融资租赁公司的盈利模式和定价体系!

融资租赁公司的盈利模式和定价体系!one、融资租赁的盈利模式不同的融资租赁公司具备的

Advantages

、Fund source channels、市场定位和服务的客户群体的租赁需求都不尽相同，主要的业务模式也会有很大的差异，盈利模式必然是“有定规。无定式”。那种认为融资租赁公司就是单纯靠利差挣钱是利率掮客是放高利贷的看法是一种误解是不正确的。

融资租赁公司的盈利模式是灵活多样的。

1. 债权收益
2. Financial leasing company，Carry out fully paid financial leasing business，获取利差和租息收益理所当然是金融租赁公司的最主要的盈利模式。The spread income depends on the level of risk，一般在1-5%。
3. 采用融资租赁的方式配置信贷资金，For small and medium-sized enterprises, banks can control risks by increasing interest rates or leasing rates.，There is no need to lower interest rates for high-quality customers。Because the accounting and tax treatment of leases is different from loans，Actual Financing of Customers

cost

Not higher than the loan or not much higher。

1. 余值收益
2. 提高租赁物的余值处置收益，Not only an important measure for financial leasing risk control，同时也是融资租赁公司（特别厂商所属的专业融资租赁公司）重要的盈利模式之一。
3. 厂商所属的专业融资租赁公司对设备具有维修、Remanufacturing expertise and broad customer base，Can provide a full range of financial leasing services，Especially the operating leasing business welcomed by customers。

Disposal of residual value of leased property for professional financial leasing companies，It shouldn't be a risk，而应该是新的利润再生点，The rental property has been repaired、Remanufactured and resold through leasing companies、Re-lease to get better returns。这正是厂商融资租赁公司的核心竞争力之所在。

1. According to the transaction conditions and performance of the financial lease contract and the equipment re-lease after recycling、Actual proceeds from resale less rent receivable and uncollected、Maintenance and other related

cost

after，余值处置的收益一般在5-25%左右，Some large general equipment such as aircraft、The income from ships, etc. will be higher.。

1. Service revenue
2. 租赁手续费租赁服务手续费是所有融资租赁公司都有的一项合同管理服务收费。

But depending on the size of the contract、Difficulty、How much is the initial investment in the project?、The level of risk and the differences in the operating models of different companies，The standards for charging handling fees are also different.，一般在

1. 5-3%。
2. 财务咨询费融资租赁公司在一些大型项目或设备融资中，Will provide customers with comprehensive financing solutions，A certain percentage of financial consulting fees or project success fees will be charged based on the financing amount.。

Depends on the size of the project，Charge ratio、Collection methods may vary，一般在

1. 25-5%about。财务咨询费可以成为专业投资机构设立的独立机构的融资租赁公司在开展租赁资产证券化、Financial leasing and trust、Bond and finance lease portfolio、One of the important means of profit in relay services。也可以成为金融机构类的融资租赁公司的重要的中间业务。
2. 贸易佣金融资租赁公司作为设备的购买和投资方，Facilitates the circulation of equipment，Enable manufacturers and suppliers to expand market size，Achieved direct return of sales funds。Collect commissions on sales or discounts or insurance on large-scale purchases、Transportation commission is a very normal means of profit。

收取贸易环节的各种类型的佣金往往市场上设立的专业化的融资租赁公司、或是与厂商签订融资租赁外包服务的大型贸易机构等财务投资人设立的独立机构类型的融资租赁公司主要的盈利模式。4、服务组合收费厂商背景的融资租赁公司在融资租赁合同中会提供配件和一定的耗材供应、inspection、Professional training and other services。

这些服务有的打着“免费”的招牌，其实任何服务多不会有“免费的午餐”，Financial leasing companies either charge separately，要么包括在设备定价之内。Combination services are one of the important profit models for professional financial leasing companies。

1. 运营收益（资金运作、产品组合、规模经营）
2. 资金筹措和运作财务杠杆融资租赁公司营运资金的来源可以是多渠道的自有资金在运作时，You can get an income higher than the loan interest rate for the same period，If a project uses part of its own funds，Borrow some money from the bank，The leasing company has a financial leverage effect，Not only can self-owned funds obtain rental income slightly higher than that of loans in the same period,，借款部分也可以获取一个息差收益。

