最近，北汽福田汽车(600166,股吧)股份有限公司（以下简称“北汽福田”）一笔5亿元的供应链融资授信正在兴业银行(601166,股吧)的内部审批流程中。

recently,Automobile futian automobile(600166,guba)Co., LTD.(Hereinafter referred to as"Automobile futian")A sum of 500 million yuan of the supply chain financing credit is societe generale(601166,guba)The internal examination and approval process.

　　这项授信一旦获批并顺利实施，今后在授信额度范围内，北汽福田只要将应收账款的凭证提交给兴业银行审核通过后，其下游经销商就可向兴业银行申请供应链融资。

The credit once approved and smooth implementation,In the future in the line of credit range,Automobile futian as long as the accounts receivable documents submitted to the societe generale after passing the review,Its downstream distributors can XiangXingYe bank to apply for supply chain financing.

　　“当然，经销商的资质需要事先经北汽福田进行书面验证。”兴业银行贸易金融部相关人士对《中国经营报(博客,微博)》记者表示，经过北汽福田信誉“背书”的经销商，基本上都能享受到兴业银行供应链融资“绿色通道”服务。“除了流程提速之外，融资利率也能享受一定优惠。”

"Of course,Dealers' qualification need prior to the automobile futian written verification."Societe generale trading banking to relevant personage[China business newspaper(blog,Micro bo)]reporters,After automobile futian reputation"endorsement"dealer,Basically all can enjoy societe generale supply chain financing"Green channel"service."In addition to outside flow acceleration,Financing interest rates also can enjoy certain preferential."

　　这项不同寻常的业务正是兴业银行汽车经销商保理业务，是兴业银行基于与北汽福田良好的合作基础，针对以北汽福田为核心的产业链交易的特点，创新推出的一项供应链金融产品。这项业务的推进，让北汽福田与兴业银行的合作更加深入。

The unusual business is societe generale car dealer factoring business,Industrial bank is based on and automobile futian good foundation for cooperation,According to automobile futian as the core in the chain of the characteristics of the transaction,Innovation launched a supply chain financial products.The advancement of the business,Let automobile futian and societe generale cooperation more deeply.

　　服务“俘获”合作 service"capture"cooperation

　　“兴业银行的服务和团队"俘虏"了我们，促成了合作。”北汽福田金融服务部总经理张力钧表示。

"Societe generale service and team"captive"our,Contributed to the cooperation."Automobile futian financial service department general manager ZhangLiJun said.

　　北汽福田是目前国内品种最全、规模最大的商用车企业，累计产销汽车超500万辆，曾连续两年位居世界商用车销量第一。

Is the current domestic automobile futian with complete varieties/The largest commercial vehicle enterprises,Cumulative production car over 5 million cars,Two consecutive years has in the world the first commercial vehicle sales.

　　兴业银行和北汽福田双方合作的起点要追溯到2010年底，当时，意图做大汽车金融业务的北汽福田和希望拓展汽车供应链金融业务的兴业银行一拍即合。

Societe generale and automobile futian cooperation of both sides start dates back to the end of 2010,At that time,Intention of doing big auto financing business and hope to expand automobile futian automobile supply chain financial business societe generale chime in easily.

　　2011年5月，兴业银行向北汽福田授予50亿元汽车经销商预付贷款融资和10亿元终端客户按揭业务授信支持，支持北汽福田迅速打开局面，扩大业务规模。

In May 2011,Societe generale to automobile futian awarded 5 billion yuan car dealer prepaid loan financing and 1 billion yuan terminal customer mortgage business credit support,Support the automobile futian quickly opened situation,Expand business scale.

　　“得到兴业银行的资金支持后，我们很快在山东、长沙、乌鲁木齐等地铺开了业务。”张力钧回忆道。截至2011年末，北汽福田在兴业银行的汽车经销商预付贷款融资为2亿元，终端经销商按揭贷款余额为3000万元。

"Get societe generale money after support,We soon in shandong/changsha/Urumqi, spread out the business."ZhangLiJun recalled.By the end of 2011,Automobile futian in societe generale car dealers prepaid loan financing for 200 million yuan,Terminal dealers mortgage loan balance is 30 million yuan.

