现金贷款的商业策略

0Beijing,Maythe12th2015CommercialStrategiesforCashLoans现金贷款的商业策略Customersarelookingfor客户总是会希望产品能够FLEXIBILITY有弹性TrainingObjective培训目标Thereare产品需要Easy方便Waystoprovideit12Letthecustomerhelpyoucreateyour“palette”ofofferings让客户来帮助你调制出理想的产品1.Spanishteamintroduction西班牙团队介绍2.CLSpanishbusinessmodel西班牙的现金贷款模式3.BOBCFCsituation北银消费现金贷款现状4.Strategiesproposeddependingoncustomer´ssituation根据客户情况所制定的方案5.Conclusionsandactionplan结论及行动方案培训内容TrainingContentSpanishteamintroduction–SCF西班牙团队介绍-桑坦德消费金融公司SCFstartedasastand-alonedivisionin2001andcontinueditsexpansionthroughfurtheracquisitions桑坦德消费金融公司在2001年作为一个独立业务分支成立，随后通过一系列并购实现扩张Managetotransformandconsolidate通过整合及转型TopursueOpportunities来挖掘机会2001“KICKOFFTHEVISION”2001启动愿景2002-2008“GROWANDBUILDPOSITIONINABOOMINGMARKET”2002-2008在快速膨胀的市场成长定位2008-2013“SUSTAINEABLEMODELTHROUGHOUTTHECYCLE“2008-2013全周期可持续发展模型Spanishteamintroduction–Organizationchart西班牙团队介绍——组织机构图ChairWoman主席CEO首席执行官Legal法务Compliance,organizationandcost合规，组织架构及成本HumanResources人力资源Technologyandoperations科技和运营FinancialManagement财务管理Financingandsalesforce融资和销售Risks风险Collections催收CashLoansNataliaGalvánMultichannelMultichannelandCashLoansTeammembers团队构成::3people3人•Strategydefinition战略制定•ProductManagement产品管理•BusinessIntelligence智能商业•Processdefinition流程管理•Channelmanagement渠道管理Financingandsalesforce融资和销售SalesForceEXT.NETWORKAUTODURABLES&CARDSMULTICHANNELINGANDC.LOANSINSURANCESpanishteamintroduction–Organizationchart西班牙团队介绍——组织机构图TrainingContent1.Spanishteamintroduction西班牙团队介绍2.CLSpanishbusinessmodel西班牙的现金贷款模式3.BOBCFCsituation北银消费现金贷款现状4.Strategiesproposeddependingoncustomer´ssituation根据客户情况所制定的方案5.Conclusionsandactionplan结论及行动方案CLSpanishbusinessmodel–Crosssellstrategy西班牙现金贷款商业模型–交叉销售策略CROSS&UPSELLINGInsurance保险Database数据库CROSSSELL交叉销售CashLoan现金贷款Durables耐用品Retailers零售商Cards卡类ADQUISITIONCompanies公司Cardealers汽车经销商PARNERTSHIP伙伴关系Auto汽车Spanishcashloansbusinessmodelisbasedoncrosssellingstrategies:西班牙现金贷款商业模型基于交叉销售策略客户获取交叉销售CASHLOANSSCFSPAINDBs840万客户AUTO汽车贷款1.5mDURABLES耐用品贷款2mCARDS现金卡1.7mCASHLOANS现金贷款0.2mCORTEFIELPARTNER农业贷3mPRE-APPROVEDOFFERS预批准授信RISKSCORING风险评分Activecustomers1.6m活跃客户160万20%0.8Mcustomers(50%)80万客户KPIsmonitoring3Riskcontrol4Efficientprocess2SimpleProductandsimpleprocess1CLSpanishbusinessmodel–Crosssellstrategy西班牙现金贷款商业模型-交叉销售策略ANALYTICSDBSelectionNONPRE-APPROVEDOFFERS非预批准授信RISKMANUALCRITERIA风险标准Inactivecustomers6.8m非活跃客户680万80%0.7mclientes(10%)70万客户简单的产品及流程高效的流程KPIs监测风险控制现金贷款合同通常都会提前寄予客户，如果没有，客户可以通过邮件在24小时内收到合同流程每一个环节的严格质量控制呼叫中心的高效产出只有5%的申请无法自动审批完成着眼于每一个百分比来提高业务的转化率日报：系统来控制销售活动的表现，以实现更稳定的更准确的业务管理月报：详尽的销售活动表现评估，以期找到待改进领域。