中行上海分行转型：谋做跨国企业全球现金管家(2)

Bank of China Shanghai branch transformation: plans do multinational enterprise global cash steward (2)

By means of comprehensive financial services to improve the wind control ability

Oriental morning post: in realizing the scale growth at the same time, we are very concerned about the risk of small and medium-sized enterprise business situation. From these two years of market environment look, trade, science and technology small and medium-sized enterprise risk will not too big?

PanYueHan: we also see the small and medium-sized enterprise business risk and bank human cost of the status of large investment, this also is we put forward three kinds of small and medium-sized enterprises focus on the cause of the service.

Focus on industry of small and medium-sized enterprises to do business is the biggest advantage, can be very good to enhance the professional analysis and risk assessment ability, is advantageous in the risk control. Second, can and large enterprise business linkage, combined with the big enterprise and downstream of the small and medium-sized enterprise innovation some supply chain financing products. Third, concentrated industry, promote PiLiangHua whole sales.

Small and medium-sized enterprise is relative to the large enterprise risk may be relatively large, on the other hand, if the bank is able to focus on industry, innovative products, I think I can do it effectively control risk.

At present, our small and medium-sized enterprise business, income and risk can be matched. Trade enterprise overall defect rate is relatively low. This is because our trade enterprise's credit can be combined with enterprise's settlement and trading activities to do, and mainly trade financing, risk relatively controllable.

"Zhangjiang model" loan, we set the 3% and 5% of the two line. From the present situation to see, the tolerance is enough.

Since 2013, the economy is gradually going well, the business activities are also better off, this is the general trend. On the other hand, with the Shanghai government to strategic emerging industry, equipment manufacturing industries such as industrial propulsion, also can drive some of the small and medium-sized science and technology development of enterprise. These two factors to the enterprise development also bring good opportunity, but also to the development of the banking industry brings the opportunity.

Oriental morning post: you just mentioned the catering industry, have committed for some big catering enterprises to provide financing credit?

PanYueHan: catering industry we also did some customers. The largest restaurant features a very stable cash flow, because the method of payment and the bank, the bank can be associated to catering enterprise's cash flow analysis and control, according to the POS machine cash flow to determine the amount of credit to the enterprise, the reimbursement means of catering enterprises and more agile and even installment. In our chain catering enterprises developed special financial products.

Including catering enterprises inside, we do not simply to small and medium-sized enterprises credit, we hope to provide more comprehensive services, on the one hand, can increase the stability of the customer, on the other hand can also improve our comprehensive income, and further reduce the enterprise financing costs, and reduce the bank's wind control cost, this is what we strive to be a direction.

We also see, in to the enterprise to provide comprehensive service later, enterprise's cash flow in the banking system is formed in the reasonable fund precipitation, so far the proportion is not very big. The key is to see bank comprehensive financial service ability and the comprehensive financial service depth. This year we will further improve the comprehensive financial service ability and increase the enterprise service depth, this also is helpful for further reduce we do small and medium-sized enterprise business comprehensive cost.

Power Shanghai global cash management center construction

Oriental morning post: including deposit business, the bank's business structure have change? How to balance? The branch level?

PanYueHan: with the Shanghai international financial center construction and interest rate marketization reform, commercial Banks will continue according to their own customer strategy, cost circumstance to coordinate their business structure.

The traditional commercial bank's business mainly focus on deposit, intermediate business, loan 3 pieces, these are all bank products. Business structure balance and optimization of the key, or to the real products to customers to change, really set up take the customer as the center service concept and service mode. From the macro environment look, with the Shanghai international financial center construction and international trade center construction propulsion, Shanghai's loan-to-deposit balance ability is very strong. In the future, Shanghai will also more and more opportunities. Such as the Shanghai headquarters economic development, will promote the global cash management center, global settlement center in Shanghai established, a large number of cash flow will converge to Shanghai.

The Shanghai government in two meetings, the report said the next five years, new multinational company headquarters in 150, so we need to do is how to realize Shanghai become a real global cash management center and settlement center. The competent departments of the guidance and promotion, bank of China in late 2012 launched cross-border capital exchange collects the pilot, at this point made substantial step, laid a good foundation.

Through the trial, we are trying to put the multinational company financial services do real. Now a lot of multinational company's trading in Shanghai, but the fund management in Shanghai, like this kind of enterprise, we can put it in cash management and trade matching up.

Shanghai's economic structure of a larger share of trade, trade transaction gave birth to the rich financial products and financing way. In this regard, enterprise's capital flow may be in Shanghai, but the business scope but radiation throughout the country, Shanghai is can be used as enterprise in the nationwide cash management center, cash collection in the center?

In the service establishments, our product is rich, can make the best use of the overseas market to solve the domestic capital demand. Due to the overseas capital cost is low, we can make the best use of overseas branch of money, to support the development of Shanghai import and export trade.

Oriental morning post: to take the lead in put out in proceedings of the foreign capital to cross-border collects the quasi propulsion yuan cross-border capital collection, and promote the process of pilot ever have problems?

PanYueHan: proceedings national safe launch "multinational company headquarters exchange the centralized fund management pilot" policy, the bank of China as the first batch of pilot Chinese bank, has been for 6 companies formally in the business, including Shanghai have three.

Foreign exchange cross-border capital collection belong to for the pilot enterprises and cooperative bank is a new attempt and breakthrough. In business pilot process, cross-border capital collection involved in various countries and regions of the foreign exchange policy and tax problem, this is a big difference. And from a bank's internal speaking the biggest difference is network integration, we need to overseas agents, foreign agent to cooperate, to realize the global fund collects the problem, the two is to realize the global fund collects the need to study, and a breakthrough to solve the difficult problem. From the current advance the circumstance looks, we are practice solved step by step. The business has a broad prospect, for the Shanghai international financial center construction inject more vitality.

