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TABLE OF CONTENTS TABLE OF CONTENTS 1 LIST OF TABLES 3 LIST OF FIGURES 3 ACKNOWLEDGEMENTS 5 INTRODUCTION 6 PART 1 OVERVIEW OF SOUTHEAST ASIA COMMERCIAL JOINT STOCK BANK – CAU GIAY BRANCH AND MY INTERN[.]
TABLE OF CONTENTS TABLE OF CONTENTS LIST OF TABLES .3 LIST OF FIGURES ACKNOWLEDGEMENTS INTRODUCTION .6 PART 1: OVERVIEW OF SOUTHEAST ASIA COMMERCIAL JOINT STOCK BANK – CAU GIAY BRANCH AND MY INTERNSHIP 1.1 Overview about Company: SOUTHEAST ASIA COMMERCIAL JOINT STOCK BANK (SEABANK) 1.1.1 Location and development 1.1.2 Mission and vision .9 1.2 Host Firm: SeaBank – Cau Giay Branch 10 1.2.1 Location and development 10 1.2.2 Activities 11 1.2.3.Products 11 1.3 Introduction of my internship 13 PART 2: INTERNSHIP IMPLEMENTATION AT SEABANK –CAU GIAY BRANCH 16 2.1 The internship position, responsibilities and tasks 16 2.1.1 Department structure and my position 16 2.1.2 Business procedure and my responsibilities 17 2.2 Some business cases 17 2.2.1 Case No1 (failed - customer risk) 18 2.2.2 Case No2 (failed – customer’s needs) 19 2.2.3 Case No3 (successed) .21 2.3 Commercial results 23 2.3.1 KPI at SeaBank 23 2.3.2 Key performance of host firm 24 2.3.3 My commercial results .25 Luan van PART 3: INTERNSHIP ASSESSMENT .27 3.1 Difficulties and proposed solutions 27 3.1.1 Difficulties 27 3.1.2 Solutions 27 3.2 Experience gained and future career plan .27 3.2.1 Experience gained 27 3.2.2 Current personal skills .28 3.3 My career plan in the near future 28 CONCLUTION 29 REFENCENCES 30 Luan van LIST OF TABLES Table : My internship plan at SeABank – Cau Giay Branch 15 Table 2: Monthly business staff’s KPI .23 Table 3: Loans sales revenue of SeaBank Cau Giay 24 Table 4: My commrecial results 25 Table 5: My career plan .28 Luan van LIST OF FIGURES Figure 1: Organisation chart of SeABank Figure 2: SMEs credit department structure .16 Figure 3: Debit balance structure according to term in SeABank – Cau Giay 24 Figure 4: My level of response SeaBank business staff’s KPI 26 Luan van ACKNOWLEDGEMENTS I would like to express my sincere and deep gratitude to Mr Pham Tuan Anh, Vietnam university of Commerce and Mrs Marie Jose-Cambreling, Toulon University for the valuable guidance and advice during the project Besides, i wish to extend my gratitute to Director of Southeast Asia Commercial Joint Stock Bank with all staff at Enterprise Customer Department for support and guidance give to me during my internship period, especially my instructor - Mr Ta Duy Truong who directly taught and responded all my question, provided me many important documents and encourage me in my work Best regards! Luan van INTRODUCTION For many recent years, countries with developed economy have respected the development of SMALL AND MEDIUM - SIZED ENTERPRISES, because this sector plays an important role in increasing income and creating jobs for labor, leading to the progressive growth in GDP and GNI Recognizing the importance of SMEs towards the economy in the period of international economic integration, our country has facilitated SMEs to develop; and in fact, SMEs have made great contribution to the national economy However, many SMEs still have to face many difficulties in capital for production and operation Meanwhile, there is limitation to the SMEs’ official capital access from credit institutions Many SMEs are obliged to use informal capital mobilization channels with high interest rates, small amounts and instability Hence, I decided to select the research topic: "IMPROVING LOANS SERVICE FOR SMEs OF SEABANK – CAU GIAY BRANCH" The report consists of chapters: Chapter 1: Overview of the project Chapter 2: Intership implementation at Southeast Asia Commercial Joint Stock Bank – Cau Giay branch Chapter 3: Internship assessment Luan van PART 1: OVERVIEW OF SOUTHEAST ASIA COMMERCIAL JOINT STOCK BANK – CAU GIAY BRANCH AND MY INTERNSHIP 1.1 Overview about Company: SOUTHEAST ASIA COMMERCIAL JOINT STOCK BANK (SEABANK) 1.1.1 Location and development Full name: Southeast Asia Commercial Joint Stock Bank International transaction name: Southeast Asia Commercial Joint Stock Bank Form of Company: Join Stock Slogan: Linking life’s value Address: 25 Tran Hung Dao Str., Hoan Kiem, Hanoi Tel: (84-4) 3944 8688 Fax: (84-4) 3944 8689 Swift code: SEAVVNVX Tax code: 0200253985 Headquartered of SeABank – 25 Tran Hung Dao Str - Southeast Asia Commercial Joint Stock Bank, SeABank