导语：在“没有最冷、只有更冷”的调侃和抱怨中，我们告别了2012年。天气，并没有因为2013年的日历已经掀开而给半点面子，全国范围内的寒潮还在继续挑战我们的抵抗力。与此雷同的是中国的车市，回顾过去一年，全线开打的价格大战、高库存下经销商岌岌可危的资金链、日系车地震以及突然袭击的限购令等等轮番摧残，上至厂家、下至经销商、消费者无一幸免都被笼罩在“寒潮”之下。

Guide language:in"Not the most cold/Only the more cold"The ridicule and complaints,We said goodbye to 2012.The weather,Not because of the 2013 calendar has been open to the face,Nationwide cold wave continues to challenge our resistance.And the of the same is China's market,Looking back at the past one year,Open all the price war/Under the high stock dealers at risk capital chain/Japanese earthquakes and suddenly hit by purchasing order, etc. Take turns,Up to the manufacturer/Down to the dealer/Consumer none escape by luck are shrouded in"Cold wave"under.

　　不过寒冷中仍有令人欣慰的地方。2012年，中国汽车金融市场得到进一步发展。在车市进入“低温”发展期的背景下，汽车金融被认为是未来拉动车市最重要的引擎之一。本期金引擎论坛，我们邀请了汽车金融公司代表和银行汽车金融部门的代表，他们有的是行业首屈一指的领航者，有的是冲劲十足的后起之秀，还有刚刚完成整合蓄力待发者。通过对话，让我们来看看他们如何总结公司在2012年的表现，而在他们眼里，2013年的中国汽车市场以及汽车金融市场又将是怎样的？他们将如何应对2013？

But in the cold still have comforting place.In 2012,,China's automobile financial market for further development.In the market into"Low temperature"Under the background of development period,Auto finance is considered to be the future market pull the most important one of the engines.This gold engine BBS,We invited automobile financial company representatives and bank auto finance department representative,They have a plenty of industry leading pilot,Have a plenty of slashing rising star,And had just completed the integration of storage and force.Through the dialogue,Let's take a look at how they summarize the performance of the company in 2012,And in their eyes,2013 years of China's automobile market and auto finance market and will be what kind of?They will be how to deal with 2013?

　　论坛主持人：王冬

BBS host:Wang dong

　　理财周报中国汽车金融实验室研究员

Financial weekly China automobile financial laboratory researchers

　　嘉宾：张晓俊

guests:ZhangXiaoJun

　　上汽通用汽车金融有限责任公司董事副总经理

Gmac-saic automotive finance directors of a limited liability company deputy general manager

　　傅忠强

FuZhongJiang

　　平安银行(000001,股吧)股份有限公司汽车金融事业部总经理

Pingan bank(000001,guba)A joint stock limited company car finance division general manager

　　罗宜东

LuoYiDong

　　广汽汇理汽车金融有限公司副总经理

Daniel GuangQi by auto finance co., LTD., deputy general manager

　　1、2012年，对于整车厂来说，有的喜来有的愁，新车销售增速放缓，信贷消费（特别是与置换相结合的信贷促销方案）已然成为提高汽车销量的重要引擎之一。不知贵公司2012年汽车零售信贷成交量是多少？目前零售信贷业务共覆盖多少个品牌，多少家4S店？在2012年内，有哪些新产品（新方案）、新举措、新特征，请具体介绍一下。

1/In 2012,,For to oems,Some like to some sorrow,New car sales growth is slowing,Credit consumption(Especially with the combination of replacement credit promotion plan)Improve has become an important engine of car sales.Don't know your company 2012 years of automotive retail credit volume is how much?At present the retail credit business covering a total of how many brand,How much home 4 s shop?In 2012 years,What are the new products(The new scheme)/New measures/New features,Please give us some details.

　　张晓俊：截止到2012年12月底，我司零售客户已突破100万，服务资产规模超过400亿人民币。目前，我们为上海通用汽车旗下的别克、雪佛兰和凯迪拉克品牌，以及上汽通用五菱品牌和十几家非通用汽车品牌提供零售信贷业务。截至2012年底，零售信贷业务在300多个城市与6000多家经销商开展了合作。

ZhangXiaoJun:By 2012 the end of December,We retail customer has reached 1 million,Service asset scale more than 40 billion RMB.At present,We are Shanghai gm's buick/Chevrolet and Cadillac brand,And SGMW brand and a dozen not gm brand provide retail credit business.By the end of 2012,Retail credit business in more than 300 cities and more than 6000 dealers to carry out the cooperation.

