FOREIGN TRADE UNIVERSITY

FACULTY OF ECONOMICS AND INTERNATIONAL BUSINESS

-------***-------

MID-COURSE INTERNSHIP REPORT

Major: Foreign economics

INTERNSHIP PLACE: SALES DEPARTMENT

GK Logistics Company

Student's full name: Ly Ha Phuong

Student code: 2214150628
Class: K61- English 01 - CLC – Foreign economics
Instructor: Dr. Nguyen Ngoc Dat

Hanoi, 2024
INTRODUCTION

CHAPTER 1. INTRODUCTION TO GK LOGISTICS COMPANY

1.1General introduction
1.2Vision, mission and core value
1.3The process of development
1.4Organizational Structure
1.5Business results from 2022-2024
1.6

CHAPTER 2.

CHAPTER 3. RECOMMENDATIONS

3.1. Recommendations for instructors

3.2. Recommendations to the school and the Institute of International Economics

and Business
CONCLUSION
First, I am deeply indebted to my instructor Ms. Bui Thu Hien, a lecturer of
Foreign Trade University for her guidance during the whole of internship and research
period. I wish to express my great appreciation to her huge support and
responsiveness throughout the research period. Her suggestion and comments were
really a great source of spirit to make the report improved significantly.
Furthermore, I am also grateful to Mr. Bui Khac Hung, director of Cat Tuong
Logistics Trading Construction Co., Ltd, who has been helpful with general
advising and supporting from beginning to end of my internship period.
Finally, I wish to thank all staff and colleagues of Cat Tuong Logistics Trading
Construction Co., Ltd for their support during the time I worked and researched in the
company.
First, I am deeply indebted to my instructor Ms. Bui Thu Hien, a lecturer of
Foreign Trade University for her guidance during the whole of internship and research
period. I wish to express my great appreciation to her huge support and
responsiveness throughout the research period. Her suggestion and comments were
really a great source of spirit to make the report improved significantly.
Furthermore, I am also grateful to Mr. Bui Khac Hung, director of Cat Tuong
Logistics Trading Construction Co., Ltd, who has been helpful with general
advising and supporting from beginning to end of my internship period.
Finally, I wish to thank all staff and colleagues of Cat Tuong Logistics Trading
Construction Co., Ltd for their support during the time I worked and researched in the
Company
Firstly, I am deeply indebted to my instructor Mr. Nguyen Ngoc Dat, a lecturer of
Foreign Trade University for his guidance during the whole of internship and research
period. I wish to express my great appreciation to his huge support and responsiveness
throughout the research period. His suggestion and comments were really a great source
of spirit to make the report improved significantly. Furthermore, I am also grateful to Mr.
Quoc Anh, director GK Logistics Co., Ltd, who has been helpful with general advising
and supporting from beginning to end of my internship period. Finally, I wish to thank all
staff and colleagues of GK Logistics Co., Ltd for their support during the time I worked
and researched in the company
INTRODUCTION
Vietnam's economy is currently expanding rapidly, and urbanization there is progressing
quickly. As a result, the need for high-rise structures, apartments, townhomes, industrial
buildings, and road bridges increases swiftly. The state and businesses have made
significant investments recently in building infrastructure, urban transportation systems,
and other critical economic facilities. At the same time, the demand for construction has
been steadily rising as living standards grow.
Additionally, there is a rapid expansion in the manufacture, production, and distribution
of goods to consuming sites. Due to the widespread use of labor and money as well as
the significance to the development of other fields, the construction industry has
expanded to become a substantial segment of the national economy. The market for
building materials is booming, and there are many intricate processes going on, with the
trade and logistics of building materials serving as a key link. It establishes a link
between producers, agents, and significant projects, facilitating the simple movement of
building supplies around the nation. At the same time, it also plays a significant role in
the nation's economic development, having an impact on numerous businesses and
professions.
As a student majoring in the faculty of ECONOMICS and INTERNATIONAL
BUSINESS, logistics and construction also an area I am interested in and want to learn.
Therefore, I chose GK Logistics Co., Ltd to practice. After 5 weeks of internship, I
learned about the logistics sales with the help of the board of directors, departments, and
the dedicated guidance of PhD.Nguyen Ngoc Dat. In order to have a better overview of
the company's sales activities, I have chosen the topic: "An analysis of logistics and sales
process at GK LOGISTCIS VIETNAM CO., LTD

