MC LC

LI M U
Trong nhng nm va qua, nn kinh t th gii ni chung v th trng chng khon Vit Nam ni ring ang trong giai on kh khn. S bin ng lin tc ca th trng km theo s suy gim ca tnh thanh khon v cc yu t bt li t nn kinh t l nguyn nhn lm cho cc cng ty chng khon b nh hng khng nh. Bn cnh , vn c nhng cng ty khng ngng pht trin v pht trin ngy cng ln mnh v d nh cng ty VNDIRECT. Bng uy tn, cht lng dch v tt, cng vi s tn ty ca cn b nhn vin, VNDIRECT t dc cc thnh qu ng ng ghi nhn vi vic gi vng mc tng trng v quy m v th phn, a VNDIRECT tr thnh mt trong nhng cng ty chng khon hng u Vit Nam. ng gp mt phn khng nh cho thnh cng ca VNDIRECT chnh l hot ng mi gii. Doanh thu hot ng mi gii chim 22% tng doanh thu ca VNDIRECT v ng gp 36% tng li nhun ca ton cng ty. Hot ng mi gii din ra hng ngy v ngy cng a dng v cc dch v bn trong gip cho nh u t tip cn vi nhng dch v ti chnh ph hp nht v vi gi c cnh tranh nht. c th hiu r c hot ng ny din ra nh th no, nhm chng ti cng nhau nghin cu ti: Tm hiu v hot ng mi gii ca cng ty chng khon trn th trng chng khon hin nay. p dng vi mt cng ty c th l cng tyc phn chng khon VNDIRECT. Bi vit c th cn nhiu thiu xt mong c gio hng dn v cc bn c ng gp thm kin. Chng ti xin chn thnh cm n!

NI DUNG
I. Cng ty chng khon v hot ng mi gii chng khon. 1.1. Cc khi nim c bn. 1.1.1. Th trng chng khon Th trng chng khon (TTCK) c xem l c trng c bn, l biu tng ca nn kinh t hin i. Ngi ta c th o lng v d tnh s pht trin ca nn kinh t qua din bin trn TTCK. L b phn cu thnh ca th trng ti chnh, TTCK c hiu mt cch chung nht l ni din ra cc giao dch, mua bn trao i cc loi chng khon. Vic trao i mua bn ny c thc hin theo nhng nguyn tc n nh trc. Xt v mt bn cht th TTCK l ni tp trung v phn phi cc ngun tit kim, tp trung cc ngun tit kim phn phi cho nhng ai mun s dng cc ngun tit kim theo gi m ngi s dng sn sng tr v theo phn on ca th trng v kh nng sinh li t cc d n ca ngi s dng. Chnh v vy TTCK c vai tr v chc nng c bit quan trng vi vic to ra cc cng c c tnh thanh khon cao, c th tch t tp trung v phn phi vn, chuyn thi hn ca vn ph hp vi yu cu pht trin kinh t, to iu kin cho vic tch bit gia s hu v qun l doanh nghip thng qua to c hi cho chnh ph huy ng cc ngun ti chnh m khng to p lc v lm pht, ng thi to cc cng c cho vic thc hin chnh sch ti chnh tin t ca Chnh Ph. Th trng chng khon trong iu kin ca nn kinh t hin i, c quan nim l ni din ra cc hot ng giao dch mua bn chng khon trung v di hn. Vic mua bn ny c tin hnh th trng s cp khi ngi mua mua c chng khon ln u t nhng ngi pht hnh, v nhng th trng th cp khi c s mua i bn li cc chng khon c pht hnh th trng s cp. Nh vy, xt v mt hnh thc, th trng chng khon ch l ni din ra cc hot ng trao i, mua bn, chuyn nhng cc loi chng khon, qua thay i ch th nm gi chng khon. 1.1.2. Kinh doanh chng khon Kinh doanh chng khon l mt trong nhng dch v ca nn kinh t th trng gn lin vi s xut hin ca th trng chng khon (TTCK). l nhng hot ng mua bn chng khon v cung ng dch v ca t chc v c nhn cho khch hng, phc v trc tip hoc gin tip cho cc giao dch chng khon nhm mc ch tm kim li nhun.

Theo lut chng khon ca nc cng ha x hi ch ngha Vit Nam s 70/2006/QH11 ngy 29/6/2006 ca Vit Nam, c gi tr hiu lc t ngy 1/1/2007: Kinh doanh chng khon l vic thc hin nghip v mi gii chng khon, u t chng khon, bo lnh pht hnh chng khon, t vn u t chng khon, lu k chng khon, qun l qu u t chng khon, qun l danh mc u t chng khon. 1.1.3. Cng ty chng khon Theo quyt nh s 55/2004/Q BTC ca B trng b Ti chnh th Cng ty chng khon (CTCK) l cng ty c phn, cng ty TNHH thnh lp theo php lut Vit Nam kinh doanh chng khon theo giy php kinh doanh chng khon do U ban chng khon Nh nc cp. CTCK l t chc c t cch php nhn hot ng kinh doanh trong lnh vc chng khon, thc hin mt hoc ton b cc hot ng: mi gii, t doanh, bo lnh pht hnh, t vn u t chng khon vi mc ch li nhun. Ty vo tng iu kin v nng lc ti chnh, c s vt cht k thut v ngun lc m mt cng ty chng khon c th m nhn cc nghip v kinh doanh hoc ch m nhn mt s nghip v nht nh theo giy php kinh doanh. 1.2. Hot ng mi gii chng khon. 1.2.1. Khi nim v nguyn tc trong hot ng mi gii chng khon 1.2.1.1. Khi nim Mi gii chng khon l mt hot ng kinh doanh trong mt CTCK i din cho khch hng tin hnh giao dch thng qua c ch giao dch ti sn giao dch chng khon hay th trng OTC m chnh khch hng phi chu trch nhim i vi hu qu kinh t ca chnh giao dch . Thng qua hot ng mi gii, CTCK s chuyn n khch hng cc sn phm, dich v t vn u t v kt ni gia nh u t bn chng khon v nh u t mua chng khon. V trong nhng trng hp nht nh, hot ng mi gii s tr thnh nhng ngi bn, ngi chia s nhng lo u, cng thng v a ra nhng li ng vin kp thi cho nh u t gip nh u t c nhng quyt nh tnh to. Xut pht t yu cu trn, ngi mi gii i hi phi c nhng phm cht, t cch o c, k nng mn cn trong cng vic v vi thi cng tm, cung cp cho khch hng nhng dch v tt nht.

1.2.1.2. Nguyn tc trong hot ng mi gii chng khon Quyt nh mua bn l do khch hng a ra v ngi mi gii phi thc hin theo php lnh . Ngi mi gii (c th l cng ty chng khon) ng tn mnh thc hin cc giao dch theo lnh khch hng. Nh mi gii khng chu ri ro bi cc quyt nh ca khch hng nhng phi chu trch nhim hnh chnh v php lut vi cng vic ca mnh ty theo mc vi phm., phi t n b, khc ph hu qu do li ca mnh gy ra. Vic hch ton cc giao dch phi c thc hin trn cc ti khon thuc s hu ca khch hng. Ngi mi gii ch c ph dch v theo tho thun trong hp ng y thc giao dch. 1.2.2. Chc nng ca hot ng mi gii chng khon. Chc nng cung cp thng tin v t vn cho khch hng: Ni dung cung cp thng tin gm: Bo co phn tch v khuyn ngh u t vi cc ni dung: Din bin tng th ca th trng; ng thi ca tng khu vc trong th trng; Hat ng ca tng cng ty trong mi khu vc. Bo co tng hp v phn tch nhng thng tin v cung cu th trng, tng lai chng khon; Bo co phn tch lung tin trn th trng, t nhn nh xu hng gi; Bo co phn tch cc thng tin v kinh t v m; Bo co v phn tch tnh hnh kinh t, tnh hnh TTCK th gii; Bo co thng tin v cc t cho bn chng khon; Cc thng tin khc c nh hng n gi v khi lng giao dch. Ni dung t vn cho khch hng gm: Gii thiu cho khch hng v cc chng khan mi pht hnh; Phng thc u t nhm gim thiu ri ro, ti a ha li nhun (lp danh mc u t) Thi im mua bn chng khan; Cc ngnh ngh trin vng; La chn dch v ti cng ty chng khan; a ra nhng khuyn ngh ph hp i vi tng khch hng;

Nhng dch v khc Chc nng cung cp cc sn phm v dch v ti chnh, gip khch hng thc hin giao dch theo yu cu v v li ch ca khch hng: L qu trnh bt u t vic hng dn m ti khan, tin hnh giao dch, xc nhn giao dch, thanh tan v chuyn kt qu giao dch cho khch hng. Cc cng vic hu mi nh: chm sc ti khon khch hng, tip tc a ra nhng khuyn co v cung cp thng tin, theo di nm bt nhng thay i ca khch hng trong cuc sng v tnh hnh ti chnh, thi chp nhn ri ro v khuyn ngh phng thc u t ph hp vi tnh hnh th trng. Khi thc hin chc nng ny, ngi mi gii nhn danh cng ty v v quyn li ca khch hng. 1.2.3. Nh mi gii chng khon. 1.2.3.1. Khi nim Mi gii chng khon (MGCK) l ngi i din, bo v quyn li cho khch hng, c th l t chc, cng ty hay c nhn, thng qua vic t vn, thc hin cc giao dch. V vy, cng vic ca ngi MGCK bao gm thu thp v thm nh thng tin v th trng c phiu trong hoc ngoi nc, chng khon v tri phiu chnh ph; trn c s a ra li khuyn thch hp cho khch hng... 1.2.3.2. Phn loi Ty theo qui nh ca mi nc, cch thc hot ng ca tng S giao dch chng khon m ngi ta c th phn chia thnh nhiu loi nh mi gii khc nhau nh sau: Mi gii dch v: L loi mi gii c th cung cp y dch v nh mua bn chng khon, gi h c phiu, thu c tc, cho khch hng vay tin, cho vay c phiu bn trc, mua sau v nht l c th cung cp ti liu, cho kin c vn trong vic u t. Mi gii chit khu: L loi mi gii ch cung cp mt s dch v nh mua bn h chng khon. i vi mi gii loi ny th khon ph v hoa hng nh hn mi gii ton dch v v khng c t vn, nghin cu th trng. Mi gii y nhim hay mi gii tha hnh: y l nhng nhn vin ca mt cng ty chng khon thnh vin ca mt S giao dch, lm vic hng lng ca mt cng ty chng khon v c b tr thc hin cc lnh mua bn cho cc cng ty chng khon hay cho khch hng ca cng ty trn sn giao dch. V th h c tn chung l mi gii trn

