Phân phối sản phẩm bảo hiểm qua hệ thống ngân hàng thương mại của tổng công ty bảo hiểm ngân hàng đầu tư và phát triển việt nam (bic)

n TRUONG DAI HOC KIN H Tfi QUOc DAn - «O Iffll '’'’ - _ ———— DAI HOC KTQD tt thong tin thU vien ! dhqnGLUAN AN • TU LIEU, 1' NGUYEN THI THANH HUYEN PHAN PHOI SAN PHAM BAO HIEM QUA HE THONG NGAN HANG THUONG MAI CUA TONG CONG TY BAO HIEM NGAN HANG DAU TV VA PHAT TRIEN VIET NAM (BIC) CHUYfiN NGANH: KINH tU BAO HI^M LIAN VAN THAC SY K1NH TE • t 7w$ NGUd HUONG dAn KHOA HOC: TS NGUYEN THI■ CHENH • HA NdI - 2013 CONG HOA XA HOI CHU NGHIA VIET NAM Doc lap - Tu - Hanh phuc 0O0 - NHAN XET LU AN VAN THAC SY • • • De tai: Phan phoi san pham bao hiem quan he thong ngan hang thtfong mai cua Tong cong ty Bao hiem Ngan hang Dau tu va Phat trien Viet Nam (BIC) Cao hoc vien: Nguyen Thi Thanh Huyen Chuyen nganh: Kinh te Bao hiem Nguhi viet nhan xet PGS.TS Nguyen Van Dinh Sau doc xong ban luan van, chung toi co nhung nhan xet sau day: Tinh cap thiet cua de tai: San pham bao hiem la loai san pham dich vu, cho nen de phan phoi loai san pham toi khach hang doi hoi cac doanh nghiep bao hiem phai xay dung cho minh nhung kenh phan phoi phu hop va co hieu qua Xu huong chung hien tren the" giOi cung nhu o Viet Nam la: cho du doanh nghiep bao hiem nhan tho hay doanh nghiep bao hiem phi nhan tho cung deu huong tOi xay dung kenh phan phoi san pham bao hiem qua ngan hang, boi tinh hieu qua va tinh sat thuc cua no Chinh vi vay, day la de tai co y nghia thuc tien rat lon doi voi mot doanh nghiep bao hiem von da truc thuoc Ngan hang Dau tu va Phat trien Viet Nam Nhung ket qua dat duoc a Tac gia da trinh bay duoc nhung net khai quat va kha co dong ve he thong phan phoi san pham bao hiem cung nhu nhung loi fch mang lai neu cac doanh nghiep bao hiem thuong mai su dung kenh phan phoi qua he thong ngan hang Nha't la thiet Up va to chile kenh phan phoi cho phu hop khong moi, song cong cua chuong I la o chd tac gia da day cong suu tarn, nghien ctru he thong kenh phan phoi san pham bao hiem qua he thong ngan hang thuong mai d mot so nude dien hinh tren the gidi ma cu the la o khu vuc Chau A - Thai Binh Duong va khu vuc Au - My, de tur rut nhung bai hoc kinh nghiem cho BIC Nhung bai hoc dang quy ma BIC co the hoc hoi dupe tir noi dung la: + Lua chon san pham phan phoi phu hop + Xay dung quy trinh phan phoi chuan + Xac dinh rd khach hang muc tieu + Cong tac dao tao can bp b Trong chuong cua luan van, tac gia da gidi thieu khai quat he thong kenh phan pho'i san pham cua BIC giai doan 2008 - 2012, sau di sau trinh bay va phan tfch thuc trang phan phoi san pham cua BIC qua he thong ngan hang thuong mai o Viet Nam Noi dung dupe trinh bay kha chi tiet, the hien rat rd thuc trang cua he thong phan phoi, bao gom ca: + San pham nao dupe phan pho'i + Vari de to chile kenh phan pho'i + Cac ngan hang lien ket thuc hien trien khai kenh phan pho'i Khi danh gia vP kenh phan pho'i cua BIC, chung toi hoan toan dong tinh vdi nhung ket qua dat dupe, cung nhu nhung va'n dP han che va nguyen nhan han che ma tac gia da rut (tit trang 73 - 81) Cd the khang dinh, noi dung phan tfch la co so thuc tiPn de BIC tim va lua chon giai phap phu hop de phat trien kenh phan pho'i c Sau trinh bay nhung thuan lpi va kho khan to chile kenh phan dong luc Boi day la nhung va'n dd cd lien quan den khach hang, den lpi ich giua giua cac ben tham gia lien ket Neu BIC khong chu y hoan thien thi kenh phan phoi khong the ton t’ai dupc Bo cuc luan van: Hpp ly, logic Van phong sang sua va trinh bay dep Ket cau giua cac chuong muc kha can doi Nhung van de han che: a Muc 1.2.2 thiet lap va to chuc kenh phan phoi (trang 26), noi dung hpp tac phan phoi trinh bay so sai, boi day mCi la noi dung chfnh cua phan ly luan gSn vcri ten de tai b Nguyen nhan (trang 80 - 81) trinh bay chung chung, mci chi la nguyen nhan cua nhung han che' Con nguyen nhan dSn tCi nhung ket qua dang khich le cua BIC vSn chua ro c Noi dung phan kie'n nghi viet so sai, chua sat thuc te' (Vi du: MO rong mot so chuong trinh bao hiem thi diem nhu BHNN, BHTD xuat khau, de tat ca cac doanh nghiep , toan thi trubng co the da dang hoa san pham, tang cubng tfnh canh tranh ) Ket luan: Mac du mot so thieu sot, han che', song de tai la mot cong trinh nghien cuu co chat lupng tot, dap Ung yeu cau cua mot luan van Thac sy chuyen nganh bao hiem va tac gia xUng dang dupc nhan hoc vi Thac sy Kinh te' Ha Noi, 30 thang 11 nam 2012 Nguoi viet nhan xet PGS.TS Nguyen Van Dinh CONG HOA XA HOI CHU NGHIA VIET NAM Doc lap - Tu* - Hanh phuc NHAN XET LUAN VAN THAC SY KINH TE Dg tai: “Phan phoi san pham bao hiem qua he thdng Ngan hang Thwffng mai cua Tdng cdng ty Bao hiem Ngan hang Dau tic va Phat trien Viet Nam (BIC) ” Hoc vien Cao hoc: Nguyen Thi Thanh Huyen Ma hoc vien: CH 200199 