credit business analysis solutions for implementing business strategic tasks for the 2019 2021 period of asia commercial bank( hung yen branch)

FOREIGN TRADE UNIVERSITY

FACULTY OF BANKING AND FINANCE
---------***--------

INTERNSHIP REPORT
TOPIC: CREDIT BUSINESS ANALYSIS SOLUTIONS FOR
IMPLEMENTING BUSINESS STRATEGIC TASKS FOR THE 2019-2021
PERIOD OF ASIA COMMERCIAL BANK( HUNG YEN BRANCH)

Student's name:
Student ID:
Class:
Batch:
Instructor:

Ha Noi, August 17th, 2020
Introduction

English 03 - High quality
program of Banking and
International Finance
K55
Assoc. Prof., Dr. Dang Thi
Nhan


In the process of international economic integration today, bank credit plays a very
important role in promoting the socio-economic development of a country. Bank credit
helps businesses, especially small and medium-sized businesses to take advantage of
business opportunities in time, contribute to improving the efficiency of capital use for

businesses, thereby helping these businesses day by day. grow stronger. Above all, bank
credit is also a traditional activity and is the most important profitable profession for each
bank. Therefore, the full and timely repayment of loans from borrowers is decisive to the
development of each bank. It ensures a circular, continuous, and profitable capital
rotation process of the bank and is also the basis for ensuring the bank's solvency.
Therefore, improving credit quality is the most crucial issue in the management and
business activities of banks, especially credit quality for small and medium enterprises,
because of outstanding loans. This group of businesses always accounts for the highest
proportion of the total outstanding loans of each bank. Although there is a lot of growth
potential with a large capital demand, the small and medium business sector still has
many potential risks, making the credit quality of this department not high. To overcome
that situation, banks always have to come up with solutions to improve credit quality for
small and medium enterprises.
Stemming from that fact, along with the internship at the small and medium enterprise
credit department of Vietnam Prosperity Joint Stock Commercial Bank VPBank - Hanoi
branch, I chose the topic: “Business situation analysis credit for SMEs at Vietnam
Prosperity Joint Stock Commercial Bank - Hanoi branch "to research and write internship
reports.
Due to the lack of practice time, knowledge and experience of myself are not really indepth, the report cannot avoid the limitations of content and presentation. I look forward
to receiving the teacher's evaluation and feedback to make my report more complete.
Thank you sincerely!

CHAPTER 1. AN OVERVIEW OF ASIA COMMERCIAL BANK IN
HUNG YEN BRANCH AND INTERNSHIP DIARY
1.1. Overview of the organization


1.1.1Introduction of ACB IN Hung Yen Branch
Asia Commercial Bank Hung Yen Branch was established on November 16, 2002 by Decision No. 902 /
QD.VP.02 of the Chairman of the Board of Directors of Asia Commercial Bank and approved by the State

Bank. February 7, 2002 according to Decision No. 150 / NHNN-CNH.
Address: Town of Ban Yen Nhan, My Hao District, Hung Yen Province.
To be granted the branch operation registration certificate number: 0513000058 by the Department of
Planning and Investment of Hung Yen province for the first time on December 9, 2002, changed for the
8th time on December 6, 2017. The business line of the branch is banking.
Hung Yen Cluster has 03 sub-branches: Van Lam Transaction Office, Pho Hien Transaction Office, Van
Giang Transaction Office.
Director of Hung Yen Cluster: Mr. Nguyen Trong Huy was appointed Director according to Decision
5021 / TCQĐ-NS.10 dated December 8, 2010. On October 29, 2018, Mr. Nguyen Trong Huy was
reappointed under Decision 3886 / TCQĐ- QTNNL.18, for a period of 03 years (from November 1, 2018
to October 31, 2021).

1.1.2Products, policies, regulations and activities data

A. Credit granting activities, off-balance sheet commitments; debt classification, setting up and use
of provisions against credit risks
1. Policies, internal processes
- Internal credit policies and processes:
+ Loan Regulations of Asia Commercial Bank for customers No. 304 / TCQĐ-HĐQT.18 dated January
24, 2018
+ Regulations on limits and restrictions to ensure safety in credit operations of ACB No. 56 / NVCVQLRRTD.18 dated January 22, 2018
- Policies and internal procedures for lending:


+ Loan Regulations of Asia Commercial Bank for customers No. 304 / TCQĐ-HĐQT.18 dated January
24, 2018
+ Regulations on loan in foreign currency for residents, No. 711 / NVCV-QLRRTD.18 dated December
31, 2018
- Guarantee policies and internal processes:
+ Amending and supplementing the Guarantee Regulation of Asia Commercial Bank No. 544 / TCQĐHĐQT.18 dated February 13, 2018.

