试论美国富国银行的小企业银行业务课件

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Presentation Identifier.,1,Information Classification as Needed,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,美国富国银行的小企业银行业务,中国天津,2007,年,6,月,20,21,日,Wells,Fargo Small Business Lending,Tianjing, China,June 20,-21, 2007,美国富国银行的小企业银行业务中国天津 2007年6月2,1,美国富国银行简介,About Wells Fargo,成立于,1852,年,Founded 1852,美国第五大银行，资产达,5000,亿美元,5th Largest Bank in the U.S. with $ 500 Billion in assets,是获穆迪,AAA,评级的两家美国银行之一,One of 2 AAA rated U.S. banks by Moodys,主要在西部和中西部的,23,个州开展业务,Bank operates primarily in 23 Western and Midwestern states,战略重点为针对客户实施交叉销售,Strategic focus on customer cross-sell,过去,20,年，年复合股东回报率达,23%,而标普,500,指数为,13%,20 year compound stockholder annual return of 23 % - versus the S&P 500 of 13%.,2,美国富国银行简介 About Wells Fargo成立于1,小企业市场由富国银行旗下的两家专门机构负责,The Small Business Market is Served by Two Separate Organizations within Wells Fargo,“企业通”,Business Direct,贷款上限为,10,万美元,Lends up to $ 100,000,客户年销售额,200,万美元,Customers with sales $ 2 Million,大部分贷款通过邮件、电话或分行柜台发放。没有客户经理,Most loans originated through mail, phone, or in the branch. No banker relationship,在贷款发放和账户监控中大量使用信贷评分；不使用纳税申报表或财务报表。信用报告是关键,Extensive use of credit scoring for underwriting and account monitoring; No tax returns or financial statements used. Credit reports are key.,通常无担保物,No collateral usually taken,.,小企业银行,Business Banking,贷款上限为,100,万美元或更高,Lends up to $ 1 Million or more,客户年销售额为,200,万至,2000,万美元,Customers have sales from $ 2 Million to $ 20 Million,贷款由训练有素的客户经理负责发放，他们负责管理与客户的关系,Loans originated by specially trained bankers who manage a relationship with the customer.,贷款发放基于（企业和业主）财务报表分析 流动性、杠杆比率、偿债能力等,Loans are made using financial statement analysisLiquidity, Leverage, Debt-Service Coverage, etc.(both business and for owners).,通常需要提供担保物,Loans typically collateralized.,3,小企业市场由富国银行旗下的两家专门机构负责 The Smal,富国银行“企业通”旗下的小企业贷款,Wells Fargo Business Direct Small Business Lending,1995,年开始该直销业务,Began direct lending in 1995,至今仍是美国最大的发放,10,万美元以下小企业贷款的放贷人,By far, the largest small business lender in the U.S. for loans under $ 100,000.,2005,年政府数据显示，富国银行所占市场份额超过了花旗银行（第二）和摩根大通银行（第三）的总和,2005 government data shows WF market share greater than Citibank and JP Morgan Chase (#2 & #3) combined,全国性横跨所有行业的由许多小贷款组成的多样化贷款组合,Diversified, national loan portfolio of many small loans across all industries.,贷款损失控制得当，在过去,10,年波动很小,Loan losses well-controlled and have fluctuated little over the last 10 years.,高盈利性，可持续的业务增长,Highly profitable, sustained growth,4,富国银行“企业通”旗下的小企业贷款 Wells Fargo,美国小企业市场的情况,Some Facts About the Small Business Market in the U.S.,最好将,95%,的小企业定位为个人（消费者）市场下的一个特殊细分市场，,而,不是“,企业,”客户,95% of Small Businesses are Best Thought of as a Specialized