Y+3 aae group 2013 2015 duy

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  • 1. Best Quality Best Safety Fast Execution Company Growth1/32
  • 2. Best Quality Best Safety Fast Execution Company Growth2/321. Core Business / MarketArea2. 2012 Background Analysis3. SWOT Analysis4. Market Trend5. Mission6. Strategy Setting7. Big Y Target8. 2013 Target Setting9. OrganizationCONTENT
  • 3. Best Quality Best Safety Fast Execution Company Growth3/321. Core Business / Market AreaOffshore, Marine & IndustrialHVAC & Architecture Solution- Engineering/Procurement- Construction/Commissioning- Upgrade & Renovation- Service & Maintenance ContractSupply HVAC Equipment- Damper/ Fire Damper- Air Terminal/ Louver/ VAV Diffuser- Brand : RUSKIN, TITUS
  • 4. Best Quality Best Safety Fast Execution Company Growth4/322. 2012 Background Analysis (Cost Analysis 2012)2,909,7781,900,9201,008,858-500,0001,000,0001,500,0002,000,0002,500,0003,000,0003,500,000AAE Quoted Price(USD)Vector Quoted Price(USD)BidingMargin(USD)Sales Cost Analysis 2012Proposal : 11Awarded : 0Lose : 3Bidding : 8Remark: This data based on Sales Department
  • 5. Best Quality Best Safety Fast Execution Company Growth5/322. 2012 Background Analysis (Cost Analysis 2012)Remark: This data based on Sales Department2,909,7781,900,9201,008,85898,084 70,010 28,074-500,0001,000,0001,500,0002,000,0002,500,0003,000,0003,500,000AAE Quoted Price(USD)Lose Cost Price (USD)AAE QuotedPrice (USD)Vector QuotedPrice (USD)Bidding Margin(USD)
  • 6. Best Quality Best Safety Fast Execution Company Growth6/323. SWOT AnalysisStrength- UL certify- Well know product- Advance technology. For example VAV thermaldiffuser- Good relative and follow up customerOpportunities- Many projects are applying LEED certificate. Thatis GREEN BUILDING trend- Investment of big retail group at Vietnam such asTokyu group, Aeon group, etc. So they will buildcomplex trade center- Investment of big retail group at Vietnam such asTokyu group, Aeon group, etc. So they will buildcomplex trade center- .Weakness- Knowledge about product is limit- Too many catalogues and many contents so thatdo not how to focus main point- When receiving spec from customer, do not knowspec is full or not- Not enough time to read all spec from customerThreats- Sharp of competition from competitors- How to change customer’s mind- Too many competitors from oversea and local suchas Asli (Malysia), Richkard (SouthAfrica), Acutherm, Reetech (Vietnam), Cat Van Loi(Vietnam), Huy Phat (Viet nam), Quoc Long(Vietnam), Kỷ Nguyên (Vietnam), Thái Đức Lâm(Vietnam)
  • 7. Best Quality Best Safety Fast Execution Company Growth7/324. Market Trend – Customer ListRemark:No. Customer Project name Scope RevisionEstimatedVND USD1 REE Vietcombank OB 923.013.000 43.9532 REE Vietcombank OB 10.119.060.000 481.8603 HBE Crystal in Dist 7 CTC 3.595.641.000 171.2214 REE Vietcombank OB 11.042.073.000 525.8135 COTECCONVIVO (Saigon South Commercial Complex Department Retail MallPhase 1)CTC 8.763.258.000 417.2986 SHINRYOVIVO (Saigon South Commercial Complex Department Retail MallPhase 1)CTC 1.033.893.000 49.2337 REEVIVO (Saigon South Commercial Complex Department Retail MallPhase 1)CTC 6.905.178.000 328.8188 REE AEON MALL CITY at Hanoi CTC 7.772.898.000 370.1389 REE AEON MALL CITY at Hanoi CTC 5.893.671.000 280.65110 HBE CELADON SPORT CENTER CTC 1.434.363.000 68.30311 REE HANOI AIRPORT TERMINAL 1 OT 1.562.526.000 74.40612 COMIN ASIA ARISTON FACTORY BAC NINH F 157.857.000 7.51713 LANGDONG SEAH ROYAL CITY CTC 1.797.873.000 85.61314 SHINRYO SAIGON CENTER PHASE 2 CTC 6.421.779.000 305.79915 NA Tokyu Binh Duong Garden City OB 6.000.000.000 285.71416 NA Sunbay Can Gio CTC 5.400.000.000 257.14317 NA Viettel Ho Chi Minh headquarter and business center OB 4.800.000.000 228.57118 NA Majectic Expansion Project H 6.000.000.000 285.71419 NA The One project OB 4.500.006.000 214.286Total 94.123.089.000,0 4.482.051,9OB: OfficeBuildingCTC: Complex Trade CenterF: FactoryH: Five Star Hotel
  • 8. Best Quality Best Safety Fast Execution Company Growth8/324. Market Trend – Customer ListProject ScheduleOB: OfficeBuildingCTC: Complex Trade CenterF: FactoryH: Five Star Hotel
