Luận văn giải pháp hoàn thiện dịch vụ bảo hiểm tại công ty bảo hiểm nhân thọ prudential việt nam

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BO GIAO DyC VA DAO TAO
mrfdKG dai hoc kikii te qioc dak

NGUYEN ANH DUNG

GIAIPHAP HOAN THIEN D|CH VU BAO HIEM
TAI CONG TY BAO HIENINHAN THO
PRUDENTIAL VIET NAM

ChuySn nganh:

QuAn TR| KINH DOANH THUONG MAI

LUAN
VAN THAC
ST KINH TE
•
•
DAI HOC KTQD

TRUNG TAM 1HSTHONG TIN THUViEN
QUa vie*.

XXk:

GS. TS. HOANG DlJfC THAN

Ila Koi - 2004

()I
I.

CAM 0N

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Trude het cho phep em xin guri ldi cam on va bay to long biet on
chan thanh den Giao sir, Tien si Hoang Due Than, ngiroi da tan tinh

hudng dan va giup do em de hoan thanh luan van khoa hoc nay.

Ben canh do, em cung xin bay to su cam on den cac thay co giao
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trudng Dai hoc Kinh te Quoc dan khoa Thirong mai va Phong Quan ly
dao tao Dai hoc va Sau Dai Hoc da cung cap cho em nhung kien there va

nhung goi y quan trong trong qua trinh nghien cuu luan van nay.
Ngoai ra de hoan thanh dupe luan van nay khong the khong noi den

sir ho trp va giup do cua ban lanh dao Cong ty BHNT Prudential Viet
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nam va cac ban dong nghiep trong sudt qua trinh hoc tap va nghien cuu
luan van khoa hoc.
Cudi cung cho phep em dupe bay to long biet on doi vdi gia dinh va

ban be cua em, nhung ngudi luon sat canh ben em, khuyen khich dong

vien va ho trp cho em hoan thanh chuong trinh nghien cuu khoa hoc cap
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thac si tai trudng Kinh te quoc dan.

Ha noi, Thang 10 nam 2004
Nguyen Anh Dung

1


BANG CHU VIET TAT
1. AIA: Cong ty TNHH Bao hiem quoc te My

2. BHNT: Bao hiem nhan tho
3. Bao Minh CMG: Cong ty TNHH Bao Minh - CMG
4. Bao Viet: Tong Cong ty bao hiem Viet nam
5. BTTL: Bao tiic tich luy
6. CNTT : Cong nghe thong tin

7. GDP: Tong san pham quoc noi

8. KTQD: Kinh te quoc dan
9. MANULIFE: Cong ty TNHH Bao hiem nhan tho Manulife Viet nam
10. Prudential: Cong ty TNNH Baooiem nhan tho Pruuential Viet nam

11 .STBH: So tien bao hiem
12. TUG): Tong giam doc
13. ' 1TTBVV: TTuong git toan bo va vinh vi£n

14. USS: Don ni ti£n te do la My
15. VVN: Don n i taen te Viet ii nm donn

2


MUC
LUC
•
•
Ldl NOI DAU..................................................................................................... 6
CHUUNG 1: LY LUAN CHUNG VE DICH VU BAO HIEM VA HOAN
THIEN DICH VU 6 CONG TY BAO HlfeM NHAN THO.......................... 8

1.1. Dae
• diem cua dich
• vu• bao hiem va bao hiem nhan tho
• ................. 8
1.1.1. Tirth tat yeu cua dich vu bao hiem............................................. 8
1.1.2. Khai niem va phan loai dich vu bao hiem................................. 10

1.1.3. Bae diem cua dich vu bao hiem nhan tho................................. 15
1.2. Noi dung hoat dong cua cac cong ty bao hiem.............................. 21
1.2.1. Kinh doanh bao hiem, kinh doanh tai bao hiem.................... 21
1.2.2. Be phong han che rui ro ton that...............................................22
1.2.3. Giam dinh ton that........................................................................ 22
1.2.4. Bai ly giam dinh ton that, xet giai quyet boi thuong yeu cau
ngirdi thu: ba boi hoan............................................................................. 22
1.2.5. Quan ly quy va dau tic von........................................................... 23
1.3. Noi dung hoan thien cac dich vu o cong ty bao hiem nhan tho .23
1.3.1. Su can thiet phai hoan thien dich vu bao hiem nhan tho..... 23
1.3.2. Quan niem ve hoan thien dich vu bao hiem nhan tho...........24
1.3.3. Noi dung hoan thien san pham dich vu hien cocua Cong ty
bao hiem nhan tho........................................................... :...................... 25
1.3.4. Noi dung phat trien dich vu moi dCdng ty bao hiem nhan tho
............. '..................................
27
CHUONG 2: THUC TRANG DICH VU BAO HIEM CUA CONG TY
BHNT PRUDENTIAL Vl£T NAM............................................................... 33
2.1. Gidi thieu chung ve Cong ty BHNT Prudential Viet Nam........ 33
2.1.1. Khai quat ve Cong ty Prudential Vuong Quoc Anh................33
2.1.2. Qua trinh hinh thanh va phat trien cua Cong ty BHNT
Prudential Viet Nam.............................................................................. 33
2.1.3. Thitc trang cac nguon lire hien nay cua Cong ty Prudential
Viet Nam.................................................................................................. 34
2.2. Phan tich thuc trang cac dich vu bao hiem cua Cong ty
Prudential Viet nam................................................................................. 38
2.2.1. Tinh hinh chung hoat dong kinh doanh cua Cong ty
Prudential Viet Nam.............................................................................. 38
2.2.2. Cac dich vu bao hiem cua Cong ty Prudential Viet nam....... 42
2.2.3. He thong phan phoi san pham dich vu cua Cong ty Prudnetial

Viet nam.................................................................................................... 78
2.2.4. Hoat dong quan ly va hdan thien dich vu................................. 83
2.3. Danh gia thuc trang dich vu bao hiem d cong ty Prudential Viet
nam..........................................................................................
100
2.3.1 Nhirng diem manh....................................................................... 100
2.3.2 Nhicng diem han che va nguyen nhan..................................... 101

3


CHUONG 3: GIAI PHAP CO BAN NHAM HOAN THIEN DICH VU
BAO HIEM TAI CONG TY BHNT PRUDENTIAL VIET NAM.......... 105
3.1. Dir bao thi trircmg bao hiem nhan tho d Viet nam va Chien lirgc
cua Cong ty BHNT Prudential Viet nam............................................. 105
3.1.1. Du bao thi trudng bao hiem nhan tho cr Viet nam................ 105
3.1.2. Chien luuc kinh doanh cua Cong ty BHNT Prudential Viet
nam........................................................................................................... 107
3.2. Giai phap chu yeu nhain hoan thien dich vu bao hiem cua Cong
ty BHNT Prudential Viet nam............................................................... 109
3.2.1. Giai phap hoan thien dich vu hien co cua Cong ty BHNT
Prudential Viet nam............................................................................. 109
3.2.2. Giai phap xay dung va phat trien dich vu bao hiem moi..... 115
3.2.3. Giai phap phat trien mang ludi dai ly va phan phoi san pham
................................................... '................. .'.........................................121
3.2.4. Giai phap hoan thien dich vu cham soc khach hang...........125
3.2.5. Day manh itng dung cong nghe thong tin trong hoat dong
hoan thien va phat trien san pham dich vu bao hiem cua cong ty
Bao hiem Nhan tho PrudentialViet Nam.......................................... 128
3.3. Mot so kien nghi voi tap doan Prudential toan cau va Nha nude

........... ’.........................
130
3.3.1. Kien nghi voi tap doan Prudential toan cau........................... 130
3.3.2. Kien nghi voi Nha nude............................................................. 131

Ket luan.................................................................................................. 133

4


DANH MUC
• CAC BANG SO LIEU
•

Bang 1: Mot so chi tieu hoat dong cua Cong ty Prudential Viet Nam....... 37
Bang 2: Phan bo tai san dau tu nam 2003..................................................... 41
Bang 3: Cac dich vu bao hiem cua cong ty Prudential Viet nam................. 43

Bang 4: Doanh thu phi bao hiem theo t£mg loai san pham chinh................44
Bang 5: Tom tat noi dung san pham chinh..................................................... 46

Bang 6: Doanh thu phi bao hiem theo tung loai san pham phu................... 64
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Bang 7: Tom tat noi dung san pham phu ...................................................... 66
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Bang 8: Ty le so tien bao hiem dupe boi thuong theo tung muc do rui ro

cua san pham chet va tan tat do tai nan...........................................................71
A

