Dear leaders and colleagues:
Good afternoon!
The title of my speech today is "Changing Business Focus and Getting Out of Business Difficulties".
As China joins the WTO, domestic and foreign financial institutions compete in a more intense competitive arena, and Agricultural Bank of China is facing severe challenges. How to break out of the tight encirclement and continue to develop and strengthen ourselves in the fierce market competition is a question that each of us at ABC must think deeply about. As everyone knows, our bank is located in an economically underdeveloped area with a poor economic foundation. It lacks large and medium-sized gold corporate customers with good profits and operational strength. It does not have rich financial resources like the Agricultural Bank of China in the Pearl River Delta region. But our city, X, also has its own advantages. The individual economy and private economy in urban and rural areas are developing relatively quickly, and there are many individual industrial and commercial households. At the same time, like other parts of the country, City The “cake” of savings deposits is getting bigger and bigger, and the proportion of personal financial resources is getting larger and larger. Judging from the quality of new loans issued by our bank since 2000, as of the end of August 2006, the balance of new loans issued by our bank to corporate customers since 2000 was x; the balance of newly issued personal loans is x million yuan, of which the balance of non-performing loans classified according to five levels is x million yuan, and the non-performing loan rate is x. This shows that the quality of new personal loans issued by our bank is significantly better than the quality of loans to corporate customers. Especially in the past year, the operating efficiency and loan risk quality of our bank's corporate customers have deteriorated more seriously. The existing normal corporate loan customers are mainly institutional customers such as schools and hospitals developed by our bank in recent years. At the end of August 2006, the top ten households with loan balances in our bank happened to be also the top ten households with non-performing loan balances. The balance of non-performing loans of the top ten households was x million yuan, which accounted for x amount of the total non-performing loan balance of the bank at the end of August. This shows that wholesale loans have caused excessive concentration of our bank's loan risks. Company x is a typical example. The Provincial Bank of China classified our bank as a "fourth category bank" and required our bank to benefit from the liquidation and revitalization of existing non-performing assets. Judging from the successful experience of the city's Industrial and Commercial Bank of China and China Construction Bank, they launched personal housing loans, personal car loans and other personal consumer loan businesses a few years earlier than our bank, seizing some of the city's high-quality personal customers in advance, which effectively promoted Improvement of operating efficiency.
Through the analysis of our city’s regional economic characteristics, our bank’s own operating practices and the successful experiences of other commercial banks in this city, and based on the basic principles of marketing, it is necessary for us to analyze our business ideas from the perspective of business ideas. We should re-carry out scientific market positioning. Marketing tells us that the key to the success or failure of an enterprise is scientific market positioning. We cannot be greedy for everything, but must segment the target market based on the actual situation of the company's local area and the competition among peers. , exploit strengths and avoid weaknesses, and powerfully create a distinctive image of the company's products, thereby establishing the company's appropriate position in the market. Therefore, at this stage, our bank should shift its business focus to personal business according to local conditions, make our personal business bigger and stronger, and take personal business as the main business. As for the corporate business, in principle, no new corporate loan customers will be added. The corporate business should be based on the adjustment and improvement of high-quality customers, and the dual pressure of the number of casual, poor, and inferior customers and the loan balance. In this way, we have changed from the past comprehensive development and average efforts as the focus of breakthroughs, and developed the bank with characteristics, giving priority to the development of our bank's personal business, optimizing our bank's asset structure, changing our previous tendency of focusing on wholesale business and ignoring retail business, and promoting our bank The extraordinary development of personal financial business.
So, how to make our personal business bigger and stronger? I think we should start from the following aspects:
1. Shorten the front line and concentrate the limited human, material and financial resources on the most
favorable market segments, namely personal asset business, In terms of personal liability business and personal intermediary business, we should use the most favorable market to win as much profit as possible. We must vigorously enrich and optimize the personal business team, and select employees with strong awareness of market competition, risk prevention, pioneering innovation and quality service to the position of personal business account manager. In addition, we must continue to tilt towards individual business from aspects such as organizational structure, position setting, and incentive intensity.
2. Strengthen risk control. We must fully understand the risks hidden in personal financial business and prevent the tendency to ignore risk prevention and blindly pursue business scale. First of all, we need to strengthen the risk management of personal loan business and credit card overdrafts, increase the collection and disposal of non-performing personal loans and malicious credit card overdrafts, and prevent and resolve personal credit risks. Secondly, we must guard against bank operational risks. We must strengthen the inspection and supervision of the implementation of the internal control system to effectively prevent moral risks among business operators; improve the business operation proficiency of teller personnel, comprehensively improve the security performance of bank cards, and prevent risks caused by operational errors. The key to “making our bank’s personal business bigger and stronger” is to “make it stronger”. Between personal business development and risk control, risk control must always be the first priority. We must never relax the principle of “preventing risks”. string.
