z

GVHD: PGS.TS Nguyn ng Dn Bo co thc tp

TI

THC TRNG CHO VAY TIU DNG TI NGN HNG CHU - PGD NGUYN NH TH

Gio vin hng dn Sinh vin thc hin

: :

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CHNG 1. I NT V NGN HNG THNG MI C PHN CHU...................3 1.1 Gii thiu chung v Ngn hng TMCP Chu..............................................3 1.2. S lc v Ngn hng TMCP Chu - PGD Nguyn nh Th .....................11 CHNG 2. THC TRNG CHO VAY TIU DNG TI NGN HNG CHU - PGD NGUYN NH TH................................................................................................ 16 2.1 Cc sn phm cho vay i vi khch hng c nhn ti PGD Nguyn nh Th.................................................................................................................... 16 2.2 Tng quan v nghip v cho vay tiu dng i vi khch hng c nhn....17 2.3 Quy trnh cp tn dng ti PGD Nguyn nh Th........................................21 2.4. Thc trng v hot ng cho vay tiu dng ti PGD Nguyn nh Th.......25 2.5. nh gi thc trng hot ng cho vay tiu dng c nhn ti PGD Nguyn nh Th............................................................................................................. 34 CHNG 3. GII PHP V KIN NGH NHM NNG CAO HIU QU HOT NG TN DNG TI PGD NGUYN NH TH .................................................................38 3.1. Mt s gii php.........................................................................................38 3.2. Mt s kin ngh.........................................................................................42 KT LUN.............................................................................................................. 45 TI LIU THAM KHO............................................................................................46

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CHNG 1. I NT V NGN HNG THNG MI C PHN CHU 1.1 Gii thiu chung v Ngn hng TMCP Chu
1.1.1. Lch s hnh thnh v pht trin Ngn hng Thng mi C phn Chu (Asia Commercial Bank, gi tt l ACB) l mt trong nhng ngn hng thng mi c phn u tin ca Vit Nam v c thnh lp theo Giy php s 0032/NH-GP do Ngn hng Nh nc Vit Nam (NHNN) cp ngy 24 thng 04 nm 1993 v Giy php s 533/GP-UB do y ban Nhn dn TP. H Ch Minh cp ngy 13 thng 05 nm 1993. Giy php hot ng c cp cho thi hn hot ng l 50 nm vi vn iu l ban u l 20 t ng. Ngy 04 thng 06 nm 1993, ACB chnh thc i vo hot ng vi tn gi Ngn hng Thng mi C Phn Chu. Hi s chnh ca Ngn hng t ti s 442 Nguyn Th Minh Khai, Qun 3, Thnh ph H Ch Minh. Tnh n ngy 31 thng 12 nm 2011, vn iu l ca ACB l 9.377 t ng (ti ngy 31 thng 12 nm 2010 l 9.377 t ng), ng th 8 trong bng xp hng vn iu l cc ngn hng ni ti Vit Nam. Do kt thc nm 2011, ACB khng hon thnh mc tiu tng vn ln 11.252 t ng dn n vic b li 2 bc xp hng nhng vn nm trong tp 10 ngn hng c vn iu l ln nht Vit Nam. Nm 2012, d kin ngn hng s tip tc tng vn do k hoch tng vn nm 2011 cha hon thnh. Vic tng vn s lm tng tnh an ton cho hot ng kinh doanh ca ACB cng nh nng cao v th, kh nng cnh tranh trong ngnh ngn hng. Bng 1: Bng xp hng vn iu l cc ngn hng Vit Nam STT 01 02 03 04 05 06 Tn vit tt BIDV Agribank Vietinbank Vietcombank Eximbank Sacombank Vn iu l (t ng) 2010 2011 14.600 28.251 20.709 21.103 15.173 20.230 13.233 19.698 10.560 12.355 9.179 10.740 Trang 3

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GVHD: PGS.TS Nguyn ng Dn 07 08 09 10 SCB ACB Techcombank MB 9.185 9.377 6.932 7.300

Bo co thc tp 10.583 9.377 8.788 7.300

(Ngun: Website cc ngn hng)

V mng li knh phn phi, ACB hin c 325 chi nhnh v phng giao dch ti nhng vng kinh t pht trin trn ton quc, trn 1.800 i l chp nhn thanh ton th ca Trung tm th ACB ang hot ng v 1003 i l chi tr ca Trung tm chuyn tin nhanh ACB - Western Union. V nhn s, tnh n ngy ngy 31 thng 12 nm 2011 tng s nhn vin ca ring ACB l 8.228 ngi (nm 2010 l 6.869 ngi). Trong , cn b c trnh i hc v trn i hc chim 93%, mc d vy ACB vn thng xuyn t chc nhiu chng trnh o to thm chuyn mn nghip v cho cc cn b ti trung tm o to ring ca ACB. Ngoi ra, Ngn hng cn c cc cng ty con sau: Cng ty con Cng ty chng khon ACB (ACBS) Cng ty qun l n v khai thc ti sn (ACBA) Cng ty cho thu ti chnh ACB (ACBL) Cng ty qun l qu ACB (ACBC) Giy php hot ng 06/GP/HKD 4104000099 4104001359 41/UBCK-GP T l gp vn 100% 100% 100% 100%

(Ngun: Bo co thng nin nm 2011)

V nh hng chin lc pht trin, nm 2011 l nm u tin ACB bt u thc hin nh hng Chin lc pht trin giai on 2011 - 2015 v tm nhn 2020 vi phng chm hnh ng Tng trng nhanh - Qun l tt - Hiu qu cao, ACB quyt tm v n lc phn u nhm t mc tiu a ACB tr thnh mt trong bn ngn hng c quy m ln nht Vit Nam vo nm 2015 v gia nhp tp ba ngn hng ln nht vo nm 2020. Nm 2012 ACB s tip tc thc hin cc chng trnh nhm SVTH: Trn Th Ngc Trang 4

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nng cao hiu qu hot ng ca Hi ng qun tr, ng thi thc hin k hoch chuyn i h thng iu hnh ACB sang m hnh hi ng iu hnh v ch th trng cc cp trong h thng iu hnh. Vi s tham gia tch cc ca cc nhn s bit phi t Ngn hng Standard Chartered (c ng chin lc ca ACB), bt u t nm 2011 v trong cc nm tip theo. C s cho vic xy dng chin lc hot ng ca ACB qua cc nm nh sau:
Tng trng theo chiu su bng cch to ra s khc bit vi cc ngn hng

thng mi khc v chin lc kinh doanh cng nh s a dng v tnh linh hot ca cc sn phm da trn c s nm bt v tm hiu nhu cu khch hng;
ACB ang xy dng mi v nng cao nng lc qun tr iu hnh trong cc lnh

vc c bit quan trng l qun tr ri ro, qun tr ti chnh v qun tr ngun nhn lc nhm m bo cho s tng trng c ng b v bn vng;
Duy tr trng thi ti chnh mc an ton cao, ti u ha vic s dng vn

gp ca c ng xy dng ACB tr thnh mt tp on ti chnh vng mnh nht, c kh nng vt qua mi thch thc khi nn kinh t Vit Nam ang trong giai on pht trin cng vi s bin ng khng ngng ca nn kinh t th gii cng nh mt mi trng kinh doanh cha hon ho ca ngnh ngn hng Vit Nam;
C k hoch chun b ngun nhn lc v o to i ng nhn vin chuyn

nghip hn nhm m bo qu trnh vn hnh ca h thng c lin tc, thng sut v hiu qu;
Xy dng Vn ha ACB tr thnh mt yu t tinh thn, gn kt ton b h

thng thnh mt khi i on kt tip tc cng c, nng cao v th v xy dng ACB tr thnh mt nh ch ti chnh ngn hng hng u Vit Nam, thc hin thnh cng s mnh l Ngn hng ca mi nh, l a ch u t hiu qu ca cc c ng, l ngn hng tn ty phc v khch hng, cung cp cho khch hng sn phm dch v cht lng hng u, l ni thun li pht trin s nghip v cuc sng ca tp th cn b nhn vin, l i tc ng tin cy trong cng ng ti chnh ngn hng, v l thnh vin c nhiu ng gp cho cng ng x hi. 1.1.2. C cu t chc ca Ngn hng TMCP Chu C cu t chc ca ACB gm: SVTH: Trn Th Ngc Trang 5

GVHD: PGS.TS Nguyn ng Dn

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Su khi: Khch hng c nhn, Khch hng doanh nghip, Ngn qu, Pht

trin kinh doanh, Vn hnh v Qun tr ngun lc. Bn ban: Kim ton ni b, Chin lc, m bo cht lng, Chnh sch v Qun l tn dng.
Hai phng: Ti Chnh, Thm nh ti sn (trc thuc Tng gim c).

S 1: C cu t chc ca ACB
I HI C NG

HI NG SNG LP

HI NG QUN TR

BAN KIM SOT

BAN TNG GIM C

Khi KHCN

Khi KHDN

Khi Ngn Qy

Khi Pht Trin Kinh Doanh

Khi Vn Hnh

Khi Qun Tr Ngun Nhn Lc

Trung Tm CNTT

SGD, Chi Nhnh v PGD

(Ngun: Bo co thng nin nm 2011)

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1.1.3. Hot ng kinh doanh v nhng thnh tu t c Hot ng kinh doanh

Cc hot ng chnh ca Ngn hng Thng mi C phn Chu (Ngn hng) v cc cng ty con (Ngn hng v cc cng ty con gi chung l Tp on) l huy ng vn ngn, trung v di hn theo cc hnh thc tin gi tit kim, tin gi thanh ton, chng ch tin gi; tip nhn vn y thc u t; nhn vn t cc t chc tn dng trong v ngoi nc; cho vay ngn, trung v di hn; chit khu thng phiu, cng tri v cc giy t c gi; u t vo chng khon v cc t chc kinh t; lm dch v thanh ton gia cc khch hng; kinh doanh ngoi t, vng bc; thanh ton quc t; sn xut vng ming; mi gii v t vn u t chng khon; lu k, t vn ti chnh doanh nghip v bo lnh pht hnh; cung cp cc dch v v u t, cc dch v v qun l n, cc dch v v qun l qu u t v khai thc ti sn, thu mua v cung cp cc dch v ngn hng khc. Thnh tu t c ACB vi hn 200 sn phm dch v c khch hng nh gi l mt trong cc ngn hng cung cp sn phm dch v Ngn Hng phong ph nht da trn nn cng ngh thng tin hin i. Hn na, trong qu trnh hot ng ca mnh, ACB va tng trng nhanh va thc hin qun l ri ro hiu qu trong mi trng kinh doanh nhiu kh khn v th thch nhng vn lun gi vng c v th ca mt Ngn Hng bn l hng u. Mt s gii thng tiu biu ACB t c trong cc nm qua nh sau: Gii thng quc t
Nm 2011, ACB 4 ln nhn gii thng Ngn hng tt nht Vit Nam

nm 2011 do cc tp ch Asiamoney, Euromoney, World Finance v Global Finance bnh chn;

