Kh nng cnh tranh

ca doanh nghip bn l Vit Nam hu WTO:

VN QUN TR CHUI CUNG

NG V LOGISTICS
TS. Phm Th Minh L (*)

TNG QUAN V TH
TRNG BN L VIT NAM:

heo Tng cc thng k, doanh

thu ca th trng bn l Vit
Nam (VN) nm 2008 t 58
t la M, tng 31% so vi
nm 2007. Theo Cng ty Nghin cu
th trng RNCOS, doanh thu ca th
trng bn l VN c d bo s tng
khong 13,6% trong giai on t nm
2008 - 2012. Nm 2008, theo bng xp
hng ca Cng ty T vn chin lc
ton cu A.T. Kearney da trn ch s
pht trin bn l ton cu (GRDI - Global
Retail Development Index), VN tr
thnh th trng u t bn l hp dn
nht trong s 30 nc thuc nhm th
trng ang ni ln ca th gii.

thng. Ch ring ti H Ni v thnh ph

H Ch Minh (TPHCM) c khong
250 siu th vi tc tng trng 25%/
nm. Qua cho thy s c mt s
cnh tranh khc lit gia cc DN trong
th trng bn l y tim nng ny,
c bit i vi cc DN bn l VN. C
th, sau khi chnh thc tr thnh thnh
vin ca T chc Thng mi Th gii
(WTO), VN phi thc hin mt s cam
kt WTO trong hot ng phn phi
(bao gm bn l) nh: T 1/1/2008, cho
php lin doanh khng hn ch vn
gp t pha nc ngoi, t 1/1/2009,
cho php thnh lp DN bn l 100%
vn nc ngoi ti VN, t 1/1/2010,
cc DN c vn u t nc ngoi c
php cung cp dch v bn bun, bn
l tt c cc mt hng sn xut ti VN v
nhp khu hp php vo VN.
Hin nay, cc DN bn l nc ngoi
c nhng bc i nht nh
chun b v gia tng sc p trn th
trng nh: Metro Cash & Carry c

mc tiu u t mt chui gm 15 TT
thng mi tng hp ti TPHCM, cng
chnh thc tham gia vo th trng bn
l ca VN bng vic lin doanh vi i
tc trong nc m siu th Lotte Mart
Nam Si Gn, c tng vn u t 70
triu la M ti qun 7. Tp on Dairy
Farm (Hongkong) cng chnh thc khai
trng chui siu th Welcome ti
TPHCM trn c s mua li chui siu
th ca Citimart. Khng dng li ,
cc cng ty bn l ln nht th gii nh
Wal-mart (M), Carefour (Php), Tesco
(Anh) cng ang chun b u t vo
th trng VN.

HIN TRNG CHUI CUNG

NG V LOGISTIC CA CC
DOANH NGHIP BN L VN
Hot ng qun tr mua hng v
nh cung cp.

