Why don't bankers like banks to save private enterprises?

Recently, banks began to express their support for private enterprises. Many friends who invest in banking stocks are very concerned about this issue, worrying whether the substantial support of banks for private enterprises will lay a hidden danger for a new round of non-performing loans. In my opinion, what to do is more important than what to say. I think banks are just expressing political correctness and will not really relax the requirements for auditing private enterprises.

1. How does the bank's corporate business work?

Why do you say that? First of all, we need to know how the basic level of the bank works. When it comes to banks, we should start with branches. Sub-branch is the basic unit of bank operation, which is divided into three lines: operation, retail and company. Operations are mainly responsible for business processing and specific operations. The general structure of a retail line is a retail vice president, 3-5 financial managers, 1-2 loan managers, then a lobby manager and a credit card administrator.

What we want to focus on here is the corporate business, which is the most important business of banks and the business that bank investors are most concerned about. Because the main assets of banks are corporate loans. This can be seen from the staffing of sub-branches, and the presidents of sub-branches are basically from corporate business. The corporate business of a branch is generally composed of a branch president, a corporate vice president and a corporate account manager.

The specific responsibility of the branch president is of course to preside over the work of the whole branch. However, branch presidents usually spend their energy on the company's business, and retail and operation are generally directly handed over to the vice president in charge of retail. Because the company's business scale is very fast, it is profitable to have scale, and it is promoted to have a position in the branch.

In addition, the marketing expenses of the branch and the performance that the president can distribute are also linked to the kpi and income-generating ability of the branch. Doing it on a large scale has a lot of profits and marketing expenses. More marketing expenses can better develop and retain customers. Such as tea, grain and oil, candy and so on. One part should be purchased every quarter to maintain the relationship with key account handlers, and the other part should be used to develop and give back to individual VIP customers. The more funds, the more they can maintain these relationships and enter a virtuous circle.

The main responsibility of the company president in the company's business is to meet some big customers or senior leaders of important customers, which is difficult for the company account manager to do. State-owned enterprises, in particular, generally pay attention to equality of status. The top leader only talks to the top leader, and the corporate account manager is next to the key point. The younger brother under the agreement is responsible for the implementation. The bank here is a corporate account manager.

This is the external aspect, and the internal aspect is that the branch president has to explain some projects to the branch leaders. If he thinks that a company can lend or renew loans and a project can be done, then he will talk to the boss of the credit review. The boss of the credit audit was not at ease, so he took it to the enterprise. If it is not approved, report to the vice president in charge of corporate affairs and the vice president in charge of risks of the branch to speed up the progress.

In short, the responsibility of the branch president is to win over big customers from outside, big bosses from inside and speed up the project progress. Therefore, the credit experience, judgment ability and professional ethics of branch presidents have a great influence on the bad debt rate of a bank. Because he is on the front line, his judgment is more referential than sentences and figures, so he has more right to speak when communicating with the above.

Let's talk about the vice president. The vice president's duty is to manage the whole company team. His role is to supplement the president, but the president can't manage it. He will manage the vice president. His promotion path is generally to wait for the branch president to be promoted or transferred to take over. Or transfer to a smaller branch to be the person in charge.

Finally, talk about corporate account managers. Corporate account managers are omnipotent, and they should know a little about everything (almost all the business of banks is related to corporate account managers, for example, companies mainly manage their finances in person, so you should know a little about personal financial business, for example, if they want to issue bonds, then you should know a little about this and convey it to the people in the financial market department of branches. For example, he wants to pledge stocks and so on. He can say anything and dare to blow anything. Of course, it is not excluded that corporate account managers are not like this, but good account managers are basically like this.

What is the responsibility to the public account manager? Develop new customers and retain existing customers. As for how to develop new customers, it is to mix various circles, alumni circles, hometown circles, societies and so on. Visit them as soon as they smell the opportunity. If the level is not enough, they will pull the leaders to talk about the plan, the amount and the price, and see if they can reach an understanding. When it is determined that a project or loan can be done, collect information, write a report, and contact the evaluation company to evaluate the collateral.

Here, the type of loan. At most, it is a working capital loan for turnover. The term is one year. Now many private enterprises' capital chain breaks are related to short-term borrowing and long-term investment. Other common ones are project loans. Project loan means that, for example, if an enterprise wants to build a factory, it usually takes about three years to build it and three to five years to generate cash flow to repay the loan. And development loans. Real estate developers who can get development loans are generally in the white list of banks. Here, developers are generally required to rank before 100, so everyone should understand that developers are desperate to make scale. There are other ppp projects, industrial funds, stock pledge loans, entrusted loans, etc., which usually correspond to off-balance-sheet wealth management funds.

