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Attached is a presentation I researched regarding he initial steps that should be done when a packed fruit company enters Vietnam market. Ofcourse, it is not easy as discussed in the presentation since you have to have an understanding of Vietnamese culture and language to make it easier for the company.
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Doing Business in Vietnam
PROCESSES
• ECONOMIC OVERVIEW
• FRAMEWORKS ON INTERNATIONALIZATION
• MARKETING STRATEGY
• DISTRIBUTION STRATEGY
ECONOMIC OVERVIEW
“Doing Business 2012. Vietnam- Economic Profile” The World Bank
GDP per capita, PPP- $3,205 (2010)
Population, total- 86,928,000 (2010)
Country Risk Ratings- C
Ease of Doing Business- 98 out of 183 (2012)
Global Competitiveness- 4.11 (75 out of 144)
Projected GDP Growth- 7.1%
TRENDS A shift from unbranded to brand products The emergence of modern trade; A continued shift to premium products Increasing demand for packaged/convenience foods The rise of cold supply chain
Euromonitor 2011
FRAMEWORKS ON INTERNATIONALIZATION
• Porter’s Diamond Model
• Porter’s Five Forces Model
• Localization vs Globalization Model
• Efficiency, Knowledge Leverage and Responsiveness Model
Industry Structure and Rivalry
Related and Supporting Industries
Factor Conditions Demand Conditions
Foreign Players in the Industry ITALY and CANADA - fresh, canned, frozen or bottled fruit juice, grinded fruits, olive oil and vegetables US,Europe and Australia- fresh and processed fruits and vegetables, vegetable oil, sweeties and coffee THAILAND- fruits
Development of Modern Trade Channel. Proliferation of fruit shake “sin to” kiosk Development of HORECA (Hotel, Restaurant and Caféteria) Accessibility of marketing agencies, warehouse for lease and logistic companies
Minimum wage is $85 per month (ILO) Labor cost increased at 12% in 2011 Low productivity of workers, 60% of workers need training for 6-12 months prior to work.
PERCENTAGE OF CONSUMPTION VS INCOME Food Expenditure- 53%
Vegetable- 7% Fruit- 3%
Drinks- 5% Food Away From Home- 10%
2007-2011 Nominal GDP per capita CAGR- 17.2% Refusal of Big-C, Coopmart and some other retailers in
accepting imported food products High demand during TET, weekly demand given for
worship, daily consumption for tomato for soup
Investors should be cautious on its employment strategy to local. Some problems on employing locals involve: -Staff productivity issue -Payment of health benefit and insurance after 3 months -Disloyalty of employee
Threat of Substitute
Supplier Leverage Buyer Leverage
Fresh Produce from Public Market (Change consumer buying behavior)
FOREIGN- should consider tax, freight, handling cost, custom fees and shelf
life of product imported.
DOMESTIC- high cost of input. Will demand higher farm gate price
Preference of big retailers towards local produce versus imported .
Limited space in stores may require display allowance
Fruits- Imported and Local (Medium)
Packed Fruits- Imported (Low) Tomato Sauce- Imported (Low) Tomato Paste- Imported (Low)
Industry Competition
Products imported from Thailand, US, Europe, Italy,
Canada, Philippines
Threat of New Entrants
Changing the consumer and the retailer behavior is the key for the packed fruits/ vegetable to be successful. The company should also consider seasonal activities such as TET. Marketing for fruits for worship can be explored as well.
Market Similarity
Regulation
Scale Comparative Advantage
FIRST PHASE DOLE can benefit in investing in Vietnam by building its market. It can start establishing a Trading Company that will allow it to import on its own, hold a warehouse and sell to distributors. DOLE can also export products to other INDOCHINA countries.
SECOND PHASE Upon establishing the demand for the product. DOLE may do vertical integration and benefit thru economies of scale when it produces locally. It will then have to register as a Manufacturing Company. Some local produce such as mangosteen and dragon fruit is cheaper in Vietnam. One can also introduce locally produced innovations to be test marketed in Vietnam
There is no new technology derived in Vietnam. To
illustrate, coffee production has not been perfected by some local manufacturers
due to the absence of sufficient technology
supportive of their production requirement.
Efficiency Global economic scale
Comparative advantage of location.
First Phase. Sell existing supply to Vietnam and Indochina Market.
Second Phase. Outsourcing production locally.
Knowledge Leverage Use People and ideas globally
Working through local distributors.
Aligning marketing activities with global direction.
Responsiveness Adapt to local customer demands
Produce products that caters to local
taste (i.e kiwi drinks, fruit shakers with mung beans. Fruit packed for fruit shake
kiosk. Fruit drinks with yoghurt.)