Bang 9: Boi thuong cho khach hang.............................................................. 89

DANH MUC CAC SO DO, BIEU DO

So do 1: Co cau bo may quan ly va kinh doanh cua Cong ty Prudential Viet
Nam ................................................................................................................... 36

So do 2: He thong quan ly va phat trien dai ly cua Cong ty Prudential Viet
nam..................................................................................................................... 79

Bieu do 1: Tong so khach hang....................................................................... 38
Bieu do 2: Doanh thu phi bao hiem................................................................. 39
Bieu do 3: Tong von dau tu..............................................................................40
Bieu do 4: Tai san dau tu.................................................................................. 40
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Bieu do 5: Ty le so lupng hpp dong san pham chinh................................... 45
Bieu do 6: So lupng dai ly............................................................................... 80

5


LCH NOI DAU

1. Su can thiet cua de tai nghien cuu

Bao hiem nhan tho la mot nganh kinh doanh con kha moi me tai Viet
nam. No dirge chinh thuc dirge trien khai dau tien d nude ta vao nam
1995 qua sir ra doi cua Cong ty Bao Viet Nhan Thg. Tuy nhien hoat
dong kinh doanh bao hiem nhan thg moi thuc su soi dong va phat trien
manh trong nhung nam gan day, khi ma Chinh Phu chinh thuc mo cura
thi trudng cho cac Cong ty bao hiem nhan thg nude ngoai vao kinh
doanh tai Viet Nam tu nam 1999. Prudential cung la mot trong nhung
Cong ty Bao hiem nhan thg nude ngoai dau tien dugc cap phep hoat
dong kinh doanh bao hiem nhan tho tren pham vi ca nude.
Trong nhung nam qua Cong ty bao hiem nhan tho(BHNT) Prudential
Viet Nam da dat dugc nhung thanh cong Ion tren thi trudng BHNT Viet
Nam va trd thanh Cong ty Bao hiem nhan thg so 1 tai Viet Nam. Chien
luge moi ma cong ty dua ra cho giai doan 2003-2005 la tiep tuc phat
trien va giu vung vi tri so 1 nay. Trong do cd mot muc tieu quan trong la
trd thanh Cong ty dan dau thi trudng ve phat trien cac san pham dich vu
moi de dap ung nhu cau ngay cang da dang cua thi trudng.
Mac du da dat dugc nhung ket qua budc dau kha kha quan, tao tien
de vung chac cho viec phat trien lau dai, Prudential

y Viet nam van phai
doi mat voi nhieu thach thuc. Dac biet trong dieu kien hien nay, thi
trudng bao hiem nhan thg dang cd sir canh tranh kha gay gat giua 5
cong ty bao hiem nhan tho la Baoy Viet, Bao Minh CMG, Manulife,
AIA
9
va Prudential. Trong thdi gian gan day, cac cong ty bao hiem nhan tho
lien tuc tung ra nhung san pham moi de thu hut them khach hang cho du
toe do tang trudng cua thi trudng bao hiem nhan thg sau thdi ky tang
trudng nong dang cd xu hudng cham lai. Hon the nua, rat nhieu cong ty
bao hiem nhan thg nude ngoai khac cung dang nop don xin cap phep de
dugc kinh doanh tai thi trudng Viet nam. Dieu do hua hen thi trudng
bao hiem nhan thg thdi gian tdi se ngay cang canh tranh quyet liet hon.
Dung trudc xu the do, mot yeu cau dat ra cho Cong ty bao hiem nhan
tho Prudential Viet nam la phai khong ngung hoan thien san pham dich
vu cua minh de dap ung nhu cau ngay cang cao cua thi trudng.
Prudential la tap doan bao hiem hang dau the gidi voi hon 150 nam
kinh nghiem, dac biet la nhung kinh nghiem trong viec phat trien cac
dich vu bao hiem. Tuy nhien de cd the phat trien thanh cong cac dich vu
bao hiem tai thi trudng Viet Nam cung nhu dat dugc cac muc tieu de ra
doi hoi Cong ty phai cd nhung nghien cuu nham dua ra nhung giai phap
phu hgp voi dieu kien thuc te cua Cong ty Prudential tai Viet Nam. Vi
vay tdi da lira chon de tai “Giai phap hoan thien dich vu bao hiem tai
Cong ty BHNT Prudential Viet Nam”.
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2. Muc dich nghien cuu cua luan van

-

He thong hoa ly luan ve dich vu bao hiem va hoan thien dich vu bao

hiem o Cong ty bao hiem nhan tho.

-

Phan tich, danh gia ve thuc trang dich vu bao hiem cua Cong ty

BHNT Prudential Viet Nam.
-

De xuat nhung giai phap hoan thien va phat trien nhung dich vu phu

hop voi yeu cau cua thi trubng.
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3. Doi tuong va pham vi nghien cuu cua luan van
-

Luan van nghien cuu ly luan va thuc tien hoan thien cac loai hinh

dich vu bao hiem nhan tho.
-

Pham vi nghien cuu: Dich vu bao hiem cua Cong ty BHNT

Prudential Viet Nam.

-

Thoi gian nghien cuu tu 1999 den nay.

4. Noi dung ket cau cua luan van
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Luan van ngoai loi mo dau, ket luan va danh muc tai lieu tham khao,
duoc chia thanh 3 chuong:

Chuong 1: Ly luan chung ve dich vu bao hiem va hoan thien dich vu o
Cong ty bao hiem nhan tho.
Chuong 2: Thuc trang dich vu bao hiem cua Cong ty BHNT Prudential
Viet Nam
Chuong 3: Giai phap co ban nham hoan thien dich vu bao hiem tai cong
ty BHNT Prudential Viet Nam.

7


CHlTONG 1: LY LUAN CHUNG VE DICH VU BAO HIEM VA
HOAN THIEN DICH Vt 6 CONG TY BAO HIEM NHAN THO.
■>

X

X

LI. Dac
diem cua dich
vu• bao hiem va bao hiem nhan tho•

•
•

1.1.1. Tinh tatyeu cua dich vu bao hiem
Trong cuoc song sinh hoat cung nhu hoat dong san xuat kinh doanh
hang ngay du da luon luon chu y ngan ngila va de phong nhung con ngudi
van cd nguy co gap phai nhung rui ro bat ngd xay ra. Cac rui ro do do
nhidu nguyen nhan, vf du nhu:
- Cac rui ro do moi trudng thien nhien: Bao, lut, dong dat, ret, han,
suong muoi, dich benh v.v...
- Cac rui ro xay ra do su thieu tien bo va phat trien cua khoa hoc ky
thuat. Khoa hoc ky thuat phat trien, mot mat thuc day san xuat va tao dieu
kien thuan lpi cho cuoc song cua con ngudi: nhung mat khac cung gay ra
nhieu tai nan bat ngd nhu tai nan o to, hang khong, tai nan lao dong v.v...
- Cac rui ro do moi trudng xa hoi. Day cung la mot trong nhung
nguyen nhan gay rui ro cho con ngudi. Chang han, neu xa hoi to chdc quan
ly chat che - moi ngudi lam viec va song theo phap luat thi se khong xay
ra hien tupng that nghiep, trpm cap; neu lam tot cong tac cham soc sire
khoe se han che dupe dm dau, benh tat; neu moi ngudi cd y thilc hon thi se
giam dupe cac rui ro khong dang cd nhu hoa hoan, bao luc.v.v...
Bat ke do nguyen nhan gi, khi rui ro xay ra thudng dem lai cho con
ngudi nhung kho khan trong cuoc song nhu mat hoac giam thu nhap, pha
hoai nhieu tai san, lam ngung tre san xuat va kinh doanh cua cac to chile,
doanh nghiep, ca nhan.v.v... lam anh hudng den ddi song kinh te - xa hoi
noi chung.
De ddi pho vdi cac rui ro, con ngudi da cd nhieu bien phap khac
nhau nham kidm soat cung nhu khac phuc hau qua do rui ro gay ra. Hien
nay, theo quan diem cua cac nha quan ly rui ro, cd hai nhom bien phap ddi
pho vdi rui ro va hau qua do rui ro gay ra - do la nhom cac bien phap kiem
soat rui ro va nhom cac bien phap tai trp rui ro.

