VNA dang day manh ban khaeh thupng quyen 6 (ban mang) la phUPng thQc ban hipn dai, dupc nhieu hang hang khdng truyen thd'ng dang thQe hien (khach thUdng quyen 6 tQc la van chuyen ha[r]
(1)'±t NGHIEN cdu-TRAO Ddl
A
E
I
ciia Vietnam Airlines giai loan iiien
NGUYEN TH| LIEN HUONG
TQ nam 2000 den tang trudng binh quan nam cua Vietnam Airiines (VNA) ve iupng van chuyen hanh khach la 17% (trQ nam 2003 djch SARS) nen lupng khach tang 10%); Khaeh ndi dja tang 14,5% (nam 2007) no'lQc kich cau lupng khach ndi dja tang 26,1%) Lupng hang hoa van ehuyen 18 - 20% TU nam 2001 - 2007 doanh thu tang 18 - 20%/nam, Ipi nhuan trudc thue tang
10%/nam
Oe dat dupe nhQng qua tren, VNAcd nhieu ndlue edng tac gin giQ khach hang VNA dmh hudng ehien lupc kinh doanh eua minh la "Kinh
doanh co hieu qua, dam bao phat trien ben vdng' Vdi muc tieu dam bao phat
then ben vOng, VNA dUa cae ehinh saeh gin giQ khach hang dua tren phan tich dae diem nhu cau cua cac nhdm khach hang khac VNA hien phan loai khach hang trpng diem theo cac tieu thQc sau:
Theo so iuang khach doan:
thdng thudng doan khach tQ mudi ngudi trd len dupc gpi la khach doan, cdn lai dupe gpi la khach le
Theo hang dich vu: VNA hien
phuc vu hai hang djch vu la hang thUPng gia (Business Class) va hang phd thdng (Economy Class)
Theo hanh trinh cua khach: khach
thuong quyen, khach thUPng quyen 5,6 Khach thUPng quyen la khaeh xua't phat tQ Viet Nam di mdt nude thQ hai hoac khaeh tQ nude ngoai vao Viet Nam, cd the cd sU tham gia eua cac hang khac Khach thuong quyen la khach di lai giQa hai diem nudc ngoai ma VN cd khai thac chuyen bay thang
8 I THUONGMAI S69/2009
• • • " • * • % (
true tiep Khaeh thupng quyen la khaeh di lai giua hai diem nudc ngoai cd Transit tai Viet Nam tren eae chuyen bay ciia VNA
Theo thj trudng VNA xae dinh thi
trudng trpng diem cua minh la nhQng thj trudng lupng khach hang di lai nhieu, mang lai hieu qua san xuat kinh doanh eho hang Nhung thj trudng dupc VNA xac dmh la thj taJdng trpng diem dupc dau tu, phat ddng ban nhieu la: Viet Nam, Nhat Ban, Han Qudc, Oai Loan, Phap, OQc, Nga, Ue
Theo muc dich chuyen di: khach
di thep mtjc dfch cdng vtj; khach du hdi nghi hdi thap, khach di thep mue dfch nghi ngPi (du hch); khaeh tham than (Viet Kieu); khach lao ddng; khach di hpc
Do mdi nhdm khach hang cd nhu cau khae nhau, mQc dp thda man cua hp cQng khac nhau, VNA da va dang nghien cQu nhu cau di lai cua tQng nhdm khaeh, thdi gian luu tru, mua di lai, mUc gia cd the chap nhan, yeu cau ve dat chd" sdm hay sat cd nhu cau thay ddi hanh trinh hay khdng VNA cung phan tich cac yeu td lien quan khac nhu lupng khach san cd dap
Qng du khdng, eac diem du hch tai diem den nhu the nao , de tQ dd VNA dua chfnh sach phu hop ddi vdi tiing tap khach hang de thda man toi da nhu cau eua hp nham gin giQ khach hang truyen thdng va phat trien them nhOng nhdm khach hang mdi
Nhdm khaeh hang truyen thong cua VNA hien la khach du lich va khach tham than Day la nhOng doi tupng dem lai dpanh thu chinh cho VNA tren nhieu thj trudng Tuy nhien day la ddi tUpng de'bj anh hudng bdi nhieu yeu td nhu tfnh mua vu, cac si/ kien dot bien VNA can tri khai thac ddi tupng khach vl hp la nguon khach chinh tren nhieu thj trudng NhOng doi tUdng thudng co nhu cau gia thap, hp chap nhan dat cho tii xa
(2)NGHIEN cuu-TRAO Odl ngoai, vdi nhieu chinh sach uu dai ve
gia, bp sung djch vii, quyen Ipi khac de thu hut khach Mpt hinh thQc CA la khach SLI dung tien tQ Ngan sach nha nudc (khach NSNN) VNA can cd nhQng chinh sach phu hpp, khuyen khich cac cP quan dPn vj su dung NSNN bay tren VNA NhQng ddi tupng thudng yeu cau cao ve nhu cau dat giu chd"tdt, dam bao cd chd" tren cae chuyen bay dung di lam viec vdi ddi tac d nudc ngoai Thoa man nhu cau di lai cua ddi tupng khach se giup chp khach lam viec td't va khach se lua chpn VNA
Nhdm khach hang hdi nghj, hdi thao la tap khach hang thudng di lai nhQng nhdm Idn Khach hdi nghj, hpi thap cd nhu cau di lai dung dti dmh de tham du hdi nghj, hdi thao
