Hoàn thiện và phát triển hệ thống kênh phân phối sản phẩm bảo hiểm nhân thọ tại bảo việt nhân thọ

II - - TRLTO’NG DAI HOC KINH TE QUOC DAN *** NGUYEN NGOC TUAN HOAN THIEN VA PHAT TRIEN HE THONG KENH • • PHAN PHOI SAN PHAM BAO HIEM NHAN THO TAI • BAO VIET • NHAN THO • Chuyen nganh: Kinh te Bao hiem LUAN VAN THA(5l\KI THONG TIN THU VIEN - I—J Ngiroi hirong dan khoa hoc: PGS TS Nguyen Van Dinh Ha Noi, Nam 2007 fr MUC LUC • • DANH MUC CAC CHUf VIET TAT DANH MUC BANG, MO HINH LCH MCI DAU CHtfONG KINH DOANH BAO HIEM NHAN THO VA HE THONG KENH PHAN PHOI SAN PHAM BAO HIEM NHAN THO 1.1 Bao hiem nhan tho• va kinh doanh bao hiem nhan tho• 1.1.1 Khai niem va dac diem cua bao hiem nhan tho 1.1.1.1 Khai niem 1.1.1.2 Dac diem cua Bao hiem nhan tho 1.1.2 Hoat dong kinh doanh bao hiem nhan tho 1.1.2.1 Vai tro cua hoat dong kinh doanh bao hiem nhan tho 1.1.2.2 Dac diem cua hoat dong kinh doanh bao hiem nhan tho 14 1.1.2.3 Mo hinh to chuc cua doanh nghiep bao hiem nhan tho 16 1.2 He thong kenh phan phoi san pham bao hiem nhan tho 19 1.2.1 San pham bao hiem nhan tho 19 1.2.1.1 Bao hiem sinh ky: 21 1.2.1.2 Bao hiem tu ky: 22 1.2.1.3 Bao hiem nhan tho tron doi: 23 1.2.1.4 Bao hiem nhan tho hon hop: 24 1.2.2 He thong kenh phan phoi san pham bao hiem nhan tho 25 1.2.2.1 Khai niem va vai tro cua he thong kenh phan phoi san pham bao hiem nhan tho 25 1.2.2.2 Phan loai va to chuc kenh phan phoi san pham bao hiem nhan tho 27 CHUONG FHIC TRANG TO CHUC KENH PHAN PHOI SAN PHAM BAO HIEM NHAN THO TAI BAO VIET NHAN THO 40 2.1 Sy don va phat trien cua Bao Viet Nhan tho 40 2.2 Thue trang to chuc kenh phan phoi san pham bao hiem nhan tho• tai • Bao Viet • Nhan tho• 43 2.2.1 Cac loai san pham bao hiem nhan tho da va dang dupe trien khai b Bao Viet Nhan tho 43 2.2.1.1 Cac san pham bao hiem sinh ky 43 2.2.1.2 Cac san pham bao hiem tur ky 44 2.2.1.3 Cac san pham bao hiem nhan tho tron dbi 46 2.2.1.4 Cac san pham bao hiem nhan tho hon hpp 47 2.2.1.5 Cac san pham bao hiem nhan tho nien kim 49 2.2.1.6 Cac san pham bo tro .50 2.2.1.7 Cac san pham bao hiem nhan tho ban qua he thong ngan hang 51 2.2.2 To chuc va ket qua hoat dong cua cac kenh phan phoi san pham bao hiem nhan tho tai Bao Viet Nhan tho 52 2.2.2.1 Kenh phan phoi qua dai li ca nhan 52 2.2.2.2 Kenh phan phoi qua dai II to chuc 69 2.2.2.3 Kenh phan phoi qua ngan hang 70 2.3 Nhung van de ton tai qua trinh hoat dong cua he thong kenh phan phoi san pham bao hiem nhan tho tai Bao Viet Nhan tho 78 2.3.1 Nhung ton tai cua he thong kenh phan phoi san pham BHNT tai Bao Viet Nhan tho 78 2.3.2 Nhung ton tai khac 84 CHUONG GIAI PHAP VA KIEN NGHI NHAM HOAN THIEN VA PHAT TRIEN HE THONG KENH PHAN PHOI SAN PHAM BAO HIEM NHAN THO TAI BAO VIET NHAN THO 89 3.1 Dinh hudng va muc tieu phat trien ciia Bao Viet Nhan tho 89 3.1.1 Dinh hirong phat trien chung 89 3.1.2 Muc tieu phat trien cu the 91 3.2 Giai phap nham hoan thien va phat trien he thong kenh phan phoi san pham bao hiem nhan tho tai Bao Viet Nhan tho 93 r r r 3.2.1 Cung cd va nang cao chat luong kenh phan phoi qua dai li 94 3.2.1.1 Danh gia lai cong tac tuyen dung dai li 94 3.2.1.2 Chu den cong tac dao tao, boi dudng nham nang cao trinh cho dai li 96 3.2.1.3 Ra soat va cung cd luc luong dai li hien tai 98 3.2.1.4 Boi duong, dao