Dai hoc Kinh te quoc dan Chuyen nganh: Kinh te Bao hiem Nguoi hudng dan: TS Nguyen Thi Chinh - DHKTQD NGUOI NHAN XET: TS Nguyen Thi Kim Nha - Phan bien II Tong cong ty co phan Bao hiem Bini clien Tinh cap thiet, y nghia khoa hoc va thuc tien cua De tai Su phat trien nhanh chong cua nen kinh te the gidi, dac biet vdi sir phat tridn cua linh vuc kinh doanh bao hiem (KDBH) da lam xuat hien cac kenh phan phoi moi ben canh cac kenh phan phoi truyen thong Trong phan phoi san pham bao hiem qua he thong ngan hang thudng duoc goi la “bancassurance” noi len nhu mot kenh phan phoi san pham dac biet hieu qua r r \ r Thue te cho thay bancassurance cang trd nen phd bien va quan tren the gioi, tham chi d nhieu noi no da tro mot nhung kenh phan phoi san pham bao hiem chinh Viet Nam, bancassurance duoc trien khai tu nam 2001, sau 10 nam trien khai, hoat dong bancassurance da dat duoc nhung ket qua budc dau Tren thi truong bao hiem Viet Nam da cd mot so doanh nghiep trien khai kha cdng kenh phan phoi nay, cd Tong cdng cdng ty Bao hiem Ngan hang Dau tu va phat trien Viet Nam (BIC) Tir trien khai den nay, mac du doanh thu qua kenh phan phoi bancassurance tang qua cac nam cung nhu nhan duoc su ho tro ldn tu ngan hang me la Ngan hang Dau tu va Phat trien Viet Nam (BIDV), nhien, hoat dong cua kenh phat trien cham, luong khach hang nho chua tuomg xung vdi tiem nang cua Ngan hang me De hudng tdi muc tieu dung top doanh nghiep bao hidm cd ty suat sinh lcri cao nhat thi truong, phat huy tdi da tiem nang the manh cua BIDV, BIC can day manh phat trien kenh khai thac bancassurance thdi gian tdi Sau qua trinh hoc tap va nghien cuu hoc vien da phat hien van de va lua chon de tai ‘‘Phan phoi san pham bao hiem qua he thdng Ngan hang Thirffng mai cua Tdng cdng ty Bao hiem Ngan hang Dau tie va Phat trien Viet Nam (BIC) ” lam de tai Luan van nham gop them ldi giai cho bai toan tang trudng nhanh, ben vtrng cua doanh nghiep r r r y r \ y a r t De tai dugc danh gia cao bai gia tri ly luan va tinh thdi sir De tai phu hop vdi chuyen nganh Kinh te bao hiem, khong trung lap vai cac cong trinh da cong bd hoac cac Luan van da bao ve tnrdc day Ket qua nghien ciru chu yeu cua Luan van 2.1 Danh gia noi dung Luan van Ket qua nghien cuu cua Luan van dugc danh gia tren cac khia canh sau day: o Trong chiromg (tur trang 5-38), tac gia da trinh bay mot each khai quat ve he thong phan phoi san pham bao hiem tir khai niem va dac diem cua san phin bao hiem, phan phoi san pham bao hiem hoat dong kinh doanh bao hiem, phan phoi san pham bao hiem qua he thong bancassurance Tac gia da chi lgi ich cua kenh, z each thiet lap, to chuc kenh phan phoi qua he thong ngan hang thuong mai Thanh cong co ban cua chuong la tac gia da khai quat dugc noi dung co ban td chuc kenh phan phoi san pham qua ngan hang thuong mai Cac noi dung dugc tac gia de cap d chuong theo toi la dung dan, phu hgp va can thiet (tuy chua day du) cho viec danh gia thuc trang d chuong 2, de xuat giai phap d chuong Hon thd nua, Tac gia da dua dugc kinh nghiem phan phoi san phim qua kenh bancassurance cua mgt so doanh nghiep bao hiem khu vuc Chau A - Thai Binh Duong, khu vuc Au My bai hoc cho BIC Toi danh gia cao tac gia d phan vi viec lira chon bai hgc kinh nghiem la tir cac nude khu vuc co dieu kien tuong dong thi kha nang van dung de dang hon Noi dung due ket kinh nghiem thuc tien lam bai hgc ly luan rat it hgc vien de cap tdi r t r A o Trong chiro’ng (tir trang 39-81), tac gia da mo ta toan canh buc tranh phan phoi san pham bao hiem qua kenh bancassurance tai BIC, tir qua trinh hinh phat trien, co cau to chuc, tinh hinh hoat dong kinh doanh, he thong phan phoi san pham bao hiem cua BIC giai doan 2008-2012 Dong thdi tac gia phan anh thuc trang to chuc va hoat dong cua kenh phan phoi tai BIC Tir do, rut cac nhan dinh ve ket z qua dat dugc, han che va nguyen nhan hoat dong cua kenh phan phoi bancassurance doi vdi Tong cong ty f r r •> r •> r Cac danh gia ve ket qua, han che, nguyen nhan da trinh bay luan van theo tdi la sat thuc Cac nguyen nhan cua nhung ton tai dugc tac gia phan tfch tuong doi toan dien, hgp ly, the hien thai khoa hgc va khach quan cua tac gia, co gia tri vach nhung can cu thuc tien cho viec lira chon cac giai phap chuong Ve co ban, chung tdi dong tinh vdi cac nhan dinh, phan tich chuong o Trong chuong (tir trang 82-93), dua tren cac phan tich ve thuan lgi va kho khan phan phoi san phan qua he thong bancassurance; dinh hudng phat trien kenh phan phoi bancassurance cua BIC thdi gian tdi, tac gia de xuat giai phap va dua kien nghi nham nang cao hieu qua hoat dong kenh phan phoi bancassurance cua Tong cong ty Nhin chung, cac giai phap dugc de xuat cd tinh thiet thuc cao, dugc tac gia luan giai co can cu ly luan va thuc tien nen cd the dugc tham