Segment of the Consumer Market, and,not,as “Commercial” Customers,.,5,美国小企业市场的情况 Some Facts About th,大多数企业规模都很小,Most Businesses Are Truly Very Small Businesses,按年销售额统计的小企业数量（邓白氏资料）,（千个）,5,万以下,（美元）,100500,万,1020,万,2050,万,50100,万,500,万以上,5,万,10,万,6,大多数企业规模都很小 Most Businesses A,它们不是“初创公司”,And They Are Not “Start-ups”,按经营年限统计的小企业数量（邓白氏资料）,（千个）,经营年限,（年）,7,它们不是“初创公司” And They Are Not,Data Source: CRA, McKinsey Payments Practice, Tower Group.,13% CAGR,（复合年均增长率）,在美国，向小企业提供小额贷款是一项庞大且仍然处于增长阶段的业务,Lending small loans to small businesses is a big and growing business in the U.S.,美国小企业贷款市场,U.S. Small Business Loan Market,提供给企业的,10,万美元以下的贷款（单位：十亿美元）,8,Data Source: CRA, McKinsey Pay,Visa,营业额在,2004,财年增长了,32%,，,2005,财年增长了,34%,Visa volume grew 32% in BY04 and 34% in BY05,来源：,Visa,季度运营报告；,Base II,Source: Visa Quarterly Operating Certificates; Base II,注：所有数据为财年数据从当年,7,月截至次年,6,月,Note: All figures reported are Business Year - measured from July to June,$26.0,$34.1,$44.5,$58.6,Debit,Credit,Visa,小企业业务量（按产品类型）,十亿美元，,2001,财年,2005,财年估计数，（,4,年复合年均增长率为,30%,）,Visa Small Business Volume by Product Type,$ Billions, BY 2001-2005E, (30% 4-Yr CAGR),$78.3,美国,Visa,小企业业务量,U.S. Visa Small Business Volume,借记卡,信用卡,财年,财年,财年,财年,财年,9,Visa营业额在2004财年增长了32%，2005财年增长了,富国银行的小企业贷款历史,History of Small Business Lending at Wells Fargo,1990,年之前，富国银行并不是主要的小企业贷款人,Prior to 1990, Wells Fargo was not a significant small business lender,1989,年末，在我行零售银行业务下创建了小企业银行业务集团，专门服务于小企业客户。又在其下创建了小企业贷款部，为年销售额低于,1000,万美元的企业提供贷款,Late 1989, Business Banking Group formed in Retail Bank to focus on small business customers. Business Lending Division created to lend to firms with less than $10 MM in sales.,1994,年的成本研究显示，通过标准放贷程序（分销、发放、贷后管理）发放小额贷款无法实现经济效益（成本过高,）,In 1994, cost studies showed that standard lending processes (distribution, underwriting, servicing) were uneconomic for smallest loans.,1994,年创建“企业通”，采用简化流程的方式向年销售额低于,200,万美元的企业提供上限为,10,万美元的贷款,Business Direct formed in 1994 to focus on streamlined lending of up to $ 100,000 primarily to businesses with sales less than $ 2 Million.,10,富国银行的小企业贷款历史 History of Small,“企业通”的开发：首先，将,2000,多万家企业进行细分,The Origins of Business Direct: First, We Segmented the 20+ Million Businesses,牛宝宝,Baby Bulls,比上不足、比下有余者,Merry Middles,无利润,Non-Profits,家庭收入支柱,Family Providers,乡镇企业,Cottage Businesses,赢利,Profitable,不赢利,Unprofitable,采用标准放贷程序的小企业贷款的平均盈利性,现金牛,正在跃起（瞪羚）,专业服务公司,创业家,初创公司,11,“企业通”的开发：首先，将2000多万家企业进行细分 The,贷款流程的巨大变化使小企业贷款业务的盈利性大增,Dramatic Changes Made to Make Small Business Lending Highly Profitable,传统程序,Traditional Process,新程序,New Process,通过分行或信贷官员进行申请,Application in Branch or with Loan Officer,通过邮件、电话或分行进行申请,Applications by Mail, Phone, or Branch,需提供报税表、财务报表,Tax Returns, Financial Statements