Luận văn giải pháp phát triển thị trường tiêu thụ sản phẩm phân bón của các doanh nghiệp thuộc tổng công ty hoá chất việt nam

1391 L V I ilS DHKTOD TRJONG DAI HOC KINH TE QUOC DAN LUONG HUONG GIANG Gifil PHHP PHflT TRIEN TH! TRUONG TIEU THU SAN PHAM PHAN BON CUfi CAC DORNH NGHIEP THUOC TONG CONG TY HOA CHAT VIET NAM LUAN VAN THAC SY QUAN TRI KINH DOANH Ngu'd'i hu'o'ng dan khoa hoc: GS.TS Dang Dinh Dao DAI HOC KTQD TRUNGTAIMuc THONG TIN THU WEN ■ HA \61 10/2004 LOI cnrn DOAN Toi, nguoi ky ten dudi day, xin cam doan Luan van Thac sy quan tri kinh doanh, de tai “Giai phap phat trien thi trudng tieu thu san pham phan bon cua cac doanh nghiep thuoc Tong Cong ty Hoa chat Viet Nam ”, la cong trinh nghien cuu doc lap cua minh, dupe thuc hien dudi su hudng dSn cua GS.TS Dang Dinh Dao tai Phong dao tao Sau dai hoc, Trudng Dai hoc Kinh te Quoc Dan Trong luan van, toi co tham khao ket qua nghien cuu cua mot so tac gia dupc chi ro danh muc tai lieu tham khao Moi so lieu, tai lieu dupc su dung luan van deu co nguon goc ro rang Ha noi, thang nam 2004 Tac gia Luang Huang Giang MUC LUC • • Md DAU Trang CHUONG I: LY LUAN CHUNG VE THI TRUONG VA PHAT TRIEN THI TRUONG TIEU THU PHAN BON I II Khai niem thi truing & thi trifdng tieu thu phan bon cua doanh nghiep Thi tru&ng Thi trufing tieu thu san phdm cua doanh nghiep phan bon Phat trien thi trifdng tieu thu phan bon 11 Vai trd ciia phat trien thi tritdng tieu thu phan bon Noi dung va boat dong phat trien thi trating tieu thu phan bon 11 11 III Cac nhan to anh hifdng va chi tieu danh gia cong tac phat trien thi trirdng tieu thu phan bon Cac nhan to anh hitting den cong tac phat trien thi tritting tieu thu phan bon cua cac doanh nghiep thuoc TCT hod chat VN Mot so chi tieu danh gid tinh hinh phat trien thi tntting tieu thu san phdm cua doanh nghiep phan bon 29 29 33 CHUONG II: THUC TRANG THI TRUONG VA CONG TAC PHAT TRIEN THI TRUONG TIEU THU PHAN BON CUA CAC DOANH NGHIEP THUOC TCT HOA CHAT VIET NAM I Khai quat ve cac doanh nghiep & dac diem hoat dong san xuat kinh doanh phan bon 37 Khai quat ve cac doanh nghiep san xuat phan bon thuoc TCT hod chat VN 1.1 Lich su hinh va phat trien cua cac doanh nghiep san xuat phan bon thuoc TCT hoa chat Viet Nam 1.2 Co cau to chiic va nguon nhan luc cua cac doanh nghiep san xuat phan bon thuoc TCT hoa chat Viet Nam Dac diem hoat dong san xuat va kinh doanh phan bon cua cac doanh nghiep phan bon thuoc Tong Cong ty Hod chat Viet Nam 2.1 Pham vi hoat dong SXKD cua cac DN san xuat phan bon thuoc TCT hoa chat VN i 37 2.2 Dac diem san pham phan bon san xuat - kinh doanh cua cac DN 2.3 Dac diem hoat dong san xuat phan bon ciia cac DN 2.4 Dac diem hoat dong kinh doanh phan bon ciia cac DN 2.5 Ket qua hoat dong san xuat va kinh doanh ciia cac DN phanbon thuoc TCT tir nam 2000-2003 II 37 42 48 48 49 50 53 54 Phan tich thifc trang thi tru’e/ng va phat trien thi trifcrng tieu thu phan bon cua cac doanh nghiep thuoc TCT Hoa chat Viet Nam 56 Tong quan ve thi tntting phan bon 1.1 Vai trd ciia phan bon nen nong nghiep hien dai 1.2 Nhu cau & tinh hinh su dung phan bon o Viet Nam 1.3 Tinh hinh san xuat, nhap khau va cung ung phan bon tren thi truemg 1.4 Tinh hinh canh tranh tren thi trudng phan bon 1.5 Xu hudng van dong cua thi tru'd'ng phan bon 56 56 56 59 65 68 Thue trang phat trien thi trudng tieu thu phan bon cua TCT Hod chat Viet Nam 2.1 Phat trien thi trudng tieu thu phan bon theo chung loai 2.2 Phat trien thi trudng tieu thu phan bon theo mua vu 2.3 Phat trien thi trudng tieu thu phan bon theo khu vuc dia ly 2.4 Phat trien thi trudng tieu thu phan bon theo nhom khach hang 2.5 Phat trien thi trudng tieu thu phan bon theo nhom cay trongchu yeu 2.5 Cac chi tieu khac phan anh tinh hinh phat trien thi trudng tieu thu phan bon 69 70 72 75 77 78 cua cac DN thuoc TCT hoa chat Viet Nam Cong tac phat trien thi trudng tieu thu phan bon ciia cac DN thuoc TCT Hod chat Viet Nam 3.1 Hoat dong phat trien thi trudng tieu thu phan bon cua cac doanh nghiep thuoc TCT hoa chat VN 3.2 Nhtrng kho khan & thuan loi tinh hudng den cong tac phat trien thi trudng tieu thu phan bon cua cac doanh nghiep thuoc Tong Cong ty 3.3 Danh gia khai quat tinh hinh phat trien thi trudng tieu thu phan bon cua cac doanh nghiep thuoc TCT Hoa chat Viet Nam 80 82 82 86 87 CHUONG III: PHUONG HUONG VA GIAI PHAP PHAT TRIEN THI TRUONG TIEU THU PHAN BON CUA CAC DOANH NGHIEP THUOC TONG CONG TY HOA CHAT VIET NAM I Muc tieu va phudng hutfng phat trien thi trudng tieu thu phan bon Dubao nhu can tieu thu phan bon Thegidi va Viet Nam den ndm 2015 Muc tieu va dinh hudng phat trien nganh phan bon Viet Nam Muc tieu va phUOng hudng phat trien nhom san pha'm phan boncua TCT hod chat Viet Nam Muc tieu va phuong hudng phat trien thi trudng tieu thu phan bon cua cac doanh nghiep phan bon thuoc TCT hod chat Viet Nam II 89 89 91 93 96 Giai phap phat trien thi tru’cfng tieu thu phan bon cua cac doanh nghiep thuoc TCT Hoa chat Viet Nam 99 Giai phap ve cung phan bon GzWz phap ve can phan bon Giai phap ve gid cd phan bon Giai phap ve egnh tranh tren thi trudng phan bon Giai phap ve quan tri 99 103 106 107 109 III Dieu kien tien de de phat trien thi trudng tieu thu phan bon cua cac doanh nghiep thuoc TCT hoa chat Viet Nam Mot so kien nghi vdi Nhd nude Mot so kien nghi vdi Tong Cong ty Mot so dieu kien tdphia cac doanh nghiep Ill 111 116 118 DANH MUC CHU VI€T TflT VIET TAT TT DltzN GIAI CBCNV Can bo cong nhan vien DN Doanh nghiep DH Dai hoc HTX Hop tac xa KHCN Khoa hoc cong nghe NN & PTNT Nong nghiep & phat trien nong thon TCT Tong Cong ty VN Viet Nam VAT Thue gia tri gia tang 10 XNK Xuat nhap khau DflNH