khao, xem xet ap dung thuc tien Z A ■> Z r r 2.2 Danh gia ket cau, phuong phap nghien ciru f f AZ A Vdi dung lugng 88 trang tieu chuan, khong ke phan md dau, ket luan, muc luc, danh muc tai lieu tham khao, Luan van dugc trinh bay theo ket cau chuong truyen thong Bo cue luan van hgp ly song chua can doi (chuong 1: 33 trang, chuong 2: 43 Z Z A / trang, chuong 3: 12 trang) Dac biet noi dung chinh cua chuong the hien muc dich nghien cuu cua de tai co dung lupng trang la qua it Tac gia su dung dong bo cac phuong phap va cong cu nghien cuu khoa hoc co ban, phu hop va dang tin cay nhu phuong phap tong hpp, phan tich, thong ke Mot so van de can trao doi them Theo quan diem ca nhan, Toi co may y kien nhir sau: • Ten de tai chua the hien dupc muc dich nghien cuu cua Luan van • Ten de tai, muc dich nghien cuu, pham vit nghien cuu (phan de xuat giai phap) r cua Luan van chua logic, nhat quan vdi the hien: - Ten de tai la phan phoi san pham bao hiem qua kenh ngan hang thucmg mai - Muc dich nghien cuu cua de tai la dua cac giai phap nang cao hieu qua hoat dong cua kenh phan phoi san pham bao hiem qua ngan hang thucmg mai cua BIC - Pham vi nghien cuu: De xuat cac giai phap nham hoan thien hom cac kenh phan phdi san pham bao hiem tai BIC • Vdi cac noi dung dupc trinh bay Luan van tai chuong 1, chuong toi nhan thay doi tupng nghien cuu cua de tai la: To chuc va hoat dong kenh phan phdi san pham bao hiem qua he thdng ngan hang thucmg mai Muc dich nghien cuu cua de tai la: Nang cao hoat dong (hoac Hoan thien) kenh phan phdi san pham bao hiem qua he thdng ngan hang thucmg mai tai Tong cong ty Bao hiem Ngan hang Dau tu va Phat trien Viet Nam (BIC) Do vay, vdi noi dung da trinh bay luan van, Hoc vien can chinh lai muc dich nghien cuu, pham vi nghien cuu tai phan Md dau; dieu chinh lai ten chuong 1; ten chuong cho phu hpp vdi muc dich nghien cuu xac dinh lai Danh gia chung Du mot so diem can bo sung them song cd the khang dinh noi dung Luan van la mot cong trinh nghien cuu khoa hoc doc lap, nghiem tuc Luan van da neu va giai quyet mot van de cd tinh thdi su cao, cd gia tri khoa hoc ca ve ly luan, ca ve thuc tien song de Luan van giai quyet van de dupc tron ven va cd gia tri cao hon, Hoc vien can phai dupc hoan chinh bo sung them trade ltru thu vien Luan van dap ung day du cac yeu cau va dieu kien cua mot luan van thac sy khoa hoc kinh te va hoc vien Cao hoc Nguyen Thi Thanh Huyen xung dang dupc nhan hoc vi thac sy kinh te, chuyen nganh Kinh te bao hiem neu bao ve cong Cau hoi danh cho Hoc vien: r r Nhung uu the cua kenh phan phdi '"bancassurance” tai BIC hien va trien vong toi nam 2020? De nang cao hoat dong kenh phan phdi "bancassurance ” tai BIC cong tac danh gid rui ro va quan ly boi thucmg tren kenh cd duqc quan tarn khong, each lam the nao ? Ha Noi, 01 thdng 12 nam 2013 NGUOI NHAN XET TS Nguyen Thi Kim Nha YEU CAU CUA HOI DONG CHAM LUAN VAN THAC SI VE Chu tich Hoi dong (Ky va ghi ro ho ten) Cam ket cua Hoc vien7 TS Pham Thi Dinh Hoc vien (Ky va ghi rd ho ten) Neu hoc vien co trach nhiem chinh sura theo yeu ciu cua Hoi dong cham luan vSn Trong truong hop khong chinh sua s§ khong duoc cong nhan ket qua bao ve Hoc vien phai dong ban yeu cau chinh sua vao truoc phan muc luc luan vSn chinh thuc nop cho Vien DT SDH MUC LUC • • DANH MVC CAC TU VIET TAT DANH MVC BANG, SO DO, HINH LCH MO DAU CHUONG 1:KHAI QUAT VE HE THONG PHAN PHOI AN PHAM BAO HIEM 1.1 Phan phoi san pham bao hiem hoat dong kinh doanh bao hiem 1.1.1 Khai niem ve san pham bao hiem 1.1.2 Dac diem cua san pham bao hiem 1.1.3 Phan phoi san pham bao hiem hoat dong kinh doanh bao hiem 11 1.2 Phan phoi san pham bao hiem qua he thong ngan hang thirung mai 25 1.2.1 Lai ich cua kenh phan phoi 1.2.2 Thiet lap va to chuc kenh phan phoi 26 1.3 Phan phoi san pham bao hiem qua he thong ngan hang thurong 25 mai cua mot so niruc tren the giai 31 1.3.1 Khu virc Chau A - Thai Binh Duong 1.3.2 Khu vuc Au - My 34 1.3.3 Kinh nghiem cho BIC 35 31 CHlTONG 2: THl/C TRANG PHAN PHOI SAN PHAM BAO HIEM QUA HE THONG NHTM CUA TONG CONG TY BAO HIEM NGAN HANG DAU TU VA PHAT TRIEN VIET NAM (BIC) GIAI DOAN 2008 - 2012 39 2.1 Giai thieu chung ve BIC 39 2.1.1 Lich su hinh va phat trien 39 2.1.2 Co cau to chuc cua BIC 40 2.1.3 Tinh hinh hoat dong kinh doanh cua BIC thdi gian qua 45 2.2 He thong phan phoi san pham bao hiem cua BIC giai doan 2008-2012 54 2.2.1 Gidi thieu chung 54 2.2.2 Cac hinh thuc to chuc phan phoi san pham bao hiem cua BIC 55 2.3 X /k X A X Phan phoi san pham bao hiem qua he thong ngan hang thuong mai cua BIC 60 r r 2.3.1 San pham phan phoi qua he thong ngan hang thuong mai 60 2.3.2 To chuc kenh phan phoi san pham bao hiem qua he thong ngan •> 9 r r hang thuong mai 70 2.3.3 r Danh gia hoat dong bao hiem qua he thong ngan hang thuong mai cua