商业银行个人消费信贷现状、问题及对策研究.doc

设计 论文 专用纸 I 商业银行个人消费信贷现状 问题及对策研究 作者 昆明理工大学应用技术学院 本科 2005 级财务管理专业 姓名 姓名 孔维壮孔维壮 导师 昆明理工大学 姓名 姓名 秦成逊秦成逊 职称 教授 设计 论文 专用纸 II Commercial bank credit for personal consumption status problems and countermeasures research AUTHOR Weizhuang Kong FACULTY OF APPLIED TECHNOLOGY KUNMING UNIVERSITY OF SCIENCE the other According to statistics developed countries in Europe through the Automotive Consumer Credit the number of cars sold in the total sales accounted for 50 70 90 in the United States while only about 10 of China s car consumption related to consumer credit Secondly in recent years the rapid development of non public ownership economy personal financial assets gradually increase the share of its total financial assets in the country rose from 20 in the early 90s to about 40 up to 2001 nearly 70 of the capacity of individual consumer loans subsequent growing Moreover China s capital market is not perfect in accordance with the development experience of Western nations financial asset securitization is the development trend of the future there will be more listed companies absorbed directly from the social funds funds of banks has reduced the demand for financing will be structural changes in the market the domestic per capita income although low but a large population the overall consumption capacity and with economic development social health unemployment old age insurance systems have been gradually perfected it is the gradual elimination of worry about an increased demand for consumer loans personal credit business space will gradually increase In addition personal consumer credit in recent years new running speed significantly faster than the company credit business personal consumer credit balances in 1999 the proportion of less than 1 to three years in 2002 to improve the 6 percentage points from the product life cycle analysis personal consumer credit business is currently in the formative years has great potential for development Government guidance Countries to actively stimulate consumption driving demand for 设计 论文 专用纸 24 cost effective macroeconomic policies and has repeatedly cut interest rates to encourage the public consumption investment and commercial banks to carry out consumer credit business is faced with a more liberal external policy environment Smooth progress of housing reform monetary housing distribution system has been gradually implemented the effective promotion of individual housing and personal loans such as home decoration business development and increase the prices of motor vehicles since the World Trade Organization to gradually closer to the people s spending power individuals are faced with car credit business a good opportunity for development education reform especially reform of the education industry colleges and universities every year expansion and promote the investment in education student loans great potential for business development The public interest Consumer credit in recent years public understanding awareness and participation were rising trend the National Bureau of Statistics survey shows that ordinary people in China early in 2000 to understand consumer credit only 5 3 of the people and of the same category in 2001 survey reflects the public understanding of consumer credit have more than 90 China in June 2002 by the Social Survey of the top ten cities of more than 2000 public survey conducted special 20 of respondents said that they tried consumer credit 42 of the respondents said that they intend to try people Consumer credit also desire to increase revenue with a corresponding enhancement China s national economy in recent years to nearly 8 of the speed of rapid growth is expected to continue for many years to come is still maintained rapid growth momentum the population will steadily increase the income and the credit will gradually increase consumer interest The public good credit consumer intentions a vast reservoir of personal potential for consumer credit State owned commercial banks to develop their individual consumer credit business a strategic choice 设计 论文 专用纸 25 First of all positioning in the business should be to consolidate the business of housing loans personal car loans to expand the focus of business have a choice to carry out other consumer loan business Has been handled in a variety of personal consumer loans housing personal loans are relatively low risk consumer loan business banks should be a steady expansion of the existing market share and in particular small and medium sized cities and actively develop township market the application of positive economic development affordable real estate based projects to avoid participation in a number of low market demand risk and repeat the construction of high end residential projects Car loan business despite the accession to the WTO on the prices of motor vehicles will be very short term will cause a substantial price cut for customers a negative equity business risk but from a strategic perspective the car loans and business with enormous potential supervision will become more standardized their risk can loan period the percentage of loans mortgages controlled manner in particular can reduce the risk of mortgage so that commercial banks should focus on expanding automobile consumption credit business In addition by way of security in the settlement of the premise should be actively studying the new situation boldly expand the variety of other consumer credit businesses a more appropriate time to launch a variety of interoperability of education tourism and the bulk of the personal consumption of durable goods credit species Secondly the positioning in the regional market should focus on market development in economically developed areas both the central and western regions and small and medium sized cities or towns in the development of the market Developed regions as a result of good infrastructure talent pool parties the level of advanced technology