credit business analysis solutions for implementing business strategic tasks for the 2019 2021 period of asia commercial bank( hung yen branch)

FOREIGN TRADE UNIVERSITY FACULTY OF BANKING AND FINANCE -*** INTERNSHIP REPORT TOPIC: CREDIT BUSINESS ANALYSIS SOLUTIONS FOR IMPLEMENTING BUSINESS STRATEGIC TASKS FOR THE 2019-2021 PERIOD OF ASIA COMMERCIAL BANK( HUNG YEN BRANCH) Student's name: Student ID: Class: Batch: Instructor: Ha Noi, August 17th, 2020 Introduction English 03 - High quality program of Banking and International Finance K55 Assoc Prof., Dr Dang Thi Nhan In the process of international economic integration today, bank credit plays a very important role in promoting the socio-economic development of a country Bank credit helps businesses, especially small and medium-sized businesses to take advantage of business opportunities in time, contribute to improving the efficiency of capital use for businesses, thereby helping these businesses day by day grow stronger Above all, bank credit is also a traditional activity and is the most important profitable profession for each bank Therefore, the full and timely repayment of loans from borrowers is decisive to the development of each bank It ensures a circular, continuous, and profitable capital rotation process of the bank and is also the basis for ensuring the bank's solvency Therefore, improving credit quality is the most crucial issue in the management and business activities of banks, especially credit quality for small and medium enterprises, because of outstanding loans This group of businesses always accounts for the highest proportion of the total outstanding loans of each bank Although there is a lot of growth potential with a large capital demand, the small and medium business sector still has many potential risks, making the credit quality of this department not high To overcome that situation, banks always have to come up with solutions to improve credit quality for small and medium enterprises Stemming from that fact, along with the internship at the small and medium enterprise credit department of Vietnam Prosperity Joint Stock Commercial Bank VPBank - Hanoi branch, I chose the topic: “Business situation analysis credit for SMEs at Vietnam Prosperity Joint Stock Commercial Bank - Hanoi branch "to research and write internship reports Due to the lack of practice time, knowledge and experience of myself are not really indepth, the report cannot avoid the limitations of content and presentation I look forward to receiving the teacher's evaluation and feedback to make my report more complete Thank you sincerely! CHAPTER AN OVERVIEW OF ASIA COMMERCIAL BANK IN HUNG YEN BRANCH AND INTERNSHIP DIARY 1.1 Overview of the organization 1.1.1Introduction of ACB IN Hung Yen Branch Asia Commercial Bank Hung Yen Branch was established on November 16, 2002 by Decision No 902 / QD.VP.02 of the Chairman of the Board of Directors of Asia Commercial Bank and approved by the State Bank February 7, 2002 according to Decision No 150 / NHNN-CNH Address: Town of Ban Yen Nhan, My Hao District, Hung Yen Province To be granted the branch operation registration certificate number: 0513000058 by the Department of Planning and Investment of Hung Yen province for the first time on December 9, 2002, changed for the 8th time on December 6, 2017 The business line of the branch is banking Hung Yen Cluster has 03 sub-branches: Van Lam Transaction Office, Pho Hien Transaction Office, Van Giang Transaction Office Director of Hung Yen Cluster: Mr Nguyen Trong Huy was appointed Director according to Decision 5021 / TCQĐ-NS.10 dated December 8, 2010 On October 29, 2018, Mr Nguyen Trong Huy was reappointed under Decision 3886 / TCQĐ- QTNNL.18, for a period of 03 years (from November 1, 2018 to October 31, 2021) 1.1.2Products, policies, regulations and activities data A Credit granting activities, off-balance sheet commitments; debt classification, setting up and use of provisions against credit risks Policies, internal processes - Internal credit policies and processes: + Loan Regulations of Asia Commercial Bank for customers No 304 / TCQĐ-HĐQT.18 dated January 24, 2018 + Regulations on limits and restrictions to ensure safety in credit operations of ACB No 56 / NVCVQLRRTD.18 dated January 22, 2018 - Policies and internal procedures for lending: + Loan Regulations of Asia Commercial Bank for customers No 304 / TCQĐ-HĐQT.18 dated January 24, 2018 + Regulations