Phát triển đại lý bảo hiểm chuyên nghiệp tại tổng công ty bảo hiểm pvi

TRUONG DAI HOC KINH TE QUOC DAN ■ ■ sosoOcaca DAI HOC K.T.Q.D TT THONG TIN THU’VIEN PHONG LUAN AN ■ TULIEV MAI THINGOC • * PHAT TRIEN DAI LY BAO HIEM CHUYEN NGHIEP TAI TONG CONG TY BAO HIEM PVI Chuyen nganh: Kinh te bao hiem LUAN VAN THAC SI KINH TE Ngitdi hitdng dan khoa hoc: PGS.TS NGUYfiN VAN DINH IIA AHI 2013 • if LCD CAM DOAN Toi xin cam doan day la cong trinh nghien cuu doc lap cua toi Sd lieu duoc neu luan van la trung thuc va co trich nguon Ket qua nghien cuu luan van la trung thuc va chua duoc cong bd bat ky cong trinh nghien cuu nao khac Tdc gid luan van Mai Thi Ngoc MUC LUC • • LOH CAM DOAN MUC LUC DANH MUC VIET TAT DANH MUC SO DO, BANG BIEU TOM TAT LUAN VAN TONG QUAN VE DE TAI NGHIEN CUT CHU*ONG 1: BAO HIEM PHI NHAN THO VA DAI LY BAO HIEM PHI NHAN THO 1.1 Khai quat ve Bao hiem phi nhan tho 1.1.1 Khai mem va dac diem caa bao hiem phi nhan tho 1.1.2 Thi trucmg bao hiem phi nhan tho 1.2 Dai ly bao hiem phi nhan tho 19 1.2.1 Khai niem va phan loai dai ly bao hiem phi nhan tho 19 1.2.2 Dai ly bao hiem phi nhan tho chuyen nghiep 22 1.2.3 Vai tro cua dai ly bao hiem phi nhan tho chuyen nghiep 224 1.2.4 Nhiem vu, Traci nhiem va quyen lpi cua Dai ly Bao hiem phi nhan tho chuyen nghiep 25 1.3 Phht t rien dai iy bao hiem ppi nnhn thh c chuen nnghp 211 1.3.1 hhat trien ve so lupng .32 1.3.2 hhat tHen ve chat lupng 33 1.3.3 Dani gia su phat trien cua Dai ly bao hiem phi nhan tho chuyen nghiep 224 1.4 Caa nnaa to han huUnn den pp^ triie daa ly BBo Idem ppi nnaa tto chuyen nghiep 36 1.4.1 Nhom nUnn to ben ngoai doanh nghiep 36 1.4.2 Cac nhan to ben doanh ngUiPp 38 CHCONG 2: THUC TRANG PHAT TRIEN DAI LY • • • bAO HIEm CHUYEn NGHIEP TAI TONG CONG TY BAO HIEm PVI 43 2.1 Dac diem cca PVI cc aan hiUnn den vi^e ph^ t nee dm iy bba hiem 43 2.1.1 Khai quat ve PVI 43 2.1.2 Dae diem chu yeu cua PVI co anh huong den viec phat trien dai ly bao hiem chuyen nghiep 48 2.2 Phan tich thuc trang phat trien dai ly bao hiem chuyen nghiep tai PVI 52 2.2.1 Thuc trang cong tac khai thac cua Dai ly bao hiem chuyen nghiep tai PVI 52 2.2.2 Thuc trang cong tac phat trien dai ly bao hiem chuyen nghiep tai PVI 55 2.3 Danh gia chung 65 2.3.1 Vai tro cua dai ly bao hiem chuyen nghiep tai PVI 65 2.3.2 Danh gia Cong tac phat trien dai ly bao hiem chuyen nghiep tai PVI 68 CHVONG 3: GIAI PHAP PHAT TRIEN DAI LY BAO HIEM CHUYEN NGHIEP • TAI • PVI 75 3.1 Dinh hudng phat trien cua PVI 75 3.1.1 Dinh hudng phat trien chung 75 3.1.2 Dinh hudng phat trien dai ly bao hiem chuyen nghiep 77 3.2 Giai phap phat trien dai ly bao hiem chuyen nghiep tai PVI 79 3.2.1 Xac dinh nhu cau, tieu chuan va nguon tuyen dung dai ly phu hop 79 3.2.2 Xay dung quy tr'rnh tuyen dung 82 3.2.3 Thuc hien tot Cong tac Quan ly dai ly 84 3.2.4 Xay dung chuong tr'rnh va co ke hoach dao tao bai ban 87 3.2.5 Co che dai ngo thoa dang de tri va phat trien luc luong dai ly 89 3.2.6 Mot so giai phap khac 93 3.3 - Mot so kien nghi nham tri va phat trien dai ly bao hiem chuyen nghiep tai PVI ■ 95 3.3.1 Vdi cuc qqan ly giam sat bao hiem 95 3.3.2 Vdi Hiep hoi bao hiem Viet Nam 988 KET LU AN 100 TAI LIEU THAM KHAo 101 DANH MUC VIET TAT Doanh nghiep bao hiem: DNBH Doanh nghiep bao hiem phi nhan tho: DNBHPNT Dai ly bao hiem : DLBH Bao hiem thurong mai: BHTM San pham bao hiem: SPBH Bao hiem phi nhan tho: BHPNT Tong cong ty co phan bao hiem PVI: PVI Kinh doanh bao hiem : KDBH DANH MUC SO DO, BANG BIEU BANG Bang 2.1 Ket qua hoat dong kinh doanh cua PVI (2008 -2012) 45 Bang 2.2 Ty doanh thu cua DLCN so voi tong doanh thu phi bao hiem goc 52 Bang 2.3 Nang suat khai thac binh quan 53 Bang 2.4: Ke hoach phat trien so luong DLBH chuyen nghiep tai PVI 55 Bang 2.5 So luong dai ly tuyen dung va dao tao ky 56 Bang 2.6: Ket qua tuyen dung, tri dai ly chuyen nghiep tai PVI 59 SO DO So 2.1 So 2.2: To chuc bo may quan ly cua PVI .47 So phoi hop dao tao cap chung chi dai ly bao hiem giira PVI va Cue quan ly giam sat bao hiem 58 So 2.3: Mo hinh to chuc hoat dong Quan ly dai ly tai PVI 60 So 2.4: Mo hinh to chuc hoat dong Quan ly dai ly tai cac don vi vien PVI 69 So 3.1: Quy trinh tuyen dung dai ly de xuat 83 a TRUONG DAI HOC KINH TE QUOC DAN ■ ■ 8OK)0g8C38 MAI THINGOC * * PHAT TRIEN DAI LY BAO HIEM CHUYEN NGHIEP TAI TONG CONG TY BAO HIEM PVI Chuyen nganh: Kinh te bao hiem TOM TAT LUAN VAN THAC SI HA AOI, 2013 i TOM TAT LUAN VAN Viet Nam sau han 20 nam ma cua, da co