i

B GIO DC V O TO
TRNG I HC KINH T TP.HCM
----------- ------------
LA KIM V
TI:
CC GII PHP PHT TRIN TH TRNG TH
QUC T EXIMBANK T NAY N 2015
Chuyn ngnh: Qun tr kinh doanh
M ngnh: 60.34.05
LUN VN THC S KINH T
NGI HNG DN KHOA HC: TS. PHAN TH MINH CHU
TP.H Ch Minh Nm 2009
ii
MC LC
Trang ph ba
Mc lc
Danh mc cc k hiu, cc ch vit tt
Danh mc cc bng, th, hnh v
LI M U ................................ ................................ ....................... 1
CHNG 1: TNG QUAN V TH TRNG TH QUC T....3
1.1. Lch s ra i v pht trin th Ngn hng................................ ...... 3
1.2. Khi nim v cc c im c trng ca th quc t ..................... 4
1.2.1. Khi nim th quc t................................ ................................ ........... 4
1.2.2. c im th quc t................................ ................................ ............. 5
1.3. Phn loi th quc t ................................ ................................ .......... 6
1.4. Th trng th quc t v cc i tng tham gia ........................... 8
1.5. Li ch ca vic s dng th quc t ................................ ............... 10
1.6 Cc yu t then cht c nh hng n vic pht trin th ............ 12
1.7 Tnh hnh pht tri n th quc t trn th gii v Vit Nam............ 12
1.7.1. Tnh hnh pht tri n th quc t trn th gii ................................ ... 12
1.7.2. Tnh hnh pht tri n th quc t ti Vit Nam................................ .. 14
1.7.2.1. Tnh hnh pht hnh v s dng th quc t ti Vit Nam ........................ 14
1.7.2.2. Tnh hnh pht tri n mng li chp nhn th ................................ ......... 17
1.7.2.3. nh gi tnh hnh hot ng th quc t ti Vit Nam hin nay .............. 17
1.7.3. Kinh nghim ca Trung Quc................................ ............................ 19
CHNG 2: THC TRNG KINH DOANH TH TI
EXIMBANK................................ ................................ ........................ 21
2.1. Gii thiu v Eximbank v Phng Qun L Th Eximbank ......... 21
2.1.1. Gii thiu v Eximbank................................ ................................ ...... 21
2.1.2. Gii thiu v Phng Qun L Th ................................ ..................... 21
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2.2. Hot ng kinh doanh th ca Eximbank ................................ ...... 24
2.3. nh gi hot ng th quc t Eximbank ti Vit Nam............... 25
2.3.1. Thc trng pht hnh th quc t Eximbank ................................ 25
2.3.2. So snh dch v th ca Eximbank vi mt s ngn h ng khc (ph
lc 3)................................ ................................ ................................ .............. 29
2.3.3. V th ca Eximbank trn th trng th Vit Nam ......................... 36
2.3.4. Nghin cu cc yu t tc ng n quyt nh s dng th tn dng
................................ ................................ ................................ ....................... 40
2.4. Cc yu t nh hng n hot ng kinh doanh th quc t ca
Eximbank. ................................ ................................ ............................... 42
2.4.1. Cc yu t tch cc ................................ ................................ .............. 42
2.4.2. Cc yu t kh khn v hn ch................................ ......................... 43
2.4.3. Tim nng v th trng th ti Vit Nam................................ ......... 44
CHNG 3: CC GII PHP PHT TRIN TH QUC T
EXIMBANK N NM 2015 ................................ ........................... 46
3.1. Cc quan im v vic pht trin th quc t ti Eximbank ......... 46
3.2. Mc tiu pht trin th quc t ca Eximbank n 2015 ............... 46
3.3. K hoch chi tit trin khai v mc tiu ca tng giai on.......... 47
3.4. Cc gii php................................ ................................ .................... 47
3.4.1. Gii php v t chc ................................ ................................ .......... 47
3.4.2 Gii php v qun tr ................................ ................................ ........... 51
3.4.2.1. Qun tr Ngn hng................................ ................................ ................. 51
3.4.2.2. Qun tr ri ro................................ ................................ ......................... 51
3.4.3. Gii php v cng ngh thng ti n................................ ....................... 51
3.4.3.1. Bo mt, phng chng ri ro ................................ ................................ ... 52
3.4.3.2. Nng cp h thng hin ti ................................ ................................ ...... 52
3.4.4. Gii php v Marketing................................ ................................ ...... 53
3.4.4.1. a dng ha sn phm, dch v th ................................ ......................... 53
3.4.4.2. Cc loi ph................................ ................................ ............................. 57
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3.4.4.3. Chnh sch khch hng ................................ ................................ ........... 58
3.4.4.4. Cng tc qung b ................................ ................................ .................. 59
3.4.4.5. Cng tc lin kt................................ ................................ ...................... 60
3.4.5. Cc gii php khc ................................ ................................ ............. 61
3.4.5.1. Cng tc k ton................................ ................................ ...................... 61
3.4.5.2. Pht trin ngun nhn lc ................................ ................................ ....... 62
3.4.5.3. Xy dng h thng tnh im m rng cp tn dng tn chp thng qua
th quc t ................................ ................................ ................................ ........... 63
PHN KT LUN ................................ ................................ ............. 66
CC K HIU V THUT NG VIT TT
NHNN:Ngn hng Nh nc Vit Nam
NHTM: Ngn hng thng mi
TMCP: Thng mi c phn
EXIMBANK hay EIB: Ngn hng Thng mi c phn Xut Nhp Khu Vit
Nam
VCNT: n v chp nhn th
SGD: S giao dch
CN: Chi nhnh
DANH MC CC BNG
Bng 1.1: Cc loi th quc t c pht hnh ti Vit Nam
Bng 1.2: Tnh hnh pht hnh v s dng th quc t do cc NHTM Vit Nam
pht hnh (tnh n 31/12/2008)
Bng 2.1: S lng th quc t hot ng n 31/12/2008
Bng 2.2 :Doanh s s dng th Eximbank nm 2008
Bng 2.3: Mng li im chp nhn th Eximbank n 31/12/2008
Bng 2.4: S lng VCNT nm 2008
Bng 2.5: Doanh s thanh ton th Eximbank nm 2008
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Bng 2.6: Doanh s hot ng th Eximbank nm 2008
Bng 2.7: Kt qu hot ng kinh doanh th qua cc nm
Bng 2.8: So snh s lng my ATM ca Eximbank so vi cc ngn hng
Bng 2.9: So snh s lng th quc t ca cc Ngn hng n 30/06/2009
Bng 2.10: Tng hp vth ca Eximbank n 30/06/2009
Bng 2.11: c im ca ngi c iu tra
Bng 2.12 : c im ca th tn dng s dng
Bng 2.13: Cc nhn t tc ng n nh s dng th tn dng
Bng 2.14: Cc nhn t quyt nh s dng th tn dng
DANH MC CC BIU
Biu 2.1: Thphn my ATM
Biu 2.2: Thphn my POS
Biu 2.3: Thphn th quc t
Biu 2.4: Thphn doanh s s dng th
Biu 2.5: Thphn doanh s thanh tan th
1
LI M U
Trong thi gian qua, kinh t Vit Nam c nhiu thay i theo hng tin
b. Tc tng trng kinh t kh cao v n nh. Thu nhp ca nhn dn c ci
thin. Vit Nam ang m rng quan h nhiu mt vi cc n c trn th gii. Nh
, t nc tip cn c vi s pht trin chung ca th gii, du nhp, ui bt
cng ngh tin tin, nng cao kin thc v hiu bit ca nhn dn.
Trong qu trnh , hot ng ngn hng c nhiu i mi, a dng hn v
nghip v, tng nhanh v tc . Cc ngn h ng thng mi tr nn gn gi hn vi
ngi dn, giao dch vi ngn hng dn c coi l tt yu trong cc hot ng kinh
t. Cc phng tin thanh ton hin i nh Sc, y nhim chi, th... ang m rng
phm vi v i tng p dng. Th quc t bt u pht hnh ti Vit Nam t nm
1990 v tng trng nhanh v s lng v gi tr giao dch trong thi gian gn y.
Qua th quc t, cc ngn hng Vit Nam ha nhp vi s pht trin ca cc ngn
hng trn th gii, p ng yu cu hi nhp v nhu cu s dng cc phng tin
thanh ton hin i ca ngi dn.
Tuy vy, th quc t vn cn xa l vi nhiu ngi, cha tr thnh phng
tin thanh ton ph bin trong x hi. S lng ngi s dng th c tng nhng
vn cha tng xng vi tim nng pht trin th quc t ti th trng Vit Nam.
Thc trng trn do nhiu nguyn nhn, c nguyn nhn khch quan t th trng v
nguyn nhn ch quan t cc ngn hng pht hnh th. Do , vic nghin cu nh
hng v a ra cc gii php pht trin th quc t c ngha rt thit thc i
vi cc ngn hng thng mi Vit Nam hin ti v trong tng lai.
Xut pht t nhu cu , ti chn t i Cc gii php pht trin th quc
t Eximbank t nay n nm 2015 nghin cu v lm lun vn.
MC TIU CA TI
- Nghin cu mt cch c h thng nhng vn c bn v cc phng tin
thanh ton khng dng ti n mt v th quc t.
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- Nguyn cu qu trnh pht trin th quc t v cc yu t nh hng n s
pht trin th quc t ca cc ngn hng thng mi Vit Nam. Trn c s rt ra
nhn xt v nh gi tim nng pht trin th quc t ti Vit Nam.
- xut nhng chng trnh v gii php pht trin th quc t ti Vit
Nam.
- Thng qua cc s liu su tm v nhng nghin cu trong ti ti mong
gp phn hon thin hn t chc qun l h t hng ngn hng ni chung v cc ngn
hng thng mi Vit Nam ni ring.
I T NG V PHM VI NGHI N CU
- Nghin cu cc yu t nh hng n s pht trin th quc t ni chung
ca cc ngn hng thng mi Vit Nam trong thi gian qua v trong thi gian ti
nm 2015.
- S dng cc s liu tng hp v hot ng kinh doanh th quc t ca cc
ngn hng thng mi Vit Nam trong nhng nm gn y phn tch cc yu t
nh hng n th quc t. nh gi tim nng pht trin th quc t ti Vit Nam
trong nhng nm ti.
- Da trn c s phn tch v nghin cu, ti xut cc chng trnh v gii
php nhm pht trin th quc t ti Vit Nam n nm 2015.
PHNG PHP NGHIN CU
- ti ny p dng phng php tip cn thc t, thu thp thng tin, th ng
k, phn tch, tng hp, h thng ha.
- Vn dng l thuyt v qun tr, l thuyt v k hoch ha pht trin kt hp
vi nghin cu thc tin xut cc gii php.
3
CHNG 1: TNG QUAN V TH TRNG TH
1.1. Lch s ra i v pht trin th Ngn hng
- Nm 1914, mt cng ty in bo hng u ca M l Western Union trong n lc
ci thin cht lng dch v cp cho nhng khch hng thn thuc nhng tm th
bng kim loi thc hin nhng giao dch tr n th trng m ngi ta tin rng
l nhng tm th thanh ton u ti n.
- Nm 1924 cng ty General Petroleum California pht hnh nhng tm th
xng du cho cng nhn v nhng khch hng chn lc ca mnh.
- Cui nm 1930, cng ty AT&T gii thiu th Bell Credit Card mt cng c thun
tin c thit k to dng l ng trung thnh ca khch hng c gi l Th
trung thc
- Nm 1949 Frank Mc Namara, mt ch doanh nghip ngi M pht minh ra
th thanh ton mang t n Dinners Club
- n 1955, th trng th th gii chng kin s ra i ca hng lat th mi nh:
Trip Charge, Golden Key, Gourmet Club n nm 1958, cng ty Americant
Express Corporation pht hnh th tn dng American Express M v nc ngoi.
Cng ty ny nhanh chng ng u trong lnh vc th ngn hng phc v cho gii
tr v du lch. Sau ,chui h thng khch sn Hilton cng tung ra th trung sn
phm th Carte Blanche dnh ring cho khch sn ca h. Hai loi th ny thng
lnh th trng th th gii.
- Nm 1960, mt ngn hng M l Bank of America pht hnh th Bank
Americard hnh thc th tn dng tun hon u tin v cng chnh l tin thn ca
th VISA sau ny
- Vo nm 1966, 14 ngn hng M quyt nh thnh lp Hip Hi th lin ngn
hng, gi l InterBank Card Association ICA. T chc ny c kh nng trao i
thng tin v giao dch th tn dng.
- n nm 1967, bn ngn hng California i tn Hip hi th ngn hng
California (California BankCard Association) thnh hi p hi th ngn hng cc
bang pha Ty-Western State BankCard Association (WSBA) v kt np thm cc
4
t chc ti chnh pha Ty lm thnh vin v th ca Hip hi c bit n vi
tn gi l MasterCharge, y chnh l ti n thn ca t chc MasterCard sau n y
- Nm 1961, ngn hng sanwa Nht cho ra i th JCB (Japan Credit Bureau)
v nhanh chng pht tri n trn th gii vo nm 1981.
- Vo gia nm 70,nn cng nghip th ng y cng pht trin,m rng phm vi pht
hnh v thanh ton th ra ton th gii v vy thng hiu America khng cn
thch hp na, do Bank AmeriCard i tn thnh Visa international vo nm
1977 v T chc Visa quc t ra i t y
- Nm 1979, MasterCharge cng i tn thanh MasterCard v tr thnh i th
cnh tranh ch yu ca Visa. MasterCard l t chc th quc t ln th hai sau
Visa.
Ngy nay, hai loi th ngn hng Visa v MasterCard c s dng ph bin
nht trn th gii v chim lnh hon ton th trung th th gii c v s l ng th
pht hnh ln doanh s thanh ton th.
1.2. Khi nim v cc c im c trng ca th
1.2.1. Khi nim th quc t
- Th quc t l cng c thanh ton do ngn hng hoc cng ty pht hnh th (
c cc t chc th quc th cng nhn) cp cho khch hng s dng trn phm vi
ton th gii theo hp ng k kt gia ngn hng hoc cng ty pht hnh th vi
ch th.
- Th quc t l phng tin thanh ton khng dng tin mt m ch th c th s
dng rt tin mt hoc thanh ton h ng ha, dch v ti cc n v chp nhn
thanh ton th (VCNT), cc i l ca ngn h ng hoc my giao dch t ng
(ATM) trn ton th gii.
- Th quc t l mt phng tin ghi s nhng s tin thanh ton thng qua thit b
c th phi hp vi h thng ni mng vi tnh kt ni trung tm pht h nh th
vi cc im thanh ton, n cho php thc hin cuc thanh ton nha nh chng, thun
tin v kh an ton cho cc i tng tham gia thanh ton.
Ngy nay, ti cc nc pht trin c trn 80% cc giao dch thanh ton u
s dng cc phng thc thanh ton khng dng tin mt. Th quc t l mt trong
5
nhng phng tin thanh ton khng dng tin mt an ton, vn minh, hin i,
nhanh chng v ang c lu hnh rng ri trn ton cu.
1.2.2. c im th quc t
Mc d c nhiu tn gi v do nhiu ngn hng khc nhau pht hnh nhng
tt c cc loi th quc t ang lu hnh trn th trng hin nay u c hnh dng
v cu to tng i ging nhau. Hu ht cc loi th u c h nh ch nht bn gc
trn, uc lm bng nha ABC hoc PC, cu to bi ba lp uc p th ng vi k
thut cao v c kch thc chun l 85mm x 54mm x 0,76mm.
- Mt trc ca th quc t thng bao gm cc yu t c bn sau:
+ Tn v logo ca ngn hng pht hnh th.
+ Biu tng ca t chc th quc t: cc huy hiu, logo v tn ca t chc
th quc t (VISA, MasterCard, JCB) d ng phn bit cc loi th quc
t. V d: biu tng ca Visa l Hologam c hnh con chim b cu ang bay
trong khng gian ba chi u, ca MasterCard l hnh nh qu a cu giao nhau
vi cc lc a
+ Tn ch th: c in dp ni trn mt th, l tn c nhn (hoc t chc)
c ngn hng pht hnh cp th s dng.
+ Thi gian hiu lc ca th: y l khong thi gian ngn hng phat hnh
cho php ch th s dng th, thi gian ny ty thuc vo loi th v chnh
sch ca tng ngn hng m c th l mt nm, ba nm, nm nm. Ht t hi
gian s dng th, ch th phi tr li th cho ngn h ng v c nhu cu s
dng tip th tin hnh lm th tc gia hn th.
+ S th: in dp ni trn th, y l s th danh ring cho ch th, s th ny
c in li trn ha n khi ch th thc hin giao dch thanh ton hng ha,
dch v. ty theo tng loi th m c ch s khc nhau v cch cu trc theo
nhm cng khc nhau. V d s th Visa th ng bt u bng s 4 (s Bin),
MasterCard bt u bng s 5xxxxx
+ Th EMV: c s dng i vi tt c cc loi th thng minh, y l loi
th c nhiu ngi u chung nht v an ton rt cao.
6
+ Ngoi ra cn c th c nhng yu t khc: cc c im quy nh v tnh
nng an ton ca th nh tng t chc th c k hiu ri ng ca minh, hnh
ch th, code 10
- Mt sau ca th gm cc yu t:
+ Dy bng t: gm 3 rnh, cha nhng thng tin c m ha theo
chun thng nht nh s ti khon,tn ch th, thi hn hiu lc th, m s
c nhn cu ch th (s PIN), s th, loi th, t n ngn hng pht hnhKhi
thc hin giao dch cc cc thit b c th, nhng d liu n y s truyn v
ngn hng chp nhn th v thng qua mng thng tn kt ni vi cc t chc
th quc t, d liu ny s c chuyn n ngn hng pht hnh kim tra
thng tin v cp s chun chi thc hin giao dch.
+ ch k dnh cho ch th: vic ngn hng pht hnh yu cu ch th k
tn vo mt sau ca th l xc nhn ng ngi s dng th khi thc hin
giao dch thanh ton hng ha,dch v ti cc im chp nhn thanh ton th.
Theo cc n v chp nhn thanh ton th i chiu ch k tr n ha n
v trn th xem c ph hp khng. Bng ch k ny c lm bng mt
nguyn liu rt c bit,nu ch k b ty xa th lp tc th s b kha v
khng th thc hin c giao dch,lc ch th yu cu ngn hng cp li
th mi s dng.
