Cc bin php huy ng tin gi LI M U Sau hn 15 nm hnh thnh v pht trin, cc ngn hng thng mi Vit Nam, c bit

l ngn hng thng mi c phn ngy cng ln mnh v to dng c uy tn vi khch hng cng nh ng gp cho s nghip pht trin h thng ti chnh ni ring v pht trin t nc ni chung. ng trc nhu cu pht trin v hin i ha, cc ngn hng thng mi c phn Vit Nam ang i mt vi vn l lm th no tng vn cho hot ng, c bit l ngun vn huy ng t tin gi, n chim t trng ln nht, khong t 70% - 80%. Song, c th ca ngn hng thng mi Vit Nam l nhiu v s lng, nhng nh v quy m. Ngoi tr cc ngn hng thng mi quc doanh, hin ti hu ht cc ngn hng thng mi c phn Vit Nam u thuc loi quy m nh. Quy m ln nht nh Ngn hng Si Gn Thng Tn (Sacombank) vn cng ch mc 4500 t ng, tng ng vi 300 triu USD, mt quy m qu nh so vi ngn hng nc ngoi. Vi mc vn nh nh vy, cc ngn hng thng mi Vit Nam gp rt nhiu kh khn trong hot ng huy ng vn, cho vay, bo lnh i vi cc d n ln. Ngoi ra, quy m nh khin cho ngn hng thng mi Vit Nam khng p ng c yu cu v vn theo quy nh ca tiu chun Basel v c t l m bo an ton thp. ng trc tnh hnh nh vy, cc ngn hng thng mi Vit Nam rt quan tm n vic tng vn, c bit t ngun tin gi. Vy u l bin php hiu qu nht gip cc ngn hng Vit Nam tng lng tin gi? gii p thc mc trn, nhm la chn ti: Cc bin php huy ng tin gi nhm gip khi qut ha mt s bin php huy ng m cc ngn hng thng mi Vit Nam ang s dng kh ph bin hin nay.

Chng 1
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Cc bin php huy ng tin gi C S L LUN 1.1 Nghip v huy ng vn ca NHTM 1.1.1 Ngun vn Ngun vn ca NHTM bao gm: vn t c, ngun vn huy ng, vn i vay, vn tip nhn v vn khc. Vn t c: theo quyt nh s 457/2005/Q-NHNN ngy19/4/2005, vn t c ca TCTD bao gm: vn cp 1 (c bn) v vn cp 2 (b sung vn iu l). - Vn cp 1 (c bn): dng lm cn c xc nh gii hn mua, u t vo ti sn c nh ca t chc tn dng. Vn cp 1 bao gm: vn iu l, qu d tr b sung vn iu l, qu d phng ti chnh, qu u t pht trin nghip v v li nhun khng chia. Trong : Vn iu l: ngun vn ban u khi NH mi bt u i vo hot ng, c ghi vo bn iu l ca NH v phi t mc ti thiu theo quy nh ca php lut; Qu d tr b sung vn iu l: hnh thnh nhm mc ch b sung vn iu l ca ngn hng khi cn thit p ng yu cu m rng qui m hot ng ca NH; Qu d phng ti chnh: c dng b p phn cn li ca nhng tn tht, thit hi v ti sn xy ra trong qu trnh kinh doanh (sau khi c b p bng tin bi thng ca cc t chc, c nhn gy ra tn tht, ca t chc bo him v s dng d phng x l ri ro). - Vn cp 2 (b sung vn iu l): c hnh thnh thng qua cc quy nh nh sau: 50 % phn gi tr tng thm ca ti sn c nh; 40% phn gi tr tng thm ca cc loi chng khon u t (k c c phiu u t, vn gp); Tri phiu chuyn i hoc c phiu u i do t chc tn dng pht hnh c k hn ban u, thi hn cn li trc khi chuyn i thnh c phiu ph thng ti thiu l 5 nm; Cc cng c n khc tha mn iu kin c k hn ban u ti thiu trn 10 nm; Ngoi ra, theo thng l ca cc nc, vn t c cn bao gm: giy n th cp (tri phiu, k phiu) c thi hn trn 7 nm, tn phiu, tri phiu chuyn i, c phiu, cc khon thu nhp t cc cng ty thnh vin cng nh t nhng t chc m ngn hng nm c phn s hu (mc d khon ny chim t trng khng ln nhng l ngun ti tr di hn cho ngn hng). Ngun vn huy ng (Mobilized Capital): l ngun vn c hnh thnh thng qua nghip v huy ng vn caNH. y l ngun vn ch yu trong hot ng kinh doanh ca ngn hng. Ngun vn huy ng gm cc khon nh tin gi khng k hn ca khch hng, tin gi c k hn ca cc t chc v c nhn, tin gi tit kim ca dn c, vn huy ng thng qua pht hnh k phiu, chng ch tin gi Vn i vay (Borrowed Capital): NHTM c th vay vn ca cc ch th nh: vay ngn hng nh nc di hnh thc chit khu, ti chit khu cc chng t c gi; cm c, ti cm c cc thng phiu; vay li theo hp ng tn dng; vay ca
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Cc bin php huy ng tin gi cc ngn hng thng mi khc qua th trng lin ngn hng, hp ng mua li; vay ca cc t chc ti chnh, tn dng quc t Vn tip nhn (Trust Capital) v vn khc (Other Capital): l cc khon vn m ngn hng c th s dng nh vn tip nhn t ngn sch Nh nc thc hin cc chng trnh, d n theo k hoch tp trung ca Nh nc, vn chim dng ca khch hng trong qu trnh thc hin thanh ton khng dng tin mt (nh cc khon tin khch hng k qu bo chi sc, m th tn dng, bo lnh NH). 1.1.2. Nghip v huy ng vn ca NHTM NHTM c th huy ng vn di cc hnh thc: nhn tin gi ca khch hng, pht hnh giy t c gi, vay t chc tn dng khc v vay NHNN. Huy ng tin gi: NHTM c th huy ng tin gi thng qua cc TK tin gi c k hn, khng k hn, tin gi tit kim Pht hnh giy t c gi. Ging nh cc doanh nghip khc, cc ngn hng cng vay mn bng cch pht hnh cc giy n (k phiu, tn phiu, tri phiu) trn th trng vn. Rt nhiu ngn hng thng mi thiu ngun tin gi trung v di hn dn n khng p ng c nhu cu cho vay trung v di hn. Do vy, cc khon vay trung v di hn nhm b sung cho cc ngun tin gi, p ng nhu cu cho vay trung v di hn. Thng thng y l khon vay khng c m bo. Nhng ngn hng c uy tn hoc tr li sut cao s vay mn c nhiu hn. Cc ngn hng nh thng kh vay mn trc tip bng cch ny; h thng phi vay thng qua cc ngn hng i l hoc c bo lnh ca Ngn hng u t. Kh nng vay mn cn ph thuc vo trnh pht trin ca th trng ti chnh, to kh nng chuyn i cho cc cng c n di hn ca ngn hng. Nghip v ny tng i phc tp. Ngn hng cn nghin cu k th trng quyt nh quy m, mnh gi, li sut v thi hn giy t c gi cho thch hp. Cc vn chuyn nhng, iu chnh li sut, bo qun h cng c cc ngn hng quan tm. Vay cc t chc tn dng khc Vay qua th trng lin ngn hng nhm mc ch m bo nhu cu vn kh dng trong thi gian ngn, ngn hng c th khai thc cc khon vn nhn ri t cc ngn hng, t chc ti chnh tn dng khc. Hot ng vay mn ny nhm mc ch iu ha nhu cu vn kh dng v m bo ngun vn lu chuyn thng sut lin tc trong h thng ngn hng.. Vay Ngn hng Trung ng

Cc bin php huy ng tin gi y l khon vay nhm gii quyt nhu cu cp bch trong chi tr ca ngn hng thng mi. Trong trng hp thiu ht d tr (thiu d tr bt buc, d tr thanh ton), ngn hng thng mi thng vay ngn hng Nh nc. Hnh thc cho vay ch yu ca ngn hng Nh nc l ti chit khu (hoc ti cp vn). 1.2. Nghip v huy ng tin gi ca NHTM 1.2.1 Tin gi ti cc NHTM a/ Khi nim: Tin gi: l tin m cc doanh nghip v c nhn gi vo ngn hng thng mi nh gi v thanh ton h. Trong phm vi s d cho php, cc nhu cu chi tr u c ngn hng thc hin v cc khon thu bng tin u c th c nhp vo tin gi thanh ton theo yu cu. y l ngun ti nguyn quan trng nht ca ngn hng thng mi. Khi mt ngn hng bt u hot ng, nghip v u tin l m cc ti khon tin gi gi h v thanh ton cho khch hng, bng cch ngn hng huy ng tin ca doanh nghip, t chc v c nhn. Tin gi l ngun tin quan trng, chim t trng ln trong ngun tin ca ngn hng. gia tng tin gi trong mi trng cnh tranh v c c ngun tin c cht lng cao, cc ngn hng a ra v thc hin nhiu hnh thc huy ng tin gi khc nhau. b/ Phn loi : Tin gi thanh ton Ngn hng huy ng vn thng qua vic m ti khon thanh ton cho khch hng. NH thc hin cc lnh yu cu v chi tr, chuyn tin ca ch ti khon hoc cho khch hng rt tin mt. * c im: Gi tin thanh ton S d khng n nh Li sut thp * ngha: to ngun vn cho ngn hng; tit kim chi ph lu thng, thc hin giao dch vn minh, gim thiu ri.

Cc bin php huy ng tin gi

S qu trnh thanh ton qua ngn hng. Th tc m ti khon: rt n gin. Yu cu ca ngn hng l khch hng phi c tin v ch thanh ton trong pham vi s d. Li sut ca khon tin ny rt thp (hoc bng 0) thay vo khch hng c hng cc dch v ngn hng vi mc ph thp. cc nc pht trin th ngn hng khng tr li cho khch hng m tin gi thanh ton khch hng duy tr mts d ti thiu c hng cc dch v NH. Vit Nam, ngn hng vn tr li ivi ti khon ny, mc li sut thng rt thp (0,2%/thng) c th tnh theo nh k hng thng hoc qu theo phng php tch s. Li c nhp vo s d c ti khon tin gi ca khch hng. V d: Cch tnh li TK TGTT ca cng tyA (0,2%/thng) Ngy 1-Feb 5-Feb 10-Feb 18-Feb 25-Feb 27-Feb 28-Feb S d 152,000,000 120,000,000 24,235,000 145,046,780 89,274,650 1,289,332,746 145,782,920 S ngy ca s d 4 5 8 7 2 1 1 Tng cng Tin li
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Tch s 608,000,000 600,000,000 193,880,000 1,015,327,460 178,549,300 1,289,332,746 145,782,920 4,030,870,000 270,000

Cc bin php huy ng tin gi Tin li thng 2 ca TK TGTT ca cng ty A trn y c xc nh theo cng thc sau:

Tin gi tit kim Tin gi tit kim khng k hn: L loi tin gi c th rt ra theo yu cu ngi gi khng theo mt hn k k thc no. i tng: khch hng c nhn, t chc c tin tm thi nhn ri, gi ngn hng v mc tiu an ton v sinh li v khng thit lp c k hoch s dng tin gi trong tng lai. c im - Khch hng mun rt bt c lc no cng c nn ngn hng phi m bo tn qu chi tr v kh ln k hoch s dng tin gi. - Ngn hng thng tr li rt thp. - Mi ln giao dch khch hng phi xut trnh s tin gi v ch c th thc hin c cc giao dch ngn qu. - Khng thc hin c cc giao dch thanh ton. Tin gi tit kim c k hn: L loi tin gi m ngi gi tin cam kt ch ly tin ra sau mt thi gian nht nh k kt vi ngn hng. i tng - Khch hng c nhu cu gi tin v mc tiu an ton, sinh li v thit lp c k hoch s dng tin trong tng lai - C nhn mun c thu nhp n nh v thng xuyn, p ng cho vic chi tiu hng thng hoc hng qu. c im - Li sut cao hn li sut tr cho loi tin gi khng k hn - Li sut thay i ty theo loi k hn gi - S d n nh theo tng k hn - Ngi gi c th rt tin trc hn nhng b gim tr li (hng li sut thp hn hoc bng li sut khng k hn) Cc loi tit kim khc: Cc loi tin gi tit kim Vit Nam - Tin gi tit kim a thi hn (bc thang) : khch hng gi s tin ln, cha chc v thi gian gi v cu sinh li ti u. Ngn hng a ra mc li sut (c nh hoc th ni) theo chu k tnh li (3,6,9,12thng), li sut tng dn theo thi gian.
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Cc bin php huy ng tin gi + Thi gian gi tin trn chu k tnh li, c hng li sut ca chu k . + Thi gian gi tin < chu k tnh li ch c hng li sut ca chu k ngn hn hoc li sut khng k hn. - Tin gi tit kim c thng: Ngi gi tin ch yu v mc tiu trng thng v an ton ti sn. Ngn hng pht hnh theo ma hoc t, ngoi li sut km theo cc gii thng n nh. Hnh thc d thng : quay s s, bc thm, co th Cc loi tin gi tit kim trn th gii - Tin gi tit kim quy nh s ln rt trong mt thi gian nht nh (Nht). - Tin gi tit kim hn rt (Anh + Hong Kong). - Tin gi tit kim c mc ch (Php): Khch hng gi vo nhm s dng s tin vo mc ch nht nh nh mua nh, trang tri chi ph hc tp. Thi hn gi tin trung, di hn. Cc hnh thc huy ng vn qua ti khon tin gi khc: Tin gi ti khon c bit ca Hoa K: Ngoi nhng loi tin gi trn, ti Hoa K c nhng loi tin gi vo ti khon c bit. l tin gi phi hp gia tin gi dng sc v tin gi tit kim vo nhng ti khon giao dch, bao gm: + Tin gi vo ti khon NOW (Negotiable Orders of with drawal-Lnh rt tin giao dch thng lng) l ti khon tit kim m ch ti khon c th rt ra bng sc. + Tin gi vo ti khon ATS (Automatic Transfer Services - dch v chuyn tin t ng) l ti khon dng sc kt hp vi ti khon tit kim, vi s tha thun ca khch hng, chuyn s tin tit kim c hng li qua ti khon dng sc chi tr cc sc do khch hng k pht.

