Phát triển kênh phân phối sản phẩm bảo hiểm nhân thọ qua ngân hàng thương mại bảo hiểm tại bảo hiểm nhân thọ

MUC LUC • • DANH MUC CAC CHU* VIET TAT DANH MUC BANG, HINH VE TOM TAT KET QUA NGHIEN ClTU LU AN VAN LCH MO DAU CHITONG KHAI QU AT CHUNG VE KENH PHAN PHOI SAN PHAM BAO HIEM QUA NGAN HANG THUONG MAI 1.1 Moi quan he gifira Doanh nghiep bao hiem va Ngan hang thuong mai 1.1.1 Khai quat ve Doanh nghiep bao hiem va Ngan hang thuong mai 1.1.2 Moi quan he hop tac giua Doanh nghiep bao hiem va Ngan hang thuong mai 10 1.1.3 Kenh phan phoi san pham bao hiem qua ngan hang thuong mai 14 1.1.4 Cac nhan to anh huong tbi sir phat trien kenh phan phoi san pham bao hiem qua ngan hang thuong mai 20 1.2 Mot so chi tieu danh gia mire phat trien cua kenh phan phoi san pham bao hiem qua ngan hang thiroug mai 24 1.2.1 Cac chi tieu co cau 25 1.2.2 Cac chi tieu phat trien 27 1.3 Kinh nghiem phat trien kenh phan phoi san pham bao hiem qua Ngan hang thuong mai 31 1.3.1 1.3.2 1.3.3 1.3.4 Tai thi trubng chau Au 31 Tai thj trubng chau A 32 Tai thi trubng Viet Nam 35 Kinh nghiem phat trien kenh phan phoi san pham bao hiem qua ngan hang thuong mai doi vbi Viet Nam 37 CHLONG DANH GIA SlT PHAT TRIEN CUA KENH PHAN PHOI SAN PHAM BAO HIEM QUA NGAN HANG THUONG MAI TAI BAO VIET NHAN THO 40 2.1 So" liroc ve Tong Cong ty bao hiem Bao Viet Nhan tho 40 2.1.1 Lich su hinh va phat trien 40 2.1.2 Co cau to chuc cua Tong Cong ty Bao Viet Nhan tho 41 2.1.3 Ket qua kinh doanh cua Bao Viet Nhan tho giai doan 2007 - 2012 .43 2.2 Thue trang trien khai kenh phan phoi san pham bao hiem qua ngan hang thuong mai tai Bao Viet Nhan tho 49 2.2.1 He thong kenh phan phoi san pham tai Bao Viet Nhan tho .49 2.2.2 Lien ket phan phoi san pham bao hiem cua Bao Viet Nhan tho voi cac Ngan hang thuong mai 52 2.2.3 Cac san pham bao hiem nhan tho trien khai qua kenh phan phoi ngan hang thuong mai 59 2.2.4 To chuc trien khai phan phoi san pham bao hiem nhan tho qua Ngan hang thuong mai tai Bao Viet Nhan tho 62 2.3 Danh gia sir phat trien cua kenh phan phoi san pham bao hiem qua ngan hang thurong mai tai Bao Viet Nhan tho (2009 - 2012) 65 2.3.1 Cac ket qua dat dupe giai doan 2009 - 2012 65 2.3.2 Nhung ton tai, han che va nguyen nhan 74 CHIONG GIAI PHAP PHAT TRIEN KENH PHAN PHOI SAN PHAM BAO HIEM NHAN THO TAI BAO VIET NHAN THO 77 3.1 Thuan loi va kho khan trien khai kenh phan phoi san pham bao hiem qua Ngan hang thuong mai tai Bao Viet Nhan tho 77 3.1.1 Thuan loi 77 3.1.2 Kho khan 78 3.2 Cac giai phap phat trien kenh phan phoi san pham bao hiem qua Ngan hang thuong mai tai Bao Viet Nhan tho thoi gian toi 83 3.2.1 Hoan thien quy trinh hop tac voi cac NHTM 83 3.2.2 Phat trien san pham bao hiem phu hop 85 3.2.3 Nang cao chat luong thuc hien quy trinh phoi hop gitra hai ben 88 3.2.4 Nang cao chat luong quan ly va dao tao dai ly 90 3.2.5 Tang cubng quang cao gioi thieu san pham 91 3.3 Kien nghi 92 3.3.1 Doi voi Ngan hang thuong mai doi tac 92 3.3.2 Doi voi co quan quan ly nha nude 93 3.3.3 Doi voi Tap doan Bao Viet 94 KET LU AN 95 DANH MUC TAI LIEU THAM KHAO 96 DANH MUC CAC CHU-VIET TAT BaovietBank Ngan hang thuong mai cd phan Bao Viet BHNT Bao hiem nhan tho BVNT Bao Viet Nhan tho Habubank Ngan hang thuong mai co phan Nha Ha Noi HSBC Ngan hang HSBC KTM Khai thac moi NHNN Ngan hang Nong nghiep va Phat trien nong thon NHTM Ngan hang thuong mai SCB Ngan hang thuong mai co phan Sai Gdn SPBH San pham bao hiem Techcombank Ngan hang thuong mai co phan Ky thuong DANH MUC BANG, HINH VE BANG Bang 2.1 Tinh hinh huy bo hop dong bao hiem giai doan 2007 - 2012 47 Bang 2.2 Tinh hinh phat trien lure lupng dai ly cua Bao Viet Nhan tho (2007-2012) 50 Bang 2.3 Lien ket hop tac giua BVNT va cac NHTM giai doan 2007-2012 53 Bang 2.4 Danh sach cac san pham lien ket dupe trien khai 59 Bang 2.5 To chuc trien khai SPBHNT tai cac NHTM giai doan 2007-2012 60 Bang 2.6 Tinh hinh phat trien luc lupng dai ly cua kenh phan phoi qua NHTM giai doan 2009 - 2012 66 Bang 2.7 Ty so luong dai ly cua kenh phan phoi qua NHTM so vdi tong so luong dai ly cua BVNT (2009-2012) 67 Bang 2.8 Nang suat khai thac cua cac dai ly thuoc kenh phan phoi qua NHTM va cac dai ly thuoc BVNT (2009-2012) 68 B ang 2.9 Doanh thu phi va so luong hop dong khai thac moi giai doan 2009 - 2012 69 Bang 2.10 Doanh thu phi va so lupng hop dong khai thac moi cua kenh phan phoi qua NHTM va cua BVNT giai doan 2009 - 2012 70 Bang 2.11 Doanh thu phi va so lupng hop dong co hieu luc giai doan 2009 - 2012 71 Bang 2.12 Doanh thu phi va so lupng hop dong co hieu luc cua kenh phan phoi qua NHTM va cua BVNT giai doan 2009 - 2012 72 Bang 2.13 Tinh hinh huy bo hop dong bao hiem cua kenh phan phoi qua NHTM giai doan 2009 - 2012 73 HINH VE Hinh 2.1 Bo may to chuc Tru so chinh - Tong Cong ty Bao Viet Nhan tho .41 Hinh 2.2 Ty so lupng hop dong, phi bao hiem va so tien bao hiem cua hop dong khai thac moi theo nghiep vu nam 2007 va 2012 44 Hinh 2.3 Cac loai hinh san pham BHNT dupe trien khai tai BVNT giai doan 2007-2012 46 Hinh 2.4 Thi phan doanh thu