中小微企业金融服务质量如何提升？

Small and medium-sized micro enterprise financial service quality how to improve？

　　会客厅嘉宾：

Saloon guests：

　　广东省金融办主任 周高雄

Guangdong finance director weeks to kaohsiung

　　广发银行董事长 董建岳

Guangdong development bank chairman DongJianYue

　　中山大学岭南学院副院长 陆军

Lingnan college of sun yat-sen university, vice President of the army

　　广东粤财投资有限公司副总经理 陈杰

Guangdong guangdong wealth investment co., LTD., deputy general manager ChenJie

　　近日，金融学者及金融机构的代表齐聚一堂，就如何帮助中小微企业缓解融资困境的问题展开探讨。

recently，Financial academics and financial institutions in a representative，How to help small and medium-sized micro enterprise ease the problem of financing difficulties discusses。

　　□赢周刊记者 刘欢

- win weekly reporter liu joyfully

　　微型企业信贷方案应量身定做 Miniature enterprise credit scheme should be tailored

　　赢周刊：在你看来，中小企业融资问题的症结主要是什么？

Win weekly：In your opinion，Small and medium-sized enterprise financing the crux of the problem is mainly??????？

　　陆军：中小企业在财税方面的负担还是比较重。在资产负债率方面，中小企业是32.57％，央企是65％。有的企业规模已经超过一两千人，销售额可能有几千万，但是很多企业求贷无门。像这样的企业，可能在北欧国家都是大型企业了。去年对珠三角中小微企业的调查报告显示，53％的小企业完全依靠自有资金周转，无外部融资，仅46.97％有借贷的历史。年销售规模越小的企业，银行融资的比例越低。28.18％的小企业2011年比2010年获贷额度下降，63.3％的小企业有融资的需求，但需求的额度比较小，75.4％的小企业贷款需求在100万以内。从这些数据可以看出，中小企业融资的困难是跟中小企业本身的特质有关系的。要改善这些特质是很不容易的，这可能是它与生俱来的。比如说规模小、进入门槛低，门槛低的话，同质化的程度就可能比较高，市场竞争也比较激烈，所以承受风险的能力比较弱。中小企业的产品可能无法在有竞争力的成本下完成，制造成本太高，无法达到适当的边际利润。创办人无法有效管理，没有规范的财务管理，无法提供合格的抵押担保品。包括技术的进步，现在也是非常快，市场的变化也是非常快，中国经济的特点就是过剩，产能过剩，投资量非常大。门槛低的，很容易造成过剩。现在有一个说法，PE满天飞、VC遍地爬，但是多半是投资于中小企业的成长型阶段，甚至是上市之前的临门一脚。实际上，VC、PE很少在种子阶段进入，所以中小企业要依赖于直接融资还是大有文章可以做的。

army：Small and medium-sized enterprises in the finance and tax burden is heavier。In the asset-liability ratio aspects，Small and medium-sized enterprises is 32.57%，Renmin is 65%。Some of the scale of the enterprise has more than a two thousand people，Sales may have millions，But many enterprise for not lending。Such enterprise，May in the Nordic countries is a large enterprise。Last year in the pearl river delta small and medium-sized micro enterprise survey report，53% of small businesses depend entirely on private capital turnover，No external financing，Only 46.97% of the history of lending。The smaller the annual sales of enterprise，The lower the proportion of bank financing。28.18% of the small business 2011 than in 2010 won the credit line down，63.3% of small businesses have financing needs，But demand relatively small amount，75.4% of the small business loan demand in 1 million less than。From these data can be seen，Small and medium-sized enterprise financing difficulties of small and medium-sized enterprise itself with the characteristics of a relationship。To improve these traits is very not easy，This may be born with it。For example small、Into the threshold low，Threshold low words，The degree of homogeneity may be higher，The market competition is fierce，So under the ability of the risk are weak。Small and medium-sized enterprise products may not be able to in the competitive cost finish，Manufacturing cost is too high，Cannot reach the appropriate marginal profit。Founder can't effective management，No standard and financial management，Cannot provide eligible collateral。Including technical progress，Now also is very fast，The change of the market is also very fast，The characteristics of China's economy is surplus，Excess capacity，Investment is very large。Threshold low，Very easy to cause the excess。There is now a statement，PE all over the place、VC the land climb，But mostly investment in small and medium-sized enterprise growth stage，Even before the listing of rimmon a feet。In fact，VC、PE rarely in seed stage into，So small and medium-sized enterprises want to rely on direct financing or great articles can do。

