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INTRODUCTION The urgency of the subject In the period of global integration, free trade facilitates domestic and foreign enterprises to be free to produce and trade in the framework of law Maritime services are growing strongly, along with the development of multilateral trade among countries around the world, which is a bridge between buyers and sellers, creating specialization in the global supply chain ORIMAS – branch of Vietnam Shipping Agency Joint Stock Company was established to meet the demand of maritime forwarding and services ORIMAS has been engaged in freight forwarding for over 40 years, making an important contribution to the development of the corporation in particular and Vietnam's maritime industry in general with international services such as airfreight agency, seafreight agency (LCL & FCL), shipping agent, door to door transportation, h packaging service, warehousing and distribution services However, international services are still quite monotonous, not yet fully exploit logistics, and have not really competed with private enterprises and foreign enterprises with reputation in the world for many years The result of integration is a series of foreign logistics enterprises and shipping agents opening together with a wide system of offices, therefore, ORIMAS has lost the advantage of freight forwading services, reduce competitiveness, gradually lose the market shares as well as customers From the above reality together with the accumulation in the learning and working process, the author decided to choose the topic: “Developing international services of Vietnam Maritime Agency Joint Stock Company Branch -Hai Phong ORIMAS Branch ii Goals and missions 2.1 Goals The graduation paper examines the theoretical and practical issues about the development of ORIMAS international services, thereby proposing orientations, solutions and recommendations to develop ORIMAS's services by 2024 2.2 Missions - Systematize the theory of international service development of freight forwarding agency enterprises - Analyze, clarify and evaluate the current status of international service development of Vietnam Maritime Agency Joint Stock Company - ORIMAS Branch - Proposing directions, orientations and solutions to develop the company's international services by 2025 Research subject and scope 3.1 Research subject The international services of ORIMAS h 3.2 Research scope - Content: International services of ORIMAS - Space: Branch of Dai Hai Hang Hai Viet Nam Joint Stock Company - ORIMAS Branch - Duration: The period from 2017-2019 and orientation to 2025 Research Methodology To implement the paper, the author mainly uses the following research analysis methods: collecting data, data from which statistics, synthesis, comparison, comparison Based on the data and analysis results, this paper takes into account some directions for developing international services in the company Structure of the paper Chapter 1: Introduction of Vietnam Maritime Agency Joint Stock Company and Hai Phong ORIMAS Branch iii Chapter 2: Current situation of the development of international services of branch of Vietnam Maritime agency joint stock company – ORIMAS Hai Phong Chapter 3: Orientations and solutions for developing international services of Branch of Vietnam Maritine Agency Joint Stock company- ORIMAS Hai Phong h iv CHAPTER 1: INTRODUCTION OF VIETNAM MARITIME AGENCY JOINT STOCK COMPANY AND HAI PHONG ORIMAS BRANCH 1.1 Overview of the Vietnam Maritime Agency Joint Stock Company 1.1.1 General information about the company - Trading name:VIETNAM MARINE AGENCY JOINT STOCK COMPANY - English name: VIETNAM OCEAN SHIPPING AGENCY CORPORATION - Acronym: VOSA CORPORATION - Business Registration Certificate No.: 0300437898 - Charter capital: 128.149.940.000 dong - Invested capital of the owner: 128.149.940.000 dong - Address: Petroland Tower 5th Floor, Số 12 Tân Trào St., Tân Phú Ward, District 7, Ho Chi Minh City - Website: http://www.vosa.com.vn -Stock code: VSA 1.1.2 Summary of the Company's formation and development h On March 13, 1957, the Ministry of Transport and the Ministry of Post and Telecommunications officially issued Decree No 50-ND establishing the Vietnam Shipping Agency (Vietnam Maritime Agency) at the present time , its trade name is Vietnam Ocean Shipping Agency, abbreviated as VOSA) At that time, the Vietnamese shipping agent with the head office located in Hai Phong started its first steps in the maritime service industry On August 8, 1989, Vietnam Shipping Agency was renamed Vietnam Shipping Agency under Decision No 1436 QD / TCCB-LD of the Ministry of Transport On 12/5/1993 Vietnam Maritime Agency was re-established under Decision No 885 / QD / TCTB-LD of the Ministry of Transport, an independent accounting member enterprise of Vietnam Maritime Corporation, operating under the Business Registration Certificate No 102726, first registered on June 1, 1995 and registered for the 16th change on September 16, 2005 Right from the first days of establishment, VOSA has strongly developed in the North with three branches located in Hon Gai, Cam Pha and Hai Phong Currently VOSA has 14 agent branches