BO GIAO DUC VA DAO TAO
TRUONG D~I HQC KINH TE TP.HCM

NGUYEN GIA THANH

GIAI PHAP HOAN THIEN BOAT DONG
CHUOI CUNG UNG CUA CONG TY
CO PHAN XUAT NHAP KHAU THUY SAN
BEN.TRE
Chuyen nganh: Quan tri kinh doanh
Ma sA: 60.34.05

.

LUAN
. VAN THAC Si KINH TE

NGUOI HUONG DAN KHOA HQC:
PGS TS. HO TIEN DUNG

-BbGIAO DUC 8AO TAO

I

TRUONG

1

D.~ I HQC K.·INH ~!-·TP.HCM
~JrJFJIU ~VliE N


...
•

cAc KY HI"-¢U, CliO' VIET TAT .......................................................... iv
DANH MVC cAc BANG BIEU .................................................................................... v
DANH MVC cAc HiNH vE, DO THJ ........................................................................ vi
DANH Ml}C

PHAN MO DAU .............................................................................................................. l
Chtrong 1: CO SO LY LU~N VE CHUOI CUNG UNG .............................................. 4
;: quan ve~ c h uot
:o:.
•
cung trng
................................................................................. . 4
. . T ong
11

1.1.1. Khizi ni¢m chu6i cung irng ..................................................................................... 4
1.1.2. Phdn bi¢t chu6i cung {mg w!i kenh phdn ph6i, quim trj nhu cdu, logistics .............. 5

1.1.2.1. Phan bi~t chudi cung ung vcri kenh phan phdi.. ........................................... 5
1.1.2.2. Phan bi~t chu6i cung ung vcri qufm tri nhu du ............................................ 5
1.1.2.3. Phan bi~t chu6i cung (mg vcri qufm tri logistics ........................................... 6
1.1.3. Khizi ni¢m quim trj chu6i cung irng ........................................................................ 6
1.2. Ljch sii' phat tri~n chuBi cung ung ........................................................................... 7

1.2.1. Chu6i cung irng khi chua c6 c6ng ngh¢ thong tin ................................................... 7
1.2.2. S~r phizt trdn vufYl bt;'ic czia chu6i cung irng nha nhfmg thi:mh t~ru ctia cong ngh¢
thong tin ................... :·········· .............................................................................................. 7

1.5. M()t s6 bai hqc kinh nghi~m ho~t d()ng chuBi cung 1lng (J m()t s6 cong ty trong va
ngoai DlfcYC ......................................................... : ........................................................... 14
1.5.1. Bai h9c kinh nghi¢m cita c6ng ty ngoai nuac aiJn hinh C6ng ty DELL ................ 14

•

1.5.2. Bai h9c kinh nghi¢m cita c6ng ty trong nuac va aiin hinh C6ng ty Holcim Vi¢t Nam
17
1. 5. 3. Bai h9c kinh nghi¢m cho C6ng ty C6 phdn Xudt nh9p khdu thuy sizn Bin Tre ...... 19

Tom t~t ChtrO'ng 1 ......................................................................................................... 20
ChtrO'ng 2: PHAN TiCH THl/C TR4NG HO~T DQNG CHUCH CUNG UNG T~I
CONG TY CO PHAN XUAT NH~P KHAU THUY SAN BEN TRE ....................... 21
2.1. Qua trinh hinh thanh va phat tri~n ciia cong ty .................................................... 21
2.1.1. Qua trinh hinh thanh ............................................................................................ 21
2.1.2. Sl! phat trien cita c6ng ty ..................................................................................... 22
2.2. TA chuc b{) may quan ly ciia cong ty ..................................................................... 24
,: to.: ch uc
' b9• may
' quan
' ly' cua
' cong
• ty ........................................................ . 24
2 .2. 1. Ca cau
2.2.2. Cht'rc nang, nhi¢m V¥ cdc bl) ph9n, phong, ban cua c6ng ty .................................. 25
2.3. Hi~n tr~ng ho~t d()ng chuBi cung ung t~i Cong ty cA phftn Xu~t nh~p khftu thuy
san B~n Tre .................................................................................................................... 27
2.3.1. Hi¢n trgng vJ nl)i dung hogt al)ng chu6i cung t'mg tgi C6ng ty C6 phdn Xudt nh9p
khdu thuy san Bin Tre ..................................................................................................... 27
2.3.1.1. K~ ho~ch ................................................................................................... 27