资金统筹运用融资租赁的租金费率一般都是相当于或高于同期贷款利率，But as a financial leasing company, as a platform for capital operation，In the actual operation of fund raising，It is completely possible to purchase external payments according to the company's purchase contract at different times.、The specific situation of the matching degree of cash flow between the return of rents under the financial lease contract and the external repayment of mature borrowings、Decide on new financing amount and term，Safely and reasonably obtain the difference between fund use and fund raising。

1. 产品组合服务融资租赁公司加强与其他金融机构合作，in financing、加速资产转、Develop different product portfolios and product relays from the four aspects of diversifying business risks and profit models，You can also get good profits。
2. 规模效益规模经营是融资租赁公司提高股东的投资回报重要的举措。

For example：一个有1000万美元注册资金的融资租赁公司，After three years of operation，获得银行9000万美元的的贷款额度，Formed a stable rental asset scale of US$100 million。The average financing cost is 6%，The average rental rate is 8.5%，Net income is 2%。

则每年：自有资金可以获取8%的收益为80万美元，Borrowed USD 90 million，每年可获取2%的利差收益为180万，Total $2.6 million。Shareholder return is 26% per year。

1. 节税收益在成熟的市场经济国家，非全额偿付的融资租赁业务（即：会计上的经营租赁业务）往往占到全部融资租赁业务的很大比例，Especially professional financial leasing companies with manufacturer background can achieve 60% to 80%。

Obviously this kind of depreciation is taken by the lessor，Lessee’s pre-tax expenses，Benefit from both ends，That’s why there’s so much vitality in the operating leasing business，Tax saving or tax deferral is also one of the sources of income for financial leasing companies.。

1. Self-tax saving is possible on the premise that the financial leasing company has a certain pre-tax profit，融资租赁公司采用经营租赁的方式承租自身所需要的办公用房、vehicle、information equipment，租金在税前列支，Get tax saving benefits。
2. Depreciation swap operating leasing services provided to customers，出租人对租赁物提取或加速提取折旧做税前扣除，可以获得延迟纳税的好处。
3. risk return
4. 或有租金或有租金是指金额不固定、Based on factors other than length of time (such as percentage of sales、Usage、price index, etc.)。Contingent rents can be used as

cost

Deduct directly before tax。

For lessors，融资租赁公司更多地介入了承租企业的租赁物使用效果的风险，Participate in revenue distribution of usage effects。Risks for financial leasing companies increase，The possible benefits are also relatively large。（2）可转换租赁债开展可转换租赁债业务是专业投资机构采取的一种控制投资风险获取投资收益的新的投资方式。

Financial leasing companies are responsible for some high-risk investment projects，You can first use financial leasing for the equipment you need，At the same time, it is agreed under certain conditions，The lessor can convert the unrealized financial lease claims into debt-for-equity at an agreed price.。do this，You can obtain equity dividends or value-added income from equity transfer after the project is successful.。

two、融资租赁定价体系

1. 租赁标的定价体系
2. 计划经济的定价体系成本主导型折扣式定价体系设备定价的原则是生产成本加利润。批发主导型递增式定价体系制造企业不管流通中的零售价，随销售环节和服务内容增多，设备价格随着流通链条的延伸逐步递增。
3. 市场经济的定价体系商家主导采购递减式定价体系厂商根据客户不同服务需求，不同的支付方式，给予不同的销售折扣。

制造商控制终端服务定价体系厂商建立租赁营销体系是制造厂商维护自身设备市场经营秩序的重要保证是实现利益在厂方控制下进行合理分配的核心是与租赁公司、销售公司合作建立现代营销体系的关键前提和基础所在。