y l hot ng u vo ca bt k
Hin VN c khong 400 siu th, 60
trung tm (TT) thng mi,
nh bn l no v c nh
2.000 ca hng mua sm gia tng kh nng cnh tranh trc sc p t nhng i hng ln n cu trc chi
tin li v hn 900.000 ca th cnh tranh nc ngoi, mt trong nhng vn sng ph ca DN cng nh phn
hng khc. Trong vng
cn l phi pht trin mnh h thng bn l. Kinh nghim nh kh nng p ng sn
2 nm ti, cc chuyn
phm n tay ngi tiu
gia d bo s c khong cho thy mt s trng hp thnh cng in hnh ca cc dng (NTD). Hu ht cc
700 - 750 siu th, 150 TT cng ty bn l hng u trn th gii nh Wal-mart, Tesco, DN bn l VN u v
thng mi v hng chc Metro Cash & Carry, c s ng gp to ln ca hot ang xy dng c mi
ngn cc ca hng tin li. ng qun tr chui cung ng v logistics hiu qu. Trong lin h vi cc nh cung
Bc tranh th trng bn khun kh ca bi vit, tc gi thng qua hot ng bn l cp trong v ngoi nc
l ti VN rt sinh ng khi knh phn phi hin i phn tch v hot ng qun vi quan h n nh v lu
c nhiu DN bn l VN v
tr chui cung ng v logistics trong lnh vc bn l, hin di. Mt s DN bn l nh
nc ngoi tham gia. Cc
Saigon Co.opmart, Vissan,
DN VN truyn thng hot trng cc doanh nghip (DN) bn l Vit Nam (VN) theo Vinatex mart,cng thit
ng trong lnh vc ny cch nhn nhn v qun tr chui cung ng v logistics. T lp quan h i tc chin
gm Saigon Co.opmart, , tc gi a ra mt s kin ngh nhm gia tng hiu qu lc vi mt s nh cung
Satra, Citimart, Maximark, hot ng cng nh kh nng cnh tranh i vi cc DN cp to ra sn phm
Hapromart,
Fivimart, trong giai on cnh tranh khc lit sp ti.
ring ca mnh. Thng
Vinatex mart. Trong khi
thng l cc sn phm
, cc DN nc ngoi
thc phm kh, ng lnh
hin din ti VN gm Metro Cash
v ch bin sn, ti sng, sn phm
9 TT phn phi TPHCM, H Ni, Hi
& Carry (c), BigC (Php), Parkson
may mc hoc c kh nng tham gia
Phng, Cn Th, Nng v ng
(Malaysia), Zen Plaza (Nht Bn),
vo mt s hot ng h tr sn phm
Nai; Big C a vo hot ng 5 siu
Diamond Plaza, Lotte (Hn Quc).
nh ng gi, dn nhn, ch bin. Tuy
th; tp on Parkson cng c k hoch
T l hng ha bn qua h thng
nhin, i vi nhng sn phm nhp
trin khai h thng 10 TT thng mi
phn phi hin i (siu th, TT thng
khu t nc ngoi, quan h mua hng
(hin a vo hot ng 4 TT ti
mi) ang gia tng so vi t l hng ha
cng ch l mi quan h i l phn
H Ni, Hi Phng v TP.HCM). Cng
bn qua h thng phn phi truyn
phi nn ngun cung cp khng mang
ty Lotte Shopping (Hn Quc) vi

14

Khoa hc & ng dng

S 10 - 2009

Tn doanh nghip

i tc

Mt hng

G7Mart

Du Tng An, Ajinomoto, Caf Trung Nguyn, CocaCola,

Tribeco, P&G, Nutifood, Vinamilk, Dutch Lady Vietnam

Du n, bt ngt, caf, nc gii kht, sa, sn phm v

sinh c nhn

Saigon Coopmart

Bibica, Vissan, PepsiCo, Du Tng An, Hp H Long,

Vinamilk, Dutch Lady Vietnam, Lavie, Unilever, P&G

Bnh ko, thc phm ti sng, nc gii kht, sa,

hng tiu dng nhanh

Vissan

Cofidec, Inmexco, Safaco, Seprotimex, Cty rau c qu

TP.HCM

Rau qu, thy hi sn

Vinatex Mart

Phong Ph Corp., Dopimex, Doximex, Texgamex

May mc

Nguyn Kim

JVC, LG, Panasonic, Philips, Samsung, Sanyo, Toshiba, Sony,

Nokia

Kim kh in my, in t, in thoi

FPT Retail

Nokia, Samsung, Motorola, HP, Toshiba, Lenovo, NEC, Acer,

Apple

in t, in thoi

Hapromart

Hanoi Milk, Vang Thang Long, Hagrimex, Hanoi Food

Sa, ru, thc phm

Th Gii Di ng

Nokia, Motorola, Samsung, Sony Ericksson, Lenovo, Siemens

in t, in thoi

Bng 1: Danh sch cc i tc cung cp ca mt s doanh nghip bn l VN.

tnh n nh v d dng gp ri ro trong

cc vn lin quan n vic kim sot
thi gian giao hng, t l hao ht, cht
lng sn phm.
Bng 1 cho thy hu ht cc DN
bn l ln ca VN u c h thng
cc nh cung cp chin lc. Tuy nhin,
phn ln l nhng nh sn xut trong
nc hoc ch l nhng cng ty hay i l
phn phi sn phm nc ngoi ti VN.
Vic m bo hng ha cho cc
nh bn l l mt vn ht sc quan
trng v mang tnh sng cn. S lng
mt hng trong 1 TT phn phi l hng
ngn mt hng nhng ch c vi i
tc chin lc nn nh hng nghim
trng n hiu qu kinh doanh v v
th cnh tranh ca cc nh bn l. Hn
na, phi lm vic vi hng trm thm
ch hng ngn nh cung cp khc nhau,
DN bn l mt nhiu thi gian, chi ph
v nhiu vn khc pht sinh. Trn
thc t, nhiu nh bn l khng th
kim sot ht cht lng, ngun gc
hng ha ca cc nh cung cp nn
hng ha km phm cht d dng xm
nhp vo.
Tn kho cng l mt yu t gn cht
vi k hoch xy dng ngun cung ca
cc nh bn l. Tuy nhin, vic xy dng
lng hng tn kho ti u lm sao
ti thiu ha chi ph trong khi p ng
c nhu cu ca NTD vn cha c
cc DN bn l VN thc hin khoa hc.
Hu ht, vic t hng tn kho c
cc DN da vo s liu trong qu kh
v d bo th cng, trn h thng d
liu th s v n gin; m hnh ti u
ha lng hng tn kho trong hot
ng bn l da vo h thng thng
tin cao cp cha c ng dng.