tao nang cao trinh cho doi ngu can bo lam cong tac quan li dai li 99 3.2.1.5 Hoan thien he thong chinh sach che danh cho dai li 100 3.2.2 Tiep tuc trien khai, danh gia va phat trien kenh phan phoi qua ngan hang 101 3.2.3 Tich cue tim hieu va nghien cuu mo hinh kenh phan phoi qua dien thoai, internet 102 3.3 Mot so kien nghi 104 3.3.1 Kien nghi vdi cac cor quan quan li Nha nude 104 3.3.2 Kien nghi vdi Hiep hoi Bao hiem Viet Nam .108 3.3.3 Kien nghi vdi Tap doan Tai chinh Bao hiem Bao Viet 110 KET LUAN 113 DANH MUC TAI LIEU THAM KHAO 115 DANH MUC CAC CHU' VIET TAT Bao Viet : Tong cong ty Bao hiem Viet Nam Bao Viet Nhan tho : Bao hiem Nhan tho Viet Nam BHNT : Bao hiem Nhan tho TTTBVV : Thirong tat toan bo vinh vien DANH MUC BANG Bang 2.1: Ket qua hoat dong kinh doanh cua Bao Viet Nhan tho (2002 - 2006) 42 Bang 2.2: So luong va co cau dai li tai Bao Viet Nhan tho (2002 - 2006) 53 Bang 2.3: Tinh hinh phat trien lire luong dai li cua Bao Viet Nhan tho (2002 2006) 55 Bang 2.4: Nang suat khai thac binh quan dai li tinh theo so hop dong khai thac mdi (2002 - 2006) 63 Bang 2.5: Nang suat khai thac binh quan dai li tinh theo doanh thu phi khai thac moi nam thu nhat qui doi tai Bao Viet Nhan tho (2002 - 2006) 64 Bang 2.6: Ty le hoat dong binh quan cua dai li tai Bao Viet Nhan tho (2002 - 2006) 65 r \ r Bang 2.7: Nang suat thu phi binh quan dai li tinh theo so hop dong thu phi dinh ky hang thang (2002 - 2006) 66 z a Bang 2.8: Nang suat thu phi binh quan dai li tinh theo so phi thu dinh ky hang thang (2002 - 2006) 67 Bang 2.9: Ty le thu phi bao hiem binh quan cua dai li tai Bao Viet Nhan tho (2002-2006) 68 Bang 2.10: Doanh thu dat dupe qua kenh phan phoi Techcombank thang cuoi nam 2006 74 r Bang 2.11: Doanh thu dat duoc qua kenh phan phoi Techcombank thang dau nam 2007 76 Bang 3.1: Muc tieu hoat dong kinh doanh cua Bao Viet Nhan tho (2007 - 2010) .’ 92 DANH MUC MO HINH X Z 9 Mo hinh 1.1: So co cau to choc cua mot cong ty Bao hiem nhan tho 17 Mo hinh 1.2: Phan loai he thong kenh phan phoi san pham BHNT 27 Mo hinh 1.3: Co cau kenh phan phoi qua dai 11 30 Mo hinh 1.4: Co cau kenh phan phoi khong qua dai 11 35 r -nr -"- ' - ■„ , - TRUONG DAI HOC KINH TE QUOC DAN NGUYEN NGOC TUAN HOAN THIEN VA PHAT TRIEN HE• THONG KENH • PHAN PHOI SAN PHAM BAO HIEM NHAN THO TAI NHAN THO• • BAO VIET • Chuyen nganh: Kinh te Bao hiem TOM TAT LUAN VAN THAC SI Ha Noi, Nam 2007 LOI MO DAU Ctf so'chon de tai: 7 Bao hiem thuong mai noi chung va Bao hiem Nhan tho noi rieng la mot nganh dich vu dac biet cua nen kinh te quoc dan Cac san pham duoc cung cap cho khach hang la nhung san pham vo hinh Chinh vi vay, viec lua chon r /■A kenh phan phoi phu hop la mot yeu cau quan va doi hoi khach quan doi voi bat ky doanh nghiep kinh doanh linh vuc bao hiem nhan tho Ben r r r t x r canh viec nam bat nhu cau de thiet ke nhung san pham dap ung va thoa man nhu cau mot da dang va phong phu cua khach hang, doanh nghiep kinh doanh bao hiem nhan tho phai lua chon he thong kenh phan phoi phu hop voi tung nhom khach hang va tung thi trudng muc tieu Tai thi trudng bao hiem nhan tho Viet Nam, voi khoang thdi gian hon 10 nam hinh va phat trien, viec xay dung va phat trien he thong kenh phan phoi cac san pham bao hiem nhan tho dang nhung buoc di