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

Lending to individuals is a fairly risky operation, and an increase in the share of such loans in the portfolio increases credit risk jar. One of the main measures to prevent possible losses is a correct assessment of the borrower's ability to fulfill its obligations. No less important is the problem of proper organization of the credit assessment procedure...

-developed infrastructure (clients should be able to make non-cash payments in a large number of shops, restaurants, and pay for communication services by card);
- various access channels for obtaining the necessary information and services, providing clients with the opportunity for remote round-the-clock information services (by making service convenient for clients, providing new types of services, banks must 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 managing all financial flows bank, integration retail business into the general policy of the bank to obtain the greatest efficiency of the services provided;
- reducing costs and risks, increasing efficiency and quality of service to the public, reducing operating costs, as well as the time required for consideration of applications and issuance of a loan.

Also one of the most important problems in Lately is competition between banks and trading organizations. The latter provide loans to almost everyone who applies for them. To do this, you only need to present to the store your passport and a certificate of income from your place of work for the last 6 months. Sometimes they don’t even require a certificate, but only the number of the insurance certificate pension provision or TIN. That is, the number of documents is sharply limited in comparison with what the bank requires, and the buyer does not need to waste time collecting all kinds of certificates and documents, insuring the loan objects and his own life and health. In addition, an important problem is the amount of interest at which a trading 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 year. But, as a rule, the interest rate is 10 percent per year. In addition, a deferment of payment of debt and interest is provided for 1-2 months. Sometimes the store includes the interest charged in the price of the goods in advance, and then selling 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 trading organizations, while banks require a guarantee or collateral 2-4 times the amount of the loan and accrued interest.

If a buyer takes out a loan from a 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 rub. in the amount of 10%, monthly payment for the remaining 5 months will be 2280 rubles. per month. Moreover, it takes 15 minutes to obtain a loan from a trade organization.

If a person goes to the bank, he must deposit at least 30% of the cost of the item, which is 3,600 rubles. Interest on the remaining amount of 8,400 rubles. will amount to 798 rubles for 6 months. In addition, you need to collect a lot of documents, bring guarantors and still wait up to a week to get permission for a loan, or you may not receive it. In addition, the bank may require collateral amounting to several tens of thousands of rubles. It is difficult to imagine that in the home environment of an ordinary buyer it could cost 20, 30 or even more thousand rubles, and what could be provided as collateral.

Also, the loan agreement may set a tariff for servicing a loan account - up to 3%, and a minimum of 250 rubles, which makes the loan even more expensive. Thus, the bank loses to trading organizations, both in the amount of interest and in the speed of providing 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 bank employee takes a photocopy. But in addition to the identity card, the borrower, guarantor, or pledgor must provide a certificate of registration at the place of residence. That is, despite the fact that the passport contains a registration mark, a certificate about the same is also required. The bank must require a certificate from the place of residence if it does not coincide with the place of registration.

When using property as collateral for loan repayment, the borrower must provide the following when pledging the property:

- documents confirming ownership of an apartment, room: certificate of ownership of housing, transfer agreement, purchase and sale agreement, exchange agreement, gift agreement;
- a certificate of the value of the object from the MUPTI or another body that maintains technical records of real estate;
- a copy of the financial and personal account;
- extract from the house register;

The house register indicates the registration at the place of residence, the area of the building, its number, i.e. here the registration data at the place of residence, the area of the property 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 built under an investment agreement, the loan agreement must stipulate the borrower’s obligation to provide the bank Required documents for concluding a mortgage agreement, including an insurance policy: for real estate and for yourself.

Sometimes, due to the complexity of the package of documents provided, a mortgage loan can take up to 4 weeks to process. One of the disadvantages is also the conclusion and provision of a marriage contract. It is necessary to reduce the specified deadlines for submitting documents for concluding a mortgage agreement by at least 2 times.

The client’s creditworthiness in global banking practice appears as one of the main objects of assessment when 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 investment in real estate, the ability to earn funds to repay the loan and other obligations.

