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TornghiepI thacsinongl h o c , c h u y e n

ngann nuoitrdng thuy sint6i Phap, sau khidatr i inghiQmochau Phivolviec phattridnca r0 phivil oPhilippinesv0iviec nuoitornsLi, Jean-CharlesDienerda chonViOtNam lbmJ i X - - l i i ^ ^ - A i ^ursr I uur I ! r ro Ir{d nhitt. id. '

chuyOn mOncua mlnh. HiOnvoi cuong vi l>Tdng giam d6cOFCOSourcingVietnam -doanhnghiep chuyCncung cdpth0yhAisin ViOt Namcho nguoi muaffen to>n thdgidi,Ong kh0ngmu6n cbidongvaitro lb nguoikinh doanh, mil-^^ - { - ^^ +h, , -L l r r (_ jo I 19 Lt uL

ddyviOcxac dinh, ; - ^ - ^ ^ - - ^ ^ i -v o r o r g L d u g d

tri mat hirng nirycua Viet Nam.

ONG JEAN-CHARLES DIENER -TONG GAM DOc oFco SoURCING VIETNAM:

"Toi conhidu co hoi t6tPHUONG THANH [thuc hien]

oviOtNam"x Duac biet, ang dd den Viet Nam tl

kJ'td lau.Cu the dd hthdidiem ndo?-T0id6n viet Nam viio nam 2000, bdt

dau vdi viec tham qia ph6t tridn thuc annuoi cd tra trong m6t cong ty sin xu6tthUc an gia suc - gia cam -th(]y sAn, dd laProconco. Thdi didm d6, Proconco le cOngty licn doanh ViCt - Ph6p. Tuy chi lam o d6dudc vaithanq (dU ng nhui,dinh ban da u),nhung toida thu dudc nhiCu kinh nghiemlien quan den viec nu0ic6 tra, c0 n9 nhu c6meii quan he tdt vdi lanh dao cong ty choddn ta n bay gid.

* Vd sau d6...?- sau khi k6t thuc hdp ddng vdi Pro-

conco, t0i chuydn sang lam trong m0t nhemdy nho chuyon vd ch6 bi6n c6 tra, c6nhung n0n9 trai nuoi cd tra. Nhi miy ddhien nay lA QVD, mot doanh nghiep nuoi,ch6 bi6n vir xudt khdu ce tra ldn d Cen Tho.Trong 7 nam lam viec o QVD, toi phu triichthitrudng chau Au va cac thi trudng kh6cngoili Hoa Ki/. T0i da xay dung dudc motluqng kh6ch hang ldn o c6c thi trudngnay. Tuy nhiCn, rdt ti6c li ddn nam 2007,vi nhidu ly do, QVD da quydt dinh chi ketndi vdithi trudng Hoa K!. Vrth6, dd gi0 thitrudng chau Au, toi da quydt dlnh thanhlap OFCOtaiViet Nam.

xHoqtdQngchinh c0oOFCO ld gl?- Chung toi phat tridn thi truong cd tra

va c6c loaithiry hdi sin kh6c cia Vi€t Namra th6 gidi. C6c thitrudng mi chUng t0i datquan he lir ch6u Au, Mexlco, Chile, Brazil,Phillippines..., trong d6 thi trudng chinh lii

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x VOy theo ong, di€u nity co thd khoc phucduqc khong?

- Kh0ng bao g id ld qui muOn!Cacdoanh nghiepViet Nam hay hdp tac, chia sd trong viCc nuOitrdng,ch€! bien, vil thdng nhSttrong chien ludc xudt khd u.Can xay dung gia san cho san phdm cd tra ViCt Nam.Khong d€ tdn tai tlnh trang c6c doanh nghiep xuatkhdu cira Viet Nam tiep tuc canh tranh nhau bangcach ha gia ban. Them n0a, doanh nghiepViCt Namcan bi6t ket hop vdi c6c nhd nhdp khd u nLldc ngo:tide thLrc hien tcit khau cu6icilng cua marketing, dold qudng bd sdn phdm.

x Lam v iec tu i Viet Nam da 1 0 ndm nay, ongth(iy moitruong kinh doanh a ddythd noo?

- Khong phai lUc nao cUng thuan lg i .x Phoichdng,Ang dd gap kho khdnve thi tuc

hitnh chinhT- Hoirn toan khong. Toi kh0n9 gap kh6 khan

nao tu phia co quan ch(c nang. Td khi con lamvi€c d QVD cho d6n viec thenh lap va didu hanhOFCO, t0iddu lim theo cac quy dinh c0a nha nUdcViet Nam, va cho rhng d6 la nhung quy dinh dlingv:r ret t6t. Doi khi, toi lai gap rdc rCii ve tho tqc tiiphia chinh quydn chau Au nhieu hdn. Va'n dd ld dc6ch k inh doanh.

