Báo cáo thực tập tiếng anh INTERNSHIP COMPANY VIET DRAGON SECURITIES JOINT STOCK COMPANY

VIETNAM NATIONAL UNIVERSITY, HANOI INTERNATIONAL SCHOOL *** GRADUATE INTERNSHIP REPORT INTERNSHIP COMPANY: VIET DRAGON SECURITIES JOINT STOCK COMPANY Address : 2C Thai Phien stress, Le Dai Hanh Ward, Hai Ba Trung Dictric, Hanoi Supervisor : Mr Doan Anh Tuan Student’s full name: Dinh Thi Phuong Thao Student’s ID : 11071299 Major : International Business Class : IB2012C Hanoi, March 1st 2016 ACKNOWLEDGEMENT First of all, I owe a great debt of gratitude to all people who assisted me with this project I would like to acknowledge and thank my school faculty, International School, Vietnam National University, Hanoi for allowing me to participate in this internship period and providing any assistance requested I also sincerely thank to my supervisor, Mr Doan Anh Tuan, for supporting me during the internship as well as in completing this graduate internship report Special thanks go to the teachers in my faculty for their useful education and continuous support I wish to thank all members at Brokerage Department of Viet Dragon Securities Joint Stock Company - Hanoi Branch with their expertise and precious time I would like to send a special thanks to Ms Dieu Linh, my supervisor for his detailed guidance, helpful suggestions and most of all patience over the past few months In addition, I am really thankful to Ms.Thu Ha for her help of data collection during my project work Finally, I would like to extend my loving thanks to all my friends in Vietnam National University, Hanoi, especially International School who helped me so much to fulfill all tasks given in the whole internship period Inter Đinh Thị Phương Thảo Table of Contents LIST OF ABBREVIATION VDSC VIET DRAGON SECURITIES JOINT STOCK COMPANY HNX HANOI STOCK EXCHANGE HOSE HO CHI MINH STOCK EXCHANGE LIST OF TABLES AND CHARTS A OVERVIEW OF VIET DRAGON SECURITIES JOINT STOCK COMPANY General information about the company Overview / Main landmark historical activities Mission, Vision and Core Values 10 Oranization Structure 10 The product, market, target customers 13 B REPORT ON THE BUSINESS OPERATION ON PLACE OF VDSC: 13 The general business operations of the company in recent years: 13 C INTERNSHIP TARGET, THE ASSIGNED TASKS AND IMPLEMENTATION METHODOLOGY 24 III METHODS OF IMPLEMENTATION: 30 IV RESULTS OBTAINED THROUGH THE GRADUATE INTERNSHIP 31 Experience Learned: 32 In the internship period, I have learned many practical skills form the staff in the brokerage department that would be useful for me in my future job These lessons are as below: 32 - Improving communication skills with my colleague 32 - The team work skill 32 - The computer skills such as Word, Excel, Powerpoint and so on 32 - Especially, shaping my behavior, communication and dress style in the workplace .32 - Improving communication and advisory skills with customers, especially, the telephone sale skills 33 - Upgrading my writing skills of daily analysis reports 33 - Enhancing my English skills 33 Identify methods of settlement in the future to enhance the operational efficiency of the brokerage employee: 33 The brokerage activity is a complex business, requiring combination of many factors Thus, there are many solutions to improve operational efficiency of these activity To this, VDSC should take the follow specific solutions: 33 Focusing on training and developing the human resources 33 Building the highly qualified and experiences staff .33 + Dispatching officers to attend training courses 33 + Often organizing the examination of staff's expertise 33 + Having the suitable reward regime for employees who work hard .33 Building the staff who good at professional ethics 33 Upgrading the technical infrastructure and information systems 33 Completing the brokerage professional processes 33 Incorporating tightly between brokerage operations with other activities 33 Expanding the customer network 33 Using efficiently the financial resources 33 REFERENCES 33 LIST OF ABBREVIATION VDSC Viet Dragon Securities Joint Stock Company HNX Hanoi Stock Exchange HOSE Ho Chi Minh Stock Exchange LIST OF TABLES AND CHARTS No Table 1.1 Diagram 1.2 Table 2.1 Chart 2.1 Chart 2.2 Table 2.2 Chart 2.3 Chart 2.4 Name Page The main landmark historical activities The organization structure of the VDSC 12 The business operations of the VDSC in recent years 10 The VDSC’s revenue of the securities brokerage activities 15 The density of revenue from the brokerage securities activities of VDSC from 2011 to 2014 The market share of the securities brokerage activities of VDSC in 2014 The revenue of propriety trading activities of VDSC form 2011 to 2014 The revenue proportion of propriety trading activities of VDSC form 2011 to 2014 16 17 17 19 Table 2.3 Chart 2.5 Table 3.1 The revenue and the expense of the investment anvisory of VDSC The revenue proportion of propriety of business operations of VDSC form 2011 to 2014 Tasks performed A OVERVIEW OF VIET DRAGON SECURITIES JOINT STOCK COMPANY General information