Hoàn thiện mô hình kênh phân phối đại lý tại aia

• > X ZN X TRUONG DAI HOC KINH TE QUOC DAN NGUYEN KIM NU* HIEU HOAN THIEN MO HINH KENH PHAn PHOl DAI LY • • TAI NAM • AIA VIET • Chuyen nganh: KINH TE BAO HIEM LU AN VAN THAC SY KINH TE • • Ngu'ffi hiuo'ng dan khoa hoc: PGS TS Nguyen Van Dinh DAI HOC K.T.Q.D TT THONG TIN THUVIEN PHONG LIAN AN -TULIEU Ha Noi-2016 [f L()I CAM DOAN Toi da doc va hieu ve cac hanh vi vi pham su trung thuc hoc thuat Toi cam ket bang danh du ca nhan rang nghien cuu toi tu thuc hien va khong vi pham yeu cau ve su trung thuc hoc thuat Ha Noi, QQthdngJLndm 2016 Nguyen Kim NU Hieu YEU CAU CUA HOI DONG CHAM LUAN VAN THAC SI VE Nhung diem can sua chua bo sung trudc nop luan van chfnh thuc cho Vien dao tao SDH wo c£wsi .Awm wch -tAk ,&iy/>r£l a [ - Thu nhat, tai Phan mo dau hoc vien chua co phan tong quan nghien cuu vi vay can bo sung mot so nghien cuu co lien quan nhu Luan van thac sy cua Nguyen Ngoc Tuan bao ve nam 2007 tai Dai hoc Kinh te Quoc dan ve Hoan thien va phat trien he thong kenh phan phoi san pham BHNH tai Bao Viet Nhan tho; Luan van thac sy cua Dang Thanh Canh bao ve nam 2009 tai Dai hoc Bach Khoa Ha Noi ve Hoan thien cong tac quan ly dai ly tai Prudential Viet Nam • A a z z r r r i Tai chinh Theo toi day la mot d£ xuSt hop ly nhung cln luu y tu nam 2016 cac doanh nghiep BHNT khong can phai dang ky khoa dao tao voi Bo Tai chinh can cu Thong tu 194 nam 2014 va Nghi dinh 73 vua ban hanh - Thu tu, tai trang 95 chuong ve giai phap' nang cao chat luong nguon nhan luc quan ly dai ly BHNT hoc vien co trich y kien cua Ong Phung DSc Loc TOng thu ky Hiep hoi Bao hiem Viet Nam nhung khong co trich dan nguon tham khao - Thu nam, cung tai trang 95 Chuong hoc vien neu luc luong nhan su lam cong tac Phu trach kinh doanh khu vuc (Bo phan quan ly va phat trien dai ly) tai cac dia ban tinh, dia ban xa trung tam 90% doi ngu khong co chuyen mon bao hiem can lam ro day la doi ngu nhan vien AIA hay la dai ly bao hiem lam cong tac quan ly dai ly tu moi co huong dao tao phu hop Ngoai ra, cung tai trang hoc vien ghi cac truong dai hoc ?'*i / * lien tuc cap nhat kien thuc.thi truong de trang bi cho sinh vien truong nhung khong lam ro day la cac truong dai hoc nao dao tao chuyen nganh gi- Thu sau, tai Uang 100 Chuong ve giai phap day manh ung dung cong nghe phan phoi san pham qua dai ly BHNT hoc vien de xuat AIA tang cuong hop tac voi cac co so y te de xay dung co so du lieu y khoa, viec co kha thi khong voi no luc cua mot doanh nghiep Bo Tai chinh va Hiep hoi Bao hiem du da co nhieu no luc phoi hop voi Bo Y te nhung van chua trien khai duoc De xuat AIA mo rong he thong danh sach phong kham co bao lanh vien phi o khap cac dia ban cua hoc vien chung chung, chua manh dan de xuat bo sung them dia ban nao, cach thuc kiem soat chat luong phong kham / ■» f - Thu bay, tai trang 102 va 102 Chuong kien nghi voi cac co quan quan ly nha nuoc hoc vien chua cap nhat tinh hinh ban hanh Nghi dinh 73 huong dan Luat KDBH thay Nghi dinh 45 va 46 Ngoai tai trang 104 hoc vien de nghi co quan quan ly nha nuoc can co kenh thong tin chinh thuc de x z x tuyen truyen nhung loi ich thiet thuc tham gia BHNT van de chua kha thi vi hien Bo Tai chinh cung da thuc hien tuyen truyen bien nhung duoi goc quan ly nha nuoc, nhiem vu can duoc Hiep hoi Bao hiem lam dau moi trien khai Trong nam 2016 va 2017 Hiep hoi Bao hiem da cung cac doanh nghiep BHNT trien khai chuong trinh tuyen truyen A X ’ r X ♦ r 95 Do thieu hut nhan luc co trinh chuyen mon nen cac DNBH da tam thoi tuyen dung tu cac chuyen nganh khac va dao tao ngan han kien thuc co ban ve bao hiem, sau mot vai nam cong tac, cac nhan su duoc de bat len nhung vi tri chu chot DNBH Dieu tiem an rui ro khong chi cho rieng DNBH ma cdn cho ca thi truong Theo dng Phung Dac Loc, Tong thu ky Hiep hoi Bao hiem Viet Nam, co tren 90% can bo bao hiem chua duoc dao tao bao hiem Dieu dan den su thieu hut