和讯网消息 第三届中国西部金融论坛9月25日在成都举行，包商银行首席经济学家华而诚在论坛上表示，包商银行确定了以小微企业为核心客户的市场，累计发放了20多万笔中小企业的贷款，支撑企业户数12万户左右，累计发放了300多亿元的小微企业的贷款。

HeXunWang news the third China western financial BBS on September 25, held in chengdu,Contractor's bank chief economist China and honesty in BBS on Wednesday,Contractor's bank determines the in small micro enterprise as the core customer market,Accumulative total issued more than 20 pen small and medium-sized enterprise loan,Support enterprise number about 120000 households,Accumulative total issued more than 300 yuan of small small enterprise loan.

　　华而诚表示，其发放十几万个小微企业当中80%的客户不需要传统的抵押贷款，掌握定价技巧是开展小微企业金融服务最关键的因素，包商银行强调诚信为本，追求质量。

China and honesty said,The issue of thousands of a small micro enterprise in the middle 80% customers don't need traditional mortgage loans,Master pricing skill is to carry out small micro enterprise financial services the key factor,Contractor's bank stressed the good faith for this,The pursuit of quality.

包商银行首席经济学家华而诚 Contractor's bank chief economist China and honesty

　　以下为华而诚发言实录：

The following is a China and sincere speech memoir:

　　尊敬的各位领导、各位嘉宾、各位媒体朋友们大家下午好！我是非常高兴也非常容幸包商银行能够接到这次论坛的邀请，和各位领导、各位专家学者和各位媒体朋友一起探讨，大家非常关注的小微金融企业融资的热点问题。

Dear every leader/guests/All media friends all afternoon!I am very happy and very honor contractor the bank is able to receive this BBS invitation,And all the leaders/Each expert scholars and your media friends discuss,Everybody is very concerned about the little micro financial enterprise financing hot issue.

　　刚才听到各位的发言我深受启发，那么我今天下午给大家作一个简短的报告，主要想介绍一下包商银行，我们在小微金融这方面，我们逐步学习的过程跟大家分享，请大家指教。

Just to hear your speech inspired me,So I give you this afternoon for a short report,To introduce the main contractor's bank,We in the small micro financial this aspect,We gradually learning process with everyone to share,Please comment.

　　包商银行成立于1998年12月，目前在内蒙古自治区包工、鄂尔多斯(600295,股吧)、呼和浩特大概有十家分行，另外在内蒙区外有十家分行：宁波、深圳、北京，还有成都分行，成立于3年前，现在大概有200多人。现在全国有40多支分支机构，有106个营业网点，宁波大概有1千多人，我们还有发行设立的达冒包商惠融公司，以及27家覆盖全国的村镇银行，截至今年6月底包商银行的总资产大概1千亿人民币，贷款将近500亿，我们分类不良贷款率接近0.96%，于去年比有所上升。

Contractor's bank was founded in December 1998,At present in the Inner Mongolia autonomous region work/ordos(600295,guba)/Huhhot is about ten branches,In the Inner Mongolia area have ten branches:ningbo/shenzhen/Beijing,And chengdu branch,Was founded in 3 years ago,There are about 200 people.Now the national team has more than 40 branches,There are 106 business outlets,Ningbo probably more than 1000 people,We have established issued to take bag ShangHui melt company,And then home covered the whole country towns bank,By the end of June contractor bank total assets of about 100 billion RMB,Loan nearly 50 billion,We classified bad loans close to 0.96%,In the past year increased.

　　2005年提出了普惠金融的概念，希望包商银行能提供全方位的服务。同年我们包商银行基于对市场环境自身特点的研究，确定了以小微企业为核心客户的市场，在2005年到去年，通过世界银行国家开发银行的合作，成为中国首批基于商业可持续原则开展微型金融服务的金融机构之一，在这个期间之间我们一共累计发放了20多万笔中小企业的贷款，支撑企业户数12万户左右，包括小微企业，惠及大概100多万人的就业和创业，累计发放了300多亿元的小微企业的贷款，创造的规模效应和资产收益率也高于传统的信贷业务，为行内资产结构的优化、差异化、核心竞争力作出了较大的贡献，也实现了社会效益和直接效益。

In 2005, puts forward the concept of financial pratt &whitney,Hope contractor's bank can provide a full range of services.In the same year we contractor bank based on the characteristics of the market environment research,To determine the small micro enterprise as the core customer market,In 2005 to last year,Through the world bank the state development bank cooperation,Becoming China's first sustainable development based on the business principle of micro financial services is one of the financial institutions,In this period we have accumulated between issued more than 20 pen small and medium-sized enterprise loan,Support enterprise number about 120000 households,Including small micro enterprise,About 100 to more than ten thousand people in employment and business,Accumulative total issued more than 300 yuan of small small enterprise loan,Create scale effect and return on assets also higher than the traditional credit business,For inline assets structure optimization/differentiation/Core competitiveness made great contributions,Also to achieve the social benefit and direct benefits.