Tin gi vo ti khon NOW v ATS + Tin gi vo ti khon Super Now l ti khon tin gi c th rt ra bng sc, rt tin bng my t ng, chuyn ngn bng in thoi, ti thiu t 2500 USD tr ln, khng gii hn s ln giao dch hng thng.
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Cc bin php huy ng tin gi Tin gi thng tri (deposit at notice) : Nht y l loi tin gi khng th rt ra khi cha qu 7 ngy k t ngy gi. V khi rt tin phi bo trc 2 ngy. Cc cng ty Nht hay gi tin loi ny do c hng li cao hn so vi tin gi thng dng. Tin gi vo ti khon MMDA (Money Market Deposit Account) l ti khon ging nh ti khon tit kim, c th gi v hay ly ra nh tin gi khng k hn, c th s dng sc chi tr cho ngi khc nhng gii hn mc 3 ln bng sc trong thng v hng thng c th rt tin ti a 6 ln bng sc, chuyn tin bng in thoi, chuyn tin t ng hoc chi tr cho php trc. Tin gi vo ti khon c phn l ti khon tit kim c li sut cn c li sut ca th trng tin t thay v li sut tit kim b Ngn hng Trung ng khng ch thu ht mnh m ngun tin gi. c im chung ca tin gi l chng phi c thanh ton kp thi khi khch hng yu cu ngay c khi l tin gi c k hn cha n hn. S thay i, c bit l tin gi ngn hn, lm thay i cu thanh khon ca ngn hng. Qui m tin gi rt ln so vi cc ngun khc. Thng thng ngun ny chim hn 50% tng ngun vn v l mc tiu tng trng hng nm ca ngn hng. 1.2.2. Cc nhn t nh hng n huy ng tin gi V m (mi trng kinh t): ch s gi c, tin c phn ha cc ngn hng thng mi nh nc, chnh sch ca nh nc i vi cc NHTM cng gy nn nhng nh hng ln i vi vic huy ng vn ca NHTM. Vi m Li sut tin gi: tin gi, c bit l tin gi ngn hn, thng nhy cm vi cc bin ng li sut. Li sut tin gi cao l mt nhn t kch thch cc doanh nghip, c nhn gi tin vo ngn hng. Trong iu kin c lm pht, ngi c tin tit kim thng quan tm ti li sut thc, iu ny c ngha l li sut thc dng mi thc s hp dn cc ngun tit kim. Lng tin ca cng chng vo ngn hng: y l mt yu t quan trng, v ngi gi tin no cng mun chc chn l tin ca mnh c gi vo mt ni an ton, c uy tn cao. Khi to c lng tin i vi cng chng, ngn hng s nhn c s tn nhim ca cc khch hng mi, t m rng ngun vn huy ng. Cc yu t cnh tranh vi ngn hng khc: nh a im ngn hng, mng li chi nhnh rng, quy tit kim, cc loi hnh huy ng a dng, cc dch v a dng, tin ch s dng tin qua ngn hng, u nh hng ti qui m v cc trc ca ngun tin Thi v chi tiu cng nh hng ti qui m v tnh n nh ngun tin. Vo dp tt th tin gi thanh ton v tin gi tit kim u gim st, c bit trong iu kin thanh ton tin mt cn kh ph bin nc ta.

Cc bin php huy ng tin gi 1.2.3. Vai tr ca huy ng tin gi ti cc NHTM ng trn gc NHTM: - L hot ng ch yu ca NHTM. - Huy ng vn tt cn l tin thc y NHTM pht trin c cc sn phm, dch v khc. - L hot ng ngn hng gia tng thu nhp, ci tin c cu thu nhp ca NHTM. V hin nay 90% thu nhp ca NHTM l t hot ng tn dng, vn l mt hot ng tim n ri ro cao i vi NHTM. ng trn gc khch hng: - Gip khch hng tit kim. - Khch hng c th la chn c hnh thc tin gi ph hp. - Gip khch hng tng nhu nhp qua vic tr li ca Ngn hng. - Khch hng cn c tin ch trong thanh ton, an ton ti sn, an ton thanh ton, tc thanh ton nhanh hn. Ngoi ra khch hng cn c th c bo him s tin gi ca mnh. i vi nn kinh t: - iu tit lng tin t lu thng trong nn kinh t, gip n nh th trng tin t, kim sot c lm pht. - Huy ng vn gip tng vn pht trin nn kinh t. - Gip pht trin th trng ti chnh, v d nh k phiu, tri phiu tr thnh hng ha trn th trng chng khon. 1.2.1 Cc bin php huy ng tin gi 1.2.2.1 Pht trin a dng ha sn phm tin gi Khch hng ca ngn hng c nhiu tng lp khc nhau v nhu cu gi tin ca h rt a dng. Do vy, yu t tc ng n ng thi v quyt nh gi tin ca khch hng cng rt phong ph . Mt s cho rng s an ton l quan trng i vi h, mt s khc cho rng s tin li l quan trng, v mt s khc na cho rng cung cch phc v ca nhn vin mi l quan trng, trong khi hu nh ai cng cho rng yu t li sut l quan trng. ng trc khch hng c nhu cu a dng v phong ph nh vy, cch ph hp thu ht h l ngn hng phi pht trin v cung cp sn phm a dng h c iu kin la chn. Cc sn phm tin gi ca ngn hng thng mi hin nay c a dng ha. Nhng nhn chung, cc ngn hng thng mi Vit Nam mi dng li vi hng a dng ha. a dng ha sn phm tin gi theo k hn: hu ht cc ngn hng thng mi u c y cc loi tin gi vi k hn 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, v 13 thng hoc ti 36 thng cho khch hng la chn.

Cc bin php huy ng tin gi a dng ha sn phm theo loi ng tin gi: hu ht cc ngn hng thng mi u c cc loi tin gi VND, USD, EUR v tin gi vng cho khch hng la chn. a dng ha sn phm tin gi theo s d: theo hng ny ngn hng tr li sut khc nhau ty theo tng bc s d, do vy cn gi l tin gi bc thang. Tin gi bc thang bao gm bc thang theo k hn v bc thang theo s d. a dng ha sn phm tit kim theo s d: sn phm ny cng ging sn phm tin gi theo s d ch khc l p dng cho i tng khch hng c nhn c nhu cu gi tin tit kim bng VND hoc USD. Xu hng a dng ha sn phm tin gi v s tit kim theo s d, ngoi vic to cho khch hng c thm s la chn, n cn c tc dng tch cc khc l gip ngn hng tit kim chi ph. Do li sut tng ln theo s d, nn khch hng c khuynh hng gp cc ti khon tin gi hoc tit kim li c s d ln hn. V th, s lng ti khon ca mt khch hng no c khuynh hng gim i trong khi s d ca ti khon tng ln. Nh vy, ngn hng c th tit kim c chi ph giao dch. a dng ha sn phm theo nhm khch hng: l hng a dng bng cch chia khch hng ra theo tng nhm c th, ng thi thit k sn phm tin gi hoc tit kim c nhng nt c th dng ring cho nhm i tng khch hng . 1.2.2.2 Ti a ha s tin li cho khch hng Pht trin a dng ha sn phm tin gi v tit kim nh va trnh by gip ngn hng thu ht c khch hng nh vo vic cung cp sn phm vi li sut cao hoc cung cp nhng dch v khc i km theo sn phm. Th nhng khch hng khng ch dng li , i khi h cn i hi c c s tin li trong giao dch, thm ch mt s i tng khch hng nh ngi gi v ngi ngh hu cn cho rng s tin li l yu t quan trng nht i vi h khi la chn ngn hng gi tin. Do vy, ngn hng cn ch to ra cho khch hng s tin li n mc ti a. Ti a ha s tin li cho khch hng bng cch: M rng mng li chi nhnh y l iu m ngn hng thng mi no cng ngh n, nhng vic ny khng phi ngn hng no cng lm c v m rng mng li chi nhnh rt tn km. B li, m rng mng li chi nhnh mang n cho ngn hng nhiu li ch khc na bn cnh h tr cho vic huy ng tin gi, c th l khuch trng ngn hng, c th l cch ngn hng gi chn khch hng ca mnh. Pht trin cng ngh hin i Nh s pht trin nhanh chng ca cng ngh thng tin, cng ngh ngn hng cng pht trin theo. cc nc pht trin, khch hng c th ngi ti nh tin hng cc giao dch tin gi qua internet hoc in thoi di ng. iu ny mang li s tin li rt nhiu cho khch hng v nh cng d thu ht tin gi khch hng hn.
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Cc bin php huy ng tin gi Dch v ngn hng in t ph hp vi nhu cu ca nn kinh t trong iu kin bng n thng tin nh cc dch v: Phonebanking giao dch ngn hng qua in thoi vi tin ch kim tra ti khon, chuyn tin, hi thng tin v li sut v t gi hi oi. Internetbanking giao dch ngn hng trn Internet l mt cch thc tin li v an ton, i km vi vic s dng Internet ngy cng gia tng th cng c nhiu ngn hng s dng cc trang Web cung cp sn phm v dch v ca mnh hoc tng cng giao tip vi khch hng. Mobibanking giao dch ngn hng di ng. Ngy nay, hu ht cc cc nc th trng ang pht trin nhanh, ngi ta s s dng in thoi di ng nhiu hn in thoi c nh. Tt nhin cc dch v ny pht trin th phi trn nn tng cng ngh tin tin. Dch v ngn hng trc tuyn, khch hng c th m ti khon mt ni nhng thc hin giao dch bt k chi nhnh no thuc h thng NHTM trn ton quc. Vi nhng tin ch c khai thc p dng cho ton b cc sn phm chuyn tin, tin gi, tin vay, u t di hn vo giy t c gi. y l nhng dch v tin tin c c nh gi l h thng an ton v cht lng cung ng dch v, tin li trong giao dch, hiu qu trong kinh doanh, kinh t trong u t trong lnh vc cng ngh. Dch v ngn hng trc tuyn l tin cho s pht trin ca cc dch v th hin ang c pht trin th trng Vit Nam. NH cung cp v h tr khch hng s dng cc phng tin thanh ton in t nh th thng minh (Smart card), my ATM, my POS v.v.. Sn phm dch v ngn hng bn l c a vo s dng mt s ngn hng thng mi, ng mt vai tr quan trng cho php ngn hng thng mi ng dng v trin khai cc sn phm bn l trn nn tng cng ngh hin i. Hng lot tin ch c a vo s dng nh chuyn tin t ng c chu k linh hot hn vi nhiu tnh nng b tr; chc nng u t t ng cho php khch hng thanh ton li, gc tin vay ton phn v tng phn; chc nng khoanh gi ti khon cho nhiu mc ch khc nhau, khch hng khng phi m TK k qu; qun l hn mc tin vay vi tin ch to hn mc tin vay cho khng ch h thng ngn hng bn l m cn cho tt c cc sn phm khc c s dng hn mc nh ti tr thng mi, kinh doanh vn. Bn cnh , cn phi nng cao cht lng dch v khch hng chnh v vy m cc NHTM phi tip tc m rng pht trin cc ng dng ngn hng tin tin, tng cng kh nng qun l qua vic cp nht, cung cp nhng thng tin trc tuyn v thng mi v tn dng ; qun l cc thng tin khch hng, qun l hn mc, v.v...mt cch hu hiu. To cho khch hng tm l thoi mi v tha mn khi bc chn n NH Trong thi i cnh tranh v bng n thng tin khin cho cc li th cnh tranh khc nh u t cng ngh, li sut, a dng ha sn phm,... rt d b cc i th cnh tranh bt chc nhanh chng, khin cho li th cnh tranh chng my chc b
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Cc bin php huy ng tin gi trit tiu. Ch c to ra cung cch phc v, to ra n tng p trong lng khch hng khin cc i th kh cnh tranh v kh bt chc hn. C th ni cung cch phc v khng phi hnh thnh t mt ngy hai ngy, m phi qua thi gian o to. Ngoi ra, quy trnh nghip v v cng ngh ngn hng ang p dng cng nh hng khng nh n s thoi mi ca khch hng khi n gi tin. 1.2.2.3 Nng cao trnh t vn v k nng phc v ca nhn vin i vi mt ngnh kinh doanh dch v nh ngn hng th cht lng i ng nhn vin l yu t quan trng quyt nh sc mnh ca t chc. Trong qu trnh giao dch trc tip vi khch hng, nhn vin chnh l mt yu t khch hng nh gi v cht lng dch v ngn hng, mi thi , phong cch lm vic ca nhn vin c nh hng quyt nh n hnh nh v uy tn ca ngn hng. V vy, vi kin thc, kinh nghim, thi phc v, kh nng thuyt phc khch hng, ngoi hnh, trang phc nhn vin c th lm tng thm cht lng dch v hoc cng c th s lm gim cht lng dch v. Hin nay, vi s xut hin ca nhiu ngn hng trong v ngoi nc, trnh cng ngh, sn phm gn nh khng c s khc bit, cc ngn hng ch c th nng cao tnh cnh tranh bng cht lng phc v ca i ng nhn vin. Cht lng nhn vin cng cao th li th cnh tranh ca ngn hng cng ln. Do , duy tr v pht trin quan h vi khch hng hin ti cng nh khch hng trong tng lai, cc ngn hng ni chung, cn phi khng ngng nng cao cht lng i ng nhn vin ca mnh. V pha ngn hng, em li s hi lng cho khch hng ca mnh. Mt mt cn ng vin, khuyn khch nhn vin bng cc chnh sch, ch hp l nhm to ng lc gip h phc v khch hng ngy cng tt hn. Mt khc, cn ch trng n cng tc tuyn dng, o to v bi dng nhn vin, ng thi c nhng quy nh v ng phc nhn vin to cm gic chuyn nghip trong hot ng ca ngn hng. Cc ngn hng cn nng cao cht lng i ng cn b, nhn vin. Bi v cn b, nhn vin l khu quyt nh hiu qu kinh doanh v nng cao nng lc cnh tranh ca ngn hng. Kt qu ny ph thuc rt ln vo trnh chuyn mn, nghip v, tnh nng ng sng to, o c ngh nghip, thi phc v ca cn b ngn hng, cng l nhng vn m khch hng phn nn nhiu nht v mong mun nhiu nht t ngn hng. Bn cnh , cn nng cao kh nng giao tip ca cn b giao dch ngn hng khi tip xc trc tip vi khch hng. Trong hot ng kinh doanh ngn hng, nu nh cht lng dch v l mc tiu quan trng m mi ngn hng hng ti, th kh nng giao tip chnh l nhng cng c a sn phm n vi khch hng. K nng giao tip ca cn b giao dch l mt trong nhng yu t quan trng to n tng tt p, s tin tng nht nh ca khch hng i vi ngn hng, quyt nh n vic h tr thnh khch hng ca ngn hng. Nh vy, giao tip ca cn b ngn hng tc ng trc tip n tin trnh quyt nh s dng sn phm dch v ca khch hng v nh hng n hiu qu hot ng kinh doanh ca ngn hng.
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Cc bin php huy ng tin gi 1.2.2.4 Xy dng hnh nh thng hiu ngn hng Mt ngn hng thng mi c hnh nh tt v thng hiu mnh cng gp phn ng k trong vic thu ht khch hng n gi tin. iu ny xut pht t c th ca hot ng ngn hng l da trn nn tng nim tin ca cng chng. Hnh nh v thng hiu mnh mang li nim tin cho cng chng khin h khng ngn ngi khi quyt nh gi tin. Trong tnh hnh cnh tranh ngy cng gay gt, cng vi trnh qun l ngn hng ngy cng c nng cao hn, cc ngn hng cn ch n vic xy dng, qung b hnh nh v thng hiu ca mnh. Ngn hng c th s dng chin lc PR Quan h cng chng, vi chc nng qun l gip xy dng v duy tr mi quan h cng c li gia mt doanh nghip vi cng chng, tc l vi khch hng ca ngn hng. Cc ngn hng khng ch da vo qung co m da vo b quyt ca truyn thng. PR cng ging nh qung co l s dng cc phng tin truyn thng cung cp thng tin cho cng chng nhng khng ch cng chng bit n sn phm, m phi hiu r hn v sn phm, dch v doanh nghip cung cp v tnh nng, cch s dng, c im vt tri... hoc v ngn hng nh mc tiu hot ng, chin lc kinh doanh, chin lc pht trin... So vi qung co, cc thng ip ca PR d c cng chng chp nhn v tin tng. Bi v cng chng d tin vo cu chuyn, bi bo hay phng s ni v lch s ngn hng bn, cc sn phm, dch v thng qua phn nh ca khch hng - nhng ngi trc tip tip cn vi cht lng kinh doanh hn l cc chng trnh qung co ni v ngn hng bn. Nt khc bit c bn ca PR vi qung co l Ngi khc ni v doanh nghip bn ch khng phi bn ni v bn nh qung co. V PR cng hon ton khc bit vi Marketing, i tng ca Marketing ch l i tng khch hng ca ngn hng bn; trong khi i tng ca PR rng ln hn, l cng chng, cng chng c th l khch hng, ang l khch hng, s l khch hng v mi l khch hng tim nng i vi ngn hng bn khi bn s dng thnh cng PR; hot ng PR thc s chuyn nghip s to ra s thn thin t pha cng chng i vi doanh nghip bn, Ngn hng bn v chnh l mc tiu xy dng thng hiu ca cc doanh nghip ni chung v h thng ngn hng ni ring. Vi chin lc PR tt s gip: Mi ngi bit n Ngn hng bn; Hiu v Ngn hng bn; Xy dng hnh nh v uy tn ngn hng bn; Cng c nim tin ca khch hng v i vi ngn hng; Khuyn khch v to ng lc cho nhn vin; Bo v ngn hng bn trc nhng khng hong.