tram nguon nhan luc chat luong cao phuc vu cho viec phat trien thi truong ben vung Voi tinh trang chung cua toan thi truong, tai AIA Viet Nam, luc luong nhan su lam cong tac Phu trach kinh doanh khu vuc (Bo phan Quan ly va phat trien dai ly) hien tai qua mong ve luc luong va cdn non yeu ve chat luong Ngoai cac vung kinh doanh chinh, nhan su kinh doanh thuong la nhung nguoi duoc tuyen chon voi chat luong tot thi tai cac dia ban tinh, dia ban xa trung tam, luc luong boc lo nhieu han che 90% doi ngu khong co chuyen mon ve bao hiem Ho duoc dao tao o cac chuyen nganh khac Thuong duoc chi tay hoc viec di len tu DLBH, phat trien len doi ngu truong nhom va duoc tuyen dung sau mot thoi gian co kinh nghiem va tich tot o mang ban hang Chinh vi vay gap phai nhung van de chua duoc huong dan nhu co tam chuyen mon sau hay chien luoc mang tinh vi mo ho khong co kien thuc de dua cac giai phap thao go Chua ke toi, nhieu truong hop khong nam bat het duoc Phap luat ve ve hoat dong kinh doanh bao hiem hoac nghiep vu bao hiem nen van dung quy tac "linh hoat” toi muc lam bua, lam au, co the gay hau qua nghiem Giai phap dua cho tinh trang thieu hut nguon nhan luc lam viec tai khu vuc cho AIA Viet Nam chinh la AIA can chu toi tuyen dung nhan su co chuyen mon va duoc dao tao ve Bao hiem Hang nam, cac truong Dai hoc lien tuc cap nhat kien thuc thi truong de trang bi tot kien thuc cho sinh vien truong Chinh vi vay, day la goi y hay cho AIA Viet Nam tuyen dung thuc tap sinh va nhan vien bo sung cho nhan luc cong ty 96 Song song vdi tuydn dung, AIA nen day dung duoc bo tieu chi yeu cau thang tidn doi vdi cac chuc danh va bo phan cong ty Mot nhung yeu cau khong th6 thidu bo tieu chi chinh la viec nhan su phai hoan duoc cac chung chi dao tao vd bao hidm mang tinh chdt qudc td Day la mot chien luge mang tinh hoi nhap rdt tdt cho nhan luc cong ty trudc boi canh thi trudng khdi ngoai co su canh tranh kha ldn giua cac doanh nghiep vdi nhau, vdi nhung ddi thu sap gia nhap thi trudng 3.2.5 Hoan thien chinh sach dai ngo danh cho dai ly Ve mat tong the chinh sach hoa hong tien thudng cua AIA tir nam 2014 - cua AIA Viet Nam tuong ddi on dinh va hoan thien AIA da xay dung bidu hoa hong kha chi tiet cho tung san pham va la muc tieu chinh cua dai ly khai thac doanh thu mdi cho cong ty Ben canh hoa hong san pham, thi cac khoan thu nhap dinh ky nhu thudng thang thudng quy thudng Ngoai hang, thi dua ngSn han luon la dong luc thuc day dai ly tich cue hoat dong, thu phi tai tuc va gin bo dai ly vdi cong tyTuy nhien, sd luong dai ly nghi viec cua AIA gia tang qua cac nam, mot phan cung la vi dai ly bi loi keo sang cong ty khac Vi chinh cac dai ly nhan thdy nhung loi ich va co hoi d nhung vi tri tuong tu d cong ty ban mang lai thu nhap cao hon cho cung mot ket qua kinh doanh cua ho Vay dau la diem kem hap dan d chinh sach che dai ngo cho dai ly cua AIA Viet Nam kem hap dan, chinh la viec chua da dang hoa duoc chuong trinh ho tro dai ly: r r Thu nhat: Cac thi dua ngan han (thudng keo dai dinh ky tir - mot thi dua va khoang 4-5 thi dua mot thang) vdi muc lap di lap lai hang thang, hang quy va hang nam cua AIA nam gan day da trd nen kem hap ddn Dai ly gan nhu doan trudc duoc thi dua ngan, co thudng, co them thu nhap Chinh vi vay, ho se khong nop hop dong giua cac ky khong co thi dua ngan Ho cho tdi thi dua de nop Nhu vay vd hinh chung, AIA Viet Nam dang bo tidn de mua doanh thu ma le khong co thi dua dai ly van phai nop hop dong vd Viec dua cac 97 chuong trinh lap di lap lai nhu vay, khien hieu qua tu thi dua bi giam Giai phap dua cho AIA Viet Nam la chi nen dua cac thi dua ngan han mot each ngau nhien va tiet che so luong thi dua d muc 1-2 lan mot thang Nguon luc thi dua ngan han se chuyen sang trung va dai han Hoac chuyen thi dua thudng ngan hien vat huu ich Thu hai: Thi dua trung han thudng keo dai mot thang Cac thi dua thudng tap trung vao cac chuong trinh Huan