2012Trend and Countermeasure of commercial bank loan business development potential,(personal and network opinion, look at each annual report next year, alignment)

(a)2012The personal credit business development of commercial banks

The general situation of a loan business should remain basically stable, but will continue to adjust the credit structure, especially to further improve the management class small share of credit.

1,Housing slowdown, in order to support home-based demand

2, car loan will maintain stable growth

Data shows, global car sales70%Through the car sales, in USA reached80%. At present, the domestic consumer loan purchase a car less than20%. Form involves: auto loans, automobile brand has its own auto finance company, credit card installment purchase a car

3,Steady growth in business loans

At present the bank deposit loan ratio is generally high, which have been published in the annual report13Listed banks,Statistics show,2011Years8Bank deposit and lending more than the70%,9Bank loan comparison2010Years of rising.Therefore, the short term bank to substantially improve lending capacity, small and medium-sized bank credit increased space especially co.. The bank only by adjusting credit structure, credit funds will be further to the business Small and micro businesses tilt.

Two.2012Years of commercial bank personal credit business development possible countermeasures

1, continue to adjust the allocation of credit resources,Increasing personal business loans and personal consumption loans accounted for the proportion of personal loan business.

2The development, Small and micro businesses credit franchisee

China Merchants Bank is: the first independent operation of small business credit business institutions, China Merchants Bank small business credit center since its establishment, created a business professional in this field, beginning, development and remarkable achievements. Headquartered in Jiangsu, Suzhou China Merchants Bank small loan center, created under the "quasi banks, quasi legal" mode, have been set up in most small businesses, the Pearl River Delta, Yangtze River Delta and Bohai sea in Haixi area35Sub centers, highlights the characteristics of small loan center close to the market. Center set up in the most concentrated area for the national small business, including2/3Network organization more distribution in the county-level city, established in70A specialized services for small enterprises professional team, and some directly set up in the professional market.

The people's livelihood is:2011Years5In August, three branches of the early steps to build the Minsheng Bank Fujian branch of the professional Small and micro businesses.11Month of Minsheng Bank Shanghai branch said, to build the line planning in Shanghai20Franchise branch and in2012YearsAll business. For the site of new branch, the Shanghai branch is the research draw "small micro financial strategy map". According to this strategy, the bank found that, if the2Km for the service radius, the city has30%The Small and micro businesses in the radiation range of Minsheng branch network, location and the new franchise branch, the focus will be matched in addition70%The Small and micro businesses located; for existing service outlets, the livelihood of the people has also asked its tentacles Small and micro businesses cluster region, set up a "small micro financial studio" in the internal or peripheral, close to the physical mechanism of Small and micro businesses to create the cluster service platform.

Other.12Month6Day, Standard Chartered Bank Shanghai branch announced Minhang wide pathway of official business, this is the foreign banks in China to set up the first batch of Small and micro businesses franchise branch.12Month8Day, the Bank of East Asia also announced, Chinese established by article100Outlets, but also the first East Asia China Small and micro businesses franchise branch -- Shanghai Zhangjiang Branch was officially opened.

3In depth market, speed up product innovation

 "Order -" products is a breakthrough of the traditional mortgage demand, through the analysis of enterprise business model, order, management ability, tailored for the Small and micro businesses special loan products. On this basis, the bank also further developed to guarantee issued orders to the core enterprise of supply chain core enterprise loans, through better monitoring of downstream Small and micro businesses, at the same time, the credit risk of locking in supply chain system.

Loan is through several merchants United secured to support each other, mutual supervision and role of risk diversification, to effectively alleviate the Small and micro businesses mortgage, guarantee problem, and through the lateral constraint to solve the problem of information asymmetry. This kind of products in the market has large area promotion, the future can be refined design according to different regional characteristics.

The design of launch small loan center of China Merchants Bank in some professional market "professional market -" series of products, through the rental shops, businesses UNPROFOR UNPROFOR pledge, mortgage, pledge, guarantee, and combined with each other, to meet the different professional market business financing needs.

Wenzhou branch of China CITIC Bank "outsourcing enterprises purchase financing" mode of cooperation, namely to group company foreign cooperative enterprise accounts payable as a repayment guarantee, to provide credit support to Enterprises Association, by the large enterprise drive Small and micro businesses realize the credit enhancement, achieves the balance of risk and income.

