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

De hieu r6 han ve phat trier cho vay tieu &mg, co thE xem xit tren mot so quan diEm khac nhau: Theo quan diEm phat trier vi and dm nen kinh te: phat trier cho vay tieu dimg the hien 6 v

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

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

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

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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

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

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(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

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

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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

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 cart 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

(5) Dinh gift nhu cAu vay vein cfia khich hing: bit Ick ai ding deu co nhu cAu chi tieu, nhu cau ve von Tuy nhien, de nim bit duqc nhu cau vay vein cim dei along KHCC la viec khong di CBTD an tim hieu va tiep xfic v6i KHCC thi maxi nim bit duqc khcich hang dang ce nhu cau gi, muon sir dung dich vu ra sao va KHCC c6 can von vay de tieu dime hay khOne? Neu hieu va nim bit duqc chinh xac nhu cAu cua KHCC thi CBTD men dua ra duqc nhimg phuang an vay yen va sin phAm hop ly cho khach hang Tranh twang hop nhu cAu KHCC mot ding nhung CBTD lai dua ra nhOna san phim khong can thiet hoc sai lech yen nhu au do

(6) Dinh gia ck bien phip dim bio Hen vay: khi dna ra phuung thirc vay cho KHCC, cac CBTD an phai nim ri5 nhfing thong tin ve khach hang, nim rd firth hinh tai chinh cim KHCC, de co thE dua ra nhern2 cach thtic dam bao tien vay phu hop nhit cho khach hang Gil sir trong thin diem vay von, KHCC co nguton lirc tai chinh Mt, ding viec kinh doanh ca nhan cda My Mt nen ce thu nNip on dinh, c6 kha Ming tra nq dfing Nut va nhanh cheng, nhung kh8ng thE dinh gia duqc ring trong Mang lai hg van gift Cmg duqc nhfing dieu kien tot

de, chinh vi vay CBTD can c6 cai nhin ding din va chinh xac khi to yin va dua ra phuang phap dam bao tien vay cho Ichfich hine Dieu nay visa gifip KHCC thusfin tien trong viec vay von, visa gifip ngfin hang phi:mg tranh duqc nhOng rin ro neu khach hang khong c6 kha nang tra my

But 3: Quyet dinh cho vay

Quyet dinh cho vay hok tir chOi d6i v6i mOt h6 so vay cua khach hang la khau quan tong trong quy trinh tin dung vi no anh huemg rat kin den cac khau sau

va anh huong den uy tin va hieu qua host dOng cho vay tieu dung KHCC ctia ngan hang

Day la khau quan trong vi ding la khau pham phai sai (Am nhAt CO hai loaf sai lim co ban thuong xay ra trong khau nay: quyet dinh chip thuAn cho vay doi yeti mOt khach hang ;thong tot, hay tir chi cho vay del v6i mot kith hang Mt Ca hai Loai sai lim nay deu din den thiet hai ding ke cho ngin hang Loai sai lam this filth a dart den thiet hai do my qua han hoic nq kitting the thu hen, tirc la thiet hai ve tai chinh Loai sai lam thir hai de din den thiet hai ve uy tin va mit ca hOi cho vay

Nhim han the sai lim, trong khau quyEt dinh tin dung, ngan hang thiremg chfi tong hai van de: thu thap thong tin va xir VT thong tin mOt cach day dpi va chinh xac lam co so de ra quyit (Unit; trao quyen guy& dinh cho cac !Anil 40 ngan hang trong pham vi thim quyen nhit dinh ra phan guy& dip tin dung

Tren co sa quyet (Will dm lath 4o ce thAm quytn, CBTD co trach nhiem th8ng

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bao cho khach hang ve quyet djnh cho vay hoc tir ch6i cho vay tieu dung dEli veri KHCC Sau khi ra quyet djnh tin dung, kat qui co thE la chap thuan hoac tir chi cho vay, thy vao ket qui phan tich va tham djnh a khau truerc Neu chAp thuan cho vay, CBTD thong bao de KHCC tai k)% ket hqp d6ng tin dung va lam tiep cac &Mc tiep theo Neu tit ch6i vay, ngan hang se co van ban tra 101 va giai thich Iy do cho khach hang duqc r6

n6u co sal set 6 cac khau truerc Nguyen tic giii ngfin 11 1u8n Rion on lien von One

Lien to veri von dOng hang NM hoc dich v4 doi ling nhim dam bao kha niing thu h6i nq sau nay Tuy vay, giai ngan cling phai tub din nguyen the dam bao thuin Iqi Wadi gay kh6 khan va phiEn ha cho khach hang

Burk 5: GMm sit khoin vay

Giam sat khoim vay 11 khan kha quan tang nhim dam bao so tien cho vay dux

sir dung dung muc dich hay kh8ng, co dau hieu lira dio hay khong, Neu cac thong tin phan anh theo chiEu hugng tot thi chfrng to khoan vay &rot dam bao Ngtrqc n'eu co bAt ki dAu hieu tieu crrc nao thi ngfin hang co quyEn ngimg giai nem, thu h6i nq twat han Ngoai ra, ngfin hang co the you cau khich hang b6 sung them TSDB, giitm s6 tien cho vay khi thay can thiet de dam bio an than tin dung Giarn sat khoin vay giitp ngan hang nglin chart duqc 5, a sir dung khoan vay sal muc dich cua khach hang, kip thin dtra ra cac bien phap xir ljr neu co du hieu tieu cue xay ra nhim giant thieu

nu ro gay bAt lqi cho ngan hang

Butt 6: Thanh ly him tang cho vay

Cac khoan vay khi den han hok khi khach hang vi pham hqp d'eing thi ngan hang

se tien hanh thanh ly hqp d6ng Khau nay bao g6m:

Thu nos: Ngan hang tien hanh thu nq khach hang theo dung dieu khoan di cam

ket trong hqp dang cho vay Thy tinh chAt cua khoan vay va tinh hinh cua doanh nghiep, hai ben co the them thuin va 1ga chin mOt trong cac hinh thirc thu ncr.Neu den han tra nq ma khach hang khong co kha Wing tra nq thi ngan hang co the xem xet gia han nq hoic chuyen sang ng qua han de co Bien phap xir Ijr thich hqp nhim dam bio thu h6i nq

Thank ly hqp tang: Neu het theri han curt hqp d6ng cho vay va khach hang di

hoan tat nghia vv tra nq ca gac Ian !Ai thi nein hang N/A khach hang de se lam thit tic

thanh 19 hqp &Ping cho vay, giii chap tai sin va btu hti so vay von vao kho Itru ter Trong truang hqp nay, hai ben ngan hang va khach hang lien hanh thanh 19 hqp thing tin dung mac nhien Trong tnrtmg hqp ngan hang giam sat va phat hien thiy khdch hang vi pham nghiem tong cam ket ghi trong hqp ding tin dung, c6 the anh hurting den kha nang thu hoi van sau nay, ngfin hang ett the de nghi vi tien hanh thanh 19 hqp

ding tin dung bit buOc

1.1.7 Cdc bifn phdp dim 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 tai san

Bao dim tien vay bang tai sin la viec KHCC sir dung tai sin hoac nheng gitty to c6 gia thu0c quyEn so heu caa minh tai nein hang de vay von Trong phucmg thirc nay KHCC c6 the Iva chQn theo cac phtrcmg an nhu sau:

(1) Cam ca, the` chap tai son via khdch Ming vay:

- Cam co tat san: la viec KHCC vay von giao quyen kiem sok tai san dm mirth

sang cho NHTM cho vay clam gift trong snot than gian ngan hang cho KHCC vay vim, den khi nio KHCC tra het than 1)0 du my gac va lai thi ngan hang mai

lam thti tic hoin tra Iai TSDB cho khich hang

- Thi chap tai san: la viec KHCC giao cac giay chimg nhan quyen sa heu,

guy& sir dung tai sin cua minh sang cho NHTM nim gift trong thin gian KHCC vay von tii ngan hang, song tai sin van !tam trong sv kiem sok ctia KHCC Den khi KHCC hoin tra het day dir nq gac va lai cho ngin hang thi ngan hang mei lam the tic giai chip, hoin tra lai TSDB cho KHCC