When it comes to enterprise account managers, we have to say their assessment, because assessment is a baton to guide the behavior of enterprise account managers. The main assessment indicators for the company's account manager are: loan scale, deposit scale, income and profit created. There are also some other small indicators, such as the number of new effective households (effective households refer to customers whose assets have reached a certain level after opening an account, such as 654.38+0 million). For example, the assessment criteria for ordinary junior account managers are that the average daily balance of loans is 40 million, the average daily balance of deposits is 50 million, and the annual profit is 6.5438+0.5 million.

Loans are divided into pre-loan, mid-loan and post-loan. Pre-loan investigation is a field trip to factories and companies after preliminary negotiation feels feasible. In addition, I would like to talk about how the loan is priced: generally speaking, the price of state-owned enterprises or their secondary subsidiaries above the provincial level is usually 10% lower than the benchmark interest rate, while AAA listed companies or unlisted private enterprises are basically benchmark interest rates, and other private enterprises are 30% higher than the benchmark interest rate. When funds are tight, of course, VIP is not expensive, and it should be improved accordingly.

Why talk about pricing? Because many bank stock investors don't know what it means to have a high average rate of return on corporate loans from some banks, if you know how loans are priced, you will know that the higher the rate of return on loans, the greater the hidden risks. So why do these banks do the business of these high-risk enterprises? Because large state-owned enterprises, listed companies and other resources are monopolized by the four major banks, why can't these state-owned enterprises share the system? Because it is very troublesome for state-owned enterprises to open another bank account, they need the approval of higher authorities, not to mention canceling basic deposit account and opening it in other banks.

Well, that's about the pre-loan investigation. When the loan lands, contact the appraisal company to evaluate the collateral. The mortgage rate of collateral is generally as follows: the mortgage rate of residence is not more than 30%, the mortgage rate of shops is not more than 60%, and the mortgage rate of factories and land is not more than 50%. Only the above-mentioned state-owned enterprises or AAA companies at or above the provincial level can obtain credit loans. After the evaluation, you can roughly calculate how much money you can give to the enterprise, and then write an investigation report.

The loan investigation report includes some history of the entrepreneur and how he made a fortune. In addition, it is more important to check his personal and company credit information to see if his loans in other banks are overdue, and then check the implementation of the national courts to see if there are any bad things. Then there are some tax documents, utilities, upstream and downstream analysis. Large enterprises need to provide financial reports audited by audit companies designated by banks, and financial reports mainly look at cash flow. If the account manager thinks the enterprise is reliable and the president thinks it is reliable, then try to write this enterprise better.

Submit it to the credit review department according to the process, and communicate more. If the amount is less than 200 million, the manager of the credit review department agrees, the boss signs, and the vice president in charge of risk signs. Then sort out the information according to the requirements of the reply, including enterprise and enterprise legal person information, guarantor information, mortgage insurance and so on. Then it will be sorted out according to the list and handed over to the credit management department, and then you can do the accounts. If the credit limit is above 200 million, the process is basically the same, but the credit account manager may not say anything, just waiting to answer questions. If you are not at ease, you can talk to the branch president and the branch leader.

This is probably the process. In short, after giving money to the enterprise, the enterprise becomes an uncle. General banks have regulations on the use and destination of loan funds, so it is generally required to stay here for settlement, on the one hand, to monitor the whereabouts of funds, on the other hand, to grasp the business situation of enterprises.

We should carefully consider the threat of loans to non-cooperative enterprises next year. Then the bank will ask to go to the company for inspection once every quarter, and the president of the big branch must personally bring the host account manager. Go to see if the company is operating normally, take photos, see the warehouse, see the workshop and take photos with the person in charge of the company. Then every year, about three months before the loan expires, we will start to decide whether to renew the loan. If you don't renew the lease, you should also inform the enterprise in time, let him find a good home, make good financial arrangements, and don't be overwhelmed by the loan.

In addition, corporate account managers also have a very important job to pull deposits, especially at the moment when M2 hit a record low, the task of pulling deposits by banks is even more arduous. When it comes to saving money, many people are still stuck in the prejudice that a glass of wine can raise 654.38+0000 or 654.38+00000 by the branch president or account manager. In fact, this situation only appeared in the early stage of economic development. Now that the basic dust has settled, good companies have taken it away, and it is not a glass of wine that can get the deposit. Of course, a glass of wine for a beautiful account manager may still get them, but it is not worth sacrificing yourself for work. Deposits are still subject to product constraints, mainly loans. Others, such as some custody, can also pull deposits.

