Hot ng Bancassurance Ti Vietcombank - Chi Nhnh Tnh Qung Ngi

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DANH SCH NHM 2Lp Ti chnh Ngn hng K21PH v tnim nh gi 1. L Th Ngc nh5 2. L Th Kim Cc5 3. Trn Th Thanh Diu7 4. Ninh Th Thy Giang5 5. Trn Th M Hnh5 6. Hong Phng Loan9 7. L Thanh Ngh7 8. inh Hng Quang5 9. V Th Th10 10. V Thanh Tin10 11. Nguyn Minh Tng9 12. Dng Th Kim Yn10

MC LC1. Bancassurance l g?22. Li ch ca Bancassurance?33. Th trng Bancassurance ti Vit Nam54. Hot ng Bancassurance ti Vietcombank Chi nhnh tnh Qung Ngi75. Khuyn ngh v kt lun12

Trc xu th m ca v hi nhp kinh t quc t, trc s cnh tranh ngy cng khc lit, duy tr s tn ti v pht trin, i hi cc doanh nghip bo him (DNBH), cc ngn hng thng mi (NHTM) trong nc phi lun nng cao cht lng hot ng, khng ngng ci tin qun l iu hnh, nng cao trnh ngun nhn lc, a dng ha cc knh phn phi sn phm,... ng thi phi c nhng thay i trong chin lc kinh doanh, chin lc marketing v chin lc phn phi sn phm. Mt trong nhng thay i ni bt trong lnh vc kinh doanh bo him - ngn hng ti Vit Nam trong mt vi nm qua l s xut hin v pht trin ca cc m hnh lin kt gia cc DNBH vi cc NHTM trong vic pht trin v phn phi cc sn phm bo him qua ngn hng (Bancassurance). Thc tin cho thy, hot ng lin kt gia bo him - ngn hng bc u hnh thnh v pht trin Vit Nam, hot ng ny v ang mang li li ch cho c DNBH, ngn hng v khch hng. Bi vit ny phn tch v tim nng, li ch cng nh nhng kh khn v hn ch trong vic trin khai m hnh v pht trin cc sn phm Bancassurance, ng thi chia s mt s kin gp phn pht trin cc sn phm Bancassurance nhm a dng ha sn phm kinh doanh ca cc ngn hng. 1. Bancassurance l g?Bancassurance l vic cc ngn hng tham gia phn phi cc sn phm bo him ca DNBH cho khch hng ca ngn hng. Bancassurance chnh thc xut hin u tin ti Php, sau pht trin mnh m chu u vo nhng nm u tin ca th k 21, v tr thnh knh phn phi chnh cho cc sn phm bo him nhn th v ngy cng tr nn quan trng hn i vi vic phn phi cc sn phm bo him phi nhn th. Chnh nhng hu ch do Bancassurance mang li nn trn th gii c kh nhiu nghin cu v vn ny nh cc nghin cu ca Tp on ti bo him Munich Re, Swiss Re, T chc nghin cu marketing v bo him quc t (LIMRA), Ngn hng HSBC... Cc ni dung nghin cu ny a ra c nhng l thuyt cn bn ca hot ng bo him lin kt ngn hng v a ra nhiu bi hc kinh nghim t cc nc trin khai hot ng ny. Bancassurance bao gm cc sn phm bo him c tnh thng mi vi hai nhm sn phm c bn l sn phm Bancassurance nhn th v sn phm Bancassurance phi nhn th. (i) Sn phm Bancassurance nhn th: cc sn phm bo him ny bo him tnh mng hoc tui th ca con ngi nhm b p cho ngi c bo him mt khon tin khi ht thi hn bo him hoc khi ngi c bo him b cht hoc b thng tt ton b vnh vin. Sn phm ny c th chia thnh nhiu loi nh: Bo him trn i; Bo him sinh k; Bo him t k; Bo him hn hp; Bo him tr tin nh k; Bo him lin kt u t; Bo him hu tr (ii) Sn phm Bancassurance phi nhn th: cc sn phm bo him ny bo him ti sn, trch nhim dn s v cc nghip v bo him khc khng thuc bo him nhn th. Sn phm ny c th chia thnh nhiu loi nh: Bo him ti sn v bo him thit hi; Bo him hng ho vn chuyn ng b, ng bin, ng thy ni a, ng st v ng hng khng; Bo him hng khng; Bo him xe c gii; Bo him chy, n; Bo him thn tu v trch nhim dn s ca ch tu; Bo him trch nhim; Bo him tn dng v ri ro ti chnh; Bo him thit hi kinh doanh; Bo him nng nghip2. Li ch ca Bancassurance?Bancassurance mang li li ch cho ngn hng, cho cc DNBH, cho c khch hng v cho cc c quan qun l Nh nc .