Nm 2010, ACB 4 ln nhn gii thng Ngn hng tt nht Vit Nam

nm 2010 do cc tp ch Asiamoney, Finance Asia v The Asia Banker Global Finance bnh chn;

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Nm 2009, ACB 6 ln nhn gii thng Ngn hng tt nht Vit Nam

nm 2009 do cc tp ch Asiamoney, Finance Asia, Global Finance, Euromoney, The Asset v The Banker bnh chn;
Doanh nghip ASEAN xut sc trong lnh vc i ng lao ng 2007 do

ASEAN - BAC trao tng. Gii thng trong nc

Thc hin tt ch thng tin, bo co tn dng nm 2011 do Trung tm

Thng tin tn dng NHNN Vit Nam bnh chn; t thnh tch thc hin tt chnh sch thu nm 2010 do B Ti Chnh bnh chn;
Dch v ngn hng bn l c hi lng nht 2008 do bo Si Gn Tip

Th trao tng;
Thng hiu ni ting nht Vit Nam nm 2006 do VCCI trao tng; Sn phm dch v xut sc trong lnh vc ti chnh ngn hng 2006 do

thi bo kinh t Vit Nam chng nhn. Kt qu hot ng ca ACB trong giai on 2009 - 2011 c th hin qua bng s liu v biu sau:
Bng 2: Bng kt qu hot ng ca ACB trong giai on 2009 - 2011

n v tnh: T ng Nm Tng ti sn hp nht Vn huy ng hp nht 2009 167.724 134.988 2010 205.103 183.132 2011 281.019 234.503

D n cho vay hp nht

62.358

87.195

102.809

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GVHD: PGS.TS Nguyn ng Dn Li nhun trc thu hp nht 2.838 3.102

Bo co thc tp 4.203

( Ngun: BCTC hp nht 2009 - 2011)

Biu 1: Tng ti sn hp nht ca ACB

T ng
30 0 0 ,0 0 20 0 5 ,0 0 20 0 0 ,0 0 10 0 5 ,0 0 10 0 0 ,0 0 5 ,0 0 0 0 0 20 09 21 00 21 01 25 0 0 .1 3 17 2 6 .7 4 21 1 8 .0 9

Biu 2: Tng vn huy ng hp nht ca ACB

200 500 200 000 100 500 100 000 500 00 0 20 09 21 00 21 01 14 8 3 .9 8 13 3 8 .1 2 24 0 3 .5 3

T ng

Biu 3: D n cho vay hp nht ca ACB

T ng
100 200 12 0 0 .8 9 100 000 800 00 6 .3 8 2 5 600 00 40 50 400 00 40 00 2 05 0 030 00 30 00 0 20 50 20 00 1 4: 5 Biu 00 Li nhun hp nht trc thu ca ACB 10 00 50 0 0 2 3 .8 8 20 09 3 0 .1 2 21 00 21 01 4 0 .2 3 8 .1 5 7 9

T ng

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21 00

21 01

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Nhn xt: Qua bng s liu v biu ta thy ACB vn khng ngng tng trng v pht trin bn vng mc d nn kinh t nm 2011 cn gp nhiu kh khn. C th, tng ti sn t 281.019 t ng tng 37% so vi nm 2010. Nh vy, tng ti sn ca ACB n ht ngy 31/12/2011 tng ng 9,64% tng phng tin thanh ton, v th tng 1,4% so vi u nm. Th phn huy ng ca ACB c tnh mc 6,5% tng gn 1% so vi u nm. Ngoi ra, vi chnh sch tng tc tn dng ngay t u nm, cho vay khch hng c nhn v t chc kinh t ca ACB nm 2011 tng trng 18%, gp khong 1,5 ln bnh qun ngnh. Thm vo , tng d n cho vay khch hng t 102.809 t ng, tng 18% so vi nm 2010, a th phn tn dng ca ACB tng thm 0,2% ln 4% v hot ng tn dng tip tc l hot ng ct li to nn thu nhp cho ACB trong nm 2011. Li nhun hp nht trc thu ca ACB nm 2011 t xp x 4.203 t ng, tng 35% so vi nm 2010, tng vn huy ng l 234.503 t ng tng 28% so vi nm 2010. Nh vy, nhn chung kt qu hot ng kinh doanh ca ACB trong 19 nm qua vn lun gi vng c s tng trng n nh v mnh m. 1.1.4. H thng sn phm dch v ca Ngn hng TMCP Chu Huy ng vn (nhn tin gi ca khch hng) bng ng Vit Nam, ngoi t v vng; S dng vn (cung cp tn dng, u t, hn vn lin doanh) bng ng Vit Nam, ngoi t v vng ;

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Cc dch v trung gian nh thc hin thanh ton trong v ngoi nc, thc hin dch v ngn qu, chuyn tin kiu hi v chuyn tin nhanh, bo him nhn th qua ngn hng;
Kinh doanh ngoi t v vng;

Pht hnh v thanh ton th tn dng, th ghi n. 1.2. S lc v Ngn hng TMCP Chu - PGD Nguyn nh Th 1.2.1. Qu trnh hnh thnh v pht trin ca PGD Nguyn nh Th Cng vi s pht trin khng ngng ca x hi cng nh nhu cu tn dng ngy cng tng cao ca khch hng, ACB quyt nh thnh lp PGD Nguyn nh Th thuc chi nhnh An Sng ti a ch 10B/A Nguyn nh Th, Phng Trung M Ty, Qun 12, Tp.HCM. PGD Nguyn nh Th chnh thc khai trng v i vo hot ng ngy 20/08/2008 vi s thun li ca a bn cng i ng nhn vin tr nng ng, nhit tnh v c trnh cao th PGD v ang khng nh v tr cng nh uy tn ca mnh trn a bn hot ng, gp phn vo s pht trin ca Ngn hng ACB ni ring v ca Tp on ni chung. Tri qua hn 3 nm hot ng, PGD Nguyn nh Th cng c s pht trin khng ngng v cc sn phm, dch v ngn hng; trang thit b, cng ngh, phn mm h tr nghip v khng ngng c i mi v nng cao, gp phn lm cho quy trnh nghip v v vn qun l tr nn n gin, thun tin, chuyn nghip hn. Ngoi ra, tnh hnh kinh doanh cng rt kh quan v c nhng bc pht trin nhanh, bn vng, an ton mang li hiu qu cao. Hin nay, PGD Nguyn nh Th cng vi 25 nhn vin ca mnh ang n lc em n cho khch hng nhng sn phm v dch v tt nht, gp phn cng c v khng nh cho phng chm hot ng ca ngn hng thng mi c phn Chu ACB - ngn hng ca mi nh. 1.2.2. C cu t chc ca PGD Nguyn nh Th 1.2.2.1. C cu t chc C cu t chc ca PGD Nguyn nh Th kh n gin vi 3 b phn ch yu l b phn giao dch v ngn qu, b phn hnh chnh v b phn kinh doanh. S 2: C cu t chc ca PGD Nguyn nh Th SVTH: Trn Th Ngc Trang 11

GVHD: PGS.TS Nguyn ng Dn

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Gim c

Trng BP. giao dch v ngn qu

BP. Hnh chnh

BP. Kinh doanh

KSV giao dch

KSV tn dng CSR vn hnh

PFC - 02 PFC - 01

RA

Th qu Kim ngn

Teller

(CSR VH)
(Ngun: B phn hnh chnh PGD NAT)

1.2.2.2. Chc nng v nhim v ca cc phng ban

Gim c PGD

- Lp k hoch, t chc thc hin v gim st hot ng ca Phng Giao dch; - T chc thc hin vic tip th v cung cp cc sn phm, dch v ca ACB cho khch hng; - Qun l v pht trin nhn vin trong n v; - Gii quyt thc mc v khiu ni ca khch hng (nu c).
B phn giao dch v ngn qu

* Quy giao dch - Thc hin cc giao dch gi, rt tin (tin mt, vng, tin chuyn khon) trn cc ti khon chuyn dng ca khch hng; - Thc hin thu i sc du lch, sc nc ngoi pht hnh, thu i ngoi t mt, mua bn, chuyn i ngoi t chuyn khon cho khch hng; - Thc hin gii ngn, thu n tin vay (vn, li) bng tin mt, vng hoc chuyn khon;

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GVHD: PGS.TS Nguyn ng Dn

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- Thc hin m ti khon tin gi thanh ton, tin gi tit kim, tin gi khc cho khach hang; - Thc hin th tc cung ng sn phm, dch v v tin gi, dch v thanh ton cho khch hng; - Qun l, cung cp thng tin giao dch v thc hin cng vic khc c lin quan n ti khon tin gi ca khch hng; - Qun l, lu tr h s thng tin khch hng giao dch tin gi/s dng dch v thanh ton. * Phng K ton Chu trch nhim bo qun tin, vng, cc loi giy t c gi, giy t quan trng, Theo di cc khon thu chi pht sinh, thc hin thanh ton lin ngn hng. Trc tip hch ton s sch k ton, theo di, phn nh tnh hnh hot ng kinh doanh, ti chnh. Qun l cc loi vn, ti sn ca ngn hng, tng hp, lu tr h s, ti liu v hch ton k ton, quyt ton v lp bo co quyt ton cung cp cho ni b ngn hng v cc cp c thm quyn theo quy nh.

B phn hnh chnh

- Theo di ton b cn b cng nhn vin bng chng trnh my tnh; - Theo di chm cng, ln bng lng; - Son tho cc thng bo, cng vn theo quy nh; - Xy dng lch cng tc tun ca ban gim c; - Xy dng cc phng n v nghip v khc c lin quan.
B phn kinh doanh

- Lm nhim v t vn khi khch hng c nhu cu vay vn; - Thc hin cho vay bng VND, ngoi t v vng cho cc i tng khch hng theo quy nh ca NHNN v ACB, ring cho vay bng ngoi t phi tun th cht ch cc quy nh v qun l ngoi hi ca NHNN; - Thc hin cng tc thm nh, xt duyt, kim tra h s vay vn ca khch hng mt cch nhanh chng, kp thi v chnh xc; - Hng dn khch hng cc th tc cn thit v hon chnh h s vay (nu c);

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- Theo di cht ch tnh hnh s dng vn ca khch hng nhm hn ch ri ro pht sinh; - Thu hi vn gc v li vay khi n hn bao gm c vic x l nhng khon n kh i; - Phi hp vi cc phng chc nng phc v tt nhu cu khch hng v nhm thu hi nhanh cc khon n khi o hn hoc qu hn; - xut v xy dng cc chin lc thu ht khch hng nhm gia tng kh nng cnh tranh ca ACB vi cc ngn hng khc; - Mt s nghip v khc c lin quan. 1.2.3. Hot ng kinh doanh v nhng thnh tu t c ca PGD Nguyn nh Th Hot ng kinh doanh Nhn tin gi bng VND, ngoi t, vng; Cho vay phc v sn xut, kinh doanh v tiu dng; Dch v thanh ton, chuyn tin, chuyn tin nhanh Western Union; Thu i ngoi t; Cc dch v th quc t v th ni a (ACB Card); Cc dch v ngn hng khc. Ngoi ra, PGD Nguyn nh Th cn c kt ni trc tuyn vi Hi s v tt c cc chi nhnh trong h thng Ngn hng Chu. Khch hng ca PGD Nguyn nh Th c th gi tin v rt tin bt c ni no trong ton h thng Ngn hng Chu, c cung cp cc dch v qua ngn hng in t (Home banking, Phone banking, Internet banking v Mobile banking). Nhng thnh tu t c PDG hin ang phc v hn 2.800 khch hng v s lng khch hng n giao dch ngy cng tng theo thi gian. Kt qu hot ng kinh doanh ca PGD nm 2011 nh vy m c s tng trng rt ln, ti sn v vn huy ng u tng 39%, li nhun trc thu t mc 7,2 t ng tng 555% so vi nm 2010. Cho thy uy tn,

