Giải pháp phát triển cho vay tiêu dùng khách hàng cao cấp tại ngân hàng thương mại cổ phần tiên phong

CHUONG 1. CO Set LY LUAN CHUNG YE PHAT TRAIN CHO VAY TIEU DUNG KHACH HANG CAO CAP TRONG NGAN HANG THUONG MAI 1.1. Hoot deng cho vay tieu ding Mulch hang cao cap trong nein king thuoing mai 1.1.1. Khdi niem vi Mach hang cao crap Ke tir khi khai niem ve ngin hang thucmg mai ra del, to tinkling biet toi hai ahem del Wong khach hang chinh can nem hang thuang mai la khach hang a nhan va khach hang doanh nghi'ep. Theo th&i gian, do nhu au phat trien cua xe hei da it nhieu tic eking tei stir phat trien cim linh vve ngan hang, dich ngan hang phat trien, cac loaf hinh san phem cling da clang, phong pile hon. Ben earth do, cac ngin hang thuong mai da di sau vio khai thac, phial kink va djnh vi r8 hon tang nhom khach hang can minh. Neu nhu trudc day nh6m khach hang doanh nghiep duqc coi la nguen khich hang chinh cim NHTM, thi ngay nay nhem khkh hang ca nhan dang den thu but duqc nhieu gr quan tam tir phia ngan hang. Ngly cang nhieu dich vv, san phim dinh cho khach hang ca nhan ra dbi , va cling nhieu nem fro loi day Gym tir khach hang cao clip cling dtrqc nhic tei kha nhieu trong cac chien dich quang cao cua ngan hang. Nam 2009, cum tir khach hang cao cep duqc cac ngfin hang nu& ngoai trien khai 'tai Viet Nam va nhanh cheng fro thinh met xu the kinh doanh cua cac NHTM. Sr gOp met dm cac ngan hang nei dia da lam cuec dua tranh gianh thi plan o phan khec khach hang cao cAp ngiy met sal ding. Tai mt - ii ngan hang, thi nh6m doi ttnyng khach hang nay loi ce nhang ten gqi khk nhau nhu: khach hang VIP, khach hang uu tien, khach hang cao cap, Tuy ten gqi khbc nhau nhtmg ve bin chit thi van thuec met doi ttrqng khach hang gieng nhau. Vey khach hang cao cap 11 gi? Va del tuqng nao duqc xep vao nhem khich hang cao cep? Xdt tren linh vtre met ngfin hang nuec ngoai dang hog thing tai Viet Nam, thi khach hang cao cAp la kWh hang co tong gib tri tai san duy tri 1 VND hoec gia tri ngoai to trong throng trong tai khoan flan giri, hay cac khoan tau nr. Doi vei cac NHTM Viet Nam, thi tieu chuen duqc xet la kWh hang cao cap dtrqc dieu chinh cao ham. Gia sir lien girl tir 2 tj/ VND tret len, tien girl thanh tog), tai khoan the binh quart trong sau thing tir 500 trieu deng ter len, hoec c6 ding sty hen tir 2 tS , ding menh gib phieu tat len. mot s6 NHTM Viet Nam dat mire tieu chain khach hang cao cep Mu: duy tri so du tien gin birth quan trong 3 thing lien tiep tit 5 tS , deng quy d61 tr6 len, hoec duy tri se du tai khoan binh quan trong 3 than lien tiep tit 400 trieu &Ong quy dui trot len. Hoc tham gia cac san phAm dau to, cAu tnic vii gia tri giao dich t6i thieu fir 5 ty ding quy d6i trot len doge quy dinh theo terng san phAm trong thai ky. Ngoai ra, kith hang c6 thu nhap tir 60 den 70 trieu VND/thang trot len cling duqc coi la khach hang cao cAp. Nei mOt each torn tit, thi khdch hang cao cap lir khdch hang ai nhfin, nhiing ngudi a thu nhfp cao, an djnh, nhfhtg ngudi co khd niing vd thi chinh rd ring vi cu krvng tidn gtii Azi nein hting duy tri [rung binh hang timing ek mkt 500 trier, ding trek Mn. 1.1.2. Khdi nifm vd cho vay lieu ding khdch king cao cap 1.1.2.1. Khcii niem cho vay Cho vay la chat nang kinh to hang dAu cua ngan hang d'E tai trq cho chi tieu cua cac doanh nghiep, ca nhan va cac ccr quan chinh phil. Hog dOng cho vay cua ngan harry co m6i quan hg mAt thiet vii tinh hinh phat trien kinh to tai khu voc nein hang plum vg, bbi vi cho vay dale day so tang throng cua cac doanh nghiep vi ca nhan, to ra sire sting cho nen kinh te. T4i Viet Nam, Lust cac tii chile tin dkmg nim 2010 dinh nghia: "Cho vay la hinh duly cap tin dyng, theo do ben cho vay giao hoc cam kit giao cho khach hang mOt khocin lain di