First, with the deepest and sincerest feelings, allow me to express my gratitude to all the individuals and organizations that have facilitated and supported me throughout the study and research of this topic. During the time since I started studying at the school up to now, I have received a lot of attention and help from teachers and friends. With the deepest gratitude, I would like to send to our teachers from the Faculty of International Economics, Banking University for imparting valuable knowledge to me during my time studying at the school. Thanks to the instructions and teachings of the teachers, my research topic can be completed successfully. In particular, I would like to thank Mr. Le Quang Minh - who directly helped, cared, and guided me to complete this report well in the past time. Not only does he take his precious time to help me have a better view of the profession being pursued and give sincere suggestions for the report, but he also shares my experiences and knowledge in the past. subject learning time taught by the teacher at the school. I would also like to thank 99 Gold Data Co., Ltd. and all members of the sales department for creating the best conditions for me to complete my internship. At the company, I have learned a lot of practical knowledge in the industry as well as how to apply my knowledge to my work. Although there are still many difficulties and surprises, I always receive the most enthusiastic help to complete the job in the best way. Internship reports were done over for nearly 3 weeks. My first step into practice is still limited and confusing, so I can''''t avoid the shortcomings, I look forward to receiving valuable comments from teachers to help my knowledge in this field. to be more perfect at the same time with additional conditions, to raise their awareness. Thank you sincerely!
Vision and mission of the company 99 Gold Data
Vision: “99 Gold Data is oriented towards the leading development of Production - Trade - Service Group in Vietnam” Specifically, the company implements a reverse
Figure 1: 99 Gold Data’s Logo and forward integration strategy Produce and export the company's strong products such as agricultural products, handicrafts, and provide logistic services for other import-export businesses.
Mission: "For a richer Vietnam in the international market" The company always strives to export products with high quality at reasonable prices, while at the same time promoting domestic production to develop, thereby increasing improving the position of products and enhancing the position of Vietnamese people in the world market.
Company functions and duties
With the mission and vision of 99 Gold Data company since its inception, the director and staff of the company have always tried their best to be able to build and develop a sustainable company and promote Vietnamese products South to the international market in the best way But also, there are still limitations of the company in terms of capital, resources, production technology, so the company focuses on its main direction as Trade (buy-sell) to meet the demand diversity of customers from abroad and promote domestic manufacturers The company is the bridge connecting the Vietnamese market with the world The company focuses on purchasing goods and exporting the products to foreign countries Which, two main strong products of the company are processed agricultural products and traditional handicraft products of Vietnam Also, there are other products according to the needs of customers, the company always strives to find and satisfy, take care of customers the best in every way possible.
With the commercial function that 99 Gold Data have set out, the company is always trying to perfect it 99 Gold Data always takes prestige as the business first, ensures the purchase and export of high quality goods, and brings the best benefits to all parties
Always conscientious in a commercial relationship with the motto: Quickly respond to customers' needs with the most reasonable price.
Besides, the company from the beginning has proposed the business method and strategy for each stage of the company's development as well as the market trend
Actively implement the plans set out in each phase.
99 Gold Data also always values the team, always creates fairness in work, and creates many opportunities for employees to maximize their capabilities Create a friendly and dynamic working environment, improve teamwork and teamwork.
The company attaches great importance to and complies very carefully with the content, provisions of laws, international trade practices as well as activities related to the import and export sector The company is responsible for conducting business following the business lines registered with the state and fulfilling its obligations to the state.
Organize activities of the company
Organizational structure diagram
99 Gold Data Company is organized in the model of a one-member limited liability company with directly functional with the administrative apparatus organization chart as follows:
Administrative structure at 99 Gold Data company
General assessment of the business situation of the company
Table 2: 99 Gold Data's export performance from 2017-6 / 2020
Business performance in 2018-2019
(99 Gold Data Manufacturing Trade Co., Ltd internal documents)
The sales chart provides an overview of the company's business results Through this, we can see the situation of revenue, expenses and profit of the company in the most intuitive way.
