CHUONG 1. CO Set LY LUAN CHUNG YE PHAT TRAIN CHO VAY TIEU
DUNG KHACH HANG CAO CAP TRONG NGAN HANG
THUONG MAI
1.1. Hoot deng cho vay tieu ding Mulch hang cao cap trong nein king thuoing
mai
1.1.1. Khdi niem vi Mach hang cao crap
Ke tir khi khai niem ve ngin hang thucmg mai ra del, to tinkling biet toi hai ahem
del Wong khach hang chinh can nem hang thuang mai la khach hang a nhan va
khach hang doanh nghi'ep. Theo th&i gian, do nhu au phat trien cua xe hei da it nhieu
tic eking tei stir phat trien cim linh vve ngan hang, dich ngan hang phat trien, cac
loaf hinh san phem cling da clang, phong pile hon. Ben earth do, cac ngin hang thuong
mai da di sau vio khai thac, phial kink va djnh vi r8 hon tang nhom khach hang can
minh.
Neu nhu trudc day nh6m khach hang doanh nghiep duqc coi la nguen khich
hang chinh cim NHTM, thi ngay nay nhem khkh hang ca nhan dang den thu but duqc
nhieu gr quan tam tir phia ngan hang. Ngly cang nhieu dich vv, san phim dinh cho
khach hang ca nhan ra dbi , va cling nhieu nem fro loi day Gym tir khach hang cao clip
cling dtrqc nhic tei kha nhieu trong cac chien dich quang cao cua ngan hang.
Nam 2009, cum tir khach hang cao cep duqc cac ngfin hang nu& ngoai trien khai
'tai Viet Nam va nhanh cheng fro thinh met xu the kinh doanh cua cac NHTM. Sr gOp
met dm cac ngan hang nei dia da lam cuec dua tranh gianh thi plan o phan khec
khach hang cao cAp ngiy met sal ding. Tai mt-ii ngan hang, thi nh6m doi ttnyng khach
hang nay loi ce nhang ten gqi khk nhau nhu: khach hang VIP, khach hang uu tien,
khach hang cao cap,.... Tuy ten gqi khbc nhau nhtmg ve bin chit thi van thuec met doi
ttrqng khach hang gieng nhau.
Vey khach hang cao cap 11 gi? Va del tuqng nao duqc xep vao nhem khich hang
cao cep? Xdt tren linh vtre met ngfin hang nuec ngoai dang hog thing tai Viet Nam, thi
khach hang cao cAp la kWh hang co tong gib tri tai san duy tri 1 VND hoec gia tri
ngoai to trong throng trong tai khoan flan giri, hay cac khoan tau nr. Doi vei cac
NHTM Viet Nam, thi tieu chuen duqc xet la kWh hang cao cap dtrqc dieu chinh cao
ham. Gia sir lien girl tir 2 tj/ VND tret len, tien girl thanh tog), tai khoan the binh quart
trong sau thing tir 500 trieu deng ter len, hoec c6 ding sty hen tir 2 tS, ding menh gib
phieu tat len.
mot s6 NHTM Viet Nam dat mire tieu chain khach hang cao cep Mu: duy tri so
du tien gin birth quan trong 3 thing lien tiep tit 5 tS, deng quy d61 tr6 len, hoec duy tri
se du tai khoan binh quan trong 3 than lien tiep tit 400 trieu &Ong quy dui trot len.
Hoc tham gia cac san phAm dau to, cAu tnic vii gia tri giao dich t6i thieu fir 5 ty ding
quy d6i trot len doge quy dinh theo terng san phAm trong thai ky. Ngoai ra, kith hang
c6 thu nhap tir 60 den 70 trieu VND/thang trot len cling duqc coi la khach hang cao
cAp.
Nei mOt each torn tit, thi khdch hang cao cap lir khdch hang ai nhfin, nhiing
ngudi a thu nhfp cao, an djnh, nhfhtg ngudi co khd niing vd thi chinh rd ring vi
cu krvng tidn gtii Azi nein hting duy tri [rung binh hang timing ek mkt 500 trier, ding
trek Mn.
1.1.2. Khdi nifm vd cho vay lieu ding khdch king cao cap
1.1.2.1. Khcii niem cho vay
Cho vay la chat nang kinh to hang dAu cua ngan hang d'E tai trq cho chi tieu cua
cac doanh nghiep, ca nhan va cac ccr quan chinh phil. Hog dOng cho vay cua ngan
harry co m6i quan hg mAt thiet vii tinh hinh phat trien kinh to tai khu voc nein hang
plum vg, bbi vi cho vay dale day so tang throng cua cac doanh nghiep vi ca nhan, to
ra sire sting cho nen kinh te.
T4i Viet Nam, Lust cac tii chile tin dkmg nim 2010 dinh nghia: "Cho vay la hinh
duly cap tin dyng, theo do ben cho vay giao hoc cam kit giao cho khach hang mOt
khocin lain di sir dyng vao myc dich xcic djnh trong melt that gian nhdt dinh theo thew
thu4n voi nguyen tdc có hoan tra ca gac va Mr.
Ban chAt cua cho vay la mOt giao dich v'e tien hoSe tai sin tren co so co hoan trot,
ma thtrc chAt la so vay muqn dtra tren at so tin tuong, tin nhiem lan nhau. Trong d6,
so hoan WS la dac trung thuOc ve ban chit cho vay, la nguyen the de phan big[ pham
fit cho vay vOi cAp phat cua Ngan sach nha mule.
Nhu vjy to co the hieu cho vay cda NHTM is quan he gika mjk ben Id nye&
cho vay (NHTM) bAng each chuyin giao din Ito& lei sin cho ben nye& vay (khdch
hang vay) de sir dyng trong mft Mai gian nit& djnh vdi cam kit et& ngudi vay Id
ham trii ca gtic va 181 khi din hgn.
1.1.2.2. Cho vay tieu dung Mach hang cao cap
Cho vay tieu dung la mOt trong nhang hinh thirc cua cho vay not chung, day la
mOt hog dOng tit yeu cua thi truong idiom giai guy& cac van de: ngtrai fieu dung c6
nhu au chi tieu tank khi co kha !tang ho4c vocrt qua kha nang thanh toan cua mirth,
ten ngued ban thi mong mu6n ban doge nhilu hang hea han va ngirEd co tier hay cac
ngan hang mong mutin tim kiem thu nhap tir hog Ong nay.
Tnrac day, hau het cac ngfin hang khong tich cot ph& trier mang hog dOng cho
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vay tieu dung, ben hoat (tang nay thutmg dem lai nhieu ro, kha nang va nq cao, thu
hai van thorn, cac khoan vay lai nh6, lqi nhuitn thap. Tuy nhien, do sq canh tranh ve
thi twang huy dung von va cho vay tai trq throng mai nay cang khac lief, lam cho
nh6m khach hang nay ngay mat thu hcp, chinh vi vay cac ngfin hang thtrang mai buac
phai chuyen huerng khai thitc nhom khach hang vay tieu dung. Khi san pharn cho vay
tieu dimg cua NHTM ra deri, da thu but khi nhieu skr quan tarn clia cac khach hang ca
nhan. Tren thqc to cho day, trong nhom nhamg ngtreri vay tieu dimg bao gun nhieu
din ttrqng nhu: ca nhan, ha gia dinh, tir ngueri co thu nh#p thap, trong binh teri ngueri co
thu nh#p cao cang deu c6 nhu au tim hieu va sir dung san phim vay nay. Tir nhang
ket qua that to d6 da lam they del nhan (firth cua nhieu NHTM, &up ngfin hang nh#n
dinh rang san pham cho vay tieu dung c6 kha nang phut then rat cao, !that la Arai nhom
khach hang c6 thu nhop lon, hay gqi chung la nhom KHCC. Bei cac dal ttrqng KHCC
nay la nhom din ttrqng dang phut trien nhanh ch6ng ve s6 luqng, nhu cau tieu dimg
cao, lai co ngu6n lqc tai chinh tot dam bit° thanh town nq on dinh.
.