(2) Bdo link bang tai son ctia bin Hui ba: Lit viec ben thin ba (ben cho muqn tai sin) bito lank, cam ket v6i NHTM cho vay vE viec sti dung tai sin thuOc quyen so heu, gia tri quyen so hilt di sin dm mink de" thvc hien nghia vu tra

my thay cho khich hang vay (ben vay) lieu den hart tra my ma khdch hang vay thvc hien !thong dimg nghia tra my cita minh

1.1.7.2 No dam tien vay khong bang tai san:

Bao dim tien vay kitting bang tai sin li viec KHCC di vay tieu dimg ma khong can sir dung den tai sin, giay to chang than amen sir dung tai sin dm mirth de dem di vay von KHCC dtrqc quyen vay dva tren uy tin cent mirth, khong can the chip hay

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cam c6 bAt kS, tai san nao khic Trutmg hop nay thuang ap dung yeti KHCC thqc su co

uy tin, c6 nguan lye tai chinh rat 6n dinh vi da ce lich sir giao dich tot veri ngan hang hoc cac to chirc tin dung khk

1.1.8 Phan logi cho vay dim ding khdch hang cao cap

1.1.8.1 Can cu veto that hpn cho vay

Vic phan foal theo that gian cho vay gulp NHTM c6 thE de ra nhang quy the phap 13% phii hop v6i host dOng cho vay thuc tien, cling nhu giup NHTM co quy dinh

de ap dung muc lit suet phu hop, dim him tinh an toan, sink lqi, va phi' hop vOi nguein von huy dOng duqc vai s6 tien cho vay Thai him cho vay thurtmg chia thinh:

Cho vay lieu ding KHCC nrin hpn: la hinh thirc cho vay 461 yea KHCC c6 that

gian tir 12 thing tra xu6ng vol muc dich chit yEu thda man nhu cau chi tieu 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 Can al viz° phwang tInk hoan tra nq

Cho vay tieu clang tra gap: la sin phim cho vay ma ngfin hang cap cho KHCC,

trong d6 khach hang duqc cap mOt ;chub tien nhim muc dich tieu dung IChich hang thuc hign tra din g6c, lei trong mOt khofin Mai gian nhat dinh theo quy dinh cue ngfin hang

Phucmg thirc nay thutmg ap dung cho nhftng khoan vay c6 gii tri ton hoc thu nhip dinh ky dm khich vay khong dit khit rang thanh town het mOt ran s6 ng vay

Cho vay tieu dung phi tra gap: hi phttcmg thirc cho vay tieu dung ma trong d6

khkh hang chi thanh town tien goc cho ngfin hang mOt tan khi den him Theo phtrang thire nay thi viec thanh tan geic va lei duct thuc hiEn nhu sau:

(1) Tien g6c (C) va lei (Cn) duce thanh than met lin vao cuai hen cho vay:

Trong de: Cn = C*i*n

Vol Hai suit cue ky thanh town, n: ky han thanh town

(2) Tien gac (C) dirge thanh twin vao 14 cuti cling cda theri han tra, can tien lei

m8i ky (Ck) duqc than!' town deu don theo timg 14 han

Trong de: Ck = C*i

1.1.8.3 Can eu theo phwang that cho vay

Cho vay theo hon mac tin dung

Day la nghiep vu tin dung ngan hang, trong 46 mill khich hang se duqc thee thuin vi cap mOt han mire tin dung nhit dinh, khich hang c6 quyen vay va tri nhi'eu lin ma s6 du nq cho vay tai moi th&i diem khong vuqt qui han mire tin dung cita

minh

Han mire tin dung duqc tinh tre'n co ser mire thu nhip hang thing elm moi ca than

va theo 461 tucmg khich hang Thai han tin dung duqc th6a thuin tnrem, can cir nhu

au chi tieu va thu nhip kiem duqc tong kjr, khich hang duqc ngan hang cho phop

thuc hien viec vay va tra nq nhieu kjr mOt each tan hoan, theo mOt han mire tin dung Thong thuOng, cho vay theo han mire tin dung veri KHCC duce cac ngfin hang cap theo hinh thirc phat hinh the tin dung not dia hoic the tin dung qtthe th

Cho vay thou chi

La hinh thirc cho KHCC duqc phep chi trOi (vuqt) so vai so du tien girl thanh toin hien c6 cim minh den mOt gieri han nhit djnh va trong khoing thhi gian xic dinh

Gioi han nay dtrqc goi IA han mite thiu chi

He dtrqc thiu chi, KHCC phai lam hqp &Mg cap han mire thiu chi veri nein hang, va c6 the phii tri phi cam ket cho ngan hang Trong that gian hoat (long, khich hang c6 the chi tieu vuqt qui s6 du tien girl cda minh trong ngan hang, nhung phai trong han mire thiti chi Khi khitch hang co tien nhop ve tai khoin tien giri, thi ngfin hang se to dOng thu nq gilt vi lai Neu khich hang chi vuqt qui han mire thiu chi thi

se bj phat vi dish chi sir dung hinh thirc vay nay

Hinh thirc cho 'vay thiu chi la hinh thirc than tien cho khich hang, glop khich hang c6 khi nang thanh toin chit dOng, kip thud Thin chi la loaf tin dung ngin han, linh hoat, thu tuc don gian, phin lem kh8ng cep tai sin bio dim, ce the cap cho ca nhan trong vii thing den mOt nam Hinh thirc nay chi dtrqc sir dung vai khich hang c6 do

tin ciy cao, thu nhip d'eu din va ky thu nhip ngin han

Cho vay theo mon

Cho vay theo men la mOt trong nhttng hinh thirc cho vay ngin han ph6 bien cim cic NHTM, trong d6, khich hang lam mOt b0 h6 so vay mOt lin thit dinh veri mitt tin dung ma ngan hang va khach hang da thea than Viri phuang thirc vay nay Mit tuc rat

re rang, nem hang chit dOng trong viec cho vay, phucmg that vay nay thuerng it nil ro hon Tuy nhien, khich hang se khOng linh dOng trong viec sir dung von, vi mai lan vay khich hang deu phii litm ho so vay von cho tong lin vay vet Ili suit, that han tit tien

va s6 tien vay xic djnh, dinh Icjr cu the cho tong khan vay khich hang phii tri nq mOt

15

Ian khi dao han Phuong thin vay theo man phi' hqp yeti khach hang co nhu cAu vay von kh6ng thutmg xuyen, hoac co tinh chat thtti vo

1.2 Phit hien cho vay tieu clang khach hang cao cap trong ngin hang thuung mai

1.2.1 Doi Wein Auk filen cho way lieu ding Mich king cao cap

Cho vay lieu dung KHCC la mot trong nhting hoat dOng mang lai thu nhap lan

va on dinh cho ngan hang, do 46, viec phat trier cho vay tieu dung luon la van de dtrgc quan tam hang diu cua cac NHTM De hieu r6 han ve phat trier cho vay tieu &mg, co thE xem xit tren mot so quan diEm khac nhau:

Theo quan diEm phat trier vi and dm nen kinh te: phat trier cho vay tieu dimg the hien 6 viec cho vay lieu dung gap phin lam tang lgi ich cac ben, gitip tang trutmg kinh

Theo quan diem cua NHTM: phat triEn cho vay tieu clang the hien cac khia canh:

—Gia tong se; luting khoan vay: s6 lugng KHCC vay tieu dung cing nhieu,

chUng to djch vg ngan hang do tot, dich vg nhanh ch6ng, cho vay phu hqp yeti nhu ciu thgc to cua KHCC, ne'n mgi lam gia tang dugc s6 lugng khoan vay fieu dfing

—Chit luting khoan vay lieu ding tilt dirge the hien qua kha nang hoan tra nq

cua khach hang MOt kholin vay chira nhieu nil ro, kh6 401 nq thi khoan vay

do co chit lugng kem, kh8ng nhttnithE con lam anh hmfmg tel vim cua ngan hang va lam giam kha nang tang du nq cho vay tieu dung KHCC