1.3. Phn loi th quc t
Hin nay trn th trng th gii cng nh Vit Nam, c rt nhiu loi th
khc nhau vi nhng c im cng nh cng dng rt a dng v phong ph, c
th phn loi th theo mt s tiu ch sau:
* Xt theo cng ngh sn xut: C hai loi th
+ Th bng t (Magnetic Stripe): l loi th sn xut da trn k thut t tnh
vi mt bng t cha ba r nh thng tin mt sau ca th, theo cc d
liu, thng tin lin quan n khch hng s c lu vo trong di bng t
ny. Nhng thng tin ny khng c m ha t ng nn ngi ta c th
c c thng tin ny mt cch d dng thng qua mt thit b c th khc
ngoi nhng POS do ngn hng ci t. Hn na, khu vc cha thng tin ca
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th rt hp nn khng th p dng c cc k thut m ha m bo an
ton. Do , ngy nay cc ngn hng trn th gii ang chuyn dn sang pht
hnh th EMV thay cho th t.
+ Th thng minh (EMV) hay cn gi l Smartcard: y l loi th hin i
nht trn th gii hin nay, c p dng k thut bng thao tc gn v o th
mt b nh in t c kh nng lu tr vo x l thng tin lin quan n
khch hng, c cu trc ging nh mt my vi tnh hon ho. Th thng
minh c nhiu nhm vi dung lng nh ca Chip in t khc nhau. Th
Chip c u im hn so vi th t l hn ch c vic s dng th gi mo
v gian ln. Tuy nhin,chi ph u t pht trin h thng th thng minh cao
hn rt nhiu so vi th t.
* Xt v tnh cht thanh ton th
+ Th ghi n (Debit Card): l loi th c quan h trc tip v gn lin vi ti
khon tin gi ca ch th. Theo , khch h ng mun s dng th th phi
m ti khon ti ngn hng pht hnh th v ngi s dng th ch c
thanh ton trong phm vi s d ti khon ca mnh. Ch th khi s dng th
thanh ton hng ha,dch v ti cc im chp nhn thanh ton th th gi
tr ca nhng giao dch s oc khu tr ngay lp tc v o ti khon ca ch
th ng thi ghi c vo ti khon ca i l chp nhn thanh ton th.
+ Th rt tin mt (Cash Card): l loi th c dng rt tin mt ti cc
my rt tin t ng (ATM) hoc ngn hng bng cch s dng m s
nhn dng c nhn (s PIN). Th rt tin mt cho php ng i s dng th
c rt s tin ti a bng s tin k qu trong t i khon v s tin rt ra
mi ln s c khu tr dn vo s tin k qu. Th rt tin mt c hai loi:
+ Loi 1: ch c rt tin ti cc ATM ca ngn h ng pht hnh.
+ Loi 2: c s dng khng ch rt tin ti my ATM ca ngn
hng pht hnh m cn c th rt tin mt ti cc ngn hng c tham gia t
hp thanh ton vi ngn pht hnh th, nhng thng thng ch th phi
chu thm ph.
8
+ Th tn dng (Credit Card): l loi th m ch th c th c th s dng
thanh ton tin hng ha, dch v hay rt tin mt ti cc n v chp nhn
thanh ton t ngun tin vay ca ngn hng pht hnh th. Ngn hng pht
hnh th s cn c vo nhu cu v kh nng tr n ca ch th cp cho h
mt hn mc tn dng, ch th ch c s dng th thanh ton trong hn
mc ny v s khng b tnh li nu hon tr s tin s dng cho ngn
hng ng thi hn mc ny v s khng b tnh li nu hon tr s tin s
dng cho ngn ng thi hn quy nh, nu khng ho n tr ng hn th phi
chu mt mc li sut trn s n theo quy nh ca ngn hng pht trin. C
hai loi th tn dng:
+ Loi 1: Th tn dng c m bo bng ti sn th chp, k qu.
Ch th phi dng ti sn ca chnh mnh nh: tin mt, s tit kim, tin gi
ngn hng m bo cho kh nng tr n ca mnh.
+ Loi 2: Th tn dng c m bo bng tn chp. Ngn h ng s
da vo uy tn v kh nng tr n ca khch hng cp tn dng cho h m
khng cn th chp hay k qu t i sn. Th tn dng tn chp ch c cp
cho mt s i tng nh: nhng ngi gi nhng chc v l nh o, cao cp
trong cc t chc, doanh nghip, hoc cc c nhn c nhng cng ty c uy
tn ng ra bo lnh.
1.4. Th trng th quc t v cc i tng tham gia
+ T chc th quc t: tham gia th trng vi t cch l ngi t chc th
trng. Nhng t chc ny ng ra lin kt vi cc thnh vin, t ra cc
quy nh bt buc cc thnh vin phi p dng v tun theo thng nht thnh
mt h thng mt h thng ton cu i vi th trng th quc t. Theo ,
cc t chc ny s cp giy php hot ng pht hnh v thanh ton cc sn
phm th mang thng hiu ca t chc h, Bt c ngn hng no hin nay
hot ng trong lnh vc th thanh ton quc t u phi gia nhp v o mt t
chc th quc t.
+ Ngn hng pht hnh th (Issuer): tham gia th trng vi t cch l
ngi to ra hng ha (sn phm th)trn th trng. c th hot ng
9
trn th trng, i hi ngn hng pht hnh th phi c Ngn hng Nh
nc cho php thc hin hot ng pht h nh th ra th trng. i vi cc
ngn hng pht hnh th quc t ngoi vic c php ca Ngn hng pht
hnh th c trch nhim tip nhn h s xin cp th ca T chc th quc t.
Ngn hng pht hnh th c trch nhim tip nhn h s xin cp th ca
khch hng, x l v pht hnh th, m v qun l ti khon th ca ch th,
ng thi chu trch nhim v vic thanh ton th .
+ Ngn hng thanh ton th (Acquirer): tham gia th trng vi vai trung
gian, hot ng nh l i l ca ngn hng pht hnh th, ng thi cng l
thnh vin chnh thc hoc thnh vin lin kt ca t chc th quc t (i
vi th quc t). Ngn hng thanh ton th c nhim v thc hin cc dch
thanh ton th theo hp ng di s y quyn ca ngn hng pht hnh th.
Ngn hng thanh ton th l ngn hng trc tip k hp ng vi cc c s
chp nhn th tip nhn v x l cc giao dch v th ti cc n v chp
nhn thanh ton th, cung cp cc dch h tr cho n v chp nhn thanh
ton th v s c hng khon ph hoa hng t ngn hng pht hnh th v
n v chp nhn th.
+ Ch th (Cardholder): tham gia th trng vi t cch l ngi mua hng
ha trn th trng. Ch th l ngi c tn trn th do ngn hng pht hnh
th cp v c quyn s dng tt c nhng tin ch m th mang li nh:
thanh ton tin hng ha, dch v ti cc n v chp nhn thanh ton, rt
tin mt, kim tra s dng thi ch th c trch nhim thanh ton cc
khon n (i vi th tn dng) v tr cc khon ph cho ngn hng (ph
thng nin, ph rt tin mt)khi s dng nhng tin ch ca dch v thanh
ton qua th m ngn hng cung cp.
+ n v chp nhn thanh ton th (Merchant) : l nhng n v bn hng
ha,dch v c k hp ng vi ngn hng thanh ton th chp nhn thanh
ton th chp nhn thanh ton hng ha, dch v bng th nh: ca hng,
khch sn, nh hngn v chp nhn thanh ton th tham gia th tr ng
th nhm tng li th cnh tranh so vi cc i th khc do a dng ha
10
hnh thc thanh ton ti n v mnh cng nh p ng nhu cu ca khch
hng mun s dng th. Cc n v ny s c ngn hng thanh ton trang
b nhng my mc thit b cn thit tip nhn th thanh ton thay cho tin
mt v phi tr cho ngn hng thanh ton mt khon chi ph dch v khi s
dng tin ch ny.
Cc ch th tham gia trong th tr ng th c mi quan h ht sc cht ch
vi nhau, tt c u hot ng di s kim sot, qun l ca cc t chc th quc
t v c quan qun l ca mi quc gia nhm gip cho hot ng tr n th trng th
din ra lnh mnh, gp phn to iu kin cho vic l u thng hng ha ti n t c
thc hin mt cch nhanh chng, hiu qu.
1.5. Li ch ca vic s dng th quc t
Vi nhng tnh nng u vit nh an ton, hin i v nhanh chng m
phng tin ny mang li, th thanh ton c s dng thanh ton cc khon chi
ph hng ngy nh tin n, , tr cc khon dch v, thanh ton ph bo him, cha
bnh, mua hng, chi ph i li, rt tin mt Vic thanh ton qua th c n c nhng
li ch c th sau:
- i vi x hi
+ Nhanh chng v chnh xc v ti n li hn trong vic dng th thanh ton
tin hng ha dch v Ngi ta khng cn phi mang theo nhiu tin mua
hng, khng phi nhn nhng t tin l, tin gi, tin rch, khng tn nhiu thi
gian kim m
+ Gim c nhiu chi ph cho x hi. Thanh ton qua th s gim c khi
lng tin mt trong l u thng, t gim c mt khon chi ph rt ln cho vic
in n, bo qun, vn chuyn, kim m, nhn s thc hin
+ Gp phn kim sot v tng ngun thu cho Nh nc. Khi m hu ht cc
khon thu nhp v chi ph u thanh ton qua ngn hng th vic tnh thu v thu
thu s d dng hn, hn ch c tnh trng trn thu.
- i vi ngn hng pht hnh th
Ngn hng pht hnh th c th tm kim li nhun khi pht hnh th v thu
c ph ca c hai bn: Ph thu t ch th v ph t i l chp nhn th. Thng
11
qua cc phng thc thanh ton khng dng tin mt, cc ngn hng c th a dng
danh mc sn phm ca mnh phc v khch hng, to iu kin thu ht
khch hng n giao dch vi ngn hng. Mt khc ngn hng cn huy ng c
s lng ln tin gi tit kim vi l i sut thp.
- i vi ngn hng thanh ton th
Ngn hng thanh ton c th gia tng li nhun t phn hoa hng c
hng khi lm trung gian thanh ton, c thm cc d ch v thanh ton mi phc
v khch hng hin c, gp phn duy tr s trung thnh ca khch hng.
- i vi n v chp nhn th (VCNT)
Thng qua vic lm i l chp nhn th, cc n v kinh doanh c th thu
ht khch hng s dng th. a dng ha hnh thc thanh ton s gip cc n v
kinh doanh to thun tin cho khch hng trong vic thanh ton, qua gp phn
tng doanh thu.
- i vi ngi s dng th
+ L phng tin thanh ton khng dng tin mt c php lut chp nhn,
thun tin cho vic thanh ton.
+ L mt hnh thc m gi tin mt ni, s dng c nhiu ni, vic s
dng d dng, nhanh chng, an ton, vn minh v hi n i v an ton.
+ C th s dng th trn phm vi quc t, gim n mc ti thiu nhu cu
gi tin mt.
+ Trong mt s trng hp ch th c ngn hng cho vay tin s dng
trc tr sau m khng cn phi th chp (thu chi).
Ngoi rt nhiu u im, tin ch nu trn th thanh ton cng c mt s
nhc im nh:
+ Khng s dng c vi gi tr ln v b gii hn hn mc giao dch trong
ngy v gii hn gi tr giao dch ca th. Vi nh c im th thng c s
dng mang tnh cht c nhn.
+ Ch s dng c ti cc VCNT hay cc my ATM.
+ Cc VCNT c th b mt tin nu khng thc hin ng cc quy nh v
kim tra, lp ha n thanh ton th.
12
+ pht trin dch v th cc ngn h ng thng phi u t rt ln v cng
ngh, my mc thit b, phng tin v pht trin nhn lc m khng phi ngn
hng no cng c kh nng thc hin c.
Tm li, vic pht trin th thanh ton u pht sinh u v nhc im. Tuy
nhin nhng u im m th thanh ton mang li l rt to ln trong khi cc
nhc im cng nh ri ro khi pht hnh th c th kim sot c.
1.6 Cc yu t then cht c nh hng n vic pht trin th quc t
Qua thc t hot ng ca nhiu ngn h ng thnh cng trong hot ng kinh
doanh th, mang li s thun tin, an to n, tit kim trong qu trnh thanh ton,
u t, vay mn qua th cho mt s lng ln khch hng l cc c nhn v doanh
nghip va v nh, mt s yu t then cht sau y c cho l c tm nh
hng mnh i vi hot ng kinh doanh th quc t:
1. Sn phm dch v a dng
2. Mng li chi nhnh im giao dch ATM rng khp v a dng
3. Cht lng dch v c quan tm hng u.
4. Tip cn mt nn tng khch hng ln.
5. C nn tng cng ngh hin i c th p ng vic x l nhiu giao dch
trong cng mt thi im..
6. i ng nhn vin nhiu, c tuyn chn v o to bi bn v thng
xuyn.
7. Hot ng Marketing, qung b, PR thng hiu a dng v thng xuyn.
8. M hnh cu trc t chc h tr v tng thch vn hnh v qun l tt
hot ng bn l.
1.7 Tnh hnh pht tri n th quc t trn th gii v Vit Nam
1.7.1. Tnh hnh pht trin th quc t trn th gii
Th trng th trn th gii c phn ra nhng vng chnh nh sau:
+ Chu - Thi bnh dng: hu ht cc nc trong vng u c dch v v
th. y c s hin din ca 5 loi th ln nht th gii, s cnh tranh gia cc
loi th ny din ra kh si ni. Cc loi th ln bao gm th Visa, Master, JBC
13
trong Visa v Master ang gi v tr dn u th tr ng ny, JBC c quy m
hot ng nh hn nhng li c tc pht trin nhanh. Th Amex v Diners Club
cng c mt th trng ny nhng y khng phi l th trng chnh ca h. Ti
khu vc Chu - Thi bnh dng mc tng trng trong nhng nm gn y ca
th Visa v Master cng kh cao.
+ Canada: l mt trong nhng th trng th tn dng pht trin mnh nh t
th gii. Ti th trng ny th Visa hot ng tri hn so vi th Master. Amex
cng c s hin din ng quan tm n c ny d ang phi i mt vi s cnh
tranh gay gt t Diners Club. Loi th ny ang hng vo mc tiu chnh l ngi
du lch Canada v ngnh hng khng nc ny.
+ Chu u: l th trng l tng cho cc t chc th hot ng v pht
trin. Ngi dn s dng th do s tin li ca n nhiu h n l c cp tn dng
(ngoi tr Anh v Ty Ban Nha). Hu ht th thanh ton chu u l th ghi n ngay
hoc thu chi, gn lin vi vic s dng s d trn ti khon tin gi. Th trng
ng u cng ang c nhiu c hi pht trin ln.
+ Chu M La Tinh: l chu lc c s pht trin khng ng u trong c
nhng nc cng nghip pht trin v nhng nc nng nghip lc hu. n nhng
nm 90 nn kinh t mi bt u n nh c s u t nc ngoi nn th trng th
cng c m rng. Hin Master Card ang dn u th tr ng ny trn lnh vc
th ngn hng trong khi Amex ang t n cng vo th trng th du lch cn th
Diners ang suy yu so vi thp nin trc.
+ Trung ng v chu Phi: y l vng n i ting v du lch, y thu ht
phn ln khch du lch chu u l th trng tt kinh doanh th.Cc loi th
chnh y l Master card, Visa v Amex. Th Diners Club ch gi v tr Nam
phi. JBC hot ng rt yu hu nh khng pht trin. Mng li ATM y kh
mnh c ci t Nam Phi v Trung ng.
+ M: l ni sinh ra th v ng thi cng l ni pht trin nht ca cc loi
th. Khu vc ny dng nh bo ho v th tn dng, do cnh tranh v phn
chia th trng rt khc lit. Dch v ATM dng nh c mt khp ni. Visa v
Master l hai t chc th ln nht cnh tranh gay gt tr n th trng ny. Amex v
14
Visa cng cnh tranh nhau ro rit trn th trng th cao cp. Discover Card tham
gia th trng nm 1986 v ang trc tip cnh tranh vi Master v gi c, khch
hng. JCB l loi th hng u ca Nht v l nh cnh tranh ng gm trn th gii
ang tip tc m rng mng li tip nhn ti M.
1.7.2. Tnh hnh pht trin th quc t ti Vit Nam
Ti Vit Nam, th quc t bt u du nhp vo t nm 1990 khi Ngn hng
Ngoi Thng Vit Nam lm i l chi tr th Visa vi ngn hng BFCE. Hin nay
cc loi th ph bin nh Visa, MasterCard, JCB, American Express c s
dng ti Vit Nam v ngy cng c nhiu ngn hng tham gia lm i l thanh ton
cho th quc t.
Nhn thy tim nng cng nh tnh ph hp ca vic pht hnh th quc t
ti Vit Nam, nm 1996, Ngn hng ngoi thng Vit Nam v Ngn hng TMCP
Chu i tin phong trong vi c pht hnh th MasterCard quc t. n nay c rt
nhiu NHTM Vit Nam tham gia pht h nh th quc t bao gm c NHTM quc
doanh v NHTM c phn.
1.7.2.1. Tnh hnh pht hnh v s dng th quc t ti Vit Nam
Tnh n 31/12/2008, ti Vit Nam c 10 ngn hng pht hnh th quc t
l Ngn hng ngoi thng Vit Nam (VCB), Ngn hng TMCP Chu (ACB),
Ngn hng xut nhp khu Vit Nam (EIB) , Vietinbank, ANZ, HSBC,
Techcombank, VIB, VP, Sacombank vi cc sn phm th tn dng quc t v th
ghi n quc t.
Bng 1.1: Cc loi th quc t c pht hnh ti Vit Nam
CC LOI TH QUC T PHT HNH NGN HNG
Th tn dng Th ghi n
VCB Visa,MasterCard,American Express -
ACB Visa, MasterCard Visa Electron,
MasterCard Dynamic
EIB Visa, MasterCard Visa Debit
Vietinbank Visa, MasterCard -
ANZ Visa Maestro
15
HSBC Visa
Techcombank Visa Visa Debit
VIB MasterCard
VP MasterCard MasterCard
Sacombank Visa Visa Debit
(Ngun: Bo co thng nin ca Hi Th Ngn Hng Vit Nam)
Tnh n cui nm 2008, ACB l ngn hng dn u v s lng th quc t
pht hnh ti Vit Nam vi tng s pht hnh hn 300.000 th, chim 32% th
phn. C th ni cc sn phm th ghi n quc t ca ACB ng vai tr ht sc
quan trng trong thnh cng ca ACB. Tip theo sau l Vietcombank vi hn
293.000 th (31% th phn), EIB vi gn 48.000 th. n cui nm 2008 tng s
th quc t do cc ngn hng pht hnh trn th trng Vit Nam l t gn 1 triu
th, tng 60 % so vi nm 2007.
i tng c ngn hng tn chp cp th quc t ti Vit Nam thng l
lnh o cc doanh nghip quc doanh, ch cc doanh nghip c uy tn v thng
xuyn giao dch vi ngn hng pht hnh th, hoc th chp ti sn cho ngn hng.
