BANKING INDUSTRY UNDERSTANDING TEA mae Monee ays Eilelea Vs RUN ERe ch coe eRe ERP ER UL lar A Dne aoe i Fl MORROW- Pomoprow L ie §: Ca AT WANT eed CI Aa Ua en a) ty Tin hing wrong al icin hang thao ma Naan Ngan hang oes TMCP Tw nhan 6 vén dau tur nuéc ngoai “noms wins hee waancsR gchar Von 8 Wan ngchdiots _Vancha gtd aia Icruenucenngeyiencocs esha tcsox cng Crtnsntrgmte igen dante tae Gncvisinctaarinatanse Rnelsechcttar Soytintne eaiomazmtusteaitane unentnds 8 tafe siroioncnantctayatavies Warkusutcomsinciee® ikweribaytccstphpins Schwing ane Stes nainassonntntan,"” Guamcncessentmare Sieegntrenacstiodencs_ antsy eon a h rink mc uu lo nase {rdch ohm moi gw cam Kétcia va ganing rung wong cia hat nude, ‘hinhann tg Vgt Nam ~Theo Lut cde 16 ra.ca hi nape gia ha nak, hal Me WTPBank ‘chattin dune, ‘thé a chin, we Eprsee S ees WOR! BANK = ae B I DV & @ Shinhan Bank vBe ree ea ‘TECHCOMBANK etanbicguilCa AT WANT eed CI Aa Ua "* | TOMORROW MARKETERS Ngan hang thong mai la té chu kinh doanh trong linh vue tién t8 ma hoat déng chi yéu va thudng xuyén la nhén tién givi, cap tin dung va cung tng dich vy thanh toan trong nén kinh té. Da Ty aid Ptr ‘vewansSx NGAN HANG TMCP NGOAI THUONG VIET NAM = “NGA HANG TMCP KY THUONG VIET NAM (S305 noi wine Tice cone THUONG VIET NAM SETS || ace NoANHANGTHCPA CHAU 2 NGAN HANG TMCP KY THUONG VIET NAM (RT || vesonk GAN HANG TMCP VIET NAM THINH VUNG (VP BANK) ‘me NAN HANG TMCP QUAN B61 || wrraack NGAN HANG TMCP TIEN PHONG ‘AGB _NGAN HANG TMCP A CHAU TERT || oossc NAN WANG THCP PHAT TRIEN TP HO CH MINH ‘Psonic NGAN HANG TMCP VIET NAM THINH VUQNG (VP BANK) SRF" | vie” NGANHANG TMCP QUOC TE VIET NAM IOV NOAN HANG TMCP BAU TU VAPHAT TRIEN VIETNAM — RRR" |) Secontans NGAN HANG TMCP SAI GON THUONG TIN |W rPsork NON HANG TMC TIEN PHONG B=" || oocs nsinHANG THC pHUONG DONG ows” NAN HANG TMCP PHAT TRIEN TP. HO CH MINH fem) ovvmse_ NAN HANG TCP HANG Hil VIET NAM ‘nn SAAN HONG HEP VA PATHE NING THEN ET == S@SHIBNGAN HANG TMCP SAIGON - HA NOI PoC cae no Okami tect r ee aeCa AT WANT eed CI Aa Ua TOP DOLA CHOW Si/Dyns SAN PHAM, ICH VY CA NAA HANS ve ee — =< oe = ot um @ @ CO @ pee ie el see pina De dic thi sin phim va dich vu cia Ngan hang lién quan tru tgp dn Tai chinh nn dan tiéng va sytin dy a hal thanh phn chinh do weg hinh inh cia ngin hing Khi nghién cu mot ngin hang, cin tim higu cde yu tS ign quan aén: + Cicloai ich wy ma nein hang cung ep (i sut,tnh da dang cia dich wh Ki ndng ti cn ech vy (i trinh, ahuona ten, tha lan thy hen} Bay tri khong glam gan leh (trang tiét bi dep mit, 6 phong cic); Nan sy: Danh tidng cia ngan hang. Sesto enagonde — pisyninse [Top 3 CHU DE NGUGI DUNG QUAN TAM INGANH NGAN HANG Source: YuNet Meda (Qu 22020)"* | TOMORROW M_} MARKETERS. NHTM CO VON NUGC NGOAI TAI VIET NAMUN! ges een ee ieBrae ELE nso) Cotten tons tt + hw cho ach Rona an + -Mé ti khodn thanh tod (Bank Account) + M@ thé ghi ng, thé tin dung (Debit/Credit Card) + Tien git (Deposit) + Chovay (Loans) + Chuyén tién (Remittance) + Bio higm (Insurance) + Dich vu ngén hang s6 (Digital Banking) + Bautu qui/chiing khodn (Invest) DICH VY VA SAN PHAM NGAN