* Nhom cac bien phap kiem soat do rui ro bao gom cac bien phap ne
tranh rui ro, ngan ngila ton that, giam thieu rui ro. Cac bien phap nay
thudng dupe sir dung de ngan chan hoac giam thieu kha nang xay ra do rui
ro.
Mac du cac bien phap kiem soat rui ro rat cd hieu qua trong viec
ngan chan hoac giam thieu rui ro nhung khi rui ro da xay ra, ngudi ta khong
the ludng het dupe hau qua.
* Nhom cac bien phap tai trp rui ro bao gom cac bien phap chap nhan
rui ro va bao hiem. Day la cac bien phap dupe sir dung trudc khi rui ro xay
ra neu co.
- Chap nhan rui ro: Day la hinh thiic ma ngudi gap phai ton that tu
chap nhan khoan ton that do. Mot trudng hpp dien hinh cua chap nhan rui
ro la tu bao hiem. Co rat nhieu each there khac nhau trong bien phap cha'p

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nhan rui ro, tuy nhien neu co the phan chia lam hai nhom: Chap nhan rui ro
thu dong va chap nhan rui ro chu dong. Trong chap nhan rui ro thu dong,
ngudi gap ton that khong co str chuan bi trudc va ho cd the vay muon de
khac phuc hau qua ton that. Doi vdi chap nhan rui ro chu dong, ngudi ta
lap ra quy du tru du phong va quy nay chi duqc su dung de den bu ton that
do rui ro gay ra. Tuy nhien, viec nay dan den viec nguon von khong duqc su
dung mot each toi uu hoac neu di vay thi se bi dong va con gap phai cac van
de gia tang vd lai suat...
- Bao hiem: Day la mot phan quan trong trong cac chuong trinh quan
ly rui ro cua cac to chuc cung nhu ca nhan. Theo quan diem cua cac nha
quan ly rui ro, bao hiem la su chuyen giao rui ro tren co so hop dong. Theo
quan diem xa hoi, bao hiem khong chi la chuyen giao rui ro cho phep co the
tien doan duqc cac ton that khi chung xay ra. Bao hiem la cong cu ddi pho

vdi hau qua ton that do rui ro gay ra, cd hieu qua nhat. Nhu vay, bao hiem
ra ddi la doi hoi khach quan cua cuoc song, cua hoat dong san xuat kinh
doanh.
Do ddi hoi ve su tu chu va su an toan ve tai chinh cung nhu cac nhu
cau cua con ngudi, hoat dong bao hiem ngay cang phat trien va khong the
thieu ddi vdi mdi ca nhan, doanh nghiep va mdi quoc gia. Ngay nay, su
giao luu kinh te, van hoa giua cac quoc gia ngay cang phat trien thi bao
hiem cung ngay cang md rong.
VI vay, khai niem “bao hidm” trd nen gan gui, gSn bo vdi con ngudi,
vdi cac don vi san xuat kinh doanh. Cd duqc quan he do vi bao hiem da
mang lai lqi ich kinh te xa hoi thiet thuc cho mdi thanh vien, moi don vi cd
tham gia bao hiem.
Trong nen kinh te quoc dan, bao hiem cd tac dung rat to ldn va duqc
the hien:
Ngudi tham gia bao hiem (ca nhan hay to chut) duqc trq cap, boi
thudng nhung thiet hai thuc te do rui ro bat ngd gay ra thuoc pham vi bao
hiem. Nhd do ho nhanh chong on dinh kinh te, khoi phuc ddi song va san
xuat kinh doanh ...
Nhd cd bao hiem nhung ngudi tham gia dong gop mot so phi tao
thanh nguon quy bao hiem ldn ngoai chi tra hay boi thudng con la nguon
von de dau tu phat trien kinh te ...
Bao hiem, nhat la bao hiem thuong mai con dong gop tfch luy cho
ngan sach ...
Bao hiem cung vdi ngudi tham gia bao hiem thuc hien cac bien phap
de phong tai nan xay ra nham giam bdt va han che hau qua thiet hai.
Bao hiem la chd dua tinh than cho moi ngudi, moi to chiic; giup ho
yen tarn trong cuoc song, trong sinh hoat san xuat kinh doanh; bao hiem the
hien tfnh cong dong, tuong trq, nhan van sau sac.
Bao hiem con gop phan thuc day phat trien quan he kinh te giua cac
nude, nhat la thong qua hoat dong tai bao hiem v.v...

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Cuoi cung hoat dong bao hiem thu hut mot so lao dong nhat dinh,
gop phan giam bdt tinh trang that nghiep cho xa hoi (Theo thong ke, bao
hiem cac nude thu hut 1% luc luqng lao dong xa hoi).
Bao hiem cd tac dung rat ldn ca ve kinh te lan xa hoi. Vi vay, ong
Wiston Churchill — mot chinh khach da noi: “Neu cd the, toi se viet til “Bao
hiem” trong mdi nha va tren tran mdi ngudi - cang ngay tdi cang tin chac
rang, vdi mot gia khiem ton, bao hiem cd the giai phong cac gia dinh ra
khdi tham hoa khong ludng trudc duqc”.
Ong Henny Ford da viet:
“New York khong phai la noi sinh ra loai ngudi nhung lai la noi sinh
ra cac nha bao hidm. Khong cd bao hiem, se khong cd cac toa nha choc
trdi boi khong mot cong nhan nao se chap nhan lam viec d do cao nhu vay
va cd nguy co bi roi xuong chet ngudi de lai gia dinh khon kho. Khong cd
bao hiem se khong cd nha tu ban nao giam dau tu hang trieu do la de xay
dung cac toa nha ldn, boi mot tan thuoc la cd the bien mot toa nha ay thanh
tro dd dang. Khong cd bao hiem, khong cd ai dam lai xe hoi qua cac pho.
Mot ngudi lai xe gioi van cd y there rang anh ta cd the dam vao ngudi di bo
bat cii luc nao.”.

1.1.2. Khdi niem va phan loai dich vu bao hiem

1.1.2.1. Khai niem dich vu bao hiem

Dich vu la mot qua trinh hoat dong bao gom cac nhan to khong hien
huu, giai quyet cac mdi quan he giua ngudi cung cap vdi khach hang hoac
cac tai san cua khach hang ma khong cd thay doi quyen so huu. San pham

cua dich vu cd the trong pham vi hoac vuqt qua pham vi cua san pham vat
chat.
Tir quan niem tren chung ta thay rang dich vu phai gan vdi hoat dong
tao ra nd. Cac nhan to cau thanh hoat dong dich vu khong nhu nhung hang
hoa hien huu, chung khong ton tai dudi dang hien vat. Nd la mot qua trinh
hoat dong didn ra theo trinh tu bao gom nhieu khau, nhieu budc khac nhau.
Mdi budc, mdi khau cd the la nhung dich vu nhanh hoac dich vu doc lap vdi
dich vu chinh. Mdi loai dich vu mang lai cho ngudi tieu dung mot gia tri
nao do. Gia tri cua dich vu gan lien vdi lqi ich ma ho nhan duqc tir dich vu.

Dich vu bao hiem: la loai hlnh dich vu bao gom qua trinh hoat dong
the hien ngudi bao hiem cam ket boi thudng (theo quy luat thong ke) cho
ngudi tham gia bao hiem trong timg trudng hop xay ra rui ro thuoc pham vi
bao hiem vdi didu kien ngudi tham gia bao hiem nop mot khoan phi cho
chinh anh ta hoac cho ngudi ther ba.

Dieu nay cd nghTa la ngudi tham gia bao hiem chuyen giao rui ro cho
ngudi bao hiem bang each nop khoan phi de hinh thanh quy du tru. Khi
ngudi tham gia gap rui ro dan den ton that, ngudi bao hiem lay quy du tru