phi bao hiem khai thac moi nam 2007 va 2012 47 Hinh 2.5 Thi phan phi bao hiem co hieu luc cua nam 2007 va 2012 48 Hinh 2.6 To chuc kenh phan phoi tai Bao Viet Nhan tho 49 TRUONG DAI HOC KINH TE QUOC DAN ■ ■ sosoOcacaa BUI PHUONG THAO PHAT THEN KENH PHAN PHOI SAN PHAM BAO MEM NHAN THO QUA NGAN HANG THUONG MAI TAI BAO VIET NHAN THO * ■ ■ ■ ■ CHUYEN NGANH: KINH TE BAO HIEM TOM TAT LUAN VAN THAC SI • HA AOI, NAM 2013 • • i TOM TAT LUAN VAN LCH MO DAU Ngay nay, cung vdi su phat trien cua dat nude va the gidi, thi truong bao hiem cung cang phat trien ca ve so lupng va chat lupng Dung tir khia canh cua hoat dong bao hiem, kenh phan phdi truyen thong da xuat hien tir kha lau va da mang lai dupe nhung hieu qua nhat dinh Tuy nhien, trudc nhung thach thurc cua mot thi truong bao hiem cang phat trien thi cac kenh phan phdi dang cang the hien rd net nhung diem yeu cua minh nhu: - He thong dai ly chuyen nghiep: Trong cac kenh phan phoi truyen thong thi day la kenh phan phoi hieu qua nhat Tuy nhien, nhuoc diem cua kenh phan phoi la nhung chi phi ton kern ma doanh nghiep phai tra cho hoat dong quan ly, dao tao dai ly va hon het la hoa hong cho dai ly - Moi gidi bao hiem: Kenh phan phoi co mot nhuoc diem ldn la cong ty bao hiem se khong duoc tiep xuc true tiep vdi khach hang Ben canh do, moi gidi khong thuoc quan ly cua cong ty bao hiem, vi the, doanh nghiep khong the kiem soat duoc hoat dong phan phdi san pham cua moi gidi - Cac van phdng ban bao hiem: Han che ldn nhat cua phuong thurc phan phdi la rat kho de md rong quy mo he thong chi phi kha cao phai tra luong cho nhan vien, chi phi dao tao, va dac biet la dau tu cho co sd tang Cd the thay, cac kenh phan phdi truyen thong da hoat dong rat hieu qua thdi gian vua qua nhung van khong it han che ma chu yeu la han che ve chi phi qua cao Va nhuoc diem da duoc giai quyet kha triet de kenh phan phdi mdi ddi - Kenh phan phdi san pham bao hiem qua ngan hang thuong mai Vdi kenh phan phdi nay, cong ty bao hiem cd the tan dung dupe co sd vat chat, nguon khach hang, cung nhu nhung nhan vien ngan hang cd trinh Do vay, chi phi hoat dong cho kenh phan phdi thap hon rat nhieu so vdi cac kenh phan phdi truyen thong khac Ngay nay, cung vdi su phat trien cua dat nude va the gidi, thi truong bao hiem cung cang phat trien ca ve sd lupng va chat lupng Gop mot phan khong nho ii vao sir cong nay, kenh phan phoi san pham bao hiem qua ngan hang thuong mai da giup cho hoat dong phan phoi hieu qua hon Mat khac, kenh phan phoi la su gan ket giua Ngan hang va Bao hiem nen no la mot budc tien Ion quan he hop tac cung phat trien giua cac don vi cua thi trubng tai chinh nude va tren toan the gidi Hoc hoi kinh nghiem cua nhung quoc gia di trudc, viec phat trien kenh phan phoi san pham bao hiem qua ngan hang thuong mai tai Viet Nam noi chung, tai Bao Viet Nhan tho noi rieng dang cang duqc hoan thien va da co duqc mot so nhung qua dang khich le Mac du vay, su phat trien cua kenh phan phoi hien van chua tuong xung vdi trien vong phat trien cua no Do vay, toi chon de tai "Phat trien kenh phan phoi san pham bao hiem nhan tho qua ngan hang thuong mai tai Bao Viet Nhan tho’’ de nghien cuu, danh gia ve nhung qua ma kenh phan phoi da lam duqc, phan tich nhung kho khan ma Bao Viet Nhan tho da gap phai qua trinh trien khai va qua dua mot so giai phap cung nhu kien nghi nham day manh hoat dong cua kenh phan phoi san pham bao hiem nhan tho qua ngan hang thuong mai tai Bao Viet Nhan tho Muc dich nghien cuu cua de tai tap trung vao viec he thong hoa mot so van de ly luan chung ve Ngan hang thuong mai, Doanh nghiep bao hiem va he thong kenh phan phoi san pham bao hiem Tiep la phan tich danh gia hoat dong cua kenh phan phoi san pham bao hiem nhan tho qua ngan hang thuong mai tai Bao Viet Nhan tho suot nam vira qua, tong ket nhung ket qua dat duqc va nhung van de ton tai qua trinh hoat dong de tir dua nhung giai phap de hoan thien va phat trien kenh phan phoi tai Bao Viet Nhan tho Luan van su dung cac phuong phap nghien cuu nhu: Phuong phap phan tich thong ke, tong hqp so lieu tir thuc tien trien khai; Phuong phap phan tich so sanh; Phuong phap phan tich logic nham ly luan va tim nguyen nhan cua hien tuqng, Ngoai phan mo dau, ket luan va phu luc, noi dung cua luan van duqc chia chuong nhu sau: Chuong I: Khai quat chung ve kenh phan phoi san pham bao hiem qua ngan iii hang thuong mai Chuong II: Danh gia su phat trien cua kenh phan phoi san pham bao hiem qua ngan hang thuong mai tai Bao Viet Nhan tho Chuong III: Giai phap phat trien kenh phan phoi san pham bao hiem qua ngan hang thuong mai tai Bao Viet Nhan tho Chuong I: Khai quat chung ve kenh phan phoi san pham bao hiem qua ngan hang thuong mai Trong chuong nay, luan van da he thong hoa nhung diem khai quat nhat ve dinh nghia va noi dung hoat dong cua Doanh nghiep bao hiem cung nhu cua Ngan hang thuong mai Tiep la xu huong da dang hoa hoat dong dich vu cua Doanh nghiep bao hiem va Ngan hang thuong mai, qua do, nhan manh tui hoat dong hop tac phan phoi