HANG THUONG MAIT [zl TOMORROW w_| MARKETERS De Ee eg Cresta oT 100% ngan hang dang d3u tu d6i méi céng nghé va phat trién kénh ban hang qua cong nghé s6 nhu internet banking, mobile banking (theo Vietnam Report 2020), ‘khong chi dimg lai 6 6, cdc NHTM dang c6 mot cube dua dé co duot: SUPPER APP ~ “ALL IN ONE” Super app thudng tich hep céc tinh nang tir chuyén tién, tra s6 du, tao tai Khodn tich ly dén cic giai phap thanh tan nhy thanh toda tién dién, thanh todn bio hiém, nap tién din thoal, vi ké ci mua vé xem phim, dichg ho. 'Bé cd dug mot super app nhu véy, phuong phap cha da 36 ngin hang [didn két vai nhiu dem vi, nbiéw doanh nghigp khac 46 tch hop thém céc tinh nang cho ing dung. Diu nay di hai nhiBu thot glan va ngubn lye trong kh trong moi cubc dua, yéu cau tién quyét la 6c a6.MOU EU) RVeKat WAY Tae) TU VPBANK ONLINE TRONG TAM CUA HE SINH THAI SO "* | TOMORROW M_} MARKETERS. hap ote in 0 pees ear Lovary Teh ne i gio ed Suen DIGITAL MARKETING song rodCOMPETITIVE LANDSCAPE (1)TU} "* | TOMORROW M_} MARKETERS. Su can tranh gia céc Ngan hang Thuong mai (NHTM) & Viet Nam kh gay gt, day la cubc chin cba khOng chi cic ngan hang trong nuséc ma con ci ‘nhong 46i thd nude ngoal véi tidm Iyc vB vin manh. Bc bist la nhtmg ngan hang tp trung vao nhém khdch hang cd nh, canh tranh cing kh let. #1, CANH TRANH BANG GIA CA: Gi cd & day la mut Iai suat va muc phi ap dung cho céc san pham, dich vw ‘ma NHTM cung ting cho céc khach hang, \ige gidm gid hoc mién phi phi dich vy di véi khach hang ca nhan la mot ccéch thu hiit khach hang mdi va gid chan khach hang ci higu qua. ‘Bac biét, trudc nhiing tac d6ng tiéu cy va kéo dai cua dai dich COVID-19, tir nim 2020 dén nay, cée ngdn hang thong mai 43 trién khai nhiéu chong, ‘trinh mién, glam phi cting nhur wu dai chi tiéu cho chi thé thanh todn. Penne) Ya Séi tai Khotn smart eta SIs Vietnbank, Khéch hang chi cn duy tri 6 du tai khodin thanh todn binh quan imBithang tir? trigu dng tr Ten hod {rd phi duy tr gi 15.000 dBng/thng thi durge mien cic loai phi nr phi dduy ti khodn thanh toa, phi duy ‘ Vietinfank iPay, phi uy te dich we bin dng thong tin ti kon qua tin nn, phi giao dich chuyén hos trong v8 ngodi he théing ing Ki ichwl_Phi uy tr dich wy (88 bao gm VAT Midna wan phi Widn pi Min ph widnoi Min pi widno Man Mi oi 3.008 /ang ibn phi 8.9004/hing Mia oh 1.000d/hing ibe ph 10.0004/n8m ib pi 8.9006/thang Mie oh ‘.004/thane Mi oi T1.0004/thang ‘ietaBank | Min phi 5.500dfhing ‘Sweombanke | Min pi | —#.0004/quy (wi pr guy dB) ‘Pani ‘ib phi 1-400 33,.00/hdng (ty a6 ich a] NCB ibn phi | 6.600 9.9004/thdng (ty gi ich vu) ‘DongAtank | widn phi] 4 950-100.0008/nsng ty han mae chuyén khod thy tébinh quan Vide ig ph ach wy Mobile Banking dng ki vi duy ti dch vy ‘ia mgt 56 NHTM ral Vet Nomerrr PCr eayy #2. CANH TRANH BANG VIEC DA DANG HOA DICH VU: Dé dp ume ngay cang tdt hon nhu cu cua céc khach hang, cic NHTM phai cung cSp cdc dich vy t8i chinh ngan hang da dang, 6c dio, tao ra nétriéng bit. Tich cuc ngién ctu dé dua ra thi trubng nhing sin phim dich vy méi voi tinh ning va tin ich wu viet hon, nhm thay thé ‘nhitng sin phd hign 