MUC BI€U & SO DO TT SO BIEU I SO DO So dd II BIEU TEN BIEU TRANG So dd td chuc bo may quan ly cua Tong Cong ty 45 Bieu Chin man chien luoc chuan ve phuong huong kinh doanh 20 Bie’u Khai quat kenh phan phoi san pham 27 Bieu Bang cac tieu thuc (dinh tinh) danh gia dai dien ban hang 34 Bieu San luong phan bon san xuat qua cac nam th 2000-2003 41 Bieu Cac doanh nghiep san xuat phan bon thuoc TCT hoa chat VN 43 Bie’u Lao dong va co cau lao dong cac DN nganh phan bon nam 2003 48 Bieu Nang lyc san xuat phan bon cua cac doanh nghiep phan bon thuoc TCT 51 Bieu Doanh thu tieu thu cua cac DN phan bon th nam 2000­ 2003 54 10 Bieu Tinh hinh nop ngan sach cua cac DN phan bon th nam 2000-2003 ' 55 11 Bieu 10 Toc tang ve nhu cau sh dung phan bon cac giai doan 57 12 Bieu 11 San xuat phan bon nuoc th nam 2000-2003 59 13 Bieu 12 San luong thng loai phan bon san xuat cua Viet Nam th nam 2000-2003 60 14 Bieu 13 Luong phan bon nhap khau qua cac nam th nam 1999­ 2003 62 15 Bieu 14 So luong cac DN san xuat & kinh doanh phan bon Viet Nam qua cac nam 1999-2003 65 16 Bieu 15 Cong suat va san luong cua mot so co so san xuat phan bon NPK ngoai TCT hoa chat 66 17 Bieu 16 Gia ban mot so loai phan bon chu yeu tren thi truong 68 18 Bie’u 17 Thi truong lieu thu phan bon theo ching loai th nam 1999-2003 70 19 Bieu Thi truong lieu thu phan bon theo mha th nam 1999-2003 73 ' TT SO BIEU TEN BIEU TRANG 20 Bieu 19 Thi trubng tieu thu phan bon theo khu vuc dia ly tu nam 1999-2003 75 21 Bieu 20 Thi trubng tieu thu phan bon theo nhom khach hang mua buon va mua le tu nam 1999-2003 77 22 Bieu 21 Thi trubng tieu thu phan bon theo nhom khach hang nuoc va ngoai nuoc tu nam 2002-2003 78 23 Bieu 22 Thi trubng tieu thu phan bon theo nhom cay chu yeu giai doan tu nam 2000-2003 78 24 Bieu 23 Thi phan Tong Cong ty so voi toan nganh 80 25 Bieu 24 Muc tang san lupng tieu thu hang nam 81 26 Bieu 25 Du bao tieu thu phan bon tren The gioi den nam 2015 87 27 Bieu 26 Nhu cau va can doi ve phan bon Viet Nam den nam 2020 88 -&////// >£///// /M/ ////// j/ ////// {//////// ma bin Tinh cap thiet cua de tai Trong co’ che thi trudn g ma moi hoat dong san xuat kinh doanh cua bat ky mot doanh nghiep kinh doanh nao deu phai dua vao tin hieu cua thi trudng va cac doanh nghiep hien nav luon luon phai doi dau vdi su canh tranh khoc liet thi vice nam bat de giu vung duoc thi trudng da kho viec phat trien thi trudng lai kho khan hon Thi trudng dau hav thi trudng tieu thu san pham cua doanh nghiep vi le la van de song vdi doanh nghiep) Dung trudc xu the hoi nhap, thi trudng Viet Nam noi chung va thi trudng cua nganh phan bon hoa chat noi rieng dang phai chiu suc ep canh tranh cang ldn Van de lam the' nao de phat trien thi trudng xu the thuong mai hoa toan cau cang trd nen cap thiet hon Van de ve phat trien thi trudng tieu thu san pham da duoc rat nhieu ngudi nghien cuu nhung van de ve phat trien thi trudng tieu thu phan bon hoa chat thi chua co luan van thac sy nao tU nam 1997 den nghien cuu Chinh vi le do, toi da chon de tai: “Giai phap phat trien thi trudng tieu thu san pham phan bon cua cac doanh nghiep thuoc Tong Cong ty Hoa chat Viet Nani’’ vdi mong muon gop mot phan nao thiic day su phat trien thi trudng tieu thu phan bon cua nganh phan bon Viet Nam Muc tieu nghien cdu Tren co sd nghien cuu ly luan va thuc trang cong tac phat trien thi trudng tieu thu san pham phan bon cua Tong Cong ty Hoa chat de mot so giai phap co v nghta thuc tien nham phat trien thi trudng tieu thu san pham phan bon cua toan Tong Cong tvJ Hoa chat Viet Nam Doi tuong va pham vi nghien cdu Doi tuong nghien cuut: Ly luan va thuc trang cong tac tieu thu san pham phan bon cua Tong Cong ty Hoa chat Viet Nam Pham vi nghien cuu: Luan an nghien cuu thuc trang thi trudng va phat trien thi trudng tieu thu phan bon cua cac doanh nghiep phan bon vien cua TCT hoa chat Viet Nam hoat dong theo luat Doanh nghiep Nha nudc vdi san pham san xuat kinh doanh la phan bon hoa hoc khoang thdi gian tu nam 1999-2003 Phuong phot? nghien cuu Phuong phai :■ nghien cuu khoa hoc: phuong phap dieu tra chon mau; phuong phap thong ke: phuong phap phan tich so sanh; phuong phap phan tich tong hop tren quan diem duv vat bien chung va duv vat lich su - - A//// //M// ////// j// A//J'/// // {/////// Ket cau cua chuyen de TrU phan mo' dau va ket luan luan van duoc chia chuong: Chuong I: Lv luan chung ve thi truong va phat trien thi truong tieu thu phan bon Chuong II: Thuc trang thi truong va cong tac phat trien thi truong tieu thu phan bon cua cac doanh nghiep thuoc Tdna Cong ty hoa chat Viet Nam III: Phuong hudng va giai phap phat trien thi truong tieu thu phan bon cua cac doanh nghiep thuoc T6ng Cong ty hoa chat Viet Nam Chu'ong -Cttt/'ttt/ ■// 't/ttt/ C/t'ttttt/ *£r/tttt ttstst //ttte it/ + San pham phan bon cua Tong Cong ty cung irng rat da dang, b to gom nhidu chung loai san pham Co nhung san pham thay the cho va co nhirng san phaim bd sung cho Vi vay, didu chinh gia phai xem xet den tinh thay the va bd sung chung loai san phaim cung irng hien co + Khi co hien tucrng sire tieu thu san pham truyen thong chenh lech qua ldn vdi san phdm mdi cung loai thi dieu chinh tang gia san phaim truyen thong de kich thich tieu thu san phaim mdi, giup ngudi tieu dung lam quen vdi san phaim moi nham md rong viec tieu thu cac chung loai mat hang Gidi phap ve canh tranh tren thi trudng phan bdn Theo md hinh Porter, cd luc lupng canh tranh vdi doanh nghiep la: cac doanh nghiep hien dang la ddi thii canh tranh cac khach hang, cac nha cung cap cac ddi thii canh tranh tiem an va sire ep ciia cac san phaim thay the Tren thuc te, nhieu doanh