applications as well as tilt in the investment the relative benefits and taxation the economic growth rate per capita growth rate of financial assets faster and consumer awareness of the residents credit mortgage Both were strong liquidity Commercial banks operating efficiency of the indicators such as per capita share of assets profit per capita 设计 论文 专用纸 26 the average deposit dots per capita income among the business developed areas was also generally higher than firms in less developed regions compared to the developed areas of personal consumer credit to expand the overall business efficient a greater potential Therefore a more realistic option is for the major developed areas into the surface focusing on investing more resources into the less developed regions at the same time as the universal type and reserve type market development and strive to medium sized cities and developed in the township holds a competitive advantage and market share Third the positioning in the customer base should focus on middle income customer base expansion Middle income class is the main purpose of the loan ahead of consumption the more concentrated is the housing mortgage loans housing decoration automobile consumption tourism consumption of large widely accepted loans credit lines and a single location lower risk easily realizable collateral At the same time middle income people with a certain degree of economic and quality of the basis of income security reliability and ability to repay is expected to form a larger effective demand And high income strata of their own capital adequacy loan purpose is to add value so the loan amount to income ratio is not high and generally not a long period mainly in short term investment loans and some such as automobile consumption effective demand does not high but its relatively high single loan amount may be accompanied by high risk such as high end residential apartments shops and other loans mortgages were easy to depreciation of hard cash so for high income customer base should be its consumer credit business as a financial management part of adjuvant development Of low income lending policies and their repayment ability can expect poor lack of collateral value and realized the value of the low number of risk factors and the community is not yet established an effective credit system and are difficult to find a feasible way of security the people of repayment sense of low credit Therefore the current low income groups should have the option to expand with the social credit system in the progressive sound and potential of 设计 论文 专用纸 27 this class of loans is also very strong State owned commercial banks to develop their individual consumer credit business to explore the marketing strategy Product strategy to establish dilated Commercial bank credit to businesses gains a competitive edge the first product to implement the expansion of efforts to improve product innovation R on a variety of combinations of existing products according to the spending power of customers tailor do a variety of personal consumer credit package Personal meaning of the expansion of consumer credit products in the entire process 设计 论文 专用纸 28 should focus on product maintenance and after sales service so that business customers are for convenience to simplify procedures Minor urban and rural residents to address the psychological differences provide different types of products metropolitan type appropriate to develop financial management value added category of value added services such as to provide information on exchange rates interest rates stock market and other relevant information small towns Fitness on the development of a do based easy type value added consumer credit products such as Deputy debit deposit in the ado The establishment of multi level marketing strategies Consumer credit business of personal sales in general go through three stages First to enable customers to understand and accept the loan of the consumption patterns of consumption Second understand the bank s consumer loan business The third is to allow customers the choice of loans in the Bank Consumer credit as a result of the individual operational procedures in relation to the general liability business the middle is much more complex business personal consumer credit in the public understanding of business there is a passively received from the process take the initiative to understand so do a good job in the second phase of a more practical significance The third phase is an important breakthrough in the need to pay attention to strategies and skills must be taken to a deeper more targeted strategy Packaged promotions Take full advantage of the convenience of the bank s own conditions to broaden channels and effective marketing Through a variety of multimedia business vouchers a variety of summons the bank site a variety of documents using the extra space network to carry out marketing campaign which is a good publicity the cost of marketing the way the province For example the distribution of bank cards in the statements can be compared against the strength of customer base accompanied by targeted publicity drive Joint promotions With the establishment of the banking business with the good relations and strengthen cooperation and enhance the credibility of marketing propaganda 设计 论文 专用纸 29 For example with car dealers real estate and other merchants to strengthen the joint so that these commercial tenants to guide customers directly to the Bank for loan business which is a very effective way of marketing At the same time as the business may have a number of banks and building relationships and its intention to be a direct impact on the direction of customer loans Promotion of non equilibrium In large cities more suitable for the image of planning advertising and other forms medium sized cities and developed for the township to promote direct business and the vast rural areas is even more suitable for the establishment