III. Theo tai sin dim ha°
2.4.4.Cdc chi lieu ddnh gid sy pink trim cho vay tieu ding khdch hang cao nip tei Ng& hang Muting mei co phin Tien Phong
Ng& hang Muting mei co phin Tien Phong
2.4.4.1. Chi lieu dinh dnh
Kha fling thu hot KHCC den vay von va m8 rOng sang sir dung tic dich vu
khic cita TPBank
TPBank la mOt ngan hang tre, nhang nam gAn day hinh anh TPBank yeti sic tim da dugc nhieu nguai biet tea va ghi nha. Di kern vai viec marketing manh me do, TPBank da thay CI& kha nhieu trong co cAu to chile va co ciu quan ly cim ngan hang. Tin nhang ket qua da lam dugc trong ;thaw nam 2012 — 2014, TPBank da chimg to
twang melt each nhanh chong va chinh xac nhAt.
Trong nhang nam qua, TPBank di dau tu kha nhiEu hinh anh va ming truyEn thong quang cao cho Trung tam KHCC. DOi ngli CBTD va CBNV cim Trung tam KHCC dA ducic !tang cao ve kien thirc cling nhu ky nang nham phut vu KHCC melt each chuyen nghiep nhAt. Trung tam KHCC dit xay dung dirqc melt he th6ng quAy giao dich danh cho KHCC rieng biet, phong VIP dtrqc sam trang thiEt bi hien tai va khong gian sang tong. Tir nhang sir dAu fir Ay, TPBank da phAn nao lam hai long dtrqc so KHCC von co, sir phuc vu tan tinh va nhanh chong Ay da gitip TPBank thu but KHCC sir dung kha nhiau dich vu dm Thing tam KHCC nhu: girl tiet kiem, chuyEn tier quoc to hay cac san phAm ban chit nhu bao hiem nhan tho, san phAm dau to tai chink Ben canh ming huy dOng, thi san phAm cho vay cling din duqc KHCC trai nghiem va tin ttrerng.
Cho vay fieu dung KHCC tuy con mel nhung nha uy tin tir cac sin phAm di truck, nen san phAm cho vay tieu dime cling duqc phat trier thuan Igi ham. Tuy vE quy m8 va ket qua cua cho vay lieu dung KHCC chua cao, nhtmg cling la busk lcheri dau tot de co co so phat trim tiEp trong nhOng nam teri.
Tir nhitng thay doi do, TPBank da glop KHCC cam nhan dtroc sir thoii mai trong
viec sir dung dich ngan hang. KHCC cam thay &roc tach biet r8 veri &im khach hang ca nhan thong thuerng, moi th8ng tin va hinh anh ca nhan se duqc bao mat va sir dung khong gian rieng biet. TAt ca nh&ng diEu nay deu co cac dong tot tei sr phat trim cua cho vay tieu dung KHCC, khi khach hang hai long ve melt san phAm cim ngfin hang thi hg an sang tin Wang nhemg san phAm dich v4 khac.
Trong thai gian vita qua TPBank a co nherng buerc thay d6i de' thu hilt KHCC vay tieu dimg. Lanh dao cac phong ban cling nhu CBNV cua Trung tam KHCC da tan tinh trong viec chain sec va cling img filch vu. Phong san phAm chinh sach da lien AK
nghien cuu va thay doi nhang diem con yEu trong chinh sach cho vay tieu dung KHCC de phit hqp v6i thuc to sir dung On ctia khach hang. CBNV phong diEu ph6i dich vu da duqc 'tang cao kien thirc chuyen mon vi nghiep v4 d6 dap ting nhanh nhat nhu eau giao dich cua KHCC, dam bao del chinh xac, nhanh thong va chuyEn nghiep What co the, dem Iai sr hai Icing cho KHCC.