Trong khi nhu cu s dng th quc t trong nc khng nhiu nn ch c nhng
ngi c nhu cu thng i nc ngoi mi s dng th quc t. i t ng ch yu
tp trung vo sinh vin i du hc v cn b i cng tc nc ngoi. Tuy s th quc
t pht hnh cha nhiu so vi tim nng ca th tr ng nhng s lng pht hnh
ang c xu hng tng mnh do nhu cu i li v du lch nc ngoi gia tng. Hin
nay cc T chc th quc t ang rt quan tm n vic pht trin th tr ng Vit
nam, th hin bng vic tng cng cc chng trnh hp tc, chng trnh
Marketing, m vn phng i diniu ny s c tc ng tch cc i vi xu th
pht trin ca th trng th Vit nam.
S lng cc ngn hng tham gia pht hnh th quc t ngy cng nhiu.
Mt s NHTMCP ang lm th tc ng k tr thnh thnh vin chnh thc ca t
chc th quc t.
Bng 1.2: Tnh hnh pht hnh v s dng th quc t do cc NHTM Vit Nam
pht hnh (tnh n 31/12/2008)
16
NGN
HNG
S LNG
PHT HNH ( Th )
DOANH S S DNG
TH ( triu ng)
ACB 302,007 5,232,000
VCB 293,648 72,941,470
EIB 48,285 3,277,246
Sacombank 91,771 4,847,735
Vietinbank 13,240 31,619,756
Techcombank 143,416 6,091,311
Agribank 20,000 38,215,488
VIB 15,118 24,334
VP 6,683 437,931
ng 2,699 43,856,452
Tng cng 936,981 234,340,331
(Ngun : Hi th Vit Nam 2008)
Tng doanh s s dng th quc t do cc Ngn hng Vit Nam pht hnh
trong nm 2008 t mc cao. VCB l ngn hng c doanh s s dng th cao nht ,
tip theo l ng , Agribank v Sacombank.
Th quc t c pht hnh ti Vit Nam ch yu l chi tiu nc
ngoi, (chim 75% doanh s giao dch). Tnh hnh kinh t pht trin, thu nhp ca
ngi dn c ci thin, nhu cu i du lch v hc tp nc ngoi tng ln
lm cho doanh s giao dch bng th quc t cng tng ng k trong nhng nm
gn y.
Ti Vit Nam, i tng thanh ton th quc t ch yu l cc doanh nhn v
khch du dch nc ngoi vo Vit Nam. Trong nhng nm gn y s l ng khch
du lch nc ngoi vo Vit Nam ngy cng gia tng cng nh chnh sch u i
u t nc ngoi thu ht cc doanh nghi p nc ngoi vo Vit Nam tm c hi
kinh doanh nn doanh s thanh ton cc loi th quc t cng c xu h ng tng
theo. Nm 2008 l nm pht trin mnh ca ngnh du lch Vit Nam nn hot ng
thanh ton th t mc kh quan. Giao dch thanh ton th quc t pht sinh ch
17
yu ti cc VCNT phc v nhu cu du lch, gii tr v lu tr ca khch nc
ngoi nh: khch sn, nh hng, ca hng lu nim, qun bar, cng ty du lch,
phng v my bay... Doanh s thanh ton th quc t ti Vit Nam vn t nh trng
b ng, ph thuc ch yu vo ngun khch nc ngoi vo Vit Nam.
1.7.2.2. Tnh hnh pht trin mng li chp nhn th
Hin nay vic pht trin cc n v chp nhn th l vn kh khn nht
i vi hot ng th tr n th trng Vit Nam. Cc n v chp nhn th ch yu
tp trung vo cc ngnh kinh doanh khch s n, nh hng cao cp, gii tr, lu
nim, phng tranh ti cc thnh ph ln, thnh ph du lch. Trong khi nhn
thc c ngun thu t hot ng thanh ton th i vi khch quc t, cc ngn
hng tp trung vo mng thanh ton, tng cng m rng mng l i n v chp
nhn th . iu ny dn n s chng cho mt n v s dng lm i l cho
nhiu ngn hng dn n s cnh tranh khng l nh mnh gia cc ngn hng. Tuy
nhin vic hot ng pht hnh th tng trng mnh s c tc ng tch cc n
hot ng chp nhn th, to c s cho vic m rng mng l i chp nhn th v
m rng loi hnh phc v ca cc n v chp nhn th trong t ng lai.
Tnh n cui nm 2008, c nc c hn 26.000 VCNT, ci thin ng k
so vi nhng nm trc. Tuy nhin, so vi s lng th pht hnh th s lng v
tnh hnh phn b VCNT nh vy l cn qu t v mng, cha p ng c nhu
cu s dng th ca ngi Vit Nam.
Phm vi s dng th thanh ton ti Vit Nam c n hp, ch s dng trong
phm vi mt ngn hng pht hnh th. Cc ngn hng thc hin dch v th thanh
ton cha kt ni mng c vi nhau nn khng th lm i l thanh ton cho
nhau. y cng l nguyn nhn ch yu lm hn ch kh nng thu ht khch hng
s dng th thanh ton trong thi gian qua.
1.7.2.3. nh gi tnh hnh hot ng th quc t ti Vit Nam hin nay
Nhng mt tch cc:
+ Gii thiu c mt phng tin thanh ton mi, vn minh, nhanh chng,
hin i n dn chng. Th thanh ton gip ngi dn quen dn vi phng
thc thanh ton khng dng tin mt ang c s dng ph bin nhiu nc trn
18
th gii.
+ Thng qua vic pht trin th thanh ton cc Ngn hng Vit Nam thu
ht c nhiu khch hng, bn c nhiu sn phm dch v ngn hng, gp phn
lm cho ngn hng gn gi hn vi ngi dn.
+ To thun li cho khch hng c nhu cu chi tiu nc ngoi: th quc
t gip nhng ngi i du lch, cng tc nc ngoi c c phng tin thanh
ton thun tin nc ngoi.
+ Gia tng thu nhp cho mt s i tng tham gia vo hot ng th. Vic
chp nhn thanh ton th em li hiu qu cho mt s loi hnh kinh doanh nh
du lch, nh hng, khch sn, ca hng lu nim m nu khng chp nhn th c
th b mt mt s lng khch hng. Vi vic lm i l ng tin mt cho th quc
t, cc ngn hng, doanh nghip thu c ngun ph ng k.
+ To c tin cn bn cho vi c pht trin mnh m dch v th sau n y.
Cc Ngn hng Vit Nam tch ly c nhiu kinh nghim, kin thc trong trong
lnh vc th thanh ton. Mt khc, do nhn thc c tm quan trng ca dch v
th, cc Ngn hng Vit Nam v ang tp trung u t, quan tm v coi th
thanh ton l sn phm chin lc pht trin ngn hng trong tng lai.
Nhng mt hn ch:
+ i tng ng k v s dng th quc t ti Vit Nam cn rt hn ch,
ch yu l lnh o cc doanh nghip quc doanh, ch cc doanh nghip c uy tn
v thng xuyn giao dch vi ngn hng pht hnh th, hoc th chp ti sn cho
ngn hng, sinh vin i du hc v cn b i cng tc nc ngoi... S lng ch th
quc t vn cn t so vi tim nng pht trin ca n.
+ Giao dch thng qua th ch yu vn l rt tin mt, chim t trng gn
90% doanh s thanh ton qua th. Doanh s s dng cc dch v khc c n rt hn
ch. y l c im khc bit ca th tr ng th Vit Nam so vi cc nc khc.
+ Ngi dn vn cn xa l vi th thanh ton v cc dch v m ngn hng
cung cp. Tm l ngi dn vn cn thch s dng tin mt trong cc giao dch
thanh ton. Cng tc ti p th, gii thiu th thanh ton c n yu, v vy th thanh
ton cn nhiu ngi cha bit n, thm ch cn hiu sai lch v th.
19
+ Phm vi s dng dch v th quc t ti Vit Nam cn hn ch, ch yu tp
trung cc thnh ph ln nh H Ni, thnh ph H Ch Minh v mt s thnh ph
du lch khc. S lng VCNT v ATM cha nhiu, khch hng cha th s dng
th thanh ton mi lc, mi ni c.
+ H tng k thut ca cc Ngn hng Vit Nam thc hin dch v th thanh
ton cn lc hu v thiu ng b. H thng h tng c s ng truyn cn yu
nn khch hng thng gp kh khn trong giao dch do b rt mng. Tr nh v
cng ngh cng nh kh nng ti chnh ca cc Ngn hng l khc nhau nn h
thng th ca cc ngn hng khc nhau kh nhi u, nh hng n vic kt ni h
thng thanh ton chung sau ny. Bn cnh mt s ngn hng c mt s kinh nghim
trong vic pht hnh th v bc u xy dng c h thng th kh mnh th
cng c nhiu ngn hng mi chp chng bc chn vo lnh vc th. y l hn
ch rt ln ca h thng thanh ton th ti Vit Nam.
1.7.3. Kinh nghim ca Trung Quc
Hin nay Vit Nam trung bnh c 55 ngi dn Vit Nam mi c 1 ngi
c th ngn hng, trong khi t l ny Trung quc l nc mi a dch v th
cch y khng lu nhng c 10 ngi dn c mt ngi s dng th. Kinh nghim
ca Trung quc cho thy cc NHTM kt hp vi nhau cng xy dng mt
thng hiu nn khch hng c th s dng c dch v ti bt c ngn hng no.
Trc nm 2002 tnh hnh Trung quc cng nh Vit Nam hin nay. Sau khi xy
dng BankNet, cc ngn hng ch kt ni v pht hnh th trn thng hiu chung.
Sau 3 nm thc hin t thnh cng vt bc. Trung quc rt thnh cng vi
h thng th CUP (China Union Pay) hi n c ti hn 800 triu ch th v c th
giao dch ti my ATM ca Trung quc, Hongko ng, Thailand, Singapore, Korea.
KT LUN CHNG 1
Trong chng 1, lun vn trnh by nhng vn c bn v th quc t,
trong a ra khi nim c bn v th, phn loi th, lch s pht trin th v
nhng li ch khi s dng th.
20
Ngoi ra, chng 1 cng cp n tnh hnh pht trin th trng th quc
t ca cc nc trn th gii ni chung v Vit Nam ni ring.
Nh vy, sau khi kt thc chng 1, lun vn trnh by c s l lun
sang chng 2 chng ta s tip tc tm hiu r tnh hnh cung ng dch v th quc
t ca Eximbank trong nhng nm qua. T , a ra nhng nhn nh cng nh
tm ra nguyn nhn hn ch lm c s xut nhng gii php ch yu nhm gip
cho dch v th Eximbank c mt hng i bn vng - pht trin.
21
CHNG 2: THC TRNG KINH DOANH TH TI
EXIMBANK
2.1. Gii thiu v Eximbank v Phng Qun L Th Eximbank
2.1.1. Gii thiu v Eximbank
Eximbank c thnh lp vo ngy 24/05/1989 theo quyt nh s 140/CT
ca Ch tch Hi ng B Tr ng vi tn gi u tin l Ngn Hng Xut Nhp
Khu Vit Nam (Vietnam Export Import Bank), l mt trong nhng ngn hng
thng mi c phn u tin ca Vit Nam. Ngn hng chnh thc i vo hot
ng ngy 17/01/1990.
Ngy 06/04/1992, Thng c Ngn Hng Nh nc Vit Nam k giy php
s 11/NH-GP cho php Ngn hng hot ng trong thi hn 50 nm vi s vn iu
l ng k l 50 t ngVN tng ng 12, 5 triu USD vi tn mi l Ngn Hng
Thng Mi C Phn Xut Nhp Khu Vit Nam ( Vietnam Export Import
Commercial Joint-Stock Bank), gi tt l Vietnam Eximbank.
2.1.2. Gii thiu v Phng Qun L Th
- Qu trnh hnh thnh:
Nm 1993 c s quan tm ca ngn hng nh nc v Ban hin i ha
ca ngn hng, Phng th tn dng Eximbank chnh thc i vo hot ng. Nm
1994 ngn hng c t chc th quc t l Visa International v Mastercard
International chp nhn cho ngn hng Eximbank l hi vin chnh thc. T chc
quc t cng rt quan tm n ngn h ng, h tr mt s ph: ph gia nhp 50.000
USD, ph chuyn giao cng ngh, o to nhn lc
Nm 1997-1998 Eximbank u t khong 1.000.000 USD pht trin h
thng thanh ton v pht hnh th, bao gm h thng my ch, h thng SEMA,
my in dp th, my sao chp hnh, my telex, my in v hn 20 my vi tnh cc
loi, cng trong thi gian ny, ngn hng k hp ng thanh ton th vi ngn
hng UOB, ngn hng UOB cung cp cc trang thit b nh my c th, cc ha
n chuyn dng v lm i l ca UOB nn ngn hng Eximbank hng mc
ph kh thp t cc dch v mang li. Do , trong thi gian ny ngn hng o
22
to, pht trin nhn lc mt cch mnh m, to iu kin cho nhn vi n i hc cc
kha o to v pht hnh th, phng nga ri ro nc ngoi do t chc th
Visa v Mastercard t chc. n thng 6 nm 1999 Eximbank hon tt vic pht
trin ny v chnh thc thanh ton trc tip vi t chc Visa v Mastercard, ngn
hng u t cc trang thit b nh my c th 300 ci v 50 my in t v hon
tr tt c cc trang thit b cho ngn h ng UOB.
Thng 12 nm 2000 Eximbank hng dn thm hai loi th thanh ton l
JCB v Amex cho cc n v chp nhn th sau khi k hp ng i l trc tip
vi Vietcombank. Trang b thm hng lot cc trang thit b mi cp cho n v
chp nhn th.
Thng 3 nm 2001 Eximbank chnh th c lm l khai trng pht hnh th tn
dng Eximbank-Mastercard sau mt thi gian di chun b t khu in ha n,
mu th, hon chnh h s pht hnh, th tc php la Eximbank tin mt
bc vo cng ngh hin i ha ngn hng so vi cc ngn hng khc ng thi
nng cao uy tn ca ngn hng trong v ngoi nc.
Nhn ra tim nng ca th tr ng th thanh ton ni a, thng 7 nm 2004
Eximbank cng chnh thc ra mt th tr ng th Eximbank-Card, mt loi th ghi
n a nng c th thanh ton cc ha n mua hng ha ti cc n v chp nhn
th, thanh ton tin in nc, in thoi, Internet, truyn hnh cp, chuyn khon
n thng 3 nm 2005, Eximbank kt ni th nh cng mng chuyn mch ti
chnh quc gia (Smartlink) bao gm 21 thnh vin
u nm 2005, Eximbank l ngn hng u tin ti Vit nam pht hnh th
ghi n quc t Visa Debit.
Nm 2007, ph hp vi c cu t chc mi ca Ngn hng, Phng Th
tn dng tch ra lm 2 phng: Phng Kinh Doanh th trc thuc S Giao Dch v
Phng Qun L Th trc thuc Khi Khch hng c nhn hi s.
23
S T CHC PHNG QUN L TH
(n 30/06//09)
Phng Qun L Th bao gm tng cng 42 nhn s, trong c 1 Tr ng
Phng, 2 Ph Phng, 7 Ki m Sot Vin/T Trng v 32 nhn vin. Trng Phng
Qun L Th do Ban Tng Gim c b nhim, chu trch nhim tr c Khi
KHCN v Ban Tng Gim c v iu hnh v kinh doanh trong hot ng kinh
doanh th. Ph Phng l ngi gip Trng Phng trong vic iu hnh cc hot
ng kinh doanh th. Cc Kim Sot Vin/T Trng chu trch nhim trc
Trng Phng v vic t chc vn hnh cc nghip v c giao.
Trng Phng
Ph Phng
Bo co
Nghin cu
th trng,
pht trin
sn phm
phm
Ph Phng
Thanh ton
vi lin
minh
Smartlink
H tr
nghip v
thanh ton
th ni a,
i chiu
ATM
Lp t
ATM
Qun l
ri ro,
tun th
Thanh
ton
VCNT
Charge
back
Thu hi
n
Kim sot
vin
Pht
hnh th
quc t
Thanh
ton th
Visa
Debit
Thanh
ton vi
T chc
Th
Thanh
ton vi
Ch th
Pht
hnh th
ni a
Dch v
KH 24/7
Kim sot
vin
T trng
Kim sot
vin
T trng Kim sot
vin
Kim sot
vin
Tip th
H tr
Chi
nhnh
24
2.2. Hot ng kinh doanh th ca Eximbank
Dch v pht hnh th (ph lc 1):
Hin ti Eximbank ang pht hnh cc loi th sau:
- Th ghi n ni a V-TOP
- Th tn dng quc t Visa/MasterCard
- Th ghi n quc t Visa Debit
- Th tn dng doanh nhn Visa Business
Dch v thanh ton th
Dch v thanh ton th c trin khai t nm 1999, vi s l ng VCNT
th tch lu c l khong hn 1.389, s my POS l 1.901 my. y l loi hnh
dch v ng gp nhiu vo li nhun kinh doanh th ca Eximbank.
Dch v ATM
My ATM ca Eximbank c trin khai vo nm 2004 cng thi gian vi
pht hnh th ghi n ni a. Thi gian u i v o hot ng l 10 my ATM, n
nm 2007 l 60 my, hin nay l 260 my. Cc tin ch thng qua my ATM cng
c dn dn ci tin phc v khch h ng nh: rt tin, xem s d, xem sao k, i
s PIN, thanh ton ho n in, nc, in thoi, internet, bo him, truyn h nh
cp
Dch v thanh ton ho n qua mng
Dch v thanh ton ho n qua mng c trin khai vo nm 2006, ch
yu i vi cc loi th quc t, y cng l mt dch v mang li nhiu tin ch cho
ch th Eximbank, tuy nhi n do ch chp nhn thanh ton cho th quc t n n s
lng giao dch cn thp, trong thi gian ti Phng QLT s d kin a vo vic
thanh ton qua mng bng th ni a cho khch hng s dng.
