富國銀行 小企業(yè)貸

1、美國富國銀行的小企業(yè)銀行業(yè)務(wù)中國天津 2007年6月2021日Wells Fargo Small Business LendingTianjing, ChinaJune 20-21, 2007美國富國銀行簡介 About Wells Fargo成立于1852年 Founded 1852美國第五大銀行，資產(chǎn)達5000億美元 5th Largest Bank in the U.S. with $ 500 Billion in assets是獲穆迪AAA評級的兩家美國銀行之一 One of 2 AAA rated U.S. banks by Moodys主要在西部和中西部的23個州開展業(yè)務(wù) Bank

2、 operates primarily in 23 Western and Midwestern states戰(zhàn)略重點為針對客戶實施交叉銷售 Strategic focus on customer cross-sell過去20年，年復(fù)合股東回報率達23%而標普500指數(shù)為13% 20 year compound stockholder annual return of 23 % - versus the S&P 500 of 13%.2小企業(yè)市場由富國銀行旗下的兩家專門機構(gòu)負責 The Small Business Market is Served by Two Separate Organi

3、zations within Wells Fargo“企業(yè)通” Business Direct貸款上限為10萬美元 Lends up to $ 100,000客戶年銷售額200萬美元 Customers with sales $ 2 Million大部分貸款通過郵件、電話或分行柜臺發(fā)放。沒有客戶經(jīng)理 Most loans originated through mail, phone, or in the branch. No banker relationship在貸款發(fā)放和賬戶監(jiān)控中大量使用信貸評分；不使用納稅申報表或財務(wù)報表。信用報告是關(guān)鍵 Extensive use of credit

4、scoring for underwriting and account monitoring; No tax returns or financial statements used. Credit reports are key.通常無擔保物 No collateral usually taken.小企業(yè)銀行 Business Banking貸款上限為100萬美元或更高 Lends up to $ 1 Million or more客戶年銷售額為200萬至2000萬美元 Customers have sales from $ 2 Million to $ 20 Million貸款由訓(xùn)練有素

5、的客戶經(jīng)理負責發(fā)放，他們負責管理與客戶的關(guān)系 Loans originated by specially trained bankers who manage a relationship with the customer.貸款發(fā)放基于（企業(yè)和業(yè)主）財務(wù)報表分析 流動性、杠桿比率、償債能力等 Loans are made using financial statement analysisLiquidity, Leverage, Debt-Service Coverage, etc.(both business and for owners).通常需要提供擔保物 Loans typicall

6、y collateralized.3富國銀行“企業(yè)通”旗下的小企業(yè)貸款 Wells Fargo Business Direct Small Business Lending1995年開始該直銷業(yè)務(wù) Began direct lending in 1995至今仍是美國最大的發(fā)放10萬美元以下小企業(yè)貸款的放貸人 By far, the largest small business lender in the U.S. for loans under $ 100,000. 2005年政府數(shù)據(jù)顯示，富國銀行所占市場份額超過了花旗銀行（第二）和摩根大通銀行（第三）的總和 2005 government

7、data shows WF market share greater than Citibank and JP Morgan Chase (#2 & #3) combined全國性橫跨所有行業(yè)的由許多小貸款組成的多樣化貸款組合 Diversified, national loan portfolio of many small loans across all industries.貸款損失控制得當，在過去10年波動很小 Loan losses well-controlled and have fluctuated little over the last 10 years.高盈利性，可持續(xù)的

8、業(yè)務(wù)增長 Highly profitable, sustained growth4美國小企業(yè)市場的情況 Some Facts About the Small Business Market in the U.S. 最好將95%的小企業(yè)定位為個人（消費者）市場下的一個特殊細分市場，而不是“企業(yè)”客戶 95% of Small Businesses are Best Thought of as a Specialized Segment of the Consumer Market, and not as “Commercial” Customers. 5大多數(shù)企業(yè)規(guī)模都很小 Most Busin

