Báo cáo thực tập tiếng anh NASTOMA STONE VIETNAM company

1 GRADUATE INTERNSHIP REPORT Supervisor: TRAN HONG NGAN Student’s full name: PHAN QUOC DUNG Student’s ID: 11071421 Major: International Business Class: IB2013A HANOI, September 26, 2016 Acknowledgement To teachers in International School – Hanoi National University To founder and all staff of NASTOMA First of all, I would like to express my deepest gratitude to teachers’ guidance, friends and family’s care in the past five years Thanks to your help and transfer of precious experience, lots of useful knowledge will be a careful preparation for me to get into the real life Especially, I would like to express my gratitude to Ms Tran Hong Ngan – my vulnerable teacher who teaches and supports me a lot during my internship Without her hearted advices and guidance, I cannot find out the best way to approach to a new working environment in the company and complete my internship report well Secondly, I would like to say thank you to NASTOMA STONE VIETNAM Company, especially to Mr Pham Tuan Anh – founder and all staff of NASTOMA It is a great chance to be an internship in NASTOMA Company for learning and professional development Therefore, I consider myself as a very lucky individual as I was provided with an opportunity to be a part of it I am so grateful for having a chance to meet lots of wonderful and professional people who led me though this internship period With their kind helps and knowledge, I had chances to experience a new working environment, find out their business, learn and improve my skills I would like to say thank you all so much for your great support I am truly appreciated Declaration I hereby declare that the Graduation Project is the results of my own research and has never been published in any work of others During the implementation process of this project, I have seriously taken research ethics; all findings of this projects are results of my own research and surveys; all references in this project are clearly cited according to regulations I bear full responsibility for the fidelity of the number and data and other contents of my graduation project Hanoi, 26/02/2016 Student Phan Quoc Dung Table of Contents INTRODUCTION CHAPTER I: OVERVIEW OF COMPANY Background information Establishment and development Organizational structure, functions and missions 3.1 Organizational structure diagrams 3.2 Functions and missions of each departments 10 Business result report and analysis 11 4.1 Business result 2015 11 4.2 General evaluation, limitation and causes 12 4.3 Limitation and causes 13 CHAPTER II: REPORT OVER COMPANY ACTIVITES 14 1.1 Defination of International Trade 14 1.2 Types of exporting goods 14 1.2.1.Indirect exporting 14 Commission agents 14 Export management companies 14 Export trading companies 14 Export agents, merchants, or re-marketers 15 Export management companies 15 1.2.2.DIRECT EXPORTING 15 Organizing for exporting 15 1.3 Policies and regulations in exporting minerals as building materials 16 1.4 International commercial terms 20 1.5 Transportation 21 The work situation of commercial contract at sale department 22 2.1 Function 22 2.2 Mission 23 CHAPTER III: EXPERIENCE GAINED AND CONTRIBUTION 25 Schedule of the graduate internship 25 Working at sales provision 26 Job as an Intern 26 Achievement through internship process 27 References 28 INTRODUCTION In the context of global economy, Vietnam is making the great effort to have opportunity in trading with international companies Deeply, Standing forward TPP and AEC that promises great dealings in flat world Therefore, understanding international market clearly will help businesses more favorable to sign and create a long-term cooperation At any moment in the future, the company always widen and develop it’s network customers so the issue of customer development, marketing channels and the issue of implementation of such term requires effective recognization and management in international market No matter how good manufacturing operation is, how cutting-edge technology is, how tight financial goals are or how progressive and forward-thinking your management techniques are, the company must still have a sales mechanism in place, or everything else is useless As a result, recognizing the importance of sales in an organization, on the basic of research materials in NASTOMA STONE VIETNAM, I would give my research The main purpose of this report is: Research common exporting process and find out effective exporting sale chanels, I would recommend some proposals in order to improve the efficiency of carrying out sales provision at the company Structural report consisting of parts: Part 1: OVERVIEW OF NASTOMA STONE VIETNAM Part 2: REPORT OVER COMPANY ACTIVITES Part 3: EXPERIENCE GAINED AND CONTRIBUTION Due to limited reasoning, experience and not much time to study, this report should not avoid shortcomings I am looking forward the comments of teachers for my reprot more completion CHAPTER I: OVERVIEW OF COMPANY Background information - The company name: NASTOMA STONE VIETNAM - Abbreviations : NASTOMA CO., LTD - Address: No 412 – NO1B Trading Tower – Linh Dam Penisula – Hoang Mai Dist – Ha Noi – Viet Nam - Tell: (84)-04-3641 8611 Fax: (84)-04-3641 8611  Website: http://www.nastomastone-vn.com/index.php  