3.1.1 Developing a credit risk management process

Lending is one of the most significant areas in banking. If today there are still credit institutions that do not issue plastic cards or do not deal in securities, then find commercial Bank, which does not issue loans to its customers, is probably impossible /74/.

To the significantly expanded Russian market of consumer and mortgage lending new players are constantly emerging, and in order to remain competitive, banks need to create favorable conditions for their customers. At the same time, one of the main problems in Russia is the lack of state guarantees for loan repayment, i.e., the state taking on a significant part of the risks, and therefore banks often overestimate the cost of a loan. An accurate assessment of borrowers helps to reduce credit risk, and hence the interest on the loan, which attracts additional customers /21, p.38/.

The main parameters for managing the bank's loan portfolio are profitability and risk levels, and their ratio determines the effectiveness of the bank's lending activities.

The main goal of the bank's loan portfolio management process is to ensure maximum profitability, subject to a certain level of risk.

The reasons for the emergence and increase of credit risks include:

Lack of proper oversight by the regulatory body;

Wrong or unqualified decisions made by the bank's management;

· unformed reserves to cover losses on loans;

Lack of internal control function;

· Lack of management experience coupled with new operating environment conditions;

lack of proper legislative framework for the purposes of banking supervision;

· re-granting loans to clients with financial difficulties;

Lending for the sake of security.

Proper credit risk management is one of the ways to improve the efficiency of the credit process. Risk management includes forecasting risks and developing measures to prevent or minimize the associated losses. The main task of Sberbank in credit risk management is risk analysis, setting risk limits and further ensuring compliance with established limits.

Sberbank manages credit risk subject to compliance with internal regulations and procedures. The Bank takes on credit risk, which is the risk that a counterparty will not be able to repay all or part of the debt when due. Sberbank constantly monitors credit risks and risk limits. Credit risk limits are updated and revised on a regular basis.

Sberbank's lending policy is aimed at improving the quality and profitability of the loan portfolio, minimizing and diversifying credit risks. To minimize credit risks at the branch level, Sberbank's Loan and Investment Committee sets lending limits for territorial banks. Territorial banks, in turn, allocate these limits to their accountable branches and structural internal divisions.

When issuing loans, Sberbank requires the provision of collateral and guarantees. Loans can be secured by real estate, securities, precious metals, personal property. Sberbank accepts guarantees from individuals. Several types of collateral may be accepted simultaneously to limit credit risk.

To manage credit risk, Sberbank subdivides its counterparties into credit risk groups that reflect the probability of default by these counterparties. Risk limits are set for counterparties assigned to any credit risk group.

The volume of a loan granted to an individual is limited by his solvency, which is calculated individually for each client using reducing coefficients to the amount of his income, as well as taking into account the amount of his debt on previously received loans and provided guarantees. The amount of credit provided to a private client also depends on the amount of collateral issued.

In my opinion, an important link in effective risk management is their forecast. To make such a forecast, statistical information about borrowers is required. As a rule, there is always little statistical information about the behavior of specific borrowers. As an efficiency criterion credit instrument we can take the ratio of efficiency to cost in the form of the ratio of the profit of a credit instrument to the total cost of obtaining it.

Consider various options for the availability of information about the borrower and methods for its processing and use using probability theory:

a) the borrower took loans many times and always repaid them in full and on time. At first glance, no risks in this case should be expected. However, it is not. It is known from mathematical statistics that the absence of violations of the loan agreement by the borrower does not make it difficult, but facilitates the assessment of the probability of non-repayment of the loan. So, for example, the average value of the probability of loan default by the borrower in this case is found by the formulas:

where Q is the probability of loan default,

n - the number of previously issued loans,

P is the probability of loan repayment.

b) the borrower takes out a loan for the first time (n = 1), i.e. there is no statistical information to evaluate his behavior in the future. In this case, the probability of repayment of the loan is equal to the probability of its non-repayment and is equal to 0.5.

c) the borrower is well known to the lender, as he took loans many times and did not always or did not return them on time. Although Sberbank in this case prefers to refuse a borrower with a negative credit history Let's consider this case as well.

If there were more than three violations of the terms of the contract, then a mathematical and statistical model can be quite easily built, with the help of which it is possible to predict the financial losses of the creditor during the implementation of the contract and make management decisions based on such forecasts.

The average value of the probability of loan default by the borrower can be found by the formula:

provided t? n, (17)

where m is the number of loan agreements, the terms of which were violated by the borrower,

n is the total number of previously issued loans.

By applying the proposed formulas in practice, together with existing risk management methods (providing collateral for loans, setting credit risk limits), Sberbank can better assess the borrower and minimize the risk of loan default. Which, in turn, is an indicator of a decrease in overdue debts of Sberbank.

In addition, the reduction of credit risk, in my opinion, may be affected by cooperation with credit bureaus and insurance companies.

Cooperation with credit bureaus will allow Sberbank to:

· reduce the cost of assessing the creditworthiness of borrowers;

improve the quality of risk management;

reduce the share of problem loans;

· reduce the cost of creating reserves.

The availability of reliable and complete information will allow Sberbank to issue loans to reliable borrowers with a higher loan-to-collateral ratio and lower requirements for the amount of collateral and guarantees, as well as to more intelligently use the above formulas for assessing loan defaults by borrowers.

As an example, let's imagine that interaction with credit bureaus is beneficial for Sberbank.

The borrower applies to Sberbank for a loan. Sberbank, in turn, applies to the credit bureau in order to obtain information about this individual, about the amount and timing of the fulfillment of obligations previously undertaken by him. But Sberbank can do this only with the consent of the borrower. The credit history bureau - in full accordance with the current legislation - makes a request on behalf of Sberbank to the borrower's bureau. Within a few minutes, information about the borrower is sent to the loan officer.

This way is convenient both for the lender and for the borrower himself, as it allows minimizing the risk of receiving inaccurate information about the borrower and loss of time for issuing a loan.

In turn, the cooperation of Sberbank with the insurance company protects the bank from crimes and illegal or erroneous actions of personnel and third parties that damage the bank, as well as some other risks associated with the occurrence of overdue and bad debts - for reasons such as force majeure and circumstances of the borrower, as well as fraud. Currently, Sberbank cooperates with the Military Insurance Company (VSK), which offers the following products for sale through Sberbank:

Figure 3.1.16 - Credit insurance of individuals /2, p.59/

Registration of VSK insurance certificates in Sberbank takes a long period of time, associated with the need for the borrower to directly contact insurance company. While this process can be optimized by creating a single information network between the insurance company and Sberbank. For example, if the borrower wants to insure, the loan officer fills out an interactive insurance form and sends it to the insurance company. Currently, at least seven days are spent on insurance operations at Sberbank. If you use a single information network, then the entire insurance process will take one day. This approach to organizing insurance is beneficial for both Sberbank and the borrower: Sberbank - will create favorable conditions for its customers and attract new ones, due to the highest quality service; borrower - will spend less time on insurance when obtaining a loan.