- Discount policy and internal process:
+ Regarding the amendment and supplementation of the Regulation on the discount of negotiable
instruments and other valuable papers at Asia Commercial Bank for customers. Official Letter No. 1835 /
TCQĐ - HĐQT.17 dated June 29, 2017
- Internal L / C policies and procedures for import:
+ Regulations on issuing import credit letter No. 57 / NVQĐ-SPTTNK.19 dated February 15, 2019
- Policies and internal processes for other credit products:
+ Provisions on loan products for production and business activities - Supplementing working capital and
investment in fixed assets, CV 194 / NVQĐ-SPTDCN.18 dated April 11, 2018.
+ Regulations on loan products to serve the needs of life - with collateral, No. 118 / NVQĐ-SPTDCN.17
dated March 14, 2017
+ Regulations on loan products to serve the needs of life, OL No. 127 / NVQĐ-SPTDCN.17 dated March
14, 2017
+ Provisions on lending to buy mortgage cars for corporate customers, No. 129 / NVQĐ-SPTDDN.17
dated March 14, 2017
+ Loans for production and business investment capital for customers SB, SE No. 540 / NVQĐSPTDDN.17 dated August 28, 2017
- Internal policies and procedures for debt classification, credit risk provisioning and use of provisions for
credit risk settlement:


+ Decision No. 4046 / TCQĐ-HĐQT.17 dated December 18, 2017 amending, supplementing and
promulgating the Regulation on asset classification, rate of deduction, method of risk provisioning and the
use of using risk provisions in operations at Asia Commercial Bank
- Documents defining the judgment limits by levels; Documents of competent authorities on granting
credit beyond limit for customers, customers and related persons:
+ Approval authority of credit approval levels and some other approvals No. 145 / NVCV - QLRRTD.18
dated March 21, 2018
2. Activity data
- Report internal credits to members of the Board of Directors, executive managers, and major
shareholders holding from 1% of the bank's charter capital; Credit grants, investment trusts, advances for

Subsidiaries and Affiliates as of December 31, 2018: None
- Report in detail the receivables, note the entrusted or other receivables but the nature is like a loan and
ACB must bear the risk: None
- Detailed report of customers with outstanding loan but having debt recorded on the receivable account:
None
- Report of loans secured by assets owned by members of the Board of Directors, managers and
executives, major shareholders holding 1% of ACB's charter capital: None
- List of customers who have treated risks but have not recovered:

- Credit growth targets for 2016, 2017 and 2018 assigned by Head Office to branches and performance
results of branches in 2016, 2017 and 2018:

Unit: million VND


Branch

ACB - HƯNG YÊN BRANCH
ACB

-

VĂN

LÂM

TRANSACTION OFFICE
ACB

-

PHỐ

HIẾN

TRANSACTION OFFICE
ACB

Performance

Plan

-

VĂN

GIANG

TRANSACTION OFFICE
TOTAL

2016

2017

1,232,232

1,433,425

256,991

398,821

196,030

2018

2016

2017

2018

1,178,908

1,234,713

1,125,642

453,576

350,904

433,528

486,902

254,141

289,569

187,590

210,866

266,887

180,000

203,493

241,345

129,946

157,049

209,031

1,867,268

2,291,897

1,849,364

2,038,172

2,090,480

1,309,00

0

2,295,50
7

Results of inspection, audit and inspection by competent State agencies as of December 31, 2016,
December 31, 2017, and December 31, 2018:
+ In 2016:
- Notice of conclusion Checking non-cash payment services at some credit institutions in the area, No.
1237 / TB-HYE dated November 2, 2016
- Record of checking results of non-cash payment services at Asia Commercial Bank - Hung Yen branch
dated October 21, 2016, according to the inspection team Decision 1098 / QD-HYE
- Inspection Minutes No. 16 / BB- ĐTTr dated November 29, 2016: Record of business inspection at Asia
Commercial Bank, Hung Yen branch in 2016
- Working record No. 06 / BB-ĐTT dated 9/11/2016 on inspection and inspection of compliance with
legal provisions in commercial activities - Protection of consumers' interests in the province
+ In 2017:
- Working record of the interdisciplinary inspector dated February 22, 2017 on compliance with the
provisions of the Law on foreign exchange activities, gold trading, Decision No. 577 / QD-UBND


- The working record recording the results of checking the compliance with the safety of treasury and
cash management of Asia Commercial Bank Hung Yen branch dated August 18, 2017, according to the
inspection team Decision 761 / QD- HYE
- Conclusion on the inspection of the compliance with the security regime of treasury and cash
management of Asia Commercial Bank Hung Yen branch No. 843 / KL-HYE, dated September 6, 2017.
+ Year 2018: Not available
- Report on assets assigned, debt tightening pending resolution; pledged property; Pledge of valuable
papers from customers (Account 994, 995, 996) on December 31, 2016, December 31, 2017 and
December 31, 2018

