Hoàn thiện hoạt động quản trị hệ thống đại lý tại tổng công ty bảo việt nhân thọ

TRUONG DAI HOC KINH TE QUOC DAN DAI HOC KINH TE OUOC CAN TT THONGTINTHU VIEN LUONG XUAN BACH HOAN THIEN HOAT DONG QUAN TRI HE THONG DA NHAN THO • I LY TA • I TONG CONG TY BAO VIET • • Chuyen nganh: Quan tri kinh doanh thu’Ong mai Ma nganh : 8340121 THAC Si KINH DOANH THU’O’NG MAI o • G DAN KHOA HOC: TS PHAM NGUYEN MINH • • t>AI HOC KINH TE QUOC DAN TT THOM TIN THU V1EN ' PHONG LUAN AN- TdLIEU Ha Noi, Nam 2020 l.()l CAM DOAN Toi xin cam doan day la cong trinh nghien cuu khoa hoc doc lap cua r a ' rieng toi Cac so lieu su dung phan tich luan van co nguon goc ro rang, da cong bo theo dung quy dinh Cac ket qua nghien cuu luan van toi tu tim hieu, phan tich mot each trung thuc, khach quan va phu hop vdi /w Z Z Z thuc tien Cac ket qua chua timg duqc cong bo bat ky nghien cuu nao khac Ha Noi, thang 10 nam 2020 Liro’ng Xuan Bach LOI CAM ON De thuc hien va hoan de tai nghien cuu khoa hoc nay, em da nhan dirge sir ho trg, giup cung nhir la quan tam, dong vien tu nhieu co quan, to chuc va ca nhan Nghien cuu khoa hoc cung duoc hoan dua tren sir tham khao, hoc tap kinh nghiem tir cac ket qua nghien cuu lien quan, cac sach, bao chuyen nganh cua nhieu tac gia d cac truong Dai hoc, cac to chuc nghien cuu khoa hoc Dac biet horn nua la su giup cua cac thay cd giao Truong Dai hoc gia dinh, ban be va cac dong nghiep Em xin gui ldi cam on sau sac den Thay Pham Nguyen Minh - ngudi true tiep hudng dan khoa hoc da luon danh nhieu thdi gian, cong sue hudng dan em suot qua trinh thuc hien nghien cuu va hoan de tai nghien cuu khoa hoc _ _ r r Em xin tran cam on Ban Giam hieu Trucmg Dai hoc Kinh te quoc A A dan cimg toan the cac thay co giao cong tac truong da tan tinh truyen dat nhung kien thuc quy bau, giup toi qua trinh hoc tap va nghien cuu r a r a Tuy co nhieu co gang, nhung de tai nghien cuu khoa hoc khong tranh khoi nhung thieu sot Em kinh mong Quy thay co, cac chuyen gia, nhung < A A / ngudi quan tam den de tai, dong nghiep, gia dinh va ban be tiep tuc cd nhung y kien dong gop, giup de de tai duoc hoan thien hon A Mot lan nua em xin chan cam on! Ha Noi, thang 10 nam 2020 Luong Xuan Bach BQ GIAO DVC VA DAO TAO rRUtWG DAI HQC KINH TE QUdC DAN Hqc vien cd track nhi?m chinh sira theoyeu ciu cua Hoi dong cham luqn vdn Trong taring hqp IchSng chinh sira, hpc viln si khong (iu^c cong nhpn ket qua bao vf Hoc vienphai dong banyeu cau chinh sira nby cung 02 ban nhdnxit phan bifn rio tnric Myc lyc cua Quyin lufrt vdn chinh thuc ndp cho I'ifn DTSDH Si L 11r*’II I > BV14 BO GIAO DUC VA DAO TAO TRICING DAI HOC KINH TE QUOC DAN CONG HOA XA HOI CHU NGHIA VIET NAM Doc lap - Tu- - Hanh phuc Ha Noi, thang nam 20 BAO CAO CHlNH SIJA, HOAN THIEN LUAN VAN THEO YEU CAU CUA HOI DONG DANH GIA LUAN VAN TOT NGHIEP Ma HV: CH270493 Ho va ten: Luong Xuan Bach Ngudi hudng dan: TS Pham Nguyen Minh Chuyen nganh: Quan tri Kinh doanh thuong mai Ten de tai luan van: Hoan thien hoat dong quan tri he thong dai ly tai Tong Cong ty Bao Viet Nhan tho Can cu quyet nghi tai budi hop /2020 cua Hoi dong danh gia luan van tot nghiep (dugc lap theo Quyet dinh so I /2020 cua Hieu trudng Truong Dai hoc Kinh te Quoc dan), hoc vien da chinh sua, hoan thien luan van theo cac noi dung nhu sau: Stt Yeu cau bo sung, sua chua cua Hoi dong danh gia Noi dung HV da chinh sua, bo sung hoac giai trinh ly neu muon bao luu y kien ban dau The hien luan van Ra soat chinh sua cac ky thuat, in an, chinh ta va trinh bay Da chinh sua Toan bo bai Luan van Bo va ghep cac bang chi co mot dong vdi Da ghep cac bang co mot dong d muc 2.3.1 bang co chung noi dung Trang 52, 54 Khong dua cac don vi vao bang tinh Da bo cac don vi % d bang tinh Trang41,44 Luge bo cac noi dung trinh bay ve cong ty Da bd bdt noi dung trinh bay ve lich su Trang 24 hinh Tong Cong ty Bao Viet Nhan tho Gia co them cac noi dung phan tich thuc trang Da chinh sua each trinh bay, bo cue va noi dung de bai luan van them logic Trang 39,40 Lam rd hon doi tugng, muc tieu, pham vi nghien cuu phan md dau Da bo sung them muc doi tugng, muc tieu de lam ro noi dung hon Trang 2,3 Luong Xuan Bach 38, CQNG HOA