产品沟通流程风险政策摊销偿还系统-持续的分期付款向客户提供3种不同期限的产品，客户往往选择最方便的，而申请只需发送回来合同及证件复印件包括人寿保险有说服力和吸引力的沟通个性化的邮件沟通基于桑坦德集团准则的策略产品描述CLSpanishbusinessmodel–Businessbasis现金贷款西班牙业务模型-业务基础设计描述负面征信查询客户近6个月的行为调查成绩和风险的最优组合:1.业务领域通过月度委员会来跟进销售活动的成绩，并提出改善建议。2.统计工具来分析业务结果，同时也为了综合风险指标来实现共同的最优目标防欺诈：在贷款发放之前控制潜在风险。简单的产品1高效的流程2关注KPI3风险控制4核心KPICLSpanishbusinessmodel–Segmentation西班牙现金贷款商业模型-产品分类UpdatedattheendofMarchOfferssentContractsSuccesrate(%)NBAverageamount(€)AveragetenorInterestrateNB/offersentTOTAL977.4095.3700,5530.726.6945.7225012,7531€CASHLOANS2.511491,95427.4118.7236011,94170€MORTAGES27.134540,20260.9104.8325412,2010€DURABLES143.1401.6271,147.868.7014.8364812,7255€1CARDS_RV_ACT_CASHCALL259228,4995.9544.3624912,66370€2CARDS_RV_ACT_DURABLESCONVERTED265134,9143.8123.3704212,69165€3CARDS_RV_ACT_+DURABLES1.200554,58215.4603.9174212,69180€4AUTO_USEDCARS7.712931,21520.7085.5995312,3468€5DURABLESWITHIR21.1182651,251.359.3085.1295012,4664€6DURABLESWITHOUTIR33.0712800,851.412.8945.0464812,5343€7AUTO-NEWCARS21062,8635.1875.8655612,30168€8CARDS_INACT2.078582,79248.6244.2874412,99120€9CARDSDEBIT467153,2175.6075.0404612,90162€10RESTO76.7608201,073.861.1474.7094812,9150€AUTO180.6011.3020,727.050.8355.4155012,4839€1CARDS_RV_ACT_CASHCALL7545,3319.8884.9725712,90265€2CARDS_RV_ACT_DURABLESCONVERTED300,000...0€3CARDS_RV_ACT_+DURABLES656131,9871.6645.5134812,56109€4AUTO_USEDCARS38.8514091,052.175.4125.3194912,4756€5DURABLESWITHIR51350,9733.2456.6494812,7265€6DURABLESWITHOUTIR17500,000...0€7AUTO-NEWCARS112.0295690,513.121.2585.4865112,2728€8CARDS_INACT........9CARDSDEBIT........10RESTO28.2993021,071.629.3685.3954912,9058€CARDS249.3881.2150,498.002.5076.5865212,3232€1CARDS_RV_ACT_CASHCALL3.959992,50660.2436.6695212,08167€2CARDS_RV_ACT_DURABLESCONVERTED2.689321,19214.9996.7195412,7880€3CARDS_RV_ACT_+DURABLES39.7253250,822.083.5376.4115312,2652€4AUTO_USEDCARS2.458130,5385.5676.5825611,6335€5DURABLESWITHIR11.659420,36293.9746.9995211,9825€6DURABLESWITHOUTIR17.858350,20218.6956.2485011,9012€7AUTO-NEWCARS9.984270,27204.4917.5745812,2820€8CARDS_INACT64.9712240,341.320.4255.8955112,3220€9CARDSDEBIT15.481320,21239.7427.4924912,1215€10RESTO80.6043860,482.680.8346.9455212,5233€CLSpanishbusinessmodel-Productdescription现金贷款西班牙商业模型-产品描述•Existingcustomer既有客户•Openmarket(definingtheproject)公开市场•Pre-approvedloans预授权贷款•Nonpre-approvedloans非预授权贷款•Pre-approved预授权:unknown未知•Nonpre-approved非预授权:anyoneexceptconsolidation•Newcustomer新客户:1.500€-6.000€•Exist