sir dyng vao myc dich xcic djnh trong melt that gian nhdt dinh theo thew thu4n voi nguyen tdc có hoan tra ca gac va Mr. Ban chAt cua cho vay la mOt giao dich v'e tien hoSe tai sin tren co so co hoan trot, ma thtrc chAt la so vay muqn dtra tren at so tin tuong, tin nhiem lan nhau. Trong d6, so hoan WS la dac trung thuOc ve ban chit cho vay, la nguyen the de phan big[ pham fit cho vay vOi cAp phat cua Ngan sach nha mule. Nhu vjy to co the hieu cho vay cda NHTM is quan he gika mjk ben Id nye& cho vay (NHTM) bAng each chuyin giao din Ito& lei sin cho ben nye& vay (khdch hang vay) de sir dyng trong mft Mai gian nit& djnh vdi cam kit et& ngudi vay Id ham trii ca gtic va 181 khi din hgn. 1.1.2.2. Cho vay tieu dung Mach hang cao cap Cho vay tieu dung la mOt trong nhang hinh thirc cua cho vay not chung, day la mOt hog dOng tit yeu cua thi truong idiom giai guy& cac van de: ngtrai fieu dung c6 nhu au chi tieu tank khi co kha !tang ho4c vocrt qua kha nang thanh toan cua mirth, ten ngued ban thi mong mu6n ban doge nhilu hang hea han va ngirEd co tier hay cac ngan hang mong mutin tim kiem thu nhap tir hog Ong nay. Tnrac day, hau het cac ngfin hang khong tich cot ph& trier mang hog dOng cho 2 Thang Long University Library vay tieu dung, ben hoat (tang nay thutmg dem lai nhieu ro, kha nang va nq cao, thu hai van thorn, cac khoan vay lai nh6, lqi nhuitn thap. Tuy nhien, do sq canh tranh ve thi twang huy dung von va cho vay tai trq throng mai nay cang khac lief, lam cho nh6m khach hang nay ngay mat thu hcp, chinh vi vay cac ngfin hang thtrang mai buac phai chuyen huerng khai thitc nhom khach hang vay tieu dung. Khi san pharn cho vay tieu dimg cua NHTM ra deri, da thu but khi nhieu skr quan tarn clia cac khach hang ca nhan. Tren thqc to cho day, trong nhom nhamg ngtreri vay tieu dimg bao gun nhieu din ttrqng nhu: ca nhan, ha gia dinh, tir ngueri co thu nh#p thap, trong binh teri ngueri co thu nh#p cao cang deu c6 nhu au tim hieu va sir dung san phim vay nay. Tir nhang ket qua that to d6 da lam they del nhan (firth cua nhieu NHTM, &up ngfin hang nh#n dinh rang san pham cho vay tieu dung c6 kha nang phut then rat cao, !that la Arai nhom khach hang c6 thu nhop lon, hay gqi chung la nhom KHCC. Bei cac dal ttrqng KHCC nay la nhom din ttrqng dang phut trien nhanh ch6ng ve s6 luqng, nhu cau tieu dimg cao, lai co ngu6n lqc tai chinh tot dam bit° thanh town nq on dinh. .  C6 nhieu quan diem khac nhau ve cho vay tieu dimg. C6 ngueri cho ring: "cho vay tieu dung 11 hinh that rap tin dung din veri ngtred tieu dung nham tai trq cho chinh nguiri tieu dung", quan diem kit lai cho ring: "tin dung tieu dung 11 quan hg kinh to gicra mOt ben IA ngfin &me va mOt ben la ca nhan ngueri tieu dimg trong do ngan hang chuyen giao tier cho khach hang vii nguyen tat ngueri di vay se hoan tra ca vie va lai tai mat theri diem xfic dinh gong twang lai". Nhung shin chung, ta co the hieu "cho vay tieu diutg M hinh link cho vay trong do ngdn hdtig thou thMin de khdch hang M ci nhin hay hp gia dinh sir dpng ns t khodn den mpc itch lieu ding, voi nguyin tic cd holm trd ci gic va Idi sass mfit thdi gian nhdt 4nh". Cho vay fieu dung IA hinh iliac hem ich nhan' tai trq cho nhu cau chi tieu, mua sum, sira chaa till& cira cua cac ca nhan, ha gia dinh. Cac khoan vay nay &up ngueri tieu clang co the sir dung hang boa, Bich vu fru& khi hq c6 kha nang chi hi. Cho vay tieu dung khach hang cao cap ding (km tren nhang nguyen ljr chung cita hinh thirc cho vay fieu dung dal vii ha gia dinh va ci nit, chi cac nhau ve dal tutyng cho vay va duqc hutmg mat só dich va uu dai hcm khi su dung gel sin phtun cho vay tieu dUng. fly, ta ce the hieu: "cho vay tieu ding KHCC la viec ngein hang cap cho KHCC mat lugng tie'n nhdt djnh di (kip zing nhu cau chi tieu, nhu cau su dung djch vu hang hew tgi mat thai dam nhdt djnh, khi ma KHCC chua san sang hodc chua có kho nang thanh tocin ngay tgi thai dilm chi lieu do. Sau mat thai gian nhdt dinh, KHCC pluii hoan tra ca gdc va cho ngan hang So nihu thou thuan trong hop &ding vay van. Bai KHCC la ngual co nguan lac tai chinh, khd ring hoan tra nq vay cling nhanh 3 chung, nen NHTM throng có them nhting chinh sach int ddi dimh cho KHCC khi hp vay van va sit dung dich vy caa nem hang". 