My Life - Original Writing - 956 Words

I never liked going to school and loved to stay at home with my mom, my brother, Christopher, and my puppy, Zoe Belle. Kindergarten was a struggle for me; I did not like my teacher and I did not like leaving my safe, comfortable home. I went to kindergarten on Monday, Wednesday and every other Friday, so on my days off my mom and I would practice my writing and penmanship skills. I remember the day vividly! I was extremely happy that I did not have to go to school! It was a bright and sunny afternoon, with the fresh wind blowing through our screened in sliding glass door. My mom had just made my brother and me some SpongeBob macaroni cheese with hot dogs. This definitely was not my favorite meal for lunch, but my little brother, Christopher has always loved it! I always want everyone around me to be happy, and since this was his favorite meal, it made him happy, so I was happy. My brother and I are three years apart, we used to get along back then but as we both got older, the sibling nagging, pestering and arguing began to develop. Deep down we love each other but we never tend to express those emotions. After finishing our hot cheesy lunch and a nice warm chocolate chip cookie straight from oven, my mom put my brother down for a nap. When she came downstairs, my mom told me that it was time for me to do my homework and practice my penmanship. Practicing my letters and writing three lettered words was a struggle for me; my hand could never hold the long,Show MoreRelatedMy Life - Original Writing1267 Words   |  6 PagesI yawn and arch my back in a big stretch. I could see my breath in the air. It would be getting colder from now on. I take a look around the small hut we call home. Adam is still curled up on the old mattress, a bundle of blankets wrapped around him. Mom isn’t sleeping next to him, probably out tending the garden. It seems that’s all she’s been doing these past few months. I stand up and walk over to Adam. He is sound asleep, a small amount of drool collecting on his chin. I smile at this and grabRead MoreMy Life - Original Writing977 Words   |  4 PagesWhen my son was ten years old, he asked me if I had ever been bullied before, or if I’d ever bullied anyone. I told him no! Not me! He said, â€Å"Mom, Nana told me that you were bullied, and you bullied people before, too.† I wondered if I should tell him the truth in that moment, that yes, when I was your age and younger, I was bullied, and yes, I bullied others, too. The thought that I could jeopardize my relationship with my son scared me. I could see it dwindling. The actions from my past might makeRead MoreMy Life - Original Writing850 Words   |  4 Pagesto go!† My sister vanessa yelled at me as I was packing the last of my things . I was fifteen and I had just arrived to my new home in Garland. I had just moved form Plainview and I was leaving my friends and family that I had grown up with behind. Moving to Garland while still in High School was one experience that changed my life. I had just finished my freshman year In high school when I had gotten the news that my mom decided to move. She decided that it was best for her and my step dadRead MoreMy Life - Original Writing1463 Words   |  6 Pagesgrim gossip about my old babysitter which made me think of a particular summer morning, bookmarked in my long-term memory. During the school holidays in my ninth summer, I was lying under the garden tree, staring at a singular leaf that was eclipsing the summer sun as the zephyr tenderly blew it back and forth; giving it a seductive allure, while thinking about the previous night. Mother and father were having an agitated discussion downstairs in the living room. Sitting on my bed not able to sleep;Read MoreMy Life - Original Writing1725 Words   |  7 Pagesheavy cry, the physical cracking of my innocent heart. All things that I felt, but hid, in the summer of 2013. This was the day that my family, my world, fell apart for good. Everything was a lie, or so I was told by one party and by the other half, there were no lies. Forced to choose sides between my loved ones, I broke down and grew up in a matter of hours. The day was hot, in June or maybe even July. I had just returned from a fantastic vacation with one of my best childhood friends. We had goneRead MoreMy Life - Original Writing978 Words   |  4 PagesThen my world fell apart. A piercing scream filled the air, one that I will never forget. It was my mother’s... Then everything went black. All the memories poured back, the hospital, hearing the words, â€Å"dear your mother and father are gone. They didn’t make it, I’m so sorry.