(Luận văn tốt nghiệp) current situation and solutions to promote import and export of goods by air at vinatrans company

INTRODUCTION It is said that freight logistics is an economic sector associated with the Development of a country The development of freight logistics is always Accompanying the country's growth rate That's right By probably Freight Logistics is one of the activities in the flow of circulation Distribution, an important process of connecting production with consumption and is the master The process of social production For Vietnam since 1986 when the country entered a period of renovation, freight forwarding in general and air freight forwarding in particular have played an increasingly important role in the development of the country As a young business sector, it is difficult to compete equally with foreign transport h companies, so freight forwarding is considered as one of the business fields protected by the State and encouraged to develop development This is especially evident in the field of freight forwarding by air Company VINATRANS - One of the leading subsidiary companies in the field of logistics of import and export goods with the support, encouragement from the state has been gradually consolidating and develop their business to be able to best meet the customer requirements, competing to survive, stand firm in the market economy contributing to the foreign economic activity of the country Although there have been many attempts to the business of the delivery service aviation import and export goods in VINATRANS has not yet really achieve optimum efficiency So what is the reason? AND must take measures overcome, how to draw experience in the next time? Being aware of the importance of air freight forwarding activities for the development of the national economy in general and at VINATRANS in particular, through a period of time directly studying the business of air freight forwarding business At VINATRANS, I chose the topic: "Current situation and solutions to promote import and export of goods by air at Vinatrans company” for my graduation thesis with the desire to improve my own practical knowledge and make a small contribution to the development of the Company In addition to the preface and the conclusion, my graduation thesis consists of chapters: Chapter I: Overview of air freight forwarding services Chapter II: Actual situation of forwarding import and export of goods transported by air at VINATRANS Chapter III: A number of measures to promote air freight forwarding h activities for import and export at VINATRANS CHAPTER I: OVERVIEW OF AIR FREIGHT FOWARDING SERVICE I INTERNATIONAL ORGANIZATIONS ON THE DELIVERY OF GOODS BY AIR In order to unify the relationship between the parties, as well as the unification of legal procedures, the division of operating areas of civil airlines, in the world, international organizations have been formed, relating to the activities of civil aviation operations Thanks to the activities of these organizations, the international aviation network is unified and synchronized, in order to avoid possible disputes However, the application of the rules of these organizations is arbitrary because in addition to that application, the national or regional airlines also have their own specific provisions of the airline transport shops in those localities h Here are some typical organizations: International Civil Aviation Organization - ICAO This is a special United Nations agency, established in 1947 to manage the airline's operations in its member states This agency was established on the basis of the United Nations Civil Aviation Convention, adopted in 1944 in Chicago The purpose of ICAO's operational principle is to ensure the development of safe and orderly international air transport worldwide; recommends encouraging art aircraft for peaceful purposes; encourage the development of airways, airports and airlift equipment ; meet the world's transportation needs by air, preventing waste due to unreasonable competition; ensure respect for the rights of Contracting States; promote the development of aviation science in all aspects ICAO's headquarters are located in Montreal, Canada, with representative offices in Paris, Dakar, Cairo, Bangkok, Lim a & Mexico Vietnam has been an official member of ICAO since 1980 International Air Transport Association - IATA IATA is a non-governmental organization established in 1945 in Lahabana, Cuba The headquarters of the Association is located in Montreal, Canada Members of IATA are of types: Official members and associate members Official members include airlines participating in international activities, scheduled business Also affiliated members are domestic airlines , scheduled business Associated members are not allowed to vote at IATA conferences or forums The purpose of IATA is to promote safe, regular and for the benefit of the h world's people; encourage trade by air; contribute to promoting the interaction between air transport enterprises; close cooperation with ICAO and other international organizations The General Assembly is the highest authority of IATA, conducting annual meetings IATA Standing Committees include: - No-load committee - Technical committee - Legal committee - Financial committee - Aviation medical committee Each committee consists of several