* | ong mu6n n6i ddn cach lam viec ciadoanh nhdn Viet Nom?

O m6i qudc gia, nguoi ta co tap quan kinhdoanh kh6c nhau. Tuy nhicn, dd viec kinh doanhphiittrien tdt, nen theo hudng d0i ben cirng c6 loi.Cac doanh nghiCp Viet Nam thudng chi chd trongden quy€n lgi cria doanh nghiep mlnh ma khongquan tam d6n loi ich coa khach hdng, ddi t6c haycac doanh nghiep cirng nginh. Hg cong tt chu yddn viec phattridn maiiquan he lau dai, chi ce n ba nduoc heng trong m0t thLldng vq la xong.

x 0ng citn c6 nhan xet nitokhdcve cdc doonhnhdn Viet Nam khong?

- He rdt tha n thien va cdi md, chi la chua c6 sr.lhdp tAc t rong k inh doanh.

* Kinh doanh o Viet Nam ldu nhu vdy, chdcong do co nhiiu dciitdcvd bon be ngudiViet?

- Toi c6 mdi quan hC tdt vdi cdc nhi m6y, c0n9ty t rong ngAnh thUy hAi san Viet Nam. NhUngngudi ban viet Nam cda toi rat tcit, chung toi c6the goi nhau bdt crl khi nio mlnh cd n.

x VAy, ang c6 y' dinh kinh doonh ldu ddi dddy?

- Tai sao khong? Viet Nam lA moi trudng kinhdoanh t6t, clng ngay cang teit hon, nhdt lit trong

hai nam gan day. Toi yeu que huong mlnh, viingBretagne o Phd p. Ta iTP. Hd ChiMinh, chd ng tOi comot "hoi ddng hudng", thinh thoang rd ch(c gapnhau, deu rdt tLl h:lo vd vit ng ddt ma mlnh da duocsinh ra. Nhung t0i nghi neu d Ph6p thl t0i khongthd c6 nhong cd hoi teit nhu o Viet Nam dlJdc.

xTaiViet Nam, ong dd tlng s6ng o nhong diaphuong ni)o?

- Trlroc khi d TP. Hd Chi ivtinh, toi scing ve lemviec o can Tho. Nhrjng roi da di.ha u khap c6c rinh,thanh coa Viet Nam, vA rdt dn tuong vdi 5a Pa. TOida rdt ngac nhien va thich thu trudc phong ciinhva ngudi dan d do. Con dudng trJ Hit N0i ddn SaPa c0 ng rdt thU vi, nhdt lal chuydn tau hoa kh6 tiennghi. Ndu mudn deln Sa Pa, ban nhd dAt ve trLrdcrren chuydn taru nay dd c6 duqc ch6 tdt nhdt...

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FOREIGNERS INV t]NAiV

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) * nnd then...?After terminating the contract with

Proconco, I started working for a small en-terprise that owned a pangasius farm andspecialized in processing pangasius.That'sQVD. lt 's a large farm owner, processorand exporter ofpangasius products in CanTho. I was.in charge of sales to Europeanma rket a nd soma others except Ame rica. Ialready built up a long list of large custom-ers in these markets. However, in 200/,due to some reasons, QVD decided tofocus on American market only. I left QVDand then established my own company tomaintain the European market. lt 's OFCOSourcing Vietnam nowadays.

* What are the main activities ofOFCO Sourcing Vietnam?

- We develop the international marketfor pangasius and other marine fishproducts exported from Vietnam. Thosemarkets comprise Europe, Mexico, Chile,Brazil, the Philippines, etc. in which Europeis the main. OFCO plays the role of a mid-dleman in between the Vietnamese sup-

pliers and the buyers to protect the mutualbenefits for both sides. This means, OFCOseeks large and potential buyers for thepotential seafood processors and export-ers in Vietnam as well as assures the qualitycontrols for the importers in overseas

" Have you got feedbacks from thecustomers in the internqtional morketon th e V ie tn a m e se se afood e xp o rte d?

- In overall, Vietnamese seafood prod-ucts are mostly good in quality. However,Vietnamese suppliers are stil l lacking ofthe good sale strategies, especially forpangasius products.

* Could you please exploin in morcdetails?

- In terms of qual i ty , pangasius is thewhite meat fish which can be one of thegood commodities. lf compared withother fish products, selling price of pan-gasius is much cheaper (about 40-500/0).That's why pangasius products could beeasi ly welcome by European consumers.However, the European processors and

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