1.1.3. Mk dram cho vay lieu dimg khdch hing cao cap Cho vay tieu ding KHCC IA mat mang cua cho vay not chung, nen ngoai nhang ac diem nhu: Cho vay dlra tren ca ser tin nriaig giUa nguiri di vay (khach hang) vet ngutri cho vay (ngan hang) rang se hoan tra day del von khi den han, la su chuyen nhuqng tam thiri mat lacing gia tra ve tien te, dtrqc sti dung trong mat thai gian nhit djnh veri cam ket se hoAn tra ca g6c lin 13i. Luang van dirge chuyen nhucmg phai duqc hoan tra dung han ve ca thai gian vi gii tri, bao on ca gtc va lai. Phan lai dam bao cho lucing gia tra hoan tra Ion ham Itrqrig gia tri ban dau. Cho vay tieu dung KHCC con co nhOne  trune rieng: DOI tulyng khich hang vay: IA ca nhan va ho gia dinh, nharta ngtriri co thu nh#p cao, co khOi tai san 16 . n. Cac khach hAng nay thtrimg du da ve tai chinh nhtmg van nom trong nheim khach hang muc tieu cua NHTM. Hui khi dai song ding gilu co, thi nhu eau song vi chat Itnyng ctmjc song ciing se tang them. nhtmg KHCC thutmg la nhung ngueri dau ttr tien vao nhieu firth vvc nham gia tang them kh6i tai san cua minh, chinh vi the khong phai ltic nio ho ding sin sang thank man cho cac dich vu tai men se durri diem nhit djnh. Nim bit duqc nhfrng dieu co ban do. nen cac NHTM daa dua sin pham cho vay tieu clang vlo danh muc sin pham &ph cho KHCC, nhim da clang hee san pham ding nhu gia tang kha fling sinh Icri ter chinh nguan yen ma KHCC girl tai ngan hang. Myc dich vay nham phuc vu nhu du chi tieu cho dai sang ca nhan, gia dinh. Vay Watt ding se giCip KHCC co the chi tra cho cac dich vu bat cir luc nao ho co nhu cAu chi tieu. Quy mo khoin vay thuting 16m: khac vol cho vay tieu dung khach hang ca than th8ng throng, quy mO cac khoan vay cita KHCC tinrang lern han. Day ding IA dieu de hitt' beri, neu khach hang ca than thong throng sir dung tien vay de dip Ong cho nhu cAu sinh hqat ca nhan thong throng nhu: mua sim trong thiet bi, dO dung gia dinh, dimg ca nhan, thi KHCC thterng sir dung cac khoiln vay tieu dung nhim muc dich: du hQc, chi tieu khi di du lich ntrerc ngoiti, mua xe o to cao cap, hay mot so dich vu cao cap khac. Chinh vi the, nen s6 tien ma KHCC vay tieu clang se lot hon rat nhieu so veri cac d6i tutmg khk. Dieu nay se mang lai lqi ich 16 . n cho NHTM. Kha Sing tra nq cao, On djnh: day II met diem rAt co lqi cho cac NHTM, beri met dieu de nhan they IA thu nh#p ciut KHCC rat len, ma nhu cAu vay khong nhieu, KHCC chi vay tai met se thai diem ma hq chtra sin sang thanh town. Nen viec thu hoa nq cua NHTM rAt cao, On dinh, khong riri ro vi dem loi khoan lqi ich khong the. 4 Thang Long University Library Disc diem ye lai suit: lai sutt vay tieu dung dinh cho KHCC thtrerng thip hon so vei nhem dai tugng kb& Day la tieu chi hang dAu dusk cac NHTM quan tam. KHCC thutmg co nhu cau cho vay, con nhu can di vay de tieu dung thi khong thgc sv nhieu, neu muan KHCC tot ngfin hang minh va sir dyng dich vu vay, dal h6i cac NHTM phai co chinh sach hap dan, canh tranh, phai kich cau chi tieu cua KHCC thi NHTM mei thu hilt dugc nhieu KHCC va tang tinh canh Wirth cua minh tren thi trtrimg. Nein hang thwang sip dyng hinh that cho vay fin chip: vay tin chap la viec NHTM cho vay dya tren uy tin ctia khach hang, day la mOt hinh thirc vay pita hqp vai doSi twang KHCC. BEri fru& khi guy& dinh