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Chuyn thc tp tt nghip
Li M u
t nc ta ang trong qu trnh cng nghip ho hin i ho, pht trin kinh t theo xu hng hi nhp quc t. Ti i hi ng ln th IX, ng v Nh nc mt ln na xc nh mc tiu v cng quan trng ca s nghip ny i vi s pht trin kinh t. Vi nhim v phn u ti nm 2020 c bn hon thnh cng nghip ho, hin i ho t nc theo nh hng x hi ch ngha. pht trin kinh t theo hng cng nghi p ho, hin i ho i hi phi gii quyt nhiu vn quan trng, trong nhu cu vn cho u t v pht trin l rt cn thit. Vn t c ca cc doanh nghip thng rt nh, ngun vn t ngn sch nh nc li rt hn thng xuyn b thm ht, v v y cn phi c mt t chc ng ra h tr v vn cho cc doanh nghip l cc t chc tn dng m trong ch yu l cc ngn hng thng mi (NHTM). Mi ngn hng u c nhng cch thc t chc qun l v hot ng khc nhau sao cho ph hp vi c im v li th ring ca mnh. Trong nh trng cc sinh vin ch c hc trn l thuyt m cha c thc t, v vy hon thin kin thc, trang b c v l thuyt v thc t cho cc sinh vin khi ra trng th vic i thc tp, hc hi thc t l iu rt cn thit to iu kin cho cc sinh vin khi ra trng c th tip cn cng vic mt cch nhanh chng. L mt sinh vin chuyn ngnh ngn hng, c s gii thiu ca nh trng Em n thc tp ti NHTMCP VPBank CN Thanh Xun H Ni, thi gian bt u t ngy 02/01/2008, trong thi gian thc tp ti ngn hng, qua qu trnh tm hiu v t chc qun l v qu trnh hot ng cng vi s ch bo tn tnh ca gim c cng cc anh ch trong phng tn dng v k ton gip Em c c ci nhn thc ti n v t chc v hot ng ca NHTM VPBank Thanh Xun. VPBank l mt trong nhng ngn hng u tin cung cp cc sn phm cho vay tiu dng. Tri qua qu trnh trin khai v
inh Ngc Dng - Lp Ngn hng 46 A
rt kinh nghim, VPBank thu c nhng kt qu kh quan. Tuy nhin trong bi cnh cnh tranh gay gt gia cc ngn hng th vic pht trin hot ng cho vay tiu dng khng phi l iu n gin. Nhn thc c tm quan trng ca vic pht trin hot ng cho vay tiu dng nn em chn nghin cu ti Pht trin hot ng cho vay tiu dng ti NHTM c phn VPBank Thanh Xun. Kt cu ni dung chnh ca chuyn gm c: Chng 1. Tng quan v hot ng cho vay tiu dng ca cc ngn hng thng mi. Chng 2. Thc trng hot ng cho vay tiu dng ti NHTM VPBank Thanh Xun. Chng 3. Gii php pht trin hot ng cho vay tiu dng ti VPBank. Trong qu trnh nghin cu ti, ngoi s c gng ca bn thn, em nhn c s gip tn tnh ca cc thy c, c bit l c gio T.S Cao Nhi cng cc anh ch trong phng tn dng v phng giao dch kho qu VPBank Thanh Xun. Em xin cm n ti c gio v cc cn b ti chi nhnh VPBank Thanh Xun gip em hon thnh chuyn tt nghip ny.
Chng 1. TNG QUAN V HOT NG CHO VAY TIU DNG CA CC NGN HNG THNG MI.
1.1. Khi qut v ngn hng thng mi. 1.1.1. Khi nim. Ngn hng l mt trong nhng t chc ti chnh quan trng nht ca nn kinh t c bn cht l doanh nghip nhng hot ng da trn kinh doanh tin t v tn dng. Ngn hng gm nhiu loi tu thuc vo s pht trin ca nn kinh t ni chung v h thng ti chnh ni ring, trong ngn hng thng mi thng chim t trng ln nht v qui m ti sn, th phn v s lng cc ngn hng. Theo Lnin: ngn hng l x nghip c bit kinh doanh tin t v tn dng. S ra i ca ngn hng l kt qu ca phn cng lao ng x hi, chng no cn kinh doanh hng ho th cn c ngn hng, ngn hng l k ton cho c nn kinh t. 1.1.2. Cc hot ng c bn. 1.1.2.1. Huy ng vn. Huy ng vn l mt trong nhng hot ng quan trong m bo vn cho vay, hnh thnh nn ti sn ca ngn hng. Cc hnh thc huy ng vn ch yu gm c: tin gi v tin vay. Tin gi ca khch hng l ngun ti nguyn quan trng nht ca ngn hng thng mi, chim t trng ln trong tng ngun tin ca ngn hng. Trong mi trng cnh tranh, c c ngun tin c cht lng ngy cng cao cc ngn hng a ra v thc hin nhiu hnh thc huy ng khc nhau: - Tin gi thanh ton: y l tin ca doanh ngh ip hoc c nhn gi vo ngn hng nh ngn hng gi v thanh ton h trong phm vi s d cho php. khon tin ny c c im li sut rt thp c khi bng khng, nhng ch ti khon li c hng cc dch v ngn hng vi mc ph thp , th tc m n gin.
- Tin gi c k hn ca cc doanh nghip v t chc x hi. Tuy khng thun li cho tiu dng bng hnh thc tin gi thanh ton v khi cn chi tiu khch hng phi n ngn hng rt tin ra, nhng tin gi c k hn li c hng li sut ca o hn tin gi thanh ton tu theo di ca k hn. - Tin gi tit kim ca dn c Cc tng lp dn c u c cc khon thu nhp tm thi cha s dng. H c th gi tit kim nhm thc hin cc mc tiu bo ton v sinh li. n cui mi k h c th rt ra mt phn hoc ton b. Khch hng gi tin thng l nhng ngi v hu, khng c kh nng kinh doanh ,hoc ngi c thu nhp c nh thu ht c nhiu tin gi tit kim cc ngn hng ngy cng m rng mng li huy ng vn , cho ra nhiu hnh thc huy ng vn a dng vi li sut cnh tranh. - Tin gi ca cc ngn hng khc. c im ca ngun ny thng khng ln. Ngn hng ny gi tin ngn hng khc nhm mc ch ch yu l nh thanh ton h. Tin gi l ngun quan trng nht ca ng n hng thng mi. Tuy nhin, p ng nhu cu chi tr khi kh nng huy ng tin gi b hn ch cc ngn hng thng vay mn thm. - Vay NHNN (NHTW) y l khon vay nhm gii quyt nhu cu cp bch trong chi tr ca ngn hng thng mi khi thiu ht d tr. Hnh thc cho vay ch yu ca ngn hng Nh nc l ti chit khu ( hoc ti cp vn). Ngn hng Nh nc thng qun l vic vay mn ny mt cch cht ch, ngn hng thng mi phi thc hin iu kin m bo v kim sot nht nh. Thng thng ngn hng Nh nc ch ti chit khu cc thng phiu c thi gian o hn ngn, kh nng tr n cao v ph hp vi mc tiu ca ngn hng Nh nc. Trong iu kin cha c thng phiu nh Vit Nam ngn hng Nh nc c th cho vay di hnh thc ti cp vn theo hn mc tn dng nht nh.
- Vay cc t chc tn dng khc y l ngun cc ngn hng vay mn ln nhau v vay ca cc t chc tn dng khc trn th trng lin ngn hng. Qu trnh vay mn rt n gin, ngn hng vay ch cn lin h trc tip vi ngn hng cho vay hoc qua ngn hng i l. khon vay c th khng cn m bo hoc c m bo bng chng khon kho bc Nh nc. - Vay trn th trng vn Cc ngn hng c th vay mn bng cch pht hnh cc giy n (k phiu, tn phiu, tri phiu) trn th trng vn. Thng thng y l khon vay khng c bo m. Nhng ngn hng c uy tn hoc tr li sut cao s vay mn c nhiu hn. Cc ngn hng nh kh vay mn trc tip bng cch ny. 1.1.2.2. Cho vay Cho vay l vic ngn hng a tin cho khch hng vi cam kt khch hng phi hon tr c gc v li trong khong thi gian xc nh. Cho vay l ti sn ln nht trong khon mc tn dng. Cho vay thng c nh lng theo 2 ch tiu: doanh s cho vay trong k v d n cui k. Doanh s cho vay trong k l tng s tin m ngn hng cho vay ra trong k. D n cui k l s tin m ngn hng hin ang cn cho vay vo thi im cui k. Cho vay c ghi di hnh thc d n. Cho vay c th c phn thnh nhiu loi khc nhau. Theo thi hn, cho vay c chia thnh 3 loi: cho vay ngn hn ( thi hn cho vay n 12 thng), cho vay trung hn ( thi hn cho vay t trn 12 thng n 60 thng, cho vay di hn (thi hn cho vay trn 60 thng tr ln). Theo phng thc cho vay gm: - Cho vay tng ln: phng thc ny p dng vi khch hng c nhu cu b sung vn lu ng khng thng xuyn hoc khch hng c vng quay vn kinh doanh di. Mi ln c nhu cu vay vn, khch hng lp h s vay vn theo quy ch ca tng ngn hng. Khch hng c th rt vn mt ln hoc nhiu ln ph hp vi tin s dng vn, nhng tng s tin
ca cc ln rt vn khng c vt qu s tin cho vay ghi trong hp ng tn dng. Trng hp rt vn nhiu ln, mi ln rt vn khch hng phi k giy nhn n v gi cho ngn hng bn sao cc chng t, ti liu chng minh mc ch s dng vn vay. Vn vay c th c rt bng tin mt hoc chuyn khon nh tho thun trong hp ng tn dng. - Cho vay theo hn mc tn dng: phng thc ny p dng vi khch hng c nhu cu vay b sung vn lu ng thng xuyn, mc ch s dng vn r rng v c tn nhim vi ngn hng ( nh sn xut kinh doanh n nh, c li, trong thi gian mt nm trc khng c n qu hn ti cc t chc tn dng. Ngn hng xc nh hn mc tn dng ph hp vi c im chu k sn xut, kinh doanh, vng lu chuyn tin t. Hp ng tn dng c k kt trong phm vi hn mc c xc nh. Khi hp ng theo hn mc cn trong thi hn hiu lc, mi ln rt vn vay khch hng khng phi k thm hp ng tn dng m ch cn lp giy nhn n km bng k v bn sao chng t ti liu chng minh mc ch s dng tin vay v dn chiu n hp ng tn dng hn mc. Mi giy nhn n c thi hn ph hp vi tng mc ch s dng vn nhng khng vt qu thi hn cn li ca hn mc c duyt. Trong thi hn rt tin vay theo quy nh trong hp ng tn dng, khch hng c th va rt tin vay, va tr n vay n hng tng d n khng vt qu hn mc tn dng tho thun. - Cho vay theo d n u t: phng thc ny p dng i vi khch hng c nhu cu vay vn thc hin cc d n u t pht trin sn xut, kinh doanh, dch v, v cc d n phc v i sng. khch hng vay vn phi c vn t c u t tham gia vo d n. Vn tham gia d n c th l tin hoc ti sn a vo s dng cho d n k c gi tr quyn s dng t, quyn s hu nh xng, tin thu t tr, cc chi ph m khch hng t u t vo d n. Cn c gii ngn l hp ng thi cng, chng t cung ng, nhp khu vt, thit b cng ngh, gi tr khi lng c xc nhn.
- Cho vay hp vn (ng ti tr): Ngn hng phi hp vi mt s t chc tn dng khc cng cho vay i vi mt d n vay vn ca khch hng, trong ngn hng hoc t chc tn dng khc lm u mi. Vic cho vay hp vn c thc hin theo quy ch cho vay ng ti tr ca NHNN v cc quy nh ca VPBank. - Cho vay tr gp: khch hng tr gp phc v tiu dng hoc kinh doanh phi c phng n tr n gc v li vay kh thi bng cc khon thu nhp chc chn n nh. Ngn hng v khch hng c th tho thun vic cho vay tr gp theo mt trong hai phng thc sau: Cho vay tr gp theo li gp v cho vay tr gp theo d n thc t. - Cho vay theo hn mc tn dng d phng: Phng thc cho vay ny p dng vi khch hng c nhu cu d phng ngun vn tn dng trong mt khong thi gian nht nh nhm m bo kh nng ch ng v ti chnh khi thc hin sn xut kinh doanh, dch v v i sng. Trong thi gian rt vn quy nh, mi ln rt vn phi lp giy nhn n v km theo bn sao cc chng t chng minh mc ch s dng vn vay ph hp vi hp ng tn dng k. Tng s tin cc ln rt vn khng c vt qu hn mc tn dng d phng ghi trong hp ng tn dng v thi hn cho vay trong tng giy nhn n khng c vt qu thi hn cho vay quy nh t rong hp ng tn dng. - Cc phng thc cho vay khc nh l: cho vay theo hn mc thu chi,cho vay thng qua pht hnh v s dng th tn dng, v cc phng thc cho vay m php lut khng cm. Theo i tng khc hng, cho vay c chia thnh: cho vay doanh nghip sn xut kinh doanh thng mi dch v ( vay ngn hn, hn mc, vay theo d n u t, vay thu chi, chit khu chng t xut khu), c nhn vay sn xut kinh doanh, c nhn vay tiu dng ( mua nh, sa cha nh, mua t, du hc..), c nhn vay kinh doanh chng khon ( cm c c phiu, cm c tri phiu chuyn i).