REPORTS

OF

CUSTOMERS

'SECRETARY

ASSETS,

SECURITIES

Time

Amount (VND)

31/12/2016

2,755,830,334,014

31/12/2017

3,393,427,947,649

31/12/2018

3,923,212,712,583

- Detailed report on customers whose debt is restructured in accordance with Decision 780 / QD-NHNN

dated 23/4/2012 of the State Bank of Vietnam on debt classification for debt with rescheduled debt term,
debt rescheduling and Circular No. 09/2014 / TT-NHNN dated March 18, 2014 of the State Bank on
December 31, 2018 - Table 1F
- Report on customers and related persons as of December 31, 2018 - Form 1I

B. Other properties


1. Internal policies and procedures (stating documents with and in effect from January 1, 2016 to
the time of the inspection)
Internal regulations, accounting policies and regulations of the bank on the profession of collateral,
external receivables; the bank's internal policies on investment trust activities, loan trusts… .;
Internal regulations, accounting policies and banking documents
+ Financial Regulations of Asia Commercial Bank No. 677 / NVQĐ-NVTTGĐTC, dated September 14,
2015
+ Regulation on spending of Asia Commercial Bank No. 401 / NVQĐ-NVTTKTT.15 dated May 28, 2015
+ Financial Regulation of Asia Commercial Bank No. 465 / NVQĐ-KSTC.18 dated August 17, 2018
+ Financial Regulation of Asia Commercial Bank No. 178 / NVQĐ-KSTC.18 dated April 3, 2018
The bank's internal policies on investment trust and loan entrustment activities:
+ Decision on amending and promulgating the Investment Regulation of Asia Commercial Bank No.
528 / TCQĐ-HĐQT.18 dated February 9, 2018.
+ Regulations on entrustment and entrustment for credit extension of ACB No. 653 / NVQĐ-CSQLTD.15
dated September 7, 2015
2. Activity data
Report data on accrued interest as at 31/12/2018:

TT

BRANCH

AMOUNT(VNĐ)

1

Hưng Yên BRANCH
ACB - VĂN LÂM

4,059,524,979

TRANSACTION
2

OFFICE
ACB -

2,371,617,094
PHỐ

HIẾN

TRANSACTION
3

OFFICE
ACB - VĂN GIANG

1,130,051,284

TRANSACTION
4

OFFICE
TOTAL

1,024,871,249
8,586,064,606


Report data on investment trusts; loan entrustment, other external receivables such as: deposits from the
Bank to broker to buy securities for the bank; deferred investment trust amounts paid by the bank;
advance dividends; shares must be collected from the sale; interest receivable from bonds; capital
contribution with the company; debt clearing amount; the settlement of fixed assets to offset debts and
other assets assigned to the Debt Management and Asset Exploitation Company; Advances for operations
and other receivables: No incurred.
3. Policies, internal processes
- The Bank's internal policies and regulations on deposits, interest rate notices, interest rate regulations,
promotions, mobilization programs ...
+ Regulation on savings deposit No. 463 / NVQĐ-SPHĐCN.16 issued on 07/15/2016.
+ Decision on deposit interest rate: OL 670 / NVQĐ-SPHĐCN.18 issued on December 7th, 2018
OL 607 / NVQĐ-SPDVTCDN.18 dated 11/19/2018.
+ Promotions, mobilization from 2016 to 2018:
. Fast money transfer within 1 minute in 2016
. Loving Sum Vay 2016
. Automatic Payment Service 2017.
. Loc Xuan ACB in 2016
. Summer Fun with ACB in 2017
. Celebrate Christmas, Celebrate New Year With ACB (Dial) 2017
. Celebrate Christmas, Celebrate New Year With ACB (give gifts) in 2017
. ACB Account Transactions, Discover Asia 2017
. Loc Xuan Nhu Y in 2018

. Loc Nhan Doi With Online Deposit 2018
. Women Are To Love 2018
. 25th birthday, 2018


. ACB - 25 Years of Facing In 2018
. Connecting Families Enjoying Fun 2018
. Deposit Online - High Interest Rate - Great Prize 2018
4. Activity data.
- Deposit statements (VND, other foreign currencies) of customers as of December 31, 2018. (Attach list)
- Detailed report on customers withdrawing their capital before maturity with detailed accounting books
of each type of deposit in Vietnam dong of the credit institution's organization or individual with deposit
balance in months of 2017, 2018, before or after inspection points if relevant.
MONTH
1