Personal consumption loans,2011YearsSome banks have made active exploration in this respect. Consumer loans also pay attention to flexible and convenient, the product design should reflect the characteristics of. Such as industrial and Commercial Bank launched personal loan account payment functions, the borrower can increase associated with the account, effectively reduce the default rate. China Everbright Bank launched the first pay treasure payment functions, to pay treasure inside the funds can be flexible use, convenient and flexible management of online shopping customer bank account. In loan guarantees, but also should not rigidly adhere to the real estate mortgage, construction bank "small loan" personal loan business,In certificates of deposit, the traditional bonds, draft, draft, promissory note, deposit pledge foundation, increased the real gold, gold standard and enterprise bonds pledge, expanding the range of collateral.

The credit card consumption loans will become the future of consumer loans is another main point of growth, the market some small banks have begun to promote, relative borrowing costs in reasonable range, but the repayment is not flexible enough, most banks are set to a fixed term6Period,12Period,18Stage and24Period. The bank next also need to design specific operational details according to different customer difference, good credit record, in the bank assets more customers or to give appropriate preferential increase amount, repayment can be properly relaxed.

4Marketing strategy, optimization

First, build a brand. Commercial banks should be under the unified brand, according to different customers develop personalized marketing service standards, design of series product and package combinations.2011YearsChina Merchants Bank carries on the conformity to the existing business, officially launched a new brand "loan", by giving the "a" prefix the brand image of the perfect and powerful function of come down in one continuous line, bringing a new credit experience for customers. "A loan to pass" series includes personal consumption loans and personal business loans of two products. China Merchants Bank, has formed a "card", "network", "a thing" and a series of the "a" word naming system of products, formed its own characteristics, and has been widely accepted by the market. Future expansion of bank credit extended product can make use of the "one pass" brand to enter the market quickly, attract more attention.

2011At the beginning of the year, CITIC Bank also with5Years experience of small business services, on the basis of the original product, launched a small enterprises "development loans" series of products. The customer lock in"A chain of two ring three clusters" of small businesses, personalized product customization according to the different needs of the object, introduced the "UNPROFOR loan", "order -", "seed fund" and other products.

Second, to promote cross marketing and personalized marketing. Through all kinds of retail products to customer cross selling a loan, credit card, electronic banking, financial management, fund, such as increase in the number of gold, for each customer to sell, minimization, maximization and individual cost income gain additional economic benefits.

Societe Generale Bank2010Year for growth Small and micro businesses tailored financial services program -- "Societe Generale". "Societe Generale" set "loan financing, payment and settlement, financial planning" as a whole, also designed the "industrial" card as a carrier for business customers. "Resort" is no longer a single bank product or service, but a comprehensive financial services. Through the "one-stop" service effectively reduces the client's financial cost, time cost, information cost and the cost of living. For different customer groups, should highlight the personalized marketing.

Third, actively expand the marketing channels. With the rise of micro-blog, this new form of media in China has quickly accumulate popularity. Sina, Tencent and other well-known micro-blog in many aspects, such as the number of users of social influence has been in the leading position in domestic. In this context, most banks quickly to seize the initiative, the establishment of marketing platform through the micro-blog. Now, micro-blog has become an important source of public information and public opinion of the condensation of open public opinion place, in the financial industry, micro-blog has become a tool of financial institutions "brand marketing". The use of micro-blog user to on-the-job personnel, general age, almost all of the potential customers of personal financial business. Micro-blog is simple, easy to compare different products and services, the more prominent the commercial bank itself characteristics. For banks, the network marketing cost is low, the audience is wide, publicity and more flexible.2011Years, major banks have launched fierce competition micro-blog customers, new hair number micro-blog number and fans have the obvious rise.

In the physical channel, banks can through various activities, clubs and other forms to individual customers. For example, the industrial and Commercial Bank of the majority of merchants custom-made2 the exchange and enjoy the exclusive service -- ICBC business club platform the characteristics of products, and to provide business card club. Through this form, the connection among small business owners, banks can also get more rich customer information, is of great help to upgrade the product.

ICBC launched the "Friends of the loan" is based on the platform, with "business card" for the service medium, the introduction to the members of the club exclusive credit products. Because of the extensive contacts and members of the club, the ICBC to master more comprehensive customer management. Then "design to the loan" highlights the rapid and simple, to meet part of the business of loans to the actual demand, the repayment of withdrawal at any time convenient and simple application.

5, the securitization of housing mortgage loan