sub-committees and working groups of a nature permanent or established when needed International Federation of Freight Forwarders Association - FIATA The International Federation of Freight Forwarders Association, established in 1926, is a non-governmental organization, composed of official members who are international forwarding federations and cooperative members which are individual forwarding companies FIATA is the world's largest forwarding organization with 40,000 forwarding and logistics companies, employing 8-10 million people in 150 countries Agencies of the United Nations such as the United Nations Economic and Social Council (ECOSOC), the United Nations Conference on Trade and Development (UNCTAD), the European Commission of the United Nations (EC) and the Economic and Social Commission for Asia and the Pacific (ESCAP) has recognized its global legal status FIATA is also recognized by international organizations involved in trade and transport such as the h International Chamber of Commerce (ICC) as well as the carrier and shipper organizations FIATA's main goal is to link and unify the logistics industry around the world; protect and promote the benefits of forwarders; improve service quality by developing and improving sample delivery and receipt documents, standard business terms; professional training at the international level; strengthen coordination relationships with shippers and carriers FIATA's scope of activities is very wide through the activities of a series of subcommittees such as: Subcommittee on social relations; Legal subcommittee and insurance documents … The main types of documents that FIATA can issue include: FIATA FCR (Certificate of receipt of goods from the forwarder); FIATA FCT (Transport certificate of the consignee); FBL (Bill of Lading of FIATA); FWB; SDC; SIC; FFT … II CONCEPT OF AIR DELIVERY AND ROLE OF AIR DELIVERY General concept of delivery 1.1 Forwarding concept International cargo transportation is an important component of international trade, an indispensable stage in the circulation process to bring goods from production to consumption So, what is forwarding service ? Freight Forwarding Service, according to the FIATA Model Rules for Forwarding Services : "is any type of service related to the transportation, consolidation, warehousing, loading, packaging or distribution of goods and h services advisory services related to the above services, including customs, financial matters, insurance, payment, document collection related to goods" According to the Vietnam Commercial Law 1997, "Freight forwarding is a commercial act whereby a freight forwarder receives goods from a shipper, organizes transportation, storage, warehousing, carry out paperwork and other related services to deliver goods to the consignee under the consignment of the goods owner, the carrier or other forwarding services (collectively referred to as customers)"- Article 163 of the 1997 Commercial Law In general, both the Vietnamese Commercial Law and the FIATA Model Code define the delivery service in the direction of listing all services relating to the process of transporting goods from the shipper (the exporter) to Hand of the consignee (importer) with a range of jobs such as packaging, packaging, storage, bringing goods to the port, carrying out procedures for goods loading , loading onto ships, and transporting goods along the way , unload the ship and deliver it to the recipient … Previously, the delivery could have been done by the shipper, the consignee or the carrier However, along with the development of international trade, the division of international labor with the increasing level and scale of flower expertise , forwarding has also gradually been specialized by organizations, trade unions Professional forwarder proceeded and forwarder has officially become a "Profession" Logistics profession in the world was born about 500 years ago In 1552, at BADILAY, Switzerland, E-VANSAI appeared for the first time the forwarding business and the transportation of goods This company trades very high fees, about 1/3 of the value of the goods Later, the forwarding business was separate from transport and trading, gradually being specialized by professional h forwarding organizations and companies 1.2 Forwarder concept The person dealing in forwarding services is called the Forwarder (Freight Forwarder, Forwarding Agent) The forwarder may be the owner of the goods (when he acts on his own to carry out the forwarding of his goods ), the ship owner (when the ship owner acts on behalf of the owner of the goods), loading or unloading company, a warehouse, a professional freight forwarder or any other person with a logistic service business According to the FIATA: "The forwarder is a person who takes care of the goods being carried under a consignment contract and acts in the interests of the consignor who is not the person himself The forwarder also undertakes all the work related to the delivery and receipt contract such as preservation, transshipment storage, customs clearance and inspection” Defined by ESCAP "The freight forwarder is an agent acting on behalf of the import-export to perform tasks from simple things such as storage, customs clearance to package services of the whole process of transport and distribution of goods" This definition emphasizes