(i) i vi ngn hng, Bancassurance gip cho ngn hng c thm sn phm mi cung cp cho khch hng nhng li khng b i hi phi tng vn trn c s ri ro nh i vi cc sn phm n thun ca ngn hng, qua nng cao nng lc cnh tranh, tng kh nng duy tr khch hng v thu ht thm khch hng mi. Hot ng Bancassurance to thm ngun thu nhp mi t hoa hng bo him cho t chc ngn hng v cc nhn vin ngn hng. Ngoi ra, vic bn cc sn phm bo him ng thi vi dch v cho vay tn dng cn gip ngn hng gim thiu ri ro khng thu hi c cc khon n khi khng may c ri ro xy n vi ngi vay tin ti ngn hng. Bancassurance cn gip cho ngn hng c thm ngun vn huy ng thng qua vic thu ph bo him t khch hng v thng qua tha thun hp tc trong u t gia ngn hng v bo him. (ii) i vi DNBH, DNBH s c li th tip cn vi lng khch hng khng l ca cc ngn hng v bn bo him cho h thng qua mng li phn phi ca ngn hng m khng cn pht trin h thng chi nhnh v nhn vin bo him. y l c hi cho cc DNBH c th c c ngun thng tin qu gi v khch hng ca ngn hng v gip DNBH c c mt c hi mi trong kinh doanh. S dng knh phn phi qua ngn hng, DNBH s tit kim c chi ph so vi vic s dng cc knh phn phi truyn thng l i l hay mi gii bo him. (iii) i vi khch hng, nu khch hng tham gia sn phm bo him trong m hnh Bancassurance s c hng li t mc ph bo him thp hn (do DNBH tit kim c chi ph) v cc dch v ti chnh trn gi ph hp nht vi nhu cu ca mnh m h c th khng c c nu nh ngn hng v DNBH hot ng ring r vi nhau. (iv) Cn i vi c quan qun l nh nc v kinh doanh ngn hng, bo him ( nc ta hin nay l Ngn hng Nh nc v B Ti chnh) th vic cc DNBH v cc NHTM thc hin m hnh Bancassurance s gip cho cc c quan ny thun li hn trong vic qun l i vi: Cc t chc, n v thc hin kinh doanh bo him v c n v u mi trin khai; Danh mc cc sn phm bo him khai thc; Doanh thu khai thc bo him; Qun l c ngun thu thu (gi tr gia tng, thu nhp...), ph (o to, cp chng ch hnh ngh...) vi loi hnh kinh doanh bo him ny... Quan trng nht theo nh hng v m th hin nay knh phn phi Bancassurance l knh phn phi gip cho th trng bo him ni ring v th trng ti chnh ni chung ngy cng pht trin. 3. Th trng Bancassurance ti Vit NamTrc nm 1993 (khi cha c Lut Kinh doanh bo him), Vit Nam ch c duy nht mt DNBH l Tng cng ty Bo him Vit Nam hot ng kinh doanh bo him trong iu kin bao cp nn vai tr ca hot ng bo him trong s nghip pht trin kinh t - x hi cn hn ch, mi lin kt gia ngn hng v bo him hu nh cha c g ng k. Sau khi Ngh nh s 100/CP ca Chnh ph ra i, th trng bo him Vit Nam t nhiu thnh tu to ln, pht trin mnh m c v s lng cc DNBH cng nh qui m ca doanh thu ph bo him. V th, vn qun l th trng bng lut chuyn ngnh v h thng cc quy phm php lut khc c t ra. Do , thng 12 nm 2000, Lut Kinh doanh bo him s 24/2000/QH10 c ban hnh thay th Ngh nh 100/CP ca Chnh ph qun l th trng bo him Vit Nam. Cho n nay, h thng