† And now... The rain washed down my red face along with my tears. Without any sympathy the thunder and lightning bolted down on the damp earth. There I stood my black shoes sinking into the muddy ground. I lifted my blurredRead MoreMy Life - Original Writing1236 Words   |  5 Pagesmoney my dad gave me for ice cream, tight in my hand. I saw the group sitting outside getting ready to go.I could see myself sitting in the back on the porch, eating the delicious flurry that I was soon to order. My brother,my best friend Cassie and her two brothers along with her dad and I were going to ride our bikes through a trail off in the woods and go to Whistlestop Park and then cut through town and head to Houseman s, an ice cream shop near our house. I quickly finished tying my shoe andRead MoreMy Life - Original Writing912 Words   |  4 Pagesfinally decided to have the have the guts and ask my mom the question I had been wanting to ask her. Growing up I had strict parents but not that strict as if I were a prisoner in my own home. Almost every parent appear to be strict others on the other hand are not strict. Entering high school would be the most scariest chapter in my life, I going to meet several new people in my life. Biting my nails as I’m walking in on my first day of highschool, I turn my head left and right as if I were an owl. SeeingRead MoreMy Life - Original Writing1319 Words   |  6 Pageschild, I always used to think that my parents were indestructible. I n my eyes, there was absolutely nothing that could hurt them. Obviously, there is no logic behind this preposterous belief, yet I still felt that way for almost a decade of my life. Unfortunately, my idealistic views came to an end when I was nine years old. My father, who was always some sort of superhero in my life, was diagnosed with end stage renal failure in the summer of 2006. All of a sudden, my super hero didn’t seem so indestructibleRead MoreMy Life - Original Writing1046 Words   |  5 PagesI’m about 13 years old, married to a 35 year old man, and pregnant with the son of God while I’m still a virgin. Yes, my life’s going great. I was a Jewish girl getting ready to marry a well-established carpenter, then a man came to me in my house and told me I was pregnant. I was shocked, because I’m only 13 and was still a virgin. Well, it happened. I conceived when the angel told me I would, went into labor on the way to Bethlehem, and gave birth in a stable because the innkeeper didn’t have any

B2B Report Free Essays

string(208) " According to Civil Law Network \(2010\), the ministry has implemented a new regulation for food safety, and requires all enterprises in food industry to strictly comply with the law of standard safety food\." EXECUTIVE SUMMARY The report will firstly analyze the external audit of Processed Food Food Service and Confectionery Bakery industries, which consist of two parts – market analysis and customer analysis. From these two parts, the opportunities and threats of the suppliers in these industries, especially DKSH, will be outlined. In the market analysis, business environment, the market and competitors will be examined respectively. We will write a custom essay sample on B2B Report or any similar topic only for you Order Now Particularly, the opportunities about the increase in demand or a good signal of industrial development will be explained in social factors, economic factors and industry part; these factors will give general information about Vietnam young population and their Western culture receptivity, which will easily increase the demand in such industry. On the other hand, legal factor will threaten DKSH due to the strict requirement in canned food industry that the firm needs to take caution in order to adapt to new regulation; while the economic factors once again strengthen the opportunity from social factors due to the increase in GDP growth and income. However, the inflation rate should also be considered because it could cause the inconstant demand and be difficult to forecast future demand in the future. The market part also gives some general information about the size based on the value of packaged food industry around US$12. billion in 2011 with the prediction of 4. 2% growth rate in next two years, which promises the development of these two clusters in the near future. Secondly, customer analysis is divided into two main features, which are current customers and potential customers. In current customer analysis, the report will give the information about each cluster’s market share of the top companies holding the highest percentage; Masan in sauce market, Acecook in instant noodles market, and Kinh Do in confectionery bakery market. Then, more details information about these current customers will be examined in term of sales, their expectation such as building up deeper relationship with their multinational suppliers, and difficulty such as high input cost. After that, potential customer part is analyzed based on proposed potential customer list; this part contains some companies regard to Lien Hoa, Hieu Cau Den in processed food; and Huu Nghi and Hai Ha in bakery and confectionery. Especially, some reasons will be given based on the research and analysis about these companies in order to prove that they re ideally potential customers of DKSH. Thirdly, the internal audit is conducted to give the brief idea about the company; DKSH sales structures are activated in product and geographically based, and the strengths of the company about qualified staffed and good value added service are figured out in resources and marketing mix management part. From industry and customer analysis, the SWOT gives the summary of c ompany strengths and weakness; and opportunities and threats in graph illustration form. Next, the marketing plan is proposed in order to give the best fit with the SWOT. The marketing objective that applied SMART approach will aim to increase the demand, brand awareness as well as the way to approach to potential customers with the specific point of time which is from 1st October 2012 to 1st April 2013. Then, the implementation plans relied on marketing mix, including direct marketing, personal selling and sale promotion will be planned specifically. To give