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Cc bin php huy ng tin gi Tuy nhin, xy dng thng hiu cng cn ch n nhng vic ht sc nh nht, v i khi nhng chuyn tng chng nh nh nht li tn ph hnh nh v gi tr thng hiu m ngn hng tn km khng t xy dng. 1.2.2.5 Khuyn mi thu ht tin gi C th ni rng khuyn mi l hot ng xc tin thng mi nhm xc tin vic mua bn hng ho, cung ng dch v bng cch dnh cho khch hng nhng li ch nht nh. V hot ng ngn hng cng nh bao hot ng kinh doanh khc, ngn hng khng bn hng ha cho khch hng nhng bn dch v cho khch hng. Do , khuyn mi cng l mt vic lm cn thit tng sc cnh tranh cng vi vic thu ht khch hng v ngn hng mnh. C nhiu hnh thc khuyn mi nh cc t gi tin d thng hay qu tng cho cc khch hng ln, li sut u i, tng tin cho khch hng gi tin,... l nhng chiu thc duy tr hay tng thm s lng khch hng gi tin vo ngn hng.

Chng 2
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Cc bin php huy ng tin gi THC TRNG HUY NG TIN GI TI CC NHTM TI VIT NAM i vi huy ng vn tit kim, nm 2004 nh du nhng bc chuyn r nt trong vic a ra cc hnh thc huy ng mi. Trn thc t, s thay i ny c bt u t nm 2003, thi im hu ht cc ngn hng ri vo tnh trng thiu vn ko di. Cng thi k ny nm 2003, mt vi sn phm mi c a ra nhm ht vn, nhng hu nh mi mang tnh th nghim. Nm 2003 khp li vi sn phm tit kim gi gp c mt vi ngn hng trin khai, nhm tng cng huy ng vn di hn. Tit kim gi gp cho php ngi gi tin c th gi gp theo tng mn nh hng thng hay nm vi thi hn c th ti 20 nm. Nhng sn phm ny sm chm vo qun lng do ngi dn cha quen vi hnh thc tit kim na n bo him nhn th ny. Nm 2004 nh du s thay i, song song vi hnh thc huy ng truyn thng, nhiu ngn hng mnh dn hn khi a ra sn phm mi nh tit kim bc thang ln u tin c Ngn hng Ngoi thng (VCB) a ra. Tit kim bc thang da trn nguyn tc gi tit kim cng nhiu li sut cng cao lp tc thu ht c s quan tm ca ngi dn. Khng dng li , hin nhiu ngn hng tung ra hng lot sn phm tit kim hp dn khc nh gi tit kim tng bo him ca VCB, tit kim chng trt gi USD ca Ngn hng thng mi c phn. Cc doanh nghip ngoi quc doanh (VPBank)... Thm ch, ngay c i vi hnh thc tit kim truyn thng cng c nhiu ngn hng nng cp nhm a dng hn, nh khng n nh theo k hn ph bin l 3 thng, 6 thng, 9 thng, 12 thng... m cn c rt nhiu k hn khc c b sung nh 7 thng, 2 thng, 1 thng, thm ch 1 tun, 2 tun... Cho n nay, hu ht cc ngn hng u s dng 4 hnh thc a dng ha sn phm tin gi tit kim chnh bao gm : 2.1.1 a dng ha sn phm tin gi tit kim theo k hn Xut pht t nhu cu s dng vn ca ngn hng bao gm cho vay ngn hn v trung di hn ng thi ngn hng cng nm bt c thi gian d tha vn ca mi i tng khch hng l khc nhau. V vy a dng ha sn phm tin gi theo k hn mt mt to iu kin ngn hng s dng vn ph hp, hiu qu mt khc con kch thch tng trng tin gi huy ng rt ng k. Hin nay tin gi huy ng ca cc ngn hng c nhiu k hn khc nhau : 1, 2, 3, 6, 9,12,13, 24, 36 thng v c tin gi khng k hn. Tt nhin li sut tin gi c k hn khc nhau cng c s khc bit, k hn cng di li sut cng cao.

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Cc bin php huy ng tin gi

Biu li sut ca tit kim ca ngn hng Agribank Ngun : http://www.agribank.com.vn/

Biu li sut tit kim tnh li nh k ca ngn hng Vietcombank Ngun : http://www.vietcombank.com.vn/InterestRates/Periodically.aspx
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Cc bin php huy ng tin gi u im: To iu kin huy ng lng tin gi ln hn vi k hn phong ph hn. Gim p lc chi ph m NH phi tr cho cc khon vay trung v di hn. Tng tit kim v u t cho nn kinh t. Nhc im: Kh khn phc tp trong vic qun l ngun vn huy ng. Kh khn trong xy dng biu li sut ti u. vn dng tt phng php thu ht tin gi ny iu quan trng l cc ngn hng phi xy dng c mt biu li sut tht ph hp va m bo em li li nhun cho ngn hng, mt khc li sut tin gi phi c tnh cnh tranh v hp dn khch hng. Cc ngn hng thng mi cng phi thng xuyn nghin cu nm bt kp thi nhu cu tit kim ca khch hng cung cp nhiu gi sn phm c k hn phong ph hn . 2.1.2 a dng ha sn phm theo li sut th ni v li sut c nh Cch tnh li sut cng l mt yu t then cht nh hng n quyt nh gi tin ca hu ht cc khch hng. Nu nh li sut c nh l mt hnh thc tnh li truyn thng v thun tin cho ngn hng trong hoch ton chi ph v hiu qu s dng vn th li sut th ni mang tnh hp dn khch hng nhiu hn. c bit l trong iu kin nn kinh t c lm pht cao hay li sut c xu hng tng ln nh thc t Vit Nam trong nhng nm va qua. V vy, a dng ha cch tnh li sut l mt bc i hp l m hu ht cc ngn hng p dng nhm thu ht lng tin gi. V d: Tin gi u t Li sut th ni ca VietinBank : i tng v phm vi p dng: Khch hng l cc t chc c thnh lp v hot ng theo quy nh ca php lut Vit Nam (khng bao gm cc nh ch ti chnh v t chc tn dng). c trng ca sn phm : - K hn huy ng : 6 thng 12 thng 24 thng 36 thng. - Loi tin huy ng : VND - S tin gi ti thiu : t 300.000.000 ng/ 1 ti khon - Tn sut xc nh li sut v phng thc tr li (ty theo s la chn ca khch hng): + i vi k hn 06 thng v 12 thng: 03 thng iu chnh li sut 1 ln v tr li 03 thng/ln. + i vi k hn 18 thng v 24 thng: 06 thng iu chnh li sut 1 ln v tr li 06 thng/ln.
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Cc bin php huy ng tin gi - Li sut tin gi = li sut tin gi thng thng tr li sau k hn tng ng (06 thng/03 thng) + T l khuyn khch. T l khuyn khch hp dn ln n 0,5%/nm. Tin ch ca sn phm : - Khch hng c la chn li sut tin gi v ha nhp vo s bin ng li sut ca th trng. - Tn sut xc nh li sut a dng ph hp vi k hn tin gi ca khch hng. - T l khuyn khch cao. - Li c nhp gc khi ht k iu chnh li sut hoc t ng thanh ton qua ti khon tin gi thanh ton ca khch hng. - Khch hng c cp Chng nhn tin gi c k hn dnh cho t chc v c s dng cm c vay vn. - Khch hng c tt ton ti khon tin gi trc hn. - n hn tt ton ti khon khch hng khng n rt gc v li th ton b s tin li c nhp gc v t ng chuyn sang tin gi c k hn thng thng. 2.1.3 a dng ha sn phm theo khch hng c nhn hay doanh nghip Thng thng c nhn l nhng ngi c nhu cu tit kim cao tuy rng s tin tit kim c th l khng ln. Trong khi doanh nghip c nhu cu tit kim thp hn bi h thng xuyn trong trng thi cn vn kinh doanh hoc i khi h tha vn nhiu nhng ch trong mt khang thi gian rt ngn v gi tit kim l cch d dng nht vn nhn ri tm thi ca cc doanh nghip c sinh li lin tc. Nu xt trn phng din tin gi thanh ton th doanh nghip c nhu cu thanh ton trong thng mi cng rt ln.ng thi, khi phn chia i tng khch hng c nhn v doanh nghip s gip ngn hng ra nhng chin lc huy ng tin gi c d dng hn xut pht t nhu cu gi tin ca h. Chng hn doanh nghip c nhu cu gi tin thanh ton th ta cn to ra nhiu loi hnh tin gi thanh ton vi k hn v li sut khc nhau, nng cao cht lng dich v thanh ton qua ngn hnghay to ra nhng sn phm tin gi ngn hn c th l vi tun,vi ngy hoc thm ch l qua m. Trong khi khch hng c nhn gi tin tit kim th im thu ht then cht l li sut tin gi phi cao. To iu kin m rng v cng c cc dch v thanh ton cho ngn hng.

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Cc bin php huy ng tin gi

Kt qu huy ng tin gi ca ngn hng TMCP ACB (VT: Triu ng) Ch tiu Nm 2007 Nm 2008 64.216.949 Nm 2009 86.919.916 6 thng /2010 98.407.478

Tng ngun vn huy ng tin gi 5.283.104 Tc tng trng nm sau so vi nm trc

116%

135%

113%

( Ngun : tng hp bo co ti chnh hp nht ca ACB)

100,000,000 90,000,000 80,000,000 70,000,000 60,000,000 50,000,000 40,000,000 30,000,000 20,000,000 10,000,000 0 Nm 2007 Nm 2008 Nm 2009 6 thng /2010

Biu tng trng ngun vn huy ng ca ngn hng ACB (Ngun : t tng hp t bo co ti chnh hp nht ca ACB)

i tng C nhn Doanh nghip

T l 2008 87.10% 12.90%

T l 2009 81.91% 18.09%

2008 55,930,901 8,286,048

2009 71,196,762 15,722,434

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Cc bin php huy ng tin gi

Biu : c cu t trng i tng khch hng trong nghip v huy ng vn ca ngn hng ACB (Ngun : t tng hp t bo co ti chnh 2009 ca ACB) Nu nhn vo biu t l tin gi phn theo i tng khch hng ca ngn hng TMCP ACB trong 2 nm 2008 v 2009 ta c nhn thy: Trong nm 2008, tng tin gi huy ng ca ngn hng TMCP ACB l xp x gn 87 nghn t ng,trong tin gi ca doanh nghip chim 12,90% tng ng vi 11.212.669 triu ng, trong khi tin gi c nhn chim t l l 87,10% tng ng vi 75.707.246 triu ng. n nm 2009 mc d t l tin gi ca doanh nghip tng ln v chim 18,09% tng lng tin gi, tuy nhin t l ny c qu thp so vi 81,91%l tin gi ca c nhn. Nguyn nhn chnh l do tin gi ca doanh nghip phn ln l tin gi thanh ton, doanh nghip cng khng c xu hng u t bng cch gi tit kim ngn hng bi li nhun ca n em li so vi cc hnh thc kinh doanh khc l cha cao. Cc sn phm tin gi dnh cho khch hng c nhn ca ACB Tin gi tit kim Tit kim khng k hn bng VN Tit kim khng k hn bng ngoi t Tit kim c k hn bng VND Tit kim c k hn bng ngoi t Tit kim bng vng Tit kim li sut th ni
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Cc bin php huy ng tin gi Tit kim bo him Lc Bo Ton Tin gi thanh ton Tin gi li sut th ni Ti khon u t trc tuyn Tin gi thanh ton bng VND Tin gi thanh ton bng ngoi t Tin gi c k hn bng VND Tin gi c k hn bng ngoi t Tin gi k qu bo m thanh ton th Tin gi thanh ton linh hot li sut th ni Cc sn phm tin gi dnh cho khch hng doanh nghip ca ACB Tin gi u t linh hot Tin gi thanh ton Tin gi thanh ton li sut c thng Tin gi Upstair Tin gi c k hn Tin gi c k hn li sut linh hot Tin k qu

2.1.4 a dng ha sn phm theo s d tin gi Hnh thc ny c p dng cho c tin gi c k hn v khng k hn, s d trong ti khan tin gi ca khch hng cng cao h c hng li sut cng hp dn. V d: sn phm tin gi Upstair ca ngn hng TMCP ACB Cc doanh nghip c dng tin ra vo thng xuyn v mong mun mt hnh thc tin gi vi li sut hp dn v ph hp. Sn phm Tin gi Upstair vi li sut ly tin theo s d cui ngy l la chn hp dn dnh cho h. c trng: Loi tin u t: VND Li sut: - Li sut cn c vo s d cui ngy khch hng duy tr trn ti khon. S d cng ln, li sut cng cao. - Li sut ca sn phm do Tng gim c quy nh tng thi k. Phng thc tr li: Tin li c tnh da trn s d cui cc ngy khch hng duy tr trn ti khon v c ghi c vo ti khon ca khch hng hng thng.

Cc giao dch thc hin qua ti khon: tng t ti khon tin gi thanh ton khng k hn thng thng.

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Cc bin php huy ng tin gi Tin ch:

S d cng ln, li sut cng cao.

Giao dch linh hot nh ti khon thanh ton thng thng vi nhiu tin ch ACB cung cp cho qu khch hng.

C hi gia tng thu nhp khi s dng kt hp vi dch v qun l tin. c tham gia chng trnh khuyn mi hp dn.