There is another important factor pointing to the significant potential for cooperation between Sberbank and insurers. They can not only work on insurance programs, but also develop joint marketing. This is called bancassurance or assurbanking - comprehensive customer service, offers of joint insurance and banking programs and products, unification of sales networks of insurers and banks. If this direction is actively developed, the problems with the exchange of information on risks and with the demand for insurance services from Sberbank will gradually be solved. Not only collateral will be insured, but also operational risks (fraud, employee errors, failures in information technology), responsibility of top managers and specialists, property complexes. Full-fledged insurance coverage is necessary for Sberbank, because it is an essential part of an effective risk management system.

These proposals will affect the increase in the profitability of the loan portfolio, reduce credit risks, improve financial condition and reliability of Sberbank.

In September 2009, Sberbank launched the Credit Insurance project, within the framework of which the technology of voluntary life and health insurance for borrowers and collateral insurance was developed. Now, when applying for an Emergency Loan, Auto Loan or Trust Loan, the client can join the life and health insurance program. On the onset insured event Insurance Company will pay the bank the full debt of the client under the loan agreement. The "Credit insurance" service is available for clients not older than 60 years old /for women/ or 65 years old /for men/. In the event of an insured event, the client or his representative must submit the relevant documents to the bank.

3.1.2 Development of requirements and obligations in the relationship of the bank with customers

When concluding a loan agreement, two parties participate in the transaction - the lender (bank) and the borrower (bank client). In order for both parties to be interested in concluding a transaction, it is necessary that both the bank and the client fulfill certain requirements.

Currently, a law “On consumer credit” is being developed, which will regulate the relationship of the bank with customers. With its adoption, the chaotically developing Russian credit market will be settled.

After the entry of the law on the protection of their rights, you will have to think Russian banks, and not to the population, because the law protects the rights of the borrower. This is the main advantage and the main drawback of the adopted law. The law so fully regulates all bank operations when issuing a loan that banks simply cannot deceive, mislead or deliberately keep silent about all the hidden features of their offer.

If the law in its current form is adopted and enters into force, then the population will know absolutely everything about a potential loan before receiving a consumer loan. The bill obliges banks to provide the client with a calculation of the amount of payments on the loan, a payment schedule, the procedure for calculating penalties and the amount of fines and penalties before concluding an agreement. The bank is obliged to tell about the procedure and terms for considering the application (the period should not exceed 14 days, and the bank does not have the right to take money for considering the application), about the consumer's right to refuse a loan, about the conditions for early repayment of the loan, about ways to repay the debt. At the same time, absolutely all additional fees on the loan, including those under insurance contracts, should be included in the calculation of payments, if the insurer is selected only from authorized companies. The calculation of payments will not include only notary and registration fees, as well as the cost of an independent property valuation. If information about all additional fees on the loan is not communicated to the borrower before the conclusion of the contract, the bank will be obliged to deduct them from the amount required to be returned.

Information about loan payments should be provided in a standardized form, which will be specially established by some "executive authority authorized by the government of the Russian Federation." It will also develop a unified methodology for calculating payments. The same body will oversee compliance with laws and regulations in the field of consumer lending.

After granting a loan, the bank will be obliged to inform the borrower on a monthly basis and free of charge about the amount of debt, the terms and amounts of payments, and the lending limit.

Also, the bill clearly spells out the rights of consumers to early repayment of the loan. If three months have passed since the loan was granted, the borrower has the right to early repayment. And in general, he can refuse the loan within 45 days from the date of signing the loan agreement. Moreover, if the bank did not inform him of this possibility, the person has the right to refuse the loan within a month.

This law will describe and establish legal framework on all aspects of consumer lending. However, the text of the law requires a more detailed description of some provisions, namely: the procedure for assessing the borrower's creditworthiness is not described in sufficient detail; the rights and obligations of the consumer in obtaining and using a consumer loan, as well as guarantors; the rights and obligations of the organization providing the loan; it does not describe the possible sanctions applied by the lender in case of violation by the consumer of the terms of the loan agreement, and there is not a word about the responsibility of the borrower for non-repayment of the loan.

Also, the bill "On Consumer Credit" needs to be finalized in terms of the proposed mechanisms for its implementation. For example, in relation to debt collection. That is, bankers, as before, are invited to resolve all disputes in court. As a rule, in judicial order It is very difficult to get a loan repaid. In particular, it is necessary to shorten the time judgments, allowing the trial in absentia at the first non-appearance of the defendant, to legally regulate the amount of fines.

Thus, in Russia, the relationship between banks and customers will soon be regulated by law. This will undoubtedly affect the efficiency of the lending process. Borrowers will be protected by law from fraud (obtaining incomplete information about loans) by banks. Consequently, the number of individuals wishing to take out a loan will increase. What will affect the increase in urgent loan debt of banks and increase the efficiency of the credit process.

3.1.3 Solving the problem of indebtedness on credit obligations

The draft law "On consumer credit" does not indicate what responsibility the borrower bears for non-repayment of the loan. The question of how to solve this problem remains open. The following can be made as suggestions for collecting debt from Sberbank borrowers.

1. If the client violates the terms of repayment of loan obligations, Sberbank must take all measures to contact the debtor (his authorized representative) to find out the reasons for non-compliance with the debt repayment schedule, and then, through negotiations with the client, try to find the best solutions for both parties Problems.

2. Taking into account the reputation of the borrower, his ability to continue repayments on the loan, his planned financial and property receipts, his credit history, and also based on the amount of debt, the size and nature of the security of the borrower's obligation, the creditor may decide to restructure the debt (grant a deferment or installment plan payments) or, in accordance with the procedures established by law, choose any method of forced collection of the debt permitted by law (initiate the procedure for foreclosure on the subject of pledge, apply to the guarantor or guarantor with a request to make a payment, apply a lien of property, apply with statement of claim to a judicial authority, etc.)

These measures are necessary for the financial stability of Sberbank and are aimed at protecting the legal rights of its founders (shareholders), investors, other creditors of Sberbank (depositors, holders valuable papers, banks, etc.).

3. In case of reaching a compromise on debt restructuring, providing installments or deferred payments, the parties draw up a plan for debt repayment. At the same time, Sberbank, as a creditor whose rights have been violated, has the right to demand from an insolvent or dishonest borrower additional guarantees for the fulfillment of its obligations and an increase in the amount of security in connection with the application of sanctions for late payments on the debt.

4. In case of reaching a compromise on debt restructuring, providing installments or deferred payments, the parties draw up a plan for repaying the debt. (his authorized representative):

O full amount debt (indicating the balance of the principal debt and accrued interest for using the loan), as well as the amount of sanctions applied;

On the establishment of a higher interest rate for the use of a loan, on the application of sanctions for delay, if this is permissible by law or contract. At the same time, the creditor must indicate in writing what violation of the law and the terms of the contract was committed by the debtor, and provide justification for the application increased rates and sanctions by referring to the relevant provisions of the law and the treaty. It is also necessary to indicate the date of application of these sanctions;

On the need to compensate the creditor for his costs due to the late payment, as well as the costs of the creditor and third parties for foreclosure on the subject of pledge, for the enforcement of debt, if this is provided for by law or the contract.

Sberbank, being a creditor, should not seek enrichment at the expense of an insolvent debtor. The purpose of debt collection procedures is only compensation for the financial losses of the creditor, which must be carried out in the manner and on the grounds established by law or the contract.