cho vay, NTHM da kiem tra va thAin dinh ve uy tin ciut khach hang rat kg, nett da thuOc nhom KHCC thi thwerng la nhiing ngtreti co uy tin ve tai chinh, co lich sir quan he tin dyng tot vEri cac t6 chirc tin dyng khac. Va hinh thirc cho vay nay rat thuk tien va nhanh Chong, dap img nhanh nit& cac yen au cita KHCC. Hyn mac tin dyng cao: day la dk tinh di kern v6i hinh thirc cho vay tin chap danh cho KHCC. Sau khi than' dinh ve tai chinh cua khkh hang. NHTM se cap cho KHCC mOt han mac tin dung phit hqp tied nang bre tai chinh ctia moi marl, va thutmg thi NHTM se sin sang cho KHCC vay vat hart mirc tin dung cao phi! hqp vai kha nang it chinh caa tang dai tugng, nhim nang cao gia tri khach hang va mo cho khkh hang cam nhon dugc vi the cua minh so vEri 'them khach hang ca than khk. KHCC IA nhang nguai c6 kha nang ve tai chinh an dinh, tuy nhien van la nhem khach hang tiem nang de phat trien dich vu cho vay tieu dimg. BEd ha la nhi - mg ngtriti co nhu can chi tieu cao hot nham khach hang ca nhan thong thuang. Thu nhap cang cao thi cac dei hal ve chi tieu cling nhu chit lugng cuOc sing se tang theo, din khi nhu eau ve cuOc sling con cao hon kha nang tai chinh hien co cda hg. Tir nhang dieu thyc M do ma viec phat trien cho vay tieu dimg yeti dta tugng khach hang cao cap cang nen chit trgng va dugc quan tam hon ca, bEri ctay la mOt nguan khach hang tiern nang mang lai lgi nhuan cao va an dinh cho ngiin hang. 1.1.4. Vai trb yea cho vay Ulu ding khtich king cao cAp (1) Dli vdi nen kink ti: Gap phin lam giam kb& Itryng Hen lwu thong trong nen kinh tee, dac biet la ties mat trong tay cac tang lop dan cu, lam giant ip lyc lam phat, nhEr vay gap phan an dinh tien te. Gap phan kich thfch kinh te phit trien, ngoli viec lam giant kh6i lugng lien !au thong, cho vay tieu dung KHCC con co kha nang lam kich cau cho nen kinh te, to dieu kien cho san xuit phat trien, san pham hang hea dich vu ngay cang da clang, doanh nghiep mEr rOng kinh doanh, gap phan kich thich kinh te phat trien. 5 (2) Doi voi Mich hang cao cap: Tang chit luvng cuOc song: ngoli viec chi tieu thong thugng, vay tieu dung con gitip nh6m KHCC dap ling nhu au ve: du Itch, mua sim hang hga cao cap, cho con di du hgc nuerc ngoai, Nhu cAu chi tieu dugc dap Ong se glop con ngueri lao dOng thoai kich thich tang sac lao dOng, lam viec tich cgc vi !tang au& han gap !lan cai thien vi nang cao chat Kiang cuOc sting. Tgo ra kha nang thanh town cho KHCC trot khi hg co du all Hen anthiet: Day la melt lgi the cho KHCC, tgi mOt theri diem Mit dinh khi kha nang tai chinh chua dap Ong dti cho nhu cau chi tieu, thi viec dung sin phAm vay tieu dung IA diEu thuon tien. KHCC se co du kha nang chi tra cho viec chi tieu trugc khi co chl so tien can Net. (3) Doi vdi nein hang tinning mei: Gail) ngan hAng nang cao hieu qui sir dyng  Ngan hang la mOt logi hinh doanh nghiep dftc Wet, kinh doanh ten 11th vgc tien te nen mai san phAm ngan hang dua ra deu lam anh hugng tai hieu qua sir dyng von va str ton tgi cfia ngfin hang. Cho vay tieu dung ICHCC IA mOt giai phap help ly cho ngfin hang, vira lam da clang hga san phAm cho vay, vira giai quyet dugc bai town u (Icing von, giam thieu rui ro vi co khi nang gia tang lqi nhuen cho nem hang. Ggp phAn phit trien cac dich vg ngin hang khic: bin san phAm cho vay tieu dimg cling &mg nghla phat mien them dugc nhieu dich vy ngfin hang khac di kern nhu: dich vg thanh town, dich vu chuyen tien qutic te, dich vy mua ban ngogi re, dich vg bao hiem, day la mOt di'e'm with khi phat trim cho vay tieu dimg KHCC, heti hg la nhang ngugi co so lin va kha nang di du lich, lam viec b nugc ngoai nhieu, nen viec phat trim them nhang sin phAm di kern la holn tom co the. Nang cao thu nhOp: voi m8i NHTM se co mOt tieu chi cv the ve KHCC, nhimg thin