cac san pham bao hiem de lam tang doanh thu va nang suat lao dong cho nhan vien cua Ngan hang thuong mai Luan van cung trinh bay nhung diem cu ban nhat ve bon moi quan he hop tac cu ban giua Doanh nghiep bao hiem va Ngan hang thuong mai la: - Moi quan he thoa thuan phan phoi; r r - Moi quan he lien minh chien luge; - Moi quan he hgp tac lap cong ty; - Moi quan he tap doan dich vu tai chinh Ngoai nhung diem manh, diem yeu cua tung moi quan he hop tac, luan van dua nhung vi du dien hinh tuong ung vai tung moi quan he da dugc trien khai tren thuc te tai Viet Nam Sau dua nhung ly luan cu ban ve moi quan he giua Doanh nghiep bao hiem va Ngan hang thuong mai, luan van da de cap tdi mot nhung hinh thuc hiem qua ngan hang thuong mai Luan van da dua mot vai nhung diem chua phu hop vdi giai doan kinh te thi truong hien cua nhung kenh phan phoi san pham bao hiem truyen thong, qua khang dinh kenh phan phoi san pham bao hiem qua iv ngan hang thuong mai ddi la mot tat yeu khach quan Tiep do, de khang dinh hon nua vi tri cua kenh phan phoi nay, luan van da dua nhung vai tro khong the phu nhan cua kenh phan phoi san pham bao hiem qua ngan hang thuong mai ddi vai Doanh nghiep bao hiem, Ngan hang thuong mai va doi vdi Khach hang Luan van cung da tien hanh phan loai cac loai hinh san pham bao hiem nhan tho duoc phan phdi quan kenh phan phdi nay, la: Nhom cac san pham lien ket vdi san pham ngan hang va Nhom cac san pham truyen thong cua Doanh nghiep bao hiem Do phan ti'ch ky hon va dua tren nhung dac tinh khac biet cua san pham, luan van da phan chia loai la san pham bao hiem nhan tho gan vdi tiet kiem ngan hang va san pham bao hiem nhan tho gan vdi tin dung ngan hang Dong thdi, luan van te tai thi truong Viet Nam Tiep den, luan van thuc hien phan tich nhung nhan to anh hudng tdi su phat trien kenh phan phdi san pham bao hiem qua ngan hang thuong mai, bao gom cac nhan to ben va cac nhan to ben ngoai Dong thdi, luan van cung dua mot sd chi tieu danh gia muc phat trien cua kenh phan phdi san pham bao hiem qua ngan hang thuong mai, bao gom: chi tieu co cau va chi tieu phat trien Cac chi tieu se duoc ung dung de phan tich va danh gia su phat trien cua kenh phan phdi san pham bao hiem qua ngan hang thuong mai d phan sau Mot dieu rat quan trong giai doan chuan bi trien khai mot kenh phan phdi mdi la viec phan tich tinh hinh trien khai d cac quoc gia di trudc, tir rut nhung kinh nghiep quy gia de ung dung mot quy trinh mdi vao Viet Nam Do do, luan van cung da danh mot phan thuoc chuong I de neu nhung qua va kho khan ma cac quoc gia tai chau Au va chau A da gap phai trien khai kenh phan phdi Dac biet la nhung kinh nghiem ma thuc te Viet Nam da gap phai thdi gian dau trien khai de qua do, dua nhung kinh nghiem quy gia cho viec cac doanh nghiep bao hiem trien khai kenh phan phdi Mot sd kinh nghiem duoc dua nhu sau: 83 gap khd khan hem viec dam phan hop tac hoac neu da co hop dong hop tac thi vi tri duoc uu tien cung khong duoc cao; - He thong phap luat dieu chinh hoat dong lien ket Ngan hang - Bao hiem d Viet Nam nhieu bat cap lam cho cac ngan hang va cac cong ty bao hiem lung tung ap dung Thuc te cho thay thuc hien mot chinh sach, each lam mdi, cac ngan hang va cdng ty bao hiem chua nghien cuu, tim hieu ro chinh sach, each lam cua minh co phu hop vdi cac quy dinh cua phap luat hay khdng; - Nen kinh te hoi nhap, md cua cho cac doanh nghiep nude ngoai xam nhap vao thi trudng Viet Nam cung la mot yeu to bat loi cho Bao Viet Nhan tho bdi cac doanh nghiep nude ngoai cd rat nhieu kinh nghiem hoat dong tren trudng the gidi, each thich nghi vdi mdi trudng va hoan canh cung nhanh hon - Chinh bdi nen kinh te Viet Nam dang d thdi ky qua giua cham phat trien va dang phat trien nen viec lua chon md hinh ap dung cung can cd su linh dong de phu hop vdi hoan canh kinh te Vi the, ca DNBH va NHTM se phai dau tu nhieu thdi gian va cdng sue hon viec nghien cuu ly luan va due rut kinh nghiem thuc te Ngoai nhung khd khan thach thuc neu tren thi su suy giam ve kinh te, bien dong that thudng cua lai suat cung khien cho ngudi dan mat long tin vao thi trudng tai chinh dac biet la niem tin vao cac ngan hang thuong mai Trong bdi canh nay, kenh phan phdi qua ngan hang se chiu anh hudng rat ldn tu uy tin cua ngan hang ddi tac qua Ngan hang thuong mai tai Bao Viet Nhan tho thoi gian tdi 3.2.1 Hoan thien quy trinh hop tdc vdi cac NHTM Hien nay, BVNT chua cd mot quy trinh chuan nao ve viec hop tac vdi cac NHTM Dua tren nhung kinh nghiem due rut duoc tu thuc te, BVNT can cd nhung bien phap cu the de hoan thien quy trinh nham nang cao hieu qua hop tac vdi NHTM - Cdng tac lua chon NHTM ddi tac: Hien tren thi trudng tai chinh Viet Nam cd khoang gan 60 NHTM dang hoat dong Mdi NHTM co nhung dac diem rieng, the manh rieng va muc tieu hudng vao thi trudng Viet Nam rieng Vi the, BVNT can cd su danh gia that ky luong cac 84 NHTM trudc dat mdi quan he hup tac Phuong phap chu yeu duuc su dung hien dang la tich diem danh gia cac NHTM Phuong phap chi mang tinh chat