Dch v pht hnh th qua mng
Dch v pht hnh th qua mng trin khai u ti n cho th Visa Debit vo
nm 2007, n thng 07/2008 trin khai cho cc loi th khc ca Eximbank nh
th tn dng quc t, th ghi n ni a V-Top
y l mt knh pht hnh th rt c hiu qu, tuy nhi n do s lng ngi
bit n cn rt t, vic qung co cho pht hnh th qua mng cha c, v cc chi
25
nhnh cng cha tch cc trong vic pht hnh th qua mng nn s lng th pht
hnh qua mng cn hn ch
2.3. nh gi hot ng th quc t Eximbank ti Vit Nam
2.3.1. Thc trng pht hnh th quc t Eximbank
Hot ng pht hnh th:
Bng 2.1: S lng th quc tpht hnh ti Eximbank n 31/12/2008
So u nm
Ch tiu
Nm
2007
(chic)
Nm
2008
(chic)
tng/gim %
S lng th quc t 33,868 48,285 14,417 43%
- Th ghi n
21,719 32,504 10,785 50%
- Th tn dng
12,149 15,781 3,632 30%
( Ngun: Bo co Eximbank)
S lng th quc t n cui nm 2008 t 48,285 th, t tc tng
trng 43% (# 14,417 th) so vi nm 2007.
Bng 2.2 :Doanh s s dng th Eximbank nm 2008 (VT: T ng)
T/hin Tch ly T trng tng/gim %
2. Doanh s s dng th
Eximbank
319.46 3,277.19 100% 1,104.65 51%
2.1. Ngoi nc 85.86 539.46 16% 201.23 59%
2.2. Trong nc 104.77 1,057.08 32% 401.20 61%
Th quc t (Ti ATM/POS) 14.72 139.42 4% 38.92 39%
2.3. Ti ATM/POS Eximbank 128.84 1,680.65 51% 502.22 43%
Th quc t 16.30 201.61 6% 20.54 11%
So cng k
Ch tiu
2008
(Ngun : Bo co Eximbank)
Trong nm 2008, doanh s s dng th tng 51% (# 1,104.65 t ng) so vi
nm 2007. Trong , tng ng k l tc tng doanh s s dng th Eximbank
trong nc 61% (# 401.20 t ng) nh vo cc chng trnh kch thch tiu dng
vo cc thng cui nm 2008 nh Gii thng ln dnh tng ch th Eximbank.
Hot ng thanh ton th:
26
Bng 2.3: Mng li im chp nhn th Eximbank n 31/12/2008
tng/gim % tng/gim %
1. S lng ATM 30 74 14 23% 44 147%
2. S lng POS 1,389 1,618 73 5% 229 16%
3. S lng VCNT 1,003 1,091 46 4% 88 9%
Ch tiu
Nm
2007
So u nm So thng trc
T.12/2008
(Ngun : Bo co Eximbank)
Trong nm 2008, s VCNT c tm kim mi l 248 n v, lp mi thm
406 my POS. Tuy nhin, vi vic r sot li thng tin VCNT m cc n v
Eximbank ang qun l, xa d liu cc VCNT khng c doanh s hot ng n
nh theo quy nh v thu hi my POS lm gim mt s lng nht nh VCNT
v my POS so vi u nm. Eximbank lp t v a vo hot ng thm 14
my ATM, nng tng s my ATM trn ton h thng l 74 my, so vi nm 2007
tng 44 my.
Bng 2.4: S lng VCNT nm 2008
Tch
ly
T
trng
Thc
hin
Tch
ly (*)
T
trng
tng/gim %
tng/g
im
% KH TH/KH
Min Bc 51 5% 2 16 6% 46 2 14% -5 -10% 339 -2%
Min Trung 45 4% 0 16 6% 52 0 0% 7 16% 225 4%
ng Nam B 3 0% 0 0 0% 1 0 -2 -67% 75 -3%
Tp.HCM 886 88% 44 214 86% 980 44 26% 94 11% 1,426 17%
BSCL 18 2% 0 2 1% 12 0 0% -6 -33% 90 -8%
H thng 1,003 100% 46 248 100% 1,091 46 23% 88 9% 2,155 8%
KH 2008
Khu vc
So u nm 2007 So thng trc
Tch
ly (**)
T.12/2008
(Ngun : Bo co Eximbank)
S lng VCNT tp trung nhiu nht khu vc TP.HCM, chim t trng
86% so vi ton h thng, k tip l Min Bc, Min Trung v Khu vc BSCL,
Min ng Nam B mi thnh lp mt vi chi nhnh nn hiu qu ca vic tip th
VCNT cha cao.
Bng 2.5: Doanh s thanh ton th Eximbank nm 2008
(VT: T ng)
27
T/hin Tch ly T trng tng/gim %
1. Doanh s thanh ton th 220.90 2,544.78 100% 817.42 47%
1.1. Ti VCNT 69.58 686.73 27% 165.89 32%
1.1.1. Thanh ton th do TCTD
khc pht hnh
58.01 545.90 21% 164.05 43%
a. Ngoi nc 39.55 423.06 17% 92.15 28%
b. Trong nc 18.46 122.84 5% 71.90 141%
1.1.2. Thanh ton th Eximbank 11.57 140.84 6% 1.84 1%
a. Th quc t 11.57 140.74 6% 2.37 2%
1.2. Ti my ATM 151.31 1,858.05 73% 651.52 54%
1.2.1. Thanh ton th do TCTD
khc pht hnh
34.05 318.23 13% 151.15 90%
a. Ngoi nc 4.48 52.73 2% 10.52 25%
b. Trong nc 29.57 265.50 10% 140.63 113%
- Th quc t 0.67 6.01 0% 3.45 135%
1.2.2. Thanh ton th Eximbank 117.27 1,539.81 61% 500.38 48%
a. Th quc t 4.73 60.87 2% 18.17 43%
So cng k
Ch tiu
2008
(Ngun : Bo co Eximbank)
Trong nm 2008, doanh s thanh ton th tng 47% (# 817.42 t ng) so
vi nm 2007. Trong , tng ng k l tc tng doanh s ti my ATM 54% (#
651.52 t ng).
Bng 2.6: Doanh s hot ng th Eximbank nm 2008 (VT: T ng)
Tr gi T trng T/hin Tch ly T trng tng/gim % tng/gim % KH TH/KH
Min Bc 322.18 12% 61.46 601.00 15% 24.59 67% 278.82 87% 733.37 82%
Min Trung 154.50 6% 29.93 293.08 7% 5.85 24% 138.58 90% 353.71 83%
ng NamB 3.47 0% 4.94 35.94 1% 0.84 20% 32.47 936% 49.29 73%
Tp.HCM 2,087.49 77% 285.37 2,936.30 71% 41.39 17% 848.81 41%3,857.68 76%
BSCL 154.20 6% 29.82 274.94 7% 7.10 31% 120.74 78% 309.96 89%
H thng 2,721.84 100% 411.52 4,141.27 100% 79.77 24% 1,419.43 52%5,304.01 78%
Nm2007 KH2008 So thng trc So cng k T.12/2008
Khu vc
(Ngun : Bo co Eximbank)
Trn nn tng tng trng cc loi doanh s thanh ton v doanh s s dng
th Eximbank, doanh s hot ng th Eximbank trong nm 2008 tng 52% (#
1,419.43 t ng) so vi nm 2007.
Hiu qu hot ng kinh doanh th:
Bng 2.7: Kt qu hot ng kinh doanh th qua cc nm
(VT: T ng)
28
tng/gim % tng/gim %
Thu ph 17.78 2.44 27.00 0.62 34% 9.22 52%
Thu li 3.19 0.83 6.82 0.12 17% 3.63 114%
Chi 14.40 3.37 19.87 2.16 178% 5.47 38%
Li nhun 6.57 -0.09 13.95 -1.41 -107% 7.38 112%
So nm trc
Ch tiu 2007
Ly k n
k bo co
So thng trc
T.12/2008
(Ngun : Bo co Eximbank)
Li nhun th nm 2008 t tc tng ng k 112% (# 7.38 t ng) so vi
nm 2007.
Hot ng pht trin sn phm, dch v th:
Chng trnh Gii thng ln dnh tng ch th Eximbank kt thc vo
ngy 12/12/2008 v t c mt s kt qu kh quan: S l ng th pht hnh mi
c hot ng trong thi gian din ra ch ng trnh t 66% (# 12,511 th) v doanh
s s dng th t 95% (# 465.53 t ng) cc k vng ca ch ng trnh. Mc d,
c mt s thiu st trong qu tr nh trin khai chng trnh (t chc thc hin cha
chu o, mt nhiu thi gian xin php t B Cng Th ng, cha thng bo c th
mc tham gia ca cc n v Eximbank vo chng trnh, cng tc qung co
cha thc s mang li hiu qu tch cc cho ch ng trnh, thi im trin khai cng
l lc mt s chng trnh khc dnh cho khch hng c nhn di n ra, ) nhng
nhn chung Gii thng ln dnh tng Ch th Eximbank cng gp phn gia tng
s lng th pht hnh, doanh s s dng th, cng c v th Eximbank i vi c c
khch hng s dng dch v th Eximbank thi gian v pht huy cc tin ch th
Eximbank.
Chng trnh Nhn vin tip th th xut sc nm 2008 n nay thu ht
s tham gia ca hn 200 nhn vin ca 25 n v Eximbank (trn tng s khong
2,700 nhn vin ca 35 n v Eximbank) vi s l ng th c gii thiu khong
7,200 th cc loi, trung bnh 20 th cc loi/ 1 nhn vi n Eximbank.
Trong nm 2008, dch v th Eximbank c nhiu t iu chnh l i vay
qua th tn dng bt kp vi vic thay i li vay trn th trng. Trong 3 thng cui
nm 2008, Eximbank 5 ln thc hin iu chnh ph t i chnh (li vay) qua th tn
29
dng. Mc ph hin ti 1.0625%/ thng (p dng t ng y 22/12/2008) l ngang bng
vi cc ngn hng pht hnh th khc.
2.3.2. So snh dch v th ca Eximbank vi mt s ngn h ng khc (ph lc 2)
V mt pht hnh th, Eximbank hu nh pht hnh c cc loi th c
bn p ng nhu cu ca khch hng.
V mt thanh ton th, Eximbank hin nay ch thanh ton 2 loi th, l
Visa v MasterCard. V th JCB Eximbank cng thanh ton nh ng ch l thanh ton
thng qua Ngn Hng Vietcombank v i s lng giao dch v doanh s khng ng
k.
V dch v ti my ATM, cc chc nng c bn nh rt tin, xem s d, xem
sao k, i PIN, chuyn khon, thanh ton ha n u c ti my ATM ca
Eximbank, tuy nhin vi cc chc nng ngy cng hin i nh mua th co (in
thoi, internet), np tin qua my ATM th Eximbank hin nay cha thc hin
c.
V dch v qua mng intenet, y l dch v m Eximbank cn yu so vi
cc ngn hng khc, ch gi gn trong 2 dch v l thanh ton ha n qua mng v
pht hnh th qua mng.
Bng 2.8: So snh s lng my ATM ca Eximbank so vi cc ngn hng khc
(tnh n 30/06/2009)
(VT:: chic)
Ngn hng So u nm
STT
n
31/12/2007
n
05/06/2008
n
31/12/2008
n
30/06/2009
T trng
+/- %
1 Agribank 602 802 1,202 1,702 19.9% 500 42%
2 Vietcombank 888 1,090 1,244 1,385 16.2% 141 11%
3 VietinBank 492 742 742 1,042 12.2% 300 40%
4 BIDV 694 700 978 994 11.6% 16 2%
5 ng 670 786 863 935 10.9% 72 8%
6 Sacombank 212 315 512 527 6.2% 15 3%
7 Techcombank 160 215 306 436 5.1% 130 42%
8 ACB 134 174 239 267 3.1% 28 12%
9 Eximbank 30 58 204 252 2.9% 48 24%
10 VPBank 163 228 302 226 2.6% -76 -25%
11 MB 93 123 184 202 2.4% 18 10%
30
12 VIB 60 82 97 125 1.5% 28 29%
13 SCB 19 32 55 85 1.0% 30 55%
14 MHB 82 82 82 82 1.0% 0 0%
15 Saigon Bank 73 73 73 73 0.9% 0 0%
(Ngun: Bo co hip hi th )
S lng my ATM ca Eximbank tnh n 30/06/2009 l 252 my, ng th 9/15
ngn hng c my ATM. So vi cng k nm 2008 tng thm 194 my (300%), d
kin trong nm 2010, s l ng my ATM ca Eximbank s l 500 my.
So snh dch v Call Center ca cc ngn hng:
Eximbank: Call Center ca Eximbank c lp vi dch v tng i th 24/7.
Tng ti th ca Eximbank nhn chung chm sc khch hng tt, p ng c
cc yu cu gii quyt cc thc mc ca khch h ng nh: t vn lm th, v
truy vn s d, cc vn pht sinh khi khch hng giao dch, khiu ni khch
hng.
ANZ: y l trung tm dch v khch hng chung c chia theo cc knh
nh.
S (1) t vn v cc dch v sn phm ca ngn h ng ANZ
S (2) h tr giao dch li n quan n th, Internet banking, ANZ online.
S (3) kim tra s d ti khon, thng tin khc.
ng : c tng i h tr in thoi 24/7 vi nhiu knh thng tin, vi u
s d nh, khch hng c th c gii p cc thc mc v cc dch v ca
ngn hng nh:
T vn th ni a.
T vn th tn dng.
Ngn hng in t.
Ti khon tin gi.
Tn dng.
Tr gip.
HSBC: c tng i h tr in thoi chm sc khch h ng chuyn nghip bao
gm:
Nghe qung co mi v th tn dng, vay tn dng c nhn.
31
Dch v th ngn hng
Dch v th tn dng.
Thng bo mt th.
S dng dch v ngn hng qua mng.
Kch hot th tn dng.
Tnh trng n ng k th tn dng, vay c nhn
Tr gip khc
Nghe li danh mc.
Khch hng c th la chn ngn ng ting Vit, ting Hoa v ting Anh.
ACB: vi tng i in thai tch hp nhiu knh trong 1 line:
T vn tn dng, tin gi.
Dch v th.
Giao dch thanh ton, chuyn tin.
Khch hng doanh nghi p.
t lnh vng.
Nhn chung, 2 dch v Call Center ca Eximbank, mt phc v ring cho th,
mt phc v chung cho cc dch v khc l rt tt. i vi dch v th, khch hng
c th gp trc tip nhn vi n, khng phi ch i lu. iu ny cng ng ngha
vi vic khng th qung b c cc dch v khc m Eximbank ang c i vi
ch th khi gi vo tng i th m khng gi vo tng i chung ca ngn hng.
Vi dch v call center tp trung, cc ngn hng khc mt phn xc nh khch
hng ang c nhu cu g v p ng da trn nhng nhu cu , mt khc cung cp
thm cc dch v m ngn hng ang c, cng nh gin tip bt khch hng phi
tip nhn nhng thng tin ca cc chng trnh khc m ngn hng ang c. iu
ny to nn n tng ln trong tm tr khch hng.
Bng 2.9: So snh s lng thquc tca cc Ngn hng n 30/06/2009
(VT:: chic)
Ngn hng So cng k
STT
n
30/06/2008
n
30/06/2009
T trng
+/- %
1 Vietcombank 204,545 368,124 35.52% 163,579 80%
32
2 ACB 274,153 297,026 28.66% 22,873 8%
3 Techcombank 77,351 138,455 13.36% 61,104 79%
4 Sacombank 83,971 102,512 9.89% 18,541 22%
5 Eximbank 42,449 54,457 5.25% 12,008 28%
6 Agribank 27,257 2.63% 27,257
7 VIB 8,963 17,775 1.72% 8,812 98%
8 VietinBank 3,009 15,718 1.52% 12,709 422%
9 VPBank 4,797 7,545 0.73% 2,748 57%
10 ng 4,341 0.42% 4,341
11 ABBank 1,776 0.17% 1,776
12 BIDV 1,397 0.13% 1,397
13 VRB 14 0.00% 14
(Ngun: Bo co hip hi th )
S lng th quc t ca Eximbank tnh n 30/06/2009 l 54,457 th, ng
th 5/13 ngn hng pht hnh th quc t, so vi cng k nm 2008 tng 28%.
So snh v nn tng cng ngh th ca cc ngn hng:
Eximbank:
- Phi hp vi cng ty Atos Origin nng cp h thng th quc t (Asscend) th nh
cng vo thng 07/2009, t o bc t ph v tc x l giao dch v h thng tch
hp pht trin nhiu sn phm khc.
ACB:
- Vn hnh h thng ngn hng li TCBS (gii php ngn hng ton din) cho php
cc CN, PGD ni mng vi nhau, giao dch tc thi v dng chung c s d liu
tp trung.
- Hp tc vi Standard Charterd tri n khai hin i ho cng ngh ngn hng: nng
cp my ch, thay th phn mm x l giao dch th ngn hng bng mt phn mm
mi c kh nng tch hp vi nn cng ngh li, lp t h thng ATM.
ng :
- Chng trnh ng dng chi lng E-payroll cho php cc cng ty thc hin
vic chi lng qua th a nng ng mt cch nhanh chng, t ng v m
bo thng tin c bo mt tuyt i.
33
- Pht trin thnh cng ng dng DAB Stock Trading Service cho php cc cng ty
chng khon kt ni trc tuyn v thc hin thanh ton, hch ton v nhiu tin ch
khc trong giao dch chng khon thng qua t i khon ti ngn hng.
Techcombank:
- H thng ngn hng li (do Temenos Holdings pht tri n) c trin khai t nm
2002 v lin tc c nng cp qua cc nm. Techcombank ang s dng phi n bn
mi nht T24R07.
- S dng cng ngh OTP (one time password) cho cc dch v ngn h ng in t.
- Trin khai thnh cng h thng thanh ton th tn dng VISA; kt ni th nh cng
h thng thanh ton th vi ngn h ng HSBC Vit Nam, h thng Banknet, h
thng Paynet; trin khai thnh cng h thng th ng thng hiu vi Tng Cng
ty hng khng Vit Nam - Vietnam Airlines; tri n khai thnh cng my np tin t
ng ADM; trin khai h thng Fraud Analyzer chng giao dch th gi mo.
Sacombank:
- Xy dng IT Roadmap da trn nh hng chin lc pht trin n nm 2015
v hng ti nm 2020 di s t vn ca Chuyn gia Cng ty Ti chnh Quc t
(IFC); thng tho k hp ng v trin khai nng cp Corebanking T24 phi n bn
R8
So snh i ng nhn vin ca cc ngn hng (ph lc 3)
i ng nhn vin Eximbank so vi cc Ngn hng khc l tng i ng
u, cc chnh sch cng nh cc hot ng o to nhn vin lun c Eximbank
quan tm ng mc v thu nhp bnh qun ca nhn vin Eximbank so vi cc nhn
hng khc l tng ng nhau.