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trq cap hoac boi thudng thiet hai thuoc pham vi bao hiem cho ngudi tham
gia. Pham vi bao hiem la nhung rui ro ma ngudi tham gia dang ky vdi ngudi
bao hiem.
1.1.2.2. Phan loai dich vu bao hiem
Tren thi trudng bao hiem the gidi cung nhu d Viet Nam hien nay cd
rat nhieu dich vu bao hiem khac nhau. Trong do nd duoc chia thanh hai linh
vuc rieng biet: do la BHXH va bao hiem thuong mai. BHXH la loai hinh

bao hiem khong mang tinh chat kinh doanh ma mang tinh chat xa hoi va
thudng duoc Nha nude bao trq. Do la su bien doi thay the hoac bu dap mot
phan thu nhap ddi vdi ngudi lao dong khi ho gap phai nhung bien cd lam
giam hoac mat kha nang lao dong, mat viec lam tren co sd hinh thanh va su
dung mot quy tien te tap trung nhiim dam bao ddi song cho ngudi lao dong
va gia dinh ho, gop phan bao dam an toan xa hoi. Con bao hiem thuong
mai-cdn duoc goi la bao hiem rui ro hay bao hiem kinh doanh-duqc hieu la
su ket hop giua hoat dong kinh doanh vdi viec quan ly cac rui ro. Ve ban
chat bao hiem thuong mai la bien phap chia nho ton that cua mot hay mot
sd ft ngudi cd kha nang cung gap mot loai rui ro dua vao mot quy chung
bang tien duoc lap boi su dong gop cua nhieu ngudi cung cd kha nang gap
ton that do thong qua hoat dong cua cong ty bao hiem. Do pham vi nghien
cuu cua de tai trong mot cong ty bao hiem thuong mai nen chung ta se di
sau xem xet phan loai cac loai hinh dich vu bao hiem thuong mai nay.
Trong linh vuc bao hiem thuong mai cd rat nhieu loai hinh "dich vu
bao hiem khac nhau nhu bao hiem hang hoa xuat nhap khau, bao hiem than
tau, bao hiem trach nhiem dan su chu tau, bao hiem xe co gidi, bao hiem tai
nan con ngudi, bao hiem chay va cac rui ro dac biet, bao hiem xay dung ldp
dat, bao hiem tham do va khai thac dau khi, bao hidm sinh mang ca nhan,
bao hiem nhan tho, bao hiem efty trong, bao hiem chan nuoi, bao hiem sic
dep...
Cac dich vu nay deu duoc phan loai theo tung dac trung rieng. Tuy
thuoc vao muc dich nghien cuu va quan ly, se cd cac tieu thuc khac nhau
duoc lay lam can cd. Thudng thi ngudi ta phan loai theo ddi tuqng duoc bao
hiem. Theo do cd cac loai hinh

+ Bao hiem tai san: trong do ddi tuqng duoc bao hiem la tai san cua
ngudi duoc bao hiem.

+ Bao hiem trach nhiem dan su trong do ddi tuqng duoc bao hiem la

phan trach nhiem dan su phat sinh cuan duoc bao hiem ddi vdi bi thiet hai
(mot ngudi thu ba) nhu trach nhiem cua chu xe co gidi, trach nhiem dan su
cua chu lien doanh...

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• Bao hiem nhan tho la su cam ket giua ngudi bao hiem va ngudi
tham gia bao hiem ma trong do bao hiem se tra cho ngudi tham gia (hoac
ngudi thu hudng quyen qi bao hiem) mot so tien nhat dinh khi co nhung su
kien da dinh trudc xay ra (ngudi duqc bao hiem bi chet hoac song den mot
thdi diem nhat dinh), con ngudi tham gia phai nop phi bao hiem day du va
dung han. Noi each khac, bao hiem nhan tho la qua trinh bao hiem cac rui
ro co lien quan den sinh mang, cuoc song va tuoi tho con ngudi.

Tren thuc te thi cd hai loai hinh doanh nghiep kinh doanh bao hiem
la doanh nghiep bao hiem nhan tho va doanh nghiep bao hiem phi nhan tho.
Trong doanh nghiep bao hiem, cac dich vu bao hiem lai duqc chia thanh cac
loai hinh san pham khac nhau. Do de tai nghien cuu loai hinh dich vu bao
hiem trong mot cong ty bao hiem nhan tho cu the nen chung ta se xem xet
each phan loai cua cac doanh nghiep bao hiem nhan tho.

Cac doanh nghiep bao hiem Nhan Tho cd the phan loai cac san pham bao
hiem theo cac tieu thiic:
a) Theo thdi han bao hiem va sit kien ditac bao hiem: San pham bao
hiem Nhan Tho duqc chia thanh.
* Nhom san pham bao hiem tu ky: Day la cac san pham ma thdi han
bao hiem la xac dinh trudc (5 nam, 10 nam, 15 nam...) va so' tien bao hiem
chi duqc chi tra khi ngudi duqc bao hiem tu vong trong thdi han hop dong.
* Nhom san pham bao hiem sinh ky: Cac san pham nay cung cd thdi

han bao hiem xac dinh, so tien bao hiem chi duqc chi tra khi ngudi duqc
bao hiem tu vong trong thdi han hop dong hoac khi ngudi duqc bao hiem
con song tai thdi diem ket thuc thdi han hop dong.
* Nhom san pham bao hiem nhan tho tron ddi: Nhom san pham nay
cd thdi han bao hiem khong xac dinh trudc va so' tien bao hiem duqc chi tra
bat cii khi nao ngudi duqc bao hiem tu vong

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* Nhom san pham bao hiem nhan tho hdn hop: Day la nhom cac san
pham ma thcri han bao hiem xac dinh trade va so tidn bao hiem dupe chi tra
khi ngudi dupe bao hiem tu vong trong thcri han hop dong hoac khi ngudi
dupe bao hiem con song tai thdi diem ket thuc thdi han hop dong.
* Nhom san pham tra tien dinh ky, Day la cac san phamm bao hiem
Nhan Tho, trong do neu ngudi dupe bao hiem con song den do tuoi xac
dinh, dinh ky, (hang nam, hang thang...) ho se nhan dupe so tien bao hiem.
Thdi han chi tra so tien bao hiem nay co the xac dinh trade hoac khong xac
dinh (chi tra cho den khi ngudi dupe bao hiem qua ddi).
Nhom cac san pham tren lai dupe chi tiet thanh cac san pham cd so'
■ tien bao hiem chi tra la co' dinh hay tang dan hoac giam dan...
Phan loai theo thdi han bao hiem va su kien dupe bao hiem se giup
doanh nghiep bao hiem quan ly dupe ket qua trien khai cac san pham theo
timg nhom. Ngoai ra, nd con giup doanh nghiep xac dinh dupe quy tien
mat can cd the dupe thuc hien viec chi tra kip thdi.
h) Theo dac tinh tham gia chia lai: Cac san pham bao hiem Nhan
Tho dtfcrc chia thanh hai nhom ldn:
* Nhom cac san pham tham gia chia lai; Day la cac san pham cd
cam ket chia lai, tuc la ngoai quydn lpi co ban la nhan so' tidn bao hiem khi
cd su kien bao hiem xay ra, ngudi tham gia con nhan dupe lai til ket qua

kinh doanh cua doanh nghiep bao hiem.
* Nhom cac san pham khong tham gia chia lai: Day la cac san pham,
trong do ngudi tham gia khong dupe chia lai tir ket qua kinh doanh cua
doanh nghiep ma chi dupe nhan sd' tien bao hiem khi cd su kien bao hiem
xay ra.
Phan loai theo tieu thuc nay giup doanh nghiep xac dinh ro rang cac
san pham chia lai trong co cau san pham cua doanh nghiep, tir do chien lupc
dau tu, quan ly san pham thich hop sao cho cd the thuc hien dupe cac cam
ket chia lai.
c) Theo loai hinh san pham:
San pham bao hiem Nhan Tho dupe chia thanh nhom cac san pham
chinh, cac san pham phu (con goi la san pham bo trp hay san pham bo
sung), san pham rieng le va san pham tron goi.
* Nhom cac san pham chinh: Day la cac san pham Nhan Tho thuan
tuy. Cac san pham nay thuoc mot trong cac nhom san pham da de cap d
tren (bao hiem tir ky, bao hiem sinh ky, bao hiem hdn hop, bao hiem tra
tien dinh ky, bao hiem Nhan Tho tron ddi).
* Nhom cac san pham bo trp: Day la cac san pham vd ban chat khong
phai la san pham bao hiem Nhan Tho ma la cac san pham bao hiem con
ngudi phi Nhan Tho. Vi du nhu: Bao hidm trp cap nSm vien va phSu thuat,
bao hiem tir vong do tai nan... Cac san pham nay dupe ket hop vdi san
pham chinh nhSm tang tinh hap dan cua cac san pham chinh.
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* Nhom cac san pham rieng le: Day la cac san pham chinh, khong co
su ket hop s&n vdi san pham bo trq. Neu co nhu cdu mua san pham bo trq,
ngudi tham gia se lua chon mua them.
* Nhom cac san pham tron goi: Cac san pham nay cd su ket hpp san
giua mot san pham chinh vdi mot hoac nhieu san pham bo tro nham giup
khach hang d£ dang lua chon. Vi du san pham “Phu — Thanh Dat” cua Cong
ty Prudential la su ket hop cua san pham chinh: “Phu - Tich luy dinh ky”
(san pham thuoc nhom bao hiem Nhan Tho hdn hop) va hai san pham bo
tro: “Bao hiem Nhan Tho cd ky han” va “Bao hiem chet va tan tat do tai
nan”.
d) Theo nhom khach hang: San pham bao hiem Nhan Tho duoc chia
thanh:
* San pham bao hiem Nhan Tho ca nhan: Day la cac san pham duoc
thiet ke nham bao hiem cho mot ca nhan tren mot hop dong bao hiem. Noi
each khac, so' luqng ngudi duoc bao hiem tren hop dong bao hiem ca nhan
chi la mot ngudi.
* San pham bao hiem Nhan Tho nhom: Day la cac san pham bao hiem
cho ngudi tren mot hop dong. Noi each khac, thay vi cap hop dong cho
tung ca nhan trong nhom, doanh nghiep bao hiem se cap mot hop dong
chung cho ca nhom - hop dong nay duoc goi la hop dong bao hiem chu.
Muo'n tham gia bao hiem nhom, giua ngudi ky ket hop dong bao
hiem va nhung ngudi duoc bao hiem phai cd mo'i quan he nhat dinh vi du
nhu quan he lao dong giua chu su dung lao dong va nhung ngudi lao dong,
quan he kinh te giua chu no va con no... Ngoai ra, quy mo cua nhom cung
phai du ldn nham tranh su “lua chon nghich” (nhung ngudi cd nguy co rui
ro cao thudng la nhung ngudi san sang tham gia bao hiem).
e) Theo phtfong thitc phan phoi san pham: San pham bao hiem Nhan

