The bank is the tree, the customer is the root, and the deeper the root, the more the tree will flourish. In recent years, with the goal of "double 200 billion yuan" in deposits and loans, Dongguan Branch has comprehensively enhanced its market impact and realized the in-depth operation and value transformation of customer groups by focusing on the integration, direct operation and forward movement of operations.
"Olive" strategy: to grow medium-sized customers.
Large-scale customers have fierce competition in the same industry and low comprehensive benefits, and small and micro customers have poor risk resistance and uncertain prospects.
We will take the improvement of the management ability of medium-sized customers as a new engine for the development of corporate business". The party committee team of the branch asks customers and the grassroots level, and strives to solve the problem of "big at both ends and small in the middle" faced by corporate customers.
Guangdong TSD Technology Co., Ltd. is a medium-sized enterprise listed on the Growth Enterprise Market (GEM), mainly producing industrial robot application equipment. In May 2021, TSD initiated the acquisition of a company and approached a number of banks to discuss financing. Enterprises are worried that banks cannot fully match the needs of M&A progress in terms of service resource investment and service efficiency based on the consideration of the economic benefits of a single household.
The branch effectively helped medium-sized customers to develop on a large scale, overcoming difficulties such as the short time of enterprise re-inspection and the long time it took to change the industry and commerce, and issued the M&A loan to TSD in only five working days, which also became the first case in the Guangdong branch system to provide M&A financing services for medium-sized advanced manufacturing enterprises.
I was a bit of a surprise that I didn't expect the big banks to be so efficient in serving medium-sized companies."
Based on the positioning of "advanced manufacturing + scientific and technological innovation" in Dongguan, the branch continuously deepens the research of medium-sized industries and innovates the service model of medium-sized advanced manufacturing enterprises.
"System" thinking: penetrating inclusive customers.
The branch has been deeply engaged in the inclusive strategy and has become the first non-provincial second-level bank in the country to exceed RMB30 billion in the balance of inclusive financial loans in the CCB system. The branch guides the B-end to penetrate the C-end and dig deep into the value of the huge inclusive customer group.
I really didn't expect that we would be able to step into the 'threshold' of the bank." Boss Wang, a self-employed business, opened a Northeast dumpling shop. In the past, he had difficulties in business, so he could only borrow money from friends, but he didn't expect to borrow 100,000 yuan from CCB through the "Hui Understand You" app, and he couldn't help but be overjoyed. When the account manager paid a return visit, Boss Wang brought a bowl of steaming dumplings to express his gratitude.
Individually-owned businesses are an important component of the market, with 760,000 individually-owned businesses in Dongguan City, for example. The branch launched the activity of "lending small businesses to support people's livelihood" to guide the credit water to drip irrigate the individual industrial and commercial households at the bottom more accurately.
Actively guide the B-end to penetrate the C-end, and provide comprehensive personal services such as credit card installment, CCB life, and personal housing loans for inclusive customers.