So snh v hot ng Marketing, qung b, PR thng hiu th
Eximbank
Hot ng marketing, qung b, PR th ng hin th ca Eximbank cha
hiu qu, cha thc s mang thng hiu Eximbank ni chung v sn phm th
Eximbank ni ring n tn tay ngi tiu dng. Bn cnh , mu xanh l mu
c rt nhiu ngn hng s dng v khi nhc n mu xanh ca ngn hng, ngi
tiu dng thng ngh n ANZ hoc ACB nhiu h n ngh n Eximbank.
34
Cc chng trnh khuyn mi cha c ph bin rng ri trn cc phng
tin thng tin i chng. Eximbank ch thc hin mt ch ng trnh ti tr nh k
nh chng trnh thp sng c m, tuy nhin tn sut ngi xem t.
Vic qung b hnh nh Eximbank hin nay ch gi gn trong cc b i vit PR
trn bo mi khi c chng trnh khuyn mi v ra mt sn phm mi. Vic treo
bandrole, t banner, leaflet, standee ti cc chi nhnh, s giao dch v a thng
tin ln website ca chnh ngn hng l iu bt buc m ngn hng no cng phi
thc hin, y ch l hnh thc thng tin min ph tr n cc phng tin truyn thng
sn c.
Techcombank
K nim 16 nm thnh lp 27/09/2009, Techcombank t chc 02 chng
trnh mang ngha hng n cng ng, Chia s uc m tui th v chng
trnh i b gy qu t thin quy t hn 10,000 ngui tham gia Tp.HCM v H
Ni. Vic t chc i b gy qu t thin to hiu ng tt cho vic qung b h nh
nh Techcombank khi 10,000 ngi tham gia mc o c logo Techcombank,
bandrole, phn in logo Techcombank cng c treo dc cc tuyn ng trng
im ca hai thnh ph ln. Cc chng trnh ti tr ca Techcombank lun hng
n cng ng v vi thng ip mun truyn ti n khch h ng l mt ngn hng
thn thin vi cng ng.
Ring v dch v th, trong 6 thng nm 2009, Techcombank l ngn hng
c nhiu chng trnh khuyn mi nht (07 chng trnh).
ACB
Mc d l ngn hng Vit Nam, ACB c cc bc thc hin chng trnh
qung b thng hiu ca mnh trn phng tin truyn thng thnh cng. c bit,
phim qung co ACB di 30 giy Mi ngy ti chn mt nim vui, li bi ht
hay, ni dung phim ngha nng cao hnh nh v thng hiu ACB (hn
300,000 kt qu tm kim t google Vit Nam cho t kha qung co ACB).
ng
Ngn hng ng cng c nhiu chng trnh qung b thng hiu trn
cc phng tin truyn thng (Chng trnh tm hiu th ATM). Vic kt hp vi
35
thp Pomina thnh lp i bng NH ng Thp Pomina, khi i bng tham
gia cc gii u, c bit cc gii u ln ca Vit Nam nh V-league, mc nhin,
thng hiu ngn hng ng c nhc n trn cc phng ti n truyn thng
m khng phi tn nhiu chi ph. Thng 03/2006, ng c ngi tiu dng
bnh chn l "Thng hiu Vit nam ni ting nht" ngnh Ngn hng - Ti chnh -
Bo him.
Sacombank
L mt ngn hng c s vn u t ln v s lng chi nhnh tri u tr n
khp cc tnh. Tuy nhi n, vic qung b hnh nh ca Sacombank cha c g tht s
ni tri nh cc ngn hng khc, cc hnh thc khuyn mi, vic ra mt sn phm
mi c qung b trn cc phng tin truyn thng cn tha tht v c bit
cha to c n tng cho khch hng v thng hiu Sacombank.
HSBC
L ngn hng 100% vn nc ngai, c kinh nghim hng trm nm trn
lnh vc ti chnh, ngn hng. Ti Vit Nam, HSBC thc hin bi bn vic qung
b hnh nh ca hnh nh trn cc phng tin truyn thng nh tivi, radio, bo, t p
ch, internet vv mi khi c chung trnh khuyn mi, khai trng vn phng,
chi nhnh. HSBC tham gia ti tr nhiu chng trnh t thin nhm mc ch nng
cao hnh nh trch nhim vi cng ng nh ti tr Chng trnh v tr em ngho
lng tr em SOS; Chng trnh Future First, ko di n 2012 vi tng gi tr 10
triu USD. L ngn hng a quc gia v uy tn trn th gii HSBC c li th s
dng hnh nh ca cc nhn vt ni ting nh thi t Anh PR dp khai tr ng
trung tm thanh ton quc t ti Tp.HCM.
ANZ
Vic qung b hnh nh ngn hng 100% vn nuc ngoi u tin t hiu
qu cao. C th: qung co tr n i nhc tr, cho nhn vin i nn bo him v
chy xe Piaggio sn mu xanh (l mu c trng ca ANZ) ng ti in thoi
Hotline ca ngn hng chy khp thnh ph. mang sn phm n vi khch
hng: ANZ s hu i ng bn hng qua in thoi rt chuyn nghip v hu nh
hot ng sut 24/7.
36
So snh v m hnh t chc v cch thc vn hnh ca cc Phng Th/ Trung
tm th ca cc ngn hng (ph lc 4)
V m hnh t chc th hin nay a s cc Ngn hng u thnh lp Trung
tm th, trong khi Eximbank vn gi m hnh Phng Qun L Th ch o v
cc chi nhnh pht tri n th, v vy hot ng kinh doanh th cn gp nhiu kh
khn do cc chi nhnh thng tp trung vo 2 nghip v chnh l huy ng v cho
vay, cha ch trng n nghip v th.
2.3.3. V th ca Eximbank trn th trng th Vit Nam
Th trng th ti Vit Nam pht trin mnh trong nhng nm gn y,
th hin: Tnh n 30/6/2009:
- S ngn hng tham gia th trng th: 26 ngn hng.
- S lng th quc t hn 1 triu th, tng 48% so vi cng k 2008.
- S lng my ATM l 8.543 my, tng 48% so vi cng k 2008.
- S lng POS l 28.223 my, tng 10% so vi cng k 2008.
Trc tnh hnh pht trin mnh m ca thtrng th, sn phm th ca
Eximbank cng c nhng bc pht trin vt bc.
- S lng th quc t t 54.457 th, tng 32% so vi c ng k nm 2008.
- S lng my ATM l 252 my, tng gn 200 my so vi cng k 2008
- S lng POS: t 1901 my, tng 25% so vi c ng k 2008.
V th Eximbank tnh n 31/06/2009.
Tuy pht trin mnh m trong nhng nm va qua, nhng thphn ca
ca Eximbank trong lnh vc th cn thp, c th hin qua cc biu sau:
- V my ATM: 252 my, ng th 9/24 ngn h ng c my ATM
Biu 2.1: Thphn my ATM
37
Th phn my ATM
Khc, 2.5%
MB, 2.4%
VIB, 1.5%
SCB, 1.0%
VPBank, 2.6%
Eximbank, 2.9%
Techcombank,
5.1%
ACB, 3.1%
Saigon Bank, 0.9%
MHB, 1.0%
Sacombank, 6.2%
ng , 10.9%
BIDV, 11.6%
VietinBank, 12.2%
Vietcombank,
16.2%
Agribank, 19.9%
(Ngun: Bo co ca Hip hi ngn hng Vit Nam)
- V my POS: 1.901 my, ng th 6/18 ngn hng c my POS
Biu 2.2: Thphn myPOS
T h p h n P O S
V i e t c o m b a n k ,
3 1 . 7 %
A C B , 1 0 . 1 %
A g ri b a n k , 9 . 0 %
V IB , 8 . 6 %
V i e t i n B a n k , 7 . 5 %
Ex i m b a n k , 6 . 7 %
Te c h c o m b a n k ,
6 . 3 %
K h c , 4 . 4 %
B ID V , 2 . 9 %
n g , 3 . 4 %
S a c o m b a n k , 4 . 6 %
M B , 4 . 6 %
(Ngun: Bo co ca Hip hi ngn hng Vit Nam)
38
- V th quc t: 54.457 th, ng th 5/13 ngn h ng pht hnh th quc t
Biu 2.3: Thphn th quc t
T h p h n t h q u c t
V P B a n k ,
0 . 7 3 %
V IB , 1 . 7 2 %
V i e t i n B a n k ,
1 . 5 2 %
n g , 0 . 4 2 %
A B B a n k ,
0 . 1 7 %
EI B , 5 %
A g ri b a n k ,
2 . 6 3 %
B ID V , 0 . 1 3 %
Te c h c o m b a n k ,
1 3 . 3 6 %
A C B , 2 8 . 6 6 %
V i e t c o m b a n k ,
3 5 . 5 2 %
S a c o m b a n k ,
9 . 8 9 %
(Ngun: Bo co ca Hip hi ngn hng Vit Nam)
- V doanh s s dng th: 1.941 t ng, ng th 9/26 ngn h ng
Biu 2.4: Thphn doanh s s dng th
T h phn Doanh s S dng t h
Khc , 0. 6%
Saigon Bank ,
1. 0%
MHB, 1. 0%
VIB, 0. 9%
MB, 1. 1%
Ex i mba nk, 1. 3%
ACB, 2. 0%
Sac ombank ,
2. 0%
ABBank , 0. 2%
VPBank , 0. 2%
TCB, 3. 2%
Agribank , 11. 1%
BIDV, 12. 2%
Viet inBank ,
13. 0%
ng , 18. 4%
Viet c ombank ,
31. 8%
(Ngun: Bo co ca Hip hi ngn hng Vit Nam)
39
- V doanh s thanh ton th: 23 triu USD, ng th 5/15 ngn h ng
Biu 2.5: Thphn doanh s thanh tan th
T h p h n D o a n h s T h a n h t o n t h
V i e t c o m b a n k ,
5 7 . 2 %
A C B , 1 4 . 0 %
V i e t i n B a n k , 5 . 8 %
S a c o m b a n k , 5 . 6 %
E x i m b a n k , 5 . 0 %
V IB , 3 . 5 %
M B , 0 . 2 %
B ID V , 2 . 0 %
n g , 3 . 2 %
T e c h c o m b a n k , 1 . 7 %
V P B a n k , 0 . 8 %
S C B , 0 . 2 %
A g r i b a n k , 0 . 4 %
S a i g o n B a n k , 0 . 5 %
(Ngun: Bo co ca Hip hi ngn hng Vit Nam)
Bng2.10: Tng hp vth ca Eximbank n 30/06/2009
STT Ngn hng ATM EDC
Th ni
a
Th quc
t
Tng th
Doanh s s
dng t
01/01/09 n
30/06/2009
(tr.VND)
Doanh s thanh
ton t
01/01/09 n
30/06/2009
(tr.USD)
5 NH Nh nc
1 VietinBank 1,042 2,117 3,237,140 15,718 3,252,858 18,971,853 27.15
2 BIDV 994 827 1,615,530 1,397 1,616,927 17,771,985 9.13
3 VCB 1,385 8,944 3,309,127 368,124 3,677,251 46,551,356 265.83
4 Agribank 1,702 2,547 2,812,287 27,257 2,839,544 16,288,609 1.69
5 MHB 82 0 90,000 0 90,000 1,460,000 0.00
Cc NH TMCP
6 EIB 252 1,901 182,334 54,457 236,791 1,941,104 23.17
7 ACB 267 2,853 110,832 297,026 407,858 2,988,461 65.04
8 AB Bank 45 300 17,336 1,776 19,112 256,405 0.00
9 OceanBank 10 0 3,180 0 3,180 9,548 0.00
10 GP Bank 11 10 7,731 0 7,731 22,433 0.00
11 NH ng 935 969 2,962,547 4,341 2,966,888 26,930,074 14.72
12 SeaBank 31 85 23,125 0 23,125 8,580 0.00
40
(Ngun: Bo co ca Hip hi ngn hng Vit Nam)
Theo bng tng hp bo co tr n th th phn th ca Eximbank so vi cc
ngn hng khc cn kh thp, th t/tng s nh sau: my ATM (9/24), my EDC
(6/18), Th ni a (10/26), Th quc t (5/13) , doanh s s dng (9/26), doanh s
thanh ton (5/15).
2.3.4. Nghin cu cc yu t tc ng n vic s dng th quc t.
S khc bit gia s dng th ni a v th quc t:
STT Ni dung Th ni a Th quc t
1 Phm vi s dng Ni a Quc t
2 Ngn hng pht hnh c NHNN cng
nhn
c t chc th v
NHNN cng nhn
3 i tng s dng Thu nhp cao, c nhu
cu i nc ngoi
thng xuyn
i tr
4 Tin ch a dng ton th gii Hn ch trong phm
vi 1 quc gia
13 MSB 30 0 11,324 0 11,324 133,395 0.00
14 Techcombank 436 1,773 553,089 138,455 691,544 4,694,124 8.10
15 VPB 226 0 20,749 7,545 28,294 270,118 3.60
16 OCB 0 0 15,348 0 15,348 81,472 0.00
17 Southernbank 12 0 14,632 0 14,632 8,052 0.04
18 MB 202 1,312 202,109 0 202,109 1,580,119 0.82
19 VIB 125 2,439 430,304 17,775 448,079 1,334,278 16.27
20 Saigon Bank 85 97 37,575 0 37,575 172,540 0.87
21 SGB 73 650 180,000 0 180,000 1,526,184 2.14
22 Sacombank 527 1,302 248,503 102,512 351,015 2,888,549 25.87
23 SHB 0 0 17,724 0 17,724 53,775 0.00
24 NH Vit 35 93 23,520 0 23,520 56,210 0.00
Cc NH lin doanh
25 NH Indovina 30 0 39,722 0 39,722 251,264 0.00
26 NH Vit Nga 6 4 7,961 14 7,975 18,184 0.00
Tng 8,543 28,223 16,173,729 1,036,397 17,210,126 146,268,672 464.44
V th EIB 9/24 6/18 10/26 5/13 10/26 9/26 5/15
Thphn (%) 3% 7% 1% 5% 1% 1% 5%
41
5 Ph Cao Thp
6 H tng cng ngh Tin tin Trung bnh
7 Thi gian gii quyt khiu ni Lu Mau
8 Khng nh v tr trong x hi C Khng
9 Yu t php lut iu chnh theo quy
nh NHNN
iu chnh theo quy
nh NHNN v t
chc th quc t
10 Thu nhp hng thng Yu cu Khng yu cu
11
T bng phn tch trn ta thy c cc yu t sau y nh hng n s
pht trin th quc t:
- Tin ch s dng th
- Nhn thc vai tr ca th
- Thu nhp hng thng
- Thi quen s dng phng thc thanh ton khng dng tin mt
- Chnh sch Marketing ca n v pht hnh th
- H tng cng ngh
- S khng nh v tr trong x hi
- tui ca ngi s dng
- Yu t lut php
Thng qua phn tch trn cho thy vic pht trin th quc t cn phi da
vo cc yu t c nh hng mnh m n th quc t nh tin ch, h tng cng
ngh, php lut nghi n cu tt vic ny rt c ngha i vi Eximbank trong
vic ra cc gii php pht trin th trng th quc t sau ny.
42
2.4. Cc yu t nh hng n hot ng kinh doanh th quc t ca
Eximbank.
2.4.1. Cc yu t tch cc
- C mc tng trng hng nm v s l ng th pht hnh.
- Th c nhiu tin ch phc v khch h ng.
- Qun l v ri ro i vi th quc t rt cao, to c tm l an ton cho
khch hng s dng th: c b phn qun l ri ro 24/24, x l cc giao dch bt
thng nh mua hng ho 2 ni khc nhau trong thi gian ngn, tin hnh i th
cho khch hng s dng cc quc gia c nguy c b gi mo cao, theo di cc
giao dch qua mng
- Ngun lc ti chnh ca Eximbank u t vo lnh vc th trong thi gian
qua l rt cao. Eximbank c tim lc v t i chnh u t v cng ngh, my
ATM p ng tt nht nhu cu s dng th ca khch hng (mua h thng qun l
th quc t Sema, h thng qun l th ni a Prime & Online, trang b my in dp
th tin tin, trin khai lp t hn 60 my ATM nm 2007, 200 my ATM nm
2008).
- i ng nhn vin c mt bng kin thc cao, kh nng tip thu cng ngh
mi c t chc VISA nh gi l rt cao (cc nhn vi n c o to bi bn v
thng xuyn tham gia cc kho hun luyn ca cc t chc th quc t). iu n y
rt thun li cho vic vn hnh v pht trin th quc t.
- Ch th quc t ca Eximbank c th rt tin bt c tnh th nh no trn
lnh th Vit Nam v c th s dng th quc t i khp ni trn th gii.
- EIB l 1 trong nhng ngn hng TMCP c ngun lc ti chnh mnh nht
(mt trong 3 NHTM c vn iu l ln nht ti Vit Nam), vi th mnh ny EIB
hon ton c th thc hin cc chng trnh qung co, khuyn mi ln pht
trin hnh nh ca mnh
- EIB c mi quan h hp tc tt vi nhiu doanh nghip n n khch hng th
ca EIB ch yu l cn b cng nhn vin ca cc doanh nghip, i t ng khch
hng ny c thu nhp v chi tiu thanh ton cao
43
- L mt trong s t ngn hng pht hnh th quc t hin nay trn 30 ngn
hng pht hnh th ti Vit Nam c khong 13 ngn h ng tham gia pht hnh th
quc t, Vietcombank, VietInbank, Techcombank, Sacombank, chu, Eximbank,
VIB, VPBank, ANZ, HSBC, hi n ti EIB ang ng v tr th 5 tr n bng xp
hng.
- Chnh sch ph, li sut cnh tranh so vi cc NH cng qui m.
- Chnh sch tn dng i vi khch hng th tn dng c th cnh tranh c
vi cc ngn hng khc.
2.4.2. Cc yu t kh khn v hn ch
- V th v hnh nh ca Eximbank trong hot ng th hin nay l kh thp
so vi cc ngn hng i th (nh km). Mt vi nguyn nhn ch yu c th nhn
thy: 1) Cha c ng hng r nt v hot ng kinh doanh th, 2) Cng ngh
thng tin cn yu km, 3) u t cho lnh vc th cha tng thch, 4) Cng tc
qun tr iu hnh hot ng KD th cn nhiu hn ch (s c gian ln ca nhn
vin ti CN H Ni),..
