Phn Phi

Knh

BIC l mt trong nhng doanh nghip bo him u tin pht trin knh bn bo him qua ngn hng v hin ang dn u v th phn v s lng ngn hng lin kt. Nm 2011, BIC t du mc quan trng khi pht trin v ra mt knh phn phi sn phm bo him qua internet, m u chin lc y mnh bo him c nhn .
T Trng doanH THu qua cc knH PHn PHi ca Bic
i l 71.7 % Bancassurance 12.9 % mi gii 8.5 % Trc tip 6.9 % i l 63.0 % Bancassurance 14.5 % mi gii 11.9 % Trc tip 10.5 % Trc tuyn 0.1 %

Nm 2010

Nm 2011

BANCAssuRANCE
Nm 2011, BIC tip tc khng nh v tr dn u trong vic khai thc knh phn phi bo him qua ngn hng (Bancassurance). Trong bi cnh nn kinh t gp nhiu kh khn nhng knh Bancassurance ca BIC vn tng trng kh n nh. Nm 2011, BIC tip tc dn u v mng li ngn hng lin kt khi thit lp v y mnh quan h hp tc vi trn 30 ngn hng/chi nhnh ngn hng ngoi BIDV trn ton quc. Knh Bancassurance trc tuyn, ng dng phn mm bn bo him trc tuyn ti cc im giao dch ca Ngn hng BIDV cng tip tc thu c nhng kt qu n tng. Nm 2011, doanh thu qua knh ny t 23,5 t ng, hon thnh 146% k hoch nm 2011 v tng trng 52% so vi 2010. Tng s lng khch hng BIC ang phc v qua knh vt qua con s 85.000 lt ngi, tng trng 41% so vi nm 2010. Mt du n ln m knh Bancassurance ca BIC to c trong nm 2011 l vic xy dng v duy tr thnh cng hot ng hng thng ca Cu lc b Triu ph Bancas vi 890 thnh vin l cc cn b ngn hng, tham gia tch cc cc cuc thi trc tuyn v nghip v Bancassurance. Bn cnh , vic khng ngng nng cp sn phm, a dng ha cc sn phm bn cho, sn phm tch hp vi ngn hng cng cc chng trnh khuyn mi, chm sc khch hng hp hn cng l nhng yu t ng gp khng nh cho thnh cng ca BIC i vi knh Bancassurance trong nm 2011 va qua.
Tng Trng doanH THu Bancassurance qua cc nm Ch tiu Doanh thu trc tuyn S khch hng phc v (ngi) 2008 1,2 8.000 2009 4,5 25.800

(n v: t ng)

2010 17 60.000

2011 23,5 85.000

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cc ngn Hng lin kT Trin kHai Bancassurance ca Bic

INDOVINABANK

T Trng doanH THu cc sn PHm Bo Him qua knH Bancassurance

sTT 1 2 3 4 5 6 7 8 9 10 sn phm BIC 24/24 Bo him t Bo him xe my Bo him nh Bo him ngi vay vn (BIC Bnh An) An sinh ton din Visa Gold Gi sn phm kt hp Bo him cn h chung c Bnh An cho con T trng (%) 0,16 24,46 1,99 1,7 67,13 1,71 1,13 1,58 0,01 0,13

