2. CREDIT CULTURE信贷文化Risk averse given Bank’s high gearing and thin margin
倾向低风险,由于银行高负债和低利息差
Proper goals and measures with controls
适当的目标和措施及控制
The Line takes primary (or joint) responsibility of the credit decisions
前线部门对贷款决定负主要(或共同)责任
Burden of proof on the Line
证明应贷款责任在于前线部门
Never feel embarrassed to ask “dumb” questions
不用担心问“愚笨”的问题2
3. CREDIT RISK MANAGEMENT信贷风险管理Prerequisite:先决条件
Senior management’s support (positive intervention?)
高层管理的支持(积极干预?)
People (technical capability, integrity and inter-personal skills)
人员(技术能力、人格和人际交往能力)
Organization and System
组织及系统
Attribute:特征
Independent 独立性
No bottom-line responsibility 没有盈利责任
Professional 专业性
Firm and fair 坚定和公正
3
4. STRUCTURE AND APPROVAL PROCESS结构和认证程序
Board of Directors
董事会
行政总裁(总部)
GHQ
CEO
APH
CEO
行政总裁(亚太区)
AMH
GM总经理
(香港及中国大陆)
Line前线部门
信贷总经理
GM Credit
CCO首席信贷官
HD Credit
信贷部门主管Concurrence
认同Approval
审批Approval
审批Approval审批
Country Risk/Bank Risk
国家风险/银行风险
Market Risk/Credit Risk
市场风险/信用风险Market Risk/Credit Risk
市场风险/信用风险Credit
信用4
5. ALTERNATIVES选择Centralized vs Decentralized集权/分权
Individual vs Committee (composition and decision making process)个人/委员会(债务组成及决策过程)
Factors to consider: 需要考虑的因素
Individual / Collective Decision / Responsibility
个人/集体决策/责任
Senior management’s trust 高层管理的信任
Quality of staff (at centre and in the line) 员工的素质 (管理人员和一线职员)
Specialization of staff 员工专业化
Effectiveness of internal control system 内部控制系统的功效
Quality of service (e.g. turnaround time) 服务的质量(例如:报废项目时间)
Others (fraud prevention etc.) 其他(防范欺诈等)5
6. Structure and Account Cycle结构及客户信贷周期Policy/政策Approval审批Risk Monitoring
风险监督Recovery追偿Head of CRM信贷风险管理部Loans贷款Unhealthy loans
不良贷款Review回顾Review回顾6
7. Credit Policy, Guidelines and Procedures Manual 信贷政策,指南及程序手册Key business objectives 主要业务目标
Structure and Responsibility 结构及职责
Economic Outlook 经济预期
Sectoral Analysis 行业分析
Business Strategy and Focus 业务战略和重点
Risk Assessment and Credit Appetite 风险评估和信贷偏好
Lending Guidelines 贷款指南
Credit Products, Procedures and Advice 信贷产品、程序和建议
7
8. CREDIT POLICY信贷政策Market positioning and risk appetite 市场定位和风险偏好
Return
回报
Private Bank Commercial Bank Subprime Lender
私人银行 商业银行 次级贷款人
-Large corporate 大型企业
-Middle market 中端市场
-Small business 小型企业
-Consumer 消费者
Risk 风险8
9. MARKET SEGMENTATION – CREDIT TOOLS 市场细分—信贷工具Corporate Banking - Large corporate - Judgemental (plus Rating, KMV, MRA)
公司金融-大型公司-主观判断(加评分,KMV, MRA)
Commercial Banking – Medium sized corporate – Judgemental 公司金融-中型企业-主观判断
Business Banking – Small business – Scoring
商务理财-小型企业-评分
Personal Financial Services – Consumer – Scoring
个人金融服务-消费者-评分
9
10. Delinquency Rates, All Banks, SA (USA)贷款不良率美国所有银行0246810121491Q191Q392Q192Q393Q193Q394Q194Q395Q195Q396Q196Q397Q197Q398Q198Q399Q199Q300Q100Q301Q101Q3Residential *
住房贷款Commercial *
商业房地产贷款C&I Loans
工商贷款Total Loans & Leases
贷款和租赁总额%10
11. Charge-Off Rates, All Banks, SA (USA)