Tho dicac chia thanh:
* Nhom cac san pham phan pho'i kenh phan pho'i truyen thong: Cac
san pham nay thudng la cac san pham kha phuc tap, do vay duoc phan pho'i
qua kenh phan pho'i cd su dung luc luqng ban hang la cac ca nhan nhu cac
dai ly, moi gidi...Trong cac kenh phan pho'i nay, do cd su tiep xue true tiep
giua luc luong ban hang va khach hang nen khach hang duoc giai dap ngay
nhung ban khoan, thde mSc ve san pham tCr do cd the lua chon mua san
pham d6 dang hon.
* Nhom san pham phan pho'i qua kenh “Phan hoi true tiep”: Day la
nhung san pham bao hiem Nhan Tho kha don gian (vi du nhu cac san pham
thuoc nhom bao hiem tir ky), cac san pham nay duoc thiet ke de cd the
chao ban qua cac kenh phan pho'i khong su dung luc luqng ban la cac ca
nhan, ma qua cac kenh khac nhu qua mang Internet, qua dien thoai, bao,
tap chi...
Phan loai theo tieu thirc nay giup doanh nghiep bao hiem quan ly duoc
san pham theo cac kenh phan pho'i va cd chien luqc thiet ke cac san pham
phu hop chao ban qua cac kenh phan pho'i do.

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1.1.3. Dae diem cua dich vu bao hiem nhan tho

Bao hiem la mot loai hinh dich vu, do do san pham bao hiem cung
co cac dac diem chung cua cac san pham dich vu nhu tfnh vo hinh, tinh
khong the tach roti va khong the cat tru duqc, tfnh khong dong nhat va tfnh
khong duoc bao ho ban quyen. Ngoai ra, san pham bao hiem con co cac dac
diem rieng do la: san pham “khong mong dqti”, san pham cua “chu trinh
kinh doanh dao nguqc”. Chfnh vi co nhung dac diem chung va dac diem
rieng nay nen san pham bao hiem duqc xep vao loai san pham dich vu “dac

biet”.
1.1.3.1. Dac diem chung cua san pham dich vu
a) Tinh vd hinh (khong dinh hinh)
Khi mua bao hiem, mac du khach hang nhan duqc cac yeu to huu hinh
do la nhung giay td tren do co in bieu tuqng cua doanh nghiep, in ten goi
cua san pham, in nhung noi dung thoa thuan...Nhung khach hang khong the
chi ra duqc mau sac, kich thudc, hinh dang hay miii vi cua san pham “vo
hinh” ngudi mua khong the cam nhan duqc san pham bao hiem thong qua
cac gia quan cua minh.
Tfnh vo hinh cua san pham bao hiem lam cho viec gicti thieu, chao ban
san pham trd nen kho khan hon. Neu nhu da so cac san pham huu hinh co
the duqc trung bay trong cac cua hang, duqc ve tren cac bieu hien hay td
roi quang cao, duqc “pho di£n” cong dung trudc ngudi mua tiem nang... do
do cac san pham nay tac dong den cac giac quan cua khach hang, mang den
cho khach hang “cam giac vat chat”, khach hang d6 dang nhan thay duqc
“su ton tai” cua san pham. Nhung cac san pham dich vu trong do co san
pham bao hiem thi khong nhu vay. Khi mua san pham bao hiem, ngudi mua
chi nhan duqc nhung ldi htra, ldi cam ket v£ nhung dam bao vat chat trudc
cac rui ro.
Tfnh vo hinh cua san pham bao hiem con lam cho khach hang kho
nhan thay su khac nhau giua cac san pham cua cac doanh nghiep bao hiem.
Viec “kiem nghiem” chat luqng thuc su cua mot san pham bao hiem chi xay
ra khi cd cac su kien bao hiem lam phat sinh trach nhiem boi thudng hay
chi tra cua cong ty bao hiem. Chi den luc do, khach hang mdi cd the so
sanh duqc chat luqng cac san pham bao hiem ma cac doanh nghiep cung
cap.
De khde phuc cac van de nay sinh, cac doanh nghiep bao hiem can su
dung nhieu bien phap nham tang tinh huu hinh cho san pham, nhan manh
tdi yeu to chat luqng cua san pham nhu: In an hqp dong bao hiem tren giay
chat luqng cao; su dung phong chu khac biet de tfnh hap dan ddi vdi be

ngoai cua san pham; cung cap cho ngudi mua cac hudng dan, cac minh hoa
chi tiet ve gia tri tien mat tfch luy cua don bao hiem Nhan Tho; xay dung
cac chien dich truyen thong gan ket san pham cua doanh nghiep vdi cac
hinh anh huu hinh quen thuoc, thong qua nhung ngudi thu hudng quyen lqi
bao hiem de tuyen truyen ve lqi fch cua san pham...
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b) Tinh khong the tach roti va khong the cat trit.
San pham bao hiem khong the tach rdi — tire la viec tao ra san pham
dich vu bao hiem trung vdi viec tieu dung san pham do (qua trinh cung ling
va qua trinh tieu thu la mot the thong nhat. Them vao do, san pham bao
hiem cung khong the cat tru dupe - co nghia la kha nang thuc hien dich vu
bao hiem vao mot thdi diem nao do se khong the cat vao kho du tru de su
dung vao mot thdi diem khac trong tuong lai. Dieu nay hoan toan khac biet
vdi san pham huu hinh. Da so cac san pham huu hinh cd the dupe san xuat
vdi so' lupng ldn sau do dupe luu tru trong kho ban dan. Con cac san pham
dich vu thi khong the cat tru dupe. Cac nhan vien cua doanh nghiep cung
nhu cac dai ly bao hiem chi cd mot so' gid nhat dinh trong mot ngay de gap
gd khach hang va so' gid sdn cd trong ngay khong the mang sang ngay khac.
Doanh nghiep bao hiem cung khong the “san xuat” trudc mot lupng ldn cac
cuoc kiem tra cac khieu nai hay cac dich vu khach hang khac va gui chung
cho cac khach hang cd yeu cau.
Tinh khong the tach rdi va khong the cat giu dupe ddi hoi doanh
nghiep bao hiem chu trong den lupng thdi gian danh cho ban hang ca nhsan
va can nang cao nang luc cua cac bo phan cung cap cac dich vu. Noi each
khac, cac doanh nghiep bao hiem can phai dao tao nhung nhan vien cd the
nhan biet va dap ung nhu cau khach hang tir do ban dupe nhieu san pham.