the main function of the forwarder is to make reasonable use of the transportation network and types of transport to get the goods to the correct address According to the 1997 Vietnam Commercial Law, goods delivery service providers are traders who have business registration for goods delivery and service services because according to Article 163 of the 1997 Vietnam Commercial Law, "Chemical is a commercial act " requires the person who conducts delivery services to have a business registration certificate and be considered a "trader" for engaging in commercial acts h In the past, freight forwarders used to act as agents to perform some tasks entrusted by importers and exporters, such as loading and unloading, warehousing, paperwork, inland transportation and handling payment for goods… Along with the development of international trade and scientific and technological advances in the transport industry, forwarding services have also been expanded The date of delivery plays an important role in international trade and transportation The forwarder not only does customs procedures, or ships but also provides a full service on the entire process of transport and distribution of goods In many different countries, freight forwarders are called different names such as Customs House Agent, Customs Broker, Clearing Agent, Shipping and Forwarding Agent, Principal Carrier… The concept of air freight forwarding and the role of air freight forwarders 2.1 The concept of air freight forwarding: Just like the modes of delivery by sea, rail or road, freight forwarding by air also bears the basic general characteristics of forwarding in general From the definition of forwarding as mentioned above, it can be understood that air freight forwarding is a collection of operations related to the air transport process in order to perform the movement of goods from the place of delivery to the place of receipt of goods The person performing air freight forwarding services may be the owner, the airline, the professional freight forwarder or any other person Currently air freight forwarding is usually provided by air freight agents and freight forwarders: h + Air cargo agent: is an intermediary between a carrier (airlines) and a cargo owner (exporter or importer) Speaking of air freight agents, it is often called IATA agent because this is the most standard agent IATA Air Freight Agent is a forwarding agent registered by the international air transport association, appointed and authorized by IATA member airlines to act on their behalf + Air freight forwarder: Is the business of forwarding services air The air freight forwarder may be an IATA agent or not an IATA agent, the service of which the freight forwarder will mainly provide consolidation services 2.2 The role of air freight forwarder As noted above, forwarders with basic characteristics play an extremely important role in completing the retention stage distribution of goods, bringing goods from production to consumption Perform function as a bridge between economic and trade activities across regions, between domestic and foreign, the forwarder can undertake role as transport agents, customs brokers, as brokers, as freight transport business, consolidator or dealers multimodal transport business In the field of freight forwarding in particular, the role of the deliverer receive specific expression and expertise The forwarder when acting as aviation agents or as delivery air forwarders promote the typical advantages of each type of service a The role of airline agent The airline agent is considered an important link in the relationship between the consignor/the consignee and the airline as well as in shipping For the airline, the agency is quite knowledgeable about the situation goods and h goods on demand for goods transported by air of importers With our marketing network, the agents can ensuring relatively regular sources for airlines to be in one' s transport It can be said that the proportion of freight freight by air travel agents are much larger than direct orders to airlines, this density often comes to 90% Moreover, as authorized airlines, agents unable to implement, provide services to senders and ensure delivery for airlines in the package is ready to carry, this is much more convenient for airlines Also it should be highlighted that the airlines and the agents join in one the transport program should be seen as partners in one business, in which cooperation is paramount In fact, this collaboration has been existence for many years and continues to remain maintained This is beneficial for airlines and agents for the purpose provide high - quality services to senders and recipients row For the consignor or consignee, the agent is really necessary because the procedures and operations for exporting or importing a consignment are 10 The prospects of the field of freight forwarding of import and export goods transported by air in the coming time can be seen more clearly through the following statistics: Table 7: Estimated output value of international freight forwarding industry in Vietnam Unit: billion USD Year 2020 2025 2030 2035 The output value 2.853 4.595 7.400 11.918 Source: Transport economics science institute During the 5-year cycle from 2020 to 2025, 2025 to 2030 and 2030 to 2035, each stage of the value of the logistics