—Higgs qui kinh to cua khoan vay tieu ding: do la kha nang sinh lari ma khan

vay mang lai de" dam bao sir ton Lai "va phit then ben yang cua ngfin hang Thong qua hog dOng cho vay tieu dung KHCC nay se vo hinh gap phin vao

sq phat trier kinh 4 chung cua town xa hOi

Nhu vay, xet mot each khai quilt thi "pink men cho vay lieu ding KHCC dwpc Min ld sir ling lin vi tun KHCC cling nhu chit laying cho vay dim thing, dim brio ngdn hang ci thi tin to vet phrit men bin Wing" Trong firth vtrc ngan hang,

phat trien ngi chung va phat hien cho vay tieu &mg not rieng la mot chi tieu rat tong hqp, co lien quan chat the tel viec gia tang ve quy mo, 461 ttrqng cho vay, sq thay 461 theo huang tich cut trong co ciu cac sin phim cho vay tieu dung dang cung cap Phat then cho vay tieu clang cling dirge biEu hien cg the qua chit lugng va hieu qua cua

hoat dOng cho vay tieu dimg cua ngan hang do

1.2.2 Sy can Milt cia vtec phat Irian cho vay lieu ding khcich hang cao cap

1.2.2.1 Dal vdi nen kinh d

Cop phin thtic dAy qua trinh hit thong hang boa, tieu thy san cho vay tieu ding la san phim him ich, ce lqi cho nhieu ben tham gia, vira giip ngueri vay

thee man duqc nhu cAu chi tieu cia mink, via giap cho doanh nghiep ban va tieu thy

duqc hang hea Neu viec cho vay tieu dung khach hang thong thubng la can thiet, thi viec phat trien cho vay tieu dung KHCC ding nen duqc quan tam va day math hcm

Bed khi nhu au chi tieu cim KHCC thubng Ion vi zia trj cac mon vay tieu dimg cling cao hcm so veri 461 tuqng khac Neu NHTM nim bit duqc nhu cAu chi tieu cua KHCC

se dua ra duqc nhang chinh sach tru dal hip din nhim thu but so lugng KHCC vay von de chi fieu, tir day se g6p phin khone nho vio viec thic dAy qua trinh tieu thy hang Ha

Kich thick lieu ding, tir 66 g6p phin phat trien kink tk: khi NHTM cho vay fieu ding, se dap img mpi nhu cAu chi tut cia KHCC bit cir hic nao, bit cu thai diem nao KHCC se co clang chi tieu, mua sim hon to skr thunn lien trong viec thanh town djch vv Khi hang h6a duqc tieu thy, cac dich vy duqc sir dung se giup ngtreri ban co

von tao ra nhieu san phAm hang Ha bun oda, chinh vi the, cho vay tieu ding not

chung va cho vay tieu ding KHCC not rieng se g6p phAn khong nhO vac viec phat trien cia nen kinh te

1.2.2.2 Dai vii Iduich hang cao cap

Thda min nhu ciu tieu ding cfitt KHCC: moi ngtrixi thubng nglii ring KHCC

la nhUng ngtrbi co tien, nen hp kh8ng co nhu au vay ngan hang de chi tieu, ma chi co nhu cau cho ngtrei khac vay hoc cho ngan hang vay Tuy nhien, neu thin tren gee dO d6 se lam giam di mot lucmg khach hang Ion, tiem nang Biri dii tuqng nay Op mot phArt Ion trong viec tieu thy va kich thich san xulit hang h6a Ben canh de, khi KHCC

da co nhu au vay thi cac khoan vay thubng len hen so v6i khach hang ca than thong thuimg Hay mil khi khach hang ce nhu au di du ljch, hoc tip hay lam viec b ntrec ngoai, hq se !thong the mang theo mot s6 teen len de chi tieu, nen viec sir dung the quic to de thanh town la an thiet Neu tau va nim bit nhanh chi:mg duqc nhu cau nay thi NHTM se dap sing dupe nhting them man ve nhu au chi tieu cilia KHCC, tir do phat trien salt pham va thu ve nhang khotin lqi nhufm Ion cho ngan hang

Gip phin ning cao hot null chit hnyng cuOc sing cfia KHCC: khi KHCC sir dung san phim cho vay tieu ding, hp se dg ding chi tieu cho mpi nhu cAu cuOc song bAt cur lac Mo KHCC la nhCmg ngtrei ce gia trj tai sari I6n, nhung Wong han la sin

sang as mot luqng tien 16n tai thei diem chi tieu, hAu nhu se tien hp Or hftu thubng duqc kru tilt thong qua cac loai hinh ditu to nhu: mua ban co phieu, dAu to kith

17

doanh, nen viec dua ra san phim cho vay tieu dung danh cho KHCC se glop khich hang vira c6 the chi tieu moi litc, ma van co the dAu to lien cua minh vio nhemg danh muc khac de kitm ibri ham nita, nhu cAu sinh hoat chi tieu gia tang se g6p phAn nang cao hon nda chit luong cuOc song cua KHCC

1.2.2.3 Doi vol ngiin hang thwang mgi

Chip da dyng his danh muc san phAm cho vay, fir de gip phial phin tin nil ro: phit trien cho vay tieu dimg KHCC se ghip nem hang ma rang them san phitm, da

Bang hoa danh muc san phAm cho vay, thu hilt them sir chi v va kich thich nhu cAu chi tieu cua KHCC Neu NHTM khong c6 san phAm cho vay tieu dium thi Fit co the mat

di mot luting KHCC nhAt djnh, Uri neu nhu au vay tieu Ming phat sinh ma ngan hang 'thong dip Ong duqc, thi KHCC se tim tai ngan Wing khic vi se de lai skr bit tien cho khach hang Them vio do, phit trien cho vay tieu dimg KHCC se gulp ngfin hang phan tin duqc rai ro tin dung, tranh tinh trang tap trong qui vio mOt hang muc nio do lim thAt thoit von ngan hang

Gia tang thu nhYp cho NHTM: cho vay tieu thing KHCC la mOt san phAm sinh

len on djnh cho nein hang, bEri nguon tri nq cua khich hang minh bath, 3n djnh, cic khoin vay lai Ion nen khi nang thu lai rat cao Ngfin hang se khong phii lo ling ve viec kith hang khong hoan tri duqc nq g6c vi lai khi den han thanh toin, nguifin thu

to loaf hinh vay nay ye lau dal se li ngutin thu ben yang, gia tang thu nhop cho NHTM

Chip tang cuirng moi quan ht vii khdch hing cao cap: neu phit trien tot san

phAm vay nay, di kern yeti djch vu thanh tom nhanh cheng, tho tuc vay don glint nhung van dim bio an toil' tin dung, thi se thu hid duqc mOt luqng KHCC lEm, khi

khach hang th6a man va hai long ve san phim, thi luting KHCC cu se la cAu n6i di

ngan hang tiep can them nhi'e'u KHCC mei, him gia tang khoin vay va indi quan ho v6i KHCC cua nem hang cling duqc ma rOng

1.2.3 Chi den dank gid sir ph& triin cho vay ding khdch hang cao cdp

1.2.3.1 Chi lieu djnh tinh

Li rilieng nguyen tic the hien six phit trien cua cho vay tieu &mg not chung va cho vay tieu dimg KHCC nal rieng Chi tieu nay kh6 xic djnh duqc mire chuan mtrc, nhung g6p phin quan trong trong viec &Snit gii su phit trien cho vay tieu dimg KHCC cim NHTM De xem xet str phat trien cua cho vay tieu dimg KHCC to co the can cir vio mOt s6 chi tieu djnh tinh nhu sau:

Khi fling thu hit KHCC din vay von vi m6 rOng sang sir dyng the djch vy khic cua ngin Ming: day li tieu chi hang dau ctia cfic NHTM m8i khi dua ra mOt san

phAm dich vu mai San phAm do thanh cang hay khong can dua vao nhieu yeu to, nhung quan tong han het IA viac khi dua ra san pham vay tieu thing, KHCC co the

titp can vim ngfin hang a clang, ben canh da co the tim hieu va sir dung cac dich vu ngfin hang khac Ta d6 ngan hang cang co kha nang thu hot KHCC den sir dung san phAm cho vay tieu dung cua minh, &Ong then loi keo duqc KHCC sa dung sang cac san phAm dich vu khac cua ngan hang, cho thAy cho vay tieu clang KHCC cua ngan hang cang phat trien