sn. Cc lnh mua bn c chuyn n cho cc nh mi gii tha hnh ny c th t vn phng cng ty, cng c th t cc mi gii i din. Mi gii c lp hay mi gii 2 la: Mi gii c lp chnh l cc mi gii lm vic cho chnh h v hng hoa hng hay th lao theo dch v. H l mt thnh vin t b tin ra thu ch ti S giao dch (sn giao dch) ging nh cc cng ty chng khon thnh vin. H chuyn thc thi cc lnh cho cc cng ty thnh vin khc ca S giao dch. S d c iu ny l ti cc S giao dch nhn nhp, lng lnh phi gii quyt cho khch hng ca cc cng ty chng khon i khi rt nhiu, cc nhn vin mi gii ca cc cng ty ny khng th lm xu hoc v mt l do no vng mt. Lc cc cng ty chng khon s hp ng vi cc nh mi gii c lp thc hin lnh cho khch hng ca mnh v tr cho ngi mi gii ny mt khon tin nht nh. Ban u cc nh mi gii c lp c tr 2 la cho mt l trn chng khon (100 c phn) nn ngi ta quen gi l mi gii 2 la. Mi gii c lp cng c gi l mi gii trn sn h ng vai tr khng khc g mt mi gii tha hnh, ch khc l h c t cch c lp tc h khng i din cho bt k mt cng ty chng khon no c. Nh mi gii chuyn mn: Cc S giao dch chng khon thng qui nh mi loi chng khon ch c php giao dch ti mt im nht nh gi l quy giao dch, cc quy ny c b tr lin tip quanh sn giao dch. Trong quy giao dch c mt s nh mi gii c gi l nh mi gii chuyn mn hay chuyn gia. Cc chuyn gia ny ch giao dch mt s loi chng khon nht nh. Nh mi gii chuyn mn thc hin 2 chc nng ch yu l thc hin cc lnh giao dch v lnh th trng. 1.2.4 Cc nhn t tc ng n hot ng mi gii chng khon. 1.2.4.1. Nhn t ch quan y l nhng nhn t nh hng trc tip ti hot ng ca CTCK ni chung cng nh hiu qu hot ng mi gii ca CTCK ni ring. Nhn t ch quan l nhng nhn t thuc v bn thn cng ty. i ng nhn vin mi gii. Con ngi l nhn t hng u cho s pht trin hot ng ti CTCK. i vi hot ng mi gii mang nhiu nt c trng c bn nh vy th i hi i ng nhn vin khng ch c kin thc chuyn mn v x hi su rng, am hiu php lut m cn i hi phi lun tun th chun mc o c ngh nghip v lm vic vi tinh thn trch nhim cao. y l nhng yu t quan trng to lp v duy tr nim tin ca

khch hng i vi CTCK. Mc tiu ca cc CTCK l lm sao thu ht c nhiu nh u t, m rng mng li hot ng , mun t c mc tiu nh vy th cc cng ty phi c chin lc tip cn khch hng tim nng, chnh nhng nhn vin mi gii l nhng ngi u tin cho khch hng hnh nh u tin v CTCK. Do vy i ng nhn vin mi gii phi trang b cho mnh nhng k nng cn thit nh: k nng tm kim khch hng, k nng truyn t thng tin, k nng khai thc thng tin, k nng bn hng. Mt CTCK vi i ng nhn vin c trnh chuyn mn cao,tun th o c ngh nghip, nng ng, on kt s l nn tng cho s thnh cng ca cng ty. Chin lc kinh doanh ca cng ty Chin lc kinh doanh ca cng ty cng l mt nhn t quan trng nh hng trc tip ti hiu qu hot ng mi gii ca CTCK. Ban lnh o phi xc nh chin lc tng th t ban lnh o cng ty s xy dng chin lc pht trin, chnh sch ph hp cho hot ng mi gii tng giai on, tng thi k khc nhau. Mi chnh sch khc nhau, cch thc hin chnh sch khc nhau th kt qu cng s khc nhau. Nu ban lnh o cng ty khng t mi quan h gia hot ng mi gii v hot ng khc trong mi quan h tng h th hiu qu cng ty thu c s khng cao, lc cng ty s khng to c ch ng, danh ting v uy tn trn th trng. Uy tn v quy m vn ca CTCK Tm l chung ca cc nh u t, c bit i vi nh u t cha c kinh nghim khi tham gia vo th trng l h s tm n CTCK c uy tn cng vi i ng nhn vin mi gii tin cy c u t hoc t vn cho h trong quyt nh u t m bo c s an ton hiu qu. Do vy uy tn l mt yu t quyt nh s thnh cng ca CTCK. Khi bt u tin hnh hot ng kinh doanh th bt c doanh nghip no cng cn phi c vn. c bit l kinh doanh chng khon l mt trong nhng ngnh ngh phi c vn php nh. Vn ny s gip cng ty hnh thnh nn trang thit b c s vt cht, ng thi s gip cng ty chi tr cc khon chi ph nh: chi ph ngun nhn lc, chi ph tm kim, chi ph nghin cu . i vi hot ng mi gii mc vn ti thiu phi l 25 t. Thc t cho thy rng quy m vn ca cng ty c nh hng trc tip n vic cng ty c th m rng mng li chi nhnh thu ht khch hng hay khng. C s vt cht k thut v cng ngh. C s vt cht hin i l nhn t m bo cho vic tip nhn v thc hin lnh ca khch hng c nhanh chng, chnh xc. C s vt cht k thut ca mt cng ty

bao gm h thng sn giao dch, h thng bng in t, h thng thng tin ni b, trang thng tin in t phc v cho hot ng giao dch chng khon, cng b thng tin C s vt cht k thut hin i s to cho cc nh u t cm gic thoi mi, tin dng t xy dng ln hnh nh p v cng ty trong mt khch hng. c bit h thng thng tin hin i s gip cng c nim tin ca nh u t v h tin rng lnh ca mnh lun c nhp v thc hin kp thi, nhanh chng, chnh xc. Do vy c s vt cht k thut hin i l mt yu t quan trng i vi hot ng mi gii, nht l vic thu ht khch hng. S pht trin ca cc hot ng khc. Hot ng mi gii l mt trong nhng hot ng c bn ca CTCK, do n c tc ng qua li vi cc hot ng khc ca CTCK. Ta thy rng nhng hot ng Marketing nhm qung b hnh nh sn phm v dch v ca cng ty s thu ht c nhiu khch hng n vi b phn mi gii. B phn mi gii hot ng tt s cng c hn na lng tin ca khch hng i vi cng ty. ng thi trong qu trnh tip xc trao i vi khch hng nhn vin mi gii s tip nhn nhng thng tin, nm bt c nhng nhu cu, tm l ca khch hng t phn nh n b phn nghin cu pht trin, t b phn ny s nghin cu pht trin nhng sn phm tho mn nhu cu ca khch hng. Nh vy cc hot ng trong CTCK lun h tr b sung cho nhau cng pht trin. b. Nhn t khch quan. Trnh pht trin ca nn kinh t v s n nh chnh tr. Cho n nay, TTCK thit lp hu ht cc nc c nn kinh t th trng v c th ni TTCK gn lin vi s pht trin ca nn kinh t th trng, khng c nc no c nn kinh t pht trin m khng c s hot ng ca TTCK. Do vy TTCK l biu tng ca nn kinh t hin i, ngc li s pht trin ca nn kinh t l mt trong nhng yu t tc ng n hot ng ca TTCK ni chung, hot ng ca CTCK ni ring, t tc ng n hot ng mi gii chng khon. Nu mt quc gia c nn kinh t pht trin n nh bn vng s to c nhiu vic lm mi gim t l tht nghip, tng thu nhp, nng cao mc sng ca ngi dn. Do thu nhp ca dn c tng m bo cho nh u t c kh nng chuyn tit kim thnh u t trn TTCK. Mun u t trn TTCK cc nh u t phi thng qua cc CTCK thc hin vic mua bn, iu ny s thc y s hot ng mnh m v pht trin ca cc CTCK. Mt quc gia c nn kinh t tng trng n nh s gim thiu c ri ro

