Small electric dealer: neglected "Blue sea"

Now online shopping is not only a fashion, but also become a way of life, as an important network of shopping participants in the development of online shop is very fast, become a commercial bank potential blue sea customers. For domestic commercial banks, in the new situation to explore the customer demand, analysis of the feasibility of business development, in order to increasingly competitive traditional customers, the effective expansion of the blue sea, to seize the business development opportunities, has become an urgent need to pay attention to an important issue.

Agricultural Bank (601288, shares) in its 2013 working conference also proposed, "from the traditional commercial banking services to modern integrated financial services, through the market, across the business of diversified services to further enhance customer service level." The author thinks that to explore the integrated financial Service model which serves the net shop is also an attempt to enhance the customer service ability, so the author specializes in the special research.

The rapid development of "shop economy"

In the eyes of netizens to enjoy a higher visibility of the shopping site Taobao, for example, many of its shop sales have surpassed many physical stores. The author enumerates two examples of typical cases in Wuhan, a professional women's shop in Taobao has been Wuhan municipal tax authorities to pay millions of yuan of tax, it is understood that the annual sales of this shop over billion, is one of the 5 Golden Gold-grade Taobao store in Wuhan; November 11, 2012 "Singles Day", Taobao and Cat Mall's more than 50,000 businesses a day of sales reached 19.1 billion yuan, more than the U.S. online sales market for the highest daily sales. Visible, part of the shop, especially the golden Gold level shop turnover is very large, can become a bank of high-quality customer source; In addition, the online shop customers strong momentum of development, can fully become the bank's potential business blue sea, worthy of sustained attention.

Online shop, as a form of E-commerce, is a way to enable people to browse the actual purchase at the same time, and through a variety of payment means to pay the completion of the transaction process of the site, the current domestic shop owners mostly use Taobao, ebay, Pat, such as third-party platforms, so that customers can actually buy.

According to Alibaba's research data show that about 89% of the shop business customers need to finance, financing needs in 500,000 of the enterprises below the 55.3%, 2 million of the following about 87.3%. It is based on the "demand for a very strong network of loans," the judgment, Ali's financial company in 2012 launched two supply chain loan products Taobao credit loans and Taobao order loans, and Ali small loans issued by the average of the loan amount of 7600 yuan, the loan cycle is not more than six months, this order of magnitude of the loan is almost a corner of the bank.

The channel advantage of Electric power Trader is a step forward, and its path is worthy of commercial Bank's research and reference. Of course, from the business model, business practices and risk management requirements, banks and small lenders have a lot of differences, so the choice of the two standards for customers are also different. From the point of view of customer value, the above Crown Shop relies on its higher credit rating and trading advantage, which is the key point that the bank should consider and intervene.

Specific analysis, shop operation of the financial needs of the main focus on the following points:

Start funding requirements. That is, the beginning of the shop start-up funds, including the purchase of computers, printers, cameras and other electronic equipment funds, as well as purchase costs.

Liquidity requirements. Since most shops do not have physical stores, its liquidity needs are mainly concentrated in the purchase of funds and funds in transit. Purchase funds are used to buy goods from merchants, manufacturers of funds, in-transit funds mainly refers to shop sellers after delivery, due to the failure to recover the money in a timely manner, in general, the payment from the buyer's Alipay account to the end of the time to reach the online shop account for about 10 days, In this time interval the seller must advance advances and courier charges.

Settlement needs. Online buyers and sellers are based on network settlement, so the smooth electronic payment on the operation of the shop is essential, is its capital withdrawal, the important guarantee of settlement.

Finance and financial advisor requirements. When the operation of the shop into the right track, shop operators will gradually accumulate a certain amount of rich funds, the need to deal with time deposits, financial products or insurance products, etc. to achieve the value of assets.

Asymmetric information restricts bank-enterprise docking

Research, the author in the process of visiting shop entrepreneurs and bank account manager, found that the current restrictions on the development of online shop financial services is the biggest difficulty is the service and demand can not butt.

Shop operators said, "In addition to store inventory and for the operation of electronic equipment, we have almost no fixed assets, and hard to accumulate on the Internet store credit in the bank is not recognized, want to loan almost become delusional"; In addition, the operation mode of electronic commerce is different from the entity merchant, the bank staff can not grasp its risk point better.

From the reality, the shop loan is still in the theoretical discussion level, "virtual customer" loans to become a reality, there are many difficulties. In particular, the difficulties are mainly focused on the following points:

Credit products do not match. Judging from the public credit products of domestic banks, to be able to match the loan with the shop is very few credit products, even similar personal help industry loans are mostly for individual businesses operating entity shops, that is, the borrower can provide business license, tax registration certificate, fixed place of business, registered capital, certificate of Duty-paid, Credit rating and so on, and in addition to the part of the store shop can meet this rule, most of the shop is difficult to meet the loan requirements.

The credit management approach is incompatible. At present, most banks do not have a clear view of the shop customers credit management methods, so the shop customers loan applications, operations, processing, credit monitoring and other links have no clear loan procedures, how to meet the rules and regulations to become an operator faced with a major problem.

The specific loan operation process is unclear. First, the loan declaration link. Because of the "virtual" nature of the network customers, they do not have a specific business location, or cross-regional operation, and even some of the business address of the shop is inconsistent with its registered address. If this part of the shop customers to declare a loan, it is to the IP address of the bank outlets to declare, or to its main operating location of the bank to declare is a realistic problem. Second, the Loan mortgage link. Most shop customers are unable to provide effective collateral.

The regulation of loans is difficult. Shop operators generally take online real-time settlement methods, such as the use of credit cards, online banking, Alipay, and so on, once the issue of online loans to become a reality, how the bank's use of credit funds to monitor become a problem.

After the loan management is difficult. Shop customer's mode of operation has a strong uncertainty, there is no fixed production sites and operating places, the All-weather online management of such customers how to monitor, how to control the risk, how to report the flow of funds are to be studied.

Actively innovate on the basis of controllable risk

Although shop loan faces more practical difficulties, but also must see, the net buys represents the new thing, has the exuberant vitality, therefore, the comprehensive financial service which takes the shop as the object has the enormous development potential, as long as the bank can formulate the specific management measure according to the local conditions, it very possibly becomes the commercial bank new profit growth point. In this respect, the author puts forward the following suggestions:

Do a need survey. First of all, to do a good job in the early stage of the basic investigation, the jurisdiction of the management of the Intranet store to do a good job of the statistics, the sales model of shop customers, business philosophy, the quality of managers and financial needs and so on to understand. Secondly, in the statistical and research based on the screening of Target customers, the formulation of targeted programmes for the preparation of marketing.

Innovative financial products and systems. In combination with the existing individual customer credit rating system, establish an objective and complete credit rating system of online shop customers, based on the integration of existing business products, combined with the characteristics of online customers, tailored to the relevant financial products.

Choose the entry point. For shop customers to choose a good entry point, in the early stage to take a cautious attitude, choose a higher credibility, higher level, there is a substantial store support shop customers as the focus of marketing, the loan method should be used as collateral, the amount should be small, the period of control within one year, in order to gain experience and then pushed away.

Do a good job of risk assessment. Use the existing evaluation and credit rating on the network, such as buyer evaluation and the credit rating provided by the website, to identify the risk points. should be with network intermediary companies, such as online payment company, UnionPay company, Express Company and so do a good job of consultation, communication, and strive to establish a collaborative relationship, capital from a number of sources and direction of monitoring. Do a regular return visit survey, pay close attention to shop customers sales performance, credit rating changes and so on.