Early withdrawal amount (VND)
YEAR 2017
41,906,596,230

YEAR 2018
51,194,575,130

2

21,205,868,738

77,773,213,527

3

40,984,002,588

65,476,458,174

4

26,908,128,037

59,385,744,282

5

27,136,822,007

66,088,052,804

6

28,465,514,583

50,655,508,442

7

35,003,991,278

53,491,520,799

8

26,795,579,743

60,410,046,600

9

34,617,547,845

43,378,927,612

10

42,307,084,775

69,530,278,780

11

32,374,393,124

60,063,869,934

12

25,645,479,859

77,773,213,527

TOTAL

383,351,008,807

713,341,398,680

C. Compliance with provisions of the law on foreign exchange activities.
1. Internal policies and procedures: Internal policies, the Bank's internal regulations on foreign exchange
activities, mobilization and lending in foreign currencies.
- Official Letter 666 / NVCV-VHGD.18 dated November 30, 2018 Regarding the implementation of a
number of transactions at ACB in accordance with foreign exchange management regulations.


- Official Dispatch 711 / NVCV-QLRRTD.18 dated December 31, 2018 Regarding foreign currency loans
for borrowers who are residents.
2. Activity data.
- Report on foreign currency purchases and sales each month in 2017 and to December 31, 2018.
MONTH

Purchase sales
USD

Sales

T1/2017

7,837,312.93

Other foreign currencies are
converted into USD
805.56

430,577.73

Other foreign currencies are
converted into USD
5,110.91

T2/2017

5,254,883.08

5.03

1,414,801.92

31,977.33

T3/2017

6,718,213.62

-

1,835,249.68

33,142.48

T4/2017

6,840,687

-

505,051.80

18,418.59

T5/2017

6,579,870.63

154,480.30

856,705.71

162,879.82

T6/2017

5,117,260.83

-

681,682.14

44,220.64

T7/2017

6,102,674.71

-

1,205,005.21

73,245.53

T8/2017

5,027,476.14

19,279.38

1,171,256.86

52,159.34

T9/2017

7,520,381.33

254,471.92

67,896.32

T10/2017

9,729,702.81

9,295.49

401,431.04

120,976.19

T11/2017

8,061,748.14

9,532.82

858,304.92

65,961.53

T12/2017

8,467,589.63

157,684.19

910,318.15

109,251.43

83,161,536.85

351,082.77

10,524,857.08

785,240.11

7,639,991.19

-

1,112,262.30

687,785.89

T2/2018

5,493,179.84

3.41

2,227,966.40

176,911.88

T3/2018

6,945,651.54

16,352.10

3,258,589.63

110,270,78

T4/2018

7,037,310.75

4.85

2,621,425.29

108,610.59

T5/2018

8,293,843.30

1,025.80

877,655.23

92,479.58

T6/2018

9,323,100.82

15,242.35

474,854.30

75,469.12

T7/2018

9,130,950.51

2.27

1,191,791.16

76,293.42

T8/2018

9,176,502.19

1,477.81

1,143,193.40

223,910.29

T9/2018

5,529,707.21

4,538.93

244,839.82

79,780.10

T10/2018

7,324,685.18

-

571,632.86

113,957.57

T11/2018

6,541,230.69

890.97

548,604.96

126,704.92

7,136,376.98

1,094.83

490,871.34

96,671

89,572,530.20

40,633.32

14,763,686.69

1,968,845,14

TOTAL
2017
T1/2018

IN

T12/2018
TOTAL
2018

IN

USD

- Report on sales of money remittance abroad in 2017 and 2018.
+ In 2017: 5,141,680.62 USD (Including other converted foreign currencies)
+ In 2018: 7,961,567.78 USD (Including other converted foreign currencies)
D. Compliance with provisions of laws on money laundering prevention and combat


1. Implementation of internal regulations on prevention of money laundering
ACB always promptly updates, supplements, and corrects internal regulations on money laundering
prevention and combat in accordance with the laws and regulations of the State Bank. Specifically, OL

