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  • 1. TRNG I HC NGOI THNG KHOA TI CHNH NGN HNG CHUYN NGNH TI CHNH QUC T -------***------- KHA LUN TT NGHIP ti: THC TRNG VN DNG M HNH BANCASSURANCE VO TH TRNG BO HIM VIT NAM Sinh vin thc hin : Nguyn Tuyt Nhung Lp : Anh 2 Kho : 45 Gio vin hng dn : ThS. Nguyn Th Hin H Ni, thng 5 nm 2010

2. 1 MC LC DANH MC CC T VIT TT..............................................................5 M U..................................................................................................6 CHNG 1: TNG QUAN V M HNH BANCASSURANCE...............11 I- TNG QUAN V BANCASSURANCE.................................................. 11 1. Ngun gc ra i v pht trin Bancassurane...................................... 11 2. Khi nim v Bancassurance:................................................................ 14 2.1. nh ngha ........................................................................................ 14 2.2. c im v phm vi p dng m hnh Bancassurance................... 15 2.2.1. c im ca Bancassurance ...................................................... 15 2.2.2. Phm vi p dng.......................................................................... 18 2.3. Vai tr ca Bancassurance:.............................................................. 19 2.3.1. i vi ngn hng.......................................................................... 19 2.3.2. i vi cng ty bo him................................................................ 21 2.3.3. i vi khch hng:....................................................................... 22 II- NI DUNG CA CC M HNH BANCASSURANCE ....................... 23 1. Cc knh phn phi ca Bancassurance............................................... 23 1.1. Cc i l chuyn nghip (Career Agents)......................................... 24 1.2. Cc i l c tr lng (Salaried Agents)....................................... 24 1.3. Cc nh t vn c bit....................................................................... 25 1.4. Cc nhn vin bn hng ti ngn hng............................................ 25 1.5. Thnh lp/ mua li cc i l hoc cng ty mi gii........................ 26 1.6. Bn hng trc tip ............................................................................ 26 3. 2 1.7. Bn hng qua Internet...................................................................... 26 1.8. Mi gii in t................................................................................. 27 2. Cc m hnh Bancassurance.................................................................. 28 2.1. Cc m hnh hot ng ca Bancassurance...................................... 28 2.1.1. M hnh hp tc phn phi............................................................. 28 2.1.2. M hnh chin lc lin kt ............................................................ 29 2.1.3. M hnh lin doanh ........................................................................ 29 2.1.4. M hnh tp on dch v ti chnh ................................................ 30 2.2. Cc m hnh phn phi ca Bancassurance ...................................... 31 2.2.1. M hnh thng nht (hay cn gi l m hnh chung) ...................... 31 2.2.2. M hnh chuyn nghip .................................................................. 32 2.2.3. M hnh k hoch ti chnh ......................................................... 32 III-THC TRNG V XU HNG PHT TRIN CA M HNH BANCASSURANCE TRN TH GII........................................................ 33 3.1. Th trng chu u............................................................................... 33 3.2. Th trng ti chu ............................................................................ 39 3.3. Th trng bo him ti M v chu M Latinh................................. 44 CHNG 2: THC TRNG VN DNG M HNH BANCASSURANCE TI TH TRNG BO HIM VIT NAM............................................48 I. TNG QUAN V HOT NG CA NGN HNG V BO HIM. 48 1. Tnh hnh hot ng ca cc ngn hng ................................................. 48 1. Tnh hnh hot ng ca cc cng ty bo him .................................... 50 3. Thc trng lin mi lin kt gia ngn hng v bo him..................... 54 4. 3 II. THC TRNG TRIN KHAI M HNH BANCASSURANCE TI VIT NAM ...................................................................................................... 59 1. Khung php l iu chnh........................................................................ 59 2. Cc m hnh Bancassurance ti th trng bo him Vit Nam ........... 61 2.1. M hnh hp tc phn phi................................................................. 61 2.2. M hnh lin doanh............................................................................. 66 2.3. M hnh tp on dch v ti chnh.................................................... 69 III. NH GI THC TRNG TRIN KHAI M HNH BANCASSURANCE TI VIT NAM .......................................................... 72 1. Nhng kt qu t c .......................................................................... 