báo cáo thực tập tốt nghiệp tiếng anh ABB LTD OVERVIEW

OVERVIEW1.1 ABB Group overview ABB in Vietnam is part of ABB Group www.abb.com, a leading global technology company in power and automation that enables utility, industry, and transport

First and foremost I want to thank my Guide Ph.D Ly Phuong Duyen, It has been an honor to be her

student I appreciate all her contribution to make my “Internship report” productive and stimulating I

am highly obliged and express my sincere gratitude to her.

The internship opportunity I had with ABB Ltd was a great chance 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 also grateful for having a chance to meet so many wonderful people

and professionals who led me though this internship period.

Bearing in mind previous I am using this opportunity to express my deepest gratitude and special

thanks to Mr Le Trung Nghia, Sales and Marketing Manager - ABB Ltd Business Unit who in spite of

being extraordinarily busy with his duties, took time out to hear, guide and keep me on the correct path

and allowing me to carry out my project at their esteemed organization and extending during the

training.

I express my deepest thanks to Ms Nguyen Thuy Truong and Ms Nguyen Thi Thuy Duong – ABB

Ltd Sales Admin for taking part in useful decision & giving necessary advices and guidance and

arranged all facilities to make life easier I choose this moment to acknowledge their contribution

gratefully.

It is my radiant sentiment to place on record my best regards, deepest sense of gratitude to Mr Nguyen

Phuong Dong Sales man, Mr Huynh Manh Hung – Senior Sales man, Ms Le Thi Ngan – Sales man,

Ms Tran Thi Thu Ha – Sales Engineer, for their careful and precious guidance which were extremely

valuable for my study both theoretically and practically.

I perceive as this opportunity as a big milestone in my career development I will strive to use gained

skills and knowledge in the best possible way, and I will continue to work on their improvement, in

order to attain desired career objectives Hope to continue cooperation with all of you in the future.

Sincerely,

Truong Thanh Thuy

TABLE OF CONTENTS

ACKNOWLEGEMENT 1

TABLE OF FIGURES 3

SUMMARY 4

CHAPTER 1: ABB LTD OVERVIEW 5

1.1 ABB Group overview 5

1.2 ABB Vietnam profile/contact 6

1.3 ABB Vietnam history 6

1.4 ABB mission/vision/values 7

1.4.1 ABB's mission 7

1.4.2 ABB's vision 7

1.4.3 Values 7

1.5 ABB Ltd Organization Structure 9

1.6 ABB Vietnam business and products 9

CHAPTER 2: ABB LTD BUSINESS INTRODUCTION 12

2.1 ABB Ltd values chain 12

2.2 Sales process 13

2.3 ABB Ltd Factory Sales overview 17

An interview about ABB Sales & Marketing Department 17

2.4 Sales performance analysis and assessment 20

2.4.1 ABB Business operating result in market from 2012 - 2016 20

2.4.2 DTR Sales Department result in 2015 22

CHAPTER 3: INTERNSHIP GOALS & JOB PERFORMANCE DISCRIPTION & METHODS OF IMPLEMENTATION 23

3.1 Internship Objectives 23

3.2 Learning Objectives, Job Description and Methodology 23

3.3 Schedule of Internship 26

CHAPTER 4: REFLECTIONS ON THE INTERNSHIP 27

4.1 The use of skills and knowledge gained in the university 27

4.2 Tasks and skilled learnt and performed during the Internship period 28

4.3 Practice Experience learnt 28

4.4 Conclusion 29

TABLE OF FIGURES

Figure 1 ABB Organization Structure 9

Figure 2 ABB business and product 12

Figure 3 Sale Process 13

Figure 4 The Sales distribution channel 18

Figure 5 Sales order value 20

Figure 6 DTR Sales in 2015

Table 1 ABB business and product 10

Table 2 Intern Objectives and Methods 24

Table 3 Schedule of Internship 26

SUMMARY

ABB Ltd in Vietnam is a truly global company with high professionalism and

reputation With more than 500 employees and operator in the head quarter,

Hanoi The facilities and utilities are first-class All employees regardless of

permanent, temporary or intern have the right access to excellent facilities

ABBers are provided a free lunch with adequate nutrition and transportation from/