Chairman of the board of manager: Mr Pham Tuan Anh  Chapter capital: 40.000.000.000 VND  No VND account: 25684934  No USD account: 48194455 (VPbank)  Tax code: 0101975877 Establishment and development NASTOMA NATURAL STONE COMPANY (Transaction name NASTOMA STONE VIETNAM which FACTORY &QUARRY located in CENTER and NORTH OF VIETNAM, transaction office in HANOI NASTOMA manufactures and exportes many kind of natural stone Established from 1990, (for the marble field from year 2000) It is developing with an annual high turnover from raw materials to finished products The company was founded by members having many years of experiences of working in the field of construction stone, with 03 factories located in quy hop district, nghe an province, and branch located in luc yen district, yen bai province That has allowed the company to supply the most perfect products from white marble and other natural stones for customers in the past, at the present and in the future It have 10 quarries, with multi-color marble stone: pure crystal white marble, white marble with very fine grain and medium grain, wooden-white, wood stone, yellow, dark-grey, Etc Most of it’s natural stone products are only for export, it is specializing in VIETNAM PURE CRYSTAL WHITE MARBLE BLOCKS with small and medium grain, VIETNAM SNOW WHITE MARBLE BLOCKS with small grain and no grain, VIETNAM PURE WHITE MARBLE TILES, VIETNAM WHITE MARBLE SLABS, NASTOMA main exported markets are the Europe, USA, Middle East, China, India and south-east Asia It slogal is: "always strive for the highest quality, best prices and best service".i Organizational structure, functions and missions 3.1 Organizational structure diagrams NASTOMA issued a management system in which the management apparatus will take responsibility and be under the leadership of board of management Corporation has a general manager Operational apparatus of the company now includes eight function departments, the project management department, the board of director, the company controlling stake 3.2 Functions and missions of each departments 3.2.1 Board of Management Board of Management consists of members: one general manager and vice general manager General Director makes decision on the issues related to production and business operations of the corporation, responsible to the Board of Director on the implementation of the rights and duties The Vice Director General supports for General Director in each particular field and are responsible to General Director on the assigned works 3.2.2 Functional departments NASTOMA Company has functional departments as below: Office: performing the function of advising and support to leaders of corporation in the implementation of administrative tasks, including: synthetic administrative work, office administration, storage, inspection, and protection Office is the focal point for coordinating the functions, duties and powers of all departments and the member units under the working regulations of the agency Human Resource Department: performing the function of advice and support to Board of Manager in professional guidance for the vertical system; control and supervision of member units under professional areas: - Work of organization and employees - Work of innovation and development - Work of salaries and policies to employees CHAPTER II: REPORT OVER COMPANY ACTIVITES General theory of foreign commercial trade 1.1 - Defination of International Trade An exchange of goods or services across national jurisdictions Inbound trade is defined as imports and outbound trade is defined as exports Subject to the regulatory oversight and taxation of the involved nations, namely through customs ii 1.2 Types of exporting goodsiii 1.2.1 Indirect exporting Commission agents - Commission or buying agents are finders for foreign firms that want to purchase domestic products They seek to obtain the desired items at the lowest possible price and are paid a commission by their foreign clients Export management companies - An EMC acts as the export department for one or several producers of goods or services It solicits and transacts business in the names of the producers it represents or in its own name for a commission, salary, or retainer plus commission Export trading companies - An ETC facilitates the export of domestic goods and services Like an EMC, an ETC can either act as the export department for producers or take title to the product and export for its own account Therefore, the terms ETC and EMC are often used interchangeably A special kind of ETC is a group organized and operated by producers These ETCs can be organized along multiple- or singleindustry lines and can represent producers of competing products Export agents, merchants, or re-marketers - Export agents, merchants, or re-marketers purchase products directly from the manufacturer, packing and marking the products according to their own specifications They then sell overseas through their contacts in their own names and assume all risks for accounts Export management companies - Piggyback marketing is an arrangement in which one manufacturer or service firm distributes a second firm's product or service The most common piggybacking situation is when a domestic company has a contract with an overseas buyer to provide a wide range