1.1.2.3. Cc hot ng khc. Ngoi hot ng huy ng vn v cho vay, ngn hng cn thc hin cc hot ng khc nh: - Bo lnh: l vic ngn hng cam kt thc hin cc ngha v ti chnh h khch hng ca mnh. Mc d khng phi xut tin ra, song ngn hng cho khch hng s dng uy tn ca mnh thu li. Bo lnh c ghi vo ti sn ngoi bng, l gi tr ngn hng cam kt tr thay khch hng ca mnh. Phn bo lnh ngn hng phi thc hin ch i tr c ghi vo ti sn ni bng tnh vo mc cho vay bt buc hoc n qu hn. - Chit khu thng phiu v cc giy t c gi: l vic ngn hng ng trc tin cho khch hng tng ng vi gi tr ca thng phiu hoc giy t c gi tr i phn thu n hp ca ngn hng s hu mt thng phiu, giy t c gi cha n hn. - Cho thu l vic ngn hng b tin mua ti sn cho khch hng thu theo nhng tho thun nht nh. Sau thi gian nht nh, khch hng phi tr c gc ln li cho ngn hng. Cho thu ti sn trung v di hn c ghi vo khon mc ti sn theo gi tr ti sn cho thu tr i phn tin ngn hng thu c. - Nhn u thc: ngn hng lm dch v u thc cho vay cho cc ngn hng khc, cc t chc tn chnh ph hoc phi chnh ph. Bn cnh ngn hng cn thc hin dch v bo qun ti sn ca khch hng 1.2. Cho vay tiu dng. 1.2.1. Qu trnh hnh thnh v pht trin ca cho vay tiu dng. Trc y cc ngn hng thng tp trung cho vay sn xut kinh doanh v t cho vay i vi c nhn, h gia nh. H cho rng cho vay tiu dng c quy m nh, ri ro li rt cao. Sau chin tranh th gii th II, trc sc p ca cnh tranh cc ngn hng phi tin hnh ci cch. Cng vi s cnh tranh ca cc t chc tn dng v cc t chc ti chnh trung gian
khc, s pht trin mnh m ca th trng vn khin th phn cho vay cc doanh nghip ca ngn hng b gim st , nhiu hng ln t ti tr bng pht hnh c phiu v tri phiu . Khin cc ngn hng phi tm cch chuyn hng sang hot ng khc tng thu nhp. Bn cnh , s pht trin ca nn kinh t, khin mc sng ca dn c c ci thin ng k, nhu cu vay tiu dng tng mnh m, gn lin vi nhu cu v hng tiu dng lu bn nh nh, xe, g sang trng, nhu cu du lc hCho vay tiu dng tr thnh mt th trng hp dn y tim nng i vi ngn hng. Cc ngn hng chuyn hng sang tp trung m rng th trng cho vay tiu dng. Nhiu ngn hng chuyn mn ho hot ng cho vay tiu dng bng cch lp cc phng tn dng tiu dng c lp. Gip cc ngn hng tng quy m, gim ri ro v chi ph trong cc khon cho vay tiu dng a tn dng tiu dng tr thnh mt trong nhng loi hnh tn dng c mc tng trng cao. M v Chu u cho vay tiu dng chim khong 25-40% tng d n cho vay ca h thng ngn hng. Cho vay tiu dng s vn ng vai tr ch o trong dch v ngn hng trong nhng nm ti y. 1.2.2. Khi nim. Cho vay tiu dng c hiu l hnh thc ti tr ca ngn hng cho mc ch chi tiu ca ngi ti u dng, bao gm c nhn v h gia nh. Cc khon cho vay tiu dng l ngun ti chnh quan trng gip nhng ngi tiu dng c th trang tri nhu cu trong cuc sng nh nh , phng tin i li, tin nghi sinh hot, hc tp, du lchnng cao mc sng c a ngi tiu dng trc khi h c kh nng v ti chnh th hng. 1.2.3. c im. Cho vay tiu dng l mt hot ng tt yu hnh thnh do yu cu ca nn kinh t. N c nhng c im ring khc vi tn dng ngn hng ni chung. 1.2.3.1.S lng cc mn vay ln nhng gi tr mi mn vay nh.
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Cc khon cho vay tiu dng thng c gi tr nh, khc vi cc khon cho vay sn xut kinh doanh. Khch hng khi tm n ngn hng vi mc ch vay tiu dng thng c nhu cu vn khng ln v cc hng ho dch v tiu dng thng khng qu t , nu ngi tiu dng vay mua nh, sa cha nh th quy m nhng mn vay ny khng qu ln i vi ngn hng hoc khch hng c s tch lumt phn t trc. 1.2.3.2. Cc khon cho vay tiu dng c ri ro cao. Cho vay tiu dng c ri ro rt cao trong danh mc cho vay ca ngn hng. Chu tc ng ca nhng yu t khch quan nh mi trng kinh t x hi, mi trng t nhin ( thin tai, hn hn, l lt) v cc yu t khc nh: - Tnh chu k ca hot ng cho vay tiu dng. Nhu cu vay vn t l thun vi s tng trng ca nn kinh t. N tng ln khi nn kinh t pht trin, m rng khin ngi dn tin tng vo thu nhp ca mnh trong tng lai v sn sng vay tin c s dng trc nhng hng ho cao cp phc v i sng. Ngc li, khi nn kinh t ri vo suy thoi, hn hn, bnh dch, mt makhin ngi tiu dng ch dm yu cu mc sng m vo c nhng nhu cu thit yu hng ngy v hn ch vic vay t ngn hng. - i tng cho vay tiu dng l c nhn v h gia nh. Cc thng tin v khch hng nh sc kho, cng vic c th c chnh xc khng cao do khch hng c tnh gi kn hoc che du. Kh nng tr n ca khch hng s thay i nhanh chng khi thay i iu kin lm vic hay tnh trng sc kho. Nu ngi vay b cht, m, hoc b mt vic th ngn hng s kh thu c n. Ngn hng c th phi i mt vi nhng trng hp khch hng c tnh la o, chy vi hy vng qut n, hoc ko di thi gian s dng vn ca ngn hng. Do v y, du ngn hng c nm gi ti sn m bo trong trng hp ny cng kh trnh khi tn tht xy ra. - Li sut cho vay tiu dng kh cng nhc. Ngn hng c th phi chu tn tht khi chi ph huy ng vn tng ln.
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1.2.3.3. Chi ph cho vay tiu dng cao . Chi ph cho vay tiu dng kh cao trong danh mc cho vay ca ngn hng. Do quy m mi mn vay thng nh, thi gian vay thng ngn, ri ro cao, cc thng tin v c nhn thng khng y v thiu chnh xc nn ngn hng phi mt nhiu chi ph v thi gian trong khu tip nhn h s, thm nh khch hng. Hn na, cc khon cho vay tiu dng thng c s lng ln, do ngn hng phi mt thm chi ph qun l cc khon vay, theo di va kim tra khch hng thng xuyn nhng iu ny khin cho vic thc hin mt khon cho vay tiu dng ca ngn hng i vi khch hng thng c chi ph ln. 1.2.3.4. Cho vay tiu dng c kh nng sinh li cao. Cho vay tiu dng l mt trong nhng khon mc tn dng mng li mc li nhun cao nht trong danh mc cho vay ca ngn hng. Cc khon cho vay tiu dng thng c nh gi rt cao v vic nh gi ny da trn c s chi ph cho vay tiu dng ln v mc ri ro cao. Khi ngi tiu dng n vay tin ca ngn hng, h thng quan tm ti vic c vay c tin hay khng. V sn sng chp nhn mc li sut cao c th vay c tin tho mn nhu cu tiu dng. C th ni, cho vay tiu dng em li cho ngn hng ngun thu nhp cao. y l mt th trng rng ln, nhiu tim nng, v s tip tc pht trin m nh trong tng lai. 1.2.4. Phn loi cho vay tiu dng. Cho vay tiu dng c phn loi da trn nhiu tiu thc khc nhau gip ta c ci nhn ton din v cho vay tiu dng trn nhiu gic . 1.2.4.1. Cn c vo phng thc hon tr. Theo tiu thc ny cho vay tiu dng c chia thnh 3 loi gm: cho vay tiu dng tr gp, cho vay tiu dng tr mt ln, cho vay tiu dng tun hon. *Cho vay tiu dng tr gp: l phng thc cho vay trong ngi i vay tr n gc cho ngn hng lm nhiu ln trong
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thi hn tn dng tho thun . Cho vay tr gp thng p dng i vi cc khon vay trung v di hn, ti tr cho ti sn c nh hoc hng lu bn. Ngn hng thng cho vay tr gp i vi ngi tiu dng thng qua hn mc nht nh. Ngn hng s thanh ton cho ngi bn l v s hng ho m khch hng mua tr gp. Cc ca hng bn l nhn ngay tin sau khi bn hng t pha ngn hng v lm i l thu tin cho ngn hng, hoc khch hng tr trc tip cho ngn hng. Ti sn c ti tr trong trng hp cho vay tiu dng tr gp thng l ti sn c thi hn s dng lu bn hoc c gi tr ln nh nh , t, cc phng tin vn ti khch hng s c hng li khi s dng nhng ti sn ny trong thi gi an di khi m cha c kh nng v ti chnh thanh ton. Thng thng th ngn hng yu cu ngi vay phi thanh ton trc mt phn gi tr ti sn cn mua sm. S tin ny c gi l s tin tr trc. phn cn li ngn hng s cho vay. S tin tr trc ny nhiu hay t ph thuc vo mc gim gi nhanh hay chm ca tng loi ti sn. Ti sn no c mc gim gi nhanh th s tin tr trc nhiu, ti sn no c mc gim gi chm th s tin tr trc t. Ngoi ra s tin tr trc nay cn ph thuc vo th trng tiu th ti sn sau khi s dng, mi trng kinh t, nng lc ti chnh ca ngi i vay...S tin tr trc ny c mt vai tr kh quan trng gip ngn hng hn ch ri ro . Trong trng hp ny cn ch s tin thanh ton nh k phi ph hp vi kh nng v thu nhp ca khch hng. * Cho vay tiu dng tr mt ln: theo phng thc ny, tin vay c khch hng thanh ton cho ngn hng ch mt ln khi n hn. Thng th cc khon vay trong trng hp ny c gi tr nh, thi hn ngn. Mc d n c gi tr khng ln nhng p ng nhu cu tin mt tc thi nh dng sa cha ti sn c nh, mua sm cc vt dng thit yu *Cho vay tiu dng tun hon: y la khon cho vay tiu dng m ngn hng cho php khch hng s dng th tn dng
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hoc pht hnh sc c php thu chi. Trong thi hn tn dng c tho thun trc, cn c vo nhu cu chi tiu v thu nhp kim c tng k, khch hng c ngn hng cho php thc hin vic vay v tr n nhiu k mt cch tun hon, theo hn mc tn dng. Li c tr mi k c th tnh theo cc cch sau: - Li c tnh da trn s d n trc khi c iu chnh, ngha l s d n c dng tnh li l s d n mi k c trc khi n c hch ton. - Li c tnh da trn s d n c iu chnh: theo , s d n c dng tnh li l s d n cui cng ca mi k sau khi khch hng thanh ton n cho ngn hng. - Li c tnh da trn c s d n bnh qun. 1.2.4.2. Cn c theo phng thc ti tr . Theo phng thc ny, cho vay tiu dng c chia thnh 2 loi l cho vay tiu dng trc tip v cho vay tiu dng gin tip. * Cho vay tiu dng gin tip. Cho vay tiu dng gin tip l hnh thc cho vay trong ngn hng mua cc khon n pht sinh ca cc doanh nghip bn chu hng ho hoc cung cp cc dch v cho ngi tiu dng. Hinhg thc ny ngn hng cho vay thng qua cc doanh nghip bn hng hoc lm cc dch v m khng trc tip tip xc vi khch hng. Ngn hng v cng ty bn l k hp ng mua bn n. Trong hp ng, ngn hng thng a ra cc iu kin v i tng khch hng c bn chu , s tin bn chu ti a, loi ti sn bn chu. Cng ty bn l v ngi tiu dng k kt hp ng mua bn chu hng ho. Thng th ngi tiu dng phi tr trc mt phn gi tr ti sn. Cho vay tiu dng gin tip c u im l to iu kin ngn hng thng mi d dng m rng v tng doanh s cho vay tiu dng. Cc ngn hng thng mi s tit kim c cc chi ph khi cho vay. y l c s m rng quan h v i khch hng v to iu kin thun li cho cc hot ng khc ca ngn hng.
