l Tl tH0H." CAC 1Y BA C DAH XUA1 1 MA1 HAAC QUA 1 1H 1RUAC ,LP PHUOAC AA KIAH DOAAH M PHAC"A! !Hu0t6 t KltH 00AtHPhuong n KD: la k hoach hoat dng cua don vinhm dat dn nhung muc tiu xac dinh trong KD. Xv dung PAKD gm cc buc: lanh gia va lua chon thi truong,thuong nhnLua chon mt hang,thoi co,diu kin, phuong thuc KD l ra muc tiu cu th: s luong mua ban, gia ca lanh gia hiu qua qua 1 s chi tiu l ra bin phap thuc hinCNG TY CO PHAN XUT NHAP KHAU TRE VIETTRE VIET Co.Ltd!Hu0t6 t KltH 00AtHXut khu mt hng Mv 1re Dan sang th trung DC1) GIOI THIEU CHUNG V CNG TY 2) THI TRUONG VA MI TRUONG KINH DOANH3) SAN PHAM4) HOACHlINH 5) KE HOACH TAI CHINH6) PHN TICHVADU TRU RUI ROTM TAT TONG QUT :Cng ty: hon15 nm san xut va xut khu cac mt hang tumy, tre, nua, la.Doanh thu hang nm hon 4 triu USDTm nhn: Phn du tro thanh cng ty xut khu my, tredan hang du Vit Nam.S mnh: Khng dinh thuong hiu Tre Vit trn thi truongth gioi.Phuong chm kinh doanh: Khng ngung cai tin sanphm, dap ung tt yu cu cua khach hang.Muc tiu: Phat trin bn vung bng chinh ni luc cuaminh. ln nm 2011 tro thanh DN xut khu my, tre hangdu Vit Nam.I. GII THIEU CHUNG VE CNG TY )Lua chon thi trung muc tiu TT luc co muc thu nhp binh qun du nguoi caova phat trin Thng qua thi truong nay chung ta co th tip cnthi truong cac nuoc EU, lng u - mt thi truongdy tim nng nhung con bo ngo CHLB luc co rt nhiu chuong trinh nhm h trosu phat trin khu vuc kinh t tu nhn cua nuoc ta~ 1im nng cua 11 Dc l rt to lnII.THI TRUNG V MI TRUNG KINH DOANH:1) M ta th trung Dc: CHLB Dc: nm o khu vuc Trung u, giap bin Banticva bin Bc, nm giua Ha Lan va Ba Lan.Ngn ngu chinh :Ting lucKhi hu o luc rt da dang1ng din tich la 357.021 kmvoi dn s khoang82.431.390. II.THI TRUNG V MI TRUNG KINH DOANH:Mi trung kinh t:Ty l lam phat TB: 1,6GDP/nguoi- ngang gia suc mua: 28.700$Ty l tng truong GDP thuc t: 1,7Hin nay, luc coi trong phat trin cac mi quan h voi Chu A -Thai Binh Duong, truoc ht voi Trung Quc, Nht Ban, An l, ASEAN.) 1ng quan v chinh sch thuong mi:Cac HlTM duoc diu chinh boi 3 dao lutLut quc gia (lut Ngoai Thuong) *. la co s PL cac GDTM vathanh toanLut cua Lin Hip QucLut cua EUII.THI TRUNG V MI TRUNG KINH DOANH:II.THI TRUNG V MI TRUNG KINH DOANH:a) Chinh sach thu va thu suat. Thu nhp khu (Tin hang Phi BH Cuoc phi) * Thu sutCIF Cac loai thu khac danh vao hang nhp khu: Thu gia tri gia tng (VAT) Thu chng ban pha gia Thu tiu thu dc bit Thu chng tro cpb) "uv dnh v bao goi. nhn mac .c) Tiu chun thuong mi.d) Thu tuc hai quan.II.THI TRUNG V MI