luyen ngoai van phdng di kem du lich AIA da chay thi dua theo loi mon sudt nhieu nam Can cd su thay ddi tich cue thi dua theo hudng vira tang them chi tieu doanh thu vua chuyen dia diem du lich du kien nude ngoai de tang tinh hap dan ddi vdi dai ly Ngoai thi dua ngan va dai han cung nen cd nhung thi dua danh hien vat gia tri Nhtrng chuong trinh theo khao sat la tao duoc hieu ung ddng dao hoat dong dai ly hon so vdi nhung chuong trinh du lich it cd su lua chon ma ddi cd dai ly da dat nhieu lan Thu ba: Thi dua dai han duoc tinh la thi dua tren mot nam Ben canh cac chuong trinh chay sudt mot nam tai chinh thi AIA nen bo sung de tang tinh hap dan cho dai ly bang viec md rong quyen lqi phuc lqi danh cho nhung tu van vien xuat sac, nhung cap quan ly dai ly xuat sac cd quy phuc lqi huu tri bao hiem, hoac bao hiem sue khoe cho ban than ho hoac gia dinh ho, cac chuong trinh hoc bong danh rieng cho em dai ly cdng ty Thuc su, day mdi chinh la nhung yeu td khich le dong vien dai ly de ho cam nhan duoc dai ly thuc su la mot nghe nghiep Ho cd che dai ngo on dinh, cd luong huu neu cdng hien va dac biet ngudi than cua ho cung duoc cham soc neu nhu ho gan bo vdi AIA Nhung nam trudc, AIA lam chua tot mang vi vay ma khong it trudng hop dai ly chuyen sang cdng ty bao hiem ban de lam viec vi phuc lqi danh cho dai ly tot hon 3.3.6 Chuan hod mo hinh to chuc cua cac Tong dai ly BHNT (GA) Md hinh Tong DLBH khong mdi la tren thi trudng bao hiem Viet Nam Ttr nam 2003, Prudential da cho mat va trien khai manh me md hinh phan phdi qua 98 tong dai ly (GA) AIA Viet Nam mat chua lau md hinh Tong dai ly (tu nam 2010) nhung lai la cong ty khang dinh manh me chien luoc GA hoa toan bo he soc khach hang toi da Sau Nest by AIA va AIA Exchange, AIA GA NEXT la mot md hinh van phdng tong dai ly kha khac biet da duoc AIA khai truong tai Ha Noi Day thuc sir la nhung md hinh van phdng thiet ke hien dai, khong gian md va sang tao nham nang cao chat luong dich vu tdt hon cho khach hang cua AIA Tuy nhien, day mdi chi la dot pha ve mat md hinh thiet ke van phdng, tang co sd Ve mat td chuc cua mot GA tai AIA van dang tinh trang “manh lam”; chua cd mot md hinh chuan cho tat ca GA Chinh vi vay, viec ddng bo hoa he thdng GA cua AIA gap nhieu kho khan GA thuc te la mot cong ty tong dai ly hoat dong phan bd san pham bao hiem nhan tho Mdi mot GA la mot cong ty khac Chinh vi vay md hinh td chuc cung khac Gidng nhu mot doanh nghiep hach toan doc lap, hieu qua kinh doanh den tir chien luoc va td chuc trien khai thuc hien Trong dd, tat ca cac khau nhu nang lure nhan vien cua GA, sap xep td chuc bo may hoat dong kinh doanh, hd tro dai ly, chien luoc thi trudng ban hang va tuyen dung; hd tro cham soc khach hang la nhung yeu td quyet dinh phan ldn doanh thu phi khai thac Trong phan nay, nguoi viet se dua luan diem Mot la tu phia quan tri AIA, hai la tir phia quan tri GA Thu nhat, ve phia AIA Viet Nam AIA Viet Nam can sang loc nhung nhan td dai ly ban hang xuat sac, du nang luc quan tri de cd the dung lap van phdng tong dai ly Hien nay, chua cd mot tieu chi rd rang ve moi mat de quyet dinh chon mot Giam doc van phdng Tong dai ly BHNT tai AIA Vay viec can lam la la xay dung bo tieu chi cho vi tri Cu the ngudi Giam doc van phdng Tong dai ly bat buoc phai la dai ly BHNT cua AIA Viet Nam va cd chuc danh quan ly dai ly BHNT la Trudng ban kinh doanh; Kinh nghiem cong tac tai AIA Viet Nam tu nam trd 99 len (hien tai AIA dang quy dinh la toi thieu nam); Doanh so ban nhom ca cay gia dinh la bao nhieu phi bao hiem khai thac mdi mdi thang Ben canh do, dai ly da du tieu chi can tien hanh dao tao boi dudng tap trung ve nhung quy dinh cua cong ty ve viec lap van phdng; ky nang lanh dao va td chuc; ky nang len ke hoach va trien khai ke hoach kinh doanh Va diem cuoi cung can hoan thien them chinh la hop dong Tong dai ly vdi AIA Viet Nam nen phai de nam Tranh trinh trang, GA bi loi keo lam