XA HQI CHU NGHIA VI$T NAM Dpc lyp - Ty - Uynh phuc Ha Npi, 21 thang 12 num 2020 NHAN XET LUAN VAN THAC SY • • • De tai: Hoan thipn hoat dpng quan trj hp thong dpi ly tai Tong cong ty Bao Vipt Nhan thp Hoc vien: LU*ONG XUAN BACH Chuyen nganh: Kinh doanh Thuong mai Ngudi hudng dan khoa hpc: TS PHAM NGUYEN MINH Ngudi nhan xet: PGS TS Nguydn Thi Xuan Huong - DHKTQD Doc toan bo 79 trang danh may cua ban luan v§n ke ca phan muc luc, tai lieu tham khao toi xin dua mot so nhan xet nhu sau: I Ve tinh cap thiet cua de tai ♦ r \ f Cung vdi su phat trien cua nen kinh te, ddi song va dan tri cua dan cu cung khong ngudng tang len Nhu cau bao hiem nhan thp cang tang De dap ung nhu cau ve bao hiem nhan thp, cac cong ty kinh doanh thudng to chuc mot he thong cac dai Iy Quan tri he thdng dai tri he thong dai ly trd mot hoat dong tdt ydu Tdng cong ty Bao Vipt Nhan thp cung nhu cac cong ty kinh doanh bad hidm r Tuy nhien thdi gian vira qua, he thong dai ly bao hiem cua cong ty dang md rang, hoat dong chua hieu qua Mot nhung nguyen nhan dan den tinh trang tren la hoat dong quan tri he thong mpt so bat cap Hoan thipn hoat dong quan tri he thdng dai ly tai Tong cong ty Bao Viet Nhan thp trd yeu cau cap thidt Vi vay toi cho rang vide tac gia cho de tai nghien etna: Hoan thien hoat dong quan tri h? thdng dai ly tai Tdng cong ty Bao Vi£t Nhan thy la de tai co y nghTa thuc tien Vdi nhtfng thong tin toi duqc biet, cho den co mot so de tai nghien cuu Hoan thiyn hoat dong quan trj h? thdng dai ly nhirng de tai khong cd tru trung lMp vdi cac dd tai di trudc vd khong gian, thdi gian va each tidp can nghien cuu Ve tinh phu hop cua de tai luan vSn vdi chuyen nganh dao tao va phurong phap nghien cuu - De tai phu hop vdi chuyen nganh Kinh doanh Thucmg mai - Tac gia da su dung nhirng phuomg phap nghien cuu tuong doi phu hop de gia quyet van de dSt cua de tai II Ve noi dung - Nhirng cong cua de tai - De tai duqc ket cau chuomg theo loi truyen thong, cd tinh logic / X f * M + Chtcomg 1: De tai dS lam rd duqc mot so van de co ban ve hoat dong quan * / ♦ Khai niem dai ly bao hiem nhan tho, vai tro he thong dai ly bao hiem nhan tho, mot sd loai mo hinh to chuc he thong dai ly bao hiem nhan tho Dua duqc nqi dung cua hoat dpng quan tri h? thdng dai ly bao hidm nhan tho Chi duqc mqt so nhan to anh hudng tdi Hoan thien hoat dqng quan tri he thong dai ly nhan tho + Chucmg 2: Mo ta duqc mpt sd net ve Tong cong ty Bao Viet Nhan tho va he thdng dai ly tai Tong cong ty Bao Viet Nhan thq Phan tich duqc hoat dong quan tri he thdng dai ly cua Tong cong ty Thdng qua phdn phan tich tac gia da dua duqc mot sd danh gia vdi nhirng didm manh ydu va nghuyen nhan cua nhung didm yeu Mqt sd danh gia la co co sd s| Scanned with CamScanner + Chuang 3: Dua duac dinh huang, giai phap Mot so giai phap la co co so Nhirng van de can trao doi vdi tdc gia Toi cho rang Luan van se co giai tri khoa hpc cao hon neu giai quyet dupe cac F X van de sau: + Vd hinh thuc: Cdn trinh bay dung qui dinh Nhieu bang chi co dong, each trinh bay don vi tinh khong chuan + Ve phan ldi md dau: + Chuang 1: Can them phan xay dung cac co che dieu hanh hoat dong + Chuang 2: Khong nen trinh bay nhieu ve Bao Viet ma nen lam ro he thong dai ly phat trien theo thdi gian va each thuc quan tri phan tich thong qua cac so phai lam ro moi trudng tac dong tu moi co co sd de danh gia r Mot so danh gia khong co phan tich + Chuang 3: Can them tir phuang hudng ten chuang Phdn giai phap can tang cudng them dieu kien thuc hien dong Dd hieu them trinh dp cua cao hpc vien toi xin dua cau hoi: Cho bidt Theo ban HOAT DQNG QUAN LY HE THONG DAI LY CUA TONG CONG TY HlfN NAY, KHAU NAO LA YEU NHAt? VI SAO? Ngudi nhan xet PGS TS Nguyen Thi Xuan Huang » CQNG HOA XA HQI CHU NGHlA VI$T NAM Dpc lap - Ty - Hanh phuc BAN NHAN XET LUAN VAN THAC Si - De tai: Hoan thipn hoqt dpng quan tri hp thdng dai ly tai Tong cong ty Bao Vipt nhan thp Tac gia: Lurong Xuan Bach Chuyen nganh: Kinh doanh thirang mai Ngudi nhan xet: PGS.TS, Le Anh Tuan Dan vi: khoa Kinh te va Quan ly, truong Dai hpc Dipn lye Nhan xet: Tong quan ch ung: - De tai gom 79 trang, khong ke phy luc va tai lipu tham