On-the-spot investigation is one of the most important ways to obtain customer information. Small loan customers should have enough profits and generate enough cash flow every month to repay the loan. The nature of small loans determines that the purpose of loans will greatly, even completely, change the characteristics of loan applicants. The focus of microfinance investigation and analysis is to estimate the degree of change brought by loans to customers. Opportunities and risks related to loan projects are the result of various factors and are the focus of loan officers' analysis. The information obtained by the loan officer from the on-the-spot investigation of the customer's business premises and family can be compared and verified with the basic information of the customer that the loan officer learned through the conversation at the time of application.
The goal of loan investigation and analysis is to understand the overall situation of customer's business and family. Therefore, in addition to evaluating the financial situation reflected in the balance sheet, income statement and cash flow analysis, the investigation and analysis should also consider non-financial factors. It is necessary to evaluate the organizational structure, operation process and business relationship of customer business, consider the quality and management performance of managers, and observe and describe the market position and growth potential of enterprises.
Second, the method of on-site investigation
1, the combination of "frontal" and "lateral" surveys
Micro-loan credit technology is different from the traditional credit technology based on mortgage and pledge. Traditional credit technology focuses on the value of customers' assets, while the core of micro-credit technology is to evaluate customers' repayment ability and willingness, that is, to pay attention to the first repayment source. Therefore, loan officers are required to investigate and analyze all aspects of customers, including their social environment, family environment and economic environment.
In order to reduce the risk of information asymmetry when collecting and processing a large amount of data, credit officers should not only use the direct investigation method of positive communication, but also pay attention to the indirect investigation skill of "asking from the side" when investigating customers on the spot. For example, learn the real information of the borrower from employees, upstream and downstream customers, neighbors and other third parties, including professional quality, personal integrity, bad habits and so on. Loan officers can dig out a lot of important information that is difficult to obtain by positive investigation through side investigation, and get inspiration, such as the identity of real shareholders of enterprises, the actual owner of real estate and other key information. Always implement the principle of multi-angle investigation combining positive investigation with side investigation, and provide objective and credible data basis for the next loan decision while ensuring the comprehensiveness and consistency of loan investigation and analysis.
2. Cross-inspection technology
Another important way to solve the problem of information asymmetry in microfinance business is to use cross-checking technology to check the reliability of financial information obtained by investigation, including cross-checking of equity and cross-checking of sales. The loan officer states the process and results of cross-examination at the loan review meeting, and the members of the loan review meeting judge the rationality and accuracy of cross-examination. Because microfinance customers often have no formal account records or financial statements, and transaction vouchers are incomplete, cross-checking technology plays a very important role for banks to find out the real situation of customers' business, analyze and simulate the cash flow closest to reality, and provide basis for loan decision.
Third, information acquisition.
There are several different ways to obtain customer business information:
1, dialogue with business owners and operators
On-site investigation should first talk to the business owner to understand the situation. However, the owner of the enterprise is not necessarily the operator, so in this case, we should interview the operator who knows the enterprise best. This kind of talk is the main source of information, but it also has disadvantages: if the business owner wants to get a loan, he will paint a favorable picture as much as possible. Loan officers should judge the authenticity of information with a critical eye.
Step 2 check the business premises
"Seeing is believing", the inspection of the business premises provides the loan officer with an opportunity to directly face the customer's business situation. At the same time, loan officers can also take this opportunity to check and count things that can be seen directly, such as enterprise inventory, fixed assets, warehousing documents, etc. In the customer's business premises, loan officers should carefully observe the interaction between customers and employees, the relationship between operators and their upstream and downstream businesses, the size of business volume and the organization of business activities. A brief exchange with others on the spot may also produce valuable information.
3. Investigate the customer's family.
Important documents or property of customers are often not in their business premises, and the business premises will change frequently, so it is necessary for credit officers to investigate customers' families. The living conditions of customers and their business conditions are matched to some extent. This is not the only criterion, but it provides a good clue. For example, customers with good business conditions but poor living conditions should be suspicious.
The customer's family atmosphere is also an important factor affecting his repayment ability. For example, whether the family is harmonious, whether there are bad hobbies such as gambling, and what are the other social relations of the family? Generally speaking, customers with stable social relations will pay more attention to credibility.
4. View all available documents.
Loan officers mainly obtain customer information through the following documents:
(1) accounting. Such as balance sheet, income statement, cash flow statement, subsidiary ledger, original invoice and receipt, and data of the company's internal accounting system (such as Internet cafe management system and supermarket cash register). ). The data obtained from the report prepared by the enterprise itself is not reliable and can only be used as a reference. Credit personnel must check and verify these data.
(2) Important documents and contracts. Relevant documents of enterprise establishment, formal financial statements submitted to the tax authorities, lease contracts, contracts signed with suppliers, etc. You should collect as much information as possible. Loan officers should pay special attention to recent data and transactions, and should verify whether the written payment terms are consistent with the actual payment transactions.
(3) Various expense documents. Including utility bills, tax payment vouchers, rent receipts, vehicle insurance receipts, etc. Through this kind of documents, you can confirm the information that the customer said, such as whether some expenses mentioned by the customer really occurred. You can cross-check the data through the actual amount of expenses incurred to verify the accuracy of the information obtained.
(4) List of actual assets. Focus on fixed assets and inventory list. The loan officer should also compare the actual inventory quantity and valuation with the records on the list.
(5) background information. In particular, information related to the market where the enterprise operates (such as information reported in newspapers) should be recorded in the form of documents.
(6) Third party information. Information obtained from customers' neighbors, business contacts, employees, etc. Be cautious about the acquisition and use of third-party information: first, keep the information of the customer's loan application confidential, and disclose the information to the third party only after obtaining the customer's permission; Secondly, any information obtained from a third party should also be kept confidential; Third, this information can only be used as a reference.
When collecting customer information, we should pay attention to the difference between small enterprises and individual industrial and commercial households: the only documents that ordinary individual industrial and commercial households can provide are industrial and commercial registration, tax payment vouchers, lease agreements, contracts signed with suppliers, inventory lists, sales journals, etc. And the financial information that small enterprises can provide is more standardized and comprehensive than that of individual industrial and commercial households.
Loan officers should make full use of all the information and data obtained and make a rigorous evaluation. By comparison, we can understand the enterprise and its operation. For example, when calculating turnover, loan officers should try their best to obtain detailed data about sales and check cash books, bank statements, purchase invoices, warehouse books and records.
The information provided by the borrower when applying for a loan is often different from the data obtained by the loan officer's on-site investigation, the company's balance sheet and income statement. Therefore, all the collected figures should be cross-checked.
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