Hoàn thiện xúc tiến bán dòng sản phẩm can thiệp mạch não của công ty tnhh thành an hà nội

DO MANII TUAN HOAN THIEN XUC TIEN BAN DONG SAN PHAN CAN THIEP MACH NAO CUA CONG TY TNHH THANH AN - HA NOI a LOAN VAN THAC SI K1NH DOANH VA QUAN LV HaNoi, 2012 TRUING DAI HOC KINH TE QUOC DAN DAI HOC KTQD TT THONG TIN THtf VIEN GTfffiAN-TtiLIEU DO MANH TUAN HOAN THIEN XUC TIEN BAN DONG SAN PHAM CAN THIEP MACH NAO CUA CONG TY TNHH • • THANH AN - HA NOI Chuyen nganh: Quan tri kinh doanh thuong mai LUAN VAN THAC SL KINH DOANH VA QUAN LY N'GIOI HUONG DAN KHOA HOC: PGS.TS NGUYEN XUAN QUANG Ha Noi, 2012 L()'I CAM DOAN Toi xin cam doan nhung thong tin duoc trinh bay, trich dan va su dung luan van la trung thuc va dung theo thuc te ma toi da thu thap duoc qua trinh thuc hien Luan van ca nhan toi thuc hien va khong chep Nguoi lam luan van Do^Manh Tuan DANH MUC BANG, BIEU Bieu 2.1: Bieu thi phan san pham can thiep mach nao tai Viet Nam .63 Bang 2.2: Ket qua hoat dong kinh doanh cdng ty TNHH Thanh An - Ha Noi 66 Bang 2.3: Thay doi tai san - ngon von cong ty TNHH Thanh An - Ha Noi 68 Bieu 2.4: Bieu doanh thu 69 Bang 2.5: Bang tong chi phi xuc tien cac nam 70 Bang 2.6: Bang chi phi xuc tien danh chosan pham can thiep mach 71 Bang 2.7: Bang so sanh chi xuc tien 72 Bang 2.8: Bang tuong quan toc gia tang chi phi xuc tien va doanh thu doi voi dong san pham can thiep mach nao 72 Bieu 2.9: Bieu so sanh chi phi xuc tien 73 Bieu 2.10: Bieu doanh thu ban dong san pham can thiep mach nao 73 Bieu 2.11: Bieu thi phan dong san pham can thiep mach nao cua cong ty TNHH Thanh An - Ha Noi 74 DANH MUC CHU VIET TAT So thtf tw Ten viet tat AAOS A -a /v f rp • / Ten aay au Tieng Anh Nghfa Tieng Viet American Academy Of Orthpeadic Hoi chinh hinh My nnA -» ± Surgeons Hoi phau thuat than AANS AFFITN American Asssociation Of Neurological kinh My Surgeons Asian-Australasian Federation of Interventional and Therapeutic Hoi nghi dien quang can thiep chau a Neuroradiology NASS Hoi phau thuat than kinh bac My NGO Non-Government Organization To chuc phi chinh phu M&A Mergers and Acquisitons Mua lai va sap nhap North American Spine Society Quan he cong chung PR Public Relation Hoi nghi phau thuat WFNS World Federation Of Neurosurgical Societies than kinh the gioi MUC LUC • • Trang DANH MUC CHIT VIET TAT DANH MUC BANG, BIEU TOM TAT LUAN VAN MO DAU 1 Tinh cap thiet cua de tai nghien cuu Muc dich nghien cuu Doi tugng va pham vi nghien curu 3.1 Doi tuong nghien cuu 3.2 Pham vi nghien cuu Phuong phap nghien cuu Nhung diem mod cua luan van Ket cau luan van CHUONG CO SO LY THU YET CO BAN NGHIEN ClTU XUC TIEN BAN SAN PHAM VAT TU Y TE KY THUAT CAO 1.1 Cac khai niem co ban 1.1.1 Khai niem san pham 1.1.2 Dac diem vat te ky thuat cao 1.1.3 Khai niem xuc tien ban hang 1.1.4 Khai niem hoat dong xuc tien ban 1.1.5 Khai niem ve khach hang va thi truang cua Doanh nghiep 1.2 Noi dung co ban cua xuc tien ban vat tu y te ky thuat cao cua doanh nghiep 10 1.2.1 Dac diem thi truang vat te ky thuat