Ministry of Agriculture of the Russian Federation
Federal State Educational
institution of higher professional education
"Novosibirsk State Agrarian
university"
Faculty of Economics

DEPARTMENT OF FINANCE

APPROVE

Head department ___________________ (full name)

(SIGNATURE)

"____" _________ 20__

Graduate work

IMPROVEMENT OF LENDING TO INDIVIDUALS IN JSC "BANK OF MOSCOW" NOVOSIBIRSK BRANCH

5th year student gr. 4507 A.O. Chernov

Specialty 080105 "Finance and Credit"

Specialization "Financial Management"

Supervisor:

Candidate of Economic Sciences, S.A. Timokhin

Lecturer in the Department of Finance

Novosibirsk - 2011

ESSAY

The diploma work contains 72 pages of the main text, consists of an introduction, three chapters, a conclusion, a list of references, including 47 titles, contains 12 tables, 14 figures, 6 applications.

Key words: CREDIT, RISK, CREDIT, PROFIT, BORROWER, BANK, INTEREST, SCORING.

Object of observation: Open Joint Stock Company "Bank of Moscow" Novosibirsk branch.

The purpose of the observation: analysis of the technology of lending to individuals in the Bank of Moscow OJSC Novosibirsk branch and improvement of the lending process in modern conditions.

Subject of observation: lending to individuals on the example of OJSC "Bank of Moscow" Novosibirsk branch.

The first chapter describes the theoretical foundations of lending to individuals, describes the methods for their assessment.

The second chapter discusses the economic characteristics and the main methods used in the OJSC "Bank of Moscow" Novosibirsk branch.

The third chapter discusses a new methodology for assessing the creditworthiness of borrowers, the problems and main directions for improving lending to individuals in the Bank of Moscow.

The main problem of the bank is the problem of assessing the real possibilities of guarantors .

The bank proposes to use a more efficient methodology for assessing the creditworthiness of individuals - the "tree".

INTRODUCTION...…………………………………………………………………………….4

CONCEPT, ESSENCE, METHODS FOR ASSESSING THE CREDIT OF INDIVIDUALS IN BANK LENDING……………………………………………………………………………………4

1.1 The concept, essence of lending to individuals. ……………………..………..6

1.2 Information base for assessing the creditworthiness of individuals.……..14

1.3 Methods for assessing the creditworthiness of individuals………………..….…..19

LENDING SYSTEM FOR INDIVIDUALS IN JSC "BANK OF MOSCOW" NOVOSIBIRSK BRANCH ............................................…………………………………...… 27

2.1 Brief economic characteristics of OJSC "Bank of Moscow" Novosibirsk branch………………………………………………………………...…………….. ….27

2.2 Analysis of lending methods and loan products in JSC "Bank of Moscow"…………………………………………………………………….…....38

2.3 Assessment of the creditworthiness of individuals in OJSC "Bank of Moscow"………... 49

IMPROVEMENT OF THE SYSTEM OF LENDING TO INDIVIDUALS IN JSC “BANK OF MOSCOW” ...…….…………………………………………………………………………………………………………………………………………..53

1. The main directions for improving the assessment of creditworthiness .............................53

3.2 Application of a two-level assessment of the creditworthiness of an individual on the example of a client of OJSC “Bank of Moscow”………………………………………………………..57

3.3 Measures to improve the lending process in the Bank of Moscow OJSC, evaluation of their effectiveness………………………………………………………....….63

CONCLUSION…………………………………………………………………..……..66

LIST OF USED SOURCES……………………………..…...69

APPENDICES………………………………………………………………….……..73

INTRODUCTION

In the context of the transitional period in Russia, a radical economic reform opened a new stage in the development of banking. Of particular relevance in market conditions are issues related to the problems and prospects of banking services to the population, their practical implementation.

Relevance thesis due to the rapid development of the consumer lending market, the constant liberalization of lending, the need to reduce credit risks, the lack of a clear understanding among the population of the lending mechanism and a special regulatory regulatory framework.

The thesis was based on laws, instructions and other legal acts, internal regulations and instructions of a commercial bank, as well as economic literature by domestic and foreign authors, revealing the principles and methods of studying the creditworthiness of borrowers, financial statements JSC "Bank of Moscow"

Lending by banks to the population allows not only the rational use of temporarily free funds of depositors, but is also of great social importance, as it helps to meet the vital needs of the population in housing, various goods and services.

The purpose of the thesis is to analyze the technology of lending to individuals in the JSC "Bank of Moscow" Novosibirsk branch and improve the lending process in modern conditions.

Based on the goal, the tasks of the work were formulated:

the study theoretical aspects the process of lending to individuals by a commercial bank.

analysis of lending to individuals on the example of a particular bank JSC "Bank of Moscow" Novosibirsk branch.

analysis of methods for determining the creditworthiness of a client

development of measures to improve lending to individuals in OJSC "Bank of Moscow" Novosibirsk branch.

The object of research in the thesis is the process of lending in JSC "Bank of Moscow" Novosibirsk branch.

The subject of the study is lending to individuals.

In the process of work, general scientific methods and techniques were used: analysis and synthesis, methods of classification, grouping and comparison, statistical analysis and etc.

The basis for writing this work was laws, instructions and other legal acts, as well as statistical and other information sources, reporting materials of the Bank of Moscow OJSC Novosibirsk branch, economic literature of domestic and foreign authors, revealing the principles and methods of studying the creditworthiness of borrowers. Sufficient information on this topic is presented in periodicals such as "Banking", "Money and Credit", "Banking Journal".

Among the economists who have made a significant contribution to the development and improvement of the theory of consumer lending in the country, one can note I. Adadurova, N. Bunge, Vlasov V.I. Gerasimov B.I., Lauta Yu.S., Gerasimova E.B., Krivtsova A.N., Sazonov A.K., Olshany A.I., Semyunity O.G.

The practical significance lies in the fact that research in the field of collateral will increase lending and will encourage borrowers to return the funds received.

The diploma work consists of an introduction, three chapters, a conclusion, the material of the work is illustrated with figures and tables. It also contains a number of applications that allow you to visualize the lending process. At the end of the work, a list of used literature is given, including the Laws of the Russian Federation, regulations TSB RF.

THE CONCEPT, ESSENCE, METHODS OF ASSESSING THE CREDIT OF INDIVIDUALS IN BANK LENDING

The concept, essence of lending to individuals

Credit is the provision of funds by a lender to a borrower on the basis of compliance with the basic principles of lending.

Credit - economic relations arising between the lender and the borrower regarding the movement of the loaned value, transferred for temporary use on a paid basis and its return within the prescribed period.

In Russia, credit operations of banks began to develop seriously only from the seventies of the 19th century. Their development was associated with the foundation in 1860 of the State Bank.

The main function of banks in pre-reform Russia was to provide loans to landlords.

The real economic recovery in Russia began after 1900. In this regard, the reform of P. A. Stolypin deserves special attention. Its important component is the credit to the peasant. In the period from 1894 to 1900, the average rate of interest on accounting and lending operations was at the level of 7.17%.

Until 1987, lending to the population in our country was carried out, firstly, through the State Bank system and, secondly, through trade organizations when buying goods.

Lending to the population in Russia in modern conditions is carried out mainly by savings and mortgage banks. At the same time, many commercial banks, especially in the regions, are not engaged in lending to individuals, since their loan amounts are insignificant compared to the size of loans. legal entities and, as a result, their income is low.