chung deu IA nhftng ngubi thu nhop On dinh, kha nang tra nq cua KHCC cao, ngan hang se giam bat lo nggi ve kha nang thanh toan nq vi !Ai vay khi cho nhom khach hang nay vay tieu dimg. Han nfta, cdc khoan vay thuong Ion nen mirc thu lai tir hogt dOng nay se cao hot, g6p phAn tang thu nhOp cua ngan hang. Gitip nglin Mug phAn tin rrii ro: veri nen kinh te bit On di kern d4c the' kinh doanh ngfin hang la kinh doanh tien te, nen do nil ro rat tem. Dtra sin phAm cho vay tieu clang KHCC vao dank myc sin phAm se &lip nem hang phan tan dugc rid ro tin dyng, giam thieu kha nang that thoit von vi tang Ica nhuen cho ngfin hang. 6 Thang Long University Library 1.1.5. Nguyen tic va didu kiln cho vay lieu ding Mulch hang cao cdp 1.1.5.1. Nguyen the cho vay DE dam bao an toan von, trong qua trinh cho vay tieu dung KHCC cac ngan hang thuong mai lu8n phai tuan thu cac nguyen tic sau: Tan vay phii dirge sir thing ding mgc dich di them thuOn trong hqp dong tin dying Theo nguyen tic nay, thi moi dieu khoan phai dugc xac dinh trueic ire mgc dich kinh te. KHCC c6 nhu cAu vay von, fru& khi vay phai trinh bay vai ngin hang mgc dich vay von, girl cho ngan hang ke hoach va cac giay to lien quan nhu: hqp dong lao Ong, sao ke Itremg 03 thing gin nhit, de ngin hang xem xet. Khi cho vay, ngan hang cling khach hang lop ban hqp dong tin dying vay yen va khach hang phai cam ket sir dung tien vay dung muc dich va dieu nay ducic ghi trong hqp diing vay Sau khi dtroc giai ngan, khach hang phai sir dung tien dfing vii muc dich nhu da cam 1(6'1. Viec nay Op phAn lam giam thieu nil ro cho ngan hang cling nhu nen kinh te, phOng ngira dirgc te nan rira tien, kinh doanh trai phop hoOc mua ban tieu thu nhftng sin phim trai veri quy dinh cua phap luOt. Ngin hang co trach nhiem kiem soat viec sir dung yin cua khach hang, neu khach hang sir dung von sal muc dich, ngan hang phiti ap dung cac bin phap the tai thich hqp shim nglin ngira nil ro co the xay ra cho ngin hang. Tien vay phii hoin tri ding Iran day di ci tic vi Ili Thu hal ca nq g6c va !Ai ding han la co so de cac ngan hang thuong mai ten tai va phat trien. Viet hoar' tra lai va gec c6 ding han hay kheng la mOi quan tam hang dAu cua ngfin hang khi cho vay. Nguan yen cho vay cua ngan hang chi yeti la nguen von huy (long, ngfin hang la trung gian va "la ngueri di vay de cho vay" nen phai dim bao hoan tra day di, kip then cho nguai girl khi hp co nhu au rut tien. Vi voy, ngfin hang dei h6i KHCC vay yen phai hoan tra dung then han, neu khong thu h6i ding has thi co kha nang can den viec ngan hang mat kha nang thanh toan va phi sin. De c6 the thgc hien nguyen tic nay trong quan 12 von vay, ngan hang phii xac dinh ri5 then han cho vay, kji tra nq cua timg khoan vay, dong thin thuerng xuyen then dei va dong dec KHCC trong viec tra nq. Viec thu Iii ding then han cling la viec ngan hang quan tam va kiem soat rat chit cho, beri lien lai tir cho vay tieu ding g6p phAn vao viec duy tri va phat tries nem hang. Ngfin hang c6 thu lai di va ding then han thi mai c6 kha nang chi tra cho cac khoan chi phi von vay dau vao, chi phi host dong kinh doanh, geip phAn duy tri vi tang 7 kha nang phat trim hoat dOng kinh doanh cua ngfin hang. 1.1.5.2. Dieu kien cho vay Thir nhat KHCC phai c6 dii hr cich phip ly Quan he tin dung giaa ngfin hang veri khach hang la quan hg dirge phap 141 bao vg. Vi v#y, no phAi dirge 1#p tren co so quy dinh ctia phap 101 Do do, cac chit the tham gia quan he tin dyng phai co to each phap 15r. Hon naa, trong quan hg tin dyng se phat sink sir chuyen giao vA giao dich ve tai san, do de an co sr xac nh#n ctia cac ben tham gia theo dung quy dinh ctia phip lust. Nhu voy, KHCC phai IA ngu&i co del to each phap 15 , de thyc hien cac giao dich. Thv hai, van vay phii dugc sir