Tong dai ly cho cong ty ban Thu hai, ve phia GA, AIA nen khuyen khich mdi GA chuan hoa md hinh td chuc nhan su cua rieng minh de thuc day hoat dong kinh doanh giong nhu mot cong ty thu nho theo md hinh dudi day: So’ Mo hinh to chuc phdng ban cua Van phdng Tong DLBH AIA Theo md hinh tren, nhan sir cua GA se dupe chuyen mon hoa theo chuc nang rieng biet Dung dau la Giam doc van phdng Tong dai ly Giup viec cho Giam doc va ho tro cac ban nhom kinh doanh DLBH cd bo phan chu yeu: Phong kinh doanh: Dung dau la Trudng phdng Kinh doah (AM) Trudng phdng kinh doanh se duoc AIA dao tao bai ban ve co che chinh sach, hoa hong tinh thudng, chi tieu tri va thang tien Ngoai ra, Trudng phdng kinh doanh cua Van phdng Tong dai ly phai cd du trinh de dung thuyet trinh san pham trudc khach 100 hang cac hoi thao san pham Nhung nhan vien lai cua Phdng kinh doanh la nhung can bo thi truong se cung ho tro truong ban/trudng nhom khu vuc minh dam trach viec md rong thi trudng, ho tro cac hoat dong tuyen dung va ban hang Ho la nhung nhan vien am hieu thi trudng nhat Phong Ho tro kinh doanh Phu trach phdng la Admin van phdng Chuc nang chinh cua Phdng ho tro kinh doanh la bao cao hoat dong kinh doanh, luu tru du lieu kinh doanh Phu trach va thuc day cac chuong trinh thi dua Tinh toan cac chuong trinh ho tro cho cac ban nhom kinh doanh Tinh toan cac chi tieu kinh doanh de thuc day doanh so, thuc day dai ly tdi da hoa thu nhap cua minh Phdng Ho tro kinh doanh cung se phu trach viec chuan bi cho phdng Kinh doanh md Hoi thao ban hang; Ho tro cac hoat dong dao tao dai ly; Thu tuc hanh chinh cho van phdng Phdng Ho tro kinh doanh cung se quan ly cac Thu ky rieng cua cac ban nhom kinh doanh de dam muc tieu kinh doanh ban/nhom/van phdng minh Bo phan Cham soc khach hang: Tien hanh dich vu thu phi bao hiem, dap ung cac nhu cau thay ddi cua khach hang; toan cac khoan bao hiem dao han quyen han cua minh; dap ung cac nhu cau cua dai ly van phdng minh ho tro ve hoat dong thu nhan ho so dai ly; Hoat dong cham soc tri an giai dap thac mac cho khach hang tdi van phdng giao dich Bo phan Ke toan - Tong hop: Phu trach so lieu hoa cac khoan thu - chi - ke toan sd sach cho hoat dong kinh doanh cua van phdng; tien hanh cac hoat dong mua ban trang thiet bi van phdng; quan tri tai san Khi chuan hoa md hinh to chuc va hoat dong cua mot Tong dai ly BHNT song song vdi viec nang cao nang luc cua doi ngu lam cdng tac quan ly giam sat DLBH chac chan ve lau dai, AIA se cd nhung budc di vung chac vdi md hinh tong dai ly 3.2.7 Day manh ung dung cdng nghe phan phdi san pham qua dai ly BHNT f r Sau mat ung dung ban hang true tuyen iPos tren iPad, AIA da duoc su chao don cua phan ldn cac tu van ngoai hang cua cdng ty iPos cung vdi dai ly 101 Ngoai Hang dang gop phan chuan hoa hinh anh chuyen nghiep cua dai ly BHNT tai AIA Viet Nam Trudc nhung thuc te moi cua thi trudng, thiet nghi AIA can day manh hon nua su xam nhap cua cong nghe cao hoat dong ban hang va phuc vu cham soc khach hang Sau cong vdi cong nghe ban hang iPos, AIA nen tap trung vao cac goi y sau de ho tro toi uu cho dai ly ban hang: Nghien cuu giai phap iService ket noi vdi khach hang tren dien thoai Cho phep khach hang tuong tac vdi cong ty de kiem tra tinh trang hop dong; tinh trang dong phi bao hiem, cap nhap mot so thong tin thay doi ca nhan; cac hinh thuc toan phi bao hiem Tuy nhien, mdi day ngudi viet tien hanh khao sat khach hang d Ha Noi cho thay, 95% khach tdi giao dich cho biet chua biet ve ung dung hoac biet nhung khong kich hoat hoac khong thudng xuyen tuong tac Thay dien thoai va mat ung dung; khong hao tai lai ung dung vi cho rang no qua ngheo nan Nen chang AIA se phat trien them ung dung cong nghe ho tro dai ly va khach hang nop yeu cau boi thudng bao hiem qua mang ma khong can tdi cac diem giao dich cua AIA Tai cac quoc gia phat trien cua bao hiem nhu Phap va Y, trinh cong nghe cho phep khach hang ngoi tai