2.1.5 a dng ha sn phm theo loi tin s dng Vit Nam hin nay cc loi tin gi hu ht l VND, USD, EUR v Vng, trong VND chim t trng ln nht tip l USD. Nhn vo biu di y ta c th thy t trng tin gi bng vng v ngoi t ti ngn hng ACB nm 2008 l 17,52%, t l ny tng ln mc 21,31% trong nm 2009. a dng ha loi tin gi mt mt va to iu kin huy ng lng tin gi nhiu hn, thu ht nhiu cc i tng khch hng khng ch l ngi Vit Nam m cn c khch hng l Vit kiu hay ngi nc ngoi mun tit kim hay s dng cc dch v ngn hng ca chng ta. Mt khc n cn gp phn vo chnh sch qun l ngoi hi v gii quyt tnh trng thiu ht ngoi hi tm thi ca nn kinh t. Vn then cht c th thu ht c lng tin gi l ngoi t v vng l xc nh c mc li sut ph hp khng nhng c tnh cnh tranh gia cc ngn hng trong nc m cn phi tng ng vi li sut chung ca th gii. Bn cnh cng cn y mnh cc dch v thanh ton quc t ca ngn hng. Tin gi 2008 Bng VND Bng ngoi t v vng 82.48% 17.52% Tin gi 2009 78.69% 21.31%

100% 17.52% 80% 60% 40% 20% 0% Tin gi 2008 Tin gi 2009 82.48% 78.69% 21.31%

Bng ngoi t v vng Bng VND

Biu th hin c cu t trng loi tin t - nghip v huy ng vn ca ngn hng ACB (Ngun : t tng hp t bo co ti chnh nm 2009 ca ACB)
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Cc bin php huy ng tin gi c th nhn r hn 4 loi sn phm ny, c th xem xt cc sn phm tin gi tit kim ny, chng ta c th quan st biu li sut cc sn phm tin gi tit kim ca ACB (ph lc trang X ) Mt iu d dng nhn thy rng, theo xu hng pht trin ca nn kinh t th trng, cc sn phm tin gi tit kim ngy cng a dng, khng ch theo cc phng php a dng ha chnh nh trn, cc ngn hng cn bin tu tng loi , khng ch c VND, USD hay ngoi t m cn c c vng, ngoi cc k hn truyn thng cn c c k hn cc thp nh 1 tun, 2 tun... Xem xt cc sn phm ca cc ngn hng chng ta cn c th nhn ra 1 iu, hu ht cc sn phm ca cc ngn hng gn nh ging nhau. V tin gi khng k hn, tin gi thanh ton, cc ngn hng cng bt u c chin lc thay i cc hnh thc tin gi thanh ton. Khch hng c nhn, doanh nghip ty thuc vo nhu cu c th s dng cc hnh thc tin gi thanh ton khc nhau. Ti khon tin gi thanh ton ti ACB, tin gi thanh ton cho doanh nghip ngoi tr loi tin gi thanh ton truyn thng, c th s dng dch v tin gi upstair hay tin gi thanh ton li sut c thng. 2.2.6.Chin lc s dng phng php a dng ha sn phm : Cu hi t ra l : u nhc im ca phng php ny l g ? Ngn hng nn s dng bin php ny nh th no ? Trc tin, ta phi nhn nhn mt u im ca phng php ny, l : p ng c nhu cu ca khch hng trn din rng. Thu ht c lng ln khch hng. Tng doanh thu ca ngn hng t hot ng thu ph. Tng ngun vn huy ng c ca ngn hng. Qung b hnh nh ca ngn hng.

i vi bt k ngn hng no, vic c s lng sn phm tin gi a dng, linh hot, khin cho khch hng hi lng v dch v ca ngn hng ng thi p ng c nhu cu ca khch hng s mt mt tng doanh thu ca ngn hng mt khc xc lp thng hiu ca chnh ngn hng . V d nh mt khch hng kinh doanh mt hng nhy cm vi th trng nh thc n gia cm, khi gp phi nn cm g s phi rt tin gi tit kim ra, khi h nn s dng gi li sut tin gi tit kim rt vn linh hot hay tin gi bc thang vi li sut h mong mun thay v gi tit kim vi li sut tuy cao nhng khi cn tin li phi i vay vi mc li cao hn so vi li nhun. Mt khch hng tha mn c nhu cu ca mnh v khon li trong tng lai cng nh kh nng linh hot rt gi tin ca mnh hay ni cch khc l c cm gic thoi mi lm ch tin ca mnh s c kh nng tr thnh mt trong nhng khch hng

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Cc bin php huy ng tin gi tim nng ca ngn hng, hay mt phng tin ngn hng c th qung b hnh nh ca mnh. Bn cnh , a dng ha sn phm tin gi cng khng trnh khi nhng khuyt im: Tn chi ph qung co, o to nhn vin Mc chi ph s dng vn tng. Chi ph qun l tng Chi ph phn tch th trng tng Mt s sn phm c th khng cn thit tn ti nguyn.

Sn phm a dng, linh hot cng ng ngha vi vic gia tng s lng cng vic qun l ca ngn hng, ng thi i km vi mi sn phm phi c mt chin lc qung co thch hp. Cha k n cho ra c mt sn phm khng phi l vn d dng v s thnh cng ca mt sn phm khng phi l iu chc chn 100% . S dng phng php a dng ha sn phm cn c mt thi gian thch hp nghin cu th trng, th nghim v theo di. Vic ny khng h n gin v tn rt nhiu chi ph. Hn th na, s lng sn phm phi n nh v khng nn c nhng sn phm qu tha, nh vy s tn cc chi ph khng cn thit. Sn phm phi c tnh kh thi cao. Tm li vic s dng phng php a dng ha sn phm phi lun i km s tnh ton, phn tch k cng v da trn tnh hnh thc t ca ngn hng m a ra sn phm a dng ph hp vi nn kinh t, vi khch hng v vi chnh bn thn ca ngn hng. Ly v d nh ACB chng hn : Tin gi ca ACB nm 2008 - 2009 phn theo i tng khch hng i tng DNNN DNTN Cty lin doanh Cty 100% vn nc ngoi HTX C nhn Khc 2009 1,406,288 12,776,923 494,270 575,429 36,319 71,196,762 433,205 2008 581,007 6,671,218 216,632 251,636 11,563 55,930,901 553,992 t l 2008 0.90% 10.39% 0.34% 0.39% 0.02% 87.10% 0.86% t l 2009 1.62% 14.70% 0.57% 0.66% 0.04% 81.91% 0.50%

(Ngun : t tng hp t bo co ti chnh ca ACB)

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Cc bin php huy ng tin gi Vi t trng khch hng doanh nghip c xu hng tng ln, ngn hng c th a ra chin lc pht trin a dng ha cc sn phm dnh cho doanh nghip, ng thi ci tin cc sn phm dnh cho doanh nghip c nng cao hiu qu ca n. Mt khc, t trng tin gi t c nhn chim t trng qu cao, cn phi xem xt mc li sut huy ng t i tng khch hng ny c th a ra cc hnh thc sn phm ph hp. Vic a dng ha sn phm phi i tng bc, pht trin sn phm trong thi gian di, mc tiu khng th thu li nhun trong ngn hn l rt c th, nhng vi th phn tng ng thi c mt c cu t trng i tng khch hng n nh s em li li nhun cho ngn hng trong tng lai. Ngoi ra, a dng ha sn phm tin gi phi i km vi s pht trin v cng ngh, v nhn lc v v thng hiu. Trong chin dch qung co cho sn phm mi tin gi u t rt gc linh hot vo ngy 30/6/2010. Theo , khch hng c hng cc li ch nh: c php rt mt phn gc trc hn, s tin rt trc hn c hng li sut theo thi gian thc gi. Phn gc cn li s gi nguyn li sut v k hn gi ban u; c cp chng nhn tin gi c k hn dnh cho t chc v lm ti sn m bo; Gi mt ni, giao dch nhiu ni, th tc n gin, nhanh chng v thun tin. VietinBank a ra thng ip Vi mc ch a dng ho cc sn phm dch v, to nhiu la chn cho khch hng, Ngn Hng TMCP Cng Thng VN (VietinBank) a ra sn phm mi "Tin gi u t rt gc linh hot" t ngy 30/6/2010 trn ton quc. thng ip ny va gii thiu mt sn phm mi va a ra c hnh nh ca mt ngn hng t li ch ca khch hng ln trn ht. Tuy nhin, cng phi k n rng hin nay cc sn phm tin gi ang gia tng vi tc ng k, im qua t u nm 2010 n cui thng 9 c nhng sn phm mi ra i nh : 28/9/2010 : DaiABank vi sn phm tin gi tit kim siu linh hot 30/6/2010: VietinBank vi sn phm tin gi u t rt gc linh hot 16/8/2010: Tin phong Bank vi sn phm tin gi tit kim rt gc linh hot 7/6/2010: VietBank tit kim linh hot vn 17/5/2010: OceanBank An tm tch ly, vng bc tng lai (tit kim gi gp) Ngoi ra cn 1 s gi tin gi trong dp tt nguyn n ca cc ngn hng. Vic cnh tranh gia cc ngn hng ngy mt gay gt, vic s dng cc sn phm mi, 1 phn marketing, mt phn thu ht lng tin gi m khng quan tm n chi ph s khin cho cc ngn hng phi chu chi ph s dng vn qu cao. Kt lun : C nhiu cch gia tng lng vn huy ng m khng phi tn qu nhiu chi ph v tnh ton nh qung b hnh nh ca ngn hng, pht trin mng
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Cc bin php huy ng tin gi li ca ngn hng cng nh a ra cc hnh thc khuyn mi. Nhng cng phi nh mt iu rng li nhun l tc thi, th phn l mi mi. Vic ti u ha cc sn phm ca ngn hng l mt vic lm cn thit. Hin nay nn kinh t c nhiu khi sc, cng vi k hoch pht trin kinh doanh, m rng th phn khin hng lot ngn hng m rng chi nhnh, phng giao dch trong nhng thng cui nm 2010. Cc ngn hng ang tng tc m rng nhanh mng li giao dch nhm p ng kp thi nhu cu ang tng cao ca dn c v cc doanh nghip trong c nc bng cc knh phn phi bn l. Thm vo , vn iu l tip tc phi nng ln, t mc 3.000 t ng vo cui nm nay p ng theo l trnh a ra ca Ngn hng Nh nc ti Ngh nh 141 cng l mt p lc khng nh n quyt nh m rng mng li ca cc ngn hng. in hnh nh ACB, ngy 07/10/2010Ngn hng ACB a vo hot ng mt phng giao dch mi Quy Nhn. y l n v th 268 trong h thng chi nhnh v phng giao dch ca ACB trn ton quc. Trn 2.000 i l chp nhn thanh ton th ca Trung tm th ACB ang hot ng v 812 i l chi tr ca Trung tm chuyn tin nhanh ACB-Western Union. Thnh tu v hn ch: -Vic m rng mng li chi nhnh gip ACB a dch v tin gi n st v tip cn a bn dn c, to thm sc mnh cng c th phn, cng c thng hiu, m rng dch v v tng thm nng lc ti chnh. - Bn cnh thnh tu t c cn mt s hn ch, tn rt nhiu chi ph xy dng, tuyn v o to nghip v cho i ng nhn vin, trnh qun l, cc thit b cng ngh k thut. V vic m rng mng li qu nhanh ca cc ngn hng d dn n tnh trng mt s khu vc mt cc nh bng qu dy, p lc li nhun nn cnh tranh khng lnh mnh trong vic thu ht khch hng, chim lnh th phn bng cch nng cao li sut gy kh khn cho tin trnh gim li sut theo ch trng ca Chnh ph v Ngn hng Nh nc. Mt s ngn hng cng tng mnh vic m rng mng li chi nhnh Techcombank thi gian ti s tip tc m nhiu phng giao dch ti TP HCM v Vng Tu nh Ph Trung, Bnh Tr ng, Bc Hi, Vng Tu... D kin n cui nm, nh bng ny s c 300 chi nhnh, phng giao dch ti hn 40 tnh thnh. Ch trong vng mt tun t ngy 3 n 9/8, Ngn hng Vit Nam Thng Tn (VietBank) khai trng 8 im hot ng. Trong , 3 im ti TP HCM, 4 H Ni v mt ngoi Nng. Tng s im giao dch ca Vietbank hin c nng ln 63 im trn c nc.
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Cc bin php huy ng tin gi Nhng ngn hng ln nh HDBank, Maritime Bank, DongA Bank,... cng ua khai trng chi nhnh v phng giao dch. Hin nay Agribank l ngn hng thng mi hng u trong h thng ngn hng Vit Nam vi mng li rng nht, ngoi 2.300 chi nhnh v phng giao dch. Tuy ACB khng bng Agibank v mt s ngn hng khc v mng li nhng ACB hot ng kh hiu qu. Bn cnh m rng chi nhnh ACB cn to cho khch hng tm l thoi mi v tha mn khi bc chn n gi tin Khch hng khng ch quan tam n thng hiu m cn quan tam n s thoi mi v tha mn khi gi tin vo ngn hng, c bit l thi phc ca i ng nhn vin nim n, vui v, hng dn tht k lng, chnh xc i vi khch hng, thc hin tt nghip v. iu ny rt quan trng lm tng ngun vn huy ng t tin gi. Hn na, cc phng phc v khch hng, quy tip tn c trnh by lch s, p mt, v phi c gh ngi ch cho khch hng. C v pha bo v gi xe phc v mt cch nghim tc v tn tnh to cho khch hng tht s hi lng v phong cch phc v. ACB rt ch trng n vic o to nhn vin trong vic phc v, t vn, cung cp dch v cho khch hng phc v cho vic huy ng tin gi t khch hng. 2.2.2 Pht trin cng ngh hin i e-banking Hin nay c rt nhiu ngn hng s dng dch v ebanking gip khch hng c th gi tin mt cch n gin, tin li, nhanh chng v an ton. Khch hng khng cn phi n cc chi nhnh hay phng giao dch ca ngn hng m vn c th thc hin giao dch bt c ni u, bt c lc no thng qua in thoi hoc internet. in hnh ca vic s dng dch v ngn hng in t l ngn hng thng mi chu ACB. Dch v E-Banking ca Ngn hng Chu (ACB) c cc gi Home Banking, Internet Banking, Mobile Banking, Phone Banking, p ng nhu cu giao dch ca khch hng m khng cn n ngn hng. Dch v ngn hng trc tuyn qua Internet c xem l mt th mnh ca ACB. Nu Home Banking phc v khch hng doanh nghip, th Internet Banking dnh ring cho khch hng c nhn. C hai dch v ny u giao dch 24h (c ngy th 7 v ch nht) vi cc hot ng: xem v in cc giao dch, chuyn tin, thanh ton ha n (in, nc, in thoi, Internet), bn ngoi t trc tip, tham kho thng tin v t gi, li sut ngn hng... Vi dch v Mobile Banking, khch hng c th kim tra s tin cn li trn ti khon, theo di tnh hnh ti chnh qua cc tin nhn...Phone Banking p ng nhu cu

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Cc bin php huy ng tin gi va nhn bn fax lit k cc giao dch pht sinh trong tng thng ca ti khon tin gi, va tham kho c gi chng khon, ACB ang trin khai chng trnh u i nh min ph ng k s dng EBanking v ph chuyn khon trong h thng ACB khi s dng dch v Internet Banking v Home Banking. Th nht, dch v ngn hng ti nh (home-banking) Dch v ngn hng ti nh c xy dng trn mt trong hai nn tng: h thng cc phn mm ng dng (Software Base) v nn tng cng ngh web (Web Base), thng qua h thng my ch, mng Internet v my tnh con ca khch hng, thng tin ti chnh s c thit lp, m ho, trao i v xc nhn gia ngn hng v khch hng. Mc d c mt s im khc bit, nhng nhn chung, chu trnh s dng dch v ngn hng ti nh bao gm cc bc c bn sau y: + Bc 1: Thit lp kt ni. Khch hng kt ni my tnh ca mnh vi h thng my tnh ca ngn hng qua mng Internet, sau truy cp vo trang web ca ngn hng phc v mnh (hoc giao din ngi s dng ca phn mm). Sau khi kim tra v xc nhn khch hng (User ID, Password), khch hng s c thit lp mt ng truyn bo mt (https) v ng nhp (login) vo mng my tnh ca ngn hng. + Bc 2: Thc hin yu cu dch v. Dch v NHT rt phong ph v a dng, c th l truy vn thng tin ti khon, thit lp nghip v chuyn tin, hy b vic chi tr sc, thanh ton in t v rt nhiu cc dch v trc tuyn khc. Trn website (hoc giao din ngi s dng) c sn h thng Menu chn la v hng dn c th cc bc thc hin qu trnh giao dch. Tt c mi vic khch hng phi lm ch l chn dch v, cung cp thng tin theo yu cu ca dch v v ca ngn hng. Bc 3: Xc nhn giao dch, kim tra thng tin v thot khi mng (thng qua ch k in t, xc nhn in t, chng t in t ) : Khi giao dch c thc hin hon tt, khch hng kim tra li giao dch v thot khi mng, nhng thng tin chng t cn thit s c qun l, lu tr v gi ti khch hng khi c yu cu. Trn c s Ngn hng Nh nc cho php s dng ch k in t trong thanh ton, giao dch ngn hng, Ngn hng TMCP Chu pht trin h thng Homebanking phc v nhu cu thanh ton v chuyn tin trong nc. s dng dch v, khch hng ch cn ti chi nhnh gn nht ca ACB v hon tt th tc ng