nhirng su chuyen bien manh me ve kinh te xa hoi Thi truong bao hiem Viet nam noi chung va linh vuc bao hiem phi nhan tho noi rieng cung cang duoc mu rong vdi su tham gia rong rai cua cac phan kinh te vao viec kinh doanh dich vu bao hiem Tinh den nay, ca nude co 29 doanh nghiep bao hiem phi nhan tho, 14 doanh nghiep bao hiem nhan tho, 12 doanh nghiep moi gidi bao hiem hoat dong La mot nhirng DNBH hang dau tai Viet Nam, nhirng nam qua Tong cong ty Bao hiem PVI (PVI) luon khong ngimg doi mdi va phat trien Trong viec cung cd doi ngu ban hang ve so luqng cung nhu chat luong nhat la doi ngu dai ly bao hiem chuyen nghiep nham md rong thi truong, tang cudng cac moi quan he vdi doi tac, khach hang la mot phan chien luge phat trien cua PVI De thuc hien dugc nhirng muc tieu chien luge doi hoi PVI phai cd nhirng giai phap va budc di cu the Va day cung chinh la ly ma tac gia lira chgn de tai : “Phat trien A A r A A Muc dich nghien curu cua de tai la gop phan lam ro nhirng van de ly luan ve dai ly bao hiem phi nhan thg chuyen nghiep Phan tich, danh gia thuc trang hoat dong cua dai ly bao hiem phi nhan thg chuyen nghiep tai PVI thdi gian tir 2008 - 2012 de Nghien cuu cac nhan to anh hudng den sir phat trien cua dai ly bao hiem chuyen nghiep tai PVI va de xuat nhirng phuang an, giai phap nham phat trien dai ly bao hiem chuyen nghiep tai PVI Doi tugng nghien cuu cua de tai la nhirng van de ly luan chung ve dai ly bao hiem chuyen nghiep, nhirng van de lien quan den hoat dong dai ly bao hiem chuyen nghiep tai PVI.Trong do, tac gia nghien cuu hoat dong cua dai ly bao hiem chuyen nghiep tai PVI tir 2008-2012 Va su dung Phuang phap nghien cuu la sir ket hop chat che giua phuang phap lich sir vui phuang phap logic, phuang phap thong ke, phan tich va tong hgp Ngoai ra, phuang phap so sanh, he thong hoa cung dugc su dung de thuc hien luan van ii De tai da lam ro nhtrng van de chung ve dai ly bao hiem chuyen nghiep, trinh bay kinh nghiem ve phat trien dai ly bao hiem chuyen nghiep tai mot so DNBH phi nhan tho Viet Nam, co the van dung vao phat trien dai ly bao hiem chuyen nghiep tai PVI Qua phan tich thuc trang hoat dong cua dai ly bao hiem chuyen nghiep tai PVI, kinh nghiem phat trien dai ly bao hiem tai mot so DNBH de dua cac giai phap nham phat trien dai ly bao hiem chuyen nghiep tai PVI Ket cau cua de tai ngoai phan ma dau, ket luan, danh muc tai lieu tham khao, luan van co chuong : Chuong l:Bao hiem phi nhan tho va dai ly bao hiem phi nhan tho Trong phan tac gia lam ro khai niem, dac diem ve bao hiem phi nhan tho, thi truong bao hiem phi nhan tho, tap trung di sau vao phan tich dai ly bao hiem phi nhan tho dac biet la dai ly bao hiem chuyen nghiep va cong tac phat trien dai ly bao hiem chuyen nghiep Nhtrng noi dung chinh gom : - Khai niem bao hiem phi nhan tho: BHPNT la loai hinh bao hiem lien quan den cac rui ro ve tai san, trach nhiem, tinh mang, tinh trang sue khde cua ngudi Thai han bao hiem BHPNT thudng la mot nam - Khai niem thi trucmg bao hiem: Thi truong bao hiem theo nghia hep la su tiep xue gitra nhtrng nguoi co cung muc dich giao dich mua ban cac san pham bao hiem Theo thuat ngu bao hiem, thi truong bao hiem phi nhan tho la noi gap go gitra cung va cau cua mot san pham bao hiem phi nhan tho - Cac yeu to cua thi truong bao hiem phi nhan tho : DNBH, Khach hang, San pham, Moi gidi va Dai ly bao hiem phi nhan tho - Khai niem DLBH phi nhan tho chuyen nghiep: la ca nhan duqc DNBH uy quyen tren co so hop dong DLBH de thuc hien hoat dong dai ly theo quy dinh cua Luat kinh doanh bao hiem va cac quy dinh khac cua phap luat co lien quan Nhtrng dai ly thuc hien cong viec dai ly la cong viec chinh, toan bo thdi gian lam viec cua ho la ban cac san pham bao hiem cho DNBH phi nhan tho - Phat trien dai ly bao hiem phi nhan tho chuyen nghiep + Cong tac phat trien dai ly bao hiem phi nhan tho chuyen nghiep iii Phat trien ve so luffng: So lugng DLBH phan anh trai dong cua mang ludi kinh doanh BHPNT cua DNBH So luong DLBH ddng se giup DNBH tan dung duoc mang ludi phan phoi rong khap den timg to chuc, ca nhan xa hoi DNBH cung tan dung duoc moi quan he xa hoi theo cap so nhan cua DLBH De x r r phat trien ve mat so luong DNBH ngoai viec tri on dinh so luong dai ly hien co phai thuong xuyen tuydn dung dai ly qua cac kenh tuyen dung hieu qua Phat tridn ve chat luong: Phat trien ve chat luong DLBH chuyen nghiep phan anh trinh nang luc cua DLBH va nang suat khai thac cac