company overview and plant protection product of agricare company name is written in vietnamese agricare co , ltd vietnam

TABLE CONTENTS TABLE LIST FIGURE LIST INTRODUCTON I COMPANY OVERVIEW AND PLANT PROTECTION PRODUCT OF AGRICARE 1.1 The course of arrangement and advancement of Agricare Viet Nam 1.2 Business regions and items 1.3 The authoritative construction of organization .7 1.3.1 Authoritative diagram 1.3.2 Mission 10 Marketing Environment .10 2.1 Macro marketing environment .10 2.2 Micro marketing environment 11 2.3 SWOT model .11 Current status of the distribution channel system .13 3.1 Distributed implementation system .13 3.1.1 Channel structure 13 3.1.2 Revenue from distribution channels .15 3.1.3 Cost per channel 17 3.2 Distribution channel management .18 3.2.1 Selection of members 18 3.2.2 Member Rating .18 3.2.3 Encourage members .20 3.2.4 Conflict management among members 20 3.3 Evaluation of the company's distribution channel development 22 3.3.1 Favorable 22 3.3.2 Shortcomings and limitations that need to be overcome .23 3.4 Some key solutions to develop product distribution channels .24 3.4.1 Market solutions 24 3.4.2 Management solution 25 3.4.2 Solutions to improve the quality of local staff 25 3.4.4 Solutions to support agents 26 3.4.5 Solutions to support the intermediary consumption 27 TABLE LIST Table 1: Sales of the company's products by distribution channels over the past years (2019-2021) 14 Table 2: Cost of consuming the company's products by distribution channels through years (2019-2021) 15 FIGURE LIST Figure 1: Operation diagram of Agricare Co., Ltd Figure 2: Distribution channel map of Agricare Vietnam Co., Ltd 12 DEVELOPING THE DISTRIBUTION CHANELS SYSTEM OF PLANT PROTECTION PRODUCTS OF AGRICARE VET NAM COMPANY LIMITED INTRODUCTON In Vietnam, agriculture is a key industry with a value contributing up to 20% of the country's GDP Did you know, that crops can be damaged by up to 40% due to pests and diseases if there is no intervention from plant protection products In recent years, subject to the change in agricultural climate, Vietnam has experienced many changes from harmful insects to the quality of agricultural products Realizing these reasons, the company Agricare has pushed to launch a plant protection drug on the market to help increase the output of agricultural products year by year Win in the harvest However, there are still many reasons why these products are still not supported and trusted by consumers Mainly due to the fact that current products are saturated by the large consumer market, poor quality products are sold more than high-efficiency products because the price impact is too strong The report is set out to provide strategies for marketing and distributing genuine pesticides to consumers of Agricare Co., Ltd to prevent profiteering from companies providing poor quality products I COMPANY OVERVIEW AND PLANT PROTECTION PRODUCT OF AGRICARE 1.1 The course of arrangement and advancement of Agricare Viet Nam The process of formation and development of Agricare Co., Ltd Vietnam - Company name is written in Vietnamese: AGRICARE CO., LTD VIETNAM - Company name is written in a foreign language: AGRICARE VIET NAM COMPANY LIMITED - Abbreviated company name: AGRICARE VIETNAM., LTD - Head office address: 15th floor, Lilama Building 10, To Huu street, Trung Van Ward, Nam Tu Liem District, Hanoi City, Vietnam - Representative: Dam Quang Thang (Born 1974 - Thai Binh) - Type of company: Trading, Service - Tax code: 0102304536 - Phone: (024) 37631484, 0963109901 - Fax: (024) 37631485 - Year of establishment: 2007 - Main markets: National, International (Australia, USA) - Number of employees: From 51 to 100 people - Certificates: ISO 9001:2000, ISO 9001:2008 - Email: info@agricarevietnam.com - Website: www.agricarevietnam.com - Bank account: Account number: 102010001249923 Vietinbank – Hoan Kiem Branch - Charter capital: 20,000,000 VND (Twenty billion VND) In there : Mr Dam Quang Thang : 17,000,000,000 (85%) Ms Nguyen Thi Ha : 2,000,000,000 (10%) Mr Le Tuan Minh : 1,000,000,000 (5%) Agricare Vietnam Co., Ltd was established on July 2, 2007 as an enterprise businesses operating in the field of trading in agricultural materials, and development consulting development of plant protection products Carrying the mission of providing products Professional and perfect service in the field of Food Protection Chemicals animals, fertilizers and plant varieties With the mission of continuous improvement of operations, products, services, and staff qualifications to meet the needs of customers row Up to now, with more than 10 years of growth and development, Agricare Viet Nam is the first and only company in Vietnam to be the exclusive representative of distribution Distributor and trade representative for large and reputable manufacturers in the world such as Spain, France, USA, Professional human resources with large scale Over 100 staff members, regularly trained and updated with scientific knowledge learn advanced technology domestically and internationally, ready to provide technical and advertising support And promote products to farmers, agents and distributors In the context of In today's market, Agricare Vietnam always attaches importance to sustainable development sustainable, leading to success and is always ready to cooperate with all partners In the region and in the world with the principle of mutual benefit Agricare Vietnam Nam has been applying the quality management system ISO 9001: 2008 to Ensure all goods and services provided to customers are of good quality Best Especially, Agricare Vietnam was honored to become an employee of the Alliance Vietnam Cooperatives and the Association of Small and Medium Enterprises of Ho Chi Minh City Hanoi Month November 2012 Agricare Vietnam has successfully