Giải pháp phát triển thị trường vận tải quốc tế của hãng hàng không quốc gia việt nam

BO GIAO DUC VA DAO TAO TRUONG DAI HOC KINH TE QUOC DAN ★★★ LE TUAN GIAIPHAP PHAT TRIEN THI TRUONG VAN TAI QUOC TE CUA HANG HANG KHONG QUOC GIA VIET NAM LUAN VAN THAC SI QUAN TRI KINH DOANH CHUYEN NGHANH QUAN TRI KINH DOANH THUONG MAI NGUDl HUONG DAN KHOA HOC: PGS TS DANG DINH DAO THS 57o HA NOI - 2002 LOl CAM ON Tac gia chan cam cm Trudng dai hoc Kinh te quoc dan, Ban giam hieu, Khoa thuong mai, Khoa sau dai hoc, cung cac thay co giao da dao tao va giup tac gia qua trinh hoc tap, nghien cu’u tai trudng Dac biet la PGS - TS Dang Dinh Dao cung cac dong nghiep da tan tam, nhiet tinh hudng dSn tac gia suot qua trinh nghien cu’u va da truc tiep gop y, sua ban thao luan van Tac gia cung xin bay to long biet un tori Lanh dao TOng cong ty Hang khong Viet Nam, Lanh dao Van phong khu vuc mien Bac, cung cac dong nghiep da quan tam, giup do, cong tac nhiet tinh de luan van dupc xay dung cong Ket qua nghien cu’u cua luan van co su dong gop, dong vien, co vu cua gia dinh va ban be da tiep suc cho tac gia tren du’dng nghien cuu khoa hoc Ha Noi nam 2002 TAC GIA Le Tuan MUC LUC Trang phu bia Ldi cam on Muc.luc Danh muc cac chu viel tat Danh muc cac bang Phanmddau Chirong 1: Nhung van de co ban ve phat trien thi trudng van tai quoc te nghanh hang khong 1.1 Khai quat chung ve thi trudng van tai quoc td 1.1.1 Khai niem thi trudng van lai quoc te 1.1.2 Cac yeu to cua thi trudng van tai quoc te 1.1.3 Han che phap ly doi vdi thi trudng van tai quoc te 1.2 Phat trien thi trudng van tai quoc td 1.2.1 Tinh tat yeu cua phat trien thi trudng van tai quoc te 1.2.2 Noi dung cong tac phat trien thi trudng van lai qudc te 1.2.3 Cac chi tieu danh gia va cac nhan td anh hudng 1.3 Thi trudng van lai qudc te va kinh nghiem phat trien thi trudng cua cac hang hang khong qudc te 1.3.1 Thi trudng van tai qudc te 1.3.2 Kinh nghiem phat trien thi trudng cua cac hang hang khong qudc te Chirong 2: Thue trang thi trudng van tai quoc te cua Vietnam Airlines 2.1 Khai quat ve thi trudng van tai qudc le cua Vietnam Airlines 2.1.1 Khai quat ve Vietnam Airlines 2.1.2 Lich su phat trien va dac diem cua thi trudng van lai qudc te cua Vietnam Airlines 2.2 Thue trang thi trudng van lai qudc te cua Vietnam Airlines 2.2.1 Mang dudng bay qudc te 2.2.2 Thue trang thi trudng van tai qudc te 01 04 04 04 07 13 15 15 17 22 29 29 35 42 42 42 59 69 69 71 2.2.3 Phan tfch cac chfnh sach phal trien thi tru&ng cua Vietnam Airlines 2.3 Nhunnv an d d rut raq uav vic nnghin c iiu t hitnrdnnv an t quoete c ua Vietnam Airlines 2.3.1 hhnng ca hdi va thach thUc ddi vOi thi trunng vnn tai qadc tc 2.3.2 Nhnng van de ton tai Chuong 3: Mot so giai phap phat trien thi truo’ng van tai quoc te cua Vietnam Airlines 3.1 Dinh hunng phat trien thi trunng va Vietnam Airlines 3.1.1 Du bao thi trunng vnn tai qad'c te den nam 2010 3.1.2 Dinh huOng muc tint phat trien cua Vietnam Airlines 3.1.3 Dinh hunng phat trien thi trunng cua Vietnam Airlines 3.2 CCc giai ppap ppat rritin thi truUng vvn rai qude re riia Vietnam Airlines 3.2.1 Giai phap nang cao nang luc vnn tai 3.2.2 Giai phap phat n'inn qaan hC qadc te 3.2.3 Giai phap tang cunng hoat dong Marketing 3.2.4 Giai phap tdi ua hoa ngadn nhan luc 3.2.5 Cac giai phap khac 3.3 Tao lapmoi trunng ghi^ttrieiinri iru'dng v an Uri q udc cd 3.3.1 Ddi vni Nha nunc 3.3.2 Ddi vOi Vietnam Airlines Ket luan TAI LIEU THAM KHAO 87 97 97 103 108 108 108 112 114 118 118 123 125 134 138 142 142 145 148 151 NHONG LHC VIET TAT TRONG LEAN VAN Mot so ten hang hang khong cd quan he voi Vietnam Airlines, theo code cua Hiep hoi hang khong quoc te (IATA): A A: American Airlines ( My ) LH: Lufthansa German Airlines AF: Air France (Phap) MH: Malaysia Airlines (Malaixia) BA: British Airway ( Anh ) NG: Lauda Air (Ao) CA: Air China ( TQ ) NH: All Nippon Airways ( Nhat ) CI: China Airlines (Dai Loan) OZ: Asiana Airlines (Han Quoc) CO: Continental Airlines ( My ) PR: Philippines Airlines (Philippin) CX: Cathay Pacific ( Hong Kong ) QV: Lao Aviation (Lao) CZ: China Southern Airlines ( TQ ) QF: Quantas Airlines (Uc) DL: Delta Airlines ( My ) SQ: Singapore Airlines (Singapo) KE: Korean Air (Han Quoc) SR: Swissair (Thuy Sy) EK: Emirate Airlines ( UAE ) SU: Aero Hot (Nga ) GA: Garuda Indonesia TG: Thai Airways (Thai Lan) JL: Japan Airlines (Nhal Ban) UA: United Airlines ( My ) KE: Korea Air ( Trieu Tien ) VJ: Royal Air Cambodge KL: Royal Dutch Airlines (Ha Lan) VN: Vietnam Airlines (Viet Nam) z Mot so ten Vietnam Airlines co khai thac, theo code dang kv vdi IATA: - Trong nuac: BMV: Ban Me Thuol PQC: Phu Quoc DAD: Da Nang PXU: Pleiku DIN: Dien Bien SQH: Na San DLI: Da Lal SGN: Tp.Ho Chi Minh HAN: Ha NOi TBB: Tuy Hoa HPH: Hai Phong UIH: Qui Nhon HUI: Hue VII: Vinh NHA: Nha Trang VKG: Rach Gia - Ngoai nuac: AMS: Amsterdam MNL: Manila BKK: Bangkok NRT: Tokyo CAN: GuangZhou PEK: Beijing CDG: Paris PNH: Phnompenh DXB: Dubai REP: Stem Reap HKG: Hongkong SEL: Seoul KHH: KaoShiung SIN: Singapore KIX: Osaka SYD: Sydney KMG: Kunming SVO: Moscow KUL: Kuala Lumpur TPE: Taipei LAX: Los Angeles TXL: Berlin MNL: Manila VTE: Vientiane MEL: Melbourne ZRH: Zurich Mot so thuat ngu tieng Anil sir dung luan van: - ICAO: International Civil Aviation Organization - IATA: International Air Transport Association - AAPA: Association of Asia Pacific Airlines - FFP: Frequent Flier Program - GLP: Golden Lotus Plus - SPA: Special Progress Agreement - Hop dong chia chang dac biet - BSP: dai ly ban ve su dung he thong loan qua tai khoan ngan hang - Non-BSP: Dai ly ban ve khong sir dung he thong toan qua tai khoan ngan hang ma lien hanh toan true tiep vdi hang hang khong - FWD: Forwarder - Cong ly chuc nang kinh doanh dich vu giao nhan - Ghe hang F: First Class - Ghe hang nhat - Ghe hang C: Business Class - Ghe hang thuong nhan - Ghe hang Y: Economy Class - Ghe hang thong - GSA: General Sales Agency - Tong dai ly - MSA: Marketing Sales Agency - Dai ly hd lip tiep thi - O&D: Original and Destination - Diem dau va diem cuoi - Thi trudng online: thi trudng ma hang hang khong co dudng bay true tiep tdi - Thi trudng offline: thi trudng ma hang hang khong khong co dudng bay thang ldi nhung vftn co dupe khach cd nhung hop dong vdi cac hang hang khong khac - Load Factor: He so sir dung ghe/Ty le lap day - DCS: Departure Control System - He thong lam thu luc chuyen bay - YMS: Yield Management System - He thong quan ly doanh thu DANH MUC CAC BANG Bang 1.1: Du bao toe phat trien van lai HK the gibi trung binh hang nam Bang 1.2: Thi phan van lai hang khong thubng le cac khu vuc Bang 1.3: Toi uu hoa cho chuyen bay vdi cac gia ve khac Bang 2.1: Quy mb va co cau dpi may bay cua cac doi thu canh tranh Bang 2.2: So sanh cac chi lieu ve lao dong vdi cac hang hang khong khac Bang 2.3: Nang sual lao dong cua mot so hang hang khong Bang 2.4: Hiep dinh song phuotag giua VN va cac quoc gia khac Bang 2.5: Ket qua hoal dong tren thi trubng quoc t£ cua VNA Bang 2.6: Hieu qua khai thac mot sb loai may bay Bang 2.7: Mang dubtag bay quoc te cua VNA Bang 2.8: Ket qua doanh thu cua VNA Bang 2.9: Ty doanh thu lu khach quoc te cua VNA Bang 2.10: Lqi nhuan cua VNA Bang 2.11: Ket qua van chuyen Iren lung khu vuc thi trudng quoc te Bang 2.12: Cung cua VNA tren cac thi trubng quoc te nam 2002 Bang 2.13: Ngan sach danh cho hoat dong xuc tien cua VNA Bang 3.1: Du bao cua IATA vb so lupng khach quoc te chuyen chb Bang 3.2: Du bao ve thi trubng van lai hanh khach giai doan 2002-2020 Bang 3.3: Muc ticu doanh thu van chuyen cua VNA giai doan 2001-2010 Bang 3.4: Muc tieu van chuyen hanh khach cua VNA giai doan 2001-2010 Bang 3.5: Ke hoach ve so lupng may bay Bang 3.6: Ke hoach bo sung may bay giai doan 2001-2010 PHAN MO DAU Tinh cap thiet cua viec nghien cuu de tai Trong nhung nam qua, nhb cac chinh sach doi moi, hang khong dan dung Viet Nam da co nhung buoc phat trien manh ve moi mat, gop phan khong nho vao cong cuoc xay dung dat nubc Dong gop vao nhung tuu cua nganh hang khong dan dung, Hang hang khong quoc gia Viet Nam - Viet Nam Airlines da co nhung ket qua dang tu hao, tao dupc vi the va uy tin nhat dinh tren thi trudng nubc va quoc te, dong gop dang k£ vao cong cuoc phat trien kinh te-xa hoi cua dat nuoc va gop phan tao dung hinh anh mot nuoc Viet Nam doi moi mat khach hang va cong chung b va ngoai nuoc Mac du co nhung buoc tien kha manh me, su phat trien cua hang khong Viet Nam vSn chua tuong xung voi tiem nang von co Trong do, muc canh tranh tren thi trubng van chuyen hang khong quoc te cang quyet liet Cac doi thu truc tiep cua Vietnam Airlines deu co uu the hon han ve mang dubng bay, ve co sb tang ky thuat, ve quy mo va tiem luc tai chinh, ve kinh nghiem va trinh quan ly Di£u dang dat cho hang khong Viet Nam nhung thach thuc cang to lbn hon, tao nguy co tut hau cang xa so voi cac hang hang khong khu vuc va tren the gioi Dung trubc thuc trang phat trien va nhung xu the cua thbi ky moi, hang khong Viet Nam phai dupc doi moi tren tat ca cac mat, cac linh vuc hoat dong cua minh Vietnam Airlines can xay dung va thuc thi mot chien lupc canh tranh va phat trien hpp ly, phu hpp voi tiem luc cua minh mang lai hieu qua kinh doanh cao Trong boi canh hien nay, cac cong viec dang dat la nghien cuu va phat trien thi trubng, phat trien mang dubng bay, tang thi phan, nang cao kha nang canh tranh giup Vietnam Airlines phat trien manh me hon nua Vi vay, viec nghien cuu cac giai phap nham phat trien thi