Khi nang thda man nhu ciu vay Won cua KHCC: day IA chi tieu the hian ro duqc su phat tries cua nem hang trong cho vay tieu clung KHCC Ngan hang co dich

vu tot, co chAt luqng can N.) nhan vien chuyen nghiap, chu dao thi meri dap Ong dtrqc nhung KHCC Ich6 tinh KHCC kh8ng co nhu cAu vay tieu dung nhieu, nhung neu ngfin hang co nhCmg chinh sach de thu but KHCC, them man dirk nhu au chi tieu cua hQ thi KHCC san sang sir dung dich vu cua nem hang ngay ca khi kha nang chi tieu cua KHCC du da Khi san phAm cho vay tieu dung dap Ong duqc nhu au vay cua KHCC thi cling the hien cho vay tieu dung KHCC phat hien

Kha nang rut ngin thM gian giai quyet nhu cau vay tieu dung cua KHCC: hau het KHCC deu IA nhang ngueri tham gia nhieu linh vtrc khac nhau, dia vi cua hQ kha cao va that gian lam viac cua KHCC cling nhieu has Chinh vi the, then gian vol KHCC con quan trang has so vai khkh hang th8ng thuang KHCC se thAy hat long khi dich vu ngan hang nhanh cheng, tian lqi, cac khoan vay thuc hian nhanh, Ulu tuc don gifin tai da se IA nh(tng dieu ma KHCC quan tram va uu tien han ca Nhu vay, ngan hang cang co kha Wing rut ngin duqc died gian giii guy& nhu cau vay, dap Ong tin da yeu au cart KHCC, phan anh rang cho vay tieu dimg KHCC co ca hOi phat tries tot

Skr chtit chi trong quy djnh cho vay cua ngfin Wang: vol bAt ky khoan vay nao

ding vay, tir KHCC cho tad khach hang ca nhan thong thuang hay din veri cac doanh nghiap vay von, thi Ilion den heti su chat chi trong cac quy djnh Day la yeti to dam &to ring cac mon vay cua KHCC dugc kiem tra va thAm djnh ky Wang timg khau mot, dam bao giai nem dung doi tucmg, &mg awe dich vay, to d6 phong tranh duqc nhung nil ro ve that thoit vim kh8ng may xay ra cho ngim hang

Quy djnh cho vay tieu &mg KHCC se cang chat chi has, gifip ngfin hang sang Ipc va gat be duqc cang nhieu cac khoan cho vay co rid ro, ta da chAt Itayng cho vay tieu dung KHCC cang hit has, sin phAm cho vay tieu dimg KHCC cling ngay cang phat tries

1.2.3.2 Chi tieu djnh ham

Co kha nhieu chi tieu djnh luqng de co the danh gia su phat then cua 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

so cho vay Doanh so cho vay lieu ding KHCC„_,

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 rthie'u su quan tam ctia khach hang VA nguqc lai, neu chi tieu nay giam theo cac nam, chUng to ngan hang dang giam luqng tien cho vay, hoot (tong cho vay tieu thing se co Icha nang bi thu hgp lai

(2) Tic 4 tang Mang doanh so thu hii np cho vay lieu ding KHCC

Tic do tang Doanh so thu np CVTD KHCC„— Doanh so thu np

*100• thu hai ng

bi anh htrerng Chinh vi the, day la met trong cac chi tieu an duqc ngfin hang quan tam chit the de co the kiem snit nit nguOn ti'e'n cho vay, dot ke hooch tilt, tang truong dung

ke hooch ma ngan hang a de ra min khi dua vao met san phim meri

(3)Tic 4 tang Mang dw ng CVTD KHCC

Tic 4 tang Throng dw ng Du np CVTD„ — Drr np' CVTD„ 1

*100%

Du nq cho vay la s6 tien ma KHCC dang can nq chua tra tai mat theri diem nhAt dinh, hay not each khac, du nq cho vay tieu ding KHCC IA so tien da phat cho KHCC vay nhung ngan hang chua thu hai ve duqc Tang du nq bao gom du nq cho vay ngAn han, trung han, dai han TOng du nq thAp chimg to hog clang ngan hang con yeu kern, khong co kha nAng ma rang cho vay, kha nAng tiep thi cua ngan hang kern, trinh da CBTD con thAp Tuy nhien, viec nay khong clang nghia 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 qua cac Mm, thing to thOi gian vim qua nem hang da cho KHCC vay nhieu len, va ngtrqc loi Chi tieu nay gitlp ta nhin mot each khich quan ve so phat then cho vay tieu dung KHCC, nett ngan hang co fit tong tai sin phAm cho vay tieu dung KHCC thi tong du nq qua cac nam meri co chieu huong tang, tuy nhien, can phai dkra vao nhung chi tieu khac de dinh gia tot hon ve so phat trien ctla san phim, b6i con s6 ding du nq con c6 the bao gom nhUng khoan ml ngfin hang chua thu hal ve dirge tir ky franc hok nam tnrac don lai, chic khong phai la tong so tien ngfin hang giai ngan trong mat kt nhAt dinh

(4) Tic dp tang truang KHCC

Tac dQ tang So KHCC vay yin tieu ding.— Si KHCC vay vim heel dung, '

Chi tieu toe di) tang twang KHCC vay tieu dung cho ta thiy so phat then ve mAt s6 Itrqng khkh hang vay tieu dung qua Mc nano Neu Mc 40 nay tang qua Mc nam, chimg to san phAm vay tieu dung KHCC coa TPBank dA thu hit duqc str quan tam Ma KHCC, san phAm se co kha rang phat trien nit trong tuong Iai, thu hit dirge nhieu KHCC, giitp nem hang tang tnr?mg va phat trien ben yang Ngugc Iai, neu chi fieu nay giam, thing to s6 Itrgng KHCC vay tieu dung it di, sin phim chua dap img duce nhu cau cua KHCC, khach hang khong vay nhieu se khien cho so thu hit cita sin pham giam di, sin phAm vay tieu dimg KHCC kern phat trien, san ph'im se ngay tang thu hep Iai va ngan hang se giam di mat khoang lqi nhuin ding ke

(5) Tf trpng the np CVTD KHCC hen the ny cho vay KHCC

quy me cua cac khoan cho vay tieu dung KHCC la bao nhieu bleu t9 gong nay cao, chang to cho vay tieu dimg KHCC cang gill vi tri quan gong trong hoat dOng kinh doanh cua ngan hang, can dugc quan tam nhi'E'u han naa de ma rOng, phit trien va quan 19 rui ro cho vay tieu dimg

Neoli nhUng chi tieu dinh lugng neu tren, de anti gii sg phat trien cua cho vay tieu dim& ta khong the be qua cac chi tieu a mat my qui han, ng xau, hal day la mot trong cac tieu chi phan anh re nhat t ve kha nang phat trien cua san phAm cho vay tieu dung KHCC Theo Quyet dinh se 02/2013/1'T-NHNN, cac khoan ng tin dung khfich hang cila ngfin hang dugc phan loci tir nhom 1 dEn nhom 5 nhu sau:

Nhem 1 (ng du tieu chuan) bao gem: cac khoan ng trong han va dugc dinh gia la

co kha nang thu hai day di, ca ng g6c va lai dimg han Cic khoan my qui han dm% 10 ngay va dugc danh gii la co kha nang thu hei day du gee vi lai bi qua han va thu hei day du nq gee va !Ai con dung han

Nhom 2 (nq can chu 9) bao gam: Ng qui han tir 10 den 90 ngiy Ck khoin my

da dugc diEu chinh k9 han tri ng Ian (tau

Nham 3 (my duoi tieu chuan) bao gam: Cic khan ng qua han tir 91 den 180 nay, cac khoan my co ca cAu lai thtri gian tra my ran dau, trir cac khan ng dieu chinh k9 han tra ng Ian dau phan loci nh6m 2 Cac khan ng duce mien hoc giam lai do Ichach hang Musing du kha nang tra lai day du theo hap deng tin dung

