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1、Credit Scoring Model for Small Business Loans 小型企业信贷评分模式1Current limitations to lending to SMEs 一般中小型企业借贷限制Collateral Centric 以抵押品为主 Limited the number of people eligible for financing 祇有少数的申者符合 资格People Relationship driven 受人事关系影响评审 Inconsistent credit assessment 不划一的信用评分 High cost of servicing and
2、 not scalable 借贷服务成本高，不能普级化 Preference of larger companies over SMEs 比较适合大型企业Uncertain credit quality 不明确的信贷质素 No information on financial conditions of borrowers 欠缺借贷人财务资料 Potentially Large credit losses 高信贷风险 2Current Common Solutions by Banks to SME Lending 一般银行对于中小企业贷款的共同方案Offer term loans with
3、12 to 24 months repayments for loan size generally up to 800,000 yuan 一般八十万人民币贷款，祇做12 至 24 个月的定期贷 款 Use simplified credit scoring to process loan applications or to predict default probability 用简单的贷款评分基制，以评估贷款申请，或预测拖欠坏账 的可能性 But the limitations of these solutions: 以上方案的限制： Banks could only react to
4、delinquency when the problems are too serious to cure 一般银行会将还款困难的贷款作为坏账 SMEs are not able to borrow more than the maximum amount that banks grant until loans are ready for annual review 一般银行不会在贷款期间，再 度审批更高的贷款额3Our beliefs of lending to SMEs 我们对中小企业借贷的信念 Business do not fail overnight 企业不会一瞬间倒闭 Failu
5、re caused by no cash, no business and poor debtors quality 一般企业倒闭是因 为资金短缺、销售不理想及劣质客户 Only two types of financing needed in business financing 一般商业借贷祇有两种需 求 Working Capital and Term loans 营运资金及定期贷款 Business owners always know: 企业家一般会知 How much business they do 生意额多少 Who owe them money 谁欠公司钱 How much
6、cash they will be collecting from debtors 公司将会从客户中收到多少现 金 Secure Loans by business assets 以公司资产作为贷款低押 Dont over lend to a company 不会超贷 Be ready to support SMEs when they grow 可以随时准备支持发展中的中小企业 Appropriate price reward ratio 合理价格回报比率4Pricing risk reward ratios 定价风险回报比率利率 %（风险) 撇账 %市场分布5SME Loan Lendin
7、g Model 贷款模式Ensure credit evaluation consistency by using the quantitative approach 通过智能信贷 评分系统保证信用评估的一致性 - Focus on key operating matrix cash flows, sales and account receivable 专注于基本营运 模式 流动资金，销售额及应收账Manage SME borrowers of higher risks instead of all borrowers 重点管理高风险的中小 企业贷款 - Know which SME bor
8、rowers are having problems 个别处理有问题的中小企业借贷Leverage Internet to obtain information from SME borrowers 透过网上收取中小企业 的客户借贷资料 - Reduce loan servicing costs 减低贷款服务成本Empower SMEs to borrow more when they want to 鼓励中小企业在需要时可增加贷款 额 - Strengthen customer retention 减低客户流失Focus on segment between 400,000 yuan to
9、6,000,0000 yuan loans 集中贷款额在人民币 四十万至六百万之间 - Broaden the market you can service 扩阔现有服务市场6SME Loan Lending Product Feature 贷款种类特性Cash flow lending secured by Account Receivable 以公司应收账作为抵押品 Most SMEs provide credit term to their debtors 大部份中小企业都有提供账期给客户Lending against invoice value of up to a percentag
10、e 贷款额以发票总值比率计 算 Loan size and advance ratio can be determined by the amount of account receivable figure and debtor quality 贷款额及贷款比率以应收账总值、客户质素作评估Debtor payment deposit to a designated bank account 应收账款存入指定户口 Able to monitor debtors repayment performance 可确保应收账客户的还款能力7SME Loan Risk Model Two step ap
11、proach 风险管理模式 两步曲Pre-approval 审批前期 A web based scoring model obtains a snapshot of overall financial conditions of companies at the time of loan approvals. Those companies with ideal profiles will be approved. 公司可在网上提出贷款申请，网上的智能信贷评分系统，将把握公司的整体 财政状况，合资格的公司，将实时获得初步审批。Post approval 审批后期 A personal web
12、page allows customers to provide business data to small business loan continuously and such data is analyzed vigorously by the proprietary risk diagnostic system. The objective is to ensure borrowers approved do not deteriorate . Only those borrowers that are identified with exceptions will be manag
13、ed and addressed. 客户拥有专有网页，并在网页上不断提供业务资料，风险管理系统实时分析 资料，目的是确保审批后，客户的财政状况仍然保持健康，祇有特别情况的 客户会个别处理。8How It Works - A Continuous Process 如何运作 持续的贷款来往程序 Online origination网上申请 Offline origination纸上申请Loan OriginationLoan UnderwritingLoan Risk ManagementLoan Servicing Powered by web-based scoring engine进行网上智
14、能信贷评分 Customers can get instant approval online 客户可 实时在网上获知初步审 批结果 Information is verified with supporting documentation and external credit checks are run 提供有关文件确认 所提供资料的真实性及 进行其它信贷审查 Data obtained via web platform and integrated with small business Loans scoring and monitoring platform 通过网上平台取 得业务
15、 资料，并配合商业贷款 智能评分系统的资料进 行监察 Companys sales, account receivables and cash is monitored 重点 监察公司的销售额、应 收账及现金状况 The exceptions based platform picks up any irregularities and credit risks 利用处理特殊情 况的平台系统选出任何 不规则及有信贷风险的 个案 Customer service personnel help small businesss troubleshoot 客户服务员帮助客户处 理疑难问题 Platfor
16、m monitors and increases loan limits based on credit quality and receivable levels 平台根据信贷情况及应 收账水平作审批提高贷 款额之申请Customer Loan Increase Request贷款申请来源贷款申请贷款风险管理贷款服务客户申请提高贷款额9Web Scoring Engine 网上评分系统 10Web Scoring Engine 智能信贷网上评分系统Flexible and can be modified according to credit underwriting criteria changes 贷款尺度可随信贷准则灵活更改Centralized l