built a production system and distributes safe and high-quality rice products under the brand RICE HUNG THUAN VIET : including more than 20 brands of specialty rice products, safety, quality, widely distributed in stores, supermarkets, sales channels online goods and export projects to countries such as Laos, Cambodia Presently Currently, Agricare Vietnam is implementing the Project of E-Commerce Exchange Online Agriculture and High-Tech Agricultural Development Support System with more than 100 domain names, websites linking the domestic agricultural market, a website the linking international agricultural market At the end of 2013 Agricare Vietnam Nam launched Thitruongnongnghiep.vn ecommerce platform, this is the trading floor Agriculture e-commerce service online, converging the quintessence of goods and services of the Agriculture sector in Vietnam and internationally, is a bridge to trade, buy, sell, exchange, cooperate, promote brands and products for individuals, businesses and organizations at home and abroad In addition to the efforts Providing quality and safe products and services at competitive prices to all customers, Agricare Vietnam is constantly striving to become a prestigious brand for international customers Agricare Vietnam booked for me The goal is to become the leading brand of professionalism and quality in the Agrochemical industry of Vietnam 1.2 Business regions and items Business area - Can Tho province Goods: Basic chemical production Production of fertilizers and nitrogen compounds Producing pesticides and other chemical products for agricultural use Manufacture of cosmetics, soaps, detergents, polishes and sanitary preparations Producing drugs, pharmaceutical chemicals and pharmaceutical materials 1.3 The authoritative construction of organization 1.3.1 Authoritative diagram Figure 1: Operation diagram of Agricare Co., Ltd (Source: Human Resource Department) Main functions and duties of the company management apparatus: General Manager: The person who runs the business every day of the company, under the supervision of the Board of Directors and responsible before Board of Directors as well as being responsible before the law, performing the role of Senior in the company, in charge of general administration Deputy General Manager: This is a senior position in the administrative apparatus operations of the unit, responsible for handling and directing the activities of the enterprise business when authorized by the director or in the director's absence Manage and run all activities of the company if assigned the director, actively implement the assigned tasks, and take responsibility with the director regarding the performance Finance - Accounting Department: This is a part of the organizational structure of the company It is a place for accountants to perform accounting operations with other position’s functions and duties in accordance with the company's own policies and regulations Implement the work related to professional finance and accounting according to standards and accounting principles prescribed by the State Head of Administration: In charge of all work related to processes, administrative procedures, management and supervision of employees' work In the company, give legal to advice to the Director when needed Includes functions advise the Director when it is necessary to make important decisions The issue is related to building administrative procedures so that it is simple efficiently, organizing the implementation of administrative work in the company, ensuring employees in the unit strictly follow the approved administrative procedures approve, monitor and tracking employees' daily work so that they can be timely detect errors and make reasonable adjustments Head of International Sales: Carrying out market analysis, commodity industry, exchange rate fluctuations, international business strategy development, proposals in the international trade of goods, supervising the implementation of activities transaction, contract negotiation, set of documents, transportation, delivery import and export goods Head of Human Resources Department: is the manager of all human resource activities of the company Planning annual recruitment, training and development of human resources, Quarterly, monthly, build career development programs for employees Develop policies for promotion and replacement of personnel, set up human resource budgets, and human resource planning to serve well for production, business, and strategy Business strategy Marketing Manager: Acting as a bridge between businesses and the market external, between product and consumer, between product attributes and consumer needs Building and developing brand image, and management Professional customer care system, after-sales program design and product warranty, actively participate in sponsoring social community activities Sales Manager: Advise and give opinions to the Company's Director on the distribution of products to markets for goods and services, in charge of leading the research and development of products products and develop consumer product markets Head of Materials Department: Having the function of supplying, managing materials, price of materials and usage More specifically, they facilitate supply standards such as material planning and control, raw material input is a necessary and mandatory element for any operation, decided on the basis of the project Sales report and production plan 1.3.2 Mission Providing the most comprehensive and effective solutions to customers in the field of E-commerce, specifically the Online Agriculture industry and the High-Tech Agriculture Development Support System Marketing Environment 2.1 Macro marketing environment The macro marketing environment is an external environmental factor that