(1) Operating conditions of the liability and asset management business

Timing of personal deposits: By the end of the fourth quarter, the balance of personal deposits of the Bank was * * billion yuan, an increase of * * billion yuan compared with the beginning of the year, of which general personal deposits were * * billion yuan, an increase of * * billion yuan compared with the beginning of the year.

Average daily personal deposits: By the end of the fourth quarter, the average daily balance of personal deposits was * * billion yuan, a decrease of * * billion yuan compared with the beginning of the year, of which the average daily balance of general personal deposits was * * billion yuan, an increase of * * billion yuan compared with the beginning of the year.

Assets under management: By the end of the fourth quarter, the bank's balance of AUM was * * billion yuan, an increase of * * billion yuan compared with the beginning of the year, and the growth rate of AUM was * *%.

(2) Operating conditions of asset business

By the end of the fourth quarter, the bank's retail credit balance was * * billion yuan, a decrease of * * billion yuan compared with the beginning of the year. The number of personal credit customers is * *, an increase of * * compared with the beginning of the year.

(3) the operating conditions of retail customers

1. Customer growth at all levels

As of 20xx65438+February, the monthly average number of AUM customers of the Bank was 500,000-500,000 * * households, and * * households were added in that year; AUM has 5-6 million customers * * every month, and added * * customers that year; AUM has * * customers, with an average of more than 6 million per month, and added * * customers that year.

2. Value-added of qualified retail customers

By the end of 20xx65438+February, the bank had 500,000-500,000 cross-selling customers * * *, an increase of * * compared with the beginning of the year, with a growth rate of * *%; There are * * * customers who have reached the standard in cross-selling at the level of 5-6 million, which is * * more than that at the beginning of the year, with a growth rate of * *%. There are * * * households with a level of cross-selling above 6 million, an increase of * * households compared with the beginning of the year, with a growth rate of * *%.

(4) product sales

By the end of the fourth quarter, the bank's full-caliber wealth management sales amounted to * * billion yuan, and its income was * * billion yuan. Among them, the bank raised RMB * * billion and realized RMB * * billion in revenue; The fund sold * * billion yuan and realized a profit of * * billion yuan; Insurance sales reached * * billion yuan, realized income reached * * billion yuan, physical precious metal sales reached * * billion yuan, realized income reached * * billion yuan.

Two. Work plan and arrangement for the second quarter of 20xx

(1) Implement the "* * *" comprehensive marketing activities of the Head Office.

According to the requirements of the Head Office's "* * *" comprehensive marketing activities in the first quarter of 20xx, and combined with the situation of the Bank, all branches organized localized marketing activities in a unified way. The branch will take improving the assets managed by customers as the core indicator, and promote the improvement of main indicators such as liabilities, assets, income and customers by launching debt business marketing competition, intermediary business income marketing competition, retail customer marketing competition and personal loan marketing competition, so as to further enhance the production capacity of outlets. At the same time, through the way of providing "products+rights+activities+brands" to customers with different levels, groups and channels, we will do a good job in customer management in peak season marketing and achieve the business target of 20xx.

(B) Network transformation

1. Dual control process results, effectively promoting cross-selling.

First of all, launch "* * *" activities to expand new customers, upgrade existing customers and cross-sell by providing activities, gifts and material support to all branches. The second is to sort out the three grasping points of theme capacity pulling (namely, potential customer activation, gold card customer promotion and degraded customer recovery), design marketing strategies in many aspects, and use process control to effectively improve indicators. Thirdly, in order to effectively promote cross-selling customers, we set the task of low cross-selling rate for branches and managers, and required to achieve the corresponding goals. The setting of low-bid tasks has largely reversed the current situation of the branch managers' inactivity, and the increment and growth rate of target customers have also been significantly improved. Fourth, fully promote the activation of potential sleep users and customer life cycle management within branches, and help increase the number of cross-selling customers that meet the standards.

2. Promote the lobby system project to help improve customer management.

Through several rounds of on-site and off-site training, inspection, assessment, use notification and system use tips, we urge and help branch employees to master the functions of the system, and make full use of the retail CRM system and lobby PAD for precise marketing.

3. Strengthen regional development and improve process control.

Implement the Operational Guidelines for Regional Development in 20xx, further strengthen the process guidance and post-activity evaluation of regional development activities of sub-branches, and link regional development activities with the post assessment of retail managers in charge of sub-branches, so as to enhance the importance of regional development activities and sub-branches and give full play to the role of regional development in obtaining customers.

(3) Wealth management and private banking

1. Grasp acquisition, promote promotion, and continue to do a good job in customer management.

(1) Continue to strengthen cooperation with the Consumer Finance Department and the Small Business Finance Department, carry out special marketing activities for mortgage customers and personal business loan customers, intervene in marketing at the initial stage of lending, seize marketing opportunities, which is the first time to open an account, and acquire more high-net-worth customers.

