商业银行个人金融代理业务探析——工商银行苏州分行拓展个人金融代理业务的实践与思考

Individual Financial Agent Business by Commercial Banks--Practice and Thought on Individual Financial Agent Business Expanded by Suzhou Branch, ICBC

本文通过分析中国工商银行苏州分行1988～2004年个人金融代理业务经历的三个阶段与具体实践,证明发展个人金融代理业务对增强商业银行市场竞争能力、提高全社会经济效益的重要意义。进而分析个人金融代理业务中存在的矛盾,并提出了拓展个人金融代理业务的建议:必须妥善处理投资类业务与储蓄业务、物理网点与虚拟网点、直接效益与间接效益、局部利益与整体利益的关系。同时在建立量本利分析模型,实施多层次产品定价,拓展超时空营销渠道,坚持前后台内控管理等方面采取有效措施,真正把个人金融代理业务作为商业银行中间业务的主体业务来经营,不断满足人们日益增长的个人金融服务需求。

By analyzing the three stages of individual financial agent business undergone by Suzhou Branch, ICBC from 1988~2004, it is proved that doing individual financial agent business is vital to enhancing the competitiveness of commercial banks and raising overall social and economic results. Contradictions existing in individual financial agent business are also discussed. Suggestions for expanding such business are provided: e.g. the relationships between investment and saving business, physical and virtual outlets, direct and indirect benefits, local and overall interest must be handled properly. At the same time, an analytical model based on quantity, cost and interest should be established, putting in place a multitiered pricing system, opening up super time-and-space marketing channels and taking effective internal control over front and back room operations. Only in this way, can individual financial agent business be operated truly as the key intermediate business of commercial banks and the increasing public demands for individual financial service be satisfied.