Tom t~t Chuo-ng 2 ......................................................................................................... 54

•

Chtro-ng 3: GIAI PHAP HOAN THI~N HO~T D(>NG CHU(H CUNG UNG T~I
CONG TY CO PHAN XUAT NH~ KHAU THUY SAN BEN TRE ........................ 55
3.1. Can ell va djnh htr6ng hoan thi~n ho~t dQng chu6i cung llng t~i Cong ty Cb phftn
,
,
I.
Xuat nh~p khau thuy san Ben Tre ............................................................................... 55
3. I. I. Ciin cu ai hoan thi¢n hot;~t apng chu6i cung t'mg tt;~i c6ng ty .................................. 55
3. 1.2. Dinh hu&ng hoan thi¢n hot;~t af}ng chudi cung zmg tt;~i c6ng ty ............................... 56

3.2. Nhom giai phiip hoan thi~n DQi dung ho~t dQng chu6i cung lfng t~i Cong ty c6
•
,
,
I.
phan Xuat nh~p khau thuy san Ben Tre ...................................................................... 57
3.2. I. Nhom giai phap I: Hoan thi¢n vd vi¢c lt;'ip ki hot;~ch ............................................... 57
3.2.2. Nhom giai phap 2: Hoan thi¢n vd cung tmg cdc nguyen v(it li¢u ............................ 60
3.2.3. Nhom giai phap 3: Hoan thi¢n vd san xudt ............................................................ 68
3.2.4. NhOm giai phap 4: Hoan thi¢n vd giao hang .......................................................... 70
3.2.5. Nh6m giai phdp 5: Hoan thi¢n vd t6i tru h6a t6 chuc trong n9i b9 doanh nghi¢p ... 73
3.2.6. Nh6m giai phap 6: Hoan thi¢n vd ki ho~ch giam chi phi ....................................... 76
3.2. 7. NhOm giai phap 7: Hoan thi¢n vd dich V¥ khach hang ........................................... 77

3.3. Hi~u qua dem



ERP

Enterprise Resource Planning- Ho~ch dinh quan tri Uti
nguyen cho doanh

•

EU Code DL 22

nghi~p.

rna s6 do NAFIQA VED d~ nghi va duqc Uy ban lien minh
EU cong nh~n. Doanh nghi~p phai c6 EU Code m6i duqc
phep xu&t kh~u thuy san vao thi truemg EU.

GMP

Good Manufacturing Practice - Quy ph~m san xuftt t6t

HACCP

Hazard Analysis Critical Control Point - H~ th6ng phan tich
m6i nguy va ki~m so:it di~m t6i h~n.

IQF

Individual Quick Freezing - C&p dong roi

ISO 9001 :2000

thi~n ch&t luqng va xu&t kh~u thuy san - B9 Thuy san

-

SSOP

Sanitation Standard Operating Procedure - Qui ph~m
chu~n

UBCKNN

Uy ban Chtmg khoan Nha nu6c

XNK:

Xu&t nh~p kh~u.

v~

sinh


v

DANH MlJC CAC BANG BIEU
NQIDUNG

Trang

Bang 2.1: KSt qua diSu tra cua nhan t6 kS ho~ch


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-----------------------------------------------------------------------------------------------r-----Bang 2.9: KSt qua diSu tra cua nhan t6 giao himg

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Bang 2.10: Ca du ngu6n nhan h;rc cua cong ty

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---------------------------------------------------------------------------------------------------------+------Bang 2.11: KSt qua diSu tra cua nhan t6 t6i uu hoa n9i b9 doanh nghi~p

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Bang 2.12: KSt qua diSu tra cua nhan t6 kS ho~ch giam chi phi

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Bang 2.13: KSt qua diSu tra cua nhan t6 dich V\1 khach hang