C6 nhieu quan diem khac nhau ve cho vay tieu dimg. C6 ngueri cho ring: "cho
vay tieu dung 11 hinh that rap tin dung din veri ngtred tieu dung nham tai trq cho chinh
nguiri tieu dung", quan diem kit lai cho ring: "tin dung tieu dung 11 quan hg kinh to
gicra mOt ben IA ngfin &me va mOt ben la ca nhan ngueri tieu dimg trong do ngan hang
chuyen giao tier cho khach hang vii nguyen tat ngueri di vay se hoan tra ca vie va lai
tai mat theri diem xfic dinh gong twang lai". Nhung shin chung, ta co the hieu "cho vay
tieu diutg M hinh link cho vay trong do ngdn hdtig thou thMin de khdch hang M ci
nhin hay hp gia dinh sir dpng ns t khodn den mpc itch lieu ding, voi nguyin tic
cd holm trd ci gic va Idi sass mfit thdi gian nhdt 4nh".
Cho vay fieu dung IA hinh iliac hem ich nhan' tai trq cho nhu cau chi tieu, mua
sum, sira chaa till& cira... cua cac ca nhan, ha gia dinh. Cac khoan vay nay &up ngueri
tieu clang co the sir dung hang boa, Bich vu fru& khi hq c6 kha nang chi hi.
Cho vay tieu dung khach hang cao cap ding (km tren nhang nguyen ljr chung cita
hinh thirc cho vay fieu dung dal vii ha gia dinh va ci nit, chi cac nhau ve dal tutyng
cho vay va duqc hutmg mat só dich va uu dai hcm khi su dung gel sin phtun cho
vay tieu dUng.
fly, ta ce the hieu: "cho vay tieu ding KHCC la viec ngein hang cap cho KHCC
mat lugng tie'n nhdt djnh di (kip zing nhu cau chi tieu, nhu cau su dung djch vu hang
hew tgi mat thai dam nhdt djnh, khi ma KHCC chua san sang hodc chua có kho nang
thanh tocin ngay tgi thai dilm chi lieu do. Sau mat thai gian nhdt dinh, KHCC pluii
hoan tra ca gdc va cho ngan hang So nihu thou thuan trong hop &ding vay van.
Bai KHCC la ngual co nguan lac tai chinh, khd ring hoan tra nq vay cling nhanh
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chung, nen NHTM throng có them nhting chinh sach int ddi dimh cho KHCC khi hp
vay van va sit dung dich vy caa nem hang".
1.1.3. Mk dram cho vay lieu dimg khdch hing cao cap
Cho vay tieu ding KHCC IA mat mang cua cho vay not chung, nen ngoai nhang
ac diem nhu: Cho vay dlra tren ca ser tin nriaig giUa nguiri di vay (khach hang) vet
ngutri cho vay (ngan hang) rang se hoan tra day del von khi den han, la su chuyen
nhuqng tam thiri mat lacing gia tra ve tien te, dtrqc sti dung trong mat thai gian nhit
djnh veri cam ket se hoAn tra ca g6c lin 13i. Luang van dirge chuyen nhucmg phai duqc
hoan tra dung han ve ca thai gian vi gii tri, bao on ca gtc va lai. Phan lai dam bao
cho lucing gia tra hoan tra Ion ham Itrqrig gia tri ban dau.
Cho vay tieu dung KHCC con co nhOne
trune rieng:
DOI tulyng khich hang vay: IA ca nhan va ho gia dinh, nharta ngtriri co thu nh#p
cao, co khOi tai san 16.n. Cac khach hAng nay thtrimg du da ve tai chinh nhtmg van nom
trong nheim khach hang muc tieu cua NHTM. Hui khi dai song ding gilu co, thi nhu
eau song vi chat Itnyng ctmjc song ciing se tang them. nhtmg KHCC thutmg la nhung
ngueri dau ttr tien vao nhieu firth vvc nham gia tang them kh6i tai san cua minh, chinh
vi the khong phai ltic nio ho ding sin sang thank man cho cac dich vu tai men se durri
diem nhit djnh. Nim bit duqc nhfrng dieu co ban do. nen cac NHTM daa dua sin pham
cho vay tieu clang vlo danh muc sin pham &ph cho KHCC, nhim da clang hee san
pham ding nhu gia tang kha fling sinh Icri ter chinh nguan yen ma KHCC girl tai ngan
hang.
Myc dich vay nham phuc vu nhu du chi tieu cho dai sang ca nhan, gia dinh.
Vay Watt ding se giCip KHCC co the chi tra cho cac dich vu bat cir luc nao ho co nhu
cAu chi tieu.
Quy mo khoin vay thuting 16m: khac vol cho vay tieu dung khach hang ca than
th8ng throng, quy mO cac khoan vay cita KHCC tinrang lern han. Day ding IA dieu de
hitt' beri, neu khach hang ca than thong throng sir dung tien vay de dip Ong cho nhu
cAu sinh hqat ca nhan thong throng nhu: mua sim trong thiet bi, dO dung gia dinh,
dimg ca nhan,.... thi KHCC thterng sir dung cac khoiln vay tieu dung nhim muc dich:
du hQc, chi tieu khi di du lich ntrerc ngoiti, mua xe o to cao cap,... hay mot so dich vu
cao cap khac. Chinh vi the, nen s6 tien ma KHCC vay tieu clang se lot hon rat nhieu
so veri cac d6i tutmg khk. Dieu nay se mang lai lqi ich 16 .n cho NHTM.
Kha Sing tra nq cao, On djnh: day II met diem rAt co lqi cho cac NHTM, beri
met dieu de nhan they IA thu nh#p ciut KHCC rat len, ma nhu cAu vay khong nhieu,
KHCC chi vay tai met se thai diem ma hq chtra sin sang thanh town. Nen viec thu
nq cua NHTM rAt cao, On dinh, khong riri ro vi dem loi khoan lqi ich khong the.
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Disc diem ye lai suit: lai sutt vay tieu dung dinh cho KHCC thtrerng thip hon so
vei nhem dai tugng kb& Day la tieu chi hang dAu dusk cac NHTM quan tam. KHCC
thutmg co nhu cau cho vay, con nhu can di vay de tieu dung thi khong thgc sv nhieu,
neu muan KHCC tot ngfin hang minh va sir dyng dich vu vay, dal h6i cac NHTM phai
co chinh sach hap dan, canh tranh, phai kich cau chi tieu cua KHCC thi NHTM mei
thu hilt dugc nhieu KHCC va tang tinh canh Wirth cua minh tren thi trtrimg.
Nein hang thwang sip dyng hinh that cho vay fin chip: vay tin chap la viec
NHTM cho vay dya tren uy tin ctia khach hang, day la mOt hinh thirc vay pita hqp vai
doSi twang KHCC. BEri fru& khi guy& dinh cho vay, NTHM da kiem tra va thAin dinh
ve uy tin ciut khach hang rat kg, nett da thuOc nhom KHCC thi thwerng la nhiing ngtreti
co uy tin ve tai chinh, co lich sir quan he tin dyng tot vEri cac t6 chirc tin dyng khac. Va
hinh thirc cho vay nay rat thuk tien va nhanh Chong, dap img nhanh nit& cac yen au
cita KHCC.
Hyn mac tin dyng cao: day la dk tinh di kern v6i hinh thirc cho vay tin chap
danh cho KHCC. Sau khi than' dinh ve tai chinh cua khkh hang. NHTM se cap cho
KHCC mOt han mac tin dung phit hqp tied nang bre tai chinh ctia moi marl, va
thutmg thi NHTM se sin sang cho KHCC vay vat hart mirc tin dung cao phi! hqp vai
kha nang it chinh caa tang dai tugng, nhim nang cao gia tri khach hang va mo cho
khkh hang cam nhon dugc vi the cua minh so vEri 'them khach hang ca than khk.
KHCC IA nhang nguai c6 kha nang ve tai chinh an dinh, tuy nhien van la nhem
khach hang tiem nang de phat trien dich vu cho vay tieu dimg. BEd ha la nhi-mg ngtriti
co nhu can chi tieu cao hot nham khach hang ca nhan thong thuang. Thu nhap cang
cao thi cac dei hal ve chi tieu cling nhu chit lugng cuOc sing se tang theo, din khi nhu
eau ve cuOc sling con cao hon kha nang tai chinh hien co cda hg. Tir nhang dieu thyc
M do ma viec phat trien cho vay tieu dimg yeti dta tugng khach hang cao cap cang nen
chit trgng va dugc quan tam hon ca, bEri ctay la mOt nguan khach hang tiern nang mang
lai lgi nhuan cao va an dinh cho ngiin hang.
