工商管理学院知识库

财富的创造和传承一直是高净值客户追求的财富管理目标。兰州银行从2018年开始进军家族信托业务市场，在业务发展中形成了“兰州银行家族财富管理中心+信托公司+第三方财富管理公司”的家族信托业务模式，抢占了甘肃地区家族信托业务先机，取得了一定的成效。但由于家族信托业务在我国起步相对较晚，还处于探索发展阶段，其业务模式还有待于市场检验。

本文以兰州银行家族信托业务模式为研究对象，运用文献分析法、个案研究法、比较分析法等方法，对兰州银行家族信托业务模式进行全面分析，并在此基础上借鉴其它银行家族信托业务开展模式，就兰州银行家族信托业务模式的创新和发展进行探讨。研究认为兰州银行在家族信托业务发展中所采用的“兰州银行家族财富管理中心+信托公司+第三方财富管理公司”的模式，立足于兰州银行实际，在目前具有一定的可行性，但这种模式也存在极大的局限性，如制约业务的拓展、影响家族信托产品的创新、影响家族信托业务的收益、对各主体主观能动性调动不足等。着眼于兰州银行家族信托业务发展，本文认为应当对兰州银行家族信托业务模式进行大胆创新。结合实际可以从以下几个方面去创新：一是优化兰州银行家族信托业务模式，如建立合作共赢机制、创新家族信托服务；二是大力发展“私人银行+信托机构”模式,可以私人银行与家族财富管理中心并存、组建私人银行代替家族财富管理中心,组建专门财富管理部门等途径；三是建立信托子公司独立开展家族信托业务,可以通过借壳、组建等方式组建所有制的信托公司，并优化内部管理机构；四是大力发展“互联网金融＋家族信托”，重点是运用互联网思维指导家族信托业务，运用互联网优势开展家族信托业务，运用互联网技术实现家族信托业务风险控制；五是大力发展信托基金。研究既立足于兰州银行家族信托业务现有模式的优化，同时又着眼于长远发展和创新，提出具有一定建设性的建议，对商业银行家族信托业务发展具有一定的指导意义。

The creation and inheritance of wealth has always been the goal of wealth management pursued by high net worth clients.Lanzhou Bank began to enter the family trust business market in 2018, and formed the family trust business model of "Lanzhou Bank Family Wealth Management Center + Trust Company + Third Party Wealth Management Company" in the course of business development, seizing the opportunity of family trust business in Gansu region and achieving certain results.However, as family trust business started relatively late in China and is still in the stage of exploration and development, its business model has yet to be tested by the market.

In this paper on the basis of scientific theory, using literature analysis, case study method, comparative analysis and other methods, the comprehensive analysis on the lanzhou bank family trust business model, and on the basis of reference to other family trust business of banking financial institutions to carry out the model of successful cases, lanzhou bank family trust business model innovation and development are discussed.Research think bank in a family trust business development in lanzhou adopted "lanzhou bank's family wealth management center + company + trust third party wealth management" model, based on lanzhou actual bank, at present has certain feasibility, but this model also has great limitations, such as restricting the expansion of business, influence family trust product innovation, influence the benefit of the trust business and the shortage of the aorta subjects to the sexual transfer.Based on the experience of China Merchants Bank, Industrial Bank, Bank of Beijing and other commercial banks with good family trust business development, and focusing on the family trust business development of Lanzhou Bank, the author believes that the family trust business model of Lanzhou Bank should be boldly innovated.In practice, innovation can be made from the following aspects: First, optimize the family trust business model of Lanzhou Bank, such as establishing a win-win cooperation mechanism and innovating family trust services;Second, the mode of "private bank + trust institution" should be vigorously developed. Private banks can coexist with family wealth management centers, private banks can be established to replace family wealth management centers, and specialized wealth management departments can be established.Third, establish trust subsidiaries to independently carry out family trust business. Trust companies of ownership can be established by means of backdoor and establishment, and the internal management mechanism can be optimized.Fourth, vigorously develop "Internet finance + family trust", focusing on using Internet thinking to guide family trust business, using Internet advantages to carry out family trust business, and using Internet technology to realize risk control of family trust business;Fifth, we will vigorously develop trust funds.The research is based on the optimization of the existing model of family trust business of Lanzhou Bank, while focusing on the long-term development and innovation, and puts forward some constructive suggestions, which has certain guiding significance for the development of family trust business of commercial banks.