CHAPTER 1. INTRODUCTION TO GK LOGISTICS COMPANY

1.1 General information

Company name
GK LOGISTCIS VIETNAM CO., LTD

Establishment
01/18/2017

Head office
14F Ngoc Khanh Plaza, No.1 Pham Huy Thong Street, Ngoc Khanh Ward, Ba Dinh
District, Hanoi City, Vietnam
Line Of Business
Logistics Service
Customs Clearance Consulting Service

Number of Employee
70 members (May 2023)

Scope of Work
- Integrated Global Logistics
- Global LCL Consolidation
- Domestic Transportation
- Customs Agency
- Warehousing
- Consulting service on customs clearance formality
- License Acquisition

C.E.O
Mr. Luong Quoc Anh

1.2 Vision, mission and core value

VISION
Being a leader in bringing trust to customers through providing logistics services and
solutions.

MISSION
Bring value to customers and the community by providing comprehensive solutions for
logistics operations with the high expertise and dedication of staff.

VALUES
PROACTIVITY
In the face of any problems, I always regard myself as the first cause and use resources to
fix the problem rather than waiting. If the problem is beyond my ability or authority, I
guarantee that it will be forwarded to someone who has the ability and authority to
actively handle it using my proposed solution.

COMPANION
Customers, suppliers, and colleagues are the three themes I always choose to accompany.
With customers, accompanying means delivering the finest solution at the lowest
possible cost for all problems. Companionship with suppliers means developing together
sustainably, expanding together, and growing together to reach maximum service
stability. Together with my coworkers, I contribute to the creation of a work atmosphere
conducive to self-development and income growth, allowing everyone to stay for a long
period.

SHARING
I attempt every day to develop an environment in which I can share and be shared in my
job experience, professional knowledge, difficulties faced, and unresolved work issues. I
always share my income transparently based on my contribution to the company's
production and business activities, and I am always willing to contribute a portion of my
income to activities that benefit the community and society.

1.3 The process of development

2017

 GKLV officially established on January 18

 Completed the project of transporting 20 containers of goods via air during the
period from September to November

2018

 Assisted FDI customers to complete the project of transporting and installed

machinery in the factory
 Expanded office in Ho Chi Minh and Hai Phong

2019

 Continued to develop projects in order to support FDI customers for importing and
installing factory machinery
 Handled logistics for sports events – Formula 1 Hanoi 2020.
 Joined the 2nd LOGIX INDIA conference in New Delhi, India.

2020

 Became a domestic transportation service provider for the leading steel

manufacturing enterprise in the North of Viet Nam.
  Developed consulting services on customs procedures and supporting for customs
operations.

2021

 Provided professional training services for internal FDI clients.

 Got certified as "Customs Procedure Agent" by the General Department of Viet
Nam Customs in December 2021.
 Supported logistics programs and projects and welcomed interns from universities

2022

 Joined Hanoi Logistics Association (HNLA)Developed the service "LCL

Consolidation" in November 2022

2023

• Established Office at Noi Bai Airport

1.4 Organizational Structure

GKLV BOD

Office Business Consolidation ACC and HR

Development Internal Control

Admin Customs Customer Inbound Business Sales Sales

Consulting
Service Data Admin
Analytics

• Board of Directors
In GK Logistics Co., Ltd, the Board of Directors is responsible for overseeing and
directing the company's overall strategy
Strategic orientation: The board of directors plays an important role in determining the
overall strategy of GK Co., Ltd. They must ensure that the company is on the right track,
in line with the goals and core values of the business.
Monitoring and managing logistics activities: GK Co., Ltd often carry out many
activities related to transportation, storage and distribution of goods. The Board of
Directors must monitor these activities to ensure that they are carried out efficiently and
meet customer requirements.
Protection of shareholder interests: The Board of Directors must ensure that the
company's decisions and actions are geared towards protecting the interests of
shareholders and maximizing the value of the company's shares.
Company representation: The Board of Directors represents the company in meetings
with government agencies, business partners, shareholders and other stakeholders.
Building and maintaining corporate culture: The Board of Directors is responsible for
promoting and maintaining a positive corporate culture in GK Co., Ltd, ensuring
professionalism and respect for employees and business partners
• The Admin Office:
In GK, the Admin is the operational backbone of our company, overseeing the entire
shipment process. From strategizing shipment plans based on product availability and
customer needs to coordinate logistics and ensuring timely deliveries, this department
plays a crucial role. Their responsibilities encompass order tracking, documentation
preparation, supply chain optimization, workforce management, inventory control, and
customer communication, all working in tandem to guarantee efficient and effective
fulfillment of customer orders.