Marketing through word associations. Vietnamese remember something they
can pronounce (i.e C2 “Ce Hai”)
MARKETING STRATEGY
• Consumer Insights
• Competitor s’ Policy
• Market Share & Price Policy
• Market Positioning
• Marketing Strategy
• Engagement with Media Agencies
Consumer Insights
• Vietnamese drinks fruit shakes, kiwi drink, mung beans as much as they drink coffee.
• These drinks are consumed slowly. • Average cost of shakes ranges from 10,000 VND
in kiosks to 70,000 VND sold in café. • Most Vietnamese doesn’t consume pineapple but
they like banana, strawberry, avocado, watermelon, durian, jackfruit among some.
• Market Research can be facilitated to have quantitative information on consumer behavior and preferences.
Competitors' Policy
NO Distribution item Product A Product B
Product C
Product D
Product E
1 Market share
2 Current sales Revenue
Outlets covered
3 Sales force
4 Regional Distributors
5 Provincial Agents
6 Wholesales in Provinces
7 Payment term
8 Price policy
9 Trade promotion
10 PR activities
11 ……….
End user price
100.000
90.000
80.000
70.000
60.000
50.000
40.000
30.000
20.000
10.000
Market share
10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Domestic Brand DOLE
Market Share & Price Policy
Consumer Behavior
Local Produce
Market Positioning
HIGH PRICE
LOW PRICE
Packed
Non-Packed
Imported Brands
DOLE Packed Fruits
1 2 3 4 5 6 7 8
Execution month
Sampling in public center
Give away at Coop. Mart
Distributors meeting
TVC, Print ad
Trade Promotion & Merchandising
Investment time
Budgeting Voucher buy 1 take 1
Print on Beauty newspaper
Salesmen Training
Sampling on TV Shopping
Proposed Marketing Strategy
Engagement with Media Agencies MAGNUM MEDIA LIST
Publications Name Địa chỉ Contact #
1 2!Dep Giang Thế An 502 Le Van Sy, Q3, TPHCM 0989767574 [email protected]
2 2!Dep Luong Trung Hieu 502 Le Van Sy, Q3, TPHCM
3 Cam Nang Mua Sam Tăng Thanh Hằng 49 Dinh Cong Trang, P. TD, Q1 0937328357 [email protected]
4 Cosmopolitan Minh Hằng 11 Doan Van Bo, Quan 4 0934343461
5 Cosmopolitan Ngọc Vy 11 Doan Van Bo, Quan 4 [email protected]
6 Dan Tri Hoai Nam 40/17/16 Nguyen Van Dau, Q. Binh Thanh 0989028769
7 Dep Magazine Cam Huyen 70 Pham Ngoc Thach, Q3
8 Dep Magazine Duong Nhu Thao 70 Pham Ngoc Thach, Q3
9 Elle Vietnam Ngoc Diep Ringier VN - 128 Phan Đăng Lưu, P3, Q.PN [email protected]
10 FTV Magazine Duong Thuy Capital Place - 6 Thaùi Van Lung, Q1
11 FTV Magazine Pham Thị Lan
Khoa Bao chi & Truyen Thong - DH Bach Khoa
336 Nguyen Trai, Thanh Xuan, HN
12 Her World Xuan Ha 11 Doan Van Bo, Quan 4 0123.861.8686
13 Her World Thu Phuong 11 Doan Van Bo, Quan 4 903262006
14 Her World Hong Hanh 11 Doan Van Bo, Quan 4 0909446469 [email protected]
15 Her World Diễm Châu 11 Doan Van Bo, Quan 4 0908393282 [email protected]
16 Her World Thu Trang 11 Doan Van Bo, Quan 4
17 Hoa Hoc Tro 2! Kim Phuc 502 Le Van Sy, Q3, TPHCM 0955015910 [email protected]