Cling veri sir phat trim va nag cao he thong diEu hanh, cac don vi kinh doanh cua Trung tam KHCC cling co nhling &mg gem trong viec thitc day phat trier cho vay tieu dung KHCC, sau khi tiep nhan nhu cAu vay tir KHCC, cac chuyen vien kinh doanh da thirc hien cac buck h6 trq khach hang thu th#p thong tin de hoin thanh 116 so nhanh Chong, tu van KHCC Iva chicon sin phAm vay phi' hqp, tu van mire vay hqp 19 veri nguAn tra no cua khkh hang, hO trq khich hang trong viec giai ngan,...
Kha Ming them man nhu ciu vay von cfia KHCC
Diem manh cua TPBank la phat trien tot ve hinh anh, khong chi deu to vE ten tuoi ngan hang, ma chinh cac CBNV ngfin hang cling duqc den to rat tot. Klan iliac nghiep Nip tha CBTD va CBNV cua ngan hang not chung va Trung tam KHCC nen rieng da duqc nang cao re ret. Nher co nghiep vu tot nen viec xi: 1Sr cac giao dich cua KHCC rat nhanh cheng. Hau nhu cac KHCC cua TPBank deu hai long voi nhftng sin phAm dich vu ma hu da sir dung tai day.
Them vao 46, khi KHCC c6 nhu cAu vay von. viec thel n dinh va danh gia he sa KHCC din ra khi tot, tao dieu kien thuen lqi nhat cho KHCC. then gian xi' 19 he so nhanh Chong khien cho nhu au vay tieu dung dm KHCC claw phan hei khi nhanh. Han mire tin dung ma TPBank dp dung vii mot 461 tucrne KHCC deu a mirc khi cao, giup khach hang co the thoii mai hon trong viec chi tieu vao bit cu theri diem nao. Tit nhung diEu thuen lqi dang ten tai tren, TPBank da lam tot viec dip img nhu eau vay yen cita KHCC nal chung va vay tieu dung KHCC not nine_
Khi Sing rut nein thfri gian giii quyet nhu cia vay cfia KHCC
Nhin met cach khai quit, TPBank luon c6 nhilne chinh sach tru dai rieng danh cho KHCC. Vi se Itrung KHCC chua nhiEu, sin phim chug da dang so veri the NHTM khk, nen TPBank tao lqi the cho minh bang cac chinh sach tru tien dei veri KHCC. Khi nhu ceu vay tieu &mg cua KHCC phat sink thi mui din Me he so lam duqc uu tien ngan gun nhAt va nhanh cheng nhAt, nhtmg yen dim bio yeu ceu vay tha TPBank.
Thai Wan xir ly nhu au vay cling khi nhanh chOng, th8ng thu?mg veri &tang KHCC quen thuOc ctla TPBank, khi vay tieu clUng c6 TSDB thi thai gian hoin tat he so cho toi Ific giai ngan c6 the dat thai gian la 2 ngay, cac mon kh8ng co TSDB thbi gian hoan tat c6 the la 3 den 4 ngay lam viec cua ngfin hang. Day la nhimg tm diem giOp TPBank giu chin duqc KHCC va tao co KA ma rang them nhiEu KHCC mart.
Sy chilt the trong quy dinh cho vay tieu dfing ciia TPBank
Tuy KHCC duqc tm tien khi nhieu vE met he so, then gian hoan tat he so, lai suet cho vay tieu nhung tat ca cac Ichoan vay yin duqc TPBank tra soat va kiem tra ky long truerc khi dua ra quyet dinh cho vay. Ho so va yeu ceu vay tha KHCC yin phai thong qua khi nhiEu cep lath dao r'ei mOi dua ra ket qua cuei cling. KHCC elm TPBank My la nhftng nguai c6 uy tin, nhung yin bon duqc TPBank them dinh lai nhanh ch6ng, nhem dim bio chAt Itrung tot cho the khoan vay tieu dung, tranh ilia ro khong ding co xiy ra.
Trong giai doan nam 2012 — 2014 vita qua, TPBank da tao dung dtrqckha nhieu hinh anh trong tam tri khach hang. Cac san phim dich vg dugc hoan thien nhanh mai truong tot, ca so! Vat chit hien dai tao cho KHCC cam gide thoai mai va an toan khi ted cac diem giao dich VIP dm TPBank.
