"The enterprise life cycle and credit policy", was named the provincial youth essay prize, was published in Chinese Institute of rural finance, Agricultural Bank of China sponsored the "study" of rural finance in 2004 eighth.

The life cycle of enterprise and the credit policy

One, the enterprise life cycle theory

No one will not care about your life, not a business will not pay attention to their fate. Life and death is the eternal theme.

The life cycle of enterprise refers to the enterprise from birth to the time of death. Enterprises and others hope they can grow up healthily, prolong life, DOSOMETHINPREVIOUSLYUNRELEASED, and do not wish to die on the vine, premature aging, mediocrity. The person's life by natural physiological constraints is limited, because of these limitations do not therefore theoretically unlimited extension, but the history of longevity, but does not see more.

The oldest company in the world there are about 700 years, "happiness" magazine published in 1970 the world 500 strong enterprises, in twentieth Century at the beginning of the 80's existing 1/3 bankruptcy. 500 strong average life expectancy of 40 years, Multi-National Corporation, the average life expectancy of 12 years. Switzerland's Rolex (Lolex) Company and American DuPont Co over the age of 200, general motors and Western Electric Co USA are more than 100 years old. But more and more enterprises life cycle is very short. In Japan and Europe, the average life cycle of enterprise for 12.5 years. In American, 62% of the enterprises the average life cycle of less than 5 years, survival to enterprise of more than 20 years, accounted for only 10% of the total number of enterprises, only 2% of enterprises can live for 50 years, America collapsed in 1997 enterprises have 10. The Anglo Dutch oil company (Royal Dutch Shell) Shell survey, in 1970 ranked the America "wealth" magazine's top 500 large enterprises, the life cycle of only 40 to 50 years, by 1983 they had 1/3 have disappeared. And China enterprise life shorter, large group, the average life expectancy of 7 ~ 8 years, the general small and medium-sized enterprises of only 3 to 4 years. The average life expectancy of China enterprises is 7.5 years old, the average life expectancy of Chinese private enterprise is only 2.9 years old. Up to now, already had 70% old and famous enterprises nationwide cease to exist. On the whole, the average life cycle of enterprises are not long, the whole show high death, short life situation. So in modern society, only a small number of enterprises have a long history, the majority of enterprises are still very young.

Do business people, who do not want to develop, which do not want to grow up, but for any enterprise, long-term stable growth is difficult, enterprises are also eager to own, full of vitality and longevity. Therefore, research on enterprise growth mechanism, summarizes the long experience, absorb the failed lessons, to implement the strategic management of long-term survival and development as the goal, has very important practical significance.

The enterprise life cycle theory is proposed to American management scientist Dr. Edith in 1989. He mainly from the various stages of the enterprise life cycle analysis of enterprise growth and aging of the essence and characteristics, the process of enterprise life cycle vividly likened to people's growth and aging, think the enterprise life cycle includes three stages and nine periods: one is the stage of growth, including the incubation period, the infant, toddler stage, pubescent; two is the mature stage, including the prime period, stable period; the three is the aging stage, nobles, bureaucracy, bureaucratic early period (including death). The characteristics of each stage are very bright.

Ichak Adizes draw a like mountain contours of the enterprise life cycle curve. The curve should be able to continue for decades or even centuries, but in fact many companies do not go through the perfect curve disappears. Some only a few years, ten years, still in the growth stage had died. Reason is the enterprise will face many traps in the growth, not to jump. Our biggest problem currently facing many enterprises is the "second or third times entrepreneurial" trap, especially private enterprises. The enterprise basically have been developed, in the toddler stage or adolescence, going from the entrepreneurial type to management type, larger jump. Edith pointed out that the founder or family trap, it is now our private enterprises concerned about how to go beyond the family problems. This is a trap the most dangerous. Some do more, can be said to enter puberty enterprise, also encountered a growing confusion. Enterprise development to a certain extent, and it is difficult to have a growth, it seems there is a power control and manipulate their own fate, suddenly left and right, difficult to escape from this vicious circle. In fact, is the enterprise long-term stagnation in the extensive operation and management, lack of a mechanism to retain talent and nurture talent, management and organization of the backward constraints the development of enterprises. According to Edith's theory, maturity is the most ideal point of enterprise's life cycle, at this point the self-control and flexibility to balance. Maturity of enterprises know what to do, what to do, and how to achieve the objective of. Maturity is not the life cycle of the vertex, companies should use their correct decision and constant innovation, so he continued to grow. But if you lose then entrepreneurial spirit, will lose its vitality, to stop growing, bureaucratic and recession.