was established and operated in accordance with License No 0051 / NH-GP issued by Governor of the State Bank of Viet Nam on 25/03/1994; Business Registration Certificate No 0103006488 issued by Department of Planning and Investment of Hanoi, the first registration on 14/01/2005, the nineteenth registration on 31/12/2009 Luan van Headquartered at 25 Tran Hung Dao Street, Hoan Kiem District, Hanoi, with over 2500 headcounts, and 5446 billion VND chartered capital, SeABank is currently on Top 10 Big Commercial Joint Stock Banks and Top Commercial Joint Stock Banks which have the largest chartered capital in Vietnam, in which foreign strategic partner Societe Generale owns 20% stock In addition, two other strategic partners of SeABank are VMS-Mobifone, which owns more than 6% of SeABank's chartered capital and Petrovietnam Gas Corporation (PV Gas), which is one member limited liability company belonged to Vietnam National Oil and Gas Group Board of shareholders Board of shareholders office Board of Directors Board of ALCO Control Board Board of credit Management Credit Departments Internal control Department Finance Department Payment Centre Legislation Department Risk management Department Retail and SMEs Department Communications Department Capital resource Department Technology Department Enterprise customer Department AMC Training Centre Transaction Offices Branches Securities Company Figure 1: Organisation chart of SeABank Luan van - Geographical development :, ATM / POS network: Up to now, with a network of 330 Automated Teller Machines and 423 Point of Sale (POSs) operating nationwide, SeABank is one of the top 12 banks with the largest ATM and POS network in Vietnam The SeABank ATM & POS network is installed throughout the provinces cities, in convenient locations for customers to trade Branch network: Until December 2015, the SeABank’s system had a total number of 161 transaction points including the Head Office in Hanoi, increased points as compared with the same period last year, with 39 branches and 121 transaction offices Credit card network SeABank has successfully connected with the National Circuit Switched organization of National Payment Corporation of Vietnam (NAPAS) With the acceptance of cards belong to NAPAS, cards from two most popular credit card organizations for instance Visa and MasterCard, and three other international cards like Amex, Diners Club, JCB, SeABank ranked in the top fifteen Bank in Viet Nam who has a link with the six most popular card brands in the world 1.1.2 Mission and vision Mission: With aim of becoming a prominent retail bank in Vietnam, SeABank offers a rounded set of banking products and services to individual customers, SMEs and large corporations SeABank is committed to maximizing benefits for customers, returns for shareholders and ensuring sustainable development of the bank while contributing to Luan van the socio – economic development of the country Vision: SeABank desires to develop towards becoming a prominent retail bank of Vietnam and advancing to the model of a modern multi-functional banking-finance group with excellent product and service quality and corporate brand creditability The main activities: Raising capital Loans International payments Others: Overseas remittance services, Card services The core development strategy of SeABank in the future is building and developing itself to become a typical retail bank in Vietnam; with the motto is comprehensive, safe, efficient and sustainable development, contributing to the prosperity of the country’s economy and society 1.2 Host Firm: SeaBank – Cau Giay Branch 1.2.1 Location and development SeABank Cau Giay Branch was established in 2007 – at 249 Hoang Quoc Viet Street On 12/08/2015 in Hanoi, Southeast Asia Commercial Joint Stock Bank (SeABank) and Intimex Vietnam SJC (Intimex) jointly opened a new headquarter of SeABank Cau Giay Branch in Oriental Westlake Building - 174 Lac Long Quan, Buoi Ward, Tay Ho District, Hanoi SeABank Cau Giay is one of the branches which are highly estimated by customers for service quality and transaction processing time In the first months of 2015, SeABank Cau Giay was the leading branch of personal loan sales in Hanoi, its credit reached 95% and the capital mobilization reached 98% of plan 10 Luan van PART 2: INTERNSHIP IMPLEMENTATION AT SEABANK –CAU GIAY BRANCH 2.1 The internship position, responsibilities and tasks 2.1.1 