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Tuy nhin, cho vay tiu dng gin tip cng bc l mt s hn ch nh l ngn hng khng tip xc trc tip vi khch hng trc khi cho vay m ch c bit thng tin qua cng t y bn l. Thiu s kim sot ca ngn hng khi cng ty bn l thc hin vic bn chu hng ho, c bit l trong vic la chn khch hng. Cc cng ty bn l khng c chuyn mn su thm nh khch hng mt cch chi tit, chnh xc dn n ri ro cho ngn hng. Mt khc cho vay tiu dng gin tip cng i hi s gim st cht ch ca ngn hng i vi cng ty bn l. V vy m nhng ngn hng khi cho vay tiu dng gin tip thng c c ch qun l cht ch i vi cng ty bn l. *Cho vay tiu dng trc tip. y l khon vay trong ngn hng trc tip tip xc v cho khch hng vay cng nh trc tip thu n t ngi vay. Ngi tiu dng tr trc mt phn s tin mua ti sn cho cng ty bn l. Ngn hng thanh ton s tin mua ti sn cn thiu cho cng ty bn l, cng ty bn l giao ti sn cho ngi tiu dng, ngi tiu dng thanh ton tin vay cho ngn hng. Cho vay tiu dng trc tip c nhng u im so vi cho vay tiu dng gin tip: - Cc khon cho vay thng c cht lng cao hn so vi vic cho vay thng qua doanh nghip bn l do ngn hng c th s dng trnh , nghip v, kinh nghim ca cn b tn dng. Cc cn b ngn hng khi cho vay thng ch ti cht lng khon vay, cn cc doanh nghip bn l khi cho vay thng ch ti doanh s bn hng, trnh phn tch thm nh tn dng cn thp. - Hnh thc cho vay tiu dng trc tip linh hot hn cho vay tiu dng gin tip. Khi cho vay tiu dng trc tip ngn hng c th d dng x l tt cc tnh hung pht sinh, lm tho mn quyn li ca c khch hng v ngn hng.
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1.2.4.3. Cn c vo mc ch khon vay. Theo mc ch s dng tin vay ca khch hng c th phn cho vay tiu dng thnh 2 loi l cho vay tiu dng c tr v cho vay tiu dng phi c tr. *Cho vay tiu dng c tr: l cc khon cho vay nhm ti tr cho nhu cu mua sm, xy dng, ci to nh ca khch hng l cc nhn hay h gia nh. *Cho vay tiu dng phi c tr: l cc khon cho vay nhm trang tri cc chi ph mua sm dng gia nh, xe c, chi ph hc hnh, gii tr, du hc,y t 1.2.5. Quy trnh cho vay tiu dng. * Khch hng lp v np h s vay vn n ngn hng. Khi c nhu cu vay vn, khch hng gi cho ngn hng b h s vay vn v chu trch nhim trc php lut v tnh chnh xc v hp php ca cc ti liu gi cho ngn hng. H s vay vn gm cc giy t sau: - Giy ngh vay vn. - Cc ti liu chng minh nng lc php lut, nng lc hnh vi dn s. C th, khch h ng vay tiu dng phi xut trnh chng minh th nhn dn v s ng k h khu thng tr. - T t khai tnh hnh ti chnh. - Bo co vay n v ngun thu tr n. * Ngn hng thm nh h s vay vn v ra quyt nh cho vay. Thm nh h s vay vn l qu trnh xem xt, phn tch cc thng tin, s liu thu thp trong h s ca khch hng. Mc ch ca thm nh trc khi cho vay l xc nh gii hn an ton ca quan h tn dng gia ngn hng v khch hng vay vn. Khi thm nh mt b h s vay tiu dng, cn b tn dng phi phn tch rt nhiu yu t lin quan n ngi i vay, nhng yu t m ngn hng c bit quan tm l c im ca ngi i vay v kh nng thanh ton ca h.
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Thng thng th nhng c im c bn ca ngi i vay c bc l qua mc ch ca vic vay tin. Cn b tn dng s phi hi xem khch hng s dng khon tin vay vo vic g. Liu mc ch vay c ph hp vi chnh sch cho vay ca ngn hng khng. C bng chng no cho thy khch hng s khng hon tr khon vay khng. c im ca ngi i vay v kh nng thanh ton ca h c th hin qua cc thng tin nh: - Mc ch ca vic vay tin: Mt khon vay ch c th c chp nhn khi mc ch vay tin ca khch hng ph hp vi chnh sch cho vay ca ngn hng. Th m vo , ngn hng ch ng cho vay khi nhn thy rng khch hng vay vn thc r rng v trch nhim phi hon tr y v ng hn cc khon n. Do vy, vic tip xc, gp g vi tng khch hng l rt cn thit bi v qua nhng cuc gp g nh v y h d dng pht hin ra nhng biu hin gian di hoc nhc im trong tnh cch cng nh s thnh tht ca ngi i vay. - Mc thu nhp: Mc thu nhp v s n nh trong thu nhp l nhng thng tin quan trng trong qu trnh nh gi kh nng tr n ca khch hng. Nhng khch hng c mc lng c bn v mc lng cn li sau khi np thu cao s c nh gi cao. Cn b tn dng cng ng thi tin hnh kim tra ngi ch c qua ni khch hng lm vic nh gi chnh xc ca thu nhp, di thi gian lm vic, ni c tr ghi trn n xin vay. - S d ti khon tin gi: Mt tiu thc gin tip v tng thu nhp v s n nh thu nhp ca khch hng l s d tin gi trung bnh hng ngy m khch hng duy tr trn ti khon c nhn ca h. Cn b tn dng c th kim tra cc con s ny thng qua cc ngn hng c lin quan. - S n nh v vic lm v ni c tr: Trong s nhng yu t chnh m mt cn b tn dng s quan tm l khong thi gian lm vic. Hu ht cc ngn hng khng mun cho vay nhng ngi mi lm vic ti ni c tr hin ti c mt vi
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thng, nht l cho vay nhng khon tin ln. Thi hn sng ti ni c tr hin ti thng c coi l quan trng v nu khong thi gian mt ngi sng ti mt ni cng lu th c th tin rng cuc sng ca ngi cng n nh. Cn nu mt ngi thng xuyn thay i ch th s l mt yu t bt li cho ngn hng khi quyt nh cho vay. - Hot ng o n: Cc cn b tn dng rt nhy cm vi nhng bng chng v vic quy m ca cc khon n tng so vi thu nhp hng thng ca khch hng. Cng nh i vi tnh trng s d ca ti khon th tn dng tng nhanh hay tnh trng sc pht hnh ra b gi tr li. Vic o n theo kiu vay tin ngi ny tr cho ngi kia u b hu ht cc ngn h ng phn i. y c coi nh mt tiu thc v kh nng qun l tin vay ca khch hng. Nhng khch hng m kh nng qun l ca ngn hng km s c th ri vo tnh trng c qu nhiu cc khon n v ngn hng c th gp nhiu rc ri. - m bo tin vay: L mt phng tin ch ngn hng c thm mt ngun vn khch thu hi n. Trong cho vay tiu dng, ngun thu n th nht ca ngn hng l thu nhp ca c nhn nh tin lng, cc khon thu nhp khc . Khi nh gi khch hng, nu thy ngun thu n th nht cha c c s chc chn th buc ngn hng phi thit lp thm c s php l c thm ngun thu n th hai. Ngun thu n th hai bao gm gi tr ti sn m bo hay bo lnh ca bn th ba. Trong trng hp khch hng khng c h s tn dng hoc c cht lng tn dng thp th ngn hng yu cu cn phi c ngi ng ra bao lnh v vic hon tr khon tin vay. Nu ngi i vay khng thanh ton cho khon n c bo lnh cho ngn hng th ngi ng ra bo lnh c trch nhim phi thanh ton. Tuy nhin, nhiu ngn hng ch xem vic c ngi bo lnh l mt m bo v mt tm l hn l mt ngun m bo thc s. Ngi i vay s thy c trch nhim hn trong vic hon tr khon vay v uy tn ca ngi bo lnh. Nhng cc nh qun l ngn hng thng do d khng mun thc hin nhiu
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khon cho vay c bo lnh v iu c th dn ti tn tht cho c ngi bo lnh m ti khon ti ngn hng. Nu khon vay c ti sn m bo (th chp, cm c) th ngn hng phi nh gi v cc iu kin v tinh h p php, s lng v xc nh gi tr ca ti sn m bo theo ng php lut. Cc giy t s hu ti sn m bo phi c xc nhn ca c quan cng chng Nh nc v thm nh k bit c mc tin cy ca cc giy t . Trn c s ny, ngn hng mi ra quyt nh cho vay c chnh xc. * Ngn hng xc nh cc ch tiu cho vay v k kt hp ng tn dng vi khch hng. Sau khi thm nh h s vay vn vay ra quyt nh cho vay ngn hng tin hnh xc nh cc ch tiu cho vay: - Thi hn cho vay: Cn c vo k lun chuyn vn ca i tng vay v kh nng tr n ca khch hng, thi hn cho vay tiu dng c th l vi thng hoc vi nm. - Li sut cho vay: Hu ht cc khon cho vay tiu dng c nh gi da vo li sut c bn cng vi mt mc li nhun cn bin v phn b ri ro.
Li sut khon cho vay ngi tiu dng phi tr Chi ph huy ng = vn cho vay ca ngn hng + Chi ph hot ng khch + Phn b ri ro tn dng + Phn b k hn vi cc khon cho vay di hn + li nhun cn bin.
- Mc cho vay: ngn hng xc nh mc cho vay da trn cc yu t sau: + Nhu cu vn ca khch hng. + Kh nng tr n ca khch hng. + T l cho vay ti a so vi gi tr ti sn m bo tin vay theo quy nh ca Chnh ph v hng dn ca ngn hng Nh Nc. Theo quy ch cho vay ca t chc tn dng i vi khch hng (quyt nh s 1627/2001/Q -NHNN) hin hanh
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ca Vit Nam quy nh: Mc cho vay ti a khng vt qu 70% gi tr ca ti sn th chp hay cm c. + Kh nng ngun vn ca ngn hng. + Gii hn tng d n cho vay ca ngn hng i vi mt khch hng. Quyt nh s 1627/2001/Q -NHNN Vit Nam quy nh tng d n cho vay ca ngn hng i vi mt khch hng khng vt qu 50% vn t c ca ngn hng thng mi. * M ti khon tin vay Sau khi duyt cho vay, ngn hng m cho khch hng vay mt ti khon cho vay hch ton tin vay v thu n (nu khch hng vay cha c ti khon cho vay). Cn c vo hp ng tn dng ngn hng pht tin vay cho khch hng vay theo cc cch sau: - Tin vay c chuyn tr trc tip cho n v cung cp hng ho dch v cho khch hng. - Trng hp khch hng dng ngun vn khc tr cho ngi cung cp hoc nu ngi cung cp khng c ti khon ti ngn hng th chuyn vo ti khon tin gi ca khch hng. - Pht bng tin mt. * Thu n. Vic thu n c tin hnh theo k hn n ghi trong hp ng tn dng. Khch hng c th tr n trc hn v phi ch ng tr n cho ngn hng khi n hn. Khch hng khng tr c n khi n hn ngn hng c th x l theo bn trng hp sau: Th nht, do nguyn nhn khch quan, khch hng c vn bn gii trnh xin gia hn, ngn hng c th xt cho gia hn. Theo quy nh trong quy ch cho vay ca t chc tn dng i vi khch hng c ban hnh theo quyt nh s 1627/2001/Q-NHNN Vit Nam th thi hn gia hn n i vi cho vay ngn hn ti a l 12 thng, i vi cho vay trung v di hn ti a bng thi hn cho vay tho thun trong hp ng tn dng.