nha de nop ho so yeu cau duoc boi thudng qua mang ma khong can tdi cong ty bao hiem Trong cac ung dung do, AIA nen thiet ke cac mau bieu de dang de khach hang tu ke khai qua trinh benh an, hinh thuc nhan tien va cuoi cung la chup chieu cac hoa don y te, ket qua y te va gui ve cho phong Giai quyet quyen loi bao hiem Sau hoan tat, khach hang co the theo doi tien trinh nop, nhan, va giai quyet ho so yeu cau cua AIA Viet Nam thong qua ung dung Tang cudng hop tac vdi cac co sd y te de xay dung co sd du lieu y khoa giup cong tac tham dinh phat hanh va tham dinh bdi thudng dien nhanh chong, chinh xac Dong thdi, AIA Viet Nam cung nen nghien cuu md rong he thdng danh sach cac benh vien phong kham co bao lanh vien phi d khap cac dia ban de NDBH thuan tien hon dieu tri co bao lanh 102 3.3 Mot so kien nghi 3.3.1 Kien nghi vdi cac co' quan quan li Nha nudc Thi truong BHNT Viet Nam mdi hon 20 nam nhung da phat trien rat nhanh chong, vay doi hoi phai co co chd 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 BHNT tren thi trudng Do ban chit cua thi trudng BHNT la rat nhay cam nen luon cdn co su xu li nhanh, kip thdi va hpp li nen cong tac quan li, kiem tra giam sat cua cac co quan chuc nang phai lien tuc, nghiem khac va kip thdi Mat khac de khac phuc nhung van de phat sinh cua thi trudng BHNT hien bao gom su canh tranh khong lanh manh, su phat trien khong dong deu vd chdt luong dai li, xu hudng phat trien nhanh va da dang hoa cua thi trudng cln phai ddi mdi va tang cudng quan li cua Nha nudc ve hoat dong kinh doanh BHNT Hien nay, cac van ban dieu chinh hoat dong kinh doanh bao hidm noi chung va BHNT noi rieng tuong ddi hoan chinh, bao gom: Luat kinh doanh bao hidm, cac nghi dinh va thdng tu hudng dan Tuy nhien rat nhieu cac van de chua cd quy dinh cu the nhu: quy dinh ve xu phat hanh chinh ddi vdi DNBH vi pham luat, co che khuyen khich cac doanh nghiep md rong viec cung cap cac san phim bao hidm nudc ngoai De dap ung yeu cau cua nen kinh te va thuc hien dupc cac muc tieu, chi tieu dat tai Chien lupc giai doan 2016-2020, nam 2016 va cac nam tiep theo cu quan quan ly nha nudc can tap trung vao cac nhom giai phap: Hoan thien he thdng phap luat linh vuc kinh doanh bao hiem theo hudng tiep tuc sua ddi, bd sung cac van ban quy pham phap luat va hoan thien cac chinh sach bao hiem Du kien nam 2016, Bo Tai chinh se trinh Chinh phu sua ddi, bd sung 02 Nghi dinh thay the cac Nghi dinh ve kinh doanh bao hiem theo hudng ke thtra cac quy dinh phu hpp vdi thuc tien cua cac Nghi dinh hien tai; nang cac quy dinh lien quan den dieu kien kinh doanh, thu tuc hanh chinh tu cac Thdng tu len Nghi dinh nham dap ung yeu cau cua Luat dau tu 2014, Luat ban hanh van ban quy 103 pham phap luat 2015 va sua doi, bo sung cac quy dinh nham thao go kho khan, tang cuong nang luc quan tri, dieu hanh cua cac doanh nghiep, ho tro cac doanh nghiep phat trien Du kien Nghi dinh lien quan den dieu kien va thu tuc hoat dong kinh doanh cua cac doanh nghiep se duoc day nhanh tien ban hanh de dam bao co hieu luc tu 1/7/2016 (Ngay Luat Dau tu 2014 co hieu luc); Nghi dinh ve che tai chinh doi vdi doanh nghiep se trinh Chinh phu ban hanh Quy IV/2016 (de dam bao co hieu luc tu 01/01/2017 - bat dau nam tai chinh 2017) Nang cao tinh an toan he thdng, hieu qua hoat dong va nang luc canh tranh cua cac DNBH theo hudng giam sat, don doc doanh nghiep tu danh gia, xep loai theo cac tieu chi quy dinh tai Thdng tu 195/2014/TT-BTC de co bien phap quan ly, giam sat phu hop, dam bao tri an toan tai chinh va hieu qua hoat dong cua doanh nghiep; nghien cuu trien khai md hinh quan ly von tren co sd rui ro; ban hanh cac quy dinh ve quan tri rui ro doanh nghiep, tang cudng he thdng cdng nghe thdng tin cua doanh nghiep va ket noi toan thi trudng; hoan va trien khai De an nang cao chat luong nguon nhan luc cho thi trudng bao hiem nham phat trien nguon nhan luc chuyen nghiep hoa va co chuyen