1.1.4. Vai trb yea cho vay Ulu ding khtich king cao
cAp
(1) Dli vdi nen kink ti:
Gap phin lam giam kb& Itryng Hen lwu thong trong nen kinh tee, dac biet la
ties mat trong tay cac tang lop dan cu, lam giant ip lyc lam phat, nhEr vay gap phan an
dinh tien te.
Gap phan kich thfch kinh te phit trien, ngoli viec lam giant kh6i lugng lien
!au thong, cho vay tieu dung KHCC con co kha nang lam kich cau cho nen kinh te, to
dieu kien cho san xuit phat trien, san pham hang hea dich vu ngay cang da clang,
doanh nghiep mEr rOng kinh doanh, gap phan kich thich kinh te phat trien.
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(2) Doi voi Mich hang cao cap:
Tang chit luvng cuOc song: ngoli viec chi tieu thong thugng, vay tieu dung con
gitip nh6m KHCC dap ling nhu au ve: du Itch, mua sim hang hga cao cap, cho con di
du hgc nuerc ngoai,... Nhu cAu chi tieu dugc dap Ong se glop con ngueri lao dOng thoai
kich thich tang sac lao dOng, lam viec tich cgc vi !tang au& han gap !lan cai
thien vi nang cao chat Kiang cuOc sting.
Tgo ra kha nang thanh town cho KHCC trot khi hg co du all Hen anthiet:
Day la melt lgi the cho KHCC, tgi mOt theri diem Mit dinh khi kha nang tai chinh chua
dap Ong dti cho nhu cau chi tieu, thi viec dung sin phAm vay tieu dung IA diEu thuon
tien. KHCC se co du kha nang chi tra cho viec chi tieu trugc khi co chl so tien can
Net.
(3)Doi vdi nein hang tinning mei:
Gail) ngan hAng nang cao hieu qui sir dyng
Ngan hang la mOt logi hinh
doanh nghiep dftc Wet, kinh doanh ten 11th vgc tien te nen mai san phAm ngan hang
dua ra deu lam anh hugng tai hieu qua sir dyng von va str ton tgi cfia ngfin hang. Cho
vay tieu dung ICHCC IA mOt giai phap help ly cho ngfin hang, vira lam da clang hga san
phAm cho vay, vira giai quyet dugc bai town u (Icing von, giam thieu rui ro vi co khi
nang gia tang lqi nhuen cho nem hang.
Ggp phAn phit trien cac dich vg ngin hang khic: bin san phAm cho vay tieu
dimg cling &mg nghla phat mien them dugc nhieu dich vy ngfin hang khac di kern nhu:
dich vg thanh town, dich vu chuyen tien qutic te, dich vy mua ban ngogi re, dich vg bao
hiem,... day la mOt di'e'm with khi phat trim cho vay tieu dimg KHCC, heti hg la
nhang ngugi co so lin va kha nang di du lich, lam viec b nugc ngoai nhieu, nen viec
phat trim them nhang sin phAm di kern la holn tom co the.
Nang cao thu nhOp: voi m8i NHTM se co mOt tieu chi cv the ve KHCC, nhimg
thin chung deu IA nhftng ngubi thu nhop On dinh, kha nang tra nq cua KHCC cao,
ngan hang se giam bat lo nggi ve kha nang thanh toan nq vi !Ai vay khi cho nhom
khach hang nay vay tieu dimg. Han nfta, cdc khoan vay thuong Ion nen mirc thu lai tir
hogt dOng nay se cao hot, g6p phAn tang thu nhOp cua ngan hang.
Gitip nglin Mug phAn tin rrii ro: veri nen kinh te bit On di kern d4c the' kinh
doanh ngfin hang la kinh doanh tien te, nen do nil ro rat tem. Dtra sin phAm cho vay
tieu clang KHCC vao dank myc sin phAm se &lip nem hang phan tan dugc rid ro tin
dyng, giam thieu kha nang that thoit von vi tang Ica nhuen cho ngfin hang.
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1.1.5. Nguyen tic va didu kiln cho vay lieu ding Mulch hang cao cdp
1.1.5.1. Nguyen the cho vay
DE dam bao an toan von, trong qua trinh cho vay tieu dung KHCC cac ngan hang
thuong mai lu8n phai tuan thu cac nguyen tic sau:
Tan vay phii dirge sir thing ding mgc dich di them thuOn trong hqp dong
tin dying
Theo nguyen tic nay, thi moi dieu khoan phai dugc xac dinh trueic ire mgc dich
kinh te. KHCC c6 nhu cAu vay von, fru& khi vay phai trinh bay vai ngin hang mgc
dich vay von, girl cho ngan hang ke hoach va cac giay to lien quan nhu: hqp dong lao
Ong, sao ke Itremg 03 thing gin nhit,... de ngin hang xem xet. Khi cho vay, ngan
hang cling khach hang lop ban hqp dong tin dying vay yen va khach hang phai cam ket
sir dung tien vay dung muc dich va dieu nay ducic ghi trong hqp diing vay
Sau khi dtroc giai ngan, khach hang phai sir dung tien dfing vii muc dich nhu da
cam 1(6'1. Viec nay Op phAn lam giam thieu nil ro cho ngan hang cling nhu nen kinh te,
phOng ngira dirgc te nan rira tien, kinh doanh trai phop hoOc mua ban tieu thu nhftng
sin phim trai veri quy dinh cua phap luOt. Ngin hang co trach nhiem kiem soat viec sir
dung yin cua khach hang, neu khach hang sir dung von sal muc dich, ngan hang phiti
ap dung cac bin phap the tai thich hqp shim nglin ngira nil ro co the xay ra cho ngin
hang.
Tien vay phii hoin tri ding Iran day di ci tic vi Ili
Thu hal ca nq g6c va !Ai ding han la co so de cac ngan hang thuong mai ten tai
va phat trien. Viet hoar' tra lai va gec c6 ding han hay kheng la mOi quan tam hang
dAu cua ngfin hang khi cho vay.
Nguan yen cho vay cua ngan hang chi yeti la nguen von huy (long, ngfin hang la
trung gian va "la ngueri di vay de cho vay" nen phai dim bao hoan tra day di, kip then
cho nguai girl khi hp co nhu au rut tien. Vi voy, ngfin hang dei h6i KHCC vay yen
phai hoan tra dung then han, neu khong thu h6i ding has thi co kha nang can den viec
ngan hang mat kha nang thanh toan va phi sin.
De c6 the thgc hien nguyen tic nay trong quan 12 von vay, ngan hang phii xac
dinh ri5 then han cho vay, kji tra nq cua timg khoan vay, dong thin thuerng xuyen then
dei va dong dec KHCC trong viec tra nq.
Viec thu Iii ding then han cling la viec ngan hang quan tam va kiem soat rat chit
cho, beri lien lai tir cho vay tieu ding g6p phAn vao viec duy tri va phat tries nem
hang. Ngfin hang c6 thu lai di va ding then han thi mai c6 kha nang chi tra cho cac
khoan chi phi von vay dau vao, chi phi host dong kinh doanh, geip phAn duy tri vi tang
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kha nang phat trim hoat dOng kinh doanh cua ngfin hang.
1.1.5.2. Dieu kien cho vay
Thir nhat KHCC phai c6 dii hr cich phip ly
Quan he tin dung giaa ngfin hang veri khach hang la quan hg dirge phap 141 bao
vg. Vi v#y, no phAi dirge 1#p tren co so quy dinh ctia phap 101 Do do, cac chit the
tham gia quan he tin dyng phai co to each phap 15r. Hon naa, trong quan hg tin dyng se
phat sink sir chuyen giao vA giao dich ve tai san, do de an co sr xac nh#n ctia cac ben
tham gia theo dung quy dinh ctia phip lust. Nhu voy, KHCC phai IA ngu&i co del to
each phap 15, de thyc hien cac giao dich.