The list of elements of the borrower's creditworthiness and the indicators that characterize them may be broader or shorter depending on the purposes of the analysis, types of loans, loan terms, and 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.

Today, there are several basic methods for assessing the creditworthiness of clients. Systems differ from each other in the number of indicators that are used as components overall assessment 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 assessed in points, the points are summed up, and the resulting rating is compared with threshold value. The critical value of the rating must be determined on the basis of statistical data and periodically reviewed to balance the two types of risk (issuing a loan to an uncreditworthy client and refusing to issue a loan to a creditworthy one). In addition to the “cut-off limit”, other intervals of the obtained scores can be developed, for example, the range of values at which additional analysis is required is established, or for each interval with acceptable score values, the maximum possible loan size, the terms of its collateral and the interest rate are determined.

Most important factors factors taken into account in this model are: age, marital status, number of dependents, residential real estate, income, bank accounts, duration of employment in general and at a given job, duration of residence in a given area, recommendations of other financial institutions.

Besides, distinguishing feature The scoring method is that it should not be applied according to a template, but should be developed independently by each bank based on the characteristics inherent in it and its clientele, taking into account the traditions of the country, changes in social economic conditions that influence people's behavior. Before widely introducing scoring, each bank analyzes the effectiveness of the current model and, if necessary, modifies the set of borrower characteristics and the scale of their numerical ratings.

The author of the method, David Durand, 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 help determine the degree credit risk when receiving a consumer loan.

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

The experience of foreign banks indicates that an applicant for a consumer loan receives increased points for careful repayment of previously used loans, stability of income (and, above all, wages), duration of work in one place and length of residence to this address, having your own home. When assessing 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 changing 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 benefits from not providing credit to reliable borrowers whose scoring does not accurately reflect their real 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 assessment method is more suitable for quickly responding to change economic environment in the present or future. An experienced professional must be able to quickly take changes in the environment into account when predicting the future creditworthiness of a borrower. The credit scoring method in such cases is, as a rule, less effective; its disadvantage is that it is based on statistical data from past periods that have lost their relevance and truthfulness due to changes that have occurred.

By creating conditions for express analysis, the scoring method allows, in the presence of a potential borrower who has contacted 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 information promptly received from the credit bureau. Recognizing the undoubted advantages of the scoring method, foreign banks They invest great efforts in its development, sparing no money and time.

In practice, a rational combination of the assessment method and credit scoring is used. The credit scoring method is used to identify obviously unreliable and apparently reliable borrowers. Those individuals whose scores fall between these two criterion values are subject to additional analysis using more information and evaluative analysis methods.

The scoring system for assessing the creditworthiness of individuals is beginning to develop in Russian banks. Being high-tech, this method is used in banks implementing large programs consumer lending 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 the store, accepts completed questionnaires containing necessary information about clients (personal data; identification document details; registration address at the place of residence; address of actual residence; social status; Family status; number of children and dependents; personal size and family income; type of property; information about education and place of work, etc.).

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

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

To the center economic work associated with scoring, it is advisable to systematically test the effectiveness of the current scoring model to adjust the rating scale, which should be done as bad loans are identified, economic conditions and family lifestyles change. The result of the next check of the effectiveness of the selection of borrowers may be a decision to shift the emphasis from one evaluation indicator to another, which at this time is more significant for determining creditworthiness. And vice versa - individual assessment indicators should be lowered in points or excluded from the current model altogether. It may be necessary to update the internal gradation of points for one or a number of indicators characterizing the quality of loan applications. Another important line of analysis worth noting is that a bank may experiment with a critical score to reduce or increase consumer lending depending on the ratio of bad to good loans. If the dynamics of this ratio improve, a bank that wants to expand its customer base and receive additional income can deliberately increase credit risk by reducing the critical amount of “passing” points for loan 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 cash income population, which, in particular, involves a 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: average level The total monetary income of the main strata of Russian society remains low. IN beginning of XXI V. The real cash incomes of many Russians were much lower compared with the corresponding incomes of residents of countries that were members of the European Community (EC), the USA, and even many Third World countries. IN modern Russia The estimated nominal hourly wage rate is only US$0.4, while in the US this figure ranges from US$7 to US$11 per hour. According to UN experts, the minimum wage below 3 US dollars per hour is unacceptable, since it leads to the destruction of labor potential national economy. Taking into account the above circumstances, it would be necessary to include in Labor Code RF changes providing for an increase minimum size labor of workers.

