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Mc lc
Li ni u.........................................................................1
Li ni u .........................................................................5Ngn hng l mt trung gian ti chnh, l mt knh dn
vn quan trng cho ton b nn kinh t. Trong mi tr ng
cnh tranh ngy cng gay gt, vic hon thin v m rng
cc hot ng l h ng i v ph ng chm cho cc ngn
hng tn ti v pht trin. Trong cc hot ng ca ngn
hng c hot ng cho vay, tuy nhin t x a ti nay, cc
ngn hng ch quan tm ti cho vay cc nh sn xut kinh
doanh m ch a quan tm ti giai on cui cng ca qu
trnh sn xut l tiu dng. Nu ch cho vay sn xut
nhiu m khch hng khng tiu th c do ng i dn
khng c nhu cu v hng ha hoc c nhu cu nh ng
li khng c kh nng thanh ton th tt yu s dn ti cung
v t qu cu, hng ha b tn kho v ng vn................5
T thc t cho thy khi x hi ngy cng pht trin,
khng ch c cc cng ty, doanh nghip l cn vn snxut kinh doanh, m rng th tr ng m hin nay, cc c
nhn cng l nhng ng i cn vn hn bao gi ht. Cuc
sng ngy cng hin i, mc sng ca ng i dn cng c
nng cao, cuc sng gi y khng ch b hp trong n
no, mc m m dn chuyn sang n ngon, mc
p v cng cn bit bao nhu cu khc cn phi c p
ng. Gi dy, tm l ca ng i dn coi vic i vay lmun s dng hng ha tr c khi c kh nng thanh ton. p
ng lng mong mi ca ng i dn, cc ngn hng pht
trin mt hot ng cho vay mi, l cho vay tiu dng,
mt mt va to thm thu nhp cho chnh ngn hng,
mt khc gip cho cc c nhn c c ngun vn
ci thin cuc sng ca mnh............................................6
Ch ng I............................................................................... 8
Nhng vn chung v cho vay tiu dng ca .................8
Nguyn Th H - Ti chnh 33 1
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Ngn hng Th ng mi C phn K Th ng ........................8
1.1. Khi qut v hot ng cho vay ca Ngn hng Th -ng mi C phn K th ng.............................................81.1.1. Khi nim cho vay ................................................8
1.1.2. c im ............................................................. 81.1.3. Vai tr ca hot ng cho vay ca Ngn hng Th -
ng mi C phn K th ng..........................................8
1.1.4. Cc hnh thc cho vay ca NHTM. ........................ 9
1.1.4.1. Theo thi hn cho vay ..................................101.1.4.2. Theo mc ch vay ....................................101.1.4.4. Theo mc tn nhim i vi khch hng.................................................................................. 11
1.1.4.5. Theo i t ng tham gia quy trnh cho vay . 121.1.4.6. Theo ph ng thc cho vay ............................12
1.2. Tng quan v hot ng cho vay tiu dng caNHTM .............................................................................. 141.2.1. L do hnh thnh hot ng cho vay tiu dng ...14
1.2.2. Khi nim cho vay tiu dng................................17
1.2.3. c im ca cho vay tiu dng......................... 17
1.2.4. Phn loi cho vay tiu dng .................................18
1.2.4.1. Cn c vo ph ng thc hon tr .................181.2.4.2. Cn c vo mc ch vay ...........................211.2.4.3. Cn c vo ngun gc ca khon n............21
1.2.5. Li ch ca cho vay tiu dng...............................23
1.2.5.1. i vi ngn hng ........................................231.2.5.2. i vi ng i tiu dng .....................................241.2.5.3. i vi nn kinh t ......................................24
1.2.6. Cc nhn t nh h ng ti kh nng m rng cho vy
tiu dng ca NHTM...................................................... 24
1.2.6.1. Cc nhn t thuc v ngn hng ..............241.2.6.2. Nhn t ngoi ngn hng ..........................26
Ch ng II: ..........................................................................29
Thc trng hot ng cho vay tiu dng ti ........................29
Hi s chnh Ngn hng th ng mi C phn ..................29
k th ng Vit Nam ........................................................... 29
2.1. Tng quan v Ngn hng Th ng mi C phn Kth ng Vit Nam Techcombank......................................292.1.1. Lch s hnh thnh v pht trin Techcombank 29
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2.1.2. C cu t chc ca Hi s chnh Techcombank 32
2.1.3. Tnh hnh hot ng kinh doanh ca
Techcombank .............................................................. 35
2.2. Hot ng cho vay tiu dng Vit Nam ..............38
2.3. Thc trng hot ng cho vay tiu dng ti Hi schnh Ngn hng Th ng mi C phn K th ng VitNam................................................................................ 402.3.1. Khi qut v hot ng cho vay ti Hi s chnh
Ngn hng Th ng mi C phn K th ng Vit Nam. 40
2.3.1.1. Cho vay t xn......................................412.3.1.3. Cho vay Du hc n c ngoi .........................452.3.1.4. Cho vay Du hc ti ch.............................48
2.3.2. Thc trng hot ng cho vay tiu dng ti Hi schnh Techcombank...................................................49
2.4. nh gi v hot ng cho vay tiu dng ti Hi s
chnh Techcombank. .................................................55
2.4.1. Nhng kt qu m Ngn hng t c . .552.4.2. Mt s tn ti v nguyn nhn .......................57
Ch ng III: .........................................................................61
Gii php y mnh hot ng cho vay tiu dng ti Ngn
hng Th ng mi C phn k th ng ..................................61
3.1. nh h ng pht trin hot ng cho vay tiu dng tiHi s Ngn hng Th ng mi C phn K th ng VitNam ............................................................................... 613.2. Gii php y mnh hot ng cho vay tiu dng tiNgn hng Th ng mi C phn K th ng....................633.2.1. Xy dng chin lc marketing ngn hng ........63
3.2.1.1. Phng qun l khch hng ca Hi s cn xy
dng mt chin lc khch hng lu di.......................653.2.1.2. y mnh chnh sch giao tip khuych tr ng
.................................................................................... 66
3.2.1.4. Hon thin cc sn phm cho vay ca Ngnhng......................................................................... 72
3.2.2. M rng mng li ca Ngn hng ........................78
3.3. p dng h thng tnh im tn dng i vi khchhng............................................................................... 79
3.4. Khng ngng pht trin cng ngh Ngn hng ......80
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3.5. Nng cao s lng cng nh cht lng ngun nhn lc....................................................................................... 823.6. Mt s kin ngh ..................................................... 853.6.1. Kin ngh i vi s qun l v m ca Nh n c.
.................................................................................... 853.6.2. Kin ngh i vi Ngn hng Nh n c ...............87
Kt lun ............................................................................89
Ti liu tham kho ............................................................91
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Li ni u
Ngn hng l mt trung gian ti chnh, l mt knh
dn vn quan trng cho ton b nn kinh t. Trong mi tr-ng cnh tranh ngy cng gay gt, vic hon thin v m
rng cc hot ng l hng i v phng chm cho cc
ngn hng tn ti v pht trin. Trong cc hot ng ca
ngn hng c hot ng cho vay, tuy nhin t xa ti nay,
cc ngn hng ch quan tm ti cho vay cc nh sn xut
kinh doanh m cha quan tm ti giai on cui cng ca
qu trnh sn xut l tiu dng. Nu ch cho vay sn xut
nhiu m khch hng khng tiu th c do ngi dn
khng c nhu cu v hng ha hoc c nhu cu nhng
li khng c kh nng thanh ton th tt yu s dn ti cung
vt qu cu, hng ha b tn kho v ng vn.
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T thc t cho thy khi x hi ngy cng pht trin,
khng ch c cc cng ty, doanh nghip l cn vn
sn xut kinh doanh, m rng th trng m hin nay,
cc c nhn cng l nhng ngi cn vn hn bao gi
ht. Cuc sng ngy cng hin i, mc sng ca ngi
dn cng c nng cao, cuc sng gi y khng ch
b hp trong n no, mc m m dn chuyn sang
n ngon, mc p v cng cn bit bao nhu cu
khc cn phi c p ng. Gi dy, tm l ca ngi
dn coi vic i vay l mun s dng hng ha trc khic kh nng thanh ton. p ng lng mong mi ca ngi
dn, cc ngn hng pht trin mt hot ng cho
vay mi, l cho vay tiu dng, mt mt va to thm
thu nhp cho chnh ngn hng, mt khc gip cho
cc c nhn c c ngun vn ci thin cuc sng
ca mnh.Sau mt thi gian thc tp, tm ti v hc hi ti Hi
s chnh Ngn hng Thng mi C phn K thng Vit
Nam Techcombank, em nhn thy Ngn hng bt
u quan tm ti hot ng cho vay tiu dng nhng hot
ng ny vn cha thc s tr thnh hot ng ln ca
Ngn hng. Chnh v vy, vic tip tc nghin cu v ara cc gii php pht trin nghip v cho vay tiu dng
s c ngha v phng din l lun v thc tin i vi s
a dng ha hot ng ca ngn hng. Do , em la
chn ti Gii php y mnh hot ng cho vay tiu
dng ti Ngn hng Thng mi C phn K thng Vit
Nam lm ti nghin cu ca mnh.
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Ni dung ti bao gm ba chng:
Chng I: Nhng vn chung v cho vay tiu dng
ca Ngn hng Thng mi C phn K thng Vit Nam.
Chng 2: Thc trng hot ng cho vay tiu dng ti
Hi s chnh Ngn hng Thng mi C phn K thng
Vit Nam.
Chng 3: Gii php y mnh hot ng cho vay tiu
dng ti Ngn hng Thng mi C phn K thng Vit
Nam.
Phm vi ca ti l nghin cu hot ng cho vaytiu dng ti Ngn hng Thng mi C phn K thng Vit
Nam t nm 2001 ti nm 2004. Trn c s l lun v thc
tin, bi vit a ra mt s kin nhm pht trin hot
ng ny ti ngn hng.
hon thin ti ny, em nhn c s gip
v cng nhit tnh v qu bu ca c gio Th.S. Phm HngVn. Bn cnh , trong thi gian thc tp, em cng c s
gip tn tnh ca cc anh ch Ngn hng Thng mi
C phn K thng Vit Nam.
Em xin chn thnh cm n v mong tip tc nhn -
c s ch bo ca cc thy c v cc anh ch ngn hng.
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Chng I
Nhng vn chung v cho vay tiu dng ca
Ngn hng Thng mi C phn K Thng
1.1. Khi qut v hot ng cho vay ca Ngn
hng Thng mi C phn K thng.
1.1.1. Khi nim cho vay
Cho vay l phng thc ti tr c tnh truyn thng ca
ngh Ngn hng. Hnh thc biu hin c th l: Ngn
hng chuyn tin trc tip cho khch hng s dng theo
yu cu hoc mc ch tiu dng ca khch hng khi khch
hng p ng c cc yu cu ca Ngn hng t ra.
1.1.2. c im
Ngn hng p ng cho tt c cc khch hng s
dng vn nhng khch hng phi p ng c cc iu
kin ca Ngn hng t ra.
- Qui m ca cc hp ng cho vay t nh n ln, vi
nhu cu vay nh n cc d n ln mc ri ro cao hay thp,
mc thu hi vn nh th no, ti sn th chp v uy tn ca
khch hng ra sao s nh hng n mc li sut ngn hng
qui nh c th. Ngoi ra vi thi gian s dng vn khc
nhau th li sut cng s khc nhau.
1.1.3. Vai tr ca hot ng cho vay ca Ngn
hng Thng mi C phn K thng.
- i vi ngn hng
Cho vay l hot ng chnh ca Ngn hng, y l
hot ng mang li li nhun cho Ngn hng.
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Cho vay ca Ngn hng ln m mc d n thp chng t
Ngn hng lm n c hiu qu, uy tn ca Ngn hng rt
ln. Cho vay ca Ngn hng cng ngy chng t nhiu ngi
bit n Ngn hng. Nh vy vn huy ng vn,
hoc huy ng cc ngun tin nhn ri trong dn c gi
vo ngn hng nhiu hn. T to iu kin m rng
mng li ca Ngn hng nh ngy cng pht trin v s
cng ngy cng a dng ha cc hnh thc cho vay t
m nng cao thu nhp cho ngn hng.
- i vi khch hng.Nh c Ngn hng cho vay m khch hng s c th
thc hin c nhng d nh, d n ca mnh. Do vy
mang li li nhun cho khch hng hay gii quyt c cc
vn m khch hng gp phi trong vn t xut,
cp bch.
Tuy vt khch hng cn phi tnh ton n kh nngchi tr vic chi tiu s hp l.
- i vi nn kinh t
Cho vay ca Ngn hng s lm cho khch hng thc
hin c cc d n ca mnh, nh vy rt tt trong vic
thc y nhanh tc tiu th hng ha, to thm cy n
vic lm cho x hi to kh nng lu thng vn nhanh, t thc y nn kinh t pht trin v tng trng.
