Perspective Of CMB'S High Quality Service Code From Cambrian

China Merchants Bank is a bank that starts with service and wins by service. Many customers have the first impression of "CMB's good service". CMB believes that the service culture is the fundamental guarantee for the "second transformation". The service here is not only for customers, but also includes improving the professionalism and efficiency of customer service through the "iron triangle" operation (customer manager, product manager and loan examiner) of new kinetic energy business. Such a management structure is no longer a traditional pyramid, but a light bank emphasizing flat organizational structure. In other words, with the change of customer demand and market environment, CMB's service culture and management cognition is also in the process of continuous transformation.

With the promotion of "light bank" transformation of China Merchants Bank, in the process of serving entity enterprise customers, the bank fully realizes the limitations of credit support and actively considers how to effectively enlarge the support efficiency for corporate customers under the limited credit resources. Because there are many new kinetic energy enterprises in China Merchants Bank's circle of corporate customers, such as Cambrian science and technology, which is the representative of emerging manufacturing industry. They have a lot in common. Different from traditional industries, jumping and non-linear development is the main theme of their growth path, and simple business relationship is difficult to meet their needs. According to the latest statistics of China Merchants Bank, the bank's customers provide more than 4 trillion yuan of investment bank integration funds.

The Fifth Plenary Session of the 19th CPC Central Committee proposed that the theme of economic and social development during the "14th five year plan" period should be to promote high-quality development. This is a scientific judgment made according to the changes of China's development stage, development environment and development conditions. The central government pointed out that in order to promote new development momentum through scientific and technological innovation and achieve high-quality development, it is necessary to realize connotative growth driven by innovation. The central economic work conference held from December 16 to 18 called for increasing financial support for scientific and technological innovation, small and micro enterprises and green development.

Through a deep understanding of the scientific connotation and basic requirements of high-quality development, in the vision of CMB, the new kinetic energy customers are naturally in line with the new development concept of the bank, that is, from the traditional extensive heavy-duty business model with high capital consumption, high cost investment and low efficiency to the light-weight development mode with intensive connotation. Tian Huiyu, President of China Merchants Bank, said that the bank's tentacles involve every enterprise and every customer, but it still depends on the general trend. CMB has a belief that it will serve the transformation of the national economy through its own transformation. This is also the meaning of the bank's further enrichment and optimization of the customer group structure and strategic layout of future business opportunities.

Cambrian: starting from round B

On July 20, the Cambrian officially landed on the science and technology innovation board. Cambrian is a leading enterprise in the field of artificial intelligence chip in China, and also a recognized super unicorn of artificial intelligence in China. Since its establishment, it has been focusing on the R & D and technological innovation of artificial intelligence chip products, committed to building the core processor chip in the field of artificial intelligence, so that machines can better understand and serve mankind. Its scientific and technological innovation board meeting was accepted on March 26 and passed by the municipal Party committee meeting on June 2. The whole process lasted only 68 days. Previously, CMB participated in Cambrian round B investment in June 2018. In June 2019, CMB International LED investment in Cambrian B + round investment. In the follow-up, active credit is also being carried out.

This incident "just shows that CMB has broken through the traditional banking perspective." The relevant person in charge of China Merchants Bank said that it would provide comprehensive and integrated financing services for customers. This is just like a circle of friends formed by enterprises. Various new institutions, new ideas and new tools collide with each other. Each business logic is different, but it can achieve integrated development from an open perspective.

"Chip R & D is an extremely money burning industry, and direct loans are not a panacea." For the Cambrian financing project, an industry person said.

In order to comply with the new trend of capital market development, strengthen the ability to serve real enterprises, especially scientific and technological innovation enterprises, and grasp the direct financing opportunities in the equity capital market, as early as 2017, the industrial upgrading and innovation investment fund of Nanshan listed companies of China Merchants Bank of China Merchants Bank was established. The fund is a new driving force enterprise through private equity investment business, focusing on the two major themes of industrial upgrading and technological innovation Solving the financing problem provides a new tool.

It is understood that CMB Nanshan fund adheres to the market-oriented standard, and fully supports the development of emerging leading enterprises with development potential from the two major directions of listed companies and scientific and technological innovation enterprises, and provides investment and loan linkage services and landing policy support for new kinetic energy enterprises.

At the end of 2017, China Merchants Bank learned that China Science and Technology Co., Ltd. plans to launch round B equity financing. CMB established contact with Cambrian through Cambrian largest institutional shareholder Heli venture capital management (Suzhou) Co., Ltd., striving for the opportunity to participate in Cambrian B round equity financing, and became Cambrian shareholder through special fund.

Cambrian science and technology is one of the few enterprises in the world that have comprehensively mastered the core technology of intelligent chip and its basic system software development and productization. The company's core personnel have been working in the field of processor chip and artificial intelligence for more than ten years, leading the company to develop a series of independent innovation key technologies such as intelligent processor instruction set and micro architecture. Through continuous R & D accumulation, the company's products have won high recognition in the industry, and are widely used in consumer electronics, data center, cloud computing and many other scenarios. In order not to affect the overall schedule of Cambrian round B financing, CMB only took 38 days to complete the approval process. It is learned that with the growth of Cambrian chip revenue scale and the expansion of application market, CMB had planned to bind its strategic cooperation relationship with Cambrian in advance when enterprises landed on the science and technology innovation board, and to explore comprehensive service plans with it, so as to help enterprises save procurement costs and speed up The withdrawal of accounts receivable can improve the efficiency of capital utilization and strengthen the supply chain cooperation.

