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merchants, each When the season is stocked, many operators' working capital is tight and needs bank support.
the young owner is busy supporting the goods, and with the support of the bank he created his own clothing brand. Reporter Zhao Guolu photo
now is the peak season for clothing preparation, in Ji'nan's Kou Kou business circle, a large number of merchants go to various places to participate in the order meeting. The boss of the venture period is most afraid of losing money, no money, and good business. There are also bank account managers who are also rushing to the market. They are the Saviour of some capital merchants. In mid October, Life Daily reporters interviewed some businesses in depth, taking this mature business circle as a sample, investigating how small and micro businesses are difficult to finance, and analyzing how Qilu bank and other financial institutions can find the key to solve the problem in the strategic transformation.
more than 40 year old sister Zhao Da Jie, more than 40 years old, runs a wholesaler of children's shoes at the two floor of shoe city, which is the Ji'nan general agent of several southern brands such as Abu bear and naughty rabbit. During the national day, we need to attend the ordering meeting in Zhejiang to purchase a new batch of winter shoes. The ticket was booked ahead of time, but the money was not up to date.
, she said, during the stocking season, every sample had to go to three hundred and five hundred pieces, and large amounts of money needed to be stocked up ahead of time. Orders can not be bad money, and a day's remittance may affect hard won goodwill. Downstream customers, such as the surrounding cities and county supermarkets, are usually settled on a monthly basis, and the funds are lagged behind.
September and October are the peak season of clothing market in October. Jiang Fengyu is preparing to go to Zhejiang, Guangdong and other places to take part in the order of 2015. She rented a small shop on the first floor, and renovated a more than 60 square meter boutique on the third floor, which invested heavily. She told reporters that winter clothing is generally about two times higher than the price of summer clothing, so liquidity is also large. She has been making wholesale clothing business since 1999. She knows that a big business can not be without enough cash flow. All of us are short of money when ordering, the key is to get fast, or else a good business will be too yellow.
sometimes I want to invest in a shop, knowing that two years will be able to recover the cost, because I don't have so much money in my hands, so I can't wait to see business opportunities slip. Mr. Zhao, who calls himself a grass-roots businessman, said that sometimes there was no way to do that.
lending can rush orders.
is as busy as these bosses and the account managers of various banks. Qilu bank's Li Yaping and Tian Chong shuttling between the various markets, for the urgent use of money businesses to handle procedures, the peak season is also the peak period of credit business.
Dong Xiangjun, who is delivering the goods, sees Li Yaping and warmly greets him. He just got 100 thousand yuan credit loan from Qilu bank. He happily told the reporter: "now that the stock is not worried, we solved the urgent problem last year." The young Mr. Dong has been wholesale pants, not satisfied with only an agent, registered a brand of its own last year, and then found factory workers in Fujian, the cost of self created mass production is lower, and it is also free in investment policy, price system and so on. This is the way for some merchants to change and upgrade often. But the two venture is often constrained by lack of funds. At the crucial time, Li Yaping helped him to start a start-up fund and tide over the difficulties.
Zhao's warehouse is a kilometre away and is now replenishing its supply. After she submitted information to the bank, she was always worried about how much money could be paid. After a weekend, she received the phone call from Tian Chong. Her 200 thousand yuan loan was used to settle the bill. The order in the national day will not be delayed.
Wu Xiuxu, who has been in the clothing business for 20 years, shipped it alone in the store, and Tian Chong gave her a 100 thousand yuan credit loan, and her husband had taken the south to order winter clothes. They run a clothing store called Ruyi Sanbao, which specializes in clothing for middle-aged and elderly people. For them, as long as they have working capital, they will not panic. Some businesses say that banks can add more money to the icing on the cake. It's good to be able to help at the critical time.
couples shop loans are hard to
there are more than 5000 merchants in the Kou Kou business circle. This specialized market has been operated for 20 years, and the operators and business models are mature. In the eyes of all the banks in the economy, the army has already become a place for war. Reporters learned that at least a dozen banks set up outlets here. One of the few large commercial banks is relatively easy to borrow from banks because of their strength. Small and medium businesses can take part in batch loans in the business circle. Most of the small businesses are mostly spouses, and a rental shop is opened. There is no guarantee and no mortgage assets. Lending to these businesses, the bank's credit officers were generally worried: "in case that day does not go down, where can the shutter door be pulled?"
some grassroots business households get loans through joint insurance. Zhao also used the "three joint guarantee" to loan money. This kind of mutual guarantee always made her feel uneasy. She was afraid that if someone ran poorly, the other two families would suffer. "It's too cumbersome to sign today and sign tomorrow." Ms. Jiang said that she used a quasi credit card turnover fund, equivalent to the "big credit card" based on the daily interest rate, that is, the interest rate is relatively high, which is only suitable for short-term emergency use.
the small businesses that these banks fail to see are also small in demand, usually several hundred thousand yuan or even tens of thousands of yuan. The threshold of formal financial institutions is high, and their financing channels turn to small loan companies or even private lending. Interest rates are generally higher than the bank.
in the traditional view of banks, scattered individual credit business can not be done. The main reasons are three: most of the life cycle is too short, an average of 35 years; the lack of mortgaged assets, it is difficult to control the risk according to the traditional mode; the unit economy is not cost-effective, a loan of 50 thousand yuan, and the cost of doing 5 million yuan can not be much, but the income is a hundred times the difference.
micro credit service small businesses
the banking industry has always pursued the 28 rule, that is, 80% of the profits come from 20% of the customers. While banks are desperately seeking to tap the "two" that can bring profits, banks have aimed at "eight". Take Qilu bank as an example, introduce the advanced micro credit technology of the German savings bank, control the bad risk, and give loans to small businesses.