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GVHD: PGS.TS Nguyn ng Dn

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kh nng pht trin mng li khch hng cng nh kh nng qun l ti sn v ngun vn ca PGD l rt tt. Kt qu thc hin trong nm 2011 nh sau: Bng 3: Bng kt qu hot ng ca PGD Nguyn nh Th n v tnh: t ng Ch tiu Tng vn huy ng Tng ti sn Tng li nhun 2010 310 320 1,1 2011 430 445 7,2 Tng/gim (%) 39% 39% 555%

(Ngun: BC kt qu hot ng kinh doanh - PGD NAT)

Biu 5: Kt qu hot ng ca PGD Nguyn nh Th

50 0 40 0 30 0 20 0 10 0 1 .1 0 21 00 21 01 7 .2 4045 3 4 3030 1 2

Vn huy ng Ti sn Li nhun

1.2.4. H thng sn phm dch v ti PGD Nguyn nh Th PGD Nguyn nh Th cung cp gn nh ton b cc sn phm dch v ca ACB gm hot ng huy ng vn; cp tn dng; cung cp cc dch v thanh ton trung gian; kinh doanh ngoi t v vng; pht hnh v thanh ton th tn dng - th ghi n.

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CHNG 2. THC TRNG CHO VAY TIU DNG TI NGN HNG CHU - PGD NGUYN NH TH 2.1 Cc sn phm cho vay i vi khch hng c nhn ti PGD Nguyn nh Th
2.1.1. Nhm sn phm cho vay c TSB (ti sn m bo)

Nhm sn phm sn xut kinh doanh Cho vay b sung vn lu ng tr cui k; Cho vay b sung vn lu ng tr gp; Cho vay u t TSC; Cho vay thu chi sn xut kinh doanh; Cho vay hp tc kinh doanh vi doanh nghip. Nhm sn phm nh Cho vay mua nh, nn nh; Cho vay xy dng, sa cha.
Nhm sn phm tiu dng

Cho vay tiu dng th chp BS; Cho vay mua xe t th chp bng xe mua; Cho vay du hc; Cho vay xc minh nng lc ti chnh du hc/du lch; Cho vay thu chi. Nhm sn phm h tr u t Cho vay cm c th tit kim; Cho vay u t kinh doanh chng khon. 2.1.2. Nhm sn phm cho vay tn chp Cho vay cn b cng nhn vin (CBCNV) khc ACB; Cho vay u i CBCNV ACB; Cho vay tn chp ch doanh nghip; Cho vay h tr tiu dng; Cho vay thu chi nhn vin ACB; SVTH: Trn Th Ngc Trang 16

GVHD: PGS.TS Nguyn ng Dn Cho vay thu chi c ng (ACB Plus SH); Cho vay thu chi tn chp (ACB Plus 50).

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Nh vy, cc nhm sn phm dnh cho khch hng c nhn ca ngn hng l kh phong ph, m bo p ng c nhu cu a dng ca khch hng gp phn thu ht nhiu khch hng n vi ngn hng hn cng nh nng cao kh nng cnh tranh ca ngn hng trong ngnh.

2.2 Tng quan v nghip v cho vay tiu dng i vi khch hng c nhn
Cho vay tiu dng l sn phm p ng kh kp thi nhu cu chi tiu v mua sm tin nghi sinh hot gia nh nhm nng cao i sng dn c. Khch hng n vay a phn l ngi c thu nhp khng cao nhng n nh, ch yu l cn b cng nhn vin chc hng lng, c vic lm n nh v s lng khch hng c nhu cu ny th rt ng. Chnh v vy, cho vay tiu dng l sn phm gip ngn hng m rng mi quan h vi khch hng mt cch rt nhanh, hn na trong tng lai cn c th lm tng kh nng huy ng tin gi cho ngn hng; to iu kin a dng ha cc hot ng kinh doanh, gp phn nng cao thu nhp v phn tn ri ro cho ngn hng. 2.2.1. c im sn phm cho vay tiu dng th chp BS Sn phm cho vay tiu dng th chp BS p dng cho cc khch hng c nhu cu vay vn tr gp thanh ton cc nhu cu tiu dng pht sinh trong cuc sng ca c nhn v gia nh (cha/ m/ v/ chng/ con rut) nh: Mua sm trang thit b/vt dng sinh hot gia nh; Sa cha nh/ trang tr ni tht nh v tng chi ph thp < 600 triu ng; Mua phng tin vn ti (s dng i li); Sa cha phng tin vn ti (s dng i li, cho thu hoc kinh doanh vn ti nhng khng giy php); Chi ph hc tp (trong nc)/du lch/khm cha bnh; Chi ph ci hi/ma chay; Tr ph/thu trc b ti sn;

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GVHD: PGS.TS Nguyn ng Dn Cc nhu cu hp php/hp l khc 2.2.2. i tng c vay vn

Bo co thc tp

C nhn, h gia nh ngi Vit Nam c y nng lc php lut v nng lc

hnh vi dn s;
Tui t 18 tr ln v khng qu 60 tui; C thu nhp n nh t cc ngun nh lng, sn xut kinh doanh, cho thu ti

sn, c tc/gp vn, m bo kh nng tr n cho Ngn Hng;

Lch s bn thn/quan h x hi tt; Lch s tn dng theo CIC v ti ACB tt (khng c n xu); Mc ch s dng vn hp l, hp php v ph hp vi chnh sch tn dng ca

ACB;
C thi hp tc tt vi ACB;

C ti sn m bo cho khon vay hoc c bn th 3 c ti sn bo lnh 2.2.3. iu kin vay vn i vi khch hng vay vn ca ACB phi m bo cc nguyn tc sau: C ti sn cm c, th chp (nh, t, s tit kim, ) dng m bo cho khon vay thuc s hu ca chnh ngi vay hoc c thn nhn c ti sn cm c, th chp bo lnh;
V quy m khon vay: ti thiu l 20 triu ng/ khon vay, ti a ty vo gii

hn do lut nh, nhu cu khch hng, kh nng tr n v mc ch s dng vn vay ca khch hng. Trng hp khch hng khng cung cp c y chng t chng minh mc ch s dng vn hoc sa cha nh/trang tr ni tht nh th ti a l 500 triu ng;
Sau khi vay khch hng phi m bo s dng vn vay ng mc ch tho

thun trong hp ng tn dng; hon tr n gc v li tin vay ng hn tho thun trong hp ng tn dng; 2.2.4. H s vay vn
Giy ngh vay vn kim phng n sn xut/ kinh doanh/dch v/phc v

i sng theo mu ca ACB;

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

Chng minh nhn dn/h chiu, h khu/ng k tm tr (bn sao);

Chng t chng minh ngun thu nhp (nu c): giy ng k kinh doanh, bin

lai np thu, ha n mua/bn hng ha, hp ng kinh t, s sch kinh doanh (bn sao);
Giy t s hu TSB (bn sao). i vi khon vay khng thc hin cng

chng ng k giao dch trc khi gii ngn th ngi s hu TSB phi k giy cam kt theo mu ca ACB.
2.2.5. Cc tiu ch nh gi khch hng ca ACB - PGD NAT Theo i tng: KHCN c phn nhm theo cc tiu chun v lch s tn

dng, ngh nghip, mc n nh ca thu nhp, thi gian lm vic, gia cnh, iu kin sinh sng, nng lc hnh vi, quan h x hi, a v x hi, thi hp tc vi ACB...
Theo ngnh ngh kinh doanh: ACB tp trung cho vay nhng c nhn hot ng

trong cc ngnh ngh c kh nng tng trng hoc pht trin n nh, t nhy cm vi thi tit v cc yu t vn ha - tn ngng - chnh tr v chnh sch, t chu nh hng ca chu k kinh t trong thi gian kinh t i xung, nng lc cnh tranh trn trung bnh, c kh nng to gi tr gia tng tt.
Theo tnh hnh ti chnh: Cc ch s chnh nh gi KHCN gm: Ngun thu nhp: cho vay c TSB v cho vay khng c TSB; Tnh hnh ti chnh: n vay/ tng ti sn; chi ph d phng. Ngun tr n: d trn mc n nh, kh nng kim chng v mc chc

chn ca dng tin.

V tr a l: ACB tp trung cho vay khch hng c a im sinh sng, kinh

doanh gn ni ACB c tr s ( 50km) hoc ni c c s h tng pht trin, ... d dng tip cn v phc v khch hng mt cch trn gi, d dng gp g v thng xuyn kim tra tnh hnh khch hng. TSB: cc loi ti sn th chp, cm c da theo thanh khon, s n nh v gi tr, s d dng hay phc tp trong qun l v bo qun, kh nng d dng o m v yu t php l trong s hu ...

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

T l cho vay/TSB: ph thuc nhm TSB, nhm khch hng, lch s quan

h tn dng, a bn ta lc TSB, cp ph duyt tn dng. Theo sn phm tn dng: cc sn phm tn dng ca ACB c phn nhm da vo tnh cht sn phm nh mc ch s dng, ngun tr n, TSB, k hn vay, loi tin t, khch hng mc tiu ... v cc chnh sch, ch o ca Chnh ph, ca NHNN v chnh sch qun l ri ro ca ACB ti tng thi k. Theo k hn v loi tin Theo chnh sch qun l thanh khon v qun l ri ro tnh dng ca ACB trong tng thi k. c phn chia thnh ba nhm cp tn dng: STT 1 2 3 4 Tiu ch Cho vay VND Cho vay USD Cho vay EUR Cho vay EUR Cp tn dng bnh thng 84 thng 84 thng 60 thng 120 thng Hn ch cp tn dng > 84 thng v 120 thng > 84 thng v 120 thng > 120 thng v 144 thng Khng cp tn dng > 120 thng > 120 thng > 60 thng > 144 thng

Vi nhng tiu ch nh vy, ACB - PGD NAT c th phn nhm khch hng mt cch tng i c th, gp phn hn ch c ri ro tn dng v t chn lc ra nhm khch hng tim nng nhm hng ti nhm khch hng mc tiu ca mnh. 2.2.6. Gii hn vn vay theo i tng Mc cho vay i vi mt khch hng c xc nh da vo cc cn c sau:
Nhu cu vay vn ca khch hng: cn c vo phng n m khch hng gi

n ACB v c ACB thm nh;

Kh nng tr n, uy tn thanh ton ca khch hng hay ca bn bo lnh; Quy nh hin hnh ca ACB v mc cho vay ti a trn ti sn m bo; Quy nh hin hnh ca ACB v s tin cho vay ti a i vi tng sn phm

cho vay;
Kh nng ngun vn vay ca ACB;

Tng d n ca mt khch hng khng c vt qu 15% vn t c ca ACB. 2.2.7. Phng thc cho vay/thu n SVTH: Trn Th Ngc Trang 20

GVHD: PGS.TS Nguyn ng Dn

Khch hng vay theo phng thc vay tr gp;

Bo co thc tp

Thi hn vay ty thuc vo nhu cu v kh nng tr n hng thng ca khch hng. Ti a khng qu 5 nm;
Loi tin cho vay l VND hoc vng SJC 9999/vng ACB; Thi hn gii ngn: theo quy nh ca ACB vo tng thi k; Phng thc gii ngn: mt hoc nhiu ln bng tin mt hoc chuyn khon

vo ti khon ca khch hng hoc bn th hng; thu li hng thng;

Phng thc thu n: thu li hng thng/nh k 6 thng hoc cui k; thu vn

gc hng thng/nh k 6 thng, hoc cui k theo phng thc vn gp u hoc bc thang tng 10% - 20%/nm. Khch hng cng c th tr n trc hn khi khng cn nhu cu vay nhng phi chu ph pht tr trc hn theo quy nh hin hnh ca ACB.