located at important ports and airports such as: Vosa Hanoi, Vosa Quang Ninh, Vosa Hai Phong, North Freight, Orimas, Vosa Ben Thuy, Vosa Da Nang, Vosa Quy Nhon, Vosa Nha Trang, Vosa Saigon, Samtra, Vitamas, Vosa Vung Tau, Vosa Can Tho With the relationship and scope of work permitted by the State and in order to meet the increasing demands of customers along with being able to stand firm in an increasingly competitive market economy, VOSA Being a shipping agent is also involved in certain goods trading and brokerage for all types of goods Vietnam Maritime Agency through 60 years of construction and development, with a main office in Ho Chi Minh City and 14 branches spread throughout the country, has become a reliable partner of ship owners as well as domestic and foreign customers 1.2 Introduction of Orient Maritime Service - ORIMAS Hai Phong 1.2.1 General information ORIENT MARITIME SERVICE -ORIMAS is located at 54, Le Loi Street, h Ngo Quyen District, Hai Phong On March 13, 1975, Vietalco HaiPhong (currently Orimas) was established and is one of 14 branches of VOSA CORPORATION ORIMAS is also member of BIMCO, FIATA, VIFFAS, VISABA, VCCI With a team of diligent, experienced and well-trained employees, ORIMAS is proud to meet the high demands of customers in Vietnam and around the world to serve in the areas of Freight Agents , Freight forwarding, Tally As a result, the company has been appointed as shipping agent, freight forwarder, and cargo monitor by Sinotrans Container line, East Harbor Navigation Co., ltd 1.2.2 Organization Director Deputy director Division of Transport Accounting Hanoi Sinotrans’s Operation Agency Dept dept represenative agent dept Source: The administration dept 1.2.3 Functions and duties of the company + Shipping Agency : - Acting as an agent for all types of ships h - Supplying ships, repairing ships - Supplying oil and food - Changing crew members, medical examination and repatriation +Maritime brokerage: - Find goods for ships, charter ships, maritime brokers + Carrrier’s agent : - Agents air transport, sea, retail - Customs clearance, transporting construction goods - Package services, inland transport and other services + Commerce : - Direct import, export, commission and temporary import for reexport - Rent bonded warehouses, cross-border goods, freight + Tally : - Types of goods at ports, at construction sites, warehouses and yards - Withdrawing goods or packing in containers, forwarding of all kinds - Containers from ships to ports and vice versa 1.3 Characteristic of ORIMAS in developing international freight forwarding services 1.3.1 The ability to provide international freight forwarding services legally ORIMAS is one of the branches of Vosa Corporation established under Vietnamese law so it has the legal conditions set out in chapter one to provide international forwarding services, maritime agents: agents shipping lines, agents of international freight forwarding, customs agents, warehousing business, port h operation, supporting customs clearance and applying for licenses for import and export goods, commercial business ORIMAS was established in accordance with the law of Vietnam Agency Department in charge of exploiting agency and legal services of Vosa Corporation Agents are experienced agents, requiring at least 02 (two) years for new recruits, maritime, transportation, commerce or economics Signed an agent contract for each shipment, each specific customer or within a certain period of time 1.3.2 Human Resources Human resources or labor are always an important resource in creating competitiveness for businesses, determining the existence and long-term development of each enterprise, based on the purpose and development strategy of the enterprise to build for itself Company regulation which specifies the labor regime, wages, rights and obligations of the company and its employees in accordance with the law - Number of employees Table 1.1 The labor force at ORIMAS as of December 31, 2019 Unit: person Quantity Variance 2018 2017 2018 2019 2019/2018 /2017 Director 1 0 Department of 2 3 1 TCHC Accounts Department h Transport Agency Room Sales Department 11 15 Representative 3 0 25 25 35 office in Hanoi Total 10 (Sources: ORIMAS Administration Department) As a branch of the Corporation, ORIMAS organizes a quite simple and convenient department for human resource management The number of employees tends to increase: in 2019 an increase of 10 employees compared to 2018 and in 2018 an increase of employee compared to 2017 The staff fluctuations are mainly in the transport agency and sales offices With the goal of business development, the Company always has policies to recruit and attract sales staff, every year the business staff of the business increase Transport agency room in 2018 decreased compared to 2017 due to ORIMAS no longer undertook issue orders to NYK Vietnam when NYK Vietnam opened a branch in Hanoi In 2019, to ensure to serve new sales staff, the shipping agency department has recruited new employees The table above shows that the number of sales staff accounts for the majority of ORIMAS's workforce, the sales staff is the direct division, this is the direct labor division responsible for