thao, co npi dung phu hyp vdi chuyen nganh dao tao - Luan viin trinh bay sach dpp dung yeu cau - Noi dung cua luan van phu hap vdi de tai, vdi chuyen nganh dao tao va dap umg yeu cau cua mpt ban luan vSn cao hoc Tinh cap thiet cua de tai: Bao hiem nhan thp la mpt ITnh vuc kinh doanh dSc thu hp thong cac dai ly cd vai trd rat quan trpng Hp thong la lyc lupng tryc tiep ban hang mang lai doanh thu cho Tdng cong ty De hp thdng dyi ly phat trien tot va phat huy dupe hieu qua hoat dpng thi cong tac phat trien va quan ly hp thdng dai ly dong vai trd rat quan trpng Trong qua trinh hoat dong, n5ng suat va hipu qua cua cac dai ly co xu hudng suy giam, vay vipc lien tyc cap nhat kien thuc, nang cao trinh dp va tao dpng luc cho cac dai ly la vo cung quan trpng Chinh vi vay vipc hpc vien nghien cuu '‘''Hoan thipn hoat dpng quan tri hp thdng dpi ly tpi Tdng cong ty Bao Vipt nhan thp'" la can thiet va phu hpp vdi nhu cau thyc te Uu diem, nhuqc diem cua lulin van ve npi dung, hlnh thuc - Ket qua mdi, co y nghia khoa hpc vd ly thuyet, ung dung: 65 sinh hoat ban, nhom; phong each lam viec chuyen nghiep de nang cao chat r luong hoat dong cua kenh phan phoi san pham BHNT qua dai li 3.3.4 Bdi du&ng, dao tao nang cao trinh cho doi ngu can bo lam cong tac quan li dai li Viec dao tao bdi duong va nang cao trinh can bo la mot van de quan trong, dong gop vao su phat trien chung cua mot doanh nghiep Trong qua trinh r hoat dong cua minh, cac doanh nghiep thudng xay dung he thong cac chuong trinh dao tao danh cho can bo Mdi chuong trinh dao tao dupe xay dung can cu vao linh vuc, nhiem vu hoat dong cua tung can bo De nang cao trinh cho doi ngu can bo lam cong tac dai li, Tong Cong ty Bao Viet Nhan tho can to chuc dao tao va dao tao lai doi ngu can bo lam cong tac quan li dai li tai Tru sd chinh va cac cong ty BHNT vien Trong tap trung vao cac ky nang khai thac, danh gia rui ro, chi tra tien bao hiem, bo sung va cap nhat cac kien thuc mdi ve cong tac quan li dai li hoat dong kinh doanh bao hiem nhan tho cua nen kinh te thi trudng Dinh ky to chuc cac khoa hoc xay dung phuong an kinh doanh, trao doi kinh nghiem giua cac cong ty BHNT vien, hoc tap nhung kinh nghiem cong cua cac cong ty thuc hien trudc va phat trien hoan thien cho phu hop vdi thuc te cua cong ty ap dung Doi vdi can bo thuc hien nhiem vu xet giai quyet quyen loi bao hiem, \ r ■x i can phai nang cao ky nang xu li khieu nai, thuc hien quy trinh tra tien bao hiem, quy trinh phong chong khieu nai va true loi bao hiem Khong ngirng nang cao trinh nghiep vu, xac dinh chinh xac trach nhiem bao hiem, dua huong dan kip thdi, hop li de giup giai quyet quyen loi bao hiem nhanh chong va chinh xac, tranh gay phien cho khach hang, gop phan nang cao chat luong dich vu khach hang va uy tin cua Tong Cong ty Bao Viet Nhan tho Luon cap nhat cho r y t e e a cac can bo lam cong tac giai quyet quyen loi bao hiem cac thong tin mdi ve he 66 thong cac van ban phap luat co lien quan den bao hiem nhan tho dong thoi nang cao kha nang phat hien cac truong hop gian lan, true loi bao hiem Ve mat tong the, Tong Cong ty Bao Viet Nhan tho can xay dung va hoan thien quy trinh bo nhiem, su dung, bai mien nhiem can bo, phan cap va xac dinh ro rang trach nhiem va quyen loi cua tung chuc danh chu chot cac r a a r linh vuc cong tac Nguyen tac xay dung quy trinh bao gom danh gia cac yeu to: r r tieu chuan dao due, nang luc chuyen mon va kinh nghiem thuc te Neu xay dung duoc quy trinh chuan, Bao Viet Nhan tho se de dang viec lua chon, sap xep can bo phu hop cho tung vi tri cong viec 5.5.5 Hoan thien he thdng chinh sach che danh cho dai li r \ r t Ben canh muc hoa hong co dinh doi voi tung san pham va la khoan thu nhap chinh cua dai li thi cac khoan khen thuong dinh ky, dot xuat va cac chuong trinh thi dua luon la dong lire thuc day dai li tich cue hoat dong khai thac, thu phi va giu chan dai li lai lau dai vbi doanh nghiep Tai Tong Cong ty Bao Viet Nhan tho, hon 24 nam hoat dong, hoa hong tinh theo tdng doanh thu phi co xu huong tang, nhien nang suat khai thac cua dai li lai co xu huong giam, cac che chinh sach ho tro van diem han che Dieu dan toi thu nhap binh quan