富国银行的消费信贷业务模型

AvidModjtabaiSeniorExecutiveVicePresidentHeadofConsumerLendingConsumerLending©2012WellsFargo&Company.Allrightsreserved.May22,2012ConsumerLending1GroupPrioritiesGroupOverviewandPerformanceBusinessStrategiesGroupOverviewandPerformanceConsumerLending2ConsumerLendingGroupformedAugust2011ConsumerLendingGroup(CLG)22.4MMHouseholds$355BTotalloanbalances62,000TeammembersHomeLending:‒Mortgage‒HomeEquityConsumerCreditSolutions:‒CreditCard‒PersonalLoansandLines‒DirectAuto‒DealerServices‒RetailServices‒EducationFinancialServicesPeriod-endloanbalancesasof1Q12.ConsumerLending3Diversifiedbusinessmix2011CLGNetIncomeOther16%CreditCard26%Auto29%HomeLending29%ConsumerLending4HomeLendingbusinessoverview8.8MMHouseholds$357B2011Originations$139.5BTotalloans$1.8TServicingportfolio#1Originator(1)#1Retaillender(1)#1Servicer(1)MortgageHomeLendingHomeEquity2MMHouseholds$6B2011Originations(2)$103.5BTotalloans#1Originator(3)26.88.820112001WellsFargoMortgageOriginationsMarketShare(%)(1)Loanbalancesandservicingportfolioasofperiod-end1Q12.(1)Source:InsideMortgageFinance.(2)Newcommitments.(3)Source:Companysources;basedonnewcommitments.1.14.46.0BACWFCJPM2011HomeEquityOriginations($inbillions)(3)ConsumerLending5ConsumerFinancialServicesConsumerCreditSolutionsbusinessoverviewCreditCardDirectAutoNewAccounts+76%1Q121Q11CreditCardNewAccounts+92%1Q121Q11LoansandLinesNewAccountsPersonalLoansandLinesDirectAuto1.3MMHouseholds$1.1B2011Originations(1)$5.4BTotalloans284KHouseholds$1.2B2011Originations$2.4BTotalloans8MMHouseholds$35.8B2011Purchases534MM2011Transactions$17.5BTotalloansLoanbalancesasofperiod-end1Q12.(1)Fundedbalances.+38%1Q121Q11ConsumerLending6SpecializedAutoConsumerCreditSolutionsbusinessoverview3.1MMHouseholds(indirectonly)11,900+Dealers$20.2B2011Originations$43.3BTotalloans#1Usedautolender(1)#2Overallautolender(1)DealerServicesIndirectAutoLendingRevenue2011201020092008850+Dealers$6.0BTotalloans$1.1BDepositsCommercialAutoLoanbalancesasofperiod-end1Q12.FY2011Averagedeposits.(1)Source:Autocount.2008+11%201120102009CommercialAutoAverageDeposits+14%ConsumerLending7SpecializedLendingConsumerCreditSolutionsbusinessoverview1.8MMHouseholds$1.8B2011Privateloanoriginations(1)$10.3BTotalprivateloans$14.8BTotalgovernmentloans#2Privateeducationallender(2)EducationFinancialServices20102011+23%2009PrivateLoansOutstanding3.3MMHouseholds$4.8B2011Purchases15,500+Retailersin27,000+locations$3.9BinTotalloansRetailServicesLoanbalancesasofperiod-end1Q12.(1)Disbursements.(2)Source:CollegeBoard.RetailServicesPurchaseVolume+21%1Q121Q11ConsumerLending8StrongmarketpositionFY2010FY2011MortgageServicing(3)17.7%17.2%MortgageOriginations(3)26.8%25.0%StudentLending(Private)(2)20.7%20.0%IndirectAuto(Used)(1)7.1%6.7%MarketShare#1#2#1#1(1)Source:Autocount.DoesnotincludeWellsFargoAutoFinance.(2)Source:CollegeBoard.(3)Source:InsideMortgageFinance.ConsumerLending9Growthmomentum1Q121Q111Q121Q111Q121Q11PersonalLoansandLines($Originated)CreditCard(#NewAccounts)+76%+93%IndirectAuto($Originated)+9%1Q111Q12Mortgage($Funded)+52%ConsumerLending101-4FamilyJuniorLien(1)CreditlossesstabilizedCreditCard1-4FamilyFirstMortgage(1)0525001Q121Q111Q101Q091Q081Q071Q061Q05IndirectAutoPortfolio%($inmillions)01508001Q121Q101Q081Q071Q111Q091Q051Q060501,6001Q091Q081Q051Q111Q101Q121Q071Q06%($inmillions)%($inmillions)01001,6001Q101Q071Q081Q061Q121Q051Q111Q09%($inmillions)NetCharge-off$NetCharge-off%(1)Quarterlynetcharge-offsasapercentageofaverageloansareannualized.Seepage30of1Q12earningsreleaseforexplanationoftheaccountingforpurchasedcredit-impaired(PCI)loansandtheimpactonselectedfinancialratios.ConsumerLending11EconomicenvironmentbecomingmorefavorableInterestratesathistoricallows,drivinghighrefinancevolumesAnnualcreditcardpurchasesup9.6%year-overyear(YoY)(1)1Q12lightvehiclesalesup13.4%YoY(2)Monthlyfurnitureandhomefurnishingsalesup12.5%YoY(3)Competitivelandscapehasshiftedinmostlendingbusinesses(1)NilsonReport,FY2010vs.2011.(2)Ward’sAuto,Q12011vs.2012.(3)USCensusBureau,February2011vs.2012.ConsumerLending12OurcompetitiveadvantagesUnparalleledrelationshipinformationon70MM+customersSinglecustomerinformationsystemofrecordDistributionreachof9,000+stores,phone,online,andmobilechannelsStrongcross-sellcapabilitiesthrough56,000+store-basedbankers,financialadvisors,andhomemortgageconsultantsStablebalancesheetandstrongdepositfranchiseStrongandconsistentpresenceExperiencedCLGleadershipteamaveragingnearly20yearsoftenureCollectivelywehavedistinctadvantagesConsumerLending13GroupPrioritiesGroupOverviewandPerformanceBusinessStrategiesGroupPrioritiesConsumerLending14Customer-focusedlendingOuropportunities:Maximizecross-sellExecuteas“OneCLG”ImproveefficienciesCLGProductOfferingsOurcustomers’needs:MydailyneedsMymajorneedsMyhomeConsumerLending15Cross-sellopportunityinretailbase1%3%3%5%10%21%Mortgage(1)CreditCardHomeEquityLine(1)PersonalLoanPersonalLineHomeEquityLoan(1)30%StudentLendingDirectAuto0.6%RetailBankHouseholdPenetrationPenetrationdataasofMarch2012.(1)Home-o