Ben canh do, ket qua doanh s6 cho vay, du nq cho vay tieu dung KHCC nhimg nam qua deu co nhiing tien trien r8 ret, chUng t6 ring TPBank da de lai dtrqc&tang An tuqng kha Mt dei vai KHCC. Tir viec cho vay tieu dung KHCC, co the giup cho TPBank tiep can dtrqc nhieu hon naa cac khach hang tiem nang.
Tang trueing dtrqc s6 Itrog KHCC gibe TPBank khing dinh dtrqc gia tri cita minh tren thi truing ngan hang, mac dir la ngfin hang tre, tuy lc& qua hoat dOng trong linh vtrc KHCC chtra cao nhtmg ding phin nao khing dinh dtrqc uy tin ctia mirth.
2.4.4.2. Chi tieu dinh hem
Tim de tang trwong doanh so cho vay lieu ding KHCC
Bing 2.4.TOc do tang truing doanh so cho vay tieu dung khich hing cao cip
DVT: trieu di)*
CM tieu Nim 2012 Nam 2013 Mm 2014
Doanh se cho vay tieu dung KHCC 12.945 15.569 20.072
Tac (10 tang twang (%) 35,95* 20,27 28,92
(Nguon Bcio cao tai chinh Trung tam khcich hang cao cap giai doan nom 2012 — 2014) Chu thich (*): Doanh so cho vay tieu dimg KHCC nam 2011 la 9.452 trieu thing
Tir ban ket qua nay, to co the they Mc di) tang taking cho vay tieu dung KHCC cua TPBank nam 2013 giam so yeti nam 2012, nhtmg lei tang vao nam 2014 thy nhien mire tang title, khang cao. Nam 2012, tac dO tang tnrerng la 35,95%, nam 2013 la 20,27% va nam 2014 the do tang twang dat 28,92%. T6c 40 nay dugc ly giii Uri viec, nam 2012 la nh•ng nam diu TPBank dtra ra san phi'm cho vay tieu dung nen TPBank
da dua ra nhieu gai vay tru dai nhu: giam Ili suit vay trong 6 thang deu tien so veil Ili suet vay niem yet danh cho khach hang ca nhin de thu but khach hang,.. chinh vi the Mc di) tang trtreing mgi cao.
Nheng nam 2013 vi 2014, quy m8 cho vay van tang nhtmg ve toe dOkhong nhieu, giai down nay TPBank da dieu chinh lei cac chinh sich vay, khong giam Ili suit
vay nhieu nhu nam trait, ben canh de cac NHTM khac eting dua ra kha nhieu san
phem Wang 1mg va chinh sich Wang Ur nhu TPBank, nen kha nang canh tranh va thu hitt KHCC cua TPBank cling bi Anh huang.
Tac d9 tang Strang doanh so Mu cho wry fieu ding KHCC
Bing 2.5.Tiic 60 tang truing doanh so thu hoi nq cho vay den dung khich hang
A
cao cap
DVT trieu thong
Chi tieu Nam 2012 Nam 2013 Nam 2014
Doanh s6 thu hal no cho vay tieu dung KHCC 9.853 13.926 19.835
T6c dO tang truerng (%) 36,75 41,33 42,43
(Ngudn Bao cao tai chinh Trung tam khach himg cao cap giai doan nam 2012 — 2014) Chth thich (*): Doanh sd thu hal nq cho vay lieu dung KHCC nam 2011 la 7.205 trieu clang
T6c dO tang throng doanh s6 thu hal my cua cho vay tieu dung KHCC nam 2012 thap nhit so voi hai nam con lai, chi at mac 36,75% so van nam tnrac. Bari khi dua vao sin phim cho vay tieu clang KHCC, chinh sach con khac king trong viac thu hai nq vay cila KHCC, mOt phan vi mu6n gift chin KHCC mOt phan vi chua co du kinh nghiam trong viac quan 19 cac khoan no cho vay tieu clung KHCC nen Mc do tang tnrang thu hai nq nhCmg Mm dau tien chug cao. Nam 2013, vi nam 2014, t6c dO nay da &roc cai thin tuong img 41,33% vi 42,43%, sau vii Mm trai nghiam von thqc TPBank da tit rat ra duccc nheng kinh nghiam cho ban than va viac quan 19 thu hai nq, cac khoan thu va tang len ca va quy ma IL Mc do. Dieu nay la mOt kat qua tot clang ghi nhan va se phan nao giup TPBank quan 19 duqc nil ro cho vay tieu dimg KHCC cua minh. Skr thay doi nay gap phan quan tong trong viac phat trien cho vay tieu dimg KHCC, ngfin hang da quan 19 tot cac mon my, ning cao trinh do CBTD, giam thieu thu
ro that thoit von cho ngfin hang.
