平安银行邵平行长：将集团客户转化为银行客户

Ping an bank Shao Ping governor: converting the group clients to bank customers

On March 15, appeared in the annual conference of Shao Ping hair, high-spirited.

Since last September from minsheng bank to pingan bank as a governor, 55, he set off again. 2012, ping an bank assets grew by 28%, a 30% increase in profit, but there is still a large gap compared with peers, bad surge, provisioning coverage down, return on assets is not high also reviled.

"New pingan bank actually just getting started." Shao Ping said.

How to make the pingan bank as a "horse" stand out in the group, how to make the pingan bank shares among the lines, the veteran since 1995 to participate in creating the minsheng bank will bear responsibility.

Shao Ping in Shanghai on March 15, received the newspaper in an interview with admits that he will focus on this year "three fire", "one is the organization structure adjustment, including the launch customer division, industry division and products, etc.; the second is the transformation of the mode of business development and construction of specialization, intensification of a fully functional modern commercial Banks; 3 it is to build mechanism."

You can make money lying in the "banking", he can create a legend? He once said "never copy the mode of people's livelihood", the minsheng bank chairman Dong Wenbiao will recommend him to Mr Ma's rumor, he laughed, "is certainly Dong Wenbiao chairman agreed to me to come. I am an athlete, coach is Dong Wenbiao chairman, now coach is Mr Ma chairman of the board of directors. The game by the coach intention to do it."

Short-term key: converting the group clients to bank customers

"Coach" intentions are clear. The whole interview, Shao Ping repeated ping an's integrated financial strategy.

Ping an group is the domestic few comprehensive financial group has full financial license plates, flat after deep integration, ping an bank's task is to absorb advantages of group, synergistic effect play a plate.

China ping an annual report in 2012, ping an bank as the important pillar, contributing to group profit is 6.87 billion yuan, accounted for 34.3% (26.4%) in 2011.

Ping an group owns a number of valuable customer. Is about more than 7000 individual clients, affordable car insurance, general insurance, pension insurance customers with high quality, company customer nearly 4 million families (including small micro enterprise), there are nearly 500000 sales force, it is a gold mine for ping an bank.

Credit card is an example. 2011 NianZhongBao, according to ping an bank credit card hairpin quantity only 5 million copies at the time, and the original SDB used ten years to 5 million, compared to the original ping an bank only for 4 years. And annual report, as of late 2012, the amount of new circulation of pingan bank credit card card has more than 11 million copies. "We stock commercial bank credit card hairpin quantity has been packed into the first tier, more than 53% through channels of insurance sales, the cost is much lower than the commercial bank." Shao Ping said.

Shao Ping stressed that because of ping an group subsidiaries precipitation over the past 25 years are under a lot of resources. The short-term focus is to group customers into a bank customer, in the size of group, more than 7000 retail customers, even if only half, ping an bank customers reserves will be among the best in the industry.

In the group's overall financial strategy "a customer, multiple products, one-stop service", "one account" means the ping an bank account, bank will be the core of the comprehensive financial group.

Therefore, ping an bank proclaimed a new three-step strategic militantly proclaim: through 3-5 years time, give priority to in order to let public business, to enter the second tier of the joint-stock Banks; After 5 to 8 years, realize the wholesale business and retail business, enter the first echelon of the joint-stock Banks; 8-10 years later, the scale of retail banking business will be bigger than the wholesale business.

Pingan bank bad big rises in 2012 he was not worried about, "wenzhou branch, defective rate is only 0.67%, is still at low level. Such as wenzhou in zhejiang region of non-performing loans, most are on collateral, the risk is controllable, loss less." Shao Pingshui.

Small micro peace: online and collection of electricity

Rely on the group, ping an bank key financial strategy also includes the Internet.

"In fact, a lot of years ago financial layout group on the Internet." Shao Pingshui, ping an's goal is to become the integration of financial, industrial and consumer, "to other platforms to find clients before, and now settling customers to access their platform." Have electronic banking platform itself, and single electricity mode are two concepts.

Shao Ping, ping an bank will integrate all kinds of products in online, as part of the enterprise itself is safe company customers, can get a low of thirty percent in price, safe can also give some personal instalment plan. Ping an bank customers save time and cost of capital will also be able to settle a large number of online consumer credit business.

Is planning of housing loan department, for example, other Banks will only do real estate developers, ping an also do real estate agents, including associated with real estate building materials, electrical appliances, lighting, etc. The whole industrial chain, like the housing system in alibaba.

"Customers want to buy a house, the traditional mediation has regional, but there is no limit to our online, from sanya to different houses in different parts of the northeast. Buy a house to decorate, after decoration, we also introduce, but also to provide quality insurance." For new financial services Shao Ping charting.

Although repeatedly ping an bank will not "copy" minsheng bank, but the small micro is still the key point of the development of the new ping an bank. Shao Pingshui, "there is no copy, have different practices. Our small micro will more pay attention to the collection of online and electronic business, service for small business means more rich, the product more. Peace has very strong science and technology advantages, and the electricity technology and experience".

Cultural conflict is a misunderstanding

In September 2012, Shao Ping from minsheng bank vice President position transfer of ping an bank, after that, the minsheng bank risk management department, ministry of science and technology, operations, general manager of the three are all follow shao join peace. At the same time, the part of ping an bank have to resign.

Industry is generally believed that ping an bank and minsheng bank culture is very different, radical in ping an bank insurance culture penetration, former ping an bank in order to "screw" define grassroots employees, SDB is famous for its moderate conservative, and the livelihood of the people are more particular about the individual subjective initiative.

All kinds of conflict of enterprise culture, may be more pressure for early before Shao Ping.

Shao Ping says this is a misunderstanding about it, "peace culture cannot be simply summarized as insurance, such as peace a performance orientation, accountability mechanism, advocate the spirit of innovation, leading services, these are the outstanding enterprises at home and abroad and the general."

Shao Ping took several months to research a lot of branch, middle, including customer manager and branch head, he even visited some former ping an bank workers, "ask why they left one by one."

"To pingan bank well visit down and strengthened my confidence." Shao Pingshui, newbridge capital in the past the United States is the financial investment, resources and investment co., LTD., SDB low-ranking permanently; And former ping an bank idea is many, many don't realize, but city firms flat deep integration bring great development opportunities for new ping an bank.

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