1.1.4. Cc hnh thc cho vay ca NHTM.
Phn loi cho vay l vic sp xp cc khon cho vay
theo tng nhm da trn mt s tiu thc nht nh. Vic
phn loi cho vay c c s khoa hc l tin thit
lp cc quy trnh cho vay thch hp v nng cao hiu qu
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qun tr ri ro tn dng. Phn loi cho vay da vo cc cn
c sau y:
1.1.4.1. Theo thi hn cho vay
- Cho vay ngn hn: Loi cho vay ny c thi hn di 12
thng v c s dng b p s thiu ht vn lu ng
ca cc doanh nghip v cc nhu cu chi tiu ngn hn ca
c nhn.
- Cho vay trung hn: L cc khon vay c thi hn t
mt nm n nm nm. Cho vay trung hn ch yu c s
dng u t mua sm ti sn c nh, ci tin hoc
i mi thit b, cng ngh, m rng sn xut kinh doanh,
xy dng cc d n mi c quy m nh v thi gian thu hi
vn nhanh. Bn cnh u t cho ti sn c nh, cho vay
trugn hn cn l ngun hnh thc vn lu ng thng xuyn
ca cc doanh nghip, c bit l nhng doanh nghip
mi thnh lp.
- Cho vay di hn: l loi cho vay c thi hn trn nm
nm. y l loi hnh c cung cp p ng cc nhu
cu di hn nh xy dng nh , cc thit b, phng tin
vn ti c quy m ln, xy dng cc x nghip mi.
1.1.4.2. Theo mc ch vay
- Cho vay kinh doanh: l loi tn dng cp cho cc nh
doanh nghip, cc ch th kinh doanh tin hnh sn
xut v lu ng hng ha.
- Cho vay tiu dng: l loi cho vay p ng nhu
cu tiu dng ca cc c nhn nh mua sm nh ca, xe
c
1.1.4.3. Cho vay i vi ngi tiu dng
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Cho vay tiu dng c bt u t cc hng bn l do
nhu cu y mnh tiu th hng ho, hnh thc cho vay
tiu dng ca cc hng l bn tr gp.
- C s cho vay tiu dng
Nhu cu vay tiu dng gia tng mnh m gn lin vi
nhu cu v hng tiu dng lu bn nh nh, xe, g sang
trng, nhu cu du lch i vi lc lng khch hng rng ln.
- Nhiu hng ln t ti tr ch yu bng pht hnh c
phiu v tri phiu. Nhiu cng ty ti chnh cnh tranh vi
ngn hng trong cho vay lm th phn cho vay cc doanhnghip ca ngn hng b gim st buc ngn hng phi
m rng th trng cho vay tiu dng gia tng thu nhp.
- Ngi tiu dng c thu nhp u n tr n
ngn hng mt s trng hp ngi tiu dng c thu nhp kh
hoc cao, thu nhp tng i n nh. Vay tiu dng gip
h nng cao mc sng, tm kim cng vic c mc thunhp cao hn.
1.1.4.4. Theo mc tn nhim i vi khch hng.
- Cho vay khng c bo m: l loi cho vay khng c
ti sn cm c, th chp hoc bo lnh ca ngi th ba,
m vic cho vay ch da vo uy tn ca bn thn khch
hng . i vi nhng khch hng tt, trung thc trong
kinh doanh, c kh ti chnh mnh, qun tr hiu qu th
ngn hng c th cp tn dng da vo uy tn ca bn
thn k thut m khng cn mt ngun thu n b sung th
hai.
- Cho vay c bo m: l loi cho vay da trn c s
cc bo m nh th chp hoc cm c, hoc phi c s
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bo lnh ca ngi th ba. S bo m ny l cn c php l
ngn hng c thm mt ngun th hai, b sung cho
ngun thu n th nht thiu chc chn.
1.1.4.5. Theo i tng tham gia quy trnh cho vay
- Cho vay trc tip: Ngn hng cp vn trc tip cho
ngi c nhu cu, ng thi ngi i vay trc tip hon tr
n vay cho ngn hng.
- Cho vay gin tip: l hnh thc cho vay thng qua
cc t chc trung gian. Ngn hng cho vay qua cc t,
i, hi, nhm nh nh sn xut, Hi nng dn, Hi cu
chin binh, Hi ph n Cc t chc ny thng lin kt
cc thnh vin theo mt mc ch ring, song ch yu
u h tr ln nhau, bo v quyn li cho m thnh vin.
Ngn hng c th chuyn mt vi khu ca hot
ng cho vay sang cc t chc trung gian nh thu n, pht
tin vay T chc trung gian cng c th ng ra bo
m cho cc thnh vin vay, hoc cc thnh vin trong
nhm bo lnh cho mt thnh vin vay. iu ny rt thun
tin khi ngi vay khng c hoc khng ti sn th
chp.
Ngn hng cng c th cho vay thng qua ngi bn l
cc sn phm u vo ca qu trnh sn xut. Vic cho
vay theo cch ny s hn ch ngi vay s dng tin sai mc
ch.
1.1.4.6. Theo phng thc cho vay
- Cho vay tng ln: Cho vay tng ln l hnh thc cho
vay tng i ph bin ca ngn hng i vi cc khch
hng khng c nhu cu vay thng xuyn, khng c iu
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kin c cp hn mc thu chi. Mt s khch hng s
dng vn ch s hu v tn dng thng mi l ch yu,
ch khi c nhu cu thi v, hay m rng sn xut c bit
mi vay ngn hng, tc l vn t ngn hng ch tham gia
vo mt s giai on nht nh ca chu k sn xut kinh
doanh.
- Cho vay theo hn mc: y l nghip v tn dng
theo ngn hng tha thun cp cho khch hng hn
mc tn dng. Hn mc tn dng c th tnh cho c k
hoc cui k. l s d ti a ti thi im tnh.Hn mc tn dng c cp trn c s k hoch sn
xut kinh doanh, nhu cu vn v nhu cu vay vn ca
khch hng. Trong k khch hng c th vay tr nhiu ln,
song d n khng c vt qu hn mc tn dng. Mt s trng
hp ngn hng quy nh hn mc cui k. D n trong k c
th ln hn hn mc. Tuy nhin n cui k, khch hngphi tr n gim d n sao cho d n cui k khng c vt
qu hn mc.
- Cho vay thu chi: l nghip v cho vay qua ngn
hng cho php ngi vay c chi tri trn s d tin gi thanh
ton ca mnh n mt gii hn nht nh v trong
khong thi gian xc nh. Gii hn ny c gi l hn mcthu chi.
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1.2. Tng quan v hot ng cho vay tiu dng
ca NHTM
1.2.1. L do hnh thnh hot ng cho vay tiu
dng
Cho vay l hot ng c bn ca cc Ngn hng Th-
ng mi. Tuy nhin, t xa ti nay, cc ngn hng mi ch
quan tm n cho vay cc doanh nghip sn xut kinh
doanh hng ha m cha thc s ch ti nhu cu vay tiu
dng ca ngi dn.
Cuc sng ngy cng pht trin, nhu cu vay tiu dng
gia tng mnh m gn lin vi nhu cu v hng tiu dng
lu bn nh nh, xe, g sang trng, nhu cu du lch
i vi lc lng k thut rng ln. Nu ta lp mt bng thng
k nhng nhu cu ca mt i ngi th l mt con s
v hn, l nhng nhu cu t n gin nh c n, mc,
hc hnh n nhng nhu cu phc tp hn nh du lch, vui
chi gii tr, nhu cu c tn trng Tuy nhin, nhu
cu c p ng ng lc, ng thi im khng phi
lc no cng d dng thc hin c bi n cn ph thuc
vo mt nhn t rt quan trng, l kh nng thanh
ton. i khi ch v khng c kh nng thanh ton mun c
mt chic xe my mua sm th nhu cu i li bng xe
my li khng nhiu na. hoc nh chng ta cn tin
u t i hc, khi ra trng ta c th d dng tm vic v
kim tin. Nhng hin ti ta li khng c tin th c m c
i hc hay c vic lm tt cng bay xa. Vy ti sao chng
ta li khng th c c xe my, chic nh mi hay l
i hc trc khi chng ta c th c tin trong tng lai.
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y thc s l mt vn quan trng, lm th no
gii quyt mu thun gia nhu cu tiu dng v kh
nng thanh ton ny.
Trn thc t c hai cch gii quyt. Cch th nht l
mu bn chu. Tuy nhin cch ny ch c li i vi ngi
mua, cn bt li i vi ngi bn. Ngi mua s c s dng
hng ha trc khi c s tin cn thit, nhng ngi bn s
thu hi vn chm hoc thm ch b ngi mua qut tin.
Khi cn tin nhp hng hoc m rng sn xut kinh
doanh th n lt ngi bn d ri vo tnh trng thiu ph-ng tin thanh ton. V vy, cch mua bn chu khng
ph bin v kh thi, li gp nhiu ri ro. Cch th hai l
ngi mua vay i vay tin, h s cm gic l phng
tin thanh ton. Cch ny va tha mn nhu cu ca ngi
tiu dng v nh sn xut cng bn c hng.
Nh vy l cn n mt t chc thc ba h tr c ngimua v ngi bn h lun lun c phng tin thanh ton
i vi cc nhu cu ca h. Khng mt t chc no m
nhim c v tr ny tt bng cc trung gian ti chnh, m
quan trng nht l cc Ngn hng Thng mi.
Ngn hng pht trin hot ng cho vay tiu dng
cng l cch Ngn hng gia tng li nhun, c bit ltrong mi trng cnh tranh khc lit ngy nay. Nhiu hng
ln khi thiu vn khng tm n ngn hng vay
tin m thay v h t ti tr ch yu bng pht hnh
c phiu v tri phiu. Thm vo nhiu Cng ty ti
chnh hoc gia cc ngn hng cnh tranh vi nhau trong
cho vay lm cho th phn cho vay cc doanh nghip ca
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Chuyn tt nghip
ngn hng b gim st buc ngn hng phi m rng th
trng cho vay tiu dng, hng ti ngi tiu dng nh l mt
khch hng trung thnh tim nng. Ngn hng cho vay iu
dng mt mt tng thu nhp cho bn thn ngn hng,
mt khc to ra uy tn cho ngn hng.
Mt l do khc gp phn vo s hnh thnh cho vay
tiu dng l c im lun chuyn hng ha tiu
dng. Ngn hng cho vay i vi doanh nghip v c nhn
l mt mng hot ng quan trng ca ngn hng. Qu
trnh sn xut v lu thng hng ha nu nh khng c tiudng th tt yu s b tc nghn, hng ha khng tiu th
c dn ti doanh nghip b ng vn v ng nhin
qu trnh sn xut khng th tip tc. Vai tr ca ngn
hng lc ny tr ln quan trng hn bao gi ht. Ngn
hng cho ngi tiu dng vay vn to ra kh nng thanh
ton cho h trc khi h tch ly s tin cn thit. Khchhng c tin s tm n doanh nghip mua hng v
doanh nghip tiu th c hng ha. T doanh nghip
c tin s tr c n cho ngn hng. Khi tiu th c
hng ha, doanh nghip s m rng sn xut v s tm ti
ngn hng tip tc vay vn. Nh vy, ngn hng cho
vay tiu dng s c li cho c ba bn: ngi tiu dng, doanhnghip v ngn hng.
Ngi tiu dng c thu nhp u n (tin cng)
tr n ngn hng. Mt s tng lp ngi tiu dng c thu nhp
kh hoc cao, thu nhp tng i n nh. Vay tiu dng
gip h nng cao mc sng, tng kh nng c o to
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Chuyn tt nghip
gip h nhiu c hi tm kim cng vic c mc thu nhp
cao hn.
Trong cuc sng hng ngy cng hin i, vay tiu
dng tr nn cn thit hn bao gi ht v s hnh
thnh cho vay tiu dng tr thnh iu tt yu.
1.2.2. Khi nim cho vay tiu dng.
Cho vay tiu dng l mt trong nhng nghip v ca
ngn hng. Cho vay tiu dng l mt khi nim ch mi
quan h v kinh t trong ngn hng chuyn cho
khch hng quyn s dng mt lng gi tr (tin) vi nhng
iu kin m hai bn tha thun nhm gip ngi tiu
dng c th s dng hng ha, dch v trc khi h c kh
nng chi tr, to iu kin cho h c th hng mt mc
sng cao hn.
1.2.3. c im ca cho vay tiu dng.
- Quy m ca tng hp ng cho vay thng nh, dn
n chi ph t chc cho vay cao, v vy li sut cho vay
tiu dng thng cao hn so vi li sut ca cc loi cho vay
trong lnh vc thng mi v cng nghip.
- Nhu cu vay tiu dng ca khch hng thng phi ph
thuc vo chu k kinh t. Khi nn kinh t thnh vng, i
sng ca ngi dn c nng cao th nhu cu vay tiu dng
li cng cao. Vo cc dp l tt, nhu cu mua sm nhiu
th cc s lng cc khon vay cng tng ln.
- Nhu cu vay tiu dng ca khch hng ph thuc
cht ch vo mc thu nhp v trnh hc vn. Nhng
ngi c thu nhp kh v tng i u s tm ti cho vay
tiu dng bi h c kh nng tr c n.