cao va tac dong cua nd den xuc tien ban 10 1.2.2 Noi dung ca ban cua hoat dong xuc tien ban vat tu y te ky thuat cao cua Doanh nghiep 18 1.2.2.1 Xac lap co so xay dung chien luge xuc tien ban 19 1.2.2.2 Xay dung chien luoc xuc tien ban 25 1.2.2.3 To chuc thuc hien chien luge xuc tien ban 37 1.2.2.4 Danh gia, dieu chinh chien luge xuc tien ban 41 1.3 Cac nhan to co ban anh huong den xuc tien ban vat tu y te ky thuat cao cua doanh nghiep 45 1.3.1 Cac nhan to khach quan 45 1.3.2 Cac nhan to chu quan 48 1.4 Cac bai hoc kinh nghiem rut tu nghien cuu xuc tien ban vat tu y te ky thuat cao cua mot so cong ty tren the gidi 49 CHUONG 2: THUC KINH DOANH VA HOAT XUC TIEN • TRANG • • DONG • BAN VAT • TU Y TE KY THUAT • CAO CUA CONG TY TNHH THANH AN r - _ x _ - _ •> > HA NOI 55 Dac diem hoat dong kinh doanh cua cong ty 55 2.1.1 Khai quat ve cong ty TNHH Thanh An - Ha Noi 55 2.1.2 Dac diem ddng san pham can thiep mach nao, thi trudng, khach hang cua cong ty 56 2.1.2 Dac diem dong san pham can thiep mach mau nao 56 2.1.2.2 Dac diem thi trudng, khach hang ddng san pham can thiep mach mau nao cua cong ty 61 2.1.2.3 Tiem luc, vi the canh tranh cua cong ty tren thi trudng hien 64 2.2 Ket qua hoat dong kinh doanh cua cong ty TNHH Thanh An - Ha Noi giai doan 2007 -2012 66 2.3 Phan ticb thuc trang xXc tien ban ddog san pham can thiep mach mau nao cua cong ty TNHH Thanh An - Ha Noi 69 2.3.1 Khai quat thuc trang xuc tien ban dong san pham can thiep mach nau nao cua cong ty TNHH Thanh An - Ha Noi 69 2.3.2 Thuc trang va quy trinh quan tri chien luoc xuc tien ban ddng san pham can thiep mach mau nao cua cong ty TNHH Thanh An - Ha Noi 74 2.3.2 Nglhen cuu tlti trucmg, khaah hhng, xaa lap co car thuc tien xxy dims; chien luoc xcc tien 74 2.3.2.2 Thuc trang xny dung chien luoc xcc tien 75 2.3.2.3 Thuc trang to chuc thuc hien chien luoc xcc tien ban .82 2.3.2.4 Thuc trang danh gia, dieu chinh chien luoc xcc tien 83 2.3.3 du nhuoudiem xuxtien bab ddnosan pham can tniep mach nao cua cong ty TNHH Thanh An-Ha Noi 84 2.3.3.1 Hu diem 84 2.3 Nhuoc diem 85 CIHJONG 3: PI1 LONG HUONG VA GIAI PHAP CO BAN NHAM HOAN THIEN XUC TIEN BAN DONG SAN PHAM CAN THIEP MACH MAU NAO CUA CONG TY TNHH THANH AN - HA NOI TAI THI TRUONG VIET NAM 87 3.1 Xu hudng phat trien cua thi truong vat tu y te ky thuat cao tai Viet Nam va dinh hudng phat trien dong san pham can thiep mach mau nao cua cong ty TNHH Thanh An-Ha Noi 87 3.1.1 Xu hudngphat trien cua thi trudng vat te ky thuat cao tai Viet Nam 87 3.1.2 Dinh huang phat trien dong san pham can thiep mach mau nao cua cdng ty TNHH Thanh An - Ha Noi giai doan 2012-2020 88 3.2 Giai phap hoan thien xuc tien ban ddng san pham can thiep mach nao cua cong ty TNHH Thanh An - Ha Noi 90 3.2.1 Xay dung va phat trien bo phan marketing cua cdng ty boat dong hieu qua va chuyen nghiep 90 3.2.2 Hoan thien viec phoi hop to chiic thuc hien xuc tien ban vdi cac bo phan khac lien quan 91 r r r 3.2.3 Xay dung chien luqc xuc tien ban linh boat phu hqp vdi tieng