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Cc bin php huy ng tin gi k s dng ch v. Vi ti khon ti Ngn hng Chu, khch hng c th thc hin tt c cc giao dch thanh ton qua ngn hng nh : - Chuyn khon (funds transfer): Khch hng c th chuyn tin t ti khon tin gi thanh ton ca khch hng n cc ti khon khc thuc h thng Ngn hng Chu. - Thanh ton ho n (Bill payment): Khch hng thanh ton cc ho dn nh cc ph in, nc, in thoi, Internet - Chuyn tin (Money transfer): Khch hng chuyn tin t ti khon ca mnh n cc ti khon khc m ti h thng ACB hoc ngi nhn tin mt bng chng minh nhn dn, passport trong hoc ngoi h thng ACB. - Ngoi ra khch hng c th tra cu thng tin ti khon, thng tin ti chnh, thng tin ngn hng mt cch an ton, bo mt, chnh xc v tin li. i vi khch hng l doanh nghip, quy trnh thanh ton qua Home-banking c thc hin tng i phc tp hn vi quy trnh bo mt, xc nhn an ton hn. Mi doanh nghip s c h thng Home-banking cung cp hai loi User c m s truy cp, mt khu khc nhau c phn quyn. Lnh thanh ton ca khch hng chuyn n Ngn hng thng qua h thng Home-banking c k 2 ch k in t theo ng quy nh chng t ca Ngn hng Nh nc v hu ht c thc hin ngay trong ngy lm vic. Th hai, dch v ngn hng t ng qua in thoi (Phone-banking) H thng Phone Banking ca Ngn Hng Chu mang n cho khch hng mt tin ch Ngn Hng mi, khch hng c th mi lc - mi ni dng in thoi c nh, di ng u c th nghe c cc thng tin v sn phm dch v Ngn Hng, thng tin ti khon c nhn. Phone Banking l h thng t ng tr li hot ng 24/24h, khch hng nhn vo cc phm trn bn phm in thoi theo m do Ngn Hng quy nh yu cu h thng tr li cc thng tin cn thit. Vi h khch thng Phone Banking hng s tit kim c thi gian khng cn n Ngn Hng vn gim st c cc giao dch pht sinh trn ti khon ca mnh mi lc k c ngoi gi hnh chnh. 300 Li sut tin gi 301 Gi bn li sut qua Fax 350 Li sut tin gi tit kim 351 Li sut tin gi tit kim bng VND 352 Li sut tin gi tit kim bng USD
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Cc bin php huy ng tin gi 353 Li sut tin gi tit kim bng vng 370 Li sut tin gi thanh ton 371 Li sut tin gi thanh ton bng VND ca c nhn 372 Li sut tin gi thanh ton bng VND ca t chc 373 Li sut tin gi thanh ton bng USD ca c nhn 374 Li sut tin gi thanh ton bng USD ca t chc Khch hng ch cn phng tin n gin l in thoi kt ni vo h thng Phone Banking nghe cc thng tin v Ngn Hng theo yu cu mi ni trong phm vi c nc v quc t Phone Banking phc v khch hng hon ton min ph. Qu khch n Ngn hng ng k s dng dch v c cp m s truy cp, mt khu. Nu khch hng s dng dch v ACB Online c th dng chung m s truy cp, mt khu cho dch v Phone Banking. Khi ng k s dng dch v Phone-banking, khch hng s c cung cp mt m khch hng, hoc m ti khon v tu theo dch v ng k, khch hng c th s dng nhiu dch v khc nhau. Nhn chung, quy trnh s dng dch v Phonebanking nh sau: - ng k s dng dch v: Khch hng phi cung cp cc thng tin cn thit v k vo hp ng ng s dng dch v Phone-banking. Sau , khch hng s c cung cp 2 s nh danh duy nht l m khch hng v m kho truy nhp h thng, ngoi ra khch hng s c cung cp mt m ti khon nhm to s thun tin trong giao dch vng nh m bo an ton v bo mt. - X l mt giao dch: Khi khch hng quay s ti tng i, nhp m khch hng v kho truy nhp dch v, theo li nhc trn in thoi, khch hng chn phm chc nng tng ng vi dch v mnh cn thc hin giao dch. Khch hng c th thay i, chnh sa trc khi xc nhn giao dch vi ngn hng, chng t giao dch s c in ra v gi ti khch hng khi giao dch c x l xong. Th ba, dch v ngn hng qua TD (Mobile-banking) Mobile Banking l mt phng tin mi phn phi sn phm dch v ca Ngn hng Chu (ACB), cho php khch hng thc hin thanh ton ha n m khng cn phi n Ngn hng. Khch hng dng in thoi di ng nhn tin theo mu ca Ngn hng gi n s dch v 997 : - Kim tra s d v lit k giao dch ti khon tin gi thanh ton (hoc th). -Bit thng tin v li sut, t gi hi o. - Thanh ton ha n tin in, nc, in thoi, truyn hnh cp, bo him

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Cc bin php huy ng tin gi - Trch tin t ti khon tin gi thanh ton sang th (Visa Electron, Master Electronic, Citimart) v.v.... ng k s dng dch v: Khch hng c ti khon tin gi thanh ton (hoc th) ti ACB n chi nhnh ACB gn nht nhn m s truy cp v mt khu. Mt khu nhn c c th thay i trn Phone Banking hay ACB Online. Khch hng gi tin nhn ng k n tng i 997 theo mu ACB DK {M s truy cp} {Mt khu} Nu mun tham gia h thng thanh ton Mobile Banking, khch hng n chi nhnh ACB gn nht k hp ng s dng dch v thanh ton Moblie Banking v c cp mt m s dng thanh ton trn h thng Mobile Banking. Lu : - Mt khu: dng kim tra s d phi l s v c di t 6 n 20 k t -Mt m: dng thanh ton ha n. - M s truy cp v mt khu c dng chung vi cc dch v ca Ngn hng in t: ACB Online, Mobile Banking, Phone Banking Th t, Internet banking Ngn hng TMCP Chu (ACB) thc hin nng cp dch v Internet Banking cho tt c cc khch hng c nhn c ti khon tin gi thanh ton VND ti ACB. Dch v ny l mt tin ch vt tri gip khch hng c th thc hin tt c cc giao dch nh: Thanh ton, chuyn khon, chuyn tin, chuyn i ngoi t, tra cu thng tin ti khonmi lc mi ni m khng cn phi n ngn hng. ACB Internet Banking bn nng cp s c 02 thay i vt tri: Thm phng thc bo mt mi v thm tin ch cho php khch hng t to ti khon tin gi u t trc tuyn vi li sut hp dn. Cc phng thc bo mt: Khch hng c th chn mt trong 06 phng thc sau thay v 03 phng thc nh trc y gm: Phng thc xc thc giao dch bng m s truy cp v mt khu tnh. Khi khch hng ng k phng thc ny khch hng ch c chuyn khon gia cc ti khon tin gi thanh ton ca cng ch ti khon trong h thng ACB v to ti khon tin gi u t trc tuyn. Phng thc xc thc giao dch bng m s truy cp v mt khu tnh, chng th in t. Hn mc giao dch ca phng thc xc thc ny l <= 5.000.000 ng/ngy. Phng thc xc thc giao dch bng m s truy cp v mt khu tnh, OTP SMS. Hn mc giao dch ca phng thc xc thc ny l <= 20.000.000 ng/ngy.
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Cc bin php huy ng tin gi Phng thc xc thc giao dch bng m s truy cp v mt khu tnh, OTP SMS, chng th din t. Hn mc giao dch ca phng thc xc thc ny l <=50.000.000 ng/ngy. Phng thc xc thc giao dch bng m s truy cp v mt khu tnh, OTP Token. Hn mc giao dch ca phng thc xc thc ny l <=100.000.000 ng/ngy. Phng thc xc thc giao dch bng bng m s truy cp v mt khu tnh, smart card c tch hp chng th in t. i vi phng thc xc thc ny, hn mc ti a do khch hng t chn v khch hng c th khng chn hn mc. Tin ch to ti khon tin gi u t trc tuyn: Vi ti khon tin gi u t trc tuyn, khch hng c th tn hng mc li sut cao v nhng thun li ca giao dch trc tuyn. Ti khon u t trc tuyn (TTT): l ti khon Tin gi thanh ton (TGTT) do khch hng m qua dch v ACB Internet Banking v do chnh Khch hng thc hin cc giao dch c hng li sut cao hn.
o o o o o

c im: Loi tin: VND K hn: Khng k hn Khng quy nh mc gi ti thiu. Khng quy nh mc k qu ban u Li sut bc thang theo s d cui ngy, cao hn li sut TGTT thng iu kin m ti khon Khch hng phi c ti khon TGTT khng k hn thng thng VND ti Khch hng ng k s dng dch v ACB Internet Banking. Mi Khch hng ch c m mt ti khon u t trc tuyn

thng.
o

ACB.
o o

ACB min ph gia nhp cho khch hng trong nm u tin trin khai dch v t ngy 16/6/2009 n ngy 16/6/2010. Min ph thng nin cho khch hng trong nm u tin s dng dch v t ngy 16/6/2009 n ngy 16/6/2010. Khch hng chuyn tin trong vng 2 ngy lm vic k t ngy np tin mt vo ti khon th c min ph kim m. Min ph chuyn khon trong h thng ACB. u v nhc im ca e-banking

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Cc bin php huy ng tin gi u im : - V pha khch hng: u im ln nht ca dch v ngn hng in t dnh cho khch hng chnh l s tin nghi v lun sn sng ca dch v ngn hng. By gi, khch hng ch cn gi mt tin nhn lc na m thay v phi xin php sp ra ngoi trong gi lm vic ch ng tin in thoi cho v l mt u th r rt nht ca ngn hng in t. Khch hng c th tip cn vi ngn hng in t mi lc mi ni. Bn cnh , dch v ngn hng in t vi cng ngh hin i tit kim c thi gian v gim chi ph dch v cho khch hng. Ngoi ra, khch hng c ngn hng phc v tn ni vi nhng thng tin nng hi nht nh bin ng t gi, tra cu thng tin ti chnh ca i tc V hn na, vi nhng tiu chun chun ho, khch hng c phc v tn tu v chnh xc thay v phi tu thuc vo thi phc v khc nhau ca cc nhn vin ngn hng. - V pha ngn hng : Cc giao dch ngn hng c t ng ho khng ch mang li li ch cho khch hng m cn mang li li ch thit thc cho ngn hng. Thng qua nhng dch v mi, nhng knh phn phi mi, ngn hng c th m rng i tng khch hng, pht trin th phn, gim chi ph, thu ht ngun vn huy ng t tin gi thanh ton ca khch hng, tng thm li nhun bn cnh , ng dng v pht trin nhng cng ngh ngn hng hin i cng gip cho cc ngn hng lun t i mi, ho nhp v pht trin khng ch th trng trong nc m cn hng ti th trng nc ngoi. Nhc im : Ti Vit Nam, tin trnh pht trin ngn hng in t t c nhng thnh cng nht nh, tuy nhin bn cnh cn c nhng hn ch nh: - Cht lng dch v ngn hng in t cn cha tho mn khch hng nhng cp cao hn nh vic gi tin mt vo ti khon, vic ng k s dng dch v cn phi ti trc tip giao dch ti chi nhnh ngn hng, hoc cc dch v ngn hng in t cht lng cao hn cn cha c pht trin nh dch v qun l qu u t, dch v a c, cho thu ti chnh - C s h tng cn yu km nh cht lng mng, tc ng truyn, li k thut hoc thit b u cui khng m bo cht lng dn ti cht lng dch v cha cao. Bn cnh , cc h thng ngn hng in t ca cc ngn hng cn pht trin tng i c lp, cha c s phi hp, lin thng cn thit nhm pht huy cao nht hiu qu ca dch v mi ny. - Giao dch ngn hng in t cn ph thuc nhiu vo chng t lu tr truyn thng, cha th in t ho mi chng t giao dch. Ngoi ra, vic s dng ch k in t, chng nhn in t cha c ph bin rng ri v cha th hin c u th so vi ch k thng thng.
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Cc bin php huy ng tin gi - Bn cnh , nhng ri ro mi nh hacker (tin tc), virus my tnh c th c nhng tc hi rt ln khng ch i vi ngn hng m cn i vi khch hng, gy mt lng tin ca khch hng i vi dch v ngn hng. - Mt l do quan trng na l quy m v cht lng ca TMT cn rt thp v pht trin chm, cn c mt h thng TMT mnh cung cp tt c hng ho dch v trn mng, to tin cho dch v ngn hng in t pht trin. Bng vic ti a ha s tin li cho khch hng qua m rng mng li chi nhnh, to cho khch hng tm l thoi mi, tha mn v c bit l dch v ebanking, ACB thnh cng trong vic huy ng tin gi ca khch hng th hin lng tin gi khch hng tng qua cc nm. Ch tiu Tin gi ca khch hng Nm 2008 64.216.949 Nm 2009 87.900.939 Na u nm 2010 99.024.577

VT: Triu ng (Ngun: Tng hp t bo co ti chnh ca ACB) Mt s ngn hng khc p dng bin php huy ng tin gi ny nh HSBC, ACB, Dong A, cng huy ng c lng tin gi kh ln phc vu tn dng, to thm sc mnh cng c th phn, cng c thnghiu, m rng dch v v tng thm nng lc ti chnh. 2.3 Nng cao trnh t vn v kh nng phc v ca nhn vin Vietcombank Incombank Agribank BIDV ACB Eximbank Sacombank ng Techcombank 12 1 2 0 19 2 4 9 0 24.49% 2.04% 4.08% 0% 38.78% 4.08% 8.16% 18.37% 0%

Ngn hng no c thi v cung cch phc v tt nht

Bng xp hng cc ngn hng ca Vietnam Credit A Ngn hng TMCP Chu (ACB) B Gn Thng tn (Sacombank), K thng (Techcombank), Ngoi thng Si (VCB), Qun i (MB), Xut nhp khu Vit Nam (Eximbank), Cng thng
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BB

Cc bin php huy ng tin gi (Vietinbank), Ngoi quc doanh (VPBank), u t v pht trin Vit Nam (BIDV), Nh H Ni (Habubank). B B ng Nam (South East Asia), Si Gn Cng thng (Saigon Bank), Nng nghip v pht trin nng thn (Agribank), ng (EAB), Quc t (VIB), Hng hi (Maritime Bank), Lin Vit (Lien Viet Bank), Si Gn H Ni (SaigonHanoi Bank), i Dng (Ocean Bank). B Public, Pht trin nh TP.HCM, An Bnh, Tin Phong, Lin doanh Vit Thi, VID Du kh ton cu, Lin doanh Indovina, Si Gn, Nam Vit, Nh BSCL, Xng du Petroimex, Phng Nam. CC C doanh Shinhanvina, Vit , Lin doanh Vit Nga, Vit Nam Thng tn, Bc Lin , M Xuyn, Min Ty, Phng ng, i , Nht, Nam , i Tn, Gia nh, Vit Nam Tn ngha, Kin Long.

