近年来随着社会经济发展水平的不断提高，金融科技的突飞猛进，银行业的外部经营环 境发生了翻天覆地的变化。而且市场竞争加剧，商业银行面临着盈利空间压缩的问题，因此 商业银行需要进行网点转型，以便适应新的市场环境。 本论文总结了战略管理理论、业务流程重组理论、客户关系管理理论等商业银行网点转 型的理论，对富国银行、中国工商银行等其他的商业银行网点转型的经验进行了分析借鉴， 并利用PEST模型、五力模型、SWOT模型对邮储银行沧州分行的自身经营情况进行了分析。 经过以上的综合分析，本论文从不同的角度分析出了邮储银行沧州分行之后的网点转型 策略，首先是网点重新布局、定位，并根据定位划分情况进行内部功能区的调整；之后是对 网点ITM机、外拓设备进行功能补充及升级；对产品业务流程进行升级，开发并完善我行的 业务种类；然后是对我行的客户进行细分，区分低端客户和普通客户，并对客户提供差异化 的产品和服务，然后是具体化、完善绩效考核，使考核办法促进网点转型发展。最后，从金 融科技的角度分析，加大金融科技力量的投入，做好“线上”系统的布局工作。总之，希望 以上措施能够加快推进邮储银行沧州分行转型发展，提升邮储银行沧州分行的综合竞争力。 关键词：中国邮政储蓄银行；银行网点；网点转型 2 Abstract Inrecentyears,withthecontinuousimprovementofthelevelofsocialandeconomic development,therapiddevelopmentoffinancialtechnology,theexternaloperatingenvironment ofthebankingindustryhasundergonetremendouschanges.Moreover,marketcompetitionis intensifying,andcommercialbanksarefacedwiththeproblemofshrinkingprofitspace. Therefore,commercialbanksneedtocarryoutnetworktransformationinordertoadapttothe newmarketenvironment. Thispapersummarizesthetheoryofcommercialbankoutlettransformationsuchas strategicmanagementtheory,businessprocessreorganizationtheory,customerrelationship managementtheory,etc.Itanalyzesandlearnsfromtheexperienceofothercommercialbank outlettransformationofWellsFargoBank,IndustrialandCommercialBankofChina,anduses thePESTmodel,FiveForceModelandSWOTmodelanalyzetheself-operationsituationof CangzhoubranchofPostalSavingsBank. Aftertheabovecomprehensiveanalysis,thispaperanalyzestheoutlettransformation strategyaftertheCangzhoubranchofthePostalSavingsBankfromdifferentangles.First,the outletsarere-arrangedandpositioned,andtheinternalfunctionalareaisadjustedaccordingtothe positioningdivision;thentheoutletsareadjusted.ITMmachineandexternalextensionequipment tosupplementandupgradefunctions;upgradeproductbusinessprocesses,developandimprove ourbusinesstypes;thenwesubdivideourcustomers,distinguishlow-endcustomersandordinary customers,andtreatcustomersProvidedifferentiatedproductsandservices,andthenspecifyand improveperformanceevaluation,sothatevaluationmethodscanpromotethetransformationand developmentofoutlets.Finally,fromtheperspectiveoffinancialtechnology,increaseinvestment infinancialtechnologyanddoagoodjobinthelayoutofthe"online"system.Inshort,Ihopethat theabovemeasurescanacceleratethetransformationanddevelopmentofthePostalSavingsBank CangzhouBranchandenhancethecomprehensivecompetitivenessofthePostalSavingsBank CangzhouBranch. KEYWORDS：PostalSavingsBankofChina;Bankbranch;Branchtransformation 1 目录 第一章绪论.......................................................................................................................................1 第一节选题背景、意义及实际应用价值...............................................................................1 一、论文背景.....................................................................................................................1 二、论文意义及实际应用价值.........................................................................................1 第二节国内外文献综述...........................................................................................................1 一、国外文献综述.............................................................................................................1 二、国内文献综述.............................................................................................................2 第三节研究思路和研究方法...................................................................................................3 一、研究思路.....................................................................................................................3 二、研究方法.....................................................................................................................3 第二章网点转型理论.......................................................................................................................4 第一节商业银行网点的概念...................................................................................................4 第二节商业银行网点转型概念及目标...................................................................................4 一、网点转型的概念.........................................................................................................4 二、网点转型的目标.........................................................................................................4 三、网点转型的要求.........................................................................................................5 第三节商业银行网点转型理论...............................................................................................6 一、战略管理理论.............................................................................................................6 二、业务流程重组理论.....................................................................................................7 三、客户关系管理理论.....................................................................................................7 四、服务营销理论.............................................................................................................8 第三章当前银行业网点转型情况及典型案例...............................................................................9 第一节美国富国银行网点转型情况分析...............................................................................9 第二节中国工商银行网点转型情况分析.............................................................................10 第三节中国农业银行网点转型情况分析.............................................................................11 第四章邮储银行沧州分行竞争力分析.........................................................................................14 第一节邮储银行沧州分行发展情况.....................................................................................14 一、邮储银行沧州分行概况...........................................................................................14 二、邮储银行沧州分行业务发展情况...........................................................................15 第二节PEST模型分析............................................................................................................15 一、政治环境分析...........................................................................................................15 二、经济环境分析.........................................................................................................17 三、社会环境分析.........................................................................................................18 四、技术环境分析...........................................................................................................19 第三节五力模型分析.............................................................................................................20 一、供应商的议价能力...................................................................................................20 二、购买者的议价能力...................................................................................................20 三、新进入者的威胁.......................................................................................................21 四、替代品的威胁...........................................................................................................21 五、同业竞争者的竞争程度...........................................................................................21 2 第四节SWOT模型分析..................