• Customer Consulting
Logistics consultants analyze information to identify and solve any logistics and supply
chain operation problems for their clients. Through strategic planning, information
technology advances, and re-engineering processes, logistics consultants improve the
company's supply chain performance. GK always give advice on productivity, materials
management, transportation of goods, packaging, order processing, manufacturing
procedures, and quality control.

• Customer Service
Logistics customer service is a critical component of overall customer satisfaction,
encompassing the entire order fulfillment lifecycle. From order placement to delivery
and beyond, logistics operations directly impact speed, quality, and cost. To excel in this
area, companies leverage technology to automate processes, provide real-time updates,
and enhance customer engagement. By prioritizing security, data analysis, and mobile
accessibility, logistics providers can optimize operations, meet customer expectations,
and build lasting relationships through consistent and reliable service delivery.

• Inbound
Supply chain management encompasses a complex network of interconnected processes.
From the initial procurement of raw materials and goods to the final delivery of finished
products, each stage is crucial. Effective supply chain management involves strategic
sourcing, efficient transportation, meticulous inventory control, and precise warehousing
operations. Balancing cost, speed, and quality is essential to optimize the flow of goods,
meet customer demands, and ensure GK business continuity.

• Business Data Analytics

Business Analysts in the logistics industry help companies analyze their data and
processes to find cost-effective, timely, efficient, and high-quality solutions to improve
their operations. In addition, GK identify processes that would benefit from RPA
optimization.

• Sale
The Sales team is dedicated to driving revenue growth and expanding market share
through strategic customer acquisition and retention. By closely collaborating with
product and operations teams, GK optimize sales strategies to achieve team targets and
maximize profitability. Upholding the highest level of integrity and compliance, the sales
team ensures customer satisfaction by providing timely responses and maintaining a
strong company image through professional conduct.

• Consolidation
A consolidator is a business that combines cargo consignments belonging to multiple
shippers into full container loads. This economical way to transport goods internationally
helps the shippers by giving them a cost-effective way to do so. By eliminating the costs
associated with renting and transporting a shipping container that they cannot fill,
individual exporters are spared the expenses. The consolidators play an important role in
the logistics process, while serving both the interests of the shippers or consignors and
the carriers. They work with a wide range of manufacturers, businesses, and shipping
companies to identify shipment requirements and connect consignors to the right
shipping companies on account of their budget and transport requirements.

Monitoring and managing employees; recruiting ordismissing in view of business

performance; connecting departments; spreadi
In conclusion, the departments organization of GK Co., ltd are generally effective with
recent targets of the company. In this form of organization responsibilities are fixed and
defined; therefore, communication gets channeled along defined and predictable paths.
Moreover, this arrangement divides these areas of concern into various departments that
specialize. Specialization allows organizations to concentrate particular skill sets and
resources to achieve maximum efficiency. On the other hand, this type of organization
also reduces interdepartmental cooperation and communication. To solve this barrier,
the company often organizes events or projects to strengthen the bond among
departments
1.5 Business results from 2022-2024

1.6 Summary of the internship process

1.6.1 Internship Positions and Responsibilities
Internship Position: Sale department
Responsibilities:
• Finding corporate customers in Vietnam
• Consulting and providing transportation services
• Prepare contracts for signing with partners
• Participate in contract negotiations with the Head of Department
• Plan transportation and ensure all types of documents for the import and export
process
• Customer care.