tham khao tung thdi diem va muc tieu kinh doanh tung giai doan de can nhac cu cau diem cua mdi NHTM - Dinh hinh mdi quan he hop tac va san pham lien ket: Sau da lua chon duuc NHTM tiem nang, BVNT can dinh hinh rd rang hon ve mdi quan he hup tac Mdi quan he hop tac cd the la Thoa thuan phan phdi, lien minh chien luuc hay Tap doan tai chinh, se vao cu sd mdi quan he san cd cua BVNT vdi NHTM Mdi quan he cang chat che thi tien de de kenh phan phdi phat trien duuc thdi gian tdi se cang vung chac Ddng thdi vdi viec lua chon mdi quan he hop tac, BVNT cung can dinh hinh trudc nhung san pham lien ket se trien khai Viec chu dong dinh hinh san pham trudc se giup cho viec dam phan va ky ket hop ddng duuc nhanh chong va thuan tien cho NHTM hun - Dua de nghi hop tac vdi NHTM Day la budc quan nhat va cd y nghia quyet dinh viec NHTM co ky ket thoa thuan hop tac vdi BVNT Trong qua trinh dua de nghi hop tac, BVNT can the hien duuc uy tin thuung hieu cung nhu quy md he thong phan phdi cua BVNT Ttr do, nhan manh vao lui ich cua NHTM tham gia mdi lien ket Muon vay, BVNT can thuc hien minh hoa cu the cho NHTM thay ket qua ve doanh thu, va lui ich cu the neu NHTM tham gia mdi lien ket Viec gidi thieu minh hoa cd tac dung tao niem tin vung chac cho NHTM vao nhung cam ket va dinh hudng kinh doanh cua BVNT - Ky ket thoa thuan hup tac Sau da thong nhat duuc hinh thuc lien ket va cac san pham lien ket se trien khai, BVNT va NHTM se cung ky ket thoa thuan hop tac Trong noi dung cua Thoa thuan hop tac can neu rd van de ve trach nhiem va nghia vu cua cac ben tung linh vuc cu the Tham chi, cd the can nhac de dua cac chi tieu doanh thu du kien cu the ddi vdi san pham lien ket khang dinh rd rang ve trach nhiem cua mdi ben 85 - Trien khai thuc te Sau hup dong thda thuan da duoc ky ket, BVNT va NHTM can nhanh chong trien khai cac san pham lien ket theo ban thoa thuan hop tac Viec trien khai se phai bat dau tu khau quang cao, quang ba ve hinh anh lien ket cua NHTM noi chung va cua san pham lien ket noi rieng Dinh huong ve viec quang ba san pham va hinh anh cua NHTM va BVNT se duqc neu cu the hon o phan “Cong tac quang cao gioi thieu san pham” ben duoi - Tong hop va danh gia ket qua hoat dong Do day la mot kenh phan phoi moi voi nhung san pham moi nen viec tong hop va danh gia ket qua hoat dong phai duqc dien thudng xuyen, co the la dinh ky Quy hoac thang Viec danh gia ket qua thudng xuyen se giup phat hien nhung diem manh, diem bat cap de nhanh chong co nhung bien phap kip thdi nham thuc day hoac sua doi han che - Rut kinh nghiem va cung co moi quan he hop tac ve mat quan he cap cao, qua trinh trien khai co the se sinh nhung mau thuan o tung khau cong viec dan toi he qua la moi quan he cap cao cung se phan nao bi anh huong De tranh cho viec anh huong lon toi hieu qua kinh doanh cua kenh phan phoi, BVNT can chu dong tim hieu va co nhung dong thai cu the nham chuyen doi tinh hinh de khong anh huong toi moi quan he hop tac cua hai ben Quan he hop tac co hoa thuan thi hoat dong kinh doanh moi an y va tang truong ben vung 3.2.2 Phat trien san pham bao hiem phu hop BVNT can nghien cuu xay dung cac san pham bao hiem truyen thong va san pham Bao hiem - Ngan hang phu hop voi nhu cau cang da dang cua khach hang Ngan hang cung can soat, cai tien thu tuc boi thudng de tao thuan lqi cho khach hang dong thdi dam bao tuan thu chat che cac quy dinh cua nha nuoc va han che den muc thap nhat kha nang truc lqi bao hiem De hoat dong phan phoi san pham bao hiem nhan tho qua NHTM dat duqc hieu qua cao thi cac san pham can phai phu hop voi viec ban hang qua ngan hang: 86 • Ddi vdi cac san pham lien ket - Cac san pham lien ket phai duoc thiet ke dua tren nhu cau, su thich va van hoa tieu dung cung nhu muc thu nhap binh quan cua khach hang, Qua thuc te trien khai, co the thay, cac san pham bao hiem lien quan tdi suc khoe rat duoc ua chuong Tuy nhien, nhung san pham thudng co doanh thu phi khong cao nen chua tao dong luc cho BVNT thiet ke Vi the, de phat trien kenh phan phoi SPBH qua NHTM va nang cao hieu qua cua kenh phan phoi thi BVNT can co su uu tien dac biet cho viec phat trien cac san pham lien ket co dac trung phu hop vdi nhu cau, thi hieu cua khach hang Day cung la cach de tiet kiem duoc ca thdi gian va cong suc tranh duoc viec thiet ke va trien khai nhung san pham khong co hieu qua - Ngoai ra, cac san pham lien ket vdi NHTM can duoc thiet ke dua tren nhung nghien cuu ve phan doan thi trudng, dua tren doi tuong khach hang khac nhau, nhu cau cua khach hang tung giai doan cu the nhu: Tinh hinh xu the tang giam cua doi tuong khach hang vay hoac tiet kiem, xu the tang giam thu nhap binh quan cua khach hang, luong khach hang ldn tap trung d nhung dac diem sao, Cong viec can duoc xac dinh cu the va chi tiet qua trinh thuc hien nghien cuu thi trudng cua ca NHTM va DNBH Vi the, cdng viec can su phoi hop linh hoat va chat che giua bo phan Marketing cua BVNT va cac NHTM doi tac - Cac san pham can duoc thiet ke that don gian, de hieu doi vdi khach hang