624 / NVQĐ- PCRT.18 of the Chairman of the Board of Directors issued on November 27, 2018, this
dispatch streamlines the previous anti-money laundering documents, updates the legal changes.
Vietnamese and international law, in accordance with reality, in accordance with the guidelines of the
State Bank of Vietnam.
ACB's internal regulations on money laundering prevention and combat are widely disseminated to
each individual and relevant department. All ACB officers and employees are trained, regularly update
their knowledge and skills on prevention of money laundering. ACB regularly organizes training classes
for employees such as distance training, concentrated training, knowledge dissemination for employees to
understand and comply with requirements, content related to prevention and control measures. money
laundering at the unit in accordance with the law and ACB's regulations on prevention of money
laundering.
2. Assignment of officers and divisions responsible for anti-money laundering
ACB Hung Yen always obeys the regulations of the head office, as well as the regulations of the State
Bank of Vietnam on prevention of money laundering. Mr. Nguyen Trong Huy- Branch Director is directly
responsible for organizing, directing and inspecting the compliance with anti-money laundering
regulations in Hung Yen cluster as required and directed by Head Office.
ACB Head Office focuses on notifying in writing to the Anti-Money Laundering Department on the
registration of contact information of the focal point in charge of prevention of money laundering
throughout the ACB system. Branches are responsible for deploying to employees about the rules,
directions of the office, the legal documents related to money laundering prevention.
Supervisors, Head of Department at ACB Hung Yen were empowered by Branch Director to
implement, inspect, review and assign staff to prevent and combat money laundering in accordance with
the law, the provisions of Head office and state bank.
Results of the implementation of money laundering prevention and combat since 2016:
- All staff of ACB Hung Yen are fully aware of the regulations, requirements of money laundering
prevention, combat, terrorism financing and related regulations, always completing the assigned tasks and
not letting happen. Any money laundering at the branch during the operation.


- From 2016 to now, ACB Hung Yen has not let any case of money laundering happen.

3. On identifying and updating customer information
ACB Hung Yen performs the entire client identification process in accordance with the law and ACB's
internal regulations according to Appendix 01 issued together with Decision No. 624 / NVQĐ- PCRT.18
dated November 27, 2018 of the Chairman of the Board of Directors on prevention of money laundering.
ACB Hung Yen has clear and specific processes and procedures for identifying customers, verifying and
updating customer information.
ACB Hung Yen always identifies and verifies customer information for all the following cases:
Customers establish a transaction relationship or open an account for the first time with the branch;
+ Customer performs irregular transactions with great value or electronic money transfer but lacks
information about originator's name, address or account number;
+ When doubting the transaction or the parties related to the transaction are related to money laundering
activities;
+ When the branch is in doubt about the accuracy or completeness of the information to get to know
customers previously collected;
ACB Hung Yen regularly updates customer identification information during relationship establishment
with customers.

4. Regarding internal control and audit
According to Article 13, Decision No. 624 / NVQĐ- PCRT.18 dated November 27, 2018 of the Chairman
of the Board of Directors on money laundering prevention and combat, clearly stipulates that the internal
audit committee performs internal audit of prevention and control activities. Money laundering aims to
independently and objectively inspect, review the internal control system, the compliance with established
internal regulations and propose, propose measures to improve efficiency, effect of money laundering
prevention.
All violations detected in the internal audit and review process are reported to the person in charge of
money laundering prevention and combat and the General Director for handling.


Within 60 days from the end of the fiscal year, the ACB Head Office shall send an internal audit report
on the prevention of money laundering to the Anti-Money Laundering Department under the Banking

Inspection and Supervision Agency.
5. About training
All ACB staff are trained and regularly updated with knowledge and skills on prevention of money
laundering.
The training program is set up accordingly and in accordance with the position of each employee. For
new recruits expected to undertake the responsibility of money laundering prevention and other tasks
related to money and asset transactions with customers must be trained in knowledge, skills in money
laundering prevention and combat within 6 months from the date of recruitment.
The training is conducted under different forms such as distance training, intensive training, sending
staff to participate in training courses, disseminating knowledge and skills on prevention of money
laundering by the Home Bank. organizations or other competent authorities. The training must be
conducted at least once a year or when there are new regulations and policies.
The Board of Directors is responsible for careful research, dissemination and internal training to each
employee and strictly comply with the requirements and content related to measures to prevent money
laundering at the unit in accordance with regulations of laws and regulations of ACB.

6. Regarding the implementation of different types of reports
ACB Head Office conducts centralized reporting. The focused implementation shown in Decision No.
624 / NVQĐ- PCRT.18 dated November 27, 2018 complies with the provisions of law and the State
Bank.
Above is the report on activities of ACB Hung Yen. We hope the Inspectorate will review and comment.