cc vn bn php lut v kinh doanh bo him c xy dng v ban hnh cc cp qun l t Chnh ph n B Ti chnh. H thng cc vn bn php quy phn no p ng c yu cu pht trin th trng bo him v l cng c quan trng gip cho vic qun l th trng bo him pht trin an ton, hiu qu. ng thi l c s php l quan trng cc DNBH ch ng lin kt vi cc ngn hng thng qua tha thun hp tc phn phi cc sn phm bo him truyn thng n cc khch hng c quan h tn dng vi ngn hng. Lut Cc t chc tn dng 2004 (sa i, b sung Lut Cc t chc tn dng s 1997) v Lut Cc t chc tn dng nm 2010 cho php cc t chc tn dng c cung ng cc dch v bo him hoc thnh lp cc cng ty c lp kinh doanh bo him, do vy s lin kt hot ng gia bo him v ngn hng ny c c s pht trin chnh thc, thm nhiu hnh thc cht ch hn. Trong thc t, t nm 2000 n nay, trn th trng Vit Nam xut hin mt s m hnh lin kt gia ngn hng v bo him nh sau: + Ngn hng lm i l khai thc bo him: Vietinbank v Bo Vit (2001); Techcombank v Bo Vit (nm 2006); ABBank v Cng ty TNHH Bo him Nhn th Prvoir Vit Nam (2008); ACB v Cng ty TNHH Bo him Nhn th Prvoir Vit Nam (2009); Maritime Bank v Prudential (2010); ACB lin kt vi Cng ty TNHH Bo him Nhn th AIA Vit Nam (2010); Sacombank phi hp Cng ty bo him nhn th Dai-ichi Vit Nam (2012). + Ngn hng gp vn thnh lp DNBH di hnh thc lin doanh hoc c phn: Vietinbank cng Cng ty bo him chu Singapore thnh lp Cng ty lin doanh bo him chu - Ngn hng Cng thng (gi tt IAI) chuyn hot ng trong lnh vc bo him phi nhn th (2002); Agribank cng Tng cng ty c phn Ti Bo him quc gia Vit Nam v hai Cng ty cho thu Ti chnh I, II thuc NHNo&PTNT Vit Nam gp vn thnh lp Cng ty c phn Bo him Ngn hng Nng nghip (2006); Vietcombank v SeAbank cng Cardif thnh lp Cng ty lin doanh bo him VCLI (2008); cng trong nm 2008, SHB v Tp on cng nghip Than - Khong sn Vit Nam cng mt s c ng khc gp vn thnh lp Cng ty c phn bo him SHB - VINACOMIN (gi tt l Bo him SVIC).+ Ngn hng thnh lp DNBH trc thuc hoc Tp on Bo him thnh lp ngn hng trc thuc hnh thnh tp on dch v ti chnh: BIDV mua li ton b phn vn gp ca cng ty Bo him quc t QBE trong lin doanh Bo him Vit c thnh lp cng ty con trc thuc BIDV chuyn hot ng trong lnh vc bo him Phi Nhn th (2005); Vietinbank mua li phn vn gp ca Cng ty bo him chu Singapore, do Lin doanh bo him chu IAI cng chnh thc tr thnh cng ty con trc thuc Vietinbank (2008); Tp on Bo Vit cng chnh thc ra mt Ngn hng TMCP Bo Vit vi phn vn chi phi ca Tp on Bo Vit hnh thnh Tp on Ti chnh - Ngn hng - Bo him (2008).4. Hot ng Bancassurance ti Vietcombank Chi nhnh tnh Qung Ngi V hot ng Bancassurance c th c nghin cu gii hn trong phm vi bi vit ch yu l a bn tnh Qung Ngi vi hai n v l Ngn hng TMCP Ngoi thng Vit Nam Chi nhnh tnh Qung Ngi v Cng ty TNHH Bo him Nhn th Vietcombank Cardif (VCLI), y l hai n v trc thuc Ngn hng TMCP Ngoi thng Vit Nam (Vietcombank). Ngay trong giai on u VCLI mi thnh lp v trong cc nm va qua, Ngn hng TMCP Ngoi thng Vit Nam Chi nhnh tnh Qung Ngi lun c VCLI chn l mt trong cc n v in hnh trin khai m hnh v pht trin cc sn phm Bancassurance. (Bng 1)Bng 1: Kt qu hot ng ca VCLI trong 03 nm (2012 2014)CH TIUn v tnhNm 2012Nm 2013Nm 2014