cua mot dai li chua cao hon cac doanh nghiep BHNT nude ngoai Neu keo dai tinh trang tren thoi gian toi, cac doi thu canh tranh se co co hoi thu hut dai li cua Tdng Cdng ty Bao Viet Nhan tho hoac ban than nguoi dai li se dpi thbi co va cho mot co hoi nghe nghiep khac mang lai cho ho thu nhap cao hon Sau khoang thbi gian phat trien manh ve luc luong dai li ban hang (2016 r < a - 2019), Bao Viet Nhan tho da bat tay vao xay dung mot co che chinh sach day nhieu Viec ho tro cho cac dai li hoc nghe chua cao va thbi gian huong 67 ngan, cong voi nhung kho khan qua trinh khai thac thi trudng da khong r r cu, che khen thudng theo quy, nam it hon mot so cong ty BHNT nude ngoai va so tien khen thudng chua thuc su hap dan vdi dai li Ben canh do, thu lao danh cho Trudng Ban, Trudng Nhom chua thuc su < A la sue hut de ho gianh het tam huyet, tap trung thdi gian vao cong tac quan li, r xay dung va phat trien Ban, nhom cua minh Hien nay, co mot thuc te la cac Trudng Ban, Trudng Nhom tai cac cong ty BHNT vien chi chu vao viec khai thac, ban hang ca nhan, vay viec quan li Ban, Nhom bi coi nhe dan tdi hieu qua hoat dong cua Ban, Nhom khong cao Chinh vi nhung li ma Tdng Cong ty Bao Viet Nhan tho can dieu chinh va tien tdi xay dung mot he thdng chinh sach, che mdi phu hpp hon de khuyen khich cung nhu thuc day dai li tich cue cong viec khai thac cung nhu thu phi bao hiem Tdng Cong ty Bao Viet Nhan tho can tan dung nhung kinh nghiem san co cua cac to chuc, hiep hoi bao hiem nhan tho tren the gidi nhu Limra, Loma de tu van xay dung chinh sach thu lao danh cho dai li, dac biet la xay dung chinh sach phuc lpi mang tinh dai han va chuyen nghiep de co the giu chan r r ■> nhung dai li gioi va xuat sac cua minh Ben canh do, Tdng Cong ty Bao Viet A A Nhan thp can dinh hudng to chuc, dieu chinh chinh sach cho dai li chuyen thu de hp gan bo vdi nghe, dam bao tri ty le thu phi va ty le tri hpp dong d muc cao 3.4 Mot so kien nghi r 3.4.1 Kien nghi voi cac cor quan quan liNha nut'rc Thi trudng bao hiem nhan thp Viet Nam mdi ddi hon 24 nam nhung da phat trien rat nhanh chong, vay doi hoi phai co co che quan li linh hoat cung nhu hanh lang phap li hoan chinh de tao su canh tranh lanh manh va on dinh cho cac doanh nghiep kinh doanh bao hiem nhan thp tren thi trudng Do 68 V r y r ban chat cua thi trudng bao hiem nhan tho la rat nhay cam nen luon can co su xu li nhanh, kip thdi va hop li nen cong tac quan li, kiem tra giam sat cua cac co quan chuc nang phai lien tuc, nghiem khac va kip thdi r r a y Mat khac de khac phuc nhung van de phat sinh cua thi trudng bao hiem nhan tho hien bao gom su canh tranh khong lanh manh, su phat trien khong dong deu ve chat luong dai li, xu hudng phat trien nhanh va da dang hoa cua 5 thi trudng can phai doi mdi va tang cudng quan li cua Nha nudc ve hoat dong kinh doanh bao hiem nhan tho Viec doi mdi va tang cudng quan li cua Nha r y nudc duoc the hien thong qua van de co ban sau : - Nha nudc can hoan thien moi trudng phap li ve hoat dong kinh doanh bao hiem noi chung va bao hiem nhan tho noi rieng de tao moi trudng canh 9 tranh lanh manh, binh dang giua cac doanh nghiep bao hiem nhan tho cung nhu giua cac dai li bao hiem nhan tho Hien nay, cac van ban dieu chinh hoat dong kinh doanh bao hiem noi r chung va bao hiem nhan tho noi rieng tuong doi hoan chinh, bao gom: Luat kinh doanh bao hiem, cac nghi dinh va thong tu hudng dan Tuy nhien rat r y y ■> nhieu cac van de chua co quy dinh cu the nhu: quy dinh ve xu phat hanh chinh r r r doi vdi doanh nghiep bao hiem vi pham luat, co che khuyen khich cac doanh nghiep md rong viec cung cap cac san pham bao hiem nudc ngoai Chinh vi vay, thdi gian tdi, can ban hanh va hoan thien nhung van ban sau : Nghi dinh ve xu phat vi pham hanh chinh kinh doanh bao hiem Hien nay, nghi dinh 118/ND-TTg da duoc ban hanh Tuy nhien cac muc phat nghi dinh qua thap so vdi trach nhiem cua cac doanh nghiep bao hiem vay can tang muc phat cao hon de nang cao y thuc trach nhiem cua cac doanh nghiep bao hiem Ben canh do, co quan quan li Nha nudc ve bao hiem can ban hanh cac van ban phap quy quy dinh ve cac chi tieu giam sat hoat dong kinh doanh, kenh 