of products or services 1.2.2 DIRECT EXPORTING Organizing for exporting - A company new to exporting generally treats its export sales no differently from domestic sales, using existing personnel and organizational structures As international sales and inquiries increase, however, the company may separate the management of its exports from that of its domestic sales Sales representatives - The representative uses the company's product literature and samples to present the product to potential buyers A representative usually handles many complementary lines that not compete Agents - The widely misunderstood term agent means a representative who normally has authority, perhaps even power of attorney, to make commitments on behalf of the firm he or she represents Distributors - The foreign distributor is a merchant who purchases merchandise from an exporter (often at substantial discount) and resells it at a profit Foreign retailers - A company may also sell directly to a foreign retailer, although in such transactions, products are generally limited to consumer lines Direct sales to end users - A business may sell its products or services directly to end users in foreign countries These buyers can be foreign governments; institutions such as hospitals, banks, and schools; or businesses Buyers can be identified at trade shows, through international publications, or through government contact 1.3 Policies and regulations in exporting minerals as building materials iv Article Scope of regulation and subjects of application This Circular guide the activities related to the export of minerals for producing building materials, minerals for producing cement, and minerals for producing common building materials, (hereinafter referred to as minerals for producing building materials) This Circular is applicable to domestic and foreign organizations and individuals eligible for participating in the export of minerals for producing building materials in Vietnam (except for minerals for producing building materials brought in non-tariff zones for building, repairing, or maintaining constructions in non-tariff zones) Article Interpretation of terms The terms in this Circular are construed as follows: State management agencies competent to issue mineral extraction licenses are the agencies prescribed in Article 82 of the Law on Mineral No 60/2010/QH12 Mineral processing is the classification and enrichment of minerals, or other activities to meet the norms of materials or products for various purposes: Building sand is natural sand in mines, rivers, and streams, of which the SiO2 content < 85% (except for silicon white sand and salted sand) in the list of minerals for producing common building materials and sand from crushed stone used for construction Building stone is natural stone in the list of minerals for producing common building materials that is crushed and classified by sized, and used as aggregate to make concrete, build embankments, foundations, walls, and roads Stone blocks are natural stone that is not processed into a finished products, of which the volume ≥ 0.5 m3 Article The list of minerals allowed to export Minerals allowed to export are specified in Annex of this Circular The Ministry of Construction shall report the demand for exporting minerals not in the list of minerals allowed to be exported to Prime Minister for decisions Article Requirements for exporting minerals for producing building materials The minerals in the list of minerals allowed to be exported must satisfy the conditions in Annex of this Circular, and not in the list of minerals for producing building materials banned from export in Annex of this Circular (except for minerals temporary imported for re-export) The origins of minerals: a) Minerals extracted from the mines of which the mineral extraction licenses issued by competent State management agencies are unexpired at the time of extraction b) The minerals confiscated and liquidated by competent State management agencies with valid sale or auction invoices c) Minerals temporary imported for re-export, or imported to process and then export, must comply with the Law on Trade and its guiding documents In this case, the enterprise must present the import declaration proving that the minerals processed for export are produced from imported materials Article The dossier of mineral export includes: The goods export documents as prescribed by the Law on Customs The results of the tests on the mechanical, physical, and chemical norms of the minerals in accordance with Annex of this Circular, and certified by LAS-XD laboratories or the equivalent (except for paving stones, ashlars, bituminous shale) The documents proving the origins of minerals: a) Enterprises extracting and processing minerals, or authorized to extract, process, and export minerals must present the notarized copy of the mineral extraction licenses and Investment certificates of the mineral processing projects If the mineral extracting unit does not have a processing factory, it must provide the Investment certificate of the processing unit hired to process minerals, and the mineral processing contract b) Enterprises purchasing minerals to process and export must present the notarized copy of the mineral extraction licenses, VAT invoices, and