nghiep chi chu den cac bien phap nhdm gianh dupc lpi the ddi vdi luc lupng la: khach hang va ddi thii canh tranh hien tai Tuy nhien cac bien phap dd chua dii de doanh nghiep cd the phat trien thi trudng mot each ben vung Ca the luc canh tranh tren ma manh deu tao nguy co ddi vdi doanh nghiep viec phat trien thi trudng Muon phat trien va phat trien ben vung thi trudng tieu thu san phaim ciia minh ngoai nhung chinh sach marketing ma doanh nghiep sir dung de tac dong len luc lupng tren doanh nghiep can phai danh dupc lpi the vdi luc lupng canh tranh lai ciia thi trudng 4.1 Gidi phap tao sit cqnh tranh vdi nguoi cung ung Nha cung ung cd the dupc coi la mot ap luc de doa ho cd kha nang tang gia ban dau vao hoac giam chat lupng cac san phaim dich vu ma ho cung cap Tren mot phuong dien nao dd su de doa dd tao su phu thuoc it nhieu ddi vdi cac doanh nghiep De giam sue ep tir phia nha cung ung cac doanh nghiep co the thuc hien nhu'ng bien phap sau: - Tao nhieu nguon cung ung khac nhau: doanh nghiep khong nen qua le thudc vao mot nguon cung irng cd dinh ma phai luon tim kiem cac nha cung cap cd kha nang thay the cho Doanh nghiep can phai tim cho minh mot nguon cung ling dau vao da dang, ca nudc va nude ngoai d nudc ngoai doanh nghiep cung can phai quan tam ca nguon cung ling tir cac nudc phat trien (Anh My Dire ) cung nhu cac nudc dang phat trien (an Do, Trung Quoc ) Tren co sd dd doanh nghiep se cd nhieu lira chon, tao dupc sue ep ddi vdi cac nha cung cap va cd the chuyen doi linh hoat mot nguon cung irng nao dd true trac - Tao sir canh tranh giua cac nha cung irng: doanh nghiep cd the thuc hien giai phap bang each chia nhd so lupng dat hang cho nhung nha cung cap' khac Cach se tao sir canh tranh ngatn giua cac nha cung cap tang the thuong lupng -107- Cf/ir,// 77/fSfM/ (/////// t'S/f //mm- // cua doanh ngmep Tuy nhien can phai luu v la khoi luong dal mua o moi nha cung cap phai du lon de cac nha cung cap quan lam den no - Dau tu >an xuat de dap ung mol phan nguven lieu dau vao cho san xuat, giam su le thuoc vuo cac nguon cung cap - Lua chon nha cung ung: lua chon nha cung ung doanh nghiep can phai tranh: + Tranh nhung san pham cung ung doi hoi phai dao tao chuyen sau cung vdi nhieu yeu cau khac tu phia nha cung ung Dieu ap dung chu yeu doi vdi viec mua sam may moc thiet bi cong nghe, day chuyen san xua't + Tranh tinh huong khong co san pham thay the, doanh nghiep hoan toan le thuoc vao mot nha cung ung nhat + Tranh viec lua chon nha cung ung ma san pham ho cung ca'p cho doanh nghiep khong phai la san pham chu yeu va duoc uu tien cua nha cung ung 4.2 Giai phap tao si canh tranh voi cac san pham thay the San pham thay the' la luc luong canh tranh cuoi cung mo hinh M Porter Trudc su thay doi thudng xuyen cua tien bo ky thuat cong nghe cung nhu su thay doi cua nhu cau thi trudng, cac doanh nghiep luon phai dung trudc su de doa cua cac san pham thay the San pham thay the co nhieu uu the vuot troi so vdi nhung san pham da co ve: tien dung hieu qua su dung (tang nhanh nang suat cay trdng, khong anh huong moi sinh, bo sung day du luong dinh dudng cho dat ) Hien van de moi trudng dang la thach thuc ldn doi vdi san xuat phan bon hoa hoc Cac san pham phan bon sinh hoc, vi sinh dang phat trien manh me Day la mot nguy co ldn doi vdi phan bon hoa hoc De co the giam nguy co tu cac san pham thay the buoc cac doanh nghiep phai co su phan tich va xay dung duoc mot he thong thong tin co the theo doi thudng xuyen nhung tien bo ky thuat, cap nhat duoc nhung su doi mdi ve cong nghe, doi mdi ve san pham Ben canh do, doanh nghiep cung can dau tu cho cong tac nghien cuu khoa hoc, di trudc mot budc viec tao nhung san pham mdi phu hop vdi nhu cau hien tai, giam thieu nhat nhung tac dong tieu cuc den moi trudng 4.3 Giai phap tao sit canh tranh voi cac doi thu tiem nang Trong co che thi trudng, viec rdi bo hoac gia nhap nganh doi vdi mot doanh nghiep nao la tuong doi dd dang Hon nua, thdi gian qua hanh lang phap lv cua Nha nudc viec tao dieu kien cho cac doanh nghiep thuoc moi phan kinh te duoc hinh va phat trien cang thong thoang, dan den nguy co tiem an cac doi thu canh tranh mdi ngav cang ldn -108- -£///// /'//// ■g'/z/ysf,/ )// ^fs//ts/ N minh phan bon hoa hoc hien dang la mot nganh duoc Nha nudc quan tam giup dd \ 'u tao nhieu dieu kien phat trien Day la thi truong dang phat trien vdi nhu can cao nguy co xuat hien cac doanh nghiep san xuat va kinh doanh mdi dac biet la cac Cong ty lien doanh & cac cong ty 100% von nudc ngoai dang la mot de doa cho cac doanh nghiep kinh doanh phan bon hien tai cua Tdng Cong ty Hoa chat Viet Nam De han che su xuat hien cua cac doi thu nay, cac doanh nghiep thuoc Tdng Cong ty hoa chat can phai tao nhung rao can loi vao vdi cac doanh nghiep du dinh gia nhap nganh Nhung rao can co the la: - Thiet lap kenh phan phoi hop ly Phat trien vung chac kenh phan phoi tai nhung thi trudng chu yeu, nhung khu vuc thi truong co kha nang dem lai loi nhuan cao nham lap kin khoang tren nhung thi truong co nhieu trien vong, han che cac doanh nghiep khac muon nhay vao chia se thi truong Xay dung mot he thong kenh phan phoi manh thong nhat - Su dung loi the la cac doanh nghiep cua mot Tdng Cong ty ldn truc thuoc Chinh phu, tac dong truc tiep vdi Chinh phu viec xay dung nhung hang rao doi vdi cac doanh nghiep du dinh gia nhap nganh, nhat la doi vdi cac doanh nghiep co von dau tu nudc ngoai Hang rao co the la: cac dieu kien ve co so tang, ve von dau tu, ve chinh sach bao ho san xuat nudc - Su dung nhung uu the tuyet doi ve kinh nghiem, ve von dau tu de co the san xuat san pham vdi chi phi thap hon hoac co su khac