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Chuyn tt nghip
- Khch hng vay tiu dng thng l cc c nhn nn
vic chng minh ti chnh thng kh. Nu nh cc doanh
nghip c bng cn i k ton, bo co kt qu kinh
doanh chng minh ngun thu nhp v chi tiu ca
mnh th cc c nhn vay tiu dng mun chng minh ti
chnh ca mnh thng phi da vo tin lng, s suy on
ch khng c bng chng r rng.
- Cho vay tiu dng c ri ro cao bi ngun tr n
ca ngi vay c th bin ng ln, n ph thuc vo qu
trnh lm vic, kinh nghim, ti nng v sc khe ca ngivay Nu ngi vay b cht, m hoc mt vic lm ngn
hng s rt kho thu li c n. Do , cc ngn hng thng
yu cu li sut cao, yu cu ngi vay phi mua bo him
tht nghip, bo him nhn th, bo him hng ha
mua
- T cch, phm cht ca khch hng vay thng rt khxc nh, ch yu da vo cch nh gi, cm nhn v
kinh nghim ca cn b tn dng. y l iu rt quan
trng quyt nh s hon tr ca khon vay.
1.2.4. Phn loi cho vay tiu dng
1.2.4.1. Cn c vo phng thc hon tr
* Cho vay tiu dng tr gp
y l hnh thc cho vay tiu dng trong i vay
tr n (gm s tin gc v li) cho ngn hng nhiu ln,
theo nhng k hn nht nh c gi tr ln hoc v thu
nhp tng nh k ca ngi i vay khng kh nng
thanh ton ht mt ln s n vay. i vi loi cho vay tiu
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Chuyn tt nghip
dng ny, ngn hng thng ch ti mt s vn c bn
c tnh nguyn tc sau:
+ Loi ti sn c ti tr
Ngn hng thng ch mun ti tr cho nhng khon
vay mua sm cc dng c gi tr v tnh s dng lu
bn, vi nhng ti sn nh vy, ngi tiu dng s c hng
nhng tin ch t chng trong mt thi gian di.
+ S tin phi tr trc
Thng thng ngn hng yu cu ngi i vay phi
thanh ton trc mt phn gi tr ti sn cn mua sm, scn li ngn hng s cho vay. iu ny mt phn gip
ngn hng hn ch ri ro, mt khc to cho ngi i vay c
trch nhim hn vi ti sn mnh nh mua bi h cng
ng gp mt phn s tin ca mnh vo trong .
Khi khch hng khng tr c n, trong nhiu trng hp
ngn hng s phi pht mi ti sn thu hi n. Hu htcc ti sn qua s dng u b gim gi tr cho nn s
tin tr trc c vai tr v cng quan trng gip ngn hng
hn ch ri ro.
S tin tr trc nhiu hay t ph thuc:
- Loi ti sn: i vi cc loi ti sn c mc gim gi
nhanh th s tin tr trc nhiu v ngc li, i vi cc loiti sn c mc gim gi chm th s tin tr trc t
hn.
- Th trng tiu th ti sn sau khi s dng: yu t ny
rt quan trng. Nu l ti sn thuc loi d bn th s
tin tr trc s t hn loi ti sn kh bn sau khi s dng.
- Mi trng kinh t
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Chuyn tt nghip
- Nng lc ti chnh ca ngi i vay
+ Chi ph ti tr
Chi ph ti tr l chi ph m ngi i vay phi tr cho
ngn hng trong vic s dng vn. Chi ph ti tr ch yu
l tin li v mt s khon chi ph khc. Chi ph ti tr phi
trang tri c chi ph vn ti tr, chi ph hot ng, ri ro
v mang li mt phn li nhun tha ng cho ngn hng.
+ iu khon thanh ton
- S tin thanh ton mi nh k ph hp v kh nng
thu nhp, chi tiu ca khch hng.- Gi tr ca ti sn ti tr khng c thp hn s tin
ti tr cha c thu hi.
- K hn tr n phi thun li cho vic tr n ca khch
hng nhng khng nn qu di v nu qu di, gi tr ca
ti sn ti tr s b gim mnh v vic thu hi n c th gp
rc ri.* Cho vay tiu dng phi tr gp
Theo phng thc ny, tin vay c khch hng thanh
ton cho ngn hng mt ln khi n hn, p dng vi cc
khon vay c gi tr nh, thi hn ngn.
* Cho vay tiu dng tun hon.
L cc khon cho vay tiu dng trong ngn hngcho php khch hng s dng th tn dng hoc pht hnh
loi sec c php thu chi da trn ti khon vng lai. Theo
phng thc ny, trong thi hn c tha thun trc, cn c
vo nhu cu chi tiu v thu nhp kim c tng k, khch
hng c Ngn hng cho php vay v tr n nhiu k mt
cch tun hon, theo mt hn mc tn dng.
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Chuyn tt nghip
1.2.4.2. Cn c vo mc ch vay
Cn c vo mc ch vay, ngn hng s xp khon
vay l vay t hay mua nh, chi ph hc hnh, mua
sm dng gia nh
1.2.4.3. Cn c vo ngun gc ca khon n
* Cho vay tiu dng gin tip.
Cho vay tiu dng gin tip l hnh thc cho vay trong
ngn hng mu nhng khon n pht sinh do nhng
Cng ty bn l bn chu hng ha hay dch v cho ngi
tiu dng.
Trong trng hp ny Cng ty bn l v Ngn hng k
kt hp ng mua bn n. Trong hp ng, ngan hng th-
ng a ra cc iu kin v i tng k thut c bn
chu, s tin bn chu ti a v loiaj ti sn bn chu. Sau
Cng ty bn l v ngi diu dng k kt hp ng mua
bn chu hng ha. Thng thng ngi tiu dng phi tr trc
mt phn gi tr ti sn. Cng ty bn l s giao ti sn cho
ngi tiu dng v bn b chng t bn chu hng ha cho
ngn hng. Ngn hng da trn b chng t s thanh
ton tin cho vay cng ty bn l. Cui cng ngi tiu dng
thanh ton tin tr gp cho ngn hng.
Cho vay tiu dng gin tip c mt s u im sau:
- Cho php ngn hng d dng tng doanh s cho
vay tiu dng.
- Gim c chi ph trong cho vay
- M rng quan h vi khch hng v cc hot ng
ngn hng khc
- Vay vn ng mc ch
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Chuyn tt nghip
Cho vay tiu dng gin tip c mt s nhc im sau:
- Ngn hng khng tip xc trc tip vi ngi tiu
dng c bn chu, do thng tin v khch
hng i khi khng chnh xc, khng tm hiu k
c khch hng c th dn ti ri ro cho ngn hng.
- Thiu s kim sot ca ngn hng khi cng ty bn
l thc hin vic bn chu hng ha.
- K thut nghip v cho vay tiu dng gin tip c
tnh phc tp cao.
* Cho vay tiu dng trc tipL cc khon cho vay tiu dng trong ngn hng
trc tip tip xc v cho khch hng vay cng nh trc tip
thu n t ngi ny.
So vi cho vay tiu dng gin tip, cho vay tiu dng trc
tip c nhng u im sau:
- Cho vay tiu dng trc tip ca ngn hng thng ccht lng cao hn bi n c quyt nh bi i ng
nhn vin tn dng giu kinh nghim v c o to
chuyn mn tt ca ngn hng ch khng phi l nhng
nhn vin ca cng ty bn l. Nhn vin tn dng ngn
hng c xu hng ch trng n vic to ra cc khon cho
vay c cht lng tt cho khi nhn vin ca cng ty bn lthng ch trng n vic bn cho c nhiu hng nn d
dn ti cc quyt nh tn dng vi vng v c th c
nhiu khon tn dng c cp ra khng chnh ng.
- Cho vay tiu dng trc tip linh hot hn so vi cho
vay tiu dng gin tip, ngn hng tip xc trc tip vi
khch hng nn hiu r khch hng.
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Chuyn tt nghip
- Khi khch hng c quan h trc tip vi nng hng,
c rt nhiu li th c th pht sinh, c kh nng lm tha
mn quyn li cho c hai pha khch hng ln ngn hng.
1.2.5. Li ch ca cho vay tiu dng.
1.2.5.1. i vi ngn hng
i vi ngn hng ngoi nhng nhc im chnh l ri
ro v chi ph cao, cho vay tiu dng c nhng li ch sau:
Cho vay tiu dng gip tng kh nng cnh tranh ca
ngn hng vi cc ngn hng v cc t chc tn dng
khc, thu ht c i tng khch hng mi, t m m
rng quan h vi khch hng. Bng cch nng cao v m
rng mng li, a dng ha sn phm, nng cao cht lng
dch v cho vay tiu dng, s lng khch hng n vi ngn
hng s ngy cng nhiu hn v hnh cnh ca ngn
hng s cng p hn trong con mt khch hng. Trong
ngh ca cng chng, ngn hng khng ch l t chc
ch bit quan tm n cc cng ty v doanh nghip m
ngn hng cn rt quan tm ti nhng nhu cu nh b,
cn thit ca ngi tiu dng, p ng nguyn vng ci
thin cuc sng ca ngi tiu dng. T m uy tn ca
ngn hng tng ln rt nhiu.
Cho vay tiu dng cng l mt cng c marketing rt
hiu qu, nhiu ngi s bit ti ngn hng hn. Ngn
hng cng s huy ng c nhiu ngun tin gi ca dn
c bi dn c s gi tin nhiu vo ngn hng khi h thy
rng mnh c trin vng vay li tin t chnh ngn hng
.
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Chuyn tt nghip
To iu kin m rng v a dng ha kinh doanh, t
m nng cao thu nhp v phn tn ri ro cho ngn
hng.
1.2.5.2. i vi ngi tiu dng
Nh c vai tr tiu dng, ngi tiu dng s c hng
nhng iu kin sng tt hn, c hng nhng tin ch tr-
c khi tch ly tin v c bit quan trng hn n rt
cn cho nhng trng hp khi cc c nhn c chi tiu c tnh
t xut, cp bch nh nhu cu chi tiu cho gio dc v y t.
Tuy vy ngi tiu dng cn tnh ton vic chi tiu
c hp l, khng vt qu mc cho php v m bo kh
nng chi tr.
1.2.5.3. i vi nn kinh t
Cho vay tiu dng c dng ti tr cho cc chi tiu
v hng ha v dch v trong nc, c tc dng rt tt trong
vic kch cu. Nh cho vay tiu dng cc doanh nghip
y nhanh tc tiu th hng ha, ngn hng rt ngn
khong thi gian lu thng, tng kh nng tr n cho ngn
hng, ng thi to iu kin thc y tng trng kinh
t.
1.2.6. Cc nhn t nh hng ti kh nng m
rng cho vy tiu dng ca NHTM.
1.2.6.1. Cc nhn t thuc v ngn hng
Quy m v uy tn ca ngn hng c nh hng ti lng
cho vay tiu dng. Ngn hng c lng vn t c cao hay
thp, c nhiu mng li chi nhnh thun tin giao dch
vi khch hng hay khng. Uy tn ca ngn hng cao hay
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Chuyn tt nghip
thp cng s nh hng ti lng khch hng n giao dch vi
ngn hng.
Yu t gp phn nh ti thnh cng ca cho vay tiu
dng l cc chnh sch, quy nh ca ngn hng. l
chnh sch chm sc khch hng trc v sau khi cho vay c
chu o hay khng, l cc quy nh v li sut v ph
tn dng cao hay thp, c linh hot v ph hp vi thu nhp
hin c ca ngi dn hay khng, cc quy nh v thi hn
tn dng v k hn n, ti sn m bo, phng thc gii
ngn v thanh ton. Th tc xin vay vn c phc tp hayn gin, thi gian thm nh h s vay vn ko di bao
lu, nu thi gian thm nh qu di th khch hng s
khng mun ch i v tm ti cc ngn hng khc.
Trnh , thi cn b tn dng ca ngn hng
cng mang tnh quyt nh thnh cng ca cho vay tiu
dng. Cn b tn dng cn c trnh chuyn mn tt thmi thm nh chnh xc khch hng v d n vn, t
a ra cc quyt nh ng n. Cn b tn dng cng
cn c o c ngh nghip, tn tm vi cng vic, nhit
tnh gip , chi bo khch hng cc th tc cn thit.
Mun hot ng cho vay tiu dng c nhiu khch
hng bit ti th ngn hng cn c chnh sch marketingph hp. Ngn hng cn tng cng cc hot ng thng tin
qung co trn bo i, t ri, qung b hnh nh ca cc
hot ng thng tin qung co trn bo i, t ri, qung
b hnh nh ca Ngn hng ni chung cng nh li ch,
chnh sch v cho vay tiu dng ni ring.
