花旗经营成功之关键因素(1)

______________________________________________________________()()199723%19981998(Euromoney)(1)(2)(3)I1123361020353948485458767685919293II(19961997)2022293547505154Citibank58Citibank58Citibank60Citibank6061SFNB.62SFNB.63SFNB.64NetBank.64NetworthInvestmentAccount65NetBank65Chase66Chase67Chase67BOA68BOA68BOA6970Gomez727578808081III8384Capital88NOPLAT89Citigroup95Citigroup96Citigroup97:Citicorp98Citicorp99Citicorp10059(1999)111216UCS232728Citigroup29Citigroup2930303131Citigroup313232PFSIndustryGrowth&Returns40DriversofPFSIndustryGrowth40IVTransaction&DepositProductGrowth40ComparisonofPFSIndustry&PretaxProfits1993-199641ComparisonofIndustryProfits41DepositsProducts&TreasuryRates42OrdinaryLifeProfitability1993-199642TrustProfitability1993-199643CreditCardProfitability1993-19944FundProfitability1993-199644455291EVAMVA921()199723%19981998(Euromoney)(1)(2)(3)2(SWOT)(EconomicValueAdded®EVA®)3SzilagyiLorange(1)(2)(3)Shrivastava1.()2.3.MichanelE,Porter(1980)(1)(OverallCostLeadership)(2)(Differentiation)(3)(Focus)4JordiCanals----()Porter()()Porter(1991)Ansoff,Hlogor(1957)()5lllll6(Citicorp)1967(Citibank)1003,40085,30019981(Citigroup)()(GlobalConsumerBanking)(GlobalCorporateBanking)(AssetManagement)(InvestmentActivities)(GlobalConsumerBusiness)(Insurance)(Banking/Lending)1.(CitibankingNorthAmerica)2.(MortageBanking)3.(Cards)MsaterCardVISADinerClub4.ConsumerFinancialServicesTravelersCommercialCreditCompany(CCC)45980(Insurance)1.TravelersLifeandAnnuity(TLAC)17Copeland()2.PersonalLinesTravelersProperty&Casualty(TAP)TAPPersonalLines1998513.PrimericaFinancialServicesSalomonSmithBarneyCommercialCreditCompany(CCC)150,000(National)1.2.()3.(PrivateBank)(e-Citi)(GlobalCorpoateBanking)SalomonSmithBarney(SSB)8CorporateBanking(DevelopedMarkets)(GlobalRelationshipBanking)1.(EmergingMarkets)()2.(GlobalRelationshipBanking)CommercialLinesInsurance(AssetManagement)(InvestmentActivities)10CitigroupGlobalConsumerGlobalCorporateAssetManagementInvestmentActivitiesBanking/LendingCitibankingNorthAmericaMortageBankingCardsConsumerFinancialServicesInsuranceTravelerLifeandAnnuityPersonalLinesPrimericaFinancialServicesNationalPrivateBanke-CitiSalomonSmithBarneyCorporateBankEurope,MiddleEastAsiaPacificLatinAmericaCommercialLinesInsuranc10Oster19972012(JohnReed)20%199711””()(Valueactivity)(Valuechain)1.(JohnReed)(Memofromthebeach)111970()10060%7%11%16%---1999VolumeinUS$:1997NorthAmericaLatinAmericaEurope,MiddleEast&AffricalCountries71lRevenue2.36BlNetIncome312MlLoans16.9BlDeposits17.0BlAccounts11.1BAsiaPacificlCountries17lRevenue2.25BlNetIncome430MlLoans23.3BlDeposits42.1BlAccounts9.2BlCountries10lRevenue1.98BlNetIncome201MlLoans7.9BlDeposits13.5BlAccounts8.8BlCountries3lRevenue8.55BlNetIncome1,810MlLoans763BlDeposits438BlAccounts9.74B12:2.3.7-ELEVEN01,0002,0003,0004,0005,0001993199419951996199719981999CorporateBankingConsumerBankingTotalCiticorp13()1.2.3.4.141998500()1.152.--()R&D(ATM)24()16MMG()()1.991.801.571.551.441.351.261.211.161.061.001.001.020.98CiticorpChaseBarclaysDeutscheBankAmericaNatWestHSBCCreditAgricoleTokyo-MitsubishiCreditLyonnaisUBSABNAMROJPMorganLloydsTSB:199717()()1.a.b.c.()-JohnReed-182.19863.()(MRI)1.1995(BalancedScorecard)ll19ll3000l21312.()201996199619961997576028%29%ROA0.87%0.89%9.291133%35%ROA1.67%2.06%()(19961997)RevenueOpeartingMarginROASectionPrivateBankCitibankingPrivateBankCitibankingPrivateBankCitibanking19969,290M5,796M33.27%0.28%1.76%0.87%19971,130M6,030M35.40%0.29%2.06%0.89%:19961997211.19962.199745.3%2214%AT&TAT&T(No-bank)VisaMaster19982AT&TUniversalCardServices(UCS)15%53035150135AT&T75018250AT&T10UCS1,082Million693Million70Million320Million30.9%UCSROA19975,330M1,793M2,772M507M9.512%0.49%19986,976M2,635M3,223M709M10.16%0.70%:1997199823UCS:19981998461400700050075“”“”“”(One-stopshopping)19800500100015002000241.(SalomonSmithBakney)(TravelersLifeAndAnnuity)(TravelersProperty&Casualty)19992.50%3.(Citigroup)4.-(JohnReed)-(JamieDimon)5.(FED)251.2.3.4.1.a.(Insurance)I.CommercialCreditCompany(CCC)45980II.TravelersLifeandAnnuity(TLAC)Copeland()III.PrimericaFinancialServicesSalomonSmithBarneyCommercialCreditCompany(CCC)150,000IV.PersonalLinesTravelersProperty&Casualty(TAP)TAPPersonalLines199851b.(InvestmentBank)I.SalomonSmithBarney(SSB)26II.CommercialLinesInsurancec.SalomonBrotherSmithBarney19983270225060010080100502.1(Cross-selling)3.1999()1274.()--199846JP49900090331998(Dimon)()31.Citigroup60,00065,00070,00075,00080,00085,000199619971998199936.06%37.51%37.36%35.26%30%32%34%36%38%40%199619971998199928(1)CitigroupFinancialSynergy4Citigroup4CitigroupDOWJCitigroup19971UCS-30-20-100102030J-97F-97M-97A-97M-97J-97J-97A-97S-97O-97N-97D-97J-98F-98M-98A-98M-98J-98J-98A-98S-98O-98N-98D-98J-99F-99M-99A-99M-99J-99CitigroupDOWJ94.0%93.6%93.1%12.76%13.97%12.66%0%20%40%60%80%100%19971998199929(2)2,706Million114%SSB1,946Million477%1,185Million38%()3Citigroup(3)(1999)BIS()90%1999()()(Million)/1997/11FirstUnionBankCoreStates100%47,6005.44.463.41998/4TravelersGroupCiticorp100%72,5583.52.752.855%10%15%20%25%1996199719981999301998/4BancOneFirst