ban dau Voi vi the la doanh nghiep dau tien trien khai bao hiem nhan tho tren thi trudng bao hiem Viet Nam, Bao Viet Nhan tho da gat hai duoc mot so < Z 7 cong nhat dinh viec trien khai kenh phan phoi san pham cua minh nhu: Z A so luong dai li dong dao, tong doanh thu phi bao hiem tang dan qua cac nam, Z X O! thu hut duoc mot so luong lon khach hang tham gia , nhien van ton r x r x tai mot so van de can hoan thien nhu: trinh dai li cOn chua cao va chua a > r , r r dong deu, chi so hoat dong cua dai li thap, he thong kenh phan phoi chua phong phu de dap ung su phat trien cua thi trudng va nen kinh te e A tXJ A r Co nhieu nguyen nhan dan den nhung ton tai tren, nhung nguyen nhan co ban la viec phat trien he thong kenh phan phoi san pham chua hieu qua, A 7 r dong bo va chua theo kip su phat trien cua thi trudng De khac phuc nhung A A r ton tai nay, nham nang cao nang luc canh tranh va nang cao chat luong phuc 102 r phoi dai li nen qua trinh thuc hien, Bao Viet Nhan tho se cung vdi cac r r y ddi tac ngan hanh nghien cuu va tim quy trinh quan li phu hop nhat nham dem lai hieu qua cao nhat quan li - Hoan thien va phat trien cac san pham de tang tinh hap dan doi vdi khach hang Day yeu cau khong the thieu cua Bao Viet Nhan tho thdi \ r gian tdi Ben canh do, can phat trien md rong kenh phan phoi thong qua viec md rong quan he hop tac vdi cac doi tac ngan hang tren thi trudng tai chinh r r tin dung Viet Nam Hien nay, Bao Viet Nhan tho dang cd moi quan he ddi tac A X rat chat che vdi Ngan hang Thuong mai Cd phan Ky thuong (Techcombank) va Ngan hang Thuong mai Cd phan nha Nha Ha Noi (Habubank) Trong thdi gian tdi, Bao Viet Nhan tho nen hop tac vdi cac ngan hang thuong mai ldn tren thi trudng de cung cap cho cac khach hang cua cac ngan hang thuong mai nhung san pham huu ich vua giup cho ngan hang tang doanh thu von huy X dong dong thdi bao ve cho khach hang ho khong may gap phai rui ro cuoc song hang r 3.2.3 Tich cue tim hieu va nghien ciru md hinh kenh phan phoi qua dien thoai, internet Theo xu hudng phat trien hien nay, ma cong nghe thong tin phat * trien cang nhanh thi viec ung dung nhung tun ve cong nghe luon dupe cac doanh nghiep noi chung va doanh nghiep bao hiem noi rieng chu quan tam r Su ddi cua internet da lam bung nd xa hoi thong tin cua toan the gidi Internet giup ngudi thuan tien hon moi hoat dong hang r x Internet giup ngudi xich lai gan nhau, tao nhung moi quan he khong r co khoang each Hien nay, viec ban hang qua internet rat phat trien tai cac nude cd nen kinh te phat trien tren the gidi Viec mua ban hang hoa qua mang trd mot dieu rat binh thudng Cac san pham dupe trao doi cd the la 103 nhung san pham rat nho nhu dich vu chuyen hoa, qua sinh nhat den nhung san pham dich vu co gia tri cao nhu viec ky ket cac hop dong buon ban, thuc hien cac nghiep vu chung khoan Hien nay, nhieu cong ty BHNT khu vuc va tren the gidi cung da r r a bat dau bat tay vao viec trien khai ban cac san pham BHNT tren internet, r ket qua dat duqc chua cao nhu mong doi nhung tuong lai doanh thu phi bao hiem tu hinh thuc phan phoi se chiem ty ldn tong so doanh thu phi bao hiem nhan tho cua cac cong ty BHNT De thuc hien viec ban bao hiem nhan tho qua internet, ddi hoi phai cd mot so yeu cau co ban sau: Thu