greatly affects the success of the business, strategy and decision making These factors are uncountable by business organizations The broader and broader set of economic conditions is known as the marketing macro-environment NCREASING's use of the term "macro marketing" presents marketing scholars with both a semantic and conceptual challenge, namely, to define the term If meaning can be given to it, a useful word is added to the marketing vocabulary and a rich field of research and management is brought into focus The semantic problem is that the use of terminology is not clear It is used synonymously with other terms and has many different meanings Unfortunately, this holds true for other marketing terms, the common ones being "social marketing", "general marketing" "Remarketing" and "supermarket marketing" These terms, along with "big marketing," are sometimes understood to mean the same thing The creation of Current status of the distribution channel system 3.1 Distributed implementation system 3.1.1 Channel structure Deciding to choose a consumption method, or to choose a consumption channel, or a distribution channel is a difficult decision for Agricare Vietnam Co., Ltd The selected channels will affect other areas in the marketing field and affect the Company's the production and business results The distribution channel also affects the price of the product The price is low or high depending on the number of intermediaries in a distribution channel Each channel of consumption requires different types of costs Therefore, Agricare Vietnam Co., Ltd must choose a suitable and convenient consumption channel so that it can sell the most pesticides and bring the highest profit Currently, Agricare Vietnam Co., Ltd is choosing a distribution channel according to the following diagram: Figure 2: Distribution channel map of Agricare Vietnam Co., Ltd Direct channel: The company directly sells pesticides to farmers or cooperatives and project owners at the warehouse Consumption through this channel is usually not much due to the lack of advertising focus as well as the limited popularity of the total stock One-level channel: farmers only need to buy plant protection products through an intermediary level and usually the company's first-level agent Level agents are individuals or groups with full legal status from districts and towns that sign contracts to sell products for the Company Most of the level agents serve the area in the district and town 2-level channel: farmers who buy plant protection products through two intermediaries are called 2-level channels The first tier is a tier agent or wholesaler Wholesalers are usually those who buy goods in bulk from the Company and then sell them to retailers and final consumers From the diagram above, we see that: the direct channel from the Company to the end consumer, it is very suitable for the characteristics of the product, the most obvious being the company's plant protection product, This channel is shown through the company's product introduction store, but it only accounts for a very small proportion of the company's total product consumption With a level channel, which has only one intermediary who is a retailer (singlelevel channel), it is also very suitable for the characteristics of plant protection products, but the proportion is not high Consumption is mainly through level channels with the type in the channel including intermediaries: agents (wholesalers), retailers have formed level channels to increase the ability to strictly control consumers The company goes to the consumption activities through those channels, and at the same time, it is still limited to the maximum possible extent in terms of product transit time through intermediaries before reaching the final consumer Ensure the ability to distribute goods throughout the northern provinces, while improving distribution specialization and quick capital turnover At that time, manufacturers have the conditions to improve their labor productivity and increase market coverage However, it also brings difficulties to the managers if the managers are incompetent, the transportation costs will increase, the circulation time is longer than channels (level channel, direct channel), on the other hand it increases risk However, the level channel has brought a lot of profit to the company 3.1.2 Revenue from distribution channels Revenue from distribution channels is one of the indicators to evaluate the performance of distribution channels Depending on the volume of sales in the channels, the revenue will be different To better understand the Company's revenue through distribution channels, consider the following table: Table 1: Sales of the company's products by distribution channels over the past years (2019-2021) Unit: (million VND) Through the table, we see that the revenue of 2-level channel over the years is the highest over the years, respectively 61,182.01 million VND in 2019, 72,536.86 million VND in 2020, 73,035.45 in 2021 Especially in 2021 when sales volume decreased, but revenue still increased by VND 498.60 million, ie an increase of 0.69% The consumption rate of 1-level channel and direct channel is also different, but most of the fluctuations are due to changes in sales volume from year to year Specifically, in 2019 the revenue of 1-level channel is 13,964.71 million VND (accounting for 16.16%), in 2020 reaching 10,672,998 million VND (accounting for 10.8%), down 3,291.71 million VND compared to 2019 In 2021, it will reach VND 6,417.00 million (accounting for 7.05%), a decrease of VND 7,802.81 million compared to 2020 (ie a decrease of 39.88%) In 2019 the revenue of the direct channel was 11,268.55 million VND (13.04%), in 2020 accounting for 12.71% of the total revenue (ie 15,614.20 million VND) achieving a