TRUNG KINH DOANH:) 1p qun tiu dng:loi hoi rt cao v cht luong, co so thich va thoi quen su dung cac san phm co nhn hiu ni ting, mc du gia dt hon nhiuCn nhiu chung loai hang hoa voi s luong lon va vong doi ngn,voi cac diu kin v dich vu ban hang - sau ban hang tt Rt chu trong dn cac khia canh mi truong,dao duc va x hi lin quan dn san xut hang hoa.II.THI TRUNG V MI TRUNG KINH DOANH:) Xu hung th trung mv tre dan:theo vu cau v sc khe va thun loi cho ngui tiu dung.Quan tm dn hoa cht su dung trong cac san phmTuy thuc tinh nng san phm: qua tng, nha bp, trang tri ni tht.Mt s chng ch can co.SA 8000 , ISO 14001: 2000 , ISO 9001: 2000 , OHSAS 18001Thu quan va hn ngchSan phmNuc th baThu uu di (GSP) TCMN bng my tre la, liu gai va cac san phm khac bng vt liu thuc vt ho muop3.7 0II.THI TRUNG V MI TRUNG KINH DOANH:Xu hung pht trin san phmSu dung nhung san phm lam bng nguyn liu tu nhin nhu my tre la, liu gai , gm su ... Sn sang tra gia cao hon d co nhung san phm mang tinh dc trung ringPhn khuc thi truong tim nng: nguoi gia v huu s tng, di tuong sng dc thn,nhu cu mua sm cac mt hang qua tng, ki nim .010203040506070nam 2006 nam 2007 nam 2008 nam 2009 nam 2010tng gi triQu 1D thi biu din tnh hinh xut khu my tre dan cc nm gn dyII.THI TRUNG V MI TRUNG KINH DOANH:Xu hung v knh phn phi: Ct giam bot cac khu phn phi . mo rng chui phn phiRut ngn thoi gian d co th dap ung mt cach nhanh chong voi nhung thay di cua thi truongNha nhp khu lun yu cu dc quyn khi ho mua mt san phmII.THI TRUNG V MI TRUNG KINH DOANH:5)La chn phn don th trung:Phn doan bc trung gm nhung nguoi co thu nhp tuong di cao, thich nhung loai hang trang tri ni tht va qua tng co kiu dang va mau sc dc dao, nhung gia ca khng qua cao.ly chinh la phn doan ma cng ty mun huong dn. Vi: Ho co kha nng chi tra La b phn chim s dng trong co cu dn s cua luc Thi hiu tiu dung lai phu hop voi diu kin cng ty.II.THI TRUNG V MI TRUNG KINH DOANH:)Ahng vu cu cua th trung v san phm:Su dung hoa cht cadcium trong son: chi thi 91/338/EEClong goi, ghi nhn va dan nhn: qui dinh s 94/62/ECSu dung cac loai keo ep: Formadehyle 3,5 mg/m2h.Vn d su ly chng mi mot: mt s cht bi cm :luu huynh, Borax , oxit km.

II.THI TRUNG V MI TRUNG KINH DOANH:) 1hi dim thun loi d xut khu. u huong mua hang trang tri ni tht vao cac dip l mua heva cac san phm dung lam qua tng vao mua Giang Sinh va lPhuc Sinh. Mua he la mua thun loi cho vic vn chuyn hang va baoquan san phm.~ V vy cng ty chng ta nn xut khu vo khoang h(4.5.6.7) thi dim ny l thch hop nht.