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h~n

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Bang 2.14: Giao hang dung

2009-2011


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Hinh 2.3: Quy trinh dv bao nhu cAu cua cong ty

27

Hinh 2.4: Mo hinh t6 chuc thu mua t
con so rat an tuqng.
Cong ty

cb

phcin XuAt nh~p khclu thuy san BSn Tre la m()t trong nhfrng

c6ng ty xuAt khclu thuy san hang dgu cua tinh BSn Tre, c6ng ty kh6ng ngirng n6 h,rc
cling c6 va phat triSn dS tra thanh m()t c6ng ty thuy san hang dgu cua Vi~t Nam.
M\lC tieu cua c6ng ty lu6n huang dSn

Sl,l

hoan thi~n trong san xuAt kinh doanh, nang

cao nang Ivc c~nh tranh nh~m thoa man yeu du cao nhftt cua khach hang.
Tuy nhien, hi~n nay c6ng ty g~p kh6ng it kh6 khan nhu con chiu muc thuS
ch6ng pha gia tu 53%-63%

athi truang My, gia thuc an chan nu6i lien t\}C tang cao

tu 16%-30% so v&i nam tru&c, cac lo~i hang hoa cung ung dfru vao nhu gia di~n,
xang dgu tang cao ... M~t khac, do chinh sach th~t ch~t tin d\lng, gia ngo~i t~ tang,


2

lai swit ngan hang con cao lam cho cong ty va ca nguai nuoi them dieu dung. f)~
giup cho cong ty vuqt qua thach thuc va 6n d!nh - phat tri~n, nang cao nang h,rc san
xucit kinh doanh, t~o ra lqi th~ trong qmh tranh, chinh vi v~y tac gia da chQn d~ tai:


3. DAi trrgng va ph~m vi nghien

CtfU

3.1 D6i tuqng nghien ctru: Hoan thi~n ho~t d
Kenh phan ph6i la m9t thu~t ngu thuemg duqc su dvng trong Marketing,
kenh phan ph6i la qua trinh tu nha sfm xu~t dSn khach hang thong qua nha phan ·
ph6i, n6 chi la m9t b9 ph?n cua chu6i cung ung - la m9t ph~n cua chu6i cung irng
tu nha san xu~t dSn khach hang. Nhu v?y n6i dSn kenh phan ph6i la n6i tai h~ th6ng
ban hang h6a, dich V\1 cho nguai tieu dung cu6i cling.
1.1.2.2. Phdn bi?t chudi cung ung v&i quan trj nhu cdu
Quan tri nhu du la quan ly nhu du vS hang h6a va dich vv theo chu6i cung
ung. Nhu du c6 thS duqc qwin ly thong qua ca chS nhu la san ph~m, gia ca, khuySn
mc;ti va phan ph6i, nhin chung day la nhfrng nhi~m vv chu ySu thu9c v~ Marketing.
Quan tri nhu du thi kha quan tn;mg nhung thuemg hay

bi b6

s6t trong qua

trinh qwin tri chu6i cung irng. N6 th~t sv la m9t b9 ph~n nh6 trong quan tri chu6i


6

cung (rng va n6 dn thi~t cho vi~c kiSm smit cac muc nhu du cua h~ th6ng. Chung
ta phai xem xet qm'm tri nhu du c6 vai tro quan tn;mg nhu qm'm tri lu6ng nguyen v?t
li~u va dich vv trong quan tri chu6i cung ilng.

1.1.2.3. Phan bi¢t chuJi cung ung viti quem tri logistics
Quan tri logistics duqc hiSu theo nghia r

Kho va nha may phai dam bao dS dap (rng d~y du d6i vai cac dan hang Ian. Th?m
chi n~u cac thong tin hoan hao t~i tAt ca cac kenh se co m9t pharr ung nhanh trong
chu6i cung ilng tU thai gian b6 sung.
Ba Ia, each t6t nhAt dS cai thi~n chu6i cung (rng Ia rut ng~n thai gian b6
sung va cung cftp thong tin v~ nhu du thgc t~ d~n tAt ca cac kenh pharr ph6i. Thai
gian trong chufli cung (rng chi dung dS t(_l.O

Sl,f

thay d6i trong cac dan d~t hang va


7

himg t6n kho. Dt! dmin cua SlJ thay d6i nhu du cling c6 th~ lam giam anh huang
cua nhfrng thay d6i thtJC t~ va quan tri nhu du CO th~ lam 6n thoa nhfrng thay d6i
cua nhudu.