Tdc d tang tricong du. np CVTD KHCC
Bing 2.6.Tac ail tang throng due no' cho vay Wu ding khdch himg cao cap
(Dan vi tinh: trieu thing)
Chi den Nam 2012 Nam 2013 Nam 2014
Du no cho vay tieu clang KHCC 7.317 8.073 9.264
Talc do tang truing (%) 53,78 10,39 14,75
(Nguan Bcio cao tai chinh Trung tam lduich hang cao cap giai doan nam 2012 — 2014) Chu thich (*): Du nq cho vay tieu dung KHCC ndm 2011 la 4.761 trieu clang
T6c do tang twang ve du my cho vay tieu dimg KHCC trong nha.ng nam qua co bian dOng manh. Nam 2012 dat t9 cao nhit 53,78%, nam 2013 dat 10,39% va nam 2014 dat 14,75%. Nitm 2012t6c do du no tang manh, dial' nay ly giai bat nam doanh so giai ngin nam 2012 cao, dat 12.945 trieu (king, tuy nhien vi bit on kinh to nen doanh s6 thu hal no chi dat 9.853 trieu thing, sea du my den cu6i nam 2012 can kha
du nq cua nam 2012 mei cao nhtr vey.Cac nam ve sau t$ , le nay clang 141 va giam kha thap. Tuy nhien viec nay cling chua ban la di '<Au, beri du nq cho vay con dip vao nhieu yeti tto theo tirng thqc to cua ngan hang. Du nq vay tieu dung KHCC co the la nhung se du con loi cua nhung nam truerc don lai sang nam sau. Neu xet ten phuong
dien nay, thi viec quan IS, du nq vay cua TPBank lai duerng nhu kha tot, beri s6 du cim cac nam khong bj din lai qua nhieu ter cac nam truerc, ma hau nhu la nhung mon vay
mei, nen del rai ro cua cho vay tieu dung KHCC cling giam di.
Tim dP tang truang KHCC
Bing 2.7. nic dQ tang trudng Mach hang cao cap
(Dan vi tinh: Nguai)
Chi lieu Nam 2012 Nam 2013 Nam 2014
Se luring KHCC vay tieu dung 202 226 280
Tee del tang twang (%) 10,98 11,88 23,89
(Nguon Boo cao tai chink Trung tam khcich hang cao cap giai doan nam 2012 — 2014) Chti thich (s): So luring KHCC vay tieu thing ?tam 2011 la 182 ngtteri
Se luqng KHCC tang vay tieu dung c6 dal] hieu tang theo than gian. Tuy so luring tang khong qua nhieu: nam 2012 tang them 20 khach hang, nam 2013 tang them 24 khach hang, vi nam 2014 tang them 54 khach hang, nhung xet ye tec del tang thi co chuyen Bien re ret qua cac nam.