　　在这七年的学习过程里面，我们包商银行历经从茫然到坚定，到规模经济的产生这几个阶段，概括起来一句话，就是发现了南海明确概念更新的观念培养了队伍，实现了规模和效益。要想在小微企业这个领域实现可持续发展，我们必须要有以下几点的认识和准备：

In the seven years in the learning process,We contractor from bank through at a loss to the firm,The economies of scale to produce this several stages,In summary a word,Is the discovery of the south China sea clear concept updated concept training the team,Realize the scale and efficiency.If you want to in the small micro enterprise this field to realize the sustainable development,We must have the following understanding and preparation:

　　首先要有清晰的战略和明确的思想定位，这并不是一个短期的行为，而必须要长期的坚持不懈一直做下去克服很多困难。监管机构常常提示银行界的朋友，我们必须要加快经营方式的转变，要走差异化的道路，市场上的定位要明确方向，要做到四个立足于：立足于本地发展、立足于特色经营、立足于服务实体、最重要的立足于市场定位，也就是支持小微企业的发展。另外要培养持续发展的能力，在市场化运作的前提下，通过优化设计不断提高服务的效益，并通过集约化的规模效应。

First of all to have a clear strategy and clear thought positioning,This is not a short-term behavior,And must be long-term persistence has been doing it overcome a lot of difficulties.Regulators often prompt Banks friend,We must speed up the transformation of mode of operation,To go the way of differentiation,The market positioning to clear direction,To do four based on:Based on local development/Based on the characteristics of business/Based on the service entity/The most important foothold in the market positioning,Also is the support small micro enterprise's development.In addition to cultivate the ability of the sustainable development of,In the premise of market operation,Through optimizing design continuously improve our service benefit,And through intensive scale effect.

　　关于怎样实现可持续发展，我们认为要提升三种能力：一是风险控制能力，差异化竞争的能力，第三种是队伍建设的能力。如何掌握风险控制的技术，作为领域的实践者，我们每一个人可能有不同的认识和答案，看到多年的小微企业经营难，这些老问题，瓶颈的， 应该从自己的角度，始终致力于信贷融资，强调返璞归真、求真务实，通过沟通的技巧，真实的信息，尽可能还原真实的观念和逻辑预测未来，这将是我们怎么样培养我们小微企业的信贷融资，他们必须得刻苦，要做详细的分析。没有不好管的客户，只有做不好的银行。

On how to realize the sustainable development,We think that to improve three kind of ability:One is the risk control ability,The competition ability of differentiation,The third kind is the ability of team construction.How to master the risk control technology,As the field of practitioners,Each one of us may have different understanding and the answer,See years of small micro enterprise management difficult,These old problems,Bottleneck of, Should from the point of view of yourself,Committed to the credit financing,Emphasize return uncut jade to return true/practical,Through the communication skills,True information,As far as possible reduction true concept and logic predict the future,This is how we develop our small micro enterprise credit financing,They have to work hard,To do a detailed analysis.There is no bad tube customers,Only doing bad bank.

　　还需要一个审批的过程。我们所说的技术是依靠人的认识判断，俗话说事在人为，其实就是人对人的认知管理技术。另一个核心的技术，风险控制能力，无论从风险控制还是运营能力，我们都要求媒体的力量能够覆盖风险预测，并形成规模效应。中央银行在2004年就放出了贷款利润，为商业银行尤其是中小型银行的定价提供了足够的发挥空间和政策上的支持，小微企业的特征就是风险比较大。由于我们长期以来自身的认识，一直停留在大企业，支持大客户的思维理念下，我在集团有一段时间对很多大的客户，我们怎么样整合资源进行优惠。因此所谓市场的定价问题，因此结合市场化的发展，从市场里面产生所谓的定价。

Also need a process of examination and approval.What we call technology depend on human knowledge judgment,The common saying say it all depends on human effort,In fact is to the people's cognitive management technology.Another core technology,Risk control ability,No matter from the risk control or operation ability,We require the power of the media to cover risk prediction,And formed the scale effect.The central bank in 2004 on the loan out profits,For commercial Banks, especially small and medium-sized Banks pricing provide enough developing space and policy support,Small micro enterprise feature is risk is bigger.Because of our long time own understanding,Always stay in the big enterprise,Support a large customers under the principle of thinking,I am in group one time for many big customer,How can we integrate resources for discount.So the so-called market pricing problem,So with the development of the market,From the market inside produce so-called pricing.

