New changes in banking sales business structures: fund agency sales income shrinkage insurance and financial management have increased significantly

27aug

In recent years, our reporter Peng Yan has increased the wealth management market, while the agency sales business is an important starting point. With the release of the semi -annual report of listed banks in 2022, the performance of banking sales business has attracted much attention. According to the released semi -annual report of the Securities Daily, the "Securities Daily" found that most of the fund sales revenue of most listed banks decreased year -on -year, while insurance and wealth management agency sales income increased significantly. In response, Xue Hongyan, deputy dean of the Star Financial Research Institute, told reporters that the changes in bank sales business income structure are related to the changes in resident wealth allocation structure in the first half of the year. In the first half of this year, due to the fluctuations in the capital market, the enthusiasm of residents' purchase of funds decreased significantly, resulting in the general shrinkage of bank sales fund income. At the same time, bank wealth management and life insurance products with smaller volatility have begun to be favored, especially the increased lifelong life insurance products, which has been popularized, driving bank agency insurance income generally rising. Industry insiders said that in the era of comprehensive net worth, if banks want to go further in the Great Wealth Management Circuit, they should change their concepts, change from selling products to management wealth, and effectively adjust the performance incentive mechanism with customers as the center to enhance customers' sense of gain. At the same time, it is necessary to improve product richness and provide precise services through digital technology. A change in the revenue structure of the agency sales business found that a number of banks' sales insurance and financial business income increased by more than 20%. For example, China Merchants Bank semi -annual report shows that in the first half of this year, the bank's agency insurance income was 8.984 billion yuan, an increase of 61.61%year -on -year, mainly due to the rise of risk aversion emotions and demand in the volatility of the capital market. The proportion increased year -on -year; agent sales financial income was 3.493 billion yuan, a year -on -year increase of 22.6%. It mainly benefited from the construction and product organization of open platforms. The scale of retail wealth management increased well. At the same time, the income of fund, trust and other agency sales has decreased year -on -year. In the first half of this year, China Merchants Bank's agency fund revenue was 3.474 billion yuan, a decrease of 46.95%year -on -year, mainly due to the decrease in the configuration of customer equity products under market fluctuations. Ping An Bank also mentioned in the semi -annual report that the agency fund revenue was 1.683 billion yuan in the first half of this year, a year -on -year decrease of 29.3%, which was mainly affected by the market and other factors. 424 million yuan, a year -on -year increase of 29.3%. Regarding the changes in bank sales business income structure, the dean of the Research Institute Yu Baicheng told reporters that from the perspective of some bank's wealth management income, the biggest impact was the first half of the year. It has a greater impact on its decline in its wealth management income. At the same time, due to the rise in risk aversion of customers, the income of agency insurance and consignment wealth management has increased significantly. The rapid growth of proxy insurance and wealth management income has also helped the bank's handling fee income and non -interest income growth. For example, the Postal Savings Bank semi -annual report shows that in the first half of the year, the bank's handling fee and commission net income was 17.88 billion yuan, an increase of 6.451 billion yuan from the same period last year, and a year -on -year increase of 56.44%. Among them, handling fees and commissions revenue of 3.074 billion yuan, an increase of 6.039 billion yuan from the same period last year, an increase of 25.13%year -on -year. Specifically, the proxy business fee income was 11.733 billion yuan, an increase of 1.879 billion yuan from the same period last year, a year -on -year increase of 19.07%. Helping customers' assets preservation and appreciation, agency insurance and other business income achieve rapid growth; financial management business fee income is 5.416 billion yuan, an increase of 3.294 billion yuan from the same period last year, mainly due to the increase in net worth products, as well as promoting the one -time factors of net worth product transformation. Essence The banking wealth management business is facing challenges. At present, the transformation of many commercial bank's wealth management business has continued to advance, and the agency sales business has become an important "grasp" for banks to increase wealth management. However, in the first half of this year, affected by the formal implementation of the capital market fluctuations and the new rules of asset management, the growth of bank wealth management revenue was under pressure, and the development of the agency sales business also faced higher requirements. Yu Baicheng said that the model of growth through the scale of traditional asset expansion has been difficult to succeed. Therefore, many banks seize the opportunity and use digital technology to transform to retail sales represented by Great Wealth Management. In recent years The non -interest income achieves rapid growth. However, in the first half of this year, multiple uncertain factors have a greater impact on bank wealth management business, and some bank retail business has been challenged. "Excluding the inaccurate phased factor in the first half of the year, in the process of bank retail business or wealth management transformation, it is necessary to pay more attention to the growth of the number of retail users and the management of customer assets (AUM) indicators, increase the richness of the product, and use digital technology through digital technology To achieve precise services and good experiences, these are the basis for the transformation of bank wealth management. "Yu Baicheng thought.

Su Xiaorui, a senior analyst of the financial industry, said that in the era of comprehensive net worth, for commercial banks' agencies, banks can improve the product matrix related to the sales of sales by providing innovative and rich financial services at the C -end level, and integrate " "Various businesses with" various businesses provide more services for users, enhance user activity, and strengthen user retention; from the perspective of B -end, banks need to continuously expand channels, strengthen brand awareness in the financial market, and will sell for their sales and banks themselves Other businesses are organically integrated to improve professional services. China Merchants Bank also said in the semi -annual report that looking forward to the second half of the year, it will continue to promote high -quality development.一是结构调优，助力大财富管理业务多点开花，在财富管理方面，深化践行资产配置理念，为客户提供更多元的解决方案，实现客户资产的壮大和增值；资产管理方面，围绕Strengthen core investment research, large -scale asset allocation, variety investment and other capabilities, consolidate product competitive advantages; in terms of custody, forward -looking seize market opportunities, and promote business breakthroughs in key areas. Second, the model improves efficiency, and promotes the integration of "private scientific research of investment merchants". On the one hand, accelerate the creation of key scenarios, private integration ecological business models, focusing on group finance, integration of expansion, retail referral to public business direction, and carry out potential customers Group excavation; on the other hand, strengthen the group linkage mechanism, implement cooperation resources sharing, and maximize customer comprehensive services. Third, the scene of scene digging is to promote the secondary growth of traditional non -interest income. Through the refined operation of key scenarios, it will improve customer stickiness and promote the steady growth of customer transaction and financing service income. Recommended reading

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