on loan in foreign currency for residents, No 711 / NVCV-QLRRTD.18 dated December 31, 2018 - Guarantee policies and internal processes: + Amending and supplementing the Guarantee Regulation of Asia Commercial Bank No 544 / TCQĐHĐQT.18 dated February 13, 2018 - Discount policy and internal process: + Regarding the amendment and supplementation of the Regulation on the discount of negotiable instruments and other valuable papers at Asia Commercial Bank for customers Official Letter No 1835 / TCQĐ - HĐQT.17 dated June 29, 2017 - Internal L / C policies and procedures for import: + Regulations on issuing import credit letter No 57 / NVQĐ-SPTTNK.19 dated February 15, 2019 - Policies and internal processes for other credit products: + Provisions on loan products for production and business activities - Supplementing working capital and investment in fixed assets, CV 194 / NVQĐ-SPTDCN.18 dated April 11, 2018 + Regulations on loan products to serve the needs of life - with collateral, No 118 / NVQĐ-SPTDCN.17 dated March 14, 2017 + Regulations on loan products to serve the needs of life, OL No 127 / NVQĐ-SPTDCN.17 dated March 14, 2017 + Provisions on lending to buy mortgage cars for corporate customers, No 129 / NVQĐ-SPTDDN.17 dated March 14, 2017 + Loans for production and business investment capital for customers SB, SE No 540 / NVQĐSPTDDN.17 dated August 28, 2017 - Internal policies and procedures for debt classification, credit risk provisioning and use of provisions for credit risk settlement: + Decision No 4046 / TCQĐ-HĐQT.17 dated December 18, 2017 amending, supplementing and promulgating the Regulation on asset classification, rate of deduction, method of risk provisioning and the use of using risk provisions in operations at Asia Commercial Bank - Documents defining the judgment limits by levels; Documents of competent authorities on granting credit beyond limit for customers, customers and related persons: + Approval authority of credit approval levels and some other approvals No 145 / NVCV - QLRRTD.18 dated March 21, 2018 Activity data - Report internal credits to members of the Board of Directors, executive managers, and major shareholders holding from 1% of the bank's charter capital; Credit grants, investment trusts, advances for Subsidiaries and Affiliates as of December 31, 2018: None - Report in detail the receivables, note the entrusted or other receivables but the nature is like a loan and ACB must bear the risk: None - Detailed report of customers with outstanding loan but having debt recorded on the receivable account: None - Report of loans secured by assets owned by members of the Board of Directors, managers and executives, major shareholders holding 1% of ACB's charter capital: None - List of customers who have treated risks but have not recovered: - Credit growth targets for 2016, 2017 and 2018 assigned by Head Office to branches and performance results of branches in 2016, 2017 and 2018: Unit: million VND Branch ACB - HƯNG YÊN BRANCH ACB - VĂN LÂM TRANSACTION OFFICE ACB - PHỐ HIẾN TRANSACTION OFFICE ACB Performance Plan - VĂN GIANG TRANSACTION OFFICE TOTAL 2016 2017 1,232,232 1,433,425 256,991 398,821 196,030 2018 2016 2017 2018 1,178,908 1,234,713 1,125,642 453,576 350,904 433,528 486,902 254,141 289,569 187,590 210,866 266,887 180,000 203,493 241,345 129,946 157,049 209,031 1,867,268 2,291,897 1,849,364 2,038,172 2,090,480 1,309,00 2,295,50 Results of inspection, audit and inspection by competent State agencies as of December 31, 2016, December 31, 2017, and December 31, 2018: + In 2016: - Notice of conclusion Checking non-cash payment services at some credit institutions in the area, No 1237 / TB-HYE dated November 2, 2016 - Record of checking results of non-cash payment services at Asia Commercial Bank - Hung Yen branch dated October 21, 2016, according to the inspection team Decision 1098 / QD-HYE - Inspection Minutes No 16 / BB- ĐTTr dated November 29, 2016: Record of business inspection at Asia Commercial Bank, Hung Yen branch in 2016 - Working record No 06 / BB-ĐTT dated 9/11/2016 on inspection and inspection of compliance with legal provisions in commercial activities - Protection of consumers' interests in the province + In 2017: - Working record of the interdisciplinary inspector dated February 22, 2017 on compliance with the provisions of the Law on foreign exchange activities, gold trading, Decision No 577 / QD-UBND - The working record recording the