1.2 Organizational structure of the branch


The total staff of Hung Yen Cluster is: 116 employees. As follows:

Department

tittle

Number of personnel
Hưng Yên Phố Hiến
branch
transaction
office
Board
of Director
01
01
Directors
Deputy Director
01
Transaction
Head
of 01
operation
transaction
office
Transaction
01
01
controller
Tellers
04
02
Accountant
02
Treasurer
01

01
Credit
Head of credit 01
Operations
operations
Department
Head
of 01
01
credit operations
Head of credit 06
01
operations
business
Head of corporate 01
customers
customer
department
department
Enterprise
04
customer relations
specialist
Corporate
02
customer relations
officer
Enterprise
01
customer service

specialist
Individual
Manager
01
customer
Personal customer 04
01
department
relations staff
personal customer 03
02
relations specialist
Personal customer 02
01
relationship
manager
Appraisal
02
Director
Customer service 01
01
staff

Văn
Giang
transaction
office
01
-

Văn
Lâm
transaction
office
01
-

01

01

02
01
-

02
01
01

01

01

01

03

-

-

-

-

-

-

01

03

02

01

01

02

-

-

-

-

Property
appraisal
department
Administrativ
e office
Guard
&
Driver
&
Housekeeper
Total

customer service 02
specialist
Appraisal director 02
Property appraiser 02

-

01

01

-

-

-

Administrative

staff
Guard
Driver
Housekeeper

02

-

-

01

05
03
02
58

04
01
01
18

04
01
17

04
01
23

ACB Hung Yen effectively and strictly implemented the management, decentralization for employees, the
control points at the branch.
ACB Hung Yen's personnel apparatus is operating efficiently and safely. The employees all achieve
performance.

1.3 Essential business situation of branch in 2019-2020

ACB Hung Yen applies measures to control its outstanding loans well, in order to maintain a maximum
overdue ratio of 2% of total outstanding loans.
The employees working at the unit are trained and professionally annually to improve the quality and
profession of the staff, to meet the work needs and avoid errors.
Report on some key indicators in the operation of the entire Hung Yen cluster as of 31/12/2018 (about
total working capital, mobilized capital, data of lending, guarantee, L / C, issue) bonds, credit quality,
business results). Specifically:
Increase

or

decrease

compared to December 31,
2017
STT

Indicator

Unit

31/12/2017

31/12/2018

Value

Rate

Mil VND
Mil VND

1,558,250

1,975,355

417,105

27%

According to the currency

1,558,250

1,975,355

417,105

27%

domestic money

Mil VND

Currency

Mil VND

1,429,042
129,208

1,765,531
209,824

336,489
80,616

24%
62%

Mobilized capital
I
1


By term

Mil VND

Corroborate

Mil VND

With term

Mil VND

According to customers

Mil VND

Deposits from residents

Mil VND

Deposits from the institution

Mil VND

Outstanding credit

Mil VND

According to the currency

Mil VND

domestic money

Mil VND

Foreign currency converted

Mil VND

By term

Mil VND

Short-term

Mil VND

Medium to long term

Mil VND

According to customers

Mil VND

2

3

II
1

2

3

households

and Mil VND

Legal persons, enterprises

Mil VND

Credit quality

Mil VND

Group 1

Mil VND

Group 2

Mil VND

Group 3

Mil VND

Group 4

Mil VND

Group 5

Mil VND

Off-balance sheet commitments

Mil VND

Guarantee

Mil VND

L/C

Mil VND

Bad debts / outstanding loans

%

Production
individuals

1,558,250

1,975,355

417,105

27%

216,009

371,690

155,681

72%

1,342,241

1,603,665

261,424

19%

1,558,250

1,975,355

417,105

27%

1,117,062

1,407,665

290,603

26%

441,188

567,690

126,502

29%

2,036,156

2,088,462

52,306

3%

2,036,156

2,088,462

52,306

3%

1,801,436

2,008,842

207,406

12%

234,720

79,620

(155,100)

-66%

2,036,156

2,088,462

52,306

3%

1,454,062

1,579,439

125,377

9%

582,094

509,023

(73,071)

-13%

2,036,156

2,088,462

52,306

3%

1,171,026

1,422,992

251,966

22%

865,130

665,470

(199,660)

-23%

III

2,015,357

2,064,671

49,314

2%

416

2907

2491

599%

3,517

516

(3,001)

-85%

4,087

5,304

1,217

30%

12,779

17,290

4,511

35%

34.870

33.468

(1402)

-4%

1%

1%

IV


(including off-balance sheet)
Business results
V

Mil VND

27,516

29,544

2,028

7%

1.4. INTERNSHIP DIARY

Practice content

Results achieved

Learn about the rules and general Comply with the general rules
regulations of ACB
and regulations of the bank
Learn about the organization and
operation of the bank
Get familiar with the organizational
model in banks, departments, and
personnel organizations

Comply with the principles set forth in
the relevant Laws and Circulars
Know how banks work, get acquainted
and
coordinate

with
relevant
departments

Instructed to use
photocopiers
Arrange
customer
personally

Know how to scan and copy papers,
invoices and vouchers
Know how to organize records
scientifically

scanners
loan

and

records

Learn the consumer loan process for
science and technology
Refer to some consumer loan profiles for
science and technology