69 phan phoi cua cac doanh nghiep bao hiem, quy dinh lien quan den viec hinh va su dung cac quy dau tu cua doanh nghiep bao hiem Mot dac diem cua he thong cac van ban phap luat lien quan den hoat dong kinh doanh bao hiem tai Viet Nam thieu tinh cudng che, viec thuc thi luat thieu nghiem minh Day la nhung can tro lon gay bat loi cho su phat trien cua thi truong bao hiem noi chung va bao hiem nhan tho noi rieng Nham dinh huong va tao khung phap li cho viec phat trien thi truong bao hiem Viet Nam, dong thoi de thuc day su phat trien bao hiem nhan tho nhung nam r tdi, can soat lai toan bo he thong van ban phap luat ve bao hiem, sua chua nhung van de chua thdng nhat hoac khong phu hop, bo sung cac van ban phap luat de tao tinh dong bo cua he thdng Can co cac bien phap xu li r \ r nghiem minh doi vdi cac truong hop gian lan ky ket hop dong bao hiem, r a \ \ khai bao tai nan, yeu cau giai quyet quyen loi bao hiem Can xay dung day du va cu the cac che tai de ran de nham bao ve quyen loi cho cac ben tham gia hop dong bao hiem - Chinh phu can dieu chinh khung ty le hoa hong phu hpp doi vdi tung loai san pham BHNT thuoc vao muc kho khan va phuc tap qua trinh khai thac va tu van - Quy dinh tieu chuan ap dung cho noi dung cua bo hpp dong dai li, can quy dinh rd rang va day du cac van de: trach nhiem va quyen han cua r A „ dai li, cac chuong trinh dao tao yeu cau bat buoc phai co, dao due nghe nghiep, r \ \ viec cap chung chi dao tao dai li nham xay dung cac tieu chuan ve trinh va phan loai dai li - Nha nude can ho tro cho nganh bao hiem nhan tho noi rieng va bao hiem noi chung phat trien bang each tang cudng tuyen truyen quang cao xa hoi de ngudi dan thay dupe y nghia va tam quan cua bao hiem nhan tho, hieu dupe tac dung cua bao hiem nhan tho doi vdi ca nhan ho gia dinh, 70 doanh nghiep va toan xa hoi tu dan hinh thdi quen tham gia bao hiem A nhan tho cac tang lop dan cu Chinh phu cung nen co nhung chinh sach khuyen khich nguoi dan tham rv r \ gia bao hiem nhan tho, vi du nhu mien giam mot phan thu nhap chiu thue thu nhap ca nhan doi vdi nhung ngudi tham gia bao hiem nhan tho dac biet la cac san pham BHNT dai han hoac bao hiem tre em de khuyen khich ngudi dan dat nude n A ' A - Ben canh do, Chinh phu nen cd chinh sach uu dai ve dau tu doi vdi cac cong ty bao hiem vi cac cong ty BHNT noi rieng va bao hiem noi chung hang AZA A nam luon dong gop nhieu vao nguon von dau tu cua toan xa hoi tren co sd huy dong tien nhan roi dan de hinh cac quy dau tu dai han cho dau tu A A co sd tang va cac du an dau tu khac Z - Nha nude nen tiep tuc md cua thi trudng bao hiem nhan tho va cho phep lap them cong ty BHNT nude Thuc te da chi rang, thi A z z trudng bao hiem Viet Nam phai dam bao nhu cau hoi nhap quoc te va thuc hien cac thoa thuan song phuong giira Viet Nam va ASEAN, AFTA, EU, My va cac quy dinh cua WTO Mdi cd them mot doanh nghiep bao hiem tham gia thi Z A trudng bao hiem nhan tho thi thi trudng lai soi dong hon, sd hop dong khai thac mdi lai gia tang Dieu dupc li giai boi cac li sau : Khi cd them doanh nghiep bao hiem, cong tac quang cao ve bao hiem Z A Z nhan tho lai dupc tang cudng, hieu biet ve bao hiem nhan thp cua mot sd bo phan dan cu tang len Cac doanh nghiep mdi lap, ngoai viec khai thac cac doan thi trudng dang dupc khai thac, hp se md rong quy md khai thac den cac doan thi trudng mdi Khi sd san pham dupc tang len va da dang hon hon va ngudi dan cd them co hoi lira chon 71 Tai Viet Nam, nhung nam vua qua, co quan quan li Nha nudc cung da tich cue viec xem xet va cap giay phep hoat dong cho cac cong ty BHNT nude ngoai tai Viet Nam Tinh den het nam 2019, tren thi trudng da cd 18 doanh nghiep kinh doanh bao hiem nhan tho, do: mot doanh nghiep nudc la Bao Viet va 17 doanh nghiep 100% von nudc ngoai (Daii - chi Viet Nam, Prudential Viet Nam, Manulife Viet Nam, AIA Viet Nam, ACE va Prevoir Viet Nam ) Day la nhung nd luc dang ghi nhan cua Nha nudc r a viec hoi nhap vdi khu vuc va quoc te Viec lap them cong ty BHNT cd the khai thac triet de tiem nang cua thi trudng bao hiem nhan tho Ngoai ra, co them cong ty BHNT tren thi r r r r trudng, tinh canh tranh se gay gat hon va