results of checking the compliance with the safety of treasury and cash management of Asia Commercial Bank Hung Yen branch dated August 18, 2017, according to the inspection team Decision 761 / QD- HYE - Conclusion on the inspection of the compliance with the security regime of treasury and cash management of Asia Commercial Bank Hung Yen branch No 843 / KL-HYE, dated September 6, 2017 + Year 2018: Not available - Report on assets assigned, debt tightening pending resolution; pledged property; Pledge of valuable papers from customers (Account 994, 995, 996) on December 31, 2016, December 31, 2017 and December 31, 2018 REPORTS OF CUSTOMERS 'SECRETARY ASSETS, SECURITIES Time Amount (VND) 31/12/2016 2,755,830,334,014 31/12/2017 3,393,427,947,649 31/12/2018 3,923,212,712,583 - Detailed report on customers whose debt is restructured in accordance with Decision 780 / QD-NHNN dated 23/4/2012 of the State Bank of Vietnam on debt classification for debt with rescheduled debt term, debt rescheduling and Circular No 09/2014 / TT-NHNN dated March 18, 2014 of the State Bank on December 31, 2018 - Table 1F - Report on customers and related persons as of December 31, 2018 - Form 1I B Other properties Internal policies and procedures (stating documents with and in effect from January 1, 2016 to the time of the inspection) Internal regulations, accounting policies and regulations of the bank on the profession of collateral, external receivables; the bank's internal policies on investment trust activities, loan trusts… ; Internal regulations, accounting policies and banking documents + Financial Regulations of Asia Commercial Bank No 677 / NVQĐ-NVTTGĐTC, dated September 14, 2015 + Regulation on spending of Asia Commercial Bank No 401 / NVQĐ-NVTTKTT.15 dated May 28, 2015 + Financial Regulation of Asia Commercial Bank No 465 / NVQĐ-KSTC.18 dated August 17, 2018 + Financial Regulation of Asia Commercial Bank No 178 / NVQĐ-KSTC.18 dated April 3, 2018 The bank's internal policies on investment trust and loan entrustment activities: + Decision on amending and promulgating the Investment Regulation of Asia Commercial Bank No 528 / TCQĐ-HĐQT.18 dated February 9, 2018 + Regulations on entrustment and entrustment for credit extension of ACB No 653 / NVQĐ-CSQLTD.15 dated September 7, 2015 Activity data Report data on accrued interest as at 31/12/2018: TT BRANCH AMOUNT(VNĐ) Hưng Yên BRANCH ACB - VĂN LÂM 4,059,524,979 TRANSACTION OFFICE ACB - 2,371,617,094 PHỐ HIẾN TRANSACTION OFFICE ACB - VĂN GIANG 1,130,051,284 TRANSACTION OFFICE TOTAL 1,024,871,249 8,586,064,606 Report data on investment trusts; loan entrustment, other external receivables such as: deposits from the Bank to broker to buy securities for the bank; deferred investment trust amounts paid by the bank; advance dividends; shares must be collected from the sale; interest receivable from bonds; capital contribution with the company; debt clearing amount; the settlement of fixed assets to offset debts and other assets assigned to the Debt Management and Asset Exploitation Company; Advances for operations and other receivables: No incurred Policies, internal processes - The Bank's internal policies and regulations on deposits, interest rate notices, interest rate regulations, promotions, mobilization programs + Regulation on savings deposit No 463 / NVQĐ-SPHĐCN.16 issued on 07/15/2016 + Decision on deposit interest rate: OL 670 / NVQĐ-SPHĐCN.18 issued on December 7th, 2018 OL 607 / NVQĐ-SPDVTCDN.18 dated 11/19/2018 + Promotions, mobilization from 2016 to 2018: Fast money transfer within minute in 2016 Loving Sum Vay 2016 Automatic Payment Service 2017 Loc Xuan ACB in 2016 Summer Fun with ACB in 2017 Celebrate Christmas, Celebrate New Year With ACB (Dial) 2017 Celebrate Christmas, Celebrate New Year With ACB (give gifts) in 2017 ACB Account Transactions, Discover Asia 2017 Loc Xuan Nhu Y in 2018 Loc Nhan Doi With Online Deposit 2018 Women Are To Love 2018 25th birthday, 2018 ACB - 25 Years of Facing In 2018 Connecting Families Enjoying Fun 2018 Deposit Online - High Interest Rate - Great Prize 2018 Activity data - Deposit statements (VND, other foreign currencies) of customers as of December 31, 2018 (Attach list) - Detailed report on customers withdrawing their capital before maturity with detailed accounting books of each type of deposit in Vietnam dong of the credit institution's organization or individual with deposit balance in months of 2017, 