The consumer industry understands that this is the last elimination of substandard performance.
At present, the economy is under pressure, and offline lending has entered a tightening cycle. At the same time, the high-pressure policy has brought out the "killer" of the industry.
The Ministry of Education and the Ministry of Higher Education recently issued opinions on illegal lending, clarifying the basis and standard of conviction and punishment for illegal lending.
A number of agents told the consumer industry that they had received a notice to reduce service fees and product interest rates, and the profit margin was greatly reduced. Many agents gave up this business directly and jumped out of this industry.
"Now the offline large loan business has been suspended by 80%." People familiar with the matter said.
In those years when online loan intermediaries flourished, the myth of "lending 200 million yuan a year, living in a villa and driving a sports car" was circulating in the industry; However, after the prosperity, it is a chicken feather. Some agents were sentenced for the crime of "routine loan", and the licensed funds were greatly reduced or even the offline agency channels were shut down.
"Our unit is currently entering a comprehensive collection stage, including a master's degree in computer science from Peking University." A person in charge of licensed gold cancellation said.
Offline lending is undergoing an unprecedented purge. I used to be an active loan intermediary, and I know what it is like. Now I am full of sadness.
Loan intermediary: the agent recruits the agent again, and the commission is returned layer by layer.
The online loan business is active in a number of characteristic groups, namely intermediaries. They are actually doing lending business for financial institutions such as banks and providing loan services to offline customers.
Offline loan products are more than 50,000 yuan, and the products made in the early days mainly include policy loans, provident fund loans, housing loans and other products.
Intermediaries usually do "information difference" business, so do loan intermediaries. For banks and other financial institutions, the cost of obtaining customers can be reduced and the amount of loans can be increased through loan intermediaries. Loan intermediaries generally charge an agency fee of 3-6.
"In the financial industry, our loan intermediary was born by a stepmother. In the eyes of Party A, we are a wool party and a pimp, and there is no bottom line. " A channel director said with emotion.
For loan intermediaries, there is no qualification, which is an innate original sin.
In terms of business model, loan intermediaries are mainly divided into direct sales and channels.
Take licensed gold consumption as an example. At present, there are two modes of direct marketing: Harbin Bank consumption and Xingye consumption. The disadvantage of this model is that the marketing cost is high and it is difficult to start the volume; Fortunately, channel control is not easy to be risky.
However, in the actual business development process, account managers often know the salesman and then introduce him. At this time, the account manager becomes the channel. This kind of direct selling is also "pseudo direct selling".
For example, some products recruit provincial agents (that is, first-level agents), and provincial agents can accept second-level agents and third-level agents. Agents can not only get their own money, but also get a commission from the performance of the following agents.
Taking Xiaojin, Jincheng, Henan Province as an example, provincial agency shops lend an average of 30 million yuan a month, return 2.5 points, and charge 4 or 5 points of agency fees, of which 4 points are returned to salesmen and the rest are used as store fees; A secondary agent in Zhengzhou lends 3 million yuan a month on average. No rebate fee, only agency fee.
Channel modes are divided into margin mode and agent/franchise mode.
It is not realistic for consumer organizations with light asset strategy to build their own channels, so they choose to cooperate with channel intermediaries to develop the exhibition industry.
Under the margin mode, intermediaries generally need to pay a risk margin ranging from 10 to100000 for the bottom.
Under the agency/franchise mode, most financial institutions choose to set up local branches, which are also responsible for risk control and collection.
"Any product is profitable from the beginning." An agent admitted that under the franchise/agency mode, the latecomers are chopped leeks.
Taking Huaxia Xincai as an example, the initial 50,000 yuan franchise fee has risen to 6.5438+0.5 million yuan. As soon as the news that its business was retired came out, an agent said, "The newly paid franchise fee of 6,543,800 yuan+0.5 million yuan hit Shui Piao".
In the era without big data, it is the bottom line of Party A..
Initially, there was no so-called big data risk control in the offline loan industry, and the loan intermediary only conducted risk control through manual review and IPC.
At that time, all Party A were "fighting for the bottom line", that is, the requirements for credit reporting. If the products are put well, everyone will make money; If you can't finish the task, no one has the money.