industry is expected to increase h steadily by 61% per cycle On the other hand, there are also statistics showing that in the period of 2020-2025, the market of international freight transport by air will continue to have a relatively stable growth, with a growth rate of about 10%/year However, the possibility of a special boom for the international freight market in this period is not great, related to the event which is when Vietnam can become an air cargo hub and regional multimodal transport Domestic cargo market size is unlikely to increase sharply, especially on single routes because air cargo transport is less preeminent than by rail and road while freight rates are many times higher The average annual growth rate of general cargo market is forecasted to be 8-9% / year in the period of 2020-2025 70 Table 8: Forecast of Vietnam's freight market in the period of 2020-2025 Year International Domestic Total Ton % Ton % Ton % 2020 176,460 19 36,560 12 213,020 17 2021 191,500 40,900 12 232,400 2022 208,300 45,400 11 253,700 2023 226,600 50,400 11 277,000 2024 243,900 56,000 11 299,900 2025 264,200 62,200 11 326,400 Source: Development strategies of Vietnam National Airlines, Vietnam Airlines Corporation h Thus, the future of Vietnam's forwarding industry in general and the air freight forwarding industry in particular is very bright, bringing a lot of hope and striving for businesses doing forwarding services in Vietnam Development goals and directions of VINATRANS in the coming time Facing new opportunities and opportunities of the whole Vietnamese forwarding industry, mixing in the booming atmosphere of this new service industry, VINATRANS always sets for itself the goals to be achieved and sets out appropriate solutions to be able to stand firm and seize the huge opportunities that are posing in the immediate future 2.1 Targets: The biggest target throughout all activities of any business in any industry is to be able to stay at the top of the business VINATRANS is also not out of 71 that rule To become a pioneer and keep the leading flag in the logistics industry, it requires the effort and continuous efforts of all employees and employees throughout the Company These basic objectives are concretized by leaders in the Company with the following goals:  Constantly improving the Company's competitiveness in order to maintain the existing market and expand the exploitation of potential markets The objective of improving competitiveness is concretized by the following operational strategies:  Developing consolidation services by both sea and air  Enhancing ancillary services: inland transport, storage, warehousing, clearance and related services completion  Diversify the Company's brand name h  Maintain and continuously increase the volume of air freight forwarding to overcome 60% of the current level  Gradually consolidating the domestic market network in the field of air freight forwarding, but recently the Company has not really focused on improving the business results of the Company 2.2 Direction of implementation: In order to realize the set goals, it is essential that the Company has to plan for itself specific and reasonable directions These directions are: • Continuing to expand external relations with international forwarding organizations through the Vietnam Logistics Association (VIFFAS) • Maintaining the relationship of agents, customers and cont racts signed, eliminating agents and collaborators who are incompetent, unreliable, debt 72 scandals… and active looking for new customers, seeking information, grasping the capabilities, mandating requirements of customers at home and abroad • Strengthening the unified management of the organizational and management model within the Company, and unifying the direction of the implementation of package services at home and abroad, ensuring information transactions with a view to the ultimate effectiveness of business, avoiding local competition will lead to disrupting internal relations difficult to operate • Increasing research and use of marketing strategy with the pillar of new product (service) strategy, flexible and flexible pricing strategy taking into account each customer, each product, service and strategy marketing and business promotion strategies Strengthening the information and advertising, promoting the image of VINATRANS with domestic and international customers h • Implementing the motto of learning by doing, combining long-term and short-term training of staff to meet immediate and long-term business development requirements Firstly, it is necessary to train a team of logistics experts who have a deep understanding of economic geography, legal provisions and international practices related to the field of forwarding • Gradually consolidating and strengthening technical and material facilities for the delivery and receipt with the state budget, equity capital, and joint venture capital The goal is entirely achievable if VINATRANS can promptly overcome the existing difficulties and maximize its advantages 73 II SOME MEASURES TO STRONGLY OPERATE THE DELIVERY OF IMPORT-EXPORT GOODS BY AIR OF VINATRANS Forwarding service is a relatively new service industry for Vietnam but promises to bring a lot of profits so it is inevitably also competitive In order to survive and grow, every business