Chi nhnh n v010101

Phng KD khu vc 555

Nhn vinNgi175185195

Tng i l Bancassurancen v145155170

i l c nhn BancassuranceNgi10.40011.20011.800

Tng doanh thu:T Bancassurance:- SP bo v- SP tch ly-SP sc kheTriu ng429.000276.00055.000167.00070.000450.000300.00062.000198.00083.000480.000340.00070.000219.00095.000

Li nhun trc thuTriu ng

94.700116.868138.767

Li nhun sau th71.44589.274107.103

Trch qu d phng210.000236.000262.000

Li trn 1 c phiung1.6001.8001.900

Tng ti snTriu ng2.064.0002.356.0002.648.000

Thu nhp t bo bim ca NHNo & PTNT 42.00050.00063.000

Ngun: Phng Bo him - VCLI p ng nhu cu ca khch hng v ca h thng Ngn hng TMCP Ngoi thng Vit Nam , v pha VCLI xy dng v thit k nhiu loi sn phm Bancassurance cung cp cho th trng. Hin nay, cc sn phm Bancassurance trin khai v thc hin c th phn chia thnh 03 nhm sn phm bo him c bn nh sau:- Nhm sn phm bo v: bao gm bo him tnh mng sc khe con ngi, bo him ti sn v bo him trch nhim php l, nhm sn phm ny c phn phi theo hai cch:+ Bn c lp vi cc sn phm ngn hng v cung cp cho i tng khch hng l cc doanh nghip thng qua mi quan h thng xuyn vi Ngn hng TMCP Ngoi thng Vit Nam. Vic tn dng cc mi quan h gn b vi khch hng phn phi sn phm bo him s c c hi thnh cng cao hn cc knh phn phi khc v nh m hnh Bancassurance s mang li thu nhp ng k cho chi nhnh t hoa hng bo him v ph dch v i km hp ng bo him c k kt nh: ph chuyn khon, dng tin ph bo him t khch hng n VCLI qua ti khon thanh ton vi li sut tin gi khng k hn.+ Bn km vi cc sn phm ngn hng hoc l iu kin c hng dch v ca ngn hng khi khch hng c nhu cu quan h tn dng vi Ngn hng TMCP Ngoi thng Vit Nam. Nhm sn phm ny c cung cp cho cc khch hng thuc mi thnh phn kinh t nh cc doanh nghip, cc h gia nh v c nhn. Mc ch ca sn phm l ngoi cc thu nhp t hoa hng v ph dch v cn l mt trong nhng bin php m bo dng vn tn dng c an ton trc cc ri ro thin tai khch quan gy tn tht ti ti sn th chp, bo lnh hoc ti sn hnh thnh t ngun vn vay.- Nhm sn phm tch ly, tch hp vi sn phm ngn hng: ch yu l cc sn phm n gin phc v cho khch hng h gia nh v c nhn c nhu cu h tr ti chnh kp thi v bo v tng lai hc vn ca con tr trc nhng ri ro khng lng trc- Nhm cc sn phm sc khe, bao gm bo him v bnh him ngho, bo him tnh mng v sc khe cho cn b nhn vin.i vo chi tit, ta c th tm tt v m t cc sn phm Bancassurance ca VCLI trin khai v thc hin trong thi gian qua theo bng tng hp di y: (Bng 2)Bng 2: Cc sn phm Bancassurance ang c VCLI trin khaiCc sn phm Bo him cung cpM t sn phm

