PROJECT REPORT general introduction about SeABank

ACKNOWLEDGEMENTS
Firstly, I want to give a special thanks to Mrs. Sonia Adam-Ledunois and Mr. Pham
Tuan Anh, who is my tutor and taught me a lot during the time I was in the process to
complete this report. You pointed out many important things without which I cannot finish my
essay. Besides, I would like to thank Ms. Ly Thi Khanh Hoan – the branch director and Mr.
Luong Duc Bao - my manager at Seabank Dai An for helping me complete my responsibility
and also other supports during my 3-month internship process. Even though I had a lot of
mistakes but all of you still understand me and keep helping me unconditionally. Lastly, I’m
so happy because all of you helped me a lot during my internship and I really respect it.

i


CONTENTS

Firstly, I want to give a special thanks to Mrs. Sonia Adam-Ledunois and Mr. Pham Tuan
Anh, who is my tutor and taught me a lot during the time I was in the process to complete
this report. You pointed out many important things without which I cannot finish my essay.
Besides, I would like to thank Ms. Ly Thi Khanh Hoan – the branch director and Mr. Luong
Duc Bao - my manager at Seabank Dai An for helping me complete my responsibility and
also other supports during my 3-month internship process. Even though I had a lot of
mistakes but all of you still understand me and keep helping me unconditionally. Lastly, I’m
so happy because all of you helped me a lot during my internship and I really respect it......i
CONTENTS..........................................................................................................................ii
1.3 The reason why i choose this topic..........................................................................................4
1.4 Missions of internship..............................................................................................................5
Mission 3: Comparing with competitor...................................................................................................... 16

3.1 Contributions.........................................................................................................................22
3.2 Some difficulties encountered during my internship:.............................................................22
3.3 My experience gained............................................................................................................23

References........................................................................................................................26

ii


LIST OF TABLE
Figure 1: Organisational structure diagram of Seabank’s Dai An Branch..............................................4
Figure 2 : 5C Rule............................................................................................................................... 4
Table 1: Project implementation plan.................................................................................................. 5
Figure 3 : My department’s organization............................................................................................. 6
Table 2: Loan term – loan limit.......................................................................................................... 10
Table 3 :My daily jobs at branch........................................................................................................ 11
Table 4 : Evaluating the credit score.................................................................................................. 12
Table 5: Total score of customers influencing credit decision.............................................................13
Table 6 : The credit score of Mr.A...................................................................................................... 14
Table 7: Business case 2 - Property purchase loan.............................................................................15
Table 8: Business case 3 - Property purchase loan.............................................................................15
Table 9. Seabank compares with competitors on car loan market.....................................................16
Table 10 : SWOT................................................................................................................................ 17
Table 11: Summarized KPIs of Seabank Dai An..................................................................................20
Table 12: My total commercial result after 3 months........................................................................20
Table 13 : Future plan....................................................................................................................... 24

iii


LIST OF FIGURE

Firstly, I want to give a special thanks to Mrs. Sonia Adam-Ledunois and Mr. Pham Tuan

Anh, who is my tutor and taught me a lot during the time I was in the process to complete
this report. You pointed out many important things without which I cannot finish my essay.
Besides, I would like to thank Ms. Ly Thi Khanh Hoan – the branch director and Mr. Luong
Duc Bao - my manager at Seabank Dai An for helping me complete my responsibility and
also other supports during my 3-month internship process. Even though I had a lot of
mistakes but all of you still understand me and keep helping me unconditionally. Lastly, I’m
so happy because all of you helped me a lot during my internship and I really respect it......i
CONTENTS..........................................................................................................................ii
Figure 1: Organisational structure diagram of Seabank’s Dai An Branch..............................................4
Figure 2 : 5C Rule............................................................................................................................... 4