business, bringing profits for Company - Labor qualifications With the characteristic of intellectual and international labor, company workers are knowledge workers from intermediate level upwards, there is no simple manual labor, in which workers have a high degree The largest proportion is workers with university degree at 65,625% The company regularly organizes and creates favorable conditions for employees to study, train and improve their qualifications and skills To meet the needs of the work, often in contact with international factors, documents International business such as contracts, h commercial invoices, goods packing vouchers, letters of mail, international consignments bill, etc, the company put labors with foreign language fluency on priority for recruitment.The company also provide extra language classes on weekdays to improve foreign language skills, deal with customers, agents, shipping lines at home and abroad - Age of labors Table 1.2 The working age of ORIMAS as of December 31, 2019 Unit: Person Age group Quantity 20 - 30 10 31 - 40 17 41 - 50 51-60 Total 35 Sources: ORIMAS Administration Department The age of 31-40 accounts for the largest proportion of 53,125%, followed by the age group of 18-30 accounting for 31.25% It can be said that ORIMAS owns h a young, dynamic and enthusiastic staff, which is a favorable condition to catch and solve work quickly and smoothly With the current policy of staff rejuvenation, selective recruitment, ORIMAS has built up its strengths in foreign language, enthusiasm, ability to react, respond quickly and promptly to difficulties and troubles in the process of creating the trust and confidence of customers, though not really perfect However, at a young age, most employees have not accumulated long-term experience in solving all difficulties and unexpected problems arising in the course of working Employees holding key positions in the company are often aged 41-50 who have been devoted to the company since its establishment or recruited from businesses in the same industry with long-term management and management experience Since then, business strategy and corporate governance have been developed - The booming and increasing development of information technology creates favorable conditions for modernizing and electronicizing the stages of import and export management, reducing the time for clearing customs clearance, and saving time, cost are the conditions for the development of the logistics industry in the trend of integration, integration and international cooperation - Currently, Vietnam is being assessed to be a replacement factory in China in the near future Many investors have turned to production investment in Vietnam to take advantages such as cheap labor, political stability, open policies, favorable conditions for investors As the result, Vietnam's import-export turnover increases to create various favorable conditions for the development of logistics services In short, in the future, Vietnam will have many favorable conditions for logistics development This will be an opportunity for ORIMAS in particular and freight forwarding companies in general to develop freight forwarding services, forwarding for import and export goods, strengthening and affirming the brand if h they take advantage of opportunities and opportunities In contrast ORIMAS does not have the right policies, solutions and appropriate steps, this will be a huge challenge for the existence and development of businesses 3.1.2 Challenges and requirements The results of the integration and the reform efforts aimed at economic development in general and the development of logistics, forwarding and transportation in particular, proposes many challenges that require many changes to overcome in order to attain the development opportunities There are some of the challenges for ORIMAS: - Competitive pressure from domestic enterprises and foreign enterprises As a result of joining WTO, signing bilateral, multilateral, regional FTAs, policies to attract investment, then enterprises with 100% foreign capital with more development experiences participating in the industry with incentive investment will create enormous competitive pressure on capital, technology, 69 experience, management capacity, global network Specifically, according to the regulations from 2014, foreign invested enterprises are allowed to invest 100% capital in the transport sector while previously limited, not only facing new investors but also tend to directions of capital withdrawal, divestment of 100% FDI capital of partners with long-term investment, long-term cooperation with Vosa in general and ORIMAS in particular Not only that, ORIMAS also faces many domestic enterprises before the industry's great development potential - The increasingly stringent requirement of service quality, professionalism, and cooperation in many stages is a significant challenge which requires many improvements in the quality of services To strongly develop the system of agents, joint ventures and associates to ensure safety in time, accurate and timely information on shipping and goods schedules - Challenges in investment, application of e-commerce and modern