　　陈杰：中小企业在投融资市场是一个弱势群体，所以各国对中小企业融资的问题都会有政策性的部门或者政策性的机制去解决。在实践的工作中，我们发现中小企业融资难问题可以解构或拆解为两个子问题，一个是公平的问题，一个是效率的问题。公平的问题可能更多是政府的事，是政策环境建设的问题。难融资的问题，是市场配置效率的问题，市场是否有效，包括市场的发育，还包括供给和需求两个层面的问题。现在银行做中小企业贷款，边际成本和风险控制比大项目是高的。另外，中小企业还存在着税收、股权、报表等问题，这本身就是信用的问题。融资难的问题如果从这两个角度去解构和入手解决的话，可能会更有效。

ChenJie：Small and medium-sized enterprises in the investment and financing market is a disadvantaged groups，So countries for small and medium-sized enterprise financing problem would have policy department or policy mechanism to solve。In the practical work，We found that small and medium-sized enterprise financing difficult problem can deconstruct or disassemble into two subproblems，Is a fair question，One is the problem of efficiency。Fair problem may more is the government，Is the problem of policy environment construction。Difficult financing problems，Is the problem of market allocation efficiency，Market is effective，Including market development，Also includes supply and demand two aspects of the problem。Now the bank loans to small and medium-sized enterprises，Marginal cost and risk control than the big project is high。In addition，Small and medium-sized enterprises still exist tax、equity、Report problems，This in itself is the problem of credit。The problems of financing difficulties of the if from the two angles of deconstruction and to solve it，May be more effective。

　　赢周刊：与中小企业相比，微型企业的融资是否更困难？针对微型企业的融资问题，银行有何措施？

Win weekly：Compared with the small and medium-sized enterprises，Miniature enterprise financing is more difficult？For micro enterprise financing problems，Banks have any measures？

　　董建岳：目前，数量庞大的微型企业的金融服务需求确实尤显突出和强烈。微型企业贷款普遍呈现金额小、笔数多、银行人力成本高等特征，尤其是部分微小企业自身还存在现金流不稳、财务管理不健全、缺乏有效抵押物、经营不甚规范等问题，这使得微型企业融资难上加难。我认为，应该要设计区别于传统信贷业务的专门的解决方案。如果对微型企业（的）只有几十万元的贷款，要花费与大型企业（的）几十亿贷款一样多的时间和人力，我想无论是对于银行还是客户，都是无法接受的。对银行来说，这笔贷款的收益可能还无法覆盖成本；对客户来说，可能因为程序太复杂，时间太长，效率太低，从而抑制客户的金融需求。所以银行做好微型企业的金融服务，关键是要在提高效率和降低成本上下工夫。目前，微型企业金融业务最好的办法是向零售业务靠拢，通过标准化产品、快捷流程和灵活机制实现业务快速批量处理。当然，我们也要把握好微型企业金融服务风险管理的尺度和方法，通过“大数原则”及“收益覆盖风险”机制，同时适度提高风险容忍度，积极完善微型企业授信“尽职免责”和不良贷款快速核销制度，为微型企业发展创造良好条件。

DongJianYue：At present，Large Numbers of miniature enterprise financial service needs really show particularly prominent and strong。Miniature enterprise loans generally present small amount、Pen number、Bank human cost higher characteristics，Especially the part of the small enterprises still exist cash flow instability、Financial management is not perfect、Lack of effective pawn、Business is not very non-standard wait for a problem，This makes the miniature enterprise financing extremely difficult。I think，Should design different from traditional credit business of specialized solution。If the miniature enterprise（of）Only hundreds of thousands of yuan loans，Will cost and large enterprise（of）Billions of loans as much time and human，I think whether for the bank or the customer，All is unacceptable。For Banks，The loan income may also can't cover the cost；As for clients，Because the program may be too complicated，Time is too long，Efficiency is too low，Thus inhibiting financial needs of the customers。So the bank do miniature enterprise's financial services，The key is to improve efficiency and reduce cost in the upper and lower time。At present，Miniature enterprise financial business the best way is to draw close to the retail business，Through the standardized products、Quick process and flexible mechanism to realize business fast batch processing。Of course，We also want to hold good miniature enterprise financial services risk management scale and methods，Through the“Principle of large Numbers”and“Income cover risk”mechanism，At the same time moderately increasing risk tolerance，Actively perfect miniature enterprise credit“Do your duty exemption”And bad loans fast cancel after verification system，For micro enterprise development to create a good condition。