nhat la trinh phat trien internet cua xa hoi r r t \ dat den muc nhat dinh va kha nang nhan thuc va hieu ve lqi ich, tac dung 7 a a cua ngudi dan ve bao hiem nhan tho phat trien tuong ddi cao Thu hai la, co so du lieu, he thong may chu, phan mem xu li cua doanh nghiep bao hiem A A A phai dam bao cac yeu cau chung Neu khong dat duqc cac yeu cau thi se rat kho trien khai duqc hinh thuc ban bao hiem nhan tho qua internet A A Ve kenh phan phoi san pham qua dien thoai cung da va dang duqc cac A cong ty BHNT khu vuc va the gidi trien khai thuc hien Viec thuc hien internet nhien nd cung can su phoi hqp ho trq cua cong nghe may tinh, nguon du lieu khach hang de phuc vu hieu qua nhat nhu cau cua khach hang Ben canh viec ban hang qua dien thoai, cac cong ty BHNT cung su dung he thong nhu la mot trung tam dich vu khach hang de giai dap cac A A A A thac mac cua khach hang, ho trq cung cap thong tin ve khach hang cho dai li khai thac va thu phi Day duqc coi la mot kenh thu thap thong tin, nhu cau cua khac hang, tien ban hang de tu cong ty se len ke hoach de dai li true tiep gap go khach hang thuc hien cac thu tuc ky ket hqp dong bao hiem nhan tho Dap ung nhung yeu cau va ddi hoi khach quan, nam 2006, Bao Viet 104 Nhan tho da lap Phong Nghien cuu va phat trien kinh doanh Trong chuc nang, nhiem vu cua Phong co nhiem vu: nghien cuu va phat trien cac A A kenh phan phoi mdi khong thdng qua dai li Tuy nhien chua co nhieu A kinh nghiem va so luong can bo mong vay viec tap trung vao nghien cuu, danh gia va trien khai thi diem cac kenh phan phoi mdi nhu qua dien A A thoai va internet chua duoc chu Ben canh do, nhung yeu cau, ddi hoi ve cong nghe, ky thuat may moc cung la mot van de dang quan tam ddi vdi Bao Viet Nhan tho hien A internet va dien thoai thdi gian sdm nhat 3.3 Mot so kien nghi r 3.3.1 Kien nghi vdi cac cff quan quan li Nha nude Thi trudng bao hiem nhan tho Viet Nam mdi hon 10 nam nhung da •9 ' ' phat trien rat nhanh chong, vay doi hoi phai cd 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 tho tren thi trudng A A A Do ban chat cua thi trudng bao hiem nhan tho la rat nhay cam nen luon can cd su xu li nhanh, kip thdi va hop li nen cong tac quan li, kiem tra giam sat cua A cac co quan chuc nang phai lien tuc, nghiem khac va kip thdi A A A A Mat khac de khac phuc nhung van de phat sinh cua thi trudng bao hiem A nhan tho hien bao gom su canh tranh khong lanh manh, su phat trien 9 khong dong deu ve chat luqng dai li, xu hudng phat trien nhanh va da dang hoa cua thi trudng can phai ddi mdi va tang cuong quan li cua Nha nude ve hoat dong kinh doanh bao hiem nhan tho Viec ddi mdi va tang cuong quan li A A cua Nha nude duqc the hien thdng qua van de co ban sau : 105 A A - Nha nude 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 tranh lanh manh, binh dang giua cac doanh nghiep bao hiem nhan tho cung nhu giua cac dai li bao hiem nhan tho A Hien nay, cac van ban dieu chinh hoat dong kinh doanh bao hiem noi 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 AZA A nhieu cac van de chua co quy dinh cu the nhu: quy dinh ve xu phat hanh z r r chinh ddi 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 nude ngoai A Chinh vi vay, thdi gian tdi, can ban hanh va hoan thien nhung van ban sau : A •> 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 A bao hiem vay can tang muc phat cao hon de nang cao y thuc trach nhiem cua cac doanh nghiep bao hiem A A Ben canh do, co quan quan li Nha nude ve bao hiem can ban hanh cac van ban phap quy quy dinh ve cac chi tieu giam sat hoat dong kinh doanh, z kenh phan phoi cua cac doanh nghiep bao hiem, quy dinh lien quan den viec t r 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 trd ldn gay bat loi cho su phat trien cua thi trudng bao hiem noi chung va bao hiem nhan tho noi rieng A Nham dinh hudng va tao khung phap li cho viec phat trien thi trudng bao hiem Viet Nam, dong thdi de thuc day su phat trien bao hiem nhan tho 106 nhung nam tai, can soat lai toan bo he thong van ban phap luat ve bao hiem, sua chua nhung van de chua thong nhat hoac khong cdn phu hop, bo f X X sung cac van ban phap luat de tao tinh dong bo cua he thong can co cac r f bien phap xu li nghiem minh doi vai cac trudng hop gian lan ky ket hop dong bao hiem, khai bao tai nan, yeu cau giai quyet quyen loi bao hiem X X r 9 x X Can xay dung day du va cu the cac che tai de ran de nham bao ve quyen loi • X cho cac ben tham gia hop dong bao hiem - Chinh phu can dieu chinh khung ty le hoa hong phu hop doi vai 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 hop dong dai li, x X r x X can quy dinh ro rang va day du cac van de: trach nhiem va quyen han cua dai li, cac chuong trinh dao tao yeu cau bat buoc phai co, dao duc nghe nghiep, viec cap chung chi dao tao dai li nham xay dung cac tieu chuan ve trinh va phan loai dai li - Nha nudc can ho tro cho nganh bao hiem nhan tho noi rieng va bao hiem noi chung phat trien bang cach tang cudng tuyen truyen quang cao X f 9 xa hoi de ngudi dan thay duoc y nghTa va tam quan cua bao hiem nhan tho, hieu duoc tac dung cua bao hiem nhan tho doi vdi ca nhan ho gia dinh, doanh nghiep va toan xa hoi tu dan hinh thoi quen tham gia bao • X hiem nhan tho cac tang lop dan cu Chinh phu cung nen co nhung chinh sach khuyen khich ngudi dan tham 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 tham gia bao hiem nhan tho dong thdi gop phan vao phat trien kinh te xa hoi dat nudc 107 - Ben canh do, Chinh phu nen co chinh sach uu dai ve dau tu doi voi cac cong ty bao hiem vi cac cong ty BHNT noi rieng va bao hiem noi chung y y r hang nam luon dong gop nhieu vao nguon von dau tu cua toan xa hoi tren co y y sb huy dong tien nhan roi dan de hinh cac quy dau tu dai han cho y y y dau tu co sb tang va cac du an dau tu khac .' - Nha nubc nen tiep tuc mb cua thi trubng bao hiem nhan tho va cho y a phep lap them cong ty BHNT nubc Thuc te da chi rang, thi r y r trubng bao hiem Viet Nam phai dam bao nhu cau hoi nhap quoc te va thuc hien cac thoa thuan song phuong giua Viet Nam va ASEAN, AFTA, EU, My va cac quy dinh cua WTO Moi co them mot doanh nghiep bao hiem tham • ' ' gia thi trubng bao hiem nhan tho thi thi trubng lai soi dong hon, sb hop dong khai thac moi lai gia tang Dieu dupe li giai boi cac li sau : phan dan cu tang len Cac doanh nghiep moi lap, ngoai viec khai thac cac doan thi trubng dang dupe khai thac, ho se mb rong quy mb khai thac den cac doan thi trubng moi Khi sb san pham dupe tang len va da dang hon hon va ngubi dan co them co