Vi danh hiu Ngn hng tt nht Vit Nam, mt phn ng gp vo danh hiu y l trnh nhn vin v k nng phc v khch hng ca ACB. Chng trnh o to ca ACB gip nhn vin c k nng chuyn mn cao, quy trnh nghip v thng nht trn ton h thng, d khch hng giao dch ti bt c im giao dch no cng u nhn c mt phong cch ACB duy nht, l s chuyn nghip, nhanh chng v v li ch ca khch hng. ACB, cc chng trnh hc tp u xut pht t nhu cu c th. ACB khuyn khch nhn vin ch ng trong hc tp v pht trin ngh nghip ca bn thn. Phng Pht trin Ngun nhn lc v Trung tm o to ng vai tr h tr v hng dn vic hc tp v pht trin ngh nghip cho nhn vin. ACB a dng ha phng thc o to nhm to cho nhn vin nhiu c hi hc tp v pht trin. Nhn vin qun l, iu hnh ca ACB cng c ch trng o to chuyn su v qun tr chin lc, qun tr marketing, qun l ri ro, qun l cht lng, v.v. Ngn hng cng khuyn khch v thc y s chia s k nng, tri thc gia cc thnh vin trong Ngn hng trn tinh thn mt t chc khng ngng hc tp chun b to nn tng cho s pht trin lin tc v bn vng. V ch trng, tt c cc nhn vin trong h thng ACB u c c hi tham d cc lp hun luyn o to nghip v theo nhu cu cng vic bn trong v bn ngoi ngn hng, c ngn hng ti tr mi chi ph. Ngoi ra, vi s h tr ca cc c ng nc ngoi, ACB cng t chc cc kha hc trong nc ng thi c cn b tham gia cc kha o to ti nc ngoi nng cao kin thc.
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Cc bin php huy ng tin gi Nm 2008, ACB t chc c 373 kha o to cho 19.086 lt cn b v nhn vin. 6 thng u nm 2009, ACB t chc 209 kha o to cho 7.800 lt CB- NV, t chc 02 k thi kim tra nghip v nhn vin: K thi kim tra kin thc nhn vin v hi thi nhn vin gii nghip v 2009. Ch khen thng cho nhn vin ca ACB gn lin vi kt qu hot ng kinh doanh v cht lng dch v ca mi nhn vin thc hin cho khch hng. Tt c nhn vin chnh thc ca ACB u c hng cc tr cp x hi ph hp vi Lut Lao ng. Bn cnh , nhn vin ca Ngn hng cn nhn c cc ph cp theo ch nh ph cp c hi, ph cp ri ro tin mt, ph cp chuyn mn, v.v... Ngoi vic thc hin chnh sch phc li cho ngi lao ng theo quy nh ca php lut, ACB cn p dng cc chng trnh phc li hu ch cho nhn vin: Thng nhn dp cc ngy l ln (tt Nguyn n, 30/4, 1/5, 2/9, K nim ngy thnh lp ngn hng), bo him tai nn, chng trnh chm sc sc khe ton din ACBCare, CLB sc khe, h tr ba n sng, n tra, cp pht trang phc lm vic, nn bo him, ngh mt hng nm cho nhn vin, mua nh tr gp, cho nhn vin vay vn vi li sut u i Ti ACB, cc t chc nh cng on, on thanh nin v cc t chc x hi c t chc v hot ng theo quy nh ca php lut. ACB thng xuyn t chc cc hot ng sinh hot on th nhm to khng kh vui ti, thn thin cho nhn vin. ACB c bit ch trng t chc cc chng trnh hot ng nhn o x hi, .v.v..., qua nhm xy dng tinh thn trch nhim v cng ng ca nhn vin ACB. Song bn cnh , ngn hng o to trnh nhn vin, nng cao k nng phc v khch hng vn c hn ch l tn nhiu chi ph nhng kt qu o to khng hiu qu, cht lng o to cha cao, mt khc ngn hng ch tp trung vo nng cao trnh m khng quan tm n c s vt cht k thut b tr cho tng ng vi trnh . 2.4 Xy dng hnh nh v thng hiu ngn hng Ngn hng c bit n nh l mt nh ch ti chnh vi hot ng tin thn l lm i l thanh ton, nhn, gi h v cho vay. Cho ti nay, n c xem l nhng hot ng xng sng ca mt ngn hng. iu c ngha l mt ngn hng ch c th hot ng c nu nh c nhng khch hng tin tng gi tin vo cc ngn hng v to lp cc quan h giao dch. T ngi ta t ra mt cu hi l ti sao khch hng li chn ngn hng ny m khng chn ngn hng kia gi tin v t quan h giao dch? Cu tr li y

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Cc bin php huy ng tin gi l thng hiu s quyt nh s la chn. Mt thng hiu ngn hng tt l mt thng hiu c uy tn, c s tin cy ca nhm khch hng mc tiu. Thc t chng minh rng thng hiu tt s l bo bi bt ly thn ca cc t chc hot ng trong lnh vc cung cp dch v ti chnh. c bit khi th trng ti chnh pht trin v cnh tranh khc lit nh hin nay th thng hiu s l nhn t mang tnh quyt nh trong vic la chn ngn hng gn b i vi bt k mt c nhn, t chc no trong nn kinh t. Nh vy, c thng hiu tt, khng phi ch ngy mt ngy hai t c m thng hiu ch c hnh thnh sau mt thi gian tri nghim nht nh v tt c nhng g (cht lng ca hng ha, dch v, tim lc ti chnh,) m mt ngn hng ha hn vi th trng. Nhng bc pht trin ca h thng ngn hng trong thi gian qua dn dn to lp c nhng nhn t mang tnh gi tr ct li ca thng hiu cho h thng ngn hng Vit. Bn cnh , mt s ngn hng quan tm n vic to dng thng hiu cho mnh, nh thay i logo, thit lp tm nhn, s mnh, mc tiu, thit lp h thng nhn din thng hiu thng nht cho ngn hng v cc chi nhnh, xy dng quy ch qun l thng hiu, thit lp b phn ha phc v mc ch truyn thng v ni dung nhn din thng hiu. Tuy nhin, chng mc no , cho n nay, h thng ngn hng Vit Nam cha thc s c mt thng hiu tt, cha mt ngn hng no to c s tin cy cao cho khch hng. Nhiu v tai ting trong lnh vc ngn hng thi gian qua c tc ng bt li n thng hiu ca ngnh Ngn hng. C th c mt vi ngn hng c nhng sn phm dch v c x hi bit n, nh thanh ton quc t, pht hnh th ca NHTM c phn Ngoi thng Vit Nam, Ngn hng ACB, Sacombank, ng , Eximbank...; cc sn phm bn l ca Techcombank; Sacombank; i vi vng nng thn, vng su, vng xa cc hot ng huy ng v vay vn ngi dn bit n l Ngn hng Nng nghip v Pht trin Nng thn, ngn hng Chnh sch x hi... Nhng nhn chung, thng hiu ca ngnh Ngn hng cn m nht so vi th gii. C th ni rng, thng hiu c vai tr quyt nh n s tn ti v pht trin ca cc ngn hng, c bit trong thi k suy thoi kinh t ton cu. S v hng lot ca cc thng hiu ngn hng ln ti M trong thi gian va qua rt ra mt bi hc ln cho cc ngn hng mun tr vng c th song hnh cng nn kinh t vt qua im un ca chu k suy thoi l cc ngn hng trong h thng ngn hng Vit Nam cn xy dng thng hiu ca ngn hng mnh phi c im khc bit, nhn din cao, c quc t ha v truyn ti c nhng gi tr c o va ng lc va xoy thng vo c mun ca khch hng v y cng l nh hng quan trng trong vic xy dng thng hiu ca ngnh Ngn hng Vit Nam trong thi gian ti. Tm li, vic a ra nh hng xy dng thng hiu trong lnh vc ngn hng hin nay l rt cn thit, ngnh Ngn hng Vit Nam ch c th c thng hiu
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Cc bin php huy ng tin gi uy tn trn trng quc t khi nhiu ngn hng trong h thng ngn hng to dng c thng hiu tt cho mnh. c c thng hiu tt, th cc ngn hng phi xc nh c nhng yu t c bn to nn gi tr ct li ca ngn hng m biu hin ca n l s tin cy ca khch hng i vi cc hot ng ca ngn hng. Ngn hng phi to cho khch hng ca mnh mt hnh nh tt v ngn hng, khng ch qua cc tiu ch v li nhun, qui m hot ng, s lng khch hng tng n nh, cc sn phm dch v c c x hi nhanh chng chp nhn m cn phi: (i) gn gi vi khch hng ca mnh, qua hnh vi ng x, ng phc nhn vin, phong cch giao tip.; (ii) ti a ha gi tr c nhn ca khch hng, qua vic qun l thng tin khch hng, thm hi khch hng nhn ngy sinh nht hoc ngy l ln ca dn tc; (iii) to ra nhng tin ch sn phm dch v tt nht, c o nht, sn phm ca ngn hng c th em li cho khch hng mt gi tr nht nh; (iv) gim chi ph v tin bc, thi gian, nng lng v tm l cho khch hng khi tham gia thc hin cc dch v ngn hng. Thng Hiu Ni Ting l cuc "Kim tra sc khe", nh gi v xp hng da trn ch s c cu thnh t 2 tiu ch l nhn bit ca ngi tiu dng v sc mnh thng hiu cho cc thng hiu ca cc doanh nghip hot ng sn xut kinh doanh ti Vit Nam". Agribank ngay t nhng ngy u mi c thnh lp, Ngn hng Nng nghip v pht trin nng thn Vit Nam (Agribank) quan tm, ch trng xy dng v pht trin thng hiu. c bit ch trng vn xy dng, qung b thng hiu trong bi cnh kinh t pht trin vi tc cao, ngy cng i hi tnh chuyn nghip, hin i, Agribank va hon tt qu trnh u thu quc t chn ra mt n v chuyn nghip gip xy dng chin lc pht trin thng hiu Agribank giai on 20092010 v 05 nm tip theo. Nu giai on u mi c thnh lp (1988-1990) vi tn gi l Ngn hng Pht trin Nng nghip Vit Nam, cc khi nim v thng hiu cha c nh hnh r, th n giai on 1990 n 1996, vi vic i tn thnh Ngn hng Nng nghip Vit Nam, hot ng theo c ch ca mt ngn hng thng mi t ch, Agribank bt u quan tm n vic nh v, hnh thnh thng hiu cho mnh. Thng 01/1991, Ngn hng chnh thc la chn logo hnh vung 04 mu: mu nu t, xanh l cy, vng, trng, c 09 ht la vng kt ni thnh hnh ch S, hnh t nc Vit Nam, bn ngoi c ch Ngn hng Nng nghip Vit Nam vin bao xung quanh, bn trong c ch vit tt ting Anh: VBA. Nm 1996, sau khi i tn thnh Ngn hng Nng nghip v pht trin nng thn Vit Nam, hot ng theo m hnh tng cng ty, th hnh nh, v th v uy tn ca Agribank dn c khng nh trong nc v c bit n trong khu vc v th gii. Biu tng logo trn tip tc c Ngn hng s dng v c thay i ph hp vi phn tn mi ca ngn hng v cc ch ci ting Anh vit tt l VBARD (Vietnam Bank for Agriculture and Rural Development), vi cu nh
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Cc bin php huy ng tin gi v thng hiu Mang phn thnh n khch hng c s dng cho ti hm nay. Trong mi trng cng ngh thng tin ngy cng pht trin, cnh tranh gay gt hn, yu cu v qung b hnh nh, thng hiu c t ra v cng tr nn quan trng. Nm 1993, c php ca B Vn ha - Thng tin (nay l B Thng tin truyn thng), Agribank c php xut bn Bn tin pht hnh trong ton h thng. Thng 4/2003, c php thit lp trang tin in t, website agribank chnh thc ra mt vo cui thng 5/2003. C th ni, qu trnh xy dng, pht trin thng hiu t nm 1990 n nay, c bit trong nhng nm gn y, hot ng qung b thng hiu c Agribank ch coi trng hn v bt u c trin khai c h thng. Agribank thc hin cng tc tip th, qung b thng hiu vi nhiu hnh thc nh t vic nh v n ng b ha logo, slogan, mu sc, bin hiu, bin qung co tm ln (Bill board); thng qua cc chng trnh, s kin quan trng, c ngha trong cng ng; qung co trn cc n phm bo ch, phng tin truyn thng; qung co trn cc bin tm ln, tm nh, pan ngoi tri; phim TVC ng thi, thc hin cng tc thng tin tuyn truyn thng qua t Thng tin Agribank; website Agribank (ting Vit v ting Anh). Thng qua cc hnh thc nu trn cng vi vic nng cao cht lng sn phm dch v, thi phc v tn tnh, chu o, hnh nh v thng hiu ca Agribank c gn vi cc s kin chnh tr, kinh t, vn ha - x hi ca t nc c nhiu ngha, tc ng su rng, thu ht c s quan tm ca ng o khch hng, cng ng. Tuy nhin, i vi mt Ngn hng thng mi ln nht Vit Nam, Top 10 Gii Sao Vng t Vit, Anh hng Lao ng thi k i mi, Doanh nghip s 1 Vit Nam (UNDP xp hng nm 2007), hot ng xy dng v pht trin thng hiu ca Agribank hin ti cha ng b, cn thiu tnh chuyn nghip, mang tnh th ng, cha chuyn ti ht thng ip ca mt ngn hng thng mi hng u. Logo v Slogan c thit k v s dng t nhng nm 90 vi thng ip ca ngn hng hot ng phc v cho mt th trng trng tm l nng nghip, nng thn. Do , i hi cn c nhng b sung ph hp vi tnh cht, phm vi, chc nng hot ng hin ti cng nh nh hng pht trin Agribank tr thnh mt Tp on Ti chnh - Ngn hng hin i trong tng lai... Nhn thc c iu ny, va qua, Agribank hon tt qu trnh u thu quc t chn ra mt n v chuyn nghip gip xy dng chin lc pht trin thng hiu Agribank giai on 2009- 2010 v 05 nm tip theo. Theo , Agribank s tin hnh nghin cu th trng, nh gi thng hiu cng nh hiu qu cc hot ng truyn thng hin nay; tin hnh nh v thng hiu bao gm: xc nh li hnh nh, gi tr thng hiu Agribank theo nh hng tr thnh Tp on ti chnh a ngnh, a lnh vc, a s hu hng u ti Vit Nam. H thng nhn din thng hiu mi c xy dng da trn cc gi tr thng hiu ca Agribank, th hin bn sc ring c ca Agribank. Xy dng h thng nhn din thng hiu; chun ha h thng logo;
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Cc bin php huy ng tin gi Slogan; Thng ip truyn thng; bo h thng hiu; xy dng chin lc hot ng truyn thng cho thng hiu Agribank v cc sn phm dch v ca Agribank; t chc qun tr thng hiu; xy dng v pht trin vn ha Agribank mt cch chun mc v chuyn nghip, vun p gi tr ct li C th ni, trong giai on hi nhp vi nhiu thch thc, cnh tranh, din bin th trng kh d bo nh hin nay, vic xy dng chin lc pht trin thng hiu Agribank c ngha thit thc, gp phn quan trng gip Agribank nng cao nng lc cnh tranh trong giai on mi tip tc gi vng v tr ngn hng thng mi hng u Vit Nam, tng lai gn pht trin theo hng tr thnh Tp on Ti chnh Ngn hng mnh v hin i trong nc, c uy tn cao trn th trng khu vc v quc t. Chin lc pht trin thng hiu Agribank s gn vi phng chm v s thnh vng v pht trin bn vng ca ngn hng, khch hng, i tc v cng ng. 2.5 Khuyn mi thu ht tin gi Khuyn mi l mt trong nhng phng thc hiu qu ca cc doanh nghip ni chung v cc ngn hng ni ring thu ht khch hng cng nh nng cao lng tin gi thu ht c. Nhm y mnh, nng cao hiu qu thu ht ngun vn huy ng, bn cnh vic khng ngng thit k, sng to, a ra nhng sn phm tin gi c o to s ch i vi khch hng, cc ngn hng tung ra hng lot cc chng trnh khuyn mi hp dn vi cc hnh thc nh tng tin mt, cng thng li sut v rt thm trng thng... Thi gian khuyn mi trong nm cng kh linh hot nhng thng thng trong nm thng c ba mu khuyn mi chnh: bc thm trng thng trong dp tt nguyn ng, tng qu tng trong t khuyn mi ma h v trng cc chuyn du lch vo dp cui nm, cho n noel c bit, nm 2010, vi i l 1000 nm Thng Long-H Ni, nhiu ngn hng t chc nhiu chng trnh khuyn mi. 2.5.1. Tng li sut huy ng v cng thng li sut Tng li sut huy ng Nu so snh n thun theo biu cng b, c hai ngn hng ang p dng mc li sut huy ng VND cao hn cc thnh vin khc nhiu k hn. Tnh n ngy 31/5/2010, nhiu ngn hng thng mi iu chnh tng li sut huy ng VND cc k hn khc nhau. Ch tnh li sut nim yt n thun, khng tnh cc chng trnh cng thng hay tng tin/vng, mc cao nht theo biu cng b hin nay l 11,99%/nm. Mc cao nht 11,99%/nm thuc v Ngn hng Lin doanh Vit - Nga (VRB), c cc k hn 3, 6, 9 v 12 thng. y cng l mc c p dng k hn 36 thng li sut th ni (sn phm ch c 1 k hn duy nht) ca Ngn hng Phng Ty (Western Bank), theo biu va iu chnh ngy 28/5 va qua.
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Cc bin php huy ng tin gi Cc mc li sut huy ng VND cao tnh n ngy 31/5/2010 (n v: %/nm) K hn KKH 1 thng 2 thng 3 thng 5 thng 6 thng 9 thng 11 thng 12 thng 13 thng 18 thng 24 thng 36 thng Ngn hng SCB, LienVietBank VRB VRB VRB KienLongBank, Nam A Bank, Ficombank VRB VRB Western Bank VRB Western Bank Western Bank Western Bank Western Bank Li sut 4,2 - 4,5* 11,7 11,8 11,99 11,6 11,99 11,99 11,8 11,99 11,8 11,8 11,8 11,8 - 11,99*

