Wang Zengwu: How can the banking industry do a good job of "big wealth management business"

Zhongxin Jingwei, September 21 (Wang Lei) Wang Zengwu, deputy director of the Banking Research Office of the Institute of Finance of the Chinese Academy of Social Sciences and director of the Wealth Management Research Center, recently stated in the "Jingwei Hui Tan" program that the growth rate of the main listed banks in 2022 Differentiated, but does not mean that the intermediate income business ushered in the inflection point. With the improvement of residents' living standards and the rise of the wealth management market, strengthening retail business has become the key to the growth of intermediate income.

"In the future retail, there is still a lot of room for personal financial management." Wang Zengwu said, but a problem currently placed in front of the bank is the decline in economic growth during the transformation and development stage. The level of financial management income declines as a whole.

Wang Zengwu said that wealth management income is also related to the economic operation cycle. The most essential source is the benefit of corporate capital. Therefore, the increase in enterprise operating pressure during the economic downturn is the primary difficulty of bank financial management. "Business extension. The "Great Wealth Management" is nothing more than a large service, and the big customers are large. The intention of service refers to the service system of the organization with the advantages of the group, and the customer's large is the customer's service scale and service boundary. Here, one of the most noteworthy risks is the risk infection within the group. If a service provided by a branch of a branch may have a problem, it may reduce the customer's trust and weaken customer stickiness.

He said that the concept of the "enterprise society" is proposed that while the banking industry is constantly expanding the service customer group, it is a manifestation of customer -centric building a wealth management business product system and service system to enhance its competitiveness. In the wealth management market, relying on the systematic service capacity building of its own resource endowment is the key to the bank's victory.

For example, Wang Zengwu said, for example, the number of state -owned banks is very high, but the per capita assets of management are not as good as that of a good shareholder. Therefore, wealth management needs to rely on the characteristics of its own customer group to dig deeply to the customer's "wallet share". To expand the customer's wallet share, on the one hand, it can be achieved by improving customer stickiness, increasing customer viscosity, which is nothing more than increased product income or expanding value -added services. On the other hand, it can also be achieved through the optimization of asset allocation strategies. Taking the "4321" strategy in the market as an example, for example, assuming that certain types of configurations of a customer have reached the upper limit, the customer has the subjective subjective subjective subjective subjective subjective subjective subjective subjective subjectiveness. And objective demand, at this time, it can expand the customer's wallet share.

At the same time, we must do a good job of customer companionship, change the previous sales product model as an investment consultant model, and use the in -depth understanding between customers and customer managers as the link to enhance customer stickiness. It is based on improving the comprehensive quality of customer managers, and the main means are mandatory training. For example, Hong Kong requires private banking account managers to have a certain course of training every year. This has not only improved the quality of the customer manager, but also to check the compliance of customer managers and customer service in disguise, because during the training period Ask someone to do it.

"It is also necessary to strengthen its internal control construction, especially to prevent the occurrence of 'flying orders' and maintain their own reputation." Wang Zengwu emphasized. (Zhongxin Jingwei APP)

This article is original by the Sino -Singapore Jingwei Research Institute, and the copyright of the Sino -Singapore Jingwei. Without written authorization, no unit or individual may be reprinted, extract or use in other ways.

Editor in charge: Sun Qingyang

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