va ca vdi nhan vien ngan hang Dieu se giup cho cac nhan vien ngan hang de dang hon viec tu van san pham cho khach hang, qua cung de tao niem tin noi khach hang hon Yeu to don gian va de hieu d day duoc hieu la: Dieu khoan ngan gon, xUc tich va du y; Cac dieu khoan quy dinh that ro rang; Quyen loi cung nhu trach nhiem cua cac ben phai duoc neu that cu the, - BVNT can xac dinh, danh gia the manh, the yeu cua tung NHTM, qua de thiet ke, lua chon nhung san pham lien ket phu hop vdi the manh cua tung NHTM doi tac Vi du nhu: Vdi ngan hang HSBC: The manh cua HSBC la nguon khach hang ca nhan va to chuc vd cung ldn va co tiem nang kinh te rat manh cua HSBC Vdi vi tri duoc 87 danh gia rat cao tren thi trudng tai chinh va thuong hieu da duoc khang dinh tren toan the gidi, HSBC la cau noi rat hieu qua giua BVNT va khach hang Vdi ddi tuong ngan hang tiem nang ldn nhu HSBC, BVNT da phat trien nhung san pham tu ky nhom nham hudng tdi doi tuong khach hang la td chuc, ddng thdi, trien khai nhung san pham truyen thong cd tinh hien dai, linh dong va dau tu cao de hudng tdi khach hang ca nhan Mac du cho tdi nay, dinh hudng phat trien dang mang lai nhung ket qua tren ca mong doi, nhung BVNT mdi chi hudng phuong thuc phan phdi san pham theo hudng ban cheo ma chua cd duoc nhung san pham lien ket hieu qua Vi the, de kenh phan phdi SPBH qua HSBC dat duoc hieu qua cao hon nua, BVNT can thiet ke nhung san pham mang tinh lien ket chat che vdi nhung san pham dac trung cua HSBC Nhin chung, nhung san pham lien ket can cd pham vi rong hon, dich vu cao cap hon di kem vdi la phi ddng cung cao hon bdi nhu vay mdi tuong xung vdi cac dich vu cao cap ma HSBC thudng xuyen cung cap cho khach hang Con doi vdi ngan hang nho hon nhu Baovietbank: Bdi luong khach hang cua ngan hang khdng nhieu va cd kha nang tai chinh tap trung chu yeu d phan khuc thu nhap thap hon thi BVNT can cd nhung san pham lien ket vdi tin dung ngan hang hoac tiet kiem ngan hang vdi muc phi va pham vi bao hiem phu hop hon Vdi nhung ngan hang nho thi khdng nen tap trung nhieu vao trien khai cac san pham truyen thong bdi hieu qua se khdng cao - Can thiet ke san pham cd nhung diem khac biet rd rang so vdi san pham cua Ngan hang, ddng thdi, hai san pham cung can hd tro bd sung cho nhau, qua tien tdi mot san pham dich vu hoan hao mat khach hang Vi du nhu: Vdi nhung san pham gan vdi tiet kiem ngan hang, nhung san pham bao hiem lien ket can tap trung nhieu hon vao tinh bao hiem cho chu tai khoan, bdi ho da cd nguon von du thua de tao tai khoan tiet kiem thi neu cd mot san pham bao hiem di kem thi muc tieu cua ho se hudng tdi tinh bao ve trudc rui ro nhieu hon Con ddi vdi nhung san pham gan vdi tin dung ngan hang thi nhung san pham lien ket cd the md rong them tinh dau tu ngoai tinh rui ro thuan nhu: Neu khach 88 hang khong may gap rui ro thi BVNT se dung chi tra khoan vay thay cho khach hang (theo dung quy dinh cua dieu khoan hop ddng) ngoai ra, ngudi thua ke hop phap cua khach hang dugc nhan them mot khoan goi la gia tri gia tang tir hop ddng bao hiem Hoac neu dao han hop ddng ma khach hang khong bi rui ro thi khach hang se dugc nhan lai phan gia tri gia tang cua hgp ddng Loai san pham cd the phi se cao hon mot chut so vdi cac san pham lien ket tin dung khac nhung cd the ap dung dugc vdi phan khuc thu nhap cao hon Tir hieu qua hoat dong cua kenh phan phdi se tang va doanh thu cua BVNT cung se dugc gia tang - Tiep tuc phat trien nhung san pham da dugc trien khai tot thdi gian qua va thuc hien rut kinh nghiem cung nhu dieu chinh ddi vdi nhung san pham trien khai chua dat hieu qua • Ddi vdi cac san pham truyen thong Hien BVNT da trien khai phan phdi mot sd san pham truyen thong qua kenh phan phdi va da dat dugc hieu qua kha tot Ngoai nhung san pham Lien ket chung (Universal Life) dugc trien khai tai HSBC, cac san pham nhu An sinh giao due, An gia tai loc, cung dugc trien khai kha manh d cac ngan hang khac Tuy nhien, tren thuc te, BVNT van thudng xuyen nhan dugc nhung phan nan tu phia NHTM ve viec cac san pham cd the de tu van khai thac nhung ve khau cham soc va phuc vu khach hang phia sau thi kha phuc tap nhu: Cac thu tuc de thay ddi dieu kien hgp dong, Vi the, can thiet ke nhung san pham truyen thong chuyen de phan phdi qua kenh NHTM vdi nhung dieu khoan, dieu kien phu hgp r r 3.2.3 Nang cao chat luong thuc hien quy trinh phoi hop giua hai ben Quy trinh phdi hgp giua BVNT va cac Ngan hang ddi tac dugc xay dung kha hgp ly tai thdi diem hien tai Tuy nhien, de tao dugc hieu qua kinh doanh vugt troi, quy trinh can dugc hoan thien hon nua, cd the bang mot sd bien phap sau: • Ddi vdi cac san pham lien ket - Quy trinh phdi hgp can don gian hon, nhien van phai dam bao tinh an toan va kha thi cao Viec quy trinh phdi hgp phuc tap tao nen tam ly ngai ban SPBH truyen thong cho cac nhan vien ngan hang 89 - Cung Ngan hang xay dung, to chuc mot he thong du lieu chung de ca hai ben cung co the cap nhat va su dung du lieu mot each thong nhat r •> a a ? r - Rut ngan thoi gian tham dinh