growth of 38.56% In 2021, the revenue from the direct channel is 1,568.801 million VND, (12.71%) down from 4,045.40 million VND in the same period last year 3.1.3 Cost per channel Each distribution channel has a different way of doing business because the participants in the channel are different Therefore, the cost of consuming products is also different Especially the cost of selling Table 2: Cost of consuming the company's products by distribution channels through years (2019-2021) Unit: million VND From the table, we see that the cost for the secondary channel accounts for the highest proportion of the three channels In 2019, the cost of the secondary channel is 60,875.36 million VND (accounting for 70.83%) while the cost of the first channel is 13,923.21 million VND (16.2%), direct channel is 11,147.16 million VND (accounting for 12.97%) In 2020, while the cost of the first-level channel decreased by 3,192.47 million VND, the cost of the second-level channel increased by 11,273.86 million VND and increased by 18.52% compared to 2019 And the direct channel increased by 40% compared to 2019 with 2019 to a cost of 15,657.62 million VND In 2021, while the cost of the first and direct channels will decrease by 7.89% and 26.5% respectively compared to 2020, the cost of the second channel will still increase by 705.11 million VND (an increase of 0.98%) ) This is a small increase, but it also shows the stability of the company's product consumption through the secondary channel 3.2 Distribution channel management 3.2.1 Selection of members The company understands how important the selection of channel members is The success or failure in the market depends very much on the channel members In fact, to bring its products to consumers in any region requires the company to have stores, agents in that area or through the business of distributors Therefore, the selection of channel members is a key factor determining the success of the company's production and business activities The Company's selection of channel members is carried out in the sequence of steps: Searching for capable members; then, using selection criteria to evaluate the suitability of channel members and finally convincing channel members To find potential channel members, Agricare Vietnam Co., Ltd collects and uses a variety of information sources: from customers, commercial sources, trade conferences and also from competitors Therefore, the company has many opportunities to be able to select the channel members who best meet the set criteria 3.2.2 Member Rating In order to have a solid and effective distribution channel system, the Company has applied a list of criteria for selecting channel members After having a list of selection criteria, the Company evaluates the capabilities of future channel members based on these selection criteria The list of criteria for selecting channel members of Agricare Vietnam Co., Ltd includes the following criteria: - Financial and credit conditions: For organizations and individuals who want to act as a distribution intermediary of Agricare Vietnam Co., Ltd., stable financial condition is the top factor For the selection of distributors, Agricare Vietnam Co., Ltd requires distributors to have sufficient financial capacity to meet the investment needs for goods and equipment for distribution such as warehouses yards, means of transport, management machinery - Sales ability: This is the most important standard for Agricare Vietnam Co., Ltd The company requires wholesalers to have sales of million VND/month or more and retailers with sales of million VND/month to be eligible to become channel members If you are a distributor, you must have experience in trading or distributing goods in the field of consumer goods, which is the main production field of the Company Knowledge and relationships with the local distribution system and management system are the strengths of the distributor that the Company relies on Reputation: for the selection of distributors, the Company requires very strict standards of reputation Most of the Company's distributors are large-scale and reputable enterprises in the consumer goods market, such as Phu Thai, An Lac, etc - Management ability: Channel members must have good management ability, that is, they must have a strong enough management information and informatics system to meet the Company's requirements on order methods, data Sales and inventory reports Channel members who are distributors must operate and manage distribution support departments such as accounting, logistics, informatics, etc in a rhythmic and synchronous manner The above are the most important criteria that Agricare Vietnam Co., Ltd offers in the selection of channel members Besides, the Company also considers standards such as: attitude, attitude, enthusiasm, logistics ability On the Company side, Agricare Vietnam Co., Ltd also has the motivation to attract distribution channel members The company ensures its product line has high sales potential, brings good profit In addition, channel members are also supported by the company in many aspects, especially through product advertising programs and promotional activities to create favorable conditions for members to sell more products , ensure sales, high income Therefore, the business relationship between the Company and the channel members is always strong It is this attachment that has created the business strength for the entire intermediary system and the Company, connecting the Company and the distribution system into a unified whole in compliance with the development orientation of the Company 3.2.3 Encourage members Currently, the stimulation of members in the distribution channel of the Company is done on the basis of establishing a clear and comprehensive work plan that covers the