more visual prospect about the marketing plan, the marketing program gives detail schedule as an action plan; and finally the performance evaluation will give some idea about how to evaluate the success of this marketing plan. Contents I. Introduction5 II. External Audit6 A. Market Analysis6 1. Business Environment6 2. The Market8 3. Competitors10 B. Customer Analysis11 1. General Information11 2. Current Customers13 3. Potential Customers17 III. Internal Audit23 A. Company Analysis23 1. Sales23 2. Management of marketing mix23 3. Resources23 IV. SWOT25 A. Strengths25 B. Opportunities25 V. Marketing Objectives26 VI. Implementation Plans26 VII. Marketing Program27 A. Direct Marketing27 1. Telephone Marketing27 2. Email Marketing27 B. Personal Selling29 C. Sales Promotion29 D. Action Plan29 VIII. Performance Evaluation31 IX. Conclusion32 X. Appendix33 A. Potential Customer List33 B. Mapping Itinerary37 1. Southern37 2. Northern40 XI. Reference41 * Introduction DKSH is one of leading companies in market expansion services that has been established in 1865 and exist for 150 years in Asia. Thus, â€Å"Think Asia, Think DKSH† is recognized as company’s slogan and that could tell how successful DKSH is in Asia. With a strong financial performance that has increased rapidly from 2002 to 2011 that exceed 8. % in net sales, DKSH becomes a strongest successful market leader recently. Obviously, its objectives are to help firms to grow their business in new and existing market by supplying knowledge, advice, relationship to reach each individual’s goal, expand company’s revenue opportunities and increase their market shares by making sure that their client’s products are always visible on the shelves at all tim es. DKSH’s business units are divided into 4 main business lines: Food ; Beverage (F;B), Personal Care, Pharmaceuticals and Specialty Chemicals. In fact, this report is going to analyze on 2 small clusters: Confectionary ; Bakery, and Processed Food which included in F;B industry in order to help DKSH to remain on the existing market and expand their business to the new market. To be more specific, integrated marketing communication tools that are direct marketing (telephone ; email), personal selling and sales promotion (trade promotion) will be applied to support push strategy in order to approach to potential customers. External Audit Market Analysis Business Environment Social Factors According to General Statistics Office (2010), Vietnam population in 2010 is around 88 millions with 51. 9% of this figure is younger than 30. Hence, it could become an opportunity for confectionery and processed food markets in increasing demand for consuming these kinds of product due to the receptivity of young population as well as the influence of Western culture. For this reason, suppliers of ingredients for these products can potentially enhance the number of customers as well as their sales in Vietnam market. Legal Factor According to Civil Law Network (2010), the ministry has implemented a new regulation for food safety, and requires all enterprises in food industry to strictly comply with the law of standard safety food. You read "B2B Report" in category "Essay examples" To be more specific, the Government encourages food manufactures in using high quality ingredients and adding more nutrition in their products. Moreover, they also require the manufactures in focusing on managing the supply of ingredients from upstream. Consequently, it could be the threat for food manufacturing companies to manage and have a specialized knowledge about supplied ingredients and their suppliers are expected to invest more in innovating their products in order to meet the regulation and more persuasive for the manufacturing firms to use their products. Furthermore, the regulation for environmental friendly packaging in food service also stricter (Civil Law Network 2010). Thus, it requires food service suppliers to put more effort in investing new or innovating current kinds of packaging that could adapt to environment issues. Economic factors In 2010, Vietnam’s GDP growth rate was 5. 83% (tradingeconomics. com 2012), hence the monthly average income per capital had increased to 39. 4% compared to 2008 and was estimated to be 1,387 thousand VND. As the result, this increase in income have gradually shifted Vietnamese consumers in premium segments such as sweet, ice cream or cakes and consumers also have higher requirements of diverse tastes, food quality, and nutrition for package food and also bakery (Vietnam package food, 2011). It is the good opportunities for supplying companies to catch up with these trends by developing current and new ingredients in respond with these market trends. However, the significant influence of the inflation rate cannot be denied. Based on tradingeconomics. com data, the Vietnam inflation rate in the third quarter in 2011 was around 22. 42% whish was the highest rate in Asia (bbc. co. uk). Hence, the demand in food market had declined in this period; therefore, manufactures can be threatened in forecasting future demand due to some unpredictable economic factors. Consequently, the suppliers are also affected by that because it could be difficult for them to rank the potentiality of their customers in near future. The Market In the report â€Å"Newzealand Trade;Enterprise† (2011), the author states that the value of packaged food industry in Vietnam was approximatelyUS$13. 