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Chuyn tt nghip
Cng ngh ngn hng v kh nng qun l c tc
ng ti hot ng cho vay tiu dng. Nu ngn hng c
cng ngh hin i s dn ti vic gii quyt cc th tc -
c nhanh chng, chnh xc, gim bt cc th tc rm r cho
khch hng v vic qun l h s khch hng cng c
thun tin hn. Bn cnh vn v cng ngh, ngn
hng cn c cc quy nh, ni quy lm vic thng pht
nghim minh, qun l tt to ng lc lm vic cho cn
b nhn vin ngn hng, tc ng n phong cch lm
vic ca nhn vin.Tt c cc nhn t vi m ni trn u l nhng nhn
t thuc v ni ti ngn hng c tc ng ti cho vay tiu
dng. Ngoi nhng nhn t cn phi k ti nhn t
khch quan bn ngoi ngn hng cng nh hng ti cho vay
tiu dng, l o c khch hng cng nh ri ra ca
hot ng cho vay tiu dng. Nu nh khch hng l ngi co c tt, thc tr n tt, ri ra cho vay tiu dng thp
th s kch thch ngn hng tin hnh m rng hot ng
cho vay tiu dng, cc quy nh cho vay cng s khng qu
kht khe. Ngc li nu khch hng khng tr n u, n qu
hn qu nhiu th tt yu s km hm hot ng cho vay
tiu dng.Mt ngn hng mun pht trin hot ng cho vay
tiu dng th cn tnh ti tt c cc nhn t v m v vi
m k trn.
1.2.6.2. Nhn t ngoi ngn hng
Mt s nhn t v m c nh hng n hot ng
cho vay tiu dng nh mi trng kinh t x hi, cc chnh
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Chuyn tt nghip
sch kinh t ca nh nc, s cnh tranh gia cc ngn
hng, mi trng php lch s, yu t vn ha.
Trc ht cn phi k ti c im th trng ni
Ngn hng hot ng. Neues l thnh th hoc ni
tp trung ng dn c, c mc thu nhp kh, trnh hc
vn cao th nhu cu vay tiu dng s tng cao hn so vi
vng nng thn, ho lnh ni m nhng ngi nng dn ch
quanh nm ngy thng bit ti rung vn, thm ch cn
khng bit ti hot ng ca ngn hng.
K n l cc thi quen, phong tc tp qun, tm lc nh hng ti nhu cu vay tiu dng. Ngi dn Vit Nam
thng c thi quen tit kim ri khi tch ly tin mi
mua sm, tiu dng, h khng ngh ti vic i vay, n nn
mua sm cng vi tm l ngi tip xc vi ngn hng,
s cc th tc hnh chnh rm ra. Chnh v th nhu cu
vay ca ngi dn cn thp.Mi trng kinh t chnh tr c nh hng ti cho vay
tiu dng. Nu nn kinh t pht trin tt, thu nhp bnh
qun u ngi cao v mi trng chnh tr n nh th
hot ng cho vay tiu dng cng s din ra thng sut,
pht trin vng chc v hn ch nhng rc ri c th xy
ra. Nu mi trng c s cnh tranh khc lit gia cc ngnhng ginh git khch hng th cho vay tiu dng ca
cc ngn hng cng s gp kh khn.
Cc quy nh php l ca ngn hng Nh nc v
chnh ph c th khuyn khch v cng c th hn ch
cho vay ni chung v cho vay tiu dng ni ring. l cc
quy nh nh quy nh ca Ngn hng nh nc khng ch
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Chuyn tt nghip
cc ngn hng thng mi trong vic huy ng theo t l
vn t c, quy nh t l cho vay ti a i vi mt khch
hng trn vn t c
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Chuyn tt nghip
Chng II:
Thc trng hot ng cho vay tiu dng tiHi s chnh Ngn hng thng mi C phn
k thng Vit Nam
2.1. Tng quan v Ngn hng Thng mi C
phn K thng Vit Nam Techcombank.
2.1.1. Lch s hnh thnh v pht trin
Techcombank
Theo giy php hot ng s 0400/NH-GP do Thngc ngn hng Nh nc Vit Nam cp ngy 06/08/1993,
giy php thnh lp s 1534/Q-UB do UBND thnh ph H
Ni cp 04/09/1993, giy php kinh doanh s 055697 do
Trng ti kinh t H Ni (nay l S k hoch v u t H
Ni) cp 07/09/1993, ngy 27/09/1993 Ngn hng Thng
mi C phn K thng Vit Nam Techcombank cchnh thc thnh lp. y l mt trong nhng Ngn hng
Thng mi C phn u tin ca Vit Nam c thnh lp
trong bi cnh t nc ang chuyn sang nn kinh t th
trng vi s vn iu l l 20 t ng v tr s chnh ban
u c t ti s 24 L Thng Kit, Hon Kim, H Ni.
Khng ngng ln mnh cng vi thi gian, ti nm 1995TCB tng vn iu l ln 51,495 t ng. Trong thi
gian ny TCB cng thnh lp Chi nhnh TCB H Ch
Minh, khi u cho qu trnh pht trin nhanh chng ca
TCB ti cc th ln.
Nm 1996, TCB thnh lp tip chi nhnh TCB Thng
Long cng Phng giao dch Nguyn Ch Thanh ti H Ni,
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Chuyn tt nghip
thnh lp Phng giao dch Thng Li trc thuc TCB H
Ch Minh v tip tc tng vn iu l ln 70 t ng.
Nm 1998, tr s chnh ca TCB c chuyn sang Ta
nh TCB 15 o Duy T, H Ni v thnh lp Chi nhnh
TCB ti Nng. Nh vy ch sau nm nm hot ng, TCB
nhanh chng m rng th trng v c mt ti ba thnh
ph ln ca c nc, l H Ni, thnh ph H Ch Minh v
Nng.
S vn iu l ca TCB tng ln 80,020 t ng
vo nm 1999 v tip tc tng ln 102,345 t ng vonm 2001. y cng l nm ng nh ca TCB khi ngn
hng trin khai h thng phn mm Ngn hng Globus
cho ton b h thng TCB nhm p ng tt hn nhu cu
ca khch hng. Quan tm ti nhu cu ca khch hng,
chm lo ti khch hng lun l phng chm kinh doanh
hng u ca TCB.Vi nhng n lc khng bit mt mi ca tp th Ban
lnh o v ca ton th cn b cng nhn vin, TCB
dn chim lnh c th trng ngn hng vn rt si ng
v y thch thc, thu ht ngy cng nhiu khch hng
trong v ngoi nc. m rng th trng v thun li cho
nhu cu giao dch ca khch hng, nm 2002, TCB thnh lp mt lot cc chi nhnh ti cc tnh v thnh ph
trong c nc. l chi nhnh Chng Dng v Chi nhnh
Hon Kim ti H Ni, Chi nhnh Hi Phng ti Hi Phng,
Chi nhnh Thanh Kh ti Nng, Chi nhnh Tn Bnh ti
thnh ph H Ch Minh. TCB cng l Ngn hng Thng mi
C phn c mng li giao dch rng nht ti Th H Ni.
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Chuyn tt nghip
Mng li bao gm Hi s chnh v tm chi nhnh cng bn
phng giao dch ti cc thnh ph ln trong c nc. Cng
trong nm 2002, vn iu l Ngn hng tng ln 104,435
t ng.
Nm 2003, TCB a chi nhnh TCD Ch ln vo hot
ng v tng vn iu l ln 180 t ng.
Nm 2004 nh du bc chuyn mnh v pht trin
vt bc ca TCB khi ngn hng lin tc tng vn iu l ln
234 t ng, ln 252,255 t ng v ln 412 t ng vo
26/11/2004. S vn iu l ny kh nh nu so vi ccNgn hng Thng mi Nh nc, tuy nhin n th hin s
quyt tm khng ngng vn ln ca i ng cn b Ngn
hng K thng Vit Nam trong xu th cnh tranh v hi
nhp v kinh t.
Qua nm thng pht trin, cng vi s tng ln lin tc
ca vn iu l l s tng ln ca tng s chi nhnh,phng giao dch v hi s chnh. TCB khng nhng vng
mnh v ti chnh m cn lun bm st m rng th trng
v tng cng lc lng cn b cng nhn vin.
Vn iu l ca TCB (t ng)
Nm 1993 1995 1996 1999 2001 2002 2003 2004Vn
iu l
20 51,4
9
70 80,0
2
102,
3
117,
8
200 426
S lng chi nhnh, Phng giao dch v Hi s chnh
TCB
Nm 1993 1995 1996 1998 1999 2000 200
2
2004
S lng CN, 1 2 5 6 7 8
Nguyn Th H - Ti chnh 33 31
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Chuyn tt nghip
PGD v H.
S
S lng nhn vin ca TCBNm 93-94 95 96 97 99 200
0
200
1
2002 2003 2004
S nhn
vin
20 53 92 114 164 198 279 377 438 546
K t khi thnh lp n nay, Techcombank ln
mnh, to dng uy tn v hnh nh p trong lng mi
khch hng. Cc sn phm v dch v v cng a dng vi
cng ngh hin i v cht lng dch v khng ngng c
nng cao, chiu lng c nhng khch hng kh tnh nht.
2.1.2. C cu t chc ca Hi s chnh
Techcombank
Ngn hng Thng mi C phn K thng Vit Nam
Techcombank sau hn mi nm trng thnh v pht trin
c tng s cn b nhn vin l 546 ngi, vi mng li
giao dch gm 21 im giao dch: Hi s chnh 8 chi
nhnh cp mt, 6 chi nhnh cp hai, cn li l cc Phng
giao dch ti mt s tnh thnh trong c nc, ch yu l H
Ni, Hi Phng, Thnh ph H Ch Minh v Nng.
S c cu t chc ca Techcombank c b tr
nh sau:
Nguyn Th H - Ti chnh 33 32
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Chuyn tt nghip
Nguyn Th H - Ti chnh 33 33
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Chuyn tt nghip
Nguyn Th H - Ti chnh 33 34
i hi c ng
Hi ng qun tr
Ban iu hnh
Hi ng tn dng
Hi s chnh
Bankim sot
UB qun lti sn n c
Trungtm TTv NHi l
Phngkim sot
ni b
Phng kton tichnh
Phng khoch
tng hpVn
phng
Phngqun l
nhn s
Banqun lcht lng
Phngqun l
tndng
Banqun l
ri ro
Phngthng tin
inton
Phngmarketin
g
Phng QLngunvn GDtin t
TCBHi
Phng
TCB
Nng
TTmkinh
doanh
TCBChng
Dng
TCBThngLong
TCBHongQucVit
TCBH ChMinh
TCBTrn Hng o
TCBHon
Kim
TCBNiBi
TCBThanh
Kh
TCBHi
Chu
Ban kimsot v h tr
KDPhng Dv
NHDN
Phng DvNH bn l
K ton giaodch v kho
qu
TCBng
TCBBa
nh
TCBnga
TCBNgcKhnh
TCBTnBnh
TCBChLn
TCBTnSnNht
TCBPh
M Hng
TCB LThng
Kit
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Chuyn tt nghip
2.1.3. Tnh hnh hot ng kinh doanh ca
Techcombank
L mt Ngn hng Thng mi C phn vi lch s
hnh thnh v pht trin mi ch c hn 10 nm nhng hot
ng ca Techcombank rt c hiu qu, quy m ca ngn
hng lin tc c m rng, sn phm ngy cng phong ph,
a dng, p ng tt hn nhu cu ca khch hng, cht l-
ng sn phm lin tc c ci tin, v hnh nh ca ngn
hng ngy cng c bit n rng ri hn. Ta c th nh
gi hot ng ca ngn hng thng qua vic xem xt cc
ch tiu ti chnh ch yu ca ngn hng trong cc nm
va qua.
Bng 1: Mt s ch tiu ti chnh ch yu ca
Techcombank
n v: T VND
Ch tiu 2001 2002 2003 2004Tng ti sn 2388 4059 4546 7110Vn iu l v cc qu d
tr
109 136 202 426
Tng doanh thu hot ng 149 311 327 452Li nhun trc thu, trc d
phng ri ro
17.5 52.3 72.4 90.58
Tin gi huy ng v tin
vay
2268 3923 4262 5321
Hot ng tn dng 1424 2103 2450 2831
Ngun: Bo co thng nin ca Ngn hng TMCP K thngVit Nam
t 2001-2004
Nhn vo bng s liu ta nhn thy tng ti sn, vn
iu l v cc qu d tr ca ngn hng lin tc tng quacc nm t nm 2001 ti nm 2004 to iu kin
Nguyn Th H - Ti chnh 33 35
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Chuyn tt nghip
ngn hng m rng quy m, th phn v cng c hnh
nh ca mnh trong h thng ngn hng ni ring v
trong nn kinh t ni chung. Bn cnh , hiu qu hot
ng ca ngn hng cng c nng cao r rt th hin
s tng ln ca doanh thu hot ng v li nhun trc thu.
Uy tn ca ngn hng tng ln, t m lng tin gi v l-
ng tin cho vay cng tng ln. Vn huy ng tng trng
mnh, c bit l huy ng t dn c v cc t chc ti
chnh, to th n nh trong hot ng ca ngn hng.
Techcombank to c uy tn cao trong hot ngtn dng v thanh ton quc t. Nm 2004, ngn hng
vinh d c nhn chng ch ISO 9000 v thanh ton v tn
dng. Bn cnh , TCB cn c cc ngn hng ln trn th
gii nh ANZ, City bank v Standard Chatterbank l t l
in chuyn tin t trn 98%, thuc mc cao nht
trong cc ngn hng, vt xa mc tiu t ra l 80% vmc trung bnh ca cc ngn hng trong c nc l 65%.