biet hoa cao, co tinh nang vuot troi so vdi cac san pham hien co tren thi truong Giai phap vc quan tri Quan tri la mot nhung mat cong tac can phai duoc coi Thuc te cho thay, cong tac quan tri co tot thi cac mat hoat dong khac mdi thuc su phat huy duoc hieu qua Vi vay, de hd tro cho hoat dong tieu thu va phat trien thi truong tieu thu phan bon cua doanh nghiep noi rieng va cua Tdng Cong ty noi chung, Tdng Cong ty cung nhu tung doanh nghiep san xuat & kinh doanh phan bon can phai co nhung giai phap ve cong tac quan tri 5.1 Ve phia Tong Cong ty: Lien quan den cong tac la nhung van de ve mat td chuc bo may va co che chinh sach tu phfa Tdng Cong ty nham tap hop duoc suc manh cua cac doanh nghiep san xuat va kinh doanh phan bon: hop ly hoa van de td chuc san xuat tai tung khu vuc, tung vung mien de khong ngung mo rong thi truong tieu thu phan bon cua toan Tdng Cong ty • To chifc bo may quan ly -109- TT/Si/s/ T/rtfr/s/ w/// f/irn >// Kien toan cac nha may san xuat phan bon theo hubng hop nhat tb chirc san xuat theo su dieu tiet cua Tdng cong ty Viec hop nhat tb chuc co the duoc thuc hien theo hubng;: Hop nhat Cong ty Supe phot phat & Hoa chat Lam Thao vbi nha may Supe Long Thanh (Cong ty phan bon mien Nam) mot don vi chuyen san xuat phan supe lan - Hop nhat Cong ty phan bon & hoa chat Can Tho vbi xi nghiep san xuat cua Cong ty phan bon mien Nam (xi nghiep phan bon Binh Dien va xi nghiep phan bon An Lac, xi nghiep phan bon Cuu Long) don vi doc lap chuyen san xuat phan bon NPK mien Nam - Hop nhat Cong ty cong nghiep va hoa chat Da Nang vbi Cong ty hoa chat Quang Ngai don vi mbi chuyen san xuat phan bon NPK mien Trung - Hop nhat Cong ty Sepentin & Hoa chat Thanh Hoa vbi Cong ty Hoa chat Vinh don vi mbi san xuat nguyen lieu phan lan va phan NPK khu - Hop nhat Cong ty Apatit vbi Cong ty Pyrit don vi chuyen san xua't nguyen lieu cho phan lan - Hop nhat nha may phan lan nung chay Van Dien va phan lan Ninh Binh mot don vi mbi chuyen san xuat phan lan nung chay Thuc hien hop nhat theo hubng tren ben canh viec co cau lai mo hinh tb chuc mot cach gon nhe giup Tong Cong ty phan chia tung khu vuc thi trubng cho cac doanh nghiep mot cach ro rang, giam chi phi luu chuyen viec tieu thu san pham cua cac doanh nghiep din den giam gia thanh, nang cao suc tieu thu Cung co va tang cubng nang luc dieu hanh cac Ban quan ly cua Tong Cong ty Hoan thien qui che hoat dong, chuc nang nhiem vu, quyen han cua cac ban quan ly va cac doanh nghiep vien • Ve ca che chinh sach - Hieu chinh, bo sung, hoan thien dieu le hoat dong cua Tong Cong ty va cac don vi vien theo hubng nang cao chuc nang san xua't kinh doanh tap trung - Xay dung quy che hoat dong tai chinh cua Tong Cong ty, to chuc danh gia tai san va chuyen giao von cac nha may hop nhat - Tap trung nguon von dau tu ve Tong Cong ty de thuc hien cac du an diem ve phan bon -I 10- -£///// m/// ///(/(■ j// —/fir///// {//'////(/ 5.2 Ve phia cae doanh nghiep: Mat cong tac can phai thpc hien trade tiem van de quan tri tai aaa doanh nghiep la quan tri san xuat Day la mat Coat dong aan phai duoa tCua Cien tot tai aaa doanh nghiep vi Coat dong san xuat lien quan that aCe den ahat luong aung nCu gia san pham Chat luong va gia lai la Cai vu manC aanh tranh, yeu to quan quyet dinh thi trudng tieu tCu san pham aua doanC nghiep Trong quan ly san xuat moi qua trinh san xuat aan phai tuan tCu nhung yeu aau ky thuat va quy trinC aong nghe De nang aao ahat luong san pham aung vdi viea ap dung tien bo khoa Coa aong nghe aan tang audng aaa bien phap kiem tra va giam sat aCat luong san pCam, kiem tra nguyen lieu dau vao, giam sat ahat ahe tung khau, tung aong doan quy trinh san xuat, bao dam Ce thong bao quan hang hoa pCai dung nhung yeu aau ky thuat da a tCu aua nganh phan bon, tCeo doi viea tCua Cien dinh mua tieu Cao vat tu - ky thuat duoa tien CanC lien tua, kien quyet xu ly tinC trang nguyen lieu, san pCam khong dat yeu aau Cung vdi viea tCua Cien aCat aCe quy trinh aong nghe, aaa DN aung aan phai thudng xuyen soat lai aaa khau aua qua trinC san xuat, toi uu Coa aaa khau aua qua trinC tCeo hudng khong ngung giam Cao Cut & nhung bat Cop ly qua trinh san xua't, gop phan giam aCi pCi, Ca gia san pham Viea toi uu hoa ao the duoa thua Cien bang aaaC: bo tri nhan lua hop ly o-aaa khau, tang nang suat lao dong, giam tCdi gian thua Cien mot quy trinh san xuat, tan dung nang luong du tCua san xuat hoaa giam tieu Cao nguyen vat lieu, nang luong; giam ty le hu hong qua trinh san xua't & bao quan Cong taa kCoa Coa ky thuat aan phai luon gan lien vdi tCi trudng tieu tCu nham tung buda dap ung ve aCat luong, aCung loai, gia san pCam theo yeu aau aua tCi trudng III DIEU KIEN TIEN DE DE PHHT TRIEN THI TRUDNG TIEU THII PHTN BON NUB CfiC DOfiRN RTNIEP TNTOC TORT CORT TY NON CNfiT VIET RfiM Mot so kien nghi vtfri Nha nude La mot nuda ao nen kinC te tCi trudng nam dudi su quan ly va dieu tiet aua Nha nuda nen NCa nuda dong mot vai tro quan doi vdi Coat dong aua aaa DN tai Viet Nam NCa nuda tao moi trudng kinC doanC & moi trudng luat pCap de vua tao san aCoi aCo aaa DN, vita dieu ahinC Coat dong aua aaa DN De ao the phat trien tCi trudng tieu tCu san pCam aua aaa DN san xua't va kinC doanh tai VN noi aCung va aaa DN san xuat, kinC doanC phan bon tCuoa TCT Coa ahat VN noi rieng, Nha nuda aan phai tao duoa mot “san aCoi” that su binC dang va lanC manC aho aaa DN Trong giai doan Cien nay, day van la mot van de nan giai va aan phai ao nCung giai pCap dong bo aa ve mat van ban phap lv lan viea trien khai tCua Cien /u/// //ss ‘f C/s//// 7Z//////// (//w/// Rieng ddi vdi viec phat trien thi trudng tieu thu phan bdn