1.3 The reason why i choose this topic..........................................................................................4
1.4 Missions of internship..............................................................................................................5
Table 1: Project implementation plan.................................................................................................. 5
Figure 3 : My department’s organization............................................................................................. 6
Table 2: Loan term – loan limit.......................................................................................................... 10
Table 3 :My daily jobs at branch........................................................................................................ 11
Table 4 : Evaluating the credit score.................................................................................................. 12
Table 5: Total score of customers influencing credit decision.............................................................13
Table 6 : The credit score of Mr.A...................................................................................................... 14
Table 7: Business case 2 - Property purchase loan.............................................................................15
Table 8: Business case 3 - Property purchase loan.............................................................................15
Mission 3: Comparing with competitor...................................................................................................... 16
Table 9. Seabank compares with competitors on car loan market.....................................................16
Table 10 : SWOT................................................................................................................................ 17
Table 11: Summarized KPIs of Seabank Dai An..................................................................................20
Table 12: My total commercial result after 3 months........................................................................20

3.1 Contributions.........................................................................................................................22
3.2 Some difficulties encountered during my internship:.............................................................22

3.3 My experience gained............................................................................................................23
Table 13 : Future plan....................................................................................................................... 24

References........................................................................................................................26

iv


PREAMBLE
My work placement or internship is performed during 3 months at the Dai An Branch of
Seabank. During these 3 months, I was assigned various tasks in the retail banking division of
the branch. The area that I spent most time on is car loans. With the help of my supervisor,
Mr. Luong Duc Bao and other staffs, I was able to acquire many new skills and knowledge in
retail banking, especially home loans. However, while handling home loan applications of
customers, I also recognized a number of shortcomings at both the bank and branch level. In
this work placement report, I will elaborate on the experience I have undergone during my
internship and Seabank Dai An branch, the skills that I have acquired and my contributions to
the host firm’s retail banking division, especially with regards to car loans.

1


PART 1: OVERVIEW OF SEABANK AND THE DAI AN BRANCH
1.1 About Seabank
a. History of Seabank
General introduction about SeABank

In 1994, the Southeast Asia Commercial Joint Stock Bank – SeABank is one the first
Vietnamese commercial joint stock banks. Proud of its achievements of the past few years,
SeABank has been ceaselessly perfecting its products and services to pursue the policy of

sustainable development, aiming to be among the leading commercial joint stock banks in
Vietnam.
Ranked A for 4 consecutive years by the State Bank of Vietnam, SeABank has been
known as one of the fastest growing, and most sustainably developing banks. With a team of
young, dynamic, wholehearted, and professionally trained staff, SeABank is committed to
provide the best products and services while working as a reliable partner in the industry of
financial banking to be
• Head office:
• Tel.

16 Lang Ha str., Hanoi, Vietnam
(84) 4 7723616 – Fax. (84) 4 7723615

• E-mail:



• Website :

www.seabank.com.vn

b. Vision, mission and main objective
Mission: SeABank strives to become a Banking-Financing Group (SeABank Group)
with outstanding values of brand reputation and asset quality in Vietnam market and gradually
in regional markets. The bank commits to provide a range of highly professional products,
from conventional commercial banking to high-end investment banking and financial services

2

to targeted customer segments, to optimize the values for bank customers, shareholders and
the sustainable growth of bank group, to contribute to the mutual development of the
community and the society.
Vision: SeABank strongly develops its system under the architecture of a highly
effective versatile retail bank, and gradually establishes the model of a professional
investment bank.
SeABank is developing fully as an advanced versatile banking-financing group who has
striking values of competitiveness, quality and brand reputation.
C, Develop strategies
Vietnam, with the characteristics of an emerging market, is actively integrating under
the trend of globalization. As a result, a variety of financial and banking needs is arising, from
living quarters to industrial zones, from manufacturing, trading to infrastructure financing,
etc. Those opportunities are explored at various levels subject to the selection of strategies of
each financial institution.
Customer-focus organization model.
Consolidation and development of strong competitive advantages to ensure the
capability of recognizing and converting opportunities into transaction and developing
sustainable financial indicators.
Re-establishment of standard and processes to ensure centralized management yet
maintain necessary flexibility of business variety in important areas.
Application of best practices of risk management and business development.
1.2 Host Firm: Seabank’s Dai An Branch
Seabank’s Dai An Branch was founded on 08 th November 2007. For ten years of
development, the branch currently has three transaction offices with total of 55 staff. Together
with the whole bank, the branch’s board of managers has always tried to improve its business
performance, affirming position of branch in the branch as well as in financial market.
In 2013, the branch rewarded certificate for merit from Board of Director for the
branch’s contributions.