The theory and methods of enterprise life cycle, enterprise is viewed as a body, not just an organization, proposed a dynamic management thought from the grasp of the whole to the focus on the stage, the strategic management thoughts of enterprises, has provided a new angle of view. The enterprise life cycle with the time evolution, will show predictable patterns, towards a new life stage, will face a painful. At this time, if the enterprise can overcome difficulties through the procedures of making and effective decision-making, contributing to a successful transition, a normal phenomenon, the problems faced are transitional; on the contrary, if the enterprise just take the old path, then the problem more will follow, and repeated, development ability will hinder the enterprises, even influence the life of the enterprise.

Theoretically speaking, the theory of enterprise life cycle is not intended to illustrate the stage of enterprise growth, but to reveal the influencing factors of enterprise life cycle, then explains how to improve enterprise's life cycle. Edith's life cycle theory in fact emphasized two points: one is the enterprise facing sudden death in each stage of the life cycle. For example, just a few years Chinese brilliant giant group, more VCD, Qin chi group in the toddler stage of adolescence and died; history has several decades of Wuhan Changjiang audio pieces in the mature period; with a history of 230 years, the British Bank of Bahrain said goodbye to the world in the aristocratic period. Two is the key, operation and management of enterprises in different stages of the life cycle of the strategy of the content is different. Such as adolescence is focused on expanding the market, mature period is the key to consolidate the market aristocracy and bureaucracy stage is change, company IBM is regenerated in a noble culture and bureaucratic culture after the reform in twentieth Century 90 in the early 1990s.

Since Edith put forward the theory of enterprise life cycle, many scholars at home and abroad with the history of the development of enterprises, from the aspects of (enterprise market environment, product technology, enterprise system, management mode, enterprise culture etc.) to determine or influence factors of enterprise life cycle, in fact, as a kind of objective existence, the life cycle of enterprise although in different periods, different regions, different enterprises are different, but has its internal regularity. Of course there is a mentality problem, enterprises do not too fast, too impetuous, to sound operation, look farther point, in order to gradually and become, by product and solid, a time for the market space, with great efforts for the enterprise long-term survival. As for the business objectives, within a few years, the plan, also want to have a year or a few months to, down-to-earth to do. Be anxious for success, success is a trap. Head, think what they do, such enterprises will be "super conventional development", will be "super conventional fading". So, the enterprise strategy should follow the rule of enterprise lifecycle. The development is the hard truth, but also hard than the development of truth is the objective law. This rule is the enterprise growth pattern.

Two, how to grasp the enterprise life cycle

The enterprise life cycle curve is very ideal, in fact many enterprises in the development process, and fall down due to various reasons and normal curve separation. Such as the giant, three strains, Qin Chi. They are in a strategic turning point problem. To an enterprise to decrease or increase, the turning point appears bigger change is very important. From the life cycle curve, we see this point very much, especially in the two phase alternating time. Transformation of each stage critical state called transition strategy, strategic turning point is also called a crisis point, including the risks and opportunities. If you can overcome this, break through this limit, companies can continue to develop, otherwise it will go downhill. China enterprises generally have to go through four stages of the life cycle of the crisis: the first stage, the survival crisis (Living). When undertaking enterprise to meet the different needs of customers products, at the same time the accumulation of cash flow. Enterprises of different industries are like this. The second stage, the leadership crisis (Leading). To the industry in the region of the product range to maintain the lead, to solve the problem of sustainable development in the company, is the focus of decision-making, management team and organizational structure, each Venture Company has come to be so. The third stage, competitive crisis (Competition). When other enterprises to imitate your enterprise, it must develop a product, product innovation, service innovation, expanding the product line, the development of the new business growth point. The fourth stage, enterprise culture crisis (Culture). The big companies that will have a big problem, decades of enterprises are trying to change the culture, but also solves the management efficiency, innovation, market reaction, business ethics problem. Doing business is fundamentally do two aspects, one is the talent, a capital. The so-called leadership, first is good with people, find and train people. To private enterprises, the talent is open; in the state-owned enterprises, talent problem is the market; in a joint venture, is how to use Chinese way for Foreign Company to Chinese, play off one power against another. Capital is to meet customer needs and demands of shareholders, we put the money out from the customers, and sustained financing from shareholders, and ultimately from "profit" to "value", 10000000 yuan of profit value multiplied by P/E50 is 500000000 yuan. For the entrepreneur, is the highest level of the two.