　　2012年9月，我们推出了二手车贷款金融服务。我国的二手车交易市场发展迅速，2011年全国二手车交易量已高达433万辆，但仅占新车交易量的23%。在日本、美国等发达国家，二手车交易量是新车的2－3倍，这也一定是我国汽车市场的未来发展趋势。二手车市场的兴起，势必会带来大量二手车贷款服务的需求。相信未来这一市场，将大有可为。

In September 2012,We introduced a used car loan financial services.The second hand car transaction in China with the rapid development of the market,In 2011 the used car trade volume has about 4.33 million cars,But only 23% of the volume of new car.In Japan/The United States and other developed countries,Used car trading is a new car two to three times,This will be the future of China's automobile market development trend.The rise of second-hand car market,Will bring a lot of second-hand car loan service requirement.Believe that the market in the future,Will have bright prospects.

　　新产品方面，我们推出了针对首次购车的年轻人量身定制的“优贷计划”和“百变时贷”。 “优贷计划”可以为在异地工作的年轻人免去本地户籍、房产证明以及担保人等要求，使他们更容易获取汽车金融解决方案。“百变时贷”最大的特点就是灵活多变，最低达到25%的多种首付比例、最长可达48期的贷款时限提以及既可申请延期还款，也可选择二手车置换的多样化尾款处理，消费者可根据实际情况，灵活搭配。

New products,We have launched the first shopping for young people tailored"Optimal credit plan"and"Change when credit". "Optimal credit plan"For young people in different places from this locality census register/House property proof and guarantor request,Make them more accessible auto financing solutions."Change when credit"The greatest characteristic is agile changeable,A minimum of 25% down payment proportion/The longest can reach and issue of the loan time limit and can ask for delay payment,Also can choose the diversification of second-hand car replacement final payment processing,Consumer can according to the actual situation,Agile collocation.

　　我们还在2012年向个人贷款客户提供了一系列增值服务，以增强客户对上汽通用汽车金融的好感度及品牌黏性。

We also in 2012 to the personal loan customer provides a series of value-added services,In order to enhance the customer to gmac-saic automotive finance affection degree and brand viscosity.

　　罗宜东：2012年，我们的零售信贷业务累计超过4万单，并在当年实现盈利。当然，相比其它成熟的汽车金融公司，盈利规模有一定差距，但是相比我们自己是一个不错的成绩。目前，我们的零售信贷业务向广汽乘用车、广汽本田、广汽丰田、广汽菲亚特和广汽三菱开放，同时在2012年我们将广汽日野也纳入合作范围。不过由于广汽日野属于商用车，而我们自己本身对商务车的业务模式还不太熟悉，需要重新设定业务流程和风险政策，加上商务车淡旺季分明，一年之中只有第一季度是旺季，因此现阶段还在业务摸索阶段。

LuoYiDong:In 2012,,Our retail credit business accumulated more than 40000 single,And in the current profits.Of course,Compared with other mature automobile financial company,Earnings scale has a certain gap,But compare with our own is a good results.At present,Our retail credit business to GuangQi passenger cars/GuangQi Honda/GuangQi Toyota/GuangQi fiat and GuangQi mitsubishi open,At the same time, in 2012 we will GuangQi hino also included in the scope of cooperation.But because of GuangQi hino belong to commercial vehicle,And our own itself to commercial business model is not familiar with,Need to reset the business process and risk policy,Add commercial subject to clear,Only a year in the first quarter is the peak season,So at present is still in groping stage business.

　　截至目前为止，我们对广汽集团(601238,股吧)网点覆盖率超过70%，值得一提的是，我们2012年在广汽丰田的网络中取得了非常好的进展，广汽丰田的网点覆盖超过60%，约与200家左右的经销店建立零售合作；广汽本田建立零售合作的经销商大概在三百五十家左右。在广汽本田去年4月份的一次信贷促销活动中，广汽汇理占据超过50%的业务量，与其他6家银行的总量基本持平。广汽乘用车部分我们也取得了相当不错的表现，信贷的渗透率已达到30%左右。

So far,We GuangQi group(601238,guba)Network coverage of more than 70%,Be worth what carry is,In 2012 we GuangQi Toyota's network has made very good progress,GuangQi Toyota's network covers more than 60%,Around and around 200 distribution shops to establish retail cooperation;GuangQi Honda establish retail dealers cooperation in about three hundred and fifty or so.In GuangQi Honda in April last year a credit sales promotion activity,Daniel GuangQi remit occupy more than 50% of the volume,And 6 other Banks as the amount of basic.GuangQi passenger car parts we also obtained the quite good performance,Credit permeability has reached 30%.

