Research On Company Credit And Personal Credit Cross-selling And Classification Management Of B.O.C Changchun F.A.W Branch

According to the type of customers, the credit policy of Bank of China isclassified as personal customer policy and corporate customer policy. They aremanaged by corporate business department and personal finance department(personalcredit center) separately. Corporate business department belongs to corporate financesector and personal finance department belongs to personal finance sector in terms ofthe sector management of Bank of China H.O. Corporate credit only supportscompanies and enterprises. Regions affected by uneven economic development impact ofBank of China credit access threshold higher corporate loans, the minimum loan amount requiredin more than3million yuan, and the definition of standards and access conditions to creditverification mode is for the country’s Bank of China customers situation developed. By regionaleconomic differences, and discomfort in the subcategories of Jilin most enterprises, the loanapproval early rejection rate as high as70%.. Nevertheless the shareholder and the legalperson of these enterprises are high-end customers in personal finance business filed.However, the possibility that they get personal credit is very high(Bank of China Jilinbrunch privides a loan to one person ranging from50thousand to6million). Becauseof the obvious business division, corporate credit business and personal creditbusiness can’t join each other very well. This situation leads to the fail of gettingcorporate credit support or personal credit business cutting in. So corporate credit andpersonal credit all lost customers. In this context, based on customer segmentationmanagement company in order to achieve cross-selling of credit and personal credit, how to make the two credit sector to achieve true cross-selling, customer financing needs would be an effectivesolution to the problem, will effectively strengthen the marketing of credit products. Whileaddressing the corporate credit products and personal credit products for different customerschoose to work with a match, a comprehensive solution to the problem of two plates of customerchurn, improve the overall share of the credit markets.B.O.C Changchun F.A.W branch Automobile Factory was established twenty years, islocated in the China First Automobile Group area, development stage company credit businessdespite facing difficulties, but always maintained a high level of development, and the bank’sconsumer credit business, but development is too slow, too single product, in the Bank of Chinacredit management sector, with the development of the company’s business can not be followed,the purpose of this paper is to study how to achieve corporate credit and personal credit is possibleto achieve cross-marketing business, co-development of the customer, the formation ofcomplementary businesses, enhance effective B.O.C Changchun F.A.W branch Automobileplant in the area of integrated credit products in the market.