The Bank exercises control over the intended use of loans and over the proper safety of collateral. Control is carried out on the basis of documents provided by the borrower, as well as through on-site inspections. The borrower pays interest to the bank for using the loan. Interest is paid monthly simultaneously with the repayment of the loan, starting from the 1st day of the month following the month in which the loan agreement was concluded.

The principles of lending include: urgency of return, differentiation, security and payment.

Repayment is the feature that distinguishes credit as an economic category from other economic categories of commodity-money relations. Without repayment, credit cannot exist. Repayment is an integral feature of the loan, its attribute.

The urgency of lending is a necessary form of achieving loan repayment. The principle of urgency means that the loan must not only be returned, but returned within a strictly defined period, i.e. the factor of time finds concrete expression in it. And, therefore, urgency is the temporary certainty of the repayment of the loan.

The differentiation of lending means that commercial banks should not unequivocally approach the issue of issuing a loan to their clients applying for it. Credit should be granted only to those who are able to repay it in a timely manner. Therefore, the differentiation of lending should be carried out on the basis of creditworthiness indicators, which is understood as the financial condition of the enterprise, which gives confidence in the ability and willingness of the borrower to repay the loan within the period stipulated by the contract.

The principle of credit security means that loans can be issued against certain types of credit security. In world banking practice, the types of credit collateral, in addition to material assets issued by a pledge obligation, are guarantees and guarantees of solvent legal entities and individuals, respectively, as well as insurance policies issued by borrowers in an insurance company for the risk of non-repayment of a bank loan. Moreover, not only one, but all of the listed forms of legal obligations can simultaneously serve as collateral for a loan issued by a bank.

The principle of payment for a loan means that each enterprise-borrower must pay a certain fee to the bank for the temporary use of its funds. The implementation of this principle in practice is carried out through the mechanism of bank interest. The bank interest rate is a kind of "price" of a loan. The payment of the loan is designed to have a stimulating effect on the economic (commercial) calculation of enterprises, encouraging them to increase their own resources and economically spend borrowed funds.

The cumulative application in practice of all the principles of bank lending makes it possible to comply with both macroeconomic interests and the interests at the micro level of both subjects of a credit transaction - the bank and the borrower (Fig. 1).

INTRODUCTION.. 3

APPS

INTRODUCTION

ANALYSIS OF FINANCIAL ACTIVITIES OF SBERBANK OF RUSSIA OJSC

WAYS TO INCREASE THE EFFICIENCY OF LENDING TO INDIVIDUALS

CONCLUSION

The topic of the thesis is relevant due to the fact that currently credit operations are the most in demand, as well as the main source of bank income. Every year the volume of lending to the population increases.

The purpose of the thesis is to consider the theoretical foundations of lending to individuals, and to develop measures to improve lending to individuals using the example of Sberbank of Russia OJSC.

To achieve the above goal, the following tasks were set in the thesis work:

1. Describe the basic concepts of lending;

2. Determine the main methods of lending efficiency;

3. To identify the main directions for increasing the efficiency of lending to the population;

4. Analyze the organizational and legal structure of Sberbank of Russia OJSC;

5. Conduct an analysis of the financial condition of OJSC Sberbank of Russia and an analysis of loans issued to the population in the period 2012-2014;

6. Identify problems in the process of lending to individuals;

7. Develop measures to improve the efficiency of lending to individuals and calculate the economic effect of the proposed measures.

The subject of the study of the thesis is the system of lending to individuals.

The object of the study is economic activity OJSC "Sberbank of Russia".

The research base for the thesis is Sberbank of Russia OJSC.

In the first chapter, the theoretical foundations of lending were considered. In the system of credit relations, the most important component is lending to individuals. The Bank contributes to the most complete satisfaction consumer needs population - this is the main purpose of lending to individuals. The relationship between the lender (bank) and the borrower (individual) is the main feature of lending to individuals. An analysis of lending to individuals in banks is carried out to obtain the most complete picture of the development of lending in this particular bank and in the banking industry as a whole. The main goal of increasing the efficiency of lending to individuals is to minimize risks, increase lending volumes, increase the efficiency of assets, improve the quality of loans (reduce overdue debts).

In the second chapter, the activities of Sberbank of Russia OJSC were analyzed. It is one of the largest and fastest growing Russian financial institutions with the widest branch network not only in Russia, but also in foreign countries, there are representative offices.

OJSC Sberbank of Russia occupies a leading position in the ratings among all banks in Russia, being the most reliable and stable bank.

According to all the main liquidity ratios, the indicators of Sberbank of Russia OJSC exceed the minimum indicators and do not reach the maximum level.

During the period under review, the bank's assets increased by 68%, which indicates the development of the bank at a normal pace of business activity.

The indicators of the loan portfolio of Sberbank of Russia increased by 61.6% over the period under review.

The total growth of the bank's loan portfolio for the period 2011-2013 increased and amounted to 67%. The most significant increase in indicators was observed in housing lending

In the third chapter, ways were proposed to improve the efficiency of lending to individuals and the following activities were proposed:

1. Open the position of a loan manager - the implementation of this event will allow residents of the city of Krasnokamsk to receive loans in their unit, without wasting time and effort on trips to other nearest bank branches. The result of this event will be an increase in bank customers, hence an increase in profits.

2. Organize and issue billboards for lending to individuals - dissemination of information about the services and products of the bank will lead to attracting customers to purchase new innovative services and products that are beneficial both to customers and the bank itself, as well as attracting new customers.

3. Implement a program of restructuring loans for individuals - will improve the terms of customer service, realize the bank's interests in attracting new customers, and activating old ones.

The implementation of these measures will allow small branches of the bank to increase profitability credit operations, both the entire bank as a whole and small branches.

Income from the implementation of all proposed measures for branch No. 6984/0299 of Sberbank of Russia OJSC in the city of Krasnokamsk will amount to 590.3 million rubles. The proposed measures will improve the efficiency of lending to individuals.

INTRODUCTION.. 3

1. THEORETICAL FOUNDATIONS OF LENDING TO INDIVIDUALS

1.1 Regulation and functions of lending to individuals .... 7

1.2 Methods for evaluating the effectiveness of lending. 12

2. ANALYSIS OF THE FINANCIAL ACTIVITIES OF OAO SBERBANK OF RUSSIA

2.1 Organizational - legal characteristic OJSC "Sberbank of Russia". 23

2.2 Financial analysis of the activities of Sberbank of Russia OJSC. 29

2.3 Analysis of granted loans for 2012-2014.. 35

3. WAYS TO INCREASE THE EFFICIENCY OF LENDING TO INDIVIDUALS

3.1 Development of measures to improve the efficiency of lending to individuals 38

3.2 Economic efficiency from the proposed activities. 42

CONCLUSION………………………………………………………………...

LIST OF USED SOURCES……………………….

APPS

INTRODUCTION

Servicing individuals as one of the main areas of banking activity began to develop only in early XXI century, large and rapid development received operations for lending to the population of the country.

Lending to individuals is the most frequently used service from the huge range of services offered by banks. With the help of loans, individuals satisfy their needs for vital household appliances, cars, apartments and much more. In Russia, almost every second person is faced with the need to obtain a loan from a bank for personal needs.