6, Nhir d6, cdc NHTM c6 thé tao ra va duy tri lol thé can tranh cua minh, &&p ing duoc yeu c’u cu khach hang, gl khich hang cU va thu hat thém khich hang mei. Ngo ra, tap trung vao phn khuic ban é cing g6p phn gid cc ngan hang kim sost gidm thiu ri roma vin dam bao ting truéng tin dung an toan, Vidu: + BIDV ich hop cée tiga ich trén nn tang BIDV SmartBanking hur dat vé tau, vé xe, vé may bay, phéng khch san, mua ve xem phim, gi ibn tiétkigm, chi tra cdc dich vu thiét yéu cube Sng nh tién dign nuréc, cud dign thoai vign thong, Internet. ign ket v6i vi dién ttr MoM. ‘+ MB Bank hop tac wi MB Ageas life dé phan phéi sin phim bio hiém qua App MBBank cia MBBank. + VIB ra mat sin phim VIB online plus 2ind tich hap thé tin ddung va the than ton, "TOMO M_} MARKETERS. BIDVYMARKETERS #3. CANH TRANH BANG HE THONG PHAN PHOI: Anh phan phi purang tn tr ip dua sn phim, dch vu cla ngén hang dé vl Khdch Mang, dng tho ep ngdn hang nm bt chin x va kip tht nu chu cba knéh hang, qua 46 chi dng cli, hosn thn sin phdm, dich w, tao du kgnthusn ol rong wdc cung cdp sin phim dich vu cho Khch hang Trabe 63, cde NHTM thudng phsttién manh mi mang li chi nhsnh 88 md rng th pn va gy ste €p Ten 46 thi canh tranh, Tuy nin, hign nay ede enh phan phi hn dal vot thé v8 nhieu mat dang din tanh au bute chung duc va chon, Bao gm + Cacchinhénh ty déng hia hoan ton: Ofc cig cis kenh phn ahs nay le hoan oan 6 may mee ien dis du kh cia ce i dint + Ch nhdnh thé vig: Ku ei nha nay cv tr quan trong trong he thng ng Mang, aN 66 vo cde ch nh lu dng, Wu siém can 1 hip thi, host dénelnh how. ¢ hgbn hing ign wl: Hinhthic phn ahi nay dugethyc ign thong qua dung dién thos hc may tinh. NB cng cp cha khéch hang rt nh ib ch, Et kgm chi phi va tht gin, oat dng dude 8 mol le, mol nel. Cée laa dich due the hi thdng qua cae gio deh ign te Bao gBm: May than tos ta {im ban ang, may rt ten ty dng (ATM, Internet Banking, App Banking rn din hoa SeoXU HUONG NGANH NGAN HANG (1)U) Torsxuwons) = &) ‘i THUONG MOT TROEIGHENGIN HS 5) Cae - CDOs) Lien ké ret (3 Source: Vietnam Report "* | TOMORROW M_} MARKETERS. 1. CHUAN HOA VA MUA LAI SAP NHAP- CCéc gan hang phi dap cng chusn Base I (Higp we bao gdm nguyen tic vi lugt phil tun tha d@ han ché ri ro trong quan tr Ngan hang), dBng thoi mot 6 ngin hang 6 thé tién phong dp dung Basel, cling nhur nhimng chusn mac ‘BE tos, kidm todn qué té va quan tr théng tn, quin tr] doanh nghigp trong inh we ngan hang noi réng. Higp din thucong mai EVETA tao ra cx hoi cho cic ngin hang thong mai, ac biét la cécngan hang dang thiéu von ap {ing chusn Base I 30 ra lan song M&A manh me trong inh vue ngén hang, 9 ©@ MUFG KEB HanaBank jank of Tokyo-Mitsubishi UFJ Mua lai 15% vén ‘Mua lai 20% (2019) 6 phn (2012) BIDVS VietinBankePU ier AUTEM IEE hPa 10 Z| MARR ERS B ra. ncAn rane md (ary ‘Open banking” hay en ol 8 ngn hang nn ng ma OO bung hang in ng, 1m tie ai iu ed nnn v8 a hin (ba0 gm cd ite ti ehinh) ca ksch hang luge cdc gin hang vt chi tl chinh cho phep ben thi ba quyin tru cbp va dm s08t dvatrén sy ng cde dtu Khodn dich w cia kich hang Kh dung Gich wt chin te ayn. Cc bn tha thug ac cng