3 billion in 2011 with the average growth rate at 4. 2% in the next two year. In addition, based on General Statistics Office website (2011), the value of confectionery sales is predicted to increase to US$ 471. 6 million at the end of 2012 and this figure is going to increase more than 10% each year for the next four years. These numbers indicate that there is a very highly potential demand for confectionery and processed food industry. * Competitors Connell Brothers, DKSH and Brenntag have been ranked as top 10 leading chemical distributors in Asia in 2011. Specifically, they all operate in Vietnam and engage in many types of industries such as food ; beverage, pers onal care, specialty chemicals, and pharmaceutical industry. As shown in the graph, it can be seen that DKSH has much less sales as well as power compared to Connell Brothers in the global market in 2011. At the meantime, the sale of DKSH and Brenntag is slightly different. Therefore, DKSH is required to put more efforts to gain its market share globally in order to build further distance with Brenntag and shorten the distance with Connell Brothers. Customer Analysis General Information First of all, the paper is going to show some figures related to market share of some leading firms in Vietnam (2011) for two industries: processed food and bakery. For processed food market, market share of sauce and instant noodles have been displayed; while in bakery industry, confectionery and biscuit market have been demonstrated. Market Share- Processed Food (Source: Euro Monitor International) Sauce market For the diagram above, it shows that Masan owns comparatively larger market share than any other firms in such market. But since the portion of â€Å"others† still has 25% of the marker share, it is believed that some potential customers in this category can be found. Instant noodles market The major key player in this industry is Acecook, with 51% of market share while the other firms are holding less than 20% respectively. The report selects Masan food as an instance to explore knowledge under current customer analysis. Market Share – Bakery (Source: Euro Monitor International) Confectionery market Confectionery market is diverse, with many firms hold similar portion of shares. Among them, Kinh Do takes the 1st place in the market, follow by Huu Nghi and Hai Ha. The 2nd and 3rd key players in the market can be the potential customers for DKSH. Further information related will be given below in â€Å"Potential customer†. Biscuit market There are mainly two key players in the market, Kinh Do and Kraft Food, while each of other firms retain from 4~11% as their market share in the biscuit industry. Due to Kinh Do has an outstanding performance on the market share, the report will take it as a specimen in analyzing current customers. Current Customers There are many customers that DKSH is currently having connection with, including both local and foreign firms. The paper will choose one customer from each cluster, Masan Food and Kinh Do, to analysis the position of it through searching on background information, sales performance, and then raise opportunity and threat. Masan Food (Processed food) Mason Food is belonged to Masan Group, a firm that specialized on Techcombank financial services. After years of operation, Mason Food has become leading brand of processed food market in Vietnam, which has dominance on market share in some product categories. The product range includes fish sauce, soy sauce, instant noodles (74%, 78%, 14% of the market respectively) and other kinds of product. Sales Performance (Source: Business Monitor International ) Opportunity Despite Masan Group is established as a local enterprise, it recently decides to build a relationship of acquisition with Nuiphao Mining Joint Venture Company Ltd, becoming one of the largest private sector resources companies (Masan Group Investor Update n,d). Cooperating with local or foreign investment is an opportunity for firm to receive more capital to invest in its operations. Due to DKSH is a multinational firms already, the business is expected to be enrich by cooperating with local firms in other industries to expand the operation range. Threat As a processed food manufacturer, Masan Food faces a problem that sometimes the price for raw materials is fluctuating(Business Monitor International, 2012). For the earning benefit point of view, Masan Food should pass the costs from consumers, but that can threaten the chance of losing customers. To illustrate, the FMCG industry is a price sensitive environment that contains many brands at similar level. If one brand’s price is higher result from increasing costs to reflect its margin, customers can easily choose another brand because the switching cost is low. Volatile input costs can be a threat to the food manufacturer because the manufacturer needs to choose whether to burden itself or to pass on customers. Same story is applicable in DKSH’s case, if the input price has a significant increase, DKSH has to decide whether to bear the costs or compensate from its customers; both decisions are having certain drawbacks needed to be considered. Sales Breakdown (Source: hsc company update) Kinh Do Corporation (Bakery and Confectionery) Kinh Do is a local brand that established in 1993, which is one of the largest food producers in Vietnam nowadays. The core business of the firm is food related products: confectionery (cakes, candies), beverage (water, juice) and dairy products. Kinh Do also involved in some other industries such as real estate and grocery retailing. The brand creates a good image that allows them to gain certain customer awareness and even awarded as top ten of Vietnam’s best brands (Ha 2011). Sales Performance (Source: Business Monitor International) Opportunity As indicated before in the report, health awareness has raised from customers when they purchasing confectionery product. Consequently, higher level of quality is required from food manufacturer in order to satisfy customers. As showed from annual report, Kinh Do provides best materials in manufacturing their products, aim to satisfy its customers in a better extent. Indeed, sellers should be responsible to meet the requirement when there is a concern about product’s specification such as â€Å"health† mentioned above. Without doubt, they can gain more recognition if they can achieve the condition. DKSH is getting involved in this health concerned manufacturing process due to it is one of sellers of Kinh Do. If DKSH can attain the requirement, which it already does, it is expected that the buyers will be satisfied, and they are willing to create more opportunities to corporate with DKSH in the future. Threat Kinh Do depends largely on the domestic market but that makes the company fragile with the fluctuating customer demand (Business Monitor International, 2012). Actually, change in customers’ preference can affect organizational demand in both positive and negative ways, but here it seems more likely to be threat from the view of the Kinh Do. Because local buyers are the main sources of generating sales, if the number of them is not stable, firm’s overall performance will obviously be affected. Likewise, inquiry that DKSH received from food manufacturers is affected by customer’s demand. If the perception of buyers is low, sellers will gain lesser results from the declining demand, and vice versa. Being instable with the demand can be interpreted as the firm is actually dependent by the market trend. In this case, DKSH has no control over the changing demand; therefore it can be a threat. Sales Breakdown (Source: hsc company update) Potential Customers Apart from keeping relationship with current customers, exploring new customers is also important for a business. To give our more precise information, the report lists four potential customers from the two clusters, with background information, product range and reason why it is recommended as being â€Å"potential†. Detail contacts of other potential customers can be founded in appendix. Lien Hoa (Processed food) Lien Hoa was established since 2008, by Thierrty Pham, an industrialist who has more than 15 years’ experience in the industry. The firm operates following European standard to ensure the quality of the products. As mentioned from the official website, Lien Hoa has signed exclusive contract with other brands such as Uni-President and Siam Brothers to be its business partners. Moreover, the products of Lien Hoa are widely distributed with supermarkets like Giant, Metro and Big C (Lien Hoa, 2011). Reason Although the brand is new compares to some other existing sellers in the market, it is expected to grow due to qualified and experienced methodology used by the firm. Furthermore, the brand has shown its ambition to boost the market by cooperating with well-known brands like Uni-President. Product range Hieu Cau Den Sausage (Processed food) It is a sub branch of Black Bride Food from Taiwan. The brand mainly offer traditional Taiwanese dished rice dumplings, meat floss, and some products commonly seen in Vietnam such as sausage and dumplings. The brand is also an importer for some food and beverage from Taiwan. Even though the brand is not as famous as other brands in the existing market, it is quite popular among the Taiwanese because the products fit their taste better. Reason Situation is slightly different compares to dealing with other brands in this case because the brand is not really concentrating on mass market but more likely on niche market, for Taiwanese currently. Becoming the supplier of it creates an opportunity to enhance brand awareness towards foreign consumers. Moreover, the location is in the same district with DKSH, and therefore it will be easier for DKSH to access. Product range Huu Nghi (Bakery and Confectionery) Huu Nghi is known as a noticeable confectionery brand in Vietnam since 1950’s. is having more than 120,000 retailers throughout Vietnam. Similar to other brands in confectionery industry, the brand holds eligible qualifications as criteria to control fabric of the products. The business expands its relation across the nation to many countries: United States, Japan and Singapore. In addition, Huu Nghi also exploits the business to agricultural products such as pepper and corn (Huu Nghi, 2011). Reason The firm pos sesses proficient knowledge in trading with businesses across the country, thus, it is foreseeable that their experience can abound the business prospects. Also, as DKSH is a multi-national enterprise, Huu Nghi can understand the operation or regulations better result from their sophisticate. Product range Hai Ha (Bakery and Confectionery) Hai Ha Confectionery Joint Stock Company (HaiHaCo) has set up for more than 40 years and turns it status from public to private in 2003, aiming to provide qualified products to serve its