Nhem 4 (ng nghi nga) bao g6m: Cic khoan ng co cAu lai thai han tra my Ian dau qui han dtrai 90 ngly theo thin han tra my dugc co au lai Ian du Cac khan my co

au lai thai han tra ng Ian thir hai

Nhom 5 (ng co kha nang mat yen) bao gem: Cac khoan ng qua hail tren 360 ngay Cic khofin ng ca cAu lai then gian tra my Ian dill qua han tir 90 ngity ter len theo then han tra ng dugc ca cAu lai Ian dau Cac khoan ng ca au lai thai hart tra nq !An thg hai qui han theo thin han tra nq dugc co au lai Ian thfr hai Va cac khoan ng co au Jai thai han tra nq Ian thu ba tra len, ke ca chua bi qui han hoc da qui han va the khoin my khoanh, ng char xer 19

Trong do, cac khan nq dugc phan loci tir nhom 2 den nhom 5 la my qui han, tit 'them 3 den nhom 5 dugc xem la ng xau Tir nhUng quy dinh ve phan Ioai my va nhom

my its tren, de dinh gii ve skr phat trien cho vay tieu dung KHCC, ta co the dimg mot

se chi tieu ve cac nhom my nhu sau:

(6) TS, If nil gulf hen CVTD KHCC

T9 l nq qui han cho vay Du my qui han cho vay tieu diing KHCC *100% tieu dung KHCC Du nq cho vay tieu &mg KHCC

Day IA chi tieu danh gia dO rui ro ve cho vay tieu dung KHCC cua NHTM, theo quy dinh cua NHNN nett ty 14 nay cao hon mac 5%, chang t6 cac khoan du my cho vay KHCC chua tot, nq qua han cao, nem hang can co nhftng chinh sach va phuong

an a giam tjt 14 nay, phong Worth rut ro mat von cfia ngan hang Neu he s0 nay co xu huang tang theo thai gian charm to trong tong du nq cho vay tieu &mg KHCC cua ngfin hang dang co nhieu mon nq qua han, ket qua cho vay tieu clung KHCC khong hi4u qua, IASI dao nem hang an ce-bien phap va phuong huang r6 rang de xir 1Y cac khoan nq qua hp, nhim phOng nein rai ro xiu nhAt xay ra Neu h4 só nay earn qua cac nAm, thi chang to cac mon cho vay tieu clung KHCC cua ngan hang kha tot, ac men nq qua han it, ngan hang co nhang chinh sach hqp bet de quart ly ch5t the cac mon vay Neu mOt ngan hang ma co t1 14 my qua han cho vay tieu dung cao, thi chimg to san phAm ay kh8ng dat hi4u quit, kl5 co kha nang phat then trong Prong lai, va ngtrqc lai, khi 14 nay thip, chimg to sin phAm dang dap img tot nhu cau cita thi throng, can b0 ngan hang co chitin Itrqc tot trong 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 trong cac nAm tiep theo

(7) TO If the ngxau CVTD KHCC

Ty 14 du nq xau cho vay Nq xiu cho vay tieu dimg KHCC

*100% tieu dung KHCC 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 nhu NHNN quy clInh thi t nay khong &Km vuot qua 3%, neu vuqt qua 3% chimg to chit 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 dimg KHCC se MI6 co co hOi phat trien Ben conh de, khi h4 s6 nay earn, chang to ngfin hang dang quan tri tot cac mon vay tieu dung KHCC, so ng xiu gikn, nguon tien thu hoi ve duqc nhieu lam giam rut ro cho ngan hang, kiem soat duce cac khoan my xiu se giap ngan hang co thei gian tim kiem co hOi phat then trong tuong lai Chi tieu nay giap ngan hang biet

duce ring ho an day manh viec thu hoi nq, Wang cao chit Wong quan 1Y rai ro, nang

cao chAt *mg kien thac cho 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 nq xAu, nq xAu la nq tir Mom 3 den rthom 5 theo quy dinh cua NHNN, cu the nhu sau:

TS, ng qua han, nq xAu cho biet chit linme vi nii ro cha danh muc cho vay cua ngan hang: co bao nhieu diing Bang bi phan loaf vao nq qui hart, ng xiu tren 100 ang cho vay Cite chi tieu ve tSi 1e nq xAu va nq qua han cho vay tieu dung KHCC can thap bao nhieu, chung to viec quan ly nq ciut NHTM cang tot bay nhieu Va ngugc lai, neutSt le nay cao NHTM cang gip kh6 khan tone kinh doanh vi co nguy ca mat von, mat kha nang thanh toan va giam lqi nhuiln, the hien chat Itrqng tin dung thap va ngugc lai, NHTM an xem xet lai viec co nen cho KHCC vay tieu dung ncra hay khong, quan ly cac khoan nq da tot chua, va nen tim ra hinfang giai quyet cho cac men

nq nay de giam thieu viec mat vOn ctia ngfin hang

Chi tieu nay the hien re su phat trien va kha nang phat trien sin phim cho vay tieu climg KHCC cua ngan hang Khi he s6 nay tang manh, ngan hang se kh6 05 -co hoi phat trien cho vay tieu dung KHCC, thay vi viec dap tuc cho vay, tiep tuc tim ngu6n KHCC meri, thi ngan hang nen tni trqng vao viec giii quyet ng 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 Doanh so thu nq cho vay tieu dung KHCC

tieu dung KHCC Du nq cho vay tieu dung KHCC birth quthi

Chi tieu nay the hien t6c dg luan chuyen cac khoan vay tieu dung ma ngan hang cap cho KHCC, nen cach khk, chi tieu nay cho biet nein hang thu dugc ng KHCC bao nhieu de co the lai cho vay mai Day la chi lieu quan trqng dtrqc cac ngan hang tinh town hang nam de dua gia denh gia kha Sing t6 chirc quan ly vOn tin dung va hieu qua tin dung trong viec dap ling nhu citu vay cua KHCC Wing quay von cho vay tieu dung KHCC cang cao chting to ngu6n von vay ngan hang da luan chuyen nhanh, tham gia vao nhieu chu ky sin xuAt luu th8ng hang h6a Val mgt s6 von nhat dinh, yang quay nay cang nhanh thi ngan hang cang tiet kiem dugc chi phi, tiep tuc dAu to vao cac linh

we kit, do 46, cing tao ra nhieu Iqi nhuin cho ngan hang, san phim cho vay tieu ding KHCC cing co ca heti phit trien mph me

1.2.4 Cdc yiu to (ink lurong thi sir phit Irian cho vay lieu thing khich hang cao cap

1.2.4.1 Nhdn to khach quan

(1) Mbi triton kink to xd Is i

Wit nen kinh to on dinh, phat trien se tao ca hOi ma rang vi phat trien cho vay tieu ding KHCC Khi cic doanh nghiep lam An tat, ma rang kinh doanh, khien cho cic

ca nhfin c6 them viec lam, tang thu nhip, gia tang nhu thu fieu ding hang boa_ dich vas tao dieu kien cho san phim vay tieu ding co ca hoi phat trien Ngugc lai khi nen

kinh to phit trien chasm chap, kh8ng on dinh, nhu eau vay von se gram, khi ning hip thy von dm nen kinh to &tin sut, ngan hang du thira mOt Itryng van lem, Ichich hang lchong CO nhu cAu hoc cat giam nhu eau tieu ding, tir 46 lam chasm 1a1 sy phit trial cho vay tieu dung KHCC

(2) Mei trwong pluip ly

Li bin tay hau hinh cim Nhi nuac tic dOng vao nen kinh te, nhim being nen kinh to phit trial theo mOt myc tieu, the dO dm mirth Mai twang phip ly khong chit che, nhieu khe ha vi bit cop se tao ca hOi cho cic doanh nghiep lam An bit chink, lira dao, khien cuelc sang vi thu nhip cua cic ci nhan bip berth, kung an clink khien ale nhi dAu hr kh8ng manh dart du tir vao linh vtrc meri, ngtrai din thi e de trong St chi

tieu, cic yeu t6 Ay phin nio lim giam vi ngfin chin sy phit trien cho vay tieu dung nog chung vi cho vay tieu ding KHCC not rieng