The degree of study of the problem by Russian scientists and foreign authors.

IN AND. Bukato, O.I. Lavrushina, L.G. Batrakova, A.Yu. Vikulina, N.I. Valentseva, A.N. Ivanova: - in the scientific works of these domestic and foreign authors, the fundamental provisions of the theory of credit are presented.

The works of Maksutov Yu.G., Batrakova L.G., Andreeva A.V. are devoted to the formation of prices for banking products. These scientists in their works focus on general approaches to determining the profitability of banking products and cost.

The works of Sokolinskaya N.E., Valentseva N.I., Badalov L.A., Kovalchuk D.A., Lavrushin O.I., are devoted to the study of commercial banks, the types of their risks and ways to minimize them. These scientists in their works offer various models for assessing credit risk in general, and also pay attention to general approaches to risk management in banks.

The provision of lending services to the population by banks is not the object of significant scientific research in the study of a separate section of the lending market. This fact provides an indication of the insufficient level of development of the topic of lending to individuals.

The purpose of the thesis is to develop measures to improve lending to individuals using the example of Sberbank of Russia OJSC.

To achieve the above goal, the following tasks were set in the thesis work:

1. Describe the basic concepts of lending;

2. Determine the main methods of lending efficiency;

3. To identify the main directions for increasing the efficiency of lending to the population;

4. Analyze the organizational and legal structure of Sberbank of Russia OJSC;

5. Conduct an analysis of the financial condition of OJSC Sberbank of Russia and an analysis of loans issued to the population in the period 2012-2014;

6. Identify problems in the process of lending to individuals;

7. Develop measures to improve the efficiency of lending to individuals and calculate the economic effect of the proposed measures.

The subject of the study of the thesis is the system of lending to individuals.

The object of the study is the economic activity of Sberbank of Russia OJSC.

The research base for the thesis is Sberbank of Russia OJSC.

In the process of writing the thesis, research methods were used such as:

1. Analysis of literature on the topic of the diploma;

2. Vertical and horizontal analysis of Sberbank of Russia OJSC;

3. Analysis of the loan portfolio of Sberbank of Russia, etc.

Increasing competitiveness Russian market credit services to the population is focused on the unlimited application of the proposed conclusions, recommendations and proposals in their activities by Russian commercial banks- this is the practical significance of lending to individuals.

In the first chapter of the thesis, Theoretical basis lending to the population” - the main concepts, types, principles, features of the lending system, as well as the main directions for increasing the efficiency of lending to individuals are considered.

In the second chapter - "Analysis of the financial and economic activities of Sberbank of Russia" - is given general characteristics bank, an analysis of the financial condition was carried out, as well as an analysis of the effectiveness of lending to individuals, for the period 2012-2014.

The third chapter - "Ways to improve the efficiency of lending to individuals" - suggests ways to improve the efficiency of lending to individuals, and also calculates the economic effect of the implementation of the proposed measures.

In conclusion, the results of the research and general conclusions on the thesis are presented.

The application includes the following documents: balance sheet, income statement, income statement.

So, let's consider the theoretical and methodological aspects of lending to the population in the first chapter of the thesis.

THEORETICAL BASIS OF LENDING TO INDIVIDUALS

The modern Russian practice of lending to individuals by banks needs to be improved. Development credit relations population with banks is not only an economic issue, but also a political and social one. In addition to the necessary economic and political stability, the development by commercial banks of a socially oriented credit policy in relations with the population, it also requires the modernization of the forms and methods of lending, the improvement of loans, the use of the experience of foreign countries with a market economy.

Lending to individuals is a rather risky operation, and an increase in the share of such loans in the portfolio increases the bank's credit risk. One of the main measures to prevent possible losses- a correct assessment of the borrower's ability to fulfill its obligations. Equally important is the problem of proper organization of the credit assessment procedure...

• -developed infrastructure (customers should be able to make non-cash payments in a large number of shops, restaurants, pay for communication services with a card);
• - a variety of access channels for obtaining the necessary information and services, providing customers with the possibility of remote round-the-clock information service (making the service convenient for customers, providing new types of services, banks need to strive to fulfill the main condition under which retail lending can be profitable - scale);
• - sufficient equipment with technical means (for example, in Russia with a population of almost 150 million people, only 9.5 thousand ATMs are installed, and in Canada, where 33 million people live, 30 thousand ATMs operate);
• - a unified approach to the management of all financial flows of the bank, the integration of the retail business into the general policy of the bank in order to obtain the greatest efficiency of the services provided;
• - reducing costs and risks, improving the efficiency and quality of public services, reducing operating costs, as well as the timing of consideration of applications and issuance of loans.

Also, one of the most important problems in recent years is the competition of banks with trade organizations. The latter provide loans to almost everyone who applied for them. To do this, you need to submit to the store only a passport and a certificate of income from work for the last 6 months. Sometimes they don’t even require certificates, but only require the number of the pension insurance certificate or TIN. That is, the number of documents is sharply limited compared to the required bank, and the buyer does not need to spend time collecting all kinds of certificates and documents, insuring lending objects and his own life and health. In addition, an important problem is the amount of interest at which a trade organization issues loans. It ranges from 0 to 29 percent per year in different stores, depending on the bank with which the store works. So O.V.K. charges 29 percent per annum. But, as a rule, the interest rate is 10 percent per year. In addition, a deferred payment for the payment of debt and interest for 1-2 months is provided. Sometimes the store includes the interest charged in the price of the goods in advance, and then the sale of the goods on credit looks like an installment payment for the goods, which also interests the buyer. Another positive point for the client is the lack of collateral for loans provided by trade organizations, while banks require a guarantee or collateral 2-4 times the amount of the loan and accrued interest.

If the buyer takes a loan from the store to buy a TV worth 12 thousand rubles. for 6 months, then the interest on the loan will be 600 rubles. Having paid an initial fee from the amount of 12600 rubles. at a rate of 10%, the monthly payment for the remaining 5 months will be 2280 rubles. per month. Moreover, it takes 15 minutes to process a loan in a trading organization.

If a person goes to the bank, they must pay at least 30% of the value of the thing, which is 3600 rubles. Interest on the remaining amount of 8400 rubles. will amount to 798 rubles for 6 months. In addition, you need to collect a lot of documents, bring guarantors and wait up to a week to get permission for a loan, or you may not get it. In addition, the bank may require a deposit in the amount of several tens of thousands of rubles. It is hard to imagine that at home an ordinary buyer can cost 20, 30 or even more thousand rubles, and what can be provided as a pledge.

also in loan agreement a fee for servicing a loan account can be set - up to 3%, and a minimum of 250 rubles, which makes the loan even more expensive. Thus, the bank loses to trade organizations, both in the amount of interest and in the speed of granting loans. Therefore, the bank needs to simplify the process of issuing loans. lending individual commercial

When studying the documents that must be submitted to the bank, it turned out that some documents duplicate each other. A passport is provided to the bank, from which a photocopy is taken by a bank employee. But in addition to the identity card, the borrower, guarantor, mortgagor must submit a certificate of registration at the place of residence. That is, despite the fact that there is a registration mark in the passport, a certificate of the same is also needed. The bank must require a certificate from the place of residence if it does not match the place of registration.

