Chapter 3 - The Achievement of Tech
Wholesale Banking
“Diversifying strongly across sectors and improving our risk management and other capabilities, saw us successfully weather significant headwinds across key operating markets.”
Chief Wholesale Banking Officer
Phan Thi Thanh Binh
2022 Highlights
Wholesale Banking (WB) continues to be an important contributor to Techcombank’s overall business results and 2021-25 strategy – playing a leading role in the real estate and bond value chains.
Under the leadership of the financial institutions (FI) department of WB, we successfully raised USD 1 billion syndicated loans (three to five year tenors) in the international markets.
35.9%
of the Bank’s credit book was provided to WB customers
Healthy credit and non-credit demand from WB customers
In 2022, we again focused on growing our customer base, prioritising, beyond real estate, construction and construction materials (ReCoM), three key economic sectors:
- Fast moving consumer goods (FMCG)
- Utilities (electricity and telecommunications)
- Financial service
Net fee income (NFI) reached VND 3.3 trillion, thanks to strong growth in products like:
- Cash and settlements
- Loan guarantees – the largest offshore guarantee by a Vietnamese bank
- Usance Payable at Letters of Credit (UPAS LC)
- Derivative products.
In 2022, average WB deposits were VND 59.8 trillion, up 25.8% YoY. Average CASA balance remained stable compared to 2021, while the average amount in term deposits increased 59.7% YoY.
Continued diversification into non-ReCoM sectors with scaled-up capabilities
Average outstanding loans throughout 2022 to the FMCG and utilities sectors, increased by 56.5% YoY and 46.4% YoY respectively. TOI in those sectors grew 55.8% and 72.8% respectively.
Completed a loan guarantee transaction for a large customer in a non-ReCoM sector, total value of USD 300 million.
Average outstanding loans
56.5%
YOY FMCG
46.4%
YOY Utilities
TOI
55.8%
YOY FMCG
72.8%
YOY Utilities
Advanced risk management is key
Working with Risk Management Division (RMD), WB started to deploy a new corporate lending platform – the Business Credit Decision Engine (BCDE). By standardising the credit limit structure and covenants, and streamlining connectivity between the credit approval and operations systems, we aim to progressively automate, and optimise end-to-end credit process to improve the customer experience.
Prudent risk management ensured that we maintained WB’s non-performing loans (NPL) at close to 0%.
Further improvements in RM capabilities and tools
We launched Phase 1 of our Customer Relationship Management (CRM) platform in partnership with Salesforce, assisting relationship managers to interact with customers more efficiently and effectively.
The focus of WB for 2023
We aim to expand our customer base beyond the four current target sectors (see above) and into travel and leisure, automotive and larger foreign direct investment (FDI) companies.
We will continue to improve our capital arrangement capability through off-balance sheet products from various domestic and foreign funding sources. This will include green funding from leading development financial institutions (for customers that comply with and promote ESG standards).
In 2023 our focus to become customers’ main transactional bank includes:
- Standardising and digitalising customer credit journeys for the best possible experience
- Continuing to provide best-in-class solutions and services from cash management to capital markets
- Partnering with leading platforms and international consultants to pilot Treasury solutions to enhance customers’ working capital and liquidity management capabilities.