2.3 Quy trnh cp tn dng ti PGD Nguyn nh Th

Bc 1: Hng dn th tc vay vn c nhn v tip nhn h s Khch hng c nhu cu vay vn n lin h b phn tn dng. Nhn vin PFC, RA/RO/RM tm hiu nhu cu, chn lc thng tin v t vn, cung cp sn phm ph hp cho khch hng. Nu khch hng thy sn phm ph hp v c PFC nh gi l iu kin vay vn th PFC s hng dn khch hng lm cc th tc v h s cn thit. CSR nghip v tn dng s hng dn khch hng cc th tc v h s cn thit khi khch hng c gii ngn tin vay. Sau , CSR lp t trnh cp tn dng trong hn mc v cp tn dng m bo bng s tit kim do ACB pht hnh v tip nhn gii p thc mc cho khch hng (nu c). Bc 2: Thu thp thng tin khch hng, thm nh tn dng v lp t trnh CA, RA/RO/RM thu thp thng tin khch hng ti vn phng, nh xng, ni khch hng c hot ng kinh doanh chnh v chn lc thng tin cn thit cung cp cho PFC, CSR. PFC, CSR s l u mi tip nhn thng tin khch hng. SVTH: Trn Th Ngc Trang 21

GVHD: PGS.TS Nguyn ng Dn Thm nh tn dng do CA thc hin theo cc bc sau:

Bo co thc tp

CA xem xt h s, tnh cht ca ngnh ngh kinh doanh t tham kho,

lin h phng vn trc tip khch hng, sau tin hnh thm nh/ phn tch tn dng v nhn cc chng t b sung nu cn thit.
T trnh thm nh khch hng vay c lp theo biu mu quy nh ca ACB,

v phi c y ch k hp php, hp l. Trong t trnh phi th hin c thng tin v tnh hnh ti chnh ca khch hng cng nh nhu cu vay vn, TSB, lch s giao dch vi ACB v cc TCTD khc mt cch r rng, d hiu v c s liu chng minh. Trong qu trnh lp h s nu c vng mc v cc quy nh php lut c lin quan n hp ng kinh t, giy t s hu ca ti sn th chp, cm c th cn b tn dng c trch nhim chuyn n b phn php ch nh tham vn, kim tra v cho kin. Thm nh TSB: c th thc hin ng thi vi thm nh tn dng. Nu vt thm quyn nh gi ca n v, h s TSB s phi chuyn cho phng nh gi TSB hi s. Bo co kt qu: T trnh thm nh tn dng khch hng c nhn vi cc khon mc c trnh by chi tit nh sau: I. Thng tin v khch hng; II. Hin trng - kin ngh cp tn dng; III. Lch s/uy tn giao dch ca khch hng; IV. M t nhn xt phng n s dng vn vay; V. Tnh hnh ti chnh c nhn ca khch hng; VI. Ngun tr n; VII. Nhn xt chung v h s tn dng v cc ch s ri ro; VIII. Kin ngh. Bc 3: Xt duyt h s vay ng k trnh h s tn dng: CA trnh cho cp kim sot ph hp sau khi c thng qua bi kim sot vin tn dng: i vi h s vay nh hn 200 triu ng: trnh cho G/PG phng giao dch.

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

i vi h s vay t 200 n 300 triu ng: trnh cho ban tn dng chi nhnh.

i vi h s vay trn 300 triu ng: trnh cho ban tn dng hi s. Ph duyt h s tn dng v thng bo kt qu cho khch hng sau khi c kin ph duyt ca cp kim sot tng ng: - Nu khng cho vay: CA ra thng bo t chi trnh lnh o k, trong nu r l do t chi cp tn dng; - Nu h s xin vay c chp thun: CA phi thng bo cho khch hng bit chun b cc th tc cn thit cho vic cng chng v hon tt h s tn dng. Bc 4: Hon chnh h s php l, hn khch hng cng chng TSB, ng k giao dch m bo v k kt hp ng tn dng (HTD) H s c ph duyt, CA s chuyn cho LDO. LDO thc hin bc tip theo: - Nu l h s b t chi: LDO s chuyn cho CSR-VH v CSR-VH s to h s t chi trn TCBS v giao dch b t chi theo ph duyt. - Nu l h s c ph duyt vay: * LDO s son hp ng tn dng, hp ng bo m v cc cam kt c lin quan theo ph duyt ca hi ng tn dng/ban tn dng; * Hng dn khch hng k cc hp ng v cc cam kt; * Hng dn khch hng th tc cng chng, ng k v thc hin cng chng ng k h s ti sn bo m cho khch hng; * Nhn h s ti sn bo m t khch hng; * LDO mang hp ng tn dng c k kt v ng du i cng chng th chp. Vic cng chng, ng k TSB thc hin theo quy nh ca ACB. * Sau khi cng chng hon tt, LDO giao li h s gm cc hp ng tn dng, hp ng bo m v h s TSB bn chnh cho KSV-TD v CSR-VH kim sot. Bc 5: Gii ngn theo hp ng tn dng Khi nhn li h s c k kt v cng chng t LDO, CSR-VH tin hnh son kh c nhn n, to ti khon cp hn mc Masterline ca khch hng trn TCBS, kt ni ti khon cp tn dng vi ti khon ngoi bng ti sn.

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

Nhn vin qun l ti sn (CC) sau khi nhn TSB t LDO s tin hnh nhp kho TSB, to ti khon ngoi bng cho TSB, cung cp m s TSB trn TCBS cho CSR CSR kt ni ti khon cp cp tn dng vi ti khon ngoi bng. CSR-VH kim tra li cc iu kin gii ngn trong ph duyt, khi y s chuyn cho b phn giao dch thc hin th tc chi tin.
Cui cng, CSR-VH s thng bo v hn khch hng lch gii ngn. B phn

giao dch gii ngn cho khch hng v chuyn li cc chng t lu cho CSR-L.
Sau khi gii ngn, khon vay c chuyn cho trung tm qun l v thu n theo

di. Bc 6: Gim st kim tra s dng vn vay CA, CSR-VH ph trch h s tin hnh theo di, nhc nh v n c khch hng b sung y cc chng t chng minh mc ch s dng vn vay. nh k theo di danh sch khch hng n k hn tr n trn TCBS v nhc nh khch hng tr n ng hn. CA, PFC cn phi kim tra nh k ti c s kinh doanh ca khch hng. Qua vic kim tra cn b tn dng c th nh gi c tnh hnh hot ng sn xut kinh doanh v vic s dng vn vay ng mc ch hay khng c nhng bin php x l thch hp. Bc 7: Qun l v lu tr h s vay H s vay do CSR-VH chu trch nhim qun l v lu tr. Cung cp h s tn dng khi c yu cu v ph duyt ca cp thm quyn: cung cp h s cho kim ton, thanh tra, kim ton ni b Cho mn h s x l nghip v ca CSR, RA/RO/RM, LDO. Lu kho i vi cc h s thanh l, h s ht hiu lc.
H s vay KHCN gm: h s nhn thn, h s vay, h s TSB, h s ti

chnh, h s php l c sp xp, phn loi theo ng quy nh. Bc 8: Thanh l hp ng tn dng

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

H s vay c thanh l khi khch hng thanh ton y vn vay, li vay v cc chi ph khc c lin quan. Teller thu vn, li, ph, pht, ln cui trn ti khon vay ca khch hng. CSR kim tra li qu trnh thanh ton ca khch hng trn tt c cc s d (vn, li, ph, pht ) cng nh cc khon phi thu trn ti khon vay ny xc nh x l tt ton khon vay.
CSR kim tra TCBS v TSB v tin hnh gii chp TSB theo cc bc sau: CBTD thng bo cho b phn k ton tn dng bit khch hng tt ton hp

ng thu n v li cn li ca khch hng;

Nhn h s t phng Ngn Qu, tr h s cho khch hng; Lp gii chp gi phng cng chng, U ban nhn dn (UBND) x, phng; Xa ng k giao dch m bo (UBND qun, huyn hoc S ti nguyn mi

trng);
Trng hp khch hng khng tr li, gc th CBTD phi tch cc i n.

Nu khng th i c th xin kin ca Trng phng v Ban gim c gi h s Ta n pht mi ti sn. Lu h s thanh l. 2.4. Thc trng v hot ng cho vay tiu dng ti PGD Nguyn nh Th Mun m rng v pht trin nhanh mng li khch hng tim nng cho mng tn dng tiu dng ni ring v tn dng ton PGD ni chung i hi nhn vin tn dng phi rt nng ng, k nng cng nh kh nng lm vic c lp cao, c s hiu bit v nghin cu k nn kinh t ca khu vc nhm tm hiu ng nhu cu ca dn c trn a bn. Khi xc nh c cc i tng cn h tr tn dng, cng l lc nhn vin tn dng cn phi cho h thy c cc chnh sch, li ch ca Ngn hng mnh so vi cc Ngn hng khc nhm thu ht c khch hng. T , cung cp v tip th cc sn phm ca ngn hng mnh nhm to iu kin cho tng lp dn c pht trin cng l gp phn m rng quy m hot ng lm cho PGD ngy mt pht trin hn.