A certain part of the deductible salary is still paid to many of our employees secretly in cash in 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 see the real cash income of individuals as potential borrowers. Substantial part Russian population lives below the poverty line. According to calculations by specialists from the Institute of Socio-Economic Problems of Population of the Russian Academy of Sciences, the share of poor people in Russia is about 35%. According to independent experts, the most simple calculations show that the total number of poor Russians is about 100 million people, or more than 70%, and not 34%, as official Russian statistics believe. “Simply rich” Russians now number about 5% in the country. The middle class in modern Russia is still very thin and is just being formed. Of course, here it is necessary to make certain adjustments for the cash income of Russians from the “shadow” economy, which is not fully taken into account by official Russian statistics.

Further improvement of the organization of lending to individuals requires solving a number of problems. Consumer loans are currently issued not only by banks, but also by enterprises and organizations that do not have credit functions. In addition, lending consumer needs population by many organizations hinder the solution of many issues. It is difficult to study prospects further development consumer loans, agreement on the terms of use. The issuance and repayment of loans are linked to the indicators of the balance of monetary income and expenditure of the population.

In this regard, it seems appropriate to significantly expand the list of types of loans provided to clients for education, to organize their own business, as well as to 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 make it easier to work with real estate and collateral.

Domestic banks must step up their lending activities and 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 population.

Currently, many citizens need long-term loans for the purchase of agricultural machinery, vehicles, equipment, and materials for housing construction. Here market economy proposes the widespread use of mortgage loans - long-term loans provided by banks secured by real estate, primarily land.

In recent decades, such a progressive form has become increasingly widespread banking services corporate and private clients, such as Internet banking, which usually means the provision of relevant services by banks to legal entities and individuals 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 receive a loan in the form of deferred payment for purchased goods and services through the use of retail non-cash payments credit cards. Many American Internet banks are already issuing consumer loans to private clients for the purchase of cars and mortgage loans against mortgages. residential buildings, provide loans to homeowners secured by their real estate.

In Russia, the market for Internet banking services is at the initial stage of development. A small share of Russian banks offers their clients various shapes remote maintenance via the Internet.

In the process of improving lending to individuals, OJSC Avangard needs to:

- increasing awareness of new types of loans;
- compliance by banks with an individual approach when lending and taking into account the interests of each borrower;
- conducting marketing research of banks in order to identify the population’s needs for new types of loans;
- study foreign experience in lending to bank clients and constantly analyze Russian practice in this domain.

During a period of decline in client activity, it is necessary to carry out various promotions to attract clients. For example, reduce the interest rate for servicing a loan account, develop effective promotional activities, since not all types of loans are in equal demand.

It is necessary to place emphasis on training employees of credit departments, inspectors, taking into account the fact that the bank serves different clients, to quickly find approaches to a potential borrower, and also to draw correct conclusions about the client’s solvency, thereby reducing the risk of loan non-repayment and not scaring off the borrower with your questions.

Proposals to improve lending to individuals at PJSC Leto Bank

The product offer of Leto Bank PJSC includes non-targeted consumer loans, loans for purchases in partner trade organizations and credit cards. But today the product line does not include mortgage and car loans.

Despite the fact that today the mortgage market has practically frozen due to high interest rates and customer uncertainty about the future, nevertheless, many economists consider this direction to be quite promising. Therefore, Leto Bank PJSC needs to consider the possibility of providing this service in the medium term.

By Decree of the Government of the Russian Federation dated March 20, 2015 No. 255, it was decided that the state will compensate the difference between the bank rate, which should not be higher than the key rate plus 3.5 percentage points, and the rate for the final borrower, which should not exceed 12 %. On this moment key rate is 14%, i.e. it turns out that the state will reimburse 4.5 percentage points. The government decree states that under the program banks will be able to issue mortgage loans by 400 billion rubles. The program is valid for loans issued from March 1, 2015 to March 1, 2016 (or until the key rate drops to 8.5% (previously 9.5%)).