　　另外定价难度问题，由于缺乏可靠的资料，缺乏市场深入的研判，金融机构无法判断小微企业，无法按照风险与收益相配的原则进行定价，这些使我们对小微企业的定价无从下手，所以大家一直在围绕可持续发展和对于定价问题的，比如说包商银行在七年前，对小微企业是达到12—15%的利润空间，确实引起了金融界的争议，大家说是剥削小微企业，这不是雪中送炭而是雪上加霜，我们以更快的处理时间，更低的担保条件，小微企业贷款基本3天，从开始到审批结束。不要求客户提供证明材料的前提下，小微企业愿意承受较高的，我们讲程序快，有效果，不需要抵押担保，不需要很多的客户资料，小微企业愿意承受。在我们发放十几万个小微企业当中80%的客户不需要传统的抵押贷款。我们讲信息不对称是小微企业存在的原因，但并不意味着风险高。在价格确定中体现中担保方式，在不同经济的环境竞争的管理中的差异化，别在这些过程中贯彻真正，新抵押担保，这里存在一个定价技巧的问题，掌握这些定价技巧。而开展小微企业金融服务最关键的因素，我们按照最正确的方法，以沟通的技巧和他们思考，让他们得到信任和支持，和一定的容忍和鼓励，强调诚信为本，追求质量。

Another difficulty pricing problem,Due to the lack of reliable material,The lack of market further judge,Financial institutions can't judge small micro enterprise,Not according to the principle of benefits and risks to match pricing,These make us for small micro enterprise pricing starts without knowing where to begin,So everyone has been around for sustainable development and pricing problem,For example contractor's bank in seven years ago,For small micro enterprise is to reach 12-15% of the profit space,Indeed caused the financial dispute,Everyone say exploitation small micro enterprise,This is not timely help but add insult to injury,We the faster processing time,Lower guarantee condition,Small small enterprise loan basic 3 days,From the beginning to the end of the examination and approval.Don't require customers to provide proof of the premise of materials,Small micro enterprise are willing to take high,We speak program fast,Have the effect,Don't need mortgage guarantee,Don't need a lot of customer data,Small micro enterprise would like to bear.In our issue of thousands of a small micro enterprise in the middle 80% customers don't need traditional mortgage loans.We speak information asymmetry is the reason of the existence of the small micro enterprise,But this does not mean that the high risk.In determining the price reflects assure means,In different economic environment of competition in the management of differentiation,Don't in the implementation of the real,New mortgage guarantee,Here there is a pricing problem of technique,Master these pricing skills.And carry out small micro enterprise financial services the key factor,We according to the right way,With communication skills and their thinking,Let them get trust and support,And a certain tolerance and encourage,Emphasis on the good faith for this,The pursuit of quality.

　　这几年来，2008年金融危机爆发以来，从中国“十二五”发展规划来看，发展小微企业是调整经济结构，提高经济发展质量的需要，是增强创新意识，推进科技进步创新需要，增加就业岗位，提高国民素质，建设资源节约型环境友好型的需要。小微企业的重视程度在全球的经济增长乏力，包括美国都是针对这样的方向，使小微企业的发展创造福利。需要从宏观层面和微观层面共同着手，宏观层面国家政府逐步建立与科技技术发展相适应的投资基金。实行服务体系，支持协调发展的中小企业。在微观层面金融机构进一步提高成本融资水平，风险控制水平，加强区域研究，要创新金融产品，实现金融服务及时性，拓展市场覆盖范围。

In the past few years,Since the outbreak of the financial crisis in 2008,From China"1025"Development plan to see,Developing small micro enterprise is to adjust the economic structure,To improve the quality of economic development needs,It is to enhance the innovation consciousness,Promote the progress of science and technology innovation needs,Increase jobs,Improving national quality,Build a resource-conserving environment friendly needs.Small micro enterprise value degree in global economic growth lack of power,Including the United States are on the direction,Make small micro enterprise's development to create welfare.Need from the macro level and micro level to together,The macroscopic level national government gradually establish and science and technology to adapt the development of the investment fund.Implement service system,Support the coordinated development of the small and medium-sized enterprise.In the micro level of financial institutions to further improve the level of financing cost,Risk control level,To strengthen regional research,To innovative financial products,Realize financial services timeliness,Expand market coverage.

　　长期以来监管部门和各位领导对小微企业提出了大量的需要，给予了政策的指导，学界企业对小微企业进行了积极的探索，取得了显著的成效。作为包商银行，我们的决心是建设成为现代化的发展银行，这是我们包商银行的希望。谢谢大家的支持！

For a long time supervision departments and the fellow leaders to the little micro enterprise put forward a lot of need,Give the policy guidance,Academic enterprise for small micro enterprise of a positive exploration,Obtained remarkable achievement.As the contractor's bank,Our purpose is to construct a modern development bank,This is our hope of contractor's bank.Thank you for your support!