ng thi nng cao hiu qu ca hot ng u t, iu ny khng ch hp dn cc nh u t trong nc m cn thu ht thm c nhiu nh u t nc ngoi. iu ny s thc y cc CTCK m rng hot ng dch v trong c vic thc y hot ng mi gii pht trin theo. Mt khc s n nh v chnh tr cng to thun li cho s pht trin kinh t bn vng hn, do gp phn tng tnh hp dn ca TTCK trong nc, to tin cc CTCK hot ng tt trong c hot ng mi gii. S pht trin ca th trng chng khon CTCK ni chung v hot ng mi gii chng khon l mt b phn con nm trong tng th l TTCK. Do TTCK pht trin th CTCK, hot ng mi gii mi pht trin theo c. TTCK pht trin c th hin qua cc phng din nh: s lng thnh vin tham gia th trng, quy m ca cc cng ty nim yt, hng ho trn th trng phong ph v a dng v s lng v cht lng. TTCK pht trin cng vi h thng cng b thng tin ca n gip cc nh u t tip nhn c nhng thng tin chnh xc tin cy kp thi t gim thiu ri ro khi tham gia th trng, gip cc nh u t co nim tin tham gia u t. Khi tham gia th trng cc nh u t lun mong mun ng vn ca mnh b ra l c hiu qu do vy nh u t lun cn n s t vn gip thc hin giao dch ca ngi mi gii. Nh vy m hot ng mi gii tr ln linh hot v pht trin mnh m hn. H thng php lut H thng php lut l mt trong nhng yu t khch quan tc ng n CTCK ni chung cng nh hot ng mi gii ni ring. Khi h thng vn bn php lut y , hon thin v ng b s to iu kin cho th trng hot ng n nh cng bng, khuyn khch cc nh u t tham gia vo th trng, to nim tin cho cng chng u t. T to c s cho s pht trin ca hot ng mi gii. Ngc li s pht trin v cha hon thin ca h thng vn bn php lut s ngn cn s pht trin ca CTCK theo th hot ng mi gii cng khng th hot ng tt v c hiu qu c. c bit h thng vn bn php lut r rng s gip gii quyt trong nhng trng hp xy ra tranh chp. Mc cnh tranh gia cc CTCK. Cnh tranh l mt yu t mang tnh cht lng, c tnh chn lc cao, bi canh tranh l yu t lm cho cc CTCK gim chi ph, nng cao cht lng dch v m mnh cung cp. Khi c nhiu CTCK cng thc hin hot ng mi gii th vic thu ht

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khch hng n vi cng ty s c nhiu kh khn, do vy i hi cc CTCK phi a ra nhng sn phm dch v c o, cht lng cao, tho mn nhu cu ca khch hng v vy cnh tranh lm hot ng mi gii ca CTCK ngy cng mt pht trin. T y CTCK phi xc nh v tr v thc lc ca mnh cng nh ca i th trn th trng t c chin lc ph hp nhm ng vng trn th trng cng nh m rng mng li hot ng. Kin thc ca cng chng u t. Nhn thy rng cng chng u t l yu t quan trng to nn cung cu chng khon. Nh vy khi cc nh u t c kin thc, s hiu bit v TTCK, c thi qun s dng s tin nhn ri vo hot ng u t th mt lng vn ln c a vo phc v cho s pht trin kinh t. Khi cng chng u t c kin thc th lc ny vic truyn t thng tin ca nhn vin mi gii s tr ln d dng hn, mt khc khi nh u t c trnh th h s tham gia th trng mt cch tch cc hn, kin thc v chng khon ca nh u t ngy cng tng th i hi yu cu ca h i vi ngi mi gii ngy cng tng. Chnh iu ny gp phn pht trin hot ng mi gii cng nh nng cao tnh si ng ca th trng. II. Thc trng hot ng mi gii chng khon ca cng ty c phn chng khon Vndirect 2.1. Tng quan v cng ty c phn chng khon Vndirect 2.1.1 Qu trnh hnh thnh v pht trin. Cng ty C phn Chng khon VNDirect - thnh vin ca Tp on u t IPA, c thnh lp v hot ng theo giy php ca y ban chng khon Nh nc t nm 2006. Ban u, cng ty C phn Chng khon VNDIRECT hot ng theo Giy chng nhn ng k kinh doanh s 0103014521 ngy 07 thng 11 nm 2006 do S K hoch v u T Thnh ph H Ni cp. Sau khi Lut Chng khon ra i, quy nh hot ng ca cc cng ty chng khon chu s kim sot ca y ban Chng khon, Cng ty tin hnh i mi giy php kinh doanh. UBCK cp Giy php thnh lp v hot ng cng ty chng khon s 22/UBCK-GPHKD cho VNDIRECT vo ngy 16/11/2006. Cc ct mc quan trng trong qu trnh hot ng ca VNDIRECT: - Thng 11/2006: Thnh lp VNDIRECT vi vn iu l 50 t ng; - Thng 04/2007: Thnh lp chi nhnh TP. H Ch Minh theo Quyt nh s

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294/UBCK-GP ngy 08/05/2007 ca UBCKNN; - Thng 11/2007: Cng ty tng vn iu l ln 300 t ng theo Quyt nh s 87/UBCK-GP ngy 19/11/2007 ca UBCKNN; - Thng 12/2008: Cng ty thay i a im tr s chnh: S 1 Nguyn Thng Hin, Hai B Trng, H Ni theo Q s 177/UBCK-GP ngy 08/12/2009 ca UBCKNN; - Thng 03/2009: Theo Q s 220/UBCK-GP ngy 20/03/2009 v vic thay i ngi i din theo php lut l b Phm Minh Hng chc danh Gim c Cng ty C phn Chng khon VNDIRECT. -Thng 02/2010: Theo Q s 301/UBCK-GP ngy 08/02/2010 ca UBCKNN v vic iu chnh Giy php hot ng vi vn iu l l 450 t ng. - Nm 2008, VNDirect l 1 trong 4 cng ty chng khon lt vo danh sch 500 doanh nghip t nhn ln nht Vit nam do bo Vietnamnet v Cng ty c phn Bo co nh gi Vit Nam (Vietnam Report) bnh chn. - Nm 2009, VNDirect nhn gii thng Thng hiu Chng khon Uy tn 2009 do Hip hi Kinh doanh Chng khon Vit Nam (VASB), y ban Chng khon Nh nc (SSC), Trung tm Thng tin Tn dng ca Ngn hng Nh nc Vit Nam (CIC), v cc t chc uy tn khc phi hp t chc. - Thng 12/2009, VNDirect lt vo danh sch Top 200 thng hiu Tin & Dng 2009 ca chng trnh Tin v Dng 2009 do Thi bo Kinh t Vit Nam t chc. VNDIRECT c xp th hng cao nht trong s cc cng ty chng khon c bnh chn, th 2 trong khi ti chnh ngn hng. nghip v kinh doanh, bao gm hot ng mi gii, lu k chng khon, t vn ti chnh doanh nghip, t doanh, bo lnh pht hnh v qun l danh mc u t. VNDIRECT hin l mt trong 10 cng ty c th phn GD ln nht trn HSX & HNX. Cng ty nim yt trn s giao dch chng khon H Ni thng 03/2010. Vi mc vn iu l 1000 t ng, VNDIRECT hin ang s hu mt h thng h tng cng ngh hin i bc nht Vit nam, cng vi gii php phm mm tin phong do chnh i ng k thut cng ty pht trin, m bo cho php cng ty c th kp thi p ng vi cc yu cu sn phm v dch v d nh nht ca tng nh u t. i ng 300 con ngi c nn tng kin thc ti chnh chuyn su, b dy kinh nghim v mi trng u t v chun mc o c ngh nghip cao gip VNDIRECT khng nh c v th l mt trong nhng la chn hng u ca cc nh u t hin nay.

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2.1.2 B my t chc i hi ng c ng Ban kim sot Hi ng qun tr Ban tng gim c Hnh chnh nhn s Qun tr ri ro v gii php tc nghip

Php ch

K ton kim sot

Khi mi gii

Khi phn tch v u t

Khi ti chnh doanh nghip

Khi nghip v

Khi CNTT

2.1.2.1.i Hi ng C ng i Hi ng C ng bao gm tt c cc c ng c quyn biu quyt, l c quan c thm quyn c quyt nh cao nht ca Cng ty theo Lut Doanh nghip v iu l Hot ng ca Cng ty. i Hi ng C ng c quyn bu, min nhim v bi nhim thnh vin Hi ng Qun tr, Ban Kim sot theo cc quy nh c th trong iu l Hot ng ca Cng ty. 2.1.2.2.Hi ng Qun tr Hi ng Qun tr quyt nh hot ng kinh doanh, c ton quyn quyt nh, thc hin cc quyn v ngha v ca Cng ty, ngoi tr nhng vn thuc thm quyn ca i hi ng C ng. Hi ng Qun tr c quyn b nhim, min nhim, cch chc Tng Gim c. Quyn v ngha v ca Hi ng Qun tr c quy nh c th ti iu l ca Cng ty.

2.1.2.3. Ban Kim sot Ban Kim sot c quyn gim st Hi ng Qun Tr, Tng Gim c trong vic iu hnh, qun l Cng ty; chu trch nhim trc php lut v i Hi ng C ng v vic thc hin cc quyn v ngha v ca mnh. 2.1.2.4. Ban Tng Gim c

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Ban Tng Gim c do Hi ng Qun tr b nhim, bao gm 01 Tng Gim c v 01 Ph Tng Gim c. Tng Gim c iu hnh hot ng hng ngy ca Cng ty v chu trch nhim trc Hi ng Qun tr v trc php lut v vic thc hin cc quyn v ngha v ca mnh. 2.1.2.5. Cc Phng Ban Khi Mi gii Khi kinh doanh mi gii l b phn hot ng chnh v ct li ca VNDIRECT v hot ng theo nguyn tc trung tm li nhun. Vi nh hng tr thnh cng ty chng khon bn l, VNDIRECT tp trung xy dng h thng cng ngh ph hp gip Cng ty c th m rng mng li khch hng rng khp, thng qua tin ch dch v trc tuyn v call center. Hin nay, khi mi gii c chia ra lm 5 b phn: Phng dch v Direct Phng dch v Qun l ti khon ring (Prime account) Phng dch v c bit Phng dch v khch hng Phng pht trin kinh Khi ti chnh doanh nghip Khi ti chnh doanh nghip l trung tm li nhun th hai, m ng nhim v xy dng quan h vi cc doanh nghip v nh ch ti chnh, qua xy dng nng lc cung cp dch v t vn v hot ng ti chnh, t vn iu hnh qun tr v t vn quan h nh u t cho i tng l cc doanh nghip. Khi Phn tch v T vn u t Khi phn tch v t vn u t, hin vn l khi h tr, v cng ty c k hoch nng cp ln thnh trung tm li nhun. Khi Nghip V giao dch (Back Office) Khi nghip v giao dch (BO) l khi k ton giao dch v kim sot nghip v. B phn c trch nhim hch ton cc giao dch ca cng ty v ca khch hng trn h thng, thc hin cc nghip v thanh ton tin v lu k chng khon, x l bo co khp lnh, qun l s c ng v cc nghip v kim sot giao dch v x l ti khon. Phng k ton kim sot: C trch nhim cn i kim sot s sch theo ngy v theo thng, lp bo co tng hp, bo co qun tr, bo co thu v bo co cho cc c quan chc nng, theo