doi tuqng khach hang 92 3.2.4 Lua chon dung cdng cu xuc tien ban san pham 93 3.2.5 Hoan thien ke hoach xuc tien theo chu ky phat trien san pham 94 3.2.6 Hoan thien boat dong kiem tra, danh gid hieu qua xuc tien ban 95 3.2.7 Hoan thien cdng tac xay dung ke hoach ngan sach danh cho xuc tien ban r ■> r r 96 3.3 Dieu kien thuc hien cac giai phap 97 KET LUAN 101 DANH MUC TAI LIEU THAM KHAO PHU LUC TRUING DAI HOC KINH TE QUOC DAN DO MANH TUAN HOAN THIEN XUC TIEN BAN DONG SAN PHAM CAN THIEP NAO CUA CONG TY TNHH • MACH • THANH AN - HA NOI Chuyen nganh: Quan tri kinh doanh thuong mai TOM TAT LUAN VAN THAC SI Ha Noi, 2012 TOM TAT LUAN VAN • Co rat it de tai nghien cuu lam ve nganh vat tu y te ky thuat, nghien cuu ve xuc tien ban hang doi vdi san pham vat tu y te tai Viet Nam cung rat it gap Nghien cuu ve xuc tien ban vat tu y te ky thuat cao cung nhu ddng san pham Can thiep mach nao de dieu tri tai bien mach nao, u nao va phinh mach nao thi de tai la nhat.Khi xem xet van de neu tren, luan van cung se cung cap dupe nhung goc nhin moi ve tinh hinh kinh doanh tai thi trudng vat tu thiet bi y te tai Viet Nam, dac biet la nhom san pham vat tu y te ky thuat cao He thong hoa co so ly luan co ban nghien cuu hoat dong xuc tien ban san pham vat tu y te ky thuat cao tai Viet Nam Phan tich cac nhan to anh huong den hoat dong xuc tien ban vat tu y te ky thuat cao tai Viet Nam Dua cac giai phap nham giai quyet nhung van de ton tai, tu co the la kinh nghiem, la co so tham chieu cho cac ddng san pham khac tai thi trudng thiet bi y te Viet Nam CHUONG CO Sd LY THUYET CO BAN NGHIEN CUU XUC TIEN BAN SAN PHAM VAT • TOY TE KY THUAT • CAO 1.1 Cac khai niem co1 ban 1.1.1 Khai niem san pham Cd hai huong tiep can ve khai niem san pham, thu nhat tiep can theo goc san xuat, san pham dupe hieu va mo ta thong qua hinh thuc bieu hien bang hien vat cua hang hoa Tuy nhien each hieu van mang tinh don gian va da bo qua mot sd yeu to cau len san pham theo quan diem marketing, dudi goc nhin cua ngudi tieu thu, theo quan diem nay, san pham dupe hieu: “ San pham la str thda man mot nhu cau nao cua khach hang” (Giao trinh marketing thuomg mai, chu bien PGS TS Nguyen Xuan Quang) Khi noi ve san pham ngudi ta thirdng quy nd ve mot hinh thuc ton tai vat chat cu the va do nd chi bao ham nhung phan hoac yeu to cd the quan sat dupe, nhung xet dudi goc cua marketing, khai niem san pham dupe hieu: San pham la tat cd nhumg cai, nhung yeu to cd the thda man nhung nhu cau cua khach Cong ty TNHH Thanh An - Ha Noi MausdB02-DNN Dia chi: So Tr&ng Thi - Ha Ndi Ban hanh theo QD so 48/2006/QD-BTC ngdy 14/09/2006 cua Bo truong BTC MST: 0101141141 BAO CAO KGT QUA HOAT DONG KINH DOANH Nam 2007 Don vi tinh : Dong Viet Nam CHi TIEU | 1 I ' A Doanh thu ban hang, cung clp dich vu Cac khoan giam trip Doanh thu thudn ban hang va cung cdp dich vu(10 = 01 -02[ Gia vdn hang ban Loi nhuan gop ban hang va cung c£p djch vu(20 = 10-11 ) Doanh thu hoat dong tai chinh Chi phi tai chinh Trong dd : Chi phi