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—— The cadres and masses of Huafenghe and Minjiang Second Road Sub-branch worked hard in unity, and their business operations entered a benign track.

Huafenghe Minjiang Second Road Sub-branch is located in Minjiang Second Road, Shinan District, Qingdao, where the financial competition is the fiercest. At present, there are cadres and workers 10, and 2 other credit personnel. Due to various factors in the early stage, the problems in enterprise management are more prominent, the assessment has been ranked in the back row, and even the employee's mood fluctuates. In mid-August, 2008, the Party Committee of this bank adjusted the leading group according to the needs of work. After the leadership of the new branch was in place, it led everyone to solve the most direct problem that restricted the business development of the unit, and faced difficulties, worked hard together and worked hard. In a short time, it not only changed the mental outlook of the whole unit, but also

Business operations have also completely reversed the previous passive work situation, completely stepped out of the trough and re-entered a benign track. As of April 24th, the bank's deposit balance reached176.29 million yuan, an increase of 87.85 million yuan (including telephone charges) compared with the beginning of the year, and 260% of the annual plan was completed. The balance of various loans reached128.86 million yuan, an increase of 62.78 million yuan compared with the beginning of the year, and 126% of the annual plan was completed, realizing the "prosperity of deposits and loans". The main work measures are:

-treat each other honestly, communicate in time, unite and rally morale. As the saying goes, "the family has made progress"-a unit is no exception. After the new leadership team of the bank is in place, it is the first problem to unite the work morale of the whole bank and solve the emotional problems of some employees. First, cadres and workers treat each other honestly, communicate honestly, communicate in time, do not evade problems, and condense everyone's thoughts on the point of unit development; Second, the sub-branch team gave full play to its exemplary role, actively mingled with employees, and enjoyed it before, regardless of personal interests, and quickly won the recognition and support of employees in a short time; Third, the hot issues that some employees care about are open and transparent, which effectively eliminates employees' concerns, improves team cohesion unprecedentedly, and makes up their minds to develop; Fourth, according to the situation, a series of employee performance appraisal methods have been re-formulated. Income and contribution are linked, employees are encouraged to play their talents and make contributions, and all kinds of rewards are cashed on time, effectively mobilizing the enthusiasm of employees to participate in business marketing. In addition, in order to enhance employees' sense of identity with the company, in March, we organized existing employees to take photos with some employees who have changed jobs in the previous period, and hung them in a conspicuous position in the business hall for everyone to look up and see. Educate everyone to know that they are members of the "big family" of Huafeng Bank Minjiang Second Road Sub-branch, and all of them should strive to contribute to the development of this "big family". This move has had a strong response in the whole unit and mobilized everyone's work enthusiasm. Xu Chunlan and other outstanding employees with personal deposits of more than 30 million yuan have emerged, and the management of the whole unit has taken on a new look.

-change thinking, innovate measures, and regain confidence through development. The bank's work plan is to do a good job in capital organization on the one hand and loan marketing on the other. With the rapid development of enterprise management, it will rebuild employees' confidence in the unit and enhance their sense of identity with the unit. In view of the problem of declining deposits in the initial stage of operation, the bank changed its business ideas in time, focused on expanding small and medium-sized enterprise customers, did not rely on large households, did not fight for temporary deposits, did not fight for deposits, and mainly relied on normal business cooperation to form stable relationships to win customers. The president led the loan officers to go deep into the surrounding office buildings and commercial outlets to carry out business promotion, improve the bank's visibility and continuously expand new customer groups; The vast number of employees show their talents, cross the ocean, give full play to the advantages of social relations, actively strive for business and promote business development. Because everyone concentrated in one place in fund organization, savings and deposits alone increased by more than 20 million yuan, and the annual plan was completed ahead of schedule, making the whole deposit work at the forefront. The change of deposit situation has played an important role in re-establishing employees' confidence in development. For the first time, we straightened our backs in comparison with our brother units and were proud of the achievements made by our fund organization. In order to optimize the loan structure, the Bank adhered to the principle of "early investment and early income", combined with the construction of three new projects, seized the market positioning advantages of the Bank's small and medium-sized enterprises, strengthened publicity and promotion, and actively carried out loan marketing. All the new loans were mortgage loans, and the annual marketing plan was completed ahead of schedule, which laid a good foundation for ensuring the completion of the annual interest income index and profit index and achieved a "good start". In addition, the bank also attaches great importance to the expansion of international business customers, strengthens communication with professional departments at headquarters, and provides on-site services to meet customer needs. At present, eight new international business settlement accounts have been opened, which has created conditions for ensuring the completion of the annual international business settlement target. Xu Xiaoyan, an employee of the bank, took advantage of his family's work in the Port Authority to volunteer and donate actively. In April, he invited a well-known import and export enterprise to handle international settlement business in the bank, and the annual international settlement volume of the whole unit is expected to exceed 1 100 million yuan.