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di vic thc hin k hoch ca cc b phn kinh doanh v k hoch chi ph ca cc b phn nghip v Khi Cng Ngh Thng Tin ca VNDirect bao gm 03 phng chc nng l: Phng tin hc (Phng IT) Phng pht trin phn mm Phng gii php nghip v Phng Hnh chnh Nhn s Chu trch nhim tuyn dng, o to v pht trin ngun nhn lc, phn b ngun nhn lc hp l h tr cc phng ban khc v h tr s pht trin chung ca Cng ty. Phng Qun tr Ri ro v Gii php Nghip v Phng Qun tr Ri ro v Gii php Nghip v c trch nhim xy dng h thng kim sot ri ro th trng v cc ri ro khc c lin quan n hot ng giao dch chng khon ca nh u t, hot ng kinh doanh chng khon v dch v ti chnh ca Cng ty Phng Php ch c chc nng m bo tun th php lut trong hot ng ca Cng ty, kim sot v ngn nga cc ri ro php l trong hot ng ca Cng ty. 2.2. Thc trng hot ng mi gii ca cng ty c phn chng khon Vndirect 2.2.1. Hot ng mi gii ti cng ty VNDirect Ngay t nhng ngy u, VNDIRECT nh hng xy dng cng ty tr thnh cng ty chng khon cung cp dch v mi gii bn l, trn nn tng h thng cng ngh hin i, qui trnh nghip v khoa hc c kim sot cht ch, v cht lung v o c ca i ng nhn vin dch v ph hp vi i tng khch hng mc tiu la chn. Cng ty xy dng c mt uy tn thng hiu tng i i chng, phong cch dch v thn thin v chuyn nghip, tin cy, ph hp vi cc nh u t c nhn. Cng ty c chin lc chim lnh phn khc nh u t nh, trung thnh vi dch v Cng ty, to uy tn v tnh i chng ca thng hiu, ph hp vi nng lc dch v ca i ng trong giai on khi u, do , th phn ca VNDIRECT cha ln v n qu 4 nm 2009, Cng ty mi lt vo top 10 cng ty c th phn giao dch c phiu ln nht. Do c im Cng ty c tr s chnh H ni, nn th phn mi gii ca VNDIRECT ti th trng ny hin cao hn ti thnh ph H Ch Minh, chim 3,17% tng th phn mi gii c phiu trn sn Giao dch Chng Khon H Ni HNX v a VNDIRECT xp th 8 trong 10 cng ty dn u th phn mi gii sn

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HNX trong nm 2009 (theo Cng b Thng tin v xp hng th phn gi tr giao dch mi gii cc cng ty chng khon ca HNX ngy 07/01/2010) Mt trong nhng li th cnh tranh ca VNDIRECT l Cng ty xy dng h thng cng ngh thng tin hu hiu phc v hot ng mi gii chng khon. Trang web thng tin ca VNDIRECT, vi s lng truy cp rt cao, tr thnh mt cng c marketing hu hiu cho Cng ty trong vic thu ht nh u t n m ti khon ti Cng ty. Cng ty ang c k hoch nng cp h thng web ln mt phin bn mi, gip nh u t c th tng tc vi i ng ca Cng ty t xa v c giao din thn thin hn. Hin ti, trong giao dch vi VNDIRECT, nh u t c th thc hin tt c cc nghip v t xa, bao gm t bc m ti khon, chuyn tin, t lnh, thc hin quyn, ti tra cu thng tin ti khon v truy cp trao i vi i t vn u t. VNDIRECT xy dng mng li trung tm dch v khch hng 8 tnh trn ton quc, vi h thng giao dch t lnh ca Cng ty c thit k k lng gip nh u t c th yn tm t lnh qua 3 knh: H thng tng i Call Center ti s in thoi 1900-545-409; thoi di ng ci t GPRS hoc kt ni wifi ti

- Trc tuyn qua website http://www.vndirect.com.vn - in

http://mobile.vndirect.com.vn VNDIRECT t ho l cng ty chng khon u tin xy dng h thng tng i in thoi cho khch hng qua s in thoi hotline 1900-545 409 thc hin vic t lnh, tra cu thng tin v dch v khch hng khc. H thng ca VNDIRECT lun m bo cng sut cng lc x l c nhu cu t lnh ca nh u t. VNDIRECT cng l cng ty th hai trn th trng c cho php nh u t giao dch trc tuyn gip nh u t kim sot ti khon giao dch chng khon ca mnh v t lnh mi lc, mi ni. H thng giao dch t xa ca VNDIRECT c thit k vi hai lp bo mt (tn truy cp - mt khu truy cp v th bo mt VTOS). Nh u t hon ton yn tm thc hin mi giao dch chng khon vi h thng bo mt tuyt i trong cc hot ng: - t lnh mua/ bn/ hy/ sa chng khon; - Kim tra trng thi lnh t; - Kim tra s d ti khon; - Tra cu lch s giao dch;

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- S dng cc dch v h tr ti chnh nh: ng trc tin bn trc tuyn ngay khi c thng bo khp lnh bn chng khon, Chuyn tin trc tuyn. - Tra cu thng tin thc hin quyn ca cc c phiu s hu trong danh mc ti ngy giao dch khng hng quyn. VNDIRECT gip khch hng thc hin quyn mua chng khon pht hnh thm v chuyn nhng quyn mua chng khon. - Qun l danh mc u t, Qun l danh mc chng khon VNDIRECT l mt trong nhng cng ty chng khon u tin kt ni thng sn vi HOSE v HNX mang n cho Nh u t tc v s thun tin vt tri i vi cc giao dch mi chng khon. Chnh nh nhng n lc khng ngng lin tc a ra th trng nhng sn phm t ph v mi gii chng khon nn trong 3 nm k t khi thnh lp, dch v mi gii ca VNDIRECT lun c nh u t nh gi cao, em li cho VNDIRECT v th ca mt trong cc cng ty ng u v th phn mi gii trn hai sn giao dch H Ni v TP H Ch Minh. ng thi hot ng mi gii cng tr thnh hot ng em li doanh thu n nh v ng th 2 v quy m trong c cu doanh thu ca VNDIRECT trong cc nm 2007 2009. Ngay trong nm 2008, khi th trng c nhng din bin rt khng thun li, doanh thu t mng mi gii ca VNDIRECT, tuy c b nh hng, nhng mc suy gim vn gii hn nh hn so vi din bin chung ton th trng. Trong nm 2009, khi th trng n nh tr li, hot ng mi gii nhanh chng ly li tng trng, doanh thu mi gii ca c nm 2009 tng 183% so vi 2008 (Ngun: Bo co ti chnh c kim ton cc nm 2008 & 2009) 2.2.2 Quy trnh hot ng mi gii chng khon ca VNDIRECT Hot ng mi gii chng khon l nhm sn phm thuc th mnh, em li doanh thu li nhun n nh v gip khng nh thng hiu ca VNDIRECT. Hot ng mi gii chng khon ti VNdirect l mt hot ng khp kn, c thc hin theo nhng quy trnh c th bao gm tip th, m ti khon giao dch, t vn u t chng khon, giao dch chng khon, lu k chng khon, cc dch v h tr khch hng. 2.2.2.1. Tip th VNDIRECT hin v ang tin hnh cc hot ng quan h khch hng v qung b hnh nh c th nh sau: - T chc cc bui hi tho hng thng c s tham d ca cc khch mi l cc chuyn gia u ngnh trong cc lnh vc cp nht thng tin th trng, cc quy nh lut php lin quan n chng khon mi ban hnh cng nh cc kin thc k thut

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mi cho cc nh u t c nhn, gip cc nh u t c tip cn vi cc ngun thng tin ng tin cy cng nh c tham kho kin c lp ca cc chuyn gia. - Hp tc, chia s chia ph iu hnh cng h thng cc ca hng caf chuyn bit c t ngay ti cc tr s, vn phng ca VNDIRECT nhm to mt mi trng thun tin cho cc nh u t gp g, trao i thng tin sau cc phin giao dch. Mi qu tin hnh kho st ly kin nh gi ca khch hng v cht lng dch v ca VNDIRECT nm kp thi ci tin nhng im cn cha p ng c yu cu ca khch hng. Song song vi mc ch ny l xy dng mt h thng c s d liu nhm phn loi khch hng v pht hin cc sn phm dch v tim nng. 2.2.2.2. M ti khon giao dch Hin nay VNDIRECT cung cp cho khch hng rt nhiu phng thc m ti khon: M ti khon trc tip ti sn giao dch, m ti khon qua online trn website vndirect.com.vn, m ti khon qua tng i in thoi 1900545409, m ti khon ti tn ni. a. Quy trnh m ti khon giao dch chng khon ti sn giao dch:

Khch hng

i l nhn lnh VNDIREC

PGD ngn hng h tr

Hon tt th tc

- Nhn vin giao dch kim tra tnh trng m ti khon ca khch hng, ngh c bn hng dn m ti khon, trc khi quyt nh m Ti khon. Trong trng hp khch hng m Ti khon ti Cng ty chng khon khc, ngh khch hng ng Ti khon li. - Nhn vin giao dch yu cu khch hng xut trnh CMND. - Nhn vin giao dch cung cp h s m ti khon, hng dn khch hng in thng tin vo h s gm 02 bn hp ng m ti khon giao dch, 02 bn ph lc t lnh qua in thoi, 02 ph lc E-Stock v yu cu khch hng photo bn sao CMND/ H chiu. Biu ph giao dch v hng dn giao dch (Nhn vin giao dch s cung cp 02 bn giy u quyn giao dch khi khch hng c nhu cu). - Nhn vin giao dch kim tra ngay cc ch tit thng tin khch hng cung cp trn b h s m ti khon giao dch chng khon so vi CMND/h chiu ca khch hng . - Nhn vin giao dch nhp s liu vo h thng vi tnh h thng s cp t ng cho khch hng m s giao dch v nhn vin mi gii phi in m s giao dch

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vo m s giao dch trong hp ng; chuyn tr khch hng mt hp ng m ti khon giao dch, 01 ph lc t lnh qua in thoi, 01 ph lc E-Stock, 01 ph lc MStock, biu ph giao dch v hng dn giao dch. - Nhn vin giao dch cp th m s ti khon giao dch cho khch hng, hng dn khch hng m ti khon tin gi giao dch chng khon ti cc phng giao dch ngn hng h tr ca VNDIRECT. - Nhn vin giao dch lu tr h s vo ni quy nh, bao gm 01 b h s m ti khon giao dch v bn sao CMND. b. Quy trnh m ti khon online qua website www.vndirect.com.vn - Khch hng truy cp vo a ch trang web ca cng ty www.vndirect.com.vn. - Khch hng s thc hin cc bc theo hng dn, in thng tin c nhn ca mnh vo mc M ti khon, c k cc iu khon hp ng v hon tt vic ng k - H thng s gi mail ti hm mail khch hng ng k thng bo v vic hon thin h s m ti khon ti VNDIRECT. - hon tt h s, khch hng in h s lm 2 bn, k xc nhn, 1 bn CMT photo & giy t khc nu c ri gi v qua ng bu in cho cng ty. Nu khch hng m ti khon mt cng ty chng khon khc th cn tin hnh cc th tc ng ti khon cng ty chng khon . - Nhn vin giao dch s tin hnh cc th tc m ti khon v cung cp thng tin phn hi ti khch hng ngay sau khi nhn c th phn hi ca khch hng c. Quy trnh m ti khon thng qua tng i in thoi 1900545409 - Khch hng gi in n tng i 1900 545409 yu cu m ti khon giao dch ti cng ty VNDIRECT - Nhn vin giao dch s thc hin in tt c cc thng tin cn thit do khch hng cung cp sau s gi bn hp ng m ti khon ny cho khch hng - Sau khi nhn c bn hp ng, khch hng s k nhn v gi 2 bn hp ng ny km CMT photo qua ng bu in cho cng ty hon tt h s. Nu khch hng m ti khon mt cng ty chng khon khc th cn tin hnh cc th tc ng ti khon cng ty chng khon - Nhn vin giao dch s tin hnh m ti khon v cung cp thng tin phn hi ti khch hng ngay khi nhn c th phn hi. d. Quy trnh m ti khon ti ni khch hng yu cu:

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VNDIRECT CN. HCM trin khai dch v h tr hon ton min ph: M ti khon v t vn ti khon v t vn dch v tn ni. Khch hng ch cn lin h vi cng ty, nhn vin giao dch s ti tn ni gip khch hng tin hnh cc th tc m ti khon cng nh cung cp cc thng tin t vn v tr li cc thc mc ca khch hng. 2.2.2.3 Thc hin giao dch a. Giao dch ti sn B phn Mi gii hng dn khch hng in vo Phiu lnh t mua hoc t bn theo mu ca Cng ty. Ni dung thng tin trn Phiu lnh bao gm: - H v tn ch ti khon, s CMND - H v tn ngi c y quyn, s CMND - S ti khon - Lnh Mua/Bn - M chng khon - S lng - Gi - Ngy, thng, nm

- K tn Phiu lnh sau khi in y thng tin s c cn b mi gii kim tra tnh hp l v ch k ca ngi giao dch. Nu pht hin ra sai, st cn b mi gii yu cu khch b sung hoc vit li, khng chp nhn ty xo trn phiu lnh. Trong trng hp c nhu cu thc hin giao dch tho thun, B phn Mi gii ngh khch hng k phiu lnh Mua/Bn theo yu cu Giao dch tho thun v s thng tin vi i din giao dch trong sn hoc cc cng ty chng khon khc : - Cho nhu cu giao dch tho thun ca khch hng - Thng lng v gi c, khi lng Sau khi giao dch c tho thun B phn Mi gii s hng dn khch hng ghi phiu lnh theo ng khi lng v gi c tho thun gia bn mua v bn bn. Sau khi tip nhn lnh ca khch hng, cn b Mi gii thc hin nhp thng tin trn Phiu lnh Mua hoc Bn chng khon ca khch hng. Phn mm giao dch ca Phng mi gii s t ng tin hnh kim tra v phong to s d ti khon tin hoc s d ti khon chng khon ca khch hng (t l k qu s c thit lp trong tng thi k ph hp vi quy nh ca U ban chng khon Nh nc). Trong trng hp khch hng thiu tin hoc thiu chng khon trn mn hnh s hin th cc thng bo khch hng khng tin giao dch hoc khch hng khng chng khon giao dch. - Nu Phiu lnh ca khch hng iu kin s c phn mm Giao dch x l v kt thc trng thi Duyt"

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- Nu khch hng khng c tin hoc chng khon trn ti khon tng ng vi Phiu lnh c t, cn b Mi gii s yu cu khch hng vit li Phiu lnh hoc yu cu khch hng b sung tin hoc chng khon cho ph hp. Lu : i vi nhng khch hng c tn nhim (trong trng hp thiu tin trn ti khon) th Phiu lnh ca khch hng s c chuyn cho Ph trch giao dch xt duyt. Nu c chp thun cn b mi gii tip tc thc hin lnh theo yu cu khch hng. Ht phin giao dch nu lnh ca khch hng c thc hin cn b mi gii s yu cu khch np b sung s tin cn thiu (nu c) ngay trong ngy. - Trng hp Khch hng mun hy, sa giao dch, Khch hng phi in y thng tin vo phiu lnh hy hoc phiu lnh sa do VNDIRECT lp ra sau chuyn cho nhn vin giao dch thc hin lnh. Lnh hy, sa giao dch ca khch hng s c thc hin nu lnh ca khch hng cha c khp hoc c khp mt phn. b. Giao dch qua tng i in thoi 1900545409 - Khch hng gi n tng i t s in thoi ng k s nhn c s hng dn ca nhn vin mi gii. Khch hng s cung cp thng tin v: + Loi lnh mua/bn chng khon + H v tn ch ti khon + S ti khon giao dch chng khon + M chng khon, s lng, gi

+ S CMND (h chiu) + Mt khu t lnh - Sau khi nhn vin mi gii nhn lnh qua in thoi kim tra s d tin hoc s d chng khon, nhn vin mi gii nhn lnh s xc nhn li thng tin ca lnh khch hng. Ton b thng tin t lnh qua in thoi s c ghi m v lu gi li VNDIRECT - Sau khi nhn lnh ca Khch hng, VNDIRECT chuyn lch vo h thng ca S giao dch chng khon TP. H Ch Minh (HOSE), Trung tm giao dch chng khon H Ni (HNX) mt cch chnh xc v nhanh chng - Sau phin giao dch, nu lnh ca Khch hng c thc hin, Khch hng s c nhn thng bo kt qu giao dch ti b phn mi gii ca cng ty - Trng hp Khch hng mun hy, sa giao dch, Khch hng gi in n tng i, yu cu nhn vin mi gii ca VNDIRECT hy, sa lnh t (Ch hy, sa lnh cha khp hoc c khp mt phn) c. Giao dch trc tuyn qua www.vndirect.com.vn - Cch thc t lnh: + Khch hng truy cp vo trang web, truy cp vo ti khon online

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+ Vo tab Giao dch trc tuyn t lnh + Chn cc thng s: mua/bn, m CK, s lng, loi lnh, gi, hiu lc ca lnh, chi tit lnh v Xc nhn mt khu

- Cc lnh t mua v bn ca Khch hng u c chuyn thng vo h thng ch ca Trung tm giao dch chng khon m khng cn thng qua nhn vin mi gii. Thi gian t lnh c thng nht t 8h n 11h hng ngy theo ng thi gian giao dch ca cc trung tm giao dch chng khon. - Khi Khch hng t lnh trc tuyn mua bn chng khon ti hai trung tm giao dch chng khon H Ni v Tp.HCM, kt qu khp lnh s c nhn vo in thoi di ng sau khi kt thc phin giao dch. - Trng hp Khch hng mun hy, sa giao dch khch hng phi truy cp vo ti khon online, chn "Giao dch trc tuyn", chn tip "Chi tit lnh giao dch" + Kch vo mc Hu/ Sa trong ct Phng thc t lnh

+ Hu/ sa lnh i vi cc trng hp lnh cha khp hoc cha khp hon ton v khng cng t nh k vi sn HOSE + Xc nhn mt khu giao dch v xem trng thi Hu/ sa

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d. Kim tra thng tin trong ti khon ca mnh nh s d tin, chng khon, thng tin lnh khp - kim tra thng tin trong ti khon ca mnh nh s d tin, chng khon, thng tin khp lnh, tra cu v quyn ... khch hng c th gi in trc tip n tng i 1900 545409 c tr gip. - Khch hng c th truy cp vo VNDIRECT Online www.vndirect.com.vn >>> Phn Giao dch trc tuyn tra cu thng tin ti khon ca mnh + tra cu v s d tin v chng khon, Qu khch truy cp vo mc Giao dch trc tuyn >> Qun l Danh mc >>> Bn cn i ti khon + tra cu thng tin khp lnh, Qu khch truy cp vo mc Giao dch trc tuyn >> Trng thi lnh giao dch. - Khch hng son tin nhn theo c php sau v gi n tng i 6089 St t 1 Ni dung Truy vn s d tin mt v s d chng khon 2 Tra cu gi Mu cu trc

