BO GIAO D C VA DAO T O TRACING D I HOC KINH TE TP HO CHI MINH 1976 TIUi›N TH{ HONG H@NH D$ I!!.ã GIAI P1L'1P NANG CAO HIảU QUA QUAN TRI RUI RO TIN DJjNG TAI CAC CHI NH/iNH NGAN II/ING NONG NGHIjiP VA PII/IT TRIEN NONG THON D% BAN TI—LéNH PHO HO CHI MINH LU@N VAN TH@C Sf KINH TE TP HO CHI MINH — NAM 2011 BO GIAO D C VA DAO T O TRACING D I HOC KINH TE TP HO CHI MINH 1976 TIUi›N TH{ HONG H@NH D$ I!!.ã GIAI P1L'1P NANG CAO HIảU QUA QUAN TRI RUI RO TIN DJjNG TAI CAC CHI NH/iNH NGAN II/ING NONG NGHIjiP VA PII/IT TRIEN NONG THON D% BAN TI—LéNH PHO HO CHI MINH Chuyén ngfinh: Kinh té Hi chinh — Ngfin hfing MW ngiinh: 60.31 12 LU@N VAN TH@C Sf KINH TE Ngufii huéng dan khoa hpc: TS Nguyen Thi Thiiy Viin TP HO CN MINH — NO 20 LII CAM DOAN Tfii cam doan diiy 1:i de tiii nghién ciru mang tinh d c p ciia cii nhfin Lua)n viin dupc hoiin th:inh sau quit trinh hpc t p, nghién ciru thuc tién, kinh nghi in biin thén v:i duéi su huéng din ciia thiiy Céi TS Nguyen Thi Thiiy Viin Lua)n viin n:iy chua duoc cfing b duéi bfit hinh thiic n:to T:ic gi:i PTNT TRENN DIA BAN TP.HCM .27 Giéi thieu tong quan ve he thong NHNo & PTNT VN va cac CN NHNo & PTNT trén dia bén TP.HCM 27 1.1 He thong NHNo & PTNT VN 27 2.1.2 Cac chi nhénh NHNo & PTNT trén dia ban TP.HCM 29 2.2 Thqc tr g hoat dong tin dvng tai cac CN NHNo&PTNT trén dia bén TPHCM 32 2.2 Tinh hinh huy dong “n ciia cac CN NHNo & PTNT trén dia bén TPHCM 32 CAC CN NHNO & PTNT TRE‘NN DIA BAN TP.HCM 64 3.1 Dinh huéng cfing tac qu:in tri rfii ro tin dvng 64 1.1 Dinh huéng phat trien chung den nam Niim 2015 .64 1.2 Dinh huéng ve qu:in tri rfii ro tin dvng 65 3.2 Gi:ii phap néng cao hieu qua QTRR tin dvng tai cac CN NHNo & PTNT trén dia bén TPHCM 68 3.2 Hoén thien quy trinh qu:in tri rfii ro tin dvng 68 3.2 1.1 Phuong phap c:inh bao va phén loai rfii ro 68 3.2 1.2 X:iy dung phuong phap dénh gia rfii ro theo huéng sir dvng cfing nghe hie» dai 69 3.2 1.3 Ky thuat quan tri rui ro 70 3.2 1.4 Bao cao 72 3.2.2 Thay doi mo hinh qu:in tri rfii ro tin dvng 72 3.2.3 Nhom cac gi:ii phap khac co lien quan 74 3.2.3 Khai thac co hieu qua thong tin hoat dong tin dvng 74 3.2.3.2 Gi:tin thieu su bat “ ximg thong tin hoat dong tin dvng .75 DANH M C CAC TO VIET TAT ADB: Ngfin hfing phfit trién Chfiu A AFD: Co quan phfit trién Phfip Agribank: Ngfin hfing néing nghi p vfi phfit trién néing théin BDS: Bfit déing siin CB: Cfin b CBTD: Cfin b tin dpng CIC: Trung thin théing tin tin dpng ngfin hfing CICA: Hi p hfii Tin dpng Néing nghi p Qu c té CN: Chi nhfinh 10 CNTT: Cfing ngh théing tin 11 CTTC: Cho thué tfii chinh 12 DN: Doanh nghi p 13 DNNN: Doanh nghi p nhfi nuc›c 14 DNVVN: Doanh nghi p viia vfi nhfi 15 DPRR: Du phfing riii ro 16 DTBB: Du tru bat bu c 17 EIB: Ngfin hfing dfiu tu Chfiu Au 18 HDKD: Holt déing kinh doanh 19 HDQT Hfii déing quiin tri 20 HDTD: Hop déing tin dpng 21 IMF: Qu tién t qu c té 22 KBNN: Kho b c nhfi nuc›c 23 KH: Khfich hfing 24 KTKSNB: Kiém tra kiém soft nfii b 25 KVMN: Khu 26 LS: Nam Lfii suit 27 NH: Ngfin hfing 28 NHLD: Ngfin hfing lien 29 NHNg: doanh Ngfin hfing 30 NHNN: nuc›c ngofii Ngfin c Mién hfing nhfi nuc›c 31 NHNo: 32 NHTM: 33 NHTMCP: 34 NHTU: 35 PGD: 36 QTN 37 QTRR 38 SX: 39 SXKD: 40 TCKT: 41 TCTC: 42 TCTD: 43 TG: 44 TP: 45 TPHCM: 46 TSCD: 47 TSDB: 48 TSTC: 49 50 VPDD: 51 WB: 52 XDCB: 53 XH: DANH SACH CAC BANG BIEU, BIEU DO TRONG LU N VAN NHNo & PTNT khu 33 c TPHCM Biéu dfi 2.2: Co cfiu ngufin v n phfin theo in t st thfinh phfin kinh té qua cfc nfim ciia cfc chi nhfinh NHNo & PTNT khu c TPHCM .34 Biéu dfi 2.3: Co cfiu ngufin v n phfin theo k han ciia cfc chi nhfinh NHNo & PTNT khu vuc TPHCM 35 LY DO CHON DE TAI Thu nhfit: Holt déing ciia NHTM Vi t Nam nfii chung vfi t i TPHCM nfii riéng nhung nfim qua phfit trién mijnh mé, h tro dfi phfit trién kinh té in tucing ciia Vi t Nam Tuy