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    聯名卡、主題卡、鈦金卡……讓人眼花繚亂 信用卡市場爭奪白熱化
    作者:中國板報網    來源:www.cqrgzs.com    點擊數:    更新時間:2019/1/25

      近年來,商業銀行的信用卡發卡量不斷攀升,信用卡市場已日趨成熟,持卡人的需求也發生了巨大變化。這就要求銀行一方面要面對不斷上升的成本壓力,另一方面也需要針對不同消費需求開發更為細分的產品

      2019年剛開年,各商業銀行的信用卡客戶爭奪戰已經啟幕。1月4日,浦發銀行推出了首張面向男性群體的信用卡。無獨有偶,1月9日,工商銀行推出了故宮聯名信用卡,配合今年故宮博物院推出的“宮里過大年”主題。中國人民銀行發布的《2018年第三季度支付體系運行情況》顯示,截至第三季度末,信用卡在用發卡量為6.59億張,環比增長3.36%,人均持有信用卡0.47張。雖然發卡數量穩步提升,但人均持卡數量依然較低,仍有很大的增長空間。

      流量之爭

      近年來,商業銀行的信用卡發卡量不斷攀升。2018年,農業銀行和中國銀行的信用卡發卡量先后突破億張大關。信用卡發卡量“億張俱樂部”的銀行數量增至5家。

      銀行之所以如此看重發卡量,還是為了自身業績考慮。信用卡給銀行帶來的收入分為直接和間接兩種。直接收入包括信用卡的年費、透支利息、手續費和商戶回傭等。特別是隨著移動支付的發展,商戶回傭已經成為銀行收入的重要來源。所謂商戶回傭是指信用卡每產生一筆交易,商戶向收單銀行支付的手續費。這筆費用通常由發卡銀行、收單銀行和清算機構三方分成。發卡量越大、活躍卡數量越多,銀行的收入就會越高。此外,信用卡業務帶來的客戶流量更容易給銀行帶來存款、理財、貸款等間接收入。

      為了獲得更多客戶,各家銀行不僅在發卡環節鉚足了勁,在用卡和留住客戶方面更是使出了渾身解數。近年來,各家銀行先后推出了信用卡APP,招商銀行的“掌上生活”、浦發銀行的“浦大喜奔”、光大銀行的“陽光惠生活”……從應用功能來看,這些APP不僅集成了查賬還款、分期借貸、積分兌換等基本功能,有的還推出了理財、購物商城等全新模塊。為了引導客戶停留使用,簽到送積分、打卡抽大獎、小游戲薅羊毛等活動層出不窮。

      多位業內人士在接受經濟日報記者采訪時表示,上線這些產品一方面是為了導流和流量變現,另一方面是防止同業銀行搶客戶。因此,無論投入多大,都必須把自家的APP建起來,并努力通過各種營銷活動提高客戶黏性。

      權益之變

      信用卡能夠吸引客戶使用,除了先消費后還款的免息期優勢,權益和營銷活動是持續贏得客戶的兩大法寶。與早年的“里程、禮品、高爾夫球”三件套相比,如今各家銀行在權益方面已經做出了諸多調整和改變。

      2018年3月份,浦發銀行推出了女性專屬的信用卡——浦發銀行“美麗女人”信用卡,并且在不到1年的時間里對產品權益進行了3次升級。有了這一次的發卡經驗,浦發銀行信用卡中心針對不同年齡段的男性群體的消費能力、消費習慣和消費模式,又推出了男性主題卡。可選權益包括洗車、加油、酒店、餐飲等,基本涵蓋了客戶可能用到的各方面消費需求。其中,特別版產品上線5天就收獲超過20萬用戶申請。浦發銀行信用卡中心有關負責人表示,未來的信用卡服務將更加聚焦于客戶的個性化需求和客戶經營。目前,消費領域已經呈現出更多元化的趨勢。誰能更好地滿足消費者的個性化需求,誰就可以獲得更好的市場回報。