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Th hai, do nguyn nhn ch quan, ngn hng s chuyn sang n qu hn v pht theo mc li sut n qu hn. Theo quy nh hin hnh ca NHNN Vit Nam th li sut n qu hn bng 150% li sut trn cng loi cho vay. Th ba, nu khng c cc tho thun trn th ngn hng c quyn pht mi ti sn th chp, cm c thu n. Nu ba trng hp trn hai bn khng tho thun gii quyt c, ngn hng s khi kin khch hng vi phm hp ng tn dng. *Li tin vay. Vic tnh li tin vay v thu li c tin hnh hng thng. Nu khch hng vay cha tr c li khi n hn th ngn hng tnh v hch ton vo ti khon ngoi bng thu dn, khng nhp li vo n gc. Trng h khch hng vay c kh khn v ti chnh do nguyn nhn khch quan th ngn hng c th xem xt gim hoc min li i vi khch hng vay. Vic gim hoc min li cho khch hng vay tu thuc vo kh nng ti chnh ca tng ngn hng cho vay. 1.2.6. Cc ngun ti tr cho vay tiu dng. Cho vay tiu dng l mt ang l mt th trng rt tim nng. C nhiu t chc kinh t ti tr cho ngi tiu dng nh: cc ngn hng thng mi, cc cng ty ti chnh, cng ty bo him, ngn hng tit kim bu in, hp tc x, cc doanh nghip sn xut-kinh doanhTrong ngn hng thng mi c vai tr kh quan trng trong ti tr tiu dng. Cc hnh thc cho vay tiu dng ca ngn hng thng mi cng kh a dng: cho vay mua xe t, mua nh, du hc, dng, thit b gia nh cc nc pht trin, cho vay tiu dng l mt loi hnh ti sn kh ph bin, c kh nng sinh li cao cho ngn hng . Ngun thc hin ti tr cho vay tiu dng bao gm ngun vn huy ng v ngun t c. + Ngun vn huy ng: Ngn hng c th ti tr cho vay tiu dng thng qua vic huy ng tin gi ca doanh nghip, c nhn v h gia nh, cc t chc tn dng hoc c th i
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vay ngn hng Nh Nc, cc t chc tn dng khc , vay thng qua th trng vn bng cch pht hnh cc giy t c gi (k phiu, tri phiu, tn phiu) + Ngun vn t c: tu theo tnh cht ca mi ngn hng m ngun gc hnh thnh vn ban u khc nhau. Nu l ngn hng thuc s hu Nh nc, ngn sch nh nc cp . Nu l ngn hng c phn ,cc c ng ng gp thng qua mua c phn hoc c phiu. Ngn hng lin doanh do cc bn lin doanh gp, ngn hng t nhn l vn thuc s hu ca t nhn. Ngun vn t c ny c th b sung trong qu trnh hot ng. Trong qu trnh hot ng ngn hng c th tng vn t c bng nhiu cch khc nhau: - Ngun t li nhun: Trong iu kin thu nhp rng ln h khng, ch ngn hng c xu hng gia tng vn t c bng cch chuyn mt phn thu nhp rng thnh vn u t. T l tch lu tu thuc vo vn nhc ca ch ngn hng v tch lu v tiu dng. Nhng ngn hng lu nm, thu nhp rng ln, ngun vn tch lu t li nhun s cao so vi vn ca ch hnh thnh ban u. - Ngun vn b sung t pht hnh thm c phn, gp thm, cp thm m rng qui m hot ng, hoc i mi trang thit b,hoc p ng yu cu gia tng vn t c do Ngn hng Nh Nc qui nh c im ca hnh thc huy ng ny l khng thng xuyn, song gip cho ngn hng c c lng vn t c ln vo lc cn thit. Ngoi ra ngun vn t c ca ngn h ng cn bao gm; - Cc qu: Ngn hng c nhiu qu. Mi qu c mc ch ring. Trc tin l qu d phng tn tht.Qu ny c trch lp hng nm v c tch lu li nhm b p nhng tn tht xy ra. Qu bo ton vn nhm b p hao mn vn di tc ng ca lm pht. Qu thng d l phn nh gi li ti sn ca ngn hng v chnh lch gia th gi v mnh gi c phiu khi pht hnh c phiu mi. Tu theo qui nh c th ca tng nc, cc ngn hng cn c th c qu phc li, qu khen
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thng,qu gim cCc qu ca ngn hng thuc s hu ca ch ngn hng. Tuy nhin mt s qu khng th s dng lu di. - Ngun vay n c th chuyn i thnh c phn : Cc khon vay trung v di hn ca ngn hng thng mi m c kh nng chuyn i thnh vn c phn c th coi l mt b phn ca vn t c do ngun ny c mt s c im nh s dng lu di, c th u t vo nh ca, t ai v c th khng phi hon tr khi n hn.
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Chng 2. THC TRNG HOT NG CHO VAY TIU DNG TI NGN HNG THNG MI C PHN CC DOANH NGHIP NGOI QUC DOANH (VPB) CHI NHNH THANH XUN.
2.1. Tng quan v VPBank. 2.1.1. Lch s hnh thnh v pht trin. Ngn hng thng mi c phn cc Doanh nghip ngoi Quc doanh (VPBank) c thnh lp ngy 12/8/1993 theo giy php thnh lp s 0042/GP-NH ca Thng c Ngn hng Nh nc Vit Nam cp ngy 12 thng 8 nm 1993 vi thi gian hot ng 99 nm. Ngn hng bt u hot ng t ngy 04 thng 09 nm 1993 theo giy php thnh lp s 1535/Q -UB ngy 04 thng 09 nm 1993. Cc chc nng hot ng ch yu ca VPBank bao gm: - Huy ng vn ngn hn, trung hn, di hn, t cc t chc kinh t v dn c. - Cho vay vn ngn hn, trung hn v di hn i vi cc t chc kinh t v dn c t kh nng ngun vn ca ng n hng. - Kinh doanh ngoi hi. - Dch v Thanh ton quc t. - Chit khu thng phiu, tri phiu v cc chng t c gi khc. - Cung cp cc dch v chuyn tin trong nc v quc t. - Cung cp cc dch v giao dch gia cc khch hng v cc dch v ngn hng khc theo quy nh ca NHNN Vit Nam. Vn iu l ban u ca VPBank khi mi thnh lp l 20 t VND. Sau , trong qu trnh hot ng v pht trin VPBank tip tc tng vn iu l ln 70 t VND theo quyt nh s 193/Q-NH5 ngy 12/9/1994 v tip tc tng ln 174,9 t VND theo Q s 53/Q-NH5 vo ngy 18/3/1996 ca NHNN. n cui nm 2004, VPBank nhn c quyt nh s 689/NHNN-HAN7 ca ngn hng Nh nc chp thun cho
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VPBank c nng vn iu l ln 198,4 t ng. Trong qu I nm 2005, theo cng vn chp thun s 134/NHNN -HAN7 ngy 25/02/2005, NHNN chp thun cho VPBank nng vn iu l ln 143,7 t ng. Ngy 31/3/2006, VPBank t chc i hi c ng 2005 thng qua k hoach tng vn iu l ca VPBank ln 500 t VND trc ngy 30/4/2006, theo , vn iu l ca VPBank s tng v s tip tc tng vn iu l. n thng 6?2007 VPBank c mc vn iu l l 750 T VND, tng ti sn hn 12 ngn t ng. Hin nay VPBank c mc vn iu l l 1500 t VND, v d kin n nm 2010 s tng vn iu l ln 3000 t VND. Tnh n thng 7 nm 2005, h thng VPBank c tng cng 30 im giao dch gm c: Hi s chnh ti H Ni, 10 chi nhnh cp I ti cc tnh, thnh ph ca t n c l H Ni, thnh ph H Ch Minh, Hi Phng, Hu, Nng, Cn Th, Qung Ninh, Vnh Phc v Bc Giang, 15 chi nhnh cp 2 v 4 phng giao dch. Ngy 17/2/2006 VPBank chnh thc khai trng hi s thuc s hu ca chnh Ngn hng ti s 8 L Thi T, H Ni. VPBank Thanh Xun l chi nhnh cp II ca NHTMCP VPBank c NHNN cho php thnh lp trong nm 2005, chi nhnh cp I l VPBank Thng Long. Trong qu trnh hot ng v pht trin, VPBank tip tc kin tr ng li ci t ton din t ra, n ht qun thc hin chin lc ngn hng bn l, phn u mc tng trng v mi mt nm sau cao hn nm trc. Mt trong nhng gii php quan trng l phi nng cao c sc cnh tranh ca Ngn hng ng thi phn u ht sc mnh phc v khch hng tt hn, gp phn vo s nghip pht trin kinh t x hi ca t nc . 2.1.2. C cu t chc.
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S 2.1. C cu t chc ca VPBank.

I HI C NG
Ban kim sot
Hi ng qun tr
Hi ng ALCO
Ban TG
Hi ng TD
HI S
Cc chi nhnh cp I
Cc phng ban
Cc chi nhnh cp II
Phng giao dch
Trong : i hi c ng ging nh mt cng ty c phn, i hi c ng bao gm tt c cc c ng biu quyt, l c quan c quyt nh cao nht trong ngn hng. i hi c ng c quyn v nhim v sau: quyt nh loi c phn v tng s c phn, bu min nhim, bi nhim thnh vin hi ng qun tr, thnh vin ban kim sot xem xt v x l vi ca Hi ng qun tr v ban kim sot gy thit hi cho ngn hng v c ng ca ngn hng, quyt nh t chc li v gii th ngn hng, quyt nh sa i b sung iu l ngn hng, tr trng hp iu chnh vn do bn thm c phn mi trong phm vi s lng c phn
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c quyn cho bn ti iu l ngn hng, thng qua bo co ti chnh hng nm, thng qua nh hng pht trin ca ngn hng. Hi ng qun tr l c qun l ngn hng, c quyn nhn danh ngn hng quyt nh mi vn lin quan n mc ch, quyn li ca ngn hng, tr nhng vn thuc thm quyn ca i hi c ng. Hi ng tn dng v ban tn dng u c nhim v xem xt, ph duyt cc quyt nh cp tn dng vi cc hn mc tn dng. Ban kim sot c nhim v kim tra tnh hp l, hp php trong qun l, iu hnh hot ng kinh doanh, trong ghi chp s sch k ton v bo co ti chnh , thm nh cc bo co ti chnh hng nm ca ngn hng, bo co vi hi ng qun tr v kt qu hot ng, tham kho k kin ca hi ng qun tr trc khi trnh cc bo co, quyt nh v kin ngh ln i hi c ng. C cu phng ban trong mi chi nhnh cp I bao gm: Phng kim tra kim ton ni b : Chc nng kim tra ch yu ca phng ny l kim tra, kim ton ni b cc chng t, h s cc nghip v pht sinh kin ngh kp thi cc bin php khc phc nhng tn ti thiu st trong hot ng kinh doanh bo m an ton hiu qu. Phng phc v khch hng doanh nghip (A/O doanh nghip): Thc hin chc nng nghin cu th trng, tm hiu khch hng, xut chnh sch tip th sn phm cho ph hp vi tng i tng khch hng, hng dn khch hng, thu thp thng tin v t chc theo di s chuyn bin ngnh ngh ca khch hng ng thi c chc nng kim tra gim st tnh hnh hot ng sn xut kinh doanh ca khch hng. Phng phc v khch hng c nhn (A/O c nhn) : C cc chc nng nhim v sau: Hng dn trin khai, thc hin cc sn phm dch v c nhn thng nh t trong ton chi nhnh, lp k hoch cho vay, thu n tn dng c nhn ca ton chi
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nhnh, thc hin nhim v phn tch mn vay, cho vay v kim tra tn dng c nhn ca chi nhnh cp di v phng giao dch trc thuc, ch o n c vic thu hi n, x l n qu hn i vi cc khon vay c nhn trong ton chi nhnh, xut u chnh quy nh v hp ng tn dng cho ph hp vi thc t trn a bn chi nhnh hot ng. Phng thm nh ti sn m bo thc hin vic thm nh v nh gi cc ti sn cm c, th chp kim tra tnh hp l, hp php ca ti sn cm c th chp. Xy dng v hon thin h thng chun mc trong vic nh gi ti sn cm c th chp cho ph hp vi tnh hnh thc t v m bo an ton cho ngn hng, lp cc hp ng th chp cm c bo m n vay v thc hin cng chng, nh k nh gi li ti sn cm c th chp, thng xuyn c k hoch kim tra cc ti sn cm c th chp v c trch nhim xut cc bin php x l kp thi cc vn pht sinh bo m an ton tn d ng. Phng giao dch kho qu: thc hin cc nghip v giao dch vi khch hng nh cho n, gii thiu, t vn, tip nhn tin gi ca khch hng, tin huy ng vn ca ngn hng, thu i ngoi t, thc hin cc nghip v lin quan n gii ngn, thu vn, thu li, hch ton chuyn n qu hn, qun l cc loi ti khon dng trong giao dch khch hng. Phng thu hi n: lp k hoch v thc hin thu hi n qu hn c duyt, lin h vi cc c quan, to n, vin kim sot, phng thi hnh n, cng an, l ut s trong vic x l, gii quyt cc vn thu hi n ca chi nhnh. Tip nhn v qun l cc h s vay, bo lnh c vn hoc cc khon n qu hn do phng A/O c nhn v A/O doanh nghip chuyn ln, thm nh, xut cc kin v cc vn php l lin quan n vic x l v thu hi n qu hn cho chi nhnh. Phng k ton ngn qu: t chc hch ton theo di cc qu, vn tp trung trong ngn hng, thc hin hch ton cc nghip v huy ng vn, cho vay v cc nghip v kinh doanh khc.
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Phng thanh ton quc t v kiu hi : thc hin cc nghip v chuyn mn v bo lnh, thanh ton quc t nh tn dng, nh thu, bo lnh ngn hng, chuyn tin in, thanh ton scnh k phn tch, tng hp tnh hnh thc hin thanh ton quc t v kiu hi trong ton chi nhnh. Phng tng hp v qun l chi nhnh : c trch nhim phi hp vi cc phng ban ca ngn hng thc hin cng tc t chc, qun l v pht trin ngun nhn lc, cng tc vn th, hnh chnh, l tn, m bo phng tin di chuyn, vn chuyn tin an ton. Cc t chc on th: Cc chi nhnh ln tp lp cc chi b ring, cc chi b hot ng c lp theo ng b a phng. Khng c ng b ca ton VPBank. Ti H Ni chi b do tng gim c lm B th chi b. Hng nm khuyn khch kt n p thm ng vin mi. Ti Hi s v mi chi nhnh u c t chc Cng on. Cng on Hi s k kt tho c lao ng tp th vi i din ngi s dng lao ng. Cng on hot ng bng kinh ph c gi li, kinh ph h tr thm t ngn hng v ngun khc (c tc, hoa hng bo him). Cc chi nhnh u c on thanh nin. on thanh nin t chc cc hot ng vn ho th thao, thc hin cc hot ng khc do VPBank v t chc on pht ng. VPBank chi nhnh Thanh Xun l mt chi nhnh cp II ca NHTMCP VPBank c. C cu t chc ca VPBank Thanh Xun gm c mt gim c, phng tn dng v phng giao dch kho qu. Phng tn dng gm c 7 cn b nhn vin trong c 1 trng phng tn dng v 7 nhn vin tn dng thc hin nghip v tn dng i vi khch hng l c nhn v doanh nghip. Phng giao dch gm c 8 cn b nhn vin trong c 1 trng phng giao dch, 6 giao dch vin v 1 th qu thc hin cc nghip v nh, cho n khch hng, gii thiu, t vn, nhn tin gi, huy ng vn, thu vn , thu li, hch ton chuyn n qu hn,qun l cc loi ti khon trong giao dch khch hng.