When using property collateral as collateral for repayment of a loan, the borrower must submit when pledging real estate:

• - documents confirming the ownership of an apartment, a room: a certificate of ownership of a dwelling, a transfer agreement, a sale and purchase agreement, an exchange agreement, a donation agreement;
• - a certificate of the value of the object from the MUPTI or another body that maintains the technical accounting of real estate objects;
• - a copy of the financial and personal account;
• - extract from the house book;

The house book indicates registration at the place of residence, the area of ​​\u200b\u200bthe building, its number, i.e. here the data on registration at the place of residence, area of ​​real estate and other data that the bank has already received from the above documents will be repeated.

In the case of a loan secured by an apartment or room being purchased or under construction under an investment agreement, the loan agreement must provide for the borrower's obligation to submit to the bank Required documents to conclude a mortgage agreement, including an insurance policy: real estate and on yourself.

Sometimes, due to the complexity of the provided package of documents, a mortgage loan can be issued up to 4 weeks. One of the disadvantages is also the conclusion and provision of a marriage contract. It is necessary to reduce the indicated terms for submission of documents for concluding a mortgage agreement by at least 2 times.

The creditworthiness of the client in the world banking practice appears as one of the main objects of assessment in determining the feasibility and forms of credit relations. The ability to repay a debt is associated with the moral qualities of the client, his art and occupation, the degree of capital investment in real estate, the ability to earn funds to repay loans and other obligations.

The list of elements of the borrower's creditworthiness and indicators that characterize them may be broader or shorter depending on the objectives of the analysis, types of loans, loan terms, the state of the bank's credit relations with the borrower. The optimal or acceptable values ​​of such indicators should be differentiated depending on the activities of the borrower, the specific terms of the transaction, etc.

To date, there are several basic methods for assessing the creditworthiness of customers. The systems differ from each other in the number of indicators that are used as components of the overall assessment of the borrower, as well as different approaches to the characteristics and priority of each of them. One of the ways to assess the creditworthiness of individuals is scoring.

Customer characteristics are evaluated in points, the points are summed up, the resulting rating is compared with a threshold value. The critical rating value should be determined on the basis of statistical data and periodically reviewed to balance the two types of risk (granting a loan to an insolvent client and refusing to issue a creditworthy client). In addition to the “cut-off limit”, other intervals of the obtained scores can be developed, for example, a range of values ​​is established at which additional analysis is required, or for each interval with acceptable score values, the maximum possible loan amount, conditions for its security and interest rate are determined.

The most important factors taken into account in this model are: age, marital status, number of dependents, residential property, income, bank accounts, duration of employment in general and in this job, duration of residence in the area, recommendations from other financial institutions.

In addition, a distinctive feature of the scoring method is that it should not be applied according to a template, but developed independently by each bank based on the characteristics inherent in it and its clientele, take into account the traditions of the country, changes in socio-economic conditions that affect people's behavior. Before widely introducing scoring, each bank analyzes the effectiveness of the current model and, if necessary, modifies the set of characteristics of the borrower and the scale of their numerical assessments.

The author of the methodology, David Duran, noted that the formula he derived can help assess the reliability of an ordinary borrower, but in extraordinary cases one cannot rely on its forecast. He identified a group of factors that make it possible to determine the degree of credit risk when obtaining a consumer loan.

The following parameters and characteristics of the client can also act as credit scoring coefficients: the client’s participation in financing the transaction (the larger the share of funds contributed by the client, the better his rating), the purpose of the loan, marital status (preference is given to a family with fewer than three children), health status, education, career development, net annual income, average bank balance, loan term ( long-term loans are more risky and, therefore, lower the rating, the term of the loan depends on the purpose of obtaining it). It should also be taken into account that frequent moving and changing jobs give rise to doubts about the sustainability and stability of the borrower's position.

The experience of foreign banks shows that an applicant for a consumer loan receives higher scores for the accurate repayment of previously used loans, stability of income (and, above all, wages), the duration of work in one place and the period of residence at a given address, and the presence of their own housing. When evaluating the scope of employment, preference is given to public service. The critical value of the rating should be constantly reviewed by the bank in accordance with the results of its work, so that the changed conditions do not lead to the “cut-off limit” being too high and the bank incurring losses, but not in the form of missing money, but in the form of lost money. the benefits of not extending credit to sound borrowers whose scoring does not accurately reflect their true creditworthiness.

There is another credit scoring system for assessing the creditworthiness of individual borrowers, the advantage of which is that it allows you to take into account many factors at the same time. On the other hand, the valuation method is more adapted to a quick response to changes in the economic environment in the present or future. An experienced specialist should be able to quickly take into account changes in the outside world when predicting the future creditworthiness of the borrower. The credit scoring method in such cases, as a rule, is less effective, its disadvantage is that it is based on statistical data of past periods that have lost their relevance and veracity due to the changes that have occurred.

By creating the conditions for express analysis, the scoring method allows, in the presence of a potential borrower who has applied to the bank and filled out a special questionnaire, to give an answer about the possibility of issuing a loan within a few minutes, taking into account the information promptly received from the credit bureau. Recognizing the undoubted advantages of the scoring method, foreign banks invest great efforts in its development, sparing no money and time.

In practice, a rational combination of the evaluation method and credit scoring is used. The method of credit scoring determines obviously unreliable and obviously reliable borrowers. Those individuals whose score fell between these two criterion values ​​are subjected to additional analysis using more information and evaluation methods analysis.

The system of scoring the creditworthiness of individuals is beginning to be developed in Russian banks. Being high-tech, this method is used in banks that implement large consumer lending programs using plastic cards. Currently, about 20 banks offer credit cards. However, scoring is mainly used to strengthen partnerships between credit and trade organizations in the form when a bank employee, being directly in a store, accepts completed questionnaires containing necessary information about clients (personal data; data of an identity document; address of registration at the place of residence; address of actual residence; social status; marital status; number of children and dependents; amount of personal and family income; type of real estate; information about education and place of work, etc. .).

As for the possibility of a deep adaptation of the credit scoring system to Russian conditions, this will require the creation of a number of socio-economic prerequisites: an increase in living standards, an expansion of the “middle class” (at least 25-30% of all economically active members of society), the development of a mortgage lending, etc. As the experience of other countries shows, only a stable, progressive development of business based on the equality of all forms of ownership can ultimately create active prerequisites for the development of lending in Russia.

The expansion of credit scoring (especially in the issuance of credit cards) could be greatly facilitated by increasing the resistance to “transparency” of personal income, accelerating the establishment of a credit reference bureau, training in skills and sharing experience in automated analysis of loan applications.

The focus of economic work related to scoring should be systematic testing of the effectiveness of the current scoring model to adjust the rating scale, which should be made as bad loans are identified, economic conditions and family lifestyles change. The result of the next review of the effectiveness of the selection of borrowers may be a decision to shift the focus from one performance indicator to another, which in given time is more significant for determining creditworthiness. And vice versa - individual performance indicators should be lowered in points or excluded from the current model altogether. It may also be necessary to update the internal grading of scores for one or more indicators that characterize the quality of loan applications. One more important direction in the analysis should be noted: the bank can experiment with a critical amount of evaluation points to reduce or increase consumer lending, depending on the ratio of "bad" and "good" loans. With the improvement of the dynamics of this ratio, a bank that wants to expand its customer base and get additional income may deliberately increase credit risk by lowering the critical amount of "passing" scores for credit applications.