VNDS SD Sohopdong Gia [MaCK1] [MaCK2]

chngVNDS

khon cp nht Ngn hng

[MaCK3] caVNDS TKB

Truy vn s ti khon 3 VNDIRECT 2.2.2.4. T vn u t chng khon T vn u t chng khon l hot ng t vn v gi tr chng khon, nhn vin mi gii thng xuyn trao i vi khch hng, cung cp thng tin ti khch hng. Qu trnh t vn cng c thc hin theo mt quy trnh cht ch. Vi vai tr l ngi t vn tin cy ca khch hng, hin nay VNDIRECT cung y cc dch v t vn a dng, hu ch bao gm: - T vn kin thc v lut php v chng khon v th trng chng khon - T vn nh gi chng khon, gip khch hng la chn chin lc u t hp l

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- T vn qu khch hng v cc yu t ri ro lin quan n chng khon v th trng chng khon, xut cc gii php gip nh u t phng nga ri ro, t xy dng danh mc u t v chin lc phng nga ri ro hiu qu. - Thng xuyn t chc cc bui hi tho, thuyt trnh v chng khon v th trng chng khon cho mi i tng nhm mang n s ph cp kin thc v loi hnh u t mi m ny. - Khch hng s c t vn trc tip hoc thng qua h thng in thoi, email, tin nhn, Website ca cng ty v vic u t chng khon v cc quy nh u t trn TTCK. - Truy cp vo trang web ca VNDIRECT ti a ch www.vndierct.com.vn, khch hng s c tip nhn cc thng tin mi nht t th trng chng khon thng qua: + Cc bo co giao dch hng ngy, thng k giao dch trn th trng chng khon Vit Nam + Cc thng tin cp nht v cc cng ty nim yt ti th trng chng khon trong v ngoi nc, v doanh nghip c phn ha, cc doanh nghip cha nim yt. + Cc bng bo co phn tch ti chnh cc cng ty nim yt do cc chuyn gia phn tch ca HBS thc hin. + Th trng chng khon o do VNDIRECT thit lp, gip Nh u t thc hnh giao dch chng khon nng cao hiu bit v k nng trong kinh doanh chng khon. - VNDIRECT H tr khch hng trong vic to vn u t chng khon thng qua cc dch v: cho vay cm c chng khon, cho vay ng trc tin bn chng khon, h tr u t chng khon 2.2.2.5 Lu k chng khon Khch hng nm gi nhiu loi chng khon khc nhau di dng bt ton ghi s hay chng ch chng khon do c th gp rt nhiu ri ro trong vic nm gi v qun l. V vy cng ty cng cung cp dch v cho khch hng v do chnh phng mi gii ph trch, hot ng ny cng c quy trnh p dng c th. Khi lu k chng khon ti VNDIRECT khch hng c cung cp y thng tin v ti khon lu k theo nh k, theo yu cu. m ti khon lu k, khch hng cn chun b cc giy t cn thit sau:

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- S c ng hoc Giy chng nhn s hu c phn (bn gc). - CMND/H chiu (bn ph t v bn gc i chiu) nu khch hng l c nhn hoc Giy ng k kinh doanh (bn ph t c cng chng) nu khch hng l t chc. - Phiu gi chng khon theo mu (do VNDIRECT cung cp) - Trng hp khch hng c ti khon giao dch ti VNDIRECT: Khch hng mang H s lu k chng khon trc tip n Sn giao dch ca VNDIRECT trn ton quc thc hin th tc lu k - Trng hp khch hng cha c ti khon giao dch ti VNDIRECT: + Khch hng cn chun b y cc giy t cn thit theo yu cu trong H s m ti khon giao dch chng khon v H s lu k chng khon nh trn. + Khch hng mang cc b h s n sn giao dch VNDIRECT m ti khon giao dch v lu k chng khon. Nhn vin Dch v Khch hng ca VNDIRECT s thc hin cc th tc cn thit lu k chng khon v thng bo kt qu lu k cho khch hng ngay khi nhn c thng bo t Trung tm lu k chng khon. 2.2.2.6. Cc dch v h tr Ngay t khi mi thnh lp VNDIRECT p dng dch v cho vay cm c, ng trc tin bn chng khon. Vic p dng cc dch v h tr ny gp phn thu ht mt lng ln khch hng. Ngay t khi mi thnh lp dch v ny c trin khai ti tr s chnh, sau tng bc c p dng ti cc chi nhnh. Hin nay, nhm p ng nhu cu ca Khch hng v h tr vn u t, VNDIRECT cung cp ti khch hng loi hnh Dch v Bo lnh tin Mua. Trong , Hn mc bo lnh do VNDIRECT quy nh theo tng t l c th trn nhng M chng khon c VNDIRECT chp thun v s thay i theo iu kin th trng. Khch hng c nhu cu s dng dch v Bo lnh tin Mua c th ng k ti quy giao dch ca VNDIRECT hoc gi in cho b phn Dch v Khch hng theo s 1900 545409 c hng dn 2.2.3 Mc ph giao dch Cng ty c phn chng khon VNDriect thng bo p dng biu ph dch v mi gim mt na so vi gi c t thng 5/2007. Theo , mc ph ti thiu cho mt ln giao dich thnh cng ti sn ny l 100.000VN; gi tr giao dch di 50 triu VND, nh u t s phi tr mc ph 0,40%; t 50 triu VND n 100 triu VND mc

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ph l 0,36%; t 100 triu VND n 200 triu VND mc ph l 0,32%; t 200 triu VND n di 500 triu VND mc ph 0,28%; trn 500 triu VND mc ph cn 0,25%. Hng ti cc hot ng tri n khch hng nhn dp Quc khnh 02/09/2011, ngy 01/09/2011 ti y, Cng ty C phn Chng khon VNDirect chnh thc p dng mc ph giao dch u i 0,15% cho mi giao dch mua, bn c phiu v chng ch qu u t c nim yt ti S Giao dch Chng khon H Ch Minh v S Giao dch Chng khon H Ni, Sn giao dch Upcom trn ton h thng. i tng p dng l khch hng s dng gi dch v c bn ca VNDirect. STT 1 2 3 4 5 Dch v mi gii Tng gi tr giao dch: - Di 50 triu ng Tng gi tr giao dch: - T 50 triu ng n di 100 triu ng Tng gi tr giao dch: - T 100 triu ng n di 200 triu ng Tng gi tr giao dch: - T 200 triu ng n di 500 triu ng Tng gi tr giao dch: - T 500 triu ng tr ln n v yt gi Mc gi Ti sn HOUSE < 49.900 - Giao dch theo phng thc khp 50.000 - 99.500 > 100.000 lnh: C phiu, CC Qy T 100 ng 500 ng 1.000 ng Mc ph 0,40% 0,36% 0,32% 0,28% 0,25%

- Giao dch theo phng thc tha thun l ln: Khng qui nh n v yt gi. Ti sn HNX - n v yt gi cho giao dch bo gi c phiu v tri phiu l 100 ng. - Khng quy nh n v yt gi vi giao dch tha thun. Ti sn UpCom: n v yt gi cho c phiu l 100 ng, tri phiu khng quy nh. 2.3. nh gi thc trng hot ng mi gii ti cng ty c phn chng khon VNDS 2.3.1. Doanh thu mi gii v kt qu t c .

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Doanh thu t hot ng mi gii chng khon l mt phn quan trng tng doanh thu ca VND. Qua 4 nm hot ng t nm 2007 n nm 2010 ca cng ty nh c ng gp tch cc ca b phn mi gii lm cho kt qu doanh thu ca cng ty c nhng thay i r rt c th qua cc nm. Theo bo co ti chnh v kt qu hot ng kinh doanh c cng ty c phn chng khon VN Direct nh sau: Nm 2007 T Gi tr trng (%) Doanh thu mi gii CK Doanh thu hot ng u t chng khon, gp vn Doanh thu hot ng t vn Doanh thu khc Doanh thu thun Qu Tng doanh thu 46.489 13,32% 34.676 Nm 2008 T Gi tr trng (%) 16,20% 63.652 Nm 2009 T Gi tr trng (%) 17,69%

Danh mc

285.481 81,83% 667 16.252 0,19% 4,66%

105.437 49,25% 2.097 71.855 0,98% 33,57%

244.082 67,82% 2.651 49.520 0,74% 13,76%

348.889 100% 3/2010

214.065 100% 4/2010 1/2011 83.119 12.382

359.905 100% 2/2011 74.357 9.263

Ngun: Bo co ti chnh kim ton nm 2007, 2008 v 2009 ca VNDS (n v: triu ng)

128.829 92.022 16.999

Doanh thu t hot 25.058 ng mi gii CK

Ngun: Bng s liu doanh thu t hot ng mi gii ca VNDS 4 qu gn y (n v triu ng)

Doanh thu mi gii chng khon ca VNDIRECT trong nm 2009 t 63,652 t ng, tng 183,92% so vi nm 2008 v tng 137,72% so vi nm 2007, bng 106% k hoch doanh thu mi gii cho nm 2009, v chim khong 13,68% trong tng doanh thu t cc hot ng kinh doanh chng khon. V c cu doanh thu, hot ng u t chng khon, gp vn l ngun doanh thu chim t trng ln nht trong tng doanh thu thun (nm 2007 l 81,83%, nm 2008 l 49,25% v nm 2009 chim 67,82%). Trong khi , hot ng mi gii chng t l hot ng c n nh doanh thu cao nht, mc d trong giai on ny sc p cnh tranh t th trng khng ngng gia tng. Trong nm 2008, tng doanh thu kinh