72 2. Nhng hn ch cn tn ti ....................................................................... 76 2.1. V pha cng ty bo him .................................................................... 76 2.2. V pha ngn hng .............................................................................. 77 2.3. V pha khch hng ............................................................................ 79 2.4. Kh khn, thch thc khch quan khc............................................. 80 CHNG III: MT S GII PHP NHM PHT TRIN M HNH BANCASSURANCE TI VIT NAM ......................................................82 I. NH HNG PHT TRIN M HNH BANCASSURANCE TRN TH TRNG BO HIM VIT NAM....................................................... 82 1. Xu hng pht trin ca th trng bo him nhn th........................ 82 1.1. Nhu cu hoch nh k hoch ti chnh v c lp ti chnh ngy cng cao hn.............................................................................................. 83 1.2. a dng ha knh phn phi, a dng ha sn phm ....................... 83 2. Xu hng pht trin ca ngnh ngn hng v knh phn phi Bancassurance.............................................................................................. 83 5. 4 2.1. Xu hng pht trin ca ngnh ngn hng ....................................... 83 2.2. Xu hng pht trin ca m hnh Bancassurance ti Vit Nam........ 87 II. GII PHP PHT TRIN M HNH BANCASSURANCE TI VIT NAM................................................................................................................. 89 1. Nhm gii php v m gii php v lut php v chnh sch ca nh nc .............................................................................................................. 89 1.1. Gii php nhm hon thin mi trng php l................................. 89 1.2. Cc xut c th i vi hot ng qun l m hnh dch v Bancassurance ........................................................................................... 90 2. Nhng gii php vi m............................................................................. 93 2.1. Cc gii php v nhn thc................................................................. 93 2.1.1. Nhn thc ca ngn hng v cng ty bo him v Bancassurance . 93 2.1.2. Nhn thc ca khch hng v Bancassurance................................ 95 2.2. Gii php v chnh sch hot ng i vi ngn hng v cc cng ty bo him..................................................................................................... 95 2.2.1. Xy dng c s h tng cn thit cho m hnh Bancassurance....... 95 2.2.2. Thit lp mi lin kt hp tc bo him ngn hng...................... 96 2.2.3. Hon thin cc sn phm Bancassurance hin hnh ...................... 97 2.2.4. Lm tt cng tc marketing v duy tr cht ch mi quan h vi khch hng............................................................................................... 99 2.2.5. Ch trng vic o to i ng nhn vin c chuyn mn............ 100 2.2.6. Nng cao cht lng dch v bo him......................................... 101 2.2.7. Nng cao tim lc ti chnh ca cc doanh nghip bo him ....... 102 KT LUN ..........................................................................................104 TI LIU THAM KHO......................................................................106 6. 5 DANH MC CC T VIT TT B : Bancassurance BN : B o Nha BHNT : Bo him nhn th BHPNT : Bo him phi nhn th DNBH : Doanh nghip bo him n.a : cha c NHTM : Ngn hng thng mi NHTMCP : Ngn hng thng mi c phn NN&PTNT : Nng nghip v Pht trin nng thn TBN : Ty Ban Nha TNK : Th Nh K TNHH : Trch nhim hu hn 7. 6 M U 1. Tnh cp thit ca ti S pht trin ca th trng ti chnh, tnh hnh kinh t quc t chnh tr n nh cng vi tin trnh hi nhp kinh t quc t din ra ngy cng su rng to iu kin v nhu cu m rng phm vi cung cp cc sn phm dch v ca ngn hng, cng ty bo him v cc nh ch ti chnh khc. Trong , ngn hng v bo him l hai nh ch ti chnh quan trng ca nn kinh t. Hot ng ca cc cng ty bo him c nhiu im khc bit so vi cc loi hnh kinh doanh khc khng ch vic chp nhn ri ro v phn mnh t cc ch th kinh doanh khc m cn kh nng nh gi khch quan v qun l chung. Trong khi , cc ngn hng trong qu trnh hot ng buc phi chp nhn kh nhiu ri ro, a phn mang tnh cht kinh t. Do , vic xy dng mi quan h cng c li gia ngn hng v bo him l iu cn thit, gip cho cc ngn hng c th hn ch ri ro mc thp nht ng thi gip cho bo him a dng ha cc sn phm bo him nhm tm kim ngun khch hng mi Hin nay, s hp tc gia lnh vc ngn hng v bo him ang din ra vi nhiu hot ng khc nhau nh u t, tn dng, phn phi sn phm bo him S giao thoa gia hot ng kinh doanh bo him vi ngn hng c th hin r trn th gii. Nhiu tp on bo him c ngn hng thng mi v ngc li, nhiu ngn hng thng mi thnh lp cng ty bo him. y l xu hng th hin s h tr nhau cng kinh doanh v pht trin. Bancassurance l khi nim ch s lin kt gia ngn hng v bo him. Khi nim ny hin nay c rt nhiu bi bo nhc n nh l mt knh phn phi sn phm bo him hiu qu bn cnh phn phi truyn thng (qua i l) v knh trc tip (bng th, email). Ti th trng bo him trn th gii xu 8. 7 hng t l doanh thu ph ca knh phn phi truyn thng ang gim dn, thay th vo l doanh thu ph t Bancassurance. M hnh Bancassurance ngy cng p ng tt nht nhu cu ca khch hng v sn