Thv hai, van vay phii dugc sir dyng hgp phip
Vim vay phai dirge sir dung hop phap tire la khong dirge vi pham phip 1110 va
phai sir dyng cho myc dich tieu dung ribs da theta thuan veri ngfin hang. Vi v#y, khi sir
dung geoi vay tieu dimg, KHCC kh8ng dugc dung ngutin van d6 de mua ban, tieu thy
bat kjr sin pham hang hem nio nim trong Mang danh muc bi nhi nuerc cam nhu: vii
khi, ma tity, chat gay nghien, hang nh#p 19u,... Neu phat hien ra KHCC sir dung tien
vay de tieu thy nhang san phAm bi cam de, thi tai san 46 se bi phong toa hoc tich thu,
KHCC se co kha nang phai chiu hinh phat truerc phap lust, lam anh htremg toi viec
}loan tri plc va lai cho ngan hang, tir 46 se gay finh hiremg ten ca hai ben la KHCC va
ngan hang cho vay.
Thv ba,khich hang phii ci Ming Itrc Si chinh !huh mynh du de dim bio
hoan tri tiin vay ding bon da cam kit
Ljr do KHCC phai co tinh hinh tai cult' !Anti mph co the dirge hieu nhu sau:
KHCC IA nhang ngtrai co thu nhap cao, nguen tien lem, tuy nhien chua chic nguen
tien KHCC kiem dirge deu lanh monh vA hop phap. Vi the, khi )(et cho vay tieu clung,
KHCC cang chimg minh re thu nh#p cos minh linh manh bao nhieu thi cing tat bay
nhieu, de dam bio KHCC c6 co so yang chic holn tra throe tien vay &mg hart, dam
bao vim ngfui hang kh6ng bi Anh huemg.
Thirst-1r, khich hang phii thyc hi§n dim bio tien vay theo quy dinh
NHTM quan tarn toi dieu nay vi day IA thing cu dam bio thyrc hien trach nhiem
va nghia vu cira KHCC trong quan he vay yen, ding la nguan thanh toan thfr hai cho
NHTM trong trueng hop KHCC khong tilt doge khoitn vay.
Tht nAm,phuong in Hal ding cis khich hang phii khi thi.
Day la dieu kien nhim giup KHCC dam bio dirge zing, hang thing, sau khi
KHCC da tra tien lai cho ngan hitng thi so den con Lai tren thu nh#p cim KHCC van do
kha nang de duy tri va dam bao cuOc song on dinh. Day lit dieu kiln rat quan tong va
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can thiet de CBTD co the can nhic va to van chinh xac nhat cho KHCC khi hg co nhu
can vay tieu dimg. Neu nhu ke hoach vay tieu ditng de chi tieu cho hang hem c6 gia tri
qua len thi KHCC nen can nhac xem mire thu nh#p ctia minh c6 de dam bao vira tra nq
vira duy tri cuOc song hay khEing. Neu sau khi tri ng cho ngan hang, ma cuOc sang ala
KHCC khone dim bao thi nen can nhac lei ye viec vay tieu don hoc CBTD cep the to
van so tien vay phis hqp vei tong dad tugng KHCC cu the.
1.1.6. Quy trinh cho vay hem ding khdch hang cao carp
Quy trinh cho vay tieu dung KHCC deu dga tren co so, quy trinh quy dinh chung
ctia viec cho vay d6u vai khdch hang ca nhan.
Quy trinh cho vay IA bang king hqp nguyen tic, quy dinh cud ngfin hang trong
viec cho vay, m8 ti cong viec cud ngan hang tir khi nhan ha so vay vain dm khich
' khi quyet dinh cho vay, glad ngan, glom sat khan vay, thu hal va thanh 19
hang'
den
hqp clang vay. Day IA co se cho viec phan quyan trach nhiem cho cac den tugng, bet
phon num cho vay va la co so cho viec thiat 10p ha so, the tic vay von.
Thiit
lop ho
so cho
vay
So. do 1.1 Quy trinh cho vay tieu ding khich hing cao cap
•
Guam
Quytt
Phan
Giai
sat
dinh cho
tich cho
ngan
khoan
vay
vay
vay
•
Thanh
19 hqp
Bong
cho vay
Itammawinar
(Ngu Gicio trinh nghlep vy Ngiin hang thuang mid - Doi hoc Thong Long, 2009)
But 1: Thiet lip ho so cho vay
H6 so cho vay IA tit lieu van ban bleu hien men quan he tong the cart ngfin hang
d8i vei khich hang xin vay. Hieu qua cud cho vay phi thuOc vao str holm chinh, tinh
chinh xfic ctia ha so vay. Lop ha so la khau can ban diu tien cud quy trinh cho vay,
dirgc thvc hien ngay sau khi can b0 tin dung (CBTD) tiap xec yeti khdch hang co nhu
cau vay van.
Tay then mad quan he giaa khdch hang vi nem hang, CBTD hueng din khdch
hang 10p ha so yeti nhOng th8ng tin you au khac nhau. Nhin chung, mOt N ha so de
nghi cap tin dung cho KHCC an thu th#p to khich hang nheng thong tin sau:
- Thong tin va Ming Itrc phap 19 va nang Igc himh vi dim sg ctia KHCC.
- Thong tin va' kha niing sir dung va hotin tra van cua KHCC.
- Thong tin ve bao dam tin dung.
Doi ved KHCC, mgi the tic vi gray to bon dugc NHTM tru tien vi toi gitin intuit
co the, the tic de hoin chinh mOt by ha so vay tieu dimg kha don gian, khich hang chi
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can cung cAp ban sao CMND, dien thong tin vao Giiy de nghi cAp tin clang, hoac met
s6 truang hop khac can cung cAp giAy ter thing minh thu nhip,... hoac met s6 giAy to
khac thy theo you tau dm tang ngan hang, la holm toan c6 the hoan tat thu tat va duct
xet duyEt vay.
But 2: Phin tich cho vay
Day la qua trinh danh gia khach hang ve cac dieu kiOn vay von va hoan tra nq
vay, tit 46 ngan hang se dtra ra cac quyet dinh cho vay va giam sat cho vay. Ca thE,
CBTD se that hiEn cac mac phan tich nhu sau:
(1) Ning Ikrc phap
khach hang vay phai la ngtrai co day dii nang tat phap ly
va nang Itrc hanh vi din str. co ttO khAu thuang tni tren dia ban veri ngan hang
cho vay. Ngan hang kung chip nhjn cho vay nhung ngubi dang trong then
gian chip hanh an, bi teen an cart n kinh doanh, nhftng nguai bi tam than. Day
la met trong nhfrng dieu kit'n tien quyEt de" xem xet cho vay nhim xac dinh
trach nhiEm tru& phip lust vE vkc hoan tri ng vay.
(2) Nei or trfi: day la ca so de ngan hang xac minh tinh )(at that dm h6 sa ma
KHCC cung cAp. Neu thong tin ve nai sinh song ctia KHCC kh8ng chinh xac,
thi CBTD c6 thE yOu tau KHCC be sung them nhOng giAy ter xac minh khac
ve dia chi sinh sting. Dieu nay gifip cho ngan hang nim re &Km thong tin
chinh xac cita khach ham ho sa vay von mirth bath va tao dieu kiEn thuin lqi
cho CBTD trong viec quan 1ST sau cho vay.
(3) Uy tin khich hing: day la yeu to het sic quan tong ma ngan hang can phai
danh gia. D6i voi khach hang cu, nhung giao dich trute de voi ngan hang se
mang lai met Itrong thong tin ye tinh trung that, cacngutin tai chinh va nang
loc khach hang, thong tin ve tinh nghie'm tic trong nghia va tra nq. D6i voi
KHCC moi phin Ion la qua gieri thit'u, ngan hang dtra vao cac thong tin ter
cac ngtin hang khk hoc ter KHCC c6 m6i quan hg vat khkh hang do.