cua TCT hoa chat VN, xin dupc neu mot sd kien nghi vdi Nha nudc sau day: 1.1 Chinh smti bao ho san xuat nirdc Van de bao ho san xuat phan bdn nudc d bat ky quoc gia nao cung la tat yeu nham: xay dung dupc nen san xuat phan bdn nudc vung manh thong qua viec thu hut von dau tu nudc ngoai; bao dam an ninh luong thuc quoc gia, nang cao gia tri kinh te tai nguyen dat nudc va tao viec lam cho ngudi lao dong d mdi nudc Nhung cac chinh sach va bien phap thuc hien d mdi nudc cd khac phu thuoc vao the che cua tung nudc d Viet Nam, viec bao ho san xua't phan bdn tinh hinh hien tai cang cap bach Tuy nhien, xu the hoi nhap vdi nen kinh te khu vuc va Quoc te, Nha nudc khong the dung chinh sach bao ho mau dich bang cach ddng cua nen kinh te ma can phai cd nhung giai phap bao ho mem deo thong qua cac chinh sach va cong cu kinh te nhu: - Nha nudc can phai xay dung mot chinh sach thue thich hup: Thue dupc xem xet d day bao gom ca thue nhap khau, thue VAT va thue thu nhap DN + Vdi thue nhap khau: Nha nudc nen cd chinh sach thue khac ddi vdi cac nudc ASEAN va ngoai ASEAN, tranh tinh trang ap dung cung mot bieu thue suat nhu hien nay, dang cd mot vai nudc (ngoai ASEAN) nhap phan vao roi ban pha gia lam cac doanh nghiep nudc khong the canh tranh dupc Cd muc thue nhap khau va phu thu phan bdn nhap khau ddi vdi phan supe phot phat, phan lan nung chay, phan NPK thich hpp de bao ve dupc san xuat nudc Cu the’, xin de nghi tang muc thue' suat thue' nhap khau tU 5% len 10% doi vdi phan lan che bien va tang tu 3% len 5% doi vdi phan NPK + Vdi thue VAT: giam thue gia tri gia tang cung ung va xuat nhap khau nguyen lieu phan bdn tu 5% xuong 0% Can nghien cun ap dung thue suat thue gia tri gia tang dau bang 0% doi vdi cac san pham phan bdn, tao dieu kien cho nong dan giam chi phi dau tu tham canh tang nang suat + Vdi thud' thu nhap DN: giam tu 32% xuong cdn 25% doi vdi tat ca cac DN de cac DN cd dupc nguon von bo sung tu lpi nhuan, cd the tai dau tu md rong va phat trien hoat dong san xuat kinh doanh, md rong thi trudng tieu thu san pham cua DN + Thue' tai nguyen (quang lam phan bdn): nen dieu chinh tu 4% hien xuong cdn 2% • C/C// 77//s/// C/W"// ■£szss/r tw/f ////// Jf/ - Nhd'nttftc cun co chinh ach ho trudue biet ve von dudi hinh thi'tc: + Cung cap von hoac hao lanh cho vay cac khoan tin dung dai han va ngoai nudc de cac DN phan bon co duoc dieu kien dau tu dai han: mua trang thiet bi mdi hien dai, mua day chuven cong nghe san xuat mdi de nang cao chat iuong san phdm hoac phat trien san pham mdi Nganh cong nghiep san xuat phan bon hoa hoc luon doi hoi qui mo dau tu ldn, von dau tu nhieu va san pham tao co quan he den nhieu nganh kinh te nen Nha nudc can co ti le dau tu thich dang + Hd tro von vay vdi lai suat uu dai: Mot nhung kho khan cua cac DN san xuat phan bon la thieu von Ngudi san xuat bay gid cung ddng thdi la ngudi ban hang nen von duoc nam gia va nam gia tri hang hoa luu thong De co von hoat dong, doanh nghiep phai vay ngan hang Chinh sach vay von mac du duoc hudng lai suat uu dai 1,8%/thang nhung ngan hang lai qui dinh muc vay tuong ung vdi so von luu dong thuc co - phan lai phai vay vdi lai suat thoa thuan 2,1% - 2,3% tham chi co noi 2,5% Do khong it doanh nghiep san xuat phan bon lam loi nhuan duoc bao nhieu lai phai nop lai ngan hang bay nhieu, khong von de tich luy tai dau tu Vi vay, Nha nu'dc can phai hd tro cac DN phan bon ve von vay luu dong nhung thang luu kho chd thdi vu vi mot dac diem cua san xuat phan bon la theo cong nghe lien tuc, tieu thu lai theo thdi vu nen mdi nam it nhat co vai thang san pham lam bi tdn kho dhn den u dong von, cac DN phan bon luon xay tinh trang thieu von luu dong tram De co the hd tro ve von cho cac doanh nghiep, Nha nudc co the thuc day nhanh viec hinh thi trudng von hoac cho phep cac doanh nghiep duoc phep huy dong ngudn von nhan rdi truc tiep tu dan thay vi phai vay tu Ngan hang va cac to chuc tin dung de cac doanh nghiep san xuat phan bon co the dau tu md rong san xuaL dap ung du nhu cau phan bon phuc vu nong nghiep - Cac chinh sach bao ho khac: + Nha nudc can co chinh sach dau tu hd tro ve gia cho san xuat cong nghiep phan bon nudc nhu: tro gia dien, tro gia nudc, tro gia cudc nguyen lieu, tro gia cudc van chuyen len mien nui de cac doanh nghiep phan bon Viet Nam co dieu kien tao suc canh tranh hoi nhap vdi nen kinh te khu vuc va Quoc te Vi du nhu d Trung Quoc, de bao ho cho san xuat phan bon, Nha nudc Trung Quoc da thuc hien chinh sach hd tro 45-47% gia dien cho nganh san xuat + Chinh phu can co chinh sach dieu tiet gia ban nudc vdi gia nhap khau phan bon can doi luong nhap khau vdi nang luc san xuat nudc -113- Miff i/fffe Jf/ ■£fff>fff/ fflffi/'ff/ (/ffffff/ + C’hi'nh sach ve nhap khau phan bdn can cd sir mem mai dieu tie! bang thi trudng Neu xet thay loai phan bdn nao san xuat nirdc du dap ung nhu cau thi trudng thi kien quyet khong cho nhap (nhu phan NPK) dong thdi tirng budc cd ke hoach nang cao trinh cong nghe san xuat NPK nudc + Chinh phu can thiet phai cd su dieu tiet vi mo, xir ly va dn dinh gia dau vao ciia san pham nhu: gia dien than, cudc phi van tai de bao dam dn dinh nguon cung irng dau vao cho cac DN tranh tinh trang le thuoc nhieu vao nguon nguyen lieu cung irng ciia nudc ngoai nhu hien nay, din den day gia len cao va ngudn cung that thudng anh hudng ciia thi trudng cung cau tren The gidi + Nha nudc bang cac phuong tien truyen thong ciia minh nen hd tro cac DN Viet Nam noi chung va cac DN phan bdn noi rieng viec dinh hudng tieu diing cho ngudi dan Thong qua cac phuong tien truydn thong tuyen truyen quang ba cac san pham noi dia, kich thich tieu diing