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2.1.3. Mi trng hot ng kinh doanh. 2.1.3.1. Mi trng kinh t. Trc khi i mi, nn kinh t nc ta b chi phi mnh bi chnh sch kinh t ca Nh nc, v vy gy ra rt nhiu kh khn cho cc t chc kinh t trong nc. Sau khi i mi, t nc ta i theo nn kinh t th trng c s iu tit ca nh nc thng qua cc chnh sch kinh t v m, s can thip ca Nh nc vo nn kinh t mc va phi, v vn c nhng yu t th trng to iu kin thun li pht trin nn kinh t, to ra s cnh tranh gia cc t chc kinh t trong nc. u nm 2007, Vit Nam chnh thc gia nhp t chc thng mi th gii (WTO), ngoi s cnh tranh g ia cc t chc kinh t trong nc cn s cnh tranh vi cc t chc kinh t nc ngoi, trong lnh vc ti chnh l lnh vc c s cnh tranh mnh m nht. V vy cc t chc kinh t ni chung, ngn hng VPBank ni ring cn phi gia tng sc cnh tran h ca mnh bng vic nng cao hiu qu trong hot ng, i mi cng ngh lc hu.. v pha Nh nc cn phi to ra mt mi trng kinh t lnh mnh, to iu kin thun li cc t chc kinh t pht trin. 2.1.3.2. Mi trng php l. y l c s php l cho hot ng hp php cho cc thnh phn kinh t. N chnh l h thng php lut chi phi hot ng ca cc thnh phn kinh t. Mi trng php l Vit Nam cn yu, hnh lang php l thiu r rng, thc chp hnh php lut cn km. Yu cu c t ra l phi c s thng nht v ph hp gia cc b lut, cc vn bn php quy to ln s cht ch c hiu lc ca php lut. Nu h thng php lut khng ng b s to nn k h k xu c th li dng khai thc hay to nn cc mu thun,lm mt i tnh hiu lc ca php lut hoc gy ln kh khn trong qu trnh x l vi phm php lut pht sinh. Ngn hng l lnh vc phc tp, nhy cm, lin quan n hu ht cc vn bn php lut, ngn hng phi nm c quy
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nh trong rt nhiu cc lnh vc, phi quan tm n nhiu vn m vn quan trng hng u i vi ngn hng l h s php l. 2.1.3.3. Mi trng t nhin. C th ni rng yu t t nhin ngy cng c nh hng nhiu n hot ng ngn hng nht l cc ngn hng hot ng trong lnh vc nng lm ng nghip, xut khu nc ta nhng nm gn y thng xy ra hng lot cc cn bo l lt ln min Trung, vng ng bng sng Cu Long, dch bnh xy ra nhiu ni trn c nc gy thit hi rt ln n i sng ca b con nng dn, ma mng b ph hu v Nh nc phi thc hin cc bin php khoanh n, xo n hng ngn t ng, ng thi y nhanh tin gii ngn nhm khc phc hu qu thin tai v khi phc, pht trin cc hot ng ca ngn hng. 2.1.4. kt qu hot ng kinh doanh nhng nm gn y ca VPBank Thanh Xun. Bng 2.1. Kt qu hot ng kinh doanh ca VPBank Thanh Xun t nm 2005 n 2007. Ch tiu Tng thu nhp thun Trong : Thu nhp li thun Thu nhp thun t ph v hoa hng DV Thu li thun t kinh doanh ngoi t Thu nhp t cc hot ng khc Chi ph hot ng Li nhun trc thu v DPRR 2005 4,328.9 3,742.2 526.29 -12.6 72.96 1,342.1 2986.8 2006 6,523.56 5,844.24 595.65 -12.71 96.38 1,429.44 5,094.12 2007 9,110.18 8,336.36 688.09 -16.24 101.97 1,904.95 7,205.23
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Li nhun trc thu v d phng ca VPBank Thanh Xun nm 2007 tng 46,94% so vi nm 2006 v tng 141,24% so vi nm 2005. Biu 2.1. Tng trng li nhun trc thu v d phng ri ro
Triu VND 8000 7000 6000 5000 4000 3000 2000 1000 0 2005 2006 2007 Nm 2986.8 5,094.12 7,205.23
t c nhng kt qu trn l nh vo rt nhiu yu t nh s c gng n lc ca ton th cn b nhn vin chi nhnh, cng vi vic p dng cng ngh thng tin mi vo qu trnh hot ng VPBank Thanh Xun a ra c quy trnh tn dng cht ch,gn trch nhim ca mi cn b tn dng vi cht lng tn dng ca ngn hng, ng thi c nhiu c gng trong vic thu hi n v x l n qu hn bng nhng bin php khc nhau nn t l n qu hn gim xung. iu chng t ri ro tn dng c gim thiu , cht lng tn dng ngy cng c nng cao. Chi nhnh c i ng cn b nhn vin c trnh nghip v cao, tr trung, nng ng, nhit tnh vi tc phong lm vic chuyn nghip to c nim tin khch hng, gip duy tr mi quan h khch hng lu di.
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2.2. Thc trng hot ng cho vay tiu dng ti VPBank. 2.2.1. iu kin cho vay tiu dng ti VPBank. - Khch hng c h khu thng tr hoc tr s chnh ti nhng a bn m VPBank t tr s hoc chi nhnh. Ngoi ra, ngn hng cng m rng i tng ti nhng khch hng c h khu thng tr nhng vung ln cn. - Khch hng c y nng lc php lut v nng lc hnh vu dn s. - Khch hng c bn gii trnh mc ch vay r rng v c ngun tr n chc chn, c mt phn vn t c tham gia vo phng n xin vay. - Khch hng phi c ti sn bo m theo quy nh hoc c bn th ba bo lnh bng ti sn. Ti sn m bo c th l: Bt ng sn, chng t c gi hoc ti sn c hnh thnh t vn vay. - Khch hng phi c kh nng tr n gc v li theo ng thi hn cam kt trong hp ng tn dng. - Chp hnh cc quy nh v tn dng ca Nh nc, th l cho vay v cc quy nh lin quan ca VPBank. 2.2.2.Mc cho vay. * i vi khch hng vay tin mua nh - xy dng - sa cha nh. - Trng hp m bo bng ti sn nh ca, cn h: mc cho vay ti a bng 70% gi tr ti sn bo m. - Trng hp m bo bng nn nh theo t c quy hoch: mc ti a bng 60% gi tr ti sn bo m. - Trng hp m bo bng chng t c gi nh s tit kim ca VPBank, ca cc ngn hng quc doanh, k phiu, tri
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phiu ca kho bc nh nc hoc ca cc ngn hng quc doanh: mc cho vay ti a bng 95% gi tr ca cc chng t c gi trn. - Cc trng hp khc do VPBank quyt nh nu xt thy khon vay an ton. * i vi khch hng vay tin mua t. - Trng hp bo m bng ti sn hnh thnh t vn vay th mc cho vay ti a l 70% gi tr xe. - Trng hp bo m bng ti sn hp php khc mc cho vay ti a l 90% gi mua xe v t l tin vay tnh t rn gi tr ti sn bo m thc hin theo quy nh sau: + i vi bt ng sn: t l tin vay ti a l 55% gi tr ti sn bo m do VPBank nh gi . + i vi chng t c gi do Chnh ph hoc cc TCTD quc doanh pht hnh: t l tin vay ti a l 90% gi tr ti sn bo m. + i vi th tit kim hoc tin gi do chnh VPBank pht hnh: khng quy nh mc ti a. + i vi c phiu, th tit kim do cc NHTM c phn pht hnh hoc cc trng hp c bit khc do ban tn dng/Hi ng tn dng quyt nh. 2.2.3. Thi hn cho vay. Thi hn cho vay c xc nh cn c vo mc ch vay vn, ti sn m bo, ngun v k hoch tr n ca khch hng v c quy nh nh sau: * i vi khch hng mua nh-xy dng-sa cha nh. - vay tr gp mua nh: ti a 10 nm.
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- vay tr gp mua nn nh theo t c quy hoch xy dng nh mi, mua cn h , hoc xy dng, sa cha, nng cp nh: ti a 5 nm. * i vi khch hng vay tin mua t. - i vi trng hp khch hng dng chic xe hnh thnh t vn vay lm ti sn bo m th thi hn ti a khng qu 4 nm. Trng hp xe t mua s dng vo mc ch kinh doanh vn ti, taxi, cho thu, ch khch, hoc xe qua s dng th thi hn cho vay ti a khng qu 3 nm. - i vi trng hp khch hng vay s dng ti sn khc khng phi l chic xe hnh thnh t vn vay lm ti sn bo m th thi hn ti a l 6 nm i vi xe mi 100% v 5 nm i vi xe qua s dng. 2.2.4. Li sut cho vay v phng thc tnh li. - Li sut cho vay: p dng theo khung li sut cho vay do VPBank quy nh trong tng thi k, tu theo thi hn cho vay: + Li sut c nh ( nu thi hn cho vay khng qu 12 thng) + Li sut th ni ( nu thi hn cho vay qu 12 thng). Ban tn dng/ Hi ng tn dng quyt nh c th i vi tng mn vay. - Phng thc tnh li: tin li vay tr gp c tr hng thng v tnh theo d n thc t. 2.2.5. Phng thc hon tr. Mc tr n ca khch hng c tnh theo 2 cch sau: * Theo d n thc t.
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- N gc tr tng k: khch hng c th tr n theo tng thng, tng qu, hoc theo thi gian nht nh tu thuc vo ngun thu ca mnh. - N li phi tr: Khch hng c ngha v tr li hng thng cho ngn hng. Khon n li hng thng c tnh nh sau: N li = D n cn li x Li sut vay x S ngy tnh li / 30 * Theo s n ban u. Mc tr hng thng ( bao gm c gc v li ) c tnh nh sau: [N gc + ( N gc x Li sut x Thi hn vay] / Thi hn vay 2.2.6. H s vay vn. H s vay vn vi hnh thc vay tr gp phc v tiu dng gm: - Giy ngh vay vn v phng n tr n ( theo mu ca VPBank) - Giy CMND, s h khu ca ngi vay v ca v (chng)_ ngi vay. - H s s hu ti sn bo m. - Cc vn bn lin quan n mc ch vay nh : hp ng mua nh, giy php xy dng, hp ng mua bn xe - Cc vn bn chng minh ngun tr n. 2.2.7. Quy trnh cho vay tiu dng ti VPBank Thanh Xun . Nghip v cho vay tiu dng ti VPBank do phng phc khch hng c nhn ( A/O c nhn) thc hin. Khch hng l nhng c nhn c nhu cu vay vn Ngn hng phc v tiu
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dng nh: mua , sa cha nh; mua t; dng trong gia nh; du hc Quy trnh cho vay tiu dng ti VPBank gm 8 bc sau: S 2.2. quy trnh cho vay tiu dng ti VPBank
1. Ngn hng qung co trn cc phng tin thng tin i chng
2. Khch hng n ngn hng xin vay vn. NV A/O CN lm vic vi KH, hng dn th tc v nhn h s t KH.
3. Thm nh h s. - NV A/O CN chuyn h s ti sn bo m sang phong thm nh TSB. - NV A/O CN t tin hnh thm nh chung v khch hng.
Phng thm nh TSB thc hin nh gi TSB v lp t trnh
4. NV A/O CN tp hp h s trnh Ban TD/ Hi ng tn dng. - T trnh thm nh TSB - T trnh ca NV A/O CN - H s khch hng cung cp.
5. Hon thin h s TD. - Phng thm nh TSB lp hp ng bo m tin vay v lm th tc cng chng, nhn bn giao ti sn (nu c). - NV A/O CN nhp kho h s TSB, lp HTD, kh c trnh lnh o k.
6. NV A/O CN chuyn HT v k c vay n b phn Giao dch gii ngn.
7. Kin tra v x l n vay. - NV A/O CN chu trch nhim kim tra mc ch s dng vn, tnh hnh ti chnh v hot ng ca KH, theo di thu gc, li - P. thm nh TSB kim tra v TSB. - Kim tra li vic thu li ( s tin, thi hn) giao cho P.KTKT ni b.
8. Tt ton hp ng tn dng.
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* Qung co tip th. Ngn hng thc hin vic qung cao tip th cc sn phm dch v cho vay tiu dng trn cc phng tin thng tin i chng , cc bin qung cao hoc cc t gii thiu th tc v iu kin cho vay . Ngn hng c th gi t ri ti cc khu quy hoch th hoc cc ni c tim nng s dng sn phm dch v cho vay tiu dng. * Khch hng xut nhu cu vay. + Nhn vin A/O CN tip xc khch hng: - Khi khch hng mi n VPBank, nhn vin A/O CN c nhim v tip xc, gii thiu sn phm dch v ca VPBank cho khch hng v tm hiu cc thng tin lin quan, gm: Thng tin v t cch php l ca ngi vay ( H tn, s in thoi , s CMTND hoc h chiu, giy t tu thn khc) v ca nhng ngi c lin quan. Cc thng tin v lai lch khch hng. Trnh hc vn, ngh nghip chnh, qu trnh cng tc, hot ng, quan h gia nh Thng tin v nhu cu v iu kin vay ca khch hng.: Ni dung phng n vay vn, s tin - thi hn- li sut vay, d kin phng n bo m tn dng ( th chp, cm c, bo lnh). - Nhn vin A/O CN cn i chiu nhanh vi nhng quy nh hin hnh ca VPBank v NHNN c th nh gi xem cc iu kin c ph hp hay khng. - Nhn vin A/O CN thng bo cho khch hng v cc iu kin v th tc vay vn. - Hng d khch hng lm th tc, giy t cn thit. Nu khch hng cha c kinh nghim trong vic lp phng n vay vn cng nh cch thc lp cc mu biu khc theo yu cu ca ngan hng th nhn vin A/O CN c th hng dn c th gip khch hng sm lp v cung cp h s , ti liu cn thit.