Cht lng in cao lm gim thi gian x l in ti cc
ngn hng trung gian lm cho tin ca khch hng c ghi
c sm hn nng cao c s hi lng ca khch hng,
ng thi gim ph sa in, tit kim chi ph cho
Techcombank.H thng qun tr ngn hng c cng c vi cc
cng c qun tr da trn nn tng cng ngh v quy
trnh hp l gp phn ng k vo vic hon thin mt b-
c chng trnh ti cu trc v hin i ha ngn hng.
TCB cng khng ngng hon thin cng tc marketing,
pht trin sn phm v chm sc khch hng. Sn phm
Nguyn Th H - Ti chnh 33 36
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Chuyn tt nghip
TCB cng a dng phong ph p ng nhu cu ca khch
hng.
Techcombank tip tc thc hin chuyn dch c cu
khch hng ph hp vi cc mc tiu ra, kt hp vi vic
pht trin sn phm mi v bc u to dng hnh nh
Techcombank trong cng chng v khch hng doanh
nghip va v nh cc th ln, c bit l ti H Ni,
Nng v thnh ph H Ch Minh ph hp vi chin lc
pht trin ca ngn hng.
Bn cnh nhng thnh cng m ngn hng t -c , cn c nhng im yu m ngn hng phi n lc
khc phc, c th k ra y cc nhc im sau:
Cng tc thu hi n tn ng, mc d t c nhng
kt qu kh quan vn tin trin chm so vi k hoch
ra.
Vic trin khai mt s chng trnh marketing, chngtrnh sn phm mi, chng trnh hin i ha cng ngh
vn cn nhiu im bt cp, thiu ng b dn n hn
ch hiu qu hot ng.
Cc chng trnh pht trin ngun nhn lc mc d
c nhng u t ln v tin b trong cng tc tuyn chn,
o to, i ng, vn cn khp khnh v thiu ng bdn n hiu qu ng vin, c v v thu hthutnb ti
cn hn ch.
Cc chng trnh kim sot v qun tr ri ro th tr-
ng, pht trin th v m rng mng li mc d c bt
u nhng qu trnh pht trin khai cn b chm tr.
Nguyn Th H - Ti chnh 33 37
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2.2. Hot ng cho vay tiu dng Vit Nam
Do nhng li ch m cho vay tiu dng mang li, nhiu
NHTM Vit Nam hin nay thc hin hot ng cho vay
tiu dng. Cc hnh thc cho vay tiu dng rt phong ph
nh cho vay mua nh mi, sa nh, cho vay mua t, du
hc, dng gia nh v cc sn phm khc.
Cc ngn hng trin khai hot ng cho vay tiu
dng gm c cc ngn hng thng mi Nh nc nh
Vietcombank, ngn hng cng thng, ngn hng nng
nghip v pht trin nng thn Vit Nam, ngn hng u
t Vit Nam. Bn cnh , cc ngn hng c phn cng
tham gia rt tch cc vo th trng mi m ny nh ngn
hng thng mi c phn k thng Vit Nam, ngn hng
Chu (ACB), ngn hng c phn qun i, ngn hng
Si Gn Thng Tn, Ngn hng C phn nh H Ni
Ngn hng nng nghip v pht trin nng thn thchin cho vay vi cn b cng nhn vin, nhng ngi c h-
ng lng, hng tr cp x hi v th chp ti sn vi li sut
thp hn 0,85%/thng. Theo quy nh thi hn cho vay ti
thiu l 12 thng, ti a l 36 thng. Mc vay ti a l
50% gi tr ti sn m bo, v nu khng c ti sn m
bo th mc vay ti a l 50 triu ng. Sau mt thigian thc hin, NHNo v PTNT thu ht c mt s lng
ln khch hng ti vay tiu dng.
ACB phc v cc i tng c nhu cu du lch, mua
sm dng, hc tp, cha bnh, mua xe, ci hi, mua v
sa nh. Khch hng mun vay vn phi c thu nhp n
Nguyn Th H - Ti chnh 33 38
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nh v c ti sn th chp. Thi hn t 12 thng n 36
thng, vay tr gp.
Ngn hng Thng mi C phn nh H Ni phc v
mi i tng c ti sn th chp, hnh thc tr gp. Li
sut 0,9%/thng, thi hn t 12 thng n 36 thng.
Ti ngn hng ng p dng hnh thc cho vay tn
chp gii quyt nhu cu vay tiu dng ca cn b cng
nhn vin. Theo hnh thc ny, mi CBCNV trong bin ch
nh nc c c quan bo lnh k hp ng vay vn ngn
hng. Cn b c thu nhp 1 triu/thng c vay 1 n 5triu, t 1,5 n 2 triu ng/thng c vay 6 n 10
triu. Thi hn tr gp t 12 n 18 thng, tr hng thng
theo tp th, c quan c ngi i din ti ngn hng np
tin. Ngoi ra, ngn hng cn cho vay mua nh, sa cha
nh
i vi ngn hng Si Gn Thng Tn, vic cho vaytiu dng vi CBCNV, nht l trong ngnh y t v gio dc
ang l i tng vay chnh c ngn hng quan tm. Li
sut 1,05%/thng, thi hn 12 thng. Khch hng thng l
vay tn chp thng qua cc t chc cng on v c bo
lnh ca c quan phi hp vi b phn lao ng tin lng
gip ngn hng thu n.Ngn hng Thng mi C phn K thng Vit Nam
tuy mi trin khai hot ng cho vay tiu dng nhng cng
thu ht c kh nhiu khch hng. Ngn hng ch yu cho
vay mua t, mua nh v cho vay du hc. Li sut v thi
hn rt linh hot ty theo mc ch vay.
Nguyn Th H - Ti chnh 33 39
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Hot ng cho vay tiu dng ang ngy cng m
rng, thu ht s quan tm ca ngn hng v cc c nhn,
h gia nh. Trong tng lai, hot ng ny chc chn s
ngy cng pht trin hn na, khng ch c cc ngn
hng tham gia m s cn c cc t chc ti chnh v tn
dng khc vo cuc.
2.3. Thc trng hot ng cho vay tiu dng ti
Hi s chnh Ngn hng Thng mi C phn K th-
ng Vit Nam.
2.3.1. Khi qut v hot ng cho vay ti Hi s
chnh Ngn hng Thng mi C phn K thng Vit
Nam.
Phng dch v ngn hng bn l ca TCB c thnh
lp t 15/4/2001 theo Quyt nh s 682/TCB ca Hi
ng Qun tr. L mt phng kinh doanh ti Hi s vi i
tng khch hng ca Phng DVNH bn l l cc th nhn.
Theo quyt nh thnh lp, phng dch v ngn hng bn
l c chc nng pht trin hot ng cho vay, trong c
cho vay tiu dng i vi cc c nhn, chu trch nhim
chnh trong cng tc nghin cu th trng v pht trin cc
sn phm mi v dch v bn l trong ton h thng TCB.
Tuy mi thnh lp nhng phng dch v ngn hng bn
l thc hin tt chc nng ca mnh. Hot ng cho vay
tiu dng hng ngy cng thu ht c nhiu khch hng
hn vi doanh s cho vay ngy cng ln. Nm bt nhu cu
ca khch hng v cng nhm phc v khch hng tt hn
na, bn cnh cc khon vay tiu dng thng thng, ngn
hng trin khai cc chng trnh mi nh cho vay t
Nguyn Th H - Ti chnh 33 40
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Chuyn tt nghip
xn, cho vay nh mi v cho vay du hc y c th
coi l nhng chng trnh ln, chim a s cc khon cho
vay tiu dng ca ngn hng.
2.3.1.1. Cho vay t xn.
Ngy 04/12/2001, Tng gim c TCB ra Quyt
nh s 022123/TCB-Q/THI GIAN ban hng th l ch-
ng trnh ti tr mua t xn cho cc c nhn (v c cc
php nhn) c nhu cu vay vn mua t thc hin
vic mua t theo hnh thc vay tr gp, gip ngn hng
a dng ha sn phm, to iu kin h tr cho cc c
nhn nng cao cht lng cuc sng.
Nguyn Th H - Ti chnh 33 41
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* i tng khch hng
- Cc c nhn l nc cng dn Vit Nam c tr ti Vit
Nam c nng lc php lut v nng lc hnh vi dn s.
- Ngi nc ngoi c tr ti Vit Nam c thi gian cn lu
tr ph hp vi thi hn vay vn, p ng cc iu kin
trong quy ch cho vay ca ngn hng v cc quy nh
ca php lut.
* iu kin vay vn
- Khch hng phi t c vn ti thiu theo quy nh
- Phi c ngun thu nhp n nh m bothanh ton n vay cho ngn hng.
- C h khu thng tr ti cc tnh thnh ni TCB c
tr s v mt s vng ln cn c TCB chp nhn.
- C ti sn m bo cho khon vay theo ng quy
nh ca TCB v ca Ngn hng Nh nc Vit Nam.
- Cam kt thc hin y cc quy nh trong quych cho vay ca TCB v tun th y cc quy nh
ca php lut.
- Xe t mun mua phi l chic xe cn tt v c
ngun gc r rng.
* Hn mc cho vay v thi hn vay
Ty tng i tng khch hng v ri ro ca tng ph-ng n vay c th, ngn hng s xem xt mc cho vay ph
hp.
- Trng hp khch hng dng ti sn m bo l nh
v quyn s dng t, mc cho vay ti a l 70% tng
nhu cu vn, thi hn vay ti a l 48 thng.
Nguyn Th H - Ti chnh 33 42
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- Trng hp khch hng dng ti sn m bo l chnh
chic xe mun mua, xe mi 100%, mc cho vay ti a l
60% tng gi tr ca chic xe, thi hn vay ti a l 36
thng.
- Trng hp khch hng dng ti sn m bo l chnh
chic xe nh mua nhng xe qua s dng, mc cho vay
khng qu 50% tng gi tr ca chic xe, thi hn vay ti
a 36 thng.
* Li sut vay
- Li sut vay c xc nh trn c s li sut huyng tit kim 12 thng tit kim thng ca TCB loi lnh
li cui k cng vi bin t 0,2-0,35%/thng ty theo thi
hn v mc ri ro ca tng khon vay c th.
- Li sut vay c c nh theo nguyn tc trn cho
n ht ngy 31/12 ca nm m khon vay c thc hin
t nm th hai tr i li sut c xc nh bng li sut catit kim 12 thng loi lnh li cui k ang c hiu lc ca
ngy 1/1 nm cng vi bin quy nh.
Cc trng hp iu chnh v thi hn v li sut vay
phi trnh Tng gim c xem xt quyt nh.
* m bo cho khon vay
- Ti sn th chp cm c thuc s hu ca khchhng vay vn
- Ti sn m bo l chnh chic xe mun mua
- c bo lnh bng ti sn ca bn th ba.
Trng hp khch hng dng ti sn cm c l xe t
mun mua
Nguyn Th H - Ti chnh 33 43
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Chuyn tt nghip
- Vic nh gi ti sn m bo phi cn c vo gi
tr thc t ca chic xe, gi tr thc t ca chic xe c
cn c vo gi hp ng mau bn v ha n bn hng ca
n v bn xe.
- i vi xe cn mi 100%, TCB ch cho vay ti a l
60% gi tr ca ti sn c nh gi.
- Trng hp chic xe cm c qua s dng, TCB ch
nhn cm c nhng chic xe c gi tr s dng cn li ti
thiu 80%. Mc cho vay ti a i vi trng hp ny l 50%
gi tr cn li ca xe t.- Xe do khch hng s dng lm ti sn cm c phi
mua bo him vt cht trong sut thi hn vay. S tin bo
him ti thiu bng 160% gi tr khon vay (p dng cho
ln mua u tin), t nm th hai tr i, khch hng phi
mua mc bo him ti thiu l 160% tng d n khon vay.
2.3.1.2. Ngy 18/07/2001 Tng gim c TCB raQuyt nh s 01065 TCB/Q-TG quyt nh ban hng
th l cho vay mua nh tr gp.
* iu kin vay: ging nh iu kin vay mua t
xn, khch hng phi t c vn ti thiu 30%.
* Thi hn vay: ti a 10 i vi mua nh chuyn
quyn s dng t, 5 nm i vi xy, sa nh.* Li sut vay: linh hot v c xc nh ging trng
hp li sut may mua t.
* Ti sn m bo
- Cc ti sn cm c, th chp
Nguyn Th H - Ti chnh 33 44
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Chuyn tt nghip
- C th dng chnh cn nh nh xy, mua, sa
cha lm ti sn m bo hoc c bo lnh bng ti
sn ca bn th ba.
2.3.1.3. Cho vay Du hc nc ngoi
Ngy 16/9/2002, Tng gim c TCB ban hng
Quyt nh s 00938/TCB Q.TG ban hnh th l cho
vay du hc nc ngoi cho i tng khch hng vay vn s
dng vo vic trang tri chi ph cho thn nhn i du hc
nc ngoi nhm thc hin vic a dng ha sn phm, to
iu kin cho vic nng cao dn tr, gp phn vo s
nghip x hi ha gio dc ca Nh nc.