In the pioneering period (i.e., one is the enterprise in the growth period)Incubation periodAndInfancyEnterprises in the start-up stage, like a baby, like, resistance is weak, can be ill at any time. The enterprise survival depends on adequate nutrient intake (working capital), and parental care (founder of the commitment). The small number of employees, enterprises looking for most people in entrepreneurs around the circle; enterprise annual turnover is low, the number is not large enterprises assets. From the enterprise development perspective, the enterprise of this period is not optimistic, in addition to product market prospect is passable, other conditions can be used to express the "deficiency". Except possibly with one or two patents of entrepreneurship, enterprise whether financial capital, human capital, technology, management structure and management system are very limited, and the brand, goodwill and other intangible assets are unable to speak, can be said to be a blank. Therefore the enterprise innovation ability at this time is very small. In this period, enterprises lack of rules and regulations, entrepreneurs to sing "one-man show" in management, and often make mistakes, so the control force is weak. But the main problem is not this time enterprise. Because the enterprise is not enough to load the team cooperation in the scale of work style, founder of centralize power on major issues instead of the more efficient, and the business idea is very simple, as long as they can survive, and can earn money, entrepreneurs will push the enterprise forward step by step, and circumspect, like their parents care baby. Such enterprises generally do not have no ability to go beyond their scale and scope. So the main aspect of the contradiction is the innovation power shortage. Only can accomplish something in the product design, market development, and to obtain cash ability as the foundation of growth, the enterprise can gain a foothold in the fierce competition in the market, because once the enterprise lose funding support, infant organization will not escape the fate of failure. Commercial banks in this period, mainly to observe the enterprise, give some information to help and guidance.

TwoThe toddler period, relative to the innovative, learning control is weak phase of the enterprise, become the main aspect of a contradiction. This is because: 1, toddler stage enterprises easily driven by the immediate opportunity, lack of a strategic vision, especially the preliminary success often go to the founder of the corporate mind, feel be equal to anything, it will easily lead to some newborn calf enterprise to make unwise decisions and commitments, even have a superficial knowledge of the field is also a head drilling; 2, the lack of a systematic system. If the infant is carries on the management according to the crisis, the crisis management has become the toddler period. Just create enterprise, is often a lack of policy, system specific rules and regulations and improve the budget system, in addition to entrepreneurial paternalistic, no hierarchy, no organization chart, enterprise often exhibit unstable, easily frustrated; 3, the lack of a scientific authorization system. The toddler stage, enterprise scale is gradually expanding, entrepreneurs are also want to grant authorization to subordinates, authorization is intended from the next assignment, and let subordinates to bear the task of generating a sense of duty, give full play to the enthusiasm of subordinates. But the results are often get the opposite of what one wants, the centrifugal force generated, toddler stage enterprises to be "family" enterprises, and to some extent hindered the further development and expansion of enterprises. Therefore, the enterprises must learn to distinguish the order of priority, rules and policies, to judge what to do, what not to do, something to do, not to do something. Those who failed to establish management, leadership of the toddler stage will fall into the "founder trap", the so-called "the rich but three generations". Commercial banks should observe, a small amount of credit interventions, promote the growth of the enterprise.