trubng van tai quoc te - chiem trung binh khoang 70% doanh thu hang nam cua Hang, la rat can thiet va cap bach Muc dich nghien cuu quan tri doanh nghiep, dong thdi chiu sir chi phoi cua Vietnam Airlines thong qua Hoi dong quan tri doanh nghiep co vien Vietnam Airlines cu tham gia Thanh vien Hoi dong quan tri doanh nghidp Vietnam Airlines cu tham gia co nhiem vu dong thdi: mol mat, chiu trach nhiem trudc doanh nghiep ve viec bao toan va phat trien tai san, vdn tai doanh nghiep; mat khac, chiu trach nhiem trudc Vietnam Airlines ve viec trien khai cac quyet dinh cua Vietnam Airlines tai doanh nghiep Co che quan ly vdn dua tren nguyen tAc quan ly, dieu hanh vdn thong qua Hoi ddng quan tri doanh nghiep vien Vide phan bo, quan ly, dieu hoa vdn va phan chia lpi nhuan lai don vi vien dupe thuc hien theo quy dinh cua phap lual ddi vdi doanh nghiep vien dupc cong ty hoa, cong ty co phan hoac cong ty lien doanh vdi nudc ngoai tuong ting Giai 3.2.5.2 phap huy dong vdn de phat trien Tong nhu cau vdn cho giai doan dau cua chien lupc phat trien (tir den nam 2005 ) cua Vietnam Airlines la khoang 9000 ty ddng vdi co cAu dau tu da dupc lam rd d phan tren Tuy nhien, lay lupng vdn d dau de dau tu phat trien la van de nan giai nhat ddi vdi Vietnam Airlines hien Tren thuc le, kha nang lu dau tu cua hang chi dal khoang 8% tong nhu cAu dau tu, vay hon 90% lai lay tu- ngudn nao? Hon nua, lu nam 1997, Nha nudc khdng cap ngan sach cho hang nua ma hang phai tu hach toan doc lap, tuc la phai tu bd sung ngudn vdn cua minh tu nhieu ngudn khac Trong nhung nam qua, mdt sd giai phap huy dong vdn da dupc hang ap dung va dal duoc nhung ket qua nhat dinh nhu: lien doanh vdi cac cong ty va ngoai nudc, vay thuong mai cua cac ngan hang Viet Nam va nudc ngoai De cd dupc lupng vdn dir kien cho nhu cau dau tu phat trien da de thi Hang can phai cd cac bien phap huy dong trudc mdt cung nhu ve lAu dai mot each thich hpp Sau day la mol sd de xuat: Tiep tuc tri cac hinh thiic huy dong vdn md hang dd dp dung dac biet chu y tdi hinh thuc lien doanh lien ket vdi cac doi tac ntXdc va ntCdc ngoai Cho den nay, Vietnam Airlines da tham gia va dang trien khai dupc du an lien doanh nude va du' an lien doanh vdi nudc ngoai Tuy vay, cd mol dac diem noi bat cua tat ca cac lien doanh la vdn gop hoat dong het sue nhd be so vdi nhu cau dau lu va lam voc cua mot hang 140 hang khdng Tai ca cac dn an deu co so von dudi 14 trieu USD va tong von cua rieng dn an lien doanh vdi nudc ngoai chi dat khoang 40,5 trieu USD, tuong duong gia mua chide may bay Airbus A320 Hon nua, cac du an thi Vietnam Airlines ludn muon gianh quyen kiem soat cac lien doanh bang so vdn gop ldn hon 50% so von phap dinh, tham chi co dn an tdi 90% Dieu da ngan can kha nang gop von cua cac doi tac bdi vi tren thuc te Vietnam Airlines khdng co nhieu von Day la mdt mau thuin ma Hang can xem xet nham tang kha nang thu hut vdn cua minh Trong thdi gian tdi, Vietnam Airlines co the can nhac nhung linh vuc lien doanh nao thi nhat thiet hang can nam du'pc quyen kiem soat vi du nhu cac lien doanh khai thac bay, mua may bay, san suat ddng co, phu tung may bay la nhung lien doanh co tinh chat dau tu can ban Con vdi mdt so lien doanh khac linh vuc dich vu nhu khach san, an uong thi co th£ giam bdt ty le von dong gop cho cac doi tac khac Ve huy dong von noi bo, mot giai phap can duac Vietnam Airlines day manh la hinh thUc vay von td chinh can bo nhan vien cua Hang Day la mdt giai phap co tinh kha thi vi thu nhap binh quan cua can bd cdng nhan vien toan Vietnam Airlines kha cao so vdi mUc trung binh cua xa hdi Hon nua, von vay dupc tu' chinh luc lupng lao ddng cua hang se giup ho trd nen gan bo va co trach nhiem hon doi vdi hang Phat hanh co phieu cdng ty hoac cac loai trai phieu chuyen doi ma hien thi trudng chung khoan cua Viet Nam da di vao hoat ddng Day la chuong trinh huy ddng von quan nhat, nham thuc hien muc tieu dua ty cua von chu sd huu chiem 30% tong sd von hoat ddng cua Vietnam Airlines vao nam 2005 ( khoang 4.000 ty dong tren tong vo'n kinh doanh khoang hon 12.000 ty dong ), Vdi uy tin cua mdt doanh nghiep Nha nudc ldn chac chan nhung co phieu va trai phieu se dupc cac nha dau tu chu y Nghien cu’u tien hanh co phan hoa mot sd doanh nghiep vien cua Vietnam Airlines nhu: Cdng ty in hang khdng, Cdng ty van tai d td hang khdng Trudc mat, day se la bien phap giai quyet nhu cau vo'n cho chinh cac doanh nghiep do, ve lau dai, neu kinh doanh co lai thi se gop phan bo sung mdt phan von cho cac linh vuc hoat ddng khac cua hang Bien phap doi hoi co mdt su nghien cuu chuan bi trudc tren co sd kinh nghiem cua cac 141 doanh nghiep da thuc hien cong qua trinh cd phan hoa ket hpp vdi nhung dac thu rifing bifit cua nganh hang khong