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8/6/2019 Cho vay tiu dng ti Techcomcbank

1/92

Chuyn tt nghip

Mc lc

Li ni u.........................................................................1

Li ni u .........................................................................5Ngn hng l mt trung gian ti chnh, l mt knh dn

vn quan trng cho ton b nn kinh t. Trong mi tr ng

cnh tranh ngy cng gay gt, vic hon thin v m rng

cc hot ng l h ng i v ph ng chm cho cc ngn

hng tn ti v pht trin. Trong cc hot ng ca ngn

hng c hot ng cho vay, tuy nhin t x a ti nay, cc

ngn hng ch quan tm ti cho vay cc nh sn xut kinh

doanh m ch a quan tm ti giai on cui cng ca qu

trnh sn xut l tiu dng. Nu ch cho vay sn xut

nhiu m khch hng khng tiu th c do ng i dn

khng c nhu cu v hng ha hoc c nhu cu nh ng

li khng c kh nng thanh ton th tt yu s dn ti cung

v t qu cu, hng ha b tn kho v ng vn................5

T thc t cho thy khi x hi ngy cng pht trin,

khng ch c cc cng ty, doanh nghip l cn vn snxut kinh doanh, m rng th tr ng m hin nay, cc c

nhn cng l nhng ng i cn vn hn bao gi ht. Cuc

sng ngy cng hin i, mc sng ca ng i dn cng c

nng cao, cuc sng gi y khng ch b hp trong n

no, mc m m dn chuyn sang n ngon, mc

p v cng cn bit bao nhu cu khc cn phi c p

ng. Gi dy, tm l ca ng i dn coi vic i vay lmun s dng hng ha tr c khi c kh nng thanh ton. p

ng lng mong mi ca ng i dn, cc ngn hng pht

trin mt hot ng cho vay mi, l cho vay tiu dng,

mt mt va to thm thu nhp cho chnh ngn hng,

mt khc gip cho cc c nhn c c ngun vn

ci thin cuc sng ca mnh............................................6

Ch ng I............................................................................... 8

Nhng vn chung v cho vay tiu dng ca .................8

Nguyn Th H - Ti chnh 33 1


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Chuyn tt nghip

Ngn hng Th ng mi C phn K Th ng ........................8

1.1. Khi qut v hot ng cho vay ca Ngn hng Th -ng mi C phn K th ng.............................................81.1.1. Khi nim cho vay ................................................8

1.1.2. c im ............................................................. 81.1.3. Vai tr ca hot ng cho vay ca Ngn hng Th -

ng mi C phn K th ng..........................................8

1.1.4. Cc hnh thc cho vay ca NHTM. ........................ 9

1.1.4.1. Theo thi hn cho vay ..................................101.1.4.2. Theo mc ch vay ....................................101.1.4.4. Theo mc tn nhim i vi khch hng.................................................................................. 11

1.1.4.5. Theo i t ng tham gia quy trnh cho vay . 121.1.4.6. Theo ph ng thc cho vay ............................12

1.2. Tng quan v hot ng cho vay tiu dng caNHTM .............................................................................. 141.2.1. L do hnh thnh hot ng cho vay tiu dng ...14

1.2.2. Khi nim cho vay tiu dng................................17

1.2.3. c im ca cho vay tiu dng......................... 17

1.2.4. Phn loi cho vay tiu dng .................................18

1.2.4.1. Cn c vo ph ng thc hon tr .................181.2.4.2. Cn c vo mc ch vay ...........................211.2.4.3. Cn c vo ngun gc ca khon n............21

1.2.5. Li ch ca cho vay tiu dng...............................23

1.2.5.1. i vi ngn hng ........................................231.2.5.2. i vi ng i tiu dng .....................................241.2.5.3. i vi nn kinh t ......................................24

1.2.6. Cc nhn t nh h ng ti kh nng m rng cho vy

tiu dng ca NHTM...................................................... 24

1.2.6.1. Cc nhn t thuc v ngn hng ..............241.2.6.2. Nhn t ngoi ngn hng ..........................26

Ch ng II: ..........................................................................29

Thc trng hot ng cho vay tiu dng ti ........................29

Hi s chnh Ngn hng th ng mi C phn ..................29

k th ng Vit Nam ........................................................... 29

2.1. Tng quan v Ngn hng Th ng mi C phn Kth ng Vit Nam Techcombank......................................292.1.1. Lch s hnh thnh v pht trin Techcombank 29



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Chuyn tt nghip

2.1.2. C cu t chc ca Hi s chnh Techcombank 32

2.1.3. Tnh hnh hot ng kinh doanh ca

Techcombank .............................................................. 35

2.2. Hot ng cho vay tiu dng Vit Nam ..............38

2.3. Thc trng hot ng cho vay tiu dng ti Hi schnh Ngn hng Th ng mi C phn K th ng VitNam................................................................................ 402.3.1. Khi qut v hot ng cho vay ti Hi s chnh

Ngn hng Th ng mi C phn K th ng Vit Nam. 40

2.3.1.1. Cho vay t xn......................................412.3.1.3. Cho vay Du hc n c ngoi .........................452.3.1.4. Cho vay Du hc ti ch.............................48

2.3.2. Thc trng hot ng cho vay tiu dng ti Hi schnh Techcombank...................................................49

2.4. nh gi v hot ng cho vay tiu dng ti Hi s

chnh Techcombank. .................................................55

2.4.1. Nhng kt qu m Ngn hng t c . .552.4.2. Mt s tn ti v nguyn nhn .......................57

Ch ng III: .........................................................................61

Gii php y mnh hot ng cho vay tiu dng ti Ngn

hng Th ng mi C phn k th ng ..................................61

3.1. nh h ng pht trin hot ng cho vay tiu dng tiHi s Ngn hng Th ng mi C phn K th ng VitNam ............................................................................... 613.2. Gii php y mnh hot ng cho vay tiu dng tiNgn hng Th ng mi C phn K th ng....................633.2.1. Xy dng chin lc marketing ngn hng ........63

3.2.1.1. Phng qun l khch hng ca Hi s cn xy

dng mt chin lc khch hng lu di.......................653.2.1.2. y mnh chnh sch giao tip khuych tr ng

.................................................................................... 66

3.2.1.4. Hon thin cc sn phm cho vay ca Ngnhng......................................................................... 72

3.2.2. M rng mng li ca Ngn hng ........................78

3.3. p dng h thng tnh im tn dng i vi khchhng............................................................................... 79

3.4. Khng ngng pht trin cng ngh Ngn hng ......80



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3.5. Nng cao s lng cng nh cht lng ngun nhn lc....................................................................................... 823.6. Mt s kin ngh ..................................................... 853.6.1. Kin ngh i vi s qun l v m ca Nh n c.

.................................................................................... 853.6.2. Kin ngh i vi Ngn hng Nh n c ...............87

Kt lun ............................................................................89

Ti liu tham kho ............................................................91



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Chuyn tt nghip

Li ni u

Ngn hng l mt trung gian ti chnh, l mt knh

dn vn quan trng cho ton b nn kinh t. Trong mi tr-ng cnh tranh ngy cng gay gt, vic hon thin v m

rng cc hot ng l hng i v phng chm cho cc

ngn hng tn ti v pht trin. Trong cc hot ng ca

ngn hng c hot ng cho vay, tuy nhin t xa ti nay,

cc ngn hng ch quan tm ti cho vay cc nh sn xut

kinh doanh m cha quan tm ti giai on cui cng ca

qu trnh sn xut l tiu dng. Nu ch cho vay sn xut

nhiu m khch hng khng tiu th c do ngi dn

khng c nhu cu v hng ha hoc c nhu cu nhng

li khng c kh nng thanh ton th tt yu s dn ti cung

vt qu cu, hng ha b tn kho v ng vn.



6/92

Chuyn tt nghip

T thc t cho thy khi x hi ngy cng pht trin,

khng ch c cc cng ty, doanh nghip l cn vn

sn xut kinh doanh, m rng th trng m hin nay,

cc c nhn cng l nhng ngi cn vn hn bao gi

ht. Cuc sng ngy cng hin i, mc sng ca ngi

dn cng c nng cao, cuc sng gi y khng ch

b hp trong n no, mc m m dn chuyn sang

n ngon, mc p v cng cn bit bao nhu cu

khc cn phi c p ng. Gi dy, tm l ca ngi

dn coi vic i vay l mun s dng hng ha trc khic kh nng thanh ton. p ng lng mong mi ca ngi

dn, cc ngn hng pht trin mt hot ng cho

vay mi, l cho vay tiu dng, mt mt va to thm

thu nhp cho chnh ngn hng, mt khc gip cho

cc c nhn c c ngun vn ci thin cuc sng

ca mnh.Sau mt thi gian thc tp, tm ti v hc hi ti Hi

s chnh Ngn hng Thng mi C phn K thng Vit

Nam Techcombank, em nhn thy Ngn hng bt

u quan tm ti hot ng cho vay tiu dng nhng hot

ng ny vn cha thc s tr thnh hot ng ln ca

Ngn hng. Chnh v vy, vic tip tc nghin cu v ara cc gii php pht trin nghip v cho vay tiu dng

s c ngha v phng din l lun v thc tin i vi s

a dng ha hot ng ca ngn hng. Do , em la

chn ti Gii php y mnh hot ng cho vay tiu

dng ti Ngn hng Thng mi C phn K thng Vit

Nam lm ti nghin cu ca mnh.



7/92

Chuyn tt nghip

Ni dung ti bao gm ba chng:

Chng I: Nhng vn chung v cho vay tiu dng

ca Ngn hng Thng mi C phn K thng Vit Nam.

Chng 2: Thc trng hot ng cho vay tiu dng ti

Hi s chnh Ngn hng Thng mi C phn K thng

Vit Nam.

Chng 3: Gii php y mnh hot ng cho vay tiu

dng ti Ngn hng Thng mi C phn K thng Vit

Nam.

Phm vi ca ti l nghin cu hot ng cho vaytiu dng ti Ngn hng Thng mi C phn K thng Vit

Nam t nm 2001 ti nm 2004. Trn c s l lun v thc

tin, bi vit a ra mt s kin nhm pht trin hot

ng ny ti ngn hng.

hon thin ti ny, em nhn c s gip

v cng nhit tnh v qu bu ca c gio Th.S. Phm HngVn. Bn cnh , trong thi gian thc tp, em cng c s

gip tn tnh ca cc anh ch Ngn hng Thng mi

C phn K thng Vit Nam.

Em xin chn thnh cm n v mong tip tc nhn -

c s ch bo ca cc thy c v cc anh ch ngn hng.



8/92

Chuyn tt nghip

Chng I

Nhng vn chung v cho vay tiu dng ca

Ngn hng Thng mi C phn K Thng

1.1. Khi qut v hot ng cho vay ca Ngn

hng Thng mi C phn K thng.

1.1.1. Khi nim cho vay

Cho vay l phng thc ti tr c tnh truyn thng ca

ngh Ngn hng. Hnh thc biu hin c th l: Ngn

hng chuyn tin trc tip cho khch hng s dng theo

yu cu hoc mc ch tiu dng ca khch hng khi khch

hng p ng c cc yu cu ca Ngn hng t ra.

1.1.2. c im

Ngn hng p ng cho tt c cc khch hng s

dng vn nhng khch hng phi p ng c cc iu

kin ca Ngn hng t ra.

- Qui m ca cc hp ng cho vay t nh n ln, vi

nhu cu vay nh n cc d n ln mc ri ro cao hay thp,

mc thu hi vn nh th no, ti sn th chp v uy tn ca

khch hng ra sao s nh hng n mc li sut ngn hng

qui nh c th. Ngoi ra vi thi gian s dng vn khc

nhau th li sut cng s khc nhau.

1.1.3. Vai tr ca hot ng cho vay ca Ngn

hng Thng mi C phn K thng.

- i vi ngn hng

Cho vay l hot ng chnh ca Ngn hng, y l

hot ng mang li li nhun cho Ngn hng.



9/92

Chuyn tt nghip

Cho vay ca Ngn hng ln m mc d n thp chng t

Ngn hng lm n c hiu qu, uy tn ca Ngn hng rt

ln. Cho vay ca Ngn hng cng ngy chng t nhiu ngi

bit n Ngn hng. Nh vy vn huy ng vn,

hoc huy ng cc ngun tin nhn ri trong dn c gi

vo ngn hng nhiu hn. T to iu kin m rng

mng li ca Ngn hng nh ngy cng pht trin v s

cng ngy cng a dng ha cc hnh thc cho vay t

m nng cao thu nhp cho ngn hng.

- i vi khch hng.Nh c Ngn hng cho vay m khch hng s c th

thc hin c nhng d nh, d n ca mnh. Do vy

mang li li nhun cho khch hng hay gii quyt c cc

vn m khch hng gp phi trong vn t xut,

cp bch.

Tuy vt khch hng cn phi tnh ton n kh nngchi tr vic chi tiu s hp l.

- i vi nn kinh t

Cho vay ca Ngn hng s lm cho khch hng thc

hin c cc d n ca mnh, nh vy rt tt trong vic

thc y nhanh tc tiu th hng ha, to thm cy n

vic lm cho x hi to kh nng lu thng vn nhanh, t thc y nn kinh t pht trin v tng trng.