hang Viet Nam tac dong vao y thuc ngudi dan long tu ton va tu hao dan toc vdi phuong cham “Ngudi Viet Nam diing hang Viet Nam” Cd nhu vay, cac DN mdi giam duoc sire ep ve chi phi quang cao de canh tranh vdi cac san pham ngoai nhap Ngoai Nha nudc can cd cac bien phap ho tro cho nen san xuat phan bdn nudc nhu tao dieu kien hd tro ve ky thuat chuyen giao cong nghe dao tao boi dudng can bo phat trien cac thi trudng dich vu hd tro cho hoat dong ciia DN (thi trudng lao dong, thi trudng tu lieu san xuat, thi trudng chung khoan ) de cac DN cd nhung dieu kien thuan loi phat trien hoat dong kinh doanh ciia minh 1.2 Tao nidi trudng kinh doanh lanh manh, binh dang Nha nudc bang cac cdng cu va chinh sach ciia minh can cai thien hon nua moi trudng phap ly ve dau tu quan ly hoat dong san xuat va kinh doanh cac doanh nghiep theo hudng thong thoang tao “san choi” lanh manh & binh dang cho cac doanh nghiep san xuat phan bdn hoat dong co hieu qua Cu the: la cac doanh nghiep san xuat, nhap khau kinh doanh phan bdn phai hoat dong moi trudng phap ly khong rd rang Dudng nhu co quan quan ly Nha nude nao cung cd quyen kiem tra cac hoat dong kinh doanh ciia cac doanh nghiep Vi vay, Nha nudc can chi dao nghien cuu ban hanh sdm nhung van ban nghi quyet nghi dinh dudi luat va luat doi vdi hoat dong san xuat va kinh doanh phan bdn nham dn dinh va khuyen khich thi trudng phan bdn phat trien lanh manh dong thdi cung de ngan ngira va nghiem tri nhung hanh vi lira dao san xuat kinh doanh phan bdn Tuy nhien cac van ban phap luat dupe xay dung can cd sir nhat quan, tranh chong cheo dan den phan irng ngupc chieu gay kho khan cho cac doanh nghiep hoat dong, cho ngudi thu'e thi phap luat va tao Id hong cho ke xa.ii loi dung Ben canh dd nghi dinh ve khao nghiem phan bdn de danh gia hieu luc Mdi trudng phap ly: Kho khan nhat hien /Ml/ //f >// {jr/sf/ft/ cua cac loai phan hon moi san xuat cung can dupc ban hanh sdm nham tao khung phap ly can ban cho viec phat trifin cac chung loai phan bon moi - Chong that thu thue: Thue la mot cong cu dieu tiet quan hoat dong san xuat va kinh doanh cua mot nen kinh te Tuy nhien neu cong cu thue khong dupc quan ly mot cach chat che se gay anh hudng ldn den hoat dong cua cac DN thuc hien nghiem chinh nghia vu nop thufi' Bui le, cac DN tron thue, lau thue se co chi phi tuong doi thap hon cac DN nop thue day du va do se co lpi the canh tranh cao hon (vfi von tich luy, vfi gia ) Vi vay, de tao san choi binh dang va moi truong kinh doanh sach cho cac DN, Nha nudc can phai chong that thu thue, tao niem tin cho cac DN nudc dau tu vao san xuat va kinh doanh - Chong nhap lau: Hien tupng nhap lau cung la mot hoat dong kinh doanh anh hudng ldn tdi hoat dong san xuat va kinh doanh cua cac DN nudc Hang nhap lau dupc dua vao thi trudng se lam cho thi truong nudc bi roi loan, bi chia se, cac DN nudc phai chiu suc ep ve canh tranh ldn hon, thi trudng tifiu thu cua cac DN nudc se bi thu nho lai - Chong cac hanh vi kinh doanh thieu lanh manh: nhu ban pha gia, doc quyen nang gia, tranh ban, tranh mua Hien nay, mot so doanh nghiep lien doanh vdi tiem luc tai chinh manh hon da san sang ban dudi gia mot thdi gian de thu hut khach hang Day la mot dong thai khong lanh manh kinh doanh hien d mot so doanh nghiep phan bon co von dau tu nudc ngoai Chong tinh trang tham nhung: tham nhung d nudc ta dang trd mot van nan quoc gia Tinh trang tham nhung tran lan bo may cong quyen hien dang lam roi loan hoat dong cUa nfin kinh te Nhung DN hoat dong san xuat kinh theo dung phap luat thi bi gay kho khan, phien nhifiu, ben canh lai co nhung DN nhd “co che” ma an nfin lam mot cach bat hpp phap Neu tinh trang khong dupc cai thien se lam nan long cac DN lam an chinh dang Vi vay, Nha nudc can thiet phai co nhung bien phap manh me chong moi hinh thuc “an tien” cua cac can bo thi hanh cong vu, giam nhung “sach nhifiu” khong dang co cho cac DN - 1.3 Tao mdi trudng thong tin day du, thuan lpi cho DN Nha nudc can lap ban chi dao Quoc gia thi trudng phan bon bao gom cac vien cua Hiep hoi phan bon Viet Nam Bo cong nghiep, Bo NN & PTNT Tdng cuc hai quan, Ban vat gia Chinh phu Ban se co nhiem vu: theo doi, tdng hpp tieng noi chung cua cac doanh nghiep; can doi giua lupng ton kho, nang luc san xuat nudc va nhu cau de dieu tiet hoat dong san xuat, nhap khau tranh su bien dong cuc bo cung cau phan bon; hudng dan ca ngudi su dung lan ngudi cung ung (nha san xuat, nha nhap khau) vfi chat lupng chung loai phan bon cac tuu khoa hoc ky thuat tien uen ve phan bon -1 15- -£rr(z/t f//// tfw >// Jbfi’frty 7/jf/^/ft/ nham nai g cao hieu qua cua san xua't va su' dung phan bon Dong thbi, day cung la co quan chuven trach du bao quoc gia va cap nhung thong tin ve thi trubng phan bon va ngoai nubc cung nhu cac khuyen cao co lien quan de giup cho cac DN san xua't phan bon dinh hubng viec dau tu cho san xuat va cung ung san pham hop ly tung mua vu 1.4 Tao dieu kien thong thoang cho TCT hoat dong - Cho phep Tong Cong ty thuc hien cac co che dac biet ve giai phap tao nguon von dau tu va trien khai thuc hien dau tu cac du an diem - Phe duyet cac giai phap cung co ve to chuc, dieu le sua doi va cho thuc hien hach toan tap trung toan nganh phan bon tien tbi hach toan tap trung toan Tbng Cong ty theo hubng nang cao suc manh cua Tong Cong ty Nha nubc 1.5 Tang cubing hieu luc cua cac cong cu quan lv vi mo - Ve cong tac ke hoach: Nha nubc can xac dinh dung hubng tao nguon cung ung phan bon lap ke hoach cung ung phan bon bao dam tinh khoa hoc, hop ly de dieu hoa cung cau, tranh hien tuong thua thieu tren thi trubng gay mat on dinh gia; tang cubng cong tac thong tin thi