to the company ABB all processes for both bidding contract are in well manage

and control to avoid corruption and bureaucracy In addition, Codes of conduct are

always focused to raise the awareness of all employees All new ABBers are

obligated to join the Integrity training and must pass the test of Codes of Conduct

and OHS safety All expenses must be checked and pass through a control

process

ABB employees treat each other with highest respect and people support each

other They are willing to teach and coach the newbie or intern Every year, each

employee has chance to join a lot of training course and business trip abroad for

development

ABB Ltd has a multicultural environment You will meet and work with many

director, manger and supervisor, technician belong to the ABB Group around the

World

CHAPTER 1: ABB LTD OVERVIEW

1.1 ABB Group overview

ABB in Vietnam is part of ABB Group (www.abb.com), a leading global technology

company in power and automation that enables utility, industry, and transport and

infrastructure customers to improve their performance while lowering environmental

impact The ABB Group of companies operates in roughly 100 countries and employs

about 135,000 people

Established in Vietnam in 1993, ABB recently has around 900 employees working in

three regions across the country to ensure the nationwide presence of the ABB brand

The Head Office and Transformer Factories are located in Hanoi, High Voltage and

Medium Voltage Power Product factories are in Bac Ninh, other branch offices are in

Da Nang and Ho Chi Minh City

As Group structure, ABB is organized in four divisions: Electrification Products,

Discrete Automation and Motion, Process Automation and Power Grids in order to

serve each group of customers in a most efficient way Supporting to five business

divisions, we provide full range of lifecycle services from spare parts and equipment

repair, training, migration to remote monitoring and technical support

In each market and industry, we offer our customers a dedicated and competent team of

sales, professional services and engineering expertise in support of the Group’s

extensive ranges of systems and products

Our power and distribution transformers factories are among the ABB focused

factories worldwide We manufacture a wide range of transformers with capacity to 63

MVA and voltage to 172 kV Being the market leader both in technology and quality,

we are the largest transformers manufacturer by far in Vietnam We are also expanding

well in the export markets Our transformers are now exported to all over Asia Pacific

region, serving clients from Australia and New Zealand in the south to Japan and

Korea in the north

Through the years, ABB in Vietnam has established itself as a reliable and competent

technology partner to government, private and domestic sectors and become one of the

most prestigious names in power and automation technology in Vietnam

We are committed to helping our customers to use power effectively and increase

productivity in order to create a better world We are committed to a long term

development in Vietnam, to grow along with the development of power industry and

industries of Vietnam [ CITATION ABB15 \l 1033 ]

1.2 ABB Vietnam profile/contact

Head office / Transformer factory

Km 9, National Road 1A,

Hoang Liet Ward, Hoang Mai District, Hanoi, Vietnam

Tel: +84 4 3861 1010

Fax: +84 4 3861 1009

1.3 ABB Vietnam history

1993 Opened main office in Hanoi

1994 Opened regional office in Ho Chi Minh City

Established ABB Joint Venture for manufacturing of distribution transformers

1996 Opened regional office in Da Nang city

1997 Extended ABB JV license to include power transformers

2002 Converted JV into 100% of ABB capital, named ABB Ltd

2005 Started strategic drive for export from Hanoi plant

2006 Transition to local business for Discrete Automation & Motion, Low Voltage

Products

2011 Opened Engineering Center to provide a high quality engineering package to

customers and develop local competence [ CITATION ABB151 \l 1033 ]