1.2. Ljch sir phat tri~n chuBi cung rrng
1.2.1. Chua; cung mzg khi chu·a co ding nghf thong tin
Tru&c chi~n tranh th~ gi&i thu II, cac cong ty ho~t d
danh d~u SlJ ra d
M9t cong ty du Ian hay nh6 cling dSu phai ucrc luqng va dv bao tru6c cac
nhu cfiu vS hang h6a va dich Vl) cua minh dS l~p k~ ho(.lch dn san xu~t nh&m phl)C
Vl) va th6a man nhu du tieu dung, giam t6i thiSu t6n kho va chi phi ho(.lt d()ng.
DS xac dinh duqc nhu cfiu, cong ty dn phai thu th~p dfr li~u, phan tich dfr
li~u. M6i khau trong chu6i cung (rng dn phai c6 dv bao tru6c vS nhu du tucmg lai ·

va k~ ho(.lch cua khau n_ay se la du li~u cho cac khau ti~p theo cua chu6i

cts l~p k~

ho(.lch cho b9 ph~n cua minh. Thong thu(mg thong tin dv bao nhu cfiu cua thi tru6ng
trong th(ri gian 6 thang hay 1 nam dUQ'C thu

th~p

tlr b(}

ph~n

nghien Clru thi tru(mg,

b9 ph~n ban hang. B9 ph~n nay se dv bao, phan tich vs nhu du thi tru6ng, thi hi~u
cua ngum tieu dting, xu huang tieu dung trong tucmg lai ct€ ctua ra nhrrng con s6 va
xu huang tieu dung. Thong tin nay duqc chuySn tm cac b9 ph~n dS dva vao d6 l~p
k~ hO(.lCh cho CaC khau ti~p theo, san XU~t ra san phftm phl)C Vl) cho nhu cftu tieu

dung.


10


ca, thm gian giao himg, diSu ki~n thanh toan, d!ch V\1 t6t cho tUng lo;;ti nguyen v~t
li~u ph\lC V\1 cho san xuAt.

Quan ly t6n kho cling la m

khach da si'r d1,mg?
Thu hai: Quy khach da gi&i thi~u b~n be mua hang cua chung toi nhu th~
nao?
Thu ba: Quy khach con c6 th~ mua l~i san phAm cua chung t6i IAn nfra khi
dn?
Nhfmg cau hoi nay co thS danh gia duqc bilng thang do 5 di~m va di~m
trung binh ho~c cy I~ ph~n tram cua cac cau tra lai se duqc tinh toan. Mot tieu chuAn
danh gia lien quan m~t thi~t v&i ch~t luqng la long trung thanh cua khach hang, tieu
chuAn nay c6 th~ do luang bftng

cy I~ phk tram khach hang v~n mua hang sau khi

da mua it nh~t m9t IAn. Thong thuang nguai ta danh gia chi tieu tren theo y~u t6
thai gian va d9 bSn cua san phAm hay nhu du si'r dl,mg l~i cua hang hoa dich Vl,l ....

1.4.3. Tieu chulm "Thiti gian"
TAng thai gian b6 sung hang c6 th~ tinh tu mot each tn,rc ti~p tu mire do t6n
kho. N~u chling ta c6 mot mire si'r dl,lllg c6 dinh luqng hang t6n kho nay, thi thai
gian t6n kho bftng muc d9 t6n kho chia mire si'r d1,mg. Vi d1,1, n~u mire t6n kho la 10
tri~u ddng, va chung ta ban luqng hang tuang duang 100.000 ddng mot ngay, chung

ta c6 100 ngay t6n kho. N6i each khac, m9t san phAm se nftm trong kho trung binh
khoang 100 ngay

ru ngay nh~p kho cho d~n ngay xu~t kho.

