金证券记者 胡春春

Reporter Hu Chunchun gold securities

　　在券商投行保荐人员频频出现“项目失误”时，金融行业另一类人却有着与众不同的选项目方式。

In the brokerage, investment banking sponsor personnel appeared frequently"Project failure"when,Financial industry another kind of person has a different way of selected items.

　　近日，国内一家知名金融租赁公司业务员向《金证券》记者讲述了其在选项目过程中使用的几招必杀技。值得注意的是，在金融租赁业务越来越热的行情下，专做中小企业业务的金融租赁公司正形成一套独有的选项目方法。

In recent days,Salesman to a well-known domestic financial leasing company[Gold securities]Reporter in the selected project of the process used in a couple of killer response.It is worth noting,Under the market financial leasing business is more and more hot,Designed for small and medium-sized enterprise business financial leasing companies are forming a unique method for selected projects.

比银行定义还小的小微企业 Small micro enterprise definition is smaller than the bank

　　金融租赁业务主要分为直租和回租两种形式，最简单的理解是：通过企业设备的抵押帮助其解决融资问题。2012年银监会监管下的金融租赁公司扩容到20家，而这20家总资产规模接近8000亿元，较2012年年初增幅超过50%。

Financial leasing business is mainly divided into straight rent and return in two forms,The most simple understanding is:Through the enterprise mortgage help them solve the problem of financing of the equipment.In 2012, the China banking regulatory commission under the supervision of financial leasing company expanded to 20,The 20 total asset size close to 800 billion yuan,The rose more than 50% in early 2012.

　　《金证券》记者了解到，这20家金融租赁公司中，三分之一公司的主要业务集中在中小企业上。个别金融租赁公司甚至将业务的中心放在了小微企业上。“我们的小微企业比银行、券商定义下的小微企业规模还小，有的企业可能年营业额只有五六百万。”国内一家金融租赁公司业务人员说。

[Gold securities]The reporter understands,The 20 financial leasing companies,One third of the company's main business focus on small and medium-sized enterprises.Individual financial leasing companies and even the business center on the small micro enterprise."Our small micro enterprise than Banks/Micro broker under the definition of small enterprises scale is smaller,Some enterprises may be an annual turnover of only 56 million."Domestic financial leasing company business researchers said.

　　这名业务人员解释，选择中小企业、甚至是小微企业的原因在于，一方面可以避开与券商、银行的同质化竞争，另一方面这种规模的企业更需要金融机构的支持。

The business personnel to explain,Choice of small and medium-sized enterprises/Because even small micro enterprises,On the one hand, can avoid and brokerage/The homogeneity of bank competition,On the other hand, the scale of the enterprises need the support of financial institutions.

　　事实上，金融租赁业务和券商投行业务有着相似的地方，因为二者的工作人员都需要去找项目、看项目、选项目，同时也要对项目的资质负责。不同的是，由于近年来券商投行保荐丑闻不断，保荐人员选择项目的能力正在遭遇越来越多的质疑。而金融租赁行业，由于才开始被关注，且未出现兑付危机，所以其业务人员在挑选项目上的方法和流程尚不为外界人士知晓。

In fact,,Financial leasing business and brokerage, investment banking has a similar place,Because the staff needs for the project/See the project/Selected projects,At the same time also will be responsible for project qualification.The difference is,Because of the brokerage, investment banking sponsor scandals in recent years,Ability to sponsor people choose projects are suffering more and more questions.The financial leasing industry,Since began to be concerned,And does not appear to honour the crisis,So the business personnel in picking method and process of the project is not for outsiders know.

　都是突击拜访看项目 Assault on the project

　　前述金融租赁行业业务人员向《金证券》记者自述了其在实际操作项目过程中，判断项目是否可行的各种方法。让记者咋舌的是，为了解项目的真实情况，其可谓十八般武艺样样用上。

The business personnel to the financial leasing industry[Gold securities]Journalists reported its in the process of practical projects,Various methods to determine whether a project is feasible.Let the reporter is astonishing,To understand the real situation of project,It is legendary weapons of China all access.