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Cn lu ch hng dn khch hng ch khng c lm h s thay khch hng, c bit nghim cm vic t vn hoc phi hp vi khch hng ngu to s liu nhm c iu kin vay vn. + Tip nhn h s vay vn t khch hng. H s khch hng cn cung cp cho Ngn hng bao gm: - Bn sao CMTND, h khu. - Phiu thu thp thng tin v ngi qun l doanh nghip / khch hng ( theo mu ca VPBank). - Phng n vay vn phc v i sng. - Cc ta liu lin quan n mc ch s dng vn ( hp ng mua bn, giy t cc, phiu thanh ton) NV A/O CN cn kim tra b h s vay vn, nu nhn thy b h s cha y v s lng, tnh hp l hoc khng ng yu cu ca Ngn hng v ni dung th phi yu cu khch hng b sung, chnh sa. * Thm nh h s vay tiu dng. NV A/O CN phi nghin cu k h s vay vn , tham kho cc thng tin t cc phng tin thng tin i chng, h thng tin t ng nghip v cc ngun khc bo m kt qu thm nh c tin cy cao. + Thm nh v t cch v lai lch khch hng. - Lch s xut thn, hon cnh, qu trnh hot ng, cng tc ca ngi vay. - Nhn xt v sc kho, kh nng lm vic, quan h gia cc thnh vin gia nh ngi vay. - nh gi v t cch ca bn thn ngi vay trn phng din nh: Trnh hc vn , chuyn mn, kh nng qun l, quan im c nhn v mt s lnh vc chnh, kin thc, kinh nghim trong lnh vc c lin quan n vic s dng tin vay.
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Hiu bit php lut , thc chp hnh php lut, nhn thc v trch nhim ca ngi vay, tinh thn hp tc vi NV A/O CN hon thin th tc vay vn. Kinh nghim tri qua trn thng trng, nhng thnh cng, tht bi. - nh gi v uy tn, d lun ti ni cng tc v ni c tr. - Cc thng tin khc lin quan ns bn vay. + Thm nh v mc ch s dng tin vay, tnh kh thi ca phng n vay vn v kh nng tr n ca khch hng: - Mc ch vay tin phi hp php, ngn hng c th gim st c mc ch s dng vn. - Phng n s dng vn phi c tnh kh thi, c hiu qu kinh t hoc hiu qu v mt i sng. Khch hng gii trnh c cc ngun thu nhp bo m tr n. +Thm nh v ti sn bo m: - Cc trng hp NV A/O CN trc tip nh gi TSB NV A/O CN s l ngi trc tip tin hnh nh gi TSB trong trng hp TSB l cc chng t c gi, NV A/O CN nh gi cn c vo mnh gi hoc gi tr hin ti ca chng t c gi do Chnh ph hoc ngn hng quc doanh hoc l chnh chic xe t hnh thnh t vn vay. Nu TSB l chng t c gi, NV A/O CN nh gi cn c vo mnh gi hoc gi tr hin ti ca chng t c gi. Nu TSB l xe t hnh thnh t vn vay, vic nh gi TSB c cn c vo: Hp ng mua bn xe. Gi c ca loi xe c qung co trn cc phng tin thng tin i chng.
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Gi mua bn xe cng loi ca cc khch hng trc . Trc tip xc minh ti hng xe. - Trng hp TSB thuc loi khc ( K c nh t hoc ti sn khc hnh thnh t vn vay) th NV A/O CN chuyn h s TSB n phng thm nh TSB tin hnh thm nh. * Tp hp h s trnh ban tn dng/ Hi ng tn dng. Phng A/O CN tp hp h s trnh Tng gim c hoc Ban tn dng/ Hi ng tn dng quyt nh theo phm vi thm quyn do HQT quy nh. H s bao gm: - T trnh thm nh khch hng do NV A/O CN lp. - T trnh nh gi TSB do phng thm nh TSB lp. - H s vay ca khch hng cung cp. * Hon thin h s tn dng. - Phng thm nh TSB lp hp ng th chp, cm c, bo lnh v thc hin cng chng hp ng. - Phng A/O CN nim phong b h s TSB, bn giao vo kho qu ngn hng. - Phng A/O CN lp v trnh , k h s tn dng ( Hp ng tn dng, kh c vay tin) * Thc hin quyt nh cp tn dng. Nhn vin A/O CN chuyn hp ng tn dng v kh c vay n b phn Giao dch gii ngn. * Kim tr v x l n vay. - NV A/O chu trch nhim kim tr mc ch s dng vn, tnh hnh ti chnh v hot ng ca khch hng, theo di thu gc v li - Phng thm nh TSB kim tra v TSB. - Kim tra li vic thu li ( s tin, thi hn) giao cho phng k ton kim ton ni b. * Thanh l hp ng tn dng.
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2.2.8. Nhng mt thun li v kh khn i vi hot ng cho vay tiu dng ti VPBank Thanh Xun. Trong thi gian qua, cc ngn hng thng mi cnh tranh quyt lit trong lnh vc cho vay tiu dng. Tuy nhin, vi sng sut ca Ban gim c, cng vi s nng n g, sng to v c gng ca cc cn b nhn vin a quy m cho vay tiu dng ca VPBank Thanh Xun tng cao qua cc nm, iu ny c th hin r qua cc s liu sau. Bng 2.2. Quy m cho vay tiu dng ti VPBank t nm 2005 2007. n v tnh: triu ng Ch tiu Nm 2005 Doanh s cho vay 7,657.00 Doanh s thu n 5,768.16 Tng d n 6,032.47 Nm 2006 10,334.6 6,799.73 9,567.35 Nm 2007 12,132. 00 10,604.34 11,395.00
(Ngun tng kt hot ng tn dng ca VPBank Thanh Xun )
Biu 2.2. Quy m cho vay tiu dng ti VPBank Thanh Xun.
Nhng s liu trn cho thy quy m hot ng cho vay tiu dng ca VPBank ngy cng tng. Nm 2006, doanh s cho vay tiu dng t 10,334.6 triu ng tng 34.97% so vi nm 2005. Trong , d n cho vay tiu dng cui k t 9,567.35 triu ng.
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Nm 2007, do n v c nhiu c gng trong vic tip th , qung co thu ht khch hng n vay tr gp, cho ra ngy cng nhiu cc sn phm dch v tiu dng, cng vi l vic nng cao cht lng phc v v tin gii ngn nn thu c kt qu kh quan. Tng doanh s cho vay t 12,132.00 triu ng tng 58,44% so vi nm 2005 v tng 17.4% so vi nm 2006. Doanh s thu n cho vay tiu dng trong nm 2007 t 10,604.34 triu ng. D n cui k t 11,395.00 triu ng tng 88,9% so vi nm 2005 v tng 19.1% so vi nm 2006. * C cu cho vay tiu dng ti VPBank Thanh Xun. VPBank ch yu cung cp cc sn phm dch gm ngn hn, trung hn v di hn. Nhm phc v nhu cu mua, sa cha, nng cp nh ca, mua t v cc nhu cu khc. C cu cho vay tiu dng ti VPBank trong thi gian qua c th hin qua bng sau. Bng 2.3. C cu d n cho vay tiu dng theo thi hn ti VPBank Thanh Xun.
2005 Ch tiu Tng d n Cho vay ngn hn Cho vay trung hn Cho vay di hn 800.00 13 2477.23 26 2,482. 00 22 549.47 9 667.00 7 989.00 9 S tin 6,032.47 4,683.00 T trng(%) 100% 78 2006 S tin 9,567.35 6,423.12 T trng(%) 100 67 2007 S tin 11,395.00 7,924.00 T trng(%) 100 69
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Biu 2.3. C cu d n cho vay tiu dng theo thi hn.

Nm 2005
Nm 2006
13% 9%
26%
7%
78%
cho vay ngn hn cho vay di hn cho vay trung hn
cho vay ngn hn cho vay di hn cho vay trung hn
67%
Nm 2007
22%
9% 69%
cho vay ngn hn cho vay di hn
cho vay trung hn
Nhn vo biu ta thy rng cho vay tiu dng ngn hn lun chim t trng ln ( trn 67% d n cho vay tiu dng). Nguyn nhn chnh ca hin tng ny l VPBank Thanh Xun rt thn trng trong vic cho v ay tiu dng trung v di hn. Hai loi hnh cho vay ny c ri ro cao hn so vi cho vay tiu dng ngn hn. Tuy nhin do s pht trin ca nn kinh t, thu nhp ca ngi tiu dng ngy c ng cao. Nhu cu mua nh t, t gia tng. Do , th trng cho vay bt ng sn, t ang l mt th trng y tim nng pht trin m trong thi gian ti n v cn nng cao t trng cho vay. Sang nm 2007, t trng cho vay tiu dng ngn hn (du lch, y t..) c xu hng gim tng t trng cho vay tiu dng d i hn. Nm 2007 t trng cho vay tiu dng di hn l 22% tng so vi n m 2005. D n cho vay trung hn ( Mua t, dng lu bn) c xu hng tng nhng t trng trong tng d n cho vay tiu dng vn thp. Tm li, c cu cho vay tiu dng theo thi hn ti VPBank c s chnh lch kh ln gia cho vay ngn hn, trung hn v di hn. Do VPBank Thanh Xun l mt chi nhnh cp II, v vy m t l cho vay tiu dng di hn v trung hn vn
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cn thp, n v vn ch yu cho vay p ng nhu cu du lch, mua sm dng gia nh vi thi hn ngn. * Doanh thu t hot ng cho vay tiu dng ti VPBank Thanh Xun. Doanh thu t hot ng cho vay tiu dng ch yu l t li ca cc khon cho vay tiu dng. Thu li l b phn ch yu trong thu nhp ca ngn hng, l kt qu ti chnh m ngn hng quan tm nht. i vi VPBank, cho vay tiu dng l hot ng ch yu, chim t trng cao trong hot ng tn dng do li sut cho vay tiu dng bao gi cng cao hn li sut cho vay khc, bn cnh nhu cu cho vay tiu dng ngy cng cao. Thu li hot ng cho vay tiu dng ng gp ng k vo thu nhp ca VPBank, th hin s thnh cng ca n v trong lnh vc kinh doanh ny. Doanh thu t hot ng cho vay tiu dng ti VPBank c mc tng trng n nh v cao hn hn doanh thu t hot ng tn dng khc. iu ny l do, doanh thu t hot ng cho vay tiu dng ch tnh trn cc khon thu pht sinh t hot ng cho vay tiu dng. Cn doanh thu t hot ng tn dng c tnh trn nhiu hot ng khc nh cho vay thng mi, cho vay chit khu, bo lnh cc hot ng ny chu nh hng ca nhiu nhn t, nn mc bin ng doanh thu phc tp.Qua cho thy cho vay tiu dng c v tr quan trng trong thi nhp ca ngn hng. * Chi ph v ri ca hot ng cho vay tiu dng ti VPBank. Hot ng cho vay tiu dng c xc nh vi li sut cao song chi ph mi khon vay l khng nh v ri ro cao hn so vi cc khon cho vay thng mi. Khi ri ro pht sinh s lm tng chi ph, gy mt an ton cho hot ng ngn hng. thc c iu ny n v lun t vic m bo cht lng cc khon vay ln hng u. Vic cho vay i vi khch hng ca VPBank lun m bo an ton v chnh xc. Cn b tn dng thc hin ng theo quy nh ca VPBank cng nh NHNN ra. Cc khon cho vay tiu dng u c m bo