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doanh ca VNDIRECT khng trnh khi c s st gim so vi 2007. Mc d vy, kt qu hot ng dch v ca Cng ty vn gi c qui m nh nm 2007, tuy khng c mc tng trng nhiu. Tuy nhin, trong bi cnh th trng vn ang giai on kh khn hin nay, cng vi bn cht ri ro cao ca hot ng t doanh nn trong nh hng mi ca Cng ty, quy m hot ng t doanh s c Cng ty ch ng thu nh dn nhm tp trung ngun lc y mnh mng dch v c li th nh mi gii v t vn nh u t. Nm 2010: cc ch s ti chnh phn nh hiu qu hot ng kinh doanh ca cng ty c s suy gim so vi nm 2009 do nhng kh khn t nn kinh t ni chung v th trng chng khon ni ring. Tuy nhin nhn chung cc ch s v kh nng thanh ton vn c m bo an ton. Doanh thu hot ng kinh doanh ca cng ty c s tng trng mnh vi mc tng 31%, tuy nhin li nhun sau thu st gim 50,3% so vi nm 2009. y l kh khn chung trong th trng chng khon ca vic gim st v li nhun trong khi doanh thu tng lm cho khon chi ph hot ng t doanh tng mnh so vi mc 19.3% so vi nm 2009 trong khi doanh thu t hot ng ny gim 47.5%. Ngoi ra chi ph qun l doanh nghip tng 78.4% do quy m hot ng ca cng ty c m rng nhanh chng, cc chi ph pht sinh ban u cho cc chi nhnh, h tr giao dch, qun co trong nm va qua cng nh hng n kt qu kinh doanh ca cng ty. Doanh thu hot ng mi gii chim 22% tng doanh thu ca cng ty v ng gp ti 26% tng li nhun ca cng ty. y l mt thnh cng ln ca cng ty trong nh hng xy dng h thng dch v mi gii tp trung vo pht trin khch hng c nhn. S ng gp ng k cho kt qu hot ng kinh doanh trong nm cho thy vai tr ca hot ng mi gii ngay c trong iu kin th trng xu i vi hot ng ca cng ty. Nm 2011: cng ty t trng tm vo vic tip tc duy tr th phn mi gii giao dch ca mnh trn hai sn giao dch, tip tc pht huy th mnh gp vo t trng 36-40% doanh thu ton cng ty, y mnh vic m rng khch hng mi tng s lng ti khon. Tp trung tuyn dng, o to & xy dng i ng mi gii ln mnh v s lng v cht lng, c k lut v o c ngh nghip cao, pht trin mnh hot ng mi gii cc a bn cc tnh trn ton quc. 2.3.2. Hn ch v nguyn nhn Hn ch

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Bn cnh nhng thnh tch m cng ty t c qua 4 nm trn, mi i vo hot ng t nm 2006 nhng cng ty tr thnh mt trong s cc cng ty chng khon hng u vit nam. Song bn cnh cn khng t cc hn ch m trong qu trnh trin khai hot ng nh: Do phn on trc tnh hnh kinh doanh kh khn nn Cng ty cng cha y mnh vic m rng mng li n cc tnh khc trong cc nm va qua. iu ny gip Cng ty trnh c nhng thua l ln t vic kinh doanh c phiu trong nm 2008 khi th trng c s iu chnh xung mnh, ng thi cng gip Cng ty c c s tp trung cao trong vic pht trin cc th trng ch lc m Cng ty thc s c u th. Tuy nhin, ngc li, ti mt s phn khc th trng, Cng ty cha c c th phn cao. Trong nm 2009, Cng ty thay i cc chnh sch u t v pht trin ca mnh theo hng bt thn trng hn, tp trung y mnh th phn mi gii ti khu vc Tp.HCM v cc tnh kinh t trng im pha Nam, m rng h thng pht trin v chm sc khch hng, y mnh h thng phn tch, t vn u t v hot ng ngn hng u t nhm mang li nhiu tin ch hn cho khch hng. Hin ti Cng ty cha c nhiu c ng t chc c kinh nghim v th trng ti chnh, v c ngun vn kinh doanh mnh. V vy thu ht c ng t chc l mt nh hng m Ban Qun tr VNDIRECT ang theo ui. Tiu ch chn la c ng t chc ca Cng ty c xc nh r, l mt t chc c ngun vn ln, c kh nng h tr v vn cho Cng ty trong nhng iu kin c th pht trin th trng, c lin kt mnh v su vi cc doanh nghip v cc Tp on kinh t pht trin h thng khch hng t vn v u t, c kinh nghim qun tr iu hnh v to gi tr gia tng trn cng v l mt thnh vin Hi ng Qun tr, v c cam kt hp tc lu di. Nguyn nhn ca nhng hn ch trn Chnh ph bt u thc hin tht cht tin t vo cui qu 4 nm 2009,lm cho th trng gim mnh, cng gy nhng nh hng nht nh vi vic giao dch ca nh u t. Lng tham gia u t vo th trng chng khon cn thp, mi ch c 730,000 ti khon trn tng s 84 triu dn s, hn 50% l dn s trong tui lao ng (t l gia nhp th trng l 0.9%) Mc hi phc ca nn kinh t tuy nhanh nhng cha bn vng.

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Mc cnh tranh ngy cng gay gt t cc cng ty chng khon khc v ph giao dch, dch v ti chnh v chin lc marketing. Mc trng thnh ca th trng chng khon Vit Nam l cha cao, cng vi mt s chnh sch cn thiu nht qun trong vn iu hnh kinh t ca Chnh ph l mt tr ngi cho cc nh u t tham gia vo th trng. III. Gii php pht trin hot ng mi gii chng khon cho cng ty. 3.1. nh hng pht trin hot ng ca cng ty trong thi gian ti Nm 2011 vi nhiu kh khn ca kinh t v m, vic p dng cc bin php mnh v cn thit ca chnh ph trong kim ch lm pht v n nh kinh t c th gy nh hng tiu cc n th trng chng khon Vit Nam. Nhn thy y l c hi v thch thc cho VNDIRECT, cng ty a ra chin lc l thn trng trong qu trnh qun tr ri ro cho khch hng v cng ty, ng thi ci tin v nng cao cht lng dch v, pht trin mnh m i ng kinh doanh gia tng th phn giao dch. Cng ty vn tip tc ch trng u t vo con ngi, thu ht thm i ng chuyn gia giu chuyn mn v kinh nghim cao, tm cc i tc chin lc m rng hot ng sang lnh vc Ngn hng u t, nng VNDIRECT ln mt tng cao mi. 3.1.1. Chin lc tng th: M rng nng lc, cht lng phc v khch hng: Nng cao nng lc kinh doanh, nng lc cnh tranh v nng lc phc v khch hng l mc tiu trong vic pht trin mnh m v quy m cung cp dch v cho khch hng thng qua vic pht trin h thng, mng li cung cp dch v. S lng cng nhn vin pht trin mnh m, nhng con ngi c o to bi bn c tinh thn trch nhim cao trong vic p ng nhu cu m rng quy m hot ng ca cng ty. Cng vi vic tng quy m nhn s, cng ty lun ch trng ti cng tc o to chuyn mn, nng cao o c ngh nghip v xy dng vn ha doanh nghip. 3.1.2. Chin lc c th M rng quy m hot ng kinh doanh, chi nhnh, phng giao dch: M rng m rng mng li kinh doanh ca cng ty ti cc thnh ph ln mi min t Nc l mt trong nhng chin lc nhn din thng Hiu VNDIRECT l mt inh ch ti chnh hng u Vit Nam, khng nh s lan ta ca cng ty trong cng ng nh u r. Cng vi vic m rng mng li, cng ty cng quan tm n vic nng cao cht lng dch v cho cc chi nhnh, phng h tr giao dch.

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Kim sot ri ro: Pht trin h thng v xy dng c ch qun tr ri ro l hng i ng n c trong sut qu trnh xy dng v pht trin ca VNDIRECT. Thnh cng trong vic kim sot, qun tr ri ro l nhn t quan trng nhm m bo mt s pht trin bn vng trc nhng bin ng vn tim n nhiu ri ro ca th trng. 3.1.3. Nhng k hoch kinh doanh chi tit cho tng hot ng: Hot ng dch v mi gii: Vic tip tc duy tr th phn mi gii giao dch trn hai sn giao dch c VNDIRECT t l vic trng tm, tip tc pht huy th mnh ng gp vo t trng doanh thu ton cng ty, y mnh vic m rng khch hng mi tng trng s lng ti khon. Tp trung tuyn dng, o to v xy dng i ng mi gii ln mnh v s lng v cht lng, c k lut v o c ngh nghip cao, pht trin mnh hot ng mi gii cc a bn cc tnh trn ton quc. ng thi, cng ty tip tc a dng ha, sng to, i mi cc sn phm, dch v mang n cc gii php ti chnh ng b, ph hp cho cc nh u t, hng n xy dng sn phm qun l ti chnh c nhn phc hp nh u t thng qua VNDIRECT c tip cn vi nhng dch v ti chnh ph hp nht vi gi c cnh tranh nht. Hot ng IT: Tip tc gi vai tr tin phong trong vic cung cp cc gii php cng ngh nhm mang n cho khch hng, cc nh u t s hiu qu, tin ch trong vic s dng cc dch v ca VNDIRECT thng qua vic xc tin hon thnh cc d n v sm trin khai ng dng khia thc tnh u vit t cc d n cng ngh thng tin ang trin khai. Cam kt vn hnh h thng an ton, kp thi, t hiu qu cao nht, gim thiu c cc li, s c. Hot ng qun tr ri ro: Xy dng cc kch bn x l ri ro i vi cc bin ng, khng hong kinh t m bo xt thc, kp thi, ph hp, t hiu qu cao. Tip tc kin ton li h thng v quy ch qun tr ri ro i vi cc hot ng kinh doanh ca VNDIRECT.