Review: Up to now, the company has no fixed capital but only working capital, this capital is invested more so there is an increase year by year The company has used its working capital quite effectively Revenue has increased year by year, but profit in 2019 decreased compared to 2018, the reason because the company expanded the business scale, hired more staff and offices so the cost increased In the first six months of 2020, due to the influence of the Covid-19 epidemic, the company's business situation is also affected, however, the business activities are still trying to keep stable
In general, after years of establishment and development, the company also earns profits and contributes to Vietnam's export index, which is a good sign for the company's performance in using capital, management method and business management organization.
PROCESS OF EXPORTING COCONUT JELLY AT 99 GOLD DATA TRADING PRODUCTION CO., LTD
Export overview of coconut products in Vietnam
The Coconut area of Vietnam is only 4% of the coconut area of Indonesia and the Philippines, 8% of coconut area of India, 40% of the coconut area of Sri Lanka
However, the average yield of the coconut in Vietnam reached 9,863 fruits/ha/ year equivalent to 1.9 Tons copra/ha, higher than the average of the countries of the Asia Pacific Coconut Association (APCC, only reached 0.9 tons of copra/ha), Philippines, Indonesia (0.85 tons), India (1.1 tons).
Ben Tre is the province with the largest coconut area in the country with an area of over 71,000 hectares (in 2017), accounting for more than 40% of the country's coconut area Yields nearly 600 million fruits Ben Tre has the biodiversity of indigenous coconuts with good yield and quality like Ta, Strawberry, Siamese, and Pineapple coconuts The average yield of selected indigenous high coconut varieties reaches> 60 fruits / tree / year, oil content> 65% Some coconut varieties drink water such as Siamese coconut, delicious, sweet quality (Brix level> 7%), protein content 2.32g / 100 ml, fat 6.31g / 100ml Therefore, the price of raw coconut of Ben Tre has always been twice as high as that of Indonesia and the Philippines during the past 10 years
However, because the area of each farmer is too small, the income is not high, coconut farmers still face difficulties.
The whole province has more than 1,970 coconut processing establishments, with many different types and scales of operations, capable of processing all the coconut output of the Mekong Delta The value of industrial production in 2017 increased by 11, 11% / year compared to 2016 Export value (2017) is over 180 million USD, accounting for 21% of the province's export turnover with high value products such as Coconut jelly, coconut milk, virgin coconut oil, Canned coconut water All of them are manufactured with state-of-the-art equipment, featuring some of the highest technology in Southeast Asia (If including the whole country, the export value of Vietnam coconut is estimated at about 500 million USD, equal to one-third of the export value of the Philippines - While the area is only equal to 4%) Some large enterprises have certified such as ISO 22000: 2005, HACCP, HALAL, KOSHER, Organic certified products Viet Nam's export market is increasingly entering a difficult but potential market such as Europe and America Vietnam has many advantages in terms of farming conditions, production, and application level of technical advances
Particularly in Ben Tre, the production of organic coconut products is an outstanding advantage; Most of the nutrients supplied to the coconut tree come from alluvial sources that are deposited every 2-3 years, the amount of inorganic fertilizer is almost below the allowable level, pesticides are rarely used because Therefore, Ben Tre coconut products have more than enough capacity to participate in big, fastidious but potential markets Because it is a country with too small a coconut area, the export market share accounts for less than 1% of the total export in the world (No fear of oversupply when increasing output).
In terms of price, Vietnamese coconut products have merged with the world market, which is an extremely favorable condition, not a disadvantage as many people mistakenly think It should also be understood that the price of coconut products on the market fluctuates, fluctuates erratically However, the general trend of coconut product prices has increased sharply over time, from 2013 until now, the price of coconut has increased by 50%.
2.1.2 Forecast of demand for coconuts to 2025
According to the World-class Forecast Centers, the increase in global demand for coconut products by 2025 will increase by over 10% on average, of which: Coconut milk increases by 15% (organic coconut milk alone increases by 8.5 %), Coconut jelly increased by 5.6%, Coconut powder increased by 6.6%, Coconut cream increased by 36%, Coconut water increased by 25%, Pure coconut oil increased by 21%.