Qun tr hot ng TT phn phi

li siu th v TT thng mi nh vy l
cha hp l: tp trung nhiu TP.HCM,
Ngoi tr, mt s t cc DN bn l VN
H Ni, cc tnh thnh cn li c mt,
c quy m ln c mt vi TT phn
hai hoc thm ch khng c. Nu xt v
phi tp trung theo khu vc nht nh
mt pht trin kinh t, giao thng, c
x l lng hng t nh cung cp
s h tng, mt dn c... th s phn
n cc siu th hoc TT thng mi,
b nh vy l tng i hp l. Nhng
cn li a phn cc DN bn l ch hnh
xt v mt p ng nhu cu mua sm
thnh nn nhng nh kho nh cha
ca x hi th h thng siu th v TT
hng v phn phi cho mt s siu th
thng mi vn cn thiu nhiu v
ln cn. S bng n v gia tng lin tc
phn b cha hp l.
mng li cc siu th, TT thng mi
tri di min
Bc,
Trung,
Tn
S lng nm
K hoch
Nam cng to
doanh nghip
2009
p lc cho vic
Tng s: 755
xy dng cc
Min Bc: 121
G7Mart
Tng s: 10.000 (nm 2010)
TT phn phi
Min Trung: 157
tng ng
Min Nam: 477
p ng hot
Tng s: 38
ng
phn
Min Bc: 0
Saigon
Coopmart
Tng s: 50 (nm 2010)
phi hng ha
Min Trung: 7
n cc siu th
Min Nam: 31
v TT thng
Vissan
Tng s: 57
Tng s: khng c s liu
mi mt cch
nhanh chng.
Tng s: 54
Min Bc: 21
Bng 2 cho
Tng s: 80 (nm 2010)
Vinatex Mart
Min Trung: 12
thy s lng
Min Nam: 21
siu th ca
Tng s: 3
tng DN chnh
Min Bc: 1
lch gia cc
Nguyn Kim
Tng s: 9 (nm 2010)
Min Trung: 0
khu vc nh
Min Nam: 2
hng rt ln
n kh nng
Tng s: 8
Min Bc: 3
xy dng mt
FPT Retail
Tng s: cha c k hoch
Min Trung: 3
s TT phn
Min Nam: 2
phi hiu qu
trong
mng
Hapromart
Tng s: 28 (Min Bc)
Tng s: khng c s liu
li.
Nhn chung,
Tng s: 34
ta thy vic
Min Bc: 4
Th Gii Di ng
Tng s: khng c s liu
Min Trung: 3
phn b mng
Min Nam: 27