entire distribution channel of the company Some ways the Company applies to encourage distribution channel members are: - Offer a satisfactory commission for channel members - Ensure sales - Reward system for members with good performance - Adjust inventory - Promotion advertising subsidy Through adequate stimulating activities for channel members, in recent years, members' sales have increased rapidly and the company's products have gradually become familiar to consumers 3.2.4 Conflict management among members a Detecting conflicts in distribution channels The actual operation of the distribution channel network at Agricare Vietnam Co., Ltd shows that, almost, channel conflicts rarely happen Channel conflicts often arise from informational causes Specifically, in Marketing activities, the company often offers promotion policies for intermediate distributors, applying from distributors to resellers with rewards on a certain number of products This information may reach resellers more slowly due to geographical distance or due to occasional contact with the company without knowing about this promotion At that time, the distributor or wholesale agent does not disclose the promotion program and retains this amount of stimulating product to sell to the market as other sales for the purpose of earning more profit for the government self Usually, distributors or wholesalers are very clever to conceal the company's promotion by delaying the time of application and shortening the effective date of the promotion Thus, channel conflict will occur because the loser here is the retailer who did not receive the economic benefits they should have received Another factor contributing to promotions is the conflict between the regional staff and the wholesalers and retailers When the Company has a promotion program applicable to wholesale and retail agents, they send their staff to these locations to monitor the actual situation, but when the agents meet the standards to receive promotional gifts, trade, these employees have moved to another area of operation, and the new employees are not responsible for this issue This is precisely what makes agents feel like they have been cheated, leading to a loss of trust in the company and possible adverse confrontation b Assess the impact of conflict Because conflicts in the distribution channel network are rare and mostly related to informational causes, these conflicts are usually not serious or have much impact on the overall business results The company has been in business for many years, so the company also has a lot of experience in preventing as well as flexibly handling all conflicts that occur But it is not that the channel conflict is not worth worrying about in the whole system, but on the contrary, if the company does not take care to prevent it in time, it can develop into a serious conflict and can break the channel organization or the abandonment or departure of intermediaries c Conflict resolution in the distribution channel With the above conflicts, the company has taken preventive measures such as: sending a notice of the promotion program to the entire channel system during the application period This method is very effective, both economical, time-saving, and accurate On the other hand, through customer conferences, the Company also brings this issue to the seminar for the purpose of analyzing long-term benefits for all levels of intermediaries to understand that the benefits of each level themselves also depend on into their own business attitudes Although this method is not effective immediately as expected, but in the long run, if the company regularly applies it, it will be ingrained in the members' subconscious and positively affect their professional status In addition, the Company also assigns sales staff to manage a fixed area so that they can monitor activities and be responsible for the agents in that area This is the most practical and effective solution, avoiding conflicts between different sales areas 3.3 Evaluation of the company's distribution channel development 3.3.1 Favorable Being an enterprise doing business in the field of plant protection products for agricultural production; In our country, more than 65% of the population lives on income from agricultural production The strategy of agriculture, rural areas and farmers, which the Party and the government pays great attention to, will create many advantages for businesses operating in this field The Company's executive management apparatus is qualified, properly invested to update knowledge, always dynamic, creative, responsive to the situation, able to overcome difficulties and challenges to grasp business opportunities With the attention, leadership and support of the Provincial People's Committee, the Department of Agriculture and Rural Development and other departments are effective factors to help the Company take advantage of business opportunities The Company's reputation with banking suppliers and businesses in the same industry will create a basic premise for the Company to take advantage of business opportunities to make profits The Company's system of sales agents is regularly consolidated and developed Moreover, after many years of supplying Agricultural Materials, the reputation of the Company's management and brand is a very important factor support the Company to organize successful business With the determination of the Board of Directors along with good business conditions, the Company's financial situation is healthy with the process of ; Accurate, timely publicity, transparency, honesty and in accordance with the law will create trust for the company's shareholders and agencies that have relations with the company 3.3.2 Shortcomings and limitations that need to be overcome Although organized in