(2) We will continue to carry out the "Nugget Operation" to downgrade customers. In 20xx, we will continue to assist the sub-branches to promote degraded customers, and combine marketing activities such as peak season marketing competition to push the sub-branches and professional teams to continue marketing follow-up, strive to promote customers and withdraw funds.

2. Continue to strengthen the sales of key and complex products.

(1) Keep up with the thinking of the Head Office on wealth management products, deepen the list management, connect with the Head Office, strive for scarce wealth management, cooperate with branches, carry out one-to-one targeted product sales, effectively tilt superior resources to key customers, and solidly promote the promotion and cross-selling of private banking customers.

(2) Carry out in-depth sales of key and complex products, comply with market hotspots, meet customers' diversified needs, explore the types and scales of products sold by financial and private customers, actively promote project financing trusts, secondary market structured products and active management products that provide safety mats, further expand the sales share of our high-end products in the Head Office with "saving funds and promoting innovation" as the core, and drive the growth of private banking customers through products.

3. Implement customer business process management.

For private banking customers who have reached the standard, they must go to a wealth consultant and cooperate with the VIP wealth management manager of the branch to carry out "one-on-one" maintenance; According to the maintenance requirements, KYC questionnaire filling and customer contact log are realized in VIP system to realize the sustainability of customer management in private banks.

4. Make good use of CRM system and strengthen database marketing support.

Use the system to insist on "list management" of private bank customers, and assist the sub-branches in daily customer management through background data analysis. Regularly publish the list of marginal target customers and degraded customers, customer information of wealth management products, and assist the sub-branches in accurate marketing of target customers.

5. Promote the inventory management of safe deposit boxes and comprehensively improve profitability.

(1) Focus on stock management, change the business philosophy, and change the safe deposit box from the previous idea of supporting value-added services to the idea of product management.

(2) Increase publicity and broaden access channels. Carry out marketing promotion activities internally and externally, so that "public opinion has a voice, the lobby has marketing, and customers are moved"; Focus on the "circle marketing" activities of precious metals and collectible customers.

(4) product sales.

20xx's business indicators in the first quarter aim at fully fulfilling the tasks of the Head Office and branches, among which the product indicators strive to adjust the product structure, adhere to the concept of "timely pushing and selecting the best", and make full use of the "good start" scheme of the Head Office and branches to achieve the strategic objectives of obtaining customers and increasing revenue. The target for the first quarter is to complete 100% of the branch's established revenue collection task.

According to the arrangement, in the first quarter, the Bank launched a normalized and steady marketing promotion around wealth management products, focusing on exclusive products and star products of the Head Office, focusing on the marketing of insurance products and precious metals, strengthening the fund to go with the market and paying attention to after-sales service, in line with various activities plans during the "good start" period. Clarify the function of "wealth management products get customers, complex products get excellent customers" and realize the two goals of customer acquisition and capacity profitability. Provide daily, weekly, ten-day and monthly indicators for outlets in the first quarter, and take key products as a breakthrough to urge branches to complete the established tasks throughout the year. At the same time, continue to focus on key activities such as "Wednesday Insurance Day" and continue to aim at "Key Precious Metals Products in the First Quarter". At the same time, actively respond to the general marketing plan, strive for more resources from the head office, and strive to fully complete the indicators by the end of 20xx.

(v) Consumer finance.

1. Do a good job in consumer loan marketing.

Relying on the real estate mortgage project of large-scale developers in China in 20xx, the scale of consumer loans of banks began to increase in June. In 20xx, housing mortgage loan remained the focus of business, followed the key projects of key developers, responded to the business guidance of the Head Office, and realized the growth of real estate mortgage loan business. For the projects received by the sub-branch, it is necessary to do a good job of docking cooperation with the sub-branch. The sub-branch is based on strengthening communication and maintenance with developers, and the sub-branch is based on the marketing and customer management of a single loan, striving to achieve a scale of * * * billion yuan in the first quarter and an increase of * * * billion yuan in consumer business.

The car loan business was steadily advanced, and key brands focused on marketing. From the high-end discount cooperation brands, such as Land Rover Jaguar, BMW, Volvo, Chrysler, Acura and so on. We will gradually develop into a mid-range brand. Choose brand cooperation with low defective rate to get more high-quality customers. Joint branches carry out marketing or customer feedback activities with distributors to strengthen the close cooperation between banks and distributors. Regularly carry out labor competition for installment manager's car loan installment business to improve the enthusiasm of installment manager to recommend customers to our bank.

3. Strengthen customer management.

In the first half of 20xx, after the scheme adjustment, the customer management level ranked first in the system. In the first quarter of 20xx, the bank asked the branch level to continue to adhere to the marketing of the five products before lending, but the requirements for the seven products after lending were not relaxed. The branch level will actively cooperate with the marketing work of the branch account manager to find problems in time and help solve them.

4. Strengthen the construction of platforms and channels.

Judging from the development of consumer finance business in 20xx, the bank benefited from the establishment of channels and platforms. In 20xx, the bank will continue to strengthen the marketing of first-hand housing and car loan channels, and at the same time, based on the operation of guarantee companies, second-hand housing agencies, large-scale home stores, decoration companies and other channels, open up new business models, realize product innovation and increase income.