However, the government's proposed program has some limitations. So, mortgage as described above state program can only be obtained for the purchase of an apartment in a new building; The loan term is up to 30 years; The minimum down payment is 20%. The maximum possible loan amount is 8 million rubles for residents of Moscow, the Moscow region and St. Petersburg, 3 million rubles. -- for other regions of Russia.

According to experts, the prospects for the development of mortgage lending in Russia are still high and there is every chance that mortgage housing lending will be available to a wider segment of the country's population. A great future is predicted for mortgages related not only to land, but also to aircraft and water vessels.

Russian legislation provides for the possibility of purchasing different types liquid property. For example, the Mortgage Law allows that, along with the acquisition of real estate, there is a mortgage for aircraft and water vessels.

Due to the crisis, almost everything largest banks, including Leto Bank PJSC, suspended their car loan programs due to a large volume of problem debt. In our opinion, Leto Bank PJSC needs to again consider the possibility of providing a car loan, since there is now a redistribution of bank shares in the car loan segment on the market. The lack of much competition and the problems of car dealers have led some banks to focus on issuing loans for the purchase of cars. Low level sales allows banks to negotiate with car dealerships on very favorable terms. For banks today, increasing the volume of car loans is associated not so much with the level of liquidity of institutions, but with the presence of established partnerships with car dealerships and competent risk management.

At the same time, work in the car lending segment will allow Leto Bank PJSC, firstly, to enter a new segment and increase lending volumes, and secondly, to attract new clients and increase the client base.

To do this, you should develop and implement a car loan program, taking into account the experience of other credit institutions. The car loan scheme will differ from the standard process. The bank enters into a cooperation agreement with a car dealership. An individual fills out an application, the bank transfers money to the salon’s account, and the client picks up the car.

When taking out a car loan, you also need to take into account some important points. When assessing the risks of car lending by Leto Bank PJSC, it will not be enough to be limited to assessing the creditworthiness of the borrower - an individual.

Since the purchased car will act as collateral, it is a mistake to consider the risk of car loans in isolation from the national automobile market, which determines the price of a specific vehicle on a specific date. When assessing the risk of car loans, taking into account the state of the automotive industry in the country will be no less important.

Taking into account this factor will be especially relevant in connection with the announced plans of the Government of the Russian Federation for the possible extension of the program for subsidizing interest rates on car loans in order to support the national automotive industry. Because the average term car loans in Russian Federation is 5 years, then it is necessary for banks to predict the state of the automobile market in the medium term.

Thus, the deterioration of the situation in the market and in the industry can be considered as a component of credit risk in relation to car lending, which emphasizes the specifics of this type of loan.

Taking into account all of the above, we propose to add a car loan “I’m buying a car” to the product line of Leto Bank PJSC. Available for domestic or foreign use on the secondary market a car, water transport, motorcycles or a new passenger car. Main goals: increasing the profitability of lending operations to individuals for the purchase of cars, increasing sales through the introduction of new products and active work with dealers.

In table 3.3 shows the conditions for this tariff.

Table 3.3 Main characteristics of the car loan “I’m buying a car”

Amount of credit	from 50,000 to 3,000,000 rub.
Loan currency
Rate (with CASCO)
Rate (without CASCO)
Credit term	From 6 months to 5 years
An initial fee	10% or more of the price of the proposed transaction object
Insurance	CASCO (can be included in the loan amount), compulsory motor liability insurance, life and health insurance of the Borrower can be included in the loan amount for the entire loan term at the request of the Borrower.
Calculation scheme
· Penalty	For improper fulfillment of the terms of the contract, a penalty of 20% per annum is charged on the amount of the overdue principal and overdue interest.
Early repayment	In whole or in parts
Payment Methods	Annuity payments (monthly in equal installments)
	No charge
Age of the car at the end of the contract	10 years for cars of foreign origin, 8 years for cars of domestic brands
Application review period	No more than one working day
Providing a loan	Occurs by transferring a non-cash payment by the creditor bank to the account of the car seller.
Security	Deposit of the purchased car

The average term of a car loan is 3 - 5 years; it is this range of time limits for repaying the loan debt that most borrowers of this type choose credit product. Such a framework is quite acceptable, since most often not too expensive brands of cars that are distinguished by reasonable prices are purchased on credit. Consequently, during such a lending period, most car loan borrowers manage to cope with the debt without any problems.