      與浦發銀行不同,光大銀行在近年來通過一系列整合的營銷活動,提升了影響力。今年1月中旬,光大信用卡啟動“春暖回家路”活動,為持卡客戶提供春運、春節期間更好的出行與生活服務。記者在采訪中了解到,光大信用卡此次針對客戶在春節期間出行、旅游、購物、餐飲等方面的需求設計營銷活動,更加注重客戶的需求和體驗。

      不過,權益的調整并不都是做加法,2018年有多家銀行下調了信用卡權益。招商銀行旗下3大高端卡的航空里程兌換按賬戶計算,并設置5萬里程上限;平安銀行接送機權益僅限持卡人本人使用;興業銀行取消多個行業的信用卡消費積分……這些調整一方面是為了控制不斷高企的成本,另一方面是因為銀行提供的多種權益已經成為“羊毛黨”們套利的重要渠道。在很多論壇里,部分高端信用卡的權益明碼標價。還有不少“羊毛黨”利用權益轉換和銀行漏洞刷單套取積分,兌換權益后再出售。

      成本之惑

      中國銀聯發布的《中國銀行卡產業發展報告(2018)》顯示,2017年國內發卡銀行約發行了近5000款銀行卡產品,其中信用卡約有1900款,同比提升了11.3%。在如此大的增量中,聯名卡和主題卡占據了相當的市場份額。

      以故宮為例,近年來先后與民生銀行、浦發銀行、工商銀行合作發行了多款主題信用卡,打造文創IP+金融服務的新形式。不過,這些主題卡通常都是為了吸引新客戶,權益也多為一次性權益。而聯名卡則多見于航空公司和連鎖酒店,客戶除了可以參與銀行的各種營銷活動,還能獲得航空公司或者酒店的會籍待遇。不過,對銀行而言,大量發行主題卡,需要每年給IP擁有者繳納數額不菲的品牌使用費,如果發卡量不足預期,很可能造成虧損。但業內人士普遍認為,信用卡市場已經日趨成熟,從“賣方市場”轉變為“買方市場”,持卡人的需求也發生了巨大變化。這就要求銀行一方面要面臨不斷上升的成本壓力,另一方面也需要針對不同消費需求開發更為細分的產品。

      記者在采訪中了解到,信用卡產品的細分已經不僅僅體現在權益的設計方面。隨著制卡工藝和技術進步,銀行在信用卡材質中創造性地加入了絲質、木質、樹葉、貝殼等材料,在提升卡片的美觀度的同時,為信用卡的個性化定制提供了更廣闊的空間。民生銀行、華夏銀行曾先后在高端卡片上采用了鈦金屬材質。

      不過,客戶要想使用這些絢麗的新卡,一般要繳納50元至100多元不等的版面費。信用卡研究人士董崢認為,隨著信用卡市場的細分,各家銀行先后推出個性化的信用卡產品,直接導致了制卡成本上升。“理想狀態是,發卡機構僅需儲備一種或幾種卡基,甚至是白卡,即可用于各類卡片的發行、打印和個性化處理。”董崢說。這種制卡方式可以幫助銀行有效提高卡片設計、卡片測試和投產效率,進一步節省成本。

      多家銀行在發行信用卡時還選擇了“銀聯卡+外幣卡”的模式。這種變化使得維薩、萬事達和美國運通等發卡組織也加入了市場競爭。如銀聯在北京、上海、廣州等一線城市推出的機場1元停車,維薩推出的高端酒店住三付二等活動,客觀上也促進了信用卡領域的差異化競爭。不過,因為部分銀行銀聯白金卡發行過多,使得銀聯不得不把更多權益轉向更為高端的“鉆石卡”,部分銀行的白金卡權益已經與金卡相差無幾,消費者在選擇的時候也要細加甄別。

    (文章來源:經濟日報)

    聯名卡、主題卡、鈦金卡……讓人眼花繚亂 信用卡市場爭奪白熱化

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