of interpersonal relationships in order to stabilize the relationship between customers add new customers Therefore different types of regions different customer base should be flexible and adopt different means and methods of marketing Establish the characteristics of distribution strategy The main positional warfare Individual consumer credit customers a higher dependence on the network Marketing outlets for play positional warfare mainly a number of facilities should be established first class high quality of service business scope of financial supermarkets the financial supermarket in addition to the humanization personalization the quality of service the most important thing is to organic integration of the banking business with financial management customer service manager self service Internet access query such as a set of services even insurance securities assessment business and other units are invited into the office together so that customers feel that the comfort convenience and ease At the same time the establishment of networks in general the VIP Room VIP Customer window such as financial centers for higher income groups in the provision of convenient services to provide differentiated services In addition it is necessary to focus on business process in the process of cultural and psychological communication so that customers feel that banks are in the process of not only business but also to provide them with solutions to the problem 设计 论文 专用纸 30 Focus on science and technology warfare With the credit system and gradually establish and improve the future of electronic distribution channels will gradually replace the physical distribution network of the status of the main channel has become the mainstream of personal consumer loans Therefore banks are required to allocate sufficient resources to carry out further development of e banking application and improvement of development of on line banking At present we should increase the personal consumer credit in particular business in the electronic banking application to play its supporting role for example although not in the Internet banking telephone banking directly to apply for loans but they can turn this way the repayment or inquiries prepared to fight war In addition to the expansion by the banks themselves but also can be a positive agent of development banks brokerage unit in co operation to achieve a win win For example cooperation and rural credit cooperatives in the absence of network or network has been spread in areas continue to expand loans so credit unions on behalf of the management or charge can be a more adequate proxy some funds but lack of human resources of small and medium sized bank personal loan business management agency can choose to switch loans for the Bank to achieve piecemeal can to the fee or royalty rebate form so that some real estate agencies business loans to help customers such as banks introduced In addition customer credit also should strengthen cooperation with industry to reduce credit risk Establish a flexible pricing strategy Consumer credit business of pricing is a sensitive issue because first the individual consumer credit business a stronger policy interest rates have not been completely liberalized market the interest rate floating space second is a commercial bank the price adjustment would lead to other acts of for market price and the corresponding triggered vicious competition However the interest rate market is an inevitable trend the price war in the near future will be gradually carried out so the banks must take the initiative with limited space to take action 设计 论文 专用纸 31 Explore the intimate circle system Many individual customers interest on consumer loans and high demand but due to cumbersome procedures high prices the additional fees and charges more than the stop are gone In fact some of the fees that banks do not want to close the project but by other units or departments indirectly For example people have to pay auto loans loan amount equivalent to 5 7 of the performance bond the cost of insurance premiums mortgage loans in the collateral to be registered by the relevant departments to be valid the registration department the authority to provide for assessment by an assessment of the company sometimes also designated a direct assessment of the company and assess the company as much as possible in order to raise the revenue to raise prices thus increasing the burden on the lender the customer in order to reduce the burden of loans had to avoid or reduce the loan amount Hence the banking risk management must be bold to break the old chain and establishing the intimate circle of the pricing and risk prevention system bold pilot collateral value of the internal assessment system and actively expand the guarantee of security areas enhance the banks in the pricing and risk management initiatives the right to reduce the risk assessment and control costs reduce the burden on borrowers At the same time pay attention to strengthening management and supervision and risk control to avoid internal fraud the implementation of aliasing Explore the let channels In the eyes of customers interest rates insurance premiums fees are part of the price in general medium sized cities than customer oriented brand service quality lower price sensitivity and small cities or towns in a more customer price factors sensitive and medium sized cities on the cost of customer focus is the understanding of rationality and small cities towns customer will pay more attention to the calculation of the total cost Therefore in formulating pricing strategies of the differential treatment should be reasonable to take the name of let strategy For high quality relatively abundant financial means customers must be quality aspects of pricing 设计 论文 专用纸 32 to provide a more reasonable fee as recommended by a more reasonable and valuable insurance products or through cooperation with insurance companies discount