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面对2009年银行利差的大幅收窄及同业竞争的日趋激烈,中国民生银行在前期事业部制改革的基础上,启动了精准定位客户的新战略,提出了“做民营企业、小微企业和高端客户的银行”的战略目标,并以“商贷通”业务为抓手,加强对目标客户的重点拓展。目前,新战略初显成效,民生银行实现了客户资源的广泛开拓、贷款结构的不断优化与资产获利能力的显著提升,利差水平居境内11家上市银行首位,同时还带动了财务顾问、证券承销等相关业务收入的快速增长。本文以年报数据为基础,总结分析了民生银行实施客户定位新战略、推进信贷结构调整的有益经验。
Faced with the substantial narrowing of bank spreads in 2009 and the increasingly fierce competition in the industry, China Minsheng Bank launched a new strategy of accurately locating customers based on the reform of the previous business unit system and proposed a strategy of “making private enterprises, small and micro enterprises Business and high-end customers, ”the strategic objectives, and to “ Shang Dai Tong ”business as a starting point to strengthen the focus on the development of target customers. At present, the new strategy has taken initial effect. Minsheng Bank has broadened its customer base, continuously optimized the loan structure and significantly enhanced the profitability of assets. The interest spread ranks first among the 11 listed banks in the PRC and at the same time led financial consultants, Securities underwriting and other related business income rapid growth. Based on the annual report data, this article summarizes and analyzes Minsheng Bank’s beneficial experience in implementing the new strategy of customer positioning and advancing credit structure adjustment.