Why the SME loan difficult

At present, our country small and medium-sized enterprise has become an important basis for economic development, market prosperity and employment expansion, has accounted for 59% of the gross domestic product of final products and services the creation of value, industrial added value accounted for all the industrial added value of 70%, with exports accounted for 68% of total exports, pay tax total tax revenue 48%. The national patent 66% was invented by the small and medium-sized enterprise, technology innovation more than 74% completed by the small and medium enterprises, over 82% of new products developed by small and medium enterprises. In addition, the small and medium-sized enterprise also provides more than 75% of urban employment opportunities. The play a decisive role in the society and economy. But the financing problem has been a bottleneck that perplexes the development of small and medium-sized enterprises of our country.

To the small and medium-sized enterprise loan difficult problem, the country attaches great importance to.

A, the National People's Congress in June 29, 2002 twenty-eighth meeting examined and adopted the "SME Promotion Law",

B, the people's Bank in August 9, 2002 issued a "guiding opinions on supporting the development of SMEs",

C, the State Council to the hair (2005) No. 3 document issued "on encouraging, supporting and guiding the individual and private non-public economic development in a number of opinions",

D, the China Banking Regulatory Commission in July 28, 2005 issued "guidance" banks loans to small and medium sized enterprises, efforts to promote the construction of the "six mechanisms".

In order to solve the difficult problem of financing of SMEs, commercial banks have made great efforts to. National Development Bank launched the project financing China sustainable commercial micro enterprise; put forward Beijing City Commercial Bank, in order to build a financing services to small and medium enterprises characteristics bank; bank explicitly declared, small and medium-sized private enterprises is the real customer groups; Minsheng Bank announced in Shanghai will be devoted to the establishment of small and medium-sized financial department; industrial and Commercial Bank of fuse Ministry responsible person told, grasp the small and medium-sized enterprises, but also grasp of the future China society the most energetic economy; Agricultural Bank in 2006 April formulated the "measures for the administration of Special Agricultural Bank of China small business credit (Trial)"; the Construction Bank will be the development of small and medium-sized enterprise business as a strategic choice, incorporated into the strategic development outline; 2005 December Chengdu Branch of Standard Chartered Bank once opened, it declared that the small and medium-sized enterprise as its key customers, and is unique in China in 2006 small and medium-sized enterprise award. Commercial banks also issued a series of management measures, credit rating system, active and innovative mortgage and credit products, streamline business processes, some branch of financing service for SMEs pilot.

The problem of financing for SMEs, wide attention from all sectors of society. In recent years, at the national and local people's congresses, CPPCC meeting, representatives of relevant proposal is always keep on repeating at great length. A variety of professional and non professional newspapers and magazines are discussed, loudly, and various analyses were carried out, a prescription.

Bank money, why the small and medium-sized enterprise loan to fail? The mainstream view is the lack of small and medium enterprises effective collateral, the financial statements is not true, nonstandard management, small scale, low profit, multi family type management etc.. These may make sense, but I think, to small and medium-sized enterprises in bank loans, should answer the two questions.

One, small and medium enterprises to obtain bank loans is the lack of what?

Through the analysis and comparison of large, oversize enterprise financing and a lot of empirical, we found that there are 5 missing:

(a) the lack of understanding of the bank. In the eyes of many people, banks are the same, to loan, write a report to one or more banks, or ask the government, the people's Bank of coordination, wait for the result is. In fact, this effect is not ideal, is the enterprise does not understand the typical performance of banks. Commercial banks have the credit intermediary functions, to grant loans. But the bank loans of different policy, loan conditions are also different. Enterprises need to borrow money to loan, what type of loan, the loan to time, different banks have different requirements. On the banks of the industry support? Economies of scale enterprises reached a bank's standard? For the bank management guiding ideology is deposit preference or loan preference, there is no loan approval right, how much authority and so on, in loans, the enterprises are more or less should understand.