This high increase due to changing consumer preferences and embracing the trend of consuming natural, healthy, vegan foods that are low in calories and have high nutritional value, and reduce cardiovascular risk High-end cosmetic products such as shampoo, lotion, lipstick, eyeliner, makeup remover have ingredients from coconut
In the medical field, bio-cellulose films derived from coconut water are used to manufacture products super-premium such as artificial skin for burns, artificial arteries, dissolving only, capsules are sourced from coconut materials Sony Corporation, which recently collaborated with Ajinomoto to develop the first sonic drivers using microbial cellulose (see US Patent 4,742,164), is very expensive, over $ 3,000 for a pair
Microbial cellulose is also used for large-scale processing of sausage and sausage membranes when previously manufactured chemical wrappers are recommended to be restricted.
Through the above information, we can see: Total supply is lower than the aggregate demand for coconuts; Demand increased by 10%, while supply increased by less than 1% and the gap widened Vietnam's market share of coconuts is less than 1% so if the export output increases in the future, it will not have a big impact on the supply level;
Competitors, except the Philippines with potential market advantages and experience in business; And the other countries that produce coconut, compared to Vietnam, are almost equal, even the Vietnamese coconut industry is superior in some areas.
Realizing the great strength in the coconut export industry in Vietnam, 99 Gold Data has increasingly promoted its role as a major supplier and a bridge between the Vietnamese market and the international market The main markets for boosting export are European and American countries These are large and potential markets and are also the most difficult markets in asking for the quality of imported products.
Export share of coconut products
Export share of coconut products
Goods export operations at 99 Gold Data Company
To be able to present clearly and specifically for the above process, I would like to illustrate the steps of implementation based on 99Gold Data's shipment of 1 ton ofCoconut Jelly to Turkey as follows:
2.2.1 Search for customers (Offer / Receive inquire)
Currently, 99 Gold Data opens a lot of sales pages for sales staff to find and easily connect with foreign customers But the two main B2B e-commerce sites that contribute more than 87% of the company's customer base are:
Alibaba (https://www.alibaba.com/): This is one of the largest e-commerce sites in the world today With the huge amount of customer and supplier traffic, owning a booth on Alibaba is very potential to find international customers The number of customers of 99 Gold Data company is mainly searched from this B2B site, so the employees always try and actively add quality information and images to attract customers The facilities that Alibaba provides to both users and suppliers, allowing connectivity to become more convenient through messaging, direct phone calls on the platform, boosting purchases fast.
Go4worldbusiness (https://www.go4worldbusiness.com/): Go4 next to Alibaba are the two main e-commerce sites to find customers for 99 Gold Data company The company has invested in buying customer data on go4, so the company has more opportunities and advantages in reaching customers
Customer purchase data is updated continuously and daily on the company's booth on go4 with complete information including requirements on quality specifications, packaging, delivery facility conditions, payment method, phone number as well as an email to contact customers wishing to buy products
Therefore, the employees can easily search and capture customer information so that they can consult and take care of customers in the best way.
Offering: After having the contact information of the customer (Email, WhatsApp Account Number, company website), the staff will conduct the offer via WhatsApp or Email When offering on WhatsApp, similar to chatting on other social networking platforms, it allows customers with salespeople to interact directly with each other and to exchange information more easily When offering on Email, the way will be more formal, in the mail will provide all the necessary information and product images so that both parties do not spend too much time waiting and responding - replying to mail.
Figure 2: Coconut jelly post on Alibaba
Figure 3: Offers Customer via WhatsApp Number
Figure 4: Mail Offers to customers via email
The Sales staff at the negotiation stage with customers need to understand and understand customer needs; Communicate and agree with customers all information about prices, properties, quality of products, modes of transportation, methods of payment, packaging, Specifically on 12/01/2021, the customer asked about coconut jelly on Alibaba, after being told how to contact the customer using WhatsApp account, the sales staff proceeded to contact the customer via the provided account and began to exchange information Information collected from specific customers is as follows:
Importing country: Turkey; Discharge Port: Istanbul Port, Turkey Product name: Coconut jelly
Size: 04x04mm The product does not change shape under the pressure of temperature Packaging must meet food hygiene and safety.