Difiu kien thuan lpi viec thuc hien giai phap la chu truong khuyen khich cac doanh nghiep Nha nudc tien hanh cd phan hoa nhiim thu hut va nang cao hieu qua sir dung vdn dau tu cung nhu nhan thu’c cua ngudi lao dong ve cd phan hoa dang mol nang cao Khai iliac cac nguon vay dai han cac to chuc tin dung xuat khau vice thufi, mua may hay nham day nhanh tien hien dai hoa dpi may bay ve chat lupng, chung loai Tdng cudng cac nguon vdn tich luy tic noi bo Vietnam Airlines: Cac nguon vdn tu cd dupc tich luy trfin co sd tdi uu hoa vdn va luu chuyen tien te kinh doanh (lpi nhuan de lai lich luy, cac quy phat trien san xuat, khau hao, ban ly tai san, lpi luc va lang gia cd phan cac doanh nghiep lifin doanh lifin ket va ngoai nudc .) phuc vu cho cac hang muc cdng trinh dau tu quy md nhd va trung binh nhu: hien dai hoa cac he thong cdng nghe thong tin phuc vu san xuat kinh doanh; dau tu trang thiet bi phuc vu mat dat; nang cao nang luc cac dich vu ddng bo; dau tu md long va da dang hoa cac hoal ddng kinh doanh sinh ldi khac ( du lich, ngan hang, tai chinh, bao hiem .) Tan dung vien trd ODA va cac hinh thicc vien trd qudc tekhac: ODA chinh la mol hinh thuc hd trp vdn cua Nha nudc Vdi vi tri la mot doanh nghiep hoat dong nganh kinh te ddng vai tro mui nhon qua trinh hoi nhap vdi khu vuc va the gidi, Vietnam Airlines tat yeu se dupc su hd trp tich cue tir phia Nha nudc nhu cac uu dai ve thue, hd trp ngan sach dao tao luc lupng can bd, nhan vien v.v 3.3 Tao lap moi trirdng phat trien thi trirdng van tai quoc te 3.3.1 Doi vdi nha nudc 3.3.1.1 Cac chinh sach tao lap mdi trudng kinh doanh Do dac diem cua thi Irudng van tai hang khdng qudc te phai dua trfin cac khung phap ly dupc ky ket giua chinh phu cac nudc vdi nfin chi cd nha nudc qua cac hiep dinh song phuong, da phuong mdi tao dupc mdi Irudng phap ly de cho cac hang hang khdng md rong thi trudng Neu khdng cd hoal ddng cua nha nudc thi cac hang hang khdng se khdng lh£ khai 142 thac dupc cac thi trudng mdi dupc Xuat phat tir dac diem nay, Viet Nam can nghien cuu, ky ket va ap dung cac hiep dinh giua cac nudc vdi nhau; dac biet la ddi vdi cac nudc hoac vung lanh tho cd nhieu tiem nang ve van lai hang khong Ddng thdi tham gia day du vao cac cong udc, hiep udc qudc te ve hang khdng, sir dung cac tieu chuan phap ly ve nganh nhu khai thac, bao dudng de tang cudng mdi quan he lien minh, lien ket qua dd xuc tien cac hoat dong thuong mai Nha nudc cung can nghien ciiu va ap dung cac chinh sach ve khdng tai, cac chinh sach ve tu hoa lung phan va cd kiem soal ddi vdi thi trudng van tai qudc te tren co sd dam bao dupe quyen lpi khach hang va cac ddi tac nudc ngoai nhung vAn phu hpp vdi muc phat trien cua cac hang hang khdng nudc de tao dieu kien phat trien cho cac hang Cac chinh sach ddng vai trd rat quan trong hoat dong khai thac thi trudng cua cac hang hang khdng Neu cac chfnh sach cua nha nudc qua chat se gay khd khan cho viec md rong thi trudng va phat trien kinh doanh; ngupc lai neu qua long se gay vice canh tranh khdng lanh manh giua cac hang hang khdng va cac hang hang khdng nudc khdng nhung khdng phat trien dupc thi trudng ma trai lai cd the cd nhung thiet hai ldn Nha nudc can cai tien cac chinh sach ve dau tu, du lich, xuat nhap canh theo hudng thong thoang hon se thuc day quan he di lai, trao doi, lam an lang len qua dd dem lai ngudn lpi cho ca dal nudc va nganh hang khong cung se cd dupc nhung co hoi de phat trien thi trudng cua m'inh Dac biet cac chinh sach ve phat trien du lich se la mol su kich thich manh me cho viec di lai bang dudng hang khong Nha nudc cd the ban hanh, sua doi mol sd chinh sach nhu: cho phep cap visa lai cua khau, keo dai cac tour du lich tir cac nudc khu vuc sang Viet Nam de giam bdl thu luc xin visa tai cac co quan ngoai giao lai nudc ngoai Nha nudc cung can xay dung chien lupc phat trien ddng bd cho ca hai nganh hang khdng va du lich tren co sd phoi hpp giua hai nganh de thong nhat uu lien phat trien mol sd cac thi trudng can uu lien nhd dd se giam dupc chi phi chung ma hieu qua thi lai dupc tang len 3.3.1.2 Ho tra tdi chinh Vietnam Airlines vAn chua tim phuong an giai quyet thich hpp cho nhung khd khan ve vdn, ve kha nang lai chinh eo hep giai doan hien 143 cung nhu' tuong lai gan Nhu cau ve von de dau tu phat trien cua Hang 10 nam ldi la tren ty USD, so sanh vdi kirn ngach xuat khau cua Viet Nam chi khoang 10-11 ty USD, sd tren qua la qua ldn so vdi noi luc cua Hang Tong von cua Tong cdng ly hang khdng Viet Nam chi xap xi 2000 ty ddng, nhu vay khdng the dung von tu cd va von tfch luy de dau lu phat trien cac linh vuc hang khong Neu de Hang tu dau tu phat trien bang von lich luy thi thdi gian se bi keo dai va khdng cd kha nang dudi kip cac hang hang khong khac; nha