CASCO can be purchased separately from the loan from an insurance company or included in the loan amount.

The interest rate without CASCO is significantly higher than with insurance. This is explained by the fact that CASCO fully covers the risks of loss or reduction in value vehicle, which meets the interests of all interested parties.

During operation, a vehicle may be damaged or irretrievably lost as a result of complete structural loss in an accident or theft. Prevent the possibility of losing partial or full price The collateral is called comprehensive automobile insurance.

Thus, CASCO serves as a tool for recovery or full refund the cost of the car, increases the repayment of loans and is another important criterion for the possibility of granting a loan. In the absence of collateral insurance, it is necessary to reduce the risks of loan non-repayment, and in this way in in this case is an increase in the loan rate.

The possibility of quickly selling a “young car” and the possibility of insuring it under CASCO makes a car loan a minimally risky type of lending for a bank. Accordingly, the interest rate on such a loan is lower. Table 3.4 shows the basic requirements for the borrower of a car loan “I’m buying a car.”

Table 3.4 Basic requirements for the borrower of a car loan “I’m buying a car”

Documents for obtaining a car loan:

1) Passport of a citizen of the Russian Federation.

2) Second document:

-driver's license;
-SNILS ( Insurance certificate State Pension Fund).

When filling out the form, you must indicate the TIN of the organization in which the client works. Agreements can be concluded at bank branches and partner trading companies.

During the entire period of using the loan, it is possible, if necessary, to change the terms of the loan using additional services discussed in section 2. The “I buy a car” loan is being introduced at this stage for residents of regional centers where Leto Bank has offices.

In the market of Russian banks, for example, Rosselkhozbank has from 14.75% to 17.25% (assigned based on the chosen term and amount of the contribution), Alfa-Bank has 17.49-21.49% (with CASCO), 25, 49% -26.99% (without CASCO), depending on the down payment.

At the moment - 2015, Sberbank does not have a single car loan program. From December 22, 2014, it was decided to accept applications for car loans only through the subsidiary Cetelem Bank, which belongs to Sberbank (74% share). Currently, Cetelem Bank offers an interest rate of 19%.

Sberbank's interest rate today is 13.5 - 16%,

In our opinion, Leto-Bank PJSC offers a fairly favorable interest rate, taking into account the rates in other banks, and therefore can attract more clients. Also, to apply for a car loan, a small down payment of 10% is required.

Advantages of the “I buy a car” loan:

-Obtaining a car loan from any car dealer - a partner of Leto-Bank;
-The “I Buy a Car” program does not require the involvement of a spouse in the loan;
-You don’t have to apply for CASCO insurance.
-When applying for a loan without CASCO, the down payment remains the same as with 10% insurance;

Another new product that can be offered for introduction into the product line of Leto Bank PJSC is the “Countdown” consumer loan. This is a loan that can be issued for a period of 5, 10 or 15 months, in the amount of 20, 50 and 100 thousand rubles, respectively. If the borrower makes timely loan payments, the rate is periodically reduced. The loan term is divided into five equal periods, and each of them has its own rate (Table 3.5).

Table 3.5 Consumer loan “Countdown”

Loan amount, rub.	Loan term, months	Rate 49.9% per annum	Rate 39.9% per annum	Rate 29.9% per annum	Rate 19.9% per annum	Rate 9.9% per annum

		1-2 months	3-4 months	5-6 months	7-8 months	9-10 months
		1-3 months	4-6 months	7-9 months	10-12 months	13-15 months

The conditions for reducing the rate are: regular repayment of the loan, active use of the card, as well as activation and use of electronic banking services.