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bng ti sn ca ngi vay hoc c bo lnh bng ti sn ca bn th ba. iu ny bo m kh nng thu hi vn cho chi nhnh. Cc nhn vin tn dng trc khi trc tip xt duyt, thc hin cc khon cho vay u c Ngn hng o to k lng v mt nghip v * Nhng mt thun li ca hot ng cho vay tiu dng. + Nhn t khch quan: - Th nht, nn kinh t tng trng lin tc. Trong thi gian qua, nh tip tc thc hin ng li i mi, m ca nn kinh t Vit Nam tng trng lin tc khong 8%/1nm,nm sau cao hn nm trc. - Th hai, Thu nhp ca ngi dn ngy cng ci thin. Kinh t pht trin, to iu kin nng cao mc sng ca ngi dn. T l ngho gim, thu nhp bnh qun u ngi trn c nc c ci thin ng k c khu vc thnh th v nng thn. y l iu kin thun li cho vic pht trin cho vay tiu dng ti n v. - Th ba, tiu dng ca dn c v tng mc bn l hng ho tng ln. Thu nhp c nhn ang c ci thin mt cch ng k, iu cho php ngi tiu dng c kh nng mua sm c nhiu hng ho hn. y l mt trong nhng tin quan trng gia tng tiu th sn phm dch v trong nc, to iu kin cho ngn hng pht trin hot ng cho vay tiu dng. + Nhn t ch quan. - Th nht, s lnh o sng sut ca ban lnh o. Lc lng lnh o ca VPBank hin nay hu ht bao gm nhng ngi cng VPBank vt qua bao kh khn t ngy thnh lp. V vy, y u l nhng ngi tm huyt vi ngn hng. Mc tiu ca VPBank l phn u ti nm 2010 tr thnh ngn hng bn l hng u ti Vit Nam v trong khu vc . Trong , cho vay tiu dng l mt trong nhng i tng cn c trin khai trc ht t c mc tiu ny. Do , cho vay tiu
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dng ngay t u c nhiu c hi thun li cho pht trin v m rng. - Th hai, kinh nghim trong hot ng cho vay tiu dng. VPBank l mt trong s nhng NHTMCP ra i u tin ti Vit Nam v tri qua hn 12 nm hot ng vi rt nhiu thng trm. Vi t cch l n gn hng u tin thc hin dch v cho vay tiu dng, VPBank tch lu cho mnh rt nhiu kinh nghim qu bu. Hin nay, VPBank c c mi quan h truyn thng vi khch hng v mt quy trnh cho vay tiu dng hon thin. - Th ba, v i ng nhn vin. i ng nhn vin tr trung, nng ng, nhit tnh v kh vng cc iu kin, quy trnh nghip v cho vay tiu dng. Bn cnh l s tn tnh, chu o ca nhn vin tn dng khi hng dn khch hng. iu ny to uy tn, hnh nh tt v ngn hng trong mi khch hng. * Nhng mt hn ch. + Nhn t khch quan. - H thng pht lut Vit Nam v ngn hng cha hon thin. H thng vn bn chnh sch, kinh t ngnh ngn hng cn cha ph hp vi thng l quc t, bn thn cn nhiu mu thun. iu ny khin cc ngn hng thng mi phi chu s thiu minh bch ca thng tin, h thng php l, cc quy ch ti chnh, k ton, hp ng tn dng v cc hp ng kinh t khc. Trong nhng nm gn y mc d h thng php lut cng c s thay i ng k nhng mi trng php l vn cn cha ph hp, cha ng b, thch hp vi chun mc quc t. iu ny nh hng ln n qu trnh hi nhp ca h thng ngn hng Vit Nam. - Mi trng cnh tranh ln. Hin nay, cho vay tiu dng tr thh mc tiu ca cc TCTD, nht l cc t chc ngoi Nh nc, in hnh l ngn hng thng mi c phn ln nh l ngan hng Chu (ACB),
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ngn hng Si Gn Thng Tn ( Sacombank) Cnh tranh ngy cng tr nn gay gt trong th trng cho vay tiu dng khi m cc ngn hng quc doanh thc tnh trc th trng y tin nng ny. Bn cnh , khi ngn hng thng ma c phn, cng nh cc nh ch ti chnh khc nh cng ty cho thu ti chnh, cng ty bo him, qu tn dng nhn dn, tit kim bu in u thc hin cho vay tiu dng mt cch tch cc. Vi p lc cnh tranh gay gt nh vy, th th phn cho vau tiu dng s b thu hp. + Nhn t ch quan. - Cng ngh ngn hng cha ng b v hon thin. Mc d u t vo vic ng dng v i mi cng ngh n hng so vi cc ngn hng nc ngoi v mt s ngn hng khc ca nc ta th trnh cng ngh ca ngn hng cn nhiu hn ch v s ng b, v phm vi hot ng. Vic bo mt, qun l , lu tr h s v cc thng tin khch hng cha thun tin, gy khng t kh khn cho vic qun l khch hng. H thng phn mm qun l cha p ng c cc chng trnh bn l, nhiu khi cn trc trc gy kh khn cho cng tc trin khai sn phm. - H thng thng tin cn hn ch. Thng tin mi khon vay bao gm thng tin bn ngoi v thng tin ni b. Vic h thng thng tin cha pht trin dn n nhiu bt li cho ngn hng trong cng tc thm nh cng nh kh nng phn tch i th cnh tranh trong lnh vc cho vay tiu dng. Vic thng tin b hn ch l gim kh nng nh gi khch hng, d dn n hin tng thng tin khng cn xng, gy nhiu tr ngi cho hot ng tn dng ni chung v cho vay tiu dng ni ring. Trong cuc cnh tranh ngy cng gay gt v khc lit nh hin nay th ai c thng tin chnh xc v kp thi th phn thng s nm chc hn. - Quy m ca chi nhnh.
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VPBank Thanh Xun l mt chi nhnh Cp II, chi nhnh cp I ca n l VPBank Thng Long . Do hn ch v quy m ( vn, s lng nhn vin..) nn gy ra khng t kh khn cho n v trong hot ng cho vay tiu dng, c bit cho vay trung v di hn, y l hai loi hnh cho vay ri ro cao, i hi lng vn ln
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Chng 3. GII PHP NHM PHT TRIN HOT NG CHO VAY TIU DNG TI VPBANK THANH XU N
3.1. S cn thit pht trin hot ng cho vay tiu dng. Cho vay l hot ng ca ngn hng nhm u t cc khon vn vay c t khch hng v cho vay cc i tng khc nhm hng li do chnh lch li sut. Hot ng cho vay ca VPBank kh a dng v phong ph vi quan im tn dng tip th nng n, cho vay cht ch. VPBank ni chung v VPBank Thanh Xun ni ring a ra nhiu sn phm tn dng nh cho vay tiu dng, cho vay th chp s tit kim, cho vay du hc gip tho mn nhu cu ca phn ln i tng khch hng v lm cho tng d n tn dng ca VPBank tng ln nhanh chng. t c nhng thnh cng ny l do n v tip th hng vo i tng mc tiu ca ngn hng bn l vi khch hng l cc doanh nghip va v nh, khch hng thuc tng lp trung lu c nhu cu s dng sn phm tn dng ca VPBank mnh m. Cng vi s pht trin ca kinh t, s ci thin ng k trong mc sng ca dn c m ra mt th trng cho vay tiu dng v cng rng ln v y tin nng. Hin nay chin l c kinh doanh ca hu ht cc ngn hng thng mi k c quc doanh ln c phn u hng ti i tng khch hng l cc doanh nghip va v nh v tng lp dn c. Nhng nu xt v s lng khch hng tim nng th th trng Vit Nam vn cn qu rng ln so vi s lng ngn hng hin c. y chnh l c hi v tin nng n v pht trin hot ng cho vay tiu dng. M rng hot ng cho vay tiu dng l im nhn trong chin lc kinh doanh ca VPBank. n nay, hot ng cho vay tiu dng c m rng c v quy m, s lng, v cht lng thu ht s lng ln khch hngTrong nhng nm ti VPBank Thanh Xun vn s tip tc quan tm hn na ti vic
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nng cao cht lng, hon thin cc sn phm cho vay tiu dng hin c, nghin cu v pht trin thm cc sn phm cho vay tiu dng mi. Gip khch hng c hng y li ch t cc sn phm ny, m rng i tng khch hng, khai thc cc th trng tin nng ti cc vng ph cn. 3.2. Gii php pht trin hot ng cho vay tiu dng ti VPBank Thanh Xun. Trn c s kt qu t c nm 2007 v nhng thun li v kh khn. VPBank Thanh Xun cn khc phc nhng kh khn, yu km cn tn ti, ng thi tn dng trit nhng thun li v th mnh ca mnh nhm pht trin hot ng cho vay tiu dng, hng ti mc tiu chung Ngn hng bn l hng u. 3.2.1. V sn phm. 3.2.1.1 y mnh cng tc qung b, tip th cho hot ng vay tiu dng. Bt k mt sn phm no mun pht trin c cng u phi c qung co, tip th n ngi tiu dng. Cho vay tiu dng l mt hnh thc cho vay cn kh mi l i vi ngi tiu dng Vit Nam . Vn cn nhiu ngi c nhu cu vay vn tiu dng nhng li khng nm r cc th tc, iu kin vay vnChnh v s thiu thng tin vay khin cho khch hng ngn ngi n ngn hng vay vn. Ngn hng c th qung co cc sn phm cho vay tiu dng thng qua cc phng tin thng ti n i chng nh: Bo ch, i pht thanh, truyn hnhNi dung qung co khng chilr i su vo m t sn phm, li ch m khch hng thu c t vic s dng sn phm ti m cn phi tp trung ph bin kinh nghim s dng sn phm ti khch hng, lm sao khch hng mong mun khm ph v tri nghim nhng tin ch m sn phm cho vay tiu dng ca Ngn hang mang li. Bn cnh Ngn hng cn tng cng tip th n khch hng tim nng, thng xuyn gi thng tin v VPBank cho khch hng bit, gi thip chc mng ti khch hng khi c dp. D c
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th trong thi gian u, khch hng cha v vi chng ta, nhng khch hng s c tnh cm vi Ngnh hng. Pht trin nng lc tip th ca nhn vin. Khng c mt phng tin no qung b cho thng hiu v s n phm bng chnh khch hng v cn b nhn vin. 3.2.1.2. Hon thin v nng cao cht lng sn phm cho vay tiu dng. Mc d cc thuc tnh c bn ca mt sn phm dch v ngn hng c xc nh ngay t u, nhng trong qu trnh s dng, cc ngn hng lun tm cch b sung cc thuc tnh mi nhm ngy cng hon thin n. Mt sn phm ngn hng hon thin c khch hng nh gi da trn cc tiu ch: - Hiu qu mang li khch hng. - Thi phc v tt ca cn b nhn vin. - Tc x l nhanh. - Trnh cng ngh hin i. Hin nay c rt nhiu cc TCTD cung cp sn phm dch v cho vay tiu dng. Khi s dng sn phm, khch hng thng c s so snh, nh gi v quyt nh la chn s dng sn phm no c mc hon thin v cht lng cao nht. Nh vy, mc hon thin v nng cao cht lng ca sn phm dch v s l nhn t quyt nh s trung thnh, mi quan h lu di gia ngn hng v khch hng. Th hin quyt tm: hon thin trn tng bc tin, VPBank khng ngng nng cao cht lng dch v, em li cho khch hng s li ch v thun li ti a khi giao dch vi ngn hng. Do VPBank Thanh Xun cn tp trung vo cc hng sau: + Tng cng hng dn khch hng s dng sn phm, thng tin kp thi cho khch hng v nhng i mi ca sn phm dch v, nht l nhng i mi c li cho khch hng. + B sung nhng tnh nng mi cho sn phm, tc l tng tnh nng s dng ca sn phm.