2018, before or after inspection points if relevant MONTH Early withdrawal amount (VND) YEAR 2017 41,906,596,230 YEAR 2018 51,194,575,130 21,205,868,738 77,773,213,527 40,984,002,588 65,476,458,174 26,908,128,037 59,385,744,282 27,136,822,007 66,088,052,804 28,465,514,583 50,655,508,442 35,003,991,278 53,491,520,799 26,795,579,743 60,410,046,600 34,617,547,845 43,378,927,612 10 42,307,084,775 69,530,278,780 11 32,374,393,124 60,063,869,934 12 25,645,479,859 77,773,213,527 TOTAL 383,351,008,807 713,341,398,680 C Compliance with provisions of the law on foreign exchange activities Internal policies and procedures: Internal policies, the Bank's internal regulations on foreign exchange activities, mobilization and lending in foreign currencies - Official Letter 666 / NVCV-VHGD.18 dated November 30, 2018 Regarding the implementation of a number of transactions at ACB in accordance with foreign exchange management regulations - From 2016 to now, ACB Hung Yen has not let any case of money laundering happen On identifying and updating customer information ACB Hung Yen performs the entire client identification process in accordance with the law and ACB's internal regulations according to Appendix 01 issued together with Decision No 624 / NVQĐ- PCRT.18 dated November 27, 2018 of the Chairman of the Board of Directors on prevention of money laundering ACB Hung Yen has clear and specific processes and procedures for identifying customers, verifying and updating customer information ACB Hung Yen always identifies and verifies customer information for all the following cases: Customers establish a transaction relationship or open an account for the first time with the branch; + Customer performs irregular transactions with great value or electronic money transfer but lacks information about originator's name, address or account number; + When doubting the transaction or the parties related to the transaction are related to money laundering activities; + When the branch is in doubt about the accuracy or completeness of the information to get to know customers previously collected; ACB Hung Yen regularly updates customer identification information during relationship establishment with customers Regarding internal control and audit According to Article 13, Decision No 624 / NVQĐ- PCRT.18 dated November 27, 2018 of the Chairman of the Board of Directors on money laundering prevention and combat, clearly stipulates that the internal audit committee performs internal audit of prevention and control activities Money laundering aims to independently and objectively inspect, review the internal control system, the compliance with established internal regulations and propose, propose measures to improve efficiency, effect of money laundering prevention All violations detected in the internal audit and review process are reported to the person in charge of money laundering prevention and combat and the General Director for handling Within 60 days from the end of the fiscal year, the ACB Head Office shall send an internal audit report on the prevention of money laundering to the Anti-Money Laundering Department under the Banking Inspection and Supervision Agency About training All ACB staff are trained and regularly updated with knowledge and skills on prevention of money laundering The training program is set up accordingly and in accordance with the position of each employee For new recruits expected to undertake the responsibility of money laundering prevention and other tasks related to money and asset transactions with customers must be trained in knowledge, skills in money laundering prevention and combat within months from the date of recruitment The training is conducted under different forms such as distance training, intensive training, sending staff to participate in training courses, disseminating knowledge and skills on prevention of money laundering by the Home Bank organizations or other competent authorities The training must be conducted at least once a year or when there are new regulations and policies The Board of Directors is responsible for careful research, dissemination and internal training to each employee and strictly comply with the requirements and content related to measures to prevent money laundering at the unit in accordance with regulations of laws and regulations of ACB Regarding the implementation of different types of reports ACB Head Office conducts centralized reporting