Nhdm khach hang lao ddng, thuyen vien cung rat can quan tam Hien Viet Nam la qudc gia cung cap nhan cdng eho nhieu nudc tren the gidi Nhu cau van chuyen nhan cdng lao ddng nude ngoai la khdng the thieu NhQng ddi tupng khach thudng yeu eau gia re, di lai theo doan, di mdt chieu, dupc dam bao xac nhan chd'tQ xa de cac dai sQ quan xem xet cap visa, lay ve sat
Nhdm khach hang sinh vien Do nhu cau hpc tap cang cao, nhu cau du hpc nudc ngoai cang nhieu, nhieu gia dinh cd dieu kien cho em di du hpc nude ngoai hoac mdt so sinh vien hpc gidi thi do" hpc bd'ng cua nudc ngoai Do vay nhu cau du hpe la rat Idn Doi tupng thudng cd nhu cau ve cudc van chuyen nhieu, gia ve re
VNA dang day manh ban khaeh thupng quyen (ban mang) la phUPng thQc ban hipn dai, dupc nhieu hang hang khdng truyen thd'ng dang thQe hien (khach thUdng quyen tQc la van chuyen hanh khach di lai giQa hai diem qudc te cd trung chuyen (transit) tai Viet Nam tren cac chuye'n bay eua VNA) Thdng thudng hang hang khdng hay van chuyen khach thUdng quyen
a Bg Cong Thtftfng ban ve cac giii pliap thUc day XK cua nginh
D$t May Vi$t Nam
Ngay 17/3, Thii tmdng thudng true Bo Cong Thumg Bui Xuan Khu M chd tri buoi ldm viec vdi Hiep hoi Det May Viet Nam bcin cdc gidi phdp cua Chinh phu khuyen khich viec day mqnh XK cho ngdnh cong nghiep ndi chung vd ngdnh Det May noi rieng ddm bdo phii hqp vdi cam ket cua Viet Nam vdi qudc te
Tham du buoi ldm viec cd dqi dien Vu Cong nghiep nhe, XNK, Thi trudng nudc, Chinh sdch thucmg mqi Eki bien, Thi trUcmg chdu A - Thdi Binh Dutmg, Thi trudng chau Au, Phdp che, Cvic Qudn ly canh tranh vd Cue Xiic tien thucmg mqi
Dqi dien cdc Vu, Cue dd dua nhieu bien phdp de khdc phuc tinh trqng khd khdn cUa ngdnh Det May Viet Nam hien vd bdn ve bien phdp thdc ddy sdn xudt vd day mqnh XK thi trudng nudc ngodi
n Thanh l§p Ban dieu hanh XK ca tra sang Nga
Bq trudng Bo Ndng nghiep vd Phdt trien nong thdn vita ky quyet dinh thdnh lap Ban dieu hdnh XK cd tra sang thi trudng Nga
Ddy Id td chiilc dqi dien cho cong dong DN che bien, XK cd tra Viet Nam de thdng nhdt vdi phia ddi tdc Nga ve sdn luqng, chdt luqng, gid cd cua sdn phdm cd tra, ba sa phi le ddng lanh XK sang thi trudng Nga Ban dieu hdnh se chd tri thdo ludn vdi cdc DN duqc phep XK cd tra sang Nga de phdn bo hqn ngach XK cho tiing DN trinh Bq NN& PTNT de quyet dinh, thdng nhdt giita cdc DNXK cdc tra, ba sa sang Nga miirc chdt luqng sdn phdm phi le ddng lanh, mdc gid de cd hieu qud cho ngUdi nuoi vd DN che Men, XK •
la khach di thang tren chuyen bay Tuy nhien, de da dang hoa san pham hang hang khdng to chQc ban mang Vf du dudng bay HaNpi-Sydney (Uc) cdn rd'ng chd' sd khach bay thang tU Ha Ndi de'n Sydney (khach thudng quyen) chi chiem mdt nQa chuyen bay Khi dd dudng bay Moscow di Ha Npi vang khaeh thUPng quyen (khach bay thang Moscow Ha Ndi), VNA se bd' sung san pham cho thj trudng Nga ban san pham tQ Moscow di qua Viet Nam tdi Uc vdi gia hpp ly, ndi chuyen qua Viet Nam thuan tien Nhu vay VNA ed them san pham di Uc tQ thj tnJdng Nga, phuc vu them dupc nhdm khach hang mdi tQ Moscow di Uc
Ben eanh ban mang, VNA phat ddng khach di qua cae Gateway (eua ngd) nhu khaeh tQ Anh, Ai Len di Viet Nam qua Hdng Kdng, Bang Kok, Sin-gapore Chang tQ Anh sang Hdng Kdng cac hang hang khong khac khai thac Oai ly cd the ket hpp gia eua
cac hang hang khdng khac bay chang tQ Anh den Heng Kong vdi gia Gate-way ciia VNA tQ Hdng Kong ve Viet Nam Nhu vay khaeh hang se dupc hudng gia tdt, hanh tnnh tUdng doi thuan tien
NhQng nhdm khach hang ke tren la nhQng khaeh hang trpng diem cua VNA VNA ludn ed gang thoa man nhu cau cua cac nhdm khach hang ke tren de tri thi phan, dam bao sU phat then ben vQng cho hang Tuy nhien de ed the phuc vu dupe mpi ddi tUdng khach hang, VNA dang chu dpng phuc vu them nhung tap khach hang khac, thda man nhu cau ciia hp nhu ban hanh them cae bang gia chuyen biet danh cho nhung tap hanh khach khae nhu khach di dmh eu d nudc ngoai (IGM), khaeh than nhan eiia eac dai su quan, khach me va gai, khach ngudi gia, khaeh ndng dan
(Con nua)