&D %I A168001700017200174001760017800180001820018400186001 2 3 4 5 6 7 8 9 10 1112%a3'

$07 081

II.THI TRUNG V MI TRUNG KINH DOANH:7) Phn tich di tc :1p don Metro Metro AG la tp doan ban bun, ban le giu thi phn lon nht o luc, co mt mang luoi phn phi rng khp trn toan th gioi Cc b phn bn hng: Metro and Makro Cash and Carry , Real, Extra, Metro Cash&Carry, Geleria KauIhoI,Media Markt va Saturn Cung cp cac chung loai san phm da dang va toan din, tu cac san phm thuc phm dn phi thuc phm. No cng rt manh v cac mt hang gia dung voi gia ca canh tranhMetro Cash & Carry: d co 61 cua hang ban bun va hon 15.000 nhn vin tai luc. Hon 3.350.000 khach hang tin tuong lua chon va dichvu cua cac tp doan

II.THI TRUNG V MI TRUNG KINH DOANH:7) Phn tich di tc :1p don Metro Ra lnh ngay hm nay, giao vao ngay mai. Khng ch trong dn thuong hiu ma chi cn san phm do dat chun v yu cu v cht luong, mu m.Trong thi gian ti, s khai truong vn phong MGB chuyn trach v xut khu tai Vit Nam.~ Co hi hop tc l tung v thm nhp vo h thng siu th Metro trn ton cu

II.THI TRUNG V MI TRUNG KINH DOANH:

Loai Tu nhnDuoc thnh lp1964Tru so chnh DsseldorI, lucThnh Vin chu chtFrans W.H. Muller, Giam dc diu hanhCng nghip Ban bun, ban leSan phmHang tiu dung nhanhDoanh thut33.1 ty (2008)Nhn vin ~100.000 (2007)ME1RO trn ton th giiII.THI TRUNG V MI TRUNG KINH DOANH:

) Di thu cnh tranha) DN san xuat xuat khu mav tre dan ln trong nuc. trn cung th trung xuat khu cDN san xut xut khu may tre dan THANH BINH :Thi truong chinh la Chu u,M. Doanh thu hang nm hon 30 ti dng.Dim Manh DimYuTn dung duoc ngun nhn cng giare tai ch voi hon 20000 lao dng.Phat trin trong lang ngh truynthng.Tranh thu duoc su h tro v ngunvn va dt quy hoach cua dia phuong. Lao dng chu yu lam theo kinhnghim,tay ngh chua cao. lang kho khn v vn du tu morng san xut va dao tao lao dng. Cng ngh san xut chua duoc dutu nhiu. Nguyn liu tai ch chi dap ung20 nhu cu,ngun nguyn liu khngn dinh va gia cao. San phm chua duoc chu trongthit k va da dang san phm.II.THI TRUNG V MI TRUNG KINH DOANH:

DN xut nhp khu may treDON KET 1: Thi truong xut khu chinh la luc va Nht Ban, doanh thu hang nm tu 2,5- 3 triu USD.Dim Manh DimYuLa DN manh nht cua lang ngh may tredan ni ting Phu Vinh.DN co 3 co so san xut lon cung hon200cng nhn lanh ngh va hang trm laodng thoi vu.San phm d co thuong hiu trn nhiunuoc voi nhiu chung loai,da dang mu m.Cng ngh ki thut tin tin.Lun chu trong cng tac dao tao phat trinngun nhn luc.La 1 DN uy tin va duoc tin cy.Vungnguyn liu chua chu dng va ndinh.Cht luong san phm chua dng nht.II.THI TRUNG V MI TRUNG KINH DOANH:

b) Trung "uc la quc gia co t trng hang mav tre dan xuat khu ln nhat vi cac th trung cnh tranh vi cac DN JN Dim Manh DimYuNgun lao dng di dao voi gia re.lt rng voi nhiu vung nguyn liu lon. Mi truong KHCN phat trin manh,d apdung CN hin dai vao nhiu cng doan sanxut.Gia thanh canh tranh.San phm co knh phn phi rng vaxut hin trn nhiu nuoc.Co nhiu tp doan lon voi tim luc kinht di dao nhu: Hengyang Da Wei Bamboo Product Co.Ltd, Xiamen PEKE Co.Ltd.Cht luong san phm khng dng du, tn tai nhiu hang nhai hang gia.III. SAN PHAM:Tu cy tre gn gi cua nguoi Vit, cung voi di ban tay kheo leo va khiu thm m tinh t, cng ty san xut ra rt nhiu san phm th hin ve dep truyn thng, vn hoa cua Vit Nam dng thoi khng kem phn hin dai va huu dung.III. SAN PHAM:l co th thm nhp vao thi truong kho tinh nay, chung ti d dua tiu chi cht luong ln hang du voi su tun thu nghim ngc nhung tiu chun cht luong trong tung khu cua qua trinh san xut san phm.Hoan thin va tiu thu san phmSo ch nguyn liuNguoi san xut, khai thac nguyn liuXuong gia cng, san xut san phmNguoi thu gom nguyn liuDoanh nghip cua chung tiB phn thu gom Ban thanh phmIII. HOACH DINH:1) Phn tich tnh hnh DA:T nhng dim mnhnhng hn chDim manh Dim yu li ng CBCNV gioi chuyn mn va tmhuyt voi DN. Luc luong nhn vin thi truong marketing nng dng,sang tao. Lao dng giau kinh ngim do tn dung duocngun nhn luc tu lang ngh o dia phuong. Ngun nguyn liu n dinh va chu dng nhohop tac lin kt lu dai. li tac nuoc ngoai voi knh phn phi lon vauy tin. DN d xy dung duoc thuong hiu trn cacmt hang xut khu truoc.Tao nim tin va uytin voi di tac va nguoi tiu dung. Vi tri DN thun loi trong san xut kinh doanhva xut cang. Tn dung duoc ngun h tro tu dia phuong Han ch v vn du tu va mo rngsan xut. Cng ngh chua duoc du tu nhiu do han ch tai chinh va trinh d lao dngnn nng sut chua cao. Gia ca con cao,kho canh tranh voi sanphm cua Trung Quc,Thai Lan. Mu m san phm tuy d co phn dadang nhung cng chi la cai tin tunhung mu c,vn chua co nhung sanphm dt pha. III. HOACH DINH:Cung nhng co hi va thach thcNhng co hi Nhng thch thc Thi truong tiu thucon rng mo, xuhuong su dung san phm thn thin voimi truong; nguoi tiu dung tai cacnuoc nhp khu,tiu biu la luc co khanng chi tra cao. Co kha nng ap dung cac cng nghtin tin vao mt s khu cua qua trinhsan xut. Xut hin nhung xu huong san phmmoi (nha tre lp ghep, ban gh ep...) Co su h tro phat trin thng qua cacchinh sach cua Nha nuoc va diaphuong, dc bit la trong nm vua rid co 3 ln nng ty gia kich thich dangk cho vic xut khu cua Cng ty. Canh tranh lao dng voi cac lang nghkhac ma nht la cac khu cng nghip. Nguyn liu ngay cang khan him do tinh trang khai thac bua bi nn kha khokhn trong vn d chu dng ngunnguyn liu tt. Vi mang tinh cht danh l nn Cng tyvn chua lin kt duoc voi cac doanhnghip khac cung nganh nhm tao nnmt thuong hiu chung co ch dungtrn thi truong th gioi. Co so ha tng con yu kem. Canh tranh voi san phm cua mt snuoc co ngh my tre dan phat trin nhuTrung Quc, Thai Lan. Thiu nhn cngtay ngh cao Thiu vn.III. HOACH DINH:> Ciai php: T chuc cac lop hoc nng cao tay ngh, t chuc tuyn dung thm lao dng cht luongAp dung cng ngh moi theo phuong phap sinh hocXy dung vung nguyn