information technology in the operation of freight forwarding, administration to be able to improve service quality, increase linkage quickly and accurately in h operation business ORIMAS does not yet have a cargo schedule management for customers ro actively supervise the schedules and locations of goods, therefore, shipping lines and airlines schedule is used Besides, the ability to connect with the network of agent system in foreign countries is still limited - Higher required resources on capital, finance, qualifications and quality of labor meet customer requirements, industry development and domestic competitiors and especially foreign prime Most of ORIMAS's employees have not been trained in logistics and foreign trade according to international standards, mainly trained based on experience, so their international competitiveness is limited This will become a major barrier on the path of development, gaining markets, finding customers in the future - Brain drain If there is no good policy mechanism for labor, good corporate investment, it is difficult to keep good and elite employees once foreign enterprises enter Vietnam's logistics market 70 3.2 ORIMAS's perspective and international service development orientation In the closing meeting at the end of 2019 about the development strategy of the corporation ORIMAS has defined the views and development orientation for the period 2020-2024 as follows: -Building a multi-industry and leading company in the field of international maritime and aviation services; fast and sustainable development based on the core business of transport agency services, agent of freight forwarding, international transport, import and export trade Promote the exploitation and development of logistics chains, invest in the system of warehousing, loading and unloading vehicles, and modern transport according to international standards to meet all needs of logistics services - Investing the quality of services provided, specialized, professionalized in all stages from marketing, before and after providing services in order to improve competitiveness, creating trust for customers, and developing Vosa brand Expanding the network and business activities to the world market h - Expand agent system and effectively exploit the agent system that has been built Continuing to invest in joint ventures with major customers, shipping lines, and logistics service providers in the world - Promote the development of business services, international services, application of new technologies and effective management of resources, implement cost savings, effectively use capital to maximize profit - Investing in developing human resources, creating specialized human resources to ensure legitimate rights and creating the best working environment for employees - Implementing all obligations towards the state in order to contribute to the prosperous development of the country - Diversifying products and services to disperse risks and promote advantages of resources Focusing on main point investment, classification of services that 71 create more value and good development conditions - Instead of focusing on the width too much, company should concentrate to the depth and the quality of services to improve competitiveness 3.3 Solutions for developing ORIMAS's international services To overcome limitations and ultilize opportunities and tackle industry challenges ORIMAS has defined clearly their position in the market to actively renew vision; invest in research and application of modern technology in management and service provision to develop customers, products and services, expand service consumption markets, increase competitiveness of enterprises; strengthen cooperation to exploit potential, support and complement each other, form the supply chain, improve labor quality and efficiency There are some key solutions to ORIMAS's international service development 3.3.1 Solutions for marketing and market research 3.3.1.1 Improve the effectiveness of research, customer selection, service development for each customers segment h Customers decide the survival of business including ORIMAS For longterm survival and development, ORIMAS needs to develop and implement effective customer research and development solutions As a branch, ORIMAS does not have a specialized customer service department, hence, the sales department will take responsibility ORIMAS needs to invest in developing an independent and professional marketing department in order to conduct a comprehensive survey, search, research, and analysis of the market so that the sales department can focus on main tasks a Research, approach and identify customer needs Sales staffs find customers through many channels such as internet, radio, daily-use products, through referrals looking for customer information anywhere, anytime, sometimes just by chance based on the analysis and evaluation results of the marketing department Customer information need to be collected such as name, 72 address, phone number, person in charge, information about the company's products and Approach customers and identify service needs For example, offering through phone, email, chat or face-to-face