Xu Yedong, a small micro finance expert and vice president of Qilu bank, told reporters that they set up a "small and micro financial center" last year to do a small business that "can't see". To what extent did it be small? He made a number of figures. As an example, he issued 133 loans, totaling 18 million 385 thousand yuan, an average of 138 thousand and 200 yuan, and an average interest rate of 15.41%.
"German savings bank technology" has its advanced nature in the inspection and evaluation system. After mastering, use the local situation flexibly. It should be said that we have found the key to solve the problem of loans for small and micro enterprises. Xu Yedong believes that if the threshold is low, small and micro businesses can get loans from banks, they are more willing to deal with formal financial institutions. Compared with small loan companies and private lending, banks have considerable advantages in pricing or normalization. Especially in county enterprises, this business mode is explosive growth. The small and micro businesses credit market is still a blue ocean in the coming period.
"less than 140 thousand households," we put money into the most need to support the Micro customers, in traditional concepts, they even "small and micro" are not. According to this scale, banks do not make money. In terms of economic efficiency, this account is really not cost-effective. Xu Yedong frankly said that although the sparrows are small and dirty, there are dozens of customer managers who are busy with small businesses for a year. Why do
Why do "lose money" buy and sell
Why do you want to do such a seemingly lost sale? As a small microfinance expert, Xu Yedong has his own unique view.
he analyses that, from the external environment, with the interest rate marketization, the acceleration of financial disintermediation, the gradual increase in the cost of deposit, the low interest rate of the loan and the narrowing of the bank's margin, the pattern of "big households" is bound to be impacted. Large clients compare prices, and bargaining power is not in the hands of banks. After the liberalization of interest rates, large banks can easily seize big customers through price wars, and small and medium-sized banks will have to transform and compete for differentiation. It is one of the characteristics of the development of differential development. In fact, small businesses have the most vitality, and the southern financial institutions, represented by Zhejiang, have done their best in small and micro finance.
from Qilu bank itself, as a local financial institution in Shandong, it has its own social responsibilities. The smaller the customers, the more capital they need. At the same time, big customers are growing up from small customers. As an example, a well-known chain fast food company in the province first obtained a 2 million yuan credit loan from the bank, gradually becoming larger and still a loyal partner.
in addition, small and micro businesses can train a group of customer managers to enable young teams to "practice their hands". Xu Yedong said: "just graduated college students, even lack of recognition ability, tens of millions of loans at a time, the risk is very great. If we start from 100 thousand, even if it is bad, we can at least afford it. An ordinary customer manager may do a business every month. The customer manager of small and micro finance does at least 4-5 pens a month. This high intensity business enables the team to grow rapidly. Manpower cost input is great, but from the point of view of the training team, it is still worth it.
what
reporter learned in the interview that the bank reduced the threshold and made small credit loans to small and micro businesses, different from the formal credit, no financial statements, no mortgage guarantee. Banks operate risks, and how to control them is a problem that must be considered. Qilu bank, using the technology of the German savings bank, does not take the unusual route to the "poor and white" small businesses. The customer manager is good at "catching the shadows" and grasping the "cheat" of cross validation and so on, so as to ensure the symmetry of information. Home visiting is one of the essential skills of a client manager.
the person in charge of the small and micro financial center of Qilu bank said that small businesses received credit, and some of the rules could be flexible, but they all had to accept home visits. What does the bank's credit staff visit to the customer's home visit?
it is revealed that, generally speaking, a boss who is known to have a good business is either a boast or a loser and a bad hobby. When visiting home, customer managers often focus on whether couples are harmonious, which can be observed in sitting and speaking. According to the statistics of banks in the south, 50% of the small and Micro customers' bad loans have a common feature: the relationship between husband and wife is not harmonious. For small and micro enterprises, marriage is stable, often affect the operation of the enterprise. Some are directly divorced from banks for divorce. Therefore, this index is an important basis for banks to determine the size of risk.
in addition, home visits can also understand the actual situation of loan applicants, and their parents and children tend to be more authentic. As an example, most of them are foreign merchants. Whether their parents are connected to them or not, the children are here to go to school, and these are all the reference indicators to judge the size of the risk.
in fact, careful home visits can often reduce the probability of ill health from the source. The customer manager of Qilu bank introduced a real case to the reporter: "there is a boss who makes a gift business, applying for a credit loan of 300 thousand yuan. The boss owns two luxury cars, BMW and Land Rover, and claims to have tens of millions of annual sales. Early inspection is good, but when we visit home, we found that he rented a set of small houses in Ji'nan, in addition to some of the necessary furniture, almost everywhere, in a mess. It's too mismatched with the size of his business. Later we heard from the side that two cars had been mortgaged, and the loan had not been approved. "
experienced customer managers must be good at observing, catching, and even having the ability of private detectives to master the real situation of customers to the maximum extent. This is also one of the core magic weapons of German storage technology.