SPBH nham dem lai hieu qua kinh doanh cho DNBH + Danh gia su phat trien cua Dai ly bao hiem phi nhan tho chuyen nghiep Danh gid ve sd luong gom : So luong dai ly ddu ky; So luong dai ly cuoi ky; So luong dai ly binh quan ky; So luong dai ly bd viec; So luong dai ly tuyen dung mdi; Toe phat trien so luong dai ly bao hiem phi nhan tho chuyen nghiep Danh gid ve chat luong: Nang suat khai thac (NSKT) la mot cac chi tieu phan anh chat luong cua DLBH, nd the hien hieu qua hoat dong cua mang ludi DLBH chuyen nghiep NSKT duoc tinh tren cac chi tieu nhu so hop dong khai thac duoc hay doanh thu phi bao hiem binh quan Ngoai DNBH cung danh gia chat luong DLBH thong qua cac chi tieu nhu : ty le boi thuong binh quan cua DLBH, trinh nghiep vu bao hiem cua DNBH - Cac nhan to anh hudng den phat trien dai ly Bao hiem phi nhan tho chuyen nghiep + Nhom nhan to ben ngoai doanh nghiep gom : Moi trudng kinh te, Dan so va lire luong lao dong xa hoi, Mdi trudng Van hoa - xa hoi, Doi thu canh tranh, Khach hang + Cac nhan to ben doanh nghiep: Chinh sach, chien luge va ke hoach 9 F phat trien dai ly bao hiem chuyen nghiep; Cong tac To chuc, Quan ly he thong dai ly; Tang trudng, su doi mdi, edng nghe mdi cua doanh nghiep; Quan diem, nhan thuc tich cue cua doanh nghiep bao hiem ve phat trien dai ly bao hiem chuyen nghiep; Cac chinh sach khuyen khich dai ly bao hiem chuyen nghiep cua doanh nghiep bao hiem 95 3.3 Mot so kien nghi nhSm tri va phat triin dai ly bao hiem chuyen nghiep tai PVI 3.3.1 Vdi cue quan ly giam sat bao hiSm Cue quan ly giam sat bao hiem vdi vi tri la co quan quan ly nha nuoc vi bao hiem can tang cuong hoat dong quan ly Nha nudc va giam sat cac hoat dong cua DNBH phi nham tho, dac biet linh vuc phat trien mang ludi dai ly bao hiem phi nhan tho chuyen nghiep Cu the : - Thudng xuyen kiem tra, giam sat hoat dong tuyen dung, dao tao va quan ly dai ly chuyen nghiep tai cac DNBH de dam bao cac DNBH tuan thu dung quy dinh cua phap luat ve hoat dong dai ly - Danh gia kha nang tu dao tao cap chung chi cua DNBH cho DLBH, chi cho phep cac DNBH tu dao tao cd du kha nang ve trinh giang vien, cd du co sd vat chat dao tao Tranh trudng hop DNBH dao tao mang tinh chat hinh thuc, qua loa de lay chung chi cho DLBH hoat dong ma khdng chu tdi chat luong dao tao - Quy dinh tieu chuan ap dung cho noi dung cua bo hop ddng dai ly, can quy dinh rd va day du cac van de : trach nhiem va quyen han cua dai ly, cac > r \ r chuong trinh dao tao yeu cau bat buoc phai cd, dao tao nghe nghiep, viec cap chung chi dao tao nham xay dung cac tieu chuan ve trinh va phan loai dai ly - Kiem tra giam sat hoat dong chi tra hoa hong DLBH tai cac DNBH, cac hoat dong khuyen mai loi keo khach hang de ban cac SPBH TNDS bat buoc o to, xe may, hoat dong chi tra boi thuong bao hiem - Dam bao tinh canh tranh lanh manh tren thi trudng bao hiem, xu ly cac trudng hop vi pham gianh giat loi keo DLBH cua cac DNBH khac - Dieu chinh ty le hoa hong DLBH phu hop vdi tinh hinh thuc te qua tung thdi ky nham dam bao thu nhap cho DLBH - Ho tro DNBH cong tac phat trien cac SPBH mdi - Giam sat quy trinh, quy dinh cap don, thu phi bao hiem, toan boi thudng theo quy dinh cua phap luat 96 Ngoai ra, Cue quan ly giam sat bao hiem can de xuat hoan thien moi truong phap ly ve kinh doanh bao hiem noi chung va bao hiem phi nhan tho noi rieng dd tao moi truong canh tranh lanh manh, binh dang cho cac DNBH noi chung va DLBH chuyen nghiep noi rieng Thi truong bao hiem Viet Nam hinh chua lau nhung canh tranh gitra cac doanh nghiep dien rat gay gat voi nhieu thu thuat va manh khoe Canh tranh la dong luc thuc day phat trien nhung cung gay nhieu kho khan, tham chi gay thiet hai dang ke cho cac DNBH Hien tuong canh tranh khong lanh manh giua cac DNBH gay anh huong xau den ket qua kinh doanh va anh hudng den uy tin cua nganh bao hiem noi chung va anh hudng den tung DNBH noi rieng Gitra cac DNBH thieu su hop tac, phdi hop htru hieu linh vuc tuyen truyen, giao due, phat trien thi trudng, de phong han che ton that Vi vay, viec xay dung he thdng cac van ban phap luat hoat dong kinh doanh bao hiem va cac van ban phap luat khac co lien quan mot each hoan chinh, dong bo co y nghia quan dam bao cho viec phat trien thi trudng bao hiem lanh manh, dam bao tinh cdng bang giua cac ben hop dong bao hiem d cac nude co nganh cdng nghiep bao hiem phat trien, de dieu chinh hoat dong kinh doanh bao hiem, cac bo luat bao hiem duoc xay dung rat cdng