hoi lira chon Tai Viet Nam, nhung nam vira qua, co quan quan li Nha nubc cung da tich cue viec xem xet va cap giay phep hoat dong cho cac cong ty BHNT nubc ngoai tai Viet Nam Tinh den het nam 2006, tren thi trubng da co doanh nghiep kinh doanh bao hiem nhan tho, do: mot doanh nghiep r nubc la Bao Viet va doanh nghiep 100% von nubc ngoai (Dai - i - chi Viet Nam, Prudential Viet Nam, Manulife Viet Nam, AIA Viet Nam, ACE va Prevoir Viet Nam) Day la nhung no luc dang ghi nhan cua Nha nubc /■ r viec hoi nhap vbi khu vuc va quoc te 108 Viec lap them cong ty BHNT co the khai thac triet de tiem nang cua thi trudng bao hiem nhan tho Ngoai ra, co them cong ty BHNT tren thi trudng, tinh canh tranh se gay gat hon va day co the la yeu to lam tang r • chat lupng dich vu va dem lai muc phi canh tranh co loi cho ngudi dan Tuy nhien, xem xet viec cap giay phep hoat dong Nha nudc cung can xem xet o r r viec uu tien cap phep hoat dong cho cac doanh nghiep 100% von nudc A de dam bao su can bang tren thi trudng giua cac doanh nghiep va ngoai nudc 3.3.2 Kien nghi voti Hiep hoi Bao hiem Viet Nam Hiep hoi Bao hiem Viet Nam dupc lap theo quyet dinh so 23/1999/QD-BTCCBCP 09/07/1999 Co the noi su ddi cua Hiep hoi r r 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 trp a r 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 tro cua minh da dong gop khong nhd vao cong va su 9 phat trien cua thi trudng bao hiem Viet Nam 9 De giup cac doanh nghiep bao hiem nhan tho hoan thien va phat trien •> f r yr he thong kenh phan phoi san pham cua minh, Hiep hoi can thuc hien tot mang cong viec sau : - Lam dau moi thuc day su hpp tac giua cac doanh nghiep bao hiem A nhan tho viec: Dao tao, boi dudng 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 vdi ngudi dai li, chia se kinh nghiem tu van A san pham vdi khach hang tiem nang, cham soc sau ban hang va dac biet la r y xay dung mot he thong co sd du lieu chung cho cac doanh nghiep ve su phat trien cua thi trudng, xu hudng tieu dung, thu nhap cua ngudi dan, danh sach 109 r cac dai li da nghi viec vi pham quy che, ky luat tai cac cong ty BHNT r x Tren co so nhung du lieu do, cac doanh nghiep se tiep thu va dieu chinh chien luge hoat dong kinh doanh cua minh cung nhu tich luy va trao doi them cac kinh nghiem cua cac cong ty khac de cung phat trien A A - 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 sb r a 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 11 bao hiem nhan tho Dieu se khong nhung nang cao trinh cua doi ngu can bo, dai 11 cua cac doanh # r nghiep bao hiem nhan tho ma han che duoc nhung tac dong tieu cue tbi hoat dong kinh doanh cua cac doanh nghiep Bbi vi, trinh cua can bo, dai 11 9 r cua doanh nghiep bao hiem nhan tho yeu kern, khong theo kip su phat trien cua thi truong se co the dan tbi 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 - 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 ddi co tinh trang canh tranh thieu lanh manh Ben canh do, voi trach A e nhiem cua minh, Hiep hoi phai co bao cao voi co quan quan 11 Nha nubc ve 9 hoat dong kinh doanh bao hiem noi chung va bao hiem nhan tho noi rieng, A A dong thbi kip thbi xu 11 cac hanh vi vi pham phap luat ve kinh doanh bao *9 A hiem nhan tho cung nhu viec khong tuan thu cac