1.1.4. Cc hnh thc cho vay ca NHTM.

Phn loi cho vay l vic sp xp cc khon cho vay

theo tng nhm da trn mt s tiu thc nht nh. Vic

phn loi cho vay c c s khoa hc l tin thit

lp cc quy trnh cho vay thch hp v nng cao hiu qu



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Chuyn tt nghip

qun tr ri ro tn dng. Phn loi cho vay da vo cc cn

c sau y:

1.1.4.1. Theo thi hn cho vay

- Cho vay ngn hn: Loi cho vay ny c thi hn di 12

thng v c s dng b p s thiu ht vn lu ng

ca cc doanh nghip v cc nhu cu chi tiu ngn hn ca

c nhn.

- Cho vay trung hn: L cc khon vay c thi hn t

mt nm n nm nm. Cho vay trung hn ch yu c s

dng u t mua sm ti sn c nh, ci tin hoc

i mi thit b, cng ngh, m rng sn xut kinh doanh,

xy dng cc d n mi c quy m nh v thi gian thu hi

vn nhanh. Bn cnh u t cho ti sn c nh, cho vay

trugn hn cn l ngun hnh thc vn lu ng thng xuyn

ca cc doanh nghip, c bit l nhng doanh nghip

mi thnh lp.

- Cho vay di hn: l loi cho vay c thi hn trn nm

nm. y l loi hnh c cung cp p ng cc nhu

cu di hn nh xy dng nh , cc thit b, phng tin

vn ti c quy m ln, xy dng cc x nghip mi.

1.1.4.2. Theo mc ch vay

- Cho vay kinh doanh: l loi tn dng cp cho cc nh

doanh nghip, cc ch th kinh doanh tin hnh sn

xut v lu ng hng ha.

- Cho vay tiu dng: l loi cho vay p ng nhu

cu tiu dng ca cc c nhn nh mua sm nh ca, xe

c

1.1.4.3. Cho vay i vi ngi tiu dng



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Chuyn tt nghip

Cho vay tiu dng c bt u t cc hng bn l do

nhu cu y mnh tiu th hng ho, hnh thc cho vay

tiu dng ca cc hng l bn tr gp.

- C s cho vay tiu dng

Nhu cu vay tiu dng gia tng mnh m gn lin vi

nhu cu v hng tiu dng lu bn nh nh, xe, g sang

trng, nhu cu du lch i vi lc lng khch hng rng ln.

- Nhiu hng ln t ti tr ch yu bng pht hnh c

phiu v tri phiu. Nhiu cng ty ti chnh cnh tranh vi

ngn hng trong cho vay lm th phn cho vay cc doanhnghip ca ngn hng b gim st buc ngn hng phi

m rng th trng cho vay tiu dng gia tng thu nhp.

- Ngi tiu dng c thu nhp u n tr n

ngn hng mt s trng hp ngi tiu dng c thu nhp kh

hoc cao, thu nhp tng i n nh. Vay tiu dng gip

h nng cao mc sng, tm kim cng vic c mc thunhp cao hn.

1.1.4.4. Theo mc tn nhim i vi khch hng.

- Cho vay khng c bo m: l loi cho vay khng c

ti sn cm c, th chp hoc bo lnh ca ngi th ba,

m vic cho vay ch da vo uy tn ca bn thn khch

hng . i vi nhng khch hng tt, trung thc trong

kinh doanh, c kh ti chnh mnh, qun tr hiu qu th

ngn hng c th cp tn dng da vo uy tn ca bn

thn k thut m khng cn mt ngun thu n b sung th

hai.

- Cho vay c bo m: l loi cho vay da trn c s

cc bo m nh th chp hoc cm c, hoc phi c s



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Chuyn tt nghip

bo lnh ca ngi th ba. S bo m ny l cn c php l

ngn hng c thm mt ngun th hai, b sung cho

ngun thu n th nht thiu chc chn.

1.1.4.5. Theo i tng tham gia quy trnh cho vay

- Cho vay trc tip: Ngn hng cp vn trc tip cho

ngi c nhu cu, ng thi ngi i vay trc tip hon tr

n vay cho ngn hng.

- Cho vay gin tip: l hnh thc cho vay thng qua

cc t chc trung gian. Ngn hng cho vay qua cc t,

i, hi, nhm nh nh sn xut, Hi nng dn, Hi cu

chin binh, Hi ph n Cc t chc ny thng lin kt

cc thnh vin theo mt mc ch ring, song ch yu

u h tr ln nhau, bo v quyn li cho m thnh vin.

Ngn hng c th chuyn mt vi khu ca hot

ng cho vay sang cc t chc trung gian nh thu n, pht

tin vay T chc trung gian cng c th ng ra bo

m cho cc thnh vin vay, hoc cc thnh vin trong

nhm bo lnh cho mt thnh vin vay. iu ny rt thun

tin khi ngi vay khng c hoc khng ti sn th

chp.

Ngn hng cng c th cho vay thng qua ngi bn l

cc sn phm u vo ca qu trnh sn xut. Vic cho

vay theo cch ny s hn ch ngi vay s dng tin sai mc

ch.

1.1.4.6. Theo phng thc cho vay

- Cho vay tng ln: Cho vay tng ln l hnh thc cho

vay tng i ph bin ca ngn hng i vi cc khch

hng khng c nhu cu vay thng xuyn, khng c iu



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Chuyn tt nghip

kin c cp hn mc thu chi. Mt s khch hng s

dng vn ch s hu v tn dng thng mi l ch yu,

ch khi c nhu cu thi v, hay m rng sn xut c bit

mi vay ngn hng, tc l vn t ngn hng ch tham gia

vo mt s giai on nht nh ca chu k sn xut kinh

doanh.

- Cho vay theo hn mc: y l nghip v tn dng

theo ngn hng tha thun cp cho khch hng hn

mc tn dng. Hn mc tn dng c th tnh cho c k

hoc cui k. l s d ti a ti thi im tnh.Hn mc tn dng c cp trn c s k hoch sn

xut kinh doanh, nhu cu vn v nhu cu vay vn ca

khch hng. Trong k khch hng c th vay tr nhiu ln,

song d n khng c vt qu hn mc tn dng. Mt s trng

hp ngn hng quy nh hn mc cui k. D n trong k c

th ln hn hn mc. Tuy nhin n cui k, khch hngphi tr n gim d n sao cho d n cui k khng c vt

qu hn mc.

- Cho vay thu chi: l nghip v cho vay qua ngn

hng cho php ngi vay c chi tri trn s d tin gi thanh

ton ca mnh n mt gii hn nht nh v trong

khong thi gian xc nh. Gii hn ny c gi l hn mcthu chi.



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Chuyn tt nghip

1.2. Tng quan v hot ng cho vay tiu dng

ca NHTM

1.2.1. L do hnh thnh hot ng cho vay tiu

dng

Cho vay l hot ng c bn ca cc Ngn hng Th-

ng mi. Tuy nhin, t xa ti nay, cc ngn hng mi ch

quan tm n cho vay cc doanh nghip sn xut kinh

doanh hng ha m cha thc s ch ti nhu cu vay tiu

dng ca ngi dn.

Cuc sng ngy cng pht trin, nhu cu vay tiu dng

gia tng mnh m gn lin vi nhu cu v hng tiu dng

lu bn nh nh, xe, g sang trng, nhu cu du lch

i vi lc lng k thut rng ln. Nu ta lp mt bng thng

k nhng nhu cu ca mt i ngi th l mt con s

v hn, l nhng nhu cu t n gin nh c n, mc,

hc hnh n nhng nhu cu phc tp hn nh du lch, vui

chi gii tr, nhu cu c tn trng Tuy nhin, nhu

cu c p ng ng lc, ng thi im khng phi

lc no cng d dng thc hin c bi n cn ph thuc

vo mt nhn t rt quan trng, l kh nng thanh

ton. i khi ch v khng c kh nng thanh ton mun c

mt chic xe my mua sm th nhu cu i li bng xe

my li khng nhiu na. hoc nh chng ta cn tin

u t i hc, khi ra trng ta c th d dng tm vic v

kim tin. Nhng hin ti ta li khng c tin th c m c

i hc hay c vic lm tt cng bay xa. Vy ti sao chng

ta li khng th c c xe my, chic nh mi hay l

i hc trc khi chng ta c th c tin trong tng lai.



15/92

Chuyn tt nghip

y thc s l mt vn quan trng, lm th no

gii quyt mu thun gia nhu cu tiu dng v kh

nng thanh ton ny.

Trn thc t c hai cch gii quyt. Cch th nht l

mu bn chu. Tuy nhin cch ny ch c li i vi ngi

mua, cn bt li i vi ngi bn. Ngi mua s c s dng

hng ha trc khi c s tin cn thit, nhng ngi bn s

thu hi vn chm hoc thm ch b ngi mua qut tin.

Khi cn tin nhp hng hoc m rng sn xut kinh

doanh th n lt ngi bn d ri vo tnh trng thiu ph-ng tin thanh ton. V vy, cch mua bn chu khng

ph bin v kh thi, li gp nhiu ri ro. Cch th hai l

ngi mua vay i vay tin, h s cm gic l phng

tin thanh ton. Cch ny va tha mn nhu cu ca ngi

tiu dng v nh sn xut cng bn c hng.

Nh vy l cn n mt t chc thc ba h tr c ngimua v ngi bn h lun lun c phng tin thanh ton

i vi cc nhu cu ca h. Khng mt t chc no m

nhim c v tr ny tt bng cc trung gian ti chnh, m

quan trng nht l cc Ngn hng Thng mi.

Ngn hng pht trin hot ng cho vay tiu dng

cng l cch Ngn hng gia tng li nhun, c bit ltrong mi trng cnh tranh khc lit ngy nay. Nhiu hng

ln khi thiu vn khng tm n ngn hng vay

tin m thay v h t ti tr ch yu bng pht hnh

c phiu v tri phiu. Thm vo nhiu Cng ty ti

chnh hoc gia cc ngn hng cnh tranh vi nhau trong

cho vay lm cho th phn cho vay cc doanh nghip ca



16/92

Chuyn tt nghip

ngn hng b gim st buc ngn hng phi m rng th

trng cho vay tiu dng, hng ti ngi tiu dng nh l mt

khch hng trung thnh tim nng. Ngn hng cho vay iu

dng mt mt tng thu nhp cho bn thn ngn hng,

mt khc to ra uy tn cho ngn hng.

Mt l do khc gp phn vo s hnh thnh cho vay

tiu dng l c im lun chuyn hng ha tiu

dng. Ngn hng cho vay i vi doanh nghip v c nhn

l mt mng hot ng quan trng ca ngn hng. Qu

trnh sn xut v lu thng hng ha nu nh khng c tiudng th tt yu s b tc nghn, hng ha khng tiu th

c dn ti doanh nghip b ng vn v ng nhin

qu trnh sn xut khng th tip tc. Vai tr ca ngn

hng lc ny tr ln quan trng hn bao gi ht. Ngn

hng cho ngi tiu dng vay vn to ra kh nng thanh

ton cho h trc khi h tch ly s tin cn thit. Khchhng c tin s tm n doanh nghip mua hng v

doanh nghip tiu th c hng ha. T doanh nghip

c tin s tr c n cho ngn hng. Khi tiu th c

hng ha, doanh nghip s m rng sn xut v s tm ti

ngn hng tip tc vay vn. Nh vy, ngn hng cho

vay tiu dng s c li cho c ba bn: ngi tiu dng, doanhnghip v ngn hng.

Ngi tiu dng c thu nhp u n (tin cng)

tr n ngn hng. Mt s tng lp ngi tiu dng c thu nhp

kh hoc cao, thu nhp tng i n nh. Vay tiu dng

gip h nng cao mc sng, tng kh nng c o to



17/92

Chuyn tt nghip

gip h nhiu c hi tm kim cng vic c mc thu nhp

cao hn.

Trong cuc sng hng ngy cng hin i, vay tiu

dng tr nn cn thit hn bao gi ht v s hnh

thnh cho vay tiu dng tr thnh iu tt yu.

1.2.2. Khi nim cho vay tiu dng.

Cho vay tiu dng l mt trong nhng nghip v ca

ngn hng. Cho vay tiu dng l mt khi nim ch mi

quan h v kinh t trong ngn hng chuyn cho

khch hng quyn s dng mt lng gi tr (tin) vi nhng

iu kin m hai bn tha thun nhm gip ngi tiu

dng c th s dng hng ha, dch v trc khi h c kh

nng chi tr, to iu kin cho h c th hng mt mc

sng cao hn.

1.2.3. c im ca cho vay tiu dng.

- Quy m ca tng hp ng cho vay thng nh, dn

n chi ph t chc cho vay cao, v vy li sut cho vay

tiu dng thng cao hn so vi li sut ca cc loi cho vay

trong lnh vc thng mi v cng nghip.

- Nhu cu vay tiu dng ca khch hng thng phi ph

thuc vo chu k kinh t. Khi nn kinh t thnh vng, i

sng ca ngi dn c nng cao th nhu cu vay tiu dng

li cng cao. Vo cc dp l tt, nhu cu mua sm nhiu

th cc s lng cc khon vay cng tng ln.