day cd the la yeu to lam tang chat luong dich vu va dem lai muc phi canh tranh cd loi cho ngudi dan Tuy nhien, xem xet viec cap giay phep hoat dong Nha nudc cung can xem xet viec iru tien cap phep hoat dong cho cac doanh nghiep 100% von nudc de dam bao su can bang tren thi trudng giua cac doanh nghiep va ngoai nudc 3.4.2 Kien nghi vai Hiep hoi Bao hiem Viet Nam ' ' Hiep hoi Bao hiem Viet Nam dupe lap theo quyet dinh so 23/1999/QD-BTCCBCP 09/07/1999 Cd the noi su doi cua Hiep hoi da danh dau mot budc tien mdi tren dudng phat trien cua thi trudg bao hiem Viet Nam Vdi vai tro la mot to chuc xa hoi, thuc hien chuc nang ho tro va lam cau noi giua cac doanh nghiep, dai dien cho cac doanh nghiep bao hiem trudc co quan quan li Nha nudc va cong chung, thdi gian vua qua, Hiep hoi vdi vai trd cua minh da dong gop khong nhd vao cong va su phat trien cua thi trudng bao hiem Viet Nam De giup cac doanh nghiep bao hiem nhan tho hoan thien va phat trien he r r f yr thong kenh phan phoi san pham cua minh, Hiep hoi can thuc hien tot mang cong viec sau : 72 F t •> - Lam dau moi thuc day su hop tac giua cac doanh nghiep bao hiem nhan X A tho viec: Dao tao, boi duong nang cao trinh cho dai li bao hiem nhan tho, xay dung bo ho so tuyen dung chuan dai li de tao mot bang chung toi thieu can phai co doi voi nguoi dai li, chia se kinh nghiem tu van san pham voi khach hang tiem nang, cham soc sau ban hang va dac biet la xay dung mot >7 A he thong co so du lieu chung cho cac doanh nghiep ve su phat trien cua thi truong, xu huong tieu dung, thu nhap cua nguoi dan, danh sach cac dai li da nghi viec vi pham quy che, ky luat tai cac cong ty BHNT X < Tren co so nhung du lieu do, cac doanh nghiep se tiep thu va dieu chinh chien luoc hoat dong kinh doanh cua minh cung nhu tich luy va trao doi them 7 cac kinh nghiem cua cac cong ty khac de cung phat trien - Dieu tra nghien cuu ve hoat dong kinh doanh bao hiem nhan tho dac biet la hoat dong cua he thong kenh phan phoi san pham BHNT Tren co so x r nhung dieu tra, kinh nghiem thu thap, Hiep hoi se tu van va dinh huong cho cac doanh nghiep bao hiem nhan tho viec thiet ke cac san pham phu hop, dap ung nhu cau cua thi truong, xay dung va phat trien he thong kenh phan phoi phu hop voi tung loai san pham - Thuc hien cong tac dao tao va ho tro cac doanh nghiep bao hiem nhan tho viec dao tao can bo cung nhu dai li bao hiem nhan tho Dieu se khong nhung nang cao trinh cua doi ngu can bo, dai li cua cac doanh nghiep bao hiem nhan tho ma han che duoc nhung tac dong tieu cuc toi hoat dong kinh doanh cua cac doanh nghiep Boi vi, trinh cua can bo, dai li cua doanh nghiep bao hiem nhan tho yeu kem, khong theo kip su phat trien cua thi truong se co the dan toi su sut giam ve ket qua khai thac, hoat dong kinh doanh cua tung doanh nghiep noi rieng va hoat dong cua thi truong bao hiem nhan tho Viet Nam noi chung 13 - Hiep hoi cung can xay dung co che phoi hop va co che kiem tra theo phuong thuc tu quan viec thuc hien cac thoa thuan giua cac hoi vien nham tranh tinh trang nhu hien nay, giua cac doanh nghiep bao hiem nhan tho doi co tinh trang canh tranh thieu lanh manh Ben canh do, voi trach nhiem cua minh, Hiep hoi phai co bao cao voi co quan quan li Nha nuoc ve hoat dong kinh doanh bao hiem noi chung va bao hiem nhan tho noi rieng, dong thdi kip thdi xu li cac hanh vi vi pham phap luat ve kinh doanh bao hiem nhan tho cung nhu viec khong tuan thu cac quy dinh ve hop tac cua cac doanh nghiep bao hiem nhan tho - Dav manh cac quan he cong dong lien quan den khai thac bao hiem nhan tho nham nang cao nhan thuc cua ngudi dan ve bao hiem nhan tho va ho tro khach hang can thiet Day la mot doi hoi quan co tac dong manh den su md rong va phat trien cua thi trudng bao hiem nhan tho Voi mong muon phuc vu tot hon nua khach hang va khong ngung md rong hoat dong kinh doanh, cac doanh nghiep bao hiem nhan tho se luon san sang ho tro Hiep hoi ve tai chinh, phuong tien va ngudi viec nang cao nhan thuc cua ngudi dan ve bao hiem nhan tho 3.4.3 Kien nghi vcri Tap doan Tai chinh Bao hiem Bao Viet Voi vai tro la chu sd huu Tong Cong ty Bao Viet Nhan tho, Tap doan Tai chinh Bao hiem