1.6.2 Internship Plan and Content

• Internship plan
Week Planning of tasks Goal
Week 1 Reading files 1/2023 - 3/2023 to Filtered 100 customers who
get information about guests goods regularly import and export
with import and export schedules goods in the last 3 years.
of all types of goods packed in
containers.
Participate in the training session
for the Kinh department business.
Week 2 Draft a company offer and Introduce to customers that
introduction email template. the company currently
Simultaneously carry out 2 jobs: provides freight services that
- Search for customer contact customers regularly
information Export/import. Please provide
 - Contact customers to offer goods more information about the
through various communication loading/unloading port,
channels such as Call/Email/Zalo. Incoterms conditions, and
In which, the main channel for necessary documents, ... to
communication is still Call and check the freight rates.
Text via Zalo Proceed to make quotations
for customers
Answering customer
questions.
Week 3 - Communicate with customers and Quotes were made for 20
make offers. customers.
- Proceed to draft the transportation
contract for the company.
- Participate in meeting with the
company's partners and the Sales
Manager
Week 4 - Participate in the training session Reach at least 2 potential
for sales staff taught directly by customers
employees from the Hanoi head
office.
- Continue to communicate with
customers to make offers.
- Perform customer care activities
and communicate with old
customers to update information
about export/import needs.
Week 5 - Conduct market research reports. Taking care of and constantly
- Search for more customers in updating customers who have
addition to the available datasets, quoted
namely searching on YellowPage.
- Customer care.
 • Detailed internship content
Experience
Take care of and constantly update customers who have quoted.
- Learn how to analyze data using Excel and find customers
In the first week of internship, I was granted 2 data files by the Company with 24 months
from 01/2022 to 3/2024 to filter and select potential customers. With the Excel
knowledge he has learned in General Informatics at the school, he has gradually
remembered and practiced using Pivottable to filter out the list of all companies
exporting goods to Japan (the company's Strengths) in the past 3 years, from which he
will look for contact information to introduce and offer. In addition to the list of
customers filtered from the available dataset, I actively search from other sources, for
example on the website "https://www.yellowpages.vn".
- Learn how to research the market Currently, GK Logistics mainly focuses on
Vietnamese enterprises in the North exporting/importing goods to Asian markets,
especially Japan. On the first day of the internship, the Sales Manager assigned me to
make a research report on popular goods in the above 3 markets
- Learn the basic process of exporting goods by sea
Step 1: Get a booking
Step 2: Packing
Step 3: Export customs clearance
Step 4: Issue B/L
Step 5: Prepare documents
Step 6: Check the documents
Step 7: Notify the goods
Step 8: Delivery Order
Step 9: Import customs clearance
Step 10: Deliver the goods to the recipient's warehouse
Results After 5 weeks of internship at the company, under the enthusiastic support of the
Director, Sales Manager and other brothers and sisters in the company, I have
approached 2 potential customers
1.6.3 Comment on my own advantages and disadvantages
Advantages
- Be active and proactive in looking for potential customers, persist and skillfully
communicate with customers to close the contract soon.
- Careful, meticulous, well-thought-out, knowledgeable in international trade transactions
and good English background.
- Always keep the spirit of progress, eager to learn, ready to listen and change.

Disadvantages
- The skill of synthesizing and making reports still has some limitations such as:
Information is a bit long and lacks concentration, and it is still rambling.
- Limited in telesale skills, need to be improved when calling customers to increase the
possibility of closing contract

2 Analysis of the current situation of international freight forwarding services GK

LOGISTCIS VIETNAM CO., LTD
2.1 The process of forwarding goods by air at the company
2.1.1 Receive customer information from the Sales department of Logistics or from
the forwarding document department
The Sales Department of GK Logistics, after signing a service contract with the
customer, will transfer customer information to the Operation department to
conduct the transaction to perform the service.
For shipments sent by the department to request the performance of the service, the
shipment documents will be directly received and checked by the person in charge
of the documents. After that, the person in charge of documents will transfer the
dossier and customer information to the Supervisor of the Forwarding Department
to assign the shipment.
When GK has information about customers, the forwarding department under the
assignment of the Department Supervisor, will contact the customer directly to get
information about the shipment, ask the customer to fax the voucher to check 2
days before the arrival date or 1 day before the shipment date. After that, the
forwarding department transfers to the person making the Double check document
and prepares the dossier
2.1.2 Understanding customer profiles
After checking that the copy of the shipment is complete and valid, the forwarder
will ask the person in charge of the document to check and make a dossier together.
For shipments with problems with documents or goods, the forwarder must notify
the supervisory department of the situation, coordinate with the customer to
overcome the shortcomings or find ways to remove them. When there is a
possibility of incurring the cost of making a shipment, the department supervisor
will notify the Sales Department to quote the price and agree with the customer on
how to handle it.