ty Hh nghgp cong TTT © ener cic aa can ep ich vt cin eve ten Sip ng cao train ém nein hang tu ding, ma cn ting sy eanh tanh trén thi Z trvng, do, 43 khuyén khich sy hop teva i mes git cde nga hang va fintech. Vi dy cfc ngin hang m& nhieu API dé Két nb vt cdc cng ty tung gin than toén, tm © a aint 4 Malta, nde TOP 5 XU HUONG he @ thse mai ain vd cdc nha cung cp deh wy tén keh (Ale, rude, hang kor... abe THUG HO d Tre aA tea CDOs) BL ocxcg ¥50% } (SOE © remyTOPS XU HUONG © ‘i THUONG MOT TROEIGHENGIN HS Lien ké Source: Vietnam Report iT i XU HU'ONG NGANH NGAN HANG (3)Up (eae SP ta (eed ry "* | TOMORROW M_} MARKETERS. #3. NGAN HANG BIEN TOAN ©AM MAY (CLOUD COMPUTING) Lat ich + Gidm d6 tré dang ké va dat durge gis tri theo thar gian thy: cic gidi pphap durge c&u hin sn, gidip don ian héa quy trinh mua sém, + Tang cwrong tinh bao mat, dap ting khdi rong cong vigc tai ch6 len: a si ha tang CNTT dug cai dit trong céc trung tam di liu tai ch hod céc co 86 dinh vi; Cict6 chute c6 thé d8 dang b6 sung tai nguyén ki cSn thet, trénh phi di chuyén v8 xuat dor iu, dng thot tuan thi cic yéu clu v8 cha quyién dali + Téiwu higu qua chi phi mé hinh cho phép doanh nghiép tr tin theo ‘nhu ciu strdung, tranh ling phi dung lvong.XU HUONG NGANH NGAN HANG (4)Up TOP 5 XU HUONG ‘iN THUONG MO Troe avHEANHG "* | TOMORROW M_} MARKETERS. 33 #4, DAY MANH BAN CHEO SAN PHAM TAI CHINH NGAN HANG ao thoa hay ban chéo san phim tai chiah ngin hang tiép tue rmanh mé han, nhu gta ngin hang thucng mai véi ngdn hang Bu rngdin hang véi bao hiém va cd ngdn hang vd finh vue ching khodn, sé tig tue chat ché hon, dé tao ra mét he sinh thai cho khach hang hon, dng thot sip cho ngan hang tang thém cic khodn thu ngoai a ea Pon"* | TOMORROW MARKETERS XU HUONG NGANH NGAN HANG (5)U} Hb #5. LEN KET HOP TAC Or FINTECH & BIGTECH Knng ¢6 g!ngac nhién néu mot neay, m8 mot Une dung than ton, gol xe, - iao d® dn. ngs dng sb “bla vay" boi hang lot App cho vay dnt cong ty 18 chinh, ngén hang, thm chi cd ede eng ty cho vay ngang hang (P2?). Krone ng fo & heat done thank tosn om thn nh tute, ce eh Ws @ ——_Girsenaiten hop ta ign thingy can Sg, rong 8 cb ch cc ch ws fd phe tp, co vy uy er a= wd ®viTRA sau TOP 5 XU HUONG © A a CED: Dich wu Vi trd sau = dich vu do THUONG Mor Momo bat tay vii TPBank thu ign, TROEIGHENGIN HS ‘Theo dé, khach hang cia Momo sé dutge TPBank cp khoan vay tin chp tir 1 dén 5 trigu dong dé thanh toan mét 6 dich vy trén vi Momo, [ai ‘suat 0,15%/ngay (54%/nam). Ning oy " khdch hang dap ung di diéu kién Coeur © (a8 wie wc, Khong 6 9) chase ac déu ngay lap tite dugc cap khoan Navcht wong pt thao (eae SP tal ee Source: Vietnam Report aREVENUE & COST DRIVERS. NGANH BANK & FINANCIAL SERVICES Revenue Ngin hang dén ti 2 ngubn chinh: Interest Lai sust cho vay + Fees: Phi str dung dich vu ngan hang (commission) nh dich vy thanh tod, gin quy, Gy thac, tr vin, quan I tai sin + Thu nhap ti hoat d6ng du ty kinh doanh chirng khoan va kinh daanh ngosit, ce Khodn thu nhap bat thueing kha ‘goal céc chi phi nhu bang bén, cic cite tai Tién yong nh vién (Labor / salaries) + Chiphi Marketing + Chiphi quin bya