9、esses Are Truly Very Small Businesses按年銷售額統(tǒng)計的小企業(yè)數(shù)量（鄧白氏資料）（千個）5萬以下（美元）100500萬1020萬2050萬50100萬500萬以上5萬10萬6它們不是“初創(chuàng)公司” And They Are Not “Start-ups”按經(jīng)營年限統(tǒng)計的小企業(yè)數(shù)量（鄧白氏資料）（千個）經(jīng)營年限（年）7Data Source: CRA, McKinsey Payments Practice, Tower Group.13% CAGR（復(fù)合年均增長率）在美國，向小企業(yè)提供小額貸款是一項龐大且仍然處于增長階段的業(yè)務(wù) Lending small loan

10、s to small businesses is a big and growing business in the U.S. 美國小企業(yè)貸款市場 U.S. Small Business Loan Market提供給企業(yè)的10萬美元以下的貸款（單位：十億美元）8Visa營業(yè)額在2004財年增長了32%，2005財年增長了34% Visa volume grew 32% in BY04 and 34% in BY05來源：Visa季度運營報告；Base II Source: Visa Quarterly Operating Certificates; Base II注：所有數(shù)據(jù)為財年數(shù)據(jù)從當年7

11、月截至次年6月 Note: All figures reported are Business Year - measured from July to June$26.0$34.1$44.5$58.6DebitCreditVisa小企業(yè)業(yè)務(wù)量（按產(chǎn)品類型）十億美元，2001財年2005財年估計數(shù)，（4年復(fù)合年均增長率為30%） Visa Small Business Volume by Product Type $ Billions, BY 2001-2005E, (30% 4-Yr CAGR)$78.3美國Visa小企業(yè)業(yè)務(wù)量 U.S. Visa Small Business Volume

12、借記卡信用卡財年財年財年財年財年9富國銀行的小企業(yè)貸款歷史 History of Small Business Lending at Wells Fargo1990年之前，富國銀行并不是主要的小企業(yè)貸款人 Prior to 1990, Wells Fargo was not a significant small business lender1989年末，在我行零售銀行業(yè)務(wù)下創(chuàng)建了小企業(yè)銀行業(yè)務(wù)集團，專門服務(wù)于小企業(yè)客戶。又在其下創(chuàng)建了小企業(yè)貸款部，為年銷售額低于1000萬美元的企業(yè)提供貸款 Late 1989, Business Banking Group formed in Retail

13、 Bank to focus on small business customers. Business Lending Division created to lend to firms with less than $10 MM in sales.1994年的成本研究顯示，通過標準放貸程序（分銷、發(fā)放、貸后管理）發(fā)放小額貸款無法實現(xiàn)經(jīng)濟效益（成本過高） In 1994, cost studies showed that standard lending processes (distribution, underwriting, servicing) were uneconomic for

14、 smallest loans. 1994年創(chuàng)建“企業(yè)通”，采用簡化流程的方式向年銷售額低于200萬美元的企業(yè)提供上限為10萬美元的貸款 Business Direct formed in 1994 to focus on streamlined lending of up to $ 100,000 primarily to businesses with sales less than $ 2 Million.10“企業(yè)通”的開發(fā)：首先，將2000多萬家企業(yè)進行細分 The Origins of Business Direct: First, We Segmented the 20+ Mil

15、lion Businesses牛寶寶 Baby Bulls比上不足、比下有余者 Merry Middles無利潤 Non-Profits家庭收入支柱 Family Providers鄉(xiāng)鎮(zhèn)企業(yè) Cottage Businesses贏利Profitable不贏利Unprofitable采用標準放貸程序的小企業(yè)貸款的平均盈利性現(xiàn)金牛正在躍起（瞪羚）專業(yè)服務(wù)公司創(chuàng)業(yè)家初創(chuàng)公司11貸款流程的巨大變化使小企業(yè)貸款業(yè)務(wù)的盈利性大增 Dramatic Changes Made to Make Small Business Lending Highly Profitable 傳統(tǒng)程序 Traditional P

16、rocess新程序 New Process通過分行或信貸官員進行申請 Application in Branch or with Loan Officer 通過郵件、電話或分行進行申請 Applications by Mail, Phone, or Branch需提供報稅表、財務(wù)報表 Tax Returns, Financial Statements Required無需提供報稅表或財務(wù)報表 No Tax Return or Financials Needed貸款人對申請進行仔細審核 Application Reviewed in Detail By Lender2/3的申請實現(xiàn)自動化審批 A