The agreement establishes intervals for applying the interest rate on the loan (the intervals are applied in the order of priority from the date of conclusion of the agreement). From the date of conclusion of the agreement, the interest rate for interval No. 1 is applied to the loan. At each last payment date in the interval, an analysis is made of the possibility of changing the interest rate and the amount of payment under the agreement. If on the last payment date in the interval the client has no overdue debt for a period of more than 5 (five) days, then for the next interval the interest rate provided for the corresponding interval is applied to the loan. If there is an overdue debt, the interest rate does not change, and in the new interval the interest rate on the loan that was in effect in the previous interval is applied.

When the overdue debt is fully repaid for periods/periods starting from the date following the nearest payment date of the current interval, the interest rate and payment amount provided for the corresponding interval are applied.

In table 3.6 shows the conditions for the “Countdown” consumer loan.

Table 3.6 Terms for consumer loan “Countdown”


Limit on spending transactions on the card, rubles, per day/month
Credit term	5/10/15 months
Loan currency
There is no commission for paying for goods, works, services using the card (including on the Internet)	No charge
Cash withdrawal fee Money by card at ATMs of PJSC Leto Bank	No charge
Additional fees, commissions, moratorium on early loan repayment.	No charge
Possibility of early repayment	Can be repaid in whole or in parts
Commission for cash withdrawal by card in all other cases	3%, minimum 300 rubles
Penalty, per annum, is accrued on the amount of overdue principal and overdue interest
Application review period

In table 3.7 shows the basic requirements for the borrower of the “Countdown” loan.

Table 3.7 Basic requirements for the borrower of the “Countdown” loan

Citizenship	Russian citizenship
	Women from 18 to 70 years old Men from 21 to 70 years old
Registration	Permanent registration in the region where there is a Leto-Bank branch
Experience requirement
	Availability mobile phone, landline (home) telephone at the address of actual residence and work
List of documents provided	· Russian Federation passports · foreign passport/driver's license/bank card/pension card · SNILS
Additionally	It is necessary to indicate the employer's TIN in the application form.

If the client does not miss or delay monthly payments, the interest rate is uniformly reduced throughout the entire loan term by 10% each time - from 49.9% to 9.9%. The “Countdown” loan has no issuance fee, does not require collateral or proof of income, which is important for many who still receive salaries “in envelopes”. According to this credit offer insurance is provided, but this service is at the request of the client, its cost is equal to 0.99% of the loan amount monthly.

Additional loan options:

Once a year, the borrower has the right to change the payment date to a more convenient one. This is very beneficial if, for example, the payment is due a few days before salary. By moving it to a day or two after payday, you can save your nerves. The cost of this service is only 190 rubles.

- Miss a current payment once in 12 months.
- Possibility to reduce the monthly payment once by increasing the loan term.

If the loan is approved and signed by the client loan agreement, the money will be transferred to a plastic Visa card, which will allow you to withdraw cash or pay for goods or services without commission.

The effective interest rate for such lending is given in table. 3.8.

Table 3.8 Effective interest rate for consumer loan “Countdown”

Loan amount, rub.	Loan term, months	Effective rate without insurance, % per annum	Effective rate including insurance, % per annum

Benefits of the Countdown loan:

-No proof of income from your place of work is required;
-No collateral required and no commission;
-The loan can be obtained at a car dealership within 1 day;
-Insurance that does not affect the rate;
-Minimum age for women - from 18 years;
-Reducing the interest rate by 10% monthly, subject to timely payments;
-Early repayment without commission;
-Possibility of repaying the loan with bank card another bank.

Thus, as the analysis showed, such lending areas as car lending and consumer loan “Countdown” may become promising for Leto Bank PJSC.

INTRODUCTION.. 3

APPLICATIONS

INTRODUCTION

ANALYSIS OF FINANCIAL ACTIVITY OF JSC SBERBANK OF RUSSIA

WAYS TO INCREASE THE EFFICIENCY OF LENDING TO INDIVIDUALS

CONCLUSION

Subject thesis is relevant due to the fact that currently credit operations are the most popular, 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 established in the thesis:

1. Describe the basic concepts of lending;

2. Determine the main methods of lending efficiency;

3. 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 analysis financial condition OJSC "Sberbank of Russia" and 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 thesis research 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.