18 Me & Con Huỳnh Mỹ Hiền 94 Trần Quang Khải, p.Tan Định, Q1 909397781 [email protected]
19 Mot & Cuoc Song Cam Hang Lau 3, 71-75 Hai Ba Trung, Q1, 0903316303 [email protected]
20 My Pham Ha Linh 175 Nguyeãn Thaùi Hoïc, Ha Noi 0904114726 [email protected]
21 Mỹ Thuật Khanh Ly 92 Nam Ky Khoi Nghia, Q.1, 1st Floor P. Beán Ngheù [email protected]
22 Mỹ Thuật Thanh Xuân 92 Nam Ky Khoi Nghia, Q.1, 1st Floor P. Beán Ngheù0978311701 [email protected]
23 Ngoi Sao.net Ms. Giang 408 Điện Biên Phủ, P11, Q10 0908501293
Engagement with Media Agencies 24 Nguoi Lao Dong Mai Vân 14 Cáach Mạng Thang 8, Q1, TPHCM 0903822481 [email protected]
25 Nguöôøi Ñeïp Vieät Nam Thu Van 384 Nam Ky Khoi Nghia, Q3
26 Nữ Doanh Nhan Nguyet Minh 737 CMT8, p6, q.TB 0913000911 [email protected]
27 OK Magazine Phượng Nga 611/31 Điện Biên Phủ, P1, Q3 0989351401 [email protected]
28 Phong Cach Mai Anh 11 Doan Van Bo, Quan 4 0908668368 [email protected]
29 Phong Cach Lan Anh 11 Doan Van Bo, Quan 4 0913866440 [email protected]
30 Phong Cach Pham Ngoc Anh 11 Doan Van Bo, Quan 4 0913866440 [email protected]
31 Phong Cach Doanh Nhan Ngọc Hân 49 Dinh Cong Trang, P. TD, Q1 0903901356 [email protected]
32 Phụ Nữ Chu Nhat Phương Nam 311 Dien Bien Phu, Q3 0903825740 [email protected]
33 Phu Nu Ngay Nay Nguyễn Khương Lau 2, Fafilm, 6 Thai Van Lung, P. Bến Nghé, Q.1 TP.HCM0989325269 [email protected]
34 Phu Nu Thoi Dai Quỳnh Anh 432/22 Xo Viet Nghe Tinh, P25, QB. Thanh 01224464122 [email protected]
35 Phu Nu TPHCM Uyên Phương 311 Dien Bien Phu, Q3 0977036381 [email protected]
36 Phu Nu TPHCM Online Thanh Thủy 311 Dien Bien Phu, Q3 0903505375 [email protected]
37 Phu Nu TPHCM Online Thanh Chau 311 Dien Bien Phu, Q3 [email protected]
38 Phu Nu Viet Nam Thanh Bình 38 Vo Van Tan, Q.3 0903650051 [email protected]
39 Sai Gon Tiep Thi Thu Hiền 25 Ngô Thời Nhiệm, Q3 0989.177.149 [email protected]
40 Saigon Doanh Nhan Cuoi Tuan Hồng Vân 18 Ter Nguyen Thi Minh Khai, Q.1 0903089038 [email protected]
41 Saigon Giai Phong Mai Thi 203 Phung Hung, Q5 0918725516 [email protected]
42 Sanh Dieu Magazine Trịnh Hiền 54 Tröôøng Sa, P2, Q.Phuù Nhuaân 908326266 [email protected]
43 Sanh Dieu Magazine 54 Tröôøng Sa, P2, Q.Phuù Nhuaân
44 Style Magazine Tran Hung 235/4 Vo Thi Sau, Q3, TPHCM
45 Sun Flower Lieân Höông 11 Doan Van Bo, Quan 4 0903331155 [email protected]
46 The Gioi Nguoi Noi Tieng Nguyen Thi Minh Thuy 35 Maïc Ñónh Chi, Laàu 3, P.Da Kao, Q1 0907280978 [email protected]
47 The Gioi Phu Nu Thúy Diep 38 Vo Van Tan, Q.3 0903946260 [email protected]
48 The Gioi Van Hoa Nguyệt Ánh 11 Doan Van Bo, Quan 4 0903387472 [email protected]
49 The Gioi Van Hoa Ngàn Thương 11 Doan Van Bo, Quan 4 0918255166
50 The Gioi Van Hoa Tuyết Trang
51 Thời Trang Trẻ Thu Hòa 8 Hoang Van Thu, Q.PN
52 Tiếp Thị Gia Đình Lệ Quyên 11 Doan Van Bo, Quan 4 0908406949 [email protected]