　　中小微企业金融服务应专业化 Small and medium-sized micro enterprise financial services should be professional

　　赢周刊：您认为中小微型企业的金融服务应该怎样做？

Win weekly：Do you think the mini, small and medium enterprises of financial services should be how to do？

　　董建岳：实事求是地讲，多数中小银行做中小企业金融服务都做得不是很好，因为他们自身的转型还没到位，更因为中小企业金融业务有很强的专业性。在银行传统的信贷模式中，营销人员常常是大中小型客户一起做。做大客户既省时省力，又具有相对较高的收益，业务人员不自觉地提高了中小企业客户的准入门槛；而另一方面，中小企业的资金需求具有“短、频、急”的特点，对银行审批效率要求很高，在传统的信贷模式下难以得到较好的解决。正是这种经营模式制约了中小企业金融业务的发展。

DongJianYue：Seeking truth from facts to speak，Most small and medium-sized Banks do small and medium-sized enterprise financial services are doing is not very good，Because their own transformation haven't reach the designated position，But because of the small and medium-sized enterprise financial business has a strong professional。In the traditional mode of bank credit，The marketing personnel are often big small and medium-sized customers do together。Do big customer not only saves time and effort，But also has relatively higher income，Business people unconsciously improve the small and medium-sized enterprise customer admittance threshold；And on the other hand，Small and medium-sized enterprise's fund demand has“short、frequency、urgent”characteristics，The examination and approval of bank efficiency demanding，In the traditional credit mode is difficult to get good solve。It is this business model restricted the small and medium-sized enterprise financial business development。

　　我认为，中小企业金融服务一定要走专业化道路，让专业的人做专业的事。具体来讲，商业银行要建立中小企业金融专营服务模式，包括专营网点机构、专业团队、专业产品、专业流程和管理制度、专业IT技术以及实现风险管理的专业化等等。

I think，Small and medium-sized enterprise financial services must take the professional road，Let the professional person to do professional thing。specifically，Commercial Banks to establish small and medium-sized enterprise financial specializes in service mode，Including specializes in network mechanism、Professional team、Professional products、Professional process and management system、Professional IT technology as well as the realization risk management professional, etc。

　　去年，我们推出了服务小微企业的“十大”举措，包括设立专项信贷额度、建立小企业专营机构、配备专营业务团队和专职风险管理团队等，同时启动了金融专业营销体系改革试点。目前，已在全国设立了57家小企业贷款中心，专营小企业融资业务，推出了一系列特色产品和服务，如与花旗合作研发的“好融通”产品，专门服务中小企业融资；“快融通”产品主要针对小微企业、个体工商户等，提供融资解决方案；“市场贷”产品以专业市场和产业集群内的中小企业为服务对象等等。在这些措施的有力推动下，我行中小企业金融业务保持稳步增长，战略转型初见成效。截至2011年末，中小企业一般贷款余额近2000亿元，在全行对公人民币一般贷款占比近52％，比年初增长248亿元；中小企业人民币一般贷款客户近10000户，在全行对公人民币一般贷款客户占比超过83％。其中，小微企业人民币一般贷款余额887亿元。

Last year，We have launched the service small micro enterprise“ten”measures，Including the establishment of special lines of credit、Establish small business specializes in institutions、Equipped with specializes in business team and professional risk management team, etc，At the same time start the financial professional marketing system reform pilot。At present，In the country has set up 57 small enterprise loan center，Specializes in small business financing business，Introduced a series of features of products and services，Such as citigroup and cooperation development“Good accommodation”products，Professional services to small and medium-sized enterprise financing；“Fast accommodation”The main products for small micro enterprise、Individual and industrial and commercial door, etc，To provide financing solutions；“Market credit”Products to professional market and industry cluster of small and medium-sized enterprises in for the service object, etc。In these measures under strong push，Our small and medium-sized enterprise financial business maintain steady growth，The strategic transition produced results。By the end of 2011，Small and medium-sized enterprise general loan balance of nearly 200 billion yuan，In both the probability of the general loan than nearly 52%，Early than the increase of 24.8 billion. Yuan；Small and medium-sized enterprise the general loan customer nearly 10000 households，In tests of both the general loan customer accounts for more than 83% than。the，Small micro enterprise RMB general loan balance is 88.7 billion yuan。