van han (Admin and overhead) + Chiphi Research (6 nén thychign mua/ban ‘hing Khoa, ta sin; sat nhap hay mua ban cng ty, ngin hang kh khang?) + Chiphi dy phang cac khosn 18 + Wb dautu, vidu vo ne. aaa aU ee ely Ya REVENUE & COST DRIVERS Acres eh chin ingen etd ede ch ph vn inh oh: [zl TOMORROW w_| MARKETERS FINANCIALSERVICE TYPES (@) revenue DaWERs *Gi8ithichthugt ng: {Superman gang ean ef vy trv, ml geehing on ble ema ngan hing Shut, banca ghitp wy chinhTOMORROW MARKETERS OMER JOURNEY — TRADITIONAL & DIGITALG, os os Branch | [Brae] Beach arent l —VosnkOwe | [awe] ter aire] wou] Cte —] ranch [ftea) Ja [recopeatevebite | [AIM] «([BaravatMreom] 9 | onF Pet | Cretan] [todas ] | [Opie Merchant Cal [- fen/00H | fat) [Partner /Merchant | [rants] [_porrer/mercant_] Open Bankr OpenBankiaPn | “Chi thich: ekYC (Electron Know Your Customer} la Binh danh, Xéc thy bang phurong thie dign tiCUSTOMER JOURNEY — BANKING APPG [zl TOMORROW w_| MARKETERS = Wudiém: peaperctetl + Nhanh chéng, tin lo él sy slp d6 ti xa ci tu van ven, baal + M@i giao dich tai LveBank chi mat khodng 5-7 ph cho mat gio dich smd ti khodn, ohn thé ATM, md 6 tétkiém, dub 1 pht eho mi Bia0 dich nép/rit tbn. (Nhanh gp 3 in NH truyn théng) + Lam vie khong nging nahi, 24/24h va 365 ngay/nim, + Ty-déng héa voi nhigu céng nghé hig dat hd tro nhu: Biometrics ~ Sinh trchoc, st dung céng nghé nhin dang chi vt OCR, tng dung F ie ‘QR Code, nhan dién khuén mat, dual camera nhgn dign thyc thé s6ng: MEE | cholic ens nr oe ab gto Panny ies Wee eet is + Tit gidm dure mot kong lam chi phi vd quy md nha sy, chi ph quén Wy ng tha tiét kid t6 da that gian,cBng sic cua khich hang. + Iuong khch hang dé tham gla giao dich tl LiveBank ting manh hon {8p 2 fan (50 sinh 2019-2020) “Tée d6 phat triém mang lui LiveBank cla TPBank ting nhanh gp 4 Sn 0 vi tc d6 phat trién cia mat chi nhnh truyén théng, Hién c6 200 Klosks, dr kn ting len 300 va0 cui 2020, aeCro en car D>) \ [T| TOMORROW MARKETERS Cc cong nghé hign dai durge dp dyng trong TPBank Mobile App: + Ging dung dinh danh khach hang dign tir (eKYC), khach 6 thé m@ va dling ngay tai khodn véi t6i da han mite giao dich ma king can dn quay hay gSp truc tiép nhan vign nga hang. + Ging dung c& Big data va Al, cho phép khdch hang ed thé tyr tim lich ste glao dich rat nhanh ma khOng pha ra quby. Al © kind nding phan tich dr liu va higu durgc hanh vi khach hang ‘én app cé thé gel cung cp cde dich vy tét hon hose gilp phat hign ra ce giao dich bat thug, tr 46 glam thigu cc inh ning Smart Search, cho phép khich hang dién tr kha hode sir dung gigng néi dé tim kiém nhanh cic tinh nang c6 sn cia ding dung 6 thé nd, cdc sin phim, tin ich trong app cla TPBank, cdc 46 this khde cing 6, nhung chinh hing cai tin (innovation) va cing nghé hign dai bic nhit TPBank dp dung cho App |b USP hin sin phim trénén ni bat va hp dn v6ikndch hn."| TOMORROW MARKETERS REPORT, TAI LIEU DOC THEM THAM KHAO ‘Tham khdo thém report vé thyc trang va key trends forcast duéi déy BSC_Béo céo trién vong nganh Ngén hang Bs _nttpsi//www.bse.com vn/Report/ReportFile/2738294THANK YOU! = | TOMORROW M_} MARKETERS