3

Figure 1: Organisational structure diagram of Seabank’s Dai An Branch

Seabank’s Dai An Branch provides all of banking services and products of Seabank.
However, the Branch’s current business strategy aims to retail customers, especially
household and individual customers around the area. Some major services include: car loans,
home loan, credit card… These retail products create higher profit and lower risk than
services for corporate customers.
Working style “5C Rule”
5C rule is a standard system which staff
should apply to communicate with customer
anytime, anywhere. It helps a lot to build
Seabank to become strong Brand in Vietnam
Finance Market. Because

bank have

the

satisfaction from customer, have believes and the
loyal. It’s more important than the good health of
financial index.
Figure 2 : 5C Rule
1.3 The reason why i choose this topic
In 2016, the Uber and Grab taxi service in Vietnam has officially deployed. Therefore,
people who have their own car now can make extra money. So, for people with a stable job
who want to make a loan from the bank could buy their dream car. In the 2 years later, there
were 36,809 vehicles involved. In particular, Ho Chi Minh City has 21,601 vehicles
participating in the Driver; Hanoi 15,046 vehicles participating in the Driver.

()
This branch is in the area that refer to the most developed area of District in particular
and Hanoi City in general (high population: 236.981 people (in 2010) with total area of 12.04
km²). In this area, there are many big companies, corporations, attracting lots of workers, so
the demand of transportation is very high. Beside, Seabank bank has a good reputation in
banking sector and community so believe in Seabank's services. With the special treatment

4


from the bank for customers when they make a loan, this service will become more and more
popular in near future.
1.4 Missions of internship
Table 1: Project implementation plan
The duration of the project: 04/02 /2017- 04/05/2017
Date of
start
Phase A : Create a good relationship with host firm and all
staffs
Task 1 : Defining the bank
Task 2 : Studying the bank’s services are offered by this bank
Task 3: Studying the customer needs and market
Task 4 : Understand working procedure and work like full time
employee
Phase B : Try to work effectively on new position
Task 5 : Learning this service at car loan service at Dai An branch
and the competition each others
Task 6: Find out the advantages and disadvantages of this service
to Seabank – Dai An
Task 7 : Making a comparison of the services provided in relation to

the activities of private savings
Phase C : Survey for customer needs
Task 8 : Searching information about other banks car loan service
Task 9 : Make the comparison and ask tutors, co-worker to have
accurate result
Phase D : Find customer and successfully sign new contract
about car loan
Task 13 : Learning about procedure and other service to gain

Date of final

04/02/2018

13/02/2018

04/02/2018
05/02/2018
09/02/2018

04/02/2018
08/02/2018
12/02/2018

12/02/2018

13/02/2018

14/02/2018

12/03/2018

14/02/2018

19/02/2018

20/02/2018

10/03/2018

11/03/2018

13/03/2018

14/03/2018
14/03/2018

02/04/2018
18/03/2018

20/03/2018

02/04/2018

03/04/2018

17/04/2018

03/04/2018
13/04/2018
knowledge

Task 14 : Work directly to solve customer problems
13/04/2018
20/04/2018
Phase E : Complete my internship
21/04/2018
04/05/2018
Task 19 : Synthesize the results and evaluate them
21/04/2018
24/04/2018
Task 20 : Completing the final report
25/04/2018
28/04/2018
Task 21 : Final check the project
02/05/2018
04/05/2018
PART 2: WORK PLACEMENT EXPERIENCE AT SEABANK, DAI AN BRANCH
2.1 Over view of Credit support department
My internship took place in the context of the home loan and I go to the bank as an
apprentice. With the purpose of learning and practicing in the real banking environment and
obtaining the manager's permission as well as guidance, I joined in the Credit service
department as an assistant of mr. Luong Duc Bao – customer relation officer.