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+ a ra cc kin nhm ci tin quy trnh nghip v cho vay tiu dng. Vic ci tin quy trnh nghip v cho vay tiu dng nhm m bo tnh cht ch, gn nh, gim thi gian v chi ph cho khch hng trong vic lm th tc vay tiu dng nh. + Xy dng np vn ho vn minh, lch s trong Ngn hng, c bit quan tm n thi , tc phng giao tip vi khch hng. Cn b nhn vin l ngi tip xc trc tip vi khch hng nn thi , phong cch phc v v giao tip ca h s to ra hnh nh tt hay xu v ngn hng trong lng khch hng. iu ny khng ch gip ngn hng gi c khch h ng m cn c th thu ht khch hng mi. V vy, ngoi vic quan tm n o to v chuyn mn, nghip v, ngn hng cng cn ch trng n vic o to cho cc cn b nhn vin v vn ho ngn hng ni chung v phong cch giao tip ni ring, nng cao nhn thc, thi ca nhn vin theo hng lun coi khch hng l ngi quan trng nht v tho mn nhu cu ca h l nhim v quan trng nht. 3.2.1.3. Pht trin sn phm cho vay tiu dng mi. Hon thin sn phm ch l vic to ra nhng phin bn mi trn nhng sn phm hin ti vi nhng tnh nng u vit hn da trn nhng sn phm hin ti. Cng vi vic hon thin sn phm, cc Ngn hng rt coi trng vic pht trin sn phm mi. Pht trin sn phm mi l ni dung v cng quan trng trong chin lc pht trin sn phm ca mi ngn hng. Bi sn phm mi s lm a dng hn danh mc sn phm kinh doanh, gip ngn hng tho mn c nhu cu mi pht sinh ca khch hng, t tng tnh cnh tranh, tng v th, uy tn, v hnh nh ca Ngn hng trn th trng. pht trin sn phm mi ngn hng cn tp trung vo cc hot ng: + Pht trin cho vay tiu dng i vi cn b cng nhn vin. Thc t cho thy, hu ht i tng cho vay ca cc ngn hng hin nay u l nhng ngi c ngun tr n chc chn,
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thu nhp n nh v tt nht l c ti sn bo m hoc c bn th ba bo lnh. Nhng cn b c kh nng vay cao nht l cn b cng nhn vin Nh nc, do h c c quan chng nhn c thu nhp n nh v cam kt thu n vay trong trng hp ngi vay khng c kh nng hon tr vn vay. Tuy nhin nhng ngi khc nh Bc s, gi o vin mc d thu nhp t lng khng cao nhng thu nhp lm thm hp php kh cao. Do , h l nhng khch hng tin nng m ngn hng c n khai thc. Ngn hng c th trin khai hnh thc cho vay khng c ti sn m bo i vi cn b nhn vin trong c c doanh nghip Nh nc, cc doanh nghip ln 3.2.2. V th trng. 3.2.2.1. Tip tc pht trin v m rng th trng cho vay tiu dng. Hin nay, s lng cc chi nhnh v phng giao dch ca VPBank vn cha kh nng p ng nhu cu vay tiu dng ngy cng tng ca ngi dn. gip a ngn hng n gn ngi dn, to cho ngi dn cm gic tin tng gn gi, thun tin trong giao dch , VPBank cn khng ngng m rng mang li hot ng ra khp cc tnh thnh ph trong c nc gm: Hi s, cc chi nhnh cp I, chi nhnh cp II, phng giao dch. Vic m rng mng li cn m bo tnh an ton v hiu qu, khng m rng mt cch trn lan. Cc im giao dch mi ca VPBank cn b tr sao cho thun tin v giao thng ng thi phi khang trang, sch p, hin i. 3.2.1.2. Pht trin thng hiu VPBank. Thng hiu l ti sn ln ca cc doanh nghip bi n c kh nng tc ng n thi v hnh vi ca ngi tiu dng. Mc ch ca thng hiu l to ra nhn thc, nim tin v s trung thnh. N to ra li th cnh tranh cho doanh nghip, gip doanh nghip thun li hn trong vic tm v pht trin th trng mi. Do hot ng trong ngnh dch v c bit vi nhng sn phm mang tnh truyn thng nn vic thu ht , li ko thm
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khch hng l rt kh khn i vi cc Ngn hng trong iu kin ngy cng gay gt nh hin nay. Do vy, thng hiu s l li th cnh tranh ca mi ngn hng. Vic pht trin thng hiu VPBank cn thc hin theo hng khoa hc, c k hoch trc mt v lu di, cn thc hin tng th trn tt c cc chi nhnh v phng giao dch. Mc tiu ca Ngn hng l xy dng mt thng hiu vi cc c im: - Nng ng, hin i. - Lun bn cnh khch hng, gn gi vi khch hng nh ngi thn trong gia nh. - Lun ng sau nhng thnh cng ca khch hng, h tr nhanh nht nhng nhu cu ti chnh phc v cho mc ch tiu dng hay kinh doanh ca khch hng. Kt qu ca vic xy dng mt thng hiu khng th nhn thy ngay trong mt vi tun , vi thng bi v vic to ra nhng hnh nh, t ng, mu sc n tng i vi khch hng i hi mt rt nhiu thi gian. Do , khch hng lun nh ti hnh nh ca VPBank mi khi cn s dng cc sn phm, Ngn hng cn phi cn nhiu thi gian hn lm c iu ny. 3.2.1.3. Nng cao cht lng ngun nhn lc. Yu t con ngi lun c tnh cht quyt nh trong mi hot ng kinh t x hi. Trong hot ng tn dng, nhng quyt nh cho vay, quy trnh cho vay, thu hi nmy mc khng th thay th. V vy, kt qu tn dng ph thuc rt ln vo trnh nghip v, tnh sng to v o c ca ngi cn b tn dng. Do , pht trin nghip v cho vay tiu dng th o to v bi dng i ng cn b chnh l mt gii php rt quan trng v c gi tr trong mi giai on pht trin ca ngn hng. Vic nng cao cht lng ngun nhn lc th hin cc kha cnh sau: - V trnh nghip v : m rng v pht trin hot ng tn dng ni chung,cho vay tiu dng ni ring, trc ht ngn hng cn phi c c cu t chc ch t ch, hp l v ng
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b, xy dng tp th cn b on kt, sng to, c tinh thn trch nhim cao. Bn cnh , cn thng xuyn c k hoch t chc o to v chuyn mn, chnh sch, php lut, trnh phn tch, thm nh d nB sung kin thc chuyn ngnh v trn nhiu lnh vc h tr khch hng hiu qu nht. - V t cch o c ngh nghip: Bn cnh vic nng cao trnh chuyn mn cho cn b tn dng, ngn hng cn ht sc coi trng ti vic bi dng phm cht o c cho cn b nhn vin. Cn nu cao tinh thn trch nhim ca cn b tn dng. y chnh l iu kin u tin mang li thnh cng cho ngn hng. - bi dng ngun nhn lc, Ngn hng cn phi c nhng chnh sch u i , khen thng, v k lut i vi cn b nhn vin. Gn quyn li, ngha v v trch nhim ca cn b tn dng vi kt qu hot ng, iu ny khuyn khch s n lc ht mnh ca cn b nhn vin. Ngoi ra, Ngn hng cn t chc cc bui giao lu vn ngh, th thao nhm to c hi cho cn b nhn vin trao i kinh nghim, hiu bit ln nhau. 3.2.1.4. Nng cao t trng cho vay tiu dng trung v di hn ti VPBank Thanh Xun. Mc d nhng nm gn y t trng cho vay tiu trung v di hn ca Ngn hng tng tuy nhin con s ny vn cn thp , trong khi cho vay ngn hn chim t trng ti 69% vo nm 2007. S d nh vy v cho vay trung v di hn cha ng nhiu ri ro, hn na VPBank Thanh Xun l chi nhnh c quy m nh. V vy trong thi gian ti nng cao t trng cho vay tiu dng trung v di hn phc v nhu cu mua sm t, nh ca, t ai ca ngi tiu dng VPBank Thanh Xun cn c s h tr v vn v nhn lc t cc chi nhn h cp cao hn, to mt c cu cho vay hp l theo thi hn . 3.2.1.5. Hin i ho cng ngh Ngn hng. Hin i ho cng ngh Ngn hng nhm trnh cho ngn hng ri vo tnh trng km kh nng cnh tranh trong mi trng kinh doanh ngy cng kh khn v khc lit nh hin
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nay. Ch c cng ngh tin tin mi gip Ngn hng nng cao cht lng cc sn phm dch v, tit kim chi ph, to ra c nhng sn phm miiu ny khng ch cn thit i vi VPBank m n cn quan trng i vi cc ngn hng thng mi Vit Nam. Mt h thng ng dng cng ngh cn phi p ng c cc yu cu c bn sau: - m bo tiu chun ho h thng thng tin, s liu. - C kh nng bo qun, lu tr h s tt. - Phn nh r cc chc nng, nhim v. - C kh nng tch hp nhiu ng dng. - Nhanh, chnh xc, thun tin khi s dng. i vi hot ng cho vay tiu dng ti VPBank hin nay, Ngn hng thc hin vic qun l cc khon vay, thanh ton li, thu n trn my tnh, c h thng tnh im tn dng quyt nh cho vay i vi khch hng.
57
KT LUN
Pht trin hot ng cho vay tiu dng ang l mt xu th tt yu i vi cc ngn hng thng mi Vit Nam do nhng li ch thit thc m n mang li. Hot ng cho vay tiu dng gp phn kch thch nn sn xut trong nc pht trin, ci thin i sng dn c, gp phn xo i gim ngho v n nh trt t x hi. Bn cnh , hot ng cho vay tiu dng cn cung cp cc tin ch thanh ton khng dng tin mt, lm gim mt lng tin mt lu thng trong nn kinh t, to c s Vit Nam ho nhp vi cng ng quc t . Hot ng cho vay tiu dng c ngha v cng quan trng i vi VPBank , nhm hng ti mc tiu a VPBank tr thnh ngn hng bn l hng u khu vc pha Bc v trong c nc. Trong thi gian qua vi s lnh o sng sut ca ban gim c cng vi s c gng ca cc cn b nhn vin, gip VPBank Thanh Xun t c nhng thnh cng ng k trong lnh vc cho vay tiu dng. Tuy n hin, trong mi trng cnh tranh ngy cng gay gt nh hin nay, c th m rng v pht trin hot ng cho vay tiu dng mt cch hiu qu l mt bi ton kh nhng hon ton c kh nng thc hin c. Cho vay tiu dng l mt vn mi m. Do , mc d ht sc c gng nhng do kin thc, kinh nghim thc t ca bn thn cn hn ch nn bi vit khng trnh khi nhng thiu st. Em rt mong nhn c s gp , nhn xt ca thy c v cc cn b ngn hng VPBank Thanh Xun gip Em hon chnh chuyn . Em xin chn thnh cm n!
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DANH MC TI LIU THAM KHO

1. i hc kinh t quc dn, Gio trnh Ngn hng thng mi NXB Thng k H Ni nm 2006. 2. i hc kinh t quc dn, Gio trnh ti chnh doanh nghip NXB Thng k H Ni nm 2006 3. Bo co thc hin k hoch thng ca VPBank Thanh Xun. 4. Bn tin VPBank. 5. Quyt nh 1627 Quy ch cho vay cc TCTD i vi khch hng. 6. Tp ch Ngn hng.
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MC LC Li m u ........................................................................... 1 Chng 1. ...................................................................................................... 3 TNG QUAN V HOT NG CHO VAY TIU DNG CA CC NGN HNG THNG MI. ................................................................... 3 1.1.2. Cc hot ng c bn. .................................................................. 3 1.1.2.2. Cho vay .................................................................................. 5 1.1.2.3. Cc hot ng khc. ............................................................... 8 1.2. Cho vay tiu dng. .............................................................................. 8 1.2.1. Qu trnh hnh thnh v pht trin ca cho vay tiu dng. .......... 8 1.2.2. Khi nim. .................................................................................... 9 1.2.3. c im....................................................................................... 9 1.2.3.1.S lng cc mn vay ln nhng gi tr mi mn vay nh. .. 9 1.2.3.2. Cc khon cho vay tiu dng c ri ro cao..................... 10 1.2.3.3. Chi ph cho vay tiu dng cao. ............................................ 11 1.2.3.4. Cho vay tiu dng c kh nng sinh li cao. ....................... 11 1.2.4. Phn loi cho vay tiu dng. ...................................................... 11 1.2.4.1. Cn c vo phng thc hon tr. ....................................... 11 1.2.4.2. Cn c theo phng thc ti tr. ......................................... 13 1.2.4.3. Cn c vo mc ch khon vay. ......................................... 15 1.2.5. Quy trnh cho vay tiu dng. ...................................................... 15 1.2.6. Cc ngun ti tr cho vay tiu dng. ......................................... 20 Chng 2. .................................................................................................... 23 THC TRNG HOT NG CHO VAY TIU DNG TI NGN HNG THNG MI C PHN CC DOANH NGHIP NGOI QUC DOANH (VPB) CHI NHNH THANH XUN. .......................... 23 2.1. Tng quan v VPBank. ..................................................................... 23 2.1.1. Lch s hnh thnh v pht trin. ................................................ 23 2.1.2. C cu t chc. ........................................................................... 24 2.1.3. Mi trng hot ng kinh doanh.............................................. 29 2.1.3.1. Mi trng kinh t. .............................................................. 29 2.1.3.2. Mi trng php l. ............................................................. 29 2.1.3.3. Mi trng t nhin. ............................................................ 30 2.1.4. kt qu hot ng kinh doanh nhng nm gn y ca VPBank Thanh Xun. ......................................................................................... 30 2.2. Thc trng hot ng cho vay tiu dng ti VPBank. ..................... 32 2.2.1. iu kin cho vay tiu dng ti VPBank. .................................. 32 2.2.2.Mc cho vay. ............................................................................... 32 2.2.3. Thi hn cho vay. ....................................................................... 33 2.2.4. Li sut cho vay v phng thc tnh li. .................................. 34 2.2.5. Phng thc hon tr. ................................................................ 34
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2.2.6. H s vay vn............................................................................. 35 2.2.7. Quy trnh cho vay tiu dng ti VPBank Thanh Xun. ............. 35 2.2.8. Nhng mt thun li v kh khn i vi hot ng cho vay tiu dng ti VPBank Thanh Xun. ............................................................ 41 Chng 3. .................................................................................................... 49 GII PHP NHM PHT TRIN HOT NG CHO VAY TIU DNG TI VPBANK THANH XUN .................................................... 49 3.1. S cn thit pht trin hot ng cho vay tiu dng. ....................... 49 3.2. Gii php pht trin hot ng cho vay tiu dng ti VPBank Thanh Xun. ........................................................................................................ 50 3.2.1. V sn phm. .............................................................................. 50 3.2.1.1 y mnh cng tc qung b, tip th cho hot ng vay tiu dng................................................................................................... 50 3.2.1.2. Hon thin v nng cao cht lng sn phm cho vay tiu dng................................................................................................... 51 3.2.1.3. Pht trin sn phm cho vay tiu dng mi. ........................ 52 3.2.2. V th trng. ............................................................................. 53 3.2.2.1. Tip tc pht trin v m rng th trng cho vay tiu dng. ........................................................................................................... 53 3.2.1.2. Pht trin thng hiu VPBank. .......................................... 53 3.2.1.3. Nng cao cht lng ngun nhn lc. ................................. 54 3.2.1.4. Nng cao t trng cho vay tiu dng trung v di hn ti VPBank Thanh Xun. ....................................................................... 55 3.2.1.5. Hin i ho cng ngh Ngn hng. .................................... 55 KT LUN ................................................................................................. 57 DANH MC TI LIU THAM KHO .................................................... 58

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Chuyn thc tp tt nghip

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S 2.1. C cu t chc ca VPBank.

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Phng giao dch

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