Understanding of the bank, should also be aware of the bank loans to focus. Banks fear most is safe problem, can recover the loan maturity. Only the bank that its loans in the enterprise there is safe, can loan. Worried that the enterprise does not return the money, this is subjectively speaking, money is not also, this is the credibility of enterprise; worried that the enterprise is not the money, it is objectively speaking, there is no money can also, this is the ability of enterprises. What shall I do? How to eliminate the bank concerns? To have the credibility, integrity. Although the company money, but money is not also is the cause of the people, is the person in charge of the enterprise. Therefore, the managers of enterprises to have integrity, good character, have a good reputation, do not pay, less, less economic disputes, not a big gamble. These may affect the bank responsible for business judgment. How to prove the enterprise not without money yet, to bank show business normal operating conditions, to provide a second source of repayment to the bank as collateral to prove.

Understanding of the bank, also should understand that the bank is really "Xianpinaifu", "too small to love", "love strong enough"? From the appearance observation, real-life bank indeed. But from the deep observation, simply do not think. At least the loans from the bank for the purpose of making profits this point of view, this is not all that. Climb into a steel which is rich enough, strong enough, but all the Bank of Chengdu, Qingbaijiang have to climb into a steel company loans, inevitable may be only two results: either to climb into a steel die, either the bank starve to death. Very simple, CSST cannot afford so many loans, loan to pay interest, no bank said CSST well, you need a loan I do not charge interest, because the bank loan funds have cost, could not charge interest, no limit on loan interest will climb into steel an unlimited amount of loans generated by the. Of course, CSST will not do. It has abundant funds, have a lot of money in the bank, without the need for bank loans. While the banks to raise capital if not converted into interest bearing assets, not loans, the bank is a loss, because it must pay interest on bank deposits, as so, only to those non CSST 'loans interest, otherwise it is impossible to sustainable management. Non CSST will not necessarily have the strong will. In our view, enterprise is not rich is not afraid, not does not matter, not also does not matter, it is important to accurately define the business conditions for which bank lending standards. Different banks have different target customer groups, have different conditions for loans, banking institutions numerous, "Fu", "big", "strong" is not a unified scale, is relative. Is the same bank, according to the different varieties of loans also have different standards. The enterprise should choose is the bank for their own situation, the loan. The loan is for the production and management, out of which financial institutions money can meet this need.

There is a long-term enterprise is industrial and commercial bank customers, loans in ICBC, ICBC can no longer to add much-needed loans, the government and the people's Bank of coordination in the financial institutions, rural credit cooperatives have the intention of the loans of 15000000 yuan. However, the enterprise managers think, their own production of high-tech industrial products, enterprise scale is not small, I also is the local well-known entrepreneurs, how can the rural credit cooperatives to open an account, financing? Heart look down upon the rural credit cooperatives. This idea has a problem, the ICBC, the enterprise is not strong is not rich, but for rural credit cooperatives, have rich enough enough enough.

According to the big banking standards, the majority of small and medium enterprises is difficult to meet the loan requirements. The county economy of small and medium enterprises, from the state-owned bank loan is very difficult. It can be said that, in the county small and medium-sized enterprises, state-owned financial institutions credit financing is the attempt nothing and accomplish nothing, many small and medium enterprises long-term money on the banks were not to dry land. Therefore, the small and medium-sized enterprise to learn and credit unions to deal with, to learn and new joint-stock bank dealing. Enterprises in different stages (asset size, sales volume, profit level, influence size) need a loan, to learn how to deal with different banks.

To understand the bank, also looking for bank. To provide loans to small and medium enterprises to apply to banks, especially to those who reject not inconsistent with the small and medium-sized enterprise loan, governor, without prejudice to the small and medium-sized enterprises in the bank for a loan. Governor stability of fear and risk is unwilling to small business lending.

(two) the lack of credibility in the bank. Capital is profit in nature. Banks are enterprises, but also to achieve the profit. But the operation of the special commodity money, is managing risk, slightly careless, the principal is difficult to recover, so the bank loans to be very careful, to take preventive measures, including the full study of business conditions. Domestic and foreign banks are in fact follow a rule: don't lend money to not familiar with customers. Many companies complain that banks do not lend to them, but to find the real reason? Some enterprises to loans to find county magistrate, for the mayor, looking to the government for coordination, the people's Bank of arrangement, this concept is out of date, ten years out of date. The bank is the enterprise, is the enterprise has the independent right of management, in loans to who question bank is independent decision-making, government leaders may not bank administrative command to grant loans, or illegal intervention. After all, banks do not understand business could not lend money to businesses, for enterprises to obtain loans from the bank must allow banks to understand their own, to establish their own credibility in the bank.