5


Individual customer department is one of two main divisions of Seabank Dai An branch.
The room includes 7 bank officer, and one manager. The manager not only takes
responsibility for managing the brand but also sells as a staff.
Figure 3 : My department’s organization

Credit Department has the function of organizing, managing and implementing
investment loans from Seabank Dai An branch and other sources of funds, specifically:
- Drafting credit contracts, co-financing contracts, loan security contracts, notarization
and registration of secured transactions for loan security assets.
- Manage the disbursement of contracts, follow up, the director of debt recovery, full
interest payment on time.
- Perform periodical inspection before and after disbursement in order to manage the
disbursement for the right purpose and the right beneficiaries;
- Monitoring and evaluating the effectiveness of investment projects and financial
situation of customers in order to ensure timely and timely return of capital and interests.

6


2.2 Overview of my work placement:
As a student in the international bachelor program, I have develop a keen interest in the
banking sector, especially retail banking businesses. I believe that in retail banking, most of
the action takes place at the branch level while headquarter is more focused on devising
corporate

strategies

and

working

with

large

institutional clients. Therefore, I chose to do my
internship at a branch of a commercial bank in order to
get a hands on experience of the retail banking
business and learn as much as possible. Seabank Dai
An suits my objectives very well as it is a wellstructured, relatively large branch of Seabank, one of
Vietnam’s most reputable banking institutions. In
addition, the branches’ busy operations will give me
greater exposures and more opportunities to take part
in the business activities at the host firm.
As mentioned above, Seabank is currently offering many attractive car loan programs.
The huge increase in the number of car loan applications force retail banking staffs to dedicate
the majority of their time and effort on this task. As an intern, less than 2 weeks into my work
placement program, I began to be involved in the car loan process all the way to the end of
my internship, starting from handling paperwork to processing applications.
2.3 About car loan product at Seabank
Product: SEACAR

a. Characteristics of the car loan package at SeABank

7


- Borrowing limit
SeABank supports car loan up to 80% of loan demand, which is relatively high
compared to many banks that buy car loans on the market today. In addition, if secured,
SeABank can support up to 80% of loan demand.
- The term of the loan
With SeABank's SeABank loan, customers can borrow up to 96 months (8 years). This
is also the maximum loan term common to most car loan products in the market. This is not
the mandatory period of the loan package, given the current good financial condition and

stable income, customers can borrow with time. shorter.
- Collateral
The collateral for a loan to buy a car at SeABank can be the car itself or other assets
owned by customers if they want to borrow 100% of the demand.
In addition, the Seacar loan package has the following advantages:
Customers may be entitled to a grace period of principal repayment within the first 3
months
Simple procedure, quick process
Disbursed upon the appointment of a vehicle registration
The repayment method is suitable for the diverse financial situation of customers
b. What are the conditions for buying a car at SeABank?
− To buy a house at SeABank, customers need to meet the following conditions:
− Individuals between the ages of 18 - 65
− Having full civil legal capacity and civil act capacity
− Household registration / KT3 in the province / city where SeABank is located
− Able to finance repayment of loans
c. Application file for SeABank car loan
− Loan application form and repayment plan (in the form of SeABank);
− Personal ID card / passport, household registration / KT3;
− Proof of repayment;
− Documents relating to the security / guarantee property;
− The documents related to the purchase of apartments, houses, land for the project.
Based on the table above, we can see the process of loan processing in Dai An branch, after
reviewing the customer records, the unqualified records will be returned and I will guide the
customer step re-apply, as well as explain why their application was not approved. If the

8


preliminary evaluation round passes, the client’s dossier will be passed to each department for

approval so that there are no errors when the loan can be made.
Figure 4 : The car loan process

Guide customers to make loan
application, customer identification

Appraisal and control records

Deny

Approved
Drafting a credit contract

Accep
t

Signing and signing secured
transactions
Disbursement of the loan

Track the use of the loan

Renew and finalize the loan

(Source: Credit department)