* i tng khch hng
L cc c nhn, nc cng dn c tr ti Vit Nam c
nng lc php lut v nng lc hnh vi dn s.
* iu kin vay vn
- Khch hng phi t c ti thiu 30% tng nhu cu
vn
- Phi c ngun thu nhp n nh m bo
thanh ton n vay cho ngn hng.
- C ti sn m bo cho khon vay theo ng quy
nh ca TCB v ca Ngn hng Nh nc Vit Nam.
- Cam kt thc hin y cc quy nh trong quy
ch cho vay ca TCB v tun th y cc quy nh
ca php lut.
- C thn nhn i du hc nc ngoi v c c s
o to nc ngoi xc nhn l iu kin nhp hc.
* Loi tin cho vay v hn mc vay
Nguyn Th H - Ti chnh 33 45
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Chuyn tt nghip
- TCB cho khch hng vay vn bng VN v mt s
ngoi t khc nh EUR, USD
- Trng hp khch hng vay vn bng ngoi t th phi
thc hin vic chuyn tin trc tip ra nc ngoi ca TCB.
- TCB cho vay ti a 70% tng chi ph ca kha hc
gm: tin v my bay, tin hc ph, tin k qu, chi ph
lm visa, h chiu, tin bo him v tin n sinh hot
trong sut qu trnh hc.
* Thi hn vay
Trong tng trng hp c th ca tng lu hc sinh, vtheo thi gian o to ti nc ngoi cng nh tnh hnh ti
chnh ca ngi ng ra vay vn, TCB s xem xt v xc
nh thi hn cho vay i vi khch hng nhng ti a
khng qu 60 thng.
* Li sut vay
- Li sut vay VN c xc nh trn c s li sut huyng tit kim 12 thng tit kim thng ca TCB loi lnh
li cui k cng vi bin t 0,2-0,35%/thng ty theo thi
hn v mc ri ro ca tng khon vay c th.
- Li sut vay VN c c nh theo nguyn tc trn
cho n ht ngy 31/12 ca nm m khon vay c thc
hin. T nm th hai tr i li sut c xc nh bng lisut ca tit kim 12 thng loi lnh li cui k ang c
hiu lc ca ngy 1/1 nm cng vi bin quy nh.
- i vi li sut cho vay ngoi t: c tnh trn c s li
sut Sibor 12 thng cng vi bin t 2,5-4%/nm. Li sut
cho vay ngoi t c c nh theo nguyn tc trn cho
n ht ngy 31/12 ca nm m khon vay c thc hin.
Nguyn Th H - Ti chnh 33 46
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Chuyn tt nghip
T nm th hai tr i li sut c xc nh bng li sut
nhn tin gi quc t ti th trng ngn hng Singapor
(Sibor) k hn ca ngy 1/1 nm cng vi bin quy
nh.
Nguyn Th H - Ti chnh 33 47
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Chuyn tt nghip
* Ti sn m bo
Ti sn th chp cm c thuc s hu ca khch hng
vay vn hoc bo lnh bng ti sn ca bn th ba.
2.3.1.4. Cho vay Du hc ti ch.
Chng trnh cho vay du hc ti ch ca Ngn hng
K thng Vit Nam c thc hin t ngy 6/11/2001 theo
Quyt nh s 01848/TCB-Q/HQT ca Hi ng qun tr
TCB. Phm vi thc hin l cc chng trnh cao hc ca nc
ngoi ti cc trng i hc v cc Trung tm o to c
danh ting ti H Ni, thnh ph H Ch Minh.
* iu kin vay vn
- Ngi trng tuyn vo cc kha hc cao hc ca n-
c ngoi ti Vit Nam.
- nng lc php lut dn s v nng lc hnh vi
dn s.
- c s ng , gii thiu ca c quan qun l kha
hc
- C kh nng t thanh ton ti thiu 50% hc ph
- C h khu thng tr hoc tm tr di hn ti H Ni
v cc vng ln cn.
* Hn mc: s tin cho vay khng qu 50% hc ph
ca khoa hc.
* Thi gian vay vn
- Ti a 48 thng
- Trong thi gian hc, hc vin khng phi tr gc vay
nhng hng thng phi tr tin li vay.
Nguyn Th H - Ti chnh 33 48
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Chuyn tt nghip
- Hc vin phi tr gc vay sau khi kt thc kha hc,
thi gian tr khng qu 24 thng k t khi kt thc kha
hc.
* Li sut cho vay
- C nh trong nm u tin
- Cc nm tip theo li sut da trn li sut huy ng
tit kim 12 thng ca TCB (loi hnh nhn li cui k) cng
thm bin 0,2%/thng. Nu hc vin tham gia tr gc
tin vay hng thng trong qu trnh hc, bin cng
thm l 0,18%/thng trong thi gian hc.* Ti sn m bo.
- Bo lnh ca c quan c i hc (cc Tng Cng ty
90-91, cc doanh nghip ln).
- Bo lnh ca c quan qun l khoa hc
- Bo lnh ca ngi th ba
- S tit kim, vng, chng t c gi (tri phiu,ngn phiu, hi phiu) theo danh mc quy nh ca
TCB.
- Bt ng sn v cc ti sn c gi khc theo quy
nh ca TCB
Sau khi kt thc kha hc c quan qun l lu gi
bng tt nghip ca Hc vin cho n khi hc vin honthnh mi ngha v lin quan n khon vay hc ph tr
gp vi ngn hng.
2.3.2. Thc trng hot ng cho vay tiu dng ti
Hi s chnh Techcombank.
T nm 2001 ti nm 2004, d n tn dng cho vay c
nhn ca Hi s chnh Techcombank nh sau:
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Bng 2: D n tn dng c nhn ti Techcombank
n v: triu ng
Ch tiu 2001 2002 2003 2004
1. Doanh nghip nh nc 10138 12.243 12.885
19.457
2. HTX 15 36 21 363. Cng ty c phn,
TNHH
1532 2.056 1.782 3.600
4. Doanh nghip t nhn 52 81 123 1.0485. Doanh nghip nc
ngoi u t ti Vit Nam
198 681 998 2.706
6. D n tn dng c nhn 15136 58.043 88.509
115.531
7. Thnh phn khc 247 542 736 1.479Tng 27.318 73.682 105.0
54
141.1
51
Ngun: Bo co thng nin Ngn hng TMCP K thng Vit
Nam
nm 2001- 2004
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Chuyn tt nghip
Nhn vo bng trn, ta nhn thy d n tn dng cho
vay c nhn ca phng dch v ngn hng bn l lin tc
tng qua cc nm t nm 2001 ti nm 2004 tuy nhin do hai
nm 2001 v 2002 l nhng nm u hot ng nn d n
u cha t so vi k hoch ra, nm 2001 d n tn
dng ngn hng ch t 98,83% so vi k hoch, cn trong
nm 2002 t 92,7% so vi k hoch. Hai nm tip theo
2003 v 2004, nh rt nhiu n lc ca cn b ngn hng
nn d n tn dng vt k hoch ra vi nm 2003 l104,66% v nm 2004 l 104%.
Trong s cc hot ng cho vay ca phng dch v
ngn hng bn l, cho vay tiu dng ng mt phn quan
trng vo s thnh cng trong hot ng cho vay ni chung
ca ngn hng. Tnh hnh cho vay tiu dng c th hin
qua bng sau:Bng 3: D n cho vay tiu dng ti Hi s chnh
Techcombank
n v: Triu ng
Ch tiu 2001 2002 2003 2004D n cho vay tiu
dng
12.230 45.187 60.240 85.134
% so vi tng d n
tn dng c nhn
80.8 77.85 68.06 73.68
N qu hn (%) 1,65 0 0,54 0,92
Ngun: Bo co thng nin Ngn hng TMCP K thng Vit
Nam
nm 2001- 2004
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Chuyn tt nghip
T nm 2001 ti nm 2004, do nhu cu vay tiu dng
tng ln nn d n cho vay tiu dng ngy cng tng, nm 2002
d n tng hn ba ln so vi nm 2001, nm 2003 gp 1,3 ln
nm 2002 v nm 2004 gp 1,4 ln nm 2003. Trong nm
u hot ng (2001) do cha c kinh nghim trong vic
n c thu hi n nn t l n qu hn l cao nht 1,65%.
Cc nm sau, cng tc thu hi n t kt qu cao, c bit
nm 2002, t l n qu hn l 0%, nm 2003 v nm 2004 t
l ny u b khng ch mc di 1%.
Mc ch vay tiu dng ca khch hng rt a dngnh vay mua t, vay xy sa nh, mua sm
dng tin nghi, ci hi, du lch, khm cha bnh, hc tp
bng sau cho ta thy c cu cho vay tiu dng ca ngn
hng nh sau:
Bng 4: C cu cho vay tiu dng ti Hi s chnh
Techcombankn v: Triu ng
Mc ch vay 2001 2002 2003 2004Vay xy sa
nh
6.852 14.703 20.323 25.997
Du hc 0 226,367 929,732 2.542 t xn 259,501 18.929 23.352 35.565
Tiu dng khc 5.118 11.328 15.636 21.030Ngun: Bo co thng nin Ngn hng TMCP K thng Vit
Nam
nm 2001- 2004
Nhn vo bng trn ta thy d n cho vay xy sa nh
v mu t l ln nht, c bit trong thi gian gn y
khi m mc sng ca ngi dn ngy cng cao th nhu cu
c nh mi v mua t xn li cng tng, c bit l ti
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Chuyn tt nghip
cc th ln. Chnh v vy, khch hng tm ti ngn
hng vay mua t v xy nh ngy cng ng. Cho
vay du hc tuy c tng ln nhng kt qu cng cha cao, cn
li cc nhu cu vay tiu dng khc cng tng ng k. Trong
thi gian ti, ngn hng cn c cc bin php thu ht
thm khch hng, c bit l khch hng c nhu cu vay
tin cho thn nhn i du hc.
Cng vi s pht trin ca cho vay tiu dng ti Hi s
chnh Ngn hng K thng Vit Nam trong thi gian qua,
li thu c t hot ng ny cng tng ln tng ng vchim phn ln trong doanh thu t hot ng cho vay c
nhn ca phng bn l.
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Bng 5: Thu li cho vay tiu dng ti Hi s chnh TCB
n v: Triu ng
Ch tiu 2001 2002 2003 2004
Thu li VCTD 846,45 2.526 7.039 8.827T trong (%) 82,5 82,7 76,1 72,2Ngun: Bo co thng nin Ngn hng TMCP K thng Vit
Nam
nm 2001- 2004
Trong hai nm 2001 v 2002, t trng ca thu li t
hot ng cho vay tiu dng u chim trn 80% so vi
tng thu li ca hot ng tn dng c nhn. Ti nm 2003
v nm 2004, t trng ny c gim do t trng d n cho vay
tiu dng trong hai nm ny cng gim xung so vi tng d
n cho vay c nhn. Tuy nhin ta nhn thy, s tin li nm
2004 tng gp bn ln so vi nm 2002, iu ny cho
thy s hot ng c hiu qu ca ngn hng.
Cho vay tiu dng nu so vi tnh hnh cho vay chungca ngn hng (bao gm cho vay c nhn v cho vay
doanh nghip) th c th ch chim mt phn rt nh nh-
ng thng qua vic tng trng mnh m ca hot ng ny
trong thi gian qua, ta thy rng tim nng pht trin ca
cho vay tiu dng trong tng lai s rt ln bi n m ra mt
th trng mi vi lng khch hng ngy cng ng o hn,c bit i sng ca ngi dn ngy cng c nng
cao.
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2.4. nh gi v hot ng cho vay tiu dng ti
Hi s chnh Techcombank.
2.4.1. Nhng kt qu m Ngn hng t c
Cng tc kim sot v thu hi n: Nh thc hin tt
cng vic kim sot sau khi vay, tng cng phng nga ri
ro ngay t khu xt duyt nn t l n qu hn cho vay tiu
dng chim t l nh, cao nht l 1,65% nm 2001. Nm
2002, t l ny l 0%. T l ny l kh tt nu so vi tnh
trng chung ca cc Ngn hng hin nay.
Cng tc thu li cho vay tiu dng cng t kt qu
cao, thng t mc trn 150% so vi k hoch.
