《互联网金融-刘颖》互联网金融之网络银行-刘颖201410.pptVIP

* * * 富国银行的小企业贷款历史 History of Small Business Lending at Wells Fargo 1990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 lender 1989年末，在我行零售银行业务下创建了小企业银行业务集团，专门服务于小企业客户。又在其下创建了小企业贷款部，为年销售额低于1000万美元的企业提供贷款 Late 1989, Business Banking Group formed in Retail Bank to focus on small business customers. Business Lending Division created to lend to firms with less than $10 MM in sales. 1994年的成本研究显示，通过标准放贷程序（分销、发放、贷后管理）发放小额贷款无法实现经济效益（成本过高） 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售额低于200万美元的企业提供上限为10万美元的贷款 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多万家企业进行细分 牛宝宝 Baby Bulls 比上不足、比下有余者 Merry 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 采用标准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） 专业服务公司 创业家 初创公司 * 贷款流程的巨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 in 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 Lender 2/3的申请实现自动化审批 Automated Decision in 2/3rds of Applications 需进行年度审核 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 数据驱动型的目标市场