about the company Name : Viet Dragon Securities Joint Stock Company Abbreviated name: VDSC Logo : Type : Joint-stock company Chairman : Mr Tran Le Nguyen Address : + Headquarter address: Floor 1-2-3-4, Building Viet Dragon, 141 Nguyen Du Street, Ben Thanh Ward, District, Ho Chi Minh City + Hanoi Branch address: 2C Thai Phien Stress, Le Dai Hanh Ward, Hai Ba Trung District, Hanoi Tel : +84.4 6288 2006 Fax : +84.4 6288 2008 Email Website : : http://www.vdsc.com.vn/ On licensing : 15/12/2006 Date of activity : 21/12/2006 Chapter Capital : 700.000.000.000 VND 21 23 27 Overview / Main landmark historical activities Viet Dragon Securities Joint Stock Company was founded in accordance with the License number 32/UBCK- GPHDKD issued by on December 21 st 2016 with its chartered capital of 100 billion VND VDSC is making its best efforts to assert its position in Top 10 of Securities Companies in Vietnam with its vision to become one of the best Securities the State Security Commission of Vietnam Company lead in the brokerage market in both Hanoi Stock Exchange (HNX) and HCM Stock Exchange (HOSE) As of 31st December 2015, VDSC’s total chapter capital reached VND 700 billion Then, the table below shows the main landmark historical activities of VDSC Table1.1: The main landmark historical activities (Viet Dragon Securities Jont Stock Company, 2015) Time 2006 12– 2006 2007 12-2007 Milestones • Founded with initial chartered capital of VND100 bn • Order-receiving agents launched in Da Nang, Can Tho and 08-2007 Nha Trang • Share capital raised from VND100 billion to VND300 05-2007 03-2007 01-2007 billion • Became a member of Hanoi Securities Trading Center • Membership of Ho Chi Minh Stock Exchange • Membership of Vietnam Securities Depository 2008 09-2008 08-2008 • Order-receiving agent launched in Binh Duong • Saigon Order-receiving Agent launched • Launched Ha Noi branch • Chartered capital increased to VND 330 billion 2009 06-2009 Became one of first 10 companies to register for trading on UpCom operated by HNX 2010 08-2010 05-2010 • Share capital increased to VND349,8 billion • Officially listed on the HNX under the ticker VDS and launched Nha Trang Branch & Da Nang Branch 2011 07-2011 2012 12-2012 07-2012 05-2012 • Received "Best Annual Report" Award of 2011 • Ranked as the sixth largest securities firm by 2012 brokerage market share in the HSX • Received "Best Annual Report" Award of 2012 • Received Certificate of Top 100 Competitive Products and Services for WTO integration 2013 12-2013 07-2013 • Ranked among Top 29 Companies with good Investor Relation by Vietstock • Received "Best Annual Report Award" of 2013 • Launched the Corporate Finance Journal 2014 07-2014 • Launched goDragon online trading application for mobile phones running on iOS and Android • Received "Best Annual Report Award" of 2014 2015 12/2015 10/2015 07/2012 • Charter capital increased to VND700 billion • HNX to honour VDSC one of 30 enterprises for transparency in 2014-2015 • Received "Best Annual Report Award" of 2015 Mission, Vision and Core Values • Mission: + Make a continuous effort to create the greatest value for customers, shareholders and employees, as well as contribute to the development of Vietnam's stock market + To aim at sharing responsibility in building community and society in developing the country • Vision: Viet Dragon Securities Joint Stock Company strives to become one of the leading and best investment banks in Vietnam • Core Values: + Focus on the customer’s benefits + Prestige + Professional + Creativity + Efficiency Oranization Structure The board of management, including: - Business - Supervision - Support • The Machinery of Departments includes: - The machinery of functional divisions within the company including Head, Deputy Head and professional staff - Head and Deputy Head are set by General Director's recruitment, appointment and dismissing or resignation after the Board of Director agreement - The experts, professional staff recruited by the General Director, are appointed, dismissed resolved according to work demands and proposals of the Head - Deputy Head is Head assistants in executive management by the assignment of Head Office - The expert, professional staff performs tasks are assigned by the He 10 2013 2014 C INTERNSHIP TARGET, THE IMPLEMENTATION METHODOLOGY I Internship Target : 24 ASSIGNED TASKS AND The internship for final year students is to create opportunities for them become familiar with the working environment and applies the knowledge learned into the practice therefore,the internship is extremely important for students to prepare for their future jobs In particular, for the students of the International School, International Business major, it is also an opportunity for them to improve English skills, as well as the business operations knowledge and other useful skills Therefore, for students, an internship period of weeks plays an important role not only in their learning process but also for their future career Moreover, in this period, they can apply