liu tp trung.Lin kt cac doang nghip my tre dan trong nuoc tng ni lucXy dung di ng thit k chuyn nghip, sang taoGiu vung mi quan h lu dai voi cac di tac.III. HOACH DINH:) Ci ca . Phan anh quan h cung cau hang hoa do trn th trung Ap dung muc gia khac nhau cho 3 nhom san phm chinh:- San phm duoi dang nguyn liu- San phm thng dung- San phm cao cp.Xy dung gia trn co so nghin cuu:- Ngun hang cua tung cng ty- Gia ca thi truong- Nhu cu cua khach hang.III. HOACH DINH:) Ci ca v s luong xut d kinTinh theo gia FOB. cang A NNG (INCOTERMS 2000).TN MAT HNG S LUONG DON GI (EURO)DOANH THU (EURO)1)Lng my1605 8002)Binh phong200 34.8 69603)SoIa ban luc binh120 202 242404)Gh my dan200 29 58005)Lo hoa tre sonmai250 25 6250Tng Doanh Thu44050III. HOACH DINH:) Phuong thc thanh ton d kin: Phuong thc nh thu kem chng t tra ngav ( D/P ) vi.Tin cy noi uy tin cua di tac - Metro Cash&Carry Th hin thin chi mun hop tac lu dai voi mt di tac co tm c.Tu tin rng cht luong sanphm cua cng ty s lam hai long di tac. III. HOACH DINH:5) Phuong thc tip cn th trung, di tcTip cn th trung thong qua tip cn di tac. Quang cao san phm moi cho nhung di tac c (catlogues, thu chao hang.)Thng qua hi cho thuong mai gui mu m tung loai mt hang dn tham duCu nhn vin cng ty sang thi truong d hiu r hon thi truong hin taiva nm bt duoc thi truong trong tuong laiThng qua t chuc xuc tin thuong mai tai vit nam Su dung cac cng cudai chung III. HOACH DINH:D tinh chi phi : theo tinh hinh thc t TT va cong tv. co th trin khaiHi cho thuong mai quc t : thu 3.000.000d/gian.Cu nhn vin sang tim hiu thi truong luc trong 1 thang du kin:CHI PHINGOAI TE(EURO)VNDVe may bay ( khu hi ) 1100 28.325.000Khach san 1158 29.820.000li lai, n o 2460 71.842.500Chi phi khac 500 25.750.000TONG CONG6048 155.737.500III. HOACH DINH:) K hoch nhn s:Cau truc B phn san xuat Loai tho S luongLuong trungbnh (VND/ngy)ThuongTho dan chinh 20 tho 100 ngan Theo san phmTho che nan 10 tho 40-60 ngan Theo san luong vuot chi tiuBphnthugomnguyn liu5 nguoi 50-65 ngan ntB phn so chnguyn liu10 nguoi 50-60 ngan ntBphnthugomBan thanh phm5 nguoi 50-60ngan ntTho dan phu 30 nguoi 60 ngan Khng co ch dthuongIII. HOACH DINH:Phong k hochChc vu S luongLuong (trVNDdng/thng)ThuongTruong phong 1 3.5tr/thang Theo hiu qua va nng sut cng vic, su dt pha trong k hoach..Pho phong 1 2,6tr/thang Nhu trnCng tac vin 2 1,8-2tr/thang Nhu trnTng 4 ~10tr/thangIII. HOACH DINH:Phong kinh doanh va B phn tip th . tim kim th trungCHUC VU S LUONG LUONG THUONGTruong phong13.5tr/thangTheo nng sut va hiu qua cng vicPho phong12,5tr/thangNhu trnNhn vin PR22tr/thangNhu trnNhn vin tipthi21,8-2,2tr/thangNhu trnNhn vin thitruong21,8-2,2tr/thangNhu trnIV. KE HOACH TI CHINH:A. Phn tich ti chinh) Nguon vn du kinVn cng ty: 400.000.000(VND)Vn vay ngn hang :400.000.000(VND) (tra no trong vong 2 thang)2) Chi phi du kin.Chi phi nhn cng san xut: : 350.000.000 (VND)Chi phi NVL : 171.795.000 (VND)Chi phi san xut chung : 40.000.000(VND)Chi phi marketing : 160.000.000 (VND)Chi phi bc hang : 500.000 (VND)/container (Iull 3 container)Thu xut khu : 1.000.000(VND)/containerChi phi vn chuyn : 3.000.000(VND)Chi phi khac : 10.000.000(VND)III. KE HOACH TI CHINH:Doanh thu d kin:TN MAT HNGS LUONG (chic)DON GI (EUR)DOANH THU(EUR)1.Lng my 160 5 8002.Binh phong 200 34,8 69603.SoIa ban luc binh120 202 242404.Gh my dan 200 29 58005.Lo hoa tre son mai250 25 6250Tng doanh thu 44.050III. KE HOACH TI CHINH:B. So b dnh gi hiu qua ti chinh d n Thu TNDN: 25Li vay: 12/thangKhu hao:20.000.000/thangThoi gian : 2 thangTai thoi dim xut ty gia EUR/VND 25.750Chi s lam phat du kin trong nm : 8,5/nmKHOAN MUCVNDDoanh thu 1.134.287.000Chi phi hoat dng 739.295.000Khu hao 40.000.000EBIT 354.992.000Tra li tin vay 8.000.000Thu nhp truoc thu 346.992.000Thu TNDN 86.730.000Loi nhun sau thu 260.262.000 Loi nhun sau thu 23III. KE HOACH TI CHINH:C. Cc chi tiu dnh gi hiu qua cua du n:) Tv suat loi nhun .Doanh thuChi phi hoat dngVn du tu1001.134.287.000 739.295.000800.000.000100 49,4> Ty sut loi nhun49.4/ 2 24.7thng Ta thy:Ty sut loi nhun/vn/ thang: 24,7 ~ 8,5/12t : chi s lam phat du kinTy sut loi nhun/vn/thang:24,7 ~ 12/12t : li sut ngn hang100loi nhun rongvn du tuIII. KE HOACH TI CHINH:2) Loi nhun bin sau thu 260.262.0001.143.287.000 0,23Vy c 1 dng doanh thu th mang lai 0.23 dng loi nhun.)Tinh hiu qua cua hop dong xuat khu.747.295.00044.050 16.965Do Txk :16.965 25.750 :ty gia hi doai du tinh thoi dim xutPhuong n ny c tnh kha thi.V vy. doanh nghip nn thuc hin phuong n kinh doanh ny.TxkCP hang xut khu (tinh bng ni t)DT hang xut khu (tinh bng ngoai t)V. PHAN TICH V DU TRU RUI RO: vn: - Ngn hang cho vay chu yu bng tin chp , vay vn cn phai co phuong an kinh doanh kha thi, hop dng- Nhung d ky kt duoc nhung hop dng ngoai thuong thi khach hang lai yu cu cng ty phai co vn n d con ngui:Con yu kem v kin thuc ngoai thuong nn thuong bi yu th khi dam phan ky kt hop dng V. PHAN TICH V DU TRU RUI RO: Canh tranh: - O trong nuoc: canh tranh khng lanh manh dy gia mt hang xung thp.- O nuoc ngoai : thuong bi yu th v cht luong cng nhu mu m so voi cac nuoc nhu Thai Lan, Trung Quc,lai Loan ... th trung:Thi truong luc la mt thi truong kho tinh, yu cu khc khe v mu m cng nhu cht luong va cac tiu chun. n d v ngun nguvn liu:do tinh trang khai thac va xut khu nguyn liu th mt cach at, thiu quy hoach va quan ly nn ngun nguyn liu tu nhin dang dn can kit.1. Nguyn l Ngoc Anh11.Phung Thi Phuong Linh 1. Nguyn l Ngoc Anh 2. Trn Th Anh 3. L Thi Thuy Dim 4. Duong Tin Dng 5. Nguyn Thanh lat 6. Phan Thi Thanh Ha 7. Pham Thi Hng 8. Phan Cng Huynh 9. Ng Thi Thu Huong 10.Duong Thi M L 11.Phung Thi Phuong Linh12.Nguyn Huu Hoang Phuc 13.Nguyn Binh Son 14.Pham Trung Tm 15.Truong Thanh Thanh 16.Nguyn Thi Nht Thoag linh Truong18.linh Thanh Quc