TRADITIONAL传统产品EMBANKING PRODUCTS银行产品GCBCARD BUSINESS信用卡业务GCB CARDAcquisition/Distribution帐户获取/ 渠道 Account officers call/visitation 客户经理电话联系、拜访 Branch distribution 分行渠道 Advertising广告 Direct mail直邮 Referral分派 Branch distribution分行渠道 Advertising广告 Direct mail直邮 Target solicitation目标征询 Take-one随阅随取Drawdown贷款发放 Prior approval subject to credit officer and terms of loan agreement取决于信贷审查官员与信贷合同条款 Usually one time except revolving credit除循环信贷，通常一次性 Prior approval审批通过 Multiple parties involved多方参与Acceptance of card through merchants 商户对信用卡接受 Depending on POS/non-POS tx依靠POS、非POS设备Profitability利润 Account profitability帐户利润(APR) Product profitability (PPR)- Life cycle for installment- Steady state for revolving产品利润（PPR ）- 产品周期- 循环周期状态 Product profitability (PPR)产品利润（PPR）Account Maintenance/Facility Review/Loan RepaymentCondition帐户维护/ 信贷额度重审 / 还款情况 Regular review of financial standing信用情况定期重审 Fixed loan amount固定贷款金额 Little effort except revolving credit which requires regular update of income除非循环信贷额度要求定期更新收入情况，其他影响较少 Generally based on usage and performance, unable to update income or financial info (even at our own initiative to upgrade CL)通常基于信用卡使用情况，不会更新收入及财务状况（甚至我们自己的信用额度也如此）TRADITIONAL传统产品EMBANKING PRODUCTS银行产品GCBCARD BUSINESS信用卡业务GCB CARDProblem Account Identification问题帐户识别 Repayment record还款记录 Financial difficulty资金困难 Classification分类 Classification level IV write-off 第五级分类核销 Repayment record还款记录 Deterioration of CMV记录恶化 Delinquency/flow-through坏帐 Secured write down to FSV 有抵押担保冲抵担保物 Clean contractual write-off无担保核销 Repayment record还款记录 Delinquency/flow-through坏帐 Contractual write-off核销Service服务 One-to-one relationship management critical一对一关系管理很重要 Tailored-made弹性化差异化 Minimal for installment loan/little for revolving credit分期付款要求较少/ 循环贷款要求更少 Critical in competitive environment在竞争强劲的环境中尤为重要 Blanket type of service/has to allow deviations地毯式服务/ 必须允许服务差异Customer Stability客户稳定 High due to relationship management 客户关系管理高度相关 Switching bank troublesome更转换银行较为困难 Switching bank unnecessary没必要更换银行 Switching bank easy更换银行容易Operations 操作 According to bank根据银行规定 According to bank根据银行规定 According to bank dictated by card associations在银行卡协会规定的基础上，银行制定规则TRADITIONAL传统产品EMBANKING PRODUCTS银行产品GCBCARD BUSINESS信用卡业务GCB CARDFraud欺诈 Internal内部 Borro