-Face up to difficulties, treat the symptoms but not the root cause, and solve problems by hard work. The problem of activating the collection of non-performing loans is the focus of employees' attention and the "bottleneck" that restricts the development of the unit. In view of the high proportion of non-performing loans in the unit, the difficulty in collecting and the complicated causes, the leading group of the bank did not shrink back in the face of difficulties, faced difficulties and resolutely laid a "tough battle" for collecting and collecting. In specific ways, they are flexible, strengthen communication with lenders, proceed from reality, do more work, and at the same time take measures, one enterprise at a time, try not to go through legal procedures and do not engage in hard confrontation with lenders. For example, a lender borrowed 1 10,000 yuan from a bank in the early stage for investment, which is a secured loan. Unable to repay after maturity, default on interest, and bad loans. After investigation, the bank found that although the customer was temporarily unable to repay the loan principal and interest, there were still some built but unsold properties in other places, so the customer was mobilized to use the property mortgage to undertake the above loans. After repeated work, he finally got the consent of the customers and was recognized by the headquarters. Non-performing loans changed from non-performing loans to normal loans and from guarantees to mortgages, and the risks were effectively controlled. For another example, a collective enterprise secured a loan of 3 million yuan in the early stage, which was unable to repay after the expiration. According to the actual situation of the enterprise, the bank negotiates with the enterprise to formulate the repayment plan of the customer's payment recovery cycle, which reduces each loan due by 30%-40%, which not only ensures the normal operation of the enterprise, but also recovers and revitalizes the non-performing loans, and also forms a tacit understanding with the enterprise and establishes a good relationship. Through hard work, the bank has collected more than 3 million yuan of activated non-performing loans this year, and the proportion of non-performing loans has dropped significantly.

—— Strengthen reference, improve deficiencies, and win customers with service. There are many banks around the bank, and the competition is fierce. In order to improve the service level, the bank has carried out a series of service learning activities for other banks. First learn from the account managers of other banks how to receive customers, and then work out the service methods of the credit personnel of this unit; The second is to learn the service characteristics of other bank tellers and improve the service shortage of employees in this unit. The third is to learn from other banks' hardware service facilities and make their own improvement plans according to the actual situation. The fourth is to learn the service etiquette, service language and service image of other bank employees, learn by doing and improve in time. For example, in response to the needs of large customers and high-end customers, the bank has specially launched a VIP service window, made exquisite VIP cards, and defined the service contents for VIP customers in detail, gradually aligning with other banks in the city, adapting to the business needs of the city, enhancing competitiveness and laying a foundation for development. (Qingdao Huafeng Rural Cooperative Bank Li Jun Liu Wei)

Ideas determine the way out. Wonderful comes from innovation.

—— The business development of Nanjing Road Sub-branch of Huafeng Hehe Bank entered the fast lane.

Huafenghe Nanjing Road Sub-branch has cadres and workers 1 1, including 2 loan officers. Since 2009, based on the urban reality, the bank has innovated ideas and updated means, and the whole bank has been United as one, with a brand-new attitude and appearance, which has effectively opened up the urban customer market, and its business operation has also been at the forefront, showing a good "deposit and loan connection". As of April 24th, the bank's balance of various deposits reached 3001.54 million yuan, an increase of 67.86 million yuan compared with the beginning of the year, completing 230% of the annual plan, of which corporate deposits increased by 54.53 million yuan compared with the beginning of the year; The balance of various loans reached 316.6 million yuan, an increase of 60 million yuan over the beginning of the year, and 120% of the annual plan was completed. The bank's main work measures are:

First, start with changing our thinking and understanding, clarify the market positioning, and firmly establish our confidence in development-"We have a large market space and great development prospects in the urban area". The burden of unit development should be chosen by everyone! In view of the fact that some employees are worried about the current business development in urban areas due to a series of factors, the Bank will set up employees' confidence in development as its primary task. 1. The president of the sub-branch led everyone to review the development process of Nanjing Road Sub-branch, and reviewed yesterday's achievements, and clearly put forward that "what was done yesterday can be done today"; The second is to introduce you to the advanced business deeds of some brother units and establish the determination that "we can do what others can do"; Third, combine the market positioning of small and medium-sized enterprises, mobilize everyone to carefully analyze the characteristics of urban customers, make joint efforts, enrich and innovate commercial marketing methods, select target customers, clarify market space, and see the advantages and development potential of urban areas. Through a series of work, every employee has ideological consciousness, fully realized that "our development space in urban areas is large, not small", and consciously and actively combined personal progress with unit development to form an organic whole, creating conditions for doing all the work well.