the knowledge, which is in school to practical work Hence, students can identify their strengths, weaknesses to equip the suitable knowledge and skill for their future job Moreover, these practices also help students understand the future work of them to take the suitable training strategies In particular, my internship target includes: - Penetrating into the actual environment - Raising my awareness about the role and my responsibility for pursuing my future job - Accessing and get familiar with the work, which relates to my major - Taking part in the jobs that the internship company assigns - Finding out the agencies, company that relates to my majors - Organizing the implementation with individual or group work - The most important that is I find out about VDSC's brokerage activities, especially the process of opening accounts for the new customers and processes of looking and taking care of customers II Work content: The content of the specific assigned tasks during graduate internship at Viet Dragon Securities Joint Stock Company as follows: - Understanding an overview of Viet Dragon Securities Joint Stock Company Self-review and learn more about the basics of securities, the stock market and - the securities brokerage activites Taking part in the internship training course 25 Week Date Tasks performed - Taking part in the training courses for students in the company that includes: + Introducing about Viet Dragon Securities Joint Stock Company + Introducing about the internship rules and the standards for students to become collaborators for company 18/01– 22/01 + Introducing about the work environment and the regime of company + Overviewing about the Vietnam's stock exchange market and many kinds of stock trading in the market + Introducing the data and the way to read the electronic exchange board - Reading the document - Tracking the stock exchange market then writing the daily report - Taking part in the training courses for students in the company that includes: + Introducing how to open account for customers in Viet Dragon Securities Joint Stock Company + Giving guidance to us on the process of receiving and executing orders for customers 25/01 – 29/01 + Guidance on the process of custody and sub-custody for stocks of customers + Guidance on the process of transfers the unlisted shares + Guidance on the process of receiving and executing orders about money of customers + Introduce the process of auctioning the stock - Reading the document - Tracking the stock exchange market then writing the daily report - Taking part in the training courses for students in the company that includes: + Introduce about the process of auctioning the stock + Introduce about the common mistakes of investors + Guidance on the general knowledge about technical 26 15/02 -19/02 analysis for a stock + Introduce about FO, BO, ID BROKER, REPORT, BM - Reading the documents related to securities, the stock market, the securities - brokerage activites, and the securities analysis reports Preparing documents for the internship training course at company Tracking the stock exchange market then writing the daily report Joining the telesales acitivties to looking the new customers Doing some assigned office work The most important that is I learn about VDSC's brokerage activities, especially the process of opening accounts for the new customers and processes of looking and taking care of customers Table 3.1: Tasks performed The detail about the the process of opening new accounts for the new customers and processes of looking and taking care of customers: The process of opening new accounts: a The Retails Clients: • Opening the directly account: that means the customers open a new account at the trading counter at VDSC or the brokerage employees meet directly customers to - open a new account for them At the trading counters: Requiring customers to prepare the profile, which includes: + Name of customer + Address + The photocopy of customer’s identification card 27 + Telephone number + Email Address + Online banking account Note: When the employees open account for customers, they must compare between the identification card with the photocopy of the identification card If any information on customer’s ID card blurred, employees must request them to rewrite that information into the side and sign to confirm - When the brokerage employees meet directly customers to open a new account for them, they also require customers to prepare the profile, which includes: + Name of customer + Address + The photocopy of customer’s identification card + Telephone number + Email Address + Online banking account Note: In addition, in this case, the brokerage staff needs to prepare voucher handover report and delivery for employees of the service department at the company • Opening the online account: - Target: Saving time for customer and being more confident - For the online profile: Requiring customer to fill in with the required information below: + Name of customer + Address + The photocopy of customer’s