phu, chat che va chi tiet, bao quat moi hoat dong cua linh vuc kinh doanh bao hiem, duoc bo sung phu hop vdi su phat trien cang da dang cua cac quan he bao hiem He thdng van ban phap luat dieu chinh hoat dong kinh doanh bao hiem bao gom cac nghi dinh cua Chinh phu, cac thdng tu, quyet dinh cua Bo Tai chinh: Bo Luat kinh doanh bao hiem cd hieu luc ttr 01 thang 04 nam 2001, Luat Sua ddi bo sung mot sd dieu cua Luat Kinh doanh bao hiem nam 2010, Nghi dinh sd 45/2007/ND-CP 27 thang nam 2007 cua Chinh phu quy dinh chi tiet thi hanh mot sd dieu cua Luat Kinh doanh bao hiem va Nghi dinh sd 123/2011/ND-CP 28 thang 12 nam 2011 cua Chinh phu quy dinh chi tiet thi hanh mot sd dieu cua Luat sua ddi, bo sung mot sd dieu cua Luat Kinh doanh bao hiem, thdng tu 124/2012/TT-BTC Nhin lai he thdng van ban phap luat lien quan den hoat dong kinh doanh bao hidm d nude ta co nhung van de sau: 97 So luong cac van ban nhieu nhung chua hoan chinh, cac quy pham phap luat > r •> r chi nang ve cac qui dinh ma thieu han bo phan che tai, lam cho cac qui pham it co tinh kha thi Khi co su co xay canh tranh hay xung dot giua cac cong ty thi rat kho giai quyet Cac quy pham phap luat doi cham khong dap ung kip voi su phat trien nhanh cua thi truong gay nhung vuong mac qua trinh kinh doanh cua cac doanh nghiep bao hiem De tao moi truong phap ly lanh manh cho viec phat trien thi truong bao hiem Viet Nam va de thuc day su phat trien bao hiem, nhung nam toi, cac quy pham phap luat dieu chinh hoat dong bao hiem o nuoc ta can phai co buoc cai tien theo huong sau day: - Ra soat lai toan bo he thong van ban phap luat bao hiem, sua chua hoac bai r y r •> bo nhung van de chua nhat quan hoac khong cdn phu hop, bo sung cac van ban phap luat de tao tinh dong bo cua he thong - Co bien phap cu the, xu ly nghiem minh doi voi cac truong hop gian lan ky ket hop dong bao hiem, gian lan khai bao tai nan, yeu cau boi thuong bao hiem khieu nai bao hiem, can co cac hinh thuc che tai cu the co tinh dan de cao nham bao ve quyen loi cho cac ben tham gia hoat dong bao hiem va lam cho hoat dong bao hiem cang lanh manh - Bo sung trach nhiem cua co quan chuc nang (Cuc Canh sat Phdng PCCC, Co quan cong an, Hai quan ) cong tac phdi hop thuc hien dieu tra ton that, chong truc loi bao hiem - Ben canh do, phai tuyen truyen sau rong nhan dan de nguoi dan thay duoc y nghia cua bao hiem, tu tu giac tham gia Truoc het, thong qua cac loai hinh bao hiem bat buoc, nguoi dan se dan dan hieu duoc tac dung cua bao hiem tu hinh thoi quen tham gia bao hiem cac tang lop dan cu, cac doanh nghiep to chuc Chi nao tao duoc nhu cau cao ve bao hiem cho thi truong thi nganh bao hiem moi phat trien nhanh va on dinh 98 De xuat vdi Chinh phu dieu chinh va dan ndi long tien tdi bai bo nhung guy dinh rang buoc qua chat che va lam han che su phat trien thi trudng bao hiem: nit ngan thdi gian va thu tuc dang ky, chap nhan cap phep cho san pham mdi; tung budc ndi long van de kiem soat phi bao hiem de vira tao mdi trudng canh tranh lanh manh, vira cd loi cho ngudi tieu dung a a r Dieu chinh khung ty le hoa hong theo Luat kinh doanh bao hiem, ap dung doi vdi tung san pham thuoc vao muc kho khan va phuc tap qua trinh khai thac Thudng xuyen kiem tra va xu ly vi pham cac hanh vi loi keo dai ly bat hop phap, dai ly hanh nghe khdng cd chung chi nham tang chat luong dai ly phuc vu khach hang Doi vdi hien tuong true loi bao hiem, can cd su phoi hop thuc hien giua cac to chuc, ban nganh lien quan nhu cac doanh nghiep, trudng hoc, benh vien, cac co quan chuc nang lien quan viec thong bao tai nan va xac minh rui ro De han che tinh trang phai tra tien bao hiem cho nhung trudng hop khdng thuoc trach nhiem cua cac DNBH nhu: nam vien khdng can thiet, nam vien dieu tri thuc te ngudi duoc bao hiem luu tru benh vien ngan, kien nghi vdi nganh y te can kiem soat chat che hon cong tac xem xet nhap vien, cap giay chung nhan vao vien tai benh vien, lam cor sd de cac DNBH giai quyet tra tien bao hiem duoc chinh xac, dung ngudi, dung noi dung, Yeu cau cac don vi chuc nang nhu cor quan PCCC, cong an dia phuong, hai quan phoi hop va tao dieu kien cho DNBH dieu tra xac minh rui ro Ve phia ngudi tham gia bao hiem can nang cao y thuc trach nhiem viec yeu cau boi thudng, tao su lanh manh cho nganh bao hiem 3.3.2 PW Hiep hoi bao hiem Viet Nam Hiep hoi bao hiem ddng mot vai tro quan trong viec tang cudng su hop tac cua cac DNBH, tri mdi trudng canh tranh lanh manh