　　“在与我们合作之前，兴业银行本身并没有汽车金融的专门团队，但仅仅两年时间，兴业银行不仅团队建起来了，而且在具体的产品服务上也建立了较为完备的体系。”张力钧说。

"Before in to cooperate with us,Societe generale itself and no auto finance specialized team,But only two years,Societe generale not only team built up,And in the concrete product service also established a complete set of system."ZhangLiJun said.

　　北汽福田的下游经销商最能体会到这种变化：最开始，经销商融资需求需要通过兴业银行总行大客户部来实施，报批时间较长。2012年开始，兴业银行推动企业金融专业化改革，对有关流程进行优化。该行北京分行被指定为福田汽车销售网络供应链金融业务的主办行，北汽福田下游经销商只需与兴业银行北京分行接洽即可。

Automobile futian downstream distributors most can realize this change:The beginning,Dealer finance demand need through the industrial bank head office HuBu team to implement,Approval for a long time.2012 start,Societe generale promote enterprise financial professional reform,The process optimization.The bank Beijing branch has been designated as futian automobile sales network supply chain finance business of the lead manager,Automobile futian downstream distributors only and industrial bank Beijing branch can be approached.

　　这一变化的背后，正是兴业银行汽车金融团队的渐趋完善。2012年，兴业银行成立了汽车金融业务总部，隶属总行贸易金融部，负责全行汽车金融业务发展。

This changes behind,It is societe generale auto finance team gradually perfect.In 2012,,Societe generale established auto finance business headquarters,Membership head office trade banking,Responsible for both auto financing business development.

　　该行亦积极探索建立汽车领域企业金融业务专业化经营体系，不断加强汽车金融产品的创新，优化业务审批流程。与此同时，兴业银行对北汽福田下游经销商和终端客户的按揭贷款业务进行审批授权。

The bank also actively explore the automobile field to establish enterprise financial business specialized operation system,Continuously strengthen auto financial product innovation,Optimize business approval process.meanwhile,Societe generale to automobile futian downstream distributors and end users of the mortgage loan business authorized for examination and approval.

　　“这就意味着不仅我们的客户能够集中于兴业银行北京分行办理，对于北汽福田而言，开票等业务也能集中办理，提高了办理效率。”张力钧表示。

"This means that not only our customers can focus YuXingYe bank Beijing branch to deal with,For Mr Fukuda being,Make out an invoice, etc can also focused to deal with,Improve the deal with efficiency."ZhangLiJun said.

　　记者了解到，截至2012年10月，北汽福田在兴业银行开展的汽车经销商预付款融资余额超过5亿元，是2011年全年的2.5倍。

The reporter understands,By October 2012,Automobile futian in societe generale to car dealer advance financing balance more than 500 million yuan,In the whole year of 2011 is 2.5 times.

　　2012年，北汽福田旗下北京银达信担保有限责任公司成立，该公司承接了与兴业银行进行对接供应链融资业务的职责。

In 2012,,Its Beijing automobile futian silver marsh guarantee the establishment of a limited liability company,The company to undertake the societe generale to butt supply chain financing business duties.

　　“号脉”潜在需求 "Feel the pulse"Potential demand

　　将服务权限“下放”到北京分行，兴业银行考虑的不仅仅是满足客户当下的需求，更要“号脉”客户的潜在需求。

Will service access"down"To Beijing branch,Societe generale consideration is not only satisfy the customer the demand,More to"Feel the pulse"The potential requirements of customers.

　　针对北汽福田所处的商用车行业特性，兴业银行今年创新推出了汽车经销商保理融资和融资租赁保理业务两项产品。

Automobile futian for in the commercial vehicle industry characteristics,Societe generale launched this year innovation car dealer factoring financing and financing lease factoring business two products.

　　“商用车主要用于施工生产等领域，近年来，经济不景气使得终端使用企业的资金链较为紧张，许多终端企业希望采取租赁等方式，其实这是国际通行的一种经营方式。”张力钧告诉记者，在国际上生产用商用车领域，金融服务的渗透率约在80%左右，而在国内这个比例目前仅为60%～70%左右。

"Commercial vehicle is mainly used for construction production, etc,In recent years,Economic recession makes terminal use enterprise capital chain more nervous,Many terminal enterprise would like to take a lease, etc,In fact, this is an international popular a kind of mode of operation."ZhangLiJun told reporters,In the world with commercial vehicle production field,Financial services permeability in about 80% or so,In China the proportion at present is only 60% ~ 70%.