Thm gian t6n kho se

duqc tinh cho m6i m~t xich trong chu6i cung trng (nha cung dp, nha san xu~t,

Dell Inc la m(>t cong ty chuyen san xu~t phfin ctrng may tinh c6 tq1

sa t~i

Round Rock, Texas, Hoa Ky. DELL dugc thanh l?p nam 1984 do Michael Dell.
Day la cong ty c6 thu nh?p lan thu 28

t~i

Hoa Ky.

Dell la t?p doan 16n thu hai tren toan du v~ linh V\l'C thiSt kS, san xu~t va
phan ph6i phfin ctrng may tinh, v6i thi phfin toan du la 13.1 %. DELL kinh doanh
cac phfin ctrng may tinh va cac thiSt bi s6 nhu Laptop, Server, Personal computerPC, Workstations, ThiSt bi luu tru, Liquid Crystal Display-LCD Monitors ... ·
Dell sir dt,mg h~ th6ng SCM ctta i2 Technologies. H~ th6ng cho phep, m6i
20 giay, se ti~n hanh t6ng hgp dan hang, phan tich thanh phfin dan hang dn thiSt,
ki~m tra tinh tr~ng t6n kho cua Dell va cac nha cung trng, sau d6 se W d(>ng t~o h6a

dan d?t hang cac linh ki~n dn thiSt t6i cho nha cung ung thich hgp. Con h~ th6ng


15

ti~p nh~n dan hang cua nha cung ung se

tv d9ng c~p nh~t 2 gia m9t lfrn.

Sa di, h~

th6ng c6 thS lam vi~c nhu v~y nha h~ th6ng nay c6 thS lien k~t th~ng t&i h~ th6ng


Nang cao dtch

V{l

khach hcmg va cung c6 quan h? khach hang: Thong qua

vi~c giao ti~p thu~n ti~n qua m~mg, quan h~ v&i trung gian va khach hang duqc cling

c6 de dang han. D6ng thai vi~c ca bi~t h6a san phfrm, dich Y\1 cling g6p phfrn th~t
ch~t quan h~ v&i khach hang va cling c6 long trung thanh.

Giam tfm kho t6i aa, chi phi luu kho san phfrm clia doanh nghi~p, chi phi
gia thanh m6i san phAm, thm gian san xucit, l~p nip va nang cao lqi nhu~n d~n muc
toi uu.

Giam chi phi khong cdn thih cho doanh nghi?p nhu giam chi phi gicly ta,
chi phi thong tin, chi phi in cin, gui van ban truy~n th6ng, chi phi giao dich, chi phi
qwin ly hanh chinh va nang cao sue qmh tranh cho cac cong ty. Thi~t l~p chu6i
cung trng gifra cac d6i tac truy~n th6ng v&i nhau.
• DBi v6i khach himg

Vu-91 gim hr;m

vJ

khong gian va thai gian: Khach hang mua s~m mQi nai,

mQi luc tren kh~p th~ gi&i, khach hang c6 nhiSu h;ca chQn vS san phfrm va ti~p c~n
duqc nhi~u san phfrm cung d.p han.


luqng hang d~u b~t ch~p Vi~C cong ty may tinh nay dang phai d6i m~t vai S\f C(;lnh
tranh ngay cang tang. Thay vi thi~t k~ cac h~ th6ng may tinh can Clr vao nhfrng dv
bao v~ doanh thu r6i d~ cho c~c cong ty khac th\fc hi~n vi~c ban hang, Dell ban tf\lc
ti~p san phArn cua rninh thong qua trang web va cac trung tarn ban le cua rninh va

sau do thi~t k~ cac h~ th6ng may tinh theo dan d~t hang. Cach nay khong chi lot
b(> ph?n chi~n luqc cua cong ty.

1.5.2. Bai hr;c kinh nghi~m cua cong ty trong ml'lk va ttiin hinh Cong ty Holcim
Vi~tNam

Holcim Vi~t Nam, ti~n than la Cong ty Xi Mang Sao Mai duqc thanh l~p
vao thang 2 nam 1994 la cong ty lien doanh gifra

t~p

doan Holcim cua Thvy Sl va