Nam 2012 tang 10,98% so vol nam 2011, nam 2013 tang 11,88% so von nam 2012 va nam 2014 toe do tang cao nhat, dot 23,89%. Skr chuyen bin nay cho to thiy, uy tin atm TT.KHCC va TPBank da duqc tang cao, mat der thu but 1CHCC vay tieu dung tang len di kern von chat !wing djch vq cling tang theo nen con s6 KHCC vay tieu dung cling tang: NW; scr phat trien de ma TPBank se co ca hOi thu but duqc them KHCC vay vim cua minh d(ra tren nhung uy tin va sv tin Wang ma TPBank cling nhu KHCC da xay thing duqc trong nhung nam qua.
Si luting KHCC vay tieu dung dux to la con s6 {chi thip, hau nhu nhting Ichich hang nay deu nam trong so nham KHCC tiem nang, TPBank van chua khai thac vi tier, can duqc het cac dei tuqng trong nheom Khich hang Sieu cao cap vi Khach hang Dac biet. Dieu nay cho thiy day la diem yeu ve san phim cho vay tieu dung cfia TPBank, m(Ic da co huOrng di nhung sin pham chua nem re duqc nhu eau caa timg dei tuqng, din den tinh trang kh6 tiep can toi mqi khich hang. Day la melt van de lem, ntu
TPBank khai thac va giai duqc bai toan nay thi se thu but duqc rat nhieu KHCC vi
dem lai doanh thu lern cho ngfin han ter cho vay tieu dung KHCC. T,y trong du. nq CVTD KHCC Iran du cho vay KHCC
Bang 2.8. 7)) trying dw nv cho vay lieu dung khdch hang cao cap tren cho vay
DVT: trieu (king
Chi tieu Nam 2012 Nam 2013 Nam 2014
Du nq cho vay tieu dung KHCC 7.317 8.960 9.197
Du nq cho vay KHCC 25.186 24.831 31.783
T9 trong (%) 29,05 36,08 28,93
(Nguan Boo cao tai chinh Trung tam khdch hang cao cap giai dogn nam 2012 - 2014)
Du nq cho vay tieu dung KHCC nam 2012 chiem 29,05% tong du nq cho vay KHCC. Den nAm 2013 tang len 36,08%, va nam 2014 t9 trong nay giam xueng con 28,93%. T9 trong nay thay del khong nhieu, tuy nhien nhin tren se du nq cho vay KHCC de so sanh yeti cac ty trong, thi ta thiy, nhemg nam vira qua KHCC sir dung von Lai TPBank thay 4M kh8ng qui nhieu, cac con se, tang nhe qua tong nAm. Co the vi s6 KHCC mot TPBank co chtra nhieu, hiu nhtr deu la khich hang eft' vay vi quay yang du nq theo nhieu nam. Ta co the then xet rang, cho vay tieu dimg KHCC cim TPBank chtra thuc sur phat triers, xet tren cac chi tieu thi co skr tang trtrOng khong den, nhin chung TPBank van chua thuc su phit triers math trong viec cho vay tieu dimg KHCC.
nv gud kin CVTD KHCC
Bing 2.9. Nit gud hgn Erin lung dw cho vay lieu ding khdch hang cao alp Don vi tinh: Trieu ding
Chi tieu ' Nam 2012 Nam 2013 Nam 2014
Du nq cho vay tieu dung
KHCC 7.317 8.960 9.197
Ng qua han 104 204 321
Ng qui h3n/Du nq (%) 1,42 2,28 3,49
(Nguan Belo cao tai chinh Trung tam khdch hang cao cap giai dogn nam 2012 - 2014)
Tir bang s6 tiou, ta co the thAy t9 I¢ nq qui han cho vay tieu dimg KHCC tang (let Bien vio nAm 2013 va 2014. Nguyen nhan la do nam 2013, thi tratmg van chili anh huorng cua suy giam kinh te, nhieu KHCC cua TPBank cling la cac chit doanh nghiep, lanh dao cap cao cua cac doanh nghiep khitc tren thj trutmg, nen khi kinh to tri tre, thi hoat dOng kinh doanh tai cac doanh nghiep cim hg cling bj anh htreng, anh htremg truc tiep to; ngutm thu nh'ap cim KHCC, tuy kheng hin mat di ngu6n tra my, nhung phin