  • 9. Best Quality Best Safety Fast Execution Company Growth9/324. Market TrendActual 2012 2013 2014 2015OT 74,406.0 74,406.0 85,566.9 95,834.9OB 1,051,626.0 1,780,197.7 2,047,227.4 2,292,894.7H 0.0 285,714.3 328,571.4 368,000.0F 7,517.0 7,517.0 8,644.5 9,681.9CTC 2,077,074.0 2,334,216.9 2,684,349.4 3,006,471.3Project 0 2013 2014 2015TOTAL 3,210,623.0 4,482,051.9 5,154,359.6 5,772,882.8TOTAL, 3,210,623.0TOTAL, 4,482,051.9TOTAL, 5,154,359.6TOTAL, 5,772,882.801000000200000030000004000000500000060000007000000BiddingAmount(USD)Bidding Cost Analysis 2012-2015 (USD)
  • 10. Best Quality Best Safety Fast Execution Company Growth10/324. Market Trend – Customer IdentificationOwner
  • 11. Best Quality Best Safety Fast Execution Company Growth11/324. Market Trend – Customer IdentificationDesign & Consultant
  • 12. Best Quality Best Safety Fast Execution Company Growth12/324. Market Trend – Customer IdentificationM&E
  • 13. Best Quality Best Safety Fast Execution Company Growth13/324. Market Trend – Customer IdentificationCONTRACTOR
  • 14. Best Quality Best Safety Fast Execution Company Growth14/324. Customer’s Map– Location
  • 15. Best Quality Best Safety Fast Execution Company Growth15/324. Customer’s Map– Location
  • 16. Best Quality Best Safety Fast Execution Company Growth16/326. Strategy SettingFocus on TechnicalAttend Architecture AssociationGetting information from Bidding NewspaperBuying information from BCI website (constructionwebsite)Quick ReponsesHigh CapabilityPrice CompetitionGood QualityGood ManagementBiz Strategy
  • 17. Best Quality Best Safety Fast Execution Company Growth17/327. Big Y TargetSales InnovationNew Customer Attract Strategy1. Exceeding the target of week (vượt chỉ tiêu hạn mức đềra mỗi tuần)-Sending at least 50 mails of sales letters-Calling at least 50 phone calls to introducingabout product-Visiting at least 20 customersSales Solution634,617.00253,846.80 268,434.94 300,647.130.000.00164,285.71184,000.00728,571.71291,428.69511,806.84573,223.661,363,188.71545,275.49991,633.221,110,629.210.00200,000.00400,000.00600,000.00800,000.001,000,000.001,200,000.001,400,000.001,600,000.002013 Percentageof 20132014 2015Estimated Sales Target (USD)CTC F H OB OT Sale Target2. Increasing the perception of customer about product(gia tăng sự nhận thức của khách hàng về sản phẩm)-Attending association of architecture-Joining exhibition and seminar where customer ispresent-Attending events such as Vietbuild, HVACforum, HVAC exhibition--Buying information from BCI website-Attending all events is organized by VCCI(Vietnam Chamber of Commerce and Industrial3. Collect introduction of new customer (thu thập lời giớithiệu từ các khách hàng mới)
  • 18. Best Quality Best Safety Fast Execution Company Growth18/327. Big Y TargetSales InnovationStrategy and Method for existing customer1.Frequency keep in touch (Giữ liên lạc thường xuyên)-Try to contact to customer and transfer hot news-Transfer information to customer by sendingmonthly newsletter such as update newtechnology, new trend etc..-Invite customer to attending seminar or workshop- Invite at least 3 customers including newcustomer go out and have lunch . Because newcustomer will listen and learn experience from oldcustomerSales Solution634,617.00253,846.80 268,434.94 300,647.130.000.00164,285.71184,000.00728,571.71291,428.69511,806.84573,223.661,363,188.71545,275.49991,633.221,110,629.210.00200,000.00400,000.00600,000.00800,000.001,000,000.001,200,000.001,400,000.001,600,000.002013 Percentageof 20132014 2015Estimated Sales Target (USD)CTC F H OB OT Sale Target2. Collect information from existing customer-What are they willing?-What are they complain ?
  • 19. Best Quality Best Safety Fast Execution Company Growth19/327. 2013 Target SettingMain Target• Project Plan : 5 Projects-CTC: 2- OB: 3Sub Target• Organization Improvement More People in Team- Sale Engineer: 1 + Skilled Up- Sale Support: 1•Improvement Calculation Program Skill Up Quotation Improvement Good support from Vector ThaiAll databeforeVAT8.39%Market ShareOB: Office BuildingCTC: Complex Trade CenterF: FactoryH: Five StarHotelBiddingCostTarget2013Percentageof Target2013ProfitTargetOT 74,406.0 0.00 0.00 0.00OB 1,780,197. 728,571.71 291,428.69 99,428.57H 285,714.3 0.00 0.00 0.00F 7,517.0 0.00 0.00 0.00CTC 2,334,216. 634,617.00 253,846.80 57,170.80TOTAL 4,482,051. 1,363,188. 545,275.49 156,599.37TOTAL, 4,482,051.9TOTAL, 1,363,188.71TOTAL, 545,275.49 TOTAL, 156,599.370.0500,000.01,000,000.01,500,000.02,000,000.02,500,000.03,000,000.03,500,000.04,000,000.04,500,000.05,000,000.0AmountSales(USD)Main Target in 2013