2.1.3 Carry out the necessary procedures for the delivery of goods
Immediately upon receipt of the Notice of Arrival or Export Documents, the
customer must meet the customer to obtain the original documents (for imported
goods), or obtain the signature of the competent person on the customer's side (for
exported goods) to complete the dossier customs declaration. When handing over
and receiving original documents with customers, there must be a Document
Delivery Note, signed by both parties and each party keeps a copy.
When handing over and receiving original documents with customers, there must
be a Document Delivery Note, signed by both parties and each party keeps a copy.
The forwarder must make a final check of the dossier before submitting it to
Customs, and be the signatory of the "Last checked on" section of the
Import/Export clearance form.
– Cover page and Check list. The forwarder and the documenter are jointly
responsible for the legality of the dossier, especially financially if it arises due to an
error in the preparation of the document. The original documents of the shipment
must be copied and saved before being presented to the Customs.
The forwarder coordinates with the transport provider to request the vehicle, track
the arrival time, and the vehicle number to be recorded in the Cargo Delivery Note
when coming to deliver goods to customers or load goods for export. The record
must also show the time of pick-up or delivery, signed between the forwarder and
the customer's servant. Any delay that causes storage costs or other incurred costs,
the forwarder must be responsible for notifying the customer of the situation and
reason for the delay, and at the same time immediately notify the department
supervisor. In case the supervision of the department cannot be determined, it must
be reported to the director of the department for advice.
When requested by customers for assistance in the process of importing and
exporting goods within the ability of the forwarder, the forwarder will
wholeheartedly serve the customer.
Forwarders are responsible for maximizing their professional skills when working
with Customs and Ports to ensure the progress of opening customs declarations as
well as importing and exporting goods for passengers. If there is a professional
problem, the forwarder must contact the department supervisor to find a solution.
Only when it cannot be solved and needs the support of the customer, the employee
will notify the customer of the problem.
The time to perform a normal shipment is allowed at the latest when all documents
(Declaration, Bill, D/O...) have been received as follows:
- Air Delivery: 1/2 day
- Air entry: 1 day
2.1.4 Raise shipment costs
The cost of making a shipment is applied according to the Company's Cost Price List
approved by the Company's Director. Forwarders make the most of their professional
experience and limit costs within the aforementioned price list. For expenses with
invoices, the forwarder must present them fully and validly or explain them in a
reasonable manner. If not, the expense will not be approved. Any costs incurred in the
process of making goods must be approved by the Department Manager, approved by the
Department Supervisor in advance and consulted by the Department Director and must
also be responsible for accountability when paying. The department supervisor is
responsible for understanding the employee's compliance and confirming those incurred
costs. Expenses incurred must be promptly notified to the customer (in case of arising
from the customer's side) or the department supervisor must report to the Director of the
department (if incurred by GK Company and GK Company bears such incurred).

Before each shipment, the forwarder must make an Estimate of Expenditure to

submit to the Department Supervisor. The department supervisor is allowed to sign
and approve the Advance for the forwarder with the maximum debt balance of each
shipment not exceeding VND 5,000,000, if it exceeds five million VND, it will be
transferred to the Director for approval and must be signed by the department
supervisor. The time for advance payment is 3 days from the date of the advance.
The forwarder must submit the advance payment slip to the Supervisor of the
Signing Department, and then transfer it to the Director of the Department for
approval as soon as the shipment is completed

2.1.5 Complete delivery - receipt of goods and import and export procedures
When completing the procedures for listing goods for import and export, the
forwarder must inform the customer of the situation so that customers can rest
assured about the shipment procedures. Upon completion of delivery, the Cargo
Delivery Note must be signed with the customer.
Upon receipt of the declaration certified by the Customs (customs clearance dossier
of the shipment), the declaration must be copied and stored in the GK file and
faxed to the customer, then handed over to the customer the original. The delivery
of documents must be represented by a Document Delivery Note.
Finally, the forwarder must notify the staff to document the shipment situation to
close the dossier, and at the same time enter EDI data and issue an invoice to the
customer.
2.2 Comment
Strength
The company approaches and maintains good relationships with customers with a
large output of export/import goods per month: GK's customer base is relatively
large and sales staff always keep in touch and maintain a good relationship with
their customers, from which customers always trust the services that GK provides.
GK's loyal customers are: CMC Software, Samsung, LG, Ferroli,...