　　2012年，我们推出了一款叫弹性气球贷的产品，这款产品在新凯美瑞和新歌诗图上的反响相当不错，大概能占据三分之一左右的份额。它的主要特点是消费者在选定首付比例后，可以根据个人的实际情况对还款期限和尾款进行灵活调节。另外，我们在2012年与广汽集团以及下属的主机厂合作，通过集团资源整合，在库存方面有一些新尝试，使得我们的经销商能够进一步降低利息负担。

In 2012,,We launched a new call elastic balloon credit products,This product in the new camry and new song poetry on the graph echo is quite good,It can take up about a third of the share.Its main characteristic is that consumers in the selected after down ratio,According to the actual situation of the individual to reimbursement deadline and final payment for agile adjustment.In addition,We in 2012 and GuangQi group and subordinate manufacturers cooperation,Through the group resource integration,In the inventory has some new attempt,Make our dealers can further reduce the interest burden.

　　业务流程方面，我们也进行了一些微调，扩大了三无试点政策范围，对无房产、无担保、无户口的人群，从广东省试点扩大大沿海五省。同时我们在业务处理能力和效率方面进行了重点打造，现在我们可以实现当天下午四点前的申请当天完成审批，审批时间压缩到两个小时以内，审批通过率不断提高，有些指标已经排在行业前列。

Business process in,We also made some fine-tuning,Expand the scope of the pilot neutral policy,No real estate to/unsecured/No account of the crowd,Expand the trial from guangdong province coastal big five provinces.At the same time, we in the business processing ability and efficiency in creating emphasis,Now we can realize the day before at four o 'clock in the afternoon of the day for finish the examination and approval,The examination and approval time compression to within two hours,Continuously improve the percent of pass the examination and approval,Some indicators have row in the forefront of the industry.

　　傅忠强：2012年我行汽车信贷发放量超过180亿元，覆盖120多个汽车品牌（含子品牌），服务4S店近3000家。

FuZhongJiang:2012 I can auto loan issued more than 18 billion yuan,Covering more than 120 automobile brand(Including child brand),Service 4 s shop near 3000.

　　我们平安银行的汽车信贷产品主要有两块组成，一是与车厂或经销商集团合作推出的各类免息贷款、低息贷款，二是与当地各家经销商单店合作的补贴类产品。目前有6大系列，其区别主要在于还款方式与补贴比例不一样，通过这两个要素的不同组合，组成不同的产品。任何一家经销商有意向和想法，就可以从这6大系列中挑选相应的产品，通过我行极短时间的开发（2-3天左右），向市场投放，来促进其销量。这样一个丰富的产品库，快速的响应时间，可以说就是我们最大的特色。

We pingan bank auto loan product mainly has two pieces of composition,One is and manufacturers or dealers group cooperation launched all kinds of non-interest bearing loans/Low-interest loans,The second is the local dealer and their constructions cooperation subsidies products.There are six series,The difference is mainly lies in the reimbursement way and the subsidy ratio is not the same,Through the two elements of the different combination,Composition of different products.Any a dealer has intention and ideas,From the six series choose corresponding products,Through the development of our very short time(2-3 days or so),To market,To promote the sales.Such a rich products library,Rapid response time,Can say is our biggest characteristics.

　　2、您怎么看待2013年国内汽车市场的发展？在您预计的这种市场发展状态下，您对汽车信贷市场的发展有怎样的预估？

2/How do you look at 2013 domestic automobile market development?In your expected the market development state,Your car to the development of the credit markets have the estimate of how?

　　傅忠强：众所周知，经历前些年的井喷式发展后，汽车市场已步入“微增长时代”。 2011年增长2.45%，2012年4%，2013年经济形势将好于2012年，我们预计7%以上的增长问题不大。也就是说汽车市场总体已经告别“井喷时代”，进入个位数的“微增长时代”，这种变化表明中国的汽车市场逐渐趋于理性，从长远发展角度看，更是一件好事。不管是“井喷”还是“微增长”，有一个事实很难改变，那就是中国的汽车市场世界第一的地位。此外我们也注意到，随着国民收入、消费水平的提升，进口车增长率仍维持在两位数以上；而汽车保有量的增加、群众消费理念的转变则让二手车的增长率超越新车，成为驱动汽车行业发展的一个新引擎。可以说，在中国，庞大的市场容量决定了汽车行业仍是一个有着广阔发展空间的行业。