Thudng xuyen to chuc hoi thao chuyen de, tdng ket danh gia va rut kinh nghiem doi vdi cac DNBH cong tac xay dung phat trien mang luoi DLBH chuyen nghiep Cap nhat lien tuc danh sach den cac dai ly vi pham tdi cac DNBH va tdi ngudi dan de phong tranh cac trudng hop lua dao, true loi bao hiem 99 Phoi hop vdi cac DNBH phi nhan tho tuyen truyen ve nghe dai ly bao hiem tren cac phuong tien thong tin dai chung de ngudi dan co cai nhin dung dan ve nghe, goi A A A A md nhu cau ve mot nghe nhieu co hoi cong Hiep hoi bao hiem Viet Nam phai dam bao quyen loi cua cac doanh nghiep trudc van de canh tranh, Hiep hoi bao hiem can the hien la to chuc dieu hoa va giu the can bang bang kinh doanh dac biet la trudc hien tuong giam phi, tang ty le hoa hong tien nhu hien Hiep hoi bao hiem co the dua bieu phi toi thieu cho cac nghiep vu cho van dam bao an toan cho hoat dong kinh doanh nghiep vu, phu hop vdi thi trudng nudc va quoc te Tu cam cac cong ty khong duoc cat giam phi bao hiem thap hon bieu phi quy dinh nham tao mot moi trudng canh tranh lanh manh, tao dieu kien cho DLBH kinh doanh va tang thu nhap 100 KET LUAN ' \ t Tren ca sd he thong hoa ca sd ly luan ve dai ly bao hiem phi nhan tho, van dung cac phuong phap nghien cuu dinh tinh, dinh luong lam co so cho viec danh gia thuc trang va de xuat cac giai phap phat trien dai ly bao hiem chuyen nghiep tai PVI Tu viec xac dinh ro nhung diem manh va cac mat dang ton tai cua viec phat trien mang ludi dai ly bao hiem chuyen nghiep tai PVI, tac gia de xuat duuc cac giai phap va kien nghi thiet thuc de phat trien he thdng Hy vong rang, cac giai phap, kien nghi dugc van dung thuc tien se giup PVI phat trien toan dien ve he thdng dai ly bao hiem, gop phan phat trien thuong hieu va thi phan bao hiem cua PVI tren thi truong bao hiem Viet Nam va vuon tam The gidi Han che : Do gidi han ve thdi gian, kha nang tiep can sd lieu cua thi trudng, he thdng sd lieu bao cao cua PVI chua day du nen de tai nhieu han che Viec phat trien mang ludi dai ly bao hiem tai PVI dugc trien khai tren cac don vi true thuoc PVI tai cac dia ban ca nude, nhien de tai mdi chu yeu nghien cuu bao cao tdng hgp tai Tdng cdng ty PVI va thuc te trien khai tren mot sd cdng ty tai Ha Noi, vi vay tinh khai quat hoa cua de tai chua cao 101 TAI LIEU THAM KHAO Bland, David (1998), Bao hiem : Nguyen tac va thuc hanh, NXB Tai Chinh, Ha Noi Bo tai chinh (2012), Thong tu 1242012/TT-BTC Cue Quan ly, Giam sat bao hiem - Bo tai chinh (2012), Ban tin thi trudng bao hiem toan cau 2011 Cue Quan ly, Giam sat bao hiem - Bo tai chinh (2013), Ban tin thi truang \ bao hiem toan cau 2012 Cue Quan ly, Giam sat bao hiem, http://www mof.gov Hiep hoi bao hiem Viet Nam (2012), So lieu thi truang bao hiem Viet Nam nam 2011, Ha Noi Hiep hoi Bao hiem Viet Nam (2009), Ban tin sd 04 nam 2008, Ha Noi Hiep hoi Bao hiem Viet Nam (2010), Ban tin so 04 nam 2009, Ha Noi Hiep hoi Bao hiem Viet Nam (2011), Ban tin so 04 nam 2010, Ha Noi 10 Hiep hoi Bao hiem Viet Nam (2012), Ban tin so 04 nam 2011, Ha Noi 11 Hiep hoi Bao hiem Viet Nam (2013), Ban tin sd 04 nam 2012, Ha Noi 12 PVI (2009), Bao cao tai chinh da duac kiem toan nam 2008 13 PVI (2010), Bao cao tai chinh da duac kiem toan nam 2009 14 PVI (2011), Bao cao tai chinh da duac kiem toan nam 2010 15 PVI (2011), Bao cao tai chinh da duac kiem toan nam 2011 16 PVI (2013), Bao cao tai chinh da duac kiem toan nam 2012 17 PVI (2010), Bao cao thuang nien 2010 18 PVI (2011), Bao cao thuang nien 2011 19 PVI (2012), Bao cao thuang nien 2012 102 20 PVI (2012), Chien lucre kinh doanh cua Tdng cong ty Bao hiem PVI 21 PVI (2009), Bao cao tdng ket hoat dong cua dai ly bao hiem tai PVI 2008 22 PVI (2010), Bao cao tdng ket hoat dong cua dai ly bao hiem tai PVI 2009 23 PVI (2011), Bao cao tdng ket hoat dong cua dai ly bao hiem tai PVI 2010 24 PVI (2012), Bao cao tdng ket hoat dong cua dai ly bao hiem tai PVI 2011 25 PVI (2013), Bao cao tdng ket hoat dong cua dai ly bao hiem tai PVI 2012 26 Qudc hoi (2000), Luat KDBH 27 Qudc hoi (2010), Luat sua doi, bo sung mot sd dieu cua Luat KDBH 28 Nguydn Van Dinh, Trudng Dai hoc KTQD (2009), Giao trinh Kinh te bao hiem, NXB Dai hoc Kinh te Qudc dan 29 Nguyen Van Dinh, Dai hoc KTQD (2009), Giao trinh Quan tri Kinh doanh Bao hiem, NXB Dai hoc Kinh te Qudc dan 30 Hiep hoi bao hiem Viet Nam, http://www.svic.vn 31 PVI, http://www.pvi.com, vn/vn/home.aspx 32 http://www webbaohiem net/ CONG HOA XA HOI CHU NGHIA VIET NAM Doc