dyng hgp phip Vim vay phai dirge sir dung hop phap tire la khong dirge vi pham phip 1110 va phai sir dyng cho myc dich tieu dung ribs da theta thuan veri ngfin hang. Vi v#y, khi sir dung geoi vay tieu dimg, KHCC kh8ng dugc dung ngutin van d6 de mua ban, tieu thy bat kjr sin pham hang hem nio nim trong Mang danh muc bi nhi nuerc cam nhu: vii khi, ma tity, chat gay nghien, hang nh#p 19u, Neu phat hien ra KHCC sir dung tien vay de tieu thy nhang san phAm bi cam de, thi tai san 46 se bi phong toa hoc tich thu, KHCC se co kha nang phai chiu hinh phat truerc phap lust, lam anh htremg toi viec }loan tri plc va lai cho ngan hang, tir 46 se gay finh hiremg ten ca hai ben la KHCC va ngan hang cho vay. Thv ba,khich hang phii ci Ming Itrc Si chinh !huh mynh du de dim bio hoan tri tiin vay ding bon da cam kit Ljr do KHCC phai co tinh hinh tai cult' !Anti mph co the dirge hieu nhu sau: KHCC IA nhang ngtrai co thu nhap cao, nguen tien lem, tuy nhien chua chic nguen tien KHCC kiem dirge deu lanh monh vA hop phap. Vi the, khi )(et cho vay tieu clung, KHCC cang chimg minh re thu nh#p cos minh linh manh bao nhieu thi cing tat bay nhieu, de dam bio KHCC c6 co so yang chic holn tra throe tien vay &mg hart, dam bao vim ngfui hang kh6ng bi Anh huemg. Thirst - 1r, khich hang phii thyc hi§n dim bio tien vay theo quy dinh NHTM quan tarn toi dieu nay vi day IA thing cu dam bio thyrc hien trach nhiem va nghia vu cira KHCC trong quan he vay yen, ding la nguan thanh toan thfr hai cho NHTM trong trueng hop KHCC khong tilt doge khoitn vay. Tht nAm,phuong in Hal ding cis khich hang phii khi thi. Day la dieu kien nhim giup KHCC dam bio dirge zing, hang thing, sau khi KHCC da tra tien lai cho ngan hitng thi so den con Lai tren thu nh#p cim KHCC van do kha nang de duy tri va dam bao cuOc song on dinh. Day lit dieu kiln rat quan tong va 8 Thang Long University Library Thiit lop ho so cho vay Phan tich cho vay Quytt dinh cho vay  • Giai ngan Guam sat khoan vay • Thanh 19 hqp Bong cho vay Itammawinar can thiet de CBTD co the can nhic va to van chinh xac nhat cho KHCC khi hg co nhu can vay tieu dimg. Neu nhu ke hoach vay tieu ditng de chi tieu cho hang hem c6 gia tri qua len thi KHCC nen can nhac xem mire thu nh#p ctia minh c6 de dam bao vira tra nq vira duy tri cuOc song hay khEing. Neu sau khi tri ng cho ngan hang, ma cuOc sang ala KHCC khone dim bao thi nen can nhac lei ye viec vay tieu don hoc CBTD cep the to van so tien vay phis hqp vei tong dad tugng KHCC cu the. 1.1.6. Quy trinh cho vay hem ding khdch hang cao carp Quy trinh cho vay tieu dung KHCC deu dga tren co so, quy trinh quy dinh chung ctia viec cho vay d6u vai khdch hang ca nhan. Quy trinh cho vay IA bang king hqp nguyen tic, quy dinh cud ngfin hang trong viec cho vay, m8 ti cong viec cud ngan hang tir khi nhan ha so vay vain dm khich hang' den ' khi quyet dinh cho vay, glad ngan, glom sat khan vay, thu hal va thanh 19 hqp clang vay. Day IA co se cho viec phan quyan trach nhiem cho cac den tugng, bet phon num cho vay va la co so cho viec thiat 10p ha so, the tic vay von. So . do 1.1 Quy trinh cho vay tieu ding khich hing cao cap (Ngu Gicio trinh nghlep vy Ngiin hang thuang mid - Doi hoc Thong Long, 2009) But 1: Thiet lip ho so cho vay H6 so cho vay IA tit lieu van ban bleu hien men quan he tong the cart ngfin hang d8i vei khich hang xin vay. Hieu qua cud cho vay phi thuOc vao str holm chinh, tinh chinh xfic ctia ha so vay. Lop ha so la khau can ban diu tien cud quy trinh cho vay, dirgc thvc hien ngay sau khi can b0 tin dung (CBTD) tiap xec yeti khdch hang co nhu cau vay van. Tay then mad quan he giaa khdch hang vi nem hang, CBTD hueng din khdch hang 10p ha so yeti nhOng th8ng tin you au khac nhau. Nhin chung, mOt N ha so de nghi cap tin dung cho KHCC an thu