ho so yeu cau bao hiem doi vdi khach hang tham gia bao hiem qua kenh phan phdi mdi - Viec BVNT thuc hien soat lai Giay yeu cau bao hiem chi de xac dinh xem nhan vien ngan hang cd bo xot mot cau tra ldi “Cd” nao khdng nhu hien la khdng can thiet Bdi ky hop ddng hop tac, BVNT da uy quyen cho NHTM thuc hien chap nhan bao hiem va phat hanh hop ddng Vi the, neu cd rui ro xay thi NHTM se phai chiu hoan toan trach nhiem trudc nhung quyet dinh chap nhan bao hiem cua minh va do, BVNT se hoan toan co the tu choi giai quyet yeu cau bao hiem hoac yeu cau NHTM dung bdi hoan Nhu vay, neu gian luge cdng viec nay, BVNT se tiet kiem duoc kha nhieu chi phi ve nhan luc Ddng thdi, quy trinh phdi hop cung duoc rut ngan lai, tranh gay phuc tap cho cac ben - Nang cao chat lugng dich vu bao hiem tren thi trudng the hien qua kha nang bdi thudng ton that, muc chi tra hgp ddng dich vu bao hiem, chinh sach cham soc khach hang, thuc hien nghiem chinh cac cam ket nham lam tang chat lugng dich vu bao hiem tir thu hut dugc nhieu khach hang tieu dung san pham hon; r ? \ r • Ddi vdi cac san pham truyen thdng - Can don gian hoa quy trinh chap nhan bao hiem ddi vdi khach hang tham gia bao hiem thdng qua kenh phan phdi qua NHTM bang each: Lap rieng mot bo phan chuyen de tham dinh cac ho so tir kenh phan phdi Sd lugng nhan vien cd the khdng nhieu nhung su chuyen mon hoa cdng viec se lam hieu qua tham dinh ho so dugc nang cao - Ddi vdi trudng hgp khach hang phai di kiem tra sue khoe, BVNT can cd lien ket vdi nhung phdng kham, benh vien cd uy tin, dac biet la can chu trgng va kiem tra thudng xuyen thai phuc vi cua cac cong tac vien y te, tranh tao cam giac khd chiu cho khach hang Bdi cam giac cua khach hang khdng phai chi anh hudng tdi uy tin cua BVNT ma vdi ca uy tin cua NHTM - Nhanh chong bo sung va hoan thien viec md rong phan mem quan ly ddi 90 vai kenh phan phdi SPBH qua NHTM bang each tang cudng phoi hup vdi Khdi Cong nghe thong tin Tap doan ddng thdi sap xep nguon luc de thuc hien kiem thu va trien khai phan mem mdi r 3.2.4 Nang cao chat luong quan ly va dao tao dai ly - Cac chuong trinh thi dua: Cung giong nhu doi vdi kenh phan phdi qua dai ly, kenh phan phdi qua ngan hang cung can cd nhung chuong trinh thi dua nham muc dich khich le, dong vien cac ngan hang noi chung la cac nhan vien ngan hang noi rieng tich cue hon viec phan phdi san pham cua BVNT Cac nhan vien ngan hang thudng khdng phai la tu van vien chuyen nghiep nen viec dat chi tieu cho nhan vien ngan hang nhung dot thi dua nen d muc khdng qua cao, thieu tinh thuc te, nhu vay se lam giam dong luc phan dau cua nhan vien ngan hang Thdi gian chuong trinh cung khdng nen qua dai de gay xao lang cho nhan vien ngan hang bdi ho phai tap trung phan ldn thdi gian cho cong viec chinh la nghiep vu ngan hang Thay vi cd mot sd giai thudng chinh cho toan dot thi dua, BVNT cd the ap dung phuong thuc chia nho cac giai doan cua chuong trinh va dat cac giai thudng nho nhu Nhan vien xuat sac cua Thang, de tao nhung dong luc kip thdi va tang them nguon cam lam viec cho cac nhan vien ngan hang Dac biet, can xac dinh rd rang muc tieu chien luoc tung thdi ky de cd nhung chuong trinh thi dua phu hop Van de chi phi danh cho cac chuong trinh thi dua cung can duoc phan tach rd rang ddi vdi san pham truyen thong va san pham lien ket Vdi nhung san pham lien ket thi phan ldn chi phi se la NHTM chiu trach nhiem neu doanh thu ve SPBH lien ket cao cung cd nghia doanh thu ve san pham ngan hang cao, trudng hop ddi tuong duoc loi nhieu hon la NHTM Con doi vdi nhung san pham truyen thong, doanh thu phi se tinh toan bo cho BVNT, vi the, vdi nhung chuong trinh thi BVNT se la don vi tai trg chi phi chinh nham tao dong luc phan dau cho toan he thong NHTM ddi tac - Cong tac dao tao dai ly: De nang cao hieu qua dao tao, BVNT can dam phan, thoa thuan vdi ngan hang de dua duoc nhung cam ket tu phia ngan hang ve muc tieu kinh doanh sau mdi khoa dao tao Muc tieu kinh doanh se phu thuoc 91 vao tung thai ky, tung lire luong dai ly cua NHTM va vdi tung NHTM noi rieng Viec xac dinh muc tieu kinh doanh cu the va yeu cau NHTM co cam ket hoan nham xac dinh ro rang trach nhiem cua NHTM mdi quan he lien ket nay, ddng thdi cung tranh duoc viec BVNT bo cdng sue, chi phi va thdi gian de dao tao NHTM chi coi viec tham gia cac khoa dao tao la tham gia theo dung quy trinh phdi hap Ngoai ra, BVNT va NHTM cung can tang cudng chat luong cac hoat dong dao tao cho nhan vien ngan hang thong qua viec cai tien noi dung va tang cudng cac hoat dong dao tao ve san pham va cac ky nang tu van SPBH 3.2.5 Tang cudng quang cao gidi thieu san pham BVNT can day manh cac hoat dong quang cao, tuyen truyen de ngudi dan hieu ve bao hiem nhan tho noi chung va ve viec khach hang hoan toan cd the mua 7 ' san pham bao hiem thong qua cac NHTM noi rieng bang nhieu phuong thuc, vi du nhu: Quang ba san pham gan kem vdi hinh anh the manh cua BVNT hoac hinh anh the manh cua NHTM d nhung vung mien dja phuong khac Nhu vay cd the tan dung duqc the manh ve