The first chapter examined the theoretical foundations of lending. In the system of credit relations, the most important component is lending to individuals. The Bank contributes to the fullest satisfaction of the consumer needs of the population - this is main goal lending to individuals. The relationship that arises between the lender (bank) and the borrower (individual) is the most important 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 performance of assets, improve the quality of loans (reduce overdue debt).

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.

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

According to all major liquidity standards, 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%, this indicates that the bank was developing at a normal rate of increase in business activity.

Indicators loan portfolio OJSC Sberbank of Russia grew by 61.6% during the period under study.

Total growth 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 to increase the efficiency of lending to individuals were proposed and the following measures were proposed:

1. Open a rate for a loan manager - the implementation of this event will allow residents of the city of Krasnokamsk to receive loans in their department, without wasting time and effort traveling to other nearby bank branches. The result of this event will be an increase in bank customers, therefore, an increase in profits.

2. Organize and design billboards for lending to individuals - disseminating information about the bank’s services and products will lead to attracting clients to purchase new innovative services and products that will benefit both clients and the bank itself, as well as attracting new clients.

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

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

The 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 BASIS OF LENDING TO INDIVIDUALS

1.1 Regulatory regulation and functions of lending to individuals.... 7

1.2 Methods for assessing lending efficiency. 12

2. ANALYSIS OF FINANCIAL ACTIVITY OF OJSC SBERBANK OF RUSSIA

2.1Organizational and legal characteristics of Sberbank of Russia OJSC. 23

2.2 The financial analysis activities of Sberbank of Russia OJSC. 29

2.3 Analysis of loans provided 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 SOURCES USED……………………….

APPLICATIONS

INTRODUCTION

Serving individuals as one of the main directions banking began to develop only at the beginning of the 21st century, lending operations to the country's population received great and rapid development.

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 bank loan for personal needs.

The degree to which the problem has been studied by Russian scientists and foreign authors.

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

The works of Maksutov Yu.G., Batrakova L.G., Andreeva A.V. are devoted to the issues of pricing for banking products. These scientists in their works focus on general approaches to determining profitability 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 propose various models for assessing credit risk in general, and also pay attention to general approaches to risk regulation 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 information about 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 established in the thesis:

1. Describe the basic concepts of lending;

2. Determine the main methods of lending efficiency;

3. 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 Sberbank of Russia OJSC 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 thesis research 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 OJSC "Sberbank of Russia";

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

Increased competitiveness Russian market credit services 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" - examines the basic concepts, types, principles, features of the lending system, as well as the main directions for increasing the efficiency of lending to individuals.

The second chapter - “Analysis of the financial and economic activities of Sberbank of Russia OJSC” - provides 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 increase the efficiency of lending to individuals” - suggests directions for increasing 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, profit and loss statement, financial performance statement.

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

THEORETICALLY BASICS OF LENDING TO INDIVIDUALS

Dynamics of issuance volumes by currency combined with trends in reducing interest rates on loans in national currency explains the preferences of borrowers to receive loans in national currency.

In terms of purposes of use, the most popular are loans for the construction and purchase of apartments (93.4% of the volume of loan investments for real estate financing in 2005). There is also a growing trend in demand for the construction and purchase of individual residential buildings (5% in 2005) and this area of mortgage lending will develop with the growing welfare of the nation.

As security for the fulfillment of obligations, the largest share is retained by sureties (81% in 2005), while there is a dynamic growth in the acceptance of property pledges as security for the fulfillment of obligations (constructed at the expense of credit funds real estate objects) - in 2005, the branch accepted a pledge of property as security for 851.5 million rubles. credit obligations.

An analysis of the dynamics of changes in interest rates for the use of loans shows that during the period from 2003 to 2005 there was a tendency for interest rates to decrease, especially in national currency - from 15.1% in 2003 to 11.1% per annum in 2005. Reducing interest rates on loans in national currency helps to increase their attractiveness for borrowers and increase public confidence in the Belarusian ruble in general.