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

nh gi c hiu qu ca hot ng cho vay tiu dng th chp BS ca PGD ta tin hnh phn tch mt s ch tiu nh doanh s cho vay, doanh s thu n, d n v li nhun thu c t hot ng cho vay tiu dng. 2.4.1. Doanh s cho vay tiu dng Doanh s cho vay tiu dng l ch tiu phn nh tt c cc khon tn dng tiu dng c nhn m ngn hng dng cp tn dng cho khch hng trong mt khong thi gian nht nh, khng k mn vay thu hi v hay cha. Doanh s cho vay thng c xc nh theo thng, theo qu hoc theo nm. Bng 4: Doanh s cho vay tiu dng n v tnh: t ng Ch tiu Doanh s cho vay tiu dng 2009 12,10 Nm 2010 24,05 2011 123,56 % Tng trng 2010/2009 2011/2010 99% 414%

(Ngun: BC kt qu hot ng kinh doanh PGD NAT)

Biu 6: Doanh s cho vay tiu dng

T ng
10 0 4 .0 10 0 2 .0 10 0 0 .0 8 .0 0 0 6 .0 0 0 4 .0 0 0 2 .0 0 0 0 0 .0 20 09 21 00 21 01 1 ,1 2 0 2 ,0 4 5 13 6 2 ,5

Qua bng s liu v biu , ta thy tnh hnh cho vay tiu dng c th chp BS ca PGD Nguyn nh Th nhn chung l tng trng rt mnh, c bit l trong nm 2011. S d c hin tng ny l do nn kinh t bc qua giai on kh khn v nhu cu mun ci thin, nng cao i sng ca ngi dn ngy cng tng cao. Thm vo l do tnh cht cc khon vay tiu dng thng l ngn hn nn vng quay vn ca ngn hng c rt ngn gip ngun vn p ng cho hot ng tn dng lun di do, to iu kin cho qu trnh m rng mng li khch hng cng SVTH: Trn Th Ngc Trang 26

GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

nh pht trin sn phm tn dng tiu dng ca PGD. Ngoi ra, doanh s cho vay lin tc tng qua cc nm cn chng t s tn nhim cao ca khch hng dnh cho PGD. Doanh s cho vay c th qua cc nm nh sau: nm 2009 do nn kinh t cn gp nhiu kh khn nn doanh s cho vay ch t 12,10 t ng th qua nm 2010 con s ny tng ln 24,05 t ng tng ng vi 99% v tng rt nhanh vo nm 2011 vi mc tng 414%, t 123,56 t ng. S tng trng ny ngoi nhng l do nu trn th cn do nn kinh t ang dn phc hi v tng trng tr li sau khng hong kinh t; mt khc l nh vo kh nng tip th cng nh thi phc v tn tnh ca nhn vin PGD NAT to cho khch hng cm gic thn thin; th tc vay vn nhanh gn gip rt ngn thi gian ch i, s a dng ca sn phm nhm p ng ti a nhu cu ca khch hng; li sut cnh tranh,... chnh nhng iu ny gp phn lm cho lng khch hng n vay tin ti ngn hng ngy cng ng. Hn na, trong thi gian qua NHNN ch o cc ngn hng thng mi ht sc tch cc trong vn a li sut huy ng ng lot mc khng qu 14% v li sut cho vay mc 16 17% hoc 18%. Hin nay, li sut huy ng v li sut cho vay vn tip tc gim to iu kin thun li cho ngi dn d dng tip cn vi ngun vn ngn hng hn. y l nhng du hiu ht sc tch cc v cng l mt tn hiu ng mng cho tn dng tiu dng pht trin mnh gp phn gia tng thu nhp cho ngn hng v tn dng tiu dng l mt sn phm sinh ra rt nhiu li nhun. iu ny to iu kin cho ngn hng kinh doanh kim li hiu qu ng thi nng cao i sng vt cht ca nhn dn. Nh vy, nhn chung qua kt qu t c c th thy trong nhng nm qua ngn hng rt quan tm v ch trng ti vic pht trin cc sn phm dnh cho khch hng c nhn vi nhng tin ch v u i i km, to ra s hp dn, tnh cnh tranh cao cho sn phm so vi cc sn phm c tnh tng ng ca ngn hng khc nhm thu ht lng ln khch hng. 2.4.2. Doanh s thu n vay tiu dng Doanh s thu n l ton b cc khon n m ngn hng thu v t cc khon cho vay tiu dng ca ngn hng bao gm nhng khon tn dng pht sinh trong nm v nhng nm trc . Bng 5: Doanh s thu n vay tiu dng SVTH: Trn Th Ngc Trang 27

GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp n v tnh: t ng

Ch tiu Doanh s thu n vay tiu dng

2009 8,24

Nm 2010 14,39

2011 107,97

% Tng trng 2010/2009 2011/2010 75% 650%

(Ngun: BC kt qu hot ng kinh doanh - PGD NAT)

Biu 7: Doanh s thu n vay tiu dng

T ng
10 0 2 .0 10 0 0 .0 8 .0 0 0 6 .0 0 0 4 .0 0 0 2 .0 0 0 0 0 .0 20 09 21 00 21 01 8 4 ,2 1 ,3 4 9 17 7 0 ,9

Cng vi s gia tng ca doanh s cho vay th doanh s thu n cng tng dn qua cc nm v c s gia tng rt r rt. Nu nh nm 2010 doanh s thu n ch tng 75% th qua nm 2011 l 650%, tng cao hn doanh s cho vay nm 2011. Chng t khch hng n giao dch l nhng khch hng c uy tn cao trong thanh ton, ng thi cng cho thy quy trnh thm nh KHCN rt chnh xc, gip cho vic nh gi v ra quyt nh cho vay ng i tng, kh nng qun l v thu hi n vay ca PGD tt. Qua y cng cho ta thy c nng lc cnh tranh ca PGD ngy cng ln mnh v pht trin. Mt khc, doanh s thu n vay tng cao cn do:
Kh nng v nng lc lm vic ca cn b tn dng ngy cng c ch trng,

nng cao gip h quan st, la chn ng khch hng vay ph hp v trong sut qu trnh cho vay gm trc, trong v sau khi cho vay cn b tn dng lun theo st cc khon vay, kim tra tnh hnh khch hng mt cch nh k hoc thng xuyn,

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

nhc nh khch hng khi n k tr n thng qua nhng cuc tr chuyn hi thm, gp phn to thun li trong cng tc thu n ca mnh.
Phn ln cc khon vay l ngn hn nn vic qun l cng nh thu hi n s

nhanh chng hn gip Ngn hng trnh c ri ro bi v cho vay vi k tr n di hn trong tnh hnh kinh t hin nay s c nhiu bin ng v phi i mt vi nhiu yu t nh: lm pht, li sut, s cnh tranh trong ngnh, nhng nu v l do m hn ch cho vay di hn s lm Ngn hng b mt i phn mt phn li nhun khng nh t hot ng cho vay trung di hn.
Ngoi ra, doanh s thu n tng mnh cng c th l do khch hng tr n trc

hn khi khng cn nhu cu s dng hoc tm c ngn hng khc c li sut cnh tranh hn. 2.4.3. D n cho vay tiu dng D n cho vay tiu dng l ch tiu phn nh d n ti mt thi im xc nh trong qu trnh hot ng ca ngn hng, ch tiu ny cn cho bit s tin m ngn hng cn phi thu hi v l bao nhiu. Nu d n tng do ngn hng m rng cho vay hoc do c chnh sch u i nn thu ht c nhiu khch hng n giao dch th chng t hot ng cp tn dng ca ngn hng tt, nhng nu d n pht sinh do khch hng chm tr hoc mt kh nng chi tr th li rt c hi cho ngn hng. Chnh v vy, nh gi ng hot ng cp tn dng ta khng ch quan tm n doanh s cho vay, doanh s thu n m cn phi ch trng ti tnh hnh d n ca tng khon vay . Nu d n l trong hn th nhn vin tn dng ch cn theo di v hoch ton khon vay thu li, nu l n qu hn cn c bin php x l v thu hi n kp thi. Bng 6: D n cho vay tiu dng n v tnh: t ng Ch tiu D n vay tiu dng 2009 3,86 Nm 2010 9,66 2011 15,59 % Tng trng 2010/2009 2011/2010 150% 61%

(Ngun: BC kt qu hot ng kinh doanh - PGD NAT)

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GVHD: PGS.TS Nguyn ng Dn Biu 8: D n cho vay tiu dng

1 .0 6 0 1 .0 4 0 1 .0 2 0 1 .0 0 0 8 0 .0 6 0 .0 4 0 .0 2 0 .0 0 0 .0 20 09 21 00 21 01 3 6 ,8 9 6 ,6 1 ,5 5 9

Bo co thc tp

T ng

Nh ta thy, cng vi s gia tng mnh ca doanh s cho vay v doanh s thu n th d n cho vay tiu dng c TSB cng gia tng qua cc nm v cho vay i vi hnh thc ny c ngn hng ch trng v trin mnh trong nhng nm gn y. y cng l mt phn trong ch trng chung ca ngn hng m rng hot ng cho vay tiu dng trn c s c ti sn m bo, to s pht trin an ton v hiu qu i vi hot ng tn dng. C th nm 2009 d n ch mc 3,86 t ng th qua nm 2010 l 9,66 t ng tng 150% so vi 2009, nm 2011 t 15,59 t ng tng 61% so vi nm 2010. D n nm 2011 tng cao hn nm 2010 nhng t l tng li thp hn nm 2010 so vi nm 2009 trong khi doanh s cho vay v thu n lin tc tng mnh, cho thy chnh sch qun l v thu hi n vay ca PGD l hiu qu, cng tc thm nh nng lc ti chnh khch hng ca cn b tn dng tt, ng thi cho thy nhng khch hng n vay n ti PGD rt c uy tn trong thanh ton. 2.4.4. D n qu hn cho vay tiu dng L ch tiu phn nh cc khon n m khi n hn khch hng khng tr c cho ngn hng c ngha l ngn hng c th gp ri ro i vi khon n . Ty trng hp c th m ngn hng s chuyn t ti khon n tiu chun sang n qu hn tng ng qun l v theo di ring. N qu hn l cn l tiu ch phn nh, nh gi cht lng ca nghip v tn dng ti ngn hng. Ti ACB NAT t l n qu hn trong 3 nm lin tip t 2009 n 2011 u l 0 t. Chng t cng tc thu hi n vay rt thun li, mc d d n ngy cng tng cng ng ngha doanh s cho vay tng th nhng d n tiu chun phi chuyn sang n qu hn li bng 0 chng minh kh nng thu hi n ca PGD NAT cng nh uy tn SVTH: Trn Th Ngc Trang 30

GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

thanh ton ca khch hng l rt tt, cng tc thm nh khch hng trc v trong khi cho vay ca cn b tn ng rt cht ch, gp tch cc vo vic thu n khch hng. T , ta thy c s n lc ca cc cn b tn dng trong vic thu n cng nh vic tm ra bin php nhm trnh vic chuyn d n trong hn sang n qu hn thng qua cng tc thm nh, theo di khon tin cho vay, cng nh la chn khch hng vay phn no gp phn gim n qu hn. N qu hn bng 0 cn cho thy NH Chu - PGD NAT c chnh sch rt hiu qu trong hot ng tn dng, m c th l trong hot ng thu hi n vay. y cng c th xem l mt thnh cng ca PGD NAT. Cht lng tn dng ca PGD NAT tip tc c khng nh. iu ny gp phn cng c thm lng tin v s an tm ca khch hng cng nh nh u t i vi ACB. 2.4.5. D n cho vay tiu dng trn tng vn huy ng T l d n trn tng vn huy ng l ch tiu nh gi hiu qu s dng vn huy ng, kh nng sinh li ca ng vn vay vo hot ng cp tn dng ca PGD. Thng thng khi ngun vn huy ng ngn hng chim t l thp so vi tng ngun vn s dng th d n thng gp nhiu ln so vi vn huy ng. Nu ngn hng s dng vn cho vay phn ln t ngun vn cp trn th khng hiu qu bng vic s dng ngun vn huy ng c. Do vy, t l ny cng gn 1 th cng tt cho hot ng ngn hng, khi ngn hng s dng hiu qu ng vn huy ng c. Tuy nhin, ch tiu d n trn tng vn huy ng qu cao cng khng tt, m qu thp cng khng tt bi v n nh gi kh nng cp tn dng ca ngn hng. Nu ch tiu ny qu cao tc l Ngn hng s dng gn nh ton b ngun vn huy ng vo cho vay, do ri ro mt kh nng thanh khon s rt cao. Ngc li, t l ny qu thp th ngn hng s khng gi c vai tr trung gian l cu ni gia ngi tha vn v thiu vn trong nn kinh t. D n trn vn huy ng ti ACB - PGD Nguyn nh Th qua cc nm nh sau: Ta c cng thc: T l d n trn vn huy ng = (d n/vn huy ng)*100% Bng 7: D n cho vay tiu dng trn tng vn huy ng n v tnh: t ng SVTH: Trn Th Ngc Trang 31

GVHD: PGS.TS Nguyn ng Dn Ch tiu D n cho vay tiu dng Tng vn huy ng D n/ Tng huy ng 2009 3,86 190 2,03% Nm 2010 9,66 310 3,12% 2011 15,59 430 3,63%

Bo co thc tp % Tng trng 2010/2009 2011/2010 150% 61% 63% 39% 54% 16%

(Ngun: BC kt qu hot ng kinh doanh - PGD NAT)

Biu 9: D n cho vay tiu dng trn tng vn huy ng

450.00 400.00 350.00 300.00 250.00 200.00 150.00 100.00 50.00 0.00 2009 2010 2011 3,86 9,66 15,59

40 3

D n Vn huy ng

30 1

10 9

Qua bng s liu v biu , ta thy mc d d n ca PGD c tng qua cc nm nhng vn ch chim mt t l rt nh so vi tng vn huy ng. Kt hp vi cc yu t phn tch trn cho thy ngun vn huy ng ca PGD l rt di do v phn ln s vn dng cp cho cc khon vay tiu dng c thu hi v. D n cn li ch chim t 2% n gn 4% nhng n l con s rt nh v u l n tiu chun. C th d n qu hn trong 3 nm t nm 2009 n 2011 ca PGD u l 0 t trong khi d n hin ti v tng vn huy ng ca nm 2009 ln lt l 3,86 t v 190 t; nm 2010 tng 150% v 63% so vi nm 2009, t mc 9,66 t d n v 310 t vn huy ng; qua nm 2011 l 15,59 t d n v 430 t vn huy ng, tng 61% v 39% so vi nm 2010. Nh vy, d n thp s gip ngn hng c nhiu vn tip tc cho vay hoc u t thu li cho thy hiu qu kinh doanh ca PGD l rt tt.

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GVHD: PGS.TS Nguyn ng Dn 2.4.6. Li nhun cho vay tiu dng

Bo co thc tp

Li nhun cho vay tiu dng l khon tin thu v t hot ng cho vay tiu dng ca ngn hng. Li nhun cng cao chng t hot ng kinh doanh ca ngn hng ngy cng hiu qu. Bng 8: Li nhun cho vay tiu dng n v tnh: t ng

Ch tiu Li nhun cho vay tiu dng

2009 0,14

Nm 2010 0,20

2011 0,45

% Tng trng 2010/2009 2011/2010 43% 125%

(Ngun: BC kt qu hot ng kinh doanh - PGD NAT)

Biu 10: Li nhun cho vay tiu dng

0 5 .4 0 0 .4 0 5 .3 0 0 .3 0 5 .2 0 0 .2 0 5 .1 0 0 .1 0 5 .0 0 0 .0 20 09 21 00 21 01 0 4 ,1 0 0 ,2 0 5 ,4

T ng

Nhn chung li nhun thu t hot ng cho vay tiu dng cng c s gia tng ng k v nm sau lun cao hn nm trc, iu ny l ph hp vi qu trnh pht trin ca PGD cng nh s gia tng mnh m ca doanh s cho vay v doanh s thu n. Nm 2009 li nhun ch t 140 triu ng do PGD mi i vo hot ng, sn phm cho vay tiu dng th chp BS cha thc s pht trin v c nhiu ngi quan tm n v nn kinh t cn gp nhiu kh khn nh lm pht cao dn n gi c cc mt hng thit yu tng mnh, ngi dn tht cht chi tiu; qua nm 2010 do vn cn chu nh hng ca lm pht cao nn li nhun ch tng 60 triu tng ng vi

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

43% so vi nm 2009 nhng n nm 2011 cng vi s gia tng ca doanh s cho vay th li nhun tng kh nhiu v t 450 triu ng tng 125% so vi nm 2010, chim 6,25% trong tng li nhun ca PGD. Doanh s cho vay nm 2011 tng 414% nhng li nhun ch tng 125% do cc khon vay tiu dng a phn l p ng nhng nhu cu ngn hn trong khong thi gian ngn t 1 tun n 3 thng nn li nhun mi khng c s gia tng mnh. Nhng khng v th m hn ch cho vay tiu dng m rng cho vay cc sn phm khc v lng khch hng c nhu cu vay tiu dng trong ngn hn l rt ng, khi gii ngn tin vay cho khch hng thng l chuyn khon nn ngn hng cn c th pht hnh thm nhiu loi th ATM thu ph dch v i km (nu c), gp phn to thm mt khon thu nhp ng k cho PGD hot ng cng nh c thm ngun vn cho ti u t bng s d trong ti khon th ca khch hng vi li sut thp. 2.5. nh gi thc trng hot ng cho vay tiu dng c nhn ti PGD Nguyn nh Th 2.5.1. Kt qu t c Giai on 2009-2010 do mi c thnh lp nn PGD Nguyn nh Th cha c nhiu ngi bit n, cng vi l i ng nhn s cha n nh, tnh chuyn nghip trong vic tip th sn phm n khch hng cha cao, thi phc v ca nhn vin cha thc s lm hi lng c tt c cc khch hng n giao dch v trong qu trnh t chc hot ng kinh doanh ca mnh, ngn hng cng phi b ra nhng khon chi ph nht nh to ra thu nhp nh phi u t trang thit b nn li nhun thu v l rt thp. Tuy nhin, sau hn mt nm i vo hot ng tnh hnh kinh doanh ca PGD Nguyn nh Th c bc pht trin vt bc. PGD c nhiu ngi bit n, tnh hnh nhn s cng i vo n nh v tc phong phc v khch hng ca nhn vin cng chuyn nghip hn khin khch hng cm thy hi lng v d chu khi n giao dch ti ngn hng; thm vo l uy tn sn c ca ACB gip PGD pht trin mt cch nhanh chng. Khon chnh lch gia doanh thu t c v chi ph b ra cng ln th li nhun mang li cng cao, kinh doanh ngn hng cng hiu qu. Do vy, nh gi hot ng kinh doanh ca ngn hng nh th no, ta xem

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GVHD: PGS.TS Nguyn ng Dn xt cc yu t thu nhp, chi ph v li nhun. Kt qu sau hn 3 nm i vo hot ng nh sau:

Bo co thc tp

Bng 9: Bng kt qu hot ng kinh doanh ca PGD Nguyn nh Th n v tnh: t ng Nm 2009 Ch tiu Doanh thu Chi ph Li nhun trc thu 2,50 2,00 0,50 4,83 3,75 1,08 12,66 5,47 7,19 2010 2011 Chnh lch (2010/2009)
Tng i Tuyt i

Chnh lch (2011/2010)

Tng i Tuyt i

2,33 1,75 0,58

93% 88% 116%

7,83 1,72 6,11

162% 46% 566%

(Ngun: BC kt qu hot ng kinh doanh - PGD NAT)

Biu 11: Doanh thu, chi ph v li nhun ca PGD NAT

Doanh thu 1 .0 4 0 1 .0 2 0 1 .0 0 0 8 0 .0 6 0 .0 4 0 .0 2 0 .0 0 0 .0 20 09 21 00 21 01 2 0 ,5 4 3 ,8 3 5 ,7 2 0 ,0 0 0 ,5 1 8 ,0 5 7 ,4 7 9 ,1 1 ,6 2 6 Chi ph Li nhun

Nhn xt: T bng s liu v biu cho ta thy kt qu hot ng kinh doanh ca PGD Nguyn nh Th c nhng nt ni bt sau:
Doanh thu ca PGD lin tc tng v tng rt nhanh qua cc nm. C th t

2009 n 2010 tng 93%, t 2010 n 2011 tng 162%. Doanh thu ca PGD tng mnh ch yu l t hot ng tn dng v doanh thu t hot ng tn dng lun chim mt t trng rt ln trong tng doanh thu cho thy tnh hnh hot ng tn dng ca SVTH: Trn Th Ngc Trang 35

GVHD: PGS.TS Nguyn ng Dn ngn hng l tt.

Bo co thc tp

Chi ph tng l do m rng quy m hot ng, pht trin sn phm dch v ngn

hng. Nhng tc tng ca chi ph thp hn tc tng ca doanh thu v theo chiu hng tng doanh thu gim chi ph, chng t hot ng kinh doanh, kh nng qun l chi ph ca PGD tt, hiu qu s dng vn cao. Giai on 2009-2010 chi ph tng 88% nhng qua nm 2010-2011 ch tng 46%, gim 42% so vi giai on 2009-2010.
ng thi, li nhun ca ngn hng cng tng dn qua cc nm t 2009 n

2010 tng 116%, t nm 2010 n 2011 tng 566% ng vi s tng ln ca doanh thu l hp l. iu ny cho thy cc bin php nhm nng cao hiu qu hot ng ca ngn hng em li kt qu nht nh. Do s n lc ci tin quy trnh cng nh phng thc cho vay v cc nghip v khc ca ngn hng, lm cho kt qu kinh doanh ca PGD ni ring v ton b h thng ACB ni chung c nng cao. y l mt kt qu rt tt cn pht huy i vi cc ngn hng thng mi trong cuc khng hong kinh t hin nay. Nh vy, hot ng kinh doanh t tc tng trng cao, t bit l t nhm khch hng c nhn, cht lng cc khon vay c ch trng hn, t l n qu hn thp to tnh thanh khon cao, cc phng thc c s phn phi hp l nhm gim thiu ri ro v pht trin c mi quan h vi khch hng. Qua , cho vay tiu dng tht s p ng tt nhu cu ti chnh cho i tng khch hng c nhn, tng cng c mi quan h gn b gia khch hng v ngn hng, phc v tt cho nhng khch hng quen thuc. p ng tt nhu cu v lm khch hng cm thy tha mn cng chnh l to iu kin cho PGD pht trin mt cch n nh v bn vng. 2.5.2. Nhng tn ti v kh khn Qua qu trnh tm hiu thc t ti ngn hng cng nh nhng kin thc tch ly c trong thi gian hc tp ti trng em thy nhng kt qu t c trong hot ng tn dng tiu dng ni ring v mng tn dng ni chung ca PGD l rt tt. Tuy nhin vn cn tn ti mt s kh khn nh sau: T pha PGD Nguyn nh Th