17、utomated Decision in 2/3rds of Applications需進行年度審核 Annual Review Required無需定期審核授信是“常青的” No Review Line is “Evergreen”通常需要擔保物 Collateral often Required無擔保 Unsecured在企業(yè)貸款系統(tǒng)中簿記 Booked on Commercial Loan System在個人貸款系統(tǒng)中簿記 Booked on Consumer Loan System要求很低的貸款損失 Focus on Very Low Losses由于定價較高，可以允許較高的貸款損失

18、Higher Losses Okay with Much Higher Pricing12 貸款發(fā)放和信貸評分 Underwriting & Credit Scoring市場營銷和新產(chǎn)品開發(fā) Marketing & New Product Development賬戶和組合管理 Account & Portfolio Management吸引低風險的小企業(yè)借款人 Attract low risk small business borrowers 數(shù)據(jù)驅(qū)動型的目標市場營銷 Data-driven targeted marketing產(chǎn)品具有吸引力Attractive offers持續(xù)測試 Cons

19、tant testing開發(fā)創(chuàng)新產(chǎn)品和服務(wù) Develop new and innovative products and services跳出固有思維模式 Think out of the box交叉銷售 Cross-sale達到更高增長率，保持領(lǐng)先位置 Achieve higher growth rate and maintain the leadership position采用個人信貸發(fā)放技術(shù)，開發(fā)針對小企業(yè)的特殊規(guī)則和模型 Use consumer credit techniques and develop small business specific rules and mode

20、ls綜合利用企業(yè)信息和業(yè)主信息Leverage information between businesses and their owners更復(fù)雜的數(shù)據(jù)和細分 More complex data and segmentation持續(xù)分析、評價和調(diào)整現(xiàn)有貸款發(fā)放政策和模式 Constantly analyze, evaluate, and modify existing u/w policies and models 對每個賬戶進行持續(xù)的風險評估 Conduct on-going assessment of the risk of each account在必要時采取措施 Take actio

21、n if needed按細分客戶類別分析和監(jiān)控其表現(xiàn) Analyze and monitor the performance by customer segments實現(xiàn)整體貸款組合的贏利最大化 Maximize the profitability at the total portfolio level形成風險多樣化的協(xié)調(diào)的貸款組合Create a balanced portfolio with diversified risks 量身定制一個針對小企業(yè)的放貸系統(tǒng) Building a Lending System Tailored to Small Businesses13持續(xù)測試、度量和

22、學(xué)習是有效拓展小企業(yè)市場的關(guān)鍵 Constant testing, measuring, and learning is key to effective small business marketing. 客戶來源清單 List sources設(shè)計可提供的產(chǎn)品 Product offers創(chuàng)新型直郵材料、電話銷售應(yīng)答稿 Direct mail creative, telesales scripts渠道：分行、直接郵寄、電話營銷、互聯(lián)網(wǎng)、合伙關(guān)系 Channels: Branch, direct mail, telemarketing, internet, partnerships要成功就必須

23、對測試結(jié)果進行嚴肅分析需要吸引何種類型的客戶？什么是奏效的方式？哪些是無用功？ Disciplined analysis of test results required to succeed - What kind of customers are we attracting? whats working? whats not working?市場營銷和新產(chǎn)品開發(fā) Marketing & New Product Development測試和產(chǎn)品創(chuàng)新 Testing and Product Innovation14繼續(xù)探索新途徑，更好地為小企業(yè)服務(wù) Continue to explore ne

24、w ways to better serve small businesses.問問“為什么不”大膽對當前行業(yè)和慣性思維提出質(zhì)疑 Ask why not - challenge current industry and our past conventional thinking. 進行小規(guī)模試點，促進學(xué)習進程 Small experiments accelerate learning.培養(yǎng)開拓才能，提倡主人翁意識在5年前就創(chuàng)建了獨立的部門來負責新業(yè)務(wù)開發(fā) Nurture entrepreneurial talent and encourage initiative ownership est