identification card + Telephone number + Email Address + Online banking account Note:  When customers received the online transaction card, they need to sign to confirm this information  In the online banking account part, the customers are registered up to three bank account of them • Opening the remote account: - Requiring customers to prepare the profile, which includes: + Name of customer 28 + Address + The photocopy of customer’s identification card + Telephone number + Email Address + Online banking account Note: In the profile to open the account, the photocopy of customer’s ID card needs to be notarized b The Institutional Clients: - Requiring customers to prepare the profile, which includes: + Name of the institutional clients + The photocopy of the business license + The appointed decision of some positions as general manager, director, chief accountant and so on + The photocopy of ID card of the related people + The commissions The processes of looking and taking care of customers: There are three methods for the broker to look for and take care of customer, including telesales, meeting directly the company, and meeting directly customers at the seminar or the shareholder meeting - a Telesales: Step 1: Finding customers by basing on the list of shareholder of many companies Step 2: Calling for customers The target of this step is that getting acquainted with customers, finding out about the investment demand of customers and the hobby investment of customers - Step 3: Continued to call for these customers The target of this step is that the brokerage employee can talk with customers about the investment portfolio - Step 4: Taking the directly customers appointment The target of this step is that the brokerage employees try to open an account for customers - b Meeting directly customers at the seminar or the shareholder meeting: Step 1: Registering for joining the shareholder meeting of companies 29 - Step 2: Taking the initiative to talk with shareholders to identify potential customers The target of this meeting is that the brokerage employees can get the customers’ contacts - - c Meeting directly shareholders of companies: The target of this step that includes: + Taking the opportunities to advisory investments for these companies + Approaching the employees to provide the retails services d Taking care of the customers: Target of taking care of the customers: + Investment advisory + Regularly updating the stock market information for customers + Frequently meeting customers to tighten the relationship III Methods of implementation: First of all, before the internship period, I reviewed my knowledge which related to the securities, the stock market, and updated the economy news At the first working day, I prepared the necessary paperwork, want to work on time, wore the suitable dress and pay attention to manner of speech, gestures Besides, I always kept a positive attitude in the work to exchange and communicated with the all people in VDSC Especially, one of my difficult job was I had to read the foreign document and took part in the training course for the internship of VDSC Before starting the course, I skimmed through a document to understand the basic content about the Vietnam stock market and the related regulations Because my peer groups had more knowledge about the Vietnam stock market than I did, sometimes I had to ask the help of them or the employees who worked at the brokerage department In the course, I attentively listened and took note the content of each lesson on my notebook Especially, I recorded the content of the lessons and listened again at home 30 The most interesting work that I had done was being a telesales staff (about looking for the new customer, answering questions presented by the customer care for daily and calls to the office) Before that, in my training course, I was provided documentation of frequently asked questions from customers, the information of the VDSC as well as VDSC's services Besides, I received instruction and was trained the basic conversational sentences It makes sure that I can talk politely, show goodwill, easy to understand, meaningful with my customers However, I can ask for assistance of other employees when necessary At Viet Dragon Securities Joint Stock Company, I received the dedicated and professional guidance from the staff both in theory and practice, therefore I can complete quickly and effectively my assigned work In addition, by direct observation the work and staff at the office, it could help to take the actual experience to resolve my problem and be familiar with the problems on the specialties IV RESULTS OBTAINED THROUGH THE GRADUATE INTERNSHIP Knowledge Review: Working in VDSC, the professional and seriously working environment helped me to review my knowledge, which was about - Assessing the financial situation of company by financial indicators - Business communication - Marketing knowledge, especially sales skills and talking with customer by telephone Result: After a 6-week internship