lap - Tu* - Hanh phuc NHAN XET LUAN VAN THAC SI KINH TE » ft • De tai: "Phat trien dai ly bao hiem chuyen nghiep tai Tdng cdng ty Bao hidm PVI" Hoc vien : Mai Thi Ngoc Chuyen nganh : Kinh te bao hiem Ngudi viet nhan xet: TS Nguyen Thi Chinh Trach nhiem hoi dong: Phan bien Sau nghien cuu ban luan van cua Hoc vien Mai Thi Ngoc, tdi xin co mot so y kien nhan xet nhu sau: Tinh cap thiet cua de tai nghien ciru Hien nay, bao hiem duoc coi la mot nhung bien phap htru hieu nhat de bao ve ngudi va tai san moi kho khan bien co cua cuoc song Xa hoi Viet Nam cang phat trien, ddi song ngudi cang duoc nang cao thi ho cang co nhu cau tham gia bao hiem, tao dieu kien md rong va phat trien thi trudng bao hiem Tuy nhien, su phat trien cua thi trudng bao hiem dong thdi di kern theo su canh tranh gay gat giua cac doanh nghiep bao hiem De tang thi phan cua minh, cac doanh nghiep bao hiem hudng tdi \ khach hang bang cac bien phap khac nhu: da dang hoa san pham, phat trien mang ludi dai ly, hoan thien cdng tac cham soc khach hang Trong viec phat trien dai ly dai ly la mot nhung bien phap quan trong, bdi le r r r \ day la kenh phan phdi true tiep giup doanh nghiep tiep can nhieu hon vdi lupng khach hang tiem nang Tuy nhien, thuc te vong ddi cua cac dai ly bao hiem d Viet Nam lai kha ngan ngan va hoat dong chua dam bao duvc muc tieu de Chinh vi vay de phat trien duoc mang ludi dai ly chuyen nghiep can phai lam gi va lam nhu the nao la mot cau hoi ma Bao hiem PVI noi hien A ' hiem” nhung de tai co pham vi nghien cuu ro rang ve khdng gian va thdi r a r gian nen khdng cd su trung lap vdi cac de tai da cdng bd ma tdi duoc biet tinh den thdi diem hien tai Nhung cdng co ban cua luan van Luan van dat duoc cac ket qua sau day: r r a \ x Thii- nhat, hoc vien da he thong hoa dupe nhung van de ly luan ve bao hiem phi nhan tho va dai ly bao hiem phi nhan tho Tren co sd do, tac gia da neu dupe cac chi tieu danh gia su phat trien cua dai ly bao hiem phi nhan tho chuyen nghiep cung nhu neu dupe cac yeu td anh hudng den phat trien dai ly bao hiem phi nhan tho chuyen nghiep Xet mot each tong the, nhung noi A dung dupe de cap tren day the hien tu kha logic cua tac gia, phu hop vdi r r muc tieu, ddi tupng va pham vi nghien cuu da xac dinh, la co sd ly thuyet kha hoan chinh de tiep can vdi nhung van de tiep theo Thu: hai, tac gia da trinh bay mot each cd dong nhung dac diem cua 9 '9 Tong cdng ty bao hiem PVI co anh hudng den viec phat trien dai ly Thuc 9 trang cdng tac phat trien dai ly bao hiem chuyen nghiep tai PVI dupe tac gia phan tich va rut nhung danh gia xac dang ve nhung ket qua dat dupe cung nhu cac han che va nguyen nhan hoat dong phat trien dai ly Thu- ba, vdi dinh hudng cdng tac phat trien cua PVI, tac gia da a r t de xuat cac giai phap phat trien dai ly bao hiem chuyen nghiep tai PVI Nhin 'hung, cac giai phap ma hoc vien de xuat la xac dang, phu hop vdi didu kien hue td cua Tong cdng ty va la nhung dong gop co gia tri thuc tien Phuong phap nghien cuu va trinh bay r r \ r \ Luan van duoc trinh bay theo ket cau truyen thong gom chuong la hop ly, dam bao truyen tai duoc cac noi dung nghien cuu cua de tai Noi dung luan van duoc trinh bay kha ro rang va mach lac chung to phuong phap nghien cuu duoc lua chon la dang tin cay Nhung han che cua luan van Luan van mot so loi ve trinh bay nhu cach dua trich dan tai lieu, r \ r r r >-v r mot so de muc chua thong nhat, cOn mot so loi viet bai Dac biet, cach ghi tai lieu tham khao chua chuan xac Phan bang bieu nen bo sung toc phat trien qua cac nam o mot so bang nhu bang 2.5, bang 2.6 de thay ro su phat trien ve dai ly cua Tong cong ty Tac gia nen phan biet ro rang giua “COng tac khai thac” va “COng tac phat trien” dai ly bao hiem Trong muc 1.3.3, chuong I tac gia neu duoc cac nhan tO danh gia su phat trien cua Dai ly bao hiem phi nhan tho chuyen nghiep Tuy nhien, chuong 2, tac gia lai su dung cac chi tieu de danh gia thuc trang cOng tac khai thac dai ly ma khOng phai thuc trang cOng tac phat trien dai ly Boi vay, thieu logic cho bai nghien cuu Ket luan: Tuy mot vai han che nhung luan van da dap ung duoc nhung yeu cau co ban cua mot luan van thac si kinh te Kinh de nghi hoi dong xem xet r va cOng nhan hoc vi thac si kinh te cho hoc vien Mai Thi Ngoc Ha noi 02 thang 12 nam 2013 Nguoi nhan xet TS Nguyen Thi Chinh CONG HOA XA HOI CHU NGHIA VIET NAM Hoc lap - Ty - Hanh phuc NHAN XET LUAN VAN THAC SY KINH TE • • • Be tai: “Phat trien