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

Th tc vay vn cn kh phc tp v rm r, gy lng ph thi gian cho c

khch hng v nhn vin ngn hng, lm gim hiu qu hot ng ca ngn hng trong khi khch hng n gi tin th th tc rt n gin v gn l.
Do cc khon vay tiu dng thng c gi tr nh nhng s lng khch hng

c nhu cu th rt ng, dn n qu ti trong phng php qun l. H s vay vn ngy cng nhiu trong khi s lng nhn vin tn dng th c hn nn khu qun l h s ti PGD cn nhiu im bt cp, kt qu l khch hng phi ch i lu, gy phin phc cho h. Mc d c s phn cng c th trong vic qun l v lu gi h s, nhng trong qu trnh tc nghip nhiu h s khng c lu tr ng quy cch nn i khi nhn vin tn dng phi mt nhiu thi gian tm kim. S d c hin tng ny l do nhn vin tn dng phi m nhim nhiu cng vic cng mt lc, nn khng th qun l ht c tt c h s. Ngoi ra, t lu tr h s cn nh, cha c sp xp mt cch khoa hc cng gy kh khn trong vic trch tm h s ca nhn vin. V vy, ngn hng nn thc hin vic chuyn mn ho b phn qun l h s tn dng. y tuy khng phi l khu chnh yu nhng nu khng thc hin tt khu ny s gy nh hng n ton b quy trnh cng vic. Qun l h s tt s gp phn y mnh tin lm vic ca b phn tn dng ti PGD.
C s vt cht hin nay cha th p ng c nhu cu pht trin v quy m

hot ng ca PGD lm cho cng vic tin hnh nhiu khi khng c thun li... V khi khch hng n ng th din tch nh hp s gy ra kh khn v bt tin cho khch hng cng nh nhn vin trong qu trnh thc hin giao dch.
Th tc cng chng vn chim nhiu thi gian trong quy trnh vay vn nn n

s hn ch phn no hiu qu hot ng ca PGD v trong thi i hin nay th ngoi cnh tranh v li sut th yu t thi gian cng kh quan trng.
Mt kh khn na ca PGD cng nh ca nhiu t chc tn dng khc l cc

quy nh v chnh sch ca ngn hng lin tc thay i, cc biu mu phi c cp nht thng xuyn cng gy nhiu kh khn cho khch hng khi n giao dch v nhn vin trong qu trnh x l cng vic.

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

ng thi vic hn ch tng trng tn dng trong nm 2011 ch mc 20% theo ngh quyt s 11/NQ-CP k ngy 24/02/2011 th vic m rng tn dng li gp nhiu hn ch. T mi trng bn ngoi: Nhng vng mc t cc vn bn php lut do hin nay cc vn bn php lut v hot ng ca ngn hng c nhiu ch chng cho v mu thun vi nhau. iu ny gy khng t kh khn cho cn b tn dng cng nh khch hng, lm cho th tc tr nn rm r gy lng ph thi gian v tin bc. Mc d vy, tn dng c nhn lun lun chim t trng ln v c nhng bc tng trng lin tc qua cc nm.

CHNG 3. GII PHP V KIN NGH NHM NNG CAO HIU QU HOT NG TN DNG TI PGD NGUYN NH TH
3.1. Mt s gii php 3.1.1. Kt hp nhiu hnh thc cho vay linh ng S kt hp ca nhiu phng thc cho vay s mang li li ch cho c khch hng v ngn hng, bi v khch hng c th chn la cho mnh phng thc vay ph hp nht v ngn hng cng thu ht c nhiu i tng khch hng hn. Hin nay, cc hnh thc cp tn dng ch yu l cho vay tng ln theo hp ng tn dng hoc cho vay bng hnh thc thu chi ti khon qua th tn dng vi li sut cho vay 0% trong thi hn 45 ngy, cho vay mua nh vi gi tr ln n 100%, Mc d cc hnh thc cho vay ny kh hp dn nhng tnh cnh tranh cha cao v nhiu ngn hng khc cng cho ra cc sn phm tng t. V vy, ACB cn nghin cu v pht trin thm nhiu sn phm vi nhiu phng thc cho vay ph hp hn na vi KH nhng vn m bo l nhng sn phm c tnh hiu qu cao. C nh vy, ACB mi chim c u th hn so vi cc t chc tn dng khc.

SVTH: Trn Th Ngc

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GVHD: PGS.TS Nguyn ng Dn 3.1.2. cao cht lng cng tc thm nh

Bo co thc tp

y l yu t rt quan trng v n quyt nh n cht lng hot ng v kh nng phng nga ri ro tn dng ca ngn hng. i vi cng tc cho vay, trong tt c cc bc ca quy trnh th thm nh l bc quan trng nht xc nh ng i tng vay. Nu cng tc thm nh khng chnh xc, thng tin khng y th ri ro ca ngn hng l khng th trnh khi nh vic khch hng khng tr n hoc mt kh nng chi tr. Ri ro ny pht sinh ch yu t hot ng cho vay, cc khon tm ng, hot ng u t hoc ri ro t cc cng c ngoi bng. Nhng trng hp nh vy khin ngn hng khng nhng khng thu c li m cn c nguy c mt vn rt cao, nh hng ti kt qu hot ng ca PGD NAT ni ring v ton h thng ACB ni chung. Chnh v th m trc khi cho vay cn b tn dng phi nm bt y cc thng tin, nh gi ng kh nng v nng lc ti chnh ca khch hng. 3.1.3. Kim tra, gim st cht ch quy trnh gii ngn nhm y nhanh qu trnh thu hi n Gii ngn l nghip v chuyn giao mt khon tin nht nh cho khch hng theo hp ng tn dng c k kt gia ngn hng v khch hng. Sau khi gii ngn th Ngn hng cn tng cng thanh tra, gim st cc khon cho vay xem chng c c s dng ng mc ch hay khng cng nh kim tra tnh hnh khch hng kp thi pht hin v x l cc ri ro tn dng pht sinh. Vic kim tra, gim st kt qu hot ng sn xut kinh doanh, cht lng sn phm, theo di thi gian tiu th v thanh ton tin hng cng nh theo di qu trnh cng tc ca khch hng xem c bin i g khng , nu c pht sinh vn th cn c bin php n c thu n v li kp lc. y cng l nghip v quan trng cn c ch trng phng nga v hn ch tht thot cho ngn hng, nhm kim sot tnh hiu qu ca vic s dng vn vay. Bi v nhng kt qu ca vic phn tch, nh gi khch hng v thm nh tnh kh thi ca phng n vay trc vn ch mang tnh gi thit v da trn qu trnh lch s tn dng ca khch hng; nhng thng tin, nh gi khng th m bo chc chn l khch hng khng gy ra ri ro cho ngn hng trong quan h tn dng ln ny v ty tng i tng, loi hnh cp tn dng m cn b tn dng s vn dng nghip

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GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

v khc nhau gii quyt vn . iu ny i hi cn b tn dng phi thng xuyn kim tra v theo di thc t hot ng sn xut kinh doanh ca khch hng. 3.1.4. Phn loi v xp hng khch hng nhm hn ch ri ro tn dng Khi nhn vin tn dng tin hnh xp hng khch hng s gip nhn vin qun l cc khon vay hiu qu hn, hn ch ri ro tn dng do khng nm bt c tnh hnh thc t ca khch hng. Xp hng khch hng phi c thc hin vi tt c khch hng khng phn bit c v mi, khng cho khch hng bit nh gi ri ro v mn tin cho vay trong mi trng hp trnh tnh trng khch hng lm sai lch thng tin. Sau khi xp hng khch hng nu c s thay i v kh nng tr n ca khch hng phi tin hnh nh gi li, nhng cng vic ny s gip hn ch ti a ri ro trong hot ng tn dng. Khi xp hng s mang li li ch sau: - Cho php nhn vin tn dng c nhn nh chung v ri ro cc khon cho vay. - Pht hin sm cc khon vay c kh nng b tn tht, t c bin php x l thch hp. - Nhn vin c th xc nh c khi no cn gia tng s gim st. - Vic xp hng khch hng cn l c s xc nh mc d phng ri ro. 3.1.5. Khng ngng nng cao nng lc, trnh chuyn mn ca cn b tn dng cho hot ng tn dng ca ngn hng t hiu qu cao v t gp ri ro tn dng th vic khng ngng nng cao nng lc, trnh chuyn mn cho cn b tn dng phi c ch trng hn. Trong thc t cng cho thy mun ngn nga, hn ch ri ro tn dng th vic u tin phi lm l hn ch nhng yu km t pha ngn hng, v vy, cng tc tuyn dng v o to c vai tr quan trng trong hng u. Bi l mun nng cao kh nng nh gi khch hng, thm nh tnh kh thi ca d n mt cch chnh xc nhm cho vay ng i tng tng doanh thu cn phi c mt i ng cn b c o to chuyn nghip, c h thng kin thc phong ph v am hiu v nhiu ngnh ngh, nhiu knh vc, c kh nng nm bt nhng thay i ca th trng, cc vn bn php lut v cn phi l ngi c phm cht o c, c tinh thn trch nhim cao i vi cng vic. SVTH: Trn Th Ngc Trang 40

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Ngy nay, nn kinh t Vit Nam thc s ho mnh vo dng chy ca nn kinh t th trng v h thng ngn hng ngy cng pht trin nn vn cnh tranh gia cc ngn hng khng thua km cc doanh nghip sn xut. Do c th ng vng v ln mnh i hi vn kinh doanh phi ln, i ng nhn vin c nng lc, trnh chuyn mn, nghip v cao. 3.1.6. Xy dng chnh sch tn dng linh ng ph hp Hot ng kinh doanh ca ngn hng cng nh cc doanh nghip khc mun tn ti v pht trin cn phi lin tc tm kim th trng v y mnh pht trin th trng m mnh cha hot ng hiu qu. V vy khi xy dng c ch, chnh sch cn phi c quan im kinh doanh v phc v r rng khng c coi trng mt ny xem nh mt kia. Do , nhng cn b thc hin vic xy dng ng li chnh sch hot ng phi tn trng quan im ny, khi xc nh mc tiu hay ni dung ca chnh sch c ch phi nhm y mnh hot ng kinh doanh ca mnh mt cch tt nht. i vi khch hng ni chung v nht l khch hng tn dng tiu dng ni ring: c ch tn dng ngn hng phi ph hp vi mc ch s dng ca khch hng vi li sut v k hn hp l, th tc n gin thun tin s thu ht c nhiu khch hng hn nhng vn m bo c li ch ngn hng. i vi hot ng kinh doanh ngn hng: phm vi, gii hn tn dng phi ph hp vi thc lc ca bn thn ngn hng v m bo tnh cnh tranh trn th trng vi nguyn tc hiu qu v an ton. 3.1.7. Mt s bin php khc
a dng ho hn na cc sn phm tn dng khch hng c nhn v tn dng c

nhn cng l mt khon mc mang li li nhun rt cao cho PGD v ngi dn vi trnh v mc thu nhp kh n nh v ngy cng tng cao s c nhu cu vay nhiu hn p ng cc k hoch chi tiu hay k hoch kinh doanh trn c s trin vng v thu nhp tng lai.
i vi dch v khch hng, PGD c th m thm dch v t vn u t, kinh

doanh cho khch hng bn cnh cc dch v sn c ca ngn hng, v xu th hin nay mng dch v khch hng l mt phn quan trng mang li thu nhp ln m ngn hng no cng cn phi quan tm. SVTH: Trn Th Ngc Trang 41