Bo An Tn Dngi tng:- S dng cho cc sn phm tn dng dng cho khch hng c nhn v h kinh doanh ca Vietcombank- C nhn trong tui 18-60 v c bo v n 70 tui.Phm vi bo him:- T vong hoc thng tt ton b vnh vinThi hn ti thiu ca khon vay c bo him: - Trn 3 thng i vi cc Hp ng bo him ng ph hng thng; v Trn 6 thng i vi cc Hp ng bo him ng ph hng qu, na nm v hng nmQuy nh tng s tin bo him:- Ti thiu: khng c- Ti a: 20 t

Bo An Thn Tii tng:- Cc khch hng l cha m c nhu cu tit kim tin m bo tng lai cho con ci- tui t 18-60 tui- Tui uc bo him : ti a 70 tui tnh theo ngy sinh nht.Phm vi bo him:- T vong hoc thng tt ton b vnh vinThi hn bo him:- Cho n khi ngui th hung uc 21 tui (tnh theo ngy tham gia) v nhn xong nhn thanh ton

Bo An Giai tng- Cc khch hng l c nhn tm kim gii php sn sng v ti chnh cho vic iu tr cho cc thnh vin trong gia nh mnh Cc khch hng l t chc mong mun cung cp mt khon ti chnh d phng cc cn b cng nhn vin an tm.- Cc nhn c bo him tui t 18-60 tuiPhm vi bo him:- Bo him cho cc cn bnh him ngho

Ngun: Phng Bo him VCLITh trng kinh doanh dch v bo him ni chung v bo him phi nhn th ni ring trong nhng nm qua ti a bn tnh Qung Ngi pht trin nhanh chng theo xu th pht trin chung ca th trng bo him trong nc. T nhng nm trc nm 2000 ch mi c 2 n v hot ng kinh doanh bo him l 2 chi nhnh ca Bo Vit v ca Bo Minh, nhng n cui nm 2014 c tng cng 16 DNBH phi nhn th m chi nhnh, phng giao dch kinh doanh bo him trn a bn tnh Qung Ngi (c nc hin c tng cng 30 DNBH phi nhn th ang hot ng kinh doanh), tng 6 DNBH so vi cui nm 2010. Trong s 16 n v kinh doanh bo him trn a bn Qung Ngi c nhiu n v c phn vn gp t cc NHTM nh: Bo him SHB - VINACOMIN c vn gp t NHTM c phn Si Gn H Ni; BIC c gp vn t NHTM c phn u t v Pht trin Vit Nam; Bo him chu l cng ty con trc thuc NHTM c phn Cng Thng Vit Nam; VCLI c phn vn gp t Ngn hng TMCP Ngoi thng Vit Nam; v hu ht cc chi nhnh, vn phng kinh doanh bo him cn li u trin khai thc hin vic khai thc bo him thng qua knh Bancassurance bng hnh thc cc DNBH k tha thun, lin kt vi cc NHTM trn a bn cung cp sn phm dch v bo him theo m hnh tha thun phn phi (i l bo him hng hoa hng). Doanh thu khai thc bo him ca cc DNBH phi nhn th trn a bn tnh Qung Ngi lun c knh Bancassurance t nm 2012 n 2014 nh sau: (Bng 3)Bng 03: Doanh thu ca cc DNBH ti Qung Ngi (2012-2014)n v tnh: triu ngTn n vDoanh thu