Required,无需提供报税表或财务报表,No Tax Return or Financials Needed,贷款人对申请进行仔细审核,Application Reviewed in Detail By Lender,2/3,的申请实现自动化审批,Automated Decision in 2/3rds of Applications,需进行年度审核,Annual Review Required,无需定期审核授信是“常青的”,No Review Line is “Evergreen”,通常需要担保物,Collateral often Required,无担保,Unsecured,在企业贷款系统中簿记,Booked on Commercial Loan System,在个人贷款系统中簿记,Booked on Consumer Loan System,要求很低的贷款损失,Focus on Very Low Losses,由于定价较高，可以允许较高的贷款损失,Higher Losses Okay with Much Higher Pricing,12,贷款流程的巨大变化使小企业贷款业务的盈利性大增 Dramat,贷款发放和信贷评分,Underwriting & Credit Scoring,市场营销和新产品开发,Marketing & New Product Development,账户和组合管理,Account & Portfolio Management,吸引低风险的小企业借款人,Attract low risk small business borrowers,数据驱动型的目标市场营销,Data-driven targeted marketing,产品具有吸引力,Attractive offers,持续测试,Constant testing,开发创新产品和服务,Develop new and innovative products and services,跳出固有思维模式,Think out of the box,交叉销售,Cross-sale,达到更高增长率，保持领先位置,Achieve higher growth rate and maintain the leadership position,采用个人信贷发放技术，开发针对小企业的特殊规则和模型,Use consumer credit techniques and develop small business specific rules and models,综合利用企业信息和业主信息,Leverage information between businesses and their owners,更复杂的数据和细分,More complex data and segmentation,持续分析、评价和调整现有贷款发放政策和模式,Constantly analyze, evaluate, and modify existing u/w policies and models,对每个账户进行持续的风险评估,Conduct on-going assessment of the risk of each account,在必要时采取措施,Take action if needed,按细分客户类别分析和监控其表现,Analyze and monitor the performance by customer segments,实现整体贷款组合的赢利最大化,Maximize the profitability at the total portfolio level,形成风险多样化的协调的贷款组合,Create a balanced portfolio with diversified risks,量身定制一个针对小企业的放贷系统,Building a Lending System Tailored to Small Businesses,13,贷款发放和信贷评分 市场营销和新产品开发 账户和组合管理,持续测试、度量和学习是有效拓展小企业市场的关键,Constant testing, measuring, and learning is key to effective small business marketing.,客户来源清单,List sources,设计可提供的产品,Product offers,创新型直邮材料、电话销售应答稿,Direct mail creative, telesales scripts,渠道：分行、直接邮寄、电话营销、互联网、合伙关系,Channels: Branch, direct mail, telemarketing, internet, partnerships,要成功就必须对测试结果进行严肃分析需要吸引何种类型的客户？什么是奏效的方式？哪些是无用功？,Disciplined analysis of test results required to succeed - What kind of customers are we attracting? whats working? whats not working?,市场营销和新产品开发,Marketing & New Product Development,测试和产品创新,Testing and Product Innovation,14,持续测试、度量和学习是有效拓展小企业市场的关键 Consta,继续探索新途径，更好地为小企业服务,Continue to explore new ways to better serve small businesses.,问问“为什么不”大胆对当前行业和惯性思维提出质疑,Ask why not - challenge current industry and our past conventional thinking,.,进行小规模试点，促进学习进程,Small experiments accelerate learning.,培养开拓才能，提倡主人翁意识在,5,年前就创建了独立的部门来负责新业务开发,Nurture entrepreneurial talent and encourage initiative ownership established a separate group five years ago to manage