BIC 73 CHUONG 3: GIAI PHAP DAY MANH HOAT DQNG PHAN PHOI SAN PHAM BAO HIEM QUA NGAN HANG THUONG MAI CUA TONG CONG TY BAO HIEM NGAN HANG DAU TU VA PHAT TRIEN VIET NAM 82 3.1 Thuan Ion va khd khan phan phoi san pham bao hiem qua ngan hang thuong mai cua BIC 82 3.1.1 Thuan lqi 3.1.2 Khd khan 83 3.2 Dinh huong phat trien kenh phan phoi san pham bao hiem qua 82 ngan hang thuong mai cua BIC thdi gian tdi 85 3.3 Giai phap nham nang cao hieu qua phan phoi san pham bao hiem qua ngan hang thuong mai cua BIC 86 3.4 Kien nghi 91 KET LUAN 94 TAI LIEU THAM KHAO 96 82 CHlTONG GIAI PHAP DAY MANH PHAN PHOI • SAN PHAM BAO HIEM QUA NGAN HANG THUONG MAI CUA TONG CONG TY BAO HIEM NGAN HANG DAU TU" VA PHAT TRIEN VIET NAM 3.1 Thuan loi va khd khan phan phoi san pham bao hiem qua ngan hang thiromg mai cua BIC 3.1.1 Thuan • l&i • La don vi 100% von cua BIDV, von dieu le 660 ty dong, BIC co du tiem luc tai chinh de thuc hien cac nghia vu tai chinh doi vdi cac cam ket bao hiem Trong hoat dong kinh doanh, BIC co the tan dung khai thac va phat huy yr yr nhung tiem nang, the manh cua BIDV so vd cac nha dau tu khac nhu: the r a y manh- ve mang luoi phan phdi, tiem luc tai chinh, cor sd khach hang, uy tin thuong hieu cua BIC Vi the tang trudng doanh thu cua cong ty luon d muc cao cua thi trudng, md rong dugc thi phan va mang ludi khach hang Hien nay, BIC van dang dan dau thi trudng ve kenh Phan phdi bao hiem r qua ngan hang He thong mang ludi ngan hang cua cong ty khong ngimg dugc md rong va day manh quan he hgp tac vdi tren 30 ngan hang ngoai BIDV nhu Vietinbank, Agribank, Abbank, Seabank, ngan hang lien doanh Viet Nga, Bac A Bank r r y He thong cong nghe thong tin cua BIC cang dap ung tot yeu cau hoat dong kinh doanh, quan ly dieu hanh vdi nen tang tai chinh vung manh dugc cac to chuc xep hang quoc te nhu r \ S&P, AM Best va Fitch xep hang A Vdi doi ngu can cua bo cd nhieu kinh 83 nghiem lam viec nganh ngan hang (tham dinh hoac tin dung) la loi the t y a Ion cua BIC san pham bao hiem doi hoi nhieu ky nang, kinh nghiem ve phan tich tai chinh doanh nghiep/tham dinh du an Ngoai ra, vi tri dia ly thuan loi cua BIC cung co tac dong khong nhd den hoat dong kinh doanh cua cdng ty BIC nam tren dudng Ba Trieu - Ha Noi la trung tarn van hoa kinh te, tao mdi lien he giua cac ngan hang qua trinh z r z giao dich Ha Noi la cd muc song, trinh dan tri cao rat thuan loi cho trien khai cac san pham bao hiem 3.1.2 Kho khan duoc a r w a Ve chat luong cdng tac boi thuong va dich vu khach hang van han che, ban chao phi chua that su canh tranh, cac can bo chua tich cue hop tac vdi cac chi nhanh BIDV de cung cap dich vu bao hiem cho khach hang, san pham dich vu cua BIC chua cd su khac biet so vdi cac cdng ty bao hiem khac A A Ve phia BIDV, doanh thu phi bao hiem chua tuong xung vdi tiem nang, quy md va nang luc cua doanh nghiep, viec phoi hop kinh doanh bao hiem r mdi chi d khia canh khai thac cac mdi quan he ma chua chu tdi dich vu r a Su canh tranh gay gat tren thi trudng: cac doanh nghiep bao hiem bang moi each day manh kinh doanh, md rong dia ban hoat dong Mot so cdng ty nhd canh tranh bang moi gia, ke ca cac hinh thuc canh tranh khong lanh manh nhu tang chi phi ban hang, giam phi, md rong dieu khoan phi ky thuat den muc bao dong 84 Viec hop tac chia se thong tin khach hang giua cac doanh nghiep bao hiem vdi viec khai thac, giam dinh, boi thudng, nang cao hieu qua kinh doanh, chong true loi bao hiem, han che canh tranh khong lanh manh r chua duoc tot Tuy dung dich vu khach hang de cung co thuong hieu la mot each thuc can thiet nhung lai chua duoc BIC tan dung hieu qua de thu hut va tri khach hang, lam cho doanh nghiep trd nen khac biet va tang cudng su trung vdi thuong hieu r •> San pham dich vu cua BIC chua da dang, tien trien khai cac san pham cham Hinh anh, vi the, thuong hieu kha mdi, chua quang ba r duoc den dong dao cong chung A 9 r Mac du nd luc phat trien Phan phdi san pham bao hiem qua he thdng ngan hang thuong mai, nhung viec lien ket giua cac DN vdi ngan hang Z 9 hien mdi chi tap trung vao phan phdi san pham bao hiem thdng qua cac X X chuong trinh tang qua hay long ghep bao hiem vao yeu cau dam bao an toan tin dung mot each kha “voi vang”, nhieu khong dam bao thuc hien day du cac budc trinh tu ban hang Nhat la boi canh nganh ngan r r r hang dang doi mat vdi khong it thach thuc cd the anh hudng den mdi hop tac r r Phan phdi san pham bao hiem qua he thdng ngan hang thuong mai se r \ gan lien thuong hieu cua ngan hang BIDV vdi thuong hieu cua cong ty bao hiem Do do, neu xay nhung trudng hop nhu: Cong ty bao hiem lam an / ngu nhan vien cua cac cong ty bao hiem khong chuyen nghiep, giao tiep vdi khach hang vung ve se anh hudng nhat dinh den tam ly cua khach r hang va su tin nhiem cua khach hang doi vdi