富国银行 小企业贷ppt课件

1、美国富国银行的小企业银行业务中国天津 2007年6月2021日Wells Fargo Small Business LendingTianjing, ChinaJune 20-21, 2007.美国富国银行简介 About Wells Fargo成立于1852年 Founded 1852美国第五大银行，资产达5000亿美圆 5th Largest Bank in the U.S. with $ 500 Billion in assets是获穆迪AAA评级的两家美国银行之一 One of 2 AAA rated U.S. banks by Moodys主要在西部和中西部的23个州开展业务 Ban

2、k operates primarily in 23 Western and Midwestern states战略重点为针对客户实施交叉销售 Strategic focus on customer cross-sell过去20年，年复合股东报答率达23%而标普500指数为13% 20 year compound stockholder annual return of 23 % - versus the S&P 500 of 13%.小企业市场由富国银行旗下的两家专门机构担任 The Small Business Market is Served by Two Separate Organi

3、zations within Wells Fargo“企业通 Business Direct贷款上限为10万美圆 Lends up to $ 100,000客户年销售额200万美圆 Customers with sales $ 2 Million大部分贷款经过邮件、或分行柜台发放。没有客户经理 Most loans originated through mail, phone, or in the branch. No banker relationship在贷款发放和账户监控中大量运用信贷评分；不运用纳税申报表或财务报表。信誉报告是关键 Extensive use of credit sco

4、ring for underwriting and account monitoring; No tax returns or financial statements used. Credit reports are key.通常无担保物 No collateral usually taken.小企业银行 Business Banking贷款上限为100万美圆或更高 Lends up to $ 1 Million or more客户年销售额为200万至2000万美圆 Customers have sales from $ 2 Million to $ 20 Million贷款由训练有素的客户

5、经理担任发放，他们担任管理与客户的关系 Loans originated by specially trained bankers who manage a relationship with the customer.贷款发放基于企业和业主财务报表分析 流动性、杠杆比率、偿债才干等 Loans are made using financial statement analysisLiquidity, Leverage, Debt-Service Coverage, etc.(both business and for owners).通常需求提供担保物 Loans typically col

6、lateralized.富国银行“企业通旗下的小企业贷款 Wells Fargo Business Direct Small Business Lending1995年开场该直销业务 Began direct lending in 1995至今仍是美国最大的发放10万美圆以下小企业贷款的放贷人 By far, the largest small business lender in the U.S. for loans under $ 100,000. 2005年政府数据显示，富国银行所占市场份额超越了花旗银行第二和摩根大通银行第三的总和 2005 government data shows

7、WF market share greater than Citibank and JP Morgan Chase (#2 & #3) combined全国性横跨一切行业的由许多小贷款组成的多样化贷款组合 Diversified, national loan portfolio of many small loans across all industries.贷款损失控制得当，在过去10年动摇很小 Loan losses well-controlled and have fluctuated little over the last 10 years.高盈利性，可继续的业务增长 Highly

8、 profitable, sustained growth.美国小企业市场的情况 Some Facts About the Small Business Market in the U.S. 最好将95%的小企业定位为个人消费者市场下的一个特殊细分市场，而不是“企业客户 95% of Small Businesses are Best Thought of as a Specialized Segment of the Consumer Market, and not as “Commercial Customers. .大多数企业规模都很小 Most Businesses Are Truly

9、 Very Small Businesses按年销售额统计的小企业数量邓白氏资料千个5万以下美圆100500万1020万2050万50100万500万以上5万10万.它们不是“初创公司 And They Are Not “Start-ups按运营年限统计的小企业数量邓白氏资料千个运营年限年.Data Source: CRA, McKinsey Payments Practice, Tower Group.13% CAGR复合年均增长率在美国，向小企业提供小额贷款是一项庞大且依然处于增长阶段的业务 Lending small loans to small businesses is a big

10、and growing business in the U.S. 美国小企业贷款市场 U.S. Small Business Loan Market提供应企业的10万美圆以下的贷款单位：十亿美圆.Visa营业额在2004财年增长了32%，2005财年增长了34% Visa volume grew 32% in BY04 and 34% in BY05来源：Visa季度运营报告；Base II Source: Visa Quarterly Operating Certificates; Base II注：一切数据为财年数据从当年7月截至次年6月 Note: All figures reporte