mon cao cho cac DNBH Khuyen khich, ho tro cac doanh nghiep phat trien va da dang hoa san pham bao hiem, chu phat trien cac san pham co tinh cong ddng va an sinh xa hoi cao, cho phep dieu chinh cac san pham bao hiem linh hoat phu hop vdi nhu cau cua tung khach hang ca nhan Xay dung co sd du lieu chung cua toan thi trudng phuc vu cho viec dinh phi bao hiem, tao mat bang ve muc phi san, gop phan lanh manh hoa mdi trudng canh tranh tren thi trudng Da dang va chuyen nghiep hoa cac kenh phan phdi bao hiem theo hudng md rong hinh thuc thi DLBH true tuyen tap trung; tang cudng quan ly chat luong thi dai ly de nang cao chat luong va tinh chuyen nghiep cua dai ly; nghien cuu ban hanh hudng dan doi vdi cac kenh phan phdi mdi (thuong mai dien tu, dien thoai di dong ) nham tao hanh lang phap ly giup DNBH da dang hoa kenh phan phdi 104 Tang cudng hieu qua quan ly nha nude ve kinh doanh bao hiem theo hudng tiep tuc tang cudng cong tac tra, kiem tra, giam sat DNBH Dac biet can soat ki cang viec chi tra bao tuc chia them cho khach hang tu hoat dong dau tu.; Cac quy trinh quan ly, tuyen dung va su dung dai ly, quy trinh tham dinh bao hiem, quy trinh chi tra quyen loi bao hiem can duoc sura doi va hoan thien Ddng thdi phia co quan chu quan Nha nude nen nghien cuu, de xuat to chuc bo phan chuyen trach ho tro phdng chong gian lan bao hiem, hd tro tu van phap ly, tai; xay dung va trien khai he thdng cong nghe thdng tin ket noi giira co quan quan ly va thi trudng nham rut ngan thdi gian thuc hien thu tuc hanh chinh; he thdng hd tro cong tac phan tich, danh gia va canh bao nguy co sdm cua doanh nghiep Don doc viec xay dung he thdng du lieu ngudi tham gia bao hidm toan thi nham dam bao quyen loi khach hang: bao luu ket qua kham sue khoe lan dau tai DNBH, chi tra kip thdi day du quyen loi bao hiem, canh bao rui ro va phdng chong gian lan bao hiem Mat khac cung nen tao co sd du lien nganh Y te dd giam thidu true loi bao hiem cua khach hang Ben canh nha nude cung can cd nhung kenh thdng tin chinh thuc dd tuyen truyen nhung loi ich thiet thuc tham gia BHNT Noi dung tuyen truydn bao gom : Pho bien kien thuc, nang cao su hieu biet sau rong ve BHNT; Pho bien che quan ly nha nude ve hoat dong kinh doanh BHNT; Pho bien co che van hanh va hoat dong cua DNBH de dam bao chi tra quyen loi bao hiem cho khach hang; Tuyen truydn ve vai trd cua BHNT thu hut von nhan roi dai han tu phi bao hidm dd dau tu phat trien nen kinh td va xa hoi; Tu van, hudng dan ngudi dan tiet kiem de thuc hien cac cong viec cd the xay (do rui ro) hoac khong the khong lam tuong lai bang tham gia BHNT Chinh phu cung cd nhung chinh sach uu da thud thu nhap ca nhan doi vdi nhung ddi tuong tham gia bao hidm dai han dd khuyen khich ngudi dan tham gia bao hidm la gop phan xay dung kinh td xa hoi dat nude 3.3.2 Kien nghi voi Hiep hoi bao hiem Viet Nam Hiep hoi Bao hidm Viet Nam duoc lap theo quyet dinh so 23/1999/QD-BTCCBCP 09/07/1999 Co thd noi su ddi cua Hiep hoi da danh dau mot budc tien mdi tren dudng phat trien cua thi trudg bao hiem Viet Nam Vdi vai trd la mot to chuc xa hoi, thuc hien chuc nang ho tro va lam cau noi giua cac doanh nghiep, dai dien cho cac DNBH trudc co quan quan li Nha nudc va cong chung, thdi gian vira 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 DNBH nhan tho hoan thien va phat trien he thdng kenh phan phoi san pham cua minh, hiep hoi can thuc hien tot mang cong viec sau : HHBHVN se day manh cong tac dong gop y kien xay dung van ban phap quy, dac biet la viec dong gop y kien xay dung Nghi dinh ve hudng dan thi hanh Luat Kinh doanh bao hiem va che tai chinh hoat dong kinh doanh bao hiem Ben canh do, HHBHVN se tich cue nam bat nhung kho khan, vudng mac cua DNBH va kip thdi phan anh nhung kho khan vudng mac, de xuat cac giai phap thao gd tdi cac cor quan co tham quyen; tro giup cac DNBH viec xay dung mau don va hop dong bao hiem thdng Tiep tuc tri va phat