冲销率 所有银行 美国0.00.51.01.52.02.53.091Q191Q392Q192Q393Q193Q394Q194Q395Q195Q396Q196Q397Q197Q398Q198Q399Q199Q300Q100Q301Q101Q3Commercial *
商业房地产贷款C&I Loans
工商贷款Total Loans & Leases
贷款及租赁总额%Residential *
住房贷款11
12. Loan Quality in HK
香港地区贷款质量-10%-5%0%5%10%15%20%NPL % 不良贷款比例Credit card charge-off ratio (annualised)
年信用卡冲销比例Mortgage Delinquency Rate
住房贷款不良率Real GDP (year on year % change)
年实际GDP变化率12
14. Small Business 小型企业More vulnerable to economic downturn 易受经济下滑的影响
Information problematic (low financial transparency and reliability) 信息问题(财务信息透明度及可信度不高)
High operating risks (relatively weak in management skills) 高运营风险(较弱的管理能力)
Characteristics of the Scorecard 记分卡的特征
Company’s financials 公司财务状况
Company’s credit history and behavior 公司信用历史和表现
Company’s attributes (age, sector, size etc) 公司性质(成立时间的长短、所属行业、规模等)
Owner’s scores 公司所有者的评分
14
15. 英国小型公司主要业务的设立与终止设立千/每季度终止15
16. Consumer 消费贷款Criteria Based Lending 根据准则所进行的信贷
More commonly for secured products, e.g. mortgage, car loans, HP and loans secured by liquid assets
多用于担保产品,例如:住房贷款、汽车贷款、租赁及用流动资产担保的贷款
Security coverage 抵押品/贷款 比例
Income coverage 收入/还款 比例
16
21. PRICING STRATEGY定价战略1. Interest margin: hurdle rates, e.g. bonds. 利率边际:障碍率,例如:债券
2. RORA: return on the overall relationship 总体关系的回报
3. EP: cost of capital 经济利润:资本成本
Factors to consider: 考虑因素
PD (Borrower’s grade) 违约机率
LGD 损失比率
Term 年期
Cost of capital 资本成本
Competition 竞争
Business potential 发展潜力21
22. DEBT RECOVERY (1)贷款收回 (1)Objective
目标
Risk vs Relationship
风险 或 关系
Strategy
战略
Rehabilitation OR Exit
贷款康复或退出22
23. DEBT RECOVERY (2)贷款收回 (2)Workout - Factors for success
债务重组 - 成功的因素
- legal system (Scheme of Arrangement, Individual Voluntary Arrangement, Bankruptcy Law)
- 法律体系 (债务安排计划、个人自愿安排、破产法)
- professional support (lawyer, accountant, financial advisor, asset search agent, debt collector)
- 专业支持 (律师、会计师、财务顾问、资产搜寻代理、债务追偿人)
- customer – self-rescue (transparency, commitment and cooperation)
- 客户 - 自救措施 (透明、承担与合作)
- multi-bank - supportive, expeditious and equitable [the Hong Kong Approach]
- 多头银行 -支持态度、迅速及公平 (香港原则)
23
24. DEBT RECOVERY (3)贷款收回(3)Feedback 回馈
- lessons learnt - Credit Alert (early warning signs), training course
- 吸取教训 – 每月简讯(预警信号)、培训课程
- loophole - change in credit policy or procedures, management information
- 漏洞 - 信用政策或程序的改变,管理信息
- cross-stream application and experience sharing – PFS & CIB – e.g. concept of restructuring, receivership
- 跨部门应用及经验分享 –个人信贷和商业信贷 - 例如:债务重组和资产接管的概念
24
25. DEBT RECOVERY (4)贷款收回(4)Human Resources
人力资源
- specialized skills – understanding of legal system, able to face and handle confrontation, negotiation, leadership, decision-making
- 专业技能 - 了解法律体系,能够应对挑战及对立局面,具备谈判技巧、领导才能和决策的能力
- built on solid credit background
- 具备良好的授信/信贷知识及经验
- flat reporting structure
- 扁平的组织架构
- support from senior management
- 高层管理的支持
25