,
(4) Dinh giii ning lye tai chinh cia KHCC: la tieu chi hang diu cluqc nem
hang quan tam khi cho vay tieu dung, vi ngiin hang multin hitt kha nang chi
trA khoin vay hang thang cua khach hang. Khkh hang co mire Wang co ban
va cao sau [hue thutmg duct tat tien hem Thong thuong, khach hang se phai
Op bang lucmg va xac thin cling tac, sau do CBTD se ti6n hanh xac minh
thong qua not KHCC lam viec. Mac do doi arcing cho vay la ngutri c6 thu
nhep cao, va ngutin tai chinh on dinh, nhung CBTD yin phai danh gia lei
nang lot tai chinh cfia khach hang, de dam bilo rang nhung thong tin ye
KHCC d6 la dung, phang nem thing thong tin sai 1Ech din ted nhung nii ro
dang tiEc xay ra.
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(5) Dinh gift nhu cAu vay vein cfia khich hing: bit Ick ai ding deu co nhu cAu
chi tieu, nhu cau ve von. Tuy nhien, de nim bit duqc nhu cau vay vein cim dei
along KHCC la viec khong di CBTD an tim hieu va tiep xfic v6i KHCC thi
maxi nim bit duqc khcich hang dang ce nhu cau gi, muon sir dung dich vu ra
sao va KHCC c6 can von vay de tieu dime hay khOne? Neu hieu va nim bit
duqc chinh xac nhu cAu cua KHCC thi CBTD men dua ra duqc nhimg
phuang an vay yen va sin phAm hop ly cho khach hang. Tranh twang hop
nhu cAu KHCC mot ding nhung CBTD lai dua ra nhOna san phim khong can
thiet hoc sai lech yen nhu au do.
(6) Dinh gia ck bien phip dim bio Hen vay: khi dna ra phuung thirc vay cho
KHCC, cac CBTD an phai nim ri5 nhfing thong tin ve khach hang, nim rd
firth hinh tai chinh cim KHCC, de co thE dua ra nhern2 cach thtic dam bao tien
vay phu hop nhit cho khach hang. Gil sir trong thin diem vay von, KHCC co
nguton lirc tai chinh Mt, ding viec kinh doanh ca nhan cda My Mt nen ce thu
nNip on dinh, c6 kha Ming tra nq dfing Nut va nhanh cheng, nhung kh8ng thE
dinh gia duqc ring trong Mang lai hg van gift Cmg duqc nhfing dieu kien tot
de, chinh vi vay CBTD can c6 cai nhin ding din va chinh xac khi to yin va
dua ra phuang phap dam bao tien vay cho Ichfich hine. Dieu nay visa gifip
KHCC thusfin tien trong viec vay von, visa gifip ngfin hang phi:mg tranh duqc
nhOng rin ro neu khach hang khong c6 kha nang tra my.
But 3: Quyet dinh cho vay
Quyet dinh cho vay hok tir chOi d6i v6i mOt h6 so vay cua khach hang la khau
quan tong trong quy trinh tin dung vi no anh huemg rat kin den cac khau sau
va anh huong den uy tin va hieu qua host dOng cho vay tieu dung KHCC ctia ngan
hang.
Day la khau quan trong vi ding la khau pham phai sai (Am nhAt. CO hai loaf
sai lim co ban thuong xay ra trong khau nay: quyet dinh chip thuAn cho vay doi yeti
mOt khach hang ;thong tot, hay tir chi cho vay del v6i mot kith hang Mt. Ca hai Loai
dart
sai lim nay deu din den thiet hai ding ke cho ngin hang. Loai sai lam this filth
den thiet hai do my qua han hoic nq kitting the thu hen, tirc la thiet hai ve tai chinh.
Loai sai lam thir hai de din den thiet hai ve uy tin va mit ca hOi cho vay.
a
Nhim han the sai lim, trong khau quyEt dinh tin dung, ngan hang thiremg chfi
tong hai van de: thu thap thong tin va xir VT thong tin mOt cach day dpi va chinh xac
lam co so de ra quyit (Unit; trao quyen guy& dinh cho cac !Anil 40 ngan hang trong
pham vi thim quyen nhit dinh ra phan guy& dip tin dung.
Tren co sa quyet (Will dm lath 4o ce thAm quytn, CBTD co trach nhiem th8ng
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bao cho khach hang ve quyet djnh cho vay hoc tir ch6i cho vay tieu dung dEli veri
KHCC. Sau khi ra quyet djnh tin dung, kat qui co thE la chap thuan hoac tir chi cho
vay, thy vao ket qui phan tich va tham djnh a khau truerc. Neu chAp thuan cho vay,
CBTD thong bao de KHCC tai k)% ket hqp d6ng tin dung va lam tiep cac &Mc tiep
theo. Neu tit ch6i vay, ngan hang se co van ban tra 101 va giai thich Iy do cho khach
hang duqc r6.
Sir& 4: ChM ngin
Giai ngan la khau tiep tiep theo sau khi hqp d6ng tin dung do eltrqc Li kat_ Gilt'
ngan la viec ngan hang phat tien vay tieu dimg cho KHCC dtra tren CU ser so tien cho
vay da cam ket trong kip d6ng. Tuy la khau tiep theo cua quyet djnh tin dung, nhung
giai ngan cling la khau quan trong vi no co the giiip phat hien va chAn chinh kip then
n6u co sal set 6 cac khau truerc. Nguyen tic giii ngfin 11 1u8n Rion on lien von One
Lien to veri von dOng hang NM hoc dich v4 doi ling nhim dam bao kha niing thu h6i nq
sau nay. Tuy vay, giai ngan cling phai tub din nguyen the dam bao thuin Iqi. Wadi
gay kh6 khan va phiEn ha cho khach hang.
Burk 5: GMm sit khoin vay
Giam sat khoim vay 11 khan kha quan tang nhim dam bao so tien cho vay dux
sir dung dung muc dich hay kh8ng, co dau hieu lira dio hay khong,... Neu cac thong
tin phan anh theo chiEu hugng tot thi chfrng to khoan vay &rot dam bao. Ngtrqc
n'eu co bAt ki dAu hieu tieu crrc nao thi ngfin hang co quyEn ngimg giai nem, thu h6i nq
twat han. Ngoai ra, ngfin hang co the you cau khich hang b6 sung them TSDB, giitm
s6 tien cho vay khi thay can thiet de dam bio an than tin dung. Giarn sat khoin vay
giitp ngan hang nglin chart duqc 5 , sir dung khoan vay sal muc dich cua khach hang,
kip thin dtra ra cac bien phap xir ljr neu co du hieu tieu cue xay ra nhim giant thieu
nu ro gay bAt lqi cho ngan hang.
a
Butt 6: Thanh ly him tang cho vay
Cac khoan vay khi den han hok khi khach hang vi pham hqp d'eing thi ngan hang
se tien hanh thanh ly hqp d6ng. Khau nay bao g6m:
Thu nos: Ngan hang tien hanh thu nq khach hang theo dung dieu khoan di cam
ket trong hqp dang cho vay. Thy tinh chAt cua khoan vay va tinh hinh cua doanh
nghiep, hai ben co the them thuin va 1ga chin mOt trong cac hinh thirc thu ncr.Neu den
han tra nq ma khach hang khong co kha Wing tra nq thi ngan hang co the xem xet gia
han nq hoic chuyen sang ng qua han de co Bien phap xir Ijr thich hqp nhim dam bio
thu h6i nq.
Thank ly hqp tang: Neu het theri han curt hqp d6ng cho vay va khach hang di
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hoan tat nghia vv tra nq ca gac Ian !Ai thi nein hang N/A khach hang de se lam thit tic
thanh 19 hqp &Ping cho vay, giii chap tai sin va btu hti so vay von vao kho Itru ter.
Trong truang hqp nay, hai ben ngan hang va khach hang lien hanh thanh 19 hqp thing
tin dung mac nhien. Trong tnrtmg hqp ngan hang giam sat va phat hien thiy khdch
hang vi pham nghiem tong cam ket ghi trong hqp ding tin dung, c6 the anh hurting
den kha nang thu hoi van sau nay, ngfin hang ett the de nghi vi tien hanh thanh 19 hqp
ding tin dung bit buOc.
1.1.7. Cdc bifn phdp dim boo tan vay trong cho vay lieu ding khdch hOng cao cap
Dam bio tier vay la viec ngan hang sir dung mOt hg thEng cac bien phap nhAm
phOng ngira riti ro, tao so so kinh to va phip 19 die thu hoi cac khoan nq da cho khich
hang vay, giap nem hang pheng ngira nil ro trong cho vay tieu dung KHCC. Bao dim
tien vay c6 the bao bao dim bang tai sin hoac bao dim kh8ng bang tai san.