thuong hieu viec khai thac san pham Day cung la mot sd nhung uu diem ldn cua kenh phan phdi can duqc tan dung triet de Ngoai ra, BVNT cung can nang cao nang luc tai chinh, minh bach cac bao cao tai chinh va cac hoat dong kinh doanh bao hiem de lam tang uy tin cua BVNT tren thi trudng tai chinh tao niem tin vung chac cho khach hang va cac NHTM ddi tac, qua do, nang cao vi tri cua minh cac mdi quan he lien ket vdi NHTM Mac du la mot hinh thuc mdi, nhung kenh phan phdi SPBT qua NHTM da va dang phat trien trd kenh phan phdi hieu qua viec cung cap san pham bao hiem tren the gidi Nhung mdi qudc gia cd mot hoan canh kinh te khac nhau, mot tap quan tieu dung khac nhau, mot he thong luat phap khac nhau, vi the tdi su khac de cd nhung budc di chinh xac, nhung bien phap cu the de cd the phat huy tdi da uu diem cua kenh phan phdi, qua dat duqc ket qua cao nhat kinh doanh 92 3.3 Kien nghi r r 3.3.1 Ddi vdi Ngan hang thicong mai ddi tdc - Hien nay, he thong ngan hang van e ngai chia se thong tin khach hang voi BVNT Do do, hai to churc can chu dong hon nua viec tao dieu kien va khuyen khich doi tac cung cap thdng tin cho de moi quan he giua BVNT va NHTM co them nhieu dieu kien phat trien - Tang cudng va ddi mdi ung dung tin hoc quan ly, chu den viec xay dung he thdng tin hoc quan ly dieu hanh chung cho ngan hang va ddi mdi ung dung tin hoc quan ly tai chinh ke toan, tin hoc quan ly cac linh vuc kinh doanh mdi nhu bao hiem nhan tho, ngan hang, quan ly quy - Can cd su thdng bao kip thdi tdi BVNT ve nhung thay ddi qua trinh thay ddi co cau to chuc hoac quy trinh lam viec Tranh viec thay doi, xao tron bat ngd gay khd khan cho BVNT viec dap ung va thich nghi vdi nhung thay ddi - Cac Lanh dao cap cao cua Ngan hang can cd su dinh hudng rd rang ve muc tieu va nhung loi ich ma viec hop tac mang lai Tu cd dupe su nhat quan trien khai tu tru sd chinh cua ngan hang cho tdi cac chi nhanh, phdng giao dich cua ngan hang - Cac NHTM can xay dung chien luge phan phdi cac san pham lien ket giua NHTM va DNBH tren co sd nghien cuu va danh gia xu the thi trudng, phan loai doi tuong khach hang de cung cap dich vu phu hop vdi nhu cau, sd thich va thdi quen cua ho, tao dieu kien thuan loi, hai long nhat cho khach hang vira tiep can duoc cac san pham ngan hang vira tiep can duoc cac san pham bao hiem - Quan he hop tac giua BVNT va NHTM cd duoc cdng hay khdng phan ldn phu thuoc vao doi ngu nhan vien true tiep tien hanh cac hoat dong phan phdi san pham cua ca hai don vi Vi the, nhan vien ngan hang can duoc dao tao ky luong nhung ky nang co ban viec tiep thi va ban cac san pham BHNT Tuy nhien, tren thuc te, cac nhan vien ngan hang rat khd khan viec sap xep thdi gian de tham gia dao tao tap huan ap luc cdng viec cua ho rat ldn Vi the, cac NHTM can tao dieu kien hon cho cac nhan vien ngan hang tham gia cac khoa dao 93 tao BVNT to chuc bang viec sap xep thdi gian va khoi luong cong viec phu hop cho nhung can bo Ngoai viec tang cuong dao tao cho cac nhan vien ngan hang, BVNT va NHTM cung can phoi hop thuong xuyen kiem tra, dao tao nang cao, dao tao lai nghiep vu cho nhan vien ngan hang truc tiep phan phoi san pham bao hiem - Cac nhan vien ngan hang can chu dong hon nua khau ban hang de khai thac nhu cau bao hiem cua cac khach hang tiem nang den giao dich tai ngan hang Ho co the la dau moi phan phoi truc tiep san pham cung co the la dau moi cung cap cac thong tin can thiet de cac nhan vien, dai ly cua DNBH co the tiep can va tu van cho khach hang mot cach chu dao va thuan loi - Ngoai ra, phia NHTM cung can thiet lap mot che luong thuong thich hop de cac nhan vien truc tiep phan phoi san pham bao hiem lien ket khong coi day la mot viec lam them ma coi day la mot nhung co hoi phat trien nghe nghiep cua ho r 3.3.2 Doi v&i co' quan quan ly nha nuv'c - Vai trd cua chinh sach co mot vi tri rat quan trong viec phat trien kenh phan phoi mdi Chinh vi vay, de co the phat trien kenh phan phoi thi cac nha hoach dinh chinh sach tai Viet Nam can co nhung dinh hudng dung dan ve vi tri cua kenh phan phoi noi rieng va ve moi quan he cua DNBH va NHTM noi chung thi trudng Tai chinh - Dich vu - Su doi mdi va tao dieu kien tu phia nha nudc la mot yeu to rat quan Nha nudc can co cac bien phap cu the nhu: Nha nudc can hoan thien hon nua va nang cao he thong phap luat, co che, chinh sach, bo may quan ly cua nha nudc doi vdi dich vu bao hiem, dac biet dieu kien hoi nhap kinh te the gidi nhu hien nay, can co cac van ban phap quy hoan chinh, chat che nham ho tro hoat dong kinh doanh bao hiem tai ngan hang; - Phat trien nguon nhan luc co chat luong cao phu hop vdi yeu cau phat trien cua ngan hang co viec gui cac chuyen gia nudc sang hoc tap va cong tac nudc ngoai Va tuong lai, can co nhung bien phap, nhung chinh sach nham giu chan “chat xam” nudc cung nhu thu hut “chat xam” tu cac nudc phat trien linh vuc dich vu tai chinh 94 - Doi voi Hiep hoi bao hiem Viet Nam, voi vai trd la dai dien cua cac DNBH hoi vien, Hiep hoi bao hiem Viet Nam can co nhung dong thai tao