ThreePubertyThis is the enterprise, the fastest growing stage, the ability to rapidly improve the level of technology and product design, production cost is reduced, the scale benefits began to appear, the ability to open up the market is also rapidly strengthened, market share, brand and corporate reputation is known all over the world. The remaining funds adolescence very optimistic, to the rapid growth of the enterprise. With the high quality talents in enterprises, the overall quality of enterprises and improve a lot, to the public the impression that the enterprise is a thriving present. Therefore, the enterprise innovation ability is very strong. At the same time, enterprises also started by the people orientation to guide adjustment of structure, various management system gradually perfected, the control force can be strengthened. But the success of the enterprise often make business people prestige to be very influential, no doubt. Although the system, but the system on the restriction ability is not strong, corporate leaders What I say goes. conspicuous. Puberty enterprises, entrepreneurs and employees are full of confidence, and even some pride. Revenue increased to enable the enterprise to have the further expansion of strength. At this time, originally very difficult external financing has become more easily. In this case, the enterprise is very easy to lose control, it is easy to fall into the trap of diversification and expansion. Enterprises to the investment is often more haste, many enterprises are not planned to invest, but wishful thinking to expect a satisfactory result. Business most probably it did not actually happen that the past successful experience can be applied in many fields, so "bold" in multiple fields, and even their own extremely unfamiliar non related industries. Diversification may start to the enterprise sales volume is more and more big, but business is not earning more and more money, but more and more. Because the main task at this time the enterprise foundation, strengthen their competitive strength, rather than expand their business scale and scope. So the enterprise expansion should carefully, especially the diversification and expansion, it is easy to let the enterprises in trouble. Giant group example is proof. To ensure the successful to strong resource strength as the backing, and adolescent enterprise strength is not enough to support too many industries. Besides the diversification decision problem, another important problems in adolescence enterprises will encounter is the use of enterprise management personnel. This is actually the success of the enterprises management innovation problems. Many entrepreneurs know the important role of occupation managers, it is difficult to let them go to the operation of enterprises, resulting in the new manager staff could not successfully carry out its work. Decentralization of enterprise entrepreneurs, although very painful, but from the beginning of puberty, entrepreneurs must do, this is the development trend of enterprise requirements. If you are not in the management system and governance structure on innovation, entrepreneur is always seize the enterprise not to put, what matter to the decision by himself, but a person's energy and professional limitation and decided that he could not do too many things, so his enterprises will not develop. Some enterprises failed in this transitional period, usually because businesses are not caused by lack of proper decentralization, institutional constraints on business leaders. At the same time, if not the perfect enterprise system, enterprise control force can not be obtained to improve the quality of. Therefore the efforts of the enterprises from the following aspects: 1, continue to increase technology products and market innovation, we should be especially vigilant that meet in the old products, old experience, the old management, no ambition, Xiaofujian phenomenon, it is easy to lose business activity; 2, team building, so as to avoid excessive tissue by founder. Should let employees know, they don't need, everything depends on the company. Once we established a cooperative agreement, recognize the mission and organization, all team members know the development direction of the company, natural to follow the prescribed order to achieve goals; 3, according to the different fields set up specialized business units, the operation of enterprises to be institutionalized, let the organization has the team cooperation pattern, and the division of labor and system a clear framework, will be the founder of spirit of enterprise to the entire organization. Commercial banks should strengthen contact with enterprise, to participate in the enterprise innovation, encouraging innovation, a lot of credit interventions, customer manager provides innovative information for the business enterprise, promote enterprise more rapid growth.