1.1.7.1. Bcio dam ti'Jn vay bang tai san
Bao dim tien vay bang tai sin la viec KHCC sir dung tai sin hoac nheng gitty to
c6 gia thu0c quyEn so heu caa minh tai nein hang de vay von. Trong phucmg thirc nay
KHCC c6 the Iva chQn theo cac phtrcmg an nhu sau:
(1) Cam ca, the` chap tai son via khdch Ming vay:
- Cam co tat san: la viec KHCC vay von giao quyen kiem sok tai san dm mirth
sang cho NHTM cho vay clam gift trong snot than gian ngan hang cho KHCC
vay vim, den khi nio KHCC tra het than 1)0 du my gac va lai thi ngan hang mai
lam thti tic hoin tra Iai TSDB cho khich hang.
- Thi chap tai san: la viec KHCC giao cac giay chimg nhan quyen sa heu,
guy& sir dung tai sin cua minh sang cho NHTM nim gift trong thin gian
KHCC vay von tii ngan hang, song tai sin van !tam trong sv kiem sok ctia
KHCC. Den khi KHCC hoin tra het day dir nq gac va lai cho ngin hang thi
ngan hang mei lam the tic giai chip, hoin tra lai TSDB cho KHCC.
(2) Bdo link bang tai son ctia bin Hui ba: Lit viec ben thin ba (ben cho muqn tai
sin) bito lank, cam ket v6i NHTM cho vay vE viec sti dung tai sin thuOc
quyen so heu, gia tri quyen so hilt di sin dm mink de" thvc hien nghia vu tra
my thay cho khich hang vay (ben vay) lieu den hart tra my ma khdch hang vay
thvc hien !thong dimg nghia tra my cita minh.
1.1.7.2. No dam tien vay khong bang tai san:
Bao dim tien vay kitting bang tai sin li viec KHCC di vay tieu dimg ma khong
can sir dung den tai sin, giay to chang than amen sir dung tai sin dm mirth de dem di
vay von. KHCC dtrqc quyen vay dva tren uy tin cent mirth, khong can the chip hay
13
cam c6 bAt kS, tai san nao khic. Trutmg hop nay thuang ap dung yeti KHCC thqc su co
uy tin, c6 nguan lye tai chinh rat 6n dinh vi da ce lich sir giao dich tot veri ngan hang
hoc cac to chirc tin dung khk.
1.1.8. Phan logi cho vay dim ding khdch hang cao cap
1.1.8.1. Can cu veto that hpn cho vay
Vic phan foal theo that gian cho vay gulp NHTM c6 thE de ra nhang quy the
phap 13% phii hop v6i host dOng cho vay thuc tien, cling nhu giup NHTM co quy dinh
de ap dung muc lit suet phu hop, dim him tinh an toan, sink lqi, va phi' hop vOi nguein
von huy dOng duqc vai s6 tien cho vay. Thai him cho vay thurtmg chia thinh:
Cho vay lieu ding KHCC nrin hpn: la hinh thirc cho vay 461 yea KHCC c6 that
gian tir 12 thing tra xu6ng vol muc dich chit yEu thda man nhu cau chi tieu non han
cue ca nhan.
Cho vay lieu ding KHCC trong hpn: la plurcmg thirc cho vay c6 that gian tir
tren 12 thing den 60 thing. Hinh thirc cho vay nay trong cho vay tieu dimg thuong
nhim muc dich mua sim tai sin, till& bi ca nhan, mua xe, cai thin den song gia dinh,
ca nhan.
Cho vay lieu ding KHCC dli hpn: la cho vay co that gian trEn 60 thing, chit
yeu la vay de xay clung nha a, cho vay du hoc,....
1.1.8.2. Can al viz° phwang tInk hoan tra nq
Cho vay tieu clang tra gap: la sin phim cho vay ma ngfin hang cap cho KHCC,
trong d6 khach hang duqc cap mOt ;chub tien nhim muc dich tieu dung. IChich hang
thuc hign tra din g6c, lei trong mOt khofin Mai gian nhat dinh theo quy dinh cue ngfin
hang.
Phucmg thirc nay thutmg ap dung cho nhftng khoan vay c6 gii tri ton hoc thu
nhip dinh ky dm khich vay khong dit khit rang thanh town het mOt ran s6 ng vay.
Cho vay tieu dung phi tra gap: hi phttcmg thirc cho vay tieu dung ma trong d6
khkh hang chi thanh town tien goc cho ngfin hang mOt tan khi den him Theo phtrang
thire nay thi viec thanh tan geic va lei duct thuc hiEn nhu sau:
(1) Tien g6c (C) va lei (Cn) duce thanh than met lin vao cuai hen cho vay:
Trong de: Cn = C*i*n.
Vol Hai suit cue ky thanh town, n: ky han thanh town.
(2) Tien gac (C) dirge thanh twin vao 14 cuti cling cda theri han tra, can tien lei
m8i ky (Ck) duqc than!' town deu don theo timg 14 han.
Trong de: Ck = C*i
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1.1.8.3. Can eu theo phwang that cho vay
Cho vay theo hon mac tin dung
Day la nghiep vu tin dung ngan hang, trong 46 mill khich hang se duqc thee
thuin vi cap mOt han mire tin dung nhit dinh, khich hang c6 quyen vay va tri nhi'eu
lin ma s6 du nq cho vay tai moi th&i diem khong vuqt qui han mire tin dung cita
minh.
Han mire tin dung duqc tinh tre'n co ser mire thu nhip hang thing elm moi ca than
va theo 461 tucmg khich hang. Thai han tin dung duqc th6a thuin tnrem, can cir nhu
au chi tieu va thu nhip kiem duqc tong kjr, khich hang duqc ngan hang cho phop
thuc hien viec vay va tra nq nhieu kjr mOt each tan hoan, theo mOt han mire tin dung.
Thong thuOng, cho vay theo han mire tin dung veri KHCC duce cac ngfin hang
cap theo hinh thirc phat hinh the tin dung not dia hoic the tin dung qtthe th.
Cho vay thou chi
La hinh thirc cho KHCC duqc phep chi trOi (vuqt) so vai so du tien girl thanh
toin hien c6 cim minh den mOt gieri han nhit djnh va trong khoing thhi gian xic dinh.
Gioi han nay dtrqc goi IA han mite thiu chi.
He dtrqc thiu chi, KHCC phai lam hqp &Mg cap han mire thiu chi veri nein
hang, va c6 the phii tri phi cam ket cho ngan hang. Trong that gian hoat (long, khich
hang c6 the chi tieu vuqt qui s6 du tien girl cda minh trong ngan hang, nhung phai
trong han mire thiti chi. Khi khitch hang co tien nhop ve tai khoin tien giri, thi ngfin
hang se to dOng thu nq gilt vi lai. Neu khich hang chi vuqt qui han mire thiu chi thi
se bj phat vi dish chi sir dung hinh thirc vay nay.
Hinh thirc cho 'vay thiu chi la hinh thirc than tien cho khich hang, glop khich
hang c6 khi nang thanh toin chit dOng, kip thud. Thin chi la loaf tin dung ngin han,
linh hoat, thu tuc don gian, phin lem kh8ng cep tai sin bio dim, ce the cap cho ca nhan
trong vii thing den mOt nam. Hinh thirc nay chi dtrqc sir dung vai khich hang c6 do
tin ciy cao, thu nhip d'eu din va ky thu nhip ngin han.
Cho vay theo mon
Cho vay theo men la mOt trong nhttng hinh thirc cho vay ngin han ph6 bien cim
cic NHTM, trong d6, khich hang lam mOt b0 h6 so vay mOt lin thit dinh veri mitt tin
dung ma ngan hang va khach hang da thea than. Viri phuang thirc vay nay Mit tuc rat
re rang, nem hang chit dOng trong viec cho vay, phucmg that vay nay thuerng it nil ro
hon. Tuy nhien, khich hang se khOng linh dOng trong viec sir dung von, vi mai lan vay
khich hang deu phii litm ho so vay von cho tong lin vay vet Ili suit, that han tit tien
va s6 tien vay xic djnh, dinh Icjr cu the cho tong khan vay khich hang phii tri nq mOt
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Ian khi dao han. Phuong thin vay theo man phi' hqp yeti khach hang co nhu cAu vay
von kh6ng thutmg xuyen, hoac co tinh chat thtti vo.