9


Table 2: Loan term – loan limit

Loan
Asset Type

Loan limit

tern
(months)
Individual

Car requested ( Brand new 100% and car value
OVER 1 billion)
Car requested ( Brand new 100% and car value
UNDER 1 billion)
Used car imported
Old cars are worth more than 80% or new cars
have components imported from China
Trucks (maximum limit depending on vehicle
origin)

80%

96

80%

72

65%

48

50%

36

60% (USA, Japan,
Korea, Europe)

36

50% (Vietnam, China)
(Source: General data department)

With new cars and 100% of import value of over VND 1 billion, vehicles are likely to
be used for a long time and have to be repaired so the loan period can be up to 8 years. The
quality of the car along with the price should be less than 1 billion car loans in only 6 years.
And lowest with used vehicles and export from China. These vehicles will need a lot of
maintenance money because of the long-term use, affecting the use of the customer, especially
with customers buying cars to business leads to difficulty repayment. The bank also has a low
return when customers default

10


2.4 My jobs at branch Dai An and case studied
Table 3 :My daily jobs at branch
Time
From 7.30

Mission

- The first duty of is greeting the customers entering into branch

To 11h30

- Guiding and solving queries of customer
- Read Seabank’s regulation and documents
- Evaluate car loan customer’s financial position
- Estimate car loan customer’s risk
- Make phone call to new customer
- Create new customer’s profile, update current customer’s profile

From 13h00

- Go out to meet customers with my tutor
- Support others credit officers in their home loan business

To 17h30

- Contact with car dealers and potential home loan customer

(sometime

- Meet current customer and / or new customer

later)

- Participate in team-building activities
- Meet customer at Showrooms, car fairs to understand car’s
information

In 1 working day I was assigned many different jobs in different fields. However, I
spent a lot of time focusing on the subject of my topic, especially car loan products and the
process of doing it.
Mission 1: Apply Consumer credit score model
One of my daily tasks is to evaluate the customer. Before accepting or reviewing
the terms of the contract, I must ensure that the customer is eligible for a loan and a
loan within the limits set by the bank.
Important factors related to customers using the credit scoring model include:
Credit rating, age, asset status, dependency, home ownership, fixed line telephone, credit
Personal details, working time ... these factors will help me and the bank can accurately
assess the customer through and decide the appropriate level of loan

11


Table 4 : Evaluating the credit score
N

Credit Quality Objectives

1

Occupation of the borrower:
+ Expert or in charge of business
+ Experienced workers
+ Office staff
+ Students
+ Workers have no experience
+ Unemployed workers
Housing status:

+ Private house
+ Rented house or apartment
+ Live with friends or relatives
Credit file:
+ Good
+ Average
+ No records
+ Bad
Professional experience:
+ More than 1 year
+ From 1 year or less
Time to live at the current time:
+ More than 1 year
+ From 1 year or less
Phone:
+ Yes
+ No
People living with (depended)
+ No
+ One
+ Two
+ Three
More than 3
Bank accounts:
+ Both savings account and credit card
+ Savings account only
+ Only accounts released credit product
+ No

2

3

4

5

6

7

8

Point

10
8
7
5
4
2
6
4
2
10
5
2
0
5
2

2
1
2
0
3
3
4
4
2
4
3
2
0
(Source: Credit department)

Customers have the highest score on the model with 43 points, the lowest is 9 points.
Suppose that the bank knows 28 points as the boundary between the customers having good

12


credit and the customers with bad credit, from which the bank forms the credit policy
framework according to the score model as follows:
Table 5: Total score of customers influencing credit decision
Under 28 points
29-30 Points
31-33 Points
34-36 Points
37-38 Points
39-40 Points

41-43 Points

Deny
More than VND 50M
More than VND 120M
More than VND 250M
More than VND 380M
More than VND 500M
More than VND 800 M

Case study 1:
Customer A
a. General information:
Customer A have been working at PWC (Big 4 of world audit firms) as a manager for
10 years. He got married and have 3 child. He have been living with his parents at Hai Ba
Trung Street since he was boned. He have no overdue debts and excellent credit profile. He
uses a lot of Seabank services include saving and lending.
b. Loan information
• Loan requested: 800 million VND
• Term: 5 years
• Car requirement: Mazda 6 (Japan)
• Vehicle status: Brand new
• Car price: 1150 million VND after Tax
• Interest rate: 6,9 % on first year, following years 13,5%
• Loan margin: +- 4,1%
• Interest type: Floating rate
c. Analyze customer
From the information provided by the customer, we can calculate the abiliy of obtaining
a loan from a client.