53 Tiếp Thị Gia Đình Thiên Hà
54 Tiếp Thị Gia Đình Hồng Thu 11 Doan Van Bo, Quan 4 0903637408 [email protected]
55 Tu Van Tieu Dung Lan HƯơng 1/1 Hoang Viet. F.4 Q.TB 913363117 [email protected]
56 Web Tre Tho Đặng Thị Ngọc Diệp 2/14 Cao Thắng 0903618472 [email protected]
Distribution Strategy
• Route to Market Strategy
• Geographical Expansion Strategy
• Registering the Business
• Distributor Selection
• Sales Force Structure
• Distribution Budget
• Engagement with Key Accounts
Route to Market Strategy
DOLE
Direct Accounts Distributors
Primary Channel
Modern Trade
Secondary Channel
General Trade
Direct Sales Export
Retail
END CONSUMER
1 2 4
Launching
3 1
2 3
4 5
Geographical Expansion Strategy Region Number of
Distributor Outlets covered
Products need
(VND)
Sales Sampling Trade promotion
HCMC 10 1.300 20% 10%
Provinces near HCMC
10 400
Hanoi 12 450
South 10 450
Central 10 300
Modern
Trade
2 100 20% 30%
Total 50 3000
Registering the Business
• Representative Office – Function is limited to Marketing activities
– Can’t distribute or import directly
• Trading Company – Can Import and Export products
– Can sell directly or appoint distributors
• Manufacturing Company – Have the same capacity with Trading Company and
also include manufacturing functions
– Longer to process license relative to Trading Company
Registering the Business
Retailers- 50,000 Wholesalers- 500 Key Account- 300
Subdistributors- 35
DIRECT PRINCIPAL INDIRECT
P&G, Cuckoo, Shell, Gillette, Rohto, Dutch Lady, and Triumph, SW
COMPETING PRODUCT
Customers- 100,000 Procter-Gamble, Milex, Nestle, Obagi, VN Mobile, Shell Lubes
Customers- 100,000 Unilever
Customers- 138,000
Distribution Center- 180
Health ingredients Fruit and vegetable juice concentrates Sweeteners and natural colors Flavors Milk constituents
Distributor Selection
Distributor Selection
DISTRIBUTOR Contact Person Contact Number Email
ARLEGO Trading Corporation, Inc REIDO LEGO 9022566510 [email protected]
CONTINENTAL PLATFORM LE ANH THU 84936650137 [email protected]
INTERNATIONAL LINK DISTRIBUTION Tran Quoc Hung 84913156581 [email protected]
MINH DUONG COMPANY LTD. Do Viet Hung 84915342867 [email protected]
PHU THAI GROUP JSC Gabriel Torres 84917510398 [email protected]
VIET DO INTERNATIONAL Nguyen Minh Hien 84908381999 [email protected]
SEACO NGUYEN THANH SON 84903834272 [email protected]
THIEN KIM TRADING & DISTRIBUTION LAM ANH TUAN 84973643168 [email protected]
GOLDEN ELEPHANT CORPORATION Nguyen Duc An Son 84908851234 [email protected]
Rach Gia
Long Xuyen
Bac Lieu
Tan AnMy Tho
Ben Tre
Cao Lanh
Vinh Long
DONG THAPAN GIANG
KIEN GIANG
CA MAU
SOC TRANG
TRA VINH
BEN TRE
TIEN GIANG
VINH LONGCAN THO
BAC LIEU
Sa Dec
Chau Doc
Ha Tien
Ca Mau
LONG AN
PHU QUOC
Buon Me Thuot
Nha Trang
Da Lat
Tay Ninh
Phan Thiet
Vung Tau
DAC LAC
KHANH HOA
NINH THUAN
BINH THUAN
LAM DONGTAY NINH
BINH PHUOC