The focused implementation shown in Decision No 624 / NVQĐ- PCRT.18 dated November 27, 2018 complies with the provisions of law and the State Bank Above is the report on activities of ACB Hung Yen We hope the Inspectorate will review and comment 1.2 Organizational structure of the branch The total staff of Hung Yen Cluster is: 116 employees As follows: Department tittle Number of personnel Hưng Yên Phố Hiến branch transaction office Board of Director 01 01 Directors Deputy Director 01 Transaction Head of 01 operation transaction office Transaction 01 01 controller Tellers 04 02 Accountant 02 Treasurer 01 01 Credit Head of credit 01 Operations operations Department Head of 01 01 credit operations Head of credit 06 01 operations business Head of corporate 01 customers customer department department Enterprise 04 customer relations specialist Corporate 02 customer relations officer Enterprise 01 customer service specialist Individual Manager 01 customer Personal customer 04 01 department relations staff personal customer 03 02 relations specialist Personal customer 02 01 relationship manager Appraisal 02 Director Customer service 01 01 staff Văn Giang transaction office 01 - Văn Lâm transaction office 01 - 01 01 02 01 - 02 01 01 01 01 01 03 - - - - - - 01 03 02 01 01 02 - - - - Property appraisal department Administrativ e office Guard & Driver & Housekeeper Total customer service 02 specialist Appraisal director 02 Property appraiser 02 - 01 01 - - - Administrative staff Guard Driver Housekeeper 02 - - 01 05 03 02 58 04 01 01 18 04 01 17 04 01 23 ACB Hung Yen effectively and strictly implemented the management, decentralization for employees, the control points at the branch ACB Hung Yen's personnel apparatus is operating efficiently and safely The employees all achieve performance 1.3 Essential business situation of branch in 2019-2020 ACB Hung Yen applies measures to control its outstanding loans well, in order to maintain a maximum overdue ratio of 2% of total outstanding loans The employees working at the unit are trained and professionally annually to improve the quality and profession of the staff, to meet the work needs and avoid errors Report on some key indicators in the operation of the entire Hung Yen cluster as of 31/12/2018 (about total working capital, mobilized capital, data of lending, guarantee, L / C, issue) bonds, credit quality, business results) Specifically: Increase or decrease compared to December 31, 2017 STT Indicator Unit 31/12/2017 31/12/2018 Value Rate Mil VND Mil VND 1,558,250 1,975,355 417,105 27% According to the currency 1,558,250 1,975,355 417,105 27% domestic money Mil VND Currency Mil VND 1,429,042 129,208 1,765,531 209,824 336,489 80,616 24% 62% Mobilized capital I By term Mil VND Corroborate Mil VND With term Mil VND According to customers Mil VND Deposits from residents Mil VND Deposits from the institution Mil VND Outstanding credit Mil VND According to the currency Mil VND domestic money Mil VND Foreign currency converted Mil VND By term Mil VND Short-term Mil VND Medium to long term Mil VND According to customers Mil VND II households and Mil VND Legal persons, enterprises Mil VND Credit quality Mil VND Group Mil VND Group Mil VND Group Mil VND Group Mil VND Group Mil VND Off-balance sheet commitments Mil VND Guarantee Mil VND L/C Mil VND Bad debts / outstanding loans % Production individuals 1,558,250 1,975,355 417,105 27% 216,009 371,690 155,681 72% 1,342,241 1,603,665 261,424 19% 1,558,250 1,975,355 417,105 27% 1,117,062 1,407,665 290,603 26% 441,188 567,690 126,502 29% 2,036,156 2,088,462 52,306 3% 2,036,156 2,088,462 52,306 3% 1,801,436 2,008,842 207,406 12% 234,720 79,620 (155,100) -66% 2,036,156 2,088,462 52,306 3% 1,454,062 1,579,439 125,377 9% 582,094 509,023 (73,071) -13% 2,036,156 2,088,462 52,306 3% 1,171,026 1,422,992 251,966 22% 865,130 665,470 (199,660) -23% III 2,015,357 2,064,671 49,314 2% 416 2907 2491 599% 3,517 516 (3,001) -85% 4,087 5,304 1,217 30% 12,779 17,290 4,511 35% 34.870 33.468 (1402) -4% 1% 1% IV (including off-balance sheet) Business results V Mil VND 27,516 29,544 2,028 7% 1.4 INTERNSHIP DIARY Practice content Results achieved Learn about the rules and general Comply with the general rules regulations of ACB and regulations of the bank Learn about the organization and operation of the bank Get familiar with the organizational model in banks, departments, and personnel organizations Comply with the principles set