nhién, thuc té ciing chung minh nén kinh té v n bi tic déing tiéu cuc, thfim chi di den khiing hoiing néu h thing NH ho t déing thieu kiém soft, khfing dfinh gif diing vfi dii cfc ding riii ro tiém in, nhu tracing hop vi dp dién hinh lfi Thfii Lan vfi gin diy lfi MQ Thu hai: Trong ho t déing kinh doanh bao gic› ciing tin t i riii ro vfi no co the den bfit k liic nfio, de dia su sing cfin ciia cfc Doanh nghi p Biin thin ngfin hfing ciing lfi in t DN nén ho t déing NHTM ciing khfing nfim ngofii su tic déing ciia cfc riii ro nhu riii ro tin dpng, riii ro khoiin, riii ro t gif Thfim chi vcii ho t déing ngfin hfing hfiu nhu khfing co lo i nghi p vu nfio, khfing co lo i dich vu nfio ciia ngfin hfing lfi khfing co riii ro Bcii lé, NHTM duc›c coi lfi in t tfi chuc kinh doanh trén linh c tién md ho t déing chit yéu lfi ho t déing tin dpng, diy lfi nghi p vp mang lai nhiéu loi nhu n nhfit, nhung ciing lfi nghi p vp mang lai nhiéu riii ro nhfit cho ngfin hfing Nhung riii ro nfiy dién bién rfit phuc tip gfiy hfiu quit khfing nhfi cho cfc NHTM Vi the ho t déing quiin tri riii ro lfi ho t déing trung thin ciia cfc NHTM Cfc ngfin hfing duc›c coi lfi thfinh cfing muc dfi riii ro cfc ho t déing ci muc hop , duc›c kiém soft pham vi vfi ning luc tfii chinh ciia ho Thu ba: Riii ro ngfin hfing, d c bi t lfi riii ro tin dpng khfing phiii lfi n i km iinh ciia h thing ngfin hfing in t buc›c md lfi n i km iinh chung ciia cfc h thing ngfin hfing trén the gic›i Nhung bfit ngci lufin xiiy ra, cii vc›i cfc ngfin hfing gifii nhfit, nhiéu kinh nghi in nhfit ciing khfi du dfian duc›c hét Cho nén, vfin de quiin riii ro nfii chung vfi riii ro tin dpng nfii riéng lufin lufin lfi vfin de thcii su cho mii nén kinh té Téing hop cfc mii quan thin trén, déing thcii nhfin dinh thc›i gian tc›i riii ro tin dpng v n tic déing mijnh mé den ho t déing ngfin hfing vfi tu dfi tic déing mijnh den nén kinh té, nén tfii chon de tfii “ Bi n phfip ning cao hi u quit quiin tri riii ro tin dpng tai Ngfin Hfing Néing Nghi p &Phfit Trién Néing Théin khu c Thfinh Ph Héi Chi Minh” lfim de tfii nghién cuu BBB: Trung binh Loai kh:i - Holt déing hi u quit vfi co trién vong Co the mci réing tin dpng, khfing Kiém tra khich hfing ngan han hofic han ché Up dpng cfc diéu ki n dinh k - Tinh hinh tfii chinh éin dinh uu dfii Dinh gif k ve chu k kinh de c p nhfit théing tin ngan han co m t st han ché ve tfii té, tinh hi u quit kho cho vay dfii chinh, co the bi tic déing mijnh bc›i cfc han diéu ki n kinh té, tfii chinh méii truéng kinh doanh BB: Trung binh Tiém luc tfii chinh trung binh, co nhung nguy cc tiém in Loai Han ché mci réing tin dpng, t p trung Chti kiém tra su vfio cfc khoiin tin dpng ngan han dpng v n vay, tinh hinh - Holt déing kinh doanh t t hi n vcii cfc bi n phfip diim biro tién vay tfii siin diim biro trung binh t i nhung de bi tin thuong bc›i nhung hi u quit Chi cho vay mcii hay cho kh:i bién déing lcin kinh doanh cfc vay dfii han dfinh gif k chu k suc ép c nh tranh vfi suc ép tu nén kinh té, tinh hi u quit khii ning trii kinh té nfii chung no ciia phuong in vay v n B: Loai Cao, khii ning tu - Khii ning tu chit tfii chinh thfip, déing Han ché mci réing tin dpng vfi t p Ting cuéng kiém tra trung chit tfii chinh thfip tién bién déing khich hfing de gifim sit binh NH chua co nguy cc init trung thu hfii v n vay Cfc khoiin Hi u quit ho t déing kinh doanh cho vay mcii chi duc›c thuc hi n khfing cao, chiu nhiéu suc ép c nh cfc tracing hop d c bi t vc›i v n nhung sé khfi khfin tranh mijnh mé hon, de bi tic déing lcin vi c dfinh gif k khii ning phuc hfii, néu tinh hinh kinh doanh khfing duc›c ciii thien tu nhung bién déing kinh té nhfi phuong phfip diim biro tién vay ho t déing vfi thu no Cao LV muc cao - Hi u quit ho t déing thfip, két quit kinh doanh Han ché tfii da