new initiatives,.,市场营销和新产品开发,Marketing & New Product Development,测试和产品创新,Testing and Product Innovation,15,继续探索新途径，更好地为小企业服务 Continue to,设定目标,Targeting,向经营年限较长且具有良好贸易信贷表现的小企业提供贷款,We target offers to long-established small businesses with good trade credit,小企业贷款申请,Business Loan Applications,输入数据的质量控制,Data Input Integrity Controls,输入错误信息会导致决策错误,Input errors can cause decision errors,验证和预先筛选,Verification and Pre-Screening,发现有矛盾,/,可能存在欺诈的贷款申请,Finds inconsistent/possibly fraudulent applications,在使用记分卡前拒绝的贷款申请,pre-scorecard declines,统计型记分卡,Statistical Scorecard,采用一个或多个统计型记分卡对申请人风险进行排序,One or more statistical models for ranking applicant risk,挑选出交贷款人审核的申请,Out-sorted for Lender Review,由规则来确定哪些申请人需要贷款人审核,Rules determine which applications require a lender review,制定价格和贷款金额,Setting Price and Credit Amount,根据相应的风险来确定价格和贷款发放金额,Price and amount of credit granted set according to relative risk,贷款发放和信贷评分,Unde rwriting & Credit,Scoring,已处理,200,多万笔贷款申请,Over 2 Million applications processed.,2/3,的贷款决策由系统自动完成，,1/3,由人工审核,2/3rd of decisions made automatically with the remaining 1/3rd reviewed by lenders.,研究表明富国银行小企业贷款处理成本是全行业中最低的,Studies show our cost of processing small business loans among the lowest in the industry.,主要数据,Key Facts,“企业通”贷款审批流程,Business Direct Loan Decisioning Process,16,设定目标 Targeting小企业贷款申请 Business,小企业记分卡的典型因子,Typical Elements of a Small Business Scorecard,行业,Industry,经营年限、成为银行客户的年限,Years in Business, Years as a Customer,存款余额,Deposit balances,营业收入,Revenue of the Business,营业场所,Location of the Business,业主的信用记录,Credit History of the Business Owner (s),可用信贷额度,Amount of Available Credit,信用历史长度,Length of Credit History,发生拖欠的次数,Number of delinquencies,业主的金融资产和负债,Financial Assets and Liabilities of the Business Owner(s),存款余额,Deposit balances,总负债,Total Debt burden,17,小企业记分卡的典型因子 Typical Elements o,对每个账户进行持续的风险评估，并采取必要措施以提高赢利性,Conducting on-going assessment of the risk of each account and taking necessary actions to improve profitability.,“行为评分,Behavior Scores”,根据现有借款人行为来评估其风险的统计模型,Statistical models for evaluating the risk of an existing borrower based on behavior.,欠款、用途、超出额度的记录,Delinquency, usage, over-limit experience.,个人征信机构信息,Consumer Bureau Information,“企业通”每月从个人征信机构获取有关每个客户的约,100,条信息（评分、用款、查询、账户数量、贷款余额等）,Business Direct gets approximately 100 pieces of information from the consumer credit bureaus every month on every customer (score, utilization, inquiries, # accounts, open commitment, etc.).,小企业贷款数据,Small Business Loan Data,小企业融资信息交换中心，邓白氏,Small Business Financial Exchange, D&B.,存款账户数据,Deposit Account Data,账户和组合管理,Account & Portfolio Management,定价的变化,Pricing Changes,“企业通”经常根据客户的风险行为（经常性拖欠、超出额度）来提高价格,Business Direct frequently increases customer pricing for