forth in the relevant Laws and Circulars Know how banks work, get acquainted and coordinate with relevant departments Instructed to use photocopiers Arrange customer personally Know how to scan and copy papers, invoices and vouchers Know how to organize records scientifically scanners loan and records Learn the consumer loan process for science and technology Refer to some consumer loan profiles for science and technology Understand the consumer lending process for science and technology Know the process, the necessary documents in the lending process Organize and store records Know how to organize and store by banking system Please refer to the data related to the report and data processing Complete the report Document access, how to use data storage software at banks To be reviewed and edited by the siblings in the Credit Department CHAPTER SOLUTION FOR IMPLEMENTING BUSINESS STRATEGIC TASKS FOR THE 2019-2021 PERIOD I Situation assessment Market share and business performance ACB and major competitive banks for the period 20162018 Unit: billion vnd NUMBER BRANCH OF MOBILAZATION LOAN 2016 2016 2018 2018 BRANCHES HUNG YEN - Total credit revenues and 44,5 expenditures in the province (1) 315 ACB= 05 (BRANCH+TRANSACTION 64,1 09 43,4 63 1,9 55,8 80 1,8 2,0 OFFICE) (2) - MARKET SHARE ACB= (2)/ 90 75 47 88 (1) 0.022 0.031 0.042 0.037 0.013 + Hung Yen province is one of the hot developing provinces of economy, there are many large industrial zones in the province, for example: Pho Noi B Textile Industrial Park phase I and II, Pho Noi A Industrial Park, Thang Long Industrial Park II v v + Strengths / weaknesses of ACB Hung Yen compared to its competitors in the area: * Strength: - About ACB Hung Yen's deposit turnover as of December 31, 2018, an increase of VND 985 billion compared to December 31, 2016 Achieving the above results is because ACB Hung Yen has changed the way of thinking, how to mobilize from passive sales to more active sales, encouraging all employees to spend quickly to participate in mobilizing sales Regarding the branch network, transaction offices of ACB Hung Yen are located in key economic points in Hung Yen province Potential locations for mobilization and credit exploitation - Human resources of ACB Hung Yen are well-trained and have long-term experience Perform well in customer care, bring to ACB a stable number of customers and trust in the reputation of ACB - From 2016 onwards, the position of ACB in the province has been significantly improved and is rated as one of the best serving banks in the province * Weakness: - ACB's policies on lending and mobilizing are difficult to compete with the incentives of competing banks in the area - The level of knowledge in the name of Hung Yen province is not equal, people and individual business organizations are still accustomed to using cash for payment, and have little confidence in the bank's payment services Analyze existing customer portfolios compared to strategic target segments: - ACB's policy on lending and deposit interest rates makes it difficult for ACB Hung Yen to compete with other banks in the area Especially in the present time, the national banks such as Vietcombank, Viettinbank, BIDV - Business and production loans for science and technology and corporate customers: low lending rates from only 7% / year - 8% / year v In addition to having competitive interest rate policies for large customers, these banks also focus on acquiring and thriving on small customers in the area In addition, the joint stock commercial banks in Hung Yen also have incentive programs, mobilizing interest rates exceeding the interest rates of ACB such as: SHB, ABBank, Sacombank etc Competition on interest rates and policies in Hung Yen is very difficult However, not so that ACB lost its position in Hung Yen province - ACB does not value assets on construction land without permission in towns in districts Hung Yen province (in fact, construction properties in these areas not need to apply for a building permit), so many difficulties in keeping existing customers and inviting customers to transfer credit relations to ACB because other banks in the area still calculate the value of assets on construction land without permission in these areas - State-owned commercial banks, employees self-assess their assets, so they lend a larger amount, have great jurisdiction, and fast procedures - About ATM services and POS: Currently at