quy dinh ve hop tac cua cac 110 doanh nghiep bao hiem nhan tho - Day manh cac quan he cong dong lien quan den khai thac bao hiem X X nhan tho nham nang cao nhan thurc cua ngudi dan ve bao hiem nhan tho va ho trq khach hang can thiet Day la mot ddi hoi quan co tac dong manh den sir mb 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 X hoi ve tai chinh, phuong tien va ngudi viec nang cao nhan thuc cua ngubi dan ve bao hiem nhan tho Cac hoat dong cu the ma Hiep hoi co the tien hanh nhu: Tuyen truyen quang cao ve bao hiem nhan tho, to chuc cau lac bo danh cho khach hang tho de khach hang co the lua chon san pham phu hop voi nhu cau va kha nang tai chinh cua minh, tu van cho khach hang ve nhung thu tuc phat sinh e X A X qua trinh tham gia bao hiem nhan tho nhu : thu tuc yeu cau giai quyet quyen lqi bao hiem, thu tuc huy hop dong bao hiem, tai tuc hop dong, trubng hop vay phi tu dong 3.3.3 Kien nglti voi Tap doan Tai chinh Bao hiem Bao Viet Voi vai trb la chu su huu Bao Viet Nhan tho, Tap doan Tai chinh Bao hiem Bao Viet can co nhung ho trq de Bao Viet Nhan tho tung budc hoan r • thien va phat trien hoat dong kinh doanh cua minh noi chung va he thong kenh phan phoi san pham noi rieng, cu the: x r - Xem xet va dieu chinh ke hoach kinh doanh cua Bao Viet Nhan tho X cho phu hop vdi dieu kien hien nay, ma Viet Nam da gia nhap WTO r x - Xue tien lap ngan hang Bao Viet, day manh hoat dong dau tu tu nguon von nhan roi cua Bao Viet Nhan tho - Can ho trq va day manh cong tac tuyen truyen, quang cao ve Tap Ill doan Tai chinh Bao hiem Bao Viet va khong ngung nang cao chat luong dich A vu khach hang Cong tac tuyen truyen quang cao la mot hoat dong khong the thieu duqc cua bat ky doanh nghiep bao hiem nhan tho nao tren thi trudng Su o r cong hay that bai cua mot doanh nghiep kinh doanh bao hiem nhan tho phu thuoc khong it vao chien luge tuyen truyen, quang cao va chat luong dich vu khach hang Voi Bao Viet, thuong hieu da duoc nhieu ngudi biet den tir lau nhu la r r r mot doanh nghiep ldn nhat, manh nhat va co uy tin nhat tren thi trudng bao < A 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 luge phat trien kinh doanh cua minh giai doan, Tap doan can tiep tuc dua cong tac tuyen Z A truyen quang cao la mot nhung giai phap chien luge chung de dap ung dugc yeu cau dat la quang ba sau rong hinh anh cac san pham va dich vu A A cua Bao Viet Nhan thg, dong thdi vira dap ung dugc yeu cau lau dai la xay dung cho ngudi dan y thuc tu giac, tu nguyen tham gia bao hiem nhan thg Thong qua hoat dong marketing, doanh nghiep bao hiem nhan thg se r z a nam bat dugc nhu cau da dang, phong phu va luon phat trien cua thi trudng de r r •> r tu xay dung ke hoach, thiet ke cac san pham BHNT Hien nay, Bao Viet r r Nhan thg dang phai doi mat vdi sue ep canh tranh quyet liet tir phia cac cong z ' a ty BHNT nudc ngoai Day la nhung cong ty da quoc gia, co be day kinh 9 nghiem viec trien khai san pham BHNT vao mot thi trudng mdi, hg co A A ~ truyen quang cao cua minh, Bao Viet Nhan thg can co su ho trg va dinh AZ A hudng cua Tap doan tap trung nguon lire vao mot so phuong tien truyen thong nhu : bao chi, truyen hinh va cac hinh thurc ho trg khac nhu bien quang cao, td 112 A ngudi 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 