13


Table 6 : The credit score of Mr.A
N
1
2
3
4
5
6
7
8

Credit Quality Objectives
Occupation of the borrower:
+ Expert or in charge of business
Housing status:
+ Live with friends or relatives
Credit file:
+ Good
Professional experience:
+ More than 1 year
Time to live at the current time:
+ More than 1 year
Phone. Email:
+ Yes
People living with (depended)
More than 3
Bank accounts:

+ Both savings account and credit card

Point
10
2
10
5
2
2
2
4

Total score: 10 + 2 + 10 + 5+ 2+ 2+ 2+ 4 =37
d. Negotiation result
From above score, we can see that with a score of 37, in the face of the loan limit,
customer A can borrow from VND 380M to VND 500M,. With the loan amount requested
(VND 800 million). The purpose of the customer when borrowing is the amount that has NOT
been met. Me and customer A were NOT able to sign the contract.
One week later, I made an appointment with client A to meet at the office to re-negotiate
the deal as well as find a way to solve the problem of borrowing money from customer A. He
did not arrive on time, when I phoned The reason why customer A did not come to him was:
"I have found a bank that is more suitable for my loan, they have accepted my loan 800
million VND easily". When I asked Name of the bank, Customer A said it is Maritime Bank. I
regret that I could not agree to the contract with customer A. Through that I also learned the
lessons for myself and the shortcomings of the product.
Mission 2: Handling Car loan Applications
Since Mar 29th, I am charged with handling car loan customers from Seabanksponsored projects. The process is fairly straightforward since the contractual value of
property is used without further appraisal. The Loan-to-value ratio is up to 90%, depending on
borrower's income and financial status (credit history, savings, etc.). Seabank has an
automated system to determine the loan-to-value ratio and interest rate. Also, real estate

14


brokers are adept at helping their clients prepare the required documents, which reduces
processing time. My work is reviewed by one of the four personal bankers before being
submitted to the control and manager for approval. My participation helped reduce the burden
at the personal banking desks. Each week, I was able to handle from 10 to 15 cases.
Case study 2:
Customer B
Table 7: Business case 2 - Property purchase loan
Customer
information

Mr H.
Male
Age: 38
Marrital status: married with 3 children
Financial product
Toyota Vios (made in Vietnam, brand new)
Car value
As contracted: VND 650,000,000
Loan
amount 80% of property value: VND 520,000,000
requested
Financial situation •
Job: Architect
•

Monthly income: stable, at least VND 18,000,000; long

time contract. Total income per month: VND 48,000,000
•
Assets:
Risk assessment

Owned 1 house at Ha Noi value VND 1200 million .
•
Income risk: significant income risk due to unstable income
stream and employment. .
•
Mortgage risk: Collateral is less than the loan. This loan is
based on proof of income and savings deposited in Seabank
•
Other risks: 3 children (increases financial burden)

Proposal
customer
Negotiation
results

•
Overall assessment: Fairly strong credit profile
for I proposed a maximum loan of 80% property value for this customer
for the term of 6 years.
and Customers want to borrow 520 million VND in 6 years With floating
rate, margin of 3%. Preferential interest rate in the first year is 6.9%
per year. The principal amount of the monthly pay is 7,22 million
VND with interest after Preferential interest rate about 12%.
Customer A can easily repay his loan



Approved

Case study 3:
Customer C
Table 8: Business case 3 - Property purchase loan
Customer

Mr H.