mci réing tin Ting cuéng kiém dpng, cfc bi n phfip gifin no, tra khich hfing Tim - Ning luc tfii chinh yéu, bi thua l nhin gia han no chi thuc hi n néu cfich bfi sung tfii Loai nhfit co the chip nhin nhiéu bién déing du‹ i duc›c Xfic suit vi trung pham hop déing tin tfii chinh gin diy, hi n dang khfi khfin de tri co phuong in khac phuc khii binh dpng cao, néu khfing khii ning sinh lcii siin dim biro thi co bi n phfip kip thcii NH co nguy cc init v n ngan han CC: Log Rfit cao Khii ning trii - Hi u quit ho t déing thfip Khfing mci réing tin dpng, tim Ting cuéng kiém xa ducii no NH kém, néu - Ning luc tfii chinh yéu kém, dfi co no qufi han mii bi n phfip de thu hfii no, tra khich hfing,tim trung khfing co bi n phfip (duc›i 90 ngfiy) ké cii vi c gia han no chi cfich bfi sung tfii binh kip thcii NH co nguy - Ning luc quiin l duc›c thuc hi n néu co siin dim biro phuong in khac phuc khii thi cc init C: Loai vRfit n nganphiii han.md - Hi u quit ho t déing rfit thfip, bi thua lfii, khfing Khfing mci réing tin dpng, tim Xem xét phuong in cao NH yéu nhiéu thcii gian vfi cfing co trién vong phuc hfii suc de thu hfii v n chC vay D: Loai Dfic bi t cao NH hfiu - Ning luc tfii chinh yéu kém, dfi co no qufi han - Ning luc quiin l Cfc khich hfing nfiy bi thua lfi kéo dfii, tfii mii bi n phfip de thu hfii no, phiii dna tot in ké cii vi c xft l sc›m tfii siin kinh té dim biro Khfing mci réing tin dpng, tim rat yéu nhu sé khfing thu héii chinh yéu kém, co no khfi dfii, ning luc quiin l mii bi n phfip de thu hfii no, ké cii vi c xft l sc›m tfii siin duoc v n vay dim biro “Ngu n Sir lay tin dung cua NHNo&PTNT Vi t Nam ” PH L C 04: CRM DIEM SCH CNG CA NON, HQ SAN XUAT KINH DOANH a HQ thing xép hqng khéch héng ID cci nhin vay tiéu diing, h‹) nding din dvpc thpc hi n qua bvdc sau Birérc Thu thap thfing tin CBTD tién hinh thu thfip, diéu tra vfi ting hop cfc théing tin ve khich hfing tu cfc ngufin: Héi so khich hfing cung cfip, Phfing vfin truc tiép khich hfing,Di thuc dia Birérc 2: Chain diém c:ie thfing tin vé nhan than Birérc 3: Chain diém c:ie thfing tin vé kha nang tra my ciia kh:ich hang Birérc 4: Tfing h pp diém va xép hang kh:ich hang • Tfing h pp diém: Diem ciia ct nhin = Diem cho chi tiéu ve nhin thin * TQ cho chi tiéu ve nhin thin Diem cho chi tieu ve kha nang trii no * TQ cho chi tieu ve khii ning trii no fi TQ cho chi tiéu ve nhin thin: 60% fi TQ cho chi tiéu ve khii ning trii no: 40% • Xép hang kh:ich hang: Dna vfio st diem d t duc›c, khich hfing duc›c xép vfio in t 10 hang theo thang diem nhu sau: Xép hang A B AB B BC C CD Diém 95-100 90-94 85-89 80-84 70-79 60-69 50-59 40-49 35-39 It hon 35 Birérc 5: Chain diém (d:inh gi:i) Hi san bao dam •Tfii siin biro diim duc›c xfic dinh dua trén cfc yéu t sau: fi Lo i tdi siin biro diim (th da 100 diem) fi Gif tri tdi siin biro diim/ting du no ciia khich hfing (th da 100 diem) fi Riii ro tfii siin biro diim lien quan den vi c dfinh gif muc d giiim gif ciia tfii siin cung lo i trén thi truéng nhin gin diy (th da 100 diem) •Tfii siin biro diim duc›c xép lo i theo diem d t duc›c nhu sau: Diem +=200 100 — 200 Xép lo i A B +100 C Dinh gif Manh Trung binh 12 Birérc 6: Tfing h pp va quyét d)inh Ma trfin quyét dinh sau ting hop diem nhu sau Dinh gif xép hang Danh gia TSBD xep loai riii ro A (Manh) B (Trung binh) C (Thfip) A A A- B B B- C C C- Rui ro thap Rui ro trung binh Riii ro cao Xufit sic Tfit Trung binh Tfit Trung binh Trung binh / Tu ch i Trung binh/tu chfii Tu chfii D - Sau hofin tfit vi c chim diem vfi xép hang khich hfing, CBTD in Bio cfio két quit chim diem tu HQ thing, trinh truéng phfing tin dpng (hofic kinh doanh) kiém tra vfi truc›c trinh Gifim d c phé t b) He thcing xép hang khéch hang la ho kinh doanh du:pc thpc hien qua bu:©c sau Birérc 1: Thu thap thfing tin Birérc 2: Chain diém c:ie thfing tin vé chit ho kinh doanh Birérc 3: Chain diém c:ie thfing tin kh:ie lién quan dén ho kinh doanh C:ie thfing tin kh:ie lién quan dén ho kinh doanh bao g in 22 chi tiéu sau: •Ké ho ch kinh doanh nhin tc›i •Ghi chép st sfich ké tofin •SP nhin lfim vi c binh qufin ciia ngucii lao déing t i hfi kinh doanh •Tufii nghe binh qufin ciia ngucii lao déing •Phuong phfip tfi chuc siin xufit kinh doanh ciia hfi kinh doanh •Héi kinh doanh co website riéng hay khfing? •Muc d quan thin ciia hfi kinh doanh cho xfiy dung thuong hi u vfi mijng lucii phfin ph i theo dfinh gif ciia CBTD • Su phuthu c vfio in t “ it nhfi cung cfip ngufin nguyén li u dfiu • Su phuthu c vfio in t vfio “ it ngucii tiéu dung (siin phfim dfiu ra) • SP nhin quan h vc›i cfc d i tic dfiu vfio chinh • SP nhin quan h vc›i cfc d i tic tiéu thu chit yéu • Dinh gif ciia CBTD ve muc d chip hinh ciia hfi kinh doanh ve cfc quy dinh lien quan den su dpng lao déing, fi nhiém mii tracing, siin phfim khfing ngufin g c, v sinh an tofin thuc phfim, lfin chiém léing duéng • Tic d ting truéng doanh thu trung binh nhin ciia hfi kinh doanh nhin gin diy • Trién vong phfit trién ciia hfi kinh doanh theo dfinh gif ciia CBTD • Lich su trii no (bao gfim cii g c vfi/hofic lii) ciia hfi kinh doanh 12 thing qua • SP lfin cc cfiu lai no (bao gfim cii g c vd/hofic lii) 12 thing qua • TQ no (no g c vd/hofic lii) cc cfiu lai vd/ hofic no qufi han trén ting du no th thc›i diem dfinh gif • Tinh hinh no qufi han ciia du no hi n t i • Tinh hinh cung cfip théing tin ciia hfi kinh doanh theo yéu cfiu ciia Ngfin hfing 12 thing qua • Thc›i gian quan h tin dpng vcii Ngfin hfing • Tinh trang no qufi han t i cfc ngfin hfing khfic 12 thing qua • Dinh huéng quan h tin dpng vcii hfi kinh doanh theo quan diem ciia CBTD Birérc 4: Chain diém c:ie thfing tin vé phirong :in kinh doanh Thfing tin vé phirong :in kinh doanh bao g in 21 chi tiéu sau: • Khii ning trii no trung vfi dfii han • EBIT/Vin tu co (Suit sinh lcii ciia v n tu co tham gia vfio phuong in kinh doanh) • Khii ning sinh lcii tu phuong in kinh doanh • TQ doanh thu trii chim/Téing doanh thu • SP ngfiy trii chim binh qufin • TQ l v n tu co tham gia vfio phuong in kinh doanh • Dfiu ciia phuong in kinh doanh • Kinh nghi in siin xufit kinh doanh ciia chit h ve hfing hot siin xufit/kinh doanh phuong in kinh doanh • Dinh gif ciia CBTD ve muc dfi nghién cuu khiio sit thi truéng ve siin phfim dfiu ciia phuong in kinh doanh • Cfich thuc tiéu thu siin phfim ciia phuong in kinh doanh • D i tupng khich hfing ciia phuong in kinh doanh • Xu huéng bién déing gif cii trén thi truéng ciia siin phfim ciia phuong in kinh doanh nhin viia qua • Gifi cii siin phfim ciia phuong in kinh doanh so vc›i in t bfing chung ciia thi truéng • Muc d chac chan ve khii ning tiéu thu siin phfim • Bién d bién déing gif cii ciia nguyén v t li u, siin phfim dfiu vfio 12 thing viia qua • Khii ning siin phfim ciia doanh nghi p bi thay the bc›i cfc “siin phfim thay the” • Tinh éin dinh ciia ngufin nguyén li u/hfing hot dfiu vfio • Siin phfim ciia phuong in kinh doanh dang ci giai doin nfio ciia vfing dc›i siin phfim • Thi hieu ciia khich hfing ve lo i siin phfim/dich vp phuong in kinh doanh • Su thay dfii ciia mii truéng tu nhién, hofic tinh chit mua vp co tinh huéng den phuong in kinh doanh hay khfing? • Tinh khii thi ciia phuong in kinh doanh theo dfinh gif ciia CBTD Birérc 5: Tfing h pp diém va xép hang kh:ich hang - Tfing h pp diém: Diem ciia Héi kinh doanh = Diem cho théing tin ve chit hfi * TQ cho théing tin ve chit hfi= Diem cho théing tin khfic lien quan den Héi kinh doanh* TQ cho théing tin khfic lien quan den Héi kinh doanh Diem cho théing tin ve phuong in kinh doanh * TQ cho théing tin ve phuong in kinh doanh fi TQ cho théing tin ve chit hfi kinh