Annual Work Summary, Bank Retail Department, Model Plan (1)
Three weeks passed in a hurry, which brought my internship in the retail department to a satisfactory end. When I first came to the retail department for internship, I was full of joy and expectation. This is a new position waiting for me. I have to face all the new challenges. More importantly, my new knowledge and advanced way of dealing with people can make me study and understand seriously. But for some reasons, when I learned that the internship time was less than one month, I felt a little depressed, but I immediately adjusted. Because the internship in the retail department has always been the gift and training of bank leaders, it has become my pressure and motivation to learn the most knowledge in the shortest time.
In these short twenty-one days, I seized every minute, studied my business skills hard, and seriously consulted my predecessors about business processes and experience. At the same time, I use my spare time to study documents, thoroughly understand every detail in my work, and complete the tasks assigned by the leaders every day as quickly and economically as possible. Now I have been able to complete the whole process of mortgage independently, from the signing of mortgage to the examination and approval, to the storage of loan and first-class credit files, and every link can be completed independently to ensure the accuracy of each mortgage.
During my internship in the retail department, two things impressed me the most. First, the importance of teamwork. We live in a big family of branches, and everyone has a clear division of labor. What we do is to keep this branch running efficiently and orderly, in which teamwork is particularly important. In the process of signing the contract, all seniors use their own resources and cooperate with each other to try their best to meet the most favorable development direction of the branch. At the time of examination and approval, the secretary and the leader carefully examine each piece together, so that the branch can bear the minimum risk and ensure the stable development of the branch business. Then there is the cooperation between the leaders of the general department and the employees of the sales department, so that every mortgage can be safely and completely put into storage. Finally, there are retail account managers who seriously explain the problems encountered after the loan. Through such rigorous and high-quality teamwork, the retail business of our branch is growing day by day, making an indelible contribution to the development of the branch. Second, the importance of strict work attitude. Every mortgage loan is accompanied by risks, such as operational risk and compliance risk. This requires us to have a rigorous working attitude towards everything, and everything is based on documents. Only in this way can we ensure that each piece does not step on the red line and does not increase the risk of the branch, so as to ensure the steady development of the branch.
Through 2 1 day internship, I learned a lot. There are many people to thank and many things to understand deeply. I'm growing day by day. Thank the bank leaders for giving me this rare opportunity to practice in the retail department. Here, I realized the importance of unity and friendship. Here, I learned to treat everyone and everything strictly, so that my work will not take detours and my life development will not take evil paths.
The retail sector is a challenging and passionate sector, where we can grow rapidly and lay a solid foundation for future development. I absolutely obey the arrangement of the leader, and I will meet the challenges in my work with the fullest enthusiasm and strive to contribute to the development of the branch.
Annual Work Summary, Bank Retail Department and Model Plan (2)
In the first half of 20 13, the retail business department of the whole bank earnestly implemented the spirit of the working meeting of the whole bank and the work arrangement of the headquarters at the beginning of the year, and paid close attention to the implementation of the work objectives and measures at the beginning of the year in light of the actual situation. Adhere to the working idea of "emphasizing publicity and efficiency, giving full play to the benefits of retail business", increase market expansion, strengthen basic management, adjust business strategies, promote the healthy development of retail business in the first half of the year, and obviously improve its operating conditions and benefits. By the end of June, the bank's personal unsecured microfinance balance was 36.42 million yuan, accounting for 65.438+002.9% of the ROP index of 35.38 million yuan, and the balance of CD personnel deposits was 8.08 million yuan, an increase of 200.3% compared with 2.69 million yuan at the beginning of the year. The contribution rate of CD deposits is 65.438+065.438+0%, and the contribution rate of ILR deposits is 2.82 million yuan.
1. Publicity is the cornerstone of retail development.
In the first half of the year, the propaganda work of retail business closely revolved around the idea of "attacking counties, stabilizing towns and extending villages". From June to June, a total of 258 personal unsecured micro-loans were issued, with a loan amount of 29.63 million yuan, 93 CD personal deposit customers, 3 corporate deposit customers and 65.438+0.09 million yuan in retail sales department, with a deposit contribution rate of 65.438+05.4%.
1. The large-scale activities organized by the retail department of our bank, such as "Spring Festival couplets sent by citizens", "One kilometer circle to stick flowers on the floor" and "Zongzi wrapped in Dragon Boat Festival", have greatly enhanced our visibility, expanded public awareness and promoted rapid business growth.