BA RIA VUNG TAU
DONG
NAI
Phan Rang
Bien Hoa
BINH DUONG
HO CHI MINH
LAI CHAU LAO CAI
SON LA
HA GIANGCAO BANG
LANG SON
THAI NGUYEN
VIET TRI BAC GIANG
HAI PHONG
QUANG NINH
THAI BINH
NAM DINH
Vinh
YEN BAI
NGHE AN
THANH HOA
HA TINH
Cam Pha
Ha Long
TUYEN QUANGBAC CAN
BAC NINH
Hoa Binh
Son tay
NINH BINH
HAI HUNG
Dien Bien Phu
HANOI
Hue
Da Nang
Kontum
Qui Nhon
QUANG NAM
QUANG NGAI
KON TUM
BINH DINH
GIA LAI
PHU YEN
QUANG BINH
QUANG TRI
THUA THIEN HUE
Playcu
Tuy Hoa
Dong Hoi
Dong Ha
Quang Ngai
Tam Ky
Hoan Lao
Quang Tri
Lang Co
Phu Bai
Dai Loc
Que Son
Hoi An
Nui Thanh
Duc Pho
Bong Son
Phu Cat
An Khe
Dien Ban
Rach Gia
Long Xuyen
Bac Lieu
Tan AnMy Tho
Ben Tre
Cao Lanh
Vinh Long
DONG THAPAN GIANG
KIEN GIANG
CA MAU
SOC TRANG
TRA VINH
BEN TRE
TIEN GIANG
VINH LONGCAN THO
BAC LIEU
Sa Dec
Chau Doc
Ha Tien
Ca Mau
LONG AN
PHU QUOC
Rach Gia
Long Xuyen
Bac Lieu
Tan AnMy Tho
Ben Tre
Cao Lanh
Vinh Long
DONG THAPAN GIANG
KIEN GIANG
CA MAU
SOC TRANG
TRA VINH
BEN TRE
TIEN GIANG
VINH LONGCAN THO
BAC LIEU
Sa Dec
Chau Doc
Ha Tien
Ca Mau
LONG AN
PHU QUOC
Buon Me Thuot
Nha Trang
Da Lat
Tay Ninh
Phan Thiet
Vung Tau
DAC LAC
KHANH HOA
NINH THUAN
BINH THUAN
LAM DONGTAY NINH
BINH PHUOC
BA RIA VUNG TAU
DONG
NAI
Phan Rang
Bien Hoa
BINH DUONG
HO CHI MINH
Buon Me Thuot
Nha Trang
Da Lat
Tay Ninh
Phan Thiet
Vung Tau
DAC LAC
KHANH HOA
NINH THUAN
BINH THUAN
LAM DONGTAY NINH
BINH PHUOC
BA RIA VUNG TAU
DONG
NAI
Phan Rang
Bien Hoa
BINH DUONG
HO CHI MINH
LAI CHAU LAO CAI
SON LA
HA GIANGCAO BANG
LANG SON
THAI NGUYEN
VIET TRI BAC GIANG
HAI PHONG
QUANG NINH
THAI BINH
NAM DINH
Vinh
YEN BAI
NGHE AN
THANH HOA
HA TINH
Cam Pha
Ha Long
TUYEN QUANGBAC CAN
BAC NINH
Hoa Binh
Son tay
NINH BINH
HAI HUNG
Dien Bien Phu
HANOI
LAI CHAU LAO CAI
SON LA
HA GIANGCAO BANG
LANG SON
THAI NGUYEN
VIET TRI BAC GIANG
HAI PHONG
QUANG NINH
THAI BINH
NAM DINH
Vinh
YEN BAI
NGHE AN
THANH HOA
HA TINH
Cam Pha
Ha Long
TUYEN QUANGBAC CAN
BAC NINH
Hoa Binh
Son tay
NINH BINH
HAI HUNG
Dien Bien Phu
HANOI
Hue
Da Nang
Kontum
Qui Nhon
QUANG NAM
QUANG NGAI
KON TUM
BINH DINH
GIA LAI
PHU YEN
QUANG BINH
QUANG TRI
THUA THIEN HUE
Playcu
Tuy Hoa
Dong Hoi
Dong Ha
Quang Ngai
Tam Ky
Hoan Lao
Quang Tri
Lang Co
Phu Bai
Dai Loc
Que Son
Hoi An
Nui Thanh
Duc Pho
Bong Son
Phu Cat
An Khe
Dien Ban
Hue
Da Nang
Kontum
Qui Nhon
QUANG NAM
QUANG NGAI
KON TUM
BINH DINH
GIA LAI
PHU YEN
QUANG BINH
QUANG TRI
THUA THIEN HUE
Playcu
Tuy Hoa
Dong Hoi
Dong Ha
Quang Ngai
Tam Ky
Hoan Lao
Quang Tri
Lang Co
Phu Bai
Dai Loc
Que Son
Hoi An
Nui Thanh
Duc Pho
Bong Son
Phu Cat
An Khe
Dien Ban
DOLE
Logistic, accounting &Admin
General Trade Manager Modern Trade Manager
R&D, Marketing, PR
Task force (Technical advise) (Activation Sales)
Sales Supervisors (01 for 02 distributors )
Sales Representative (06-10)
Promotion girls (1 PG for main outlets)
Subsidized salesmen (3 for 01 Distributor)
Customer service (01 for 06-10 Outlets)
Sales Supervisors (01 for 06-10 Outlets)