- (*) mc p dng theo iu kin v lng tin gi hoc theo sn phm huy ng ring. - Cc mc li sut trn cha bao gm cc chnh sch cng thng li sut, tng tin/vng... Nhng mc li sut cao nht gn vi cc ngn hng c th trn ch mang tnh tng i, bi nhiu ngn hng ang c cc chnh sch huy ng khc nhau ti cc a bn, hoc theo cc sn phm, thm ch theo la tui hay gii tnh Cng thng li sut Bn cnh vic tng li sut huy ng, cc ngn hng cn s dng nhiu hnh thc cng thng li sut hp dn. V d nh:
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Cc bin php huy ng tin gi i vi sn phm tit kim c k hn tr li nh k, Vietcombank p dng li sut bc thang i cc k hn trn 12 thng; tng thm 0,12%/nm vi s tin t 200 triu ng tr ln v tng thm 0,01%/thng vi s tin t 15000USD, 10000EUR tr ln. T ngy 15/6/2009, Ngn hng Qun i (MB) cng chnh thc trin khai chng trnh Tit kim MB, nim vui nhn i p dng cho tt c khch hng mua chng ch tin gi ghi danh ngn hn VND t 1/ 2009 hoc cc sn phm Tit kim tr li trc VND, Tit kim tr li hng thng VND v Tit kim tr li cui k VND ca MB vi nhiu u i cho khch hng, c bit mc li sut tng khch hng ln ti 0,096%/ nm. Ngoi ra, hin ti mt s ngn hng ang c xu hng p dng li sut tha thun vi nhng khch hng gi tin ln. y l hnh thc khng cng khai nhng ang din ra kh ph bin. Vi mt s tin gi ln, thng thng l 1 t ng tr ln, khch hng c quyn tha thun vi ngn hng li sut huy ng cao hn mc trn hin nay. 2.5.2. Qu tng khi khch hng gi tin khuyn khch khch hng gi tin, cc ngn hng c nhiu hnh thc khuyn mi nh tng tin mt, th mua hng, th co trng thng, phiu gim li sut cho vay, tch im i qu hay nhng vt dng hu ch nh m bo him, o ma, ti xch ty thuc vo lng tin gi. Sau y nhm xin trnh by mt s chng trnh khuyn mi ni bt trong thi gian va qua: Tng tin mt

Thng 4/2010 va qua, mng sinh nht Vietcombank ln th 47, Vietcombank trin khai chng trnh khuyn mi " Qu tng vng thng 4" cho tt c cc khch hng c nhn khi gi tit kim ti Vietcombank. Khch hng c nhn khuyn mi tin mt khi gi tin theo cc mc s d:

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Cc bin php huy ng tin gi Khch hng c th la chn nhn khuyn mi bng tin mt hoc nhp vo s tin gc gi cho s tit kim VND hoc chuyn sang ti khon tin gi thanh ton VND ca chnh khch hng. Tng th mua hng, th co trng thng T ngy 01/09/2010 n ht ngy 27/11/2010, Ngn hng TMCP Phng ng (OCB) t chc chng trnh khuyn mi OCB Ngi nh hnh phc. i vi khch hng gi tit kim t k hn 6 thng tr ln, ty theo s tin v k hn gi, s c tng ngay phiu mua hng ti cc siu th trn c nc, chi tit tng phiu mua hng nh sau:

Ngoi ra, cn c 250.000 th co trng thng vi t l nhn qu 100% vi cc phn qu nh sau:

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Cc bin php huy ng tin gi Tng phiu gim li sut cho vay

Vi chng trnh SHB trao may mn gn nim tin, p dng t ngy 20/7 n 16/10/2009 ti ngn hng TMCP Si Gn - H Ni (SHB), ngoi vic c nhn ngay phiu co cng thng li sut vi li thng ti a ln n 2% mt nm, tt c khch hng gi tit kim ti SHB s c tng ngay phiu gim li sut cho vay n 0,5%/nm, c rt trc hn theo cc sn phm ca SHB, rt tin thoi mi trn ti khon thu chi vi hn mc thu chi c th ln n 95% gi tr s tit kim Tch im i qu

Nhm tri n vi cc khch hng thn thit, SeABank s dnh 1000 phn qu tng hp dn cho khch hng s dng dch v Western Union v tch im theo chng trnh Tch im tri n, mun phn qu tng. Mi ln giao dch ca khch hng tng ng vi 1 im. C th, khch hng t t 3 7 im c tng ngay b cc thu tinh; t 8 11 im c tng ng h bn, t 12 15 im tng ti du lch thi trang v vi s im t 16 tr ln khch hng s c nhn ngay b v da sang trng t SeABank. Chng trnh bt u t ngy 21/6/2010 n ngy 31/3/2011. Cc phn qu tng khc T ngy 12/07 cho n ht ngy 09/10/2010, nhn dp k nim 19 nm thnh lp, Maritime Bank trin khai chng trnh khuyn mi "19 Vespa, tng qu sinh nht" dnh cho tt c cc khch hng l c nhn gi tit kim c k hn trong thi gian khuyn mi. Khi hon tt giao dch gi tin ti Maritime Bank, khch hng s c tng ngay 1 trong 30.000 phn qu l , cc hay o ma Maritime Bank v ti a mt khch hng c th c nhn 02 phn qu 1 ngy. T ngy 1/2/2010 n ngy 15/3/2010, vi tn gi "Qu Xun vui Tt, Lc Vng c nm", VPBank tng qu cho tt c khch hng n giao dch gi tin ti ngn hng VPBank vi tng gi tr qu tng ln n hn 1,5 t ng. Khi gi tin vi gi tr tin gi v k hn gi ph hp vi quy nh ca chng trnh, tt c khch hng u c c hi c nhn nhng phn qu l bao l x may mn, tin mt, vng SJC. 2.5.3 Cung cp cc tin ch km theo khi s dng sn phm ca ngn hng Trong bi cnh ton cu ha, c bit khi Vit Nam gia nhp t chc thng mi th gii WTO, trong sn chi nn kinh t th trng, t do cnh tranh, c mt ch ng vng chc, cc ngn hng, bn cnh vic ci tin sn phm, dch v, cng cn phi quan tm cung cp thm nhiu tin ch km theo sn phm thu ht khch hng. i vi nghip v huy ng tin gi, cc sn phm tin ch thng i km vi th ngn hng, trong c th ATM loi th kh ph bin ti Vit Nam bi hin nay v th tn dng. Th nht, s dng th ngn hng mua v my bay.

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Cc bin php huy ng tin gi Trong ma h va qua, Vietcombank phi hp vi hng hng khng Jetstar Pacific t chc chng trnh gim 50% gi v my bay khi s dng th ATM Connect 24 ca Vietcombank khi mua v my bau ti tt c cc sn bay trn c nc Theo , nhng khch hng c th ATM Connect 24 do Ngn hng ngoi thng Vit Nam (Vietcombank) pht hnh ch cn t ch ti Jetstar.com v la chn hnh thc thanh ton bng "Th Ni a" ti mc thanh ton v lm theo hng dn. Ngay sau khi hnh khch thc hin cc thao tc, Vietcombank s cung cp cho khch hng "M giao dch" thc hin cc bc thanh ton tip theo v hon tt mua v. Hin nay Vietcombank c trn 3 triu th ATM, trong c trn 300.000 th ng k online. Jetstar Pacific ang tip tc lm vic vi cc i tc ngn hng khc c th ng dng thm nhiu loi th ATM. Sau khi c s kt hp hiu qu vi hng hng khng Jetstar, Vietcombank cng lin kt vi Vietnam Airlines, cho php khch hng ca Vietcombank s dng th ATM mua v my bay ca hng ny. Cho mng i l 1000 nm Thng Long H Ni, Vietnam Airlines v Vietcombank gi ti khch hng chng trnh khuyn mi hp dn. C th, t 30/9 n ht 10/10/2010, khch hng s dng sn phm th ca Vietcombank thc hin thanh ton trc tuyn trn trang web ca Vietnam Airlines hay ti cc i l v phng v my bay ca Vietnam Airlines s c c hi s hu nhanh nht nhng tm v khuyn mi c bit, gim ti 85% cho cc hnh trnh quc t khi hnh t Vit Nam trong thi gian t 15/10/2010 n 31/12/2010 v t 01/04/2011 n 31/05/2011. S lng v khuyn mi ln ti 90,000. Hn th na, vi mi giao dch thanh ton trc tuyn bng th Vietcombank Connect24 trn trang web ca Vietnam Airlines t nay n ht 31/12/2010, khch hng cng c hn c hi nhn c 01 tm v my bay chng ni a bt k trn nhng chuyn bay ca Vietnam Airlines. C th, t 30/9 n ht 10/10/2010, khch hng s dng sn phm th ca Vietcombank thc hin thanh ton trc tuyn trn trang web ca Vietnam Airlines hay ti cc i l v phng v my bay ca Vietnam Airlines s c c hi s hu nhanh nht nhng tm v khuyn mi c bit, gim ti 85% cho cc hnh trnh quc t khi hnh t Vit Nam trong thi gian t 15/10/2010 n 31/12/2010 v t 01/04/2011 n 31/05/2011. S lng v khuyn mi ln ti 90,000. Hn th na, vi mi giao dch thanh ton trc tuyn bng th Vietcombank Connect24 trn trang web ca Vietnam Airlines t nay n ht 31/12/2010, khch hng cng c hn c hi nhn c 01 tm v my bay chng ni a bt k trn nhng chuyn bay ca Vietnam Airlines. Th hai, s dng th ngn hng ti cc siu th ln trong c nc. Nhm mc ch thc y thanh ton phi tin mt, to thi quen mua sm hng ho bng th, t ngy 21/ 8 n ngy 3/9/2006, Techcombank phi hp cng i siu th BigC v t chc th quc t Visa t chc chng trnh khuyn mi Tng bng mua sm ti Siu th BigC cng Visa. Theo , khi thanh ton hng ho ti Siu th
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Cc bin php huy ng tin gi BigC bng th Visa, ch th c c hi nhn cc qu tng hp dn vi tng gi tr ca ton b chng trnh ln n 135 triu ng. Nm 2009, sn phm th lin kt SeABank-Pico (siu th in my Pico Plaza) l gi sn phm thng minh gm c 3 hng th: Membership, Gold v Diamond mang n nhiu li ch v gi tr cho khch hng. Khch hng c th np tin d dng ti bt k im giao dch no ca SeABank, Pico Plaza hoc h thng im dch v th ca SeABank trn ton quc. Th lin kt ny cho php thanh ton thun tin ti hng ngn my ATM hot ng 24/24 v hng trm im chp nhn thanh ton th ca SeABank trn c nc.Hn na, khch hng c th kim tra s d ca th qua h thng thoi t ng, website v th ca SeABank (www.seabank.com.vn) hoc ng k dch v gi sao k giao dch nh k hng thng ca SeABank. Khch hng cng c th thc hin chuyn tin t ng gia cc th ti bt k n v giao dch no ca SeABank hoc h thng my ATM ca SeABank trn ton quc. c bit, vi mi gi tr ha n thanh ton bng th ti Pico Plaza t t 2.500.000 VND tr ln, khch hng s c gim gi 1% trn ton b n hng; Khi tng gi tr ha n thanh ton ca khch t ti 25.000.000VN, khch c th nng hng th t th Membership ln th Gold; Khi tng gi tr ha n thanh ton ca khch hng ln ti 50.000.000VN, khch hng s c nng hng th ln th Diamond; Hng th cng cao ch th cng c hng nhiu nhng u i c bit t SeABank v Pico Plaza v khuyn mi; chm sc v bo hnh, bo tr hng ha. C th ni, km theo cc tin ch trong sn phm gip ngn hng gia tng mt lng khng nh khch hng s dng sn phm th, qua c th thu ht mt lng kh ln tin nhn ri trong tng th cc th m ngn hng cung cp. Bn cnh , ngn hng cn c th cung cp cc u i v tin ch tt hn cho cc khch hng ln, khch hng VIP, iu ny rt c li cho ngn hng trong vic duy tr khch hng c v thu ht cc khch hng tim nng n vi ngn hng 2.5.4 Trng thng Km theo vic cung ng sn phm v dch v nhn tin gi, cc ngn hng thng khuyn khch khch hng gi tin bng vic t chc cc chng trnh trng thng.Vic tham gia cc t trng thng ny thng gn lin vic tham gia gi tin vi c hi nhn c gii thng da trn s may mn ca ngi tham gia theo th l v gii thng cng b. Thi gian gn y, hnh thc bc thm trng thng ny rt c cc ngn hng u chung v thu ht c mt lng ln khch hng do c c cu gii thng c bit hp dn, c gi tr cao, NH SHB vi chng trnh khuyn mi "Gi tin trng tin - nhn lin xe hi" di hnh thc pht hnh th co v phiu bc thm trng thng i vi cc khch hng gi tit kim ti SHB. Gii thng gm tin mt, vng, xe my, t, vi tng gi tr cc gii thng ton h thng ln n hn 7,1 t ng
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Cc bin php huy ng tin gi NH u t - Pht trin (BIDV) c chng trnh "gi tin - quay lin - trng ln" ti tt c cc chi nhnh trn ton quc vi tng gi tr gii thng hn 14,8 t ng. Trn mt trn truyn thng, NH ny tuyn b tham gia gi tin ti BIDV khch hng c c hi nhn "cn ma" qu tng vi hng nghn gii thng, gm t, t lnh, iu ha nhit ...". Khng thua km cc ngn hng TMCP t nhn, cc chi nhnh NH TMCP Nh nc cng vo cuc khuyn mi, t ngy 15-4, NH NN&PTNT cng khi ng mt chng trnh khuyn mi kh rm r vi tn gi "Mng i l 1.000 nm Thng Long - H Ni" vi tng gii thng ln n 2kg vng, ko di n ngy 14-7. M u l chin dch "Lt th vui xun - tng bng trng ln" do Ngn hng Chu (ACB), ngn hng hng u vi gn 240 chi nhnh, phng giao dch trn khp c nc tung ra ngy 14/12/2009, ko di n ht ngy 13/3/2010 dnh cho tt c ch th ca ACB vi tng gi tr gii thng tr gi trn 500 triu ng. Vi khuyn mi ny, ch cn m ti khon cc loi th ATM tr gi 3 triu ng, ch ti khon c ACB cp cho mt m s d thng. Vi ngn hng mi ni khc l Maritime Bank, mt chng trnh khuyn mi hp dn mang tn "Tn xun c lc" ko di t 18/1 n 16/4/2010 vi tng gi tr gii thng ln ti 2,5 t ng cng c trin khai. Cng ch vi 5 triu ng hoc 300 USD/EUR, ngi gi tit kim s c cp ngay mt m s d thng vi 2 c hi trng thng, gii c bit ln ti 2kg vng SJC; gii nht l 5 cy vng SJC. Ngn hng TMCP Si Gn (SCB) vi chng trnh khuyn mi Gi ngay Hng lin Cng gi cng vui trong hn mt thng (t ngy 04/08/2010 n ht ngy 18/09/2010), trong , gii thng c bit tr gi 01 Kg vng SJC GII THNG 01 gii c bit 02 gii Nht 06 gii Nh 18 gii Ba 60 gii T 600 gii Nm Mi gii 01 lng vng SJC Mi gii 05 ch vng SJC Mi gii 02 ch vng SJC Mi gii 01 ch vng SJC Mi gii 01 th ATM SCB tr gi 1.000.000 1 Kg vng SJC

Trong thc t, cc hnh thc khuyn mi c cc ngn hng p dng kh linh hot v c s kt hp gia nhiu hnh thc mt lc, nh va gim gi va tng qu, va gim li sut va bc thm trng thng hoc tng qu trong nhng "gi vng
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Cc bin php huy ng tin gi mua sm" nht nh trong ngy (thng l gi thp im kch thch tiu dng)... Trong , bc thm trng thng thng l hnh thc c cc ngn hng p dng nhiu nht. Ngoi ra, nhng khch hng thng xuyn, khch hng thn thit, khch hng VIP cng c t bit ch , ngn hng thng dnh kh nhiu chng trnh u i cho nhng khch hng ny. Chnh nh s xut hin dy c ca cc chng trnh khuyn mi m cc NH phi nng ng hn trong vic ra chin lc kinh doanh. V, d vi mc ch no i na, th cng cn phi thy rng trong nn kinh t th trng, c bit l trong bi cnh cc NH cn lng tin ln quay vng kinh doanh, vic cc NH ua nhau khuyn mi cng l mt cch hu hiu thu ht vn. Vn cn li l khch hng phi t cn nhc "chn mt gi tin" hp l, hiu qu v an ton.