2. The retail department implements the "bundling publicity" of loans and deposits in Sanhe, Mingshan and Industrial Park, and expands the publicity of the bank's loans and deposits in the business publicity activities of Sanhe, Mingshan and Industrial Park every month.
3. In Mingshan Town, Shu Ren Town, Shi Zhi Town, Shetan Town, Baohe Town, Rensha Town, Gaojia Town, Baoluan Town, Longhe Town, Sanfu Township, Sanba Township and other central towns, the publicity of "personal loans to seize the beach" was carried out.
4. Visit villages along county roads such as Fengdian, Feng Wu and Shi Feng every quarter, individual industrial and commercial households in towns and villages, market locations and large-scale breeding households in their jurisdictions to publicize and popularize the work, and assign special personnel to take charge of this work.
5. The competent departments at the county level shall make joint efforts. Visit county-level commercial committees, individual associations, agricultural committees, animal husbandry, beef cattle and other departments once a month, and visit animal husbandry stations, central township agricultural technology stations, and village committees along county highways once a month;
6. Hold a symposium with the supply and marketing cooperatives, and the Agricultural Broadcasting School, the Animal Husbandry Bureau and the Industrial and Commercial Bureau will hold lectures on financial knowledge, aquaculture knowledge and financing of small and micro enterprises to expand the publicity of bank loans and deposits.
Second, strengthen team building, improve the performance management system, and build a retail business framework.
In the first half of this year, the bank trained two mature personal loan team leaders and recruited three new personal loan personnel, which basically realized that the personal loan team was in the social forum (5+ 1) and the personal loan team was in the headquarters (5+1); Newly recruit 1 CD personnel, and initially reach the framework of CD team.
Annual Work Summary, Bank Retail Department and Model Plan (3)
On June 20 1 1, we participated in the investor day of China Merchants Bank. Vice President Ding Wei, who is in charge of retail banking, and Vice President Liu Jianjun, the retail financial headquarters of China Merchants Bank, mainly introduced the retail banking business of China Merchants Bank and its future development direction. In addition, we also visited the private banking business and remote banking business of China Merchants Bank.
Center.
I introduction of retail banking business of China merchants bank
Seven years ago, China Merchants Bank put forward that retail business should be the focus of the bank's future development, and it was actively inclined in strategy and resource allocation. At present, good results have been achieved. At present, China Merchants Bank has1* * 6 million, including more than 48 million effective households, more than 600 billion yuan in savings deposits, and nearly 6,543,800 yuan in average card deposits, ranking among the best in the domestic banking industry. There are 37 million credit cards in 830 outlets, including 6,543.8+0.7 million valid cards and 6,543.8+0.300 valid households, and the average number of cards per household is between 6,543.8+0.25-654.38+0.28. Judging from the loan structure of two-handed customers, the number of "Golden Sunflower" customers with more than 500,000 customers and more than 5 million diamond customers reached 30,000, and the number of private bank customers with total assets of more than 6,543,800 million reached 6,543,800. The cross-selling rate of high-end customers has reached 4-5 (international index is 5-7), while the cross-selling rate of low-end customers is only 2.7-2.8. There is still much room for improvement in the future. The total income of retail banks reached 40%, of which the non-interest income of retail banks accounted for 60% of the total income of retail banks, and the profit contribution of retail banks increased from 10.9 in 2009.
The development advantages of China Merchants Bank's retail business can be summarized as 65,438+0 and high intensive efficiency. The average net savings deposit reached 848 million yuan, three times the industry average. This deposit structure makes the overall deposit demand rate of China Merchants Bank reach 56.73%, the average deposit cost is only 1.23%, and the average net balance of personal loans reaches 600 million yuan, which is more than five times the industry average. 2. The advantage of systematization. The business management system of the whole retail bank is divided into wealth management, private banking, personal credit, credit card, channel management and operating system, with the goal of building a strong customer comprehensive service capability.
3. Good customer structure; 4. The customer base grew well, with more than 70% customers under 40 years old and 52% customers aged 25-40 years old. These customers are on the career path and have a lot of room for growth. 5. Perfect product system. 6. Efficient and collaborative service channel system. At present, the replacement rate of online banking has reached 73.44%, and that of electronic banking has reached 84.5%. In 2009 and 20 10, China merchants bank ranked the third in the industry in the sales of partial stock funds (second only to ICBC and CCB). 201333.6 billion yuan fund sales revenue, up 10.68% year-on-year, realizing fund sales revenue 1 1.88. In the same period, the sales and fund sales revenue of many inter-bank funds declined year-on-year, especially the bancassurance business. Since the CIRC issued the new regulations on the sale of bancassurance on 20 1 1, it is forbidden for insurance brokers to enter bank outlets to sell insurance, so the overall term is 201/-4. Inter-bank bancassurance sales decreased by about 15% year-on-year, but merchant bancassurance business increased by 28%.