meetings to get accurate information about customers' needs Depending on each type of customer, company can approache to suit the personality of our customers to create friendliness, respect, attention, sharing to take their information Then, we can identify exactly customers' needs for using services b Classify and select potential customers After seeking, approaching and identifying about service needs We need to classify and select potential customer groups to provide more effective customer management measures for each customer group, set clear goals for them based on the effective resource allocation With the most potential customers, creating the most profit should be most concerned with the best policy, care regime, support and priority h With potential customers but loyal to the company will become long-term customers, although the profit generated is not high but creating stable development, sales staff must often pay attention to this group by sharing and creating sustainable relationships Price squeeze customers require company emphasize to the quality of service to convince them on good service with only slightly higher prices For individual customers with long-term liabilities, company needs apply regulations in the contract of rights and responsibilities, clear rewards and penalties to avoid the impact on the image of business while still creating comfort and satisfaction c Some notes to increase the efficiency of approaching for each type of customer - Meditative customer: their characteristics are less talking, attentive listening and careful analysis Therefore, we should just say the main points, carefully analyze the strengths to make a gentle and certain impression 73 - Proactive customers: People with broad knowledge, like professionalism and flexibility, so we need to prepare broad knowledge in a professional, flexible and proactive manner when approaching - Doubtful customers: we need to impress professionally with specific instructions and evidences in all matters that are discussed in a calm and confident manner - Polite customers: quite pleasant, always smiling, delicate, does not like being inferior so when approaching, we need to be gentle, polite and assertive - Liberal customers: often not care about small details, have a macro vision so we need to explain quickly, briefly, emphasize results, efficiency, exchange macro issues - Careful customers: we need to thoroughly analyze all information thoroughly to solve all problems even the smallest - Haughty customers: they are not really confident, we need to calm down, listen, patient and pity them a bit, then analyze and steer them in your direction, h - Shy customers: we need to give them an absolute peace of mind, approach slowly, considerate and sincere - Hot-tempered customers: the people who are rigid, require logic in all issues, like attacking and taking the initiative so we need to be calm, listen, agree with the opinions, give make more rational and better arguments at the end - Neglectful customers: people who not care about the issues we need to proactively present many evidences, proactive communication to create a strong impression to attract customers' attention to the matter naturally - Confused customers: we need to emphasize affordable prices, safe services, high efficiency and proactively propose decisions - Regardless of any of the above customer groups, we must focus on the following key issue: The first impression is an unforgettable impression "Selling customers before selling goods" means that we need to know about personalities, interests and working styles of customers in order to find out the 74 similarities, then introduce products and services, support sales and make the best impression for customers in the first meeting and the first transaction 3.3.1.2 Strengthen and enhance the value brand of Vosa Brand creates value The Vosa brand is an advantage and competitive weapons have been built and developed throughout nearly 60-year Business secrets may be leaked, but the brand, reputation is the result of the huge efforts to create value for Vosa which is not allowed to fade away ORIMAS must strengthen, promote and enhance the brand value There are some solutions to strengthen, promote and enhance brand value: Provide services with competitive prices, prompt time, updated and accurate information Improve the quality of customer service with the slogan "customer is king", "always satisfy customers" Regularly take care of customers to build trust and loyalty to the company Promote forms of brand promotion: through the mass media, stock h exchanges, maritime and domestic fairs and exhibitions, and international shipping and forwarding markets 3.3.1.3 Research, expand and develop markets In the integration and explosive development of logistics, demand for internationall freight forwarding services will also explode However, to gain market share requires businesses to compete, maintain and expand the market with specific solutions suitable to the situation of enterprise and the reality of the market - Focus on effective market research Market research determines market needs, thereby identifying goals and strategies towards which potential