1.4 ABB mission/vision/values

1.4.1 ABB's mission

 Improve performance: ABB helps customers improve their operating

performance, grid reliability and productivity whilst saving energy and lowering

environmental impact

 Drive innovation: Innovation and quality are key characteristics of our product,

systems and service offering

 Attract talent: ABB is committed to attracting and retaining dedicated and

skilled people and offering employees an attractive, global work environment

 Act responsibly: Sustainability, lowering environmental impact and business

ethics are at the core of our arket offering and our own operations

1.4.2 ABB's vision

As one of the world’s leading engineering companies, we help our customers to use

electrical power efficiently, to increase industrial productivity and to lower

environmental impact in a sustainable way Power and productivity for a better

world

1.4.3 Values

Safety and Integrity

This value pair is the bedrock of our organization We do not accept business, if it

means putting people at risk or engaging in unethical practices At ABB, we take care

of ourselves and we look out for our colleagues – Don’t look the other way We draw

attention to behavior and actions that might compromise someone’s health or

wellbeing, or that might jeopardize their career or the reputation of the company

Customer Focus and Quality

In today’s competitive environment, these are a must to prosper as a company.

The customer has to be at the center of all our activities – and when we reach him we

need to deliver with utmost quality in everything we do Knowing our customers better,

being perceived as having a clear focus on them and providing high-quality offerings

and services will make us the partner of choice

Innovation and Speed

Innovation is at the core of our value proposition and will continue to be critical in

strengthening and enhancing our competitive position – in daily business, and as we

expand our offering towards engineering/consulting, software and value-added

services Speed is essential in everything we do – being fast at high quality without

haste is the art that we are committed to master

Ownership and Performance

Strengthening clear lines of responsibility and accountability across our organization is

a key part of our next level strategy Focused, well-articulated responsibilities for our

business lines, regions/countries and functions is paramount to drive performance to

the next level Our new organization reflects these principles and is built around them

Institutional and individual performance are key to continue to succeed – and survive –

in a demanding world Performance is what is expected from all of us every day – not

only continuing what we are doing, but also taking a step forward – a piece of Next

Level every day

Collaboration and Trust

ABB’s future, its enhanced competitive strength, must be built around better,

more natural collaboration aimed at providing superior customer value The new

organization, with undiluted business line responsibilities and empowerment closer to

the customer, enables the business, regional/country and functional leaders to

collaborate more and easily

1.5 ABB Ltd Organization Structure

Figure 1 ABB Organization Structure

[ CITATION Adm14 \l 1033 ]

1.6 ABB Vietnam business and products

Table 1 ABB business and product

Electrificatio

n Products

Products and solutionssuitable for multipleelectrical applicationsfrom residential homeautomation to industrialbuildings, including low-voltage circuit breakers,switches, control

accessories, enclosuresand cable systemsdesigned to ensure safetyand reliability

Distributors,installers, panelbuilders, OEMs,system integrators,contractors,

architects and endusers

ABB ships over 1million products

to customersworldwide everyday

Discrete

Automation

and Motion

Motors, generators,drives, mechanical powertransmission, robotics,wind converters, solarinverters, voltageregulators, rectifiers,UPS systems, excitationsystems, tractionconverters, fast DCchargers

Manufacturers,OEMs in a variety

of industries andutilities, processindustry end usersand transportationand infrastructureoperators

ABB is theworld’s largest

industrial electricmotors and drives

Process

Automation

Products, systems andservices designed tooptimize the productivity

of industrial processes

Process industriessuch as oil andgas,

petrochemicals,

ABB delivered theworld’s firstpower-from-shoresolution for an

measurement products,life cycle services,outsourced maintenanceand industry specificproducts (eg, electricpropulsion for ships,

turbochargers and pulptesting equipment)

mining, metalsproduction,

marine, pulp andpaper, and cement

offshore rig

Power Grids Power Grids offers

power and automationproducts, systems andservice solutions across

distribution value chain

Its offering includestransformers, high-voltage products, powertransmission systems,and grid integration andautomation solutions – toenable a stronger,smarter and greener grid