Improving the scoring system for selecting borrowers with a balanced use of foreign experience should improve the quality of services provided by banks to the population and help increase consumer lending, stimulating demand for goods and expanding their production.

The most important condition for the development of bank consumer credit in Russia is the activation public policy in the field of regulation of monetary incomes of the population, which, in particular, involves the transition throughout our country to such a progressive form of payment for hired personnel as the minimum wage for one hour of working time. The need for this is motivated by the following: the average level of total monetary incomes of the main strata Russian society remains low. At the beginning of the XXI century. the real money incomes of many Russians were much lower than the corresponding incomes of residents of countries - members of the European Community (EU), the United States and even many third world countries. AT modern Russia the estimated nominal hourly wage is only $0.4, while in the US the rate ranges from $7 to $11 per hour. According to UN experts, the minimum wage below $3 per hour is unacceptable, as it leads to the destruction of the labor potential of the national economy. Given the above circumstances, it would be necessary to include in the Labor Code of the Russian Federation amendments providing for an increase in the minimum wage for employees.

A certain part of the deducted salary is still paid in our country to many employees in hidden cash rubles or US dollars, i.e. “in envelopes” in “black cash”, or according to the so-called gray schemes, which does not allow Russian banks to see the real money incomes of individuals as potential borrowers. significant portion Russian population lives below the poverty line. According to the calculations of specialists from the Institute of Socio-Economic Problems of the Population of the Russian Academy of Sciences, the proportion of poor people in Russia is about 35%. According to independent experts, the simplest calculations show that the total number of poor Russians is about 100 million people, or more than 70%, and not 34%, according to official Russian statistics. "Simply rich" Russians now account for about 5% in the country. The middle class in modern Russia is still very thin and is only being formed. Of course, certain adjustments should be made here for the monetary incomes of Russians from the "shadow" economy, which are not fully taken into account by official Russian statistics.

Further improvement of the organization of lending to individuals requires the solution of a number of problems. Consumer loans are currently issued not only by banks, but also by enterprises and organizations that credit functions are not inherent. In addition, lending to the consumer needs of the population by many organizations hinder the solution of many issues. Difficulty learning prospects further development consumer loans, agreeing on the terms of their use. The issuance and repayment of loans are linked to indicators of the balance of cash income and expenditures of the population.

In this regard, it seems appropriate to significantly expand the list of types of loans provided to clients for education, for organizing their own business, as well as provide various services, including informing clients about programs to stimulate investment and entrepreneurship.

It is necessary to soon adopt amendments to the legislation that will facilitate the work with real estate, collateral.

Domestic banks should intensify their lending activities in relation to the population, expanding the range of loans provided to them for various purposes. First of all, it is necessary to create conditions for the development of consumer loans and loans that stimulate individual labor and private entrepreneurial activity of the population.

Currently, many citizens are in need of long-term loans for the purchase of agricultural machinery, Vehicle, equipment, materials for housing construction. Here market economy offers wide use mortgage loan- long-term loans provided by banks on the security (mortgage) of real estate, primarily land.

In recent decades, such a progressive form has become increasingly widespread. banking service corporate and private clients, such as Internet banking, which is usually understood as the provision by banks to legal entities and individuals of relevant services via the Internet using a special software and hardware complex.

Modern Internet banking provides customers with the opportunity to quickly and without any participation of bank personnel to receive a loan in the form of a deferred payment for purchased goods and services through the use of credit cards in non-cash retail payments. Many American Internet banks are already issuing consumer auto loans and home mortgage loans to private clients, and lending to homeowners secured by their real estate.

In Russia, the market for Internet banking services is at the initial stage of development. A small proportion of Russian banks offer their customers various forms of remote service via the Internet.

JSC "Avangard" in the process of improving lending to individuals should:

• - Raising awareness of new types of loans;
• - observance by banks of an individual approach in lending and taking into account the interests of each borrower;
• - conducting marketing research of banks in order to identify the needs of the population in new types of loans;
• - study overseas experience lending banking clients and constantly analyze Russian practice in this area.

During a period of decline in customer activity, various promotions should be carried out to attract customers. For example, to reduce the percentage for servicing a loan account, to develop effective promotional activities, since not all types of loans are in demand equally.

It is necessary to focus on the training of employees of credit departments of inspectors, taking into account the fact that the bank serves different clients, to find approaches to a potential borrower as quickly as possible, and also to draw the right conclusions about the client's solvency, thereby reducing the risk of loan default and not scare the borrower away with your questions.

Sberbank of Russia OJSC has the following types of consumer loans for any purpose:

1. No collateral

Advantages of the loan: up to 1.5 million rubles for any purpose without collateral and guarantors, without commissions, the possibility of obtaining credit card VisaCreditMomentum / MasterCardCreditMomentum or personalized credit card

Quick decision making on granting a loan;

To consider a loan application, only a passport is required;

Reduced rates apply.

Providing a loan in any lending unit, regardless of the place of registration in the territory of the Russian Federation;

Possibility to apply for a loan in Sberbank Online without visiting the Bank's office.

Table 3.1 - Credit terms for consumer loans without collateral in Sberbank of Russia OJSC

Table 3.2 - Interest rates on consumer loans without collateral in Sberbank of Russia OJSC

Requirements for borrowers: age at the time of the loan is not less than 21 years, age at the time of repayment of the loan under the agreement is not more than 65 years. Work experience of at least 6 months at the current place of work and at least 1 year of total experience for the last 5 years.

The term for consideration of a loan application for clients receiving salaries to an account with OJSC Sberbank of Russia is within 2 hours from the date of submission of a complete package of documents to the Bank. In other cases - within 2 working days from the date of submission to the Bank of a complete package of documents.

2. Loan secured by individuals

Advantages of the loan: up to 3 million rubles for any purpose, attractive interest rates without commissions, the possibility of taking into account the income of spouses in order to increase the loan amount, the possibility of obtaining a VisaCreditMomentum / MasterCardCreditMomentum credit card or a personalized credit card.

For clients with salary card(deposit) or receiving a pension to a card/deposit account, in Sberbank:

To consider a loan application, only a passport is required;

Reduced rates apply.

Providing a loan in any lending unit, regardless of the place of registration in the territory of the Russian Federation.

Table 3.3 - Lending conditions for a consumer loan guaranteed by individuals of Sberbank of Russia OJSC

Table 3.4 - Interest rates on consumer loans guaranteed by individuals in OJSC Sberbank of Russia

Requirements for borrowers: age at the time of the loan is not less than 18 years, age at the time of repayment of the loan under the agreement is not more than 75 years.

Work experience of at least 6 months at the current place of work and at least 1 year of total experience for the last 5 years.

The term for consideration of a loan application is within 2 working days from the date of submission of a complete package of documents. You can get a loan within 30 calendar days from the date the Bank makes a positive decision to grant a loan.

Partial or complete early repayment the loan is carried out upon an application containing the date of early repayment, the amount and the account from which the transfer will be made Money. The date of early repayment indicated in the application must fall exclusively on a business day.