markets Promote domestic and international cooperation Enhance the effectiveness of service business with countries related to 75 Vietnam in foreign trade Besides the nationwide branch network, ORIMAS needs to actively cooperate with suppliers to be able to provide the most perfect service Cooperation with car companies, shipping lines, airlines, building good relationships with customs authorities, in charge of domestic management is not enough, ORIMAS needs to connect to foreign agents To have more options, ORIMAS needs to join WCA as soon as possible to exploit more than 6000 members in this system, and other logistics organizations and associations in the world such as FIATA,CLN,IAM,IATA 3.3.2 Diversify services based on promoting inherent advantages Diversifying products and services is a means to limit and disperse risks for businesses As chapter 2, we know that most of ORIMAS's current revenue is international forwarding service in which VTQT accounts for 70-85% of revenue This is a huge risk in ORIMAS's business when a heavy competitor or ORIMAS does not have the ability to compete or lose advantages As shown in 2018, the number of carriers dropped by 60% to 70% compared to 2017 Therefore, to h minimize risks, ORIMAS needs to have a plan to diversify its products and services and increase its competitiveness based on promoting their inherent advantages to win the market and customers Currently, the shipping line almost has only absolute strength in ocean freight rates, yard services, not able to compete in the market of providing customs clearance services, applying for sub-licenses for goods, packing goods, warehouse to door service, door to door service, door to port; same as airline; competitors cannot have branch systems in all provinces with seaports to support the entire door to door service.ORIMAS needs to know to take advantage of providing agency services, logistics services; take advantage of Vosa's branches in 14 provinces to focus on diversifying services and customer-oriented using door to port and door to door services which are considered the most perfect in the logistics chain of ORIMAS; domestic transport services in both importing and exporting countries; customs clearance services, goods inspection and inspection; apply for import and export license; pack and Consultancy service of freight forwarding: consultancy of import and export procedures, transportation method, delivery and 76 receipt method, payment method in foreign trade activities, insurance service consultancy, incident settlement procedure 3.3.3 Improve services quality In the current competition, the services quality accounting 80% of sales revenue is a particularly important factor determining the existence and development of each business Especially for the international shipping industry, international freight forwarding services, this factor plays an important role than ever because the nature of the industry affects many stages in the process of production, business, purchase and sale of goods of customers If there is any problem at any stage, slow updating of information will affect the next transmission line Moreover, the industry is also influenced by natural factors, force majeure factors so the quality of service provided is required and highly appreciated in the choice of customers Price is an important factor, but for customers who require a higher price than the service, most of the value-added is very low and that is not a real potential customer, they can leave ORIMAS h whenever the price is not competitive To improve the quality of service provided ORIMAS needs to pay attention to regularly research and update information and new regulations related to transport, import and export procedures, support policies, incentives then announce to customers - Support customers on special prices Share the risk with customers when goods come late - Quick, accurate and timely announcement on the expected schedule, schedule of goods for customers to arrange production plans, customers, investors respond promptly to force majeure risks - Consult the most appropriate, safe and economical shipping method Advice on procedures and tax policies for import and export goods of customers Sharing experience working with customs, specialized agencies in case the customer checks after clearance - Customer care ORIMAS cannot compete on price, so in order to retain 77 customers, they needs to develop and implement a professional customer care strategy before, during and after using the service to create trust in the service of ORIMAS At present, only sales employees are always in charge of customer care, there is no department for the purpose of customer care and inquiry ORIMAS needs to open a customer services department, often ask and share with customers There are special offers on prices for loyal customers who make a big profit - Having a long-term liability policy for big customers with regular transactions - Flexible in price policy for each type of customers (large, regular, loyal, small customers ) 3.3.4 Improve the quality of human resources Human resource is the main resource determining ORIMAS's competitiveness To be able to serve customers