　 Enterprise regeneration and mature period, has entered the scale management period (in fact here including prime period and stable period divided by Edith) is the most exciting part of the business life cycle curve. To get rid of the entrepreneurs at this stage of the enterprise and the regeneration, and continued to mature. In adolescence, entrepreneurs after repeated after the crisis, started to learn the authorization. Occupation type entrepreneurs have begun to enter the enterprise. Enterprises from the quantity to quality, from suffering to work ingeniously. In the maturity stage, the enterprise flexibility and controllability of the balance, the ideal characteristics of some enterprise operation: to perfect the system and organization structure, enterprise 1; 2, the creativity, the pioneering spirit of the institutional guarantee; 3, enterprises pay much attention to customer needs, attention to customer satisfaction; 4, program can be hundred-percent implementation; 5, enterprises on the future trend of the judgment ability; 6, enterprises can withstand growth brought about by the pressure; 7, enterprises begin to differentiate into new businesses and organizations. For example, in 1995, Sichuan hope group differentiated into hope, hope, hope that the Orient Corp, Ltd. Huaxi hope company and Southern Co, respectively in charge of by Liu four brothers. By the end of 1997, hope that the Southern Co further differentiation of the "new hope" group, which listed in Shenzhen, accelerate the traditional family enterprises in the transition to a modern enterprise system. The differentiation and maturation period of enterprises to make enterprises more mature, various rules and regulations more standardized, foreign talent to the enterprise decision-making layer. Generally speaking, mature enterprise is enterprising, have make vigorous impetus, also has the very strong control, the enterprise innovation ability and control ability can achieve the greatest degree of unity. However, the peak state need careful care can be sustained. Because in the mature stage, enterprises meet the innovation spirit and innovation ability decline decline problem. The reason the spirit of innovation is the first enterprise leaders of the recession. In the mature period environment relatively comfortable, leaders of enterprises is very easy to lose those unique innovation quality, will start to become conservative and stubborn. We still American Ford Motor Co as an example. The invention of the founder Ford Ford Motor Co production lines to make the Ford Motor Co occupies the absolute advantage in the USA automobile industry, become the automobile king. In the heyday of the development of the company, any change Ford has repeatedly refused to cars, in 30 years time, stubborn before T car of any Ford. Suggestions are in Ford stone like touch the wall, even Ford son is not exceptional also, honest people have left. Along with the automobile competition intensifies, Ford car sales continue to decline, the loss of more and more serious, to 1946, Ford had to give way to the sun Ford II, Ford Motor Co's loss has reached l000 million dollars per month. Just because the Ford Motor Co of the huge scale and the Second World War the government order to make Ford Motor Co from bankruptcy fate. But Ford Motor Co is forever from the car on a throne fell. The mature period of recession and innovative spirit of enterprise rules and regulations of the sound. Innovation highlights the change, and the system requirements for compliance, two contradictory. The rules and regulations mature enterprises has been very healthy, all levels of personnel as long as according to the rules on the line, so the staff creativity is easy to sleep. But the market is changing, the innovation ability of enterprise in the sleeping time is too long, it will affect the ability to meet the needs of customers, the market competitiveness of enterprises decreased. Therefore, if enterprises can not continue to be active innovation in products and technologies, business leaders can not take the initiative to eliminate the disadvantages of various possible, the organization will inevitably decline and disintegration. Therefore, has already entered the mature period enterprise should cultivate base and leaders emerging career. In order to be kept for a long time in the mature state, enterprises must have a variety of different institutions, these organizations are at different stages of the life cycle. Should develop the new "baby", after "expansion -- Integration -- expansion" of the continuous cycle, to grasp the opportunity, profitability. Commercial banks in this period, to participate and to encourage enterprises to carry out technological transformation and equipment renewal, investment loans for technological transformation, and actively guide the enterprises to upgrade, promote enterprise products and industrial upgrading, further.

   Enterprise aging period, includingAristocratic period,Bureaucratic early,The bureaucratic period. once the enterprise enters the decline stage, enterprises and employees of the ego to protect consciousness enhancement, and customer distance more and more alienated, reflect the vitality of enterprises behavior does not see. In the aristocratic period, enterprises began to use themselves as the center, to give people the feeling of be opinionated. It has the following characteristics: 1, more and more money to spend on control system, welfare measures and general equipment; 2, there are more and more emphasis on ways of doing things, and not the contents and reasons; 3, more and more people adhere to the traditional, pay attention to form; 4, enterprise more and more the lack of innovation mechanism; 5, more and more people believe in "do not make trouble, out of trouble". In the bureaucratic early, the most obvious behavior characteristics are: internal conflicts, four rumours, the departments of enterprises focus on the interior position battle, people emphasize more who caused the problem, and seldom consider to take remedial measures to solve the problem. Bureaucratic early eruption problems if more serious, enterprises themselves are confined to a narrow space, and finally into a dead end, to the death phase. Commercial banks, in this period, to take decisive measures, early exit, reduce the loss.