nudc can dau tu 100% von hoac dung bao lanh vay von tir cac to chuc lai chfnh va ngoai nudc; chi cd nha nudc vdi nhung hd tip dac biet mdi cd kha nang huy ddng dupc nguon von ndi tren Nhu cau vdn cho phat trien dpi bay khoang 1,3 ty USD, huy dong bang nhu'ng each sau: - Kien nghi Nha nudc dung bao lanh mien phi cac khoan vay vdn tir cac td chtic tin dung xuat khau, cac to chuc qudc le; thong qua vai trd dam phan thuong lupng cua nha nudc vdi cac td chtic, qudc gia dd cd dupc nhung khoan vay ldn cd uu dai ve lai suat, thdi han tra - Kien nghi nha nudc tai tip mot phan vdn tir ngan sach nha nudc de dau lu phat trien dpi bay cua Vietnam Airlines, ap dung nhung chinh sach uu dai nhu cho phep Hang de lai loan bd thue thu nhap va thue VAT it nhat la nam ke tir nam 2000 de tap trung dau tu mua may bay, bao lanh midn phi toan bo phan vdn mua may bay, cho vay vdi lai suat thap, cho phep Hang khdng phai ket chuyen 50% ngoai te sang tien Viet Nam nhu quy dinh ve quan ly ngoai hdi hien hanh, giam thue nhap khdu nhien lieu - Xay dung chinh sach quan ly, sir dung quy khau hao co ban ddi vdi dpi tau bay, lang ty le lich luy vdn noi bd de cd the tra bcil mpl phan cac khoan np goc tien vay - Danh cac khoan vay uu dai dai han cua chinh phu cho Vietnam Airlines Hang can lich cue huy dong vdn tir cac hpp ddng vay thuong mai, cac chuong trinh tin dung xuat khau, thong qua lai Up du an cua nudc cung cap thiet bi - Da dang hoa cac hinh thuc dau tir, khuyen khich huy dong cac nguon vdn nudc bang each nghien ctiu va kien nghi nha nudc cho phep Vietnam Airlines phat hanh trai phieu hoac manh dan cd phan hoa tren co sd vAn giu quyen kiem soat va sd huu ap dao 144 3.3.1.3 Phat trien ca sd tdng hang khong cua Viet Nam Cac cang hang khdng qudc td cua Viet Nam hien tai co nang luc thap, rat khiem ton so vdi cac san bay tren the gidi va khu vuc va da cd hien lupng qua lai, dac biet la hai san bay Tan Son Nhat va Noi Bai Nang luc cua cac san bay qudc te cua Viet Nam mdi chi gidi han d mu'c 3-3,5 trieu lupt khach/nam, luu lupng trung binh cua cac san bay tren the gidi len ldi vai chuc trieu khach/nam Viet Nam la qudc gia cd sd lupng khach qudc te lang cao nhat khu vuc chau A - Thai Binh Duong, de cd the tro mot trung tam ldn cua khu vuc ve van lai hang khdng phai cd hudng phat trien lang co sd cac san bay qudc te, nang cap he thong san bay le Phuong hudng chinh la lap trung dau tu xay dung tang nang luc cua cac san bay qudc te Noi Bai, Tan Son Nhat, Da N^ng va cai tao nang cap cac san bay dia phuong Du kien nhung nam tdi Viet Nam can khoang san bay qudc te, dd dupe xay dung d phla BSc ( Ha Tay ), mot d TPHCM ( san bay Long Thanh Bac ) de dap ting dupc lupng khach va hang hoa cang tang Doi vdi cac san bay noi dia, can cd ke hoach dau tu, nang cap cai lao va dua vao khai thac thuong mai them mot sd cang hang khdng noi dia nhu Quan Long, Dien Bien, Vung Tau , cai lao nang cap cac san bay d nhung diem du lich de co the don dupe luong khach du lich hang khdng qudc le va noi dia cang tang Nhu cau ve so lupng san bay cua Viet Nam lir den nam 2010 la 44 san bay, dd can san bay qudc te, 24 san bay noi dia va 16 san bay dich vu dia phuong Nhu cau ve vdn de dau tu phat trien he thong san bay cung rat ldn, tdng cong tdi 3650 trieu USD, dau lu' cho cac san bay qudc le la 1950 trieu, cang hang khdng noi dia la 500 trieu, va san bay dich vu dia phuong la 200 trieu Dieu dat mot thach dd ldn cho nganh hang khdng Viet Nam viec tlm nguon vdn de dau tu phat trien Ben canh viec dau tu phat trien co so tang he thong san bay cung can phai phat trien, hoan thien cac dich vu thuong mai mat dai lai cac san bay, phan dau dal chuan qudc te, dan xoa bd doc quyen kinh doanh lai cac san bay, lao sue canh tranh ve chai lupng phuc vu tai cac san bay cua Viet Nam, gop phan thu hut khach su' dung dich vu hang khdng 3.3.2 Ddi vdi Vietnam Airlines 145 Vietnam Airlines can tang cubng str phoi hop vdi cac doanh nghiep du lich de quang ba hinh anh cua Viet Nam tai mol so cac thi trubng du lich tiem nang qua se xuc lien duoc cong tac phat trien thi trubng dac biet la cac thi trudng mdi Tuy Vietnam Airlines da lich cue xuc tien khai thac ngudn khach du lich bang each tham gia cac hoi chp du lich, tai trp cho cac chuyen du lich lam quen, cung cap ve mien phi cho cac dai ly du lich nudc ngoai Nhung su phoi hop giua hai nganh du lich va hang khdng chua ddng bo lai khdng cd mot chuong trinh hop tac de quang ba cho hinh anh cua Viet Nam vay linh canh tranh cua ca hai nganh chua cao Khi Vietnam Airlines tang tan suat bay hay mb cac dubng bay mdi cung chua co su phdi hop vdi cac cong ty du lich de quang ba san pham vay hieu qua han chd Chfnh vi vay, lupng khach du lich co chieu hudng chung lai