The company's strategy of focusing on Northern enterprises is relatively effective when

promoting the strengths of the system of branches near large industrial parks here:
GK's transportation network mainly focuses on serving industrial parks in the
North, thereby optimizing costs and processes for the export and import of
international goods for businesses in the North.

Weakness
Market share is still limited:
Due to the concentration of most customers in the North, it is not possible to
approach and provide good services to customers in the South, where export/import
activities are equally busy outside the North.

Compared to foreign forwarding companies or joint ventures, GK's market share

has become even smaller even though these companies have only jumped into
Vietnam for a short time. This is not necessarily under the control of GK as well as
other businesses because those companies have the potential in capital and
technology, they often offer lower prices with excellent service. For clients, the
initial offer sometimes plays a very important role in the decision-making process

The staff and staff qualifications are still limited:

GK's staff is not really large, along with experienced employees in the industry,
most of them are only concentrated at the headquarters in Hanoi. This causes quite
a lot of obstacles in the operation between branches.

Imbalanced logistics structure:

At GK Logistics Freight Forwarding Joint Stock Company, the imbalance in the structure
of freight forwarded by air is reflected in the imbalance in output as well as the value of
exports – imports. While Vietnam is still a trade deficit country, the proportion of freight
forwarding and receiving goods exported at GK is always dominant, and imported goods
are not only small in quantity, but the value of delivery is much smaller.
The value of GK's exports accounts for more than 70% of the total value of
delivery, bringing in the main source of income for businesses rather than imported
goods while Vietnam is still a surplus importing country. The reason for this is that
Vietnamese businesses often have the habit of exporting under FOB conditions and
importing under CIF conditions. In both cases, the right of carriage is decided by
the foreign party.

Seasonality of forwarding activities:

Seasonal forwarding activities are not only a characteristic of air freight forwarding
services but also considered a problem that needs to be overcome. Seasonality is shown
in the season of high goods, the volume of delivery is too large, and it is not enough to do
all the work. Many times when the number of reserved seats of airlines runs out, the
company is forced to refuse the goods. However, in the season, there are few goods, the
volume decreases, and the work is also less. The time when there is a lot of stock is
usually in the middle months of the year such as June to August and the last months of
the year (Christmas and New Year).

This seasonality makes the company's operations unstable, and monthly business
results are uneven. This directly affects the employment and income of employees.
Moreover, during periods of low seasons, the company still has to pay salaries to
employees, causing profits to decrease.
3 Measures to develop air freight forwarding services at GK Logistics

3.1 Goals and development directions of GK Logistics in the coming time

In order to enhance business efficiency, GK has set out a number of goals and
development directions as follows:
- Expanding the forwarding market, promoting marketing, especially focusing on
the European and American markets, seeking the possibility of expanding
industries in the Southern region.
- Develop and implement business management mechanisms, pricing and
commission mechanisms, create levers to promote business, strengthen cost-saving
management, improve service quality and competitiveness in the market in order to
attract new customers and maintain traditional customers.
- Invest, make full use of and exploit material foundations, warehousing, renovate
loading and unloading equipment and means of transport to well organize
forwarding services.
- Develop a business strategy for the following years, focusing on the goal of
improving service quality and diversifying types of services on the basis of fully
exploiting the available strengths in business.
- Create a close coordination relationship between departments in the company's
office, between offices and branches and between branches for the common benefit
and interests of each unit.
3.2 Solutions to improve the efficiency of air freight forwarding services for
GK Freight Forwarding Joint Stock Company
3.2.1 Market solutions:
In the current situation of fierce competition in the forwarding market, in order to
survive and develop while increasing market share, GK needs to expand the
forwarding market. This is an effective measure to achieve the goals of
profitability, consolidation, position strengthening, and safety goals. When the
market has been expanded, even if a certain market area fluctuates, it will not cause
a serious impact on the operation of the whole company

