Group 7: Promoting sales of real estates loan at OCB
BACHELOR PROFESSIONNAL OF BANKING & FINANCE – COURSE 20142016
GROUP 7 – NTA8 PRESENTS
PROMOTING SALES OF REAL ESTATES LOAN AT OCB
OUR TEAM Tran Trong Khanh (team leader) Tran Thu Trang Tran Thi Hoai Thuong Trinh Quang Vu Truong Thi Trang Nguyen Duc Duy
Part 1 – Introduction of OCB and OCB – Dong Do branch Part 2 – Project overview Part 3 – Project implementation Part 4 – Assessment of the project
Part Introduction of OCB and OCB – Dong Do branch
19 years The length of OCB’s history, starting from June 10th, 1996
100 points of sale The number of branches throughout Vietnam, and with it
2500 employees 2 billions USD Is the total asset of OCB (2015)
OCB TOTAL ASSET Q1/2008 -> Q2/2015
Unit: billion VND
DONG DO BRANCH
Part Project Overview
OCB’s asset compared to the sector
OCB's declining margin of profit 12 10 8 Profit before tax
6 4 2 0
Population: 7.588 millions – 8% total population Number of OCB branches: 6 5% of total network Population per branches: ~1264 thousands
Population: 8.224 millions Number of OCB branches: 38 Population per branches: ~216 thousands
Orient Commercia l Bank’s goal
State Bank of Vietnam’s requirements
Customer Outstanding loan Changes s
VND) Car loan
enterprise loan Q2/2015
Loan sales comparison between Q3/2014 and Q2/2015
Part Project Implementation
TASK 1: COLLECT INFORMATION FROM THE BANK Step 1: Find support at a bank to do the project Step 2: Ask for financial data Step 3: Observe the procedures at the bank Step 4: Asking for permission to do survey with the bank’s customers.
Problem faced: The secretive nature of information in the banking sector.
TASK 2: COLLECT INFORMATION FROM THE POPULACE Task
Design the questionnaire
Too long questionnaire
Redesign the questionnaire to be more concise and requires less confidential information.
Question requires financial status Unnecessary information
Choosing a location and time
Print questionnaire with bigger font
People being cautious with strangers at public place
Change the location from bus stations to shopping malls
Bus users are not the desired demographics Customers don’t want to do the survey after complete their transaction
Ask them to answer while waiting for the tellers
TASK 3: COLLECT INFORMATION FROM NEWS SOURCE
Article title: There were good signs in Hanoi’s real estate market
Article title: The real estate market is warming up
TASK 4: ANALYZE THE INFORMATION
12 10 8 6 4 2 0
Your impression about OCB?
Impression about OCB of the general populace in Hanoi
How do they know about their cur rent banks
How do they kno w about OCB
What do people look for when they choose OCB?
Mostly attractive rate
Which media channels are used by which age group?
Younger people: Internet, social network Older people: word-of-mouth, TV, newspaper
Where do the bad and good impressions of OCB come from?
Good impression: The TV commercials, social activities. Bad impression: the Internet
Are customer in Vietnam multi-banking?
Yes. About 40%
The article accusing OCB of fraudulent appropriating a customer’s asset on Google’s first page of result
TASK 5: IDENTIFY PROBLEMS AND SOLUTIONS Problems Bad reputation on the Internet Website lacking in both aesthetic and functional aspects Lack of physical presence in Hanoi area
Solutions Increase efforts in direct marketing through mobile calls. Encourage consumption of leaflets at the counter Focus on the market segment of highrise flat at around 2 billion VND.