Source: Financial Weekly 201April1September/June 10:0 1

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ICBC, the world's most profitable bank, sells 480 billion yuan on a commission basis, while ABC's 654.38+0.2 billion yuan has just started.

Researcher of Retail Banking Laboratory of Financial Weekly

The income from consignment funds plays an important role in bank fees and commission income. The agency fund business is valued by major banks. Careful investors have noticed that some big banks did not disclose in their 2009 annual reports.

Stock trends of related companies

Bank of China

Industrial and Commercial Bank of China

Bank of Communications

The income status of the trust fund. A person from the personal finance department of a state-owned listed bank told reporters that everyone is unwilling to say that the competition is getting more and more fierce.

In the first quarter of this year, ABC's fund sales revenue was 400 million yuan.

China Bank's fund sales quota last year was 234 billion yuan.

According to the person in charge of the personal finance department of Agricultural Bank of China, in 2009, Agricultural Bank of China realized the fund consignment income of121500 million yuan, and in the first quarter of 20 10, it realized the fund consignment income of about 400 million yuan.

The person in charge of the personal finance department of the Agricultural Bank of China said that since the Agricultural Bank of China started the fund agency business in June 5438+ 10, 2002, the fund business has shown a steady development trend. At present, more than 460 fund products of 47 fund companies have been launched in ABC, covering all fund types such as stock, hybrid, bond, capital preservation, currency, LOF, ETF connection, innovative closed-end funds and QDII funds.

At present, ABC has established extensive and in-depth cooperative relations with fund companies at the forefront of the market, such as Dacheng, Huaxia, Yifangda, Bosera, Guangfa and Agricultural Bank of China Huili. In addition, in order to meet the diversified investment needs of investors, the Agricultural Bank of China also provides the collective plan of several brokers and the agency sales service of "one-to-many" special account wealth management products of fund companies.

"ABC currently has more than 22,000 fund sales outlets across the country to handle fund business." The relevant person in charge of the personal finance department of the Agricultural Bank of China said, "Overall, the fund sales scale in developed coastal areas is in the forefront of the system, and the fund sales scale in central and western regions such as Gansu and Xinjiang is very competitive among the peers. In recent years, the sales performance of funds in the northeast and central regions has also been greatly improved. "

The person in charge of the relevant departments of ICBC said that the number of ICBC consignment funds is about 530 at present. The main fund companies are ICBC, Guangfa, Rongtong, Huitianfu and Nanfang.

The person in charge of ICBC said that the key fund products recently launched include 35 funds including ICBC Credit Suisse Core Value, ICBC Credit Suisse Bonus, ICBC Credit Suisse CSI 300, ICBC Blue Chip, Guangfa Core Select and Guangfa CSI 300.

ICBC did not disclose the income of the consignment fund. However, the above-mentioned person in charge of ICBC revealed that at present, all outlets of ICBC 12687 can sell open-end funds. According to ICBC's 2009 annual report, the annual sales of open-end funds reached 487.8 billion yuan, showing obvious advantages in the industry.

China Bank's 2009 annual report revealed that in 2009, China Bank cooperated with a number of fund companies to launch more than 20 "one-to-many" special account wealth management products, achieving a double lead in initiative and share; In the whole year, there were 449 collective products such as consignment funds, and the total amount of consignment transactions exceeded 234 billion yuan.

As of April 20th,10, 1 1, the number of trust funds of Bank of Communications is 536, ranking among the peers. Cao Rong, Deputy Senior Manager of Personal Finance Department of Bank of Communications, said: "Our goal is to build a fund supermarket to provide customers with a full range of fund financial service platforms. Therefore, the number of consignment funds has been leading in the industry in recent years. "

When talking about key sales areas, Cao Rong said: "The central and western regions are fund sales areas that have risen very rapidly in recent years." He added, "Hubei, Henan and other branches have very bright spots in fund business this year; Sales growth far exceeds that of traditional key cities such as Beishangguang. At present, Beishangguang ranks in the top three in the sales performance of Bank of Communications Fund, and Jiangsu and Zhejiang rank fourth and fifth. "

Bank of Communications online banking fund transactions accounted for 75%.

High-end customers are the main force of fund purchase.

The person in charge of relevant departments of ICBC said that investors can purchase funds through counter channels and electronic channels, including online banking, mobile banking and telephone banking.

According to the above-mentioned person in charge of ICBC, investors' investment funds can be invested by daily subscription (subscription) or fixed investment subscription. The Bank's fixed investment includes ordinary investment and fixed investment, in which fixed investment is an upgrade of existing fixed investment products on the first working day of each month, including "fixed investment" and "fixed investment".

At present, ICBC is carrying out two preferential activities. I. ICBC's "20 10 Heart-to-Heart Feedback" fund investment preferential activities. On all legal fund trading days of 20 10, investors can enjoy a 20% discount on subscription rate for fund investment through the fund investment business of China Industrial and Commercial Bank. II. Preferential activities on subscription rate of ICBC's personal e-banking fund. From 201April 10 to 201March 365438, investors can enjoy a 20% discount when purchasing any consignment fund products through the electronic banking of China Industrial and Commercial Bank.

The person in charge of the personal finance department of ABC said that investors can purchase fund products through the counters of ABC, online banking, self-service teller machines, telephone banking and other channels (the latter two channels are only opened in some branches), and the fund agency business of online banking has achieved 7×24 hours service.