- Nhu cu vay tiu dng ca khch hng ph thuc

cht ch vo mc thu nhp v trnh hc vn. Nhng

ngi c thu nhp kh v tng i u s tm ti cho vay

tiu dng bi h c kh nng tr c n.



18/92

Chuyn tt nghip

- Khch hng vay tiu dng thng l cc c nhn nn

vic chng minh ti chnh thng kh. Nu nh cc doanh

nghip c bng cn i k ton, bo co kt qu kinh

doanh chng minh ngun thu nhp v chi tiu ca

mnh th cc c nhn vay tiu dng mun chng minh ti

chnh ca mnh thng phi da vo tin lng, s suy on

ch khng c bng chng r rng.

- Cho vay tiu dng c ri ro cao bi ngun tr n

ca ngi vay c th bin ng ln, n ph thuc vo qu

trnh lm vic, kinh nghim, ti nng v sc khe ca ngivay Nu ngi vay b cht, m hoc mt vic lm ngn

hng s rt kho thu li c n. Do , cc ngn hng thng

yu cu li sut cao, yu cu ngi vay phi mua bo him

tht nghip, bo him nhn th, bo him hng ha

mua

- T cch, phm cht ca khch hng vay thng rt khxc nh, ch yu da vo cch nh gi, cm nhn v

kinh nghim ca cn b tn dng. y l iu rt quan

trng quyt nh s hon tr ca khon vay.

1.2.4. Phn loi cho vay tiu dng

1.2.4.1. Cn c vo phng thc hon tr

* Cho vay tiu dng tr gp

y l hnh thc cho vay tiu dng trong i vay

tr n (gm s tin gc v li) cho ngn hng nhiu ln,

theo nhng k hn nht nh c gi tr ln hoc v thu

nhp tng nh k ca ngi i vay khng kh nng

thanh ton ht mt ln s n vay. i vi loi cho vay tiu



19/92

Chuyn tt nghip

dng ny, ngn hng thng ch ti mt s vn c bn

c tnh nguyn tc sau:

+ Loi ti sn c ti tr

Ngn hng thng ch mun ti tr cho nhng khon

vay mua sm cc dng c gi tr v tnh s dng lu

bn, vi nhng ti sn nh vy, ngi tiu dng s c hng

nhng tin ch t chng trong mt thi gian di.

+ S tin phi tr trc

Thng thng ngn hng yu cu ngi i vay phi

thanh ton trc mt phn gi tr ti sn cn mua sm, scn li ngn hng s cho vay. iu ny mt phn gip

ngn hng hn ch ri ro, mt khc to cho ngi i vay c

trch nhim hn vi ti sn mnh nh mua bi h cng

ng gp mt phn s tin ca mnh vo trong .

Khi khch hng khng tr c n, trong nhiu trng hp

ngn hng s phi pht mi ti sn thu hi n. Hu htcc ti sn qua s dng u b gim gi tr cho nn s

tin tr trc c vai tr v cng quan trng gip ngn hng

hn ch ri ro.

S tin tr trc nhiu hay t ph thuc:

- Loi ti sn: i vi cc loi ti sn c mc gim gi

nhanh th s tin tr trc nhiu v ngc li, i vi cc loiti sn c mc gim gi chm th s tin tr trc t

hn.

- Th trng tiu th ti sn sau khi s dng: yu t ny

rt quan trng. Nu l ti sn thuc loi d bn th s

tin tr trc s t hn loi ti sn kh bn sau khi s dng.

- Mi trng kinh t



20/92

Chuyn tt nghip

- Nng lc ti chnh ca ngi i vay

+ Chi ph ti tr

Chi ph ti tr l chi ph m ngi i vay phi tr cho

ngn hng trong vic s dng vn. Chi ph ti tr ch yu

l tin li v mt s khon chi ph khc. Chi ph ti tr phi

trang tri c chi ph vn ti tr, chi ph hot ng, ri ro

v mang li mt phn li nhun tha ng cho ngn hng.

+ iu khon thanh ton

- S tin thanh ton mi nh k ph hp v kh nng

thu nhp, chi tiu ca khch hng.- Gi tr ca ti sn ti tr khng c thp hn s tin

ti tr cha c thu hi.

- K hn tr n phi thun li cho vic tr n ca khch

hng nhng khng nn qu di v nu qu di, gi tr ca

ti sn ti tr s b gim mnh v vic thu hi n c th gp

rc ri.* Cho vay tiu dng phi tr gp

Theo phng thc ny, tin vay c khch hng thanh

ton cho ngn hng mt ln khi n hn, p dng vi cc

khon vay c gi tr nh, thi hn ngn.

* Cho vay tiu dng tun hon.

L cc khon cho vay tiu dng trong ngn hngcho php khch hng s dng th tn dng hoc pht hnh

loi sec c php thu chi da trn ti khon vng lai. Theo

phng thc ny, trong thi hn c tha thun trc, cn c

vo nhu cu chi tiu v thu nhp kim c tng k, khch

hng c Ngn hng cho php vay v tr n nhiu k mt

cch tun hon, theo mt hn mc tn dng.



21/92

Chuyn tt nghip

1.2.4.2. Cn c vo mc ch vay

Cn c vo mc ch vay, ngn hng s xp khon

vay l vay t hay mua nh, chi ph hc hnh, mua

sm dng gia nh

1.2.4.3. Cn c vo ngun gc ca khon n

* Cho vay tiu dng gin tip.

Cho vay tiu dng gin tip l hnh thc cho vay trong

ngn hng mu nhng khon n pht sinh do nhng

Cng ty bn l bn chu hng ha hay dch v cho ngi

tiu dng.

Trong trng hp ny Cng ty bn l v Ngn hng k

kt hp ng mua bn n. Trong hp ng, ngan hng th-

ng a ra cc iu kin v i tng k thut c bn

chu, s tin bn chu ti a v loiaj ti sn bn chu. Sau

Cng ty bn l v ngi diu dng k kt hp ng mua

bn chu hng ha. Thng thng ngi tiu dng phi tr trc

mt phn gi tr ti sn. Cng ty bn l s giao ti sn cho

ngi tiu dng v bn b chng t bn chu hng ha cho

ngn hng. Ngn hng da trn b chng t s thanh

ton tin cho vay cng ty bn l. Cui cng ngi tiu dng

thanh ton tin tr gp cho ngn hng.

Cho vay tiu dng gin tip c mt s u im sau:

- Cho php ngn hng d dng tng doanh s cho

vay tiu dng.

- Gim c chi ph trong cho vay

- M rng quan h vi khch hng v cc hot ng

ngn hng khc

- Vay vn ng mc ch



22/92

Chuyn tt nghip

Cho vay tiu dng gin tip c mt s nhc im sau:

- Ngn hng khng tip xc trc tip vi ngi tiu

dng c bn chu, do thng tin v khch

hng i khi khng chnh xc, khng tm hiu k

c khch hng c th dn ti ri ro cho ngn hng.

- Thiu s kim sot ca ngn hng khi cng ty bn

l thc hin vic bn chu hng ha.

- K thut nghip v cho vay tiu dng gin tip c

tnh phc tp cao.

* Cho vay tiu dng trc tipL cc khon cho vay tiu dng trong ngn hng

trc tip tip xc v cho khch hng vay cng nh trc tip

thu n t ngi ny.

So vi cho vay tiu dng gin tip, cho vay tiu dng trc

tip c nhng u im sau:

- Cho vay tiu dng trc tip ca ngn hng thng ccht lng cao hn bi n c quyt nh bi i ng

nhn vin tn dng giu kinh nghim v c o to

chuyn mn tt ca ngn hng ch khng phi l nhng

nhn vin ca cng ty bn l. Nhn vin tn dng ngn

hng c xu hng ch trng n vic to ra cc khon cho

vay c cht lng tt cho khi nhn vin ca cng ty bn lthng ch trng n vic bn cho c nhiu hng nn d

dn ti cc quyt nh tn dng vi vng v c th c

nhiu khon tn dng c cp ra khng chnh ng.

- Cho vay tiu dng trc tip linh hot hn so vi cho

vay tiu dng gin tip, ngn hng tip xc trc tip vi

khch hng nn hiu r khch hng.



23/92

Chuyn tt nghip

- Khi khch hng c quan h trc tip vi nng hng,

c rt nhiu li th c th pht sinh, c kh nng lm tha

mn quyn li cho c hai pha khch hng ln ngn hng.

1.2.5. Li ch ca cho vay tiu dng.

1.2.5.1. i vi ngn hng

i vi ngn hng ngoi nhng nhc im chnh l ri

ro v chi ph cao, cho vay tiu dng c nhng li ch sau:

Cho vay tiu dng gip tng kh nng cnh tranh ca

ngn hng vi cc ngn hng v cc t chc tn dng

khc, thu ht c i tng khch hng mi, t m m

rng quan h vi khch hng. Bng cch nng cao v m

rng mng li, a dng ha sn phm, nng cao cht lng

dch v cho vay tiu dng, s lng khch hng n vi ngn

hng s ngy cng nhiu hn v hnh cnh ca ngn

hng s cng p hn trong con mt khch hng. Trong

ngh ca cng chng, ngn hng khng ch l t chc

ch bit quan tm n cc cng ty v doanh nghip m

ngn hng cn rt quan tm ti nhng nhu cu nh b,

cn thit ca ngi tiu dng, p ng nguyn vng ci

thin cuc sng ca ngi tiu dng. T m uy tn ca

ngn hng tng ln rt nhiu.

Cho vay tiu dng cng l mt cng c marketing rt

hiu qu, nhiu ngi s bit ti ngn hng hn. Ngn

hng cng s huy ng c nhiu ngun tin gi ca dn

c bi dn c s gi tin nhiu vo ngn hng khi h thy

rng mnh c trin vng vay li tin t chnh ngn hng

.



24/92

Chuyn tt nghip

To iu kin m rng v a dng ha kinh doanh, t

m nng cao thu nhp v phn tn ri ro cho ngn

hng.

1.2.5.2. i vi ngi tiu dng

Nh c vai tr tiu dng, ngi tiu dng s c hng

nhng iu kin sng tt hn, c hng nhng tin ch tr-

c khi tch ly tin v c bit quan trng hn n rt

cn cho nhng trng hp khi cc c nhn c chi tiu c tnh

t xut, cp bch nh nhu cu chi tiu cho gio dc v y t.

Tuy vy ngi tiu dng cn tnh ton vic chi tiu

c hp l, khng vt qu mc cho php v m bo kh

nng chi tr.

1.2.5.3. i vi nn kinh t

Cho vay tiu dng c dng ti tr cho cc chi tiu

v hng ha v dch v trong nc, c tc dng rt tt trong

vic kch cu. Nh cho vay tiu dng cc doanh nghip

y nhanh tc tiu th hng ha, ngn hng rt ngn

khong thi gian lu thng, tng kh nng tr n cho ngn

hng, ng thi to iu kin thc y tng trng kinh

t.

1.2.6. Cc nhn t nh hng ti kh nng m

rng cho vy tiu dng ca NHTM.

1.2.6.1. Cc nhn t thuc v ngn hng

Quy m v uy tn ca ngn hng c nh hng ti lng

cho vay tiu dng. Ngn hng c lng vn t c cao hay

thp, c nhiu mng li chi nhnh thun tin giao dch

vi khch hng hay khng. Uy tn ca ngn hng cao hay



25/92

Chuyn tt nghip

thp cng s nh hng ti lng khch hng n giao dch vi

ngn hng.

Yu t gp phn nh ti thnh cng ca cho vay tiu

dng l cc chnh sch, quy nh ca ngn hng. l

chnh sch chm sc khch hng trc v sau khi cho vay c

chu o hay khng, l cc quy nh v li sut v ph

tn dng cao hay thp, c linh hot v ph hp vi thu nhp

hin c ca ngi dn hay khng, cc quy nh v thi hn

tn dng v k hn n, ti sn m bo, phng thc gii

ngn v thanh ton. Th tc xin vay vn c phc tp hayn gin, thi gian thm nh h s vay vn ko di bao

lu, nu thi gian thm nh qu di th khch hng s

khng mun ch i v tm ti cc ngn hng khc.

Trnh , thi cn b tn dng ca ngn hng

cng mang tnh quyt nh thnh cng ca cho vay tiu

dng. Cn b tn dng cn c trnh chuyn mn tt thmi thm nh chnh xc khch hng v d n vn, t

a ra cc quyt nh ng n. Cn b tn dng cng

cn c o c ngh nghip, tn tm vi cng vic, nhit

tnh gip , chi bo khch hng cc th tc cn thit.

Mun hot ng cho vay tiu dng c nhiu khch

hng bit ti th ngn hng cn c chnh sch marketingph hp. Ngn hng cn tng cng cc hot ng thng tin

qung co trn bo i, t ri, qung b hnh nh ca cc

hot ng thng tin qung co trn bo i, t ri, qung

b hnh nh ca Ngn hng ni chung cng nh li ch,

chnh sch v cho vay tiu dng ni ring.