When analyzing the quality of the loan portfolio, special attention is paid to the share of overdue debt in the total volume of loan investments and the collection of interest income on loan operations.

Currently working well credit department, legal service and security department ensures debt repayment in branch 100. Cases of delinquency are short-term in nature, and it should be noted that with an increase in lending volumes there will be an increase in low-quality (overdue loans). If the loan is not repaid before the beginning of the month following the month of repayment, during which the repayment conciliation procedure is carried out (telephone calls, meetings, including with the borrower’s guarantors), the legal service will carry out a forced collection procedure by order by deducting amounts from the borrower’s income and his guarantors.

3 WAYS TO IMPROVE LENDING TO INDIVIDUALS

Specialists National Bank, the Ministry of Finance, banks and leading scientists of our republic developed and approved the Development Concept banking system Republic of Belarus for 2001-2010. According to this Concept, one of the tasks of the banking system is to expand the composition and quality of banking services and bring them closer to the level of developed European banks. In this regard, in the practical work of banks, various forms of servicing the population are increasingly being used, new technologies for lending to the population are being introduced, in particular, the organization of lending using the one-window principle and overdraft lending have received the greatest development at the moment.

Speaking about the prospects for the development of bank lending to the population in Belarus, we can highlight the following areas in which quantitative and qualitative changes will occur in the near future.

1) The state will continue to have significant influence on the process of issuing loans to the population to finance housing construction and on the interest rates set for using loans.

2) The expansion of banks in the consumer lending market will continue. Changes are also expected in the institutional structure of the bank lending market and its legal framework. In particular, the issues of starting work are relevant credit bureaus, which will create a wide database of borrowers, as well as adoption legislative act on a mortgage, which removes the problem of the institution of registration from real estate pledged to the bank. The latter can provide an incentive for banks to create mortgage lending mechanisms.

3) It is possible to securitize the debt of individuals to banks. The object of securitization may be loans for the purchase of cars and other durable goods.

4) To speed up the process of issuing consumer loans, banks will turn to the introduction of scoring technology. However, this technology will not become widespread in the near future due to the insufficient database of banks on loans to the population.

5) Lending using plastic cards (overdraft, credit and expense cards). Active development of mass programs retail lending based on payment cards is today one of the key factors that can ensure the entry of Belarusian banks into new profitable areas of activity. In addition to attracting new customers and increasing profits, issuers of credit card products have the opportunity to diversify their business, as well as effectively expand into new markets.

6) Of significant interest to banks is lending at retail outlets, which will gradually replace credit cards, as has already happened in the West. For banks specializing in express consumer loans in the future, it is advisable to switch to other types of lending, for example, by sending bank payment cards to your borrowers.

Increasing the efficiency of management decisions in the field of bank lending for construction and purchase of housing will be facilitated by the use of innovative organizational technologies based on a project approach to expanding the range of services, regulating the actions of bank employees when carrying out banking operations, and developing and enforcing lending standards. Despite the importance of standardization of banking services, defined by the Concept of development of the banking system of the Republic of Belarus for 2001-2010, in Belarusian banks There is practically no formalization of the procedure housing lending and there are no specifications for loan products.

Standardization of bank credit services according to their technological and economic parameters will allow increasing the volume of services while simultaneously improving the quality of customer service, reducing banking risks, reducing operating costs and introducing modern systems quality management, close to international standards, ensure transparency and openness of the provided credit services, increase the responsibility and discipline of staff, which will help strengthen citizens' confidence in the bank's activities; attract additional customers by enhancing the bank's image.

As part of fulfilling the requirements of the National Bank of the Republic of Belarus regarding the level of interest rates (for newly issued loans in Belarusian rubles to the level of the average monthly refinancing rate with an excess of no more than 3 percentage points) banks face a particularly difficult problem of ensuring the profitability of lending operations, taking into account the mandatory creation of reserves for assets exposed to credit risk.