Sales Force Structure
Distribution Budget
Items % Amount Contribution (VND) Remarks
Position Qty. Total
Admin & logistic 20% 28.000.000 Sales Admin
Warehouse man
Warehouse
Paper works
others
1
1
1
4.000.000
3.000.000
10.000.000
5.000.000
6.000.000
Sales force 60% 84.000.000 Sales Manager
Sales Rep
Supervisor
Others
2
6
6
20.000.000
30.000.000
24.000.000
10.000.000
Transportation 10% 14.000.000 Out sourcing
Delivery man
2
7.000.000
7.000.000
Incentive & Bonus 10% 28.000.000 Monthly incentive 28.000.000
Total 100% 140.000.000 20 140.000.000
Revenue: X Amount of VND Distributor Margin: 140.000.000 VND
Engagement with Key Accounts
NAG ACCOUNTS/KEY ACCOUNTS
Value (USD)
Maxximark Nguyen Anh Hong 3/2 St., Ward 11, District 10, HCMC +8338342002 +8438342000 3,000.00$ 15%
Van Lang Kieu Minh Dao 01 Quang Trung- Phuong10, District Go Vap, HCMC +8439894523 +8439894522 600.00$ 17%
Huynh Hung Tran Thi Kim Huong 130/2 Xuan Thoi, Hoc Mon +8313551 +837133251 5,000.00$ 11%
Citimart Lam Minh Huy 230 Nguyen trai, P. Nguyen Cu Trinh, Q1, HCMC +839256768 +8339256788 4,600.00$ 15%
Select Nguyen Hoang My Gian hang 1.57 Thang tret, A43, Truong Son, P4, Q Tan Binh +838486472 +8483846471 4,200.00$ 20%
Medicare Tran Van Tuc Linh Lau 3, 254 Bis Tran Hung Dao, Q1, HCMC +88377318 +88377313 2,600.00$ 13%
Guardian Lawrence Hughes 506 Nguyen Dinh Chieu, Phuong 4, Quan 3, HCMC 8483832 8483832 600.00$ 13%
Coopmart Baïc Lieâu A. Töôøng 0907 474 128 400.00$ 20%
Coopmart Baø Ròa A. Tuyeân
Phöôøng Phöôùc Trung, thò xaõ Baø Ròa, tænh Baø Ròa,
Vuõng Taøu 0939258483 400.00$ 20%
Coopmart Baûo Loäc A. Linh
Thaùp nöôùc, ñöôøng Traàn Phuù, phöôøng 2, Thaønh phoá
Baûo Loäc, tænh Laâm Ñoàng 0903 527 364 400.00$ 20%
Coopmart Beán Tre A. Thaønh 26A Traàn Quoác Tuaán, P4, thò xaõ BTre, Tænh BTre 0918 292 268 400.00$ 20%
Coopmart Bieân Hoaø C. Lan 121 Quoác loä 15, P. Taân Tieán, TP.BHoaø, ÑNai 0907 583605 400.00$ 20%
Coopmart Bình Döông A. Tình
Coâng ty TNHH TM DV Saigon Bình Döông, Ñöôøng 30/04,
phöôøng Chaùnh Nghóa, thò xaõ Thuû Daàu Moät, tænh Bình
Döông 0918 438 676 400.00$ 20%
Coopmart Bình Phöôùc (Ñoàng Xoaøi)C. Thö
Khu TT TM Ñoàng Xoaøi, Phuù Rieàng Ñoû, P. Taân Bình, Thò
xaõ Ñoàng Xoaøi, Tænh Bình Phöôùc 0933 775 835 400.00$ 20%
Coopmart Bình Taân A. Vieân 158 ñöôøng soá 19, P.Bình Trò Ñoâng B, Q. BTaân 0908 661 385 400.00$ 20%
Coopmart BMC C. Khoa 787 Luyõ Baùn Bích, P. Phuù Thoï Hoaø, Q.TPhuù 0908.664985 400.00$ 20%
Coopmart Buoân Meâ Thuoät C. Dieäu
71 Nguyeãn Taát Thaønh, P.Taân An, TP.BMThuoät, tænh
ÑLaéc 0936 944 115 400.00$ 20%
Coopmart Caàn Giôø 400.00$ 20%
Coopmart Càn Thô C. Thö 01 Hoaø Bình, P.Taïn An, Q. Ninh Kieàu, TP.CThô 0939 005 688 400.00$ 20%
Coopmart Cam Ranh C. Trang
02 Ñaïi loä Huøng Vöông, Phöôøng Cam Loäc, thò xaõ Cam
Ranh, tænh Khaùnh Hoaø 01228164779 400.00$ 20%
Coopmart Coáng Quyønh C. Haø 189c Coáng Quyønh, P. Nguyeãn Cö Trinh, Q.1 0918 175 412 400.00$ 20%