Department structure and my position - I have practiced in the credit department, in the SMEs team, under the direction of Mr TA Duy Truong (SMEs credit manager) The SMEs team has five permanent employees, excluding me Figure 1: SMEs credit department structure - Job description of trade finance professionals: Searching, contacting, and marketing the main banking products and services, developing potential customers and new customers SMEs; Receiving and managing the profiles of customers who registered for banking services; taking care, solving feedback and keeping contact regularly with customers Analyzing and estimating the customer's ability (field trips, information verification); Proposing products and services and protecting proposal with approval level; Monitoring business activities, supervising the implementation of customers’ commitments; Identifying risks, taking main responsibility for debt recovery Performing other duties as leaders of division / department assigned During my internship, I have chance to work in a professional, friendly, comfortable and bright environment About the facility, the room is equipped with full 16 Luan van of modern equipment: computers, phones, air-conditioners, printers and other stationeries, etc About colleagues, people in the department are friendly, humorous, enthusiastic, active and skillful My working time is on Monday, Wednesday, and Friday I am always on time and I have to have a clean and neat appearance I comply with the rules and regulations of the bank (The SMEs team – credit Department) 2.1.2 Business procedure and my responsibilities During my internship, I read and studied some documents on lending activities, procedures as well as terms related to other services of branch I focused on the topic of lending to SMEs based on documents provided by the staff as follows: + Regulations on lending at SeABank including lending procedures, lending conditions and lending methods, etc + Documents applied for lending at SeABank - Cau Giay Branch + Income comprehensive report and annual report of SeABank - Cau Giay branch My assignment is to read the documents in order to understand deeply about the lending process as well as lending guarantees for SMEs I am also in charge of checking and arranging customer profiles, implementing assigned tasks to help other members, copying and sending information, documents among departments in the branch 2.2 Some business cases Currently, SeABank - Cau Giay provides SMEs loans following the proposed regulations to ensure the consistency throughout SeABank system According to this, the lending procedure is regulated strictly, clearly, it guarantees the safe, effectiveness, 17 Luan van convenience and unity of application Lending procedures at SeABank - Cau Giay can be summarized with the following steps: Step 1: Making loan agreement contract Step 2: Appraising and making statement to propose for credit Step 3: Making credit decision Step 4: Completing the profile, loan disbursement Step 5: Credit supervising Step 6: Liquidating the credit contract My responsibility is to receive customer profiles from employees, check and contact to fulfill all the required documents for the loan Then I will transfer the profiles to people who are in charge 2.2.1 Case No1 (failed - customer risk) Products: Loan for financing of long-term assets - Customer: CUONG THINH CHEMICAL & SCIENCE TECHNOLOGY EQUIPMENT COMPANY LIMITED - Address: No 225, Group 6, Cau Dien Town, Tu Liem District, Hanoi - Type of company : Limited Liability Company - Main business activities: Trading laboratory chemicals, industrial chemicals - Capital: VND 4.800.000.000 - Legal representative: Mr Nguyen Viet Cuong- General Director The purpose of loan: Trading laboratory chemicals, industrial chemicals Adress of house: Apartment No 211, Hado Park View Building, Dich Vong Urban area, Cau Giay District, Hanoi New house’s value: VND 3.834.206.000 The loan amount need: VND 2.600.000.000 Loan Period: 10 years Collateral: Apartment No 211, Hado Park View Building, Dich Vong Urban area, Cau Giay District, Hanoi In spite of the fact that it is not a big enterprise, after years of establishment, the company has a stable position in the market With more than 200 chemical goods and auxiliary equipment and a network of more than 50 traditional 18 Luan van customers in major cities in export processing zones, industrial zones, research institutes