Judging from the future development of China Merchants Bank's retail business, as the profit model of traditional business is challenged, the growth of retail business will become an increasingly important profit source for commercial banks. China Merchants Bank will continue to build four major capabilities of retail banks, namely, low-cost operation capability, customer value mining capability, risk pricing capability and new customer acquisition capability, and ultimately improve the profit contribution of retail business to China Merchants Bank as a whole.
From the perspective of low-cost operation ability, China Merchants Bank will reduce the comprehensive operating costs of banks and improve the substitution rate of online banking for e-banking by reducing labor costs, optimizing counter processes, optimizing personal loan processes and promoting resource integration. From the perspective of continuously improving customer value mining ability, China Merchants Bank will support customer identification and demand analysis through advanced technology, provide multi-channel collaborative product supply and tracking services, and provide effective incentive mechanism for account managers. From the perspective of continuously improving risk pricing ability, China Merchants Bank will first accurately identify and price.
Share transportation and operation costs, and finally realize fast and accurate automatic pricing through IT system. Judging from the ability to acquire new customers, China Merchants Bank will make every effort to improve the ability to acquire and tap new customers through customer introduction, credit card, business hall, e-finance, full promotion and public-private linkage. The internal goal of China Merchants Bank is to maintain a customer growth rate of more than 30% every year.
The second is the remote banking and private banking business of China Merchants Bank.
China Merchants Bank Remote Banking Center was established in 1999, which evolved from the early customer consultation service center.
It is a remote center integrating consultation, transaction, marketing and financial management. At present, it serves more than 50 million retail customers and more than 500,000 wholesale customers of China Merchants Bank. It has three venues in Futian, Shekou and Chengdu. The customer consultation service center was renamed as remote bank on March 20 10. At present, it has developed into a comprehensive remote center integrating remote counter, remote assistant, air loan and air business travel, mainly including: 1, Kuaiyi Finance, including transfer and remittance, product purchase, payment and account maintenance; 2. Air loan, including online acceptance, active credit granting and electronic signing. In the course of more than one year's operation, the remote trading center has realized 6 million transactions. Fund sales exceeded 654.38+00 billion yuan, empty loan credit exceeded 6 billion yuan, empty wealth management customers exceeded 80,000, and the total assets of customers increased by nearly 654.38+00%.
The private banking business of China Merchants Bank is a comprehensive financial service with wealth management as its core. At present, the private wealth market in China is huge and developing rapidly. According to the statistics of China Merchants Bank, at present, 3% of customers in China have 70% of wealth, and 0.39% of customers have 45% of wealth. Moreover, during the financial crisis, the wealth management business was relatively stable and the income was good. At present, the number of private banking customers of China Merchants Bank has reached 65.438+0.44 million, and the total assets of private banking customers under management have reached more than 300 billion yuan. The service features of China Merchants Bank Private Bank include:
1, "1+N" professional team, spiral four-step working method, including listening, suggesting, executing and tracking, to ensure the maximum interests of customers. 2. Open product platform: This is the difference between China Merchants Bank's private banking business and third-party institutions such as brokerage funds. Banks provide customers with cash management, fixed interest and objective benefits from a fair perspective. 3. Convenient financing channels, high consumption and easy issuance of consumer loans, with the maximum credit line reaching 6,543,800 yuan and financial assets pledged for financing, 4. Global online financial services; 5. Exclusive value-added services; 6. Elegant and distinguished quality life experience.
Three. Conclusion:
1. China's banking industry relies on interest business income, especially the traditional business model of corporate loans, which is increasingly challenged. The necessity and urgency of business transformation have attracted more and more attention from banks themselves and research circles. The business transformation and retail banking development of China Merchants Bank are obviously ahead of domestic peers, and have formed their own distinct advantages, among which the customer base and customer structure are advantages that peers cannot catch up or simulate in a short time. The development of retail business can not only open up new income sources and profit sources for banks, but also maintain the stable growth of bank profits and the stability of profitability under the background of interest rate marketization as a long-term trend.