Three, improve credit access and exit mechanism

China's economic development has entered the structural strategic adjustment stage, the market competition is becoming increasingly fierce, enterprises and products to enter the market, occupying the market and restructuring, out of the speed is accelerated apparently, uncertainty factors of credit risk is increasing. This requires that we must timely grasp the market dynamics and dynamic risk customers, improve credit access and exit mechanisms, to ensure safe, efficient operation of credit funds. In accordance with the "give", "it is somewhat do not be somewhat" principle, the establishment and improvement of the credit market access and exit mechanisms, from incremental to stock, from local to overall, systematically promote structural adjustment credit. To vigorously develop the high yield, high quality, good prospects for the development of the credit market, but also take the initiative to withdraw from the invalid credit market, out of the edge on the boundary precipitation dilemma fundamentally, and management in the stock of loans, the rate of non-performing loans and non-performing loans double line control, the emphasis is on the control of non-performing loans the amount of the credit assets, constantly in the process of optimization.

The implementation of active credit access mechanism, selection of credit access customer, must comply with good customer of the commercial bank industry, industry, regional and other aspects of the standards and conditions. The choice of 1, in the credit market access of industry, industry, strategic adjustment of credit structure, should adhere to the initiative and prospective, with the national economy structure adjustment and industrial upgrading of the pace, have the foresight to adjust credit stock, optimize the credit increment, the limited supply of credit allocation to the advantage of industry and trade up, especially after joining the WTO broad prospects for the development of industries, products and customers. One is the selection of national basic industries, pillar industries, particularly in energy, transportation, communications and other large state management infrastructure construction projects, the advantages of operating export project of agricultural industrialization and foreign trade in the characteristics of the project, the project; two is the emerging knowledge economy as a symbol of the high-tech industry, the focus is electronic information, biological engineering, new energy, new materials, fine chemical and energy saving, environmental protection and other industries; three is the choice of non production areas, the focus is education, scientific research, medical and health, journalism, publishing industry; four is through market competition has acquired a monopoly international, domestic or regional industry leading enterprises, focus on light industry, textile, machinery, electronics, chemical, petrochemical, pharmaceutical, building materials, real estate industry. 2, in the credit market access area, operation level selection, regional key credit marketing is to the developed economy, the credit risk is small, the high rate of return of regional tilt, inclined to regulate the internal management, management benefit, credit resource rich, inclined to the center city and the location advantages of city, Economic Development District, county and the region remained large customers, good customer original, no more new customers. The credit management level will gradually move up, systemic institutions, institutional customer, industry customers, by a branch or branch of direct marketing, maintenance, management. 3, in the credit market access for customer choice, the strategic adjustment of credit structure to promote the credit assets of whole optimization at the same time, should actively marketing, development, maintenance, promote a large number of corporate governance structure more perfect, in line with national industrial policy, excellent customer set scale, benefit, reputation in one, excellent customer groups consolidate and cultivation of the commercial bank, realize win-win. One choice is to establish a modern enterprise system, corporate governance structure more perfect, in line with national industrial policies, products market, efficiency and stability, good reputation, customer focus, listing Corporation, is a large-scale private enterprises, agricultural industrialization leading enterprises, export enterprises, Sino foreign joint ventures, wholly foreign-owned enterprises; two choice of trade and institutional clients, especially joint-stock commercial banks, insurance companies, securities companies, finance companies and other industry customers, and "three tax charges" (tax, land tax, customs, departments of administrative and institutional charges), "three soil" (telecommunications, electricity, radio and television, the land and resources management Department), "three guarantees a property" (social security, labor insurance, insurance, extra budgetary revenue management) and other institutional clients; three is to choose an excellent private clients, the key point is the company's senior management, senior intellectuals, civil servants, intermediary service institutions (law firms, accountants, auditors, evaluation certified public accountants) practitioners, high income, stable income, active marketing of personal consumption credit Business.