In allowing banks to understand enterprise this problem, many business operators heart is contradictory -- good operating condition the true financial information provided to the bank, the tax department to pay more to worry about; concealing revenues and profits, the bank thought the business situation is not good business, not a loan. Operating condition of enterprises will be more difficult, false income and profits to pay more, disclose finances, not loan. This is a very common phenomenon. Don't blame the banks not to know you, don't blame the banks not to look at the small and medium-sized enterprise, because very few small and medium-sized enterprises dare stripped all the camouflage and let people see enough. Therefore, the main reason on the enterprises themselves, don't just blame the banks.

(three) the lack of clear source of repayment. Some people say, we have real estate, land as collateral, banks, why not give me a loan? This is also the banks do not understand performance. Bank loans to recover the money, not in order to obtain the real assets, and it is not the same as the pawnshop. Therefore, whether a bank loan to you, first of all to examine your cash repayment ability, that is not the first source of repayment. What is the first source of repayment, is the enterprise rely on normal operating income ability to repay bank loans. A business is not normal, loss making enterprises, have adequate collateral is also difficult to obtain bank loans. Only when the bank after the inspection, that the enterprise has a first source of repayment, it may have the intention of loan. At this time, enterprises need to provide the second source of repayment guarantee, mortgage or guarantee, purpose is to enhance the safety coefficient of repayment. When the enterprise can not rely on one source of repayment repayment, the bank as it cannot be helped, through the disposal of collateral loan. Therefore, can not be said to have house property, land mortgage can get loans, also cannot say real estate, land mortgage is not important to obtain loans.

The bank pays much attention to the first source of repayment. This is the key factor to decide whether the bank loans, but also is an important index to reflect the overall operation of the enterprise. Enterprises also have clear the second source of repayment, this is to prevent bank business moral risk protection, need to meet the superior bank lending conditions.

So what is the second source of repayment? A mortgage is including immovable and movable property: real estate, real estate, machinery and equipment, transportation equipment, etc.. Two is the pledge: Certificate of deposit, bond, stock, equity, earnings power. Three is the credit guarantee: third party guarantee, credit guarantee, such as guarantees. Is the second source of repayment of loan enterprise to produce, when not operating income to repay the loan, for the return of bank loans. Why do banks pay great attention to collateral? Banks in the loan is difficult to complete, fully understand the real situation of enterprises, loans are also difficult to fully control the situation of production and operation enterprises, so the use of the second source of repayment increases as the means to guarantee the safety of loan funds.

(four) the lack of reliable financial information. Financial information is an important basis for the enterprise that has a first source of repayment, the bank loans directly about whether the attitude. The examination and approval authority and approval of bank loans mainly on the basis of enterprise financial information and related data to determine the quality of enterprise. Exaggerate and conceal the financial information is a common phenomenon. Enterprises to bank loans, the banks will use the perspective to measure yourself. Enterprise manager can't think you every day in the enterprises, is to open his own, he will fully understand enterprise. You know, on their own business management of enterprise knowledge is one thing, to their management and loan business knowledge is another matter. For example, the position of enterprises in the same industry? The national industry policy which is the enterprise in which the industry? Financial statements reflect the enterprise is what state? External especially bank is how to evaluate the enterprise?

Many small and medium-sized enterprise operators do not look at the financial statements, but not remember some important data of financial statements, don't understand financial statements reflect the enterprise is what image. This is typical for not understanding to the enterprise. Don't loan then, understand the real operating data is enough; if the loan, you have to remember that the main data statements. These data reflect the enterprise is the eyes of the bank's business. The bank is from the financial statements and related materials to understand, understanding, evaluation of enterprise. The business operators do not understand, do not remember those data, Bank of communication with you, will lead to wrong conclusion for you, or that you lied, or that the financial statements and information is false, only the two conclusion. Both of any kind, will cause the banks don't lend money to you. Unless your financial statements and real operation completely consistent. If a business operator of their business operation and financial situation can clearly with digital representations of words, the effect will be very good, the bank management will think this is smart, competent manager. Bank personnel born in digital interest.