　　赢周刊：那么，企业又应该有何作为？

Win weekly：so，Enterprise and there should be any as？

　　陈杰：在大趋势之下，具体实现的落脚点可能还是在有效市场方面，这个有效市场无非是供给与需求的契合。具体来说，我们认为是三个结合，一个是企业本身的战略和融资策略的结合，二是产业资本与金融资本，也就是实体经济和金融之间的结合，第三是人力和知识的结合。中小企业成长的融资需求，源于成长驱动因素，又取决于融资策略的选择是否有效、是否到位。目前在实际操作上，中小企业融资市场融资需求的顺序，首先是融得到、融得快、融得多、融得长、融得便宜。“二八法则”，我们去看，80％的中小企业需要整体门槛的降低，20％可能是成长性的，单一渠道尤其是已有的间接融资的渠道不能满足需求。这样的话如何匹配需求端和供给方的矛盾，比如，我们在银行的贷款政策上，通俗来说是砖头抵押物，但是中小企业可能抵押物不够，这样征信市场就出来了，这就解释了为什么担保行业在中国普遍不看好的情况下，坚强地生存下来并且有所发展。当然，我们认为担保行业是一个过渡业态，会有一个景气期，但也面临着如何升级和优化结构的问题，如何管理风险、创造价值（的问题）。

ChenJie：In the big trend under，The specific realization of the foothold may still in the efficient market aspect，The efficient market is nothing but the fit of supply and demand。specifically，We think is three combinations，One is the enterprise itself strategy and the combination of financing strategy，The second is industrial capital and financial capital，Also is the real economy and the financial union between，The third is the combination of human and knowledge。Small and medium-sized enterprise financing demand growth，Grow from driving factors，Depends on the choice of the financing strategy is effective、Is in place。In the actual operation，Small and medium-sized enterprise financing market financing needs of sequence，The first is melting get、Melt faster、Melting than、Melt have long、Melt cheaper。“16 law”，We went to see，80% of the small and medium-sized enterprise need to reduce overall threshold，20% May be the growth，A single channel especially existing indirect financing channels can not meet the demand。So how to match demand end and the contradiction of supply，For example，We in the bank's loan policy，It is a brick popular the mortgaged property，But the small and medium-sized enterprise may be mortgaged property is not enough，Such reference market came out，This explains why guarantee industry in China generally don't see good circumstances，Strong to survive and some development。Of course，We think that guarantee industry is a transition format，There will be a boom period，But it is also faced with how to upgrade and optimization of structure of the problem，How to manage risk、Create value（problems）。

　　从企业端来说，融资的结构包括内部和外部。交易所现在的私募债，包括集合产品，包括银行间商品非公开的定向发行的融资，也就是说债券市场的品种在增加，资本市场有所倾斜，包括创业板、中小板的推出，这也支持了我们所说的拐点出现的判断。针对不同的中小企业，不同周期、不同产业的企业会有不同的匹配。比如说早期，它可能是VC加担保，加一些政策性的工具降低门槛，对成长期的中小企业，PE的介入。政策性与市场化的结合，还有就是在金融产业的金字塔中发挥区域半径的优势等。

From the enterprise for end，Financing structure including internal and external。Exchange now SiMuZhai，Including set product，Including inter-bank commodity closed-door directional issue of financing，That is the bond market in increasing varieties，Capital market has inclined，Including gem、Small and medium-sized plate of the launch，It also supports the what we call inflection point appear judgment。According to different small and medium-sized enterprise，Different cycle、Different industry enterprise will have different matching。For example early，It may be VC and guarantee，Add some policy tool to reduce the threshold，For growth of small and medium-sized enterprises，PE intervention。The combination of policy and market，There is in the financial industry in a pyramid play the advantage of regional radius etc。

　　政府与市场应联合“出手” The government and the market should be combined“shot”