26/92

Chuyn tt nghip

Cng ngh ngn hng v kh nng qun l c tc

ng ti hot ng cho vay tiu dng. Nu ngn hng c

cng ngh hin i s dn ti vic gii quyt cc th tc -

c nhanh chng, chnh xc, gim bt cc th tc rm r cho

khch hng v vic qun l h s khch hng cng c

thun tin hn. Bn cnh vn v cng ngh, ngn

hng cn c cc quy nh, ni quy lm vic thng pht

nghim minh, qun l tt to ng lc lm vic cho cn

b nhn vin ngn hng, tc ng n phong cch lm

vic ca nhn vin.Tt c cc nhn t vi m ni trn u l nhng nhn

t thuc v ni ti ngn hng c tc ng ti cho vay tiu

dng. Ngoi nhng nhn t cn phi k ti nhn t

khch quan bn ngoi ngn hng cng nh hng ti cho vay

tiu dng, l o c khch hng cng nh ri ra ca

hot ng cho vay tiu dng. Nu nh khch hng l ngi co c tt, thc tr n tt, ri ra cho vay tiu dng thp

th s kch thch ngn hng tin hnh m rng hot ng

cho vay tiu dng, cc quy nh cho vay cng s khng qu

kht khe. Ngc li nu khch hng khng tr n u, n qu

hn qu nhiu th tt yu s km hm hot ng cho vay

tiu dng.Mt ngn hng mun pht trin hot ng cho vay

tiu dng th cn tnh ti tt c cc nhn t v m v vi

m k trn.

1.2.6.2. Nhn t ngoi ngn hng

Mt s nhn t v m c nh hng n hot ng

cho vay tiu dng nh mi trng kinh t x hi, cc chnh



27/92

Chuyn tt nghip

sch kinh t ca nh nc, s cnh tranh gia cc ngn

hng, mi trng php lch s, yu t vn ha.

Trc ht cn phi k ti c im th trng ni

Ngn hng hot ng. Neues l thnh th hoc ni

tp trung ng dn c, c mc thu nhp kh, trnh hc

vn cao th nhu cu vay tiu dng s tng cao hn so vi

vng nng thn, ho lnh ni m nhng ngi nng dn ch

quanh nm ngy thng bit ti rung vn, thm ch cn

khng bit ti hot ng ca ngn hng.

K n l cc thi quen, phong tc tp qun, tm lc nh hng ti nhu cu vay tiu dng. Ngi dn Vit Nam

thng c thi quen tit kim ri khi tch ly tin mi

mua sm, tiu dng, h khng ngh ti vic i vay, n nn

mua sm cng vi tm l ngi tip xc vi ngn hng,

s cc th tc hnh chnh rm ra. Chnh v th nhu cu

vay ca ngi dn cn thp.Mi trng kinh t chnh tr c nh hng ti cho vay

tiu dng. Nu nn kinh t pht trin tt, thu nhp bnh

qun u ngi cao v mi trng chnh tr n nh th

hot ng cho vay tiu dng cng s din ra thng sut,

pht trin vng chc v hn ch nhng rc ri c th xy

ra. Nu mi trng c s cnh tranh khc lit gia cc ngnhng ginh git khch hng th cho vay tiu dng ca

cc ngn hng cng s gp kh khn.

Cc quy nh php l ca ngn hng Nh nc v

chnh ph c th khuyn khch v cng c th hn ch

cho vay ni chung v cho vay tiu dng ni ring. l cc

quy nh nh quy nh ca Ngn hng nh nc khng ch



28/92

Chuyn tt nghip

cc ngn hng thng mi trong vic huy ng theo t l

vn t c, quy nh t l cho vay ti a i vi mt khch

hng trn vn t c



29/92

Chuyn tt nghip

Chng II:

Thc trng hot ng cho vay tiu dng tiHi s chnh Ngn hng thng mi C phn

k thng Vit Nam

2.1. Tng quan v Ngn hng Thng mi C

phn K thng Vit Nam Techcombank.

2.1.1. Lch s hnh thnh v pht trin

Techcombank

Theo giy php hot ng s 0400/NH-GP do Thngc ngn hng Nh nc Vit Nam cp ngy 06/08/1993,

giy php thnh lp s 1534/Q-UB do UBND thnh ph H

Ni cp 04/09/1993, giy php kinh doanh s 055697 do

Trng ti kinh t H Ni (nay l S k hoch v u t H

Ni) cp 07/09/1993, ngy 27/09/1993 Ngn hng Thng

mi C phn K thng Vit Nam Techcombank cchnh thc thnh lp. y l mt trong nhng Ngn hng

Thng mi C phn u tin ca Vit Nam c thnh lp

trong bi cnh t nc ang chuyn sang nn kinh t th

trng vi s vn iu l l 20 t ng v tr s chnh ban

u c t ti s 24 L Thng Kit, Hon Kim, H Ni.

Khng ngng ln mnh cng vi thi gian, ti nm 1995TCB tng vn iu l ln 51,495 t ng. Trong thi

gian ny TCB cng thnh lp Chi nhnh TCB H Ch

Minh, khi u cho qu trnh pht trin nhanh chng ca

TCB ti cc th ln.

Nm 1996, TCB thnh lp tip chi nhnh TCB Thng

Long cng Phng giao dch Nguyn Ch Thanh ti H Ni,



30/92

Chuyn tt nghip

thnh lp Phng giao dch Thng Li trc thuc TCB H

Ch Minh v tip tc tng vn iu l ln 70 t ng.

Nm 1998, tr s chnh ca TCB c chuyn sang Ta

nh TCB 15 o Duy T, H Ni v thnh lp Chi nhnh

TCB ti Nng. Nh vy ch sau nm nm hot ng, TCB

nhanh chng m rng th trng v c mt ti ba thnh

ph ln ca c nc, l H Ni, thnh ph H Ch Minh v

Nng.

S vn iu l ca TCB tng ln 80,020 t ng

vo nm 1999 v tip tc tng ln 102,345 t ng vonm 2001. y cng l nm ng nh ca TCB khi ngn

hng trin khai h thng phn mm Ngn hng Globus

cho ton b h thng TCB nhm p ng tt hn nhu cu

ca khch hng. Quan tm ti nhu cu ca khch hng,

chm lo ti khch hng lun l phng chm kinh doanh

hng u ca TCB.Vi nhng n lc khng bit mt mi ca tp th Ban

lnh o v ca ton th cn b cng nhn vin, TCB

dn chim lnh c th trng ngn hng vn rt si ng

v y thch thc, thu ht ngy cng nhiu khch hng

trong v ngoi nc. m rng th trng v thun li cho

nhu cu giao dch ca khch hng, nm 2002, TCB thnh lp mt lot cc chi nhnh ti cc tnh v thnh ph

trong c nc. l chi nhnh Chng Dng v Chi nhnh

Hon Kim ti H Ni, Chi nhnh Hi Phng ti Hi Phng,

Chi nhnh Thanh Kh ti Nng, Chi nhnh Tn Bnh ti

thnh ph H Ch Minh. TCB cng l Ngn hng Thng mi

C phn c mng li giao dch rng nht ti Th H Ni.



31/92

Chuyn tt nghip

Mng li bao gm Hi s chnh v tm chi nhnh cng bn

phng giao dch ti cc thnh ph ln trong c nc. Cng

trong nm 2002, vn iu l Ngn hng tng ln 104,435

t ng.

Nm 2003, TCB a chi nhnh TCD Ch ln vo hot

ng v tng vn iu l ln 180 t ng.

Nm 2004 nh du bc chuyn mnh v pht trin

vt bc ca TCB khi ngn hng lin tc tng vn iu l ln

234 t ng, ln 252,255 t ng v ln 412 t ng vo

26/11/2004. S vn iu l ny kh nh nu so vi ccNgn hng Thng mi Nh nc, tuy nhin n th hin s

quyt tm khng ngng vn ln ca i ng cn b Ngn

hng K thng Vit Nam trong xu th cnh tranh v hi

nhp v kinh t.

Qua nm thng pht trin, cng vi s tng ln lin tc

ca vn iu l l s tng ln ca tng s chi nhnh,phng giao dch v hi s chnh. TCB khng nhng vng

mnh v ti chnh m cn lun bm st m rng th trng

v tng cng lc lng cn b cng nhn vin.

Vn iu l ca TCB (t ng)

Nm 1993 1995 1996 1999 2001 2002 2003 2004Vn

iu l

20 51,4

9

70 80,0

2

102,

3

117,

8

200 426

S lng chi nhnh, Phng giao dch v Hi s chnh

TCB

Nm 1993 1995 1996 1998 1999 2000 200

2

2004

S lng CN, 1 2 5 6 7 8



32/92

Chuyn tt nghip

PGD v H.

S

S lng nhn vin ca TCBNm 93-94 95 96 97 99 200

0

200

1

2002 2003 2004

S nhn

vin

20 53 92 114 164 198 279 377 438 546

K t khi thnh lp n nay, Techcombank ln

mnh, to dng uy tn v hnh nh p trong lng mi

khch hng. Cc sn phm v dch v v cng a dng vi

cng ngh hin i v cht lng dch v khng ngng c

nng cao, chiu lng c nhng khch hng kh tnh nht.

2.1.2. C cu t chc ca Hi s chnh

Techcombank

Ngn hng Thng mi C phn K thng Vit Nam

Techcombank sau hn mi nm trng thnh v pht trin

c tng s cn b nhn vin l 546 ngi, vi mng li

giao dch gm 21 im giao dch: Hi s chnh 8 chi

nhnh cp mt, 6 chi nhnh cp hai, cn li l cc Phng

giao dch ti mt s tnh thnh trong c nc, ch yu l H

Ni, Hi Phng, Thnh ph H Ch Minh v Nng.

S c cu t chc ca Techcombank c b tr

nh sau:



33/92

Chuyn tt nghip



34/92

Chuyn tt nghip


i hi c ng

Hi ng qun tr

Ban iu hnh

Hi ng tn dng

Hi s chnh

Bankim sot

UB qun lti sn n c

Trungtm TTv NHi l

Phngkim sot

ni b

Phng kton tichnh

Phng khoch

tng hpVn

phng

Phngqun l

nhn s

Banqun lcht lng

Phngqun l

tndng

Banqun l

ri ro

Phngthng tin

inton

Phngmarketin

g

Phng QLngunvn GDtin t

TCBHi

Phng

TCB

Nng

TTmkinh

doanh

TCBChng

Dng

TCBThngLong

TCBHongQucVit

TCBH ChMinh

TCBTrn Hng o

TCBHon

Kim

TCBNiBi

TCBThanh

Kh

TCBHi

Chu

Ban kimsot v h tr

KDPhng Dv

NHDN

Phng DvNH bn l

K ton giaodch v kho

qu

TCBng

TCBBa

nh

TCBnga

TCBNgcKhnh

TCBTnBnh

TCBChLn

TCBTnSnNht

TCBPh

M Hng

TCB LThng

Kit


35/92

Chuyn tt nghip

2.1.3. Tnh hnh hot ng kinh doanh ca

Techcombank

L mt Ngn hng Thng mi C phn vi lch s

hnh thnh v pht trin mi ch c hn 10 nm nhng hot

ng ca Techcombank rt c hiu qu, quy m ca ngn

hng lin tc c m rng, sn phm ngy cng phong ph,

a dng, p ng tt hn nhu cu ca khch hng, cht l-

ng sn phm lin tc c ci tin, v hnh nh ca ngn

hng ngy cng c bit n rng ri hn. Ta c th nh

gi hot ng ca ngn hng thng qua vic xem xt cc

ch tiu ti chnh ch yu ca ngn hng trong cc nm

va qua.

Bng 1: Mt s ch tiu ti chnh ch yu ca

Techcombank

n v: T VND

Ch tiu 2001 2002 2003 2004Tng ti sn 2388 4059 4546 7110Vn iu l v cc qu d

tr

109 136 202 426

Tng doanh thu hot ng 149 311 327 452Li nhun trc thu, trc d

phng ri ro

17.5 52.3 72.4 90.58

Tin gi huy ng v tin

vay

2268 3923 4262 5321

Hot ng tn dng 1424 2103 2450 2831

Ngun: Bo co thng nin ca Ngn hng TMCP K thngVit Nam

t 2001-2004

Nhn vo bng s liu ta nhn thy tng ti sn, vn

iu l v cc qu d tr ca ngn hng lin tc tng quacc nm t nm 2001 ti nm 2004 to iu kin



36/92

Chuyn tt nghip

ngn hng m rng quy m, th phn v cng c hnh

nh ca mnh trong h thng ngn hng ni ring v

trong nn kinh t ni chung. Bn cnh , hiu qu hot

ng ca ngn hng cng c nng cao r rt th hin

s tng ln ca doanh thu hot ng v li nhun trc thu.

Uy tn ca ngn hng tng ln, t m lng tin gi v l-

ng tin cho vay cng tng ln. Vn huy ng tng trng

mnh, c bit l huy ng t dn c v cc t chc ti

chnh, to th n nh trong hot ng ca ngn hng.