Bng 2 - S lng siu th, TT thng mi ca DN bn l VN

S 10 - 2009

Khoa hc & ng dng

15

Qun tr hot ng vn ti
Hu ht cc DN VN u thc hin
chin lc thu ngoi vn ti hng ha
trong mng li phn phi. Ch c mt
s rt t DN nh Saigon Co.opmart,
Vissan, G7Mart u t mt s xe ti
nh (khong 2,5 tn) phc v cho vic
vn chuyn nhng a bn hp v ch
nhng khu vc nht nh. Do , khi
h thng siu th, ca hng bn l ca
cc DN ny gia tng th vic vn ti t
u t hay thu ngoi s cp thit.
Ngoi ra, vic hoch nh vn ti ti
u tit kim chi ph cng cha c
cc DN quan tm. C th, phn ln
hot ng vn ti ch nhm phc v cho
knh th cp t TT phn phi n siu
th, trong khi khng kt hp vi chiu
vn chuyn ngc li i vi hng ha
thu hi. iu ny dn n tnh trng xe
chy khng ti cao. Nhn chung, qun
l hot ng vn ti ch yu da trn
kinh nghim, cha c h thng h tr
ti u ha tuyn ng, hnh thc vn
ti v nng lc vn ti do nh hng
n hiu qu vn ti. i vi hng nhp
khu, tng chi ph vn chuyn ni a
(total landed cost) chim t trng kh
cao qua trung gian dn n gi thnh
sn phm nhp khu cao.
Cc TT phn phi ny cng m
nhim chc nng thu hi nhng sn
phm tr li t cc siu th v TT thng
mi. iu ny dn n lu lng
hng ha qua li trong mng li gia
tng, ko theo chi ph cc hot ng
logistics hai chiu cng gia tng. Tuy
nhin, cc DN bn l ti VN vn cha
c mt bi ton tng th, ti u trong
vic la chn v xy dng cc TT phn
phi hiu qu. Hin trng cho thy h
thng thng tin, cc dch v logistics ti
cc TT phn phi ny thiu v km, t l
cross-docking (l h thng phn phi
hng ha, theo hng ha c nhn
trc tip ti TT phn phi nhng khng
em vo d tr m sn sng chuyn
thng n siu th. Bng cch loi b
cng on lu kho v la chn sn
phm, cross-docking gip gim ng
k chi ph phn phi.) chim s lng
rt nh trong tng lng hng phn
phi trn ton b mng li cng cho
thy vn qun l chi ph km hiu
qu khi hoch nh hot ng TT phn
phi. Vn thit k TT phn phi
theo tiu chun ngnh khng c ch
trng. Vic qun l s lng rt ln cc
mt hng lu tr bng phng php
th cng hay bng nhng h thng
n gin s dn n chi ph giao dch,
chi ph kim tra, theo di cao v ri ro
v sai st rt nhiu. Tuy nhin, y li

16

Khoa hc & ng dng

l tnh trng kh ph bin ti cc DN

bn l VN, mt phn do chi ph u
t vo h thng qun l kho (WMS Warehouse Management System) vi
cc cng ngh cao i hi vn u t
kh ln lm cc DN ny khng mnh
dn u t. Mt khc, vic cha c s
d bo, hoch nh b sung gia b
phn TT phn phi, siu th v nh cung
cp s mang li ri ro tn kho v chi ph
d tr cao nht. Cc DN bn l VN lun
gp nhng kh khn v vic TT phn
phi hoc nh cung cp khng giao
hng trong cc dp l, Tt.

ng dng cng ngh thng tin

So vi tiu chun quc t cng nh
s ng dng cng ngh thng tin vo
ngnh cng nghip bn l ton cu th
mc ng dng cng ngh thng tin
ca cc DN VN rt thp. Hnh 1 di
y cho thy mc pht trin cc
tnh nng cng ngh thng tin ca cc
doanh nghip VN nhn chung mc
trung bnh so vi th gii.
H thng thng tin m cc DN bn
l VN trin khai vn cn mang tnh cc
b, n l, cha c s kt ni gia cc

Hnh 1: Mc pht trin cng ngh thng tin ca doanh nghip bn l VN

S 10 - 2009

i tc trong ton b chui cung ng.

Gn nh khng c s lin kt h thng
thng tin gia cc i tc chnh l nh
cung cp hng ha, DN bn l, nh
cung cp dch v logistics. M hnh
kinh doanh m cc cng ty bn l trn
th gii ang ng dng l m hnh
ko (pull model) ngha l m hnh p
ng nhanh chng nhu cu th trng
v iu ny ch c th thc hin c
thng qua ng dng h thng thng
tin ton b v phc tp.
Vic ng dng thng mi in t
gia tng knh bn hng trc tuyn
hoc phc v cho hot ng mua
hng cha c cc DN bn l VN
thc hin. Kho st tt c cc website
ca cc DN ny cho thy, tt c u l
nhng website mang tnh cht thng
tin v khng c bt k mt hot ng
giao dch trc tuyn. Do , li ch ca
thng mi in t nh gim chi ph
giao dch, tc giao dch gia tng, c
hi tng doanh thu, khng c cc
DN ny nhn thc mt cch nghim
chnh.