Bao Viet can co nhung ho tro de Tong Cong ty Bao Viet Nhan tho tung buoc hoan thien va phat trien hoat dong kinh doanh cua minh noi chung va he thong kenh phan phoi san pham noi rieng, cu the: - Xem xet va dieu chinh ke hoach kinh doanh cua Tong Cong ty Bao Viet Nhan tho cho phu hop voi dieu kien hien nay, ma Viet Nam da gia nhap rat nhieu cac to chuc kinh te the gioi nhu EVFTA, CPTP, - Cdn ho tro va day manh cong tac tuyen truyen, quang cao ve Tap doan Tai chinh Bao hidm Bao Viet va khong ngung nang cao chat luong dich vu 74 khach hang Cong tac tuyen truyen quang cao la mot hoat dong khong the thieu duoc cua bat ky doanh nghiep bao hiem nhan tho nao tren thi trudng Su cong hay that bai cua mot doanh nghiep kinh doanh bao hiem nhan tho phu thuoc khong it vao chien luoc tuyen truyen, quang cao va chat luong dich vu khach hang r a r Vdi Tap doan Bao Viet, thuong hieu da duoc nhieu ngudi biet den tu r r r lau nhu la mot doanh nghiep ldn nhat, manh nhat va co uy tin nhat tren thi A A trudng bao hiem Viet Nam Day chinh la mot loi the khong nho ma nhieu doanh nghiep bao hiem khac mong muon co duoc Vi le do, chien luoc phat trien kinh doanh cua minh giai doan, Tap doan can tiep tuc dua A \ cong tac tuyen truyen quang cao la mot nhung giai phap chien luoc chung de dap ung duoc yeu cau dat la quang ba sau rong hinh anh cac san ' pham va dich vu cua Tong Bao Viet Nhan tho, dong thdi vua dap ung duoc yeu cdu lau dai la xay dung cho ngudi dan y thuc tu giac, tu nguyen tham gia bao hiem nhan tho r Thong qua hoat dong marketing, doanh nghiep bao hiem nhan tho se nam bat duoc nhu cau da dang, phong phu va luon phat trien cua thi trudng de tu xay dung ke hoach, thiet ke cac san pham BHNT Hien nav, Tong Cong ty Bao Viet Nhan tho dang phai doi mat vdi suc ep canh tranh quyet liet tu phia cac cong ty BHNT nudc ngoai Day la nhung cong ty da quoc gia, co be day kinh nghiem viec trien khai san pham BHNT vao mot thi trudng mdi, ho co tiem luc tai chinh manh me de co the de dang thuc hien cac chien luoc quang cao thuong hieu va xuc tien ban hang Vi vay, de day manh hoat dong tuyen truyen quang cao cua minh, Tong Cong ty Bao Viet Nhan tho can co su ho tro va dinh hudng cua Tap doan tap trung nguon luc vao mot so phuong tien truyen thong nhu : bao chi, truyen hinh va cac hinh thuc ho tro khac nhu bien quang cao, td roi gidi thieu nghe va cac san pham, poster de nham nang cao trinh 75 cua nguoi dan ve bao hiem nhan tho va quan hon ca la thu hut duoc nhieu khach hang tham gia bao hiem nhan tho tai Bao Viet Nhan tho - Tang cuong hop tac voi cac to chuc, ca nhan va ngoai nuoc de giup va ho tro TOng Cong ty Bao Viet Nhan tho linh vuc dao tao bao hiem nhan tho Muc dich cua viec tang cuong hop tac la thu thap them nhung r a thong tin, kien thUc va tai lieu tham khao ve kinh doanh bao hiem nhan tho mot nganh kha mOi me o Viet Nam Trong qua trinh hop tac, TOng Cong ty Bao Viet Nhan tho se nhan duoc nhung bai hoc kinh nghiem qua trinh /A 9 trien khai bao hiem nhan tho tai cac nuOc tren khu vuc va the giOi, dong thoi r xay dung va hoan thien he thong cac chuong trinh dao tao co ban va nang cao danh cho dai li Ben canh do, thong qua hop tac toan dien vOi cac tO chUc nay, TOng r Cong ty Bao Viet Nhan tho cung se co co hoi tiep thu nhung phuong phap quan li va phat trien he thong kenh phan phoi san pham BHNT hieu qua nhat Tu do, dinh huOng va trien khai thuc hien tai cac cong ty BHNT vien A A A - Tap doan can co mot dinh huOng chung ve phat trien nguon nhan luc, cong nghe thong tin va dong thoi nang cao trinh quan li doanh nghiep de tu TOng Cong ty Bao Viet Nhan tho xay dung cho minh he thong quan ly phu hop Trong giai doan hien nay, ma cong nghe thong tin dong mot vai tro khong the thieu cac linh vuc cua doi song kinh te xa hoi thi hoat dong kinh doanh bao hiem nhan tho cung chiu tac dong boi su phat trien cua cong nghe thong tin De co nhung so lieu phan tich, danh gia ve hoat dong cua cac Z A r kenh phan phoi san pham mot cach kip thoi nham dua nhung chien luoc phat trien kinh doanh mang tinh ngan han, TOng Cong ty Bao Viet Nhan tho dang rat can mot he thong quan li thong tin hien dai, dap