Ngoai ra, doanh nghiep bao hiem can co' gang can bang nhu cdu cua khach
hang vdi kha nang xet nhan bao hiem, kha nang quan ly khieu nai, kha nang
cung cap cac dich vu khach hang...Neu doanh nghiep cd du thira nang luc
phuc vu se chiu su lang phi do nguon luc khong su dung het. Ngupc lai,
neu doanh nghiep khong cd du nang luc phuc vu, se phai tri hoan viec cung
cap cac dich vu va cd the se bi mat khach hang.
c) Tinh khong dong nhat
Dich vu bao hiem, cung nhu cac dich vu khac, chu yeu dupe thuc hien
bdi con ngudi. Nhung cho du la ngudi cd ky nang den dau di chang nua thi
dich vu ho thuc hien khong phai luc nao cung nhat quan. Vi du, cac dai ly
khi ban san pham cd the quen cac chi tiet, cd the cham trd hoac mat kien
man...Nhin chung chat lupng phuc vu cua mot ca nhan nao do tai cac thdi
diem khac nhau, vdi cac khach hang khac nhau la khac nhau. Chat lupng
phuc vu nay phu thuoc vao tinh trang sire khoe, cac yeu to' xung quanh.
Ngoai ra, giua cac ca nhan khac nhau, chat lupng phuc vu cung khac nhau.
Do vay, de nang cao chat lupng dich vu, giam su khong on dinh ve
chat lupng, cac doanh nghiep bao hiem can chu trong den cong tac tuyen
chon, dao tao va khuyen khfch nhung ngudi true tiep ban hang. Ly do la
khi mua mot san pham huu hinh, de danh gia ve san pham, ngudi tieu dung
thudng xem xet san pham cd dap ung dupe su trong dpi cua ho hay khong.
Con khi mua va su dung mot san pham dich vu, ngudi tieu dung thudng can
cu vao thai do cua nhan vien hoac dai ly cung cap dich vu do de danh gia
ve san pham.
d) Tinh khong ditoc bao ho ban quyen.

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Mac du trudc khi tung ra mot san pham nao do ra thi trudng, cac
doanh nghiep bao hiem deu phai dang ky san pham de nhan duoc su phe

chuan cua co quan quan ly Nha nude ve kinh doanh bao hiem. Tuy nhien,
viec phe chuan nay chi mang tinh nghiep vu ky thuat chu khong mang tinh
bao ho ban quyen. Do do, cac doanh nghiep hao hiem canh tranh cd the
ban mot each hop phap cac san pham bao hiem la ban sao cac hop dong
cua cac doanh nghiep khac.
Vi vay, muon nang cao tinh canh tranh cua san pham tren thi trudng,
cac doanh nghiep phai lam chu viec dinh phi bao hiem de cd the dua ra san
pham “tuong tu” nhung vdi mtre gia canh tranh hon. Va quan trong hon la
' cac doanh nghiep bao hiem can phai gia tang cac lqi ich bo sung cua san
pham nhu nang cao chat luong cac dich vu di kern, thudng xuyen nghien
cun thi trudng de da dang hoa san pham...
1.1.3.2. Dac diem rieng cua san pham bao hiem.
a) San pham bao hiem la san pham "khong mong dai"
Mot trong nhung dac diem rieng cua san pham bao hiem la san pham
khong mong doi. Dieu nay the hien o chO, ddi vdi cac san pham mang tinh
thuan tuy, mac du da mua san pham, nhung khach hang deu khong muon
rui ro xay ra de duoc doanh nghiep bao hiem boi thudng hay tra tien bao
hiem. Boi vi rui ro mot khi da xay ra thi dong nghia vdi thuong tfch, thiet
hai tham chi la mat mat, do do sd tien ma doanh nghiep bao hiem boi
thudng, chi tra kho cd the bu ddp duoc. Dac tinh nay cung lam cho viec
gidi thieu, chao ban san pham tro nen vo cung kho khan.
Noi nhu vay khong cd nghia la doanh nghiep bao hiem khong the
trien khai kinh doanh bao hiem. Don gian la vi mac du cac ca nhan, cac to
chu’c “khong mong doi” nhung rui ro vSn cd the xay ra d bat cuf dau, bat cii
khi nao. Do do, neu biet chon dung thdi diem de tuyen truyen ve bao hiem
thi viec khai thac san pham se vSn thanh cong.
Xuat phat tu" dac diem nay nen san pham bao hiem thudng duoc xep
vao nhom san pham “ duoc ban chu khong phai duoc mua”. Noi each khac,
san pham bao hiem la san pham cua “nhu cau thu dong” ngudi tieu dung
khong chu dong tim mua, ma chi mua sau khi cd cac nd luc Marketing cua

ngudi ban. Nhung trong thuc te hien nay, cd nhieu doanh nghiep bao hiem
thiet lap cac trang web va ban bao hiem qua mang. Dieu nay minh chung
rang ngudi tieu dung dan coi san pham bao hiem la cac san pham thong
thudng, do do ho chu dong tim kiem de mua chii khong phai la cac san
pham cua nhu cau thu dong nua.
b) San pham bao hiem Id san pham ma gid cd ditac xac dinh dua tren
nhung sd lieu udc tinh ve chi phi trong tuang lai
Neu nhu trong cac linh vuc kinh doanh khac, gia ca san pham duoc
xac dinh tren co sd chi phi thuc te phat sinh thi trong linh vuc bao hiem, phi
bao hiem, gia ca cua san pham bao hiem duoc xac dinh dua tren nhung so'
lieu udc tinh ve cac chi phi cd the phat sinh trong tuong lai nhu chi boi
st

17


thudng (tra tidn bao hiem), chi hoa hong, chi tai bao hiem... trong do, khoan
chi chiem ty trong ldn nhat la chi boi thudng (tra tien bao hiem). Khoan chi
nay duqc xac dinh chu yeu dua tren so lieu thong ke qua khuf va cac udc
tinh tuong lai ve tan suat va quy mo ton that. Viec sir dung so' lieu thd'ng ke
trong qua khii de xac dinh gia ca cho san pham bao hiem trong tuong lai doi
hoi phai het sue chat che nham giup doanh nghiep cd the bu dap cac chi phi
cd the phat sinh va thu duqc lqi nhuan hqp dong.
c) San pham bao hiem la san pham co hieu qua kho xac dinh
Trong hoat dong kinh doanh, cac doanh nghiep bao hiem cd quyen thu
phi cua ngudi tham gia bao hiem hinh thanh nen quy bao hiem; sau do neu
cd cac su kien bao hiem xay ra, doanh nghiep bao hiem mdi phai thuc hien
nghia vu boi thudng hay chi tra. Do vay, vdi viec thu phi trudc, neu khong
cd hoac cd it rui ro xay ra, doanh nghiep se thu duqc lqi nhuan ldn hon du
kien. Nguqc lai, neu rui ro xay ra vdi tan suat hoac vdi quy mo ldn hon du

kien, doanh nghiep bao hiem cd the thua Id. Dieu nay cd nghia la neu nhu
trong cac linh vuc kinh doanh khac, hieu qua kinh doanh cd the xac dinh
duqc kha chlnh xac ngay tai thdi diem san pham duqc tieu thu, thi trong
linh vuc kinh doanh bao hiem, hieu qua kinh doanh kho cd the xac dinh
ngay tai thdi diem san pham duqc ban.
Ve phla khach hang, hieu qua tit viec mua san pham cung mang tinh
“xe dich” khong xac dinh. Dieu nay xuat phat tir viec khong phai khach
hang nao tham gia bao hiem cung “duqc nhan” so' tien chi tra cua doanh
nghiep bao hiem (trir trudng hop mua cac san pham bao hiem nhan tho
mang tinh tiet kiem). Noi mot each khac, khach hang chi thay duqc “tac
dung” cua san pham khi sir kien bao hiem xay ra vdi ho. Ngoai ra, cung
xuat phat tir dac tinh cd “hieu qua xe dich” nay nen trong mot so san pham
bao hiem nhan tho, ngudi tham gia con cd the duqc chia them lai tir ket qua
kinh doanh cua doanh nghiep bao hiem.
1.1.3.3. Nhung dac diem ca ban cua dich vu bao hiem Nhan Tho
a) Bao hiem nhan tho vita mang tinh tiet kiem, vita mang tinh rid ro.
Day la mot trong nhung dac diem khac nhau co ban giua bao hiem
Nhan Tho vdi bao hiem phi nhan tho. That v3y, mdi ngudi mua bao hiem
Nhan Tho se dinh ky nop mot khoan tien nhd (goi la phi bao hiem) cho
ngudi bao hiem, nguqc lai ngudi bao hiem co trach nhiem tra mot so' tien
ldn (goi la so' tien bao hiem) cho ngudi hudng quyen lqi bao hiem nhu da
thoa thuan tir trudc khi cd cac su kien bao hiem xay ra. So' tien bao hiem
duqc tra khi ngudi duqc bao hiem dat den mot do tuoi nhat dinh va duqc an
dinh trong hop dong. Hoac so tien nay duqc tra cho than nhan va gia dinh
ngudi duqc bao hiem khi ngudi nay khong maybi chet sdm ngay ca khi ho
mdi tiet kiem duqc mot khoang tien rat nhd qua viec dong phi bao hiem. So'
tien nay giup nhung ngudi con sd'ng trang trai nhung khoan chi phi can
thiet nhu: thuo'c men, mai tang, chi phi giao due con cai.v.v... Chlnh vi vay,
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bao hiem Nhan Tho vtra mang tinh chat tiet kiem, vita mang tinh rui ro.
Tinh chat tiet kiem d day the hien ngay trong timg ca nhan, turng gia dinh
mot each thudng xuyen, co ke hoach va co ky luat. Noi dung tiet kiem khi
mua bao hiem Nhan Tho khac vdi cac hinh thiic tiet kiem khac d chd,
ngudi bao hiem dam bao tra cho ngudi tham gia bao hiem hay ngudi than
cua ho mot so tien rat ldn ngay ca khi ho mdi tiet kiem dupe mot khoan
tien nhd. Cd nghia la khi ngudi duoc bao hiem khong may gap rui ro, trong
thdi han bao hiem da duoc an dinh, nhung ngudi than cua ho se nhan duoc
nhung khoan trp cap hay so tien bao hiem tir cong ty bao hiem. Dieu do the
hien ro tinh chat rui ro trong bao hiem Nhan Tho.