lai vay Chi phi quan ly kinh doanh Lgi nhuan thudn tip hoat dong kinh doanh (30 = 20 + 21 - 22 - 24 ) 10 Thu nhap khac 11 Chi phi khac 12 Lgi nhuan khac ( 40 = 31 - 32 ) Tong loi nhuan kd toan truoc thud ( 50 = 13 30 - 40 ) 14 Chi phi thud thu nhap doanh nghiep 15 Loi nhuan sau thud TNDN ( 60 = 50 -51 ) Ma so Thuyet minh B 01 02 C IV.08 Nam Nam trudc 55,136,912,587 31,554,872,165 10 55,136,912,587 31,554,872,165 11 43,005,212,104 24,354,600,274 20 12,131,700,483 7,200,271,891 21 22 23 24 60,757,758 56,752,402 56,752,402 11,859,819,937 6,902,642,765 30 275,885,902 165,611,492 31 32 40 50 132,017,634 1,400,000 •(1,400,000) IV.09 51 60 274,485,902 165,611,492 76,856,053 197,629,849 46,371,218 119,240,274 Lap, 28 thang 03 nam 2008 Ngu’d’i lap bieu ( ky , ho va ten ) Ke toan truong ( ky , ho va ten ) Giam ddc (Ky ten, ddng dau) Ban hanh theo Q£> s6 48/2006/QS-BTC 14/09/2006 cua Bq trirong BTC Dia chi: So Trang TTii - Ha Noi BANG CAN D6l KB TOAN Nam 2007 Don vi tinh : Viet Nam D&ng TAI SAN Ma s6 Thuyet minh A A TAI SAN NGAN HAN (100 = 110 + 120 + 130 + 140 + 150) B C 100 I Tidn va cac khoan tuomg direr ng tidn II Cac khoan ddu tu tai chinh ngdn han 110 120 Dau tu ng3n han Du1 phong giam gia dau tu ngdn han (*) 121 129 III Cac khoan phai thu 130 Phai thu khach hang Tra trudc cho nguoi ban Cac khoan phai thu khac Dy phong cac khoan phai thu kho doi (*) (111.01) (III.05) 131 132 138 139 Sd dau nam Sd cudi nam 11,165,520,389 16,155,259,533 2,224,875,550 5,828,805,910 3,033,809,723 7,231,137,934 2,760,475,274 227,407,232 45,927,217 6,991,415,717 193,795,000 45,927,217 5,143,209,591 1,968,472,602 5.143,209,591 1,968,472,602 763,625,525 1,126,843,087 115,177,428 173,307,049 IV Hang tdn kho 140 HSng tdn kho Dy phong giam gia hang tdn kho 141 149 V Tai san ngdn han khac 150 Thue GTGT duoc khau tru Thue va cac khoan phai thu Nha Nudc Tai san ngdn han khac 151 152 158 648,448.097 953,536.038 B TAI SAN DAI HAN ( 200 = 210 + 220 + 230 + 240 ) 200 382,908,196 808,763,218 I Tai san cd dinh 210 Nguyen gia Gia trj hao mon luy ke Chi phi xay dung co ban dang 211 212 213 II BSt dong san ddu tu 220 Nguyen gid Hao mon luy ke (*) 221 222 III Cac khoan ddu tu tai chinh dai han 230 Dau tu tdi chinh dai han Dy phong giam gid dau tu tai chinh dai han (*) 231 239 V Tai san dai han khac 240 Phai thu dai han Tai san ddi han khde Dy phong phai thu dai han kho ddi 241 248 249 TONG cong tai san (250 = 100 + 200 ) 250 (III.02) - (III.03.04) (III.05) 382,908,196 808,763,218 750,541,316 (367,633,120) 1,431,113,637 (622,350,419) - - - - 11,548,428,585 16,964,022,751 Thuyet minh nguOn v6n Ma so A NO’ PHAI TRA (300 = 310 + 320 ) 300 8,365,916,403 10,604,587,849 310 311 312 313 314 315 316 318 319 320 321 322 328 329 8,365,916,403 410,000,000 5,509,917,843 2,434,012,533 11,986,027 10,604,587,849 - I Ng ngan han Vay ng£n han Phai tra cho nguoi ban Nguoi mua tra tien truoc Thue va cac khoan phai nop Nha nuoc Phai tra cdng nhan vien Chi phi phai tra Cac khoan phai tra