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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


OUTLINE

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

1


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

2


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

(unit: million

(percentage)

VND)
Car loan

Q3/2014

24

10,260

Q2/2015

23

9,842

Real estate

Q3/2014

62

54,812

loan

Q2/2015

65

56,730

Small

Q3/2014

10

16,818

enterprise loan Q2/2015

10

16,681

-4.07%

+3.5%

Loan sales comparison between Q3/2014 and Q2/2015

-0.8%



Part
Project Implementation

3


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

Problems

Solution

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

Small fonts

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

12

12

10

10

8

8

6

6

4

4

2

2

0

0


Questions

Answers

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.


Part
Project Assessment

4


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