美国富国银行的小企业银行业务--Wells Fargo Small Business Lending.ppt

美国富国银行的小企业银行业务中国天津 2007年6月20－21日Wells Fargo Small Business LendingTianjing, China June 20-21, 2007 小企业市场由富国银行旗下的两家专门机构负责 The Small Business Market is Served by Two Separate Organizations within Wells Fargo “企业通” Business Direct 贷款上限为10万美元 Lends up to $ 100,000 客户年销售额200万美元 Customers with sales $ 2 Million 大部分贷款通过邮件、电话或分行柜台发放。没有客户经理 Most loans originated through mail, phone, or in the branch. No banker relationship 在贷款发放和账户监控中大量使用信贷评分；不使用纳税申报表或财务报表。信用报告是关键 Extensive use of credit scoring for underwriting and account monitoring; No tax returns or financial statements used. Credit reports are key. 通常无担保物 No collateral usually taken. 小企业银行 Business Banking 贷款上限为100万美元或更高 Lends up to $ 1 Million or more 客户年销售额为200万至2000万美元 Customers have sales from $ 2 Million to $ 20 Million 贷款由训练有素的客户经理负责发放，他们负责管理与客户的关系 Loans originated by specially trained bankers who manage a relationship with the customer. 贷款发放基于（企业和业主）财务报表分析 －流动性、杠杆比率、偿债能力等 Loans are made using financial statement analysis—Liquidity, Leverage, Debt-Service Coverage, etc.(both business and for owners). 通常需要提供担保物 Loans typically collateralized. 1995年开始该直销业务 Began direct lending in 1995 至今仍是美国最大的发放10万美元以下小企业贷款的放贷人 By far, the largest small business lender in the U.S. for loans under $ 100,000. 2005年政府数据显示，富国银行所占市场份额超过了花旗银行（第二）和摩根大通银行（第三）的总和 2005 government data shows WF market share greater than Citibank and JP Morgan Chase (#2 #3) combined 全国性横跨所有行业的由许多小贷款组成的多样化贷款组合 Diversified, national loan portfolio of many small loans across all industries. 贷款损失控制得当，在过去10年波动很小 Loan losses well-controlled and have fluctuated little over the last 10 years. 高盈利性，可持续的业务增长 Highly profitable, sustained growth 美国小企业市场的情况 Some Facts About the Small Business Market in the U.S. 大多数企业规模都很小 Most Businesses Are Truly Very Small Businesses 它们不是“初创公司” And They Are Not “Start-ups”… 富国银行的小企业贷款历史 History of Small Business Lending at Wells Fargo 1990年之前，富国银行并不是主要的小企业贷款人 Prior to 1990, Wells Fargo was not a significant small