doanh: 15% fi TQ cho théing tin khfic lien quan den hfi kinh doanh: 45% fi TQ cho théing tin ve phuong in kinh doanh: 40% - Xép hang kh:ich hang: Ap dpng nhu d i vc›i ct nhin vay tiéu dung vfi hfi néing din Birérc Chim diem (dfinh gif) tdi siin biro diim Ap dpng nhu chim diem tfii siin biro diim d i vc›i ct nhin vay tiéu dung vfi hfi néing din Birérc 7: Tfing h pp va quyét d)inh Ap dpng nhu d i vc›i ct nhin vay tiéu dung vfi hfi néing din PH L C 05: CAC DAU HI U N N BUT KHOAN VAY CO VG DE Dan hieu tii: phia khéch hang a C:ie dfiu hieu can kiém tra dau tién Liing trinh hofic thofii thfic trii lcii CBTD Doanh thu bin hfing giiim Khfing dip itng duc›c nhiing don dfit hfing Cfc khoiin thu tién ve chim Nhiéu tdi siin khfing hopt déing (nhin r i) Hfing tin kho gin nhu khfing bin duc›c Nhci c y vfio chi in t khich hfing hofic in t nhfi cung cfip Ap dpng chinh sfich chiét khfiu bfit thucing Xufit hi n nhiing khfic bi t ding ké giiia HDKD vfi ngfin sfich Loi nhu n giiim Luu chuyén tién init réing giiim Gifi tri cfia tfii siin giiim Sao nhfing vfi thieu nhung cu c thiio lu n truc›c chufin bi cho vi c tofin cfc khoiin phiii trii theo k Cfc dfiu hi n co the khfing ding ké nhung in t st dfiu hi u xiiy ra, rfit co the kho:in vay co van de Cp the, co the phfin lo i cfc dfiu hi u sau: b Tii: béo céo tai chinh Tir bang thing két Hi san - NH khfing nhin duc›c bfio cfio tfii chinh ciia DN kip thcii - Chu k cfc khoiin phiii thu ngan di - Tién init ciia khich hfing giiim - Gifi tri t d i vfi tuong d i ciia cfc khoiin phiii thu ting in t cfich d t bién - HQ st tfii siin ngan han trén ting tfii siin giiim - Khii ning khoiin/v n luu déing giiim - Nhung thay dfii ri5 r t ve cc cfiu tfii siin dung cho kinh doanh - Nhung thay dfii nhanh chfing ciia TSCD - Cfc khoiin du tru ting mijnh vcii luong - DN t p trung dfiu tu vfio tfii siin phi ngan han nhung khfing phiii TSCD - Muc d t p trung cao vfio tfii siin vfi hinh - su thieu cfin d i gia ting ciia cfc khoiin no ngan han - Nhung gia ting ding ké ciia cfc khoiin no dfii han - Nhung thay dfii ding ké cc cfiu bring ting két tfii siin - Xufit hi n nhung khoiin no md cfing ty vay hofic cho vay CB hofic ct déing ciia c.ty - Thay dfii tfii khoiin NH - Thc›i gian trung binh ciia cfc khoiin phiii thu ting - Nhung thay dfii chinh sfich mua bin chiu - Xufit hi n them cfc diéu ki n gia han - Thay the tfii khoiin cfc khoiin phiii thu thuong mii bfing cfc khoiin phiii thu khfic - Tip trung doanh st vfio in t in t hfing nhfit dinh - Xufit hi n nhung thoii hi in cho nhung khoiin phiii thu - Tip trung vfio cfc khoiin phiii thu dfi qufi han ci muc nghiém tu cfc cfing ty Tir bcio ccio Hi ID - Doanh st bin hfing giiim - Doanh st bin hfing gia ting in t cfich nhanh chfingt - Muc d chénh l ch lcin giua ting doanh thu vfi doanh thu réing - TQ l phfin trim ciia chi phi trén ting doanh thu ting lén/ muc lfii giiim di - Doanh thu bin hfing ting nhung loi nhu n giiim di - Cfc khoiin l tu no qufi han ting - Su gia ting khfing cfin xung ciia chi phi quiin l so vc›i muc ting ciia doanh thu bin bfing - Téing tfii siin Co gia ting so vc›i muc d ting ciia t suit doanh thu bin hfing/ loi nhu n - Xufit hi n cfc khoiin l tu HDKD TO HDKD - Thay dfii ve pham vi kinh doanh - SP li u tfii chinh nghéo nfin vfi quiin l ho t déing hi u quit - BE tri nhfi nity vfi thiét bi khfing hop l - Su dpng céii ngufin nhin luc - Mfit init nhung diy chuyén SX chinh, quyén phfin ph i siin phfim hofic ngufin cung cfip - Mfit in t hay nhiéu khich hfing co ning luc tfii chinh t t hofic init nhfi cung cfip chinh - Xufit hi n nhung vij mua hfing tin kho mang tinh dfiu cc nhin ngofii nguyén tac mua hfing théing thucing ciia cfing ty - Kém céii vi c tri v n hinh vfi biro hinh nity moc thiét bi - Vi c thay the nhung thiét bi nity moc l i thc›i dién