b) Bao hiem Nhan tho dap ifng duac rat nhieu muc dich khac nhau
■ cua ngudi tham gia bao hiem.
Trong khi cac nghiep vu bao hiem Nhan Tho chi dap ling duoc mot
muc dich la gop phan khac phuc hau qua khi ddi tuong tham gia, thi bao
hiem Nhan Tho da dap ling duoc nhieu muc dich. Mdi muc dich duoc the
hien kha rd trong timg loai hop dong. Chang han, hop dong bao hiem huu
tri se dap ung yeu cau cua ngudi tham gia nhung khoan trp cap deu dan
hang thang, tir do gop phan on dinh cuoc song cua ho khi gia yeu. Hop
dong bao hiem tir vong se giup ngudi dupe bao hiem de lai cho gia dinh
mot so tien bao hiem khi ho tir vong. So tien nay dap ung dupe rat nhieu
muc dich cua ngudi qua cd nhu: trang trai no nan, giao due con cai, phuc
dudng bo me gia.v.v...Hpp dong bao hiem Nhan Tho ddi khi con co vai tro
nhu mot vat the chap de vay von hoac bao hiem Nhan Tho tin dung thudng
dupe ban cho cac ddi tuong di vay de mua xe hoi, do dung gia dinh hoac
dung cho cac muc dich ca nhan khac.v.v... Chinh vi dap ling dupe nhieu
muc dich khac nhau nen loai hinh bao hiem nay co thi trudng ngay cang

rong va dupe rat nhidu ngudi quan tarn.
c) Cac loai hap dong trong bao hiem Nhan Tho rat da dang va phifc
tap.
Tinh da dang va phiic tap trong cac hop dong bao hiem Nhan Tho the
hien d ngay cac san pham cua nd. Mdi san pham bao hiem Nhan Tho cung
cd nhidu loai hop dong khac nhau, chang han bao hiem Nhan Tho hdn hop
cd cac hop dong 5 nam, 10 nam. Mdi hop dong vdi mdi thdi han khac nhau,
lai cd su khac nhau ve so tien bao hiem, phuong thiic dong phi, do tuoi cua
ngudi tham gia...Ngay ca trong mot ban hop dong, mdi quan he giua cac
ben cung rat phiic tap. Khac vdi cac ban hop dong bao hiem phi nhan tho
trong mdi hop dong bao hiem Nhan Tho cd the cd 4 ben tham gia: ngudi
bao hiem, ngudi dupe bao hiem; ngudi tham gia bao hiem va ngudi thu
hudng quyen lpi bao hiem.
d) Phi bao hiem nhan tho chin tac dong tong hap cua nhieu nhan to,
vi vay qua trinh dinh phi kha phuc tap
Theo tac gia Jean - Claude Harrari “san pham bao hiem Nhan Tho
khong gi hon chinh la ket qua cua mot tien trinh day du de dua san pham
den cong chung”. Trong tien trinh nay, ngudi bao hiem phai bo ra rat nhieu
•?

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chi phi de tao nen san pham, nhu: chi phi khai thac, chi phi quan ly hop
dong...
Nhung chi phi do mdi chi la mot phan de cau tao nen gia ca san
pham bao hiem Nhan Tho (tinh phi bao hiem Nhan Tho), mot phan chu
yeu khac lai phu thuoc vao do tuoi cua ngudi duoc bao hiem, tuoi tho binh
quan cua con ngudi, sd tidn bao hiem, thdi han tham gia, phuong thut thanh
toan, lai suat dau tu, ty le lam phat va thieu phat cua nen kinh te

Dieu do khac vdi viec dinh gia ca mot chiec o to. Chiec 6 to la san
pham cua mot day chuyen san xuat, de san xuat ra nd, ngudi ta phai chi phi
rat nhieu khoan chi phi nguyen nhien vat lieu, chi phi lao dong song, khau
. ' hao tai san cd dinh v.v... Nhung khoan chi nay la nhung chi phi thuc te
phat sinh va thuc chat chung la nhung khoan chi phi “dau vao” duoc hach
toan mot each chi tiet, day du va chinh xac de phuc vu cho qua trinh dinh
gia. The nhung, khi dinh gia phi bao hiem Nhan Tho, mot sd yeu to neu
tren phai gia dinh nhu: ty le chet, ty le huy bo hop dong, lai suat dau tu, ty
le lam phat.v.v... Vi the, qua trinh dinh phi d day rat phuc tap, ddi hoi phai
nam vung dac trung cua mdi loai san pham, phan tich dong tien te, phan
tich duoc nhidu hudng phat trien cua mdi san pham tren thi trudng noi
chung.
e) Bao hiem Nhan Tho ra ddi va phat trien trong nhung dieu kien
kinh te - xa hoi nhat dinh.
6 cac nude kinh te phat trien, bao hiem Nhan Tho da ra ddi va phat
trien hang tram nam nay. Nguqc lai cd mot sd quoc gia tren the gidi hien
nay van chua trien khai duoc bao hiem Nhan Tho, mac du ngudi ta hieu rat
ro vai tro va lqi ich cua nd. De ly giai van de nay, hau het cac nha kinh te
deu cho rang, co sd chu yeu de bao hiem Nhan Tho ra ddi va phat trien la
dieu kien kinh te - xa hoi phai phat trien. Nhung dieu kien kinh te bao
gom: toe do tang trudng cua tong san pham quoc noi (GDP), tong san pham
quoc noi tinh binh quan 1 dau ngudi dan, muc thu nhap cua dan cu, ty le
lam phat cua dong tien, ty gia hoi doai... Nhung dieu kien xa hoi bao gom:
dieu kien ve dan sd, t,uoi tho binh quan cua ngudi dan, trinh do hoc van, ty
le tu vong cua tre so sinh.
Ngoai dieu kien kinh te — xa hoi, thi mdi trudng phap ly cung anh
hudng khong nho den su ra ddi va phat trien cua bao hiem Nhan Tho.
Thong thudng d cac nude, luat kinh doanh bao hiem, cac van ban, quy dinh
co tinh phap quy phai ra ddi trudc khi nganh bao hiem phat trien. Luat bao
hiem va cac van ban co lien quan se de cap cu the den cac van de nhu: Tai

chinh, dau tu, hop dong, thue.v.v... Day la nhung van de mang tmh chat
song con cho hoat dong kinh doanh bao hiem Nhan Tho. Chang han, d
mot sd nude phat trien nhu: Anh, Phap, Due.v.v... Nha nude thudng tao dieu
kien thuan lqi cho bao hiem Nhan Tho bang each cd chinh sach thue uu dai.
Muc dich la nham tao ra cho cac ca nhan co hoi de tiet kiem, tu mlnh lap
hiem de tir do cd vopon dai han dau tu cho ndn kinh te. Cung nhu: An Do,
Hong Kong, Singapore...khong danh thue doanh thu ddi vdi cac san pham

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bao hiem Nhan Tho. Sir iru dai nay la don bay tfch cue de bao hiem Nhan
Tho phat trien.