a methodical and effective way, the distribution system of Agricare Vietnam Co., Ltd also revealed certain weaknesses: Firstly, regarding the method of distribution, the Company is applying the method of indirect distribution through many intermediaries, leading to inconsistent product prices when sold to consumers, slow feedback, making the Company having difficulty in approaching or absorbing customer opinions and identifying potential customers In fact, according to an investigation by the Sales Department, in some areas, there are stores that are not regularly serviced by the Company's sales staff on a regular basis, resulting in some products of the Company not being served properly fully distributed to the end consumer This situation makes the current distribution system not meet the market demand, leading to the loss of sales and market share to competitors Secondly, the distribution intermediaries system makes it difficult for the Company to launch new products because distributors, wholesalers and retailers often have the mentality of selling familiar and popular products preferred consumer, because sales are stable, not take much risk in storage and get definite profit Meanwhile, new products need more time for sales promotion to stimulate consumption Distributors are assigned the responsibility of completely exclusive exploitation of the Company's products, although this helps to stabilize prices, but the distribution of the Company's products depends a lot on the cooperative attitude as well as the Company's products as the distributor's investment in product consumption Moreover, the Company will face risks if it chooses the wrong distributor or chooses a distributor with less capacity than competitors' agents and distributors in the same area In line with the development goals as well as the market situation, in the future, Agricare Vietnam Co., Ltd needs solutions to promote strengths and limit weaknesses in its distribution channel system 3.4 Some key solutions to develop product distribution channels 3.4.1 Market solutions In order to expand the product consumption market in the coming time, the company needs more breakthrough and comprehensive solutions Especially market solutions When it comes to market issues, attention should be paid to the following issues: a Market research and access All production and business activities of any enterprise, first and foremost, are always associated with a certain market and only exist and develop in a certain market Therefore, any business activity requires market research The company's consumption market is mainly rural areas Should send officials to the area to study the characteristics of the land, customs and needs of using plant protection products like At the same time, monitor the direction of the production plan of that locality, what will be the economic structure in the coming years In order to propose the company solutions and business strategies suitable for each company market, each specific area in order to serve farmers as much as possible Should cooperate with local agricultural extension officers to better understand the market you want to reach b Organization of consumption networks Expanding the sales network down to remote and remote communes in the whole province Continue to build a sales network on the basis of a harmonious combination of responsibilities, rights and obligations of stations and agents with the company Develop a flexible sales policy in line with the objective requirements of the market mechanism Organize and rearrange the product distribution network and distribution channels with suitable locations c About the structure of plant protection drugs The company needs to regularly investigate the needs of each type of plant protection drug in its customers in order to have a suitable policy mechanism for the market But also should not focus too much on a certain type of item that must develop evenly between items d Price policy Price has a great influence on the consumption of goods, quantity, revenue depends on the price policy At the same time, determining a reasonable price will help businesses compete in the market and bring business results as set out goals Therefore, the company needs to pay special attention to price fluctuations in the market to have a reasonable price adjustment To achieve that, the company needs to have the following policies: - Actively reduce the price: the company needs to reduce the price when the goods are sold slowly, the situation is stagnant, the price policy of the competitor is low, etc If the price is not reduced, the company will lose or sell the goods, incurring many costs inefficient business - Actively raise prices: the company can increase prices when the company's goods are limited, there is an imbalance between supply and demand, due to some speculative intermediaries, causing scarcity of goods, due to high prices products on the 3.4.2 Management solution For corporate office Gradually change and re-organize departments to meet lean, responsive, honest and effective work, capture and process frequently changing price market information, in accordance with tasks and effective business Good relationship with customers, creating the most favorable conditions to meet enough goods, high quality goods, timely serving agricultural production in the province Promote the spirit of mastery in leadership, as well as in business, gather the intellectual spirit of the entire staff in the company 3.4.2 Solutions to improve the quality of local staff Employees in the area are responsible for selling and communicating technical information to farmers and customers Manage agents in the region, solve arising problems within their ability and authority Here we can see that the local staff has a very important