11、d are Business Year - measured from July to June$26.0$34.1$44.5$58.6DebitCreditVisa小企业业务量按产品类型十亿美圆，2001财年2005财年估计数，4年复合年均增长率为30% Visa Small Business Volume by Product Type $ Billions, BY 2001-2005E, (30% 4-Yr CAGR)$78.3美国Visa小企业业务量 U.S. Visa Small Business Volume借记卡信誉卡财年财年财年财年财年.富国银行的小企业贷款历史 History

12、 of Small Business Lending at Wells Fargo1990年之前，富国银行并不是主要的小企业贷款人 Prior to 1990, Wells Fargo was not a significant small business lender1989年末，在我行零售银行业务下创建了小企业银行业务集团，专门效力于小企业客户。又在其下创建了小企业贷款部，为年销售额低于1000万美圆的企业提供贷款 Late 1989, Business Banking Group formed in Retail Bank to focus on small business cust

13、omers. Business Lending Division created to lend to firms with less than $10 MM in sales.1994年的本钱研讨显示，经过规范放贷程序分销、发放、贷后管理发放小额贷款无法实现经济效益本钱过高 In 1994, cost studies showed that standard lending processes (distribution, underwriting, servicing) were uneconomic for smallest loans. 1994年创建“企业通，采用简化流程的方式向年销

14、售额低于200万美圆的企业提供上限为10万美圆的贷款 Business Direct formed in 1994 to focus on streamlined lending of up to $ 100,000 primarily to businesses with sales less than $ 2 Million.“企业通的开发：首先，将2000多万家企业进展细分 The Origins of Business Direct: First, We Segmented the 20+ Million Businesses牛宝宝 Baby Bulls比上缺乏、比下有余者 Merry

15、 Middles无利润 Non-Profits家庭收入支柱 Family Providers乡镇企业 Cottage Businesses赢利Profitable不赢利Unprofitable采用规范放贷程序的小企业贷款的平均盈利性现金牛正在跃起瞪羚专业效力公司创业家初创公司.贷款流程的宏大变化使小企业贷款业务的盈利性大增 Dramatic Changes Made to Make Small Business Lending Highly Profitable 传统程序 Traditional Process新程序 New Process通过分行或信贷官员进行申请 Application i

16、n Branch or with Loan Officer 通过邮件、电话或分行进行申请 Applications by Mail, Phone, or Branch需提供报税表、财务报表 Tax Returns, Financial Statements Required无需提供报税表或财务报表 No Tax Return or Financials Needed贷款人对申请进行仔细审核 Application Reviewed in Detail By Lender2/3的申请实现自动化审批 Automated Decision in 2/3rds of Applications需进行年度

17、审核 Annual Review Required无需定期审核授信是“常青的” No Review Line is “Evergreen”通常需要担保物 Collateral often Required无担保 Unsecured在企业贷款系统中簿记 Booked on Commercial Loan System在个人贷款系统中簿记 Booked on Consumer Loan System要求很低的贷款损失 Focus on Very Low Losses由于定价较高，可以允许较高的贷款损失 Higher Losses Okay with Much Higher Pricing. 贷款发

18、放和信贷评分 Underwriting & Credit Scoring市场营销和新产品开发 Marketing & New Product Development账户和组合管理 Account & Portfolio Management吸引低风险的小企业借款人 Attract low risk small business borrowers 数据驱动型的目的市场营销 Data-driven targeted marketing产品具有吸引力Attractive offers继续测试 Constant testing开发创新产品和效力 Develop new and innovative

19、products and services跳出固有思想方式 Think out of the box交叉销售 Cross-sale到达更高增长率，坚持领先位置 Achieve higher growth rate and maintain the leadership position采用个人信贷发放技术，开发针对小企业的特殊规那么和模型 Use consumer credit techniques and develop small business specific rules and models综合利用企业信息和业主信息Leverage information between busi

20、nesses and their owners更复杂的数据和细分 More complex data and segmentation继续分析、评价和调整现有贷款发放政策和方式 Constantly analyze, evaluate, and modify existing u/w policies and models 对每个账户进展继续的风险评价 Conduct on-going assessment of the risk of each account在必要时采取措施 Take action if needed按细分客户类别分析和监控其表现 Analyze and monitor t

21、he performance by customer segments实现整体贷款组合的赢利最大化 Maximize the profitability at the total portfolio level构成风险多样化的协调的贷款组合Create a balanced portfolio with diversified risks 量身定制一个针对小企业的放贷系统 Building a Lending System Tailored to Small Businesses.继续测试、度量和学习是有效拓展小企业市场的关键 Constant testing, measuring, and