Techcombank to c uy tn cao trong hot ngtn dng v thanh ton quc t. Nm 2004, ngn hng

vinh d c nhn chng ch ISO 9000 v thanh ton v tn

dng. Bn cnh , TCB cn c cc ngn hng ln trn th

gii nh ANZ, City bank v Standard Chatterbank l t l

in chuyn tin t trn 98%, thuc mc cao nht

trong cc ngn hng, vt xa mc tiu t ra l 80% vmc trung bnh ca cc ngn hng trong c nc l 65%.

Cht lng in cao lm gim thi gian x l in ti cc

ngn hng trung gian lm cho tin ca khch hng c ghi

c sm hn nng cao c s hi lng ca khch hng,

ng thi gim ph sa in, tit kim chi ph cho

Techcombank.H thng qun tr ngn hng c cng c vi cc

cng c qun tr da trn nn tng cng ngh v quy

trnh hp l gp phn ng k vo vic hon thin mt b-

c chng trnh ti cu trc v hin i ha ngn hng.

TCB cng khng ngng hon thin cng tc marketing,

pht trin sn phm v chm sc khch hng. Sn phm



37/92

Chuyn tt nghip

TCB cng a dng phong ph p ng nhu cu ca khch

hng.

Techcombank tip tc thc hin chuyn dch c cu

khch hng ph hp vi cc mc tiu ra, kt hp vi vic

pht trin sn phm mi v bc u to dng hnh nh

Techcombank trong cng chng v khch hng doanh

nghip va v nh cc th ln, c bit l ti H Ni,

Nng v thnh ph H Ch Minh ph hp vi chin lc

pht trin ca ngn hng.

Bn cnh nhng thnh cng m ngn hng t -c , cn c nhng im yu m ngn hng phi n lc

khc phc, c th k ra y cc nhc im sau:

Cng tc thu hi n tn ng, mc d t c nhng

kt qu kh quan vn tin trin chm so vi k hoch

ra.

Vic trin khai mt s chng trnh marketing, chngtrnh sn phm mi, chng trnh hin i ha cng ngh

vn cn nhiu im bt cp, thiu ng b dn n hn

ch hiu qu hot ng.

Cc chng trnh pht trin ngun nhn lc mc d

c nhng u t ln v tin b trong cng tc tuyn chn,

o to, i ng, vn cn khp khnh v thiu ng bdn n hiu qu ng vin, c v v thu hthutnb ti

cn hn ch.

Cc chng trnh kim sot v qun tr ri ro th tr-

ng, pht trin th v m rng mng li mc d c bt

u nhng qu trnh pht trin khai cn b chm tr.



38/92

Chuyn tt nghip

2.2. Hot ng cho vay tiu dng Vit Nam

Do nhng li ch m cho vay tiu dng mang li, nhiu

NHTM Vit Nam hin nay thc hin hot ng cho vay

tiu dng. Cc hnh thc cho vay tiu dng rt phong ph

nh cho vay mua nh mi, sa nh, cho vay mua t, du

hc, dng gia nh v cc sn phm khc.

Cc ngn hng trin khai hot ng cho vay tiu

dng gm c cc ngn hng thng mi Nh nc nh

Vietcombank, ngn hng cng thng, ngn hng nng

nghip v pht trin nng thn Vit Nam, ngn hng u

t Vit Nam. Bn cnh , cc ngn hng c phn cng

tham gia rt tch cc vo th trng mi m ny nh ngn

hng thng mi c phn k thng Vit Nam, ngn hng

Chu (ACB), ngn hng c phn qun i, ngn hng

Si Gn Thng Tn, Ngn hng C phn nh H Ni

Ngn hng nng nghip v pht trin nng thn thchin cho vay vi cn b cng nhn vin, nhng ngi c h-

ng lng, hng tr cp x hi v th chp ti sn vi li sut

thp hn 0,85%/thng. Theo quy nh thi hn cho vay ti

thiu l 12 thng, ti a l 36 thng. Mc vay ti a l

50% gi tr ti sn m bo, v nu khng c ti sn m

bo th mc vay ti a l 50 triu ng. Sau mt thigian thc hin, NHNo v PTNT thu ht c mt s lng

ln khch hng ti vay tiu dng.

ACB phc v cc i tng c nhu cu du lch, mua

sm dng, hc tp, cha bnh, mua xe, ci hi, mua v

sa nh. Khch hng mun vay vn phi c thu nhp n



39/92

Chuyn tt nghip

nh v c ti sn th chp. Thi hn t 12 thng n 36

thng, vay tr gp.

Ngn hng Thng mi C phn nh H Ni phc v

mi i tng c ti sn th chp, hnh thc tr gp. Li

sut 0,9%/thng, thi hn t 12 thng n 36 thng.

Ti ngn hng ng p dng hnh thc cho vay tn

chp gii quyt nhu cu vay tiu dng ca cn b cng

nhn vin. Theo hnh thc ny, mi CBCNV trong bin ch

nh nc c c quan bo lnh k hp ng vay vn ngn

hng. Cn b c thu nhp 1 triu/thng c vay 1 n 5triu, t 1,5 n 2 triu ng/thng c vay 6 n 10

triu. Thi hn tr gp t 12 n 18 thng, tr hng thng

theo tp th, c quan c ngi i din ti ngn hng np

tin. Ngoi ra, ngn hng cn cho vay mua nh, sa cha

nh

i vi ngn hng Si Gn Thng Tn, vic cho vaytiu dng vi CBCNV, nht l trong ngnh y t v gio dc

ang l i tng vay chnh c ngn hng quan tm. Li

sut 1,05%/thng, thi hn 12 thng. Khch hng thng l

vay tn chp thng qua cc t chc cng on v c bo

lnh ca c quan phi hp vi b phn lao ng tin lng

gip ngn hng thu n.Ngn hng Thng mi C phn K thng Vit Nam

tuy mi trin khai hot ng cho vay tiu dng nhng cng

thu ht c kh nhiu khch hng. Ngn hng ch yu cho

vay mua t, mua nh v cho vay du hc. Li sut v thi

hn rt linh hot ty theo mc ch vay.



40/92

Chuyn tt nghip

Hot ng cho vay tiu dng ang ngy cng m

rng, thu ht s quan tm ca ngn hng v cc c nhn,

h gia nh. Trong tng lai, hot ng ny chc chn s

ngy cng pht trin hn na, khng ch c cc ngn

hng tham gia m s cn c cc t chc ti chnh v tn

dng khc vo cuc.

2.3. Thc trng hot ng cho vay tiu dng ti

Hi s chnh Ngn hng Thng mi C phn K th-

ng Vit Nam.

2.3.1. Khi qut v hot ng cho vay ti Hi s

chnh Ngn hng Thng mi C phn K thng Vit

Nam.

Phng dch v ngn hng bn l ca TCB c thnh

lp t 15/4/2001 theo Quyt nh s 682/TCB ca Hi

ng Qun tr. L mt phng kinh doanh ti Hi s vi i

tng khch hng ca Phng DVNH bn l l cc th nhn.

Theo quyt nh thnh lp, phng dch v ngn hng bn

l c chc nng pht trin hot ng cho vay, trong c

cho vay tiu dng i vi cc c nhn, chu trch nhim

chnh trong cng tc nghin cu th trng v pht trin cc

sn phm mi v dch v bn l trong ton h thng TCB.

Tuy mi thnh lp nhng phng dch v ngn hng bn

l thc hin tt chc nng ca mnh. Hot ng cho vay

tiu dng hng ngy cng thu ht c nhiu khch hng

hn vi doanh s cho vay ngy cng ln. Nm bt nhu cu

ca khch hng v cng nhm phc v khch hng tt hn

na, bn cnh cc khon vay tiu dng thng thng, ngn

hng trin khai cc chng trnh mi nh cho vay t



41/92

Chuyn tt nghip

xn, cho vay nh mi v cho vay du hc y c th

coi l nhng chng trnh ln, chim a s cc khon cho

vay tiu dng ca ngn hng.

2.3.1.1. Cho vay t xn.

Ngy 04/12/2001, Tng gim c TCB ra Quyt

nh s 022123/TCB-Q/THI GIAN ban hng th l ch-

ng trnh ti tr mua t xn cho cc c nhn (v c cc

php nhn) c nhu cu vay vn mua t thc hin

vic mua t theo hnh thc vay tr gp, gip ngn hng

a dng ha sn phm, to iu kin h tr cho cc c

nhn nng cao cht lng cuc sng.



42/92

Chuyn tt nghip

* i tng khch hng

- Cc c nhn l nc cng dn Vit Nam c tr ti Vit

Nam c nng lc php lut v nng lc hnh vi dn s.

- Ngi nc ngoi c tr ti Vit Nam c thi gian cn lu

tr ph hp vi thi hn vay vn, p ng cc iu kin

trong quy ch cho vay ca ngn hng v cc quy nh

ca php lut.

* iu kin vay vn

- Khch hng phi t c vn ti thiu theo quy nh

- Phi c ngun thu nhp n nh m bothanh ton n vay cho ngn hng.

- C h khu thng tr ti cc tnh thnh ni TCB c

tr s v mt s vng ln cn c TCB chp nhn.

- C ti sn m bo cho khon vay theo ng quy

nh ca TCB v ca Ngn hng Nh nc Vit Nam.

- Cam kt thc hin y cc quy nh trong quych cho vay ca TCB v tun th y cc quy nh

ca php lut.

- Xe t mun mua phi l chic xe cn tt v c

ngun gc r rng.

* Hn mc cho vay v thi hn vay

Ty tng i tng khch hng v ri ro ca tng ph-ng n vay c th, ngn hng s xem xt mc cho vay ph

hp.

- Trng hp khch hng dng ti sn m bo l nh

v quyn s dng t, mc cho vay ti a l 70% tng

nhu cu vn, thi hn vay ti a l 48 thng.



43/92

Chuyn tt nghip

- Trng hp khch hng dng ti sn m bo l chnh

chic xe mun mua, xe mi 100%, mc cho vay ti a l

60% tng gi tr ca chic xe, thi hn vay ti a l 36

thng.

- Trng hp khch hng dng ti sn m bo l chnh

chic xe nh mua nhng xe qua s dng, mc cho vay

khng qu 50% tng gi tr ca chic xe, thi hn vay ti

a 36 thng.

* Li sut vay

- Li sut vay c xc nh trn c s li sut huyng tit kim 12 thng tit kim thng ca TCB loi lnh

li cui k cng vi bin t 0,2-0,35%/thng ty theo thi

hn v mc ri ro ca tng khon vay c th.

- Li sut vay c c nh theo nguyn tc trn cho

n ht ngy 31/12 ca nm m khon vay c thc hin

t nm th hai tr i li sut c xc nh bng li sut catit kim 12 thng loi lnh li cui k ang c hiu lc ca

ngy 1/1 nm cng vi bin quy nh.

Cc trng hp iu chnh v thi hn v li sut vay

phi trnh Tng gim c xem xt quyt nh.

* m bo cho khon vay

- Ti sn th chp cm c thuc s hu ca khchhng vay vn

- Ti sn m bo l chnh chic xe mun mua

- c bo lnh bng ti sn ca bn th ba.

Trng hp khch hng dng ti sn cm c l xe t

mun mua



44/92

Chuyn tt nghip

- Vic nh gi ti sn m bo phi cn c vo gi

tr thc t ca chic xe, gi tr thc t ca chic xe c

cn c vo gi hp ng mau bn v ha n bn hng ca

n v bn xe.

- i vi xe cn mi 100%, TCB ch cho vay ti a l

60% gi tr ca ti sn c nh gi.

- Trng hp chic xe cm c qua s dng, TCB ch

nhn cm c nhng chic xe c gi tr s dng cn li ti

thiu 80%. Mc cho vay ti a i vi trng hp ny l 50%

gi tr cn li ca xe t.- Xe do khch hng s dng lm ti sn cm c phi

mua bo him vt cht trong sut thi hn vay. S tin bo

him ti thiu bng 160% gi tr khon vay (p dng cho

ln mua u tin), t nm th hai tr i, khch hng phi

mua mc bo him ti thiu l 160% tng d n khon vay.

2.3.1.2. Ngy 18/07/2001 Tng gim c TCB raQuyt nh s 01065 TCB/Q-TG quyt nh ban hng

th l cho vay mua nh tr gp.

* iu kin vay: ging nh iu kin vay mua t

xn, khch hng phi t c vn ti thiu 30%.

* Thi hn vay: ti a 10 i vi mua nh chuyn

quyn s dng t, 5 nm i vi xy, sa nh.* Li sut vay: linh hot v c xc nh ging trng

hp li sut may mua t.

* Ti sn m bo

- Cc ti sn cm c, th chp



45/92

Chuyn tt nghip

- C th dng chnh cn nh nh xy, mua, sa

cha lm ti sn m bo hoc c bo lnh bng ti

sn ca bn th ba.

2.3.1.3. Cho vay Du hc nc ngoi

Ngy 16/9/2002, Tng gim c TCB ban hng

Quyt nh s 00938/TCB Q.TG ban hnh th l cho

vay du hc nc ngoi cho i tng khch hng vay vn s

dng vo vic trang tri chi ph cho thn nhn i du hc

nc ngoi nhm thc hin vic a dng ha sn phm, to

iu kin cho vic nng cao dn tr, gp phn vo s

nghip x hi ha gio dc ca Nh nc.