participating in this market needs to provide effective solutions, the most appropriate directions for each stage of business operation It is the same for VINATRANS, to consolidate its leading position in the field of forwarding as it currently requires the Company to make continuous efforts and the most comprehensive, comprehensive and appropriate measures Market measures The market is always an important factor and has a direct influence on the h activities of most companies, not only VINATRANS In order to create stability in our business activities, avoid market fluctuations, in parallel with maintaining the existing market, VINATRANS must find appropriate measures to expand the operation of forwarding services further to foreign markets Based on the development of Vietnam's economy and some countries in the region and around the world, the following comments can be made: - The number of transport routes increases due to our expanded trade and trade relations Previously, transport activities in general as well as freight forwarding were concentrated only in Asia and Eastern Europe, but now Vietnam Airlines has established direct flights to 32 international and domestic destinations The region also operates more than 50 cities with connecting flights on five continents and forwarding companies have routes around the world, each specializing in a different commodity 74 Going to Europe and Northern Europe, this route is mainly garment, agricultural product, footwear  Going to Eastern Europe and the community of independent countries: the main export products are garments, food, medicine  Going to Central Asia: mostly agricultural products  Going to Africa: ceramics are mainly transported on this route  Going to Canada and the US: this is a route being focused on the current operation because this is a relatively new market and promises future development after the Vietnam - US Trade Agreement was signed This route goes all kinds of goods but the most to mention is agricultural products and garments  Going to Central, South America and the Caribbean (Mexico, Brazil, Chile ): this route is developed with handicrafts, wooden furniture h (wooden furniture)  Going to Australia and New Zealand: ceramics, handicrafts  Going to South Asia Pacific: mainly rubber products  Go To East: staple items are wooden furniture, handicrafts, crockery - The markets that the Forwarding Company aims to always follow the import and export activities of goods Therefore, it is clear that the potential market that VINATRANS should target in the current period is North America After the Vietnam - US Bilateral Trade Agreement was signed, the export prospect to this market is very great and the main market is the United States This is considered a breakthrough in Vietnam's export strategy with the goal of increasing exports to the US in 2025 of 15% -20% In addition, the Company must also focus on exploiting markets that already have fairly reliable partnerships, namely Europe and ASEAN Europe is a major export market of 75 Vietnam Particularly in 2015, export turnover to the EU has reached billion USD and is expected to grow annually in the period of 2020-2025 averagely 15%/year Overall effectiveness - CEPT was officially implemented in 2018 for most countries in the region The benefits brought about by AFTA are enormous: strengthening the trade relations in the region in many ways, the flow of goods exchanging between countries will increase incessantly due to the removal of tariff barriers Also equally important when mentioning two Asian dragons, Japan and China Japan is one of the traditional markets with high export turnover of our country and is mainly transported by air via direct flights from Ho Chi Minh City - Narita (Tokyo) and Ho Chi Minh City Minh - Kansai (Osaka) Especially for neighboring China, Vietnam already has a strong growth rate in air transport and will continue to develop further in the future It can be said that these are the most potential markets that VINATRANS h should aim for Among them are also completely new markets, but also markets where the Company has had long-term partnerships In order to expand its market, the Company should flexibly combine its expansion in width and in depth - Expanding the market by width is expanding by geographical scope The company needs to reach out to new markets but it is very rich in potentials such as Mexico, South America or the Middle East To be able to penetrate a new market, the Company needs to thoroughly understand the factors customs and practices, legal policies, competitors, demand for freight forwarding as well as prospects of developing this service in that market - Expanding the market in depth means that it is also a market but diversifying products or diversifying customers to fully exploit and maintain the existing market For in-depth market expansion, it is important to always 76 evaluate the current Company's performance in that market, anticipate future needs and service development orientation To be able to that, VINATRANS needs: • Joint ventures and associates with foreign companies that are familiar with the market that the Company has not exploited to enter the market • Send staff to visit and exchange experience in foreign companies, attend IATA-organized courses, take every opportunity to catch up on new market