　　赢周刊：帮助中小企业走出融资困境的关键点在哪里？

Win weekly：To help small and medium-sized enterprises out of the financing difficulties of the key points in where？

　　周高雄：解决中小企业融资难问题，既要重视市场配置资源的重要原则，也要发挥政府引导作用。如何确定政府和市场的作用边界，这是必须想清楚和做明白（的）。有的地方政府是全部都出了手，方式方法简单，行政干预过重；这样不仅造成政府信用的透支，公共服务不到位，还扰乱了市场，造成了负面影响。解决中小企业融资难，首先是要充分尊重和依靠市场的力量，要相信市场推动中小企业优胜劣汰的根本机制。金融市场在支持中小企业时有一套复杂、严密的筛选机制，在这一点来说，政府不能替代金融机构的选择。只有通过金融市场和金融机构的自主选择，那些经营规范、抗风险能力强、信用水平高的中小企业，才能经过优胜劣汰、脱颖而出，得到融资的支持获得发展。

Weeks kaohsiung：Solve the small and medium-sized enterprise financing difficult problem，Not only should we attach importance to market allocation of resources is an important principle，Will the government play the lead role。How to determine the role of government and market border，It must want to clear and do understand（of）。Some local governments are all out of his hand，Mode method is simple，Administrative intervention overweight；This not only cause the government credit overdraft，The public service does not reach the designated position，Also disturbed the market，Have a negative impact。To solve the financing of small and medium enterprises difficult，The first thing is to fully respect and rely on the power of the market，To believe that the market of small and medium enterprises to promote the fundamental survival mechanism。Financial markets in support of small and medium-sized enterprises have a complex when、Strict screening mechanism，In this point，The government cannot replace the choice of financial institutions。Only through the financial market and financial institutions's choice，The management regulations of the、The risk resistance ability、Credit high level of small and medium-sized enterprises，Can after the survival of the fittest、Stand out，Get the support of financing for development。

　　赢周刊：地方政府应该做些什么？

Win weekly：The local government should do？

　　周高雄：政府的作用在于弥补市场失灵和推动金融深化改革。具体来说，应该着力于四个方面的工作。一是加强市场的基础建设，优化市场的发展环境。要通过建立健全信用体系，解决中小企业融资中的信息不对称问题。广东有一些地方做得比较好，将“信用村”建设起来，小企业的信用一目了然。梅州更进一步，建立了评级，评级为A的金融机构提供服务，B级的也可以为他们提供服务。这样的话，企业和金融的对接更加便利和有效。广东开展“三打两建”活动，这是一个重要机遇，其核心内容就是建立健全社会信用体系，通过这次活动广东中小企业信用环境一定能上一个新的台阶。在信用建设方面，地方政府应该特别重视中小企业首次融资的问题。一般来说，融资难主要是首次融资难，融了之后就比较容易了。此外，要加强债权人的司法保护，营造相应的法治环境，也就是至少要还本。

Weeks kaohsiung：The government's role is to make up for market failure and promote financial deepening reform。specifically，Should focus on four aspects of the work。One is to strengthen market infrastructure，Optimize the development of the market environment。Through the establishment of social credit system，The financing of small and medium enterprises to solve the information asymmetry problem。Guangdong have some place to do better，will“Credit village”Construction up，Small business credit be clear at a glance。Meizhou further，Established rating，Rating for A financial institutions to provide services，B level can also provide them with the service。so，Enterprise and financial butt more convenient and effective。Guangdong development“Three dozen two built”activities，This is an important opportunity，The core content is the establishment of a sound social credit system，Through this activity guangdong small and medium-sized enterprise credit environment can go up to a new stage。In the credit construction，Local governments should pay special attention to small and medium-sized enterprise financing problems for the first time。Generally speaking，The main difficulty of financing is the first financing difficult，After the harmony is comparatively easy。In addition，To strengthen the judicial protection of creditors，Build the corresponding law environment，Also is at least to repayment of capital。

　　第二是市场平台的建设，拓展市场的覆盖面。没有一个高效完善的金融市场平台，中小企业的流动资产、知识产权、股权等资产就缺乏价格发现和价值实现的渠道，抵押物缺乏这一制约融资的难题就不能得到根本的解决。现在场外交易市场的发育还远远不足。我们要大力发展场外交易市场，拓展技术、股权等产权市场的平台和深度。