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Ni tm li, VNDIRECT lun ch ng nm bt trc nhu cu ca khch hng v khng ngng hon thin v sng to nhng sn phm dch v hin ti, a ra nhng sn phm v dch v mi, p ng nhu cu ngy cng cao v a dng ca th trng. VNDIRECT mong mun cung cp s hon ho trong mi dch v. 3.2. Mt s gii php pht trin hot ng mi gii chng khon. 3.2.1. Nng cao trnh , k nng ca nhn vin mi gii 3.2.1.1 Nng cao k nng tm kim khch hng v chm sc khch hng ca nhn vin mi gii. Cn c vo chin lc pht trin hot ng mi gii v chnh sch khch hng ca cng ty, nhn vin mi gii tin hnh vic tm kim khch hng thng qua cc phng thc sau: - Thng qua s gii thiu ca khch hng truyn thng: Nhn vin mi gii cn to c cc mi quan h tt vi khch hng hin ti bi v chnh s tn nhim ca khch hng ny i vi nhn vin mi gii s l nhn t chnh thc y h gii thiu bn b v ngi thn ca h n cng ty. Hu ht khch hng khai thc c t ngun ny u l nhng ngi t hoc cha c hiu bit g v th trng nhng h l nhng nh u t rt tim nng, h c vn ln nhng cha c hiu bit su v th trng, h rt cn nhng li khuyn t cc chuyn gia v th trng chng khon - l cc nh mi gii - Thng qua mi quan h ca c nhn nh mi gii, mi quan h ca cng ty: Thng qua cc mi quan h ca mnh, nh mi gii tm cch li ko khch hng n vi cng ty. - Thng qua mng li i l nhn lnh: Thng qua cc i l nhn lnh ny cng ty cng c th tm thm c mt ngun khch hng nhng ni m hin mng li chi nhnh ca cng ty cha th trin khai n c. - Thng qua cc chin dch tuyn truyn, qung co: Thng qua cc phng tin thng tin i chng nh bo ch, pht thanh, truyn hnh cng ty c th trin khai cc chin lc qung co tip th cc sn phm tin ch m cng ty ang trin khai. - Thng qua Website v th in t : y c th l hnh thc tm kim khch hng tin tin nht v mang li hiu qu cao nht. Internet ang v s l cng c hiu qu nh mi gii tm kim khch hng tim nng. Thng qua th in t, nh mi gii c th gii thiu khi qut ti khch hng v sn phm m cng ty mnh cung

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cp, hng khch hng s dng cc sn phm trc tuyn. Khch hng cng c th t tm kim ti nh mi gii v cng ty thng qua trang Web ring ca cng ty, v vy vic xy dng mt trang Web tt c ngha rt ln trong vic tm kim khch hng. - Thng qua cc cuc hi tho v gp g cc nh u t: Cng ty cn thng xuyn t chc cc cuc hi tho, cc bui ph bin kin thc ti cc nh u t v cc bui gp g ni chuyn v th trng v gii p cc thc mc vi cc nh u t. y l mt bin php duy tr mi quan h lu di vi khch hng truyn thng cng nh li ko c s quan tm ca cc nh u t mi. 3.2.1.2. Nng cao k nng giao tip ca nhn vin mi gii. y l mt ngh thut tm kim khch hng v gi khch hng hiu qu nht. Thi phc v ca nhn vin mi gii to nn hnh nh ca cng ty. Ngh mi gii l mt ngh tt cng thng, hng ngy ngi mi gii phi tip xc vi nhiu i tng khch hng khch nhau nn i hi ngi mi gii phi rt kin tr, bit lng nghe khch hng mnh ni v phi bit cch a cuc ni chuyn ca mnh vi nh u t i ng mc ch trnh lch hng gy lng ph thi gian cho c nh mi gii v khch hng. 3.2.1.3 Nng cao trnh chuyn mn ca nhn vin mi gii. Trnh chuyn mn ca nh mi gii s quyt nh rt nhiu n thnh cng ca nghip v mi gii. Nhn vin mi gii phi khng ngng nng cao trnh chuyn mn v kh nng phn tch ca mnh. Nh mt chuyn gia ti chnh, cc khch hng s xem nh mi gii nh mt ngi ch dn trong cc vn v ti chnh ca h ging nh mt v bc s trong cc vn v sc kho. V vy s hiu bit chuyn mn ca nh mi gii l c bit quan trng n quyt nh thnh cng ca mt nh mi gii 3.2.2 Nng cao cht lng cc dch v m mi gii cung cp. thc hin tt vn ny, cng ty cn tp trung vo mt s cng vic c th: - Tip tc nghin cu v hon thin quy trnh mi gii chng khon, khc phc nhng im cha hp l trong quy trnh. - Thc hin n gin ho cc hnh thc nhn lnh nhng phi m bo an ton b mt cho khch hng - Trin khai mnh cc dch v nhn lnh t xa nh qua mail, qua fax, qua in thoi, qua mng giao dch trc tuyn....

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- Hon thin trang Web cu cng ty trin khai tt cc dch v trc tuyn. Mi khch hng s c cung cp mt ti khon ring phc v cho vic tra cu trc tuyn s d ti khon ca mnh ti nh m khng phi trc tip n cng ty. - Phn cng ho chuyn nghip gia cc nhn vin mi gii trong tng khu nh nhn lnh t khch hng, nhp lnh vo h thng mng ni b ca cng ty v chuyn lnh n sn giao dch. - Phi hp vi cc ngn hng thng mi cung cp cc dch v h tr chn gi. - Gim bt cc th tc hnh chnh phin h khng cn thit. - Thc hin nghim ngt cc quy trnh mi gii nh quy trnh nh tip th v t vn u t; quy trnh m v qun l ti khon; quy trnh nhn v thc hin lnh v thng bo kt qa giao dch; quy trnh hch ton, k ton giao dch; quy trnh qun l tin mt ca khch hng; quy trnh chuyn nhng quyn nhn tin bn chng khon; quy trnh cho vay cm c chng khon; quy trnh lu k chng khon; quy trnh nhn lnh ti sn. - Thc hin gim st cc quy trnh m bo khng xy ra cc ri ro h thng. 3.2.3. Hon thin h thng mng li nhn lnh ca khch hng. Tuy khch hng c th chuyn lnh t xa, tuy nhin c rt nhiu cc nghip v khc yu cu phi c mt ca ch ti khon nh vic m ti khon, rt tin, k vo cc hp ng tn dng. iu ny i hi cng ty phi m rng h thng chi nhnh h thng nhn lnh ca khch hng nhiu ni p ng c cc yu cu ca khch hng mi ni. 3.2.4. y mnh cng tc o to ngun nhn lc. Cng ty c mt i ng nhn vin gii s l mt li th cnh tranh. Cng ty cn c bit quan tm n vic o to ngun nhn lc cng ty c mt i ng nhn vin mnh. Cng ty cn xy dng cc phng n o to i ng nhn vin chuyn nghip, tng bc hnh thnh i ng chuyn vin mi gii c chuyn mn su, gii v nghip v k thut. Yu cu t ra i vi vic o to i ng nhn vin chuyn nghip l phi p ng c cc yu cu: - Phi c trang b cc kin thc chuyn su v th trng. - C cc k nng ca mt nh mi gii chuyn nghip. - To ra s hng th trong cng vic.

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B quyt quan trng to ra s thnh cng l to ra s say m trong cng vic. y l mt iu khng my d dng thc hin nhng n rt quan trng. c th thc hin tt cc dch v ti chnh, nh mi gii phi kin nhn v bn b. 3.2.5. Xy dng v nng cp c s h tng hon thin. - C s vt cht trang thit b m bo cho hot ng ca nhn vin mi gii phi c t ln hng u bi v nh vy n s m bo cho hot ng mi gii c din ra chuyn nghip. - C s vt cht phc v cho chin lc pht trin lu di ca cng ty s c nghin cu trin khai mt cch ng b trnh lc hu hay trng lp vi cc i th cnh tranh khc. Bn cnh vn c s vt cht th yu cu v cng ngh thng tin cng phi c trin khai hon thin. Vic trc tin l cng ty phi hon chnh v a vo s dng Website ring ca cng ty phc v cho vic cung cp thng tin ca nh mi gii ti cc nh u t ng thi c th trin khai cc dch v trc tuyn nh t lnh trc tuyn, tra cu trc tuyn...

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TI LIU THAM KHO

Bn co bch 2010 ca cng ty c phn chng khon VNDirect http://dddn.com.vn http://tailieu.vn http://docs.4share.vn https://www.vndirect.com.vn http://www.ssc.gov.vn http://cafef.vn http://www.vinacorp.vn http://vneconomy.vn http://www.fpts.com.vn http://hanoimoi.com.vn

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CNG HA X HI CH NGHA VIT NAM c lp T do Hnh phc BIN BN HP NHM 1. Thi gian: ngy 04 thng 10 nm 2011 2. a im: Sn th vin Trng i hc Thng mi 3. Thnh vin tham gia: 10/10 4. Ni dung - La chn cng ty chng khon - Thng nht cng tho lun - Phn chia cng vic c th cho thnah vin.

Nhm trng Nguyn Th Cm Nguyn

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CNG HA X HI CH NGHA VIT NAM c lp T do Hnh phc BIN BN HP NHM 1. Thi gian: ngy 17 thng 10 nm 2011 2. a im: Sn th vin Trng i hc Thng mi 3. Thnh vin tham gia: 10/10 4. Ni dung - Thng nht ni dung bi tho lun - nh gi v t nh gi 5. nh gi xp loi STT 1 2 3 4 5 6 7 8 9 10 H V Tn Phm Th Dim My Nguyn Th Nga Nguyn Th Hng Nga Nguyn Th Thy Nga Nguyn Th Ngc Nguyn Th Cm Nguyn Nguyn Th Nguyt inh Th Thanh Nhn Bi Th Nhung Phm Hi Ninh Nhm trng Nguyn Th Cm Nguyn nh gi K tn

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