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Building a New Business Model for Consumer & Small Medium Enterprise Division at Vietnam Bank

ORGANIZATIONAL STRUCTURE BUSINESS DIVISION at BANK When the banking companies will flourish , began focusing his attention on the management of various product lines in various financial industry and decentralize decision-making authority . When the financial industry began to make acquisitions and develop new products and different markets , the need to establish a new organizational structure that consists of several divisions . Micro Finance Division ( Consumer Finance ) Small and Medium Enterprises Division ( Working Capital Financing ) Each division can be operated independently under the direction of the head of the division that is responsible directly to the CEO , in a divisional organizational structure , division head will develop a strategy for each division are: The Micro Finance ( Consumer Finance ) The Financing of Small and Medium Enterprises ( Working Capital Financing ) In the face of competition between the different sections so that the strategies will be different from the other parts . At the divisional organization , each section would be a good place to train young managers ( Junior ) , and is also a good place to develop your intuition and enhance entrepreneurship initiatives in a number of centers of financial companies ( Bank / Corporate Finance ) . As an illustration of divisional organizational structure to be built and developed as follows :

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Building a New Business Model for Consumer & Small Medium Enterprise Division at Vietnam Bank
Advantages of divisional organizational structure functions built, among others: Coordination across functions becomes easier and faster Having flexibility in the structure of bank specialization in each division can be maintained Open more career opportunities Potential competition in the organization CEO routine expenses reduced so as to have time for strategic decisions In implementing the strategy of a model of the main tasks that should be done in the implementation process are:

SUMMARY ROLE OF POSITION HEAD DIVISION has the duty and responsibility of the entire system and operational divisions running and leading a special section within the division are managed, and the coordination between the divisions for the purpose of business models built passage and provide reports to the CEO job. MAIN TASKS DIVISION HEAD Build a model of retail financing business (consumer finance) and small and medium enterprises (micro financing) Coordinate marketing activities of financial services products, in order to achieve the target. Formulate segmentation, targeting and positioning for financial services products in accordance with a predetermined strategy.

created by Amal Rifadly

Building a New Business Model for Consumer & Small Medium Enterprise Division at Vietnam Bank
Creating an extensive marketing network for financial services products according to market conditions in each region. Perform analysis and evaluation of credit marketing programs. Formulate promotional activities. Coordinate the activities of a feasibility study to assess new business opportunities as well as business conduct customer satisfaction research. Orientation on achievement and increase profits Addressing the financing risk to credit risk Benchmarking activities in financial services products in order to improve the performance of divis. Identify government regulation that hamper business and business issues, in order to set priorities for marketing strategy Formulate Quality Objectives and Quality Procedures Unit Unit which is a translation of the Quality Policy and Quality Objectives established company. Division prepare activity reports correctly and on time. BUSINESS PLAN Consistent serving and empowering low-income segments of society as well as small to medium sized small business . Develop a business that focuses on MASS MARKET service and empowerment, strategic steps that will be done is to create a plan and build consumer finance business units that are consumer and consumer financing for small and medium businesses. The business plan is focused on two core components , namely the empowerment of women and integrated financial program for a better future. Initiatives in line with the Bank's financial inclusion Vietnam , the focus is to develop the business division that is specifically designed to meet the banking needs of low-income segments of society as well as small and medium enterprises , including for pre-prosperous productive society to gain access to banking services, I designed a business model innovation tailored to the needs of the community.

created by Amal Rifadly

Building a New Business Model for Consumer & Small Medium Enterprise Division at Vietnam Bank
The segment not only need access to finance , but also training and mentoring to increase capacity so that customers can grow their business in a sustainable manner . COMPATIBLE PRODUCT PORTFOLIO SEGMENT Classification grouping customers based on the portfolio to be managed collectively. Optimize the profit obtained from all customers by offering a different value proposition to different segments. For obtaining identifying market profit opportunities in the future. MARKET SEGMENTATION (The process of dividing the market are more homogeneous grouped and characteristics that will create a different value in each customer group). MARKET SEGMENTATION PROCESS

DISTRIBUTION MODEL Application of marketing distribution mix of products and services on the Bank / finance companies ( Triangle Marketing ). PRODUCT Attributes that accompany the system, procedures and services that pay attention to matters relating to the size, shape, and quality. PRICE Prices in products and services , in the form of counter performance in the form of
created by Amal Rifadly