- H thng cng ngh thng tin th hin nay ch a n nh, cn nhiu li gy
hiu ng xu cho hat ng kinh doanh th ca Eximbank, h thng my ATM b
li giao dch nhiu (t nh trng my khng rt c tin nhng ti khon b tr, my
ngng hot ng, th b t chi giao dch do h thng x l chm so vi thi gian
tiu chun cn kh ph bin) dn n mt uy tn v nim tin i vi ch th v
cc khch hng tim nng. Ngoi ra, cc phn mm v th c s dng kh
lu, cha nng cp dn n hn ch vic qun l cng nh vic pht trin cc tin
ch gia tng cho th (cha ng dng c cng ngh CHIP, cng ngh khng tip
xc..).
- Do cha c nh hng r nt trong hat ng th nn mc u t cho
hot ng th cha tng thch v thp hn nhiu so vi cc ngn hng i th nh:
1) s lng ATM, 2) cng ngh, 3) knh bn hng, 4)qung b tip th,
- Cc iu kin h tr chi nhnh pht trin hot ng kinh doanh th ch a
y (cha t chc cho chi nhnh s dng chng trnh pht hnh th do cha c
user, cha c cc my dp th ti tng khu vc rt ngn thi gian in dp th,
44
cng tc o to v tp hun cha c ch trng). Ngoi ra, cn nhiu chi nhnh
cha quan tm ng mc n hat ng pht hnh v thanh ton th (nh km
bng s liu).
- Thi gian hon tt vic pht hnh th cho khch hng ti cc chi nhnh rt
chm (10 ngy) so vi cc ngn hng khc (khang di 5 ngy) do cha b tr cc
user ca chng trnh qun l th ti tng chi nhnh, cng nh cha t chc cng
tc in dp th ti tng khu vc.
- Cc knh cung ng dch v cho ch th cn hn ch do h thng ATM,
POS ca Eximbank cn t, ng v tr th 9 v s lng my ATM (252 my), POS
ng v tr th 6 so vi cc ngn hng khc (1.901 my).
- Cc chng trnh qung co cho th cn qu t, cha c chng trnh qung
b, khuyn mi dnh cho ch th, dn n mc nhn bit v th Eximbank ca
khch hng hn ch.
- Cnh tranh gia cc ngn hng ngy cng gay gt vi s tham gia ca hn
30 ngn hng pht hnh th.
- Cc hnh thc gi mo th bng cng ngh cao (skimming, phishing,
internet hacking) xut hin nhiu ti Vit Nam c th to ra ri ro ln cho
Eximbank.
2.4.3. Tim nng v th trng th ti Vit Nam
- Th trng th hin mi giai an u pht trin, vi hn 85 triu dn
(trn 50% c tui t 20 n 55), mc tip cn dch v ngn h ng ca ngi
dn hin nay mc thp (khong 12%), tc tng tr ng hat ng th tng
nhanh (bnh qun t 150-300% giai an t 2005-2008), cho thy nhu cu s
dng th ca ngi dn ngy cng tng, th trng th ti Vit Nam cn nhiu tim
nng trong thi gian ti.
- Dch v tr lng qua ti khon th ti cc cng ty c xu hng pht trin
mnh, ngy cng nhiu i tng (sinh vin, cn b, nhn vin vn phng, doanh
nhn, ) s dng th, nhn thc v vic chp nhn th ca cc i l chp nhn th
s gia tng theo nhu cu ca khch h ng.
45
- Hnh lang php l v chnh sch c a nh nc c chiu hng thun li
cho hat ng kinh doanh th (Q20/NHNN-2007), ch th 20 ca Chnh ph v
vic tr lng qua ti khon cho cc cn b hng lng t ngn sch nh nc)
gp phn quan trng thc y s pht trin th tr ng th.
- Qu trnh hi nhp nhanh ca Vit Nam thi gian gn y to nhiu c hi
Eximbank tip cn, chn la cc nh cung cp cng ngh, h tng k thut th
(my c th khng dy, th khng tip xc, th Chip, th tch hp).
KT LUN CHNG 2
Trong chng 2, lun vn phn tch thc trng dch v th quc t ca
Eximbank trong nhng nm va qua bao gm tnh hnh pht hnh th, thanh ton
th v cc dch v i km. Ngoi ra, cn phn tch tnh hnh pht tri n Th quc t
ca cc i th cnh tranh ti Vit Nam. Qua , cho thy hot ng kinh doanh th
ca Eximbank ngy cng pht trin mnh m, gt hi c nhiu thnh cng rt
ng khch l. Lun vn cng phn tch nhng im mnh, im yu ca th
quc t Eximbank v tim nng pht trin th tr ng th quc t ti Vit Nam
Vi nhng ni dung c nghin cu trong chng 2 s gp phn lm nn
tng cn thit cho vic nghi n cu v xut cc gii php trong chng 3 tip sau,
nhm pht trin dch v th quc t ti Eximbank trong iu kin hi nhp kinh t
khu vc v th gii nh hin nay.
46
CHNG 3: CC GII PHP PHT TRIN TH QUC T
EXIMBANK N NM 2015
3.1. Cc quan im v vic pht trin th quc t ti Eximbank
Vi xu th pht trin cng nh cc im mnh, im yu phn tch
chng 2, Eximbank cn phi nhanh chng y mnh vic pht trin th quc t:
- i tt, n u trong cng ngh t h quc t. Pht trin th quc t phi i
km vi hot ng qun tr ri ro.
- Ch trng u t ci tin h tng k thut, cng ngh. Khi nn tng cng
ngh vng chc s to thun li Eximbank pht trin cc sn phm dch
v th.
- Tp trung nng cao cht lng dch v v gia tng cc tin ch ca th quc
t v y l yu t quyt nh s thnh cng.
- Tng cng cng tc tip th, qung b cc tin ch ca th quc t v th vn
cn xa l vi a s ngi Vit Nam.
- Chi ph u t vo lnh vc th quc t l rt ln, do cc ngn hng cn
thc hin nhiu bin php gim chi ph, tng hiu qu ca vn u t .
- Hc hi v rt kinh nghim t cc quc gia i tr c trong lnh vc th, c
bit l cc quc gia c iu kin kinh t x hi gn ging Vit Nam nh
Thi Lan, Singapore, Trung Quc.
- Xc nh vic pht trin th quc t c v tr quan trng, gi vai tr kt ni
vi cc sn phm dch v khc ca ngn h ng, c tnh cht vt ln trc.
3.2. Mc tiu pht trin th quc t ca Eximbank n 2015
cng c v ci thin v th ca Eximbank trong hot ng kin h doanh th
trong thi gian ti th Eximbank cn c nh hng pht trin hot ng kinh doanh
th trong thi gian ti , ng thi xem xt v xut xy dng, b sung, hon chnh
nh hng pht trin hot ng kinh th Eximbank vi cc mc ti u chnh sau:
1. Cng c v han thin nhng tn ti trong hot ng kinh doanh th
Eximbank.
47
2. Xc nh hot ng kinh doanh th l hat ng kinh doanh c th thc
y cc mng dch v khc (tin gi, thanh ton..) ca Eximbank.
3. Tp trung mnh vo hot ng pht hnh th.
4. Ci thin nhanh v th Eximbank trong lnh vc th.
Mc tiu c th:
L mt trong ba ngn hng hot ng kinh doanh th ln nht ti Vit Nam.
L ngn hng dn u v cng ngh th thng qua cc sn ph m th hin i
nht.
Lin kt vi cc h thng thanh ton trong khu vc nhm to iu kin m
rng tin ch cho khch hng cng nh qung b hnh nh th Eximbank ra
ngoi nc.
3.3. K hoch chi tit trin khai v mc tiu ca tng giai on
Giai on 2010 2011, mc tiu l Cng c v Duy tr. Vi nh hng
chnh l n nh h thng, To nim tin i vi khch h ng s dng th
Eximbank.
Giai on 2012 2013 mc tiu l Pht trin mnh m. Vi nh hng
chnh Hng ti khch hng, a dng ho cc dch v th ca Ngn
hng, tng cng phc v cho ngi dn bng cch gia tng cc tin ch c
lin quan n lnh vc ngn hng.
Giai on 2014 2015, mc tiu l Tng trng v m rng. Vi nh
hng chnh l Gia tng ti a s lng khch hng s dng dch v thanh
ton th qua Ngn hng Eximbank. Gi vng v tr top 3 Ngn hng pht
hnh th ti Vit Nam.
3.4. Cc gii php
3.4.1. Gii php v t chc
nhanh chng ci thin v th Eximbank trong hot ng pht h nh v thanh
ton th, phn u a Eximbank tr thnh 1 trong 3 ngn hng c s lng th
quc t ln nht ti Vit Nam vo 2015, ngoi vic cng c v hon thin cc hn
ch hin nay ca Eximbank v cng ngh, y mnh cc hot ng kinh doanh, vic
48
hon thin m hnh t chc kin ton b my qun l, trong vic thnh lp
Trung Tm Th Eximbank thay th m hnh Phng Qun L Th hin nay l
vn cp thit cn thc hin ngay nhm tp trung ngun lc cho hot ng kinh
doanh th, chuyn mn ha cng tc qun l v kinh doanh th, ng thi theo xu
hng hin nay ca cc ngn hng l nhanh chng chuyn sang m hnh Trung tm
th c nghin cu chng 2.
M hnh Trung tm th t chc theo hng gn nh v tp trung vo cc nghip
v chnh trnh chng cho cng vic ln nhau gm 4 b phn: Pht trin kinh
doanh, h tr kinh doanh, chnh sch v qun l ri ro, k ton.
49
M hnh Trung Tm Th Eximbank ( xut)
`
M hnh t chc trung tm th Eximbank gm cc n v trc thuc v cc
n v phi hp. C th:
+ Cc n v trc thuc:
- Cc phng, ban chc nng theo m hnh c cu t chc.
+ Cc n v phi hp:
- Trung trung tm cng ngh thng tin th: qun l ton b cc vn k thut
v cng ngh thng tin phc v hot ng kinh d oanh th trc thuc Khi Cng
Ngh Thng Tin Eximbank. Trung Tm Th Eximbank phi hp vi Trung Tm
Cng Ngh Thng Tin Th nh mt khch hng ni b.
- Cc b phn kinh doanh th ti SGD, chi nhnh l cc n v phi hp trin
khai, cung cp cc sn phm n khch hng (ch th, n v chp nhn th).
a. Phng Pht trin kinh doanh: xy dng v thc hin k hoch pht trin
hat ng kinh doanh th, trin khai cng tc pht trin th (pht h nh th, thanh
ton th), n v chp nhn th, phn tch, nh gi hiu qu, xut bin php
BAN LNH O TRUNG TM TH
Phng
H tr KD
B phn
phn tch bo
co
B phn hnh
chnh vn th
B phn nghin
cu, pht trin
sn phm, o
to
P. Tun th
chnh sch & QL
ri ro
B phn tun th
chnh sch
B phn
chargeback v
qun l ri ro
B phn chun
chi
P.K TON
B phn k
ton pht hnh
& thanh ton
th
B phn k
ton ni b
B phn k
ton qun l
th lin minh
P. Pht trin
Kinh doanh
B phn pht
trin th
B phn pht
trin VCNT
B phn chm
sc khch hng
50
cng c, pht trin hat ng kinh doanh th. T chc cng tc bn h ng, chm
sc khch hng, nng cao cht lng dch v pht hnh v thanh ton th.
b. Phng tun th chnh sch v qun l ri ro: tham mu v cc chnh sch,
lut l, quy nh ca Ngn Hng Nh Nc Vit nam v cc t chc th Quc
t; cp nht thng tin th tr ng th v xu hng pht trin th. Bi n son cc
quy ch, quy trnh tc nghip, xy dng cc chnh sch tn dng li n quan n
nghip v pht hnh, qun l v thanh ton th. Theo di, cp nht nhng thay
i v lut l ca T chc th quc t kp thi iu chnh chnh sch, quy ch,
quy trnh cho ph hp. Theo di nh gi tnh hnh n trong hot ng thanh
ton v pht hnh th, chuyn cc khan n xu cho cc b phn chc nng x
l kp thi. Thc hin th tc chun chi cc giao dch th trong vai tr pht hnh
th v thanh ton th theo quy nh. Cung cp thng tin v th gi, th nghi ng
gi mo, gian ln cho cc n v lin quan trong Trung tm Th. Tip nhn, x
l, phn phi cc bn tin ca cc t chc th quc t; gii quyt khiu ni v
qun l ri ro
c. Phng K ton: hch ton v theo di ton b cc nghip v pht sinh li n
quan n hot ng pht hnh v thanh ton th; hch ton v theo di nghip
v b tr gia hai hot ng pht hnh v thanh ton (Clearing & Settlement);
gi quyt cc vng mc pht sinh trong hat ng k ton nghip v v k tan
ni b Trung Tm Th. Theo di ti sn c nh pht sinh ti trung tm Th;
qun l cng c lao ng, cc chng t c gi (li n quan n th), cc vt liu
giy t in phc v kinh doanh cho hot ng th v mt hch ton k ton; l u
tr chng t k ton cho Trung tm th; tham gia xy dng k hoch t i chnh
cho k hoch kinh doanh ca Trung tm Th.
d. Phng H tr kinh doanh: h tr cng tc hu cn, phn tch bo co phc
v cng tc qun tr v cho cc c quan chc nng, phi hp qun l t i sn
ATM, POS, theo di tnh hnh nhn s . Pht trin sn phm, t chc trin khai
o to nghip v th cho Eximbank.
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3.4.2 Gii php v qun tr
3.4.2.1. Qun tr Ngn hng
Thng xuyn theo di ng thi th trng th ti Vit Nam iu chnh
chin lc pht hnh th cho ph hp vi thc t.
T chc o to nng cao nghip v ca nhn vi n Phng Qun L Th
nhn vin c th c y kin thc i vi cng ngh cao n y.
Lin doanh vi cc ngn hng cha c h thng vn hnh th: Eximbank s
ng vai tr l ngn hng dn u cho cc ngn hng khc tham gia lnh vc
pht hnh v chp nhn thanh ton th. Nhm mc ch tn dng nhng
khch hng hin c ca cc ngn hng gia tng s lng th cng nh
giao dch th trn ATM/POS.
3.4.2.2. Qun tr ri ro
Thng xuyn cp nht nhng chnh sch mi ca cc ngn h ng cnh tranh
trong lnh vc pht hnh th iu chnh kp thi chnh sch ca Eximbank
nhm p ng kp thi nhu cu ca khch h ng.
Thng xuyn cp nht thng tin cho ton th Hi S Eximbank Eximbank
v nhng quy nh mi ca cc t chc chp nhn th quc t cng nh
nhng trng hp pht hin gian ln trong thi gian mi nht.
m bo hot ng th ca Eximbank hot ng ng theo quy nh ca
Php lut Vit Nam v thng l ca cc t chc chp nhn th quc t.
Cn xy dng nhng chnh sch ph hp, linh ng to iu kin cho cc
CN/SGD pht hnh c s lng th cn thit. Kt hp vi CN/SGD
xy dng nhng chnh sch pht trin chm sc thch hp cho khch h ng s
dng th. Bn cnh phi c nhng quy tr nh tht r rng qun l ri ro
t th quc t. Nu hn ch c ri ro th s lm gim c chi ph cho
Eximbank gp phn tng li nhun.
Kt hp vi Khi CNTT kim tra, gim st nhng giao dch mang tnh ri
ro cao, kp thi ngn chn v x l giao dch mt cch hiu qu nht.
3.4.3. Gii php v cng ngh thng tin
Th quc t l sn phm mang tnh cng ngh cao v hot ng da trn h
52
thng x l in t hin i. Trong khi h tng k thut , cng ngh ca
Eximbank cn cha mnh, iu ny nh hng n vic gia tng tin ch cho khch
hng v kh nng x l cc giao dch thanh ton th. Do , cc gii php v cng
ngh thng tin tp trung vo cc vn sau:
- Bo mt, phng chng ri ro trong hot ng pht hnh v thanh ton th.
- Nng cp h tng k thut, hin i ha cng ngh ngn h ng.
Thc hin vic ny nhm xy dng nn tng k thut v cng ngh hin i
cho Eximbank. Trn c s , to iu kin thun li Eximbank m rng cc sn
phm dch v bn l, trong th l sn phm ch lc. Gii php ny c v tr quan
trng, quyt nh s thnh cng trong hot ng pht trin th ca Eximbank.
3.4.3.1. Bo mt, phng chng ri ro
Tng cng s bo mt v thng tin th, c bit l th quc t gim c
ri ro cho ngn hng, hn ch tnh trng th gi gy tn tht v mt t i chnh
cng nh uy tn ca Eximbank. ng thi nghin cu cc phn mm mi
xut thay i hoc b sung gia tng tin ch cho khch h ng cng nh
mc ch qun l ca Eximbank.
Nhanh chng chuyn tt c cc th s dng bng t hin ti sang th chip,
m bo an ton cho cc giao dch ca ch th.
3.4.3.2. Nng cp h thng hin ti
Pht trin giao din kt ni cc h thng th :
- To giao din cho php upload d liu t Korebank v o Prime v Sema
gim bt thi gian nhp liu.
- To giao din cho php truy xut tc th i t Korebank cc giao dch th
trn h thng Sema.
Nng cp h thng th quc t:
Eximbank cn phi nhanh chng tin hnh nng cp h thng th quc t v:
- S lng th, s lng giao dch th tng, s l ng my ATM ngy cng
tng.
- Pht trin cc sn phm mi dnh cho th quc t.
53
- Pht trin h thng qun l my ATM.
- a chng trnh qun l th n tng chi nhnh.
Ci tin cht lng dch v th:
- Ci tin cht lng ng truyn d liu v quy trnh thc hin giao dch
p ng c yu cu giao dch bng th phi nhanh v chnh xc hn
giao dch bng tin mt.
3.4.4. Gii php v Marketing
Th quc t hin nay vn cn xa l vi nhiu ngi dn Vit Nam, c nhiu
ngi cho rng th quc t ch dnh cho gii thng lu, giu c nn trong thi
gian qua th quc t cha thu ht c i tng bnh dn. Cng tc tip th v ph
bin kin thc v th quc t trong thi gian qua cha c quan tm nhiu. Gii
php v Marketing c a ra nhm:
- Gia tng nhiu tin ch th quc t thu ht khch hng, ng dng cc cng
ngh mi vo th quc t nhm a dng ho sn phm, dch v th.
- Nghin cu v ban hnh cc chnh sch v gi (cc loi ph ca th) ph hp
vi xu th hin i. Thc hin chnh sch i vi khch h ng ph hp, m
bo c li ch ca khch hng.
- Bn cnh cc knh phn phi truyn thng, cn m rng thm mt s knh
phn phi mi.
- Gia tng s lng khch hng s dng th quc t bng cc n lc tip th,
qung co v lin kt.