The implementation of active credit access mechanism, realize the benign credit structure adjustment. We must firmly establish take the customer as the center, take the market as the guidance, to benefit as the goal of the business philosophy, to carry out a full range of competing for customers, to cultivate the backbone with regional economic characteristics and growth potential. One is to adjust the credit structure. In general, is in accordance with the guiding ideology of "contraction, expanding urban development, rural city", adjusting rural, town, city credit structure three block. City bank should make full use of the talent, technology advantages, actively participate in the management of infrastructure projects, comprehensively to the traffic, electric power, medical, education, tourism, real estate, some of the advantages of industry penetration, development, support have influence with modern enterprise system listing Corporation production; rural bank should make full use of mechanism and network advantage, centralized fund scale, the county seat town and the centre as the focus, increase the launch on urban construction and commercial infrastructure construction of credit, preferential support leading enterprises of agricultural industrialization, and the production and business operation. Two is to adjust the credit structure. According to the national industrial development policy and bank credit capacity, to compress the first industrial loans, increased by second, the three industry proportion of the loans. Must be comprehensive to the two or three industry expansion, penetration in the industry, the economic development of the "hot spots," as the focus of credit support. Three structural adjustment credit customers. Is to resolutely eliminate inferior customers, enhance the general customers, develop the excellent customer. The private, individual economy as the focus of credit support, the low risk loan such as loan, discount loans, tax refund account pledge loan, packing loan as the main varieties of loans, to speed up the development of. To strict new into the customer's standard, the low-level repeat construction, science and technology content is not high, the assimilation, "like a swarm of bees" blind development projects, the lack of market basis "political project" resolutely not support.

Improve the customer take the initiative to withdraw from the mechanism, strengthen customer exit management. Study withdrawal mechanism, and gradually recover the poor quality of assets area, industry, customer and product inefficient, invalid occupation of credit resources. Especially for the general customers and negative customers, to grasp the enterprise life cycle, the repayment of the loan based on the cash flow basis and reliable implementation period, strict management, the general processing enterprises and commercial enterprises, as long as the assets and liabilities of more than 70%, and can't provide effective property mortgage and guarantee, operating cash flow was the declining trend, executive ability and credit lack, regardless of property relations is clear, the credit rating of how high, are gradually compressed, accelerate exit, adjust credit structure, to achieve the purpose of stable operation. The timely establishment of credit quit mechanism, pay close attention to the elimination of inferior customers. On existing loans households, in a comprehensive clean-up basis, list out customers and general customers, restricted list, clear out of the responsible person, the exit plan, implement exit measures, will still stay in an inefficient credit market stock lending out quickly, back into high-quality loan customers new. The general principle is "customer exit management planning, pay attention to strategy, improve security, reduce the loss". Because of the influence of external economic environment, credit environment and other factors, the customer degree of risk, different area out of difficulty and strategy differences, the Agricultural Bank in formulate an exit plan, determine the scope and key, select exit exit ways, carefully study their risk centralized customer group characteristics, suit one's measures to local conditions, differential treatment, prominent key, one of a strategy, catch effect. Inject invigorated the loan must be strictly controlled, the examination and approval authority shall collect, and strictly control the number of new funds, the implementation of related responsibilities, to ensure the safety of funds back into.

From the practice of active exit and elimination of inferior customers look, the key is to comprehensively and objectively predict the enterprise life cycle, the stock of customers long-term analysis, capture the customer sign changes, even if is the benefit is good, but the industry has been in a recession, is expected to dim prospects, customers, in a timely manner to the exit. Of course, "credit quit mechanism", although not completely back clean, principal and interest received in full, but the "retreat" itself has the benefit, what is more important is to create favorable conditions and possible to optimize the credit asset allocation, the efficiency in the use of credit assets have greater. Thus, the "retreat" in order to better "into", "retreat" to decisively, "into the" timely, and neither can be neglected, we can see the benefits in advance and retreat in. Only pay close attention to the stock assets - land, invigorated, the business model of the real from the expansion of the scale of extensive to the quality and efficiency of rail intensive, in order to enhance the development potential of the commercial banks, improve the ability and capacity based sustainable development of commercial banks.