dai ly bao hiem chuyen nghiep tai Tong cdng ty Bao hiem PVI” Hoc vien Cao hoc: Mai Thi Ngoc Ma hoc vien: CH 200199 Dai hoc Kinh te quoc dan Chuyen nganh: Kinh te Bao hiem Nguoi huong din: TS Nguyln Van Dinh - DHKTQD NGUOI NHAN XET: TS Nguyen Thi Kim Nha - Phan bien II Tong cong ty co phan Bao hiem Buu dien Tinh cap thiet, y nghia khoa hoc va thyc tien cua Be tai Trong cong cuoc doi moi cua dat nuoc, Bao hiem la mot nhung nganh dich vu phat trien kha toan dien va co nhung buoc tien dang ke ca ve quy mo, toc va pham vi hoat dong dac biet vong 10 nam tro lai day Bao hiem khong chi thuc hien viec huy dong von cho nen kinh te, kich thich dau tu, ma gop phan dam bao on dinh tai chinh cho cac ca nhan, gia dinh, cho moi tO chuc va doanh nghiep de on dinh doi song va khoi phuc SXKD Kinh doanh bao hiem cung nhu cac nganh khac, deu can den mot he thong phan phoi de dua san phlm den voi nguoi tieu dung Viet Nam, he thong phan phoi cua bao hiem phi nhan tho (PNT) co diem khac biet voi bao hiem nhan tho va cac nganh dich vu khac o cho san pham duoc ban chu yeu qua kenh ban hang truc tiep, kenh gian tiep thi chiem ty le chua cao Tuy ban hang truc tiep tao duoc long tin noi khach hang nhung lai lam mat thoi gian va cong suc cua ho vi phai den tan van phong cua cong ty Trong do, voi su phat trien cang manh cua cac nganh dich vu hien nay, khach hang luon muon duoc phuc vu chu dao, nhiet tinh Vai nam tro lai day, he thong dai ly bao hiem o nuoc ta da bat dau chuyen minh, the hien duoc vai tro quan cua ho chien luoc phan phoi cua cac cong ty bao hiem La mot doanh nghiep bao hiem hang dau tai Viet Nam sau 17 nam tham nhap thi truong, Tong cong ty Bao hiem dau Viet Nam (viet tat PVI) da dan khang dinh kenh phan phoi qua dai ly voi nhieu uu the nhat dinh da gop phan khong nho vao su thinh vuong cua Tong cong ty De huong toi muc tieu tro mot dinh che Tai chinh - Bao hiem quoc te, PVI vln phai tiep tuc tang quy mo, thi phan va kenh phan phoi qua he thong dai ly chuyen nghiep van la huong di tot doanh nghiep can tiep tuc tri va phat trien Voi y nghia do, de tai “Phat trien dai ly bao hiem chuyen nghiep tai Tong cdng ty Bao hiem PVI” cua hoc vien cao hoc Mai Thi Ngoc da gop phan dap ung doi hoi cua thuc tien De tai duoc danh gia cao boi gia tri ly luan va tinh thoi su De tai phu hop voi chuyen nganh Kinh te bao hiem, khong trung lap voi cac cong trinh da cong bo hoac cac Luan van da bao ve truoc day ma Toi duoc biet Ket qua nghien cuu chu yeu cua Luan van 2.1 Danh gia noi dung Ket qua nghien cuu cua Luan van duoc danh gia tren cac khia canh sau day: Trong chu’o'ng (tir trang 4-41), tac gia da trinh bay mot each tdng quan vd bao hiem PNT va dai ly bao hidm PNT tren co so tiep can vd khai niem, dac diem, thi trudng bao hiem; khai niem, phan loai dai ly bao hidm PNT Tac gia dd cap kha ddy du cac loai hinh dai ly cua hoat dong bao hiem PNT, nhan manh vai trd, nhiem vu, su can thiet phai phat trien doi ngu hoat dong KDBH Hoc vien cung da chi ro phat trien doi ngu dai ly chuyen nghiep la phai phat trien ca ve so luong, chat luong va dua duoc he thong chi tieu danh gia su phat trien cua doi ngu kha day du, cu the, phu hop noi dung nghien cuu Dong thdi tac gia da phan tich kha tdng hop, toan dien, cu the cac nhan to chu quan, khach quan anh hudng den phat trien dai ly bao hiem phi nhan tho chuyen nghiep Thanh cong co ban cua chuong la hoc vien da tiep can van de mot each logic, chat che, phu hop vdi doi tuong nghien cuu Nhin chung, cac noi dung duoc tac gia de cap d chuong theo toi la can thiet, dung dan va phu hpp vdi muc dich nghien cuu cua Luan van Trong chirong (tir trang 42-73), tac gia da md ta toan canh buc tranh phat r •> r phat trien, co cau to chuc, ket qua hoat dong kinh doanh cua doanh nghiep giai doan nam 2008-2012 Dac biet, Luan van da danh dung lupng 13 trang de phan tich thuc trang phat trien dai ly bao hiem chuyen nghiep tai Tdng cong ty Bao hiem PVI Tai do, tac gia da cho thay su ddng gop to ldn cua dpi ngu dai ly bao hiem PNT chuyen nghiep vao su tang trudng doanh thu bao hidm goc cua doanh nghiep Trong nam qua, binh quan mdi nam dpi ngu tao dupe khoang 10% doanh thu, tuong duong 3-4 tram ty ddng, bang doanh thu cua cac doanh nghiep bao hiem dung tai vi tri thu 9, 10 thi trudng BH PNT Day qua thuc la kenh khai thac kha hieu qua cua PVI Tu do, tac gia rut cac nhan dinh vd ket qua dat dupe, han che va nguyen nhan phat trien dpi ngu dai ly chuyen nghiep