Nm 2012T trngNm 2013T trngNm 2014T trng

PIJICO14.50010,1%15.2509,4%18.85010,1%

Bo Vit48.50033,8%49.70030,6%47.60025,5%

Bo Minh16.60411,6%18.67011,5%24.50013,0%

AAA10.1977,1%10.7006,6%14.0007,5%

Vin ng2.9502,0%5.0353,1%6.4053,4%

VCLI5.0213,5%7.4504,6%8.9804,8%

BIC4.3203,0%6.9804,3%6.7503,6%

Bu in (PTI)8.0895,6%11.0006,8%13.8007,4%

PVI6.9124,8%6.9904,3%8.1204,5%

Cc DNBH Khc26.52718,5%30.70018,9%37.80020,2%

Cng143.620100,0%162.475100,0%186.805100,0%

Ngun: Cc Thu, Cc Thng k v Chi nhnh NHNN tnh Qung NgiTrn thc t, vic trin khai ca VCLI ti tnh Qung ngi bc u mang li mt s hiu qu ht sc thit thc. Tuy nhin, trong qu trnh trin khai m hnh v pht trin cc sn phm Bancassurance ca VCLI ti Ngn hng TMCP Ngoi thng Vit Nam chi nhnh tnh Qung Ngi vn cn mt s tn ti cn phi c hng khc phc: doanh thu khai thc bo him cha tng xng vi tim nng v mng li hot ng ca Ngn hng TMCP Ngoi thng Vit Nam chi nhnh tnh Qung Ngi, cng tc chm sc khch hng sau khi bn bo him cha c quan tm, cng tc o to, phn cng cn b v cng tc marketing trong m hnh Bancassurance vn cn nhiu thiu st, hn ch Nh vy, tnh n thng 6/2015, Bancassurance trn th trng Vit Nam xut hin y cc m hnh t tha thun lm i l phn phi n thnh lp cng ty lin doanh hoc s hu n nht theo hnh thc cng ty m - cng ty con hoc mt tp on ti chnh s hu c ngn hng v bo him. Vit Nam l mt th trng c nhiu tim nng pht trin Bancassurance, tuy nhin, qua hn 15 nm hnh thnh v pht trin, vic hp tc gia cc NHTM v DNBH vn cn nhiu hn ch, cha tng xng vi tim nng ca cc bn, nht l trong lnh vc bo him phi nhn th. Cc m hnh Bancassurance ph bin trn th gii mc d u xut hin ti Vit Nam song ph bin nht hin nay vn l m hnh tho thun phn phi (i l bo him hng hoa hng); m hnh lin doanh trong bo him hnh thnh nhng cha tht s pht trin; m hnh cng ty m - cng ty con v m hnh tp on ti chnh s hu c NHTM v DNBH ang gp nhiu ro cn v c ch thnh lp v hot ng. Bn cnh , cc sn phm bo him c th c th tch hp vi sn phm ngn hng truyn thng trong m hnh Bancassurance cn rt t.5. Khuyn ngh v kt lunSn phm Bancassurance ti VCLI cha phi l mu c tnh i din cao, tuy nhin, vi t trng doanh thu Bancassurance ti VCLI chim 72% nm 2012; 58% nm 2013 v nm 2014 l 61% - vi t trng doanh thu ny th hot ng Bancassurance ca VCLI tng ng vi cc cng ty bo him nhng nc c Bancassurance pht trin. Hin ti, VCLI c mt th trng kh rng - VCLI trin khai Bancassurance ti hn 89 chi nhnh Ngn hng TMCP Ngoi thng Vit Nam trn ton quc vi doanh thu t hot ng Bancassurance c tc tng rt nhanh (doanh thu nm 2012 l 95 t ng; nm 2013 l 217 t ng, gp gn 2,3 ln v nm 2014 gp 2,6 ln so vi nm 2012); Nhng kt qu k trn cho thy hot ng Bancassurance ca VCLI cng c tnh tham kho kh tt cho th trng Bancassurance ca Vit Nam. Do vy, cc nghin cu gn y a ra mt s khuyn ngh chung nh sau:Th nht, cc NHTM cn phi nhn thc c tm quan trng v nhng li ch m Bancassurance mang li tht cht hn na s hp tc gia ngn hng vi cc DNBH. Theo T chc LIMRA, (2006) th c ti 5 trn 7 nc chu (Trung Quc; Hng Kng; n ; Nht Bn; Malaysia) tham gia kho st u xc nh s hp tc t pha ngn hng vi cc DNBH khng cht ch l mt thch thc ln trong vic pht trin m hnh Bancassurance. Chnh s hp tc khng cht ch dn n tnh trng thiu s quan tm v u t