Understand the consumer lending
process for science and technology
Know the process, the necessary

documents in the lending process

Organize and store records

Know how to organize and store by
banking system

Please refer to the data related to the
report and data processing
Complete the report

Document access, how to use data
storage software at banks
To be reviewed and edited by the
siblings in the Credit Department

CHAPTER 2. SOLUTION FOR IMPLEMENTING
BUSINESS STRATEGIC TASKS FOR THE 2019-2021
PERIOD


I. Situation assessment
1. Market share and business performance ACB and major competitive banks for the period 20162018
Unit: billion vnd

NUMBER
BRANCH

OF

MOBILAZATION

LOAN

2016

2016

2018

2018

BRANCHES
HUNG YEN
- Total credit revenues and

44,5

expenditures in the province (1) 315
ACB=

05

(BRANCH+TRANSACTION

64,1
09

9

43,4
63

1,9

55,8
80

1,8

2,0

OFFICE) (2)
4
- MARKET SHARE ACB= (2)/

90

75

47

88

(1)

0.022

0.031

0.042

0.037

0.013

+ Hung Yen province is one of the hot developing provinces of economy, there are many large industrial
zones in the province, for example: Pho Noi B Textile Industrial Park phase I and II, Pho Noi A Industrial
Park, Thang Long Industrial Park II ..v..v.
+ Strengths / weaknesses of ACB Hung Yen compared to its competitors in the area:
* Strength:
- About ACB Hung Yen's deposit turnover as of December 31, 2018, an increase of VND 985 billion
compared to December 31, 2016. Achieving the above results is because ACB Hung Yen has changed the
way of thinking, how to mobilize from passive sales to more active sales, encouraging all employees to
spend quickly to participate in mobilizing sales.
Regarding the branch network, transaction offices of ACB Hung Yen are located in key economic points
in Hung Yen province. Potential locations for mobilization and credit exploitation.
- Human resources of ACB Hung Yen are well-trained and have long-term experience. Perform well in
customer care, bring to ACB a stable number of customers and trust in the reputation of ACB.
- From 2016 onwards, the position of ACB in the province has been significantly improved and is rated as
one of the best serving banks in the province.


* Weakness:
- ACB's policies on lending and mobilizing are difficult to compete with the incentives of competing
banks in the area.
- The level of knowledge in the name of Hung Yen province is not equal, people and individual business
organizations are still accustomed to using cash for payment, and have little confidence in the bank's
payment services.
2. Analyze existing customer portfolios compared to strategic target segments:

- ACB's policy on lending and deposit interest rates makes it difficult for ACB Hung Yen to compete with
other banks in the area. Especially in the present time, the national banks such as Vietcombank,
Viettinbank, BIDV - Business and production loans for science and technology and corporate customers:
low lending rates from only 7% / year - 8% / year ... v .. In addition to having competitive interest rate
policies for large customers, these banks also focus on acquiring and thriving on small customers in the
area. In addition, the joint stock commercial banks in Hung Yen also have incentive programs, mobilizing
interest rates exceeding the interest rates of ACB such as: SHB, ABBank, Sacombank ... etc. Competition
on interest rates and policies in Hung Yen is very difficult. However, not so that ACB lost its position in
Hung Yen province.
- ACB does not value assets on construction land without permission in towns in districts Hung Yen
province (in fact, construction properties in these areas do not need to apply for a building permit), so
many difficulties in keeping existing customers and inviting customers to transfer credit relations to ACB
because other banks in the area still calculate the value of assets on construction land without permission
in these areas.
- State-owned commercial banks, employees self-assess their assets, so they lend a larger amount, have
great jurisdiction, and fast procedures.
- About ATM services and POS: Currently at Vietcombank, Sacombank. BIDV, Agribank, Viettinbank ...
v ... v Open a lot of transaction offices and ATMs, POS, compete a lot in the development of information
banking and service fees. In addition, SOCBs have the advantage of network with branches and
transaction offices present in most districts and towns, while the population has the mentality of
preferring to deposit money at state-owned banks. Meanwhile, the deposit rates of state-owned banks are
similar to those of ACB.
- In the internet age, payment card services, credit loans, savings deposit ... are offered for sale from
branches, transaction offices to email, news website and Facebook Newsfeed of each individual.
Diversified supply and attractive benefits make customers become less and less loyal to the bank.
Although a consumer currently owns accounts at many different banks, most of them only choose from
one to two banks for the most frequent transactions such as domestic payments, swiping online, and
saving money. save. Therefore, it is very important to understand the factors of bank selection, making the
bank's communication message more attractive. Along with that, the improvement in the popularity of the
online APP of the competitive banks, quickly and more attractive to customers. In Hung Yen, in terms of

e-banking development, people often choose banks such as Techcombank, Vietcombank ... etc because of
the free transfer fee, the APP is very smart and useful.