Coopmart Haäu Giang C. Chaâu 188 Haäu Giang, P6, Q6 0908 915 384 400.00$ 20%
Coopmart Haø Noäi C. Höông
Km 10, ñöôøng Nguyeãn Traõi, P. Moä Lao, Quaän Haø
Ñoâng, Haø Noäi (ñoái dieän Hoïc vieän An Ninh Nhaân
Daân) 0915257136 400.00$ 20%
Coopmart Haø Tónh C. ChiC. Höông 2, Phan Ñình Phuøng, Haø Tónh 0987 758 7350982 225 582 400.00$ 20%
Coopmart Hoùc Moân A. Tuyeån
39/7 Aáp Thôùi Töù, ñöôøng Ñaëng Phuùc Vònh, xaõ Thôùi
Tam Thoân, huyeän Hoùc Moân. 0918 597 638 400.00$ 20%
Coopmart Hueá A. Nhaõn 6 Traàn Höng Ñaïo, P.Phuù Hoaø, TP. Hueá 0912634253 400.00$ 20%
Coopmart Huøng Vöông A. Nam 96 Huøng Vöông, P9, Q5 0913 179 818 400.00$ 20%
Coopmart Kieân Giang A. HieáuC. Hieàn
1332 Nguyeãn Trung Tröïc, P. An Bình, TP Raïch Giaù, Tænh
Kieân Giang 0919 254 0390913 731 006 400.00$ 20%
Coopmart Long An C. Phuïng 1 Mai Thò Toát, P2, TP. Taân An, Tænh Long An. 012534109190937901939 400.00$ 20%
Coopmart Long Xuyeân A. Thaïnh 12 Nguyeãn Hueä A, P.Myõ Long, TP. LXuyeân, AGiang 0919 828 131 400.00$ 20%
Coopmart Lyù Thöôøng Kieät C. Phöôùc 497 Hoaø Haûo, P.7, Q.10 0908 120 532 400.00$ 20%
Coopmart Myõ Tho A. Coâng 35 Aáp Baéc, P5, TP. MTho, Tieàn Giang 0909 285 779 400.00$ 20%
Coopmart Ñaø Naüng C. Traân
Cty TNHH TM DV Sieâu thò Co.opMart Ñaø Naüng, 478 Ñieän
Bieân Phuû, Quaän Thanh Kheâ, Tp. Ñaø Naüng 0903 511 051 400.00$ 20%
Coopmart Nguyeãn Aûnh Thuû C. Thuaän 167/2 Nguyeãn Aûnh Thuû, P. Trung Myõ Taây, Q12 0908 353 597 400.00$ 20%
Coopmart Nguyeãn Kieäm C. Nguyeät 571-573 Nguyeãn Kieäm, P9, Q.Pnhuaän 0904 901 289 400.00$ 20%
Coopmart Nguyeãn Ñình Chieåu C. Nga 168 Nguyeãn Ñình Chieãu, P6, Q3 0903664479 400.00$ 20%
Coopmart Nhieâu Loäc A. Haûi Taång treät cao oác SCREC, P12, Q3 0903 653 664 400.00$ 20%
Coopmart Ñinh Tieân Hoaøng A. Chaùnh 127 ÑTH, P3, Q.BThaïnh 0902 55 0038 400.00$ 20%
Coopmart Phan Rang (Thanh Haø) C. ChaâuC. Thanh
97 Traàn Phuù, TTTM chôï Thanh Haø, Phöôøng Phuû Haø,
TP. Phan Rang, Thaùp Chaøm, tænh Ninh Thuaän 0902 379 1850973 851 395 400.00$ 20%
Coopmart Phan Thieát C. Trinh 1A Nguyeãn Taát Thaønh, P.Bình Höng, TP.PThieát, BThuaän 093 9351 098 400.00$ 20%
Coopmart Phuù Laâm A. Ngoïc 6 Baø Hom (voøng xoay Phuù Laâm), P13, Q6 0918 119 322 400.00$ 20%
Coopmart Phuù Myõ Höng C. Haø
KDC Myõ Phöôùc, Ñaïi Loä Nguyeân Vaên Linh, P. Taân
Phong, P7 0909 976 324 400.00$ 20%
Coopmart Phuù Thoï A. Thô Khu A, Chung cö Phuù Thoï, P15, Q11, TP.HCM 0913 160 357 400.00$ 20%
Coopmart Pleiku C. Thy 21 CMT8, P.Hoa Lö, Tp. Pleiku, Gia lai 09797.09727 400.00$ 20%
Coopmart Quaõng Ngaõi C. Lieân-TT
Heûm 242 Nguyeãn Nghieâm, Toå 6, phöôøng Nguyeãn
Nghieâm, Tp. Quaõng Ngaõi 0933 925 697 400.00$ 20%
Coopmart Quaûng Nam (Tam Kyø) A. Thoï 07 Phan Chu Trinh, P.Phöôùc Hoà, Tx.Tam K?, Q.Nam 0905 290 060 400.00$ 20%
Coopmart Quaûng Trò A. Khaùnh
Soá 02, Traàn Höng Ñaïo, phöôøng 1, Tp. Ñoâng Haø, tænh