Vietcombank, Sacombank BIDV, Agribank, Viettinbank v v Open a lot of transaction offices and ATMs, POS, compete a lot in the development of information banking and service fees In addition, SOCBs have the advantage of network with branches and transaction offices present in most districts and towns, while the population has the mentality of preferring to deposit money at state-owned banks Meanwhile, the deposit rates of state-owned banks are similar to those of ACB - In the internet age, payment card services, credit loans, savings deposit are offered for sale from branches, transaction offices to email, news website and Facebook Newsfeed of each individual Diversified supply and attractive benefits make customers become less and less loyal to the bank Although a consumer currently owns accounts at many different banks, most of them only choose from one to two banks for the most frequent transactions such as domestic payments, swiping online, and saving money save Therefore, it is very important to understand the factors of bank selection, making the bank's communication message more attractive Along with that, the improvement in the popularity of the online APP of the competitive banks, quickly and more attractive to customers In Hung Yen, in terms of e-banking development, people often choose banks such as Techcombank, Vietcombank etc because of the free transfer fee, the APP is very smart and useful - Currently showing little or free transaction is a top advantage when a customer wants to open a card or choose to use the services of a new bank That can be explained in the era of e-commerce and online banking, which makes customers transact more often, making the difference in fees of banks becoming clear II, Financial targets for the period of 2019-2012: Unit: billion ST T Item umber of Branches / Transaction Offices Branch Transaction office Customers number: - Personal customers - SME customers Deposit Balance - Personal customers - SME customers Outstanding credit - Personal customers - SME customers Revenue of international payment (million USD) Sales of service fees (Card, Insurance, TTQT, FX, WU ) Revenue Status Plan 30/12/2019 Năm 2020 Năm 2021 Năm 2022 1 1 3 3 11808 13578 15614 17955 11425 13138 15108 17374 383 440 506 581 1975 2320 2668 3068 1408 1702 1957 2251 277 346 398 458 2088 2354 2707 3113 1430 1663 1912 2199 533 601 691 795 102 117.3 135 155 9.5 13.1 15 17 75.46 92.7 107 123 23% 15% 15% 47.54 57.048 66 75 44.09 52.908 61 70 3.3 3.96 5 18.67 22.404 26 30 15.05 18.06 21 24 % revenue growth, in which: 7.1 Personal Customers - Interest income - Fee revenue for services (TTQT, FX ) 7.2 SME customers - Interest income - Revenue from service fees (TTQT, FX ) Operating costs: 2.76 3.312 4 37.9 48.3 56 64 27% 15% 15% 39.9 46 53 8% 15% 15% % growth Profit before tax: 37 % growth III, Customers and target markets: Number Individual customer/S ME Target Market Market's Scale Characteristics Effective approach of demand for banking products and Status Business owners It is a densely populated area, with many large markets, companies and industrial parks Goal 2022 Development of credit cards, development of science and technology loans from 100 million to billion, development of Mỹ Hào service fee district collection, It is a densely development of populated area payment accounts Yên Mỹ with large district commercial and commercial areas with many industrial zones services Target users: Household individuals, often borrow business, production and business, consumer loans Teller and CSR actively advise customers to open savings accounts to receive interest and to open credit cards Using the refinancing product to invite good customers from other banks to the relationship with ACB: Based on the database collected about customers together with information provided by CIC, PGD will select reputable customers credit for customer marketing on relations with ACB It is a densely populated area with large commercial and commercial areas with many industrial zones Review all existing customers having credit relationship with PGD, see which customer is eligible for the increase, grant credit increase to customers and make the most of customers' needs On the other hand, through existing customers, it is possible to develop new customers introduced by old customers It is a densely populated area with large commercial and commercial areas with many Lâm industrial zones Regularly organize for employees