Bo him TRC TuyN

Phi i mt vi nhng kh khn ca mt doanh nghip i tin phong trong vic trin khai knh bo him trc tuyn (E-business) nhng nm 2011 va qua, knh bo him trc tuyn ca BIC gt hi c nhng thnh cng rt ng ghi nhn. Nm 2011, doanh thu qua knh ny t 613 triu ng, tng gp 3 ln so vi nm 2010. Bc t ph trong nm 2011 ca knh bo him trc tuyn l xy dng thnh cng website bn bo him qua internet ti a ch www.BaoHiemTrucTuyen.com.vn vo thng 8/2011. Vi u im tin ch v n gin, ngay khi mi i vo hot ng website www.BaoHiemTrucTuyen.com.vn lp tc thu ht c s quan tm ca ng o khch hng, n thi im hin ti, website thu ht c hn 50.000 lt truy cp vi 300 n 500 lt truy cp v t mua bo him mi ngy. Cc sn phm c trin khai cung cp qua website www.BaoHiemTrucTuyen.com.vn ngy cng c b sung, p ng nhu cu a dng ca cc khch hng c nhn, trong cc sn phm c t mua nhiu nht, phn nh xu hng tiu dng ca x hi gm: bo him xe c gii, bo him sc khe v tai nn con ngi, bo him du lch,.... Song song vi hon thin cc tin tch trn website nh: xem bo gi dch v, trin khai thc hin tra cu th tc bi thng trc tuyn,... BIC cng tch cc y mnh hp tc vi cc i tc nh

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bo Co THNG NIN 2011

NgnLng.vn, VnPay, VnMart, MxNet trin khai cc chng trnh ng khuyn mi hp dn v to c ting vang ln trn th trng. Knh phn phi trc tuyn c xc nh l mt knh tim nng, khc bit, mang li hiu qu lu di cho BIC, v ang tr thnh mt li th cnh tranh ng k ca BIC trn th trng. D kin nm 2012, knh trc tuyn s tip tc c u t mnh m thng qua vic nghin cu hon thin cc tnh nng p ng nhu cu mua bo him nhanh chng v tin li cho khch hng nh: trin khai ch k v giy chng nhn in t, tra cu tnh trng gii quyt bi thng trc tuyn, b sung cc sn phm bo him c nhn, trin khai hp tc vi cc i tc thanh ton nhm b sung knh thanh ton tin ch cho khch hng,... Vi cc n lc ny, nm 2012 d bo l nm pht trin mnh m ca knh trc tuyn, vi tc tng trng 100% v d kin t 1,2 t ng doanh thu.

kNh i l
Nm 2011, knh i l tip tc em li doanh thu ln nht cho BIC, ng gp 63% tng doanh thu ph bo him gc. Doanh thu qua knh i l ca BIC nm 2011 t 393 t ng, tng 7,9% so vi nm 2010. Mt trong nhng im nhn ni bt trong nm qua ca knh i l l vic trin khai th im thnh cng mng li i l c nhn chuyn nghip vo na cui nm 2011. Nm 2012, BIC s chnh thc trin khai mng li i l c nhn chuyn nghip hng ti i tng khch hng c nhn, h gia nh v cc doanh nghip va v nh, trong , tp trung khai thc cc sn phm bo him xe my, bo him t v bo him con ngi. Nm 2012, BIC cng mnh dn t ra nhng mc tiu kh cao cho knh i l chuyn nghip. Vi quyt tm v chin lc r rng, i l c nhn ha hn s tr thnh 1 trong nhng knh phn phi hiu qu ca BIC trong tng lai.

kNh mi gii
Mi gii l mt trong nhng knh phn phi chu nh hng nng n nht ca khng hong kinh t nm 2011 va qua do vy c s suy gim ng k v doanh thu so vi nm 2010. Tuy nhin, trong nm 2011, vi n lc hp tc, knh Mi gii cng t c nhng kt qu ng ghi nhn nh sau:

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c cu doanH THu qua knH mi gii

Bo him k thut: chim 54,7% tng doanh thu. BH Ti sn thit hi: chim 27,98% tng doanh thu. BH Tin: chim 5,2% tng doanh thu. BH Tu: chim 4,4% tng doanh thu.