thuong hieu cua ngan hang 85 3.2 Dinh huong phat trien kenh phan phoi san pham bao hiem qua ngan hang thuong mai cua BIC thdi gian toi z x t f Voi tam nhin phan dau tro doanh nghiep bao hiem phi nhan tho co ty suat sinh ldi cao nhat thi trudng; Xay dung BIC tro thuong hieu bao hiem uy tin; la hoat dong tru cot chinh tap doan tai chinh BIDV BIC khong ngung nd luc phat trien hoat dong kinh doanh, dao tao doi ngu can bo tre bai ban, nhiet huyet, san sang tiep thu cong nghe, kien thuc mdi nham nang cao chat luong san pham hudng tdi thoa man tot nhat X nhu cau khach hang Xa hoi cang phat trien, muc thu nhap, trinh nhan thuc cua ngudi dan ve san pham bao hiem cang duoc nang cao Hon ntra ty thu phi bao hiem tren GDP va phi bao hiem tinh tren dau ngudi cua Viet Nam van d muc thap Day se la mot thi trudng rat tiem nang cho cac cong ty bao hiem noi chung va BIC noi rieng BIC la mot nhung doanh nghiep bao hiem dau tien phat trien X xu A r A kenh ban bao hiem qua ngan hang, hien dang dan dau ve thi phan va so luong ngan hang lien ket Mat khac, la cong ty cua BIDV, BIC nhan r x x r r duoc su ho tro tdi da ve nguon khach hang, he thong mang ludi phan phdi, X X F nguon luc tu ngan hang BIDV Do BIC co nhieu the manh khai thac bao hiem qua ngan hang X ~ Cung vdi viec van co nhung chinh sach dau tu thich dang cho cac kenh r x r phan phdi true tiep va phan phdi qua mdi gidi, BIC buoc dau da hudng su tap trung cua minh vao cac kenh phan phdi san pham ban le nhu: kenh Phan phdi san pham bao hiem qua he thong ngan hang thuong mai, kenh E-bussiness r t r Day manh kenh phan phdi san pham bao hiem qua he thong ngan hang r r thuong mai la dinh hudng dung dan, cd y nghia quan doi vdi BIC thdi gian tdi, tam nhin den nam 2020 86 r ■ i w ■ a • •> ■ A i X• ■ t ■_? X H*X Giai phap nham nang cao hieu qua phan phoi san pham bao hiem qua ngan hang thuong mai cua BIC A A Thi truong bao hiem Viet Nam la mot thi truong co nhieu tiem nang, z a a toc tang truong hang nam kha cao day la thi truong moi, nhieu nhu cau r a chua duoc khai thac hieu qua, luong tien nhan roi dan cu rat lon r az Them vao do, nguoi Viet Nam co truyen thong lo xa, tiet kiem cho z 7 r chau nen kha nang phat trien phan phoi san pham bao hiem qua he thong ngan hang thuong mai tai Viet Nam la rat lon Chinh vi vay, BIC can co 7 A Z * A nhung bien phap cu the de thuc day kenh phan phoi nhieu tiem nang - Giai phap hoan thien moi truong phap ly r Dam bao tinh minh bach hoat dong voi cac ngan hang lien ket A Z chien luoc kinh doanh cua minh, giu tinh doc lap danh gia dieu r a khoan hop dong bao hiem doi voi khach hang, dac biet khach hang la co z a a dong cua cac ngan hang lien ket nham tao mot nen tang phap ly vung r y r r chac de dam bao duong dau duoc bat ki sua co nao xay Hien nay, Chinh Phu van chua cho phep toan bo san pham bao hiem duoc trien khai qua kenh r r y •> r f phan phoi Cac ngan hang va cong ty bao hiem phai de xuat y kien de nhung san pham duoc thong qua VD: Mo hinh phan phoi bao hiem qua he thong ngan hang , thuong mai o Viet Nam moi chu yeu cung cap cac loi ich 7 gia tang cho khach hang cua ngan hang thong qua cac san pham bao hiem A 7 nhu: bao hiem du no tin dung, bao hiem cho nguoi gui tien tai cac to chuc tin 7 ~ dung, bao hiem tu ky thong thuong va bao hiem hon hop Cac san pham bao z A hiem lien ket dau tu (unit-linked product) chua duoc phep trien khai qua kenh phan phoi - Giai phap ve co che hop tac: z ? z Tang cuong su phoi ket hop giua BIC va cac ngan hang lien ket, dac biet la ngan hang lien ket chien luoc la BIDV va Ngan hang TMCP Bac A Z A Day la hai ngan hang ma BIC co su hop tac sau rong nhat BIC can lam viec 87 r r •> •> vdi cac ngan hang lien ket de nang cao muc lien ket, the hien qua viec trao doi thdng tin giua cac ben Cu the, cac ben can thiet lap mot he thdng, tren co A A sd nen tang ve thdng tin du lieu cua ca Ngan hang va cong ty bao hiem, mot he thdng quan ly du lieu lien thdng giua ben dugc thiet lap Khi can bo ngan 9 hang ban dugc mot san pham bao hiem, chinh can bo se nhap va don bao hiem se dugc tu dong cap nhat tren he thdng quan ly bao hiem cua cong ty bao hiem Cong ty bao hiem cd the theo doi don bao hiem suot thdi han bao hiem Khi don bao hiem dugc cap nhat tren he thdng, cung la luc khach hang cua ngan hang da trd khach hang cua cong ty bao hiem Cac thdng r a tin ve khach hang se dugc cap nhat vao he thdng co sd du lieu khach hang cua cong ty bao hiem, giup cong ty bao hiem thuc hien cac hoat dong cham soc khach hang Su lien ket ve thdng tin dugc su dung de thuc hien mot sd hoat z dong nhu thu chi ho cua ngan hang doi vdi cong ty bao hiem, toan phi bao hiem dinh ky Hien chuong trinh hgp tac dang dugc xay dung vi co sd du lieu cua cac ben deu qua ldn z r Thong qua viec tiep xue true tiep