Investment certificates of the mineral processing projects of the sellers c) Enterprises purchasing minerals to process and export must present the notarized copy of the mineral extraction licenses, VAT invoices, and Investment certificates of the mineral processing projects of the sellers d) Enterprises importing minerals to process and export must present the import declaration proving that the minerals processed for export are produced from imported materials Article Reports on the export of minerals for producing building materials Enterprises exporting minerals must make and send reports to provincial People’s Committees under the form in Annex of this Circular before January 15 every year Provincial People’s Committees shall make and send reports to the Ministry of Construction before January 30 every year for summarizing and sending reports to the Prime Minister A report is made annually, starting from January 01 until the end of December 31 of the reporting year Apart from implementing the reporting regime as prescribed, exporters must make irregular reports on the export of minerals at the request of relevant State management agencies to serve their management Article Inspection and handling of violations 1.The Ministry of Construction shall cooperate with relevant Ministries and sectors to organize periodic and irregular inspection of the adherence to law provisions on exporting minerals for producing building materials in localities Provincial People’s Committees must direct functional agencies to carry out periodic and irregular inspection of the export of minerals for producing building materials as prescribed by law Organizations and individuals that violate this Circular must incur to administrative penalties, pay compensations, or liable to criminal prosecution as prescribed by law Article This Circular takes effect on November 06, 2012, and supersedes the Circular No 18/2009/TT-BXD dated June 30, 2009 of the Minister of Construction, guiding the export of minerals for producing building materials Organizations and individuals are recommended to send feedbacks on the difficulties arising during the course of implementation to the Ministry of Construction for consideration and settlement 1.4 International commercial terms The Incoterms rules or International Commercial Terms are a series of pre-defined commercial terms published by the International Chamber of Commerce (ICC) They are widely used in Internationalcommercial transactions or procurement processes A series of three-letter trade terms related to common contractual sales practices, the Incoterms rules are intended primarily to clearly communicate the tasks, costs, and risks associated with the transportation and delivery of goods Incoterms 2010 is the eighth set of pre-defined international contract terms published by the International Chamber of Commerce, with the first set having been published in 1936 Incoterms 2010 defines 11 rules, down from the 13 rules defined by Incoterms 2000 1.5 Transportationv AIR FREIGHT: It is the fastest way and secure to ship but it is costly Air freight is the best option for time sensitive cargo Using a 3-4 day transit time air carrier service is always less costly then direct air carriers Based on the need choosing a longer transit time air carrier option can save money OCEAN FREIGHT: There are ways of shipping ocean; FCL(Full Container Load) or LCL (Less Than Container Load) FULL CONTAINER LOAD OCEAN FREIGHT: It is the most efficient way to ship cargo Commonly used container sizes are 20STD, 40STD and 40HC There are also numerous types of ocean containers used for 2 international ocean freight transportation, including 45HC open top, flat racks etc Based on volume and type of product, logistics partner can suggest what type of container will be more suitable and cost saving LESS THAN CONTAINER LOAD OCEAN FREIGHT: It is commonly used for company that don’t have enough cargo to fill a container load The company pay only for the space used in the container Typically LCL rate is calculated by volume but not by weight Always discuss with logistics partner if the need LCL or FCL service There is always a breaking point where LCL or FCL shipment might be more cost savings Once the company ship LCL it share the containers with other importers and there are more add on costs since the container needs to go CFS (Container Freight Station) to be split Shipping the container with a little bit empty space but as FCL might be cheaper then sharing with others as LCL OCEAN + RAIL: It is always better to transport cargo to the location that is as close to the ultimate destination as possible Sometimes companies might need to use a combination of services Using rail service in addition to ocean freight service will cost more then using solely ocean freight The work situation of commercial contract at sale department 2.1 Function Sales Department: performing the function of advice and support to Board of Manager in professional guidance for the vertical system; control and supervision of member units under professional areas: Product, Pricing and Distribution Planning This provisions guide the development of products and services It recommend modifying or dropping products or services or adding new ones to the company’s mix It also has