FuZhongJiang:As is known to all,In previous years experience of blowout type development,Automobile market has stepped into"Micro growth time". Growth of 2.45% in 2011,In 2012, 4%,2013 years of economic situation will be well in 2012,We expect more than 7% of the growth is not big.That car market overall has farewell"Blowout age",In low single digits of the"Micro growth time",These changes show that China's auto market gradually tends to be rational,From the perspective of long-term development,Is a good thing.No matter"blowout"or"Micro growth",There is a fact that it is difficult to change,It is China's auto market world first position.In addition we also pay attention to,Along with the national income/Consumption level of ascension,One of growth remains in double-digit;And the increase of auto possession/The change of the consumption concept is used to the growth rate of new car beyond,Be driving the car industry of the development of a new engine.Can say,In China,The huge market capacity determines the auto industry is still a has a broad space for development of the industry.

　　具体到汽车信贷市场，尽管这两年得到迅猛发展，但总体渗透率仍未超过15%，发展空间十分巨大。2012年，平安银行汽车信贷增长了83%，而行业增长了30%，汽车行业增长与信贷需求增长的叠加，将为汽车信贷市场提供更加澎湃的动力，加上汽车厂商重视程度的不断提升，我们有理由相信，未来几年汽车信贷行业仍将保持两位数以上的增长。

Specific to the auto loan market,Although the two years to get rapid development,But the overall permeability is not more than 15%,Development space is very great.In 2012,,Pingan bank auto loan increased by 83%,And industry increased by 30%,Auto industry growth and credit growth of the demand in the stack,For automobile credit markets provide more surges of power,With the degree of automobile manufacturers pay more attention to improve,We have reason to believe that,In the coming years auto loan industry will still maintain double-digit growth.

　　张晓俊：据业内专家、行业协会的预估，2013年车市增幅相较于2012年不会有太大的波动，仍处在一个微增长阶段。我认为汽车信贷市场有两大发展趋势：第一，国内汽车市场经过了2008-2011的快速增长期，一般情况下，家用车使用4-6年就会升级换车，因此，根据测算，到2014年将进入到一个汽车消费比较旺盛的时间段，也就是二手车置换的高峰期。二手车信贷业务，将是汽车金融行业的下一个增长点。第二，目前整个汽车金融业务随着新车保有量和销售量增加而增长，但是渗透率的提高不是很明显，最近六七年来总体还是维持在百分之十几左右。这与目前中国人量入为出的消费观念有关系，也与各个地方的GDP梯度不同有关系，但是随着代际的推移，到2017年之后形成以90后消费者为主力群体的时候，汽车金融业务就会有爆炸式增长。目前约20%的车主会选择贷款买车，未来将提升至50%以上。代际消费将成为汽车金融业务发展的推动力。

ZhangXiaoJun:According to industry experts/The estimate of industry association,Market growth in 2013 compared with 2012 won't have too big wave motion,Is still in a micro growth stage.I think the car credit market has two big development trend:The first,Domestic automobile market after a 2008-2011 fast growth,generally,Home car use 4-6 years will upgrade to change,so,According to the calculation,By 2014 will enter into a car consumption is active period,Is the peak of second-hand car replacement.Used car credit business,Will be auto finance industry next growth point.The second,At present the whole auto finance business with a new car sales quantities and increases,But the improvement of permeability is not obvious,Recently in 67 to of the overall still keep in more than a dozen or so.The current Chinese make ends meet consumption idea has the relations,Also with the local GDP gradient of the relationship between the different,But with the passage of generation,To 2017 years later in 90 after the formation of consumer groups for the first time,Auto finance business will have explosive growth.At present about 20% of the owner will choose loan to buy a car,The future will be promoted to more than 50%.Generation consumption will be auto financing business development impetus.

　　罗宜东：讨论汽车市场离不开两个关键词，一是产能过剩，二是去库存化。这两个是联系在一起的。我认为2013年汽车市场的发展还是会围绕这两个关键词。从整个汽车金融业的角度来看，当汽车市场发展处于平缓期时，汽车金融的作用会凸显出来。所以，2013年是一个非常好的机遇。对广汽汇理来说，我们覆盖的网络还可以进一步深化，今年集团有两个主机厂广汽菲亚特和广汽三菱都将进行量产，对我们的业务提升也会有很大的帮助。另外，众所周知，2012年9、10月份日系品牌整体受到钓鱼岛事件的波及，我们的业务也受到一定的影响。但是从11月、12月的数据来看，市场恢复得比我们想象中要快，尤其是12月份，我们每周的业务量都在创新高。综合这些因素，我相信今年广汽汇理具备得到持续高速发展的动力。