Gii php v marketing c v tr quan trng trong ton b thi gian thc hin
hot ng kinh doanh th. Gii php ny c tc dng h tr v thc y a th
quc t nhanh chng n vi ngi dn.
3.4.4.1. a dng ha sn phm, dch v th
a) V sn phm th:
im yu ln nht ca th quc t ti Eximbank l tin ch cha nhiu, phm
vi s dng cn hp, cha tht s mang n s tin li cho ngi s dng. iu ny
54
lm cho th quc t cha pht trin ti Eximbank trong thi gian qua. V vy,
Eximbank cn nhanh chng y mnh vic nghin cu a dng ha sn phm,
tng bc pht trin cc loi th ph hp vi th trng Vit Nam:
Th tch hp, th lin kt:
L loi th tch hp chc nng thanh ton vi th sinh vi n, th CBCNV ca
Doanh nghip, th khm cha bnh, th m s thunhm em li nhiu tin ch
s dng cho hc sinh, sinh vi n, khch hng ca doanh nghip, bnh vin.
Th ng thng hiu:
L mt sn phm mang thng hiu Eximbank Doanh nghip do Eximbank
pht hnh cho khch hng v CBCNV c a Doanh nghip s dng cc u i v
tin ch ca 2 bn. Th ng thng hiu c thit k da trn s kt hp gia
logo ca Eximbank v logo ca Doanh nghip.
Bn cnh vic y mnh pht trin cc loi th truyn thng th Eximbank nn
tp trung pht trin th ng thng hiu v y l sn phm gip Eximbank gia s
lng th pht hnh, tng ngun vn huy ng gi r va gip doanh nghip tng
kh nng cnh tranh v gi khch hng ca mnh.
Th tr trc:
L th cho php ch th thc hin giao dch th trong phm vi gi tr tin c
np vo th tng ng vi s tin m ch th tr trc cho Eximbank.
Sn phm th khng tip xc:
Pht hnh cc loi th khng tip xc dnh cho cc h thng thu ph giao
thng, h thng bn hng t ng (nh Visa wave hay MasterCard PayPass).
Sn phm th c trng theo yu cu ca ch th.
C mt b phn khch hng m c bit l gii tr mun mnh khc vi mi
ngi v h cng mun tm th ca mnh khc vi th ca nhng ngi khc. Nh
vy ngn hng c th in nhng hnh nh, biu tng theo ngh ca ch th. V d
nh hnh phong cnh, hnh th vt, hnh ngi thn ca ch th v thm ch l mt
hnh k d no .
Th Eximbank 2+:
55
L th do Eximbank pht hnh c s dng trn 2 ti khon: ti khon th
ghi n ni a v ti khon th tn dng. Th s dng 2 bng t (mt bng t mt
trc v 1 bng t mt sau) v 1 con chip.
Ti khon thng minh:
Ti khon c s dng chung cho 2 loi th: th ghi n ni a V -TOP v
th ghi n quc t Visa Debit.
Pht hnh loi th cao cp dnh cho ngi thnh t (th Platinum).
Cc ch th ny s c u tin khi t phng ti khch sn, khi t gh
Business hay First Class trn my bay. Cc u i c bit ti cc khu du lch, resort
cao cp. Cc u i c th thay bng cch tnh im i qu tng.
Cc loi th khc:
- Th tn dng dnh cho sinh vin.
- Pht hnh th cho nhng ngi thch th thao, ch th c hng nhiu u
i ti cc cu lc b th thao nh cu lng, bng .
b) V dch v thanh ton th:
Dch v thanh ton POS khng dy:
H thng POS khng dy ng dng s dng rng ri trong cc ngnh dch
v: dch v vn ti, dch v vin thng, dch v n ung, dch v gii tr ngh
dng,.. thanh ton, t hng, qun l thng tin khch hng, thng tin sn phm...
Thanh ton Ecommerce cho th Visa & MasterCard qua cng MIGS:
M rng dch v thanh ton th quc t thng qua mng internet cho tt c cc
VCNT chp nhn th Eximbank.
c) V cc tin ch dnh cho ch th:
Cht lng dch v v tin ch ca th l yu t then cht quyt nh s
lng ngi s dng. Do , Eximbank phi thng xuyn ci tin cht lng dch
v, khng ngng gia tng tin ch cho ng i s dng th. Do cng ngh thng tin
ngy cng pht trin v c ng dng nhiu vo th, cho nn thc hin chng
trnh ny Eximbank nn y mnh hot ng nghin cu pht trin, lun phn tch
56
nhu cu ca khch hng, thng xuyn cp nht v ng dng nhng tin b, cng
ngh mi v th thanh ton tr n th gii:
Thanh ton ha n trc tip vi nh cung cp dch v:
Gia tng thm tin ch t ng thanh ton ho n hng thng cho khch
hng, Eximbank nn kt hp vi cc cng ty c h thng cng ngh hin i nh :
Vinaphone, Mobifone, internet (FPT, Mega VNN, Viettel) trin khai trong
thi gian u.
Chng trnh tch im i qu cho khch hng thn thit:
Thit k chng trnh tch im - qun l khch hng thn thit lm gia tng
lng trung thnh t nhng khch hng c, thu ht thm nhng khch hng mi v
nhm nng cao sc cnh tranh vi nhng ngn h ng khc.
Cp nht tc thi khi c pht sinh cc giao dch th quc t thng qua SMS v
trang web Eximbank
Thanh ton th quc t bng Mobile (Mobile payment):
Cc ng dng cho th quc t qua in thoi di ng (SMS chuyn tin, thanh
ton ho n, ph, topup).
Gi tin qua my ATM:
S dng my ATM hin i thc hin cc giao dch gi tin qua my
ATM.
M rng cc knh phn phi th:
Ngoi cc knh phn phi th hin ti nh: pht hnh th qua cc CN/SGD
Eximbank, pht hnh th qua mng (internet, email), Eximbank n n nghin cu
trin khai mt s knh phn phi mi nh:
- Dch v pht hnh qua Call Center, b phn dch v th 24/7.
- Dch v giao th theo yu cu khch hng.
- Thu cng ty ngoi.
Thit lp mng li u i:
M rng mng li cc VCNT u i cho tt c cc ch th Eximbank.
57
3.4.4.2. Cc loi ph
Trong giai on u khi m cc ngn hng khc trn th trng th ang
min mt s ph lin quan n vic s dng th. Eximbank khng th tp
trung thu li nhun bng nhng ph li n quan n th m nn tp trung vo
vic tng th phn trong thi gian nay. Eximbank n n p dng chnh sch gi
thp hoc c th min mt vi loi ph tng s lng th pht hnh, chin
lc lu di ca Eximbank l khi khch hng quen vi vic s dng th th
vic thu ph khng cn quan trng na m vn l khch hng cm thy
tht tin li trong vic s dng th th h sn sng b ph s dng dch v
ny, lc Eximbank c c lng khch hng thn thuc v ph thu v
n nh v kh cao.
V li t vic s dng th tn dng Eximbank p dng mc li sut ph
hp v thi hn min li ti a l 45 ngy i vi trng hp s dng th tn
dng thanh ton hng ha dch v. y l chnh sch nhm cnh tranh
thu ht khch hng v cng l bc m cho khch hng s dng th tn
dng ngy cng nhiu, khi quen vi vic tiu dng bng th th ph v li
khng cn l vn na m vn l lm sao tng c tin ch ca th. Khi
Eximbank s thu rt nhiu li nhun t nhng khch h ng ny, v thng
thng khi khch hng s dng th tn dng ch yu cu thanh ton t 5 -
10% tng s d trong k, khng bt buc phi thanh ton ht. Nn phn cn
li Eximbank s tnh l i trong sut thi gian s dng th ca khch hng ny.
Chin lc v gi hin nay ca Eximbank n n tp trung vo vic chi ph thp
tng kh nng cnh tranh, thi gian u th tm thi cha thc hin vic
chia s ph vi cc CN/SGD, Hi S s chu cc chi ph v pht h nh th
to ng lc thc y cc CN/SGD pht trin nghip v th.
Trong thi gian u pht hnh th Eximbank ch nn tp trung vo vic thu
ph pht hnh v chp nhn thanh ton th quc t duy tr hat ng ca
h thng th. V nhng i tng s dng th quc t thng thng l nhng
ngi c thu nhp cao nn ph i vi h khng quan trong bng tin ch v
tnh an ton ca th. Hn na vic thu ph t th quc t cao h n th ni a
58
rt nhiu ln v chim t trong ln trong tng thu nhp t kinh doanh th ca
Eximbank.
3.4.4.3. Chnh sch khch hng
Xy dng nhng sn phm th mi ph hp vi nhu cu khch hng, to ra
c s khc bit khi s dng th cho khch h ng. Chnh iu ny s khuyn
khch khch hng s dng th Eximbank v tr thnh khch hng trung
thnh ca Eximbank. Mun l m c iu ny phi c s phi hp cht ch
vi cc Phng ban ti Hi S Eximbank v phn nh kp thi ca nhn vi n
kinh doanh th v nhu cu mi ca khch hng.
Bn cnh vic pht hnh th cho nhng khch hng mi, Hi S Eximbank
phi ch trng chm sc v gi chn nhng ch th hin hu. Bi v chi ph
s cho vic gi chn mt khch hng c s thp hn rt nhiu chi ph cho
vic tm kim mt khch hng mi v hiu qu ca nhng khch hng c
thng cao hn cc khch hng mi tham gia s dng th.
M rng nhiu u i cho ch th ti cc cc c s chp nhn th. V d nh
chit khu, gim gi hay tng qu cho khch hng no thanh ton b ng th.
V ngn hng cng phi tnh ton sao cho mnh khng b gim li nhun v
i l cng c li.
Tt c cc thng tin li n quan n th nh l hng dn s dng, cch kim
tra s d, cch thanh ton, mc li sut, mc ph, cc cu hi thng gp
u c ng ti y v r rng trn trang web ca ngn hng nh mt
s ngn hng nc ngoi thc hin.
Ngn hng s chuyn t th ghi n sang th tn dng cho nhng ch th c
doanh s giao dch ln.
X l khiu ni, bi hon tha ng cho khch hng cng l mt gii php
gip cng c lng tin ca khch hng. Thi gian gii quyt khiu ni phi
c cng b c th v Eximbank cn nghin cu thm chnh sch gii quyt
khiu ni ca khch hng, bo m nhng khiu ni ca khch h ng phi
c iu tra ngay, y v gii quyt tho ng.
59
3.4.4.4. Cng tc qung b
Trong thi gian qua hu ht cc ngn hng pht hnh th c du hiu tch
cc trong vic quan tm n hot ng qung b i vi th quc t. Trong bi cnh
cnh tranh, khi m ngy cng nhiu ngn hng tham gia pht hnh th, c bit l
cc ngn hng nc ngoi th vai tr ca vic qung b c ngha rt quan trng
i vi Eximbank trong vic thc y, li cun nhiu ngi s dng th, gia tng
doanh s giao dch qua th, gp phn quan trng v o qu trnh pht trin th quc
t ti Eximbank.
Thng qua cc chng trnh qung b ny gip Eximbank tip cn su sc
hn khch hng ca mnh nhm tha mn nhu cu v mong mun, khai thng s
hiu bit, to c nim tin khi s dng th quc t. Thc hin tt cng tc qung
b s gp phn a th quc t tr thnh phng tin thanh ton rng ri trong x
hi, y t trng thanh ton khng d ng tin mt ti Vit Nam ngy cng tng ln.
Cc hnh thc qung b:
Tng cng qung b th quc t trn cc phng ti n thng tin i chng.
V th quc t l sn phm ca ngn hng nn tnh hin i, an ton v tin
li l cc yu t then cht quyt nh s thnh cng. Do , cc phng ti n
qung b cn ch n hnh thc v ni dung khai thc c hiu qu cc
yu t then cht ny.
Vic pht hnh th cn quan tm n chnh sch qung b h nh nh
Eximbank cho tng i tng khi tip cn v pht trin.
C chnh sch gii quyt cho cc i t ng nm ngoi quy ch cp th tn
dng ca Eximbank nu xt thy kh nng i t ng ny c th tr thnh i
tc lu di ca Eximbank v s dng nhiu dch v ngn hng trong thi gian
ti.
Tin hnh phn khc khch hng c th khai thc c th mnh ca cc
phn khc cng nh nng cao kh nng phc v i vi tng phn khc.
Trn c s s hnh thnh nhiu loi th vi mu m v chc nng khc
nhau p ng nhu cu a dng ca khch h ng.
60
Mng li ATM/POS phi c pht trin rng khp phc v cho v ic
pht hnh th. Nu nh s lng th pht hnh qu nhiu m khng c ni
s dng th nh hng rt ln n vic duy tr th s dng lu di.
Thc hin cc chng trnh ti tr vi gii thng l mt th quc t c tin
mt sn bn trong th nhm to thi quen s dng th cho khch hng. Ngoi
ra, Ngn hng c th thc hin cc chng trnh khuyn hc cho sinh vin
hc sinh vi gii thng hc bng l th quc t c gi tr tng ng chi
ph hc trong mt kha hc hoc t i tr thc hin cc chng trnh thanh
nin vui chi, cc chng tr nh th thao. T chc cc cuc thi t m hiu v
sn phm th quc t trong gii sinh vin hc sinh...vv Thc hin cc
chng trnh ti tr s thu ht ngun KH tim nng quan tm ti th thanh
ton nhiu hn v hiu qu mc d cha thu nhn c ngay nhng s c tc
dng v lu di.
Thc hin cc chng trnh khuyn mi ln nhm tng s lng th pht
hnh v doanh s s dng th cng nh l tng nhanh s lng VCNT:
o Thc hin chng trnh khuyn mi ln v th vo cc dp l hi.
o T chc chng trnh pht hnh th u i (min ph, qu tng) ti
cc trung tm ng c (Siu th, trung tm mua sm ).
o Kt hp vi cc VCNT thc hin cc ch ng trnh khuyn mi dnh
cho ch th ca Eximbank.
3.4.4.5. Cng tc lin kt
Bn cnh t chc tt cng tc qung b thu ht khch hng s dng th
quc t cc ngn hng cn phi lin kt vi cc n v khc y mnh vic pht
hnh th. Ngn hng lin kt vi cc n v s gim c nhiu chi ph trung gian
v nhanh chng c c s lng ln ch th do thu ht c khch hng ca i
tc. Hn na, i tng khch hng ny thng c nhu cu giao dch ln v c
i tc tuyn chn. Vn t ra l cc ngn hng phi lin kt c vi cc i tc
c s lng khch hng ln, nhng loi hnh kinh doanh m nhu cu giao dch gia
khch hng v i tc mang tnh cht thng xuyn hoc nh k.
Khi thc hin lin kt pht hnh th cc bn tham gia u c li. V pha i
61
tc c li l qun l tt c ngun thu ca mnh, thu c tin nhanh chng v
an ton, gi c khch hng i vi khch hng, ngoi vic c s dng cc
tin ch ca th thanh ton cn c u i khi thanh ton ti cc n v hp tc vi
ngn hng. i vi ngn hng s gia tng s lng ch th ng k. Nu thc hin
chng trnh lin kt th thnh cng s gp phn y mnh s l ng ngi s dng
th quc t trong x hi. Cc hnh thc v i tc lin kt:
Lin kt v hp tc vi cc cng ty ln nh cc siu th, cc trung tm in
my pht hnh cc loi th ng thng hiu nhm thu ht mt l ng ln
khch hng ca cc i tc v qung b hnh nh ca Eximbank.
Kt hp vi cc t chc th quc t Visa v MasterCard trong vi c thng tin
n khch hng ca Eximbank v cc chng trnh khuyn mi ca Visa v
MasterCard.
T chc cc cuc hi tho cc cng ty ln hoc cc tr ng i Hc nhm
qung b hnh nh ca Eximbank cng nh l a ra c cho khch hng
hiu r hn v cc li ch khi s dng th.
3.4.5. Cc gii php khc
3.4.5.1. Cng tc k ton
Phi theo di nhng khon phi tr cho cc ngn h ng thnh vin khi thc
hin giao dch thanh ton qua li ca cc ch th s dng th quc t. Theo
di nhng chi ph u t cho h thng pht hnh v chp nhn thanh ton th
ca Eximbank.
Qun l nhng ti sn c nh ca Hi S Eximbank phn nh kp thi
tnh trng s dng ti sn c nh ca Hi S Eximbank. Phi nm r nhng
khon ph ca cc t chc th quc t tin h nh thanh ton ng v cc
cc t chc ny.
Qun l tt nhng chi ph ny gp phn hoch nh ti chnh r rng v
chnh xc, xy dng tt d phng ri ro do vic pht hnh v chp nhn
thanh ton th quc t.
62
H tr cc Chi nhnh ca Eximbank v mt hch ton i vi nhng giao
dch th quc t. Gip chi nhnh c c h thng bo co y v giao
dch th trong k, nht l nhng giao dch th tn dng
Theo di h thng hch ton t ng ca Hi S Eximbank v nhng giao
dch m ch th ca Eximbank s dng. Nu nh vic ghi N ti khon
khch hng c sai st th nh hng rt ln n tm l s dng th ca ch
th. iu ny s gy cn tr rt nhiu cho cng vic pht h nh th ca ton
b Eximbank.
3.4.5.2. Pht trin ngun nhn lc
Hot ng lnh vc kinh doanh th mc d cng l mt trong cc hot ng
lnh vc Ngn hng nhng do lnh vc ny ch va mi du nhp vo Vit Nam
trong nhng nm gn y, do ngun nhn lc trong hot ng kinh doanh th l
iu kin rt quan trng m cc Ngn hng khi tham gia th trng th phi pht
trin u tin nht. Thc trng hin nay ca lc l ng lao ng ti Eximbank tuy l
c kinh nghim v lnh vc th nhng t trng cn thp v thng xuyn thay i,
s lng cc nhn vin mi ngy cng nhiu nn vn cn hn ch v trnh k
thut v chuyn mn nghi p v. V vy, c mt i ng cn b c nng lc
p ng nhu cu ca cng vic, Eximbank cn thc hin cc bin php sau:
Trc ht, ngun nhn s cn phi c o to bi bn trong nc cng
nh phi c tp hun thng xuyn nc ngoi ti cc t chc pht hnh
th quc t nh Visa, MasterCard, American Express Hin nay cc t chc
pht hnh th quc t cng thng xuyn m cc kha o to ngun nhn
lc cho cc thnh vin pht hnh th ca mnh nh Visa c thnh lp trng
Visa School ti Thi Lan dnh cho cc thnh vin thuc khu vc Chu -
Thi Bnh Dng v hu ht cc t chc pht hnh th trn th gii u c
nhng chng trnh o to lin tc trn mng Internet ca mnh qua ,
cc thnh vin c th truy cp, ti v nhng chng trnh, sch v nghin
cu v hc tp. Mnh dn o to, b sung, cp nht y kin thc v
hot ng th cho cc nhn vi n s to cho Eximbank v th cnh tranh trn
63
th trng th quc t v vi ngun nhn lc c tr nh cao cng s cng
hin cho s pht trin chung ca th tr ng th quc t ti Vit Nam. Nng
cao trnh qun l, trnh chuyn mn, trnh tay ngh ca ton th cn
b cng nhn vin nhm m bo v nng cao cht lng sn phm, dch v
th.