cua doanh nghiep Cac danh gia cua tac gia theo tdi la sat thuc Cac nguyen nhan cua tdn tai dupe tac gia phan tich tuong doi toan dien, hpp ly, the hien thai khoa hoc va khach quan cua tac gia, cd gia tri vach nhung can cu thuc tien cho viec lua chon cac giai phap d chuong Ve co ban, chung tdi ddng tinh vdi cac nhan dinh, phan tich chuong 7 ft 7 Trong chirong (tir trang 74-98), dua tren nhung quan diem, dinh hudng phat trien chung va phat trien dai ly bao hidm chuyen nghiep cua PVI thdi gian tdi, tac gia de xuat giai phap va dua kien nghi nham phat trien dai ly chuyen nghiep cua PVI Nhin chung, cac giai phap dupe de xuat kha ddng bo, cd tinh thiet thuc cao, dupe tac gia luan giai cd can cu ly luan va thuc tien nen cd the dupe tham khao, xem xet ap dung thuc tien Tdi dac danhr gia cao giai phap thuc hien tot cong tac quan ly dai ly, xay dung chuong trinh va ke hoach dao tao bai ban, cd che dai ngo thoa dang dd tri va phat tridn luc lupng dai ly vi theo Tdi day la nhung giai phap co tinh then chot dd phat tridn dpi ngu dai ly chuyen nghiep cua DNBH r 2.2 Danh gia ket cau, phuong phap nghien ciru Vdi dung lupng 95 trang tieu chuan, khdng ke phan md dau, ket luan, muc luc, danh muc tai lieu tham khao, Luan van dupe trinh bay theo ket cau chuong truyen thong Bo cue luan van hpp ly, chat che, can doi; tieu de cua mdi chuong hpp ly, bao quat tuong ddi day du cac khia canh npi dung can nghien cuu theo tdn goi cua de tai Juan van; hanh van mach lac Sd lieu cap nhat, nguon trich dan cd tin cay, rd rang 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 hop, phan tich, thong ke Mot so van de can trao doi them Luan van se co gia tri cao hon neu: • Trong chuong 1, tac gia co the bo sung them 02 noi dung: + Chi tieu danh gia sir phat trien cua dai ly ngoai chi tieu phan anh luc luong dai ly, nang suat dai ly, ty le boi thuong, trinh dai ly can co them cac chi tieu phan anh ket qua kinh doanh dai ly chuyen nghiep tao nhu: toc tang truang doanh thu cua doi ngu dai ly chuyen nghiep, ca cau doanh thu cua doi ngu dai ly chuyen nghiep tong doanh thu BH goc) + Kinh nghiem phat trien doi ngu dai ly chuyen nghiep cua mot so DNBH co uy tin tren the gidi va khu vuc rut bai hoc kinh nghiem cho Viet nam • Trong chuong 2, tac gia xem lai don vi tinh cua bang 2.2 trang 51 don vi dung la ty dong (khdng phai la trd); bang 2.3 don vi tinh doanh thu chua khoa hoc (chdng han cot doanh thu phat sinh la ty dong, cot nang suat lao dong trd), theo tdi cung bieu nhung chi tieu cd noi dung kinh te nhu nen dua ve cung don vi tinh de de theo ddi, so sanh e A r • Trong chuong 3, tdi bd sung them noi dung phan tich ve co hoi, thach thuc hoat dong kinh doanh bao hiem thdi gian tdi de thay ro co sd dinh hudng phat trien chung va phat trien dai ly chuyen nghiep cua doanh nghiep giai doan 2014-2015 Dong thdi bd sung them giai phap: “Xay dung hoac Hoan thien Quy che quan ly dai ly bao hiem chung cua doanh nghiep ” (trong cd noi dung quan ly dai ly chuyen nghiep) lam co sd phap ly cho viec tuyen dung, dao tao, dai ngo, quan ly dai ly cua doanh nghiep Danh gia chung Du mot sd diem can bd sung them song cd the khang dinh noi dung Luan van la mot cdng trinh nghien cuu khoa hoc doc lap, nghiem tuc, cd chat luong, ket cau lo gic, co ban hop ly Uu diem cua luan van la tiep can true tiep vao ddi tuong can nghien cuu, lap luan chat che, lo gic, co tinh thuyet phuc Luan van da neu va giai quyet mot van de cd tinh thdi su cao, co gia tri khoa hoc ca ve ly luan, ca ve thuc tien 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 Mai Thi Ngoc xung dang duqc nhan hoc vi thac sy kinh te, chuyen nganh Kinh te bao hiem neu bao ve cdng .7 r r f t r r r r hoi danh cho Hoc vien: heo tac gia diem yeu nhat hoat dong cua kenh iphoi qua dai chuyen nghiep tai PVI hien la gi?PVI lam gi de cai thien tinh hinh? hi xay dung ca che dai ngo thda dang cho doi ngu dai ly >en nghiep nam 2014-2015, PVI cdn sir dung in kinh phi khoang bao nhieu/nam? Tiet kiem bao nhieu 7i tuyen dung lao dong dinh bien? Ha Noi, 30 thang 11 nam 2013 NGlTCH 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 rd ho ten) Cam ket cua Hoc vien7 Hoc vien (Ky va ghi rd ho ten) VMy.C Neu hoc vien co trach nhiem chinh sua SUi theo yeu cau cua Hoi ddng chdm luan vSn Trong truong hop khong chinh sua s£ khong duoc cdng nhan kdt qua bao v? Hoc vien phai dong ban yeu cdu chinh sua vao truoc phSn muc luc luan van chinh thurc nop cho Vien DT SDH