(vi) Small business financing

1. Actively build channels.

Faced with the current complicated and changeable economic situation, the economic development is slowing down, and the performance of many industries in the province is declining. The Bank will continue to do a good job in subdividing industries and markets, actively build a marketing cooperation platform at the branch level, focus on standard mortgage loans and micro POS loans, and open up batch development channels for these two products to help the business development of small enterprises in operating units.

2. Promote the "credit factory" model.

Within the Bank, we will continue to assist the sub-branches to rationalize and optimize the processes and procedures of risk approval and credit granting, promote the early implementation of the "credit factory" business model in the branches, and help the sub-branches to carry out small business smoothly.

3. Strengthen customer management

According to the comprehensive business plan of retail credit customers, we will continue to strengthen the in-depth exploration of customers. Through cost sharing and loan review, the account manager is required to make full use of the bank's credit resources and increase liabilities and income through asset business. The branch will report the operation of new customers, the growth of retail customers and the promotion of savings on a monthly basis, and strive to promote the comprehensive contribution of personal loan customers to the whole bank.

4. Actively promote the resolution of non-performing loans.

In view of the overdue and bad situation of 20xx, we will continue to make joint efforts with the legal protection department, strengthen the tracking and disposal of 20xx problem assets, and strive to achieve the bad control target issued by the Head Office through risk mitigation measures such as collection, collection and reorganization.

(8) Financial aspects of going abroad

1. Strengthen the overseas financial customer acquisition function and build a localized customer acquisition channel.

(1) Standardize the hall marketing mechanism and improve the conversion rate of overseas financial customers.

Standardize the lobby marketing mechanism, consciously tap the needs of customers who come to our bank to handle overseas financial business, and attract customers who handle visa business in our bank to become our customers through the integrated service mode of four cards and two cards, as well as linked products such as visa one-stop service, landing service in the United States, overseas car rental concessions, overseas security products, foreign exchange wealth management products, etc., so as to improve the customer acquisition function of overseas financial business.

(2) Multi-channel cooperation to expand customer acquisition channels.

Branches * * * actively seek cooperation with overseas study, training, study tour, cooperative education and tourism institutions. To promote the business advantages of our agency and the exclusive products of overseas finance for the US Embassy, so as to gain customers. In order to set off the marketing atmosphere in the peak season in the first quarter of 20xx and arouse the marketing enthusiasm of the sub-branches, the branch plans to organize the sub-branches to hold ten intermediary cooperation activities and give gift support to the sub-branches with good customer acquisition effect and high productivity.

2. Increase the publicity of financial products abroad.

Focusing on the slogan of "going abroad and looking for * *", the branch made full use of our existing publicity channels to plan and launch unified advertisements throughout the bank. Using the publicity materials and print, radio and TV advertisements uniformly designed by the Head Office, we will put them in our outlets, websites, WeChat and other self-owned channels and media such as radio and newspapers to increase the publicity of our overseas financial products, expand the share of our overseas financial products in Shanxi Province, enhance the brand awareness and reputation of our business, and form a localized brand effect and unique advantages compared with peers through the promotion of differentiated professional overseas financial services.

(9) Electronic banking business

1. Expand the customer scale and increase the number of active customers.

In the era of Internet finance, we must keep up with the pace of market development and seize the opportunity. Relying on the authorization to open accounts in batches in different places, the bank obtained a large number of new mobile banking customers in 20xx; This year, the Head Office added an electronic account function, which provided a favorable weapon for tapping potential customers. At the same time, with the introduction of new functions such as card-free deposit and electronic channel insurance agency, the content of the bank's mobile banking is constantly enriched, and the experience brought to users is constantly improved. The branch will increase the training of front-line personnel to ensure that front-line personnel can master new functions skillfully, provide customers with more accurate marketing, and realize the rapid growth of mobile customers while maintaining customer activity.

2. Continue to carry out effective marketing activities.

In the first quarter, we will continue to carry out marketing activities such as "phone bills fall from the sky and come easily", "managing money at night market", "recommending courtesy in mobile banking" and "courtesy in mobile banking transactions" to promote the use and promotion of cloud marketing platform.

Cooperate with credit card center to open mobile banking for our credit card customers and give away the rights of "Iqiyi VIP members" to watch movies; At the same time, with the help of the "* * movie season" marketing activities, we will provide a corresponding number of iQiyi VIP membership rights for branches, carry out mobile banking marketing, and gain customers at outlets.

3. Public-private cooperation to promote "electronic payment" products.

Electronic payment platform is an online supply chain financial platform product, which mainly provides online ordering, sales and payment services between upstream and downstream for B2C supply chain. At present, the online banking department of the branch has communicated with the corporate banking department, and will finalize the target customer range as soon as possible, launch marketing in an all-round way, and strive for a breakthrough in this business in 20xx.