The second is the construction of the market platform，Expand market coverage。Not an efficient perfect financial market platform，Small and medium-sized enterprise's current assets、Intellectual property rights、Equity and other assets is lack of price discovery and value realization channels，Lack of the mortgaged property the restricting financing problem cannot receive fundamental solution。Now over-the-counter market development is not enough。We will vigorously develop over-the-counter market，Expanding technology、Equity and property markets platform and depth。

　　第三是放宽市场准入，提高市场的参与度。要放宽民营资本进入金融服务领域，形成多元化、多层次的市场主体。但中小金融组织体系的发展没有与此相适应的循环保险制度，金融监管体系等体制建设就容易带来不稳定的因素。在这些方面，我们既要积极，也要稳妥。我们鼓励佛山第一家民营金融控股集团的成立，他们成立之初（有）不到20亿的资产，这次他们展销时已经达到了50亿。像这样有实力的民间金融集团，应该鼓励他们，做多做大做强。

The third is to broaden the market access，Improve market participation。To relax private capital into financial services，Formation diversification、Multi-level market main body。But the development of the small and medium financial organization system not to adapt to this cycle insurance system，Financial supervision system system construction is easy to bring unstable factors。In these respects，We should actively，Also safe to。We encourage foshan first a private financial holding the establishment of the group，They at the beginning of its establishment（have）Less than 2 billion of assets，This time they when exhibition has reached 5 billion。Such strong folk financial group，Should encourage them to，Do much bigger and stronger。

　　第四是要加强制度创新，提高市场分工的协作水平。包括如何创新和落实差异化的监管政策，建立正向的激励机制。批发商和中小金融组织的零售商分工协作机制，如何将各类金融机构的有益探索和实践上升为制度性的安排，并进行推广。这些问题都需要好好的研究。

The fourth is to strengthen the system innovation，Improve the market division of Labour cooperation level。Include how to innovation and implement differentiation regulatory policy，Establish a positive incentive mechanism。Wholesalers and medium and small financial organization retailers division of Labour cooperation mechanism，How to bring all kinds of financial institutions beneficial exploration and practice increased to institutional arrangements，And promotion。These problems need to study well。

　　陆军：我们不能说政府不作为，我觉得就是政府的劲头太足了。西方那些国家的政府来看我们的政府，他们简直觉得是非常恐怖，一个一个劲头十足要做业绩，而且因为政府掌握了比较多的资源，力度也比较大。政府应该要加强中小微企业融资的金融基础设施建设，比如说政府很多投资到“铁公基”中。金融要解决中小企业的融资困难，我们要加强金融基础设施的建设，这一点是最核心的，是政府应该做的。

army：We can't say the government as，I think is the government's strength is too full。Western countries government to see our government，They can feel is very terror，A a pep to do performance，And because the government mastered more resources，Strength is also great。The government should strengthen the small and medium-sized enterprise financing micro financial infrastructure construction，For example the government a lot of investment to“Iron and base”in。Financial to solve the financing difficulties of small and medium-sized enterprises，We must strengthen the financial infrastructure construction，This is the most core，Is the government should do。

　　中小企业为银行带来新机遇 Small and medium-sized enterprise for bank bring new opportunities

　　赢周刊：中小企业融资发展、转型升级的需求，是否会给金融业发展带来新机遇？

Win weekly：The financing of small and medium enterprises development、Of the transformation and upgrade of demand，Whether the development of financial industry brings new opportunities？

　　陈杰：最近在市场上，我们感觉出现了拐点。我们认为这个拐点可能会打开未来一个区域零售的，包括草根金融的增长之路。它的逻辑在哪里呢？在成熟经济体的资本市场，我们简化地去划分它，它是一个简单的三层金字塔。最顶层是大的、成熟的市场，已经寡头化或类寡头化，商业银行、投资银行、共同基金、保险公司等。最底层终端的就是金融消费者，中间板块是各层次、各门类的金融服务机构，而这一块，中国经济体还没有很好发育，甚至是扭曲的。温州金融事件，我们可能可以把它理解为一种内在的需求被扭曲的满足，而导致了扭曲的结果，导致了风险，未来可能会有非常大的成长，可能会有井喷。具体市场参与者如何把握风险，如何抓住机遇，这就变得比较重要了。