* i tng khch hng

L cc c nhn, nc cng dn c tr ti Vit Nam c

nng lc php lut v nng lc hnh vi dn s.

* iu kin vay vn

- Khch hng phi t c ti thiu 30% tng nhu cu

vn

- Phi c ngun thu nhp n nh m bo

thanh ton n vay cho ngn hng.

- C ti sn m bo cho khon vay theo ng quy

nh ca TCB v ca Ngn hng Nh nc Vit Nam.

- Cam kt thc hin y cc quy nh trong quy

ch cho vay ca TCB v tun th y cc quy nh

ca php lut.

- C thn nhn i du hc nc ngoi v c c s

o to nc ngoi xc nhn l iu kin nhp hc.

* Loi tin cho vay v hn mc vay



46/92

Chuyn tt nghip

- TCB cho khch hng vay vn bng VN v mt s

ngoi t khc nh EUR, USD

- Trng hp khch hng vay vn bng ngoi t th phi

thc hin vic chuyn tin trc tip ra nc ngoi ca TCB.

- TCB cho vay ti a 70% tng chi ph ca kha hc

gm: tin v my bay, tin hc ph, tin k qu, chi ph

lm visa, h chiu, tin bo him v tin n sinh hot

trong sut qu trnh hc.

* Thi hn vay

Trong tng trng hp c th ca tng lu hc sinh, vtheo thi gian o to ti nc ngoi cng nh tnh hnh ti

chnh ca ngi ng ra vay vn, TCB s xem xt v xc

nh thi hn cho vay i vi khch hng nhng ti a

khng qu 60 thng.

* Li sut vay

- Li sut vay VN c xc nh trn c s li sut huyng tit kim 12 thng tit kim thng ca TCB loi lnh

li cui k cng vi bin t 0,2-0,35%/thng ty theo thi

hn v mc ri ro ca tng khon vay c th.

- Li sut vay VN c c nh theo nguyn tc trn

cho n ht ngy 31/12 ca nm m khon vay c thc

hin. T nm th hai tr i li sut c xc nh bng lisut ca tit kim 12 thng loi lnh li cui k ang c

hiu lc ca ngy 1/1 nm cng vi bin quy nh.

- i vi li sut cho vay ngoi t: c tnh trn c s li

sut Sibor 12 thng cng vi bin t 2,5-4%/nm. Li sut

cho vay ngoi t c c nh theo nguyn tc trn cho

n ht ngy 31/12 ca nm m khon vay c thc hin.



47/92

Chuyn tt nghip

T nm th hai tr i li sut c xc nh bng li sut

nhn tin gi quc t ti th trng ngn hng Singapor

(Sibor) k hn ca ngy 1/1 nm cng vi bin quy

nh.



48/92

Chuyn tt nghip

* Ti sn m bo

Ti sn th chp cm c thuc s hu ca khch hng

vay vn hoc bo lnh bng ti sn ca bn th ba.

2.3.1.4. Cho vay Du hc ti ch.

Chng trnh cho vay du hc ti ch ca Ngn hng

K thng Vit Nam c thc hin t ngy 6/11/2001 theo

Quyt nh s 01848/TCB-Q/HQT ca Hi ng qun tr

TCB. Phm vi thc hin l cc chng trnh cao hc ca nc

ngoi ti cc trng i hc v cc Trung tm o to c

danh ting ti H Ni, thnh ph H Ch Minh.

* iu kin vay vn

- Ngi trng tuyn vo cc kha hc cao hc ca n-

c ngoi ti Vit Nam.

- nng lc php lut dn s v nng lc hnh vi

dn s.

- c s ng , gii thiu ca c quan qun l kha

hc

- C kh nng t thanh ton ti thiu 50% hc ph

- C h khu thng tr hoc tm tr di hn ti H Ni

v cc vng ln cn.

* Hn mc: s tin cho vay khng qu 50% hc ph

ca khoa hc.

* Thi gian vay vn

- Ti a 48 thng

- Trong thi gian hc, hc vin khng phi tr gc vay

nhng hng thng phi tr tin li vay.



49/92

Chuyn tt nghip

- Hc vin phi tr gc vay sau khi kt thc kha hc,

thi gian tr khng qu 24 thng k t khi kt thc kha

hc.

* Li sut cho vay

- C nh trong nm u tin

- Cc nm tip theo li sut da trn li sut huy ng

tit kim 12 thng ca TCB (loi hnh nhn li cui k) cng

thm bin 0,2%/thng. Nu hc vin tham gia tr gc

tin vay hng thng trong qu trnh hc, bin cng

thm l 0,18%/thng trong thi gian hc.* Ti sn m bo.

- Bo lnh ca c quan c i hc (cc Tng Cng ty

90-91, cc doanh nghip ln).

- Bo lnh ca c quan qun l khoa hc

- Bo lnh ca ngi th ba

- S tit kim, vng, chng t c gi (tri phiu,ngn phiu, hi phiu) theo danh mc quy nh ca

TCB.

- Bt ng sn v cc ti sn c gi khc theo quy

nh ca TCB

Sau khi kt thc kha hc c quan qun l lu gi

bng tt nghip ca Hc vin cho n khi hc vin honthnh mi ngha v lin quan n khon vay hc ph tr

gp vi ngn hng.

2.3.2. Thc trng hot ng cho vay tiu dng ti

Hi s chnh Techcombank.

T nm 2001 ti nm 2004, d n tn dng cho vay c

nhn ca Hi s chnh Techcombank nh sau:



50/92

Chuyn tt nghip

Bng 2: D n tn dng c nhn ti Techcombank

n v: triu ng

Ch tiu 2001 2002 2003 2004

1. Doanh nghip nh nc 10138 12.243 12.885

19.457

2. HTX 15 36 21 363. Cng ty c phn,

TNHH

1532 2.056 1.782 3.600

4. Doanh nghip t nhn 52 81 123 1.0485. Doanh nghip nc

ngoi u t ti Vit Nam

198 681 998 2.706

6. D n tn dng c nhn 15136 58.043 88.509

115.531

7. Thnh phn khc 247 542 736 1.479Tng 27.318 73.682 105.0

54

141.1

51

Ngun: Bo co thng nin Ngn hng TMCP K thng Vit

Nam

nm 2001- 2004



51/92

Chuyn tt nghip

Nhn vo bng trn, ta nhn thy d n tn dng cho

vay c nhn ca phng dch v ngn hng bn l lin tc

tng qua cc nm t nm 2001 ti nm 2004 tuy nhin do hai

nm 2001 v 2002 l nhng nm u hot ng nn d n

u cha t so vi k hoch ra, nm 2001 d n tn

dng ngn hng ch t 98,83% so vi k hoch, cn trong

nm 2002 t 92,7% so vi k hoch. Hai nm tip theo

2003 v 2004, nh rt nhiu n lc ca cn b ngn hng

nn d n tn dng vt k hoch ra vi nm 2003 l104,66% v nm 2004 l 104%.

Trong s cc hot ng cho vay ca phng dch v

ngn hng bn l, cho vay tiu dng ng mt phn quan

trng vo s thnh cng trong hot ng cho vay ni chung

ca ngn hng. Tnh hnh cho vay tiu dng c th hin

qua bng sau:Bng 3: D n cho vay tiu dng ti Hi s chnh

Techcombank

n v: Triu ng

Ch tiu 2001 2002 2003 2004D n cho vay tiu

dng

12.230 45.187 60.240 85.134

% so vi tng d n

tn dng c nhn

80.8 77.85 68.06 73.68

N qu hn (%) 1,65 0 0,54 0,92

Ngun: Bo co thng nin Ngn hng TMCP K thng Vit

Nam

nm 2001- 2004



52/92

Chuyn tt nghip

T nm 2001 ti nm 2004, do nhu cu vay tiu dng

tng ln nn d n cho vay tiu dng ngy cng tng, nm 2002

d n tng hn ba ln so vi nm 2001, nm 2003 gp 1,3 ln

nm 2002 v nm 2004 gp 1,4 ln nm 2003. Trong nm

u hot ng (2001) do cha c kinh nghim trong vic

n c thu hi n nn t l n qu hn l cao nht 1,65%.

Cc nm sau, cng tc thu hi n t kt qu cao, c bit

nm 2002, t l n qu hn l 0%, nm 2003 v nm 2004 t

l ny u b khng ch mc di 1%.

Mc ch vay tiu dng ca khch hng rt a dngnh vay mua t, vay xy sa nh, mua sm

dng tin nghi, ci hi, du lch, khm cha bnh, hc tp

bng sau cho ta thy c cu cho vay tiu dng ca ngn

hng nh sau:

Bng 4: C cu cho vay tiu dng ti Hi s chnh

Techcombankn v: Triu ng

Mc ch vay 2001 2002 2003 2004Vay xy sa

nh

6.852 14.703 20.323 25.997

Du hc 0 226,367 929,732 2.542 t xn 259,501 18.929 23.352 35.565

Tiu dng khc 5.118 11.328 15.636 21.030Ngun: Bo co thng nin Ngn hng TMCP K thng Vit

Nam

nm 2001- 2004

Nhn vo bng trn ta thy d n cho vay xy sa nh

v mu t l ln nht, c bit trong thi gian gn y

khi m mc sng ca ngi dn ngy cng cao th nhu cu

c nh mi v mua t xn li cng tng, c bit l ti



53/92

Chuyn tt nghip

cc th ln. Chnh v vy, khch hng tm ti ngn

hng vay mua t v xy nh ngy cng ng. Cho

vay du hc tuy c tng ln nhng kt qu cng cha cao, cn

li cc nhu cu vay tiu dng khc cng tng ng k. Trong

thi gian ti, ngn hng cn c cc bin php thu ht

thm khch hng, c bit l khch hng c nhu cu vay

tin cho thn nhn i du hc.

Cng vi s pht trin ca cho vay tiu dng ti Hi s

chnh Ngn hng K thng Vit Nam trong thi gian qua,

li thu c t hot ng ny cng tng ln tng ng vchim phn ln trong doanh thu t hot ng cho vay c

nhn ca phng bn l.



54/92

Chuyn tt nghip

Bng 5: Thu li cho vay tiu dng ti Hi s chnh TCB

n v: Triu ng

Ch tiu 2001 2002 2003 2004

Thu li VCTD 846,45 2.526 7.039 8.827T trong (%) 82,5 82,7 76,1 72,2Ngun: Bo co thng nin Ngn hng TMCP K thng Vit

Nam

nm 2001- 2004

Trong hai nm 2001 v 2002, t trng ca thu li t

hot ng cho vay tiu dng u chim trn 80% so vi

tng thu li ca hot ng tn dng c nhn. Ti nm 2003

v nm 2004, t trng ny c gim do t trng d n cho vay

tiu dng trong hai nm ny cng gim xung so vi tng d

n cho vay c nhn. Tuy nhin ta nhn thy, s tin li nm

2004 tng gp bn ln so vi nm 2002, iu ny cho

thy s hot ng c hiu qu ca ngn hng.

Cho vay tiu dng nu so vi tnh hnh cho vay chungca ngn hng (bao gm cho vay c nhn v cho vay

doanh nghip) th c th ch chim mt phn rt nh nh-

ng thng qua vic tng trng mnh m ca hot ng ny

trong thi gian qua, ta thy rng tim nng pht trin ca

cho vay tiu dng trong tng lai s rt ln bi n m ra mt

th trng mi vi lng khch hng ngy cng ng o hn,c bit i sng ca ngi dn ngy cng c nng

cao.



55/92

Chuyn tt nghip

2.4. nh gi v hot ng cho vay tiu dng ti

Hi s chnh Techcombank.

2.4.1. Nhng kt qu m Ngn hng t c

Cng tc kim sot v thu hi n: Nh thc hin tt

cng vic kim sot sau khi vay, tng cng phng nga ri

ro ngay t khu xt duyt nn t l n qu hn cho vay tiu

dng chim t l nh, cao nht l 1,65% nm 2001. Nm

2002, t l ny l 0%. T l ny l kh tt nu so vi tnh

trng chung ca cc Ngn hng hin nay.

Cng tc thu li cho vay tiu dng cng t kt qu

cao, thng t mc trn 150% so vi k hoch.

Cc sn phm bn l ngy cng a dng v phong ph,

c bit c thm cc sn phm mi nh cho vay nh mi,

t xn, du hc thu ht ngy cng nhiu khch hng. Khch

hng ti vay tiu dng ch yu di hnh thc cm c s tit

kim v vay th chp nh. S d tn dng cng ngy cng

tng ln.

i tng khch hng: Lc mi thnh lp, khch hng vay

ch yu l cc khch hng quen thuc ca TCB v ngi

thn ca cn b TCB. Thi gian gn y, Phng dch v

Ngn hng bn l tch c thc hin cc chin dch tip

th nn thu ht c mt s khch hng quan trng (mi

h t ngn hng khc v). i tng khch hng ny ch yu

l kinh doanh ngoi t, bun bn nn c tn sut vay kh ln

v y l ngun thu li quan trng. Bn cnh vay vn

nhng khch hng ny ch yu l kinh doanh ngoi t,

bun bn nn c tn sut vay kh ln v y l ngun thu

li quan trng. Bn cnh vay vn nhng khch hng ny cn



56/92

Chuyn tt nghip

s dng thm cc dch v khc nh: giao dch mua bn ngoi

t, ti khon Phng bn l cng thc hin mt s ch-

ng trnh chm sc khch hng v qung co qua mt s

phng tin thng tin i chng (gi th gii thiu sn phm,

qung co trn ti vi, bo ch) nn thu c thm rt

nhiu khch hng, c bit l khch hng vay mua t v

xy nh mi.