customers. With advanced technology, Hai Ha can utilize its equipment plus the specialists to maximize its effort to engage in confectionery industry. Consumers of Hai Ha choose it as â€Å"Vietnam high-quality goods† for continuous 13 years (Hai Ha, 2011). Reason Apart from dominant brands like Kinh Do, Bibica and Kraft, Hai Ha ranked as 4th in market share of both confectionery and biscuit sector in Vietnam. It can be a great opportunity if DKSH can work with them as a seller due to Hai Ha’s high portion of sales caused by variety products. Product range Sales performance (Source: hsc company update) Internal Audit Company Analysis Sales DKSH has structured its sales force by product based, in which different sales team will be organized based on business lines. This method has created the strength for sales team as it can offer professional and skillful staffs with deep knowledge about their products. Face to face communication facilitates the interaction with customers by allowing them to question and negotiate directly, and thus lead to the opportunity to build long-term relationship. Additionally, to ensure the effectiveness of sale team, DKSH also divides its sales force based on geography, in which each sales team will be located and responsible for different areas across Vietnam. Management of marketing mix The annual report of DKSH claimed that DKSH will work with its customers to understand their needs, and then provide customized solutions to them. This is indicated that they are achieving cooperation relationship, which integrated into NPD (new product development) and new resolutions. Moreover, in order to strengthen their relationship, DKSH has provided customers the access to knowledge, advice, relationship, and logistics. At the mean time, DKSH ensures that the customers’ products will successfully grasp the right market. This is shown that there is a chance to build long-term collaborative relationships between them. If this relationship remains well, then there will be potential to create long term alliances – to build specialist knowledge or strategic partnerships. Resources Due to the world wide sourcing network in more than 70 markets and the expertise in each cluster, DKSH is very confident in providing any needed ingredients for its customers. Moreover, for highly applicable purpose, research and analysis service can also help customers in creating and developing new or customized product ideas. Obviously, this is also one of DKSH strengths as it helps customers to be able to sustain in their market and differentiate their product offerings over competitors. DKSH has applied SalesForce. com as its own tool to manage sale teams. It allows each individual sales person to organize the new, potential and current customer’s information and the managers then can look at the working process of their inferiors. Moreover, DKSH can also translate all customer data to up date information in timely manner. Another strength of DKSH is that it can efficiently manage its distribution channel. To allocate the channel tasks, the firm needs to achieve four main factors regarding reduce complexity, increase value, transaction efficiency and service quality. DKSH has industry expertise and offer â€Å"comprehensive Market Expansion Services†; therefore the firm can help its customers to reduce the number of separate exchange that they need to take place in order to collect different ingredients that are needed for their production. The firm does not only provide materials to manufactures but it also provides the concepts and formulations that go with these materials. For this reason, understanding what customers expect is one of the necessary key that takes part in DKSH’s success; therefore value is added in each process. Moreover, DKSH offers the whole supply chain management; hence its customers can be beneficial in getting lower operational costs and also in increasing the value. Non-stop in innovating the new sources or materials to meeting customer’s needs for their own application or market trend is one of the advantage that illustrates for DKSH’s good service quality. Furthermore, the organization also have good after sales services such as monitoring of technical staff at customer site, order processing and warranty timely delivery. SWOT Strengths DKSH recruits experienced staff and professions in the field, the prominent knowledge level can be a base for providing stronger technical support. Instead of only supplying for ingredients, DKSH offers formulation description discussion with customers to understand them better for value-added services. With this tradition, DKSH can set up a long term relationship with its customers. DKSH offers â€Å"comprehensive market expansion service†. This benefits customers by reducing the number of exchanging points to go through. Consequently, operating and transaction costs can be lessen. Opportunities Purchasing power of customers in Vietnam is enhanced caused by an increase in GDP; they have better earning to make purchase and thus greater demand of luxury food items can results. It is expected that lifestyle of young population in Vietnam will differ from Generation X, preferring more ready meal like confectionery products and processed food. Hence, a growth in demand is foreseeable. Marketing Objectives Objectives of the marketing plan will be outlined based on SMART approach. Firstly, the new potential customer list which does