LuoYiDong:Discuss automobile market cannot leave two key words,One is the excess capacity,The second is to inventory turn.The two are linked.I think that in 2013 the development of the automobile market will still be around the two key words.The car from the point of view of the financial industry,When the automobile market development which place when suspended,The role of auto finance will be highlighted.so,2013 years is a very good opportunity.GuangQi Daniel to collect it,We cover network can also further deepening,This group has two main GuangQi fiat and GuangQi mitsubishi will make production,To our business ascension also there will be a lot of help.In addition,As is known to all,In September 2012/In October, the whole system brand by the diaoyu islands events affected,Our business is also affected by certain effect.But from November/12 months of data to see,Market recovery than we imagine to fast,Especially in December,Our weekly volume in a new high.Comprehensive these factors,I believe that this year GuangQi remittance reason have got rapid development power.

　　3、 对于2013年汽车零售信贷业务，贵公司有什么发展计划/方向，重点工作是什么？

3/ For 2013 years of automotive retail credit business,What is your company development plan/direction,The key work is what?

　　张晓俊：我们正在为2013年的业务积极做准备，做计划。新产品开发、服务优化升级、二手车金融服务等，都会是我们明年的努力方向。

ZhangXiaoJun:We are for 2013 years to prepare business actively,plan.New product development/Service optimization/Used car financial services, etc,We will be the direction of next year.

　　傅忠强：我们2013年的发展，可总结为以下几点：1、巩固提高与既有合作品牌的良好合作互动关系，在机构网点布局、产品和服务支持等方面加大力度，保持业务健康快速发展；2、与更多的品牌厂商建立合作关系，为更多的车主提供优质便捷的汽车金融服务；3、与重点二手车市场合作，加快开拓二手车市场；4、研发更多种类的汽车金融产品，满足不同类型客户和经销商的个性化需求；5、加强营销服务队伍建设，推广标准化团队模式；6、继续优化中后台流程，提升审批和运营服务时效。

FuZhongJiang:Our 2013 years of development,Can be summarized as the following:1/Consolidate and improve both cooperation brand good relationship,In the outlets of the layout/Products and services support to intensify the,To stay in business, healthy and quick development;2/With more brand manufacturers to establish the cooperation relations,For more owners to provide high quality convenient automobile financial service;3/And focus of the second-hand car market cooperation,To speed up the development used car market;4/Research and development more kinds of automobile financial products,Meet different types of customers and dealers' personalized needs;5/Strengthen the marketing service team construction,Promote standardization team mode;6/Continue to optimization of the background process,Improve the examination and approval and operation service aging.

　　罗宜东：对汽车金融公司来说，控制风险是永远的主题，随着我们运营逐渐成熟，今年我们的工作重点将集中在流程改善和优化方面。早期开展业务时，为了更好的学习、了解市场，我们对一些资质较差的客户采用家访政策，目前家访比例降低到10%以内，今年的目标是取消家访。另外，驻店金融顾问是我们成立以来最主要的特色之一，现在公司拥有大约300人的金融顾问团队。但是随着我们网点全面铺开，今年我们将考虑一些新的模式，与经销商进行多样式的合作。

LuoYiDong:Auto financing companies for,Control risk is eternal theme,As our operation gradually mature,This year we focus will focus on process improvement and optimization aspect.Early development business,In order to better learning/Understand the market,We have some qualification poor customers use the family visit policy,At present the family visit is to reduce the proportion of less than 10%,One goal this year is to cancel the family visit.In addition,Resident financial adviser is our since the establishment of the main one of the characteristics,Now the company has about 300 people financial consultant team.But as we network spread to open completely,This year we will consider some of the new model,And the dealer for variety of cooperation.

　　业务方面，今年广汽菲亚特和广汽三菱在经销商网络建设方面将加快步伐，我们正在考虑是否为它们提供建店融资支持。不过这首先要看市场是否有这方面的强烈需求，还要看我们的能力是否能够覆盖这种需求。另外，二手车信贷和租赁我们也都在考虑中，但是是否会作为今年的重点，还要经过我们内部资源整合后再看。

business,This year GuangQi fiat and GuangQi mitsubishi in dealer network construction will speed up the pace,We are considering whether to provide them with built shop financing support.But the first to see whether there is the market strong demand,To see whether our ability to cover this demand.In addition,Used car credit and leasing we are under consideration,But it will be the focus of this year,Pass our internal resource integration and see after.