Second, starting from the development strategy, identify our own advantages and actively promote business products-"our business advantages in urban areas are very strong, which are incomparable to other banks." If you want to win in the competition, you must make full use of your own advantages! The bank's working method is to seize the urgent psychological needs of urban small and medium-sized enterprise customers and actively publicize the characteristics of our loan business as "flexible, fast and convenient" so as to win customers. This advantage is very accurate. As our bank has the status of an independent legal person, the loan approval procedures are faster than those of other banks, and it is easy to be recognized by customers, which creates conditions for further business cooperation. For example, banks focus on innovative business ideas, targeting many companies and enterprises in urban office buildings, and conduct public relations through the following working procedures: First, start with office property companies, first grasp the number, management and business characteristics of enterprises in the building, so as to know yourself and yourself; Second, take advantage of the favorable opportunity for office property personnel to distribute newspapers to carry our business publicity materials, and give customers a preliminary impression first; The third is the key breakthrough. There are many ways, for example, through property management companies, existing loan customers or other social resources, according to the principle of "easy first, then difficult", first determine the most easily won customer in the office building, that is, the first customer, go all out to do public relations and business promotion, publicize the advantages of our loan business, actively strive for business cooperation, strive for success in the first battle, and then gradually infiltrate other customers. The bank's practice has proved that in the expansion of office customers, as long as one point is opened, it creates conditions for capturing other points. Relying on the above working procedures, the bank won more than 10 new office customers this year. In fact, customers don't necessarily need loans. As long as they open an account in our bank and put the settlement business in our bank, they will bring deposits. By expanding office customers, the bank has absorbed tens of millions of deposits. For another example, the bank takes many housing agencies in Qingdao as an effective platform to expand personal mortgage loan business, focusing on another big "cake", introducing the advantages of our personal mortgage loan business to them through door-to-door distribution of publicity materials, and attracting them to actively handle mortgage loan business in the bank when there is a housing transaction. Due to the active second-hand housing transactions in the city and the large amount of personal mortgage loans, it has created conditions for banks to make friends with different customer groups in all aspects.

Third, starting with giving full play to employees' abilities, we should reform the assessment methods and vigorously stimulate work enthusiasm-"Our employees are energetic and capable". In order to give full play to the individual talents of employees, the bank has made a series of innovations in the assessment methods: First, it has set up a business star list. As the star of the month, the employees who performed well in the business marketing and counter service of the unit last month were included in the photo list and posted in the business hall to let customers know; Posted in the canteen, let everyone learn from the example, and inspire everyone's enthusiasm of "learning advanced, catching up with advanced and surpassing advanced" from the perspective of honor. The second is to establish a coefficient system benefit wage payment model. In addition to the individual business contribution award, the bank sets different reward scores (total score 100) item by item according to individual contributions, and the gap is widened according to the scores at the end of the month. The highest working efficiency can be 1.5 times. In addition to material rewards, employees with outstanding performance are also given appropriate holiday rewards (one more day off), which creates a platform for employees to play their talents at all levels and effectively mobilizes everyone's enthusiasm for making contributions. The third is to put the service work in an important position in the assessment. It is not enough to attract customers only by business cooperation, but also by quality service to retain customers. The bank has established a series of management methods, such as the first inquiry responsibility system and the service commitment system, and implemented the "one-vote veto system" for employee performance appraisal. We not only attach importance to the software construction such as employees' service attitude and service skills, but also attach importance to the hardware construction such as service environment and service facilities, and strive to be first-class in all aspects, giving customers a warm feeling.

Fourth, we should seize the business opportunities, innovate the service methods, and broaden the customer base-"We will have more and more customers in the urban areas, and our development will be better and better". Seize the opportunity of business development, that is, get twice the result with half the effort and get the maximum return at the lowest cost. For example, the bank seized the opportunity of the opening of the surrounding building materials market and furniture sales market, started with the work of the market management department, implemented the source public relations strategy, and actively carried out door-to-door publicity, which attracted many sales customers and broadened the customer base. In addition, the Bank pays attention to tapping the potential of existing customers and expanding its business. For example, the bank proposed a package of service solutions to meet the needs of Fucai business. First, give full play to the role of auto banking, and collect deposits in time on Monday, Tuesday, Thursday and Saturday, rain or shine, and the amount is unlimited; Second, from the convenience of customers, make full use of the advantages of Qingdao rural credit cooperative system, and actively carry out the winning business; The third is to enrich the service content and gradually deepen the cooperation from general payment business to self-service machines such as pos and ATM. In the competition with other banks, it stood out and became the main bank partner of various businesses of Qingdao Welfare Lottery Center, which led to the growth of deposits and the increase of intermediary business income, and achieved good returns. Among them, there are tens of millions of deposits with only one deposit, and the development prospects are promising.