responsibilt for deciding where the company should sell and what its prices should be This includes choosing which, if any, intermediaries will use, such as wholesalers, distributors or retailers Customer development It take responsibility for maintaining its customer base and making sure buyers are happy, as well as trying to upsell them The division is proactive in contacting customers with surveys and special offers and is reactive in attempting to solve any problems that might cause NASTOMA to lose customers The most importaint of this provision is widening and developing it’s network customers 2.2 Mission Organizing, managing, implementing and monitoring the unlimited following tasks:  Work of Product, Pricing and Distribution Planning - Making overview research on the international and domestic market for specialized oil and gas construction and other construction fields that are suitable for the operation of corporation - Learning and gathering information about the project in domestic and international in the field of oil and gas and construction investment projects that are suitable for the operation of corporation - Marketing and introducing the capacity and experience of the corporation; establishing and maintaining collaborative relationships with customers  Work of customer development - Establishing and maintaining relationships with manufacturers, suppliers and partners to learn and update the market prices of inputs (materials, materials, labor, ) as a basis data for determining the cost of the project, construction prices and project costs - Proposing preliminary plans for bidding project and creating proposal document - Establishing and clarifying the proposal to ensure compliance with the requirements of the bidding documents of the tenderer - Presiding over the work of negotiation and contract negotiations with the tenderer CHAPTER III: EXPERIENCE GAINED AND CONTRIBUTION Schedule of the graduate internship Week Date Tasks performed Read overview of NASTOMA STONE VIETNAM including history, scope, human 18/01 – 23/01 25/01-30/01 15/02-20/02 resource, market and policies Identifying and clasify types of export stones including quality, quanlity, price and features Combining with other provision to conduct exporting activities and inspect international payment methods 22/02-25/02 Finding customer through international channel such as: stonevietnam alibaba, tradekey, hellotrade, Week Date Tasks performed Finding 27/02-02/03 customer through international channel such as: alibaba, tradekey, hellotrade, stonevietnam 02/03-07/03 Finding customer through international channel such as: alibaba, tradekey, hellotrade, stonevietnam Working at sales provision During the period of my internship, my position is sales executive under supervisor Mr Pham Tuan Anh I am so grateful to realize the advantages for me At office, I am strongly interested in the working environment I observed the working style of each individual and admired their professionalism They always focus on their work in detail and coordinate together very smoothly Therefore, all problems seem to be resolved in the most effective ways Working at sales provsion helps me realize that working environment is completely different from studying environment at university, thus professionalism and sense of responsibility of each individual must be trained and enhanced Furthermore, at office, I gain not only the working experience but also more theories in finding out international market It has a lot of knowledge and combines a lot of complicated issues in transportation, quality of products, international payment, However, in some ways, I find out the overview of a commercial trade about the term, law and decree; understand the right and obligation of provision expencially sale department Job as an Intern In the first week of internship process, I have researched about information background of NASTOMA STONE VIETNAM and read some documents and reports on the business operation of NASTOMA in recent years I also have to go to Nghe An province to look deeply manufacturing factory and clasify types of export stones including quality, quanlity, price and features The week after, I highly focus on some activities like conducting orders, contacting with logistics companies and notify for manufaturing factory about orders In the third week, I keep going these works and have more responsibility for inspecting international payment methods In the following weeks which give me a lot of information about finding and service customers I find new customers through some main international channels such as alibaba, tradekey, hellotrade, stonevietnam for B2B At the last week of internship period, it is important for me to collect all knowledge, experiences and research for writing internship report In this week, I also complete report about my internship period Achievement through internship process NASTOMA STONE VIETNAM created for me a great opportunities to learn more about not only the actual working environment but also the knowledge of international market At sale department, I have chances to know clearly about main operations of exporting companies, and find out sales activities Moreover, provisions are defined clearly to help me understand structure of an exporting company likely operational systerm between provisions, manufacturing activities, delivering goods and international payment method It is really essential for me, not only in terms of improving knowledge, but also in a better way to move into the reality References i Anon., n.d NASTOMA Introduce.