well, transact and exploit well the system of foreign agents, ORIMAS requires to have professional and fluent foreign languages employees There are good policies on training, choosing from recruitment, working environment, quibble and reward regime h - Recruitment Recruiting and looking for talented people with maritime, transportation, economics, business administration, marketing or foreign language qualifications trained at universities of maritime, transport, economics, finance… Seeking experienced laborers having a large number of customers and good business ability with big sales and high profits - Training ORIMAS can train human resources through the organization of intensive professional training courses; coordinating with international training centers on forwarding, forwarding, logistics, IATA certification, dangerous goods exploitation, business English courses, business English ; sending workers abroad to study logistics development strategies, marketing ; associating with Universities of Economics, Maritime, Transport, Foreign Language, Foreign Trade to train professionally regularly, build and exploit better the agent system in the world 78 Depending on each subject, ORIMAS can select training methods suitable to specific positions, specialties such as the management department Regularly review, examine and evaluate labor capacity, reduce or transfer employees who are working ineffectively - Reward and punishment policy Develop a fair reward policy Reward employees for excellent performance; propose feasible innovations on improvement, application to improve productivity and business efficiency in order to encourage employees to maximize their capacity Penalties for employees who fail to fulfill their work's norms and requirements, violate internal rules and regulations of the company, adversely affecting the company's reputation and image - Working environment Contributing a good working environment This is a decisive factor to the efficiency and quality of work as well as the attachment of labor to the company The establishment of a good, professional working environment, a friendly h atmosphere between the leadership and the entire staff create conditions for people to understand each other better, believe the dedication and develop the competencies of yourself To fully implement the regimes for employees such as health insurance, social insurance, unemployment insurance, periodical medical examination and treatment regime, maternity regime, allowances 3.3.5 Investing in facilities Operating in the field of freight forwarding will have a more competitive advantage when having a system of vehicles, ships, yards, aircraft cabins to serve the exploitation and provide direct services to customers With ORIMAS's potential, it is advisable to consider investing, associating and cooperating to invest in the system of vehicles, tractors, yards to exploit in the long term, improve efficiency, increase added value in international transpotation Currently, the cost of hiring domestic transport monthly is very high while most of the services the company provides to create added value are international carriage or customs 79 clearance support services, applying for import and export procedures, domestic transport which create low value due to sublease and sometimes accept losses, breakeven to support customers With the current resources, ORIMAS needs to calculate the right time for investment, when having enough ability The company can find capital sources, cooperate with others in investment: - Corporations: ORIMAS needs to make detailed and specific plans on the feasibility of the project before investing and submitting it to the Corporation - Mobilizing capital from employees: ORIMAS mobilizes from employees and re-mobilizes the employees' monthly salary and pays interest at the end of the year or every 5-10 years - Find more partners to cooperate in capital investment, cooperation with other companies to exploit existing resources of the parties 3.4 Some recommendations for the development of ORIMAS international services 3.4.1 ORIMAS's international service conditions h 3.4.1.1 Completing laws, policies, expanding trade relations with other countries Completing the laws, management policies on foreign investment and import-export to create favorable conditions for foreign trade to develop, thereby create many demand The Government should review, amend and supplement regulations on investment, international trade activities in accordance with international practices and the schedule of international commitments, paying special attention to procedures for checking the quality of import and export goods before customs clearance It is necessary to simplify administrative procedures, to manage electronic procedures on a common system under the management of ministries and agencies in the direction of simplification, compactness, an open door to increase efficiency The State should actively negotiate and sign bilateral and multilateral trade and investment agreements on the basis of the nation's most beneficial negotiations; strengthen the organization of logistics and trade fair activities for 80 domestic and international goods