th#p to khich hang nheng thong tin sau: - Thong tin va Ming Itrc phap 19 va nang Igc himh vi dim sg ctia KHCC. - Thong tin va' kha niing sir dung va hotin tra van cua KHCC. - Thong tin ve bao dam tin dung. Doi ved KHCC, mgi the tic vi gray to bon dugc NHTM tru tien vi toi gitin intuit co the, the tic de hoin chinh mOt by ha so vay tieu dimg kha don gian, khich hang chi 9 can cung cAp ban sao CMND, dien thong tin vao Giiy de nghi cAp tin clang, hoac met s6 truang hop khac can cung cAp giAy ter thing minh thu nhip, hoac met s6 giAy to khac thy theo you tau dm tang ngan hang, la holm toan c6 the hoan tat thu tat va duct xet duyEt vay. But 2: Phin tich cho vay Day la qua trinh danh gia khach hang ve cac dieu kiOn vay von va hoan tra nq vay, tit 46 ngan hang se dtra ra cac quyet dinh cho vay va giam sat cho vay. Ca thE, CBTD se that hiEn cac mac phan tich nhu sau: (1) Ning Ikrc phap khach hang vay phai la ngtrai co day dii nang tat phap ly va nang Itrc hanh vi din str. co ttO khAu thuang tni tren dia ban veri ngan hang cho vay. Ngan hang kung chip nhjn cho vay nhung ngubi dang trong then gian chip hanh an, bi teen an car t n kinh doanh, nhftng nguai bi tam than. Day la met trong nhfrng dieu kit'n tien quyEt de" xem xet cho vay nhim xac dinh trach nhiEm tru& phip lust vE vkc hoan tri ng vay. (2) Nei or trfi: day la ca so de ngan hang xac minh tinh )(at that dm h6 sa ma KHCC cung cAp. Neu thong tin ve nai sinh song ctia KHCC kh8ng chinh xac, thi CBTD c6 thE yOu tau KHCC be sung them nhOng giAy ter xac minh khac ve dia chi sinh sting. Dieu nay gifip cho ngan hang nim re &Km thong tin chinh xac cita khach ham ho sa vay von mirth bath va tao dieu kiEn thuin lqi cho CBTD trong viec quan 1ST sau cho vay. (3) Uy tin khich hing: day la yeu to het sic quan tong ma ngan hang can phai danh gia. D6i voi khach hang cu, nhung giao dich trute de voi ngan hang se mang lai met Itrong thong tin ye tinh trung that, cacngutin tai chinh va nang loc khach hang, thong tin ve tinh nghie'm tic trong nghia va tra nq. D6i voi KHCC moi , phin Ion la qua gieri thit'u, ngan hang dtra vao cac thong tin ter cac ngtin hang khk hoc ter KHCC c6 m6i quan hg vat khkh hang do. (4) Dinh giii ning lye tai chinh cia KHCC: la tieu chi hang diu cluqc nem hang quan tam khi cho vay tieu dung, vi ngiin hang multin hitt kha nang chi trA khoin vay hang thang cua khach hang. Khkh hang co mire Wang co ban va cao sau [hue thutmg duct tat tien hem Thong thuong, khach hang se phai Op bang lucmg va xac thin cling tac, sau do CBTD se ti6n hanh xac minh thong qua not KHCC lam viec. Mac do doi arcing cho vay la ngutri c6 thu nhep cao, va ngutin tai chinh on dinh, nhung CBTD yin phai danh gia lei nang lot tai chinh cfia khach hang, de dam bilo rang nhung thong tin ye KHCC d6 la dung, phang nem thing thong tin sai 1Ech din ted nhung nii ro dang tiEc xay ra. 10 Thang Long University Library [...]... non han cue ca nhan Cho vay lieu ding KHCC trong hpn: la plurcmg thirc cho vay c6 that gian tir tren 12 thing den 60 thing Hinh thirc cho vay nay trong cho vay tieu dimg thuong nhim muc dich mua sim tai sin, till& bi ca nhan, mua xe, cai thin den song gia dinh, ca nhan Cho vay lieu ding KHCC dli hpn: la cho vay co that gian trEn 60 thing, chit yeu la vay de xay clung nha a, cho vay du hoc, 1.1.8.2... cho vay tieu climg KHCC, tuy nhien, to co the dimg mot sit chi tieu djnh ltrqng sau de danh gia su 19 phat trim cho vay tieu dung KHCC cua NHTM met each Ichach quan va nhanh chring nhAt (1) Tic dp tang truing doanh so cho vay tieu ding KHCC Doanh so cho vay lieu ding KHCC„— Doanh so cho Tic df; tang vay lieu ding KHCC„.4 trwang doanh = *100% Doanh so cho vay lieu ding KHCC„_, so cho vay Doanh se) cho. .. viec phat trim san pham cho vay tieu dung KHCC, ngan