25、ablished a separate group five years ago to manage new initiatives. 市場營銷和新產(chǎn)品開發(fā) Marketing & New Product Development測試和產(chǎn)品創(chuàng)新 Testing and Product Innovation15設(shè)定目標 Targeting向經(jīng)營年限較長且具有良好貿(mào)易信貸表現(xiàn)的小企業(yè)提供貸款 We target offers to long-established small businesses with good trade credit小企業(yè)貸款申請 Business Loan Applica

26、tions輸入數(shù)據(jù)的質(zhì)量控制 Data Input Integrity Controls輸入錯誤信息會導(dǎo)致決策錯誤 Input errors can cause decision errors驗證和預(yù)先篩選 Verification and Pre-Screening發(fā)現(xiàn)有矛盾/可能存在欺詐的貸款申請 Finds inconsistent/possibly fraudulent applications在使用記分卡前拒絕的貸款申請 pre-scorecard declines統(tǒng)計型記分卡 Statistical Scorecard采用一個或多個統(tǒng)計型記分卡對申請人風險進行排序 One or m

27、ore statistical models for ranking applicant risk挑選出交貸款人審核的申請 Out-sorted for Lender Review由規(guī)則來確定哪些申請人需要貸款人審核 Rules determine which applications require a lender review制定價格和貸款金額 Setting Price and Credit Amount根據(jù)相應(yīng)的風險來確定價格和貸款發(fā)放金額 Price and amount of credit granted set according to relative risk貸款發(fā)放和信貸

28、評分 Unde rwriting & Credit Scoring已處理200多萬筆貸款申請 Over 2 Million applications processed.2/3的貸款決策由系統(tǒng)自動完成，1/3由人工審核 2/3rd of decisions made automatically with the remaining 1/3rd reviewed by lenders.研究表明富國銀行小企業(yè)貸款處理成本是全行業(yè)中最低的 Studies show our cost of processing small business loans among the lowest in the

29、industry.主要數(shù)據(jù) Key Facts“企業(yè)通”貸款審批流程 Business Direct Loan Decisioning Process16小企業(yè)記分卡的典型因子 Typical Elements of a Small Business Scorecard 行業(yè) Industry 經(jīng)營年限、成為銀行客戶的年限 Years in Business, Years as a Customer 存款余額 Deposit balances 營業(yè)收入 Revenue of the Business 營業(yè)場所 Location of the Business 業(yè)主的信用記錄 Credit Hi

30、story of the Business Owner (s)可用信貸額度 Amount of Available Credit信用歷史長度 Length of Credit History發(fā)生拖欠的次數(shù) Number of delinquencies 業(yè)主的金融資產(chǎn)和負債 Financial Assets and Liabilities of the Business Owner(s)存款余額 Deposit balances總負債 Total Debt burden17對每個賬戶進行持續(xù)的風險評估，并采取必要措施以提高贏利性 Conducting on-going assessment o

31、f the risk of each account and taking necessary actions to improve profitability.“行為評分 Behavior Scores” 根據(jù)現(xiàn)有借款人行為來評估其風險的統(tǒng)計模型 Statistical models for evaluating the risk of an existing borrower based on behavior.欠款、用途、超出額度的記錄 Delinquency, usage, over-limit experience.個人征信機構(gòu)信息 Consumer Bureau Informati

32、on“企業(yè)通”每月從個人征信機構(gòu)獲取有關(guān)每個客戶的約100條信息（評分、用款、查詢、賬戶數(shù)量、貸款余額等） Business Direct gets approximately 100 pieces of information from the consumer credit bureaus every month on every customer (score, utilization, inquiries, # accounts, open commitment, etc.).小企業(yè)貸款數(shù)據(jù) Small Business Loan Data小企業(yè)融資信息交換中心，鄧白氏 Small B

33、usiness Financial Exchange, D&B.存款賬戶數(shù)據(jù) Deposit Account Data賬戶和組合管理 Account & Portfolio Management定價的變化 Pricing Changes“企業(yè)通”經(jīng)常根據(jù)客戶的風險行為（經(jīng)常性拖欠、超出額度）來提高價格 Business Direct frequently increases customer pricing for risky behavior (frequent delinquency, over-limit).對表現(xiàn)良好的低風險客戶，銀行會降低其貸款利率 Well performing, low