not include in DKSH’s current customer list helps DKSH to expand its customer database in its internal network regard to salesforce. com. Secondly, the direct marketing such as telephone and email marketing plan will be proposed from 1st October 2012 to 8th March 2013 in order to approach the potential customer list step by step and enhance the brand awareness in both current and potential customers. It will be able to achieve 40% of number of potential customers who are willing to answer through phone call or email. Thirdly, personal selling plan is applied from 15th October 2012 to 31st October 2012 to achieve the remained number of potential customer from above step; hence the sales of the company is estimated to increase by 30%. This plan will be conducted according to the mapping itinerary which helps the sale team easily to visit customer based on the efficient action plan. Finally, sales promotion program is planned as the boom strategy in order to help DKSH easier to create the demand among potential customers that applied in direct marketing and personal selling plan. Implementation Plans The most appropriate B2B marketing communication strategy that should be used to approach to potential customers as well as make them become DKSH’s â€Å"current† customers is push strategy. Specifically, direct marketing, personal selling, and trade promotions will be used by DKSH to make its potential customers aware of its products and create demands, as well as to maintain and strengthen relationships with the current customers. Marketing Program Direct Marketing Telephone Marketing Potential customers In direct marketing, telephone marketing should be used to directly communicate with these potential customers; DKSH should come up with the calling schedule, which indicates the number of sales people and the number of manufacturers (potential customers) need to be contacted in each region in one day. To illustrate, there are around 60 potential customers founded by the research team; DKSH can assign its sales people to make the call to 10 manufacturers in one day. This means DKSH will reach all 60 manufacturers within 6 days. In order to save customers’ time and the company’s costs, the sales persons should not introduce too much about DKSH’s history and its achievements via telephone. Instead, they should go straight to the core information such as types of products or ingredients that the customer needs, the price, and what DKSH can do for them. Moreover, the good point of this strategy is that it offers two-way communication and thus allows customers to question directly. For this reason, it is very important for DKSH to assign skillful spoken sales people to this project. Current customers In addition, it is also important to schedule the calls to current customers in order to inform them about DKSH’s new products or ingredients, promotions, as well as to remain relationships with them. To illustrate, DKSH now has totally 105 current customers for food ; bakery cluster; assume that it will call to 10 customers in 1 day, so it will finish calling to all 105 customers within 11 days. It is recommended that DKSH should make this calling schedule every six months; at the beginning of each month for the current customers in order to keep frequent contact with them to update their latest situation and their new demands. Email Marketing Potential customers As mentioned above, telephone marketing is used for the purpose of reaching potential customers by going straight to the core issue and providing them the core information. Therefore, other general information such as company’s background, history, achievements, number of skillful staff and techniques, and types of business lines will not be discussed in detail via telephone marketing. For this reason, it will be a good idea to email this information to DKSH’s potential customers so that they can have a clearer sight about DKSH. It is recommended that DKSH should email to the potential customers that it cannot successfully reach in telephone marketing for once a month to remind them and make them aware of DKSH products; it should do this at the beginning of each month. Current customers In telephone marketing, the sales people will inform the current customers about new products or ingredients, and the promotions. Then, in the email marketing, these sales people will email to the customers the related information in detail, such as the price table that indicates the price of each type of new product. Obviously, this tool is faster and incurs lower costs compared to other tools. Moreover, it tends to be more convenient to the customers compared to the telephone marketing. To illustrate, some contacted customers are so busy that they cannot listen too much what DKSH sales people want to tell them. In this case, email will be a better choice. As mentioned above, DKSH should make calling to the current customers every 6 months to frequently update their new demands. Simultaneously, DKSH should also try to come up with new products every 6 months to help its current customers to sustain in the competitive market as well as to retain them. Then, the sales people will email this related information in details to these customers; also do this for every 6 months, and at the beginning of each month. Personal Selling In personal selling, sales representatives of DKSH will be assigned face-to-face to these potential manufacturers in each