2. From other aspects of China Merchants Bank, his investment highlights are: 1. The net interest margin of China Merchants Bank decreased the most during the interest rate reduction cycle, which actually shows that if the macro economy really recovers and enters the interest rate increase cycle, the net interest margin of China Merchants Bank will increase and its profitability will increase the fastest; 2. On the basis of the increasing loan scale and the unstable foundation of macroeconomic recovery, the loan provision is not easily released to smooth the profit fluctuation; Profits are of good quality. After the acquisition of Wing Lung Bank, Wing Lung management has been gradually improved, and the synergistic effect has been gradually exerted; 4. The loan structure was gradually adjusted, and the loan business of small and medium-sized enterprises developed steadily.
3. At present, the previous profit forecast is maintained, and it is predicted that China Merchants Bank will realize a net profit of 3,6681billion yuan in 20 1 year, an increase of 42. 19%. Regardless of the earnings per share of possible financing schemes 1.7 yuan, the 7.2 yuan of net assets per share is calculated at the latest closing price of 65,438+. At present, the dynamic PE and PB in 20 1 1 year are 7.55 times and 1.78 times respectively.
4.20 10, and the return on equity of China Merchants Bank is 2 1.75%. In the future, with the marketization of interest rates, the business growth rate of traditional companies may gradually slow down, the capital requirements and leverage requirements will gradually increase, and the ROE of China Merchants Bank may be in a downward trend for a long time. However, considering the excellent asset-liability structure, high profitability and stable intermediary business income brought by the development of China Merchants Bank's retail business, we believe that the speed and space for the decline of China Merchants Bank's ROE will be slower than that of other banks. If 20 1 1 does not consider financing, we believe that there is still room for further improvement of China Merchants Bank's ROE, and the rising power comes from the improvement of net interest margin and the profit contribution of retail business.
Overall, we are optimistic about the long-term development and continuous first-Mover advantage of China Merchants Bank's retail business, and maintain the recommendation rating for a long time. However, in the short term, investors are advised to be cautious due to the upcoming release of the Capital Guidelines and possible policy disturbances in platform loans.
Annual Work Summary, Bank Retail Department and Model Plan (4)
Three weeks passed in a hurry, which brought my internship in the retail department to a satisfactory end. When I first came to the retail department for internship, I was full of joy and expectation. This is a new position waiting for me. I have to face all the new challenges. More importantly, my new knowledge and advanced way of dealing with people can make me study and understand seriously. But for some reasons, when I learned that the internship time was less than one month, I felt a little depressed, but I immediately adjusted. Because the internship in the retail department has always been the gift and training of bank leaders, it has become my pressure and motivation to learn the most knowledge in the shortest time.
In these short twenty-one days, I seized every minute, studied my business skills hard, and seriously consulted my predecessors about business processes and experience. At the same time, I use my spare time to study documents, thoroughly understand every detail in my work, and complete the tasks assigned by the leaders every day as quickly and economically as possible. Now I have been able to complete the whole process of mortgage independently, from the signing of mortgage to the examination and approval, to the storage of loan and first-class credit files, and every link can be completed independently to ensure the accuracy of each mortgage.
During my internship in the retail department, two things impressed me the most. First, the importance of teamwork. We live in a big family of branches, and everyone has a clear division of labor. What we do is to keep this branch running efficiently and orderly, in which teamwork is particularly important. In the process of signing the contract, all seniors use their own resources and cooperate with each other to try their best to meet the most favorable development direction of the branch. At the time of examination and approval, the secretary and the leader carefully examine each piece together, so that the branch can bear the minimum risk and ensure the stable development of the branch business. Then there is the cooperation between the leaders of the general department and the employees of the sales department, so that every mortgage can be safely and completely put into storage.
Finally, there are retail account managers who seriously explain the problems encountered after the loan. Through such rigorous and high-quality teamwork, the retail business of our branch is growing day by day, making an indelible contribution to the development of the branch. Second, the importance of strict work attitude. Every mortgage loan is accompanied by risks, such as operational risk and compliance risk. This requires us to have a rigorous working attitude towards everything, and everything is based on documents. Only in this way can we ensure that each piece does not step on the red line and does not increase the risk of the branch, so as to ensure the steady development of the branch.
Through 2 1 day internship, I learned a lot. There are many people to thank and many things to understand deeply. I'm growing day by day. Thank the bank leaders for giving me this rare opportunity to practice in the retail department. Here, I realized the importance of unity and friendship. Here, I learned to treat everyone and everything strictly, so that my work will not take detours and my life development will not take evil paths.
The retail sector is a challenging and passionate sector, where we can grow rapidly and lay a solid foundation for future development. I absolutely obey the arrangement of the leader, and I will meet the challenges in my work with the fullest enthusiasm and strive to contribute to the development of the branch.
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