Initial quantity wanted to buy (sampling): 500kg Quantity purchased after negotiation: 1 ton (1000kg) Facility delivery condition: CNF Ho Chi Minh Port, Vietnam
In the beginning, the Client would like to get a pre-sampling for 500kg of coconut jelly product After checking the selling price with the supplier, checking the freight with the forwarder, the staff reports to the customer for consideration but air freight is quite expensive so customers are quite apprehensive Therefore, the sales staff negotiated which customers to get large quantity so that they could transport by the sea at much lower rates After many days of negotiation on product prices and shipping charges, customs papers and other requirements on product quality and specifications, the customer agreed to buy on February 8, 2021.
After working at the company, I found that price is the most important factor in negotiating with customers besides product quality In particular, for countries that are strict in importing goods, the required documents to be able to import goods are also very important and it’s also very attentive to customers before deciding to buy
Because it is a trading company, it will be very flexible in meeting the needs of customers in terms of product characteristics Sales staff can search for different suppliers to find the best and most suitable product supplier Since it is a trading company, there will be price differences in buying and selling for the company to make a profit, which requires the company to have a supply with good price and high quality combined with the mode of transportation suitable and good price logistic service to negotiate with customers.
For key products that the company has exported many times, pricing and supplier information are available But for new products or not previously exported by the company, the sales staff will have to find the Supplier to inquire about their products and prices If the supplier's product meets the customer's requirements and the price is reasonable, the employee will quote the Supplier's price to the customer and continue to negotiate with the customer and the supplier for the parties can grasp the situation and benefit both sides.
If it is convenient in terms of geography, the sales staff will normally go on business to the Supplier's warehouse to check and survey product quality In the event that the company cannot go to the actual survey, the Company will ask the supplier to send samples to evaluate the products before deciding to take the supplier's goods, ensuring to provide the best quality for customers row In addition, papers, certificates of quality and company reputation are also important factors for supplier evaluation.
For Coconut Jelly shipments, the company has never exported and no previous vendor data So sales staff had to find new suppliers Because geographical conditions and time were not suitable for the survey, the company chose to take samples to determine the supplier's product quality On the other hand, the supplier of Coconut Jelly that sales staff found is quite famous in the country and has exported products to foreign countries before so the quality, packaging specifications and working style are also very prestigious The supplier of Coconut Jelly that 99 Gold Data Company chooses:
Coconut jelly Minh Tam (Ben Tre).
Figure 5: Banner of Minh Tam’s Coconut Jelly
2.2.4 Send PI (Proforma Invoice) or sign a foreign trade contract
On January 24, 2021, sales staff sent PI of Coconut Jelly via Email to customers so that they could check information, work with the national customs department, confirm and sign to resend instead of the contract, formally establish a commitment to purchase and sale of goods For PI, the customer still has the right to continue to refund the price before signing it, but the customer, as well as the sales staff, has negotiated carefully before so there is no problem in confirming the price in the PI The content of PI is similar to that in Commercial Invoice, including the following information:
PI number (Also referred to as contract number): 24012021CBIL Seller: 99 Gold Data
Table 3: Pi value according to the agreement
Figure 6: Unpacked Minh Tam’s Coconut Jelly
Figure 7: Packed Minh Tam’s Coconut Jelly
According to my observation and actual work at the company, the company rarely signs a foreign trade contract with a partner, but the two parties only work on PI to confirm the purchase and sale of goods such as these coconut jelly shipments From the company's point of view, because customers often export small-value shipments, customers are often small businesses, small business households or individuals so it is common practice to use PI instead of contracts to reduce the complexity and cumbersome of the procedures Depending on the customer, someone will want to work in a methodical way and ask for a drafting contract, usually for large customers, with an order value of $ 40,000 or more.
The process of exporting and importing goods according to theory
buy and sell goods Most of the company's shipments are of low to medium value, so to speed up sales, employees and customers only focus on negotiating prices, commodity information, methods – Delivery time, the form of payment, packing to show on the PI.
Second, Different in step 4: Forcing buyer to open L / C When specifying this step will ensure the fulfillment of the buyer's payment obligation However, for 99 Gold Data, most of all shipments are paid by T / T, specifically, 30-50% of the order value will be paid in advance, the rest will be paid after the customer received the Copied Bill of Lading The decision to choose the form of payment depends largely on which import market is; the cost of using that payment method, negotiating agreement and the customer is a customer who has done business many times with the company or is a customer who works for the first time The majority of 99 Gold Data's customers come from Europe and the US market, so the reputation of customers is higher than that of some other markets.
