Consumer credit business in relative to other loan business, the risk is small, so low, produce benefit fast, at the same time, still can bring the comprehensive effect of the agriculture bank, is should continue to increase development of the agriculture bank loan business. For pure personal consumption loans and to the "cake", in the marketing consumer loan should adhere to the correct credit business direction, adhere to the "development and standard pay equal attention to" the policy, strict ZhunRuGuan, but also the attention to risk occur at any time, especially in the current national economic and financial situation, more to do well the individual consumer credit business happening to the whole process of risk control, enhancing the link relevant personnel of risk control ability, such, can eliminate risk potential, to bring credit management benefit and related economic efficiency, improve bank comprehensive competitive power.
A, effective marketing to risk control is the core effective marketing should adhere to the national economic development policies, and the line based on the relevant documents spirit, be standardized operation, stable operation. In view of the current economic development environment, consumer credit to master a "degrees" word, don't blindly development consumer credit business, do keep chi loans. To readjust marketing idea, change the passive to active, become unfavorable for favorable, unified thought, improve knowledge, insist on scientific development outlook and accurate achievement view, strengthen risk responsibility to risk control as the core, go effective development way, they can better prevent consumer credit risk occurs, promote the individual consumer credit business to accelerate development.
Second, strict operation, to control the effective marketing personal consumption loan risk
1. Strengthen the new development of the whole process of the credit business risk control. Because our country social not establishing personal credit system and a series of credit system, which require us to the new development of the personal consumption loan must do the whole process of risk prevention. First, the good ZhunRuGuan loans. Next, place the good loan survey shut. Again, the good ShenZhaGuan loans. The presentation of the material ZhaGang comprehensive review, such as customer subject qualification, mortgage, guarantee the relevant information is complete, the property right is clear, the loan risk situation, what is the use of loans, period, interest rates is in accordance with the relevant policy must carefully review, clear the loans and the persons responsible conclusion. Finally, after the good credit management shut, pay attention to the borrower's capital flows.
2. Strengthen accounting process of risk control. To strengthen internal management, increase operation of accounting personnel inspection, can increase their risk control ability. Especially for consumer credit fund supervision and use, accounting personnel should play more its role.
Three, in specific marketing, should according to the market and customer demand, in time to change its business strategy, effectively to develop their personal consumption loans
1. The subdivision consumer groups, clear consumption object. From the current look, young and middle-aged consumer loans strongest desire for consumption, urban and suburban towns, key personal consumer credit development potential, and backward country development consumption also needs a process, at the same time, consumer credit can also be on consumer products, development consumption levels subdivided, such as the national civil servants, special industry stable high earners, the credit mode can issue a certain limit of consumer loans.
2. Adapt to consumption hotspot, innovation consumer credit varieties. It should keep up with the situation, a careful study social consumption trend, analysis the consumption psychology, actively explore and develop to meet consumer demand from the consumer credit varieties.
3. Increase loan repayment method. At present the agriculture bank to consumer credit to pay by the month is way basically for pay, can't meet the needs of different clients, therefore, we should try to develop all kinds of loan repayment method, such as increasing amount, pay by the month diminishing amount, pay by season returned, regular one-time return, etc.
4. To expand the credit card business. At present the implementation of "the expectant credited" credit card, overdraw amount of time all, is very limited, overdraw higher default. Therefore, we should relax restrictions on the credit card credited limit, adjust credited time limit due to lower interest rates.
消费信贷业务相对其他贷款业务而言,风险性小、不良率低、产生效益快,同时,还能为农行带来综合效应,是农行应继续加大拓展的贷款业务。为做强做精个人消费贷款这块“蛋糕”,在营销消费贷款时应坚持正确的信贷经营方向,坚持“发展与规范并重”的方针,严把准入关,但同时也要关注风险的随时发生,特别是在目前的国家经济金融形势下,更要做好个人消费信贷业务发生的全过程风险控制,增强各环节相关人员的风险控制能力,这样,才能消除风险隐患,才能带来信贷经营效益和相关经济效益,提升银行综合竞争力。
一、有效营销要以风险控制为核心有效营销应坚持国家发展经济的方针政策,以上级行有关文件精神为依据,做到规范操作,稳健经营。针对当前的经济发展环境,个人消费信贷要掌握一个“度”字,不要盲目发展消费信贷业务,做到收放贷款有度。要重新调整营销思路,变被动为主动,变不利为有利,统一思想,提高认识,坚持科学的发展观和正确业绩观,增强风险责任感,以风险控制为核心,走有效发展之路,才能更好地防范消费信贷风险发生,促进个人消费信贷业务的加快发展。
二、严格规范操作,才能控制有效营销的个人消费贷款风险
1.加强新拓展信贷业务全过程的风险控制。由于我国社会未建立个人信用制度和一系列信用体系,这就要求我们对新拓展的个人消费贷款必须做到全过程的风险防范。首先,把好贷款准入关。其次,把好贷款调查关。再次,把好贷款审查关。对调查岗提交的资料进行全面审查,如客户的主体资格、抵押、担保的有关资料是否齐全,产权是否明晰,贷款的风险状况如何,贷款的用途、期限、利率等是否符合有关政策,都要认真仔细审查,明确该笔贷款结论以及责任人。最后,把好贷后经营管理关,关注借款人的资金流向。
2.加强会计操作过程的风险控制。加强内部管理,增加对会计操作人员检查力度,能提高他们的风险控制能力。特别是对消费信贷资金监督使用,会计人员更要发挥其职能作用。
三、在具体营销中,应根据市场和客户需求,及时转变经营策略,有效拓展个人消费贷款
1.细分消费群体,明确消费对象。从当前看,中青年消费者的贷款消费欲望最强,城市和城郊、重点乡镇的个人消费信贷发展潜力较大,而落后的乡村发展消费还需要一个过程,同时,消费信贷还可以按消费品种、发展消费层次进行细分,如国家公务员、特殊行业等稳定高收入者,采用信用方式可发放一定额度的消费贷款。
2.适应消费热点,创新消费信贷品种。应紧跟形势,认真研究社会消费潮流,分析大众消费心理,积极探索和开展能满足消费者需求的消费信贷品种。
3.增加贷款偿还方式。目前农行对消费信贷所采取偿还方式基本上都是按月等额偿还,不能满足不同客户的需要,因此,应尝试开展各种贷款偿还方式,如按月递增偿还额度、递减偿还额度、按季归还、定期一次性归还等。
4.大力拓展信用卡业务。目前推行的“准贷记”信用卡,透支的金额、时间均受到很大限制,透支罚息也较高。因此,应适当放宽信用卡的贷记额度,调整贷记期限,适当降低利率。