to promote and introduce products of ACB in some key streets It is a densely populated area, commercial farming, near Văn Giang Ecopark Hanoi district It is a densely populated area, commercial farming Hưng Yên Branch Review all existing customers and potential customers, persuade customers to increase payment transactions via accounts at ACB Khoái Châu district Văn district SME It is a densely populated area, with many large markets, companies and industrial parks Development of SME lending, Development of service fees, development of salary accounts, development of international payment services Invite a number of agencies, departments: Hospitals, schools, companies to be located in the area to open a TGTT account to pay salaries for officers and employees via ACB Mỹ Hào district It is a densely populated area with large commercial and commercial areas with many industrial zones Approaching business customers who are owners of businesses, owners of business establishments opening merchant accounts, enticing payment transactions, inviting free deposits It is a densely populated area with large commercial and commercial areas with many Khoái Châu industrial zones district Văn Lâm It is a densely district populated area with large commercial and commercial areas with many industrial zones Access to salary account marketing companies and crossselling other ACB services Yên district Mỹ It is a densely populated area, commercial near Văn Giang farming, Ecopark Hanoi district It is a densely populated area Hưng Yên branch IV Network & Human Resources Implementation Plan: ATM / CDM- POS: STT Item ATM CDM POS Status (31/12/2018) There are ATMs, fine Not yet Has 11 POS, fine year 2020 Plan year 2021 year2022 ATM 10 ATM 10 ATM CDM CDM CDM 20 POS 25 POS 25 POS Branch / Transaction office: No plan Resource allocation plan and market access: - Clearly divide the market for each employee to manage and understand customer information Sales staff close to each customer SRM-CB, CBL, HCB are responsible for managing and urging employees to perform work - Organize road shows in the area to promote images - Regularly update the list of customers, the needs of each specific customer for marketing, hand out flyers when there are new product and service programs - Invite a number of agencies and departments: Hospitals, schools, companies to be located in the area where the TGTT account is opened to pay salaries for staff members through ACB - Take advantage of relationships with chief accountants in the area to sell product salary accounts, payment accounts - Cross-market marketing of ACB's products and services to loyal and long-term customers V Solution to grow sales of individual customers / SME / MMLC: - Strongly develop banking and non-cash payment services on the basis of a modern, safe, efficient, and in accordance with international standards and practices Encourage customers to use payment services - External services development: Promote fast money transfer, direct payment, reduce money transfer fees, simplify procedures for receiving money, wide payment network - Develop e-banking services to bring convenience and convenience to customers, and limit costs of the bank - Focus on promoting non-bank financial services to diversify income sources, improve ability to convert risk prevention, increase income for banks Developing a full package banking system - To develop collection and payment services on behalf of business establishments and commercial enterprises in the locality - Promote policies and utilities when using ACB's services to customers - Sales staff develop policies to care for, develop, and cross-sell banking products to customers - Promptly improve the process of using the service when customers have recommendations to the bank Improving service quality of ACB is ranked first in the region ... AN OVERVIEW OF ASIA COMMERCIAL BANK IN HUNG YEN BRANCH AND INTERNSHIP DIARY 1.1 Overview of the organization 1.1.1Introduction of ACB IN Hung Yen Branch Asia Commercial Bank Hung Yen Branch was... prevention of money laundering Assignment of officers and divisions responsible for anti-money laundering ACB Hung Yen always obeys the regulations of the head office, as well as the regulations of the. .. QD.VP.02 of the Chairman of the Board of Directors of Asia Commercial Bank and approved by the State Bank February 7, 2002 according to Decision No 150 / NHNN-CNH Address: Town of Ban Yen Nhan,