vdi khach hang cua cac nhan vien ngan hang cung nhu cua cac nhan vien bao hiem, ngan hang va cong ty bao r 99 A A hiem cd the xay dung mot co sd du lieu tuong doi day du va hoan chinh ve khach hang Tu do, hai ben de dang khai thac co sd du lieu mot each lau dai va hieu qua gop phan tao dieu kien thuan lgi de cd the dap ung dugc cac nhu AZ > cau cang cao cua khach hang, gan gui va gan bo hon vdi khach hang, dong hanh cung khach hang Z 9 Phdi hgp chat che, chuyen nghiep ban cheo san pham bao hiem qua he z z z z thdng giao dich vien BIDV, ngan hang Bac A Doi vdi cac chi nhanh ngan hang lien ket chua trien khai chuong trinh Phan phdi san pham bao hiem qua he thdng ngan hang thuong mai, hoac chua chu tam trien khai can cd kien nghi vdi Ban lanh dao de chi dao quyet liet toi cac chi nhanh nay, bao dam 100% cac chi nhanh trien khai chuong trinh Phan phdi san pham bao hiem 88 qua he thong ngan hang thuong mai hieu qua Tim kiem cor hoi hop tac chat che, hieu qua ve phan phoi san pham bao hiem qua he thong ngan hang x _ r thuong mai voi nhieu he thong cac ngan hang thuong mai hon nua BIC phai xac dinh cho minh hinh thuc hop tac phu hop, co muc tieu ro rang md rong, hop tac voi he thong cac ngan hang thuong mai cho dam bao hai hoa dugc lgi ich giua cac ben Cung co long tin, chia se hgp tac thuc day lien ket thong tin, du lieu khach hang giua hai ben cong ty bao hiem va ngan hang X - Giai phap ve thuc day, tao dong luc: r x BIC can tiep tuc tri cac chuong trinh dong luc danh can bo cac ngan hang lien ket va cac can bo cua chinh BIC Hien tai, cac chuong trinh dang dugc thuc hien rat tot tai BIC la Chuong trinh boc tham trung thudng, Cau lac bo Trieu phu Bancassuarannce, Chuong trinh tang toe tranh tai cung r t 'f r phan phoi san pham bao hiem qua he thong ngan hang thuong mai Voi dinh hudng giai doan 2012 - 2015 se gia tang gia tri giai thudng, gia tang doi tugng nhan thudng va hoan thien co che, hieu qua hoat dong cua kenh phan phdi san pham bao hiem qua he thong ngan hang thuong mai se r r -x x tiep tuc dugc nang cao va co ket qua dong deu hon ca nam x # X r x r Ve chinh sach hoa hong va dai ngo: Hoa hong hay dai ngo la mot yeu to r quan trgng doi vdi su nhiet tinh, kha nang phat huy nang luc ca nhan Do BIC can xay dung chinh sach hoa hong, dai ngo thich hgp doi vdi luc lugng ban hang X - Giai phap ve san pham: x r •> r •> r BIC can tien hanh soat lai ket qua trien khai cua cac san pham, tien tdi manh dan loai bo nhung san pham khong hieu qua, hoac khong phu hgp vdi dieu kien hien tai X 7 X Cung vdi do, BIC se tap trung dau tu phat trien san pham mdi va tiem 89 xe may Ben canh do, cung can chu toi viec nghien cuu va phat trien cac r \ •> san pham moi tich hop nhieu horn voi he thong cac san pham cua ngan Dieu giup viec ban san pham duoc de dang va hieu qua hon r x Co mot diem can chu y viec phan phoi san pham qua ngan hang < r a r la yeu to mua vu Trong cac hoat dong cua ngan hang co nhung yeu to mua vu, va hoat dong bao hiem cung vay Can co su lien ket giua yeu to mua vu hoat dong kinh doanh bao hiem voi yeu to mua vu hoat dong kinh doanh ngan hang, de kenh phan phoi phat trien hieu qua nhat Vi du, •> r dip tet Nguyen dan, ngan hang se tap trung phat trien cac dich vu lien r \ r \ quan den nhan va chuyen kieu hoi Do vay BIC cung can co nhung goi san _ 9 pham bao hiem di kern nhung dich vu cua ngan hang nhu BIC - An tarn Kieu hoi r 99 pham bao hiem qua he thong ngan hang thuong mai va doanh thu cua timg san pham qua kenh phan phoi san pham bao hiem qua he thong ngan hang thuong mai de kip thoi dua cac giai phap khac phuc X - Giai phap ve dao tao: X BIC can nang cao nghiep vu cho cac can bo phu trach tai cac cong ty thuong mai tai cac chi nhanh/Phong giao dich cua cac ngan hang lien ket X r 9 Tiep tuc to chuc cac khoa dao tao ve phan phoi san pham bao hiem qua r he thong ngan hang thuong mai cho can bo ngan hang Thong qua cac khoa hoc, hoc vien se duoc cung cap nhung kien thuc tong quan va co ban nhat ve bao hiem va cac san pham se trien khai qua kenh phan phoi san pham bao 90 r •> r hiem qua he thong ngan hang thuong mai, hoc hoi mot so kinh nghiem cac cong ty bao hiem co kinh nghiem quoc te quan he voi khach hang, chien r •» r •> r luoc phan phoi san pham va marketing, truc tiep tu van va ban san pham bao r *> t hiem, Cong tac dao tao se duoc phoi hop trien khai giua cac ngan hang lien r r y r ket va BIC thong qua chuong trinh thong nhat, bai ban bao gom cac hinh thuc dao tao tap trung (cac lop cac ngan hang lien ket trieu tap) va dao tao truc tiep (cac lop cac BIC thuc hien) Xay dung cac chuong trinh dao tao, khuyen mai doi voi nhung san pham moi - Giai phap ve cong nghe thong tin: yr y BIC can tiep tuc chu dau tu cho cong nghe thong tin, hoan thien ? r y cac module chuong