trubng de lap ke hoach san xuat, cung ung phan bon - Quy dinh gia tran, gia san, niem yet gia va dang ky gia ban: Trong thbi gian tbi, viec quy dinh gia tran, gia san van la mot cong cu can thiet va quan de on dinh thi trubng phan bon Tuy nhien, ve lau dai, cac quy dinh gia tran, gia san can phai duoc xoa bo thay the vao la viec bat buoc cac doanh nghiep va ca nhan kinh doanh phan bon phai niem yet gia va dang ky gia ban - Duy tri khoi luong du tru luu thong: Nha nubc nen chi dao cho viec tri luong du tru luu thong khoang 10% nhu cau cac loai, luong du tru nen co o ca mien de giam chi phi van chuyen, uu tien du tru o mien Nam vao khoang 40-50% Mot so kien nghi vbi Tong Cong ty La co quan quan ly truc tiep vbi chuc nang dinh hubng, quan ly va hb tro cho hoat dong cua cac doanh nghiep thi vai tro cua Tbng Cong ty viec tao nhung dieu kien tien de cho doanh nghiep phat trien thi trubng la rat quan De co the phat huy duoc vai tro cua minh doi vbi cac doanh nghiep phan bon vien, Tong Cong ty hoa chat can phai: - Xay dung chien luoc va dinh hubng phat trien nhom san pham phan bon phu hop: phu hop vbi dieu kien, kha nang, trinh cong nghe va trinh san xuat thuc te: phu hop vbi tung giai doan cua thoi ky phat trien kinh te; phu hop vbi quy luat cua nhn -116- ■////// Mf/f Mfff J J/ -gf/ft’/ft/ -0/bf/ts/ kinh te thi truong Muc tieu dat phai mang tinh kha thi bien phap thuc hien phai cu the - Hieu chinh, bo sung, hoan thien dieu le hoat dong cua TOng Cong ty va cac doanh nghiep phan bon vien theo hudng nang cao chuc nang san xuat kinh doanh tap trung DOng thdi, xay dung quy che hoat dong tai chinh cua Tong Cong ty, to chuc danh gia tai san va chuyen giao von cac nha may hop nhat - Ho tro cac doanh nghiep phan bon tren cac mat: + Thong tin: Tdng Cong ty nen ho tro cac doanh nghiep viec cap nhat nhung thong tin can thiet ve thi trudng phan bon va ngoai nudc, xu hudng phat trien cua thi trudng va dinh hudng cho cac doanh nghiep phan bon san xuat kinh doanh cac mat hang ma thi trudng can + Thi trudng: vdi vai tro la mot TCT ldn, co du uy tin va vi the de tiep can vdi cac doi tac ldn va ngoai nudc, TCT can ho tro cho cac doanh nghiep phan bon vien cua minh viec tim kiem thi trudng ca va ngoai nudc Trong dieu kien hoi nhap kinh te hien nay, de md rong cong tac XNK, TCT can phai trien khai cong tac XNK mot cach co ke hoach, dinh hudng va tren co sd dieu hanh chung cua TCT TCT can trien khai md van phong dai dien tai cac nudc Cac van phong dai dien se la nhung dau moi phat trien thi trudng va giai quyet mot so cons viec ve mat phap ly va tai chinh lien quan den cac hop dong XNK cua TCT + Khoa hoc cong nghe: Tdng Cong ty can thiet lap duoc moi quan he hop tac ve KHCN vdi nudc ngoai nham tranh thu duoc su tai tro ve kinh phi va ho tro chat xam cua cac chuyen gia co nhieu kinh nghiem viec phat trien nganh phan bon; thuc day viec chuyen giao cac ket qua nghien cuu va hoat dong KHCN cua cac co quan nghien cuu dua vao thuc te san xuat tai cac doanh nghiep Ddng thdi, Tdng Cong ty can chi dao chat che cho Vien Hoa hoc cong nghiep va cac co sd nghien cuu Tdng Cong ty co nhung giai phap cong nghe mdi nham phat trien nhung san pham mdi co yeu cau cong nghe cao, nhu cau thi truong dang can cung nhu giai quyet kip thdi nhung van de ve cong nghe sinh san xuat de khons ngung nang cao chat luong va gia san pham + Von: Nganh san xuat san pham phan bon la nganh can co von dau tu ldn, vdi nang luc tich luy hien tai, DN chua the co du tiem luc de’ co the dau tu duoc het nhung yeu cau dat cua san xuat va kinh doanh Vi vay, cac DN phan bon rat can co su quan tam va ho tro thich dang tu phia TCT ve van de von TCT co the tao nguon dau tu cho doanh nghiep tu cac nguon von cua va ngoai nudc cung nhu tang them von luu dons cho doanh nghiep + Dao tao: TCT co the ho tro DN viec dao tao can bo ky thuat va quan ly cho nsanh phan bon thong qua cac du an dao tao vdi nudc ngoai hoac lien ket hop tac -117- 6zzzfzzz/ W/zz//z/ (/z'zzzzz/ -C/zz/zz z/zzz //fzzz' >// vdi nudc ngoai Co nhu vay cac du an mdi duoc dua vao su dung mdi cd du can bo cd trinh tiep thu va trien khai cong nghe mdi 3, Mot so dieu kien td phio cac DN De cd the phat trien va phat trien khong ngung thi trudng tieu thu phan bdn cua minh, cac DN phan bdn TCT hoa chat Viet Nam can phai xay dung mot so dieu kien tien de sau: - Xay dung du'oc cach thuc quan ly theo hudng khoa hoc, hien dai, phu hop voi xu the cua thdi dai: nay, chat luong san phaim la yeu to quan quyet dinh su song cua DN Tuy nhien, quan niem ve chat luong san pham cung nhu quan ly chat luong san pham da cd su thay doi ve can ban Quan ly chat luong san pham hien khong chi don thuan la viec kiem soat chat che khau san xuat va kiem tra chat luong san pham, quan ly chat luong san pham d day can phai duoc xem xet d tat ca cac khau cua qua trinh san xuat, tieu thu hang hoa de dam bao san pham duoc san xuat cd chat luong dong deu, dap ung yeu cau cua khach hang va giam thieu chi phi khong can thiet qua trinh san xuat san pham De cd the: thuc hien duoc dieu nay, cac DN nen ap dung he thong quan ly chat luong ISO 9001:2000 hoat dong san xuat kinh doanh cua minh - Von va kha nang huy dong von: Von la mot nhan to quan trong hoat dong san xuat kinh doanh De cd the phat trien thi trudng tieu thu san pham, cac DN phan bdn can phai cd von de; + Dau tu md rong mang ludi tieu thu: xay dung cac cua hang ban buon, ban le, phat trien dai ly tieu thu san pham + Dau tu cho hoat dong nghien cuu va du bao thi trudng, hoat dong quang cao, xuc tien ban hang, tham gia cac hoi cho va ngoai nudc + Dau tu von luu dong cho hoat dong thuong mai + Dau tu trang thiet bi, cong nghe mdi de phat trien san pham mdi hoac nang cao chat luong san pham dang cung cap Tuy nhien, thieu von hien dang la can benh tram kha cua cac DN Viet Nam ndi chung va cac DN phan bdn thuoc TCT hoa chat ndi rieng Thieu von hien dang la mot diem yeu ldn nhat cua DN Viet Nam so vdi cac DN nudc ngoai Thieu von se dan den su bd buoc DN hoat dong Nhieu chi vi thieu von ma doanh nghiep phai chiu danh mat nhung co hoi kinh doanh nam tam tav cua minh De cd the tang von cho hoat dong kinh doanh, ngoai viec tang von tich luv DN can phai nang kha nang huy dong von khai thac them nhieu nguon vay mdi Ngoai hinh thuc vay ngan hang va cac to chuc tin dung la hinh thuc vay truyen thong i )N cd -I IS- ■£///// fUf/f ///ss >/ the’ ap dung hinh thuc vay dan va v ay truc tiep tu CBCNV Cong ty bang cach phat hanh cd phieu; DN co the tien hanh cd phan hoa va tham gia vao thi truong chung khoan - Cung co' va xay dung doi ngu lanh dao va CBCNV DN: Doi ngu lanh dao DN can co tam nhin chien luoc, co kha nang quan ly va to chuc tot, biet doan ket va phat huy suc manh doi ngu CBCNV Cong ty, linh hoat va nhay ben san xuat & kinh doanh, cung chung mot muc tieu vi su phat trien cua DN Doi ngu CBCNV can phai duoc chuan hoa ddi vdi tirng vi tri cong viec, tung cap bac Can bo phai co du trinh de dam duong cong viec duoc giao Mdi CBCNV cong ty can phai thuong xuyen duoc dao tao, nang cao kha nang tiep thu nhung cong nghe mdi -119- fMftf ///(/(' >// 77/ss//f// 7/7a/ff/ K€T LUfiN Phat trien thi truong tieu thu san pham cua doanh nghiep la mot nhung nhiem vu quan dat cho bat ky mot doanh nghiep kinh doanh nao muon ton tai va phat tridn Trong nen kinh te thi tru'bng co su dieu tiet cua Nha nuoc hien nay, ma muc can thiep cua Chinh phu vao thi truong cang it di su dieu tiet bang ban tay vo hinh cua co che thi truong cang ldn hon thi voi mdi doanh nghiep thi truong tieu thu san pham vua la muc tieu vita la dong luc de phat trien kinh doanh Tren co so nghien cuu ly thuyet va tiep can voi tinh hinh hoat dong tieu thu san pham cua cac doanh nghiep phan bon thuoc Tdng Cong ty Hoa chat Viet Nam, luan van da hoan duoc mot so noi dung co ban sau: He thong hoa duoc nhung van de ly luan ve thi trudng tieu thu va phat trien thi truong tieu thu san pham cua doanh nghiep Phan quan noi bat cua chuong I la neu duoc noi dung co ban ve mat ly thuyet cua phat trien thi trudng tieu thu san pham: noi dung phat trien thi trudng, cac hoat dong dd phat trien thi trudng tieu thu san pham cua doanh nghiep Khat quat duoc day du ve cac doanh nghiep phan bon thuoc Tdng Cong ty Hoa chat Viet Nam: tinh hinh san xua't nhap khau va cung ung phan bon tren thi trudng phan bon hien Trinh bay duoc mot buc tranh toan canh ve tinh hinh thi trudng tieu thu san pham phan bon cua Tdng Cong ty hoa chat Viet Nam vdi so lieu cap nhat cu the, day du tu nam 1999-2003 theo tung tieu thuc cu the nhu tinh hinh thi trudng tieu thu theo mua, mat hang, dia ly va nhung bien phap phat trien thi trudng tieu thu san pham phan bon cua TCT da ap dung nhung nam qua Qua phan tich ve thuc trang tinh hinh tieu thu phan bon cua Tdng Cong ty o phan tren, qua muc tieu va phuong hudng phat trien cua nganh phan bon luan van cung da manh dan dua mot so giai phap nham phat trien thi trudng tieu thu san pham cua TCT thdi gian tdi Mac du nhieu van de can phai duoc tiep tuc nghien cuu, hoan thien, song cac noi dung da duoc de cap den Luan van la phu hop vdi dieu kien hien tai cua Tdng Cong ty va cac bien phap de la co the thuc hien duoc thuc te -120- TAI LI€U THf^AA KHAO PGS.PTS Ngo The Dan (2001), Mot Bo NN & Phat trien nong thon so van de ve dinh hudng phat trien nong nghiep, Tran Tien Di (2001), Ve san xuat phan bon hoa Nam, Tong Cong ty hoa chat Viet Nam hoc cua Tong cong ty Hoa chat Viet Bui Dinh Dinh (2000) Tong quan ve sddung phan bon u Viet Nam GS.TS Dang Dinh Dao (2002), Giao trinh Thuong mqi doanh nghiep NXB Thong ke Cao Due Phat (2002) Mot so van de ve thi trudng phan bon, Vien Quy hoach va Thiet ke nong nghiep va cac giai phap de thuc hien he thong dinh duong cay phoi hup can doi tien tdi san xuat nong nghiep ben vung u Viet Nam den nam 2000 GS.PTS Vo Minh Kha (1995) Budc di DO Dinh Thuan Dang Cirong Lang (2001), Cung ung dich vu Vu ke hoach Bo Nong nghiep va phat trien nong thon GS.TS Dang Dinh Dao, GS.TS Hoang Duc Than (2003) mqi, NXB Thong ke phan bon u Viet Nam Giao trinh Kinh te thuong GS.TS Dang Dinh Dao va tap the giao vien khoa Thuong mai (1998) hoc Kinh te thuong mqi, NXB Thong ke Tai lieu mon 10 TS Nguyen Xuan Quang & TS Nguyen Thua Loc (1999) Giao trinh Quan nghiep thuong mqi, NXB Thong ke l.ITS Tran Khai & PGS.PTS Nguyen Tu Siem (1999), Nhung tri doanh dac diem dat \ iet Nam moi quan he vdi phan bon cao danh gia tinh hinh nghien cuu, san xuat nhap khau, su dung dat, phan bon giai doqn 2002-2005 12 Bo Nong nghiep va phat trien nong thon (2001), Bao 13 Bo Cong nghiep (2000), Quy hoqch san xuat mot so san pham phan bon va hoa chat den nam 2010 14 Cac doanh nghiep phan bon vien (2002) Bao cao ve viec nang cao kha nang cqnh tranh cua doanh nghiep Viet Nam gia nhap AFTA 15 Tdng cong ty Hoa chat Viet Nam (1999 -r 2003), Bao cao tong ket tinh hinh thuc hien ke hoqch va phuong hudng nhiem vu 16 Tong cong ty Hoa chat Viet Nam (1999 -r 2003) Tqp chi cong nghiep hoa chai 17 Tdng Cong tv Hoa chat Viet Nam (2000), Chien luoc khoa hoc cong nghe doi voi nganh phan bon hoa hoc den nam 2020 18 Tong Cong tv Hoa chat Viet Nam (2000)- Chien luoc phat trien nganh cong nghiep hoa chat den nam 2020 19 Website cua Tong Cong tv Hoa chat Viet Nam , www.vinachem.com.vn