(3) Dgo iltir nye& vay

Da la khach hang CA 'than thong thu?mg hay KHCC, thi yen de dao dirc luon la yeu t6 dau tien tic dOng toi ket qui elm khoin vay Khofin cho vay co tot kh8ng, co chit lugng vi co kha niing phit trien hay kung, dau dya vao sy hap tic giva nganhang vi khich hang Neu khich hang khong co thien chi thi se rat kh6 khan trong viec thim dinh khich hang vi thu hal nq khich hang Sy thieu thien chi dm khich hang the hien trong viec khong cung cap day di" thong tin, dtm thong tin sai lech hay do tinh lira dim chiem dyng yen trai yeti phip luast, ca firth hoc glair tiep lam inh huang tai van cua ngin hang NhCmg hank vi nay cua khich hang deu mang 10 ',hang Mn that vi rai

ro cho ngfin hang trong hoat dOng cho vay tieu dimg Tir nhang hinh vi xiu xuit phit tir dao dire ngtrai vay, se lam chasm qui trinh phit trien cua cho vay tieu ding KHCC, inh huang xiu ten ket qui hoat dOng kinh doanh cua ngfin hang

(4)Ndng ler tdi chink Call Hutch hang cao cap vay van

Trong hoat dOng cho vay tieu ding, khi nAng tai chinh cua KHCC dong vai tr6

25

kha quan tong trong viec phut trien sin phim cho vay Neu ICI-ICC c6 kha nAng ve tai chinh, nguan thu nhap On dinh va ben vdmg thi mai dam bao str chi tra nq cho ngan hang, ngfin hang mai c6 nguan thu, c6 lqi nhuan de ma rOng vi phut trien cho vay tieu dung Nguqc lai, neu nang lye tai chinh coa KHCC khong on dinh, se lam inh huang toi viec chi tra cac khoan nq, tra lai hang thing dm khach hang, ngan hang se ce kha nAng ten that mOt khoan yen kha Ian khi cho KHCC vay Dieu nay lam anh huang teri

su phut trien cna sin phlm, KHCC phai c6 kha nang tra nq, thi ngan hang meri ce co

hpi phut then va me reng hoat Ong kinh doanh cua minh Neu KHCC thong ce kha nAng tra cac khoan lai, gac vay cho ngan hang, thi Iqi nhuan cua ngfin hang se giam sut

vi kW) c6 co hOi ma rOng va phut trien

(5) Rai ro trong cuPc sang, cung viec caa kluich hang cao cap

Viii bat cir doi tucmg khich hang nao ding Vey, viec phut trien kinh doanh vi hoat dOng kinh doanh trong cuOc sang deu co nguy co gap rui ro Tat ca cac linh vim nett khOng duqc quart tri tot, thi deu co khi nang that bai, cung viec kinh doanh vi dal song elm KHCC li yeti to inh htrOmg true tiep den kha nang tra nq cho ngan hang Neu Bari sang KHCC c6 On dinh, nguen thu ce on dinh lanh mph thi kha nAng chi tra nq, lai cho ngfin hang cling se tang cao, it rid ro Vi nguqc lai, khi cu'Oc song cua KHCC bi anh htrang boi nhieu yeu to tic dOng ben ngoii, thi KHCC se to la trong viec quan 19 cac man nq cua nem hang lir da, ngan hang se phai quan 19 cac m6n nq nhieu ham, nli ro thu hai nq cung tang, sin phArn cho vay tieu dung KHCC se thong mang lai Icri nhuan cho viec kinh doanh cua ngAn hang, lam giam str phut then cho vay tieu dimg KHCC

1.2.4.2 Nhdn to anti quan

Su phut trien cho vay tieu dimg KHCC a met NHTM chn yeu do chinh nOi lye

cua ngan hang quyet dinh Trong de phai nhAc den mOt so nhan to chinh nhu:

Dinh twang phdt Irian can nein hang

Day 111 dieu !den tien quyet de phut trien hoat dOng cho vay tieu clang KHCC Neu trong ke hoach phut trien cua minh, cac nan hang ;thong quan tarn den hoat dOng nay, thi khi khich hang thuOc nh6m KHCC c6 nhu au ve vay tieu dung se Wong duct quan tam Nguqc lai, neu ngfin hang main phut trien boat dOng cho vay tieu

&mg nham tai KHCC thi ho se Qua ra nhfing chien Itrqc cu the de thu but khitch hang den viii mirth Vi khi de, cung cau se ce didu kien Union lqi de gap nhau, cling 05 nghia la cho vay tieu dimg KHCC se c6 nhieu co hen phit trien

Nang lirc tai chinh can ngan hang

La mOt trong nhung yeu to duqc cac nhi lanh dao xem xet khi dua ra quyet dinh

trong do c6 cac quyet dinh ve hoat dOng cho vay tieu dung Nang Luc tai chinh cua ngan hang dugc dua tren mOt s6 yeu t6 nhu se) lurrng vim chit se het, tjr le phin tram lqi nhuan nam sau so veri nam tank, tjr trgng nq qua han tren tong du nq, só luting tai sin thanh khoan Neu ngan hang c6 von chit ser hfru Ian, tS , I 'e ph'An tram Igi nhuan Ian,

nq qua han thap va co s6 Wang tai sin thanh khoan Ion, kha nang huy Ong v6n Ion trong Mai gian ngin thi co the coi la co sirc manh ve tai chink Khi ngan hang co* sac manh tai chinh Ion thi co the dAu to vao cac danh muc ma ngan hang quan tam, tir 46 hoat deng cho vay mai c6 ca hOi phat then, va nhom dot tugng KHCC cling co ca hOi

de sir dung va tan Wang het nhung sin phim cua ngan hang Ngugc loi, neu ngan hang khong co dugc so win can thiet de tai trq cho cac hoot dOng dugc uu tien han, thi hoot dong cho vay tieu Ming se co it ca kqi phat trien

Chink sach tin dpng cua nrin hang

La hg thong chit chtrang, dinh huong quy dinh chi ph6i hoat tin dung do hei &Ong quan tri dua ra nhem sfr dung hieu qua ngutin win de tai trq cho cac doanh nghiep, be gia dinh va cac ca than, trong do da bao gem nhom KHCC

Thong throng chinh sach tin dung co cac khoan muc sau: han mire tin dung, cac

foal hinh cho vay ma ngan hang thin hien, quy dinh ye tai san dam bao, k Sr han coa cac

khoan tin dung, huang giai guy& phan tin dung vugt qua mac cho vay, ckh thirc thanh toan nq, Chinh sach tin dung vach ra cho CBTD huang di va khung tham chieu re rang ve can city de xem xet cac nhu au vay v6n Neu nhu cho vay tieu dimg kh8ng nam trong danh sach cho vay cua ngan hang, hoec, ngan hang co dp dung cho vay tieu clUng nhung kh8ng co chi tieu nay dOi veri nhom KHCC thi cling la nheng Ich6 khan nen nhu cac khach hang nay c6 nhu cAu tiep 'dm nguon von dm ngan hang

Vi du nhu, Whom KHCC la nheng ngutri c6 kha nang ve tai chinh rO rang va On dinh, do skr phat sinh nhu cau tieu dung ngoai muc thu nhop hien tai, hoec phat sinh nhu eau di du lich nuem ngolti nhung khong the mang theo qua nhieu tie'n met, Itic nay can tot sir WS trq vein tir phia ngan hang, nhung ngfin hang loi kitting cho vay theo the tin dung hoec khong c6 chinh sach cho vay tieu dimg, thi nhltng khach hang nay di co

du kha nang chimg minh thu nhop hay phucmg in tra nq cling khong the tiep can nguOn von cua ngfin hang dugc

Do su canh tranh glib cac ngan hang ngay cang gay git nen co chinh sach tin dung dung din la yeti to thu but khach hang hien qua Nham KHCC la Siang ngutri co kha nang chi tri on dinh, nen viec nem hang da dong h6a sin phAm, ap dung lai sulk hgp !Sr, la dieu kien tot de thu but cac khach hang nay den veri ngan hang, tir da phat trien san phAm cho vay tieu dung KHCC