chim chap - Nhung dfiu hieu ve hfing tin kho chit luong, luu hfing tin kho vc›i st luong lcin hofic cc cfiu hfing tin luu kho khfing phu hop Nhiing d u hi u tién quan dén giao dich NH - Cfing tic ké ho ch hot tfii chinh cho cfc nhu cfiu ve TSCD hofic cfc nhu cfiu ve v n luu déing the hi n su don giiin, céii - Xufit hi n ci cfc khoiin vay co nhiéu ngufin trii no (nhu theo de nghi vay v n) nhung lai khfi co the nhin thfiy de ding - Mao hiém mua bin, thuc hi n cfing vi c kinh doanh mcii, tiji khu mcii hofic vc›i diy chuyen SX mcri c kinh doanh - Mong mu n vfi khfing khfing dfii dfinh b c vc›i kinh doanh co nhung riii ro qufi muc - Dfit gif bin hfing hot vfi dich vu in t cfich khfing thuc té - Nhung nhin v t chit chit ciia DN km hofic chét - Khfing co khii ning dip ung duc›c nhung cam két nhu ké ho ch dfi d t - Nhung thay dfii quiin l , quyén sc› hftu hofic nhung nhin v t chit chit - Tinh khfing lien tpc ciia cfc diy chuyén tiéu chufin sinh lcii - Chim tré vi c phiin ung lai vc›i su di xu ng ciia thi tracing hofic cfc diéu ki n kinh té Céc nguyén nhan tli: phia FH - Quy trinh cho vay khfing tufin thii theo diing quy dinh ciia NH - CBTD co mii quan h d c bi t vc›i khich hfing - Su gifim sit ciia cfc cfip quiin l NH thieu sit - Linh d o NH qufi d c doin phé t khoiin vay -BE qua tinh trang thfiu chi, khfing coi dfi lfi in t tin hi u bfit in ve tfii chinh ciia ngucii vay - Khfing the kiém tra dinh k / d t xufit tfii siin kinh doanh ciia ngucii vay - Cho vay dua trén gif tri st sfich giii ciia DN, khfing kiém tofin vfi xfic minh bfio cfio tfii chinh ciia ngucii vay - Khfing the thu nhip hofic bfi qua nhung bfio cfio ciia bfi phfin tin dpng hofic nhung ngufin tham khiio tin dpng khfic - Khfing the dfii lai khoiin vay md suy nghi co the nhanh chfing bu dap bfing TSTC 13 tinh hinh ciia khoiin vay trci nén khfing the cuu vfin - Khfing the dfinh gif chinh xfic/ dfinh gif qufi cao/ khfing quiin l hop l TSTC - Giiii ngfin truc›c hofin thfinh chung tu - CB thuc hi n khoiin vay in t cfc khfing hop l , bfi qua hfii déing tin dpng, chi dua vfio quan h giua CBTD vfi ngucii vay - Khoiin vay thuc hi n vcii in t DN mcii co chit sc› hftu - ngucii linh d o thieu kinh nghi in - Cho vay mcii vcii gif tri cao hon nhung khfing them TSTC thich ding - Diio no - Khfing phfin tich luu chuyén tién init vfi khii ning trii no ciia ngucii vay - CB cho vay khfing the kiém tra tinh trang khoiin vay thucing xuyén - Vin khfing duc›c su dpng nhu du kién; chuyén sang su dpng vfio mpc dich ct nhin ciia ngucii vay (CBTD khfing ct ging xac dinh xem mpc dich vay lfi gi) - Vin duc›c su dpng ngofii khu tin vcii khich hfing c thi tracing théing thucing ciia NH, chit luong trao dfii théing - Ké ho ch trii no khfing ri5 ring vfi khfing duc›c quy dinh bfing vfin biin - Ngucii vay gfiy khfi khfin cho vi c kiém soft duc›c TSTC Céc nguyén nhan tit: khoiin vay - Héi so cho vay thieu su chit ché, d nghi ngci tin c y ciia nhung théing tin bfi hfi so cho vay bi - Gifi tri khii mii circa TSDB thfip - Lich trinh hofin trii vfi ngufin hofin trii khfing hop l Céc nguyén nhan 1‹hac - Do thay dfii ciia cc ché chinh sfich - Thay dfii gif cii thi truéng tinh hucing truc tiép den dfiu ciia siin phfim md khoiin vay dfi dfiu tu - Khoiin vay uu dfii, chi dinh ciia Chinh phii - Khoiin vay theo chuong trinh kinh té “Ngu n Sir lay tin dung cua NHNo&PTNT VN” PH L C 06: XEP LO@I SCH CNG AP DQG TRONG HQ THONG NH NO&PTNT VN HI N NAY tTheo Vin ban 1406 ’NHNo-TD “ quy dinh tiéu chi phan loai kh‹ich héng h thing NHNo&PTNTVN” ban hénh ngéy 23 thcing 05 nhin 200") Mijc dich ciia Xép lpai kh:ich hang: - Phfin lo i khich hfing lfi phuong phfip luong hot muc dfi riii ro tin dpng ciia KH théing qua quy trinh dfinh gif bfing thang diem thing nhfit dua vfio cfc théing tin tfii chinh vfi phi tfii