and non-governmental organizations Moreover, while doing the business, the Company has established a number of large and well-known suppliers in the world and region, and always ensures the stabilization in quality and quantity when the company expands and develops business Financial ratios indicate that the company has a good financial position and is capable of repaying its debts Negotiations and result After discussing with both parties and receiving customer records, Ms Ha was assigned to conclude this profile and I was responsible for finding documents and supporting Ms Ha During the asset appraisal process, we have found that the company has some incomes which have not had clear declaration and taxable On the second day after receiving the application, I contacted the company to ask for additional documents but they still have not had declared the information added because the director of the company was working aboard and was not available in Hanoi I sent the information to Ms Ha to ask for advice from the Director of the Bank => Through the process of reviewing and discussing: Because of the lack of documents and declaration report, SeABank could not grant loans to Cuong Thinh Chemical and Science technology equipment Co, Ltd 2.2.2 Case No2 (failed – customer’s needs) Products: SeAcar Business Customer: Thang Long Chemical Joint Stock Company - Address: Level – Star Building, No.214 Hao Nam Street, Dong Da District, Hanoi - Type of company : Joint Stock Company - Main business activities: Trading industrial chemicals - Capital: VND 16.176.000 - Legal representative: Mr Doan Khac Thinh - General Director The purpose of loan: buy car Type of car: ISUZU FVR34Q New car’s value: VND 1.200.000.000 (Full option cost after tax and fee) 19 Luan van The loan amount need: VND 960.000.000 Loan Period: years Collateral: ISUZU FVR34Q Currently, Thang Long Chemical Joint Stock Company is one of the leading suppliers of chemicals, additives and materials for the industries of plastics, paints, paper, rubber,… in Vietnam The company has the desire to find, develop and distribute high quality chemicals that are economical and conducive to industry growth However, in recent times, the demand of the output market is still higher than the supply capacity of the company The products which are provided by the company on the market have not shown significantly change in terms of quality They somehow reduce the competitiveness of domestic and foreign competitors According to CIC recent report dated 06/03/2017, Thang Long Chemical Joint Stock Company has surplus medium-term loan at Southeast Asia Commercial Joint Stock Bank with the amount of 320 million dong Negotiations and result After the Thang Long Chemicals Joint Stock Company has requested to borrow money to invest in purchasing vehicles, SeABank immediately sent people there to discuss Once again, I had a chance to support Ms Ha in dealing with the transaction contract On the exchanging process, I found some dissatisfactory points in the company’s loan request Under the provisions of SeABank, an individual customer cannot borrow more than 75% of the new car's value He wanted to borrow VND 960,000,000 So the company wanted to borrow up to 80% of the new car's value I recognized that this loan will not be approved, so I arranged an appointment for the next meeting to try to solve this problem After consulting Ms Ha, I contacted the company again to inform them about the current status of the loan and clarify the further terms and conditions of SeABank I have suggested several alternatives such as choosing a car with lower value to match the amount available as well as the amount borrowed or borrowing some friends, relatives so that the money needed to borrow would be less than 75% of the value of the new car 20 Luan van ... of loans service for SMEs of SeAbank Cau Giay - Skills and experience for loans service - Career plan in the near future PART 2: INTERNSHIP IMPLEMENTATION AT SEABANK ? ?CAU GIAY BRANCH 2.1 The internship... decided to select the research topic: "IMPROVING LOANS SERVICE FOR SMEs OF SEABANK – CAU GIAY BRANCH" The report consists of chapters: Chapter 1: Overview of the project Chapter 2: Intership implementation... to the prosperity of the country’s economy and society 1.2 Host Firm: SeaBank – Cau Giay Branch 1.2.1 Location and development SeABank Cau Giay Branch was established in 2007 – at 249 Hoang Quoc