"In terms of investment methods, customers can purchase directly through a single transaction or through regular fixed purchases, and our system will automatically purchase according to the agreed amount at the agreed time every month. With the bank's unique regular line redemption business, we can enjoy more humanized investment and wealth management services for our customers. " The person in charge of the personal finance department of the Agricultural Bank of China said, "In order to give back to our customers, some fund products can also enjoy a 20% discount if they are regularly subscribed or purchased through online banking."

Bank of Communications is the first bank to carry out the fixed investment business of funds. As early as 2006, it cooperated with Huaan Innovation to make a fixed investment. Cao Rong said: "According to the investigation results of the CSRC, 75% of investors choose fixed investment to achieve fund risk diversification. Bank of Communications attaches great importance to the business of the fund's fixed investment, and has made great efforts from the head office to the branches to the outlets. "

Nowadays, as most banks encourage online banking fund transactions, the subscription rate of online banking fund of Bank of Communications is 20% discount, and the preferential subscription rate is not less than 0.6%.

Cao Rong pointed out to reporters, "At present, the fund trading volume of Bank of Communications online banking accounts for more than 75% of the fund trading volume of Bank of Communications, which is the best among peers." He told reporters, "From June 2006 to 2008 10, Bank of Communications launched a 40% discount on online banking fund transactions, which attracted a large number of fund customers to realize transactions through online banking at that time, laying a solid customer base for the online fund platform of Bank of Communications."

In fund sales, high-end customers have always been the main force. Cao Rong told the Financial Weekly reporter, "We have done some statistics. In fund sales, high-end customers, namely Bank of Communications wealth management customers and Ward wealth customers, account for more than 80%. The average sales volume of ward outlets is 3-4 times that of ordinary outlets. "

In 2009, the number and asset scale of individual high-end customers such as Bank of Communications Wealth Management and Ward Wealth continued to grow rapidly, and the number and scale of individual high-end customers increased by 665,438+0.6% and 43.8% respectively compared with the beginning of the year.

ICBC's electronic channels account for more than 50% of personal fund transactions, and Bank of Communications pushes the fund pool every month.

According to the person in charge of relevant departments of ICBC, in terms of fund management, ICBC's customer service system includes four links: personal financial business department of the head office (customer service department), personal financial business department of branches (customer service department) and personal financial center. Personal financial center is the front end for our bank to provide agency fund services for personal quality fund customers, and other links provide back-end technical and information support for personal financial center.

By the end of 2009, the total number of individual account managers in ICBC exceeded 30,000, among which the number of registered financial planners (AFP) and international financial planners (CFP) reached 1. 1.500 and 1.876 respectively, accounting for 22.7% and 30.2% of the peers, and continued to be the first in China.

Under the premise of controllable risks, ICBC has vigorously developed the electronic channel fund business. Up to now, ICBC's electronic channels account for more than 50% of personal fund transactions.

The person in charge of the personal finance department of the Agricultural Bank of China introduced that in terms of team building, the Agricultural Bank of China has established a fund business team and a financial planner team with high professional standards and high responsibility for investors. There are a large number of fund business practitioners with rich investment and financial management knowledge and experience and more than 6,800 financial planners with AFP and CFP qualifications, who can provide professional financial management services according to customer needs.

"In order to better provide investors with investment advice, the bank has set up a special investment and research team, and jointly launched a portfolio consulting service with Morningstar, an internationally renowned fund evaluation agency, to regularly release the latest investment and research results to investors, providing professional reference for investors' investment decisions. "The relevant person in charge of the personal finance department of ABC said.

In addition, according to reports, ABC also delivers the latest market information and research services to investors in a timely manner through online banking, e-mail, customer service SMS and other channels, and continuously improves the quality of customer service by holding financial salons and investment seminars for investment customers regularly or irregularly, as well as providing tailor-made personalized services for mid-to high-end customers.

Since 2008, Bank of Communications has cooperated with Morningstar, a third-party organization, to select the intelligent platform of Bank of Communications. Select 8 banks as the key recommended fund pool for Bank of Communications customers every month, and recommend the fund portfolio for that month. In addition, follow up the performance progress of the purchased funds for customers every month and provide investment advice.

On the fund information website of Bank of Communications, the reporter found that in addition to the information of intelligent fund selection, customers can also directly realize the functions of fund comparison, screening, customer risk self-test and financial calculation on the page. "Our online fund platform will be revised soon." Cao Rong told reporters that in the new year, we intend to continue to improve and integrate the information platform and trading platform more closely. "

It is also known that, as an important part of providing value-added services for investors, 20 10, many well-known fund companies in the United Nations of China Agricultural Bank, have carefully created a brand-new high-end brand forum-"Fundbao" Fortune Forum, giving lectures in key cities across the country, analyzing economic hotspots and exploring innovative frontiers, so that customers can closely grasp the pulse of China's economy and capital market and better realize their dream of wealth appreciation. From June 5438 to April this year, China Agricultural Bank has held three "Fund Treasure" wealth forums with Franklin, ABC Huili and Bosera Fund respectively in Beijing, Shanghai and Zhengzhou. * * * More than 1000 investors participated in the activity. Widely welcomed by investors. In order to let more customers have the opportunity to directly participate in the activities, the "Fundbao" Fortune Forum will be launched in other key cities in China.

The person in charge of the personal finance department of the Agricultural Bank of China said that the Agricultural Bank of China has always attached importance to the risk control of the fund consignment business, taking the lead in the industry to match the risk tolerance of customers with the risk level of fund products through the system, and to provide sufficient risk tips for investors' investment decisions.