There are 2 forms of market expansion, namely market expansion in width and
market expansion in depth:
- Expanding the market by breadth is understood as expanding the market by
geographical scope. So far, GK has reached out to many international markets,
operating on almost all continents such as Asia, America, Australia. However, there
are still some markets where the company has not yet exploited its full potential,
such as the African region, the South American region (Mexico, Brazil, ...) and
Europe.
- Expanding the market in depth is on the same existing market, but the company
can attract more customers, strengthen and establish long-term relationships with
traditional customers by service quality, by expanding the scope of its services
3.2.2 Improving service quality
For a service business, improving service quality is very difficult because the
concept of "service quality" is still very vague, there is no standard to evaluate. In
the process of freight forwarding, the quality of the service gives customers
confidence and peace of mind that their goods are safe and arrive at the exact
destination in the hands of the most diligent forwarders.
We see that GK has only captured a very small market share in the air freight
forwarding market, partly because the quality of service is not high, some
customers when entrusting GK to deliver a shipment due to too many problems
have not returned to the company. Therefore, competing by quality is very
necessary, it helps the company reduce the burden of price competition because in
the price war, GK cannot compete with foreign companies with capital potential.
With the type of freight forwarding for import and export by air, the quality of
service is sometimes reflected in very small things. For example, with special
products such as hanging containers that require high hygiene requirements, the
company should choose clean containers, and the equipment should also ensure
that the goods are evenly stacked and not crumpled. If you just pay attention to
such small details, the way customers perceive and evaluate the company's services
will be completely different
In addition, creating good services also means advising customers on the
competitive situation in the market, the situation of foreign trade activities, and
international law. Providing customers with information about import and export
partners, giving advice on the terms of foreign trade purchase contracts, explaining
complex terms in detail so that customers do not misunderstand, leading to disputes
when disputes occur.
These additional services act as a kind of catalyst to maintain and strengthen
relationships with customers as well as enhance the company's position in the
competition.
3.2.3 Solutions for trade promotion
Trade promotion is an extremely rich activity. Every company knows the
importance of this activity, but it is very difficult to implement an effective
promotion plan because most Vietnamese companies do not have strong enough
capital to pursue a long-term promotion strategy. But for sustainable development,
GK needs to promote this activity.
Trade promotion with a service business includes the following main activities:
advertising and customer relations, of which the important thing is the customer
care policy.
In terms of advertising media, GK can advertise in newspapers, make billboards
and advertising posters. These are easy measures that are not too expensive because
unlike manufacturing enterprises, which have to launch a massive advertising
campaign when launching a new product, as a service business, GK only needs to
advertise regularly without being too ostentatious. In addition, increasing
advertising at trading establishments is also a common measure for a small budget
of companies like GK.
Currently, the company also uses many types of marketing such as: printing
publications introducing the company with beautiful forms, participating in
exhibitions, etc. However, the most popular form seems to be that the company's
employees go to the import-export units to build relationships by giving quotations,
leaflets, and convincing customers.

In addition, in order to win the support of customers, GK can apply some of the
following ways: let customers enjoy satisfactory commissions, with large
customers with a stable volume of goods to enjoy preferential prices, care about
customers when sick, maternity, joyful, etc ... These things may sound ineffective,
but they have been adopted by many companies and achieved a lot of success.
3.2.4 Train human resources to suit the new situation

First of all, in terms of professional qualifications, although each employee has to

improve their knowledge and learn more about the profession, the role of the
company in training its workforce is undeniable. The company needs to regularly
organize courses on foreign trade operations, international payment operations,
customer contact, and additional legal training for business staff.
Right from the recruitment stage, the company needs to be serious and objective to
choose young, talented and enthusiastic employees. Only then can it create profits
for the training later. Every year, the company should organize professional exams,
especially foreign languages, so that all employees always have to study on their
own, not neglecting to cultivate and enrich their knowledge and qualifications.
In addition, raising awareness for employees is also very important, contributing to
helping the company improve work efficiency. It is a sense of responsibility,
creative thinking at work, a sense of saving, preserving and protecting the
company's assets. For a service business such as GK, the sense of responsibility and
diligence in work should be especially important because when customers have
trusted to deliver goods to the forwarder, they must be guaranteed that the goods
will be safe.

