JOYOU bus bus mortgage business limited company

  The basic situation, enterprise

   JOYOU Bus Co., Ltd. was founded in the 80's of the last century, one of the ten countries and the Ministry of transportation designated bus backbone production enterprises. Enterprise total assets of more than 1320000000 yuan, sales in 2005 exceeded 5000000000 yuan. The main products of the company are to "JOYOU" series of large bus, medium bus machine etc.. Because of the company business scale, ample cash flow, is a local bank gold customers, the banks pursued. Vehicle sales model: in more than 50 dealers nationwide, by the dealer sales to car self-employed. Dealers in the assigned region development end car customers.

  Guangzhou branch of a state-owned banks set up in 2004, belongs to the later, there has been no opportunity to cut the customer. After investigation, to understand the production of the product has great market consumption potential, many individual customers need to buy cars, but there exist some difficulties of lack of funds, not a one-time payment for the car, and the local is not a financial institutions to offer bus mechanical mortgage loans for individual customers, this is a brand new field.

   Two, the bank points

   The customers "purchasing, sales, finance, financial management," the five requirements of the sales of most concern. Can be used as the starting point.

   JOYOU Bus Corporation itself liquidity does not lack, through the provision of liquidity loans can not be moved by customers. Customers are most concerned about is how to promote the sales of the products, very urgent need bank according to the features of their products monomer amount is large, the use of long cycle, high residual value, customer for many individual contract households, financial service of personalized design, to promote its products sales. Provide financing for its dealers, end-users, promote the sales of their products more care.

   Guangzhou branch through the market survey, detailed aware of: 1, stable owners buy cash income. The purchase of owner is the passenger transport company, while passenger market is relatively standardized, bus line management right belongs to the monopoly of resources, industry competition and orderly. Operational qualification of each bus line must be approved by the government of transportation management department for approval, and traffic management departments to strictly control the number of lines of vehicle operation, thus avoiding the camp and the railway line and malicious competition, ensure the business interests of owners, a good line certificate in the Guangzhou market value of not less than 300000 yuan. Owners of the stable cash flow, the repayment ability of security. According to the survey, the normal service life of a commercial vehicle in 5-8 years, 2-3 years of operating income can ensure to recover the full investment. 2, risk control and security. Operating vehicle affiliated company (usually a passenger transport company) to the owners of constraint effect. While operating the vehicle belongs to the exercise equipment, cannot be locked, but in line operation qualification constraints, the operation of vehicles subject to strict constraints of the management organs, can effectively prevent and control the credit risk. In addition the borrower can mix: purchase mortgage repurchase guarantee + + bus manufacturers manufacturers a certain proportion of margin ", this will strictly control lending risks. 3, the more experienced. Customers apply for loans has rich operating experience, updating vehicle class more and more high, income is more and more big, the corresponding risk is more and more small, and borrowers Shoufu not less than the price of 30%, plus the vehicle surcharge, licensing and insurance costs, the actual investment loans to borrowers purchase line bus in the above car price 50%, banks and mortgage loans accounted for the ratio has been greatly reduced, the owners generally will not default, the bank risk is greatly reduced.

  Three, the bank enterprise cooperation content

  According to customer demand, combined with the characteristics of its product sales, Guangzhou branch of a state-owned banks designed service plan:

  1, security: "mechanical equipment manufacturers joint liability guarantee mortgage + + performance liability insurance company";

  2, customers purchase a car for a minimum of 30% of the contract value, banks provide loans up to 70% of the contract value;

  A maximum of 3, loans for a period of one year; for the base lending rates broke surface 10%;

  4, take the buyer's credit, loan loan closed operation, together with the customer payment enclosed give manufacturers.

  As of 2005 11 at the end of the month, Guangzhou branch of a state-owned banks have issued bus mechanical mortgage loans 112 pen, amount of about 90000000 yuan. To 2006 November, loans to recover, sedimentation funds were maintained at 70000000 yuan. The product innovation to enable banks and manufacturers are rewarded, and the products are on sale of businesses has played an active role in promoting.

  Comment.

   (1) a loan business usually include the real estate mortgage business, engineering machinery vehicle mortgage business, mortgage loan business, bus business personal automobile consumption loans, usually real estate mortgage loans mainstream varieties. Mortgage loans by a greater impact on the national real estate policy, the development of fluctuating development loan business, are generally not solely relying on real estate a service, should pay attention to find a breakthrough new business. Personal automobile consumption loans, the automobile to price, and the vehicle control is more difficult, the more bad debts and bank pen, no longer as the mainstream of a loan business varieties.

   (2) control operation risk is the key risk control bus mortgage business. Strictly operate according to the procedure, the implementation of the relevant security, signed the contract data.Any loan marketing plan must balance business development and risk control. Based on the analysis of the object industry market rules to understand, grasp, control bus mortgage business risk.Strict and effective risk control, risk prevention measures are linked together, in the control of operation risk, pre loan investigation mechanism, manufacturers, insurance companies repurchase guarantee mechanism, affiliated company of double insurance system and multi-level risk control system, adopt practical and effective measures, to a certain extent, it will control the credit risk in the loan before the.

   (3) the design of financial services by the parties must be based on a comprehensive understanding of the operating rules of the industry and in-depth analysis. Control risk is the understanding and operation rules of bus industry must be based on a clear understanding of bus lines, the monopoly characteristics and market value of the loan, marketing professionals do, do deep, do fine, fine, or a loan business no way out, the strategic transformation of the target can not realize.

   (4) should pay attention to seek new development opportunities in the maintenance. Loans, should use for new business opportunities or regularly visited the old customer actively, make the loan after tracking service, fully understand the old customer management after loan and old customers further on the market or financing needs, enhance the bank's brand image, for the old customer again patronage, and recommend new mortgage customers to me.

   (5) the bus mortgage business is low risk, high return loan products. The business has achieved considerable interest income for the bank, also derived a lot of public savings, bank cards, savings deposits and bank acceptance bill discount business and other comprehensive benefits, gained remarkable economic benefits and social benefits.