(five) the lack of real financial adviser. Finance is a profound knowledge. With Bank of communication requires specialized skills. The present problem is enterprises and banks lack of a communication channel. Enterprises differ in thousands of ways, from all walks of life in different poses and with different expressions, the bank's point of view, how to understand the enterprise in the industry, market prospects, how, how much? This must be with the help of an appropriate communication channel.

The brain is the master financial, the shortcut control bank loans. There are many Financial Services Company, enterprise diagnostic company, Consultants Co, banks and enterprises together, build a bridge. Financial adviser to the bank's credit policy, work flow, loan psychological; companies understand the business, integrity, repayment records, development trend. So they can effectively help enterprises to allow banks to understand, help enterprise to standardize the management bank assured, to help enterprises establish a good image for the bank financial trust, help enterprise promise performance to secure bank loans.

Figuratively speaking, financial adviser can become enterprise ears -- listening to the financial policy, collecting financial information; to become the enterprise's eyes -- look at the financial operation, observe the change of direction of bank loans; and the effective ways of enterprises become head -- to obtain bank loans on the enterprise, help enterprise planning on Financing, provide protection from banking crisis; become the mouth -- suggestions, for the financing of enterprises to help enterprises and Bank of communication. Financial advisers also promote national financial policies, provide the bank credit, settlement, deposit, foreign exchange, negotiable instruments, interest rates and other information, to teach and bank enterprise communication skills.

Two, small and medium-sized enterprises to obtain bank loans?

The development of enterprises, should moderate debt. Corporate debt is the main channels of enterprise assets, is the foundation to seize the opportunity to make development. Be in debt, of course the first choice to bank loans. Because interest rates of bank capital is low, and it has high stability and continuity. So how to obtain bank loans?

(a) positive accumulation of reputation in a bank. The so-called enterprise credibility in the bank, is a record which formed by the enterprise for a period of time inside banks handle the business of the. Mainly includes the enterprise in the settlement bank (transfer payments, cash access, bill payment, fund exchange etc.), deposits, loans borrowed business access. As a normal operation of the enterprise, has the financial business.

Enterprises should have the consciousness of the accumulation of reputation in a bank. The bank is currently rely mainly on the responsible person of the enterprise's speech and deportment to fathom its degree of integrity, from the compilation level project plan write the evaluation of enterprise awareness of the project and grasp the degree, to the scene to see the plant, equipment, personnel to analyze the project can be implemented, operability. Bank trust in business from scratch, from Mark, everyone is tired, everyone is very difficult, the success rate is very low. Banks usually on enterprise information thinking chains are: negative - certainly trust and recognition, how many good enterprise under this thought due to the data flaws were banks to lend?! So small and medium-sized enterprises must in the banks and understanding, in their own interest and in the future there may be supported by the bank, and never never go to the temple for nothing, intercourse usually not with the bank, a branch of cash income, charge against teams, casually looking for bank business, will be a lot of settlement and deposit on the can not support the enterprises bank, short of money to find a bank. Such enterprises can not accumulation of reputation.

Accumulation of reputation to the accumulation of wealth. Relying on publicity and packaging without the actual content of the enterprise, it is now difficult to obtain loans in the bank. As an enterprise, must want to develop in the future, will accumulate wealth continuously. The enterprise is a shell, wealth is the core, is content. A shell enterprise is not possible to obtain long-term development, it is impossible to achieve the trust bank. The process of course is the accumulation of wealth to create wealth. But only is not enough to create wealth, to create wealth accumulated in the enterprise. Therefore, entrepreneurs should work seriously, good management, good marketing, stand on solid ground to do strong enterprises, tamp foundation. In the realization of the enterprise benefit, not the profit allocation, not through the costs of processing enterprises earn money to shareholders, managers personal pocket, the blood drained. Shareholders, managers in accordance with the law to the distribution of bonuses, appropriate access to certain funds from corporate to individual needs or can be in a personal account, but not excessive. What is the legal person enterprise, is. Is a legal person, it should be true to life, just be strong. The chairman (general manager or boss) is what, is the legal representative of the legal person of the enterprise, is the representative. Is the representative, should stand in the corporate perspective for the sake of it, to foster the growth of it. The enterprise to realize the benefit as much as possible for reproduction, such as capital, equipment, the purchase of buildings or land, carry out technological transformation. So, enterprises create wealth more accumulated in the business, financial statements are nice, easy to win the trust of banks. At the same time, with the continued accumulation of wealth, Bank of the first source of repayment and repayment guaranteed second.