22、learning is key to effective small business marketing. 客户来源清单 List sources设计可提供的产品 Product offers创新型直邮资料、销售应对稿 Direct mail creative, telesales scripts渠道：分行、直接邮寄、营销、互联网、合伙关系 Channels: Branch, direct mail, telemarketing, internet, partnerships要胜利就必需对测试结果进展严肃分析需求吸引何种类型的客户？什么是奏效的方式？哪些是无用功？ Disciplined a

23、nalysis of test results required to succeed - What kind of customers are we attracting? whats working? whats not working?市场营销和新产品开发 Marketing & New Product Development测试和产品创新 Testing and Product Innovation.继续探求新途径，更好地为小企业效力 Continue to explore new ways to better serve small businesses.问问“为什么不大胆对当前行业

24、和惯性思想提出质疑 Ask why not - challenge current industry and our past conventional thinking. 进展小规模试点，促进学习进程 Small experiments accelerate learning.培育开辟才干，提倡主人翁认识在5年前就创建了独立的部门来担任新业务开发 Nurture entrepreneurial talent and encourage initiative ownership established a separate group five years ago to manage new

25、initiatives. 市场营销和新产品开发 Marketing & New Product Development测试和产品创新 Testing and Product Innovation.设定目的 Targeting向运营年限较长且具有良好贸易信贷表现的小企业提供贷款 We target offers to long-established small businesses with good trade credit小企业贷款恳求 Business Loan Applications输入数据的质量控制 Data Input Integrity Controls输入错误信息会导致决策错

26、误 Input errors can cause decision errors验证和预先挑选 Verification and Pre-Screening发现有矛盾/能够存在欺诈的贷款恳求 Finds inconsistent/possibly fraudulent applications在运用记分卡前回绝的贷款恳求 pre-scorecard declines统计型记分卡 Statistical Scorecard采用一个或多个统计型记分卡对恳求人风险进展排序 One or more statistical models for ranking applicant risk挑选出交贷款人

27、审核的恳求 Out-sorted for Lender Review由规那么来确定哪些恳求人需求贷款人审核 Rules determine which applications require a lender review制定价钱和贷款金额 Setting Price and Credit Amount根据相应的风险来确定价钱和贷款发放金额 Price and amount of credit granted set according to relative risk贷款发放和信贷评分 Unde rwriting & Credit Scoring已处置200多万笔贷款恳求 Over 2 M

28、illion applications processed.2/3的贷款决策由系统自动完成，1/3由人工审核 2/3rd of decisions made automatically with the remaining 1/3rd reviewed by lenders.研讨阐明富国银行小企业贷款处置本钱是全行业中最低的 Studies show our cost of processing small business loans among the lowest in the industry.主要数据 Key Facts“企业通贷款审批流程 Business Direct Loan

29、Decisioning Process.小企业记分卡的典型因子 Typical Elements of a Small Business Scorecard 行业 Industry 运营年限、成为银行客户的年限 Years in Business, Years as a Customer 存款余额 Deposit balances 营业收入 Revenue of the Business 营业场所 Location of the Business 业主的信誉记录 Credit History of the Business Owner (s)可用信贷额度 Amount of Available

30、 Credit信誉历史长度 Length of Credit History发生拖欠的次数 Number of delinquencies 业主的金融资产和负债 Financial Assets and Liabilities of the Business Owner(s)存款余额 Deposit balances总负债 Total Debt burden.对每个账户进展继续的风险评价，并采取必要措施以提高赢利性 Conducting on-going assessment of the risk of each account and taking necessary actions to

31、 improve profitability.“行为评分 Behavior Scores 根据现有借款人行为来评价其风险的统计模型 Statistical models for evaluating the risk of an existing borrower based on behavior.欠款、用途、超出额度的记录 Delinquency, usage, over-limit experience.个人征信机构信息 Consumer Bureau Information“企业通每月从个人征信机构获取有关每个客户的约100条信息评分、用款、查询、账户数量、贷款余额等 Business

32、 Direct gets approximately 100 pieces of information from the consumer credit bureaus every month on every customer (score, utilization, inquiries, # accounts, open commitment, etc.).小企业贷款数据 Small Business Loan Data小企业融资信息交换中心，邓白氏 Small Business Financial Exchange, D&B.存款账户数据 Deposit Account Data账户和组合管理 Account & Portfolio Management定价的变化 Pricing Changes“企业通经常根据客户的风险行为经常性拖欠、超出额度来提高价钱 Business Direct frequently increases customer pricing for risky behavior (frequent delinquency, over-limit).对表现良好的低风险客户，银行会降低其贷款利率 Well performing, low r