ng mc cho pht trin Bancassurance. Th hai, cc ngn hng cn phi xy dng chin lc phn phi cc sn phm Bancassurance trn c s nghin cu v nh gi xu th th trng; phn loi i tng khch hng cung cp dch v bo him cho ph hp vi nhu cu, s trng v thi quen ca h, to iu kin thun li, hi lng nht cho khch hng va tip cn c cc sn phm ngn hng va tip cn c cc sn phm bo him.Th ba, ngn hng v cc DNBH phi cng nhau thit k nhng sn phm bo him ph hp, ch pht trin nhng sn phm, dch v bo him ti phn khc nhm khch hng cao cp, khch hng c thu nhp cao, thng xuyn s dng dch v ngn hng v bo him. Mi sn phm, dch v bo him khi cung cp cho nhm khch hng ny phi c thc hin mt cch nhanh chng, chnh xc, c nhng chnh sch u i v ph bo him hay ph dch v ngn hng. ng thi, o to mt s nhn vin cao cp, giu kinh nghim chuyn chm sc, phc v cho nhng khch hng thuc nhm ny.Th t, phn bit m hnh Bancassurance vi cc knh phn phi sn phm bo him khc c c ch qun l ph hp, bn cnh cng cn to s khc bit i vi cc sn phm bo him bn qua knh ngn hng, hin nay s khc bit ny cha c th hin.Th nm, lu n vn bo mt thng tin khch hng nh th no cho ph hp. Khun kh php l ca cc quc gia ch quy nh v vic cng khai ho thng tin ti chnh i vi DNBH m cha c quy nh v vic DNBH c php chia s thng tin ca khch hng cho mt i tc khc. Theo , trng hp ngn hng lm i l cho DNBH th s khng c tit l cc thng tin ca khch hng lm thit hi n quyn v li ch hp php ca khch hng, nhng nu khng c nhng c ch ci m vic chia s thng tin gia ngn hng v bo him trong m hnh Bancassurance th r rng s khng khuyn khch m hnh ny pht trin.Th su, t chc lp o to, nng cao tay ngh, cp chng ch i l bo him cho cc nhn vin cha c o to m rng v pht trin knh phn phi. Theo ng Quch Thnh Nam, Trng phng Bancassurance, Tng cng ty Bo him Bo Vit cho rng: Mt trong nhng ro cn ln nht l cn b bn hng/t vn vin ti nhiu ngn hng khng hiu r cc c tnh k thut/quyn li kh phc tp ca sn phm bo him. Trong m hnh Bancassurance, i l vin ng vai tr ht sc quan trng v trc tip tc nghip i vi khch hng to ra dch v bo him, do , trc ht phi c tay ngh cao, hiu r v dch v bo him; mt khc, khi tuyn chn o to m rng i ng i l vin chi nhnh nn tuyn chn ch yu cc nhn vin ang cng tc cc b phn thng xuyn tip xc, giao dch vi khch hng: Tn dng; Dch v & Marketing; Thanh ton quc t v K ton. Th by, cn c s hp tc cht ch, s phi hp n khp nhp nhng gia cc nhn vin, gia cc b phn v gia ngn hng vi cc DNBH trong qu trnh gii quyt cng vic vi tinh thn on kt ni b cao, phc v khch hng vi mt thi chu o, nhit tnh thc hin tt trit l kinh doanh ca ngn hng.Kt lunTheo Swiss Re - mt trong nhng doanh nghip ti Bo him ln nht trn th gii - ni v Bancassurance nh sau: Bancassurance l mt chin lc ca cc ngn hng v cc cng ty bo him nhm khai thc vi phng thc t nhiu tch hp th trng cc dch v ti chnh. iu ny ch r s ph thuc ln nhau gia cc dch v ti chnh khc nhau cng nh vic phn phi cc sn phm ny trong cng mt th trng dch v ti chnh. Trong bi cnh hin nay, khi m th trng ti chnh Vit Nam cng nh th gii ang c nhng din bin phc tp, hot ng bo him c lp cng nh hot ng ngn hng truyn thng c khng t cc ro cn th s hp tc tch cc gia ngn hng v cc DNBH thc y hn na hot ng Bancassurance l hng la chn thch hp v hiu qu.

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