thi van chuyen hang khong lap tuc bi anh hubng va de khai thac tdt lupng khach du lich thi khdng the khdng phdi hpp hoat dong cua hai nganh mol each ddng bd Vietnam Airlines can chu ddng phdi hpp cung cac cong ly du lich de dua cac bien phap thu hut khach hang nhu: cung bien soan va phat hanh cac an phaim quang ba cho hinh anh Viet Nam va cac doanh nghiep; xay dung cac chuong trinh Video quang cao gidi thieu cho dai nudc, ngudi Viet nam; xay dung cac chuong trinh du lich chung gia giam; hpp lac trao doi cac thong tin ve thi trubng Ben canh dd, Vietnam Airlines can hd trp tfch cue cho hoat dong cua cac doanh nghiep du lich nhu uu dai ve gia, dat giu chd, cung cap cac thong tin chfnh xac ve cac dich vu va ngudn khach du lich de co the nhan dupc su hpp tac chat che lu1 cac cong ly lu hanh dac biet la vide uu tien ban ve cho Vietnam Airlines Phdi hpp hoat dong ddi vdi cac co quan quan ly nha nudc tai cac cua khau san bay nhu hai quan, cong an cua khau tao dieu kien thuan lpi nhat cho khach hang Trong thbi gian qua, mac du cd nhung cai each ve hanh chfnh nhung hanh khach v§n gap nhieu khd khan cong lac xuat, nhap canh vao Viet Nam De phuc vu hanh khach tdt hon nua thi Vietnam Airlines se phai phdi hpp hoat ddng tdt vdi cac don vi mdt each hieu qua nhat Dong thbi cung 146 sach thong thoang hon hoat dong xuat nhap canh de giam bort phien cho hanh khach nham lang luong khach tdi Viet Nam Tang cubng cac bien phap thuc day hop tac qudc te linh vuc hang khdng Thuc hien lien minh tiep thi va mang dudng bay vdi cac tap doan hang khdng qudc te loan cau nhSm md rong pham vi hoat dong qudc le cua Hang tren cac thi trudng xuyen luc dia quan trong, thu hut them khach hang tir cac khu vuc thi trudng khac, tan dung cac uu the va khac phuc nhu'ng han che ve mang bay, pham vi hoat ddng ndi ricng va he thong san phalm ddng bd ndi chung cua Vietnam Airlines Can thiet lap cac lien minh chien luqc vdi cac hang hang khdng khac dd cung khai thac cac san phdm lien ket tren co sd song phuong hoac da phuong vdi mol sd hang hang khdng nudc ngoai d cac khu vuc khac Trong qua trinh lien minh lien ket, can uu lien vide lien minh cdng lac tiep thi san pham nhu ket hop dudng bay, ke hoach va lich bay khai thac, trao doi chd, lien doanh khai thac tren mdt sd dudng bay, sau la ket hqp chinh sach gia cudc va hd thong phan phoi Nhanh chdng dn dinh hoat dong khai thac bay la mot nhung yeu td quan ma Vietnam Airlines can lam de nang cao duqc chat luqng san pham lao duqc niem tin cho khach hang Mol nhung han che ddi vdi san pham van chuyen hang khdng cua Vietnam Airlines la hoat ddng khai thac bay thieu dn dinh Nguyen nhan chinh la ddi may bay ft, hoat dong sua chua bao duong chua duqc thuc hien mot each chu dong; nhung cung phai de cap den nguyen nhan chu quan la viec bd trf may bay vdi tan suat qua ldn gay tinh trang mot may bay true trac lap tdc co anh hudng den nhieu chuyen bay va lam chat luqng cua san pham khdng dn dinh Nhu vay ngoai viec phan dau dam bao du ve sd luqng, chung loai may bay de cdng tac lap lich bay va khai thac bay mang tfnh dn dinh, giam tdi da viec khoi hanh muon cua cac chuyen bay vi ly may bay canh muon hoac true trac ky thuat, Vietnam Airlines can luu y gian each lich bay dieu kien cho phep de lao dieu kien cho viec nang cao chat luqng cua san pham 147 KET LUAN Vietnam Airlines dang dung trudc nhung van hdi mdi va ca nhung thu lhach to ldn budc vao thi tru'dng van lai qudc te, tham gia hoi nhap vdi khu vuc va thd gidi Vietnam Airlines la mot nhung luc lupng di dau cdng cuoc cdng nghiep hoa, hien dai hoa, vay can phai dung vung dupc trudc nhung thu lhach cua qua tr'inh hdi nhap quoc te, tu hoa ddi song kinh le the gidi; du sue manh de dam nhiem dupe nhung nhiem vu quan Dang va Nha nudc giao cho, dua Viet Nam gia nhap cdng vao cong ddng the gidi Phat trien thi Irudng la mot nhung cdng tac quan nhat, quyet dinh su hai cua Vielnam Airlines san xuat, kinh doanh Thong qua cdng tac phat trien thi irudng, Hang mdi nam bat kip thdi nhung co hoi mdi, cung cd dupe vi tri, nang cao kha nang canh tranh, tang thi phan va lpi nhuan Thong qua ket qua nghien ciiu da dupc trinh bay, luan van da tap trung giai quyet mot sd van de sau: Khai quat va he thong hoa nhung van de co ban ve thi Irudng van tai qudc te nganh hang khdng; neu bat nhung ydu td co ban cua thi trudng va rao can phap ly ddi vdi vide gia nhap va phat trien thi trudng Lam rd y nghia cua cdng tac phat trien thi irudng van lai qudc te ddi vdi cac hang hang khdng Phan tich co sd ly luan ve cdng tac phat trien thi trudng van lai hang khdng, dac biet nghien ciiu kinh nghiem cua cac hang hang khdng tien lien viec phat trien thi trudng Phan tich noi dung cdng tac phat trien thi trudng cua cac