GVHD: PGS.TS Nguyn ng Dn 3.2. Mt s kin ngh 3.2.1. i vi NHNN

Bo co thc tp

Ngnh ngn hng l mt trong nhng ngnh mi nhn ca nn kinh t Vit Nam, gp phn thc y pht trin kinh t t nc, n nh trt t an ton x hi v ci thin i sng ngi dn. V vy, Nh nc cn to lp mt h thng php l y cc ngn hng c iu kin hot ng an ton v hiu qu. C th l cn trin khai mt cch ng b, y h thng vn bn php quy, nhng hng dn cn thit cho vic thc hin tt Lut Ngn Hng Nh Nc v Lut Cc T Chc Tn Dng. Trn c s hoch nh chnh sch tin t theo quy nh mi, hon thin cc cng c thc thi chnh sch. Mt khc, kim tra li cc vn bn chng cho, khng ng b v khng ph hp vi tnh hnh thc t ca nc ta. Hin nay, s lng cc NH TMCP xut hin ngy cng nhiu v gp phn ng k trong vic ci thin b mt ca ngnh ngn hng Vit Nam. Ngoi ra, NHNN cn phi c bin php hu hiu trong qun l v iu hnh chnh sch v m mt cch n nh, to mi trng php l thng thong, an ton ph hp vi c ch th trng v hon thin cc b lut, nhm to ra hnh lang php l vng chc cho cc t chc tn dng hot ng thun li hn. n nh th trng tin t, to iu kin cho cc ngnh kinh t pht trin n nh, to cng n vic lm v nng cao cht lng cuc sng ca ngi dn. NHNN c trch nhim bnh n gi c th trng v gi cn bng th trng trnh cho th trng nhng c sc trong thi im kinh t th gii kh khn nh hin nay. Thch thc ln i vi ngnh ngn hng hin nay l vic ci t h thng, nng cao nng lc cnh tranh nhm tn ti v pht trin trong thi i hi nhp. i vi cc t chc tn dng ci cch bng bin php lnh mnh ha th trng tin t, t cc n v lm n khng hiu qu s b o thi, do vai tr bnh n th trng ca Nh Nc l v cng quan trng. Bn cnh , NHNN cng cn c nhng chnh sch kch cu tiu dng cng nh u t vo cc lnh vc s nghip, y t, gio dc. thu ht nhn lc, gim nn tht nghip v tng thu nhp. y mnh kch cu, tng trng tn dng s l n by

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cho tng trng kinh t, nh vy hot ng ngn hng ngy cng thun li hn trong thi k hi nhp Quc T y nhng c hi v thch thc. Tip theo l cao cht lng hot ng cng chng v cng chng, ng k giao dch m bo l mt bc quan trng trong quy trnh tn dng. Tuy nhin, mng li cng chng ti thnh ph qu t, gy rt nhiu kh khn cho ngi dn. Hin nay, khng ch cc NHTM c nhu cu cng chng trong qu trnh giao dch vi khch hng, m rt nhiu i tng khc cng c nhu cu cng chng nh c nhn, t chc mua xe, mua ti sn c nh, bt ng sn, sao y giy t.nn cc phng cng chng lun trong trng thi qu ti. S lng phng cng chng b hn ch, khi lng cng vic qu nhiu nhng li t nhn vin, nn khi cn cng chng lun mt kh nhiu thi gian. Khng nhng th, nhn vin cng chng lun phi i mt vi p lc cng vic qu cao lm nh hng n cht lng ca hot ng cng chng. V vy, vi vai tr qun l, Nh Nc nn m rng hot ng cng chng, tng s lng nhn vin, bn cnh ti mi qun, huyn nn c mt phng cng chng thun tn cho nhn vin trong qu trnh giao dch. Cui cng l cn tng cng cht lng hot ng ca Trung Tm tn dng CIC. Hin nay, Vit Nam Trung Tm tn dng (CIC) ca NHNN i vo hot ng nhng vn cha tht hon thin, NHNN nn phi hp vi cc c quan chc nng khc lm sao cho thng tin t CIC l y v chnh xc nht gp phn rt ngn thi gian tm kim thng tin khch hng cho cc NHTM hot ng hiu qu hn. 3.2.2. i vi Ngn hng TMCP Chu Tnh hnh nhng thng cui nm 2010 v nm 2011, trong hon cnh nn kinh t v m cn tn ti nhiu bt cp nh lm pht cao dn n gi c cc mt hng thit yu tng t bin, t gi ngoi t tng mnh, khan him USDv.v. Trc hon cnh , NHNN ban hnh nhiu chnh sch kim ch lm pht nh: t ch tiu tng trng tn dng nm 2011 ch l 20%, tng cc li sut ch cht nh li sut c bn, li sut ti cp vn, tng d tr bt buc lm cho li sut huy ng/cho vay trn th trng cng lin tc tng cao. Li sut huy ng ln n 14%/nm, li sut cho vay c lc t 22%/nm, gy kh khn cho Ngn hng trong vic huy ng ngun vn v gy kh khn cho khch hng vay tin ti ngn hng v mc ri ro cng t m tng SVTH: Trn Th Ngc Trang 43

GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

cao. ng trc hon cnh ny, c th hot ng hiu qu v n nh, nhm ti a ha li nhun, nht thit ngn hng ACB PGD Nguyn nh Th phi c nhng gii php, chin thut hp l. Em xin c xut mt s gii php nh sau:
Cn lm tt hn na cng tc huy ng ngun vn v s dng ngun vn c

hiu qu: bng cch tng cng cng tc tip th sn phm, chng trnh khuyn mi khu vc ng dn c, khu vc c nn kinh t pht trin, c nhiu hnh thc v bin php nhm thu ht ngun vn tm thi nhn ri trong dn c. Thc hin tt phng chm "i vay cho vay" p ng mi nhu cu ca ngi vay.
Lm tt cng tc khch hng, xy dng v bo v mi quan h vi khch hng.

Ngn hng phi lun lun ch ng trong vic tm kim v m rng mng li khch hng trn tng th trng thch hp, nhm mc ch tng uy tn ca ngn hng v thu ht khch hng.
Nng cao hiu qu huy ng c ngun vn di do phc v nhu cu cp tn

dng v cc nghip v khc c lin quan bng cch a dng ha cc hnh thc huy ng, ci tin mu m cho hp dn, tng cng cc cng tc tuyn truyn cho cc khch hng c bit l cc khch hng tim nng ca Ngn hng. Giao ch tiu khch hng cho cc nhn vin thi ua phn u trong kinh doanh, thc hin cc chnh sch khch hng y v linh hot trong vic x l li sut.
Thnh lp ring mt b phn m nhim cng vic tm kim v tip xc khch

hng, c th ch l cng tc vin, lm vic bn thi gian, v thay i thng xuyn c c nhng mi quan h mi.
La chn nhng khch hng c nhn l nhn vin ca cc khch hng doanh

nghip hin ti ca ngn hng, nh vy c th nm c phn no v thng tin cng vic, tnh hnh ti chnh, uy tn ca khch hng.
Cui cng, cn n gin ha hn na quy trnh, th tc nhm to iu kin

thun li ti a cho khch hng. Phi khng ngng ci tin nghip v, hp l ho giy t, a dng ho dch v, , gii ngn kp thi, m bo cho vay ng i tng, ng d n v t hiu qu kinh t cao.

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KT LUN
Cho vay tiu dng c nhn thc s tr thnh mt b phn quan trng khng th thiu trong hot ng kinh doanh ca ngn hng. V vy, nng cao hn na cht lng cc khon vay tiu dng c nhn ngoi s l lc tm kim khch hng, thm nh, kim tra kim sot ca cn b tn dng v cc b phn nghip v khc trong ngn hng th cn phi k n cc yu t v m, tc l cng tc iu hnh ca NHNN v chnh ph. Ngoi ra, vi i tng l KHCN th nhn vin tn dng cn phi c s quan tm ng mc c th gip khch hng t c hiu qu cao trong vic s dng vn vay, ng thi m bo li nhun chc chn cho ngn hng t cc khon cho vay . Nh vy, trc s pht trin mnh m ca nn kinh t, cng vi xu hng hi nhp chung ca khu vc v th gii, thi gian va qua Ngn hng Chu - PGD Nguyn nh Th c nhng bc chuyn mnh mnh m, s tng trng cao v lun gi vng c s n nh trong hot ng. Vi i ng cn b nhn vin tr SVTH: Trn Th Ngc Trang 45

GVHD: PGS.TS Nguyn ng Dn

Bo co thc tp

trung, nng ng, nhit tnh, vui v v giu kinh nghim th chc chn trong tng lai ACB - PGD Nguyn nh Th s tr thnh mt trong nhng PGD c yu thch nht trn a bn hot ng. Tuy nhin, trong qu trnh thc hin ti, mc d c gng nhng chc chn khng th no trnh khi nhng sai st, em rt mong nhn c nhng kin ng gp qu bu ca qu thy c v anh ch trong PGD ti c hon thin hn, y cng l nhng trang kin thc b ch gip em bc vo cng vic thc t sau ny. Li cui cho php em gi li cm n su sc n Ban Lnh o Ngn Hng Chu - PGD Nguyn nh Th v cc anh ch phng tn dng gip em rt nhiu trong qu trnh thc tp ti n v. ng thi, em cng xin gi li cm n chn thnh n qu thy c tn tnh ging dy v hng dn em thc hin ti ny !

TI LIU THAM KHO

1. B ti liu tp hun tn dng ACB nm 2011 2. Bo co thng nin nm 2009, 2010 v bo co ti chnh nm 2011 ACB 3. Gio trnh Nghip v ngn hng thng mi ca TS Nguyn Minh Kiu, NXB Thng k 2008 4. Gio trnh Tn dng v thm nh tn dng ngn hng - TS Nguyn Minh Kiu, NXB Ti chnh 2006 5. Tp ch tin t Ngn hng v th trng ti chnh
6. Website: http://www.acb.com.vn/ 7. Website: http://www.sbv.gov.vn/ 8. Website: http://docbao.com.vn/ 9. Website: http://diendan.laisuat.vn/

10. Mt s Website v ti liu tham kho khc. SVTH: Trn Th Ngc Trang 46

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