However, for some countries in the African and The Middle East has political instability, there is no guarantee of safety when exporting goods, so only when the customer agrees to pay the full amount of goods Irrevocable L / C 100% at sight confirmed by a reputable Bank (HSBC, SMBC, JP Morgan), the company has agreed to sell even though the cost of the L / C confirmed procedure that the company has to bear is very high Reason required to use L / C Confirmed because the bank that issued the L / C in these countries often has credibility and reputation is low, they can declare bankruptcy at any time and even the legal system The laws of those countries are not very executive, often obey the law, religion so there will be a lot of risks when handing over documents to issuing banks in these markets.
The third difference is in steps 9 and 10: Customs clearance and delivery with shipping lines - These things the company will not work directly, but through the Forwarder and customs declaration service This will make the company passive in exporting goods and depend on external units, but for a fledgling company, there are limited capital resources and professional skills to save costs and time while ensuring the safe export of goods, the selection of outside support services is quite reasonable.
I find that exporting goods is actually much more complicated and difficult to do in fact than the theory is taught The business process is not too difficult and complicated,but in order to successfully sell and export a batch of goods and minimize risks for yourself, it requires a lot of factors not only about professional knowledge, acumen, work experience but also the ability to solve problems when a change occurs Require a commercial sales staff to continuously hone themselves, learn, accumulate experience to complete the job better.
COMMENTARY ABOUT THE EXERCISE PROCESS AT 99 GOLD DATA COMPANY
After nearly three months working as an intern at the position of Import-Export Sale, I have had many useful and valuable experiences as well as learned a lot of knowledge and experience from brothers and sisters, friends, colleagues to reinforce the knowledge learned in the University and import and export operations for themselves in practice.
The first is improvement in professional expertise: Working with shipments under terms of FOB, CNF, CIF, Door to door; forms of payment such as L / C at sight, T / T; applying logistic services when doing customs clearance with Forwarder In addition, international sales to many countries help me learn a lot about which products are favored for import, quality requirements and specifications of imported products in other countries forms and necessary documents when importing in other countries' markets; working rules of customers,
The second is to increase confidence and be proactive in everything: This is not only the first lesson but also the most important factor determining my future that I have after finishing the real process practice Proactively looking for work, actively talking and getting to know everyone in the company, actively searching and contacting customers, The initiative increasingly creates confidence in everything Confidence and boldness when talking to customers, confidence in closing sales orders, It not only helps me quickly get used to the working environment but also avoids risks or incidents if passive at work.
The third is about soft skills: Through experimentation at the company, I have improved his soft skills a lot through talking and negotiating with customers in buying and selling goods Especially, improving English communication skills more confidently and proactively In addition, also hone more skills in writing Content, promoting company products through posting, designing images and covers for posts
Working many jobs, not only focusing on sales but also related to many other operations, helps me to be more sensitive in solving problems, learn how to manage and arrange time to work one by one the most effective way.
The fourth is to actively learn from actual work experience I have been studying and cultivated more specialized knowledge for myself But I find the theory specialized in applying the fact there are different views, so practice time is a good opportunity to apply knowledge learned into practice and drawn out personal lessons, make up for gaps that I lack in both industry knowledge as well as my own abilities with the help of my colleague 99 Gold Data with previous work experience helps me avoid easy mistakes as well as tips to make the job easier.
Finally, about the future self-direction: Through my internship at 99 Gold Data and applying the knowledge I have learned into the practical experience, I increasingly deepen and understands love more than the profession that I have chosen to pursue and study during the past years Moreover, receiving enthusiastic attention and guidance from brothers and sisters, friends and colleagues during the internship process, not only are they conveyed experiences and valuable lessons in sales but also help them The fake is also infused with the love of the job, the love of work and the patience and dedication in business So after a long time as an intern at 99 Gold Data, I decided to continue pursuing the job in the right major of his choice and improve his profession better in the next job in the future.