1.2. Phit hien cho vay tieu clang khach hang cao cap trong ngin hang thuung
mai
1.2.1. Doi Wein Auk filen cho way lieu ding Mich king cao cap
Cho vay lieu dung KHCC la mot trong nhting hoat dOng mang lai thu nhap lan
va on dinh cho ngan hang, do 46, viec phat trier cho vay tieu dung luon la van de dtrgc
quan tam hang diu cua cac NHTM. De hieu r6 han ve phat trier cho vay tieu &mg, co
thE xem xit tren mot so quan diEm khac nhau:
Theo quan diEm phat trier vi and dm nen kinh te: phat trier cho vay tieu dimg the
hien 6 viec cho vay lieu dung gap phin lam tang lgi ich cac ben, gitip tang trutmg kinh
Theo quan diem cua NHTM: phat triEn cho vay tieu clang the hien cac khia canh:
—Gia tong se; luting khoan vay: s6 lugng KHCC vay tieu dung cing nhieu,
chUng to djch vg ngan hang do tot, dich vg nhanh ch6ng, cho vay phu hqp yeti
nhu ciu thgc to cua KHCC, ne'n mgi lam gia tang dugc s6 lugng khoan vay
fieu dfing.
—Chit luting khoan vay lieu ding tilt dirge the hien qua kha nang hoan tra nq
cua khach hang. MOt kholin vay chira nhieu nil ro, kh6 401 nq thi khoan vay
do co chit lugng kem, kh8ng nhttnithE con lam anh hmfmg tel vim cua ngan
hang va lam giam kha nang tang du nq cho vay tieu dung KHCC.
—Higgs qui kinh to cua khoan vay tieu ding: do la kha nang sinh lari ma khan
vay mang lai de" dam bao sir ton Lai "va phit then ben yang cua ngfin hang.
Thong qua hog dOng cho vay tieu dung KHCC nay se vo hinh gap phin vao
sq phat trier kinh 4 chung cua town xa hOi.
Nhu vay xet mot each khai quilt thi "pink men cho vay lieu ding KHCC dwpc
Min ld sir ling lin vi tun KHCC cling nhu chit laying cho vay dim thing, dim
brio ngdn hang ci thi tin to vet phrit men bin Wing". Trong firth vtrc ngan hang,
phat trien ngi chung va phat hien cho vay tieu &mg not rieng la mot chi tieu rat tong
hqp, co lien quan chat the tel viec gia tang ve quy mo, 461 ttrqng cho vay, sq thay 461
theo huang tich cut trong co ciu cac sin phim cho vay tieu dung dang cung cap. Phat
then cho vay tieu clang cling dirge biEu hien cg the qua chit lugng va hieu qua cua
hoat dOng cho vay tieu dimg cua ngan hang do.
,
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1.2.2. Sy. can Milt cia vtec phat Irian cho vay lieu ding khcich hang cao cap
1.2.2.1. Dal vdi nen kinh d
cho
Cop phin thtic dAy qua trinh hit thong hang boa, tieu thy san
vay tieu ding la san phim him ich, ce lqi cho nhieu ben tham gia, vira giip ngueri vay
thee man duqc nhu cAu chi tieu cia mink, via giap cho doanh nghiep ban va tieu thy
duqc hang hea. Neu viec cho vay tieu dung khach hang thong thubng la can thiet, thi
viec phat trien cho vay tieu dung KHCC ding nen duqc quan tam va day math hcm.
Bed khi nhu au chi tieu cim KHCC thubng Ion vi zia trj cac mon vay tieu dimg cling
cao hcm so veri 461 tuqng khac. Neu NHTM nim bit duqc nhu cAu chi tieu cua KHCC
se dua ra duqc nhang chinh sach tru dal hip din nhim thu but so lugng KHCC vay
von de chi fieu, tir day se g6p phin khone nho vio viec thic dAy qua trinh tieu thy
hang Ha.
Kich thick lieu ding, tir 66 g6p phin phat trien kink tk: khi NHTM cho vay
fieu ding, se dap img mpi nhu cAu chi tut cia KHCC bit cir hic nao, bit cu thai diem
nao. KHCC se co clang chi tieu, mua sim hon. to skr thunn lien trong viec thanh town
djch vv. Khi hang h6a duqc tieu thy, cac dich vy duqc sir dung se giup ngtreri ban co
tieu ding not
von tao ra nhieu san phAm hang Ha bun oda, chinh vi the, cho vay
chung va cho vay tieu ding KHCC not rieng se g6p phAn khong nhO vac viec phat
trien cia nen kinh te.
1.2.2.2. Dai vii Iduich hang cao cap
Thda min nhu ciu tieu ding cfitt KHCC: moi ngtrixi thubng nglii ring KHCC
la nhUng ngtrbi co tien, nen hp kh8ng co nhu au vay ngan hang de chi tieu, ma chi co
nhu cau cho ngtrei khac vay hoc cho ngan hang vay. Tuy nhien, neu thin tren gee dO
d6 se lam giam di mot lucmg khach hang Ion, tiem nang. Biri dii tuqng nay Op mot
phArt Ion trong viec tieu thy va kich thich san xulit hang h6a. Ben canh de, khi KHCC
da co nhu au vay thi cac khoan vay thubng len hen so v6i khach hang ca than thong
thuimg. Hay mil khi khach hang ce nhu au di du ljch, hoc tip hay lam viec b ntrec
ngoai, hq se !thong the mang theo mot s6 teen len de chi tieu, nen viec sir dung the
quic to de thanh town la an thiet. Neu tau va nim bit nhanh chi:mg duqc nhu cau nay
thi NHTM se dap sing dupe nhting them man ve nhu au chi tieu cilia KHCC, tir do phat
trien salt pham va thu ve nhang khotin lqi nhufm Ion cho ngan hang.
Gip phin ning cao hot null chit hnyng cuOc sing cfia KHCC: khi KHCC sir
dung san phim cho vay tieu ding, hp se dg ding chi tieu cho mpi nhu cAu cuOc song
bAt cur lac Mo. KHCC la nhCmg ngtrei ce gia trj tai sari I6n, nhung Wong han la sin
sang as mot luqng tien 16n tai thei diem chi tieu, hAu nhu se tien hp Or hftu thubng
duqc kru tilt thong qua cac loai hinh ditu to nhu: mua ban co phieu, dAu to kith
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doanh,... nen viec dua ra san phim cho vay tieu dung danh cho KHCC se glop khich
hang vira c6 the chi tieu moi litc, ma van co the dAu to lien cua minh vio nhemg danh
muc khac de kitm ibri ham nita, nhu cAu sinh hoat chi tieu gia tang se g6p phAn nang
cao hon nda chit luong cuOc song cua KHCC.
1.2.2.3. Doi vol ngiin hang thwang mgi
Chip da dyng his danh muc san phAm cho vay, fir de gip phial phin tin nil
ro: phit trien cho vay tieu dimg KHCC se ghip nem hang ma rang them san phitm, da
Bang hoa danh muc san phAm cho vay, thu hilt them sir chi v va kich thich nhu cAu chi
tieu cua KHCC. Neu NHTM khong c6 san phAm cho vay tieu dium thi Fit co the mat
di mot luting KHCC nhAt djnh, Uri neu nhu au vay tieu Ming phat sinh ma ngan hang
'thong dip Ong duqc, thi KHCC se tim tai ngan Wing khic vi se de lai skr bit tien cho
khach hang. Them vio do, phit trien cho vay tieu dimg KHCC se gulp ngfin hang phan
tin duqc rai ro tin dung, tranh tinh trang tap trong qui vio mOt hang muc nio do lim
thAt thoit von ngan hang.
Gia tang thu nhYp cho NHTM: cho vay tieu thing KHCC la mOt san phAm sinh
len on djnh cho nein hang, bEri nguon tri nq cua khich hang minh bath, 3n djnh, cic
khoin vay lai Ion nen khi nang thu lai rat cao. Ngfin hang se khong phii lo ling ve
viec kith hang khong hoan tri duqc nq g6c vi lai khi den han thanh toin, nguifin thu
to loaf hinh vay nay ye lau dal se li ngutin thu ben yang, gia tang thu nhop cho
NHTM.