Do trinh cling nhu Aso der nghI nes* cda Sc CBTD

27

Dieu nay c6 anh huOng kh8ng nho tei kha nang phat triEn cho vay tieu dung KHCC cita cac ngan hang thucmg mai Neu nhu dao dirc ngueri vay dugc xep vio vi tri hang dAu trong cac nhan t6 khach quan thi dao dire CBTD dugc xep vao vi tri hang dAu trong yeu t6 chit quan Neu CBTD ce trinh 40 nhung khong co dao dtic nghe nghiep thi cling v8 gia trj, vi lqi ich ca nhan hg se sin sang lam din hai tai lgi ich ngan hang Trinh d0 chuyen mon cua CBTD Ong can dugc trau doi va phat hien thi mai tham djnh chinh xac ve khach hang cling nhu phuong in tra nq ctia khach hang, tir da dua ra quyet djnh dung din

Neu tiep Vic v6i Ichich hang thong thurang da Ich6, thi khi tier) Vic veri cac KHCC se con khe hen, ben hg la nhUng ngu&i c6 trinh dO hpc van cao, c6 mac thu nhAp cao hen khach hang thong thuang nen deli khi nhu cAu vay tieu dung cimg it hen

vi thmang la nhang khich hang kh6 tinh, khit khe DE gieri thi'eu va thu but sv chit 9 cila hp tai sin pham cho vay tieu dimg se an str kheo leo vi nhanh nhay tir CBTD Moi CBTD la met hinh anh dai dien cho ngin hang, neu khach hang cam thay an tam khi tiep Vic veri CBTD thi hg se (fling y tim hiEu vi sir dung dich vu cho vay tieu dung cua ngan hang M6i quan he cua CBTD cling gap phin lam thitc day phat triEn cho vay tieu dung KHCC, beri khi CBTD c6 m6i quen Net rung, CBTD co nguon khach hang cao cap cang nhieu thi ca hei phat filen cho vay tieu dung veri doi Wang khach hang nay cang cao

Trinh dQ khoa hpc ding nghf va khe nang vain 15 ciao nem hang

Day cling la mOt trong nhang nhan to quan tong anh huerng tai sr phat trien cua hoat deng cho vay tieu dung KHCC tai mai nem hang Neu ngfin hang dugc trang bi ding nghe hien dai thi se tang tien ich Ichich hang vi dich vv dinh cho KHCC se dugc biet den nhieu ham KHCC la d6i Wang kith hang doi hoi cac yeu tt dich v4 cao hen khach hang ca nhttn thong thuang, khi cac dich vv nhu the thanh toan, Internet banking, cang den ich, nhanh chOng bao nhieu thi cang dE lai dugc An tugng cho khach hang bAy nhieu, tir d6 tao thuan lqi cho sv phat triEn cho vay tieu dung KHCC

CHUONG 2 THVC MANG PHAT TRIEN CHO VAY TIEU DUNG KHACH

HANG CAO CAP TAI NGAN HANG THITONG MAI CO PHAN TIEN PHONG

2.1 Tang quan va Ngfin hang thirrrng mai co phAn Tien Phong

Ngay 05/05/2008, du an Ngan hang thucmg mai Co phAn FPT da duqc Ngan hang Nha nudc Viet Nam chinh thirc trao giay phep thanh lap va hoot dOng so 123/GP-NHNN do Thiing d6c NHNN cap, lay ten goi Ngan hang thucmg mai Co phAn Tien Phong Ngay 12/6/2012, Thong thic NHNN a ban hanh quyet dinh s6 1274/QD-NHNN vE viec saga d6i n(li dung Gay phep thanh Iap va htht dOng cua Ngfin hang TMCP Tien Phong Ra den vao nhUng nam khting hoimg kinh te, lam phat gia tang, Tien Phong Bank col vao tinh tang khe khan, thuOc nham ytu ken nen phai thqc hien tai co cau

Thing 07/2012, sau khi phucmg an tat co cAu duqc NHNN chap thuan, Tien Phong Bank da co thay d6i quan trong vE co cAu c6 (king, quan tri va di'Eu hanh Ngily 10/12/2013 Ngfin hang TMCP Tien Phong chinh thirc ra mat hi) nhan din thuong hieu maxi, via disi ten giao dich thanh TPBank, danh dau m6c quan tong trong chong during 5 nam phit then cua ngfin hang

Sau khi tai co cAu, TPBank duqc bitt den la mOt ngan hang tre va nang dOng, duqc ke thira nhfmg the manh ve cong nghe hien doi, kinh nghiem thi truong cling Wein Itrc tai chinh ctia cac ca tong chien lucre bao g6m: Tap doan yang bac da qu9 DOJI, Cling ty co phAn FPT, C8ng ty Thong tin di dOng VMS (Mobifone), Vong cong

ty tai bao hiem Viet Nam Vinare va Tap doan tai chinh SBI Ven Holding Pte Ltd Singapore

Cho tdi nay, TPBank luon no lye mang lai cac giai phap, san pharn tai chinh

ngitt hang don Wan va hieu qua nhat cho khach hang (Iva tren nen tang cong nghe lien

tien va trirth 40 quan 19 chuyen sau TPBank luon dinh htrong fro thanh mOt ngan hang dien hi hang dAu ViOt Nam bang phong each va chat luqng dich vq med

2.2 Gidi thifu ve Trung tam khach hang cao cap tai Ngin hang thirong mai CA phin Tien Phong

2.2.1 MO a net v4 Trung tarn Mulch hang cao clip

Vao nam 2008, ngay tir khi TPBank di vao host dOng chinh thtic thi Trung tam khach hang cao cap cua TPBank cling ducyc ra d8i, trudc day Trung tam KHCC duqc hoot dOng dual hinh thirc la phong quan 19 danh mpc tai sin, trach nhiem chinh la quan 19 cac tai san ctia nh6m khach hang c6 thu nhap cao girl tai TPBank, do lath hudng cim viec tai co cau, vao Mm 2013 Trung tam KHCC chinh thirc duqc thanh lap

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Tnrerng nhom Tmeng nhom

Chuyen vien Chuyen vien

/ •

va xay Ming thanh met khei hoot Ong cv the, tach biet, hoat &Ong dueri hinh thisc

ding dau la giant dec trung tam, tiep do la cac trueng pheing va cac truerng nhom kinh

doanh, chuyen vien kinh doanh, nhan vien hi; trq, vi duqc dinh huemg re rang vet deli

tuqng khach hang, cac sin phAm dich vv Me hinh hoat ding cua TT.KHCC cv the

nhu sau:

So a 2.1 Ca ciu to chic cola Trung tam khach hang cao cep

Kh6i nafin hang ca nhan

Trung tam Khach hang cao cap )

Phong san phim va Phong quart 1Y vi Phong kinh doanh Phi:mg kinh doanh

ha' trq kinh doanh dieu phdi dich vp mien Bic mien Nam

Wen vien ho trq

kinh doanh

•

(Nguan: Phong san philin va he trq kinh doanh)

Khei Ngen hang ca nhan: la don vi kinh doanh cua TPBank, &mg du la Giant

dtic kh6i chin trich nhisem quip 19 va diein ding moi hog ding cua khoi ngfin hang ca

nhin, tiep theo la cac phi:mg ban chia lam hai mang clang viOc chinh: h6 trq va kinh

doanh trqc tiep Cac phong ban 116 trq chin trich nhiOm v6 man chinh sach sin phim,

phat trien san phim, phat hien kinh doanh, Con ming kinh doanh trot tiep caa kh6i

chinh 1a Trung tam KHCC

Trung tam khich king cao cep: day la don vj kinh doanh trot tiep chju stir

quan ly, giam sat cua Giam dee khOi ngan hang ca nhan Dung d'Au trung tam la Giam doe trung tam, tiep do la met trutmg phong quan 15, va diEu phai djch vo, met truemg phong kinh doanh Giam doc trung tam va hai twang phong la neutri chit' trach nhiem dieu phei va djnh huemg trung tam hoot dOng vi (tat ket qua ma Hoi &mg quan tri hay Giam dee khei de ra