Building a New Business Model for Consumer & Small Medium Enterprise Division at Vietnam Bank
interest rates , both for deposits and loan products , as well as fees for banking services. PROMOTION Promotional activities on products and services through advertising in mass media , or television , the overall concept of promotional activities include Interest Rate , Product Sales Promotion , Public Relations , Sales Trainning , Marketing Research & Development . PLACE Distribution channels Bank products and services , such as branch offices , which directly provide products and services offered . PEOPLE Her personal approach dominant element of the ranks of the front office , back office up to the managerial level. PROCESS Systems and procedures covering the terms and conditions imposed by the Bank's products and services . Systems and procedures reflect an assessment of the service sooner or later , the use of appropriate technology and excellent creativity required for a process that is fast yet safe . OPERATIONAL MODEL The series of value chain activities for the company's operations in the banking industry that are specific to each activity the product gains some value . Activities that provide value -added products products from total value added of all common activity that categorizes the value -added of the primary organization that built the business includes the sale rate . Sales and marketing operations , administrative infrastructure management , human resource management and management technologist . Costs and value drivers are identified for each value activity is divided into 2 types ,namely : 1. PRIMARY ACTIVITY Inbound logistics, activities associated with material handling before use. Operations, activity of which is related to the processing of inputs into outputs. Outbound logistics, activities undertaken to deliver the product into the hands of consumers.
created by Amal Rifadly

Building a New Business Model for Consumer & Small Medium Enterprise Division at Vietnam Bank
Marketing and sales, activities associated with directing consumers to be interested in buying the product . Service, activities that maintain or increase the value of the product. 2. SUPPORT ACTIVITY Procurement, relating to the acquisition of inputs / resources . Human Resources Management, HR settings ranging from recruitment , compensation, and termination . Technological Development, development tools, software , hardware , procedures , products in the transformation of inputs into outputs. Infrastructure, consisting of departemen-departemen/fungsi-fungsi (accounting , finance , planning and so on) that serve the needs of the organization and bind the parts into a whole. Retail business functions (Consumer finance consumer goods and small medium enterprises) which is focused on Research and Development, Product Design, Service, Production Process, Marketing & Sales of products by providing loans to eligible consumers, Distribution Customer Service. HUMAN RESOURCES Human Resources Training Unit , which is responsible for the development and implementation of human resource development programs , including Management Development , Information Technology Development , Dealer Development , Human Resources Development . Technological Development Infrastructure, Management Information Systems, Accounting, Operations, Financial, Human Resources Department. Electronic banking services Diversion, Delegated Authority and Service Strategy 'from the Central Office to the branch office network . Structure formation , Credit Service Center and Branch Service Center, so that lending is more efficient and improve service and business analysis in the branch office . Infrastructure that was developed based on four main concepts that structure of reporting lines, forms a flat structure, a hierarchical organizational structure, and the structure of the Strategic Business Unit . Internal Control, Internal Audit constructed, Compliance, Risk Management Unit Intranet for all branches .
created by Amal Rifadly

Building a New Business Model for Consumer & Small Medium Enterprise Division at Vietnam Bank
Risk Management as part of the risk management infrastructure. Various committees namely Risk Mitigation , Corporate Governance , Risk Management , Audit , Credit , Products , Assets and Liabilities. Restucturing and Settlement, an independent committee with a special unit handling problem loans. Instutional Banking Group and Asset - Liability Management, As a supporter of the Bank's activities and treasury activities . FINANCIAL MODEL I attach sample financial model analysis in building products financing :

FINANCIAL MODEL
Summary

BRANCH
Year 1 Year 2 Year 3 Year 4 Year 5

PRODUCTIVITY
Sales Person Total Customer Acquired Avg Customer Acquired / Mth Total Disbursement Avg Disbursement / Mth 15 2.376 198 7.128 594 15 2.880 240 8.640 720 15 2.880 240 8.640 720 15 2.880 240 8.640 720 15 2.880 240 8.640 720

BALANCE SHEET
Number of Customer Outstanding Balance 1.579 4.936 2.469 7.302 3.098 7.882 3.681 8.127 4.225 8.259

PROFIT & LOSS


Margin Income FTP Net Margin Income Fee Income Total Income Manpower Cost Operational Cost Total Cost Profit Before Tax Profit After Tax NPL START MAKING PROFIT BREAK EVEN POINT
Yes Yes

1.752 (360) 1.393 238 1.630 1.541 78 1.619 (82) (57) 1% 7 12

4.622 (948) 3.674 288 3.962 1.541 78 1.619 2.198 1.539 2% BULAN BULAN

5.595 (1.148) 4.447 288 4.735 1.541 78 1.619 2.581 1.806 3%

5.875 (1.206) 4.670 288 4.958 1.541 78 1.619 2.852 1.997 3%

6.000 (1.231) 4.769 288 5.057 1.541 78 1.619 3.052 2.136 4%

created by Amal Rifadly