trinh quan ly bao hiem, dau tu cai thien toc truong •> x r •» truyen de day nhanh toc xu ly cong viec, giam thieu thoi gian tac nghiep cho can bo Cung voi do, cung can co nhung bien phap nham nang cao kha r y yr nang quan ly, dieu hanh he thong Tong Cong ty can nang cap, hoan thien cac noi dung lien quan den viec cap don bao hiem tu chuong trinh phan mem, quy trinh trien khai den cac cong cu ho tro ban hang Dieu tao dieu kien cho cong ty co the quan ly don bao hiem mot cach hieu qua, dong thoi giup can bo khai thac va dai ly co the giam bot cac quy trinh giay to khong can thiet r y Phoi hop hon nua cung phong cong nghe thong tin nham hoan thien, nang cao chat luong Phan phoi san pham bao hiem qua he thong ngan hang r thuong mai truc tuyen y y - Giai phap ve marketing va quang cao: BIC can chu toi viec quang ba hinh anh cua minh rong rai tren nhieu phuong tien thong tin dai chung, tai tro cho cac chuong trinh co y nghia nhu trai tim cho em nang cao suc canh tranh, chat luong dich vu bao hiem tren thi truong qua kha nang boi thuong ton that, muc chi tra hop dong dich vu bao hiem, chinh sach cham soc khach hang Dieu se tao long tin cho khach hang va cho chinh cac ngan hang 91 - Giai phap ve dich vu khach hang: Vdi phuong cham “ Khach hang la trung tam cua moi hoat dong”, BIC luon coi viec thau hieu nhung nhu cau cua r r r khach hang la yeu to tien quyet giup doanh nghiep cang hoan thien va r z phat trien Neu duoc thuc hien dung cach thi se tao mot lgi the canh tranh X •> r x ben vung thuc su cho BIC Cong ty bao hiem can ket hop vdi ngan hang de r nang cao chat luong dich vu hau mai va md rong chuong trinh hau mai cho e X X khach hang: Vay tien d ngan hang thong qua hop dong bao hiem, uu dai su dung the ATM, Nen thiet ke cac quy trinh tap trung vao dich vu khach hang ho tro truc tiep bang ngudi hon la cac dich vu tong dai co dinh 3.4 Kien nghi * Doi vol cac cap chinh quyen: - Nha nudc can xay dung moi trudng phap ly ho tro tich cuc hon cho hoat dong phan phoi san pham bao hiem qua he thong ngan hang thuong mai Hoan thien he thong phap luat, co che chinh sach, bo may quan ly Nha nudc r r •> r t doi vdi dich vu bao hiem noi chung va doi vdi Phan phoi san pham bao hiem x r qua he thong ngan hang thuong mai noi rieng, dac biet dieu kien hoi x z r nhap kinh te the gidi hien Nam 2011, khung phap ly ve kinh doanh bao r 77 hiem da tiep tuc duoc hoan thien vdi Luat sua doi, bo sung Luat kinh doanh X ~ bao hiem co hieu luc, nhieu van ban phap quy hudng dan luat duoc ban hanh r x x dong bo theo hudng he thong van ban phap luat mdi se co pham vi dieu chinh x r r rong hon va dong bo hon hoat dong kinh doanh bao hiem moi lien ket X vdi cac mang thi trudng dich vu tai chinh, tu tao dieu kien cho cac doanh nghiep bao hiem phat trien Song dieu la chua du Trong hoan canh nen kinh te van chua thoat khoi suy thoai, thi trudng canh tranh cang gay gat r r r thi luat phap chinh la yeu to giu vung va dam bao su hoat dong dung dan cua thi trudng Trong thdi gian tdi, kinh te dan hoi phuc, nhu cau ve bao hiem tang, khung phap ly ve kinh doanh bao hiem chinh la dudng dan, dam bao z toan bo he thong phat trien dung hudng 92 - Tang cudng quan ly giam sat nha nude doi vdi hoat dong kinh doanh bao hiem Thi trudng cang duoc md rong, bao hiem cang di sau va r y co anh hudng tdi toan bo cuoc song xa hoi hang ngay, vay, cdng tac quan y r ly nha nude doi vdi linh vuc cang dong vai tro quan Can cd co che quan ly du rong de cac cdng ty bao hiem canh tranh, song cung du hep de dam bao loi ich cua khach hang va loi ich xa hoi - Cung vdi cac doanh nghiep bao hiem, tung budc thuc hien tai co cau doanh nghiep bao hiem noi rieng va thi trudng tai chinh noi chung, nham hudng tdi xay dung mot thi trudng tai chinh minh bach va phat trien Tai co A •> cau cac doanh nghiep bao hiem theo hudng kien toan md hinh to chuc hoat dong cua cac doanh nghiep hoat dong yeu kern, khong hieu qua; timg budc nang cao chat luong cdng tac quan tri doanh nghiep bao hiem theo chuan muc va thdng le quoc te < 9 - Md rong mot so chuong trinh bao hiem thi diem nhu bao hiem nong r 9 bao hiem tin dung xuat khau, de cho tat ca cac doanh nghiep tren thi 9 trudng cd the da dang hoa san pham, tang cudng tinh canh tranh tren thi trudng * Doi vdi Hiep hoi Bao hiem Viet Nam Vdi hon 55 vien chinh thuc (cac cong ty bao hiem nhan tho va phi nhan tho tren thi trudng) va 24 vien lien ket (cac cdng ty mdi gidi 9 bao hiem, cdng ty giam dinh, van phong dai dien cua cac cdng ty bao hiem tai Viet Nam, cac don vi dao tao nguon nhan luc bao hiem ), Hiep hoi bao hiem Viet Nam dong vai tro la to chuc gop phan quan cho su phat trien cua thi trudng bao hiem Viet Nam r r Mong muon thdi gian tdi, Hiep hoi tiep tuc tich cue dong gop y r r kien phan bien cac van