T l n ph bo him gim mnh so vi nm 2010. C cu doanh thu ph bo him kh tt khi doanh thu ch yu tp trung ti cc nghip v bo him l th mnh ca BIC gm bo him k thut v ti sn thit hi (chim 82,68%). y cng l loi hnh bo him m BIC thc hin rt tt vic nh gi v qun l ri ro. BIC cng thnh cng trong vic thit lp quan h hp tc tt vi cc cng ty mi gii trn th trng c bit l cc Cng ty mi gii nc ngoi. Vi cc n lc ny, hin nay BIC lun l mt trong s cc cng ty bo him trn th trng c cc Cng ty mi gii bo him u tin cho ph. vic khai thc bo him qua knh mi gii c thng nht trong ton h thng v th hin tnh chuyn nghip trong khai thc bo him, nm 2011, BIC ban hnh Quy nh v

trin khai khai thc qua knh mi gii vi mc tiu chun tc ha vic khai thc bo him trn ton h thng BIC v tng cng hiu qu khai thc qua knh ny. Nm 2012 d kin s tip tc l mt nm kh khn ca nn kinh t ni chung v th trng bo him phi nhn th ni ring. Cc yu t s nh hng ln ti vic khai thc qua knh mi gii ca BIC ni ring v th trng bo him ni chung gm: tc u t vo nn kinh t gim, s cnh tranh ngy cng gay gt gia cc cng ty mi gii v cc cng ty bo him, s tht cht cng tc nh gi v chp nhn ri ro ca cc nh ti bo him,... Tuy nhin, trn c s nhng kt qu t c nm 2011, xc nh y l mt knh khai thc bo him tim nng, BIC vn quyt tm y mnh vic khai thc bo him qua knh mi gii trong nm 2012 vi tc tng trng k vng l 48,6% trn c s thc hin tt vic nh gi v chp nhn ri ro m bo hiu qu khai thc qua knh.

cc i Tc mi gii Bo Him ca Bic

GRAS SAVOYE

WILLIS VIETNAM
I N S U R A N C E B R O K E R S

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bo Co THNG NIN 2011

kNh TRC TiP

Vi c th phn ln khch hng l cc doanh nghip ln, cc Ban Qun l D n, phng thc khai thc ch yu qua knh trc tip l u thu v cho hng cnh tranh, knh trc tip lun phi i mt vi sc p cnh tranh rt khc lit t th trng. Mc d vy, trong nm 2011, knh trc tip vn t c mc tng trng rt tt, tng 86,6% so vi nm 2010. Vi nng lc v thng hiu khng ngng c khng nh, BIC ngy cng tip cn c nhiu hn vi cc d n ln. Mt s d n bo him tiu biu trong nm 2011: Hp ng him Bo him mi ri ro xy dng lp t cho D n Nh my Nhit in An Khnh 1, tnh Thi Nguyn vi tng hn mc trch nhim ln ti 140 triu USD. Hp ng Bo him ti sn/Gin on kinh doanh v Trch nhim cng cng cho Tp on VinGroup. Theo , BIC s tr thnh Nh cung cp dch v bo him chnh cho Tp on VinGroup v cc Cng ty thnh vin vi tng mc trch nhim gn 200 triu USD. Hp ng bo him mi ri ro xy dng v lp t cho D n Nh my nhit in Mng Dng 1 (Cm Ph, Qung Ninh) vi tng s tin bo him ln ti gn 1,3 t USD. y l hp ng bo him c gi tr ln nht t trc ti nay ca BIC trong lnh vc bo him lp t/xy dng. Trong nm 2012, y mnh v chuyn nghip ha hot ng khai thc trc tip, BIC s trin khai mnh cng tc nghin cu, phn loi khch hng; b sung v s lng v cht lng i ng khai thc vin bo him thng qua tuyn dng, thu ht cn b c nng lc trn th trng v tng cng o to v chuyn mn nghip v cho cn b khai thc bo him trong h thng BIC; to dng c ch phi hp, trao i thng tin gia cc n v, t , y mnh hn na hot ng cng nh t trng doanh thu ca knh trc tip trong tng doanh thu bo him gc ca BIC.

Tng Trng s lng cn B kHai THc Bo Him Trc TiP

Nm S cn b (ngi) 2008 164 2009 151 (*) 2010 188 2011 195
(*) Nm 2009 BIC thc hin tch bch hot ng Nghip v v Bi thng nhm chuyn nghip ha hot ng bo him ti cc n v thnh vin

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