ngan han khac Du phOng phai tra dai han II Ng dai han Vay va ng dai han Quy du phong trg cap mat viec lam Phai tra, phai nop dai han khac Du phdng phai tra dai han B NGUON VON CHU SO HU’IJ (400 = 410 + 430) I V6n chu so huu Vdn dau tu cua chu so huu Thang du vOn co phan VOn khac cua chu so huu Co phieu quy (*) Chenh l$ch ty gia hoi doai Cac quy khac thuoc von chu so huu Lgi nhuan sau thud chua phan phoi II Quy khen thuong, phuc lgi tQng cong nguQn vQn (440 = 300 + 400) III.06 SO cuOi nam 10,328,973,950 226,324,000 49,289,899 - - 400 410 411 412 413 414 415 416 417 430 SO dau nam III.07 440 3,182,512,182 6,359,434,902 3,182,512,182 3,000,000,000 6,359,434,902 6,000,000,000 - 182.512.182 359,434,902 11,548,428,585 16,964,022,751 CAC CHI TIEU NGOAI BANG CAN O6l KG TOAN So dau nam Chi tieu Tai san thue ngoai Vat tu, hang hoa nhan giu ho, nhan gia cong Hang hoa nhan ban ho, nhan ky gui, ky cugc Ng khO doi da xu ly Ngoai te cac loai Nguoi lap bieu Ke toan truong SO cuOi nam Lap, 28 thang 03 nam 2008 Giam dOc (Ky, ho ten, dong dau) '\!a/ - , Mau so: B-02/DNN { Ban hanh kem theo Quy St dinh so 48/2006/QD-BTC Ngay 14/09/2006 cua B6 Tai chinh) C()NG HOA XA HOI CHU NGHIA VIET NAM Doc lap - Tu- - Hanh phuc BAO CAO KET QUA HOAT DONG KINH DOANH Nam 2008 Nguoi nop thue: Cong ty TNHH Thanh An - Ha Noi 0101141141 Ma so thue: Dja chi tru so: So Trang Thi Tinh/Thanh pho: Ha Noi Hoan KiSm QuanHuyen: Dienthoai: Fax: 043.5625205 Email: admin@thanhan-hanoi.com.vn 043.5625206 Dan vi tien: Ddng i'iet Xam Stt Chi tieu (1) (2) Ma Thuyet minh 85.624.180.310 55.136.912.58" 10 85.624.180.310 55.136.912.587 Gia v6n hang ban 11 65.975.958.114 43.005.212.104 Loi nhuan gop ve ban hang va cung cap dich vu (20= 10- 11) 20 19.648.222.196 12.131.700.483 21 268.161.638 60.757.758 2.519.310.329 205.500.000 56.752.402 — 56.752.402 Doanh thu ban hang va cung cap dich vu 01 Cac khoan giam trir doanh thu 02 Doanh thu thuan ve ban hang va cung cap dich vu (10 = 01 -02) (6) (5) (4) (3) So nam truoc So nam 'Doanh thu hoat dqng tai chinh Chi phi tai chinh ■ - - ■ - Trong do: Chi phi lai vay - IV.08 22 — — 23 Chi phi quan lykinh doanh 24 17.068.228.51" 1.859.819.93" Lpi nhuan thuan tir hoat dong kinh doanh (30 = 20 + 21 -22-24) 30 328.844.9S8 275.885.902 10 Thu nhap khac 31 Chi phi khac 11 32 1.400.000 (1.400.000) 12 Loi nhuan khac (40 = 31 - 32) 40 13 Tong loi nhuan ke toan truoc thue (50 = 30 + 40) 50 IV.09 14 Chi phi thue thu nhap doanh nghiep 15 Loi nhuan sau thuc thu nhap doanh nghiep (60 = 50-51) 328.844.988 274.485.902 51 92.076.59" 76.856.053 60 236.768.391 197.629.849 Lap IS thdng 03 nam 2009 Nguoi lap bieu Ke toan trudng (Ky, Chi ro ho ten) (Ky, Ghi ro ho ten) "-nJ f (rar? i 1/ ou i Giam doc (Ky Chi ro lip ten Ddng dciu) LUiftk iX i Trang 1/1 , Mau sd: B-01/DNN (Ban hanh kern theo Quyet dinh sd 48/2006/QD-BTC Ngay I 14/09/2006 cua Bq Tai chinh) CQNG HOA XA HOI CHU NGHIA VIET NAM Doc lap - Tu- - Hanh phuc BANG CAN DOI KE I OAN NSm 2008 Nguoi nop thue: Cong ty