role Therefore, the company needs to have policies to encourage this sales team such as: - Building a reasonable remuneration system: basic salary plus bonus (or commission rate) commensurate with the actual results - Organize activities to motivate the company's sales staff such as: recognition of contributions, reward system in cash or in kind, the management regularly visits and encourages them - Annually organize good sales competitions, sales drills from which all members can learn from each other's experiences and stimulate the spirit of competition in each person T his will show the concern attitude of the company's management to employees That will be the motivation for them to strive to their best for the company's goals They are the ones who put the company's image and brand in people's minds, encouraging people to consume the company's products 3.4.4 Solutions to support agents a Increase debt settlement time for agents Usually agents have very low working capital They usually pay the order to the company when these agents receive payment from the farmer If the agent has reached the due date to pay the debt to the company but has not yet received the payment from the farmer, these agents will not have enough money to pay the company If the company pressures them by fines for late payment with a high amount, and does not allow them to take more goods if the old debt has not been paid in full, these agents will switch to buying goods from other companies with low payment policy Pay more easily This can make the company's product sales decrease But besides that, we should also know that when extending the payment term for agents, the company itself will have difficulty in turning around capital in production, unable to produce enough volume of products products that the market needs Therefore, for the mutual benefit of both parties, the company can increase the number of payment days, but in addition, calculate the interest rate from the due date that has not yet been paid In particular, the company should have a more preferential policy in the payment of agents who are loyal to the company, because these are agents with high and stable sales These policies will help agents become more attached to the company Because the interests of the company are tied to the interests of these agents This will be a solid foundation for the company's consumption system In addition to the policy of increasing the payment term, the company also needs to have an appropriate policy to encourage customers to pay immediately or pay before the due date, such as reducing sales prices, etc to help preserve capital for the company b Increase the discount rate for agents The discount level is a factor that attracts a lot of agents when coming to the company In the current market, there are many companies and enterprises producing plant protection products, so in order to compete, the company must have attractive discounts for this type of intermediary customers Because they only care about the benefits that they get when taking goods from this company and the rest of the companies, the company that has a larger incentive for them, they will take more of that company's goods On the other hand, the farmer buying pesticides from any company depends greatly on the persuasion of that agent If the company's discount is large, the agents will encourage farmers to buy from that company When a farmer is used to using a crop protection product of this company that does not bring benefits to agents like another company, these agents will limit the sale of this fertilizer Instead, it is about introducing and giving advantages and benefits that farmers will receive when using their company's pesticides to encourage consumers to change their habits and use this type of pesticide this pesticide Therefore, in order to retain and encourage agents to perform better, the company needs to carefully research the discount rates of competitors, thereby offering a suitable and attractive discount for both profit and profit both for the company and for the customer 3.4.5 Solutions to support the intermediary consumption Wholesalers, retailers… are the ones who understand what farmers want the most Therefore, paying attention to these distribution intermediaries will help the company better understand the needs of farmers so that they can make appropriate decisions and business strategies, and at the same time avoid the situation of middlemen prices are pushed up too high when pesticides are scarce, affecting the company's reputation It is necessary to give more incentives to these distribution intermediaries so that they can see that they are also an important part of the company and from there they will make more efforts in introducing and promoting the company's image in the company consumption effect Incentives can be: Support signs for agents, lining materials Maintain or increase the discount rate to suit each type of product and volume of shipments they sell Periodically, the company sends people to exchange information about products, how to fertilize properly and for each type of fertilizer, which plants are most suitable, and supply them with products in a timely manner ... Co. , Ltd Vietnam - Company name is written in Vietnamese: AGRICARE CO. , LTD VIETNAM - Company name is written in a foreign language: AGRICARE VIET NAM COMPANY LIMITED - Abbreviated company name: ... map of Agricare Vietnam Co. , Ltd 12 DEVELOPING THE DISTRIBUTION CHANELS SYSTEM OF PLANT PROTECTION PRODUCTS OF AGRICARE VET NAM COMPANY LIMITED INTRODUCTON In Vietnam, agriculture is a key industry... 1,0 0 0,0 0 0,0 00 (5%) Agricare Vietnam Co. , Ltd was established on July 2, 2007 as an enterprise businesses operating in the field of trading in agricultural materials, and development consulting