From point to surface

Through participating in equity financing services for new kinetic energy enterprises such as Ningde era and Cambrian, China Merchants Bank has formed differentiated competitive advantages based on professional judgment of the industry and accurate demand of customers. By expanding cooperation to the entire industrial chain, China Merchants Bank has evolved from supporting a core enterprise to supporting the entire industrial chain, and has explored a series of comprehensive operation supporting advanced manufacturing industry Cooperation mode and successful experience.

For example, in 2018, Tencent group put forward the strategic goal of "taking root in the consumer Internet and embracing the industrial Internet", officially announcing the transformation from to C to to to B business. With the deepening of b-end business and the continuous extension of industrial chain, the financing demand of supply chain of enterprises gradually emerges. CMB gives full play to the advantages of front, middle and back office cooperation to design customized supply chain financial solutions for enterprises. The project was officially launched in June 2019. After going online, China Merchants Bank (CMB) combined with Tencent's supply chain characteristics, continuously optimized and iterated the products, so as to realize the whole process online operation and second level loan. After the outbreak of new crown pneumonia in 2020, China Merchants Bank, together with Tencent group, launched a phased special support measure of "fighting the epidemic and helping small and medium-sized enterprises", reduced the financing interest rate, cancelled the access threshold, and worked together to support supply chain enterprises to tide over the difficulties. As of December 18, CMB has signed contracts with 570 suppliers, providing financing support for 362 suppliers, enabling Tencent's industrial chain and promoting the development of ecological chain. At the same time, it has also broadened financing channels for small and medium-sized enterprises and helped them tide over the epidemic.

CMB recognizes that the new kinetic energy customer group is a high-quality customer group representing the future development direction of advanced productivity in the process of the transformation of new and old kinetic energy in China's economy. To do a good job in the research, service and operation of the new kinetic energy industry is an important direction and focus of China's industrial restructuring and financial supply side reform. It is also the inevitable choice for China Merchants Bank to further enrich and optimize the customer group structure and maintain the long-term sustainable development of business.

In order to provide in-depth services to the new kinetic energy industry, China Merchants Bank has established an exclusive service system with "five separate" as the core based on the customer group characteristics of the new kinetic energy industry. In the traditional commercial banks' risk policies, portfolio management, limit management, credit and investment approval, credit line, assessment and evaluation, China Merchants Bank has set up separate policies and resources for the new kinetic energy industry to make the new business move The operation cognition, service content, service mode, resource allocation and risk management concept and method of energy customer group match with their characteristics, so as to better provide differentiated financial services for new kinetic energy customers and improve their comprehensive service ability.

Change of thinking

The new dynamic customer group naturally has strong investment and capital attributes. The management of China Merchants Bank hopes to break through the traditional business perspective of commercial banks and expand the total amount of customer financing, and provide three-dimensional, all-round and multi-level financing support for enterprise customers from the perspectives of direct equity investment, financial capital investment, self-employed investment, bill financing, bond underwriting, etc The service concept of "integration" has helped the development of real economy, accelerated the transformation of customer service of the company, and made a series of achievements, which are reflected in Cambrian science and technology and Tencent.

"There are a lot of opportunities in the trend from indirect financing to direct financing. What we see now is full of opportunities, too many. Recently, a company we invested in was listed in Cambrian. How can banks think of a day when growth stops before banks begin to make an article around the capital market China Merchants Bank President Tian Huiyu said.

Under the promotion of investment banking thinking and investment banking business, China Merchants Bank has the ability to care about what customers have in the end. To put down the burden of asset scale is an important change in thinking from the perspective of customers. Under the financial disintermediation, the cooperation between the two sides has been further deepened. Such deep cooperation is based on long-term trust and cross line integration services provided by CMB with an open mind.

Next, China Merchants Bank plans to cooperate with various investment institutions of China Merchants Department, establish linkage and coordination mechanism, and deepen the integrated service ability of investors and banks in new energy industries. The relevant person in charge of China Merchants Bank said that the key to the integrated operation of investment banks is to integrate internal and external resources, maximize the effectiveness, meet the needs of customers, extend from "internal resources" to "external resources", and completely change from commercial bank thinking to investment banking thinking.

At present, the opening degree of capital market is increasing, and innovation is emerging in endlessly. The channel of direct financing for high-quality customers is becoming more and more smooth. It is an inevitable way out for China Merchants Bank's wholesale business to build stronger ability to serve core customers, to cope with financing disintermediation and to open up sources of profit growth under the environment of low interest rate. In the future, China Merchants Bank will continue to build a mechanism system and team capacity that are compatible with the service requirements of "investment and Commercial Bank integration", and constantly improve customer service experience.