information • Paying attention to opening more agents overseas and increasing advertising and promoting the Company's image • Regularly providing ancillary services to customers, with preferential policies for regular customers of the Company • And finally, in order for the market research to be conducted h scientifically and effectively, it is important that the Company needs a professional and knowledgeable team of market research staff at the same time The company also needs to equip them with modern equipment for market research Measures on material and technical bases In addition to labor, labor tools are also a determinant of social production Due to the division of social labor activity, forwarding activities was born and increasingly deeply specialized Over the years, air transport has taken a big step, not only the transports are aircraft but also the technical facilities for air transport are constantly modernized For example, ULD (Unit Load Devices) - the unitbased loading device has made loading and unloading on and off aircraft much faster and more convenient In the common development of the whole freight forwarding industry, VINATRANS also constantly invests in purchasing modern 77 equipment to provide customers with high quality services However, the equipment that the company currently has is not enough to meet the requirements of forwarding activities at a modern level Therefore, in the coming time, the Company needs to invest in modernizing the existing equipment, creating the best conditions for forwarding activities by air The retrofit of modern equipment is closely linked to human policy If the employees in the Company are not adequately trained to use these facilities, the equipment, however modern, cannot be fully used Therefore, in parallel with the modernization of facilities, it is necessary to have professional improvement measures for officials to be compatible and suitable for the new situation Building a Marketing Strategy and Using Marketing Technology With its own characteristics, the freight forwarding service requires h companies doing business with this service to have a marketing strategy, access to areas and industries There are products that need to be shipped by air To that, the Company needs to have a Marketing department in charge of aviation services business as well as business activities of the whole enterprise And the staff in the Marketing Department must also be dynamic, knowledgeable, highly specialized in this field Improving professional qualifications and sense of responsibility for officials and employees In the process of performing the work, there are several errors due to employees mistakes It is largely due to the limitations of professional qualifications and also due to poor awareness, so it is irresponsible while working Some officials at VINATRANS have many times caused mistakes that affecting customers interests and the Company's reputation Therefore, both 78 the work of raising qualifications and educating ideological awareness for officials and employees must be given due attention In order to that, VINATRANS needs to: • Develop a clear and specific policy of responsibility and punishment for everyone to comply with in order to encourage employees to improve their sense of responsibility • Invite experts with domestic and international experience to teach and exchange practical experience • Adopt appropriate policies to employ staff after training • Regularly organizing professional, foreign language, computer and legal courses for business staff And there are many other practical measures that can help the Company h improve the professional qualifications of its employees, as well as their sense of responsibility such as sending officials to study abroad, attending the IATA meeting The above are only measures to be exported to VINATRANS itself that can be applied These measures have a close relationship affecting each other and have the effect of supporting each other If the above measures are taken concurrently, it will create a great impact on the development of the Company But in order to be able to carry out the above solutions, in addition to the efforts of the leadership team as well as all employees in the Company, the Company also needs the support from the State 79 III SOME RECOMMENDATIONS TO THE STATE Completing a strong export-oriented foreign economic policy Year of 1995 marked a great turning point in Vietnam's foreign economic relations, namely the joining of ASEAN, joining the AFTA free trade bloc Next, in 1998 Vietnam became a member of the Asia-Pacific Economic Forum (APEC) In 2002, the signing of the Vietnam-US Bilateral Trade Agreement brought great prospects for the development of international trade activities, in particular, Vietnam's foreign trade In the trend of strong development of international trading activities of Vietnamese enterprises, air freight forwarding business will inevitably develop To further expand the business of VINATRANS, a key factor is: The State needs to strengthen the expansion of external economic relations through guidelines and specific policies to ensure stability Political and economic regulations, maintaining an atmosphere of peace h and friendship with countries in the region and around the world, creating a favorable business environment for foreign trade