hang hang khdng va cac chi lieu danh gia ddi vdi cdng lac phat trien thi trudng nganh hang khdng Ddng thdi, luan van lam ro nhung nhan td chu quan va khach quan anh hudng den vide phat trien thi Irudng ddi vdi tirng hang hang khdng Phan tich mot sd dac diem co ban cd anh hudng nhieu nhat den cdng lac phat trien thi Irudng cua Vielnam Airlines; nhan manh vao vai trd cua yeu td nguon luc dd la ngudi va dpi may bay viec phat trien thi trudng 148 Luan van da neu len thuc trang cong tac phat trien thi tru’dng cua Vietnam Airlines qua viec phan tich thi trudng va lam ro cac kho khan va nhung canh tranh gay gat th do'i thu Luan van cung xem xet va danh gia nhu'ng chinh sach Hang da ap dung de phat trien thi trudng th rut nhung ton tai can khac phuc de thuc hien co hieu qua cong tac phat trien thi trudng Thong qua cac nghien cuu ve dinh hudng phat trien cua Vietnam Airlines, cung nhu cac ton tai cua Hang viec phat trien thi trudng, luan van da de xuat mot so nhom giai phap nham phat trien thi trudng van tai quoc te' nhu sau: - Nang cao nang luc van tai dupc coi la dinh hudng mang tinh chat chien lupc vha co tac dong viec nang cao kha nang phat trien thi trudng cua Hang lai vha co kha nang nang cao chat lupng dich vu dupc cung Ung - Phat trien cac quan he quo'c te' la xu hudng tat ye'u cong lac phat trien thi trudng van tai quoc te' Vietnam Airlines can tich cuc tham gia vao su lien minh lien ket hpp lac quoc te" vdi cac hang hang khong khac de phat trien dupc thi trudng cua minh - Tang cudng hoat dong Marketing dupc coi la nhan to quan de’ thuc day su phat trien cua thi trudng Trong cuoc canh tranh giua cac hang hang khong cang quyet liet thi cac chinh sach Marketing linh hoat se dong vai tro chu ye'u de’ phat trien thi trudng theo chieu sau - Toi uu hoa nguon nhan luc co y nghia to ldn viec phat trien thi trudng, chi co nhu'ng chinh sach tot, kip thdi mdi dap ung dupc nhu cau phat trien do'i vdi ca hien tai va luong lai Nhung giai phap toi uu hoa nguon nhan luc gop phan cung cd' ye'u to noi tai, dam bao cac ye'u to ve nguon luc, tao dieu kien cho su phat trien ben vung Mac du mdi phat trien nhung Vietnam Airlines da thng budc vuon len tu khdng dinh minh vdi nhu'ng budc tie'n vupt bac va dang trd mot nhung doanh nghiep mui nhon chien lupc phat trien cua quoc gia Trong qua trinh hoi nhap kinh te quo'c te', nen kinh te Viet Nam dang dUng trudc nhieu thach thuc mdi Vietnam Airlines cung khong nam ngoai khuon kho ay va cung chiu su canh tranh gay gdt th nhung hang hang khong manh nhat cua khu vuc va quoc te' De co the vung budc va tiep tuc vuon len doi hoi Vietnam Airlines phai co nhieu doi mdi mot cach toan dien cong tac 149 phat trien thi trudng van lai qudc te ddng vai tro het sue quan Cdng lac cua Hang thdi gian qua da dat duqc mot sd ket qua tuong ddi lot nhung ben canh cung hoc Id mot sd nhuqc diem Do vay, luan van da de xuat mot sd giai phap cu the vdi hy vong se gop mot phan nhd vao cdng cuoc doi mdi va phat trien cua Hang Hy vong tuong lai khdng xa, Vietnam Airlines se phat trien mdt hang hang khdng hien dai, cd uy tin khu vuc va qudc te, xung dang dai dien cho Viet Nam mang la cd To qudc den vdi ban be tren khSp thd gidi 150 TAI LIEU THAM KHAO A - TIENG VIET Cac bao cao thong ke, tong ket ve tinh hinh hoat dong kinh doanh cua Vietnam Airlines giai doan 1995-2000 Cac bao cao ve hoat dong phan phoi va xuc tien thudng mai, gia ca cua Vietnam Airlines Cang hang khong quoc te Noi Bai mot chang dudng phat trien - Tran Te ( chu bien ) - NXB Hoi nha van, 2002 Chien ludc phat trien mang dudng bay - Ban ke hoach thi trubng - HKQGVN Chien ludc phat trien kinh doanh cua Hang giai doan 2000 - 2005 Chien ludc phat trien cua hang khong Viet Nam den nam 2010 - Cue hang khong dan dung Viet Nam, 1997 Chien ludc canh tranh - Micheal E.Porter - NXB Khoa hoc ky thuat, 1996 Chinh sach cua Viet Nam ve md cua thi trudng quan he hang khong quoc te - Tap chi hang khong Viet Nam so 8/2000 Du thao " Ke hoach phat trien doi bay, dam bao nguon luc va giai phap von cua Tong cong ty HKVN giai doan 2001- 2005 va den 2010 thang 10 nam 2000 10 De an chien ludc phat trien nganh hang khong dan dung Viet Nam den nam 2010 va dinh hudng den nam 2020 - Cuc Hang khong dan dung Viet nam, 1999 11 De an kien toan to chuc Cuc Hang khong dan dung Viet Nam theo hudng Tong cuc hang khong dan dung thang 3/1999 12 Doi mdi cong nghe, mot yeu cau bat buoc - Th.S Nguybn Ngoc Trong, Truong phong ky thuat phat trien, Ban ky thuat, TCTHKVN - Tap chi Hang khong Viet Nam so 8/2000 13 Giao trinh Kinh te thudng mai - PGS.TS Dang Dinh Dao & PGS.TS Hoang Drrc Than ( chu bien ) - NXB Thong ke, 2001 151 14 Giao trinh Marketing thuong mai - TS NguySn Xuan Quang ( chu bien ) NXB