at VDSC, with the professional working environment and dedicated guidance of all people in VDSC in general and the brokerage department in particular, I took the opportunity to practice what I learned in schools and access to the jobs which was very helpful for my future In addition, I took part in the professional training course Moreover, I was lucky to be working as a telesales staff to apply the knowledge, which I learnt at the 31 course in the practice Especially, with the help of my teacher through his comments on the weekly report, the outline of report, I could know what I needed to achieve and what my drawbacks were Hence, I could improve myself Furthermore, I had to keep track of the stock market and write the daily report This activity helped me improve the skill to write a report, to analyze the change of the stock market and to observe factors, which affected the securities price Besides, a professional and serious working environment at Viet Dragon Securities Joint Stock Company shaped my behavior, communication in the workplace as well as trained myself to comply with their rules and regulations I have joined the weekly meetings, which were about the analysis reports of the potential securities, the fluctuations of the stock market and so on Therefore, I improved my writing skills of daily analysis reports Moreover, I also had more knowledge in the securities field When I interned at the brokerage department of the VDSC, the staffs in the company always touch and guided for me the work in the offices, then answered my questions what I was unclear As a result, I could overcome the difficulties in the internship period Besides, in the training course, I provided the materials in English and asked to read the international financial news Hence, my translation skills improved and I extended my vocabulary Experience Learned: In the internship period, I have learned many practical skills form the staff in the brokerage department that would be useful for me in my future job These lessons are as below: - Improving communication skills with my colleague - The team work skill - The computer skills such as Word, Excel, Powerpoint and so on - Especially, shaping my behavior, communication and dress style in the workplace 32 - Improving communication and advisory skills with customers, especially, the telephone sale skills - Upgrading my writing skills of daily analysis reports - Enhancing my English skills Identify methods of settlement in the future to enhance the operational efficiency of the brokerage employee: The brokerage activity is a complex business, requiring combination of many factors Thus, there are many solutions to improve operational efficiency of these activity To this, VDSC should take the follow specific solutions:  Focusing on training and developing the human resources - Building the highly qualified and experiences staff + Dispatching officers to attend training courses + Often organizing the examination of staff's expertise + Having the suitable reward regime for employees who work hard - Building the staff who good at professional ethics  Upgrading the technical infrastructure and information systems  Completing the brokerage professional processes  Incorporating tightly between brokerage operations with other activities  Expanding the customer network  Using efficiently the financial resources REFERENCES HCM STOCK EXCHANGE VDSC - Công ty Cổ phần Chứng khoán Rồng Việt [online] [Accessed March 2016] Available from World Wide Web: < 33 HYPERLINK "https://www.hsx.vn/Modules/StockMember/Web/SecOrgView/70" https://www.hsx.vn/Modules/StockMember/Web/SecOrgView/70 > INVESTOPIA Return On Assets - ROA [online] [Accessed March 2016] Available from World Wide Web: < HYPERLINK "http://www.investopedia.com/terms/r/returnonassets.asp? layout=infini&v=4A&adtest=4A" http://www.investopedia.com/terms/r/returnonassets.asp? layout=infini&v=4A&adtest=4A > INVESTOPIA.COM Return On Equity - ROE [online] [Accessed March 2016] Available from World Wide Web: < HYPERLINK "http://www.investopedia.com/terms/r/returnonequity.asp? layout=infini&v=4A&adtest=4A " http://www.investopedia.com/terms/r/returnonequity.asp? layout=infini&v=4A&adtest=4A > S.CAFEF.V Công ty Cổ phần Chứng khoán Rồng Việt (HNX) [online] [Accessed March 2016] Available from World Wide Web: < HYPERLINK "http://s.cafef.vn/hastc/VDS-cong-ty-co-phan-chung-khoan-rong-viet.chn" http://s.cafef.vn/hastc/VDS-cong-ty-co-phan-chung-khoan-rong-viet.chn > VIET DRAGON SECURITIES JONT STOCK COMPANY 2015 VDSC's Introduction [online] [Accessed March 2016] Available from World Wide Web: < HYPERLINK "https://vdsc.com.vn/vn/home.rv" https://vdsc.com.vn/vn/home.rv > 34 VIET DRAGON SECURITITES JOINT STOCK COMPANY 2014 Báo cáo kết hoạt động năm 2014 Hanoi: Viet Dragon Securitites Joint Stock Company WWW INTOPEDIA.COM Underwriting [online] [Accessed March 2016] Available "( from World Wide Web: < http://www.investopedia.com/video/play/underwriting/ ( http://www.investopedia.com/video/play/underwriting/ ) > 35 HYPERLINK ) "