　　针对此种情况，北汽福田希望兴业银行在融资租赁方面予以支持。兴业银行立即组织专门汽车金融服务团队了解北汽福田及其下游经销商、终端用户的实际需求，并对相关交易要素深入分析，进而为北汽福田“量身打造”了汽车经销商保理融资和融资租赁保理等个性化服务。

In this,Automobile futian hope societe generale in the financing lease give support in terms.Societe generale immediately organize the special automobile financial service team understand automobile futian and its downstream distributors/Terminal user's actual demand,And the relevant transaction elements in-depth analysis,Then for automobile futian"custom-made2"The car dealer factoring financing and financing lease factoring, and other personalized services.

　　为了推进租赁保理业务，北汽福田专门成立了北京中车信融汽车租赁有限公司与兴业银行进行对接。

In order to promote the lease factoring business,Automobile futian formed a special car Beijing letter melt car rental co., LTD. And societe generale to butt.

　　按照兴业银行汽车金融团队设计的产品方案，北汽福田的经销商或终端企业与中车信融汽车租赁签订采购协议之后，中车信融汽车租赁据此与兴业银行签订有（无）追索权的租赁保理融资协议，北汽福田的经销商或终端企业就可以向兴业银行申请融资。

According to the societe generale auto finance team designed product solutions,Automobile futian dealer or terminal enterprise and car rental car letter melt signed after the purchase agreement,Believe in car rental car harmony with societe generale signed on(no)The lease of the right of recourse factoring financing agreement,Automobile futian dealer or terminal enterprise can XiangXingYe bank to apply for financing.

　　“对工程车生产企业来说，如果金融服务应用的占比越高，产品的价格就越低，竞争力就越强。”张力钧说。

"To truck production for enterprise,If the financial service applications for the higher than,The price of the product will be lower,The stronger competitiveness."ZhangLiJun said.

　　公开数据显示，在国内，对于资金要求较高的装备制造业，在2008年之后都在转向租赁融资模式，2011年仅工程商用车领域的租赁融资总额就达1.28万亿元。

Public data display,In the domestic,For the capital requirement high equipment manufacturing industry,After 2008 are in turn to lease financing mode,In 2011 only commercial vehicle project in the field of lease financing amount reached 1.28 trillion yuan.

　　在张力钧看来，商用车、工程机械领域不仅与经济周期波动相关，并且受地域、应用条件等因素影响。

In ZhangLiJun seems,Commercial vehicle/Construction machinery field not only with economic cycle fluctuation related,And subject to regional/The impact of factors such as the application conditions.

　　记者了解到，做汽车金融最关键的要素是资金成本和风险控制，这就需要汽车产业和银行汽车金融双方进行密切合作，合力推出特色产品。例如：北方冬季有冻土期，而南方有的省份雨季长，可能造成企业在雨季因施工量小而收入少，因此汽车金融产品在不同区域开展业务都应有相对个性化服务。

The reporter understands,Do auto finance the key element is capital cost and risk control,This needs automobile industry and bank auto finance the close cooperation,Force launched special products.For example:The northern winter have frozen soil period,And the south some provinces long rainy season,May cause enterprise during the rainy season for construction are measured as far as possible small and less income,Therefore automobile financial products in different areas to carry out business should have relative personalized service.

　　“在商用车产业方面，北汽福田是专家，在汽车金融方面，兴业银行是专家，产业与金融的结合不断地成为助推实体经济发展的新动力(310328,基金吧)。”张力钧说，“未来我们将与兴业银行有更进一步的合作。”

"In the commercial vehicle industry,Automobile futian is experts,In automobile financial aspects,Societe generale is experts,Industry and finance combination constantly be boosting entity economy development of new driving force(310328,Fund it)."ZhangLiJun said,"In the future, we will work with societe generale have further cooperation."