　　“我们看的都是小企业，大部分是家族性企业，企业负责人都是中国最典型的私营老板，有时候为了判断一个项目，我们要跟他们躲猫猫、要跟他们比时间。”这名业务人员感叹。

"We see is a lot of small businesses,Most of familial enterprises,Company is China's most typical, head of the private boss,Sometimes in order to determine a project,We want to hide and seek with them/To than time with them."The business people.

　　该名业务人员称，“去看项目时基本不跟这些企业打招呼，都是搞突击。一般下了火车后才告诉对方我们要来看看公司情况。去企业首先是去看厂房，看工人精神面貌。工人是最难管理的，如果一个企业能把工厂工人管理好，那这家企业肯定不错。到了工厂后，我们还要去看工人食堂、宿舍，有的时候甚至要去看工厂的洗手间。有的时候还要和它的上下游企业沟通，看看这家企业到底怎么样。”

The salesman said,"To see the project basic don't greet with these companies,Are make assault.General after got off the train just tell each other we are going to look at the company.First of all is to go to the factory to enterprises,The workers' mental outlook.Workers are the most difficult to manage,If an enterprise can manage the factory workers,That the enterprise must be good.After to the factory,Our workers will go to the dining room/The dormitory,Sometimes want to go to the factory of the bathroom.Sometimes need to communicate with its upstream and downstream enterprises,And see how's the business."

　　他对《金证券》表示，业务过程中，这些企业也会出具公司的财报，但只能作为参考。“投行保荐是拿投资人的钱来帮助其融资，我们是拿自己的钱来帮助其融资，所以我们不会只相信财报，更相信自己的眼睛”。

He told[Gold securities]said,In the process of the business,These companies will also be issued by the company's earnings,But only as a reference."Investment Banks sponsor is investors' money to help their financing,We are to take their money to help their financing,So we don't just believe in results,More believe my eyes".

　给老板“下套”看性格 For the boss"The set of"The character

　　这名业务员还跟《金证券》记者讲述了一个判断项目的方法。“初次看完项目后，还不能决定到底能不能把钱借给这家企业。回到公司后，我们有的时候会在QQ上、社交网站上约这些企业一把手、二把手打个牌、搓个麻将，引诱引诱他，看看企业负责人是不是有什么不良嗜好，真实性格怎么样。有的时候说话、聊天时也给他们下下套，从其他角度深入了解这些私营老板和企业的情况。”

The salesman has to[Gold securities]The reporter told a judge project method."After watching the program for the first time,Can't decide whether I can lend money to the business.After returning to the company,We are sometimes on QQ/Social networking sites about these companies charge/Second in command to make a card/Rub a mahjong,Temptation lure him,Look at the enterprise, have what bad habits,True character.Sometimes, to talk/When chatting, also give them down,Understanding these private owners and enterprise in some other light/from a different Angle."

　　这名业务员称，在两年多的业务生涯中，对国内中小私营企业老板有两个特别深的感受，“一是这些老板太勤奋了，每天一大早就去工厂，很晚才下班；另一个是这些老板一上来都不会跟你谈公司治理，谈的都是他跟谁谁谁关系好。”。

The salesman said,In more than two years of business career,On the domestic small and medium-sized private enterprise boss, there are two special deep feelings,"One is the boss is too hard,Go to the factory early in the morning every day,Very late from work;The other one is the boss come in don't talk to you on corporate governance,Talk about is his good relationship with somebody.".

　　《金证券》记者了解到，由于金融租赁公司的资金一般来自自有资金，或是从银行间拆借、从大股东处拆借来的资金，所以对项目的审核较为严格。目前各家公司内部都成立有“评审委员会”，在选项目、控制风险上已经相对成熟。

[Gold securities]The reporter understands,Because of the financial leasing company funds generally comes from its own funds,Or from the interbank lending/Borrow money from big shareholders,So the project review is more strict.Now companies are set up inside"Review committee",In the selected project/Control risk is relatively mature.

　　截至目前，金融租赁行业中未出现兑付风险。行业人士称，从现在金融租赁公司运行的项目、金额等情况看，出现这类情况的可能性较小。

Up to now,Does not appear in the redemption risk of financial leasing industry.Industry sources said,From the financial leasing company, now run the project/The amount, and so on and so forth,Less likely to appear this kind of situation.