region; these manufacturers (potential customers) are those that DKSH cannot catch in direct marketing. The number of sales representatives will be decided relying on the number of manufacturers in a particular region. To be more specific, DKSH can go to visit 4 manufacturers in 1 day; keeping doing this until it can catch up all of the potential customers that left in direct marketing. The main task of these representatives is to try to understand customers’ purchasing criteria as well as to provide brief information about DKSH’s main industries and products in order to increase the product awareness. Moreover, it is important to emphasize the benefits that DKSH can bring to them. Sales Promotion In trade promotions, the telephone marketers and sales representatives should emphasize that DKSH will offer lower prices (5% discount) compared to the market price to its potential customers for their first purchases; this means the more they purchase, the more discount they can get. Therefore, it will be the incentive for these customers, and this type of promotion will be applied to the potential manufacturers in all regions. Action Plan Task| Timeline| | 1st October – 31th December 2012| | W1| W2| W3| W4| W5| W6| W7| W8| W9| W10| W11| W12| Telephone Mkt| | | | | | | | | | | | | Email Mkt| | | | | | | | | | | | | Personal Selling| | | | | | | | | | | | | Sales Promotion| | | | | | | | | | | | | | Timeline| | 1st January – 1st April 2013| | W13| W14| W15| W16| W17| W18| W19| W20| W21| W22| W23| W24| Telephone Mkt| | | | | | | | | | | | | Email Mkt| | | | | | | | | | | | | Personal Selling| | | | | | | | | | | | | Sales Promotion| | | | | | | | | | | | | Performance Evaluation | Objective| Strategies| Evaluation| 1| Increase Brand Awareness| * Telephone * Email * Personal Selling| * Numbers of customer who are willing to answer a call and give helpful information. Numbers of customer who reply email and make a request for further discussion. * Numbers of customer who are willing to interact with sell person and distribute in the conversation. | 2| Increase Sale| * Personal Selling * Sale Promotion| * Numbers of customer who accept to make a contract with DKSH in supplying necessary ingredients. | 3| Create Demand | * Sale Promotion| * Number of customer s who firstly have no demand in finding new suppliers but changing later due to competitive proposed price. Conclusion In this report, the general information about Processed Food ; Food Service and Confectionery ; Bakery clusters will be analyzed in order to outline the SWOT analysis for DKSH. Additionally, Push strategy will be applied to reach 60 potential customers. Specifically, integrated marketing communication tools such as direct marketing (telephone and email marketing), personal selling and trade promotions will be used to support the push strategy to approach to the potential customers. At the same time, these tools can help to retain and strengthen relationships with the current customers. Appendix Potential Customer List Mapping Itinerary Southern Northern Reference 1. ‘DKSH seeks a boost in Asia’ 2012, ICIS news, posted 13th August, viewed 1st September 2012, ;https://docs. google. com/a/rmit. edu. vn/viewer? a=v;pid=gmail;attid=0. 1;thid=1392e4d1b429e96b;mt=application/pdf;url=https://mail. google. com/mail/u/0/? ui%3D2%26ik%3D0e4ae12cf9%26view%3Datt%26th%3D1392e4d1b429e96b%26attid%3D0. %26disp%3Dsafe%26zw;sig=AHIEtbQnvWZ6Rh09SpbtN_3J-u-kBRPiKg; 2. Agri-Food Canada 2011, Package Food in Vietnam, Agriculture and Agri-Food Canada, viewed 14 August 2012, ; http://www. gov. mb. ca/agriculture/statistics/agri-food/vietnam_packaged_food_en. pdf; 3. BBC 2011 â€Å"Vietnam Inflation Rate Hits 13. 9%†, BBC, 22 March 2011,viewed 15 August 2012, ; http://www. bbc. co. uk/news/business-12845809; 4. Brenntag Asia Pacific 2012, Brenntag Vietnam Co Ltd, vie wed 28th August 2012, ;http://www. brenntag-asiapacific. com/en/pages/Brenntag_Asia_Pacific/Lo How to cite B2B Report, Essay examples

European l Accounting Auditing And Finance -Myassignmenthelp.Com

Question: Discuss About The European L Accounting Auditing And Finance? Answer: Introducation On 7th April 2017, Ms. Inshanalli was sentenced to three and a half years as a punishment for engaging in fraudulent activities (R. v. Inshanalli, 2017). Prior to the judgement She had pleaded guilty to the offences on during one of the court hearings. In her judgement Justice Peter C. West revealed that the offender had in the previous years participated in several fraudulent activities which even included going against a court order that prohibited her from taking any form of accounting jobs while on probation from the previous charges. Ms Inshanalli was employed by the victim between April 2014 and January 2016, during the period she fraudulently wrote herself 134 cheques which were not authorised each cheque was of an amount between $ 1456 to $ 5839. She worked as a bookkeeper during her employment tenure with the victim and took the opportunity to forge the signature of Gerard Waslens as a way of authenticating her frauds. Ms. Inshanalli had a history of defrauding unsuspecting clients and employers who put their trusts in her. On May 2004 she was given a conditional sentence for defrauding 407 ETR an amount totalling $750000 while working for them in Newmarket. The same behaviours were replicated between the year 2010 and 2012 when she defrauded her employer Sherwood Innovations of $