- Currently showing little or free transaction is a top advantage when a customer wants to open a card or
choose to use the services of a new bank. That can be explained in the era of e-commerce and online
banking, which makes customers transact more often, making the difference in fees of banks becoming
clear.

II, Financial targets for the period of 2019-2012:
Unit: billion
ST
T
1

Item
umber of Branches / Transaction Offices
Branch
Transaction office

2

Customers number:
- Personal customers
- SME customers

3

Deposit Balance
- Personal customers

- SME customers

4

Outstanding credit
- Personal customers
- SME customers

5
6
7

Revenue of international payment (million USD)
Sales of service fees (Card, Insurance, TTQT, FX, WU ..)
Revenue

Status

Plan

30/12/2019

Năm 2020

Năm 2021

Năm 2022

1

1

1

1

3

3

3

3

11808

13578

15614

17955

11425

13138

15108

17374

383

440

506

581

1975

2320

2668

3068

1408

1702

1957

2251

277

346

398

458

2088

2354

2707

3113

1430

1663

1912

2199

533

601

691

795

102

117.3

135

155

9.5

13.1

15

17

75.46

92.7

107

123

23%

15%

15%

47.54

57.048

66

75

44.09

52.908

61

70

3.3

3.96

5

5

18.67

22.404

26

30

15.05

18.06

21

24

% revenue growth, in which:
7.1

Personal Customers
- Interest income
- Fee revenue for services (TTQT, FX ..)

7.2

SME customers
- Interest income


- Revenue from service fees (TTQT, FX ...)
8

Operating costs:

2.76

3.312

4

4

37.9

48.3

56

64

27%

15%

15%

39.9

46

53

8%

15%

15%

% growth
9

Profit before tax:

37

% growth

III, Customers and target markets:
Number

Individual
customer/S
ME

Target
Market

Market's Scale

Characteristics Effective approach
of demand for
banking
products and


Status
1

Business
owners

It is a densely
populated area,
with many large
markets,
companies and
industrial parks.

Goal 2022

Development of
credit
cards,
development
of
science
and
technology loans
from 100 million
to
2
billion,
development
of
Mỹ
Hào
service
fee
district
collection,

It is a densely development
of
populated area payment accounts
Yên
Mỹ with
large
district
commercial and
commercial
areas with many
industrial zones

services
Target
users:
Household
individuals,
often
borrow
business,
production and
business,
consumer loans

Teller and CSR actively
advise customers to
open savings accounts
to receive interest and
to open credit cards

Using the refinancing
product to invite good
customers from other
banks
to
the
relationship with ACB:
Based on the database
collected
about
customers together with
information provided
by CIC, PGD will
select
reputable
customers. credit for
customer marketing on
relations with ACB.


It is a densely
populated area
with
large
commercial and
commercial
areas with many
industrial zones

Review all existing

customers having credit
relationship with PGD,
see which customer is
eligible
for
the
increase, grant credit
increase to customers
and make the most of
customers' needs. On
the other hand, through
existing customers, it is
possible to develop
new
customers
introduced
by
old
customers.

It is a densely
populated area
with
large
commercial and
commercial
areas with many
Lâm industrial zones

Regularly organize for

employees to promote
and introduce products
of ACB in some key
streets.

It is a densely
populated area,
commercial
farming,
near
Văn Giang Ecopark Hanoi
district
It is a densely
populated area,
commercial
farming
Hưng Yên
Branch

Review all existing
customers and potential
customers,
persuade
customers to increase
payment transactions
via accounts at ACB.

Khoái Châu
district

Văn
district


2

SME

It is a densely
populated area,
with many large
markets,
companies and
industrial parks.

Development of
SME
lending,
Development of
service
fees,
development
of
salary accounts,
development
of
international
payment
services ...

Invite a number of
agencies, departments:
Hospitals,
schools,
companies ... to be
located in the area to
open a TGTT account
to pay salaries for
officers and employees
via ACB.

Mỹ Hào
district
It is a densely
populated area
with
large
commercial and
commercial
areas with many
industrial zones

Approaching business
customers who are
owners of businesses,
owners of business
establishments opening
merchant
accounts,
enticing

payment
transactions, inviting
free deposits

It is a densely
populated area
with
large
commercial and
commercial
areas with many
Khoái Châu industrial zones
district
Văn
Lâm It is a densely
district
populated area
with
large
commercial and
commercial
areas with many
industrial zones

Access
to
salary
account
marketing
companies and crossselling other ACB

services

Yên
district

Mỹ