dieu kien de kenh phan phoi SPBH qua NHTM phat trien cang manh me nhu: +/ Hoan thien hon nhung quy dinh hop tac giua DNBH va NHTM nham han che tinh trang tranh gianh doi tac lan giua cac DNBH +/ La trung gian de to chuc cac hoat dong dao tao, trao doi kinh nghiem trien khai kenh phan phoi moi giua cac DNBH hoi vien +/ To chuc cac buoi thao luan de cap nhat cac quy dinh moi cua Phap Luat, dong thdi la to chuc dung ghi nhan cac y kien dong gop cua cac DNBH hoi vien va dai dien dua mong muon cua cac DNBH toi cac co quan quan ly nha nuoc cap cao hon +/ Day manh cong tac to chuc tuyen truyen ve y nghia va hoat dong cua bao hiem toi ngudi dan Qua nang cao su hieu biet cua ngudi dan ve bao hiem noi chung va ve moi quan he giua DNBH va NHTM noi rieng ma cu the la kenh phan phoi SPBT qua NHTM voi nhung san pham uu viet dac trung cua kenh phan phoi 3.3.3 Doi vo'i Tap doan Bao Viet Hau het cac hop dong dam phan deu Bao Viet Nhan tho chu dong tim tdi va dat moi quan he Tuy nhien, cac moi quan he voi ngan hang doi Tap doan co mot vi tri rat quan gop phan khang dinh vi tri cua Bao Viet Nhan tho dam phan thoa thuan voi cac ngan hang Vi the, Tap doan Bao Viet can tao didu kien hon nua Bao Viet Nhan tho de xuat ho tro tu phia Tap doan nhu: Xem xet nhung yeu cau ma ben Ngan hang dua de nhung yeu cau lien ket da phuong dien co the kha nang dap ung duoc thi Tap doan se tich cuc hd tro 95 KET LUAN La doanh nghiep bao hiem nhan tho noi dia nhat tai Viet Nam, BVNT khong co duoc loi the ve kinh nghiem phat trien hay nguon von ldn tu Tap doan Bao Viet so vdi nhung DNBH nudc ngoai khac Tuy vay, cung voi su co gang va no luc het minh, BVNT van luon tri o vi tri mot hai DNBH co thi phan ldn nhat hoat dong kinh doanh bao hiem nhan tho tai thi trudng Viet Nam Qua viec nghien cuu thuc te tai BVNT, co the thay co hoi phat trien kenh phan phoi SPBH qua NHTM tai 'BVNT la rat kha quan, nhien nhung kho khan gap phai qua trinh trien khai cung khong phai la it Trong thdi gian tdi, BVNT can danh gia lai nhung uu va nhuoc diem cua minh, tu dua nhung dinh hudng kinh doanh can thiet de nam bat nhung loi the tu thi trudng va phat trien kenh phan phoi day tiem nang hon nua Do kenh phan phoi SPBH qua NHTM tai BVNT mdi duoc trien khai khong lau nen nhung so lieu thong ke tu thuc te chua the hien duoc tinh xu hudng mot cach chinh xac nhat Vi the, nhung nhan xet va de xuat cua toi Luan van co the chua hoan toan phu hop vdi su phat trien cua kenh phan phoi thdi gian dai sap tdi Rat mong nhan duoc su gop y va dong gop de Luan van duoc hoan thien va co tinh thuc tien hon nua Toi xin chan gui ldi cam on den Ts Nguyen Thi Hai Dudng - da dong vien, khuyen khich va hudng dan toi viec hoan thien Luan van tot nghiep Qua day, toi cung xin gui ldi cam on sau sac den cac dong nghiep cua toi tai T6ng Cong ty Bao Viet Nhan tho da tao dieu kien tot nhat de toi co duoc nhung thong tin cap nhat va huu ich 96 DANH MUC TAI LIEU THAM KHAO • • Bao Viet Nhan tho (2009), Bao cao ket qua kinh doanh nam 2008, Bao Viet Nhan tho, Ha Noi Bao Viet Nhan tho (2010), Bao cao ket qua kinh doanh nam 2009, Bao Viet Nhan tho, Ha Noi Bao Viet Nhan tho (2011), Bao cao ket qua kinh doanh nam 2010, Bao Viet Nhan tho, Ha Noi Bao Viet Nhan tho (20012), Bao cao ket qua kinh doanh nam 2011, Bao Viet Nhan tho, Ha Noi Bao Viet Nhan tho (2013), Bao cao ket qua kinh doanh nam 2012, Bao Viet Nhan tho, Ha Noi Bo Tai chinh (2008), [Nien giam] Thi trudng bao hiem Viet Nam nam 2007, NXB Tai chinh, Ha Noi Vien nghien cuu va bien tri thuc bach khoa (1998), Dai tir dien Kinh te thi trudng, Vien nghien cuu va bien tri thuc bach khoa, Ha Noi Hiep hoi bao hiem Viet Nam (2009), So lieu thi trudng bao hiem Viet Nam nam 2008, Hiep hoi bao hiem Viet Nam, Ha Noi Hiep hoi bao hiem Viet Nam (2010), So lieu thi trudng bao hiem Viet Nam nam 2009, Hiep hoi bao hiem Viet Nam, Ha Noi 10 Hiep hoi bao hiem Viet Nam (2011), So lieu thi trudng bao hiem Viet Nam nam 2010, Hiep hoi bao hiem Viet Nam, Ha Noi 11 Hiep hoi bao hiem Viet Nam (2012), Sd lieu thi trudng bao hiem Viet Nam nam 2011, Hiep hoi bao hiem Viet Nam, Ha Noi 12 Hiep hoi bao hiem Viet Nam (2013), So lieu thi trudng bao hiem Viet Nam nam 2012, Hiep hoi bao hiem Viet Nam, Ha Noi 13 Hoi dong Nha nude Viet Nam (1990), Phap lenh ngan hang, NXB Phap ly, Ha Noi 14 Bo Tai chinh (2004), Luat Kinh doanh bao hiem va cac van ban hudng dan thi hanh, NXB Bo Tai chinh, Ha Noi 97 15 Luat Ngan hang cua Phap (1941) 16 PGS TS Nguyen Van Dinh (2008), Giao trinh bao hiem, NXB Thong ke, Ha Noi 17 PGS TS Nguyen Van Dinh (2004), Giao trinh Quan tri kinh doanh bao hiem, NXB Thong ke, Ha Noi 18 PGS TS Tran Huy Hoang (2008), “Van dung mo hinh Bancassurance vao thi trudng bao hiem Viet Nam”, Tap chiNgan hang, So 08 19 ThS Huynh Thi Huong Thao (2008), “Hoat dong kinh doanh bao hiem tai cac ngan hang thuong mai Viet Nam hien nay”, Tap chiNgan hang, So 06 20 TS Nguyen Huu Hieu 2009 Tim hieu Bancassurance dirdi goc ngan hang Dia chi: http://www vnba.org.vn [Truy cap: 04/09/2009]