[Online] Available at: STONE VIETNAM (NASTOMA) http://www.nastomastone-vn.com/home/ [Accessed 10/02/2016] ii Anon., n.d THE GEOGRAPHY OF TRANSPORT SYSTEMS, Globalization and International Trade [Online] Available at: https://people.hofstra.edu/geotrans/eng/ch5en/conc5en/ch5c2en.html [Accessed 10/02/2016] iii Anon., n.d BizMove small business guides, Export Goods: Methods of Exporting and Channels of Distribution [Online] Available at: http://www.bizmove.com/export/m7e.htm [Accessed 10/02/2016] iv Anon., n.d, THE MINISTRY OF CONSTRUCTION, CIRCULAR, GUIDING THE EXPORT OF MINERALS AS BUILDING MATERIALS [online] Available at: http://www.moc.gov.vn/web/guest/legal-documents//legal/TB4r/en_US/18/165739/55213 [Accessed 10/02/2016] v Anon., n.d, MORE THAN SHIPPING, Basic Modes of International Transportation [Online] available at: http://www.morethanshipping.com/basicmodes-of-international-transportation/ [Accessed 10/02/2016] [...]... structure of an exporting company likely operational systerm between provisions, manufacturing activities, delivering goods and international payment method It is really essential for me, not only in terms of improving knowledge, but also in a better way to move into the reality 2 8 References i Anon., n.d NASTOMA Introduce.[Online] Available at: STONE VIETNAM (NASTOMA) http://www.nastomastone-vn.com/home/... for producing common building materials and sand from crushed stone used for construction 4 Building stone is natural stone in the list of minerals for producing common building materials that is crushed and classified by sized, and used as aggregate to make concrete, build embankments, foundations, walls, and roads 5 Stone blocks are natural stone that is not processed into a finished products, of which... of NASTOMA STONE VIETNAM including history, scope, human 1 18/01 – 23/01 2 25/01-30/01 3 15/02-20/02 resource, market and policies Identifying and clasify types of export stones including quality, quanlity, price and features Combining with other provision to conduct exporting activities and inspect international payment methods 4 22/02-25/02 Finding customer through international channel such as: stonevietnam... Finding customer through international channel such as: stonevietnam alibaba, tradekey, hellotrade, 2 6 Week 5 Date Tasks performed Finding 27/02-02/03 customer through international channel such as: alibaba, tradekey, hellotrade, stonevietnam 6 02/03-07/03 Finding customer through international channel such as: alibaba, tradekey, hellotrade, stonevietnam 2 Working at sales provision During the period of... 7 In the first week of internship process, I have researched about information background of NASTOMA STONE VIETNAM and read some documents and reports on the business operation of NASTOMA in recent years I also have to go to Nghe An province to look deeply manufacturing factory and clasify types of export stones including quality, quanlity, price and features The week after, I highly focus on some... international channels such as alibaba, tradekey, hellotrade, stonevietnam for B2B At the last week of internship period, it is important for me to collect all knowledge, experiences and research for writing internship report In this week, I also complete report about my internship period 4 Achievement through internship process NASTOMA STONE VIETNAM created for me a great opportunities to learn more... support of the corporation, the board of leader of Company has given the proper orientation, take the most of the favorable factors as well as the solidarity of all employees in the company As a consequence, NASTOMA has exceeded the economic targets that have been approved by corporation NASTOMA also has enter new oversee markets such as Dubai, Canada Moreover, NASTOMA seriously accelerated the implementation... FREIGHT: It is commonly used for company that don’t have enough cargo to fill a container load The company pay only for the space used in the container Typically LCL rate is calculated by volume but not by weight Always discuss with logistics partner if the need LCL or FCL service There is always a breaking point where LCL or FCL shipment might be more cost savings Once the company ship LCL it share the... situation is when a domestic company has a contract with an overseas buyer to provide a wide range of products or services 1.2.2 DIRECT EXPORTING Organizing for exporting - A company new to exporting generally treats its export sales no differently from domestic sales, using existing personnel and organizational structures As international sales and inquiries increase, however, the company may separate the... aimed to saving Expected in 2015, the company implemented cost reduction of about 257.625 million from the cost of management, production improvement, and raw materials saving In 1 3 the negotiation, termination of designed contracts with Mahabali Impex that NASTOMA supply for 500 tons/year PURE CRYSTAL WHITE MARBLE BLOCKS 4.3 Limitation and causes Besides achievements, NASTOMA has met many difficulties