activities of the country, thereby contributing to promoting promote the development of air freight forwarding industry in general and VINATRANS in particular Financial support Currently, VINATRANS is in urgent need of the State's financial support such as tax incentives, low-interest loans so that the Company has conditions to invest in equipment, facilities, technical staff training and expansion of joint venture with foreign partners 80 Renovating policies on investment in construction and upgrading of infrastructure systems in service of air freight forwarding This is a basic support policy at the macro level It is not only for air freight forwarding but also for the entire national economy as a whole In order to effectively deliver and deliver goods, the following factors must be invested: Takeoff/landing system, taxiways, aprons, warehouses, ULD handling equipment, satellite intersections Currently, the system of airports and warehousing serving freight forwarding in Vietnam is still very poor The cluster of airports is concentrated in the North - Central - South, of which only central airports are Noi Bai airport, Da Nang airport and Tan Son Nhat airport are equipped with technical facilities that relatively modern, the rest are airports used for both military and civil purposes In the future, the system of airports and central airports and satellite airports will be built to create continuous and mutual h support within a radius of 50 km or more Hopefully that future will not be far away In addition, the State also needs to invest in expanding the railway line to meet international standards, upgrading and repairing road systems, bridges so that together with air transport, freight forwarders can perform Multi-modal download in the most convenient way, meeting the increasing demands of customers Renewing administrative procedures, building a complete and synchronized legal system in accordance with international laws and international practices Bureaucratic administrative procedures are a major obstacle to the development of economic activities in general and of freight forwarding in particular To create favorable conditions for the freight forwarding industry to 81 import and export by air, the State should soon issue legal documents guiding the relevant industries and departments such as customs an d aviation security… in order to minimize administrative procedures On the other hand, the State also needs to quickly establish a complete, synchronized, consistent and consistent legal system in line with international practices in order to create a stable legal corridor to best serve business activities for air freight forwarding Obviously, being able to become a leading company in the forwarding industry in Vietnam in general and air freight forwarding in particular requires the continuous efforts of all employees in the Company Every step, every development strategy needs to be considered a lot of subjective and objective factors and the consensus of the staff However, the support from the outside, especially the support from the State will create great incentives for the Company to grasp the countless opportunities that are posing in the immediate h future, and also to overcome obstacles and challenges that are causing many difficulties in the development step of VINATRANS Company 82 CONCLUSION The opening of the economy together with the foreign policy "Vietnam wants to make friends with all countries in the world" and the achievements gained in recent years have created a new position to promote internal development in Vietnam, bringing new opportunities and advantages for the national economy in general as well as the aviation delivery industry in particular In this context, as a company operating in a fledgling service industry VINATRANS has constantly tried both to seize the opportunity and to overcome challenges with the aim of striving to become a leading company in the field of forwarding in Vietnam forward market together with the ambition to reach out the world It can be seen that the Company's air freight forwarding activities in recent years have achieved some encouraging results Becoming the leading h forwarding company in the field of air freight forwarding, VINATRANS has a relatively stable and increasing business results, and has established a customer network in all markets around the world The achievements have been achieved after many years of relentless effort, but the future is a lot of work to The biggest difficulties not only VINATRANS, but also Vietnam's logistics industry in general are faced with the situation of technical facilities to serve transport and delivery of aviation, backward in the process of administrative procedures, it is also stiff competition in a new business field but promises many profits To overcome those difficulties, requiring careful steps, the agreed consent of the whole staff of employees to expand the market, improve the technical facilities, improve the level of employees, and not be able to lack of support from the state with more macro measures Thanks to this, we are sure that in the future VINATRANS will 83 continue to be the leading position in the field of logistics in general, delivery of aviation in particular and to play an increasingly large role in the industrialization and modernization h 84