3. Credit to military personnel - participants of the accumulative - mortgage system

Benefits of the loan: for any purpose, including as an additional payment for the purchased apartment. Attractive interest rates, no fees. Opportunity to increase the loan amount by attracting a guarantor.

Table 3.5 - Terms of lending on a consumer loan to military personnel - participants in the accumulative - mortgage system in OJSC Sberbank of Russia

Table 3.6 - Interest rates on consumer loans to military personnel - participants in the savings and mortgage system in Sberbank of Russia OJSC

Requirements for borrowers: age at the time of the loan is not less than 21 years. At least 6 months of work experience at the current place of work and at least 1 year of total experience for the last 5 years, other:

The borrower must be a member of the accumulative mortgage system;

The borrower previously / simultaneously submitted a loan application for a mortgage loan under the program " military mortgage» Sberbank or the Borrower has a valid loan provided by the Bank under the Military Mortgage program.

The term for consideration of a loan application is within 7 working days from the date of submission of a complete package of documents.

You can get a loan within 30 calendar days from the date of the Bank's positive decision to grant a loan.

Minimum size the early repayment of the loan is unlimited, the fee for early repayment is not charged.

4. Loan secured by real estate

Advantages of the loan: attractive interest rates, no commissions. It is not required to provide and confirm the intended use of the loan.

Table 3.7 - Lending conditions for a consumer loan secured by real estate in OJSC Sberbank of Russia

Table 3.8 - Interest rates on consumer loans secured by real estate in OJSC Sberbank of Russia

Age at the time of the loan is not less than 21 years, age at the time of repayment of the loan under the agreement is 75 years. Work experience of at least 6 months at the current place of work and at least 1 year of total experience for the last 5 years.

Loans are not provided to the Borrower/Co-Borrowers if the Borrower/at least one of the Co-Borrowers is:

Individual entrepreneur;

Head / director, deputy head, chief accountant, other person with the right of first signing of financial documents, a small enterprise (partnership, company, cooperative) with up to 30 employees;

The owner (participant) of a small enterprise (partnership, company, cooperative) with a share of ownership of more than 5%;

Member of a peasant (farm) economy.

The term for consideration of a loan application is within 2 - 8 working days from the date of submission of a complete package of documents.

Let's move on to the rationale for the events.

Rationale for activities

The total volume of loans in OJSC Sberbank of Russia also increased in 2014, however, in the first months of this year 2015, the increase was 2%, and taking into account the exchange rate difference, there was a decrease by 1%. At the same time, as of February 1, 2015, loans to private clients accounted for 16.0% of the total loan portfolio of the bank, and the volume of these loans has been decreasing recently. Therefore, the effectiveness of additional measures is key to support lending to private clients.

Consumer lending in modern conditions occupies an important place in the activities of commercial banks and trade organizations. This type of credit stimulates the sale of goods and services, saves distribution costs, and brings significant income and profits to lenders. In turn, the population gets the opportunity to purchase the necessary thing at the moment of its highest relevance for the consumer. According to statistics, about 42% of Russian residents live on credit.

Consumer lending not only stimulates demand, but also performs an important social function. In terms of the number of loans issued, small loans in the amount of up to 50 thousand rubles are in the lead.

Figure 3.1 - The share of loans issued depending on the size of the loan

These days, the biggest benefit for banks and wealth creation is lending to the low-income mass segment. During the initial development of consumer lending, banks worked specifically with wealthy people. As the market became saturated, it became clear that it was necessary to look for other segments, switch to unsecured lending, because most customers have nothing to offer as collateral.

Satisfaction of consumer needs of the population - difficult process interaction of incomes and expenditures of the population. Depending on the amount of income, the volume of consumer spending of the population is fully or partially satisfied. In the case of partial coverage of expenses by income, the population has unmet needs. Depending on the amount of income, it is possible to satisfy these needs through the mechanism of savings. Moreover, for groups of the population differing in income level, it is necessary to have unequal time for the accumulation of savings in order to meet the need that has arisen. In this case, there is a time gap between the moment the need arises and the moment it is satisfied. Reducing the time gap is possible with the help of lending to the population.

Consumer loans are usually focused on the purchase of goods. The share of the purchase of goods in the income of the population is the largest and amounts to 60%.

With development banking system in Russia in last years there was an increase in the number of banks, as well as their branches and representative offices. It is very difficult for an ordinary consumer to decide on the variety of lending conditions offered by various banks. In the process of choosing the optimal loan terms, the borrower faces a number of problems.

Since borrowers have the opportunity to choose, the first step should be to familiarize themselves with the terms of the contract and compare them with the terms offered by other lending institutions.

The first problem that arises on the way of the borrower is familiarization with the terms of the loan agreement. The lending procedure of many banks is structured as follows: first, a loan application is formulated, then it is checked credit file, the creditworthiness of the borrower is studied, and only after deciding to issue money, the bank's specialists issue an agreement. Thus, the borrower sees the loan agreement only at the end, on the day of signing the agreement, therefore, unfortunately, he does not have the opportunity to evaluate its conditions immediately, at the beginning, and even more so to compare with the terms of agreements of other banks.

The second problematic point is precisely the competent assessment of the cost of borrowed capital. The cost of borrowed capital is usually associated with the interest rate on a loan, and theoretically, in order to determine the cost of borrowed capital, it is necessary to study the rates announced by banks and choose the lowest one. However, practice shows that such an analysis is insufficient.

Often banks charge this rate not once, but every time you pay a loan and interest on it. This procedure, in turn, affects the real interest rate on the loan, significantly increasing it. This is the next, third problem, the problem of the so-called "hidden fees"; therefore, it is a good idea for bank customers to immediately find out whether this procedure is a one-time one.

And, finally, the fourth problem is the organizational issues of obtaining a loan: as a rule, these are problems of the bank's management. Not for the benefit of banks is the fact that their specialists, as a rule, do not give information by phone. It is almost impossible to find out what package of documents is required to obtain a loan, what scheme operates in a bank, and indeed to obtain any information that is significant for the borrower using a call, in some banks it is almost impossible: employees are asked to appear at financial institution personally. This is understandable from the point of view of the bank, but significantly complicates the procedure for collecting information for the borrower.

The final confirmation of the effectiveness of the implementation of the proposed activities was a survey of the population of the city of Krasnokamsk.

Table 3.5 - Survey of the population about lending in OJSC "Sberbank of Russia"

The survey shows that residents of the city of Krasnokamsk need borrowed funds from the bank, but do not have the opportunity to go anywhere to apply for a loan. The survey results are presented below in more detail.

Figure 3.2 - Results of a survey of residents on the question: Do you want to get credit from Sberbank of Russia OJSC?

Thus, in this chapter, the following measures are proposed to improve the efficiency of lending to individuals:

1. Open the loan manager's position

2. Organize and issue billboards for lending to individuals in the bank's branch in the city of Krasnokamsk and at customer service points, posting on these billboards complete and accessible information on the terms of lending to the population;

3. Improve the loan restructuring program for individuals - by reducing interest rates bona fide borrowers of the bank for subsequent lending.

Increasing the efficiency of lending to individuals of Sberbank of Russia will allow the bank to strengthen its competitive advantage, attract new borrowers, and significantly increase its profitability.