huy mdi quan he vdi cac td chuc, ca nhan va ngoai nudc de tranh thu su ung ho, ho tro cho su phat trien cua thi trudng bao hiem, HHBHVN, DNBH HHBHVN va cac DNBH can tao mdi trudng canh tranh binh dang, nang cao nang luc quan tri; tang cudng hop tac vdi cac td chuc va ngoai nudc; dam bao hoat dong hieu qua quy bao ve NDBH Dac biet can day manh cong tac phat trien nguon nhan luc; day manh cong tac tuyen truyen ve bao hiem den ngudi dan , gop phan de thi trudng bao hiem phat trien cang ben vung Phat huy tot vai trd la cau noi thuc day su hop tac giua cac DNBH nhan tho viec: Dao tao chuyen sau nham nang cao trinh cho dai li BHNT, xay dung bo ho so tuyen dung chuan dai li de tao mot bang chung tdi thieu can phai cd ddi vdi ngudi dai li, chia se kinh nghiem tu van san pham vdi khach hang tidm nang, 106 cham soc sau ban hang va dac biet la xay dung mot he thong co so du lieu chung cho cac doanh nghiep ve su phat trien cua thi truong, xu hudng tieu dung, thu nhap cua ngudi dan, danh sach cac dai li da nghi viec vi pham quy che, ky luat tai cac cdng ty BHNT Tren co sd 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 ddi them cac kinh nghiem cua cac cdng ty khac de cung Day manh cac quan he cong ddng lien quan den khai thac BHNT nham nang cao nhan thuc cua ngudi dan ve BHNT 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 BHNT Vdi mong muon phuc vu tot hon nua khach hang va khong ngirng md rong hoat dong kinh doanh, cac DNBH 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 BHNT Cac hoat dong cu the ma Hiep hoi co the tien hanh nhu: Tuyen truyen quang cao ve BHNT, td chuc cau lac bo danh cho khach hang muon tim hieu ve BHNT, thuc hien dich vu tu van BHNT de khach hang co the lua chon san pham phu hop vdi nhu cau va kha nang tai chinh cua minh, tu van cho khach hang ve nhung thu tuc phat sinh qua trinh tham gia BHNT nhu : thu tuc yeu cau giai quyet quyen loi bao hiem, thu tuc huy hop ddng bao hiem, tai tuc hop ddng, toan phi bao hiem 107 KET LUAN Khai thac bao hiem la khau quan dau tien va la nhan tho tien quyet chat luong kinh doanh, sir cong cua moi DNBH Trong boi canh thi truong Viet Nam co the noi su cong cua nganh BHNT phu thuoc phan lon vao su phat trien cua kenh phan phoi DLBH Chinh vi vay, viec hoan thien mot md hinh kenh phan phoi dai ly la mot van de dat can giai quyet hang dau vdi cac DNBH Trong thoi gian lam viec tai AIA Viet Nam, tdi nhan thay rang AIA da va dang tan dung tot loi the ve uy tin va tiem luc tai chinh cua tap doan AIA -mot nhung tap doan co gia tri von hoa duoc niem yet tren san chung khoan ldn nhat the gidi va cd 120 nam kinh nghiem linh vuc BHNT, cung chien luoc dung dan tai thi trudng Viet Nam, AIA dang cd nhung budc di dung dan dd tao duoc vi tri va long tin cua ngudi dan sd tai Day la tin hieu dang chuc mung ddi vdi AIA Viet Nam va AIA Viet Nam can phat huy hon nua de vuon len vi tri dan dau Tuy nhien, ben canh nhung qua da dat duoc, AIA Viet Nam cd r \ r r t r r nhung han che can khac phuc nhu co cau san pham mat can ddi, cham dua nhung san pham mdi so vdi cac ddi thu, nhieu san pham truyen thdng khong cdn tinh hap dan giai doan thi trudng mdi va nhieu bat cap cong tac dao tao va phat trien DLBH Chat luong dai ly van dang la van de tran trd sd cua AIA Nhin chung, thi trudng BHNT Viet Nam cdn kha non tre so vdi the gidi va thi trudng Viet Nam van nhieu tiem nang chua duoc khai thac thi AIA can nd ■> r r r r luc hon nua de phat huy the manh von cd cua minh va khac phuc nhung han che dang cdn ton tai de vuon len la doanh nghiep dung dau Hy vong, de tai « Hoan thien md hinh kenh phan phoi dai ly tai AIA Viet Nam » se gop mot phan vao viec cai thien va nang cao chat nang luc khai thac bao hiem cua AIA Do de tai nghien cuu la linh vuc phuc tap va vdi kinh nghiem ca nhan tac gia cdn han che, vay luan van khong the tranh khoi nhung khiem khuyet Tac gia kinh mong nhung y kien ddng gop