15


information

Male
Age: 31

Marrital status: married with 1 children
Financial product
BMX 521i (Euro car, brand new)
Car value
As contracted: VND 1,850,000,000
Loan
amount 80% of property value: VND1,480,000,000
requested
Financial situation

• Job: Café shop manager

• Monthly income: stable, at least VND18,000,000; long time labor
contract. Total income per month up to:VND 24,000,000
• Assets:
Owned 1 house at Ha Noi value VND 1.1 billion.
• Income risk: very low because of stable income and long time

Risk assessment

contract
• Mortgage risk: Collateral is less than the loan.
• Other risks: 1 children (increases financial burden)
Proposal
customer
Negotiation

• Overall assessment: Strong credit profile
for I proposed a maximum loan of 80% property value for this customer
for the term of 6 years.
and Customers want to borrow 1,48 billion VND in 5 years With fixed

results

rate, margin of 3%. Preferential interest rate in the first year is 6.9%
per year.
DTI =

(1.48B / 60 + 1,48B X 6.9%/12 )

_______________________ = 138,2% > => DENY
24.000.000

 The bank refuses the loan
Mission 3: Comparing with competitor
On the market, car loan is delicious cake for Banks in 2017. So, beside we understand
process of Seabank Bank, we need to understand our competitors, especially strong points and
disadvantages of them.
Table 9. Seabank compares with competitors on car loan market
Banks

MaritimeBank

TP Bank

VP Bank

SeaBank
(SEACAR)

16


Interest

First year: 6.9% with First year: 7.9%,

rate

Brands: Toyota, Ford apply for al car First year: 8.1% 6.9%
7.9% with cars of Brands

First

for all Brands

for

all

Brands

other Brands

Years

Loan

Years follow: 15.5%
3.7%

14.5%
4.9%

13.5%
4.7%

margin
Loan’s

Up to 09 years

Maximum 7 years

Maximum

duration

Specially

Lending

Up to 85% of car’s Maximum 80% of Maximum 80% Maximum 80%

rate

price

car’s value

of car’s value

of car’s value

Currencies

VND

VND

VND

VND

Lending

From

limit

VND to 3 billion VND to 1 billion VND

50

VND
Time

to 2h

approval

follow: Years

year:

follow:

13.5%
4.1%

years

7 Maximum

8

years

million From 50 million From 50 million From 50 million
VND

from

follow: Years

taking 8h

to

billion VND

from

1 VND

to

1.5

billion VND

taking 8h from taking 8h from taking

complete customer’s complete

complete

complete

profile

customer’s

customer’s

customer’s profile

profile

profile
(source: thebank.vn)

Advantages: From the table we see interest rates SeeBank compared to other banks is
outstanding, only 6.9%. This makes Seabank more attractive to customers than other banks.
As borrowers for many years, interest rates will be the first priority when choosing a bank.
Loan term up to 8 years make clients have more time to saving money.
Disadvantages: Maritimebank is currently the biggest rival because it has attractive
products with the same interest rate as Seabank, with the approval time almost immediately
with only 2 hours. Seabank can accept a loan under 1,5 billion, it make limitation in choosing
car especially cars from Euro. Besides, Seabank need 8h to finish customer profile, with some
client, it might take too long for them because they are middle man or they buy car in short
sale off event
Mission 4: Review and evaluate products after internships trough SWOT
Table 10 : SWOT

17


Strength S:

Weakness W:

- Have good relationship

-

Fewer

staff

are

with many car dealers in the area routinely rotated => reduced
and

in

some

neighboring business efficiency of the

districts.

unit.

- Quality of products Car

- Target customers are

loan is always guaranteed and individuals

and

businesses

has created a place in the heart scattered throughout the area
of customers.
SWOT

=> causing difficulties in

- Seabank participates in marketing products.
almost all car fairs in Vietnam as
a sponsor

- The branch is heavily
dependent on the direction of
the

Headquarters

performance
Limits

the

on

targets.