The accumulation of reputation, the sooner the better. An enterprise is established, as long as the beginning of the production and business operation, it can and should be handled in the banking business. In the process of the bank business, is the process of accumulation of credit. Business from the start that day will be designated person in charge of Finance and banking relationship, in the bank for business, understanding of the bank's credit policy, to prepare for future loan. First of all, choose one or two bank accounts, deposits, withdrawals, transfers and development, exchange and other services. How to choose a bank? Bank credit policy or rejection of the enterprise in the industry; the bank does not discriminate against small businesses; the bank is responsible for the development of small and medium enterprises optimistic about the prospect of people; the banks responsible person and the enterprise has or may have. Is more choice, one or two banks will be enough. The bank may reduce the effect of accumulation of credit in the bank. Secondly, the existence of bank deposits. The number of deposits, balances size according to the situation of enterprise decision, it is important to invest through banks, form of cash flow records. This not only allows the banks to understand the situation of enterprises through the cash flow, but the cash flow of enterprises constitute a stable source of deposits banks. In addition, the enterprise staff personal savings are better enterprise bank. Deposits, not because they don't loan or other bank PR just transfer. Third, the company's business to handle in the bank accounts. Don't zuozhi cash, not offset paper. Otherwise it will greatly reduce the banks to the real operation of understanding.

Accumulation of reputation should be good at creating credit. The creation of credit, is to create the conditions for the bank loan. The natural development of normal business, enterprise alone is difficult to obtain bank loans to support; only by simple bank for normal deposit and settlement in the business, is still very difficult to obtain bank loans to support. Don't wait for the arrival of bole, and to build the horse, a horse is galloping horse. So the enterprises should take the initiative to create a credit. Through the creation of credit by the bank on top of the enterprises concerned. Enterprises should not only use the cash flow and the normal operation of the settlement business in the bank according to the traditional way of accumulation of credit, but also to cash flow and clearing business enterprises in the production and operation of the bank credit creation. For example, a company to pay a sum of money, the most direct way from the bank account transfer or exchange. But in order to gain credibility in the bank, it can use the full deposit issued by the bank acceptance approach, not only paid for, and saving the financial costs, more important is created in the bank's credit. The business is not, is the enterprise for the bank to create business opportunities, banks are very welcome. Beneficial to the bank, is also advantageous to the enterprise.

Accumulation of reputation to create opportunities. By creating opportunities caused by bank executives to this enterprise's attention and recognition. The bank is also constantly looking for their eyes of customers. The enterprise must use every opportunity, or even create opportunities, put the enterprises into the eyes of the bank's customers. The eyes of the bank's customers, stand on solid ground is dry come out, and through appropriate publicity, packaging created. For the enterprises included in the list of key support of the local government, improve business visibility in the region; actively participated in various meetings, the activities of the government, the positive social image of enterprise and the responsible person of the enterprise; moderate publicity according to the needs of production and operation, including news and advertising; consciously participate in banking activities and so on, are the creation of credit in the bank's opportunity.

(two) provide appropriate, the true financial information. Analysis to a large extent from the enterprises to provide financial statements and data bank to business judgment. The report data distortion is a common phenomenon, but most don't believe the places of business bank. Exaggerated and shrinking the financial information is not a bank of hope. The enterprise shall regulate the financial management of their own, truly reflect the conditions of production and management of enterprises. The so-called real, requests the enterprise accounting system is perfect, reliable financial data, accounting compliance; the appropriate modification, is refers to the enterprise financial data and information as long as it does not violate the "accounting law" is allowed. Financial statements are true refers to the income and expenditure is relatively complete and true, as long as there is no obvious huge false is true. In fact, the enterprise's financial statements is to allow for proper modification. Don't machine, simply to understand the truth, an enterprise's financial statements is not just a simple record of running data of enterprise production, but should be in accordance with the relevant provisions, through experience, really understand the financial accounting personnel carefully prepared. The person in charge of the enterprise to know the financial statement data reflect their own enterprises. The financial data by reflect the enterprise, the person in charge of the enterprise more should know. The person in charge of the enterprise the enterprise data relevant to understand and clearly expressed, can quickly win bank staff.