3.2 Recommended for 99 Gold Data Trading Production CO., LTD
Currently, 99 Gold Data, with a quite good business development situation over the years, has a stable revenue and profit during the Covid-19 translation period Besides, maintaining a friendly working environment, always helping each other at work among the members of the company is always focused and cared for first However, the model is still quite simple and the company is quite young when it was first established, there are certain limitations and shortcomings Therefore, I ask for permission to propose the following suggestions for his intern company.
First: The company should prioritize and consider making foreign trade contracts more than doing PI While PI is convenient, it can speed up the process of confirming the commitment to buy and sell goods, but it still cannot guarantee all the other elements in a purchase agreement, such as terms of protection, buying and seller handling disputes, complaints, force majeure If not, when a problem occurs, not only the sales staff but also the owner company and the customer are the ones who suffer Especially for customers who are large or have a high value of buying and selling goods, they must be especially cautious when drafting contracts, and should not use PI as a replacement.
Second: The company after more than three years of establishment has stabilized its operations and obtained a sizable business profit each year I think that the company should establish more departments to handle specific tasks such as sales, marketing, accounting, purchasing, etc the process of finding customers until a successful export shipment is completed Although a multitasking employee will help improve the employee's ability to work, learn a lot of working knowledge, but as the company grows and has more orders, a sales staff will be difficult control everything Therefore, the company needs to specialize in the work of each individual, each specific department to be able to maximize its strengths.
Third: The company should promote and develop other international sales trade channels, not just focusing on Alibaba and Go4wordbusiness For example, participating in sales at international fairs and exhibitions, registering accounts at other B2B sites such as Amazon, international Shopee, international Lazada, The number of customers in these commercial channels is also very large and potential, promises to bring a rich source of customers for the company in the future if deployed Avoid only passively receiving visitors on only two B2B sites like today, if the access problem occurs on both of these B2B sites, it will be very difficult to find a way to deal with it.
Fourth: Finding, selecting and consolidating the supply of quality and stable input products Develop a long-term cooperation plan with suppliers, order according to international quality standards, negotiate effective prices to anticipate unpredictable fluctuations in the market Limit working with unpredictable suppliers in terms of price, quantity as well as quality to save company time, cost and money.
Fifth: Researching new products suitable for the market to meet the tastes of consumers and achieve good business results The company from its inception up to now is quite safe when only selling two fixed lines of agricultural products as well as handicraft items such as bamboo, water hyacinth, rush, These items are quite easy However,there are still problems such as some products that can only be sold for a certain period of time because it depends on seasonal factors, the weather or there are products that no longer meet the market tastes of consumers today Not to mention that the company's exported products are mostly raw materials, unprocessed, making the profit low compared to the export of finished products The company should expand and diversify more product categories to attract customers as well as change the overall view of the company, building a brand, a good reputation with a wide variety of products
The process of globalization and international importation is taking place more and more strongly Vietnam is also actively expanding its foreign trade system and exporting is Vietnam's main way of importing and expanding markets Foreseeing the economic situation as well as knowing the strengths of Vietnam in the export of agricultural products and handicrafts, 99 Gold Data has acted as a bridge to help expand Vietnam's products to go international through the form of merchandise export to act as a springboard to boost domestic production as contributing to the growth of the country's export index Although the market is very competitive at home and abroad, the company always considers it the driving force to strive and develop, fulfill the mission and goals that the company initially set, develop into a corporation Leading Manufacturing - Trading - Service in Vietnam.
During my internship at 99 Gold Data, I have learned and experienced a lot, drawing many valuable lessons for me to apply in the future in the future It can be seen that 99Gold Data is developing very stably, meeting the needs of customers, but besides that,there are still many limitations on capital as well as human resources This will affect the company's development in the long run So to compete in the current commodity import-export market, the company should soon complete these loopholes so that it can enhance its position in the import-export company.
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Company Document 99 Gold Data Retrieved from http://99golddata.com/.
Vietnam in the trend of international trade development Retrieved from https://luatminhkhue.vn/viet-nam-trong-xu-huong-phat-trien-thuong-mai-quoc- te-ngay-nay.aspx.
Prospects of Vietnam's coconut industry Retrieved from http://btusta.vn/tin-tuc/1449/san-xuat-dua-tren-the-gioi-trien-vong-cho-nganh- dua-viet-nam.
Document set for exporting coconut jelly at 99 Gold Data company