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Cc bin php huy ng tin gi Chng 3: GII PHP Qua cc thc trng trong bin php huy ng tin gi trn th cc NHTM Vit Nam cn c nhng hn ch nht nh. V vy cn phi c nhng bin php thch hp nng cao hiu qu hot ng ca Ngn hng v t thu ht vn khch hng mt cch hiu qu p ng s pht trin ca nn kinh t. 3.1 i vi nh nc - y nhanh tin trnh c phn ho cc NHTM nh nc bng cch to mi trng cnh tranh bnh ng, thng thong v lnh mnh cho cc NHTM v TCTD hot ng s cho php huy ng vn rt ln v nng cao hiu qu cho vay u t. Khi cn vn kh dng, cc NH c th giao dch cc loi GTCG trn th trng m vi NHNN, thc y th trng tin t pht trin, tng nhanh tc chu chuyn vn trong nn kinh t. - Chnh sch nh nc cn to iu kin cho cc NHTM thc s kinh doanh v mc tiu li nhun, tch bch kinh doanh v chnh sch. V khi pht hnh cng tri, tri phiu, nh nc thng buc ngn hng mua vi s lng nht nh no . - Bi b mt s hn ch ang cn tr cc NHTM m rng cc hot ng dch v mi. - Nng cao hiu qu qun l ca h thng c quan NN v dch v NH. Ly mt v d c th v cp bch m nh nc cn quan tm n khi nhc n hot ng tn dng ca cc ngn hng l mt trong cc vn bn php l c cho ra i gn y. Cc ngn hng ang phi ng ph vi Thng t 13 khi thi hn hiu lc ca vn bn gn k (ngy 1/10). Theo , cc khon tin gi khng k hn s loi ra khi ngun vn huy ng v ngn hng ch c cho vay 80% s vn huy ng c. Gi s ngn hng huy ng c 100 t ng, trong c 20 t ng l tin gi khng k hn, ngun vn tnh t l cho vay ch l 80 t ng v ngn hng ch c php cho vay 64 t ng (80% ca 80 t ng). Do , nhng thng trc, nhiu ngn hng i trc mt bc bng cch hn ch cho vay, tp trung thu hi n, tng huy ng vn mi... bo m cc ch tiu v an ton vn theo ng quy nh. ng thi, mt s ngn hng cn c ng thi gim li sut cho vay. Theo PGS-TS Trn Huy Hong, Trng Khoa ngn hng Trng H Kinh t TPHCM, tin gi khng k hn khng c tnh vo ngun vn l khng hp l, nh hng rt ln n tng trng tn dng, bi tng huy ng vn thp s hn ch ngun
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Cc bin php huy ng tin gi vn cho vay. PGS-TS Hong cho rng c quan qun l nn cn c vo vn t c ca tng ngn hng quy nh t l c php cho vay so vi vn huy ng. ng Trn Hong Ngn, thnh vin Hi ng T vn Chnh sch Tin t Quc gia, cng cho rng loi b tin gi thanh ton (tin gi khng k hn) ra khi ngun vn huy ng l ngc vi ch trng thanh ton khng dng tin mt ca Nh nc. Theo ng, ch nn loi tin gi ca Kho bc Nh nc ra khi ngun vn huy ng. Mt khc, tng s tin doanh nghip gi khng k hn s gip h thng ngn hng c c ngun vn gi r v n nh. Khi doanh nghip ny thanh ton cho doanh nghip khc th tin vn nm trong ngn hng. Do , quy nh ca Thng t 13 v t l cp tn dng so vi ngun vn huy ng cn sa i gp. 3.2 i vi ngn hng thng mi - M rng mng li chi nhnh v phng giao dch ton quc, bo m thun tin cho huy ng vn. -Hin i ha cng ngh ngn hng v h thng thanh ton. cht lng dch v huy ng vn ca cc NHTM c th p ng c cc yu cu, chun mc quc t, i hi cng ngh phi khng ngng c ci tin, hin i v nng cp thc s tr thnh mt cng c h tr c lc cho cc nhn vin ngn hng. ng thi la chn ng cng ngh ng dng trong hot ng qun l, hot ng kinh doanh ca cc TCTD c ngha quyt nh n s pht trin cc hot ng dch v, tng quy m vn huy ng mt cch vng chc, quyt nh hiu qu vn u t.Bn cnh , nn tin hnh hin i ha cng ngh ngn hng v h thng thanh ton gn lin vi i mi phong cch giao dch ca nhn vin, to s tn trng ca ngn hng i vi ngi gi tin. Pht trin cc dch v ngn hng in t. Trong vic m rng mng li ATM, cc NHTM nn nghin cu c th ut lp t nhng my ATM th h mi, cho php np tin qua my, trnh b lc hu khi cc ngn hng nc ngoi vo cuc. * Phi to c lng tin cao i vi khch hng: Lng tin c to bi hnh nh bn trong ca NHTM, l: s lng, cht lng ca sn phm dch v cung ng,trnh v kh nng giao tip ca i ng nhn vin, trang b k thut cng ngh, vn t c v kh nng ti chnh, c bit l hiu qu v an ton tin gi, tin vay... v hnh nh bn ngoi ca ngn hng, l a im, tr s, biu tng... l cc ti sn v hnh ca NHTM. * Phi to c s khc bit ca ngn hng: Hot ng ca NHTM cng phi to ra nhng c im - hnh nh ca mnh, ci ngn hng mnh c m ngn hng khc khng c. Marketing ca NHTM phi to ra s khc bit v hnh nh ca ngn

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Cc bin php huy ng tin gi hng mnh. l s khc bit v sn phm, dch v cung ng ra th trng; li sut; knhphn phi; hot ng qung co khuch trng - giao tip. * i mi phong cch giao dch: i mi tc phong giao tip, cao vn ha kinh doanh l yu cu cp bch i vi cn b, nhn vin cc NHTM hin nay, c nh vy mi tin kp vi tin trnh hi nhp ton cu. c bit l vi phong cch thn thin, tn tnh, chu o, ci m, to lng tin cho khch hng gi tin. y l im cn khc phc ca cc NH nh nc. - y mnh cc hot ng marketing, tip th, qung co, khuyn mi trong huy ng vn, to thng tin minh bch, cng b thng tin rng ri cho ngi dn ch ng la chn cc hnh thc gi tin vi li sut, k hn khc nhau. y mnh tuyn truyn, qung co rng ri v cc dch v ngn hng, cc hnh thc v chnh sch huy ng vn, thu ht tin gi, ng o ngi dn bit v cc dch v y. Ti mt s im giao dch, nhiu khch hng ang s dng cc sn phm thu ht tin gi, sn phm huy ng vn ca cc NHTM nhng cng cha bit ht tin ch ca sn phm . V vy, nn a dng cc loi t ri, sch gii thiu sn pha ngoi quy giao dch khch hng c th c khi n giao dch. Pht trin b phn chm sc khch hng, to cho cc khch hng cm gic c tn trng mi khi n ngn hng. B phn ny c chc nng hng dn khch hng ln u giao dch khai bo thng tin, tr li cc thc mc ca khch hng, t vn, gii thiu v cc sn phm ca ngn hng cho khch hng, xy dng vn ha giao dch ca tng NHTM. Nt vn ha th hin qua phong cch, thi vn minh, lch s ca i ng nhn vin bn l, cch trang phc ring, mang nt c trng ca tng NHTM. Cn cng b cc thng tin ti chnh ngi dn tip cn, nm bt nhm thu ht ngi dn quan h vi ngn hng v hn ch c nhng ri ro v thng tin. - a dng ha cc sn phm gi tin tit kim: To s ch ng la chn linh hot cho khch hng, nh: gi mt ln nhng rt gc linh hot vn c li sut cao; gi gp nhng lnh ra mt ln vo cui k vi li sut hp dn; Ti khon tit kim a nng 6 thng, 9thng, 12 thng, cho php rt tin gc linh hot; gi tit kim gn vi bo him nhn th; gi tin km theo cho vay mua -t tr gp. -Tuyn dng v o to nhn lc cht lng cao l ng lc bc ph. Nng cao nng lc cn b thng qua nng cao trnh qun tr iu hnh. - Ngoi ra cc NHTM mun tn ti v pht trin, khng c cch no khc hn l phi nng cao sc cnh tranh ca mnh, bng cch thit lp mt chin lc cnh tranh nng ng v hiu qu. T chc nghin cu i th cnh tranh l cng vic quan trng thc hin chin lc cnh tranh c hiu qu ca cc NHTM. Nghin cu thng xuyn, trn c s so snh sn phm, li sut, cc hot ng qung co, mng
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Cc bin php huy ng tin gi li ngn hng... vi cc i th gn gi, cc ngn hng cng a bn. Cch lm ny c th xc nh c cc lnh vc cnh tranh thun li v bt li. Nhm to thun li cho cc ch ngn hng ginh thng li trong cnh tranh, nghin cu cc i th l mt ni dung quan trng ca marketing ngn hng. Mt trong nhng iu quan trng nht pht huy hiu qu ca nghip v huy ng vn ti cc ngn hng Vit Nam l phi tm c u ra cho lng tin gi huy ng c. Mt s cn b tn dng ca nhiu ngn hng cho bit, h gn nh vn ngi chi xi nc, bi rt him khch hng c vay vn t 12%/nm tr xung. Cn mc li sut 14%-14,5%/nm th qu cao nn ch c nhng doanh nghip c nhu cu sn xut kinh doanh cp bch mi ngh ngn hng gii ngn. Trong khi , ngi c nhu cu vay tiu dng, vay tin mua, xy, sa cha nh, mua phng tin i li... vn ch li sut cho vay gim thm v li sut hin ti ca loi tn dng ny cn rt cao, thng t 17%/nm tr ln. Theo lnh o mt s ngn hng, s d cc ngn hng ang b u ra l do hot ng tn dng c qu nhiu ro cn. V d, ngi c nh mun vay tin mua nh cho con s c ngn hng lit vo i tng mua nh kinh doanh, li sut cho vay rt cao nn khng ai vay. Theo s liu ca NHNN chi nhnh TPHCM, tnh n thng 8/2010, huy ng vn VND tng 16,3% nhng cho vay VND ch tng 5,8%. Nh vy, so vi 7 thng u nm 2010, huy ng vn tng thm 0,3% nhng d n tn dng ch tng thm 0,1%. Chnh lch gia huy ng vn v cho vay ca 8 thng u nm 2010 ln n 11,3%, chng t u ra VND ca cc ngn hngTM trn a bn TPHCM cha thng thong. thc y tn dng tng trng, gn y, cc ngn hng ro rit tm u ra. Nhn vin nhiu ngn hng lin tc gi in thoi mi cho khch hng tim nng; pht t ri vay vn n cc khu dn c, cc trung tm thng mi thng tin, gii thiu nhng chng trnh tn dng... Mt khi cu khng c th cung tng ch gy ra tc ng tiu cc, i vi bt c nn kinh t no, ngnh ngh no cng khng thot khi quy tc th trng ny. V vy c th c nhng sn phm huy ng tin gi tt, c th c nhng chin lc xy dng sn phm huy ng tin gi tt th ngn hng cn phi ch n c 2 khu : u vo v u ra, vic a dng ha cc sn phm tin gi s l v ngha nu cc sn phm tn dng u ra hot ng khng hiu qu, khi ngn hng ch th no thu c li nhun. Theo marketing ngn hng, pht trin h thng thng tin in t linh hot cng phi c ch trng c khu huy ng v tn dng. Nh th mi c th m bo c vic s dng cc phng php huy ng tin gi c mc ch ng n v em li li nhun cho ngn hng.
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Cc bin php huy ng tin gi KT LUN Tm li, huy ng vn qua ti khon tin gi l hnh thc huy ng vn c in mang tnh c th ring c ca NHTM, y l im khc bit gia NHTM vi cc TCTD. Nghip v huy ng tin gi gp phn mang li ngun vn cho ngn hng thc hin cc nghip v kinh doanh khc. Khng c hot ng huy ng tin gi, NHTM s khng ngun ti tr cho hot ng ca mnh. Mt khc, thng qua hot ng ny cc NHTM c th o lng c uy tn cng nh s tn nhim ca khch hng i vi ngn hng. T , NHTM c cc bin php khng ngng hon thin hot ng huy ng vn gi vng v m rng quan h vi khch hng. C th ni, nghip v huy ng tin gi gp phn gii quyt u vo ca ngn hng.Bn cnh , n cn cung cp cho khch hng mt knh tit kim, u t v l ni an ton ct tr v tch ly vn tm thi nhn ri.V vy, vic huy ng tin gi c vai tr rt quan trng trong vic huy ng vn ca NHTM nn cc ngn hng cn c cc gii php thu ht khch hng v nng cao hiu qu hot ng.

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Cc bin php huy ng tin gi TI LIU THAM KHO 1. TS. Nguyn Minh Kiu (2009), Nghip v ngn hng thng mi, Nh xut bn thng k. 2. Trng i hc Ngn hng TP. HCM (2009), Nghip v tn dng ngn hng, Nh xut bn Phng ng 3. Website: http://cafef.vn/hastc/bao-cao-tai-chinh/ACB-ngan-hang-thuong-mai-co-phan-achau.chn http://www.vietcombank.com.vn/InterestRates/Periodically.aspx http://www.agribank.com.vn/ http://www.laisuat.vn/San-Pham-Moi.aspx http://www.vietinbank.vn/web/home/vn/doanhnghiep/dautu_lsthanoi.html www.tailieu.vn http://www.vietcombank.com.vn/Personal/Saving/ http://www.shb.com.vn/TabId/208/ArticleId/836/PreTabId/195/Default.aspx http://www.laisuat.net/Khuyen-Mai-41-254.aspx http://dantri.com.vn/c76/s82-335535/gui-tien-nhan-qua-tang-lai-suat-0096-tai-mb.htm http://www.ocb.com.vn/ocb-ngoi-nha-hanh-phuc.html

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