Ung yeu cau De lam duoc viec nay, TOng Cong ty Bao Viet Nhan tho can su ho tro, dinh huOng tu phia Tap doan thoi gian tOi 76 KET LUAN Sau nghien cuu cac van de mang tinh ly luan ve viec quan tri he thong dai li bao hiem nhan tho va thuc te trien khai tai Tong Cong ty Bao Viet Nhan < r A r tho cho thay, ben canh nhung ket qua dat duoc van nhieu van de ton tai qua trinh quan tri he thong tai Tong Cong ty Bao Viet Nhan tho, cu the la hieu qua cang giam cua kenh phan phoi qua dai ly Voi muc tieu dap ung duoc yeu cau cua hoi nhap khu vuc, quoc te va xu huomg canh tranh khoc liet thdi gian toi, Tong Cong ty Bao Viet Nhan tho phai khong ngung doi moi, hoan thien de nang cao kha nang canh tranh va hieu qua hoat dong cua minh dac biet la hoan thien viec quan tri he thong kenh phan phoi qua dai ly bao hiem nhan tho r \ Trong pham vi nghien curu, luan van da he thong hoa mot each day du va khoa hoc cac van de: Mot so van de ly luan chung ve kinh doanh bao hiem nhan < < tho, he thong dai ly bao hiem nhan tho Tiep theo do, luan van da tong hop va phan tich chi tiet cac so lieu lien quan den hoat dong cua quan tri he thong dai li tai Tong Cong ty Bao Viet Nhan tho Ngoai ra, de tai cung dua nhung nhan xet, danh gia chung ve hoat dong cua he thong dai li tai Tong Cong ty Bao Viet Nhan tho thdi gian qua, tong hop nhung ket qua dat duoc va neu len nhung van de ton tai qua trinh hoat dong Tren co so nhung noi dung ly luan va nhung danh gia ve hoat dong thuc te cua he thong dai li tai Tong Cong ty Bao Viet Nhan tho, de tai da trinh bay mot so giai phap de xuat voi Tong Cong ty Bao Viet Nhan tho nham hoan thien va phat trien he thong dai li thdi gian tbi Cac giai phap duoc tac gia dua tren co sb nghien cuu ly luan va xem xet, danh gia thuc te hoat dong cua he thong dai li tai Tong Cong ty Bao Viet Nhan tho thdi gian qua vay hoan toan co tinh thuc tien cao va Tong 77 Cong ty Bao Viet Nhan tho co the ap dung trien khai thdi gian tdi Tuy nhien, khuon kho cua luan van thac si, cac giai phap chu yeu dung lai d phuong phap luan va co tinh dinh hudng nen can duoc nghien cuu sau hon, cu the hon qua trinh thuc hien de mang lai hieu qua cao nhat qua trinh hoat dong kinh doanh cua Tdng Cong ty Bao Viet Nhan tho Hy vong rang, vdi dong gop nhd cua minh, luan van se mang lai loi ich thiet thuc r r qua trinh hoan thien va phat trien he thdng kenh phan phoi san pham bao hiem nhan tho tai Bao Viet Nhan tho thdi gian tdi DANH MUC TAI LIEU THAM KHAO • • Bao Viet (2015), Bao cao thudngnien nam 2015, Ha Noi Bao Viet (2016), Bao cao thudng nien nam 2016, Ha Noi Bao Viet (2017), Bao cao thuong nien nam 2017, Ha Noi Bao Viet (2018), Bao cao thuong nien nam 2018, Ha Noi Bao Viet (2019), Bao cao thuong nien nam 2019, Ha Noi Bao Viet Nhan tho (2015), Bao cao tong ket hoat dong kinh doanh nam 2015 va ke hoach phuong huong kinh doanh nam 2016, Ha Noi Bao Viet Nhan tho (2015), Chien luoc phat trien cua Bao Viet Nhan tho giai doan 2015 - 2019 Bao Viet Nhan tho (2016), Bao cao tong ket hoat dong kinh doanh nam 2016 va ke hoach phuong huong kinh doanh nam 2017, Ha Noi Bao Viet Nhan tho (2017), Bao cao tong ket hoat dong kinh doanh nam 2017 va ke hoach phuong huong kinh doanh nam 2018, Ha Noi 10 Bo Tai chinh (2015), Thi trudng bao hiem Viet Nam nam 2015, NXB Tai chinh, Ha Noi 11 Bo Tai chinh (2016), Thi trudng bao hiem Viet Nam nam 2016, NXB Tai chinh, Ha Noi 12 Bo Tai chinh (2017), Thi trudng bao hiem Viet Nam nam 2017, NXB Tai chinh, Ha Noi 13 Bo Tai chinh (2018), Thi trudng bao hiem Viet Nam nam 2018, NXB Tai chinh, Ha Noi 14 Bo Tai chinh (2019), Thi trudng bao hiem Viet Nam nam 2019, NXB Tai chinh, Ha Noi 15 Dai hoc Kinh te quoc dan (2012), Giao trinh nghiep vu bao hiem, NXB Kinh te quoc dan, Ha Noi 16 Luat kinh doanh Bao hiem va cac van ban hudng dan (2005), NXB Chinh tri Quoc gia, Ha Noi 17 Nguyen Van Dinh, “Cac giai phap nang cao nang luc canh tranh cua Bao Viet Nhan Tho”, Tap chi Bao hiem (2005) 18 Thai Van Cach, “Thuc trang phap luat ve kinh doanh Bao hiem, phuong hudng toan dien” (2001) _ z y A z ' 19 Truong Moc Lan va Luu Nguyen Khanh, “Mot so dieu can biet ve phap ly kinh doanh bao hiem” (2001)