Chip tang cuirng moi quan ht vii khdch hing cao cap: neu phit trien tot san
phAm vay nay, di kern yeti djch vu thanh tom nhanh cheng, tho tuc vay don glint
nhung van dim bio an toil' tin dung, thi se thu hid duqc mOt luqng KHCC lEm, khi
khach hang th6a man va hai long ve san phim, thi luting KHCC cu se la cAu n6i di
ngan hang tiep can them nhi'e'u KHCC mei, him gia tang khoin vay va indi quan ho v6i
KHCC cua nem hang cling duqc ma rOng.
1.2.3. Chi den dank gid sir ph& triin cho vay
ding khdch hang cao cdp
1.2.3.1. Chi lieu djnh tinh
Li rilieng nguyen tic the hien six phit trien cua cho vay tieu &mg not chung va
cho vay tieu dimg KHCC nal rieng. Chi tieu nay kh6 xic djnh duqc mire chuan mtrc,
nhung g6p phin quan trong trong viec &Snit gii su phit trien cho vay tieu dimg KHCC
cim NHTM. De xem xet str phat trien cua cho vay tieu dimg KHCC to co the can cir
vio mOt s6 chi tieu djnh tinh nhu sau:
Khi fling thu hit KHCC din vay von vi m6 rOng sang sir dyng the djch vy
khic cua ngin Ming: day li tieu chi hang dau ctia cfic NHTM m8i khi dua ra mOt san
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phAm dich vu mai. San phAm do thanh cang hay khong can dua vao nhieu yeu to,
nhung quan tong han het IA viac khi dua ra san pham vay tieu thing, KHCC co the
titp can vim ngfin hang
clang, ben canh da co the tim hieu va sir dung cac dich vu
ngfin hang khac. Ta d6 ngan hang cang co kha nang thu hot KHCC den sir dung san
phAm cho vay tieu dung cua minh, &Ong then loi keo duqc KHCC sa dung sang cac san
phAm dich vu khac cua ngan hang, cho thAy cho vay tieu clang KHCC cua ngan hang
cang phat trien.
a
Khi nang thda man nhu ciu vay Won cua KHCC: day IA chi tieu the hian ro
duqc su phat tries cua nem hang trong cho vay tieu clung KHCC. Ngan hang co dich
vu tot, co chAt luqng can N.) nhan vien chuyen nghiap, chu dao thi meri dap Ong dtrqc
nhung KHCC Ich6 tinh. KHCC kh8ng co nhu cAu vay tieu dung nhieu, nhung neu ngfin
hang co nhCmg chinh sach de thu but KHCC, them man dirk nhu au chi tieu cua hQ.
thi KHCC san sang sir dung dich vu cua nem hang ngay ca khi kha nang chi tieu cua
KHCC du da. Khi san phAm cho vay tieu dung dap Ong duqc nhu au vay cua KHCC.
thi cling the hien cho vay tieu dung KHCC phat hien.
Kha nang rut ngin thM gian giai quyet nhu cau vay tieu dung cua KHCC:
hau het KHCC deu IA nhang ngueri tham gia nhieu linh vtrc khac nhau, dia vi cua hQ
kha cao va that gian lam viac cua KHCC cling nhieu has. Chinh vi the, then gian vol
KHCC con quan trang has so vai khkh hang th8ng thuang. KHCC se thAy hat long
khi dich vu ngan hang nhanh cheng, tian lqi, cac khoan vay thuc hian nhanh, Ulu tuc
don gifin tai da se IA nh(tng dieu ma KHCC quan tram va uu tien han ca. Nhu vay, ngan
hang cang co kha Wing rut ngin duqc died gian giii guy& nhu cau vay, dap Ong tin da
yeu au cart KHCC, phan anh rang cho vay tieu dimg KHCC co ca hOi phat tries tot.
Skr chtit chi trong quy djnh cho vay cua ngfin Wang: vol bAt ky khoan vay nao
ding vay, tir KHCC cho tad khach hang ca nhan thong thuang hay din veri cac doanh
nghiap vay von, thi Ilion den heti su chat chi trong cac quy djnh. Day la yeti to dam &to
ring cac mon vay cua KHCC dugc kiem tra va thAm djnh ky Wang timg khau mot,
dam bao giai nem dung doi tucmg, &mg awe dich vay, to d6 phong tranh duqc nhung
nil ro ve that thoit vim kh8ng may xay ra cho ngim hang.
Quy djnh cho vay tieu &mg KHCC se cang chat chi has, gifip ngfin hang sang
Ipc va gat be duqc cang nhieu cac khoan cho vay co rid ro, ta da chAt Itayng cho vay
tieu dung KHCC cang hit has, sin phAm cho vay tieu dimg KHCC cling ngay cang
phat tries.
1.2.3.2. Chi tieu djnh ham
Co kha nhieu chi tieu djnh luqng de co the danh gia su phat then cua cho vay tieu
climg KHCC, tuy nhien, to co the dimg mot sit chi tieu djnh ltrqng sau de danh gia su
19
phat trim cho vay tieu dung KHCC cua NHTM met each Ichach quan va nhanh chring
nhAt.
(1) Tic dp tang truing doanh so cho vay tieu ding KHCC
Doanh so cho vay lieu ding KHCC„— Doanh so cho
Tic df; tang
vay lieu ding KHCC„.4
trwang doanh =
*100%
Doanh so cho vay lieu ding KHCC„_,
so cho vay
Doanh se) cho vay tieu dung KHCC IA ding s6 tien ma ngan hang da cho KHCC
vay tieu dung trong met kjr xac dinh. Chi tieu the do tang tnremg doanh 56 cho vay tieu
dung KHCC cho ta thAy su tang giam ve doanh s6 cho vay qua cac nam. Neu chi tieu
nay tang, chimg to ngan hang dang mer rung cho vay tieu dung KHCC, ngan hang giai
ngan nhieu ham, san phim cho vay tieu dung KHCC da thu but duqc rthie'u su quan
tam ctia khach hang. VA nguqc lai, neu chi tieu nay giam theo cac nam, chUng to ngan
hang dang giam luqng tien cho vay, hoot (tong cho vay tieu thing se co Icha nang bi thu
hgp lai.
(2) Tic 4 tang Mang doanh so thu hii np cho vay lieu ding KHCC
Doanh so thu np CVTD KHCC„— Doanh so thu np
Tic do tang
trwong doanh
thu hai ng
CVTD KHCCni
*100•
Doanh si thu ng CVTD KHCC„. 1
CVTD KHCC
Doanh s6 thu nq la tong s6 tien ma ngan hang thu hoi duce tir cac khoin da cho
vay tuft do trong met theri ky nhAt clink
Chi tieu the do tang twang doanh s6 thu hoi nq cho vay tieu clung KHCC cho ta
thay su thay d6i vie doanh s6 thu hoi nq qua cac nam, nett chi tieu nay tang cao chung
t6 nam vira qua ngan hang da tap trung vrio viec thu hoi nq, dieu do chimg to ngan
hang da tap trung quan 1Sr sau vay hieu qua, giam thieu rai ro that thoat yea cua ngfin
hang. Mit khac, neu chi tieu nay co chieu hugng gilm qua cac nam, chimg to s6 tien
ngan hang thu hoi Iai tit nhftng khoan cho vay tieu dung chug cao, doanh s6 thu hoi
teen ve giam qua cac nam se khien cho Ice hooch chi tra va sir dung von cua ngan hang
bi anh htrerng. Chinh vi the, day la met trong cac chi tieu an duqc ngfin hang quan tam
chit the de co the kiem snit nit nguOn ti'e'n cho vay, dot ke hooch tilt, tang truong dung
ke hooch ma ngan hang a de ra min khi dua vao met san phim meri.
(3)Tic 4 tang Mang dw ng CVTD KHCC
Du np CVTD„ — Drr np' CVTD„ .1
Tic 4 tang Throng dw ng
Dw ng CVTD,fri
CVTD KHCC
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*100%
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