阅读材料2：美国富国银行的小企业银行业务2010

阅读材料

美国富国银行的小企业银行业务

美国富国银行简介g

About Wells Fargo

•成立于1852年Founded 1852

•美国第五大银行，资产达5000亿美元5th Largest Bank in the U.S. with $ 500 Billion in assets

•获穆迪AAA评级美国银行之一One of AAA rated U.S. banks by 评级美国银行之O f AAA t d U S b k b Moody’s

主要在西部和中西部的个州开展业务p

•23Bank operates primarily in 23 Western and Midwestern states

•战略重点为针对客户实施交叉销售Strategic focus on customer cross-sell

cross sell

•过去20年，年复合股东回报率达23%——而标普500指数为3%0yea co pou d stoc o de a ua etu o3%e sus 13% 20 year compound stockholder annual return of 23 % --versus the S&P 500 of 13%.

小企业市场由富国银行旗下的两家专门机构负责The Small Business Market is Served by Two Separate Organizations within Wells Fargo Business Market is Served by Two Separate Organizations within Wells Fargo “企业通”Business Direct小企业银行Business Banking

贷款上限为10万美元Lends up to $ 100,000

Customers with 贷款上限为100万美元或更高Lends up to $ 1 Million or more

客户年销售额<200万美元Customers with sales < $ 2 Million

大部分贷款通过邮件、电话或分行柜台客户年销售额为200万至2000万美元Customers have sales from $ 2 Million to $ 20 Million

贷款由训练有素的客户经理负责发放，

发放。没有客户经理Most loans originated through mail, phone, or in the branch. No banker relationship 他们负责管理与客户的关系Loans originated by specially trained bankers who manage a relationship with the customer.

在贷款发放和账户监控中大量使用信贷评分；不使用纳税申报表或财务报表。信用报告是关键Extensive use of credit scoring for underwriting and account monitoring;贷款发放基于（企业和业主）财务报表分析－流动性、杠杆比率、偿债能力等Loans are made using financial statement l i Li idit L D bt S i

scoring for underwriting and account monitoring; No tax returns or financial statements used. Credit reports are key.

No collateral usually taken analysis—Liquidity, Leverage, Debt-Service Coverage, etc.(both business and for owners).通常需要提供担保物Loans typically

ll t li d

通常无担保物No collateral usually taken.collateralized.

富国银行“企业通”旗下的小企业贷款Wells Fargo Business Direct Small Business Lending

Business Direct Small Business Lending

•1995年开始该直销业务Began direct lending in 1995

•至今仍是美国最大的发放10万美元以下小企业贷款的放贷人By far, the largest small business lender in the U.S. for loans under $ 100,000. •2005年政府数据显示，富国银行所占市场份额超过了花旗银行（第二）和摩根大通银行（第三）的总和2005 government data shows WF market share greater than Citibank and JP Morgan Chase (#2 & #3) data shows WF market share greater than Citibank and JP Morgan Chase(#2) combined

•全国性横跨所有行业的由许多小贷款组成的多样化贷款组合Diversified, national loan portfolio of many small loans across all industries.•贷款损失控制得当，在过去10年波动很小Loan losses well-controlled and have fluctuated little over the last10years

controlled and have fluctuated little over the last 10 years.

•高盈利性，可持续的业务增长Highly profitable, sustained growth