and encourage creating favorable conditions for businesses to participate in logistics and trade fair of international goods such as cost subsidies; update information on markets, prices, regulations and procedures prescribed by countries that import and export enterprises must meet to the enterprises of freight forwarding, logistics 2PL, 3PL, 4PL on the information of management agencies 3.4.1.2 Constructing and developing synchronously and modernizing transport infrastructure Synchronously and consistently in the policy of expanding and operating seaports, airports, railway and road transport infrastructure to avoid wasteful investment Training management team, logistics policy making policy in general and carriage in particular Logistics management and policy makers play an important role in the development of the industry Training staff to be able to give the most appropriate and effective orientations and policies suitable to the international development for h the industry The State should regularly inspect and supervise the performance of transport works, maritime and aviation service infrastructure, and services for import and export goods In order to make the best and most effective decisions and policies, it requires employees having deep professional qualifications The Government should focus on fostering and training sector managers in customs clearance of joint training programs with universities, international training links, participation in international professional conferences or sending to study abroad internships and training abroad to improve the management, planning and guiding the implementation of strategies and policies Examine and supervise the quality of policy and strategy implementation 3.4.2 Recommendations to the VOSA Corporation 3.4.2.1 Human resource policy, appropriate salary regulations VOSA always have salary policies and regulations, adjust the general salary 81 policy for the whole company and its subsidiaries and apply them according to the rank of branch and job position Branches are assessed based on the number of employees, annual revenue and profit, profit ratio and business performance ORIMAS is only a second-class branch due to low business efficiency and unstable workforce Therefore, salaries paid to employees are not really commensurate with the market, adding no system of vehicles, warehouses most outsourced so input costs are high, low profits lead to failure to retain personnel, especially sales staff All of the above reasons make ORIMAS very difficult to recruit experienced sales staff, bringing customers to the company Vosa needs to be re-evaluated and has support policies for ORIMAS to solve the above problem, such as: transferring personnel 3.4.2.2 Capital investment, facilities No system of vehicles, yards, and means of exploitation is a huge limitation of ORIMAS The Corporation needs to invest capital and facilities based on h ORIMAS's effective business plan to create momentum for extensive service development Investing in warehousing projects, importing and exporting goods for projects in Hai Phong and neighboring provinces, assigning ORIMAS to supervise, manage and develop business 82 CONCLUSION As one of the branches of State-owned enterprises operating in the field of maritime, logistics services in Vietnam ORIMAS has created trust and credibility with customers However, after Vietnam joins the WTO and concludes a series of bilateral and multilateral agreements in the region and around the world, businesses in general and logistics enterprises in particular such as ORIMAS will face many difficulties and challenges Therefore, each business that wants to survive and develop in the long term needs a strategy and policy to develop international services and constantly improve its competitiveness Integration, although bringing opportunities for ORIMAS, also causes businesses to face many challenges To seize opportunities and overcome challenges, enterprises need to clearly identify their advantages and situations based on the facts from the assessment and forecasting data of economic fluctuations from which orientation, correct and timely solutions to the business of the enterprise to achieve maximum h efficiency.Therefore, the author chooses the topic: "Developing international services of the Branch of Vietnam Maritime Agency Joint Stock Company ORIMAS Maritime Agency Joint Stock Company" to find a number of key solutions Weak to develop the company's international services effectively.After the internship period as a Documentary Staff at ORIMAS Hanoi Representative Office, the author's report clarified the following points: - Evaluating the characteristics of ORIMAS in developing international services and the actual development status of ORIMAS's international services based on the evaluation criteria, then drawing the advantages, limitations and causes - Identify opportunities, challenges and requirements as well as international perspectives and development orientation of ORIMAS - Proposing some key solutions and recommendations to the Corporation in order to develop ORIMAS's international services in the coming time 83
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