chinh ciia KH tit thc›i diem phfin lo i - Vi c chim diem tin dpng vfi phfin KH duc›c thuc hi n nhfim h tro NH cho vay vi c: Phfin lo i de chon lpc, phfit trién KH Ra quyét dinh cfip TD: xfic HMTD, thcii han, muc lfii suit, phi dich vu, bi n phfip BDTV Gifim sit vfi dfinh gif KH khoiin TD dang cfin du no, giiip NH cho vay luéng truc›c duc›c chit luong khoiin vay de co bi n phfip xft l Ning cao ning luc quiin l ciia NHNo vi c cho vay, thu no vfi Xu l no Quyén lpi ciia kh:ich hang: 2.1 Khéch hang loai A - Duoc xem xét Up dpng cfip tin dpng khfing co BD bfing tfii siin hofic Up dpng muc lfii suit cho vay, phi dich vu uu dfii theo quy dinh ciia NHNo VN 2.2 Khéch hang loai B - Duoc xem xét Up dpng cfip tin dpng in t phfin khfing co BD bfing tdi siin (muc cfip TD khfing co diim biro bfing tdi siin th da khfing qufi 50% ting muc TD) - Co the duc›c xem xét huéng in t phfin uu dfii ve muc lfii suit cho vay, phi dich vp theo quy dinh ciia NHNo&PTNT VN 2.3 Khéch hang loai C - Phfii giiim thfip din du no - Bat bu c phiii Up dpng bi n phfip biro diim tién vay bfing tfii siin Tung truéng hop cp the, dli vc›i du in cho vay mcii (du in mcii co hi u quit, DB khii ning trii no) CN trinh Téing GD phé t - Khfing duc›c huéng muc lfii suit cho vay, phi dich vu uu dfii theo quy dinh ciia NHNo&PTNT VN Quy d)inh cij thé xép loai kh:ich hang: 3.1 Dcii véi khéch hang la DC a Thu th p th ing tin * Cfc tfii li u su dpng qufi trinh thu thfip théing tin de phfin lo i bao gfim: - Bring cfin d i ké tofin nhin gin nhfit lien ké 13 - Bio cfio két quit HDKD nhin gin nhfit lien ké - Tinh hinh du no t i cfc TCTD thc›i diem gin nhfit - Cfc théing tin lien quan khfic b Céc chi tiéu phén loqi Cén cii tinh hinh Hi chinh vé két qua SXKD Chi tiéu 1: Loi nhu n LN duong, bfing hofic cao hon nhin truc›c: A LN duong, thfip hon nhin truc›c: B Loi nhu n km: C Dcii véi khéch hang bJ ID ké hoach thuc hi n SXKD theo chi d o ciia Chinh phii, co cc ché tfii chinh xft l st l bfing ngufin v n ngfin sfich theo quy dinh ciia Chinh phii, Béi Tfii chinh hofic bi l mc›i thfinh lip (theo du in duc›c phé t) thi duc›c thin phfin lo i B Chi tiéu 2: TQ suit tfii tro: véi n CSH (Loai B, Nguon Tong nguon véi n A B C Chi tiéu 3: Khii ning tofin no ngan han: Hé sé› kha nang tofin no NH = Tong A B C D i vcii khich hfing quan h tin dpng lfin dfiu, thi CN co the cfin cu két quit quan h dpng th cfc TCTD khfic truc›c dfi (néu co) de xép lo i theo quy dinh trén tin Chi tiéu 5: Tinh hinh chip hinh cfc quy dinh phfip lu t hi n hinh: Loai B Khfing DN co két lu n ciia cc quan co DN bi xft phat vi pham hinh chinh co vi pham thfim quyén ve vi pham cac quy dinh vi c chip hanh cfc quy dinh cua phfip phfip lu t ciia phfip lu t hi n hinh nhung chua lu t hofic ngucii quan l dieu hinh DN co hi n hinh den muc xft phat hinh chinh hinh vi vi pham phfip lu t qua trinh thuc thi nhi in vp ciia DN den muc bi truy cuu trach nhi in hinh su c Xép loqi khéch héng ID DN Cfin cu két quit phfin lo i cho tung chi tiéu quy dinh th diem (b) trén de phfin lo i cho tung khich hfing nhu sau: Khich hfing lo i A: Tfit cii chi tiéu dijt A Khich hfing lo i B: Khfing thu c phfin lo i A vfi C Khich hfing lo i C: Co chi tiéu C 3.2 Khéch hang la hci gia dinh, chit trang trai a Thu thap thcing tin Cfc chi tiéu théing tin thu thfip de phfin lo i khich hfing lfi tinh hinh quan h tin dpng nhin gin nhfit lien ké b Chain diém Cfin cu tinh hinh quan h TD nhin lien ké ciia h GD, chit trang trai de chim diem KH nhu sau: Chi tiéu 1: TQ l no xfiu tiji NHNo Co no thu c nhfim 1,2: A Co no thu c nhfim 3,4: B Co no thu c nhfim 5: C Chi tiéu 2: Tinh hinh chip hinh cfc quy dinh phfip lu t hi n hinh: Khfing co vi pham phfip lu t hi n hinh A Vi Pham cfc quy dinh ciia PL den muc truy cuu trich nhi in hinh su C c Xép loai khéch hang Cfin cu két