Although the non-performing loan rate of our bank's newly issued personal loans since 2000 is lower than that of corporate customers, it is still as high as x, higher than the provincial and national averages. Therefore, we need to set up a dedicated risk supervision post in the personal business department of the branch to conduct real-time monitoring of the personal business of the entire In the hearts of employees, risk prevention and control has become a strong conscious awareness of employees at all levels in the bank, and it has become an important soul of our bank's corporate culture.
3. Increase our bank’s personal business varieties, optimize the personal business structure, and achieve continuous optimization of the income
structure. While we focus on key personal businesses such as savings deposits, personal loans, bank cards, personal foreign exchange and sales agents, we must also continue to enrich our bank's savings business varieties, credit card varieties, personal loan varieties and intermediary business varieties; in deposits Continuously increase the proportion of savings deposits and demand deposits in the structure, continuously reduce the proportion of malicious overdrafts in credit card overdrafts; continuously increase the bank's collection and payment services, insurance agency business, bank-securities cooperation business, and personal business income. The proportion of personal intermediary business income such as treasury bonds business, open-end fund agency sales business, personal settlement business, safe deposit box rental business, etc., to achieve diversification of income.
Fourth, accelerate the innovation of personal business products, services and mechanisms, constantly introduce new products and keep pace with the times. Development is the last word, only innovation has vitality. Judging from the operating status of Agricultural Bank of China, our bank is too homogeneous with its peers and needs to seek transcendence. For example, we can provide on-site services for deposit business in large and medium-sized shopping malls, large and medium-sized residential communities and other areas. In order to reduce the monthly workload of collecting the principal and interest of personal loans, reduce the cost of telephone collection, and reduce the number of customers who overdue repayments due to forgetfulness and other reasons, we can also work with x Mobile Communications Company to develop a similar "credit voice call" system. Mobile text messages and voice reminders are automatically sent to all personal loan customers before the monthly deduction day, urging customers to repay at the nearest outlet before the end of business on the monthly deduction day.
5. Increase marketing efforts for personal business and adopt various forms to market personal business.
For example, in employee sales, counter sales, account manager sales and all-staff sales can be combined; in advertising promotions, radio and television newspaper ads, outdoor ads and personal promotions at business outlets can be used. Business product catalogs and brochures are available for customers to read; in terms of business promotion, gifts, draws, prize savings, bank card consumption point rewards, large customer reception rooms, VIP services and some free services, and business promotion can be used Exhibitions, joint promotions with enterprises, etc. In the process of comprehensively adopting the above marketing methods, we especially need to market savings deposits, treasury bond business, fund and insurance business to the middle and high-income groups with stable incomes such as mobile communications, telecommunications, electricity, finance, government civil servants, individual industrial and commercial households in our city. , credit card consumption and goodwill overdraft, personal settlement business, personal housing loans, personal automobile consumption loans, personal comprehensive financial management and other personal businesses. We can no longer wait for customers to come to us as we did before. If we don’t go out and proactively market our individual high-quality customers, low-quality corporate customers will come to market us.
6. Fully implement the brand strategy. We must form our own characteristics in the product services and marketing of personal business, continuously optimize the "Golden Key" personal business brand of Agricultural Bank of China, establish auto finance supermarkets, housing finance supermarkets, and personal comprehensive financial management centers when conditions are ripe, and actively expand development space. We must vigorously improve and develop 9
5599 telephone banking, Agricultural Bank of China online banking, and Agricultural Bank of China ATM services, continuously improve service quality and level, improve user satisfaction, and actively promote and guide customers Using the above services can reduce the workload of regular services at our branch branches, reduce the number of tellers, and reduce operating costs.
7. Increase the training of personal business and carry out personal business competition activities to improve the service quality and service skills of employees.
In order to effectively improve the comprehensive quality of the personal business team, we organize various personal business training courses from time to time. In addition to actively organizing and participating in personal business technology competitions held by provincial banks, we also organize and carry out various personal business competitions that "compare services, compare skills, and compare performance" to improve the service quality and business skills of grassroots bank employees. Mobilize the enthusiasm of employees to learn business and compare skills, and promote the development of personal business.
8. Establish and improve the mechanism for branches to report and comment on the personal business situation of the headquarters and branches, encourage the advanced, spur the backward, report the situation, summarize lessons, and exchange experiences, so as to promote the improvement of various personal businesses develop.
"The road is far away and the horse power is known". Under the unified leadership of the branch party committee, let us choose the correct business position
, pay close attention to the business focus, work together as one, work hard, and get out of the difficult situation of our bank's business as soon as possible!
My speech is over. Thank you all!
Hope it helps.