ban phap quy lien quan den hoat dong kinh doanh bao 93 cac doanh nghiep bao hiem vao nhieu van ban phap quy, gop phan mang tieng noi cua cac doanh nghiep bao hiem phan anh nhung kho khan vudng mac co che chinh sach thu tuc tim giai phap thao go Vdi lgi the la to chuc danh cho cac doanh nghiep/to chuc linh vuc chung, huu ich, phuc vu su phat trien cua toan thi trudng nhu: bien va hudng dan thi hanh nhung dieu mdi quy dinh cua phap luat ve bao \ r •> chuong trinh dao tao, lap ngan hang de thi trac nghiem de cac doanh nghiep bao hiem cd the su dung tham khao Nhung dai ly bao hiem Hiep hoi dao tao cd the trd dai ly bao hiem cho bat ky mot cong ty bao hiem nao (sau dai ly hoan mot khoa hoc ngan ve san pham cua cong ty bao hiem do), nhu vay se linh hoat hon cho cong ty bao hiem khong nhat thiet • ' ' ' phai tu dao tao tat ca tu co ban den nang cao cho tat ca dai ly cua minh Trong thdi gian tdi, de cd the nang cao hieu qua hoat dong phan phdi san pham bao hiem qua ngan hang, can cd su phdi hop chat che tu phia cac co quan nha nude huu quan, cac ngan hang va cac cong ty bao hiem Cung vdi su nd luc cua cac ben, hy vong kenh phan phdi san pham bao hiem qua he thong ngan hang thuong mai tai Viet Nam se phat trien manh tuong lai khong xa./ 94 KET LUAN Su phat trien cua nen kinh te the gidi, dac biet la su phat trien cua linh vuc kinh doanh bao hiem, da lam xuat hien cac kenh phan phoi mdi ben canh cac kenh phan phoi truyen thong Trong do, phan phoi qua mang ludi ket hup r r ngan hang (phan phoi san pham bao hiem qua he thong ngan hang thuong mai) noi len nhu mot kenh phan phoi san pham bao hiem dac biet hieu qua r r r r Thuc te cho thay, phan phoi san pham bao hiem qua he thong ngan hang r r thuong mai cang trd nen bien va quan tren the gidi, tham chi d nhieu noi no da trd mot nhung kenh phan phoi san pham bao hiem chinh, chang han d Tay Ban Nha ty le doanh thu phi bao hiem khai thac r r qua ngan hang tren tong doanh thu chiem 72%, d Italia so la 70%, d Phap la 60% Su phat trien manh me cua kenh phan phoi san pham bao hiem qua he thong ngan hang thuong mai duoc ly giai bdi chinh nhung uu diem vuot troi ma kenh phan phoi mang lai Phan phoi san pham bao hiem qua he thong ngan hang thuong mai ddi mang lai loi ich cho ca ba ben bao gom: khach hang, ngan hang va cong ty bao hiem Trong nam tu 2009 trd lai day, nhan thuc duoc rang su phan doan thi r trudng cang ro rang, xu hudng cua the gidi, BIC da chu vao viec phat trien cac kenh phan phoi Dieu la mot budc di kha tao bao cua BIC o* thi trudng bao hiem Viet Nam van phat trien theo hudng chua thuc su chuyen nghiep, ngudi dan chua co day du hieu biet va thoi quen mua bao hiem Nhung, day lai la mot cai nhin xa hon, mot muc tieu dai han hon r BIC hudng tdi viec hoan thien cac kenh phan phoi cua minh, song song vdi viec hoan thien cac san pham bao hiem, de tao nen mot luc day manh, hudng tdi nhung budc di dai hon tuong lai Cung voi cac kenh phan phoi x r r r r truyen thong nhu kenh phan phoi truc tiep, kenh phan phoi qua dai ly, kenh 95 r r r y phan phoi qua moi gioi, BIC da tao nen mot he thong phan phoi kha day du, r r tiep can duoc da dang nhom doi tuong khach hang, thuc day kinh doanh tren r f r toan he thong phat trien them hai kenh phan phoi moi la kenh phan phoi r 77 san pham bao hiem qua he thong ngan hang thuong mai va kenh ban bao e •> r r r 7 hiem truc tuyen Dac biet, kenh phan phoi san pham bao hiem qua he thong A ngan hang thuong mai la kenh dem lai nhieu ky vong doanh thu tang • ' r 7 truong tot qua cac nam, va hien phan phoi san pham bao hiem qua he thong ngan hang thuong mai tai BIC duoc danh gia la he thong phan phoi san •> r r r pham bao hiem qua he thong ngan hang thuong mai tot nhat tren thi truong 96 TAI LIEU THAM KHAO Luat kinh doanh bao hiem, so 24/2000/QH10 09/12/2000 GS.TS Tran Minh Dao (2010), Giao trinh Marketing can ban, Nha xuat ban dai hoc Kinh te quoc dan, Ha Noi TS Pham Thi Dinh (chu bien) - PGS.TS Nguyen Van Dinh (2011), Giao trinh Kinh te Bao hiem, Nha xuat ban Dai hoc Kinh te Quoc dan, Ha Noi PGS.TS Nguyen Van Dinh (2010), Giao trinh Quan tri kinh doanh bao hiem, Nha xuat ban Dai hoc Kinh te Quoc dan, Ha Noi Hiep hoi bao hiem Viet Nam (2011), Tong quan thi truong bao hiem Viet Nam nam 2011, Nguon: http://avi.org.vn/News/Item/1524/202/vi- - VN/Default.aspx 7 Tong Cong ty Bao hiem BIDV: Bao cao thuong nien cac nam 2008, 2009, 2010, 2011, 2012 Nguon: http://bic.vn/Desktop.aspx/Quan-he-codong/Bao-cao-thuong-nien/ Tap chi' bao hiem so 6/2008, ThS Huynh Thi Huong Thao Website r Tong cuc thong ke: www.gso.gov.vn Hiep hoi bao hiem Viet Nam: www.avi.org.vn Trang web cua BIC: www.bic.vn Trang web cua BIDV: www.bidv.com.vn Trang web ban bao hiem truc tuyen cua BIC: www.baohiemtructuyen.com.vn www.baohiem24h.com