Th hai, o to mt i ng chuyn gia gii v lnh vc th quc t. Lnh
vc th quc t cn kh mi m i vi mt s ngn hng, v vy vic o
to i ng chuyn gia gii v lnh vc th quc t l ht sc cn thit trong
thi im hin nay v trong qu trnh hi nhp kinh t ca Vit Nam trong
thi gian sp ti. Do , Eximbank phi c chin lc v con ngi mt
cch c th, cn phi chn lc cc nhn vi n c trnh ngoi ng, nghip
v v cng ngh thng tin i tu nghip ti n c ngoi. y c th l gii
php kh tn km v chi ph u t ban u nhng l gii php ti u nht
gip cho Eximbank c th pht trin th trng th mt cch bi bn, khoa
hc trnh tnh trng pht trin t pht, manh mn nh hin nay.
Ngoi ra, Eximbank nn t chc cc cuc hi tho v th cho cc CN/SGD
hiu r v li ch kinh doanh th. T chc o to chi nhnh v nghip v
th, khi chi nhnh hiu r v sn phm th th vic pht hnh th ti chi
nhnh cng thun li hn.
3.4.5.3. Xy dng h thng tnh im m rng cp tn dng tn chp thng
qua th quc t
Khch hng l yu t sng cn ca hot ng kinh doanh th ca Ngn hng,
l nhn t quyt nh li nhun thu c. V th, vn tm kim m rng ngun
khch hng v m rng cp tn dng tn chp thng qua th quc t l yu t rt
quan trng trong s pht trin ca Eximbank. C th l:
Eximbank cn phi nghin cu tm hiu k hn nhu cu ca ngi dn
pht trin thm nhng ngun khch hng tim nng ph hp vi tng loi
sn phm m ngn hng ang cung cp. Hin nay, a s khch hng s dng
th tn dng v ghi n quc t c Eximbank tp trung khai thc l cc du
hc sinh i du hc nc ngoi, v khch hng thng xuyn i cng tc
64
nc ngoi. Vic m rng, la chn nhiu ngun khch hng khai thc v
m rng cp tn dng tn chp thng qua th quc t s gip Eximbank pht
trin mnh sn phm th n tn tay ngi s dng nhanh chng, ph hp
hn.
Eximbank nn xy dng cho mnh mt chng trnh xt duyt tn chp th
tn dng da trn hnh thc tnh im m cc Ngn hng trn th gii hin
nay ang s dng. Khch hng s khai bo tt c cc thng tin c nhn ca
mnh theo yu cu ca Eximbank nh nhn thn, cng vi c, thu nhp, gia
nh Qua , Eximbank s kim tra tnh xc thc ca cc thng tin khai
bo ca khch hng bng nghip v ca mnh. H thng ny c xy dng
cn c theo nghin cu th trng v nghin cu ri ro trn s ng khch
hng. H thng tnh im s cho kt qu quyt nh hn mc tn chp th tn
dng an ton nht Eximbank cn c vo cp th cho khch hng.
Thc t cho thy ti ACB t l th tn dng cp theo hnh thc k qu m
bo thanh ton chim n hn 70% trong tng s th tn dng pht hnh.
Nh vy, th tn dng tn chp ch chim 30% trong tng s th tn dng.
Kinh nghim trn nhiu quc gia c th trng th pht trin cng nh cc
khuyn co ca cc t chc pht hnh th quc t nh Visa, MasterCard, cho
thy pht trin mnh cc loi th tn dng th Eximbank phi nhanh chng
hnh thnh cho mnh h thng xt duyt cp tn dng tn chp cho cc c
nhn thng thong hn v th tc xt duyt cng n gin hn.
Vi h thng tnh im c xy dng y chnh xc, hiu qu s gip
cho Eximbank mnh dn trong vic xt cp tn chp th tn dng, t
m rng sn phm th tn dng n tay ng i s dng nhanh chng hn v
hiu qu hn. Ngoi ra vic pht trin th tn dng cng s l m gia tng
ngun thu cho Eximbank t nhng khon cho vay nh nhng an ton.
KT LUN CHNG 3
Trong chng 3, lun vn xut cc gii php c bn nhm pht trin
dch v th quc t ti Eximbank, trong bao gm cc mc tiu, k hoch c th
65
cho tng giai on, cc gii php ( v t chc, v qun tr, v cng ngh, v
marketing, v cng tc k ton , cng tc o to).
y l nhng gii php nhm pht huy ti a nhng mt mnh ca th quc
t, p ng nhu cu ngy cng a dng ca ngi s dng th gp phn a dch
v th quc t ti Eximbank ngy cng pht trin mnh m.
66
PHN KT LUN
Giai on u t nm 2010 2015, theo cc chuyn gia kinh t th xu th
hp tc gia cc ngn hng nc ngoi vi cc ngn hng trong nc s ni tri, do
Ngn hng EximBank cn nhanh chng thc hin cc chin l c va nng cao v
th ca mnh trn th trng th va ch ng hp tc vi cc ngn h ng nc
ngoi c tim lc cao tng tc pht trin.
thc c tm quan trng ca vic nh hng pht trin th ca mnh
ti a ho nng lc t c nhm ng vng trong mi tr ng cnh tranh ti Vit
Nam, tc gi xy dng lun vn nh hng pht trin th quc t Eximbank trong
giai on 2010 2015.
Trong phm vi bi lun vn ny, tc gi phn tch, nh gi thc trng
nng lc cnh tranh v th quc t ca ngn hng EximBank, sau rt ra mt s
im mnh, im yu v nng lc cnh tranh ca EximBank cng nh xc nh
nhng tim nng ca hot ng kinh doanh th t i Vit Nam. Trn c s tc gi
phn tch v xut cc nh hng ph hp vi Eximbank. Sau cng tc gi cng
xut mt s nhm gii php ch yu h tr trin khai chin l c.
Vi thi gian c hn v kinh nghim bn thn cn hn ch nn mc d rt c
gng nhng lun vn cng kh trnh khi nhng thiu st, sai lm nht nh. Rt
mong nhn c nhng kin ng gp ca Qu thy c, cc ng nghip v ni
dung ca ti.
67
TI LIU THAM KHO
1. Trn Tn Lc, Gii php c bn nhm pht trin th trng th Ngn
hng ti Vit Nam, Lun n Tin s Kinh t, nm 2004.
2. Mt s gii php gp phn pht trin th tr ng th thanh ton ti
Vit Nam - PGS. TS Trn Hong Ngn - GV. Phm Cao Hng Hnh-
Trng i hc Kinh t TP.HCM.
3. Trng Th Hng, Cc gii php nhm m rng s dng th thanh ton
ti Vit Nam, Lun n Tin s Kinh t, nm 2002.
4. Ngn hng Nh nc, Quyt nh 317/Q NHNN1 Quy ch pht hnh,
s dng v thanh ton th ngn hng, ngy 19/10/1999.
5. Ngn hng TMCP Xut Nhp Khu Vit Nam, Ti liu hng dn pht
hnh v s dng th , Lu hnh ni b, 2008.
6. Ngn hng TMCP Xut Nhp Khu Vit Nam, Ti liu tp hun nghip
v th , Lu hnh ni b, 2008.
7. Ngn hng TMCP Xut Nhp Khu Vit Nam, Cc gii php cng c v
pht trin dch v th Eximbank, Lu hnh ni b, 2008.
8. Ngn hng TMCP Xut Nhp Khu Vit Nam, Quy ch quy trnh pht
hnh v thanh ton th , Ti liu lu hnh ni b, 2008.
9. Nguyn ng Dn (2007), Nghip v ngn hng thng mi, NXB
Thng k.
10. Mt vi suy ngh gp phn m rng vic s dng th ngn hng i vi
dn c ti Vit Nam- Thc s : Hang Th Minh Ngc.
11. Nhng v n lin quan & mt s gii php cho vn an ninh th -
PGS.TS Trn Hong Ngn GV. Nguyn Th Thy Linh- Trng i hc
Kinh t TP.HCM.
12. Tin ch trong thanh ton th- PGS. TS Trn Hong Ngn - GV. Phm
Cao Hng Hnh- Trng i hc Kinh t TP.HCM 2005.
13. Tp ch Ngn Hng
14. Tp ch Pht Trin Kinh T
15. Tp ch Tin Hc Ngn Hng
68
16. Tp ch Th Trng Ti Chnh Tin T
17. Cc trang web tham kho:
http://www.acb.com.vn
http://www.carddata.com
http://www.vcb.com.vn
http://www.icb.com.vn
http://www.eximbank.com.vn
http://www.sacombank.com.vn
http://www.agribank.com.vn
http://www.techcombank.com.vn
http://www.dongabank.com.vn
http://www.mastercard.com
http://www.visa.com
http://www.sbv.org.vn
http://www.vnbaorg. info
V mt s trang Web khc.
69
PH LC 1
CC LOI TH DO EXIMBANK PHT HNH
Tn th
Loi th, ni
chp nhn th
i tng Tnh nng, tin ch sn phm
Th ATM V-TOP
Th ghi n,
im chp nhn
th Eximbank,
ATM lin minh
Smartlink
- C nhn ngi Vit Nam
nng lc hnh vi dn s
(t 18 tui tr l n).
- C nhn ngi nc ngoi
ang cng tc ti Vit Nam.
- Rt tin mt (min ph), chuyn
khon (trong cng h thng
Eximbank), truy vn s d ti khon
ti my ATM Eximbank v cc ngn
hng lin minh Smartlink.
- Thanh ton ha n i n, nc,
in thoi,... ti my ATM
Eximbank.
- Thanh ton hng ha, dch v ti
cc VCNT Eximbank (H thng
siu th Co.opMart, Trung tm in
my Nguyn Kim,...).
Th Eximbank-Visa
Debit
Th ghi n quc
t, im chp
nhn th trn
ton th gii
- C nhn ngi Vit Nam
(t 18 tui tr ln i vi th
Chnh, t 15 tui tr ln i
vi th Ph).
- C nhn ngi nc ngoi
ang cng tc ti Vit Nam.
- Rt tin mt (min ph) ti my
ATM Eximbank.
- Thanh ton ha n i n, nc,
in thoi,... ti website Eximbank.
- Thanh ton hng ha, dch v ti
cc im chp nhn th Visa, qua
mng Internet.
- Rt tin mt ti cc ATM, ngn
hng, im ng tin mt chp nhn
th Visa.
Th Eximbank-Visa/
MasterCard
Th tn dng
quc t, im
chp nhn th
trn ton th
gii
- C nhn ngi Vit Nam
(t 18 tui tr ln i vi th
Chnh, t 15 tui tr ln i
vi th Ph).
- C nhn ngi nc ngoi
c thi hn lu tr v lm
vic ti Vit Nam ti thiu l
12 thng k t ngy np h
s pht hnh th.
- Hn mc tn dng: Theo
chnh sch Eximbank trong
tng thi k.
- Nh th Visa Debit. Tuy nhi n,
y l loi th tn dng nn vic
chm thanh ton hoc thanh ton
khng y d n theo sao k,
Eximbank tnh ph tr hn v li vay
t ngy thc hin giao dch.
Eximbank c thi gian min li ti
a 45 ngy k t ngy thc hin
giao dch (khng p dng cho giao
dch rt tin mt).
- Th c phn hng Chun v
Vng. Th Chun di 50 triu, th
Vng t 50 triu tr ln.
70
Th Doanh nhn
Eximbank-Visa
Business
Tn DN c in trn th
Th tn dng quc t,
im chp nhn th tr n
ton th gii
- Hn mc tn dng
(HMTD) c cp cho
Doanh nghip (DN) ty
thuc vo gi tr TSB
(nu c) hoc chnh sch tn
dng i vi KHDN ca
Eximbank trong tng thi
k.
- DN s phn chia li
HMTD ny cho cc cn b-
cng nhn vin c
ngh cp th Doanh nhn.
- Khng c th Ph.
- Nh th tn dng
Eximbank-Visa/
MasterCard.
- Tn DN c in trn th
nn c th qung b
thng hiu DN ti cc
im chp nhn th khi s
dng th.
- Khng phn hng th.
71
PH LC 2
SO SNH SN PHM DCH V CA MT S NGN HNG
Nhm NH TMCP
Nhm
sn
phm,
dch
v
EIB ACB SACOM EAB TECHCOM
Pht
hnh
th
- Th ghi n ni
a (V-Top)
- Visa/Master
Credit
- Visa Business
- Visa Debit
- Th ghi n ni
a
- Visa/ MasterCard
Debit
- Visa/ MasterCard
Credit
- Th ghi n ni
a
(PassportPlus)
- Visa Credit
- Visa Debit
- Th ghi n ni
a (Th a nng
ng )
- Visa Credit
- Th ghi n ni
a (F@staccess)
- Visa Debit
- Visa Credit
Thanh
ton
th
- Visa
- Master
- Visa
- Master
- Visa
- Master
- JCB
- Visa
- UnionPay
- Visa
- MasterCard
Dch
v ti
my
ATM
- Rt tin
- Xem s d
- Chuyn khon
- i s PIN
- Thanh ton
ho n
- Xem sao k
- Rt tin
- Xem s d
- Chuyn khon
- i s PIN
- Thanh ton ho
n
- Xem v in sao k
10 giao dch gn
nht.
- Rt tin
- Xem s d
- Chuyn khon
- i s PIN
- Thanh ton
ho n
- In sao k 5
giao dch gn
nht
- Gi/ Rt tin
- Xem s d
- Chuyn khon
- i s PIN
- Thanh ton ho
n
- Xem v in sao k
- Mua th co
(in thoi,
internet)
- Rt tin
- Xem s d
- Chuyn khon
- i s PIN
- Thanh ton ho
n
Dch
v qua
mng
Intern
et
- Thanh ton
ho n qua
mng
- Pht hnh th
qua mng
- Tra cu thng tin
ti khon
- Chuyn khon
- Thanh ton ho
n
- Chuyn tin
- Chuyn i ngoi
t
- Np tin vo th
- Thng tin t
gi hi oi
- Tra cu thng
tin ti khon tin
gi khng k
hn,
ti khon c k
hn, tin vay
(lch gii ngn;
lch tr n li
tr; lch tr n
gc tr)
- Tra cu thng
tin giao dch
- Qun l thng
- Chuyn khon/
Thanh ton
S tin ti thiu:
50.000d/ln
S tin ti a:
500.000.000/ngy
- Thanh ton trc
tuyn
- Thanh ton ha
n in vi Cng
ty in lc
TpHCM
- Thanh ton cc
vin thng internet
vi FPT Telecom
- Tra cu s d v
cc giao dch ti
khon
- Qun l v tra
cu cc khon vay,
khon tit kim
- Chuyn khon
gia cc ti khon
trong v ngoi h
thng
Techcombank
- Thanh ton hng
ha v dch v (v
my bay, bo
him, cc loi th
72
tin ha n
(dnh cho t
chc)
- Lu/In thng
tin giao dch
nh dng file
.xls
- Lu/In giy
bo c nh
dng file .pdf,
.xls
- Kt xut in
Swift chun
MT103 (dnh
cho t chc)
- Kch hot s
dng, cp nht
trc tuyn cc
dch v
truy vn thng
tin ti khon nh
Mobile
Sacombank,
PhoneBanking,
SMA.
- Qun tr ngi
s dng
- Mua th tr trc
cc loi (th in
thoi, th Internet)
- Np tin in t
- Kim tra s d &
xem chi tit giao
dch trong ti
khon ca KHCN
v
KHDN
np tin ti
vcard.vn
- t lnh thanh
ton t ng
- ng k cc sn
phm, dch v
ngn hng online
73
PH LC 3
SO SNH V NHN S V CHNH SCH NHN S CA MT S NGN
HNG
Ch
tiu
EIB ACB ng Techcombank Sacombank
Tng
s NV
3,104 6,598 3,138 4,224 5,975
Trnh

- H
v trn
H
93% 82% 77%
- Cao
ng
15%
- PTTH
N/A
7%
N/A
3%
23%
Cc
hot
ng
o to
- Thng xuyn
o to, bi
dng cp nht
kin thc cho
nhn vin, nng
cao cht lng
ca cn b qun
tr vin
- C nhn vin i
o to ngn hn
v di hn cc
vin, trng H
chuyn ngnh
trong v ngoi
nc
- a dng ho
phng thc o
to: hc trn lp,
hc tp ngay
trong cng vic,
t cc ngun
khc, t hc trn
trang web
- T chc nhiu
kha o to
nghip v cho
nhn vin
- o to k nng
qun l cho cn b
ng nhim
- o to ni b cho
cc CBCNV mi
- Phi hp vi cc
trng H ln t
chc cc kho hc
trong v ngoi nc.
- Trung tm o
to lin tc m cc
lp o to chuyn
mn v cc kho
o to k nng
Chnh
sch
i vi
nhn
vin
- Cng tc khen
thng cng
khai v minh
bch, ng
ngi, ng vic
- u i c phiu
cho CBCNV
- Chnh sch
khen thng hp
dn dnh cho
nhn vin gn
lin vi kt qu
kinh doanh v
cht lng phc
v khch hng:
lng kinh
doanh, lng
thng 13, lng
- Thc hin iu
chnh nhiu t
tng lng cho
CBCNV ph hp
vi tnh hnh thc
t
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i vi ngi lao
ng u c
thc hin y
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lng cho CBCNV
- Bo him y t
Techcombank Care
cho ton b CBCNV
v ngi thn ca cc
cn b trung v cao
cp
- Tng thng c
phn cho cc
CBCNV c thnh
- iu chnh lng
t 10-40% cho
CBCNV
- nh hng pht
trin dnh cho cc
CN/SGD bng s
thng tin i
vi tng chc
danh.
74
hon thnh cng
vic, khen
thng nhn
vin xut sc,
nhn vin gii
nghip v, nhn
vin c sng kin
ci tin v nng
cao cht lng
phc v khch
hng.
tch ng gp cho s
pht trin ca
Techcombank
Thu
nhp
bnh
qun
95 triu/nm 8.668.000/thng N/A 8.365.000/thng 107 triu/nm
75
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76
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