3.2.5 Solutions for management organizations

A company needs good people but how to combine them into a strong team is even
more important. This depends a lot on the company's management organization.
Each company has its own organizational model and has its own management
method, which is in accordance with that organizational model. Although GK has
made a lot of improvements to gradually improve its management model, it must be
frankly admitted that the company is still operating cumbersomely, not really
creating links between branches and departments. Coordination of activities
between
 the parts have not achieved the desired efficiency, not creating the
collective strength of a large enterprise in the field of freight
forwarding. Therefore, the company needs to innovate the
management form and organizational model to suit the company's
current business conditions.
Currently, although GK has a department in charge of marketing and departments
specializing in air and sea,.. but have not been fully effective. That is because the
marketing department has not been created the most favorable conditions in
activities, departments when receiving inconsiderate conduct discredit of the
Marketing Department. The immediate measure is to immediately correct the
operation of departments, each department only operates in accordance with its
function. The Marketing Department plays a leading role in customer relations,
conducts research and forecasting of market demand, performs the function of
guiding other departments, and encourages other departments to establish and
expand customers.
Specialization in the above direction not only clearly delineates the responsibilities
and powers of each department, but also ensures the creation of close links between
branches and departments in the process of performing different stages of a
business. That is not easy to implement, requiring a lot of time, money, and effort.
But only by doing those things, GK can fully promote the strengths and potential of
a large and leading company in the field of freight forwarding in Vietnam.
3.2.6 Limit the influence of seasonality

As analyzed above, a peculiarity that is also a problem that needs to be overcome of

GK Logistics Forwarding Co., Ltd. is seasonality. The seasonality of freight
forwarding activities comes from the seasonality of goods import and export
activities because the volume of import and export goods is the object of freight
forwarding activities. However, as our country is increasingly integrated into the
regional and world economy, the circulation of goods will be increasingly
promoted. Although there is a decrease in the amount of goods at times, it is not
that there are no goods, if you know how to exploit well, GK can still stabilize the
source of goods, take the initiative in production and business activities.
Service discounts to attract customers
When reducing service prices, the company may fall into a situation of unprofitable
business, even loss. But if nothing is done, the workers will still have to pay
employees' salaries and depreciate machinery and equipment. If the price reduction
strategy is implemented, the company also has the advantage of maintaining and
expanding relationships with customers, which is a potential benefit, which is
difficult to buy.
When conducting price reductions, GK must research a reasonable level, both
attracting customers and ensuring profits. This is not simple at all because in the
low season, airlines as well as port authorities simultaneously reduce prices,
making most forwarding businesses also have the ability to reduce prices. For
companies with potential, the price they offer even in the high season is shockingly
low, if businesses like GK are caught in a spiral of competition, it will erode
profits, reducing the ability to accumulate investment to expand production.
Therefore, GK should move in the second direction.
Improve service quality with constant prices
This is a strategic measure, bringing long-term benefits to businesses. But the
quality of service is not a day or two, nor is it easy to create an idea in the minds of
customers. Improving service quality is difficult, but it must be carried out
synchronously after a careful preparation process.
Conclusion

Air transport is an important mode of transportation for the international

export/import of goods of businesses, especially in the context that
Vietnam is gradually integrating internationally. In the context of many
difficulties and challenges in the market, especially after the Covid-19
pandemic, GK needs to have appropriate goals and policies to maintain
and expand the market scope further. Although GK has a modest scale
compared to competitors in the same industry, along with the current
growth momentum and the right orientations, the company promises to
develop more widely and bring even better services to customers in the
future, especially in freight forwarding by air.
The internship at the company has helped me apply the theoretical
knowledge I learned at school, thereby improving my knowledge and
experience, ready to enter the labor market. Although the internship was
not long, however, under the dedicated guidance of the Director and Head
of Sales Department, I myself gained a lot of valuable practical
knowledge. I would like to express my deep thanks and gratitude to the
members of GK Transport Forwarding Joint Stock Company.
Finally, I would like to express my sincere and deepest thanks to Mr
Nguyen Ngoc Dat – Instructor, for giving advice and suggestions for me to
successfully complete this mid-term internship.