Thong ke, 1999 15 Giao trinh Quan tri doanh nghiep thuong mai - TS Nguyen Xuan Quang & TS Nguyen Thu'a Loc ( chu bien ) - NXB Thong ke, 1999 16 Giao trinh Thuong mai quoc te - PGS.TS Nguyen Duy Bot ( chu bien ) NXB Thong ke, 1997 17 Hang khong dan dung Viet Nam, nhung chang dudng lich su - NXB Chinh tri quoc gia, 1995 18 Hang khong dan dung Viet Nam va luat hang khong dan dung Viet Nam NXB Chinh tri quoc gia, 1995 19 Hang khong dan dung Viet Nam hoa nhap vdi hang khong dan dung quoc te nhu the nao - NXB Chinh tri quoc gia, 1995 20 Hang khong dan dung va luat hang khong dan dung - Dao Manh Nhuong -NXB Phap ly, 1995 21 Hang khong dan dung Viet Nam, 40 nam mot chang dudng - Nguyen Hong Nhi - NXB Chinh tri quoc gia, 1995 22 Hang khong Viet Nam: Doi mdi de cap hoa ddi song - Tong giam doc Tong cong ty HKVN Nguyen Xuan Hien - Bao Didn dan doanh nghiep, so 69+70 30 thang nam 2002 23 Hang hang khong quoc gia Viet Nam nam 1998, cai nhin thuc te - Thanh Giang - Tap chi Hang khong Viet Nam so 3/1998 24 He thong cac van ban phap luat ve hang khong dan dung - NXB Thong ke, 1999 25 Hien dai hoa nganh hang khong Viet Nam dap ung nhu cau phat trien giai doan mdi - Cuc trudng cuc HKDDVN Nguyen Tien Sam - Tap chi hang khong Viet Nam thang 04/2002 26 Kinh te hoc vi mo - Robert S.Pindyck - NXB Thong ke, 1999 27 Kinh doanh dich vu co che thi trudng - Tran Van Bao va Nghiem Van Trong - NXB Thong ke, 1994 28 Kha nang phat trien cua nganh HKDD Viet Nam hai thap nien dau cua the ky 21 - Pho cuc tru’dng cuc HKDD Viet Nam TS Dinh Xuan Hudng - Thong tin kinh te ky thuat so 1/2000 152 29 Luat hang khdng dan dung Viet Nam va luat sua doi boxung mot sddieu ciia luat hang khdng Viet Nam 201411995 - NXB Chfnh tri quoc gia, 1997 30 Luat hang khdng dan dung Viet Nam va cac can cu cd lien quan - NXB Phap ly, 1992 2>\.Lua chon phuong an tdi Uu ke hoach thue mua may bay - TS Nguyen Thy Son - Tap chi giao thong van tai sol+2/2000 32 Marketing can ban - Philip Kotler, NXB Tp Ho Chi Minh, 1994 33 Marketing can ban - TS Nguydn Bach Khoa - Truong dai hoc Thuong mai, 1995 34 Md rong va khai thac hieu qua mang dudng bay qudc te - Thanh Giang Tap chi Hang khdng Viet Nam sd 8/2002 35 Nhu cau von cho dau tu phat trien nganh hang khdng dan dung giai doan 1997 - 2010 - Cue hang khong dan dung Viet Nam, 1997 36 Nhung dude, mdt tit moi quan he hang khdng - du lich - TS.Nguydn Thy Son - Tap chi hang khong sd 7/1999 37 Phat trien nganh hang khdng dan dung Viet Nam trudc xu the va thach thuc cua thdi dai - Cue trudng cue HKDDVN Nguydn Tien Sam - Tap chi cong san sd 17, 09/1999 38 Phan tich san pham cua Vietnam Airlines so vdi san pham cua doi tac tren dudng bay quoc te - Ban ke hoach thi trudng - HKQGVN, 1998 39 Qui dinh ve hoach dinh va dieu hanh chinh sach ban van chuyen hanh khach cua Vietnam Airlines, 1999 40 Quan tri Marketing dich vu - TS Luu Van Nghiem ( chu bien ) - NXB Lao dong, 1997 41 Tiem nang khu vuc chau A - Thdi Binh Duong van chuyen hang khdng - Thong tin hang khdng sd 49/1997 42 Trd Idi phong vdn cua Cue trudng HKDD Viet Nam ve trien vong quan he hop tac hang khdng Viet - My - Le Thi Oanh - Tap chi hang khdng Viet Nam sd 8/2000 43 Thu tim giai phap thi trudng boi canh killing hoang khu vuc Trudng ban Ke hoach thi trudng Luong Hoai Nam - Tap chi hang khdng sd 10/1998 153 44 Tong cdng ty Hang khdng Viet Ham nam doi mdi va phat trien - Bi thu Dang uy - Chu tich hoi ddng quan tri Tdng cong ty HKVN Nguydn Sy Hung - Tap chi hang khong Viet Nam thang 7/2000 45 Tdng cdng ty hang khdng Viet Nam viMl len phia trudc, rut ngan khoang each - Bi thu Dang uy - Chu tich hoi ddng quan tri Tdng cong ty HKVN Nguydn Sy Hung - Tap chi hang khdng Viet Nam thang 1/2002 46 Vietnam Airlines vito't qua tint thach va han che, phan dau ngang tam hang khdng khu vi(c - Tdng giam doc Tdng cdng ty HKVN Nguydn Xuan Hien - Bao Giao thong van tai, sd 35 29 thang nam 2000 47 Vietnam Airlines trade ngudng cita cua thien nien ky mdi - TS Hoang Minh Chinh - Tdng Cong ty hang khong Viet Nam - Tap chi hang khong Viet Nam so 1/2000 48 Vietnam Airlines lien doanh vdi nudc ngoai de phat trien - TS Vu Sy Tuan - Thong tin kinh te ky thuat sd 1/2000 49 Vietnam Airlines - Mot nam nhin lai - Tuyet Nhung - Thong tin hang khdng sd 02/2000 50 Website cua Vietnam Airlines: www.vietnamair.com.vn A - TIENG ANH 51 Airlines Marketing & Management - Stephan Shaw - NXB Pitman, 1990 52 Airport Management and Operation Courses - Phillip Shearman, IATA, 1996 53 Aviation & Tourism Policy - L Daniel - NXB Routledge England, 1984 54 Service Marketing - Valarie A.Zeithaml va Mary Z.Bitner - The Mc.Grawhill Co., 1996 55 Travel and Tourism in APEC region - American Express Travel Related Services Company, NewYork, 1996 154