ChenJie：Recently in the market，We feel appeared inflection point。We think the inflection point may open the future a regional retail，Including grassroots financial growth road。The logic in where？In mature economies of the capital market，We simplify to divide it，It is a simple three layer pyramid。The top is great、Mature market，Have oligarchs change or class oligarchs change，Commercial Banks、Investment bank、Mutual funds、Insurance companies, such as。Bottom terminal is the financial consumers，Intermediate plate is all levels、The various k inds of financial services，And this one，China's economy is not very good development，Even distorted。Wenzhou financial events，We may be able to understand it as a kind of internal requirements are distorted meet，And led to a result of the distortion of the，Lead to the risk，The future may have very big growth，There may be blowout。Specific market participants how to grasp the risk，How to seize the opportunity，It is becoming more and more important。

　　周高雄：仅仅在过去三年中，全国就新设立了小额贷款公司4288家（以及）村镇银行等等，融资担保机构超过3000家，还有数百家小型商业银行，数以千计的融资租赁公司。在国家政策的大力支持下，中小企业融资服务已催生了一个迅速发展的新兴产业，浙江、深圳等地已将它作为自己的金融主攻方向。天津在股权融资等方面也走在我们的前面。各地争夺这个金融服务制高点的趋势越来越明显，广东金融界要重视和研究这个趋势和方向，广东要建设金融强省，绝对不能忽视金融行业中的这个战略性新型行业。

Weeks kaohsiung：Only in the past three years，The new set up a small loan company 4288（and）Village bank and so on，Financing guarantee agencies to more than 3000，There are hundreds of small business bank，Thousands of lease finance company。Under the powerful support of national policy，Small and medium-sized enterprise financing service has spawned a rapid development of new industries，zhejiang、Shenzhen has it as their own financial main attack direction。Tianjin in equity financing, etc are walking in front of us。For all the financial service commanding elevation trend is more and more obvious，Guangdong finance to pay attention to and study the trend and direction，Guangdong to build financial strong province，Absolute can't ignore financial industry in the strategic new industry。

　　董建岳：我国中小企业占全国企业总数的99％以上，提供着全国80％以上的城镇就业岗位，创造的最终产品和服务价值占GDP的60％左右。可以肯定，民营经济将是推动下一轮中国经济发展的最强劲动力。从商业角度看，中小企业发展潜力巨大，直接关系着中国经济的未来，这无疑是银行业务的一片“蓝海”。

DongJianYue：The small and medium-sized enterprises accounted for more than 99% of the total number of national enterprise，Provide the national more than 80% of the urban jobs，To create the final products and service value accounts for about 60% of the GDP。Can be sure，The private economy will be the next round of China's economic development to promote the most strong power。From a business perspective，Small and medium-sized enterprise development potential is tremendous，The direct relationship between China's economic future，This is undoubtedly a piece of banking business“Blue ocean”。

　　不过，随着资本市场的不断发展，银行不再是企业资金的唯一来源。直接融资市场在解决中小企业融资方面发挥着越来越重要的作用。2011年，我国以股票、企业债券、短期融资券为主构成的直接融资所占比重由2001年的4.5％提高到30％左右，直接融资占比大幅提升，非金融企业债券的发行规模达2.21万亿元；PE投资金额290亿美元，较2010年增长48％；VC投资金额89亿美元，较2010年增长58％。

but，With the continuous development of capital market，The bank is no longer the only source of enterprise funds。Direct financing market in solving the financing of small and medium enterprises are playing a more and more important role。In 2011,，China stock、Corporate bonds、Short-term financing bonds mainly consisting of the proportion of direct financing from 4.5% in 2001 to 30% or so，For direct financing than improved significantly，Non-financial enterprise issue of bonds scale up to 2.21 trillion yuan；PE investment amount of $29 billion，A growth of 48% in 2010；VC investment amount of $8.9 billion，A growth of 58% in 2010。

　　银行别“一窝蜂”转向中小企业 Banks don't“Like a swarm of bees”To small and medium-sized enterprises

　　赢周刊：银行服务中小企业需要注意哪些问题？

Win weekly：Bank service small and medium-sized enterprise need to pay attention to what problem？