1. 租赁营销定价体系
2. 在设备的租赁销售中的租赁报价，除了成本定价、服务定价、供求定价和品质定价外，还会根据融资租赁合同中一些具体的交易条款实行风险定价和余值定价。
3. 成本定价和品质定价是厂方收回投资、实现利润的保障，服务定价和风险定价和余值定价是销售商、租赁服务商收回投资、实现利润的保障。
4. 厂商所属融资租赁公司往往会掌握和控制全部的定价权，控制在研发制造、流通销售、financial services、After-sales service、维修再利用的各个环节中的成本、

cost

和利润的负担和分配。

1. 金融机构所属融资租赁公司和独立机构类的融资租赁公司不可能具有对租赁物的终端定价制定的话语权，但可以利用自己的购买权，特别是规模采购的地位，与供应商建立战略合作关系形成一种互赢的盈利模式，可以更好地行使和利用自己的租金风险定价权。

three、租金定价原理与构成

1. 全额偿付的租金定价
2. 全额偿付的融资租赁业务是一种租赁债权的投资。Lease expires，The lessee obtains ownership of the leased property for a nominal price。承租人应付的租金是租赁债权最主要的部分。Next is the handling fee、Trade commissions and other receivables。

Right now：Finance lease income = rental income during the lease period + leasing service fee

1. The calculation method of rent is based on the actual acquisition cost of the leased property.，Or the actual financing amount provided by the financial leasing company，According to the rent repayment method stipulated in the contract (such as rent equalization method，Equal amount of principal、Balance interest method) Calculate the amount of rent payable in each period according to the lease rate。租赁费率一般按同期银行贷款利率上增加
2. 5%—5%不等风险费率。
3. Entrusted leasing business、Or direct factoring financing of financial lease claims without recourse，Since financial leasing companies do not assume risk responsibility，融资租赁公司除了按委托方或与资金提供方商定的融资利率收取融资租赁本息外，There will be no further increase in risk rates，Generally, the leasing service fee is only charged based on the purchase cost or total lease amount.，一般为
4. 5%-3%。
5. 非全额偿付的租金定价
6. 非全额偿付经营租赁业务，实际上是部分的赁债权投资和余值再处理收益的投资。
7. Rent confirmed，Generally, the residual value of the leased property at the end of the lease period is risk-priced first.，The remaining value is then deducted from the acquisition cost or actual financing amount as the basis for calculating the rent.，在融资利率上再加一定比率的风险费率，Rent repayment method stipulated in the financial lease contract，Calculate the rent payable for each period。Right now：Financial lease income = rental income + residual value disposal income + leasing service fee。
8. Professional financial leasing company affiliated with the manufacturer，For equipment under different working conditions by the lessee、After different periods of use，The residual value of the whole machine or even each component、or reuse value are clearly priced，can be based on the user’s

Require

，Quick quote。This is a professional rental company

Advantages

location。

1. If the lessee seeks off-balance sheet financing，It is possible to purchase the leased property at fair value upon expiration of the lease term.，The financial leasing company can agree in advance with the lessee on the method for determining fair value (lessor’s book method、Second-hand market transaction price method) and the principle of bearing residual value risks and benefits，After deducting the residual value，Calculate the rent again。
2. 短期租赁租金定价
3. 融资租赁公司将其回收的租赁资产进行销售、Rent and sale、Rental services，实际是进行二手设备的销售和租赁服务的投资业务是实现租赁物余值价值获取投资收益的主要方式。
4. 租赁服务的定价不是一个单纯的理论问题，many factors、There are a lot of variables，完全是一个市场的化的定价行为。

The main influencing factors are the market supply and demand relationship of homogeneous products and the rental rate，Secondly, the lessor’s cost

cost

、管理和服务质量水平的高低。（1）成本法：年租金收入=[（租赁余值/未折旧年限）/出租率+年使用维护成本+各项

cost

tax]+预期利润。

1. market law：租金收入=市场租金/出租率
2. 专业的租赁公司会根据设备的使用特点和用户的需求，Methods for determining different rental pricing，Rutai time method、Daily rent law、monthly rent law、workload method、Use count method、dry lease、wet rent、Revenue sharing method, etc.。According to market supply and demand，Adjust rent promptly，Increase occupancy rate。

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