According to insiders, in 20 15-20 17, the average monthly output value of Shenzhen reached 200 million yuan; Ping An Jinke's Anjin Easy Loan has an average monthly output of more than 7 million yuan in every city in the country.
During that time, many myths about wealth creation were also created. There have been legends in the industry that "XX account managers lend up to 30 million yuan a month" and "XX account managers lend 200 million yuan a year to live in villas and drive sports cars".
However, the agent is destined to stand on the opposite side of risk control.
In the actual business process, local intermediary channel providers usually charge fees in the name of "foreign visit fees" and "handling fees". "When you meet a customer with poor qualifications who is in urgent need of money, you have to dig hard. 1-3 points are conscience prices, and 5- 10 points is not surprising. "
20 18, China Banking and Insurance Regulatory Commission strictly investigated the phenomenon of illegal charging by agents. Since then, it has been gradually changed to that agents are not allowed to charge fees, and financial institutions give rebates.
In addition, intermediaries help package information and defraud loans.
A channel dealer said that some people defrauded customers of four major items in the name of making packaging loans, and defrauded them in the form of international roaming, resulting in thousands and tens of thousands of yuan in arrears for customers' calling cards. After things happen, let the channels find their own solutions.
"Financial institutions have high requirements for lagging risks, but the loan amount is set at KPI. As a result, various methods colluded inside and outside and made a fortune. " A licensed risk controller said.
The consumer industry understands that after bad debts occur, although financial institutions generally follow the principle of responsibility determination, the consumer product chain involves many links such as pre-lending, risk control and collection, and it is often difficult to determine responsibility.
In the age of disintermediation, loan intermediaries broke their arms to survive.
P2P online lending flourished in 20 15 years, and anti-aircraft guns flooded in 7 14 years. Later, big data risk control came into being.
During this period, in addition to batteries and manual labels, offline large-value products have to go through online risk control systems. The risk control system commonly used by loan intermediaries is mushroom credit.
An agent said that he was originally a bank intermediary. In the pre-loan review, he can complete the front-end investigation through the debt ratio calculation formula and the confirmation income formula, as well as through the number of multiple credits granted by a customer and the number of credit inquiries.
"At that time, after our pre-loan screening, the customer pass rate could reach 90% or even 99%." The agent said.
However, the birth of data risk control makes this model no longer feasible.
"The data risk control is lagging behind, and the comprehensive score is insufficient. How to check? " An agent complained to consumers.
For loan intermediaries, the veto with insufficient comprehensive score is omnipotent, and many products have only one veto label.
Nowadays, the data and collection industries are facing rectification, and with the increasing number of debtors, the industry is treading on thin ice.
"Yanjiao's house price was halved, and it was bought by 3 million yuan. The down payment was 6.5438+0 million, and the house fell to 6.5438+0.5 million." A salesman admitted that his client's real estate investment failed and he was unable to repay the loan, so he had to face the situation of "being stopped from lending".
And some customers with policy loans can't even find anyone after the deadline.
Previously, China Post, Hubei, Shanxi and Jincheng all adopted the agency mode. After the previous risk outbreak, today, Hubei Xiaojin has stopped the offline agency channel, while China Post Xiaojin only opened channels in Nanjing and Suzhou. Except for one place in each operation center, other local channels of Jinshang Xiaojin are contracted by Yuxin Technology, the third largest shareholder.
Only Jincheng Xiaojin is still deploying second-hand products on a large scale through the agency model.
"Finance is a special industry, and no individual or institution may engage in financial activities without the permission of the Central Bank and the China Banking Regulatory Commission. This sentence is a' capital crime' for us. " An intermediary in a gray area said pessimistically.
In this case, is there any living space for offline loan intermediaries?
In fact, just recently, a large loan product "Borrowing+"was launched. After applying on the "Borrow+"page, users need to go to the offline store of China Post Consumer Finance for a face-to-face interview. Borrowing plays a pure diversion role.
According to the comparison of people in the industry, "for large-scale offline loans, local people know more about the situation. If standardization is done well, it is more reliable than online lending. "
Perhaps, for more loan intermediaries, the only way to survive is to find a legal position in the market, rather than looking for a legal gap and making a reasonable transformation.