Oriental morning post: the business enterprise to what substantial benefits? Bank of China to the transformation of development and have what meaning?

PanYueHan: foreign exchange cross-border capital collection allow foreign capital enterprise in China collect, classify and operation and management, convenient multinational company headquarters unified foreign debt management, netting and centralized consignments and adapted to the entity economy practical needs, greatly promote trade and investment liberalization and facilitation, not only to improve the multinational enterprise global efficiency in the use of funds, but also facilitate transnational enterprise actively and use of financial market, improve capital control level, improving the profit ability, strengthen resist risk ability.

Just like every family will save some money for a rainy day, multinational companies in different countries affiliates will need a pen excess reserves. The past due to the fund management inside and outside do not get through, enterprise cross-border have multiple capital account, in the pilot start later, more capital account can delimit a pool unified dispatching management, enterprise cross-regional operation need cover rate can be reduced correspondingly, can more effectively control in various subsidiary capital operation. At the same time, the company can make full use of domestic and foreign capital source, increasing the service efficiency of funds.

Oriental morning post: in China become a real global capital operation management center before, what work to do? What product to launch?

PanYueHan: the follow-up work is first with regulators gradually promote the reform process of development, to select the more accord with the outer tube policy reform pilot requirements of the multinational enterprises, the enterprises to strengthen policy propaganda, and gradually lead the multinational enterprise use policy convenience will fund management center to domestic transfer and centralized operation.

The second is to perfect the information support and system management functions. Because the business is still belong to the pilot phase, so the bank need to further improve and perfect the relevant statistical monitoring function of the timeliness, comprehensiveness, make full use of scientific and technological means to strengthen the risk prevention, with regulators for multinational companies the centralized fund management conduct effective supervision.

The pilot support often project concentration consignments and trade in goods under a netting, so the next stage work goal is to realize the system function related to the upgrade and on the basis of the introduction of related products.

Oriental morning post: bank of China RMB trading business headquarters from March 2012 to bank of China in Shanghai, in the market competitiveness and management efficiency to bring about what change?

PanYueHan: bank of China RMB trading business headquarters was established in Shanghai, further shows that the head office in Shanghai market strategy layout and the "four center" strategic support.

The bank of China in the yuan trading business headquarters set up ceremony has said, the bank of China to serve economic and social development and the Shanghai international financial center construction as its own duty, strengthen the Shanghai business strategic layout, strengthen the relevant business radiation ability. RMB trading business headquarters for financial institutions at home and abroad to set up the yuan trade important platform for the construction of Shanghai international financial center to provide strong support. Be worth what carry is, the yuan trading business headquarters in function is set up with the Shanghai "four center construction and cooperate with each other.

At present, the bank of China RMB trading business headquarters responsible for RMB trading business, cross-border RMB business in Shanghai liquidation, corporate financial institutions business, precious metals trading business, for multinational companies and institutions to provide more trading products and services.

Banking reform must "take the customer as the center"

Oriental morning post: bank of China Shanghai branch in 2012 in internal mechanism reform one step ahead, the momentum of reform is??????? Preliminary effect how?

PanYueHan: bank of China Shanghai branch last year indeed some reform, I think, the achievements of the reform of the key, from development indicators to measure.

Bank of China Shanghai branch last year among the whole business revenue grew 14%, more than the average growth, improve market share. Profit growth is higher than the Shanghai market average profit the level of growth.

In fact, Shanghai banking competition environment, at present has entered into low growth, low yield stage, but did not reduce the risk, may in some links will also rise, this is Shanghai traditional commercial Banks are faced with the problem.

We have studied the Shanghai market conditions, five years or three years ago, the development of Shanghai's financial industry competition is mainly the competition between Banks, now of the market than, foreign line of ratio, shares of line than, state-owned line of basic stability than structure. In fact is the banking industry and the banking competition, which will be Shanghai banking industry faces major challenges, can adapt to this kind of competition and challenges? Need to Shanghai banking original spirit and explore.

Bank of China Shanghai branch last year reform is around the head office "transformation development, cross-border development, innovation development" the whole train of thought of to promote. We put forward the reform direction is "value as the guidance, take the customer as the center, the establishment of differentiated competitive advantage".

How to understand the three words?

First of all, "value as the guidance", value includes not only benefit, is a business value, and include economic returns on capital value and strategic value, shareholder value, employee value... Is a comprehensive value concept. Such as employee value, the bank in the development at the same time, also want to give consideration to the development of its staff, "development of the bank of China, achievement staff", this is "to the value oriented" employee value goal and reflect.

Second, "take the customer as the center", focus on customer financial service demand, customer segmentation, according to the needs of customers to provide differentiated service, and, depending on customer stratified establish differentiation operating platform and system.

Third, "build differentiated competitive advantage", the bank and bank of homogeneity between competition and not the future development direction of the bank, Banks may, according to their own customer characteristics and their own characteristics to establish differentiated competitive advantage. Specific to the bank of China, in the international and foreign exchange operations have the advantages of traditional business innovation, also has a lot of characteristics.

In order to realize "value as the guidance, take the customer as the center, the establishment of differentiated competitive advantage" of the strategic objectives, we need what kind of strategic structure, management system, need what kind of talent quality, personnel arrangement, training system, we need what kind of evaluation and distribution mechanism, these are according to the strategy to adjust, to adapt to the changing needs of the strategy.

Strategic adjustment should be a long process, can't be in a year can solve, may be short, three older is five years, or longer. We do adjustment, in order to adapt to the Shanghai banking from the traditional to the modern transformation of bank bank. In fact, I think such adjustment, gradually appear our vitality.