hang co kha rang tang cao lqi nhujn va san phAm se co cu hOi phat then a trong cac nAm tiep theo (7) TO If the ngxau CVTD KHCC Nq xiu cho vay tieu dimg KHCC Ty 14 du nq xau cho vay tieu dung KHCC *100% Du my cho vay tieu dung KHCC Ty 14 nay cho to thiy, nq xiu trong cho vay tieu dimg KHCC chiem bao nhieu phArt tram du my cho vay tieu dimg KHCC Theo... xAu trong cho vay tieu dUng KHCC, de lam giim kha nang that thoat them luqng tien, neu ngan hang co nhang chinh sash &hp chi tieu nay giam xuOng, thi ca hOi phat trien cho vay lieu dung se co nhieu han, cac men cho vay ra se c6 chat luqng han, giant thieu nli ro va dem lai lqi nhuin cho ngan hang (9) Chi lieu yang quay win cho vay VOng quay von cho vay tieu dung KHCC Doanh so thu nq cho vay tieu dung... Day la mOt trong nhung diem nham thu hit KHCC vay yin tieu dung 2.4 Thwc trang plait filen cho vay den ding khdch hang cao cap tai Nein hang Mum% mai c6 phin Tien Phong giai doan nam 2012 — 2014 Turk hinh doanh so cho vay lieu ding khdch hang cao cap Bing 2.1 Doanh s6 cho vay tien ding khdch hang cao cap Don vi tinh: trieu thing Chi tau Tong doanh x so cho vay KHCC Nam 2012 TY trong SO lien (%) 69.281... KHCC„_, so cho vay Doanh se) cho vay tieu dung KHCC IA ding s6 tien ma ngan hang da cho KHCC vay tieu dung trong met kjr xac dinh Chi tieu the do tang tnremg doanh 56 cho vay tieu dung KHCC cho ta thAy su tang giam ve doanh s6 cho vay qua cac nam Neu chi tieu nay tang, chimg to ngan hang dang mer rung cho vay tieu dung KHCC, ngan hang giai ngan nhieu ham, san phim cho vay tieu dung KHCC da thu but duqc... yen viec chi tieu nay tang cao thi hieu qua cho vay tang cao bed, sau nhUng khoan cho vay con co nhang rui ro ve tin (long ma ngan hang se phai dOi met Chi tieu tong du nq phan anh quy and cho vay cua ngin hang, skr uy tin cia ngan hang 461 sled KHCC CM fieu teic di) tang tramg du nq cho vay tieu dung KHCC phan anh so ph& trien hay suy giam luvng van ma ngan hang cho khkh hang vay Neu chi tieu nay tang... boo tan vay trong cho vay lieu ding khdch hOng cao cap Dam bio tier vay la viec ngan hang sir dung mOt hg thEng cac bien phap nhAm phOng ngira riti ro, tao so so kinh to va phip 19 die thu hoi cac khoan nq da cho khich hang vay, giap nem hang pheng ngira nil ro trong cho vay tieu dung KHCC Bao dim tien vay c6 the bao bao dim bang tai sin hoac bao dim kh8ng bang tai san 1.1.7.1 Bcio dam ti'Jn vay bang... luting cho vay tieu dung KHCC ctia NHTM !thong tot, cac khoan my kho deti gia tang, kha nang mat von cao, lam anh being ten ket qua hoat dOng ctia ngfin hang H4 so nay tang, chang to ngan hang dang gap vin de trong cho vay lieu dung KHCC, san phAm cho vay kh8ng hi4u qua, nhieu khok ng xiu tang cao khien cho ngiin hang co kha nang mat von, kitting mang lai lqi nhuin cho nem hang, san phAm cho vay tieu... CBTD de co the thAm clInh khach hang tot han tram khi cho KHCC sir clang von cua ngan hang (8) Tril ng xau CVTD KHCC wfri rig quo hpn CVTD KHCC 23 TS, le du nq xau cho vay tieu dung KHCC veri nq qua han cho vay tieu dung KHCC Ng du cho vay tieu clUng KHCC *100% Ng qua han cho vay tieu dung KHCC TS, le nay cho to Wet trong s6 tong ng qua Ilan cho vay tieu dung KHCC thi co bao nhieu phan tram so d6 la . truing doanh so cho vay tieu ding KHCC Doanh so cho vay lieu ding KHCC„— Doanh so cho Tic df; tang  vay lieu ding KHCC„. 4 trwang doanh =  *100% so cho vay  Doanh so cho vay lieu ding. University Library Thiit lop ho so cho vay Phan tich cho vay Quytt dinh cho vay  • Giai ngan Guam sat khoan vay • Thanh 19 hqp Bong cho vay Itammawinar can thiet de CBTD. co se cho viec phan quyan trach nhiem cho cac den tugng, bet phon num cho vay va la co so cho viec thiat 10p ha so, the tic vay von. So . do 1.1 Quy trinh cho vay tieu ding khich hing cao