How to withdraw the deposit from the loan? One way is to ask all the settlement funds to come to our side. This situation is usually that you are the host bank, that is, you give the most loans, and he will come. Another way is, however, he turned the loan into a certificate of deposit and deposited it with you. For example, if this enterprise needs 1 100 million yuan, then you can give him a low-risk loan of 200 million yuan, that is, after asking for 200 million yuan, you can deposit 1 100 million yuan with me at a fixed term and a fixed interest rate for one year, and then you can draw a bank acceptance bill of 200 million yuan.

Generally speaking, enterprises that can accept this arrangement have no choice because their financing cost has almost doubled, but for them, getting money from the bank is burning incense. But it is good for the account manager, that is, the loan is completed and the deposit is completed. The profit is also good, because the cost of the enterprise is the income of the bank. However, if such enterprises don't play well, they will hit their own hands and come to a bad end.

Bad account managers are miserable, and many of them directly change from senior account managers to undecided ones. Because the senior account manager's housing provident fund is very high, he often has to pay five insurances and one gold after it is broken. If the amount is particularly large, such as several hundred million, the branch president will be demoted if he is proved to be responsible, but this rarely happens. After all, it is not difficult to find a scapegoat.

In addition, banks are very jealous of fiscal deposits, because fiscal deposits are relatively stable, they can't manage money, and the spread is large. But the government is also a monkey, and will decide how much financial deposit to give you according to the amount of loans you give to local financing platforms.

Secondly, banks like hospital deposits, and a large hospital can often support a branch. In addition to corporate deposits, hospital employees can pay salaries on their behalf, and most doctors are VIP customers. It is no problem to support a branch with supplementary financial credit card. But hospitals are also smart. If a bank wants to establish a relationship with a hospital, it usually counts cash for free, especially before WeChat and Alipay become popular. A lot of dirty money, some with blood, makes me want to vomit. In addition, the bank has to pay people from the escort company to go to the hospital to withdraw money, transport it to the bank, and then the teller counts it. It used to be necessary to arrange one or two tellers to do this.

In short, the loan deposit is done, and the profit index is naturally completed. If you want to get higher income, you must do some off-balance-sheet business, such as stock pledge and non-standard. Especially when banks are short of funds or credit lines, off-balance-sheet business is particularly encouraged.

Second, why not be optimistic about banks to save private enterprises?

The above makes the operation of the bank's public business more clear. In short,

First, the competition in the banking industry is already fierce, and everything can be done. Banks have no incentive to discriminate ownership under the pressure of performance.

Second, forcing banks to increase their support for private enterprises is to let banks relax their auditing standards, because all enterprises that banks can do have already done it.

In addition, the final decision to support private enterprises is in the hands of branch presidents and corporate account managers at the grassroots level. Experienced branch presidents and account managers will not do business that they could not do before because of the so-called political correctness of the upper level. In any case, if something goes wrong, it will eventually affect their income and promotion. Now, it is really painful for banks to lose money. I'll clean it up for you in a few minutes.

Finally, let banks support the so-called unsecured small and micro enterprises, and really no one will implement it. Because some banks have launched unsecured products specifically for small and micro enterprises, such as Minsheng Bank's commercial loan link and Guangfa Bank's investment card, but in the end, around 12, private enterprises ran away and banks suffered heavy losses. China Guangfa Bank has stopped the investment card, and the line supporting small business loans has been cancelled. Minsheng Bank is now the worst performer in the banking industry.

People don't step into the same river twice. In today's oligarchy of all walks of life, going against the trend will only make banks suffer heavy losses. Bankers say that technology and finance can improve the level of risk control, which is just a joke. The banker just asked, "How are you going to fight back against customers for not paying back?" ? I believe that experienced account managers will not care about the political correctness above. They are only responsible for their own work and family.

summary

Finally, I want to use this conversation between Liu Chuanzhi and Yi Zhongtian to summarize the bank's support for private enterprises. Liu Chuanzhi said: China's theory of "monarch, monarch, father, son, son" has a respectful side and another side, that is, my son must listen to what I said. If you must listen, it is easy to cause hypocrisy, even if you say something, I am not satisfied. But you are the king, so I pretend to take it and do something else in my heart.