cudng hop tac voi cac to chuc, ca nhan va ngoai nude de giup va ho trp Bao Viet Nhan tho linh vuc dao tao bao hiem nhan tho Muc dich cua viec tang cudng hpp tac la thu thap them nhung thong tin, kien thuc va tai lieu tham khao ve kinh doanh bao hiem nhan tho - mot nganh kha mdi me d Viet Nam Trong qua trinh hpp tac, Bao Viet Nhan tho se nhan dupe nhung bai hoc kinh nghiem qua trinh trien khai bao hiem nhan tho tai cac nude tren khu vuc va the gidi, dong thdi xay dung va hoan r thien he thong cac chuong trinh dao tao co ban va nang cao danh cho dai li Ben canh do, thong qua hpp tac toan dien vdi cac to chuc nay, Bao Viet Nhan tho cung se cd 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 hudng va trien khai thuc hien tai cac cong ty BHNT vien A A A - Tap doan can cd mot dinh hudng chung ve phat trien nguon nhan luc, cong nghe thong tin va dong thdi nang cao trinh quan li doanh nghiep de tu Bao Viet Nhan tho xay dung cho minh he thong quan ly phu hpp Trong giai doan hien nay, ma cong nghe thong tin dong mot vai trd khong the thieu cac linh vuc cua ddi song kinh te xa hoi thi hoat dong kinh doanh bao hiem nhan tho cung chiu tac dong bdi sir phat trien cua cong nghe thong r a tin De cd nhung so lieu phan tich, danh gia ve hoat dong cua cac kenh phan / A r phoi san pham mot each kip thdi nham dua nhung chien lupc phat trien kinh doanh mang tinh ngan han, Bao Viet Nhan tho dang rat can mot he thong A quan li thong tin hien dai, dap ung yeu cau De lam dupe viec nay, Bao Viet A ~ Nhan tho can su ho trp, dinh hudng tu phia Tap doan thdi gian tdi 113 KET LUAN A < ' 9 Sau nghien cuu cac van de mang tinh ly luan ve san pham bao hiem r r r nhan tho,he thong kenh phan phoi san pham bao hiem nhan tho va thuc te trien khai tai Bao Viet Nhan tho cho thay, ben canh nhung ket qua dat dupe e A A r Z > van nhieu van de ton tai qua trinh hoat dong cua he thong kenh phan phoi san pham tai Bao Viet Nhan tho, cu the la hieu qua cang giam cua kenh phan phoi qua dai ly va su phat trien cham cua kenh phan phoi A qua ngan hang Vdi muc tieu dap ung dupe yeu cau cua hoi nhap khu vuc, r r r quoc te va xu hudng canh tranh khoc liet thdi gian tdi, Bao Viet Nhan tho phai khong ngung doi mdi, hoan thien de nang cao kha nang canh tranh va hieu qua hoat dong cua minh dac biet la hoan thien va phat trien he thdng kenh phan phoi san pham • • • A tho tai Bao Viet Nhan tho Ngoai ra, de tai cung dua nhung nhan xet, danh r gop phan phat trien nen kinh te xa hoi, Ha Noi 18 Luat kinh doanh Bao hiem va cac van ban huong dan (2005), NXB Chinh tri Quoc gia, Ha Noi 19 Tap doan Tai chinh bao hiem Bao Viet (2006), Marketing bao hiem nhan tho, NXB Thong ke, Ha Noi 20 Tong cong ty Bao hiem Viet Nam (2004), Hoat dong cong ty bao hiem nhan tho, NXB Thong ke, Ha Noi 21 Tong cong ty Bao hiem Viet Nam (2005), 40 nam xay dung va phat trien, NXB Van hoa - Thong tin, Ha Noi 22 Tong cue Thong ke (2005), Thuc trang doanh nghiep qua ket qua dieu tra tu nam 2002 den 2004, Ha Noi 23 Trudng dai hoc KTQD (2000), Giao trinh Bao hiem, NXB Thong ke, Ha Noi 24 Trubng dai hoc KTQD (2003), Giao trinh Thong ke Bao hiem, NXB Thong ke, Ha Noi 25 Trudng dai hoc KTQD (2004), Giao trinh Quan tri kinh doanh Bao hiem, NXB Thdng ke, Ha Noi