V cho vay Nh mi: Khi mi ban u trin khai, ch

c 12 khch hng ti Ngn hng vay vn theo chng

trnh Nh mi vi s d n tnh n 31/12/2001 l 6,852 tng chim 57% s d n ca phng th ti nm 2004, s l-

ng khch hng tng ln 71 khch hng vi s d n l 25,997

t ng.

V cho vay mua t tr gp: nm 2001, khi mi trin

khai chng trnh ti tr mua t xn th s lng khch

hng mi ch l 4 khch hng v d n tnh n ht ngy31/12/2001 l 259 triu, chim 1,71% s d n ca phng.

Cc nm tip theo, lng khch hng c nhu cu vay mua

t xn tng ln nhanh chng, nm 2002 l 47 khch hng,

nm 2003 l 58 khch hng v ti nm 2004, con s ny l

81 khch hng. Ngn hng cng thit lp mi quan h

i tc vi mt s n v bn xe nh FordThng Long,Vidamco, ISUZU, Mitshubishi, Toyota, Mercedes Benz y

l mt cu ni quan trng gia TCB vi khch hng nhm thu

ht mt s lng ln khch hng c thu nhp kh v cao n

vi TCB. TCB thng cho khch hng vay trc tip mua

t tr gp ch khng thng qua doanh nghip bn xe t.

Khch hng vay trc tip ngn hng mua xe th chi



57/92

Chuyn tt nghip

ph s t hn nu nh khch hng vay qua doanh nghip di

hnh thc tr gp, bi li sut ca doanh nghip tnh cho

khch hng s cao hn li sut ngn hng bi h cn phi

b p tt c cc chi ph, trogn c c chi ph li vay

ngn hng. TCB hp tc vi cc doanh nghip bn xe t s

nhn c khon ph h tr bn hng nu nh c khch hng

vay c tin ca TCB v mua xe ca hng. Ti nm 2004,

TCB nhn c 500 triu ng t cc hng xe thng qua

hnh thc ny.

V cho vay du hc ti ch: Phng dch v ngn hngBn l lm vic v k tha thun hp tc vi trng i hc

Kinh t quc dn v vic h tr ti chnh di hnh thc tr

gp co hc vin cao hc. Phng cng n tip th v

gii thiu sn phm ti cc lp hc cao hc ti cc khoa hc

Cao hc hp tc vi ngi ngoi ca Trng Kinh t Quc dn

v c nhiu hc vin quan tm ti chng trnh ny.2.4.2. Mt s tn ti v nguyn nhn

Mc d cho vay tiu dng trong my nm va qua

pht trin nhanh chng nhng nu em so snh vi d n

chung ca c ngn hng th t l ny vn chim mt

phn rt nh, tng ng vi n doanh thu t hot ng ny

cng khng cao. Bn cnh , tuy d n tn dng chung c v-

t k hoch ra nhng ring cho vay tiu dng th d n

u cha t so vi k hoch, c bit l kt qu thc

hin cho vay du hc cn km xa so vi ch tiu ra.

* Nguyn nhn t pha ngn hng

Do yu t lch s ca TCB, t duy v dch v cho vay

tiu dng cha c xc nh l chin lc pht trin lu di



58/92

Chuyn tt nghip

ca ngn hng. Trc y i tng cho vay ch yu ca

TCB l nhng php nhn. V th khi thc hin chin lc

cho vay tiu dng th vp phi mt l hng do chin lc

khc nhau li.

Vic trin khai cho vay tiu dng cha c quan tm

mt cch thng nht trn ton h thng, cho vay tiu dng

vn cha c ch trng do t tng khng thch lm ci nh.

S phi hp gia cc phng ban, gia cc b phn cha

t hiu qu.

Hn ch v mt nhn lc: Cn b lm cng tc tndng ti phng dch v ngn hng bn l TCB phn ln cn

rt tr hoc mi ra trng, cha c kinh nghim. Mt khc, s

lng nhn s phng bn l rt t li hay b bin ng, mt

cn b phi gii quyt qu nhiu khon vay dn ti cht lng

thm nh tng khon vay c th khng cao.

Trong nhng nm qua, mc d ngn hng rt cgng trong cng tc marketing, tip th sn phm s hp

tc gia ngn hng vi cc Cng ty sn xut t hay cc

Cng ty du hc vn cha t hiu qu cao. Ring v vn

cho vay du hc, ngn hng vn cha thc s thu ht c s

lng ln khch hng ti vay vn do nu mun vay vn ti

ngn hng i du hc th bt buc phi thc hinvic chuyn tin qua ngn hng. iu ny gy kh khn

cho khch hng bi nhiu ngi c ti khon ngn

hng khc hoc chuyn thc hin vic chuyn tin ni

khc khng mun phi chuyn tin qua TCB m ch mun

ti vay tin m thi. V vy, khch hng tm ti ngn hng

vay tin i du hc cha cao.



59/92

Chuyn tt nghip

* Nguyn nhn t pha khch hng

Do khch hng cho vay tiu dng l nhng th nhn

nn ci kh u tin l xc nh ngun thu tr n v t

khch hng c th chng minh c mt ngun thu r rng

thanh ton n vay. Vng mc th hai i vi cho vay tiu

dng lin quan n ti sn m bo. Do c mt s quy

nh ngy cng cht ch hn ca Cc c quan qun l

Nh nc khin nhiu khch hng khng vay c vn v

giy t ti sn th chp cha hp php v hp l.

i tng khch hng l th nhn nn cc khon vaythp (trung bnh 180 triu ng cho mt khon vay), c

khi ch 5-10 triu ng, thi hn vay thng ngn. Do

d n cng thng khng n nh.

Nhiu ngi dn vn cn tm l ngi n vay ngn

hng v cho rng th tc phc tp, phin h hoc do h

cha thc s hiu v hot ng cho vay tiu dng ca ngnhng.

* Cc nguyn nhn khc

Tnh cnh tranh gia cc ngn hng: C th ni trong

giai on hin nay, lnh vc ngn hng ti chnh ang

pht trin ht sc nhanh chng v gia cc ngn hng c

s cnh tranh gay gt v quy m, cht lng dch v, sang dng v sn phm Ring trong lnh vc cho vay

tiu dng cng c rt nhiu ngn hng tham gia, t cc

ngn hng ln nh Vietcombank, Ngn hng NNo & PTNT,

Ngn hng u t Vit Nam cho ti cc ngn hng c quy

m nh hn nh cc ngn hng c phn, bn cnh cn

c s tham gia ca cc Cng ty cho thu ti chnh. S cnh



60/92

Chuyn tt nghip

tranh ginh git th trng gia cc t chc ti chnh

gy kh khn cho TCB trong vic thu ht khch hng.

Trong mi trng cnh tranh y i hi cc ngn hng cn

c nhng th mnh, nhng u th ni tri ca ring mnh

trong chin lc thu ht khch hng. Ngn hng Chu

trong lnh vc cho vay mua nh tr gp thnh lp hn

mt siu th a c p ng nhu cu khch hng,

y cng c th coi l mt phng thc mi cho khch

hng hiu ca ca ACB.

Cc chnh sch php lut ca Nh nc v cho vay tiudng cn cha r rng, cc quy nh v ti sn th chp, v

nh gi nh, chuyn quyn s hu cn phc t hay cc

quy nh v th tc ng k xe t, xe my nh mi cng

dn Vit Nam ch c ng tn ng k mt xe my

hoc mt t v phi mua bo him xe Tt c nhng

iu u lm gim doanh s cho vay tiu dng cangn hng.

Mi trng kinh t vn cha thc s n nh, lm pht

tng lm cho mc sng ngi dn vn cha thc s c ci

thin, do nhu cu vay tiu dng vn cha cao.

T vic tm ra cc nguyn nhn gy hn ch cho vay

tiu dng ca hi s chnh Ngn hng Thng mi C phnK thng Vit Nam, ti xin ra mt s gii php v nu

mt s kin ngh vi hi vng c th m rng hot ng cho

vay tiu dng ca ngn hng.



61/92

Chuyn tt nghip

Chng III:Gii php y mnh hot ng cho vay tiu dng ti

Ngn hng Thng mi C phn k thng

3.1. nh hng pht trin hot ng cho vay tiu

dng ti Hi s Ngn hng Thng mi C phn K th-

ng Vit Nam

Vi mc tiu xy dng Techcombank thnh Ngn

hng Thng mi th a nng c quy m trung bnh,

lnh mnh v hiu qu, Techcombank tip tc pht trinsong song cc chin lc Ngn hng bn l ng b ti cc

th ln v Ngn hng bn bun phc v cc doanh

nghip v kinh doanh tch cc trn th trng tin t trong

v ngoi nc; chin lc khch hng v sn phm nhm vo

cc th phn mc tiu la chn v pht trin cc loi

hnh sn phm, dch v a dng gn lin.

thc hc hin cc nh hng trn, Techcombank

xc nh cc yu t quyt nh thnh cng ch yu nh

sau:

- Mt quy m tng i ln thc hin cc li th

chi ph, hnh nh, uy tn v th phn ti cc th ln

nht Vit Nam.

- Chnh sch ngun nhn lc nng ng: thc hin

tuyn chn o to v i ng trn c s kt qu cng

vic, kt hp to mi trng pht trin ngh nghip lu di.

- Hin i ha cng ngh vi cng ngh thng tin lm

nng ct l ng lc thc hin i mi quy trnh kinh

doanh v qun tr ca ngn hng, ng thi to c s cho

vic trin khai cc sn phm dch v mi.



62/92

Chuyn tt nghip

- Mt b my qun l hu hiu trn nn tng phn

quyn c qun l v to dng tinh thn lm vic c lp

phi hp tp th.

- Mt chin lc r rng v khch hng mc tiu, sn

phm v khu vc hot ng.

Nhng yu t trn s l c s Techcombank tip

tc trin khai cc bc chin lc pht trin c hoch

nh. C th:

T chc h thng ngn hng bn l ti mt s th

ln vi trng tm cung cp cc sn phm huy ng v sdng vn, dch v ngn hng cho cc i tng dn c, kinh

t c th v cc doanh nghip va v nh.

Hon thin c cu h thng ngn hng bn bun ti

H Ni, TP H Ch Minh vi trng tm cung cp cc sn

phm dch v ngn hng cho cc i tng doanh nghip

c quy m ln, cc t chc ti chnh, tin t hot ng trnth trng tin t, lin ngn hng v trn th trng vn di

hn.

u tin pht trin cc loi hnh dch v phi tn dng

thng qua chnh sch a dng ha cc loi hnh dch v

cung ng.

Trong thi gian ti, Techcombank tip tc tp trungthc hin cc chng trnh ln v cc gii php ch yu nh

sau:

- Dch v ngn hng ng b phc v cc doanh

nghip tp trugn tinh v chi nhnh H Ch Minh.



63/92

Chuyn tt nghip

- Qun tr tp trung v ti u ha ngun vn, kt hp vi

vic y mnh hot ng trn th trng tin t trong nc

v quc t tp trung ti Hi s.

- Cu trc ngn hng bn l ti chi nhnh v phng

giao dch tp trung cc th ln.

- Tin hc ha cc quy trnh kinh doanh v qun l

ngn hng

- Cng c v m rng mng li chi nhnh v cc phng

giao dch cc tnh v thnh ph trong c nc.

- Xy dng v pht trin ngun nhn lc m bo cv lng v cht nhm p ng nhu cu nhn s ca h

thng Techcombank m rng cc nm ti. Ngn hng ch

trng m rng cho vay trong nhng nm ti. i tng m

ngn hng m rng theo hng cung cp cc dch v trn

gi cho khch hng m ti khon c nhn, tr lng a ti

khon, gi tit kim, cp th tn 3.2. Gii php y mnh hot ng cho vay tiu

dng ti Ngn hng Thng mi C phn K thng.

3.2.1. Xy dng chin lc marketing ngn hng

Marketing ngn hng mc d c cp t nu

nhng mi vo nhng nm 60 marketing ngn hng mi c

tip cn v ng dng.

Vit Nam, vic lm quen vi marketing ngn hng

cn din ra mun hn, khong nhng nm cui ca thp

nin 80, v cho ti nay hiu qu ca vic ng dng

marketing ngn hng cn hn ch, ch yu tp trung vo

cc hot ng b ni nh qung co, khuch trng, cn cc

hot ng ch yu c ngha quyt nh thnh cng



64/92

Chuyn tt nghip

trong thc hnh marketing nh: nghin cu khch hng,

nh v hnh nh, nng cp v cht lng dch v ngn

hng cn rt m nht v hn ch. iu ny xy ra khng

ch i vi Techcombank m nhn chung a s cc ngn

hng Thng mi Vit Nam cha nhn thc y tm

quan trng ca marketing trong hot ng ca ngn hng.