=>

flexibility

of

customer interest rates policy
=>

Restricts

competitiveness

- Demand for car for the strengths to take advantage of opportunity
travel of the population has a opportunities
good

average

demand for car loans.

products,

making

-

to

overcome

Gather

more

to

and

this information

build

product a major product of the expand your customer base

-The car line has a lot of branch.
cars from cheap, basic, family

and business location. At the

- Use dynamic staff to same time care, preserve,

car to the super-light line -> expand the network not only in suggest

the

meet all the needs of the the area but to the key economic maximize
population.
The

the

weakness

- Continue to develop auto

income in the area => large loan

-

of

branch..
Matrix S.O: Use your
Matrix O.W: Use the

Opportunities O:

relatively

the

demand
the

and

existing

areas in Ha Noi -> seeking new customers.
number

of customers for the branch.

businesses is increasing, the

-

Capture

timely

- Collaborate with car information of the market to

income of people in the area manufacturers
is increasing -> create more promotions.

to
For

organize keep up with the needs of
example: customers.

potential customers for the interest rate program 7.5% when

18


type of car loan products.
-

Having

access

buying a Mercedes-Benz car.
to

nationwide car exhibitions,
customers who want to buy a
car will know Seabank's car
loan products more often.
Threat T:

Matrix S.T: Use strong

- Competitor banks also points to avoid risk
have

similar

products.
international

weak points to avoid the

competitive

Especially
banks

Matrix W.T: overcome
risk

big

-

Leverage

favourable

like terms and conditions of loans,

HSBC, ANZ ...

- Strengthen the staff to

flexible asset management and get the most out of the

- High taxes, charges many bank support services for potential customers in the
and fuel prices that car users this product to gain customers' area,
have

to

psychologically

bear
hesitate

organize

=> trust as well as brand building. training
to row.

buy cars of many people.

to

internal

improve

professionalism

the
of

Combined with the car employees. => Compete with

- The loan appraisal is company to advise customers on the major banks in terms of
still based on the price bracket the right vehicles to meet the quality. Service.
of the State, which is quite need to save costs..

Product

marketing

outdated => causing many

through

word

difficulties for the bank to

thanks

review loans of the bank.

introducing new customers to

to

of

old

mouth,

customers

create confidence and take

advantage
opportunity.

19

of

every


2.5 Commercial result and KPIs
A retail banking staff's performance is measured by many aspects. Quantitatively, the
bank are judged by 4 main criteria:
1. Amount of net deposits raised per month/quarter
2. Amount of net loans provided per month/quarter
3. Number of customers and total assets under management
4. Revenue from other products (credit cards, transactions, etc.)
While I was an intern at Seabank Dai An, my performance was also recorded on these
metrics, except for the deposits since I did not work on raising deposit money from customers.
2.5.1 Results of host firm
The commercial results of Seabank Dai An branch is summarized in the following table
based on the 4 main KPIs discussed above. The beginning asset under management of each
month is equal to the beginning asset of the previous month plus the net deposits raised and
net loans issued during that month. These KPIs only pertain to the retail banking division.
Corporate banking division's results are not disclosed to me since I do not work there.
Table 11: Summarized KPIs of Seabank Dai An
Month
March 2018
April 2018
May 2018

Net deposits raised
(million VND)

Revenue from other
products (million
VND)
10,220
1,230
8,204
400
9,205
1,020
(Source: General data department)

Net loans provided
(Billion VND)

12.245
12.686
14.212

2.5.2 My commercial results
During the 3 months of my internship. My overall commercial results are summarized
below. Notice that the Asset under management at the beginning of March was 0. Revenue
from other products are calculated based on the credit cards I sold and reissued.
Table 12: My total commercial result after 3 months
Month

Net deposits raised

(million VND

Net loans provided
(Billion VND)

March 2018
April 2018
May 2018

0
0
0

500
1,930
1,630

Revenue from other
products (million
VND)
6
90
210

My loan KPI of is VND 4,060,000,000 after 3 months. Account for 14,7% total KPI for
loan of my department. That is a good number for new beginner like me.
Although my main mission is work on loan product but luckily I have a change to work

20

on counter staff for a short time so i contribute to the bank 100,000,000 VND for saving
products and opening accounts. That is a low number but saving is not my main missions so it
is acceptable.

21