Phong sin phAm vi ha trq kinh doanh: bao gem trifling nhom va cac chuyen

vien, la don vj chju trach nhiem dtra ra cac chinh sack, cac sin phAm cho TT.KHCC, dua ra nhang chuang tranh tru dAi hip clan, canh tranh veri cac doi th6 nhAm thu but duqc nhiEu KHCC den veti TPBank

Phong quin 19 vi dieu phii djch vy: truerng nhem va cac chuyen vien 11 nheng

nguoi pho trach dieu phei cac giao djch cua KHCC nhu: gun tiEn, rat tien, uy nhiem

thu, uy nhiem chi, Str anh huemg cua phong nay la le Ion dtii voi 1T.KHCC, bOi

cac nghiep vg c6 duqc thot hien nhanh cheng, cac giao djch co duqc diEu chuyen nhanh va chinh xac thi mai too duqc niem tin va su hai long tar phia KHCC, tar de tang long tin tar phia lchach hang, ket qui hoot dOng kinh doanh cua thing tint se ngay met tot hon

Phing kinh doanh Mien Bic vi Mien Nam: hien nay TT_KHCC mai c6 hai

phong kinh doanh chinh cua kh6i, mOt o HA Nei va met o thanh ph6 HO Chi Minh Day la don vi trqc tiep chju trach nhiem trong viec tim kiem KHCC, cham sec KHCC, gieri thieu vi ban cac sin phAm hien hen cua TPBank toi KHCC Day la be phan co anh hurling rat len tai ket qua hoot dOng kinh doanh cua ;rung tam, la hinh anh dai dien cho trung tam ding nhu TPBank, ne'n deg heti cac &Ian vien phai c6 nghiep vn ngan hang tot, thqc hien cong viec nhanh chang vi chuyen nghiep, chuyen vien kinh doanh phai c6 hieu biet cao, m6i quan he rOng tti, c6 kien thin ve ngan' hang tot, hiEu re ve sin phAm va phai la ngtrai truyen thong nheng hinh anh tot nhat cern ngfin hang teri KHCC

2.2.2 Ph& nhom khdch hang cao clip tai Nein hang timing mei co phdn Tien

Phong

Ngay tar khi duqc thinh lap, TT.ICHCC de djnh huemg re rang del tuqng kWh hang dm mirth la ai, sin phAm ban ra IA gi, chinh sach tru del ra sao LA ngan hang tre, lqi the ve uy tin chua nhiEu, nen viec djnh huOng re rang ngay tar dau la diEu rid can thiet

Viet Nam la nuerc dang phat hien, doi song ngutri dan dang ngay mOt hob thien, ding 16p nheng ngtari gilu as ding ngay mOt tang Tuy nhien, viec danh gia the ntto IA

31

KHCC, va ai dugc xet vao nhom KHCC cua ngan hang con dtra nhi'Ou yOu to Rieng vai TPBank, doi twang KHCC dirgc phan chia lam 3 nh6m chinh vai pick foal va dAc diem nhan biet n3 rang nhu sau:

Su dO 2.2.Phin nhom kluich hang cao cAp tai Nein hang throng mai CO phin

Tien Phong

Khach hang cao cAp

V

Khach hang sieu Khach hang d#c

Khach hang cao cAp tiem nAng

(Nguan: Phdng san phdm va he trq kinh doanh)

Khich hang Men cao cap: Li nhftng khach hang gift chic vu tir b0 twang tra

len hoc ttrcmg &rang, nhftng ngtrai gift vj tri Binh dao cap cao thuOc cac ban ngharth hanh chinh su nghiep cAp trung rang Hoc nhftng ca nhan so Mu tong tai san 100 tS ,

Ming tra len

Khich hang biet: la nhftng Ichkh hang do Hoi ding quan trj, Tang giam

Mc TPBank chi djnh bring van ban, cac khich hang IA lAnh dao trong the don vj hanh chinh so nghiep cap trung acing tir cap vn twang hoc twang &rung tra len Khach hang IA thinh vien Ban TfAng giam diSc cac doanh nghiep co vein dieu le tir 100 tjr, doanh thu 500 tjr ding mOt nAm tra len, vi cac khach hang ca nhan co tong gia tri tai sin tren 50 tS,

IChich hang cao cap tiem thing: ngotli hai nhom khkh hang dac biet neu tren,

d6i tugng khach hang cao cap cua TPBank con bao g6m: nhftng khach hang ca nhtin hien duy tri so du tien gui tir 1 tjr Mng tra len tai TPBank Cac chuyen gia trong the linh true y te, giao duc, luot, co thu nhop 10.000 USD/thing tra len Nham khach

hang la ngh'e si not tieng, khach hang co sa thich suu t#p d0 co, di qu5r hiEm cling nim

trong Mi Wog kluich hang cao cap tiem Wing cua TPBank

Theo s6 lieu thting ke cua Cue Dito tao vai nuErc ngoai tha BO giao due va Dito tao, thi hien nay Viet Nam co hcrn 100 nghIn du hoc sinh Bang hoc tip 6 ntrac ngoii, chit yeu Er Uc, My, Anh, trong do ham 90% du hoc sinh IA tu tac vai chi phi tir 20.000 USD den 40.000 USD/ nam Ben thrill do, nhu cAu sir dung hang hoa cao cap

nhu o to, trang sire bang kim cuing, da tai Viet Nam ngay tang cao Tuy nen

kinh to co dau hieu chiing 131 nhung vai mire tieu thu hang hoa xa xi van tang cho thy

sq ding nghia yeti viec tang tnrang cua nham KHCC Tir de cho thAy, cac nh6m dei Wang KHCC theo muc tieu cua TPBank va kha nang phat trien san phAm cho vay tieu dimg cua Trung tam KHCC la dieu hoar than co the thvc hi'en dirge

2.3 Cac quy dinh chung trong cho vay tieu ding khach hang cao cep cim Ngin hang thirang mpi co phin Tien Phong

TPBank lute than thu cac quy dinh ve quy the cho vay cua NHNN: quyet djnh

sa 1627/2001/QD-NIINN ban hank ngay 31-12-2001, quyet dinh sira dal be sung s6

127/2005/QD-NHNN ngay 03-02-2005, Quyet djnh so 783/2005/QD-NHNN ngly 05-2005, Thong to se 33/2011/TT-NHNN ngay 08/10/2011 dm Thong doe NIINN Viet Nam vi Lutit cac Te chire tin dung 2010, Thong to 02/2013/TT-NHNN, Cac quyet dinh nay quy djnh cu the ve del tuqng cho vay, cac dieu kien cho vay, hinh thirc cho vay vi nhftng quy dinh chung ve lai suit, dam bao tien vay, phan loai tai san co, mire trich 1#p du phting rui ro va viec sir dung du phong rill ro de xir IS , nil ro trong hoot dOng t6 chirc dm tin dung Cu the nhu sau:

31-2.3.1 Nguyen ftic cho vay

Tien vay phii duqc sir dyng dung myc dish nhu trong thea thuen hqp dong

Tien vay phii dtrqc hoen tri ca nq goc vi Iii dung thei hyn di thin thuin

trong hqp deng vay von

Nguim vay cua TPBank ding Wu cac ngan hang khac, Chu yeu la tar cac khoan tien girl ciut KHCC vi khach hang khac Neu cac khoan vay nay khong duce holm tra dung han thl se inh huang tai hoitt dOng ding nhu uy tin dm ngan hang De thuc hien tot nguyen the nay, ngan hang phai xac djnh thin han cho vay, kS , han Ira nq re rang

trong hqp ding vay yen, vi CBTD phai Iuon theo dei, don doe nhic nha khach hang trong viec tra nq

2.3.2 Dili tuyng cho vay

Doi tircing vay van cita sin phAm cho vay tieu clang nay phai la cac ca nhan Viet Nam hocca nhan ngutri nutic ngoai duqc phep hoot dOng tai Viet Nam co hqp clang lao dOng v6i mire th&i gian hqp clang con loi tai thieu 03 nam Dac biet cac ca nhan

33