How to let the banks believe that their financial statements are true? It requires the enterprise financial accounting system, comprehensive, account, table, data are not mutually contradictory. Accounting personnel with professional knowledge, good expression and communication ability, familiar with all the data of the enterprises financial statements, and the ability to answer questions. Audited by the accounting firm with credibility, and also can prove tax statements.

How to face the real tax problem statements to bring? Tax issues involved but also can DOSOMETHINPREVIOUSLYUNRELEASED. By making full use of various tax policies, through the operation can achieve reasonable tax purposes. Relying on income is not recorded, practice account to solve the tax problem has been out of date, is a primitive also contains great risks barbaric method. High IQ tax saving the company financial statement data is true and reliable, the starting point that enterprises is very high. When the person in charge of the enterprise to the bank said, we provide the report is tax financial statements, it can eliminate the bank doubts in the very great degree.

(three) note that method exchanges and bank staff. We must resolutely restraint "be like hunger and thirst to", "unable to hold oneself back", "cried poor anti cry bitter", "anti chaos Kwajalein Haikou", "pat chest", "not to return the proof". The person in charge of the enterprise to establish a good social image. The person in charge of the enterprise and the quality management team is an important factor in the bank's credit rating and then decide whether to loan. Banks generally pay close attention to the person in charge of the enterprise whether gambling, marital status, work style, interpersonal relationship, cultural degree, professional dedication. Rewards and loyalty, is the current issues very seriously in the bank loans and. Return is the bank loans in addition to charging interest, also hope that the enterprises in addition to business opportunities, bank loans to use the leverage of business and income more. Loyalty means that banks in loans to support enterprise development, long-term contact with to get profit, disgusted enterprises abandon in strength, to other banks. Therefore, enterprises should understand, and to master this kind of psychology, and then has the plan to design many bank and double win solution. After all, banks are enterprises, whether state-owned banks or rural credit cooperatives, they are operating index assessment, and is closely linked and employee income. Needs to be pointed out is, the rewards and loyalty, if operating properly will not increase enterprise economic burden.

(four) should be honest and trustworthy. The so-called faithful, refers to the person in charge of SMEs in the economic life must abide by the credibility. In today's China, the credibility of enterprises is very important. It is hard to imagine a not the integrity of the enterprise and the responsible person of the enterprise to obtain loans in the bank. First of all, to maintain the enterprise as an independent corporate reputation. No loans overdue interest, such as poor record in the entire financial system. Should not tax evasion, owed wages, long-term arrears, utilities and other obvious record. To minimize the performance is not due to their economic disputes, litigation. In the negative image of the society from all walks of life without large. Secondly, to be careful to maintain the enterprise legal representative or person in charge of the credit. The main attention should be paid to individuals in the community and reputation of the image, management ability, marital status, whether or not the gambling. We must do good faith, abide by its commitments, to avoid the bad credit record.

(five) debt control interval. The development of enterprises, should be in debt, which has become the consensus. No liabilities of enterprises difficult to obtain rapid development. But the problem is, many enterprises too much debt, make oneself lose the ability to get a loan, and debt. When we can't get bank loans, to examine their liabilities.

Debt level, not simply use the absolute amount of the said, the bank is the asset liability ratio, debt ratio. Debt rate is not a fixed ratio, for different industries, different scale enterprises are different. The bank does not want excessive liability of enterprises, do not want to business loans more than the "weight", namely the certain proportion, debt paying ability. In the real economy, general enterprise debt rate of 50% is the warning line. Industrial Bank is to require more loans cannot exceed the value of 30% enterprises. As the enterprise, want to use bank support rapid development; as banks, is that enterprise should develop gradually, hope enterprise loan growth, capital growth, sales growth, profit growth to organic coordination. Can imagine, if a business only to see the loan is increasing, while the funds, enterprise assets without much increase, the consequences are very dangerous, the bank is absolutely impossible to loans.

If the enterprise debt is relatively high, but also rely on the money continues to seek greater development, have what way? so in three ways: to increase its own funds or capital; corporate restructuring; and adjust the debt structure, reduce bank.

Our conclusion is, banks do not understand and do not trust is the fundamental reason for the small and medium-sized enterprise loan difficult. The solution is, let the understanding and trust business bank. So simple.

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