Cc sn phm bn l ngy cng a dng v phong ph,
c bit c thm cc sn phm mi nh cho vay nh mi,
t xn, du hc thu ht ngy cng nhiu khch hng. Khch
hng ti vay tiu dng ch yu di hnh thc cm c s tit
kim v vay th chp nh. S d tn dng cng ngy cng
tng ln.
i tng khch hng: Lc mi thnh lp, khch hng vay
ch yu l cc khch hng quen thuc ca TCB v ngi
thn ca cn b TCB. Thi gian gn y, Phng dch v
Ngn hng bn l tch c thc hin cc chin dch tip
th nn thu ht c mt s khch hng quan trng (mi
h t ngn hng khc v). i tng khch hng ny ch yu
l kinh doanh ngoi t, bun bn nn c tn sut vay kh ln
v y l ngun thu li quan trng. Bn cnh vay vn
nhng khch hng ny ch yu l kinh doanh ngoi t,
bun bn nn c tn sut vay kh ln v y l ngun thu
li quan trng. Bn cnh vay vn nhng khch hng ny cn
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Chuyn tt nghip
s dng thm cc dch v khc nh: giao dch mua bn ngoi
t, ti khon Phng bn l cng thc hin mt s ch-
ng trnh chm sc khch hng v qung co qua mt s
phng tin thng tin i chng (gi th gii thiu sn phm,
qung co trn ti vi, bo ch) nn thu c thm rt
nhiu khch hng, c bit l khch hng vay mua t v
xy nh mi.
V cho vay Nh mi: Khi mi ban u trin khai, ch
c 12 khch hng ti Ngn hng vay vn theo chng
trnh Nh mi vi s d n tnh n 31/12/2001 l 6,852 tng chim 57% s d n ca phng th ti nm 2004, s l-
ng khch hng tng ln 71 khch hng vi s d n l 25,997
t ng.
V cho vay mua t tr gp: nm 2001, khi mi trin
khai chng trnh ti tr mua t xn th s lng khch
hng mi ch l 4 khch hng v d n tnh n ht ngy31/12/2001 l 259 triu, chim 1,71% s d n ca phng.
Cc nm tip theo, lng khch hng c nhu cu vay mua
t xn tng ln nhanh chng, nm 2002 l 47 khch hng,
nm 2003 l 58 khch hng v ti nm 2004, con s ny l
81 khch hng. Ngn hng cng thit lp mi quan h
i tc vi mt s n v bn xe nh FordThng Long,Vidamco, ISUZU, Mitshubishi, Toyota, Mercedes Benz y
l mt cu ni quan trng gia TCB vi khch hng nhm thu
ht mt s lng ln khch hng c thu nhp kh v cao n
vi TCB. TCB thng cho khch hng vay trc tip mua
t tr gp ch khng thng qua doanh nghip bn xe t.
Khch hng vay trc tip ngn hng mua xe th chi
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Chuyn tt nghip
ph s t hn nu nh khch hng vay qua doanh nghip di
hnh thc tr gp, bi li sut ca doanh nghip tnh cho
khch hng s cao hn li sut ngn hng bi h cn phi
b p tt c cc chi ph, trogn c c chi ph li vay
ngn hng. TCB hp tc vi cc doanh nghip bn xe t s
nhn c khon ph h tr bn hng nu nh c khch hng
vay c tin ca TCB v mua xe ca hng. Ti nm 2004,
TCB nhn c 500 triu ng t cc hng xe thng qua
hnh thc ny.
V cho vay du hc ti ch: Phng dch v ngn hngBn l lm vic v k tha thun hp tc vi trng i hc
Kinh t quc dn v vic h tr ti chnh di hnh thc tr
gp co hc vin cao hc. Phng cng n tip th v
gii thiu sn phm ti cc lp hc cao hc ti cc khoa hc
Cao hc hp tc vi ngi ngoi ca Trng Kinh t Quc dn
v c nhiu hc vin quan tm ti chng trnh ny.2.4.2. Mt s tn ti v nguyn nhn
Mc d cho vay tiu dng trong my nm va qua
pht trin nhanh chng nhng nu em so snh vi d n
chung ca c ngn hng th t l ny vn chim mt
phn rt nh, tng ng vi n doanh thu t hot ng ny
cng khng cao. Bn cnh , tuy d n tn dng chung c v-
t k hoch ra nhng ring cho vay tiu dng th d n
u cha t so vi k hoch, c bit l kt qu thc
hin cho vay du hc cn km xa so vi ch tiu ra.
* Nguyn nhn t pha ngn hng
Do yu t lch s ca TCB, t duy v dch v cho vay
tiu dng cha c xc nh l chin lc pht trin lu di
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ca ngn hng. Trc y i tng cho vay ch yu ca
TCB l nhng php nhn. V th khi thc hin chin lc
cho vay tiu dng th vp phi mt l hng do chin lc
khc nhau li.
Vic trin khai cho vay tiu dng cha c quan tm
mt cch thng nht trn ton h thng, cho vay tiu dng
vn cha c ch trng do t tng khng thch lm ci nh.
S phi hp gia cc phng ban, gia cc b phn cha
t hiu qu.
Hn ch v mt nhn lc: Cn b lm cng tc tndng ti phng dch v ngn hng bn l TCB phn ln cn
rt tr hoc mi ra trng, cha c kinh nghim. Mt khc, s
lng nhn s phng bn l rt t li hay b bin ng, mt
cn b phi gii quyt qu nhiu khon vay dn ti cht lng
thm nh tng khon vay c th khng cao.
Trong nhng nm qua, mc d ngn hng rt cgng trong cng tc marketing, tip th sn phm s hp
tc gia ngn hng vi cc Cng ty sn xut t hay cc
Cng ty du hc vn cha t hiu qu cao. Ring v vn
cho vay du hc, ngn hng vn cha thc s thu ht c s
lng ln khch hng ti vay vn do nu mun vay vn ti
ngn hng i du hc th bt buc phi thc hinvic chuyn tin qua ngn hng. iu ny gy kh khn
cho khch hng bi nhiu ngi c ti khon ngn
hng khc hoc chuyn thc hin vic chuyn tin ni
khc khng mun phi chuyn tin qua TCB m ch mun
ti vay tin m thi. V vy, khch hng tm ti ngn hng
vay tin i du hc cha cao.
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* Nguyn nhn t pha khch hng
Do khch hng cho vay tiu dng l nhng th nhn
nn ci kh u tin l xc nh ngun thu tr n v t
khch hng c th chng minh c mt ngun thu r rng
thanh ton n vay. Vng mc th hai i vi cho vay tiu
dng lin quan n ti sn m bo. Do c mt s quy
nh ngy cng cht ch hn ca Cc c quan qun l
Nh nc khin nhiu khch hng khng vay c vn v
giy t ti sn th chp cha hp php v hp l.
i tng khch hng l th nhn nn cc khon vaythp (trung bnh 180 triu ng cho mt khon vay), c
khi ch 5-10 triu ng, thi hn vay thng ngn. Do
d n cng thng khng n nh.
Nhiu ngi dn vn cn tm l ngi n vay ngn
hng v cho rng th tc phc tp, phin h hoc do h
cha thc s hiu v hot ng cho vay tiu dng ca ngnhng.
* Cc nguyn nhn khc
Tnh cnh tranh gia cc ngn hng: C th ni trong
giai on hin nay, lnh vc ngn hng ti chnh ang
pht trin ht sc nhanh chng v gia cc ngn hng c
s cnh tranh gay gt v quy m, cht lng dch v, sang dng v sn phm Ring trong lnh vc cho vay
tiu dng cng c rt nhiu ngn hng tham gia, t cc
ngn hng ln nh Vietcombank, Ngn hng NNo & PTNT,
Ngn hng u t Vit Nam cho ti cc ngn hng c quy
m nh hn nh cc ngn hng c phn, bn cnh cn
c s tham gia ca cc Cng ty cho thu ti chnh. S cnh
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Chuyn tt nghip
tranh ginh git th trng gia cc t chc ti chnh
gy kh khn cho TCB trong vic thu ht khch hng.
Trong mi trng cnh tranh y i hi cc ngn hng cn
c nhng th mnh, nhng u th ni tri ca ring mnh
trong chin lc thu ht khch hng. Ngn hng Chu
trong lnh vc cho vay mua nh tr gp thnh lp hn
mt siu th a c p ng nhu cu khch hng,
y cng c th coi l mt phng thc mi cho khch
hng hiu ca ca ACB.
Cc chnh sch php lut ca Nh nc v cho vay tiudng cn cha r rng, cc quy nh v ti sn th chp, v
nh gi nh, chuyn quyn s hu cn phc t hay cc
quy nh v th tc ng k xe t, xe my nh mi cng
dn Vit Nam ch c ng tn ng k mt xe my
hoc mt t v phi mua bo him xe Tt c nhng
iu u lm gim doanh s cho vay tiu dng cangn hng.
Mi trng kinh t vn cha thc s n nh, lm pht
tng lm cho mc sng ngi dn vn cha thc s c ci
thin, do nhu cu vay tiu dng vn cha cao.
T vic tm ra cc nguyn nhn gy hn ch cho vay
tiu dng ca hi s chnh Ngn hng Thng mi C phnK thng Vit Nam, ti xin ra mt s gii php v nu
mt s kin ngh vi hi vng c th m rng hot ng cho
vay tiu dng ca ngn hng.
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Chng III:Gii php y mnh hot ng cho vay tiu dng ti
Ngn hng Thng mi C phn k thng
3.1. nh hng pht trin hot ng cho vay tiu
dng ti Hi s Ngn hng Thng mi C phn K th-
ng Vit Nam
Vi mc tiu xy dng Techcombank thnh Ngn
hng Thng mi th a nng c quy m trung bnh,
lnh mnh v hiu qu, Techcombank tip tc pht trinsong song cc chin lc Ngn hng bn l ng b ti cc
th ln v Ngn hng bn bun phc v cc doanh
nghip v kinh doanh tch cc trn th trng tin t trong
v ngoi nc; chin lc khch hng v sn phm nhm vo
cc th phn mc tiu la chn v pht trin cc loi
hnh sn phm, dch v a dng gn lin.
thc hc hin cc nh hng trn, Techcombank
xc nh cc yu t quyt nh thnh cng ch yu nh
sau:
- Mt quy m tng i ln thc hin cc li th
chi ph, hnh nh, uy tn v th phn ti cc th ln
nht Vit Nam.
- Chnh sch ngun nhn lc nng ng: thc hin
tuyn chn o to v i ng trn c s kt qu cng
vic, kt hp to mi trng pht trin ngh nghip lu di.
- Hin i ha cng ngh vi cng ngh thng tin lm
nng ct l ng lc thc hin i mi quy trnh kinh
doanh v qun tr ca ngn hng, ng thi to c s cho
vic trin khai cc sn phm dch v mi.
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Chuyn tt nghip
- Mt b my qun l hu hiu trn nn tng phn
quyn c qun l v to dng tinh thn lm vic c lp
phi hp tp th.
- Mt chin lc r rng v khch hng mc tiu, sn
phm v khu vc hot ng.
Nhng yu t trn s l c s Techcombank tip
tc trin khai cc bc chin lc pht trin c hoch
nh. C th:
T chc h thng ngn hng bn l ti mt s th
ln vi trng tm cung cp cc sn phm huy ng v sdng vn, dch v ngn hng cho cc i tng dn c, kinh
t c th v cc doanh nghip va v nh.
Hon thin c cu h thng ngn hng bn bun ti
H Ni, TP H Ch Minh vi trng tm cung cp cc sn
phm dch v ngn hng cho cc i tng doanh nghip
c quy m ln, cc t chc ti chnh, tin t hot ng trnth trng tin t, lin ngn hng v trn th trng vn di
hn.
u tin pht trin cc loi hnh dch v phi tn dng
thng qua chnh sch a dng ha cc loi hnh dch v
cung ng.
Trong thi gian ti, Techcombank tip tc tp trungthc hin cc chng trnh ln v cc gii php ch yu nh
sau:
- Dch v ngn hng ng b phc v cc doanh
nghip tp trugn tinh v chi nhnh H Ch Minh.
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Chuyn tt nghip
- Qun tr tp trung v ti u ha ngun vn, kt hp vi
vic y mnh hot ng trn th trng tin t trong nc
v quc t tp trung ti Hi s.
- Cu trc ngn hng bn l ti chi nhnh v phng
giao dch tp trung cc th ln.
- Tin hc ha cc quy trnh kinh doanh v qun l
ngn hng
- Cng c v m rng mng li chi nhnh v cc phng
giao dch cc tnh v thnh ph trong c nc.
- Xy dng v pht trin ngun nhn lc m bo cv lng v cht nhm p ng nhu cu nhn s ca h
thng Techcombank m rng cc nm ti. Ngn hng ch
trng m rng cho vay trong nhng nm ti. i tng m
ngn hng m rng theo hng cung cp cc dch v trn
gi cho khch hng m ti khon c nhn, tr lng a ti
khon, gi tit kim, cp th tn 3.2. Gii php y mnh hot ng cho vay tiu
dng ti Ngn hng Thng mi C phn K thng.
3.2.1. Xy dng chin lc marketing ngn hng
Marketing ngn hng mc d c cp t nu
nhng mi vo nhng nm 60 marketing ngn hng mi c
tip cn v ng dng.
Vit Nam, vic lm quen vi marketing ngn hng
cn din ra mun hn, khong nhng nm cui ca thp
nin 80, v cho ti nay hiu qu ca vic ng dng
marketing ngn hng cn hn ch, ch yu tp trung vo
cc hot ng b ni nh qung co, khuch trng, cn cc
hot ng ch yu c ngha quyt nh thnh cng
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Chuyn tt nghip
trong thc hnh marketing nh: nghin cu khch hng,
nh v hnh nh, nng cp v cht lng dch v ngn
hng cn rt m nht v hn ch. iu ny xy ra khng
ch i vi Techcombank m nhn chung a s cc ngn
hng Thng mi Vit Nam cha nhn thc y tm
quan trng ca marketing trong hot ng ca ngn hng.