cua quy thay cd, cac nha lanh dao cong ty BHNT AIA Viet Nam va nhung ngudi quan tam de tai de de tai nghien cuu cua tac gia dupe hoan thien hon Tac gia xin chan cam on 108 DANH MUC TAI LIEU THAM KHAO • • Bao cao tai chinh thudng nien, AIA Viet Nam, 2011 Bao cao tai chinh thuong nien, AIA Viet Nam, 2012 Bao cao tai chinh thuong nien, AIA Viet Nam, 2013 Bao cao tai chinh thudng nien, AIA Viet Nam, 2014 Bao cao tai chinh thuong nien, AIA Viet Nam, 2015 Cue Quan ly va giam sat bao hiem, niem giam thong ke thi trudng bao hiem Viet Nam nam 2011, NXB Tai Chinh, Ha Noi Cue Quan ly va giam sat bao hiem, niem giam thdng ke thi trudng bao hiem Viet Nam nam 2012, NXB Tai Chinh, Ha Noi Cue Quan ly va giam sat bao hiem, niem giam thdng ke thi trudng bao hiem Viet Nam nam 2013, NXB Tai Chinh, Ha Noi Cue Quan ly va giam sat bao hiem, niem giam thdng ke thi trudng bao hiem Viet Nam nam 2014, NXB Tai Chinh, Ha Noi 10 Cue Quan ly va giam sat bao hiem, niem giam thdng ke thi trudng bao hiem Viet Nam nam 2015, NXB Tai Chinh, Ha Noi 11 Thu tuong Chinh phu (2012), Chien luge phat trien thi trudng bao hiem Viet Nam giai doan 2011 -2010, Ha Noi 12 Bo Tai chinh (2016), Hoi thao ung dung CNTT de phat trien thi trudng bao hiem, Ha Noi 13 Dai hoc Kinh te quoc dan (2014), Giao trinh Kinh te bao hiem, NXB Dai hoc Kinh te quoc dan, Ha Noi 14 Dai hoc Kinh te quoc dan (2014), Giao trinh Quan tri Kinh doanh bao hiem, NXB Dai hoc Kinh te quoc dan, Ha Noi 15 Quoc Hoi (2000), Luat kinh doanh Bao hiem, NXB Chinh tri Quoc gia, Ha Noi Turnitin 17 ‘ferences Processed on: 30-Dec-2016 06:44 ICT Ban nop ID: 747720500 ginality Report Similarity by Source Similarity Index By Kim NCZ Hieu Nguyen Word Count: 43033 17% Submitted: Internet Sources: Publications: Student Papers: 17% 1% 4% ocument Viewer ude quoted include bibliography mode: \ show highest matches together ▼ i excluding matches < 30 words 2% match (Internet from 28-Jan-2012) http://choluanvan.vn MUC LUC MUC LUC DANH MUC SO DO BANG BIEU DANH MUC CAC ' 45 j 2% match (Internet from 21-Oct-2016) http://buildviet.info CHU' VIET TAT TOM TAT LOI MO DAU CHUONG 1: CO SO KHOA HOC VE 1% match (Internet from 01-May-2016) http://thoibaotaichinhvietnam.vn KENH PHAN PHOI DAI LY SAN PHAM BAO HIEM NHAN THO ! ] 1.1 1% match (Internet from 13-Dec-2012) http://tailieu24h.edu.vn 1% match (Internet from 19-Apr-2014) htto://www.zbook.vn BHNT va kinh doanh BHNT 1.1.1 Khai niem va dac tiSm cua BHNT 1.1.1.1 Khai niem 1.1.1.2 Dac 1% match (Internet from ll-Dec-2016) http://bhnhantho.bloqspot.com liem ciia BHNT 1.1.2 Vai tro cua BHNT 1.1.3 Boat dong kinh doanh BHNT 13 1% match (Internet from 07-Feb-2015) http://www.zbook.vn 1.1.3.1 Mo hinh 16 chirc DNBH nhan tho 13 1.1.3 Noi dung hoat dong kinh doanh BHNT 1% match (student papers from 23-Dec-2016) 17 1.1.3 San pham BHNT va J 1% match (Internet from 01-May-2016) http://thoibaotaichinhvietnam.vn kenh phan phoi san pham nhan tho 26 1.1 IQ i < 1% match (Internet from 17-Nov-2015) http://tinnhanhchunqkhoan.vn 3.4 Kenh phan phoi san pham BHNT 27 1.2 U < 1% match (Internet from 22-May-2014) ' http://www.dichvubaohiem.vn Kenh phan phoi dai ly BHNT 31 1.2.1 12 I < 1% match (Internet from 01-Jan-2013) —J http://www.thptnquvenhuepy.com.vn Oai ly BHNT 31 1.2.1.1 Khai niem va phan loai dai ly BHNT 31 < 1% match (Internet from 21-Sep-2012) httQj.ZZtimtai]ieu.vn 1.2.1.2 Noi dung hoat dong dal ly BHNT 32 1.2.1.3 14 Trach nhiem va quyen let cua dai ly BHNT 33 1.2.1.4 Hdp dong dai ly BHNT 34 1.2.1.5 Hoa hong dai < 1% match (Internet from 12-Sep-2014) http://www.zbook.vn 15 i < 1% match (Internet from 03-Jun-2012) —http://vanban.chinhphu.vn ly BHNT 36 1.2.1.6 Bao tao dai y BHNT 36 1.2.2 Kenh phan phoi dal ly BHNT 37 1.2.2.1 Vai tro cua kenh phan phoi dai ly BHNT 37 1.2 2 < 1% match (Internet from 10-Sep-2014) http://www.bajviet.com.vri \ < 1% match (Internet from 12-Oct-2014) ‘ http://www.zbook.vn