1.2. Noi dung hoat dong cua cac cong ty bao hiem

Doanh nghiep bao hiem duoc thanh lap va hoat dong trong khuon kho phap
luat quy dinh. Noi dung hoat dong cua doanh nghiep bao hiem bao gom 5
van dd chfnh:
1.2.1. Kinh doanh bao hiem, kinh doanh tai bao hiem
Kinh doanh bao hiem la hoat dong cua doanh nghiep bao hiem nham
muc dich sinh ldi. Ci day, doanh nghiep bao hiem chap nhan rui ro cua
ngudi duqc bao hiem tren co so ngudi mua bao hiem dong phi bao hiem
' cho ngudi bao hiem (doanh nghiep bao hiem), doanh nghiep bao hiem boi
thudng (hoac tra tien bao hiem) cho nhung ton that thuoc pham vi bao hiem
cho ngudi thu hudng.
Kinh doanh bao hiem phai dam bao nguyen tac co tfnh chat quy luat
la “so dong bu so' ft”. Theo quy luat do, doanh nghiep phai thu hut nhieu
ngudi tham gia vao mot nghiep vu bao hiem cu the. Bao hiem thuong mai
co rat nhieu nghiep vu thuoc 2 nhom chfnh: Bao hiem Nhan Tho va bao

hiem phi nhan tho.
Bao hiem Nhan Tho bao gom:
* Bao hiem tron ddi:
* Bao hiem sinh ky;
* Bao hiem hdn hop
* Bao hiem tra tidn dinh ky.
Bao hiem phi nhan tho bao gom:
* Bao hiem sire khoe va tai nan con ngudi nhu bao hiem tai nan hanh
khach, bao hiem tai nan 24/24 gid, bao hiem nam vien phlu thuat, bao hiem
toan dien hoc sinh, bao hiem du lich v.v...
* Bao hiem tai san va bao hiem thiet hai.
* Bao hiem hang hoa van chuyen dudng bo, dudng song, dudng bien,
dudng hang khong.
* Bao hiem hang khong, xe co gidi; bao hiem xay dung lap dat, bao
hiem khai thac dau khf.v.v...
* Bao hiem than tau va trach nhiem dan su chu tau; bao hiem trach
nhiem dan su cac chu phuong tien giao thong khac.
*Bao hiem trach nhiem chu xf nghiep do'i vdi ngudi lao dong; bao
hiem trach nhiem nghe nghiep...
* Bao hidm tai chfnh va rui ro tai chfnh.
* Bao hiem thiet hai kinh doanh; Bao hiem nong nghiep...
Kinh doanh tai bao hiem la hoat dong cua kinh doanh bao hiem
chuyen mot phan (hoac toan bo) rui ro da chap nhan cho doanh nghiep bao
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doanh nghiep khac da chap nhan.
Thong qua hoat dong chuyen tai va nhan tai, doanh nghiep bao hiem
vita on dinh kinh doanh vua thu lqi nhuan vira phat trien quan he kinh te vdi
cac nude ...

1.2.2. De phdng han che rui ro ton that.
Doanh nghiep bao hiem khong chi cd trach nhiem boi thudng ton that
thuoc pham vi bao hiem do rui ro tai nan bat ngd gSy ra nham giup ngudi
duoc bao hiem on dinh kinh te, khoi phuc san xuat va ddi song ma con
■ xay ra.
Thong qua phan tich nguyen nhan cua nhung rui ro tai nan bat ngd,
doanh nghiep bao hiem rut ra duoc nhung bien phap can thiet de cung
khach hang thuc hien nham de phdng ton that xay ra. Chang han trong bao
hiem chay, doanh nghiep bao hiem cung ngudi tham gia thuc hien cac bien

chong set... hoac mua s&m them phuong tien chua chay...Trong bao hiem xe
co gidi ngudi ta lam them bien bao cac noi tranh xe tren cac deo doc... de
giam bdt tai nan.
1.2.3. Giam dinh ton that.
Giam dinh ton that la nghiep vu, mot khau quan trong chu trinh hoat
dong kinh doanh bao hiem.
Sau khi nhan duoc thong bao cua ngudi duoc bao hiem ve tai nan rui
ro xay ra, giay yeu cau giam dinh va cac giay td khac lien quan, doanh
nghiep bao hiem phai cu giam dinh vien den hien trudng cung cac thanh
vien lien quan de xac dinh tinh chat, nguyen nhan, muc do thiet hai...Dieu
quan trong cua cong tac giam dinh la xac dinh nguyen nhan rui ro cd thuoc
thudng.
1.2.4. Dai ly giam dinh ton that, xet gidi quyet boi thudng yeu cau
ngudi thu: ba boi hoan...
Doanh nghiep bao hiem khong chi phai giam dinh ton that thuoc

cho doanh nghiep khac.
nghiep xem xet giai quyet boi thudng theo cac nguyen tac quy dinh. Giai
quyet boi thudng phai nhanh chong, kip thdi, dung thu tuc nham giup ngudi
bi hai nhanh chong khac phuc hau qua rui ro tai nan bat ngd.

quyen theo luat dinh. Trong trudng hop nhat dinh, nhat la trong bao hiem trach

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nhiem, doanh nghiep co quyen ddi ngudi thii ba boi hoan phan trach nhiem
cua ho da gay ton that cho ngudi bi hai ma doanh nghiep da boi thudng kip
thdi cho ngudi duoc bao hiem cung vdi quydn loti bao hiem cua ho.
1.2.5. Quan ly quy va dau tit von.
Muc dich kinh doanh bao hiem hay tai bao hiem la lqi nhuan. Do
do, quan ly quy bao hiem va dau tu von (tire nguon quy bao hiem thu duoc
do ngudi tham gia dong phi) la het she quan trong. Quan ly quy trie quan
ly thu chi dung che do. Thu phai thu dung, thu du, triet de khai thac cac
nguon thu; chi dung che do, kip thdi, tiet kiem nhat la chi boi thudng, chi
quan ly... Nguon quy thu duoc chua chi den phai dem dau tu sinh ldi. La
hoat dong kinh doanh doanh nghiep bao hiem tim thi trudng dau tu vira
sinh ldi cao, vita dam bao khong mat von.
Tren day la 5 noi dung hoat dong quan trong, chu yeu cua doanh
nghiep bao hiem. Ngoai ra, doanh nghiep co the tham gia vao cac hoat dong
khac ma phap luat cho phep.
Thong thudng cac doanh nghiep bao hiem hoac kinh doanh bao hiem
Nhan Tho hoac kinh doanh bao hiem phi Nhan Tho chu khong cung mot
luc kinh doanh ca hai loai hinh bao hiem. Boi vi hai loai hinh bao hiem do
co dac trung khac nhau. Luat kinh doanh bao hiem Viet Nam cung khong
cho phep mot doanh nghiep kinh doanh ca hai loai hinh bao hiem.
1.3. Noi dung hoan thien cac dich vu d cong ty bao hiem nhan tho

1.3.1. Sit can thiet phai hoan thien dich vu bao hiem nhan tho
Nhu cau cua khach hang la vo cung phong phu, da dang. Ngudi mua

dich vu bao hiem cd the la cac to chiic, cac ca nhan o cac linh vuc kinh
doanh khac nhau, cd thu nhap khac nhau, cd nguy co gap cac rui ro khac
nhau...vi vay cd nhung yeu cau khac nhau, o muc do khac nhau doi vdi
cung mot loai hinh dich vu bao hiem. Do do doanh nghiep bao hiem can
phai khong ngurng hudng tdi thoa man tinh da dang cua nhu cau va hoan
thien san pham theo hudng da dang do. Khong nhung the, nhung nhu cau
nay khdng phai la bat bien ma luon thay doi. Vi the ma ban than cac dich
vu bao hiem ddi hoi cung can duoc doi mdi va khdng ngtrng phat trien de
dap ung nhung nhu cau tien bo cua ngudi tieu dung.
Mat khac, khi mot doanh nghiep bao hiem mdi gia nhap thi trudng,
khong phai doanh nghiep nao cung du dieu kien de tung mot luc toan bo
day du cac san pham dich vu hien cd tren the gidi ra thi trudng. Cac san
pham khi tung ra thi trudng cung chua chSc da phu hop vdi thi trudng do.
Do cd the la do tiem luc tai chinh, do kha nang canh tranh cua doanh
nghiep hay do muc do nhan biet thi trudng chua sau sac. Ngoai ra cung cd
the do dieu kien phat trien thi trudng chua cho phep tung ra nhung san
pham ph lie tap ma ddi hoi phai cd nhung dieu kien nhat dinh. Vi the ma
doanh nghiep bao hiem, trong qua trinh phat trien cua minh phai dan dan
hoan thien va doi mdi dich vu cua minh cho phu hop vdi dieu kien thi
trudng.
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