V vy, a marketing thc s thm nhp vo ngn
hng v pht huy tc dng ca n Techcombank cn phi
thc cc gii php sau:
- Cc cn b ngn hng cn phi nhanh chng chuynsang t duy kinh doanh mi, ly quan im marketing lm
phng chm ch o.
- Trit l marketing cn phi c thm nhp vo tt
c cc b phn, tt c cc nhn vin trong ngn hng.
- Thnh lp phng chc nng marketing ra
nh hng marketing mt cch bi bn, vi i ng nhnvin am hiu v nhy cm v marketing.
- Techcombank phi tch cc v ch o trong quan
h vi khch hng k c khch hng truyn thng v khch
hng tim nng. C th i vi khch hng kinh doanh c
hiu qu v uy tn th Techcombank phi ch ng n
t quan h tn dng ch khng ngi ch khch hngn xin vay.
- Techcombank phi xy dng chin lc khch hng
ng n
- Techcombank phi m rng v nng cao cht lng
cc loi hnh dch v.
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Tuy nhin, a c marketing ngn hng vo thc
t th cn phi c nhiu thi gian v tch ly kinh
nghim. Nhng y l mt iu thc s cn thit i vi
cc Ngn hng Thng mi Vit Nam, t bit khi s cnh
tranh trong lnh vc ngn hng c th dng bc qung
co, ngh thut li ko khch hng nhng m bo s
pht trin lu di ngn hng cn c s u t thch ng
cho lnh vc ny.
3.2.1.1. Phng qun l khch hng ca Hi s
cn xy dng mt chin lc khch hng lu di.
c c khch hng kh nhng gi chn c
nhng khch hng ny i hi Ngn hng phi c mt
chin lc v khch hng lu di v bn vng, iu ny
khng phi l n gin. Chin lc ny phi m bo thu
ht, hp dn v c kh nng tha mn c cc i tng
khch hng ang c nhu cu v dch v ngn hng hoc
hin s dng cc dch v ca Ngn hng cung cp.
Ngn hng Thng mi C phn K thng thnh
lp phng qun l khch hng vi chc nng tham mu cho
Ban gim c v cc bin php nhm thu ht v tha mn
cc nhu cu ca khch hng. Hot ng ny ngy cng
mang ti hiu qu i vi Ngn hng. Cn b ca phng
hot ng vi tt c khch hng ca Ngn hng, nhng do
lnh vc tn dng tiu dng mi c trin khai nn cn
phn cng nhng cn b khch hng c kinh nghim hot
ng chuyn su i vi khch hng vay tiu dng, xy
dng mt chin kinh doanh tng hp bao gm cc chin lc
c th nh: phn tch th trng, nh gi i th cnh
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Chuyn tt nghip
tranh, nh gi ni b Ngn hng, rt ra nhng mt mnh
yu ca Ngn hng so vi i th cnh tranh, t d
on cc din bin ca th trng cc cn b ny hot
ng c hiu qu, cn c s phi hp nhp nhnh, ng
b, gip ln nhau gia cn b tn dng v cn b cc
phng khc, to nn hiu qu trong cng vic.
3.2.1.2. y mnh chnh sch giao tip
khuych trng
* Hon thin phong cch giao tip vi khch hng.
Vi phng chm hot ng ca cc Ngn hng l h-
ng ti khch hng, vic hon thin chnh sch giao tip vi
khch hng s gip mt phn ng k vo vic lm hi
lng, tha mn nhu cu ca khch hng, to iu kin
nng cao hiu qu hot ng ca Ngn hng.
Vi Hi s Ngn hng Thng mi C phn K thng
cng vic ny cng cn thit hn v khch hng ca
Ngn hng thng l nhng khch hng ln, s dng rt
nhiu sn phm ca Ngn hng, khi mt khch hng xa ri
Ngn hng cng c ngha l Ngn hng mt i nhiu
ngun li thu c t khch hng .
Vic giao tip vi khch hng c ngha quan trng
trong vic thu ht khch hng, gp pahanf to nn hnh
nh tt p v Ngn hng trong lng khch hng, y
chnh l phng thc qung co tt nht cho Ngn hng vi
mt chi ph thp nht.
Ngn hng cn c ng phc cho CBCNV nhm to
nn n tng tt v tc phong lm vic, thi nghim tc
v chuyn nghip, to mt khng kh lm vic khn trng,
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Chuyn tt nghip
nhanh chng cho khch hng. Khch hng nhiu khi b nh
hng bi yu t ban u, nh gi v Ngn hng qua
nhng g h nhn thy sau mi n nhng g m h
giao tip vi nhn vin Ngn hng. Nhng b ng phc
ny cn to ra mi trng lm vic thoi mi, ha ng cho
cn b Ngn hng t nng cao hiu qu hot ng
ca Ngn hng.
Khng ch c ng phc cho CBCNV m c s vt
cht ca Ngn hng cng ng vai tr quan trng trong
vic to nn n tng tt p v Ngn hng trong lngkhch hng. Quan h gia khch hng v Ngn hng da
trn c s tn nhim ln nhau, khch hng s khng tin t-
ng vo mt Ngn hng vi tr s nh b, trang thit b c
k v lm vic th cng. Ngn hng cn ch ti iu
ny to nn s tin tng v hi lng ca khch hng.
iu quan trng nht trong chnh sch giao tip vikhch hng l thi phc v, tc phong ca nhn vin
Ngn hng ni chung v nhn vin tn dng ni ring. Di
con mt ca khch hng, nhn vin chnh l hnh nh
ca Ngn hng. Do vy, thi phc v tn tnh, chu
o, cng vi tc phong cng nghip nhanh chng, chnh
xc, nhn vin Ngn hng s to nn n tng tt p vikhch hng, gp phn xy dng hnh nh ca Ngn
hng.
* Pht trin chnh sch khuch trng
Thc t hin nay cho thy, nhu cu vay tiu dng ca
dn c l rt ln nhng s lng khch hng n vi Ngn
hng cn cha nhiu. Nguyn nhn ch yu ca iu ny
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Chuyn tt nghip
l do khch hng c nhn cha c c nhng thng tin y
v hot ng cho vay tiu dng ca Hi s, hoc nu
bit c thng tin ri th cng cha nhn thc c y
v nhng li ch m hot ng cho vay mang li, h cn
n o, e ngi khi ti vay Ngn hng.
Ngun thng tin ch yu m khch hng c nhn c
th tip cn hiu v cho vay tiu dng l thng qua
h thng bo ch, truyn hnh, qua chnh nhng ngi
vay tiu dng ti Ngn hng.
Bo ch hin nay l mt phng tin truyn thng rthu ch, thng tin v Ngn hng cng c thng xuyn
ng ti trn mt bo, nhng nhng bo ny thng l bo
chuyn ngnh nn ch c nhng ngi trong ngnh Ngn
hng, nhng ngi cng vic hot ng c lin quan ti
Ngn hng, nhng ngi hc v Ngn hng mi c n.
Cn i a s ngi dn t quan tm ti nhng loi bo chny, v vy s hiu bit v tn dng Ngn hng ni
chung v tn dng tiu dng ni ring cn rt hn ch.
Cc knh truyn hnh thng ch a nhng tin quan
trng, nhng s thay i, nhng Quyt nh mi ra hay
s bin ng trn th trng tin t quc t cn vic a
tin t m v nghip v nh ca Ngn hng th rt himtr khi Ngn hng mun qung co n trn truyn hnh.
Tuy nhin, vi nhng thng tin t i m ngi dn nhn c
t truyn hnh th khng hiu v nghip v na
ch cha ni n hiu v li ch ca nghip v.
Nhng ngi v ang s dng loi hnh cho vay
tiu dng ca Ngn hng ng mt vai tr quan trng
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Chuyn tt nghip
trong vic gii thiu v qung b sn phm. Ngi dn th-
ng c tnh qun chng, h ngi ny c hoc s dng ci
g khi ngi khc mun s dng hng ha hay dch v
th cng s s dng ng nhng nhn hiu, ng nhng
c s m ngi trc dng. V vy khi trong mt cng ty,
c mt s ngi v ang s dng dch v cho vay tiu
dng ca Ngn hng th m bo rng khi nhng ngi
khc cn c nhu cu vay tiu dng h cng s ti vi Ngn
hng. Nhng do s lng ngi v ang s dng dch v
ny cha nhiu nn ngun thng tin cho nhng ngi khccn hn ch.
Tm li, vic tin hnh chin lc qung b, tip th l
ngun thng tin quan trng v c hiu qu nht i vi ng-
i dn cng nh vi Ngn hng. Tuy nhin, chin dch
qung co, tip th khng nht thit phi c tin hnh
t trn cc phng tin thng tin i chng, iu ny s tnrt nhiu chi ph. tit kim chi ph, ng thi tin
hnh hot ng qung co tip th c hiu qu nht, ti
tn tay ngi tiu dng, Ngn hng nn trc tip tip cn vi
ngi vay vn, nhng ngi thc s c nhu cu vay vn. C
th l Ngn hng c th lin h trc tip vi Cng on,
Phng t chc ca cc Doanh nghip, cc B, CcNgnh tin hnh mt bui trao i gii thiu sn phm
cho tt c ngi lao ng trong Doanh nghip. Trong bui
trao i ny, ch cn mt hoc hai cn b tn dng ca
ngn hng ti, ban u trnh by k lng nhng vn
c lin quan ti nghip v nh: quy trnh, hn mc, thi hn,
li sut, i tng, phng thc gii ngn v thu n sau
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Chuyn tt nghip
gii p nhng thc mc ca nhng ngi tham gia. Thc
t chi ph cho nhng bui trao i nh th ny thng
khng ng k, do nhng vic lm nh vy c lin quan
trc tip ti li ch ca ngi lao ng trong n v ca h
nn h sn sng tr chi ph cho nhng bui nh vy v c
th h mun Ngn hng tch cc t chc nhng bui nh
vy na.
Ngoi ra, Ngn hng nn t gii thiu v mnh thng
qua bo ch, truyn hnh, thng tin ln mng my tnh,
qua mt s hnh thc qung co khc nhau: ti tr cho mts cuc thi, pht t ri, t chc cc cuc thi tm hiu v
Ngn hng Nhng hot ng ny rt c ch trong vic
a cc thng tin v Ngn hng n vi ngi dn. Pht
trin mt s loi hnh dch v b tr cho hot ng cho
vay tiu dng ca Ngn hng nh: thnh lp trung tm mi
gii, t vn v bt ng sn, trung tm t vn v hng hatiu dng gip ngi vay c th yn tm khi h s dng
dch v cho vay tiu dng ca Ngn hng.
Vic y mnh chin lc giao tip khuch trng nh
vy gip thng tin Ngn hng n c vi dn c, gip ng-
i dn c thm t tin tham gia cc dch v ca Ngn
hng, c bit l tn dng, gip dch v Ngn hng trnn ph bin i vi ngi dn v h c thi quen s dng
dch v ny nh mt cng c h tr cuc sng, khi
hot ng ca Ngn hng s c m rng v d dng hn
rt nhiu.
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Chuyn tt nghip
3.2.1.3. Hon thin chnh sch thng tin, nghin
cu, tm hiu, iu tra v cc yu t c lin quan ti
cho vay tiu dng.
Ngn hng cn tm hiu, nm r nhng thng tin
tng hp v tnh hnh v m hot ng ti hot ng cho
vay tiu dng. l cc thng tin v ch trng, chnh sch
ca Chnh ph v ca Ngn hng Nh nc c lin quan, v
tnh hnh bin ng kinh t x hi ni chung cng nh
lnh vc ti chnh tin t ngn hng ni ring trong n-
c cng nh quc t Hot ng cho vay tiu dng kh nhycm vi s bin ng kinh t chnh tr x hi, do vy
nhng thng tin tng hp v m nh vy s mang ngha
quan trng n vic pht trin cho vay tiu dng ca Ngn
hng.
ng thi, Ngn hng cng cn nghin cu, iu tra
v tnh hnh cho vay trong lnh vc tiu dng ca cc ith cnh tranh. Hin nay, cc Ngn hng trong nc, k c
nhng Ngn hng quc doanh hay Ngn hng c phn
u tin hnh v pht trin hot ng cho vay tiu dng.
Hi s Ngn hng Thng mi cn thu nhp nhng thng
tin v sn phm, chin lc khch hng ca cc i th cnh
tranh sau tin hnh nghin cu, phn tch cc u nhcim sn phm ca cc i th ny t a ra
nhng chin lc v sn phm ca mnh mt cch tt nht.
Bn cnh , Ngn hng cng cn tin hnh iu
tra, thu thp v phn tch thng tin v ngi tiu dng. C
th Ngn hng c th tin hnh thu thp thng tin bng
nhiu cch khc nhau, thng qua cc cuc phng vn trc
Nguyn Th H - Ti chnh 3
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