V vy, a marketing thc s thm nhp vo ngn

hng v pht huy tc dng ca n Techcombank cn phi

thc cc gii php sau:

- Cc cn b ngn hng cn phi nhanh chng chuynsang t duy kinh doanh mi, ly quan im marketing lm

phng chm ch o.

- Trit l marketing cn phi c thm nhp vo tt

c cc b phn, tt c cc nhn vin trong ngn hng.

- Thnh lp phng chc nng marketing ra

nh hng marketing mt cch bi bn, vi i ng nhnvin am hiu v nhy cm v marketing.

- Techcombank phi tch cc v ch o trong quan

h vi khch hng k c khch hng truyn thng v khch

hng tim nng. C th i vi khch hng kinh doanh c

hiu qu v uy tn th Techcombank phi ch ng n

t quan h tn dng ch khng ngi ch khch hngn xin vay.

- Techcombank phi xy dng chin lc khch hng

ng n

- Techcombank phi m rng v nng cao cht lng

cc loi hnh dch v.



65/92

Chuyn tt nghip

Tuy nhin, a c marketing ngn hng vo thc

t th cn phi c nhiu thi gian v tch ly kinh

nghim. Nhng y l mt iu thc s cn thit i vi

cc Ngn hng Thng mi Vit Nam, t bit khi s cnh

tranh trong lnh vc ngn hng c th dng bc qung

co, ngh thut li ko khch hng nhng m bo s

pht trin lu di ngn hng cn c s u t thch ng

cho lnh vc ny.

3.2.1.1. Phng qun l khch hng ca Hi s

cn xy dng mt chin lc khch hng lu di.

c c khch hng kh nhng gi chn c

nhng khch hng ny i hi Ngn hng phi c mt

chin lc v khch hng lu di v bn vng, iu ny

khng phi l n gin. Chin lc ny phi m bo thu

ht, hp dn v c kh nng tha mn c cc i tng

khch hng ang c nhu cu v dch v ngn hng hoc

hin s dng cc dch v ca Ngn hng cung cp.

Ngn hng Thng mi C phn K thng thnh

lp phng qun l khch hng vi chc nng tham mu cho

Ban gim c v cc bin php nhm thu ht v tha mn

cc nhu cu ca khch hng. Hot ng ny ngy cng

mang ti hiu qu i vi Ngn hng. Cn b ca phng

hot ng vi tt c khch hng ca Ngn hng, nhng do

lnh vc tn dng tiu dng mi c trin khai nn cn

phn cng nhng cn b khch hng c kinh nghim hot

ng chuyn su i vi khch hng vay tiu dng, xy

dng mt chin kinh doanh tng hp bao gm cc chin lc

c th nh: phn tch th trng, nh gi i th cnh



66/92

Chuyn tt nghip

tranh, nh gi ni b Ngn hng, rt ra nhng mt mnh

yu ca Ngn hng so vi i th cnh tranh, t d

on cc din bin ca th trng cc cn b ny hot

ng c hiu qu, cn c s phi hp nhp nhnh, ng

b, gip ln nhau gia cn b tn dng v cn b cc

phng khc, to nn hiu qu trong cng vic.

3.2.1.2. y mnh chnh sch giao tip

khuych trng

* Hon thin phong cch giao tip vi khch hng.

Vi phng chm hot ng ca cc Ngn hng l h-

ng ti khch hng, vic hon thin chnh sch giao tip vi

khch hng s gip mt phn ng k vo vic lm hi

lng, tha mn nhu cu ca khch hng, to iu kin

nng cao hiu qu hot ng ca Ngn hng.

Vi Hi s Ngn hng Thng mi C phn K thng

cng vic ny cng cn thit hn v khch hng ca

Ngn hng thng l nhng khch hng ln, s dng rt

nhiu sn phm ca Ngn hng, khi mt khch hng xa ri

Ngn hng cng c ngha l Ngn hng mt i nhiu

ngun li thu c t khch hng .

Vic giao tip vi khch hng c ngha quan trng

trong vic thu ht khch hng, gp pahanf to nn hnh

nh tt p v Ngn hng trong lng khch hng, y

chnh l phng thc qung co tt nht cho Ngn hng vi

mt chi ph thp nht.

Ngn hng cn c ng phc cho CBCNV nhm to

nn n tng tt v tc phong lm vic, thi nghim tc

v chuyn nghip, to mt khng kh lm vic khn trng,



67/92

Chuyn tt nghip

nhanh chng cho khch hng. Khch hng nhiu khi b nh

hng bi yu t ban u, nh gi v Ngn hng qua

nhng g h nhn thy sau mi n nhng g m h

giao tip vi nhn vin Ngn hng. Nhng b ng phc

ny cn to ra mi trng lm vic thoi mi, ha ng cho

cn b Ngn hng t nng cao hiu qu hot ng

ca Ngn hng.

Khng ch c ng phc cho CBCNV m c s vt

cht ca Ngn hng cng ng vai tr quan trng trong

vic to nn n tng tt p v Ngn hng trong lngkhch hng. Quan h gia khch hng v Ngn hng da

trn c s tn nhim ln nhau, khch hng s khng tin t-

ng vo mt Ngn hng vi tr s nh b, trang thit b c

k v lm vic th cng. Ngn hng cn ch ti iu

ny to nn s tin tng v hi lng ca khch hng.

iu quan trng nht trong chnh sch giao tip vikhch hng l thi phc v, tc phong ca nhn vin

Ngn hng ni chung v nhn vin tn dng ni ring. Di

con mt ca khch hng, nhn vin chnh l hnh nh

ca Ngn hng. Do vy, thi phc v tn tnh, chu

o, cng vi tc phong cng nghip nhanh chng, chnh

xc, nhn vin Ngn hng s to nn n tng tt p vikhch hng, gp phn xy dng hnh nh ca Ngn

hng.

* Pht trin chnh sch khuch trng

Thc t hin nay cho thy, nhu cu vay tiu dng ca

dn c l rt ln nhng s lng khch hng n vi Ngn

hng cn cha nhiu. Nguyn nhn ch yu ca iu ny



68/92

Chuyn tt nghip

l do khch hng c nhn cha c c nhng thng tin y

v hot ng cho vay tiu dng ca Hi s, hoc nu

bit c thng tin ri th cng cha nhn thc c y

v nhng li ch m hot ng cho vay mang li, h cn

n o, e ngi khi ti vay Ngn hng.

Ngun thng tin ch yu m khch hng c nhn c

th tip cn hiu v cho vay tiu dng l thng qua

h thng bo ch, truyn hnh, qua chnh nhng ngi

vay tiu dng ti Ngn hng.

Bo ch hin nay l mt phng tin truyn thng rthu ch, thng tin v Ngn hng cng c thng xuyn

ng ti trn mt bo, nhng nhng bo ny thng l bo

chuyn ngnh nn ch c nhng ngi trong ngnh Ngn

hng, nhng ngi cng vic hot ng c lin quan ti

Ngn hng, nhng ngi hc v Ngn hng mi c n.

Cn i a s ngi dn t quan tm ti nhng loi bo chny, v vy s hiu bit v tn dng Ngn hng ni

chung v tn dng tiu dng ni ring cn rt hn ch.

Cc knh truyn hnh thng ch a nhng tin quan

trng, nhng s thay i, nhng Quyt nh mi ra hay

s bin ng trn th trng tin t quc t cn vic a

tin t m v nghip v nh ca Ngn hng th rt himtr khi Ngn hng mun qung co n trn truyn hnh.

Tuy nhin, vi nhng thng tin t i m ngi dn nhn c

t truyn hnh th khng hiu v nghip v na

ch cha ni n hiu v li ch ca nghip v.

Nhng ngi v ang s dng loi hnh cho vay

tiu dng ca Ngn hng ng mt vai tr quan trng



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Chuyn tt nghip

trong vic gii thiu v qung b sn phm. Ngi dn th-

ng c tnh qun chng, h ngi ny c hoc s dng ci

g khi ngi khc mun s dng hng ha hay dch v

th cng s s dng ng nhng nhn hiu, ng nhng

c s m ngi trc dng. V vy khi trong mt cng ty,

c mt s ngi v ang s dng dch v cho vay tiu

dng ca Ngn hng th m bo rng khi nhng ngi

khc cn c nhu cu vay tiu dng h cng s ti vi Ngn

hng. Nhng do s lng ngi v ang s dng dch v

ny cha nhiu nn ngun thng tin cho nhng ngi khccn hn ch.

Tm li, vic tin hnh chin lc qung b, tip th l

ngun thng tin quan trng v c hiu qu nht i vi ng-

i dn cng nh vi Ngn hng. Tuy nhin, chin dch

qung co, tip th khng nht thit phi c tin hnh

t trn cc phng tin thng tin i chng, iu ny s tnrt nhiu chi ph. tit kim chi ph, ng thi tin

hnh hot ng qung co tip th c hiu qu nht, ti

tn tay ngi tiu dng, Ngn hng nn trc tip tip cn vi

ngi vay vn, nhng ngi thc s c nhu cu vay vn. C

th l Ngn hng c th lin h trc tip vi Cng on,

Phng t chc ca cc Doanh nghip, cc B, CcNgnh tin hnh mt bui trao i gii thiu sn phm

cho tt c ngi lao ng trong Doanh nghip. Trong bui

trao i ny, ch cn mt hoc hai cn b tn dng ca

ngn hng ti, ban u trnh by k lng nhng vn

c lin quan ti nghip v nh: quy trnh, hn mc, thi hn,

li sut, i tng, phng thc gii ngn v thu n sau



70/92

Chuyn tt nghip

gii p nhng thc mc ca nhng ngi tham gia. Thc

t chi ph cho nhng bui trao i nh th ny thng

khng ng k, do nhng vic lm nh vy c lin quan

trc tip ti li ch ca ngi lao ng trong n v ca h

nn h sn sng tr chi ph cho nhng bui nh vy v c

th h mun Ngn hng tch cc t chc nhng bui nh

vy na.

Ngoi ra, Ngn hng nn t gii thiu v mnh thng

qua bo ch, truyn hnh, thng tin ln mng my tnh,

qua mt s hnh thc qung co khc nhau: ti tr cho mts cuc thi, pht t ri, t chc cc cuc thi tm hiu v

Ngn hng Nhng hot ng ny rt c ch trong vic

a cc thng tin v Ngn hng n vi ngi dn. Pht

trin mt s loi hnh dch v b tr cho hot ng cho

vay tiu dng ca Ngn hng nh: thnh lp trung tm mi

gii, t vn v bt ng sn, trung tm t vn v hng hatiu dng gip ngi vay c th yn tm khi h s dng

dch v cho vay tiu dng ca Ngn hng.

Vic y mnh chin lc giao tip khuch trng nh

vy gip thng tin Ngn hng n c vi dn c, gip ng-

i dn c thm t tin tham gia cc dch v ca Ngn

hng, c bit l tn dng, gip dch v Ngn hng trnn ph bin i vi ngi dn v h c thi quen s dng

dch v ny nh mt cng c h tr cuc sng, khi

hot ng ca Ngn hng s c m rng v d dng hn

rt nhiu.



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Chuyn tt nghip

3.2.1.3. Hon thin chnh sch thng tin, nghin

cu, tm hiu, iu tra v cc yu t c lin quan ti

cho vay tiu dng.

Ngn hng cn tm hiu, nm r nhng thng tin

tng hp v tnh hnh v m hot ng ti hot ng cho

vay tiu dng. l cc thng tin v ch trng, chnh sch

ca Chnh ph v ca Ngn hng Nh nc c lin quan, v

tnh hnh bin ng kinh t x hi ni chung cng nh

lnh vc ti chnh tin t ngn hng ni ring trong n-

c cng nh quc t Hot ng cho vay tiu dng kh nhycm vi s bin ng kinh t chnh tr x hi, do vy

nhng thng tin tng hp v m nh vy s mang ngha

quan trng n vic pht trin cho vay tiu dng ca Ngn

hng.

ng thi, Ngn hng cng cn nghin cu, iu tra

v tnh hnh cho vay trong lnh vc tiu dng ca cc ith cnh tranh. Hin nay, cc Ngn hng trong nc, k c

nhng Ngn hng quc doanh hay Ngn hng c phn

u tin hnh v pht trin hot ng cho vay tiu dng.

Hi s Ngn hng Thng mi cn thu nhp nhng thng

tin v sn phm, chin lc khch hng ca cc i th cnh

tranh sau tin hnh nghin cu, phn tch cc u nhcim sn phm ca cc i th ny t a ra

nhng chin lc v sn phm ca mnh mt cch tt nht.

Bn cnh , Ngn hng cng cn tin hnh iu

tra, thu thp v phn tch thng tin v ngi tiu dng. C

th Ngn hng c th tin hnh thu thp thng tin bng

nhiu cch khc nhau, thng qua cc cuc phng vn trc

Nguyn Th H - Ti chnh 3

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