risky behavior (frequent delinquency, over-limit).,对表现良好的低风险客户，银行会降低其贷款利率,Well performing, low risk customers get rate decreases.,提高优质客户的授信额度,Line Increases for Good Customers,自动或有条件的额度提升,Automatic or conditional line increases,从面逐步压低风险较高客户的贷款余额比重，增加低风险客户的贷款余额比例,Helps build low-risk balances, relative to balances of higher risk customers.,关闭账户,Account Closures,事先批准的交叉销售,Pre-Approved Cross-Sell,贷款发放后账户管理,After Booking Account Management,18,对每个账户进行持续的风险评估，并采取必要措施以提高赢利性 C,贷款发放和信贷评分,Underwriting & Credit Scoring,市场营销和新产品开发,Marketing & New Product Development,账户和贷款组合管理,Account & Portfolio Management,贷款承诺为,230,亿美元,$ 23 Billion in loan commitments,贷款余额为,110,亿美元,88%,为无担保贷款,$ 11 Billion in loan outstandings - 88% unsecured,今天的“企业通”盈利很好，还在扩张，且能帮助小企业取得成功,Business Direct Today Profitable and Growing Lender That Helps Small Businesses Succeed,在美国,50,个州和加拿大拥有,50,万名客户,500,000 customers in 50 states and Canada,客户年销售额的中值为,32.5,万美元,Median sales: $ 325,000,70%,的客户只拥有,5,名或以下员工,70% have 5 or fewer employees,平均信贷额度,/,贷款余额为,1.5,万美元,Average line/loan balance: $ 15,000,企业存款中值为,7,千美元,Median business deposits: $ 7,000,企业平均经营年限为,13,年,Average time in business: 13 years,成为“企业通”客户的平均年限为,7,年,Average time as Business Direct customer: 7 years,“企业通”实现利润,19,贷款发放和信贷评分 市场营销和新产品开发 账户和贷款组合管理,谢谢,Thank You !,提问及回答,Questions ?,20,谢谢Thank You ! 提问及回答Quest,1,、不是井里没有水，而是你挖的不够深。不是成功来得慢，而是你努力的不够多。,2,、孤单一人的时间使自己变得优秀，给来的人一个惊喜，也给自己一个好的交代。,3,、命运给你一个比别人低的起点是想告诉你，让你用你的一生去奋斗出一个绝地反击的故事，所以有什么理由不努力,!,4,、心中没有过分的贪求，自然苦就少。口里不说多余的话，自然祸就少。腹内的食物能减少，自然病就少。思绪中没有过分欲，自然忧就少。大悲是无泪的，同样大悟无言。缘来尽量要惜，缘尽就放。人生本来就空，对人家笑笑，对自己笑笑，笑着看天下，看日出日落，花谢花开，岂不自在，哪里来的尘埃,!,5,、心情就像衣服，脏了就拿去洗洗，晒晒，阳光自然就会蔓延开来。阳光那么好，何必自寻烦恼，过好每一个当下，一万个美丽的未来抵不过一个温暖的现在。,6,、无论你正遭遇着什么，你都要从落魄中站起来重振旗鼓，要继续保持热忱，要继续保持微笑，就像从未受伤过一样。,7,、生命的美丽，永远展现在她的进取之中,;,就像大树的美丽，是展现在它负势向上高耸入云的蓬勃生机中,;,像雄鹰的美丽，是展现在它搏风击雨如苍天之魂的翱翔中,;,像江河的美丽，是展现在它波涛汹涌一泻千里的奔流中。,8,、有些事，不可避免地发生，阴晴圆缺皆有规律，我们只能坦然地接受,;,有些事，只要你愿意努力，矢志不渝地付出，就能慢慢改变它的轨迹。,9,、与其埋怨世界，不如改变自己。管好自己的心，做好自己的事，比什么都强。人生无完美，曲折亦风景。别把失去看得过重，放弃是另一种拥有,;,不要经常艳羡他人，人做到了，心悟到了，相信属于你的风景就在下一个拐弯处。,10,、有些事想开了，你就会明白，在世上，你就是你，你痛痛你自己，你累累你自己，就算有人同情你，那又怎样，最后收拾残局的还是要靠你自己。,11,、人生的某些障碍，你是逃不掉的。与其费尽周折绕过去，不如勇敢地攀登，或许这会铸就你人生的高点。,12,、有些压力总是得自己扛过去，说出来就成了充满负能量的抱怨。寻求安慰也无济于事，还徒增了别人的烦恼。,13,、认识到我们的所见所闻都是假象，认识到此生都是虚幻，我们才能真正认识到佛法的真相。钱多了会压死你，你承受得了吗,?,带，带不走，放，放不下。时时刻刻发悲心，饶益众生为他人。,14,、梦想总是跑在我的前面。努力追寻它们，为了那一瞬间的同步，这就是动人的生命奇迹。,15,、懒惰不会让你一下子跌倒，但会在不知不觉中减少你的收获,;,勤奋也不会让你一夜成功，但会在不知不觉中积累你的成果。人生需要挑战，更需要坚持和勤奋,!,16,、人生在世：可以缺钱，但不能缺德,;,可以失言，但不能失信,;,可以倒下，但不能跪下,;,可以求名，但不能盗名,;,可以低落，但不能堕落,;,可以放松，但不能放纵,;,可以虚荣，但不能虚伪,;,可以平凡，但不能平庸,;,可以浪漫，但不能浪荡,;,可以生气，但不能生事。,17,、人生没有笔直路，当你感到迷茫、失落时，找几部这种充满正能量的电影，坐下来静静欣赏，去发现生命中真正重要的东西。,18,、在人生的舞台上，当有人愿意在台下陪你度过无数个没有未来的夜时，你就更想展现精彩绝伦的自己。但愿每个被努力支撑的灵魂能吸引更多的人同行。,1、不是井里没有水，而是你挖的不够深。不是成功来得慢，而是你,21,