quit phfin lo i cho tung chi tiéu quy dinh th diem (b) de phfin lo i cho tung KH nhu sau: Khich hfing lo i A: Tfit cii cfc chi tiéu dijt A Khich hfing lo i B: KH khfing duc›c lo i A vfi C Khich hfing lo i C: Co chi tiéu C Tfi chfrc thiyc hien xép loai kh:ich hang: Vi c phfin lo i khich hfing duc›c thuc hi n t i CN NHNo noi xét t cho vay Chim nhfit cu i qu I hfing nhin, CN NHNo noi cho vay phiii thuc hi n xong vi c PLKH theo cfc nfii dung t i vfin biin nfiy Sau phfin lo i, CBTD phiii thuéng xuyén kiém tra, gifim sit; Néu phfit hi n khich hfing vi pham hofic thay dfii cfc tiéu chi, phiii kip thcii bfio cfio Gifim d c CN de chim diem tin dpng vfi phfin lo i lai khich hfing, khfing phu thu c vfio thcii gian quy dinh néu trén PH L C 07: MO HINH QUAN TRI, RUI RO THAM TO VietinBank dfi chuyén dfii méi hinh tfi chuc b nity tin dpng toin h thing vcii cfc chuc ning d c lip, theo dfi chuc ning nghién cuu tham muu ban hinh chinh sfich tin dpng duc›c tich bi t vc›i chuc ning quiin l khich hfing, thfim dinh vfi de xufit tin dpng (Phfing khich hfing), thfim dinh riii ro vfi quiin l danh mpc tin dpng (phfing Quiin l riii ro), theo di5i, quiin l cfc khoiin no bi suy giiim khii ning trii no (Phfing quiin ly no co vfin de), kiém tra, gifim sit tin dpng d c lip (Ban kiém tra, kiém soft nfii b ) - Thfii Lan: sau khiing hoiing tfii chinh 1997 thi Thfii Lan dfi chuyén méin hfia bfi phfin tin dpng thfinh cfc phfing ban co chuc ning d c lip nhung h tro l n de diim biro qufi trinh cfip tin dpng lo i bfi t i da cfc yéu t chit quan Méi hinh tfi chuc bao gfim: Béi phfin quan h khich hfing (Marketing) tim kiém, tiép xfic, thu thfip théing tin khich hfing, sau dfi chuyén sang bfi phfin tin dpng Béi phfin cfip tin dpng bao gfim: o Béi phfin tin dpng: tiép nhin théing tin tu bfi phfin quan h khich hfing, chim diem tin dpng theo cfc tiéu chufin, bring diem co sin tu théing tin thu thfip tu khich hfing, théing tin mua tu cfc tfi chuc khfic o Béi phfin phfin tich tin dpng co trich nhi in dfinh gif lai (Nhu bfi phfin téi thfim dinh) tit cfc théing tin dfi duc›c cung cfip o Béi phfin quiin l riii ro: tu gif tri khoiin vay, ngfinh kinh doanh ciia DN, khoiin vay co the duc›c dna sang bfi phfin nfiy de duc›c dfinh gif riii ro tofin di n tu khich hfing, khoiin vay, TSDB vfi danh mpc Ba bfi phfin nfiy sé bin thiio, thing nhfit duc›c kién ve vi c cfip tin dpng mc›i cho duc›c quyét dinh cu i cung Béi phfin phfip ché: Sau dfi thing nhfit ve vi c cfip tin dpng, hfi so duc›c chuyén sang bfi phfin phfip ché de soin thiio cfc diéu khoiin, diéu ki n hop déing Béi phfin tic nghi p: trén cc sc› hop déing duc›c lip, cfc diéu khoiin, diéu ki n thi bfi phfin tic nghi p co trich nhi in giiii ngfin, theo dfii, thu no Béi phfin xft l no xfiu: néu khoiin no chuyén sang tinh trang qufi han, no xfiu khfi thu hfii thi bfi phfin tic nghi p chuyén hfi so sang bfi phfin nfiy de xft l khoiin vay Tuy qua nhiéu khfiu, nhiéu cfing doin nhung qufi trinh cfip tin dpng chi kéo dfii tu den tufin cho khoiin vay Vi cfc tiéu chufin tinh diem dfi duc›c quy chufin, théing tin ve khich hfing, khoiin vay, ngfinh hfing, danh mpc dfi duc›c cung cfip diy dii nén NH co cc sc› ri5 ring de tinh diem tin dpng ... vfi xét t cho vay, dfinh gif KH Riii ro giao dich co ba bfi phfin chinh lfi riii ro lua chon, riii ro biro diim vfi riii ro nghi p vp Riii ro lua chon lfi riii ro co lien quan den qufi trinh dfinh... cfich chit déing hay thu déing chip nhin riii ro: vcii nhung khoiin vay nhfi thi chi phi cho vi c phfing trinh dfii cfin cao hon vi c chip nhin muc thi t hai Hofic vcii xfic suit riii ro qufi cao, ... xiiy riii ro ciing nhu tin thfit Cfc bi n phfip bao gfim: ngfin ngua riii ro, bin no, phfin tin riii ro, vfi quiin riii ro théing qua cfing cp phfii sinh Tfii tro riii ro: bao gfim biro hiém,