Power generation,transmission,distribution andother utilities;

industries acrossthe spectrum,transportation andinfrastructurecustomers, andcommercial

enterprises

ABB pioneeredHVDC technologymore than 60years ago and isuniquely

positioned in theindustry with in-house

manufacturingcapability for all

components ABB

is the world’slargest supplier oftransformers

[ CITATION ABB152 \l 1033 ]

CHAPTER 2: ABB LTD BUSINESS INTRODUCTION

2.1 ABB Ltd values chain.

Figure 2 ABB business and product

ABB Ltd Value chain assessment: Follow the same value chain globally to deliver our

value and offer solutions to our customers

 Implement best in class processes in the value chain;

 Improve business efficiency, results, customer and employees satisfaction;

 Share best practice between the factories

Sales person takes responsible for Enquiry from their allocated market

In case of non-allocated market, Sales person should forward the request to the

correct allocated factory or ask for PG or Territory Sales Manager approval if there

are valid reasons to quote for the project by ABB Vietnam

Mixed DTR/SPT requirement will be handled by the sale person of the PG that has

majority portion In case the offered volume of the minority PG exceeds below level,

the sales person of the majority PG will act as the single contact point for the project

with support from sales person of the minority PG

- DTR: above 500k USD

- SPT: above 1,000k USD

In case of over workload, Sales Manager will assign inquiry to suitable Sales person

Upon receiving enquiry, sales person will review the enquiry and ABB available

resource, the review will take to following into consideration:

Sales person to propose to Sales Manager for approval for decision of no quote

In case Sensitive Countries: get approval as per Sensitive Countries Protocol

2 Register the enquiry in Sales Database

Sales person to register/update enquiry all required data into sales database

3 Prepare Proposal

The approval from Factory Sales and Marketing Managers should be granted when

making decision to produce SPT with rating higher than 12MVA in DTR factory

Have SPT Top Gun team involved in technical preparation if advised by Sales &

Engineering Managers

Have proposal’s terms & condition reviewed and commented by relevant functions,

if required

Have others costs and information such as transportation, services, spare parts

reviewed by relevant functions

If our proposal deviates from customer’s enquiry, a deviation list is prepared and

attached to the proposal Clarify all items in the deviation list with Customer and if

possible propose an alternative solution

Complete both technical and commercial documents and compile into completed

proposal

Delivery Schedule: review with Planning and Operation in case FCA delivery is less

than 4.5 months for SPT and 3 months for DTR

4 Perform Risk Review

Risk Review trigger points:

- Total offer value of all products offered by VNABB PPTR equal to or higher

than 2M USD

- Net Margin below 0%

- Technical Complexity exceed 100%

- Legal trigger points are as per PPTR BU Risk Review Instruction

5 Submit the Proposal

Complete and Submit proposal to customer on time

Save proposal in database.

6 Follow up & Negotiation

Follow-up status of project

During negotiation and revision process, Sales person does not need to get FCM

re-approved in case:

 Revised total offer value is within 20% tolerance from approved FCM

OR only change in offered quantity

 Revised Net Margin is not lower more than 1% from approved FCM

 New offer value and NM do not trigger higher approval level

 Payment method and security are unchanged

Sales person is fully responsible for the accuracy of the above calculation

Submit the revised proposal to customer, if any

7 PO/Contract Amendment Negotiation

Check all terms & conditions of PO/Contract

Negotiate with customer so that the terms & conditions match with the proposal

offered

Have revised PO/Contract prepared and approved if any

Submit the revised PO/Contract to customer, if any

Prepare final FCM which is in line with final PO/contract

8 PO/Contract Review/Approval

After checking, sales person to submit PO/Contract for final review and approval by

relevant functions

9 Perform Order Hand Over

Perform Order Handover according to instruction

10 Lost Tender analysis