Study About Expanding The Retail Operations Of Industrial Bank Lanzhou Branch

In recent years, significant changes of business model can be found in Chinese commercial banks. The wholesale operation turns to substitute for retail operation. On the one hand, this is led by the rapid increasing of China’s economy, per capita income of residents and the accumulation of wealth. As a result, the strong demand of personal financial business and financial service build the foundation for the retail business. On the other hand, the retail operation is already became one of the main growth point for commercial banks.As a new entrance of banking financial institutions in Gansu province, Industrial Bank Lanzhou Branch facing stern environmental and competition challenge. As the most fundamental operation for commercial banks as while, the expansion of retail operation can not only benefit Industrial Bank’s management situation in the northwestern region, but also can assistant the long-term development of Industrial Bank Lanzhou Branch. Therefore, the expansion of retail operation is very important to it.This dissertation is separated into six parts. The first part introduced the study background. The second part classified the conception, categories and characteristics of commercial banks’ retail operation. The third part briefly introduced the development history of Industrial Bank and the Lanzhou Branch. On the basis of specific description of the retail operation in Industrial Bank Lanzhou Branch, this study analyzed several problems such as single species, service management lags, business channel construction lags and the unreasonable distribution of customers. The fourth part analyzed the development constrains of the retail operations in Industrial Bank Lanzhou Branch in detail from both internal and external, the endogenous constraints factors including brand, market positioning, product characteristics, institutional setup and personnel posts and quality, the exogenous constraint factors mainly includ two aspects:economic development environment and market environment. The fifth part provides advices in three aspects which are aiming to resolving the problems beforehand, accordingly expanding key points, channel construction and improving customer management ability. The sixth part put forward the insurance measures about expanding retail operations from brand influence, market positioning, organization structure, personnel assignment and technology.