麦肯锡－案例库China PFS Market and Winning Strategies for New Entrants.pptVIP

China PFS Market and Winning Strategies for New Entrants INTRODUCTION RETAIL BANKING RETAIL BANKING AN ATTRACTIVE OPPORTUNITY CHINA’S RETAIL BANKING BUSINESS DEVELOPS STABLY, YET STILL AT A LOW LEVEL RETAIL BANKING BUSINESS GENERATES A LARGE PORTION OF BANK’s TOTAL INCOME IN MORE DEVELOPED COUNTRIES RETAIL BANKING RETURN HIGHER THAN CORPORATE BANKING RETURN IN ASIA RETAIL BANKING RETURN HIGHER THAN CORPORATE BANKING – US CHINA RETAIL BANKING MARKET UNDERDEVELOPED VERY LOW PENETRATION RATE FOR NON-DEPOSIT RETAIL BANKING PRODUCTS GREAT POTENTIAL FOR RETAIL BANKING BUSINESS IN CHINA ESPECIALLY NON-DEPOSIT PRODUCTS MORTGAGES AND CREDIT CARDS ARE THE MOST ATTRACTIVE PFS PRODUCTS Product YOUNG PEOPLE WITH HIGH/AVERAGE INCOME ARE THE MOST ATTRACTIVE PFS CUSTOMER Urban population of four major cities*,1999 CUSTOMER SEGMENT PROFILE--WHITE COLLAR White collar CUSTOMER SEGMENT PROFILE – YOUNG-UPSTART Young-Upstart CUSTOMER SEGMENT PROFILE – MATURE-STABLE Mature-Stable CUSTOMER SEGMENT PROFILE--MATURE-SUCCESS Mature-Success BRANCH REMAINS THE DOMINATE CHANNEL ABC MANY CUSTOMERS PREFER NON-TRADITIONAL BANKING SERVICE CHANNELS PREFERENCE FOR PERSONAL INTERACTION AT BANK IS NOT PARTICULARLY STRONG FOR CHINESE COMSUMERS Q: I prefer dealing with a person at branch or on the phone rather than a machine USAGE OF PHONEBANKING IS SMALL NOW, BUT IT IS PROBABLY SUPPLY NOT DEMAND CONSTRAINED Total Asia ATTITUDE TOWARDS INTERNET BANKING IS POSITIVELY STRONG YOUNGER PEOPLE ARE MORE OPEN TO NON-TRADITIONAL CHANNELS RETAIL BANKING MAIN PRODUCTS OF INDIVIDUAL FINANCIAL SERVICE SAVINGS GROWTH WILL SLOW DOWN YOUNG-UPSTART AND WHITE COLLAR ACCOUNT FOR MOST OF SAVINGS/DEPOSIT SAVINGS/DEPOSIT CUSTOMER SEGMENTS Total balance of term deposit account RMB thousands LOW INCOME AND OLDER PEOPLE USE BANK TELLERS MORE FOUR BIG BANKS DOMINATE SAVINGS/DEPOSIT MARKET BANKS COMPETE BY AGGRESSIVE MARKETING FIXED INTEREST RATES FORCE BANKS TO HAVE NON-INTEREST RATE COMPETITION Regulations LOW PROFIT F