TNHH Thanh An - Ha Noi Ma so thue: Dia chi tru so: S6 Trang Thi Quan Huven: Hoan Kiem Dien thoai: 043.5625205 10 114 ■V ■ / - Tinh/Thanh phd: Fax: < ; - 114 043.5625206 Email: Ha Noi admin@thanhan-hahoi.com.vn Don x i tien: Dong viet nam STT CHI TIEU Ma Thuyet minh So nam So nSm truoc (1) (2) (3) (4) (5) (6) TAI SAN A A - TAI SAN NGAN HAN (100= 110+120+130+140+150) 100 I Tien va cac khoan tuong ducmg tiSn 110 111.01 II 11 Dau tu tai chinh ngan han (120=121+129) 120 III.05 III 38.236.969.260 16.155.259.533 5.574.642.873 5.828.805.910 130 12.821.091.183 7.231.137.934 Dau tu tai chinh ngSn han 121 Du phdng giam gia dau tu tai chinh ngin han (*) 129 III Cac khoan phai thu ngan han 1 Phai thu cua khach hang 131 12.496.883.588 6.991.415.7)7 2 Tra trudc cho ngudi ban 132 205.979.428 193.795.000 118.228.167 45.927.2 r 18.294.288.003 1.968.472.602 18.294.288.003 1.968.472.602 150 1.546.947.201 1.126.843.087 573.714.656 173.307.049 973.232.545 953.536.038 3.165.216.647 808.763.218 3.165.216.647 808.763.218 3 Cac khoan phai thu khac 138 4 Du phdng phai thu ngSn han khd doi (*) 139 IV V IV Hang ton kho 140 Hang ton kho 141 Du phdng giam gia hang ton kho (*) 149 V Tai san ngan han khac 1 Thue gia tri gia tang dirpc khfiu tru 151 2 Thue va cac khoan khac phai thu Nha nude 152 3 Tai san ngan han khac 158 B B - TA1 SAN DAI HAN (200=210+220+230+240) JII.02 200 III.03.04 I I Tai san co dinh 210 1 Nguyen gia 211 4.834.956.988 1.431 113.637 212 (1.669.740.341) (622.350.419) 2 Gia tri hao mon luy ke (*) 3 Chi phi xay dung co ban dang - —r- — - • - - II II Blit dong san dau tu1 III i Gia tri hao mon luy kd (*) 2 Du phdng giam gia dau tu tai chinh dai han (*) 221 ■ IV Tai san dai han khac Phai thu dai han 222 230 III Cac khoan dau tutai chinh dhi han Dau tu tai chinh dai han • - • - - - - • - • • 220 Nguvcn gia IV 213 ; 111.05 231 239 240 241 Trang 1/2 i Tai san dai han khdc ’ Du phong phai thu ddi han kho ddi (*) t6nG CQ.NG TAI SAN (250 =100 + 200) NGUdN v6n ■ 248 249 i 250 16.964.022.751 A - NO' PHAI TRA (300 = 310 + 320) 300 34.805.982.615 10.604.587.849 1 I No' ngan han 10.604.587.849 310 34.805.982.615 Vay ngdn han 311 3.800.000.000 30.921.647.949 : 2 Phai tra cho ngudi ban 312 ; i Ngudi mua tra tidn trudc 313 Thue vd cac khoan phai nop Nha nudc : 41.402.185.907 A J j ' Phai tra ngudi lao dpng 314 ; Chi phi phai trd 316 : Cac khoan phai tra ngdn han khac 318 II No' dai han 321 2 Quy du phong trp cdp mat viec lam 322 3 Phai trd, phai nop ddi han khac 328 4 Du phong phai trd ddi han ' 49.289.899 6.596.203.292 6.359.434.902 6.596.203.292 6.359.434.902 6.000.000.000 6.000.000.000 596.203.292 359.434.902 41.402.185.907 16.964.022.751 329 B B- V6N CHU SO'HUT (400 = 410+430) 400 I •I Von chu sd huu 410 1 Von dau tu cua chu sd huu 411 2 Thdng du von co phan 412 3 Von kndc cua chu sd huu 413 4 Cd phieu quy (*) 414 5 Chenh lech ty gia hdi doai 415 6 Cac quy thupc von chu sd hflru 416 7 Loi nhuan sau thuc chua phan phoi 417 II 84.334.666 320 Vay va n