MT S KIN NGH CI
THIN CHUI CUNG NG V
HOT NG LOGISTICS
Qun tr hiu qu hot ng mua
hng v nh cung cp
Cc DN bn l VN cn phi xy
dng b phn mua hng tp trung vi
s tham gia ca cc b phn lin quan
nh TT phn phi, siu th, ti chnh
tng cng kh nng phi hp, m
phn vi nh cung cp m bo chui
cung ng v logistics t s ti u, hiu
qu nht. i vi sn phm ni a
ch lc, cc DN cn xy dng
chin lc la chn, nui
dng (h tr ti chnh, k
thut v o to) v pht trin
nh cung cp nht l nhng
sn phm nng nghip, sn
phm th cng truyn thng.
Chin lc pht trin nhn
hiu ring (private label) phi
c c bit quan tm v y
s l yu t to nn s khc
bit trong cnh tranh trong
giai on tng lai. i vi
hng ha nhp khu, cc DN
cn xem xt m phn trc
tip, trnh qua trung gian
tng mc kim sot hng
ha v kim sot chi ph; cng
vi mc ch nh vy, cc DN
nn ng dng m hnh crossdocking i vi loi hng ha
ny.

S 10 - 2009

Qun tr hiu qu hot ng trung

tm phn phi
m bo vic p ng nhu cu
nhanh chng ca NTD cng nh gim
s sai lch trong d bo hng ha cung
cp do hiu ng bullwhip (hiu ng
pht sinh trong qu trnh d bo hng
ha cung cp t nh cung cp n nh
bn l dn n cc sai lch s lng d
bo tng bn tham gia trong chui
cung ng, nh hng n lng hng
tn kho gia tng, chi ph tn kho cao)
gy ra, cc DN bn l cn xem xt v
nh gi mt s nh cung cp chin
lc t ng dng m hnh qun
l tn kho bi nh cung cp (m hnh
VMI - Vendor Managed Inventory nh bn l yu cu cc nh cung cp
phi chu trch nhim i vi s lng
n hng v thi gian hon thnh
n hng, thng thng da vo d
liu tn kho v d liu ti cc siu th).
c bit, i vi nhng nh cung cp
ln v hng tiu dng nhanh (FMCG
- Fast Moving Consumer Goods) cn
p dng m hnh ti u xc nh
lng d tr tn kho ph hp nh gim
tn kho, nhng vn gi vng kh nng
p ng n hng. Tng t trng hng
cross-dock qua TT phn phi. h
tr vic thc hin cc ng dng ny,
TT phn phi cn phi c xy dng
theo tiu chun ngnh nh ng dng
cng ngh m vch v sng v tuyn,
phn vng, cch xp hng, thi gian
giao nhn hng.

Qun tr hiu qu hot ng vn ti

Cc DN cn nghin cu xy dng
h thng o lng v nh gi hiu
qu nh cung cp dch v vn ti m
bo s ci tin lin tc; m rng hot

ng vn ti n knh s cp (t nh
cung cp n TT phn phi) ti u
ha chi ph vn ti. Theo , vn ti th
cp c th phi hp vi vn ti s cp;
xy dng quy trnh hoch nh d bo
lin tc gia cc b phn vn ti, TT
phn phi, siu th v nh cung cp cho
nhng trng hp c bit nh khuyn
mi, tung sn phm mi hot ng
vn ti p ng tt nht. i vi hng
ha nhp khu, nn s dng nhng nh
cung cp dch v logistics th ba c uy
tn v cht lng m bo thi gian
vn chuyn ng hn cng nh kim
sot tt hn hng ha nhp khu.

ng dng ph hp cng ngh

thng tin
i vi hot ng mua hng, cc DN
nn xy dng h thng c s d liu

v cc nh cung cp t d dng
cho vic thng k v nh gi, so snh
hot ng ca cc i tc. T c
th tn dng c yu t li th v qui
m t vic kt hp cc nh cung cp
li vi nhau v s dng ngun cung
mt cch hiu qu. Cc DN VN nn
ch ng tham gia vo mt s mng
thng mi in t B2B chuyn bit
dnh cho cc nh bn l m rng
c hi tm kim v hp tc vi cc nh
cung cp, nh mng WorldWide Retail
Exchange (www.wwre.org) v mng
GlobalNetXchange (www.gnx.com).
i vi hot ng ca TT phn phi,
cc DN khi ng dng m hnh VMI th
iu quan trng l phi xy dng h
thng thng tin chuyn bit phc v
cho hot ng trao i thng tin vi
nh cung cp theo giao thc chuyn
giao d liu in t (Electronic Data

Khoa hc & ng dng

17