　　董建岳：首先要防止战略趋同。现在无论是大型银行、股份制银行，还是城商行、农商行，都纷纷提出“服务中小企业”的口号。但是，这种“一窝蜂转向中小企业”的做法，是否对所有银行都能行得通？是否能够真正服务好中小企业？资源配置是否科学？

DongJianYue：First of all to prevent strategic convergence。Now whether big Banks、Joint-stock Banks，Or city business、Agriculture business，Are put forward in“Services to small and medium-sized enterprises”slogan。but，this“Like a swarm of bees to small and medium-sized enterprise”practice，Whether to all Banks can work？Whether can really good services to small and medium-sized enterprise？Whether the allocation of resources science？

　　长期以来，我国银行业在市场竞争中已经形成了比较稳定的业务格局，不同类型的银行都有自己服务的主要客群，例如大型银行主要侧重服务大项目、大客户，发放中长期贷款和基本建设项目贷款。而中小银行包括股份制银行、城商行、农商行和农信社，则以服务中小企业，提供中小项目信贷、贸易融资和流动性贷款为主。银行业改革发展的一个重要目标就是要建立起多元化、多层级的银行服务体系，各家银行确立与自身实际情况相适应的战略定位，强调错位发展、构建差异化的竞争优势，服务好自己的目标客户群。反之，如果没有区别，所有银行做所有的业务，正如现在大小银行都去做中小企业业务，这种资源配置方式必定是低效的，对客户的服务也做不到专业。

For a long time，Our country banking in the competition in the market has formed a relatively stable pattern of business，Different types of bank has its own service's main customer group，For example big Banks focus mainly on service large project、Big customer，Issuing long-term and medium-term loans and basic construction project loan。And small and medium-sized Banks including the joint-stock Banks、City business、Farming businesses and the cooperatives，The small and medium-sized enterprise service，To provide small and medium-sized project credit、Trade financing and liquidity loans give priority to。Banking reform and development an important goal is to set up diversified、Many levels of bank service system，Banks established its actual situation and adapt to the strategic orientation，Emphasize dislocation development、Constructing differentiation competitive advantage，Good services to their target audience。and，If there is no difference between，All Banks do all the business，As now size Banks are small and medium enterprises to do business，This kind of resource allocation mode must be inefficient，The service to the customers also can't do professional。

　　所谓术业有专攻，商业银行在业务发展的方向上要坚持有所为、有所不为。大型银行与中小银行要避免战略上的趋同。以前银行有“垒大户”的现象，现在又扎堆中小企业，我个人认为都同样不是理性的发展思路。

The so-called specialize in one subject，Commercial Banks in business development direction to stick to、it。Large Banks and small and medium-sized Banks to avoid strategic convergence。Before the bank“Large base”phenomenon，Now it gathers together to small and medium-sized enterprises，Personally, I think that is also not rational development thought。

　　赢周刊：银行应如何做好风险管控？

Win weekly：Banks should how to do risk control？

　　董建岳：做好中小企业金融服务，风险管理很重要。风险管控不好，做中小企业金融业务只能是“死路一条”。具体来讲，商业银行不仅需要在各级机构建立专职风险管理团队、制定完善风险管理制度和操作规范、采用先进的IT系统加强定量分析，而且也要全流程加强精细化管理，将风险控制在可承受的范围内。比如，在贷前认真做好调查工作，确保发现中小企业真实的融资需求;贷中加强对信贷资金的监控，防止资金被挪用;贷后管理好客户的回款资金，确保及时归还银行贷款。只要风险管理达到了专业化水平，中小企业金融服务就不会存在太大问题。

DongJianYue：Completes the small and medium-sized enterprise financial services，Risk management is very important。Risk control bad，Do small and medium-sized enterprise financial business is only“die”。specifically，Commercial Banks need not only in the various agencies to establish a professional risk management team、Formulate perfect risk management system and operation specifications、USES the advanced IT system to strengthen the quantitative analysis，But also to strengthen the whole flow of fine management，Will the risk control in affordable range。For example，Before the credit earnestly survey work，Ensure that found that small and medium-sized enterprise real financing demand;Credit is about enhancing the capital credit monitoring，Prevent funds are appropriation,After the credit manage customer returns money，Ensure timely return a bank loan。As long as the risk management to achieve the level of specialization，Small and medium-sized enterprise financial services will not exist too big problem。