Quaûng Trò 0914042014 400.00$ 20%
Coopmart Quy Nhôn C. Thoa 07 Leâ Duaãn, P.Lyù Thöôøng Kieät, Tp.QNhôn, BÑònh 0914 276 267 400.00$ 20%
Coopmart Raïch Mieãu C. Ngoïc Chung Cö Raïch Mieãu, 48 Hoa Söù, P7. Q.PNhuaän 0909 143989 400.00$ 20%
Coopmart Soùc Traêng C. Phöông
Thöûa ñaát 99, Ñaïi loä Huøng Vöông, Khoùm 6, phöôøng 6,
Tp. Soùc Traêng, tænh Soùc Traêng 0938 983 459 400.00$ 20%
Coopmart Thaéng Lôïi A. Thuî 2 Tröôøng Chinh, P.Taây Thaïnh, Q. TPhuù 0903 787 920 400.00$ 20%
Coopmart Traø Vinh C. Mai 0987 985 998 400.00$ 20%
Coopmart Tuy Hoaø C. Höông
OÂ ph? B8, Khu daân duïng Duy Taân, P.4, Tp.Tuy Hoà, Phuù
Yeân 0904 944 206 400.00$ 20%
Coopmart Tuy Lyù Vöông A. DUY 46-50 Tuy Lyù Vöông, Q8 0903 600 719 400.00$ 20%
Coopmart Vò Thanh C. Ñaøo 319 Traàn Höng Ñaïo, P1, Thò xaõ VThanh, HGiang 0989.315.249 400.00$ 20%
Coopmart Vónh Long C. Höông Soá 26 ñöôøng 3/2 P.1, Thò Xaõ Vónh Long 0909 633 828 400.00$ 20%
Coopmart Vónh Phuùc C. Nguyeät 0169 629 2798 400.00$ 20%
Coopmart Vuõng Taøu C. Thaém 36 Nguyeãn Thaùi Hoïc, P7, TP. Vuõng Taøu 0908 720 337 400.00$ 20%
Coopmart Xa Loä Haø Noäi C. Giang 191 Quang Trung, P. Hieäp Phuù, Q.9 0908 46 72 29 400.00$ 20%
Coopmart Nguyeãn Xí
Toaø nhaø Morning Star, soá 224/5 Bis Quoác loä 13,
Phöôøng 26, Quaän Bình Thaïnh, Tp. Hoà Chí Minh 400.00$ 20%
Delivery Address
Account Discount
Volume or Value Discount
Sales Performance (MTD/YTD)
Telephone Number Facsimile NumberSTO
Account Name Authorized Representative
Engagement with Key Accounts
Count of Name Customer Group
District Name Book/Stationery Shop Grocery Stores
Market Stall - Non F Pharmacy Retailer Wholesaler
Wholesaler-Pharmacy
Grand Total
HCM-BinhChanh 1 205 93 16 3 1 319
HCM-BinhTan 6 186 69 92 18 3 374
HCM-BinhThanh 8 446 200 154 97 5 2 912
HCM-CanGio 2 2
HCM-CuChi 87 100 10 31 2 230
HCM-District1 66 207 199 121 60 91 8 752
HCM-District10 11 306 117 141 28 56 55 714
HCM-District11 6 310 115 182 10 7 11 641
HCM-District12 3 214 157 75 51 3 503
HCM-District2 1 137 15 16 13 3 1 186
HCM-District3 14 223 155 119 44 10 13 578
HCM-District4 9 184 77 86 17 6 4 383
HCM-District5 17 162 161 152 15 87 594
HCM-District6 3 315 213 67 54 223 875
HCM-District7 11 323 89 71 25 5 524
HCM-District8 2 277 145 96 25 1 546
HCM-District9 2 167 74 34 5 1 283
HCM-GoVap 12 432 117 128 49 2 2 742
HCM-HocMon 3 326 144 63 29 565
HCM-NhaBe 189 29 11 229
HCM-PhuNhuan 18 211 74 78 105 7 4 497
HCM-TanBinh 30 484 301 156 69 21 2 1,063
HCM-TanPhu 9 330 133 90 47 1 610
HCM-ThuDuc 5 353 100 72 16 546
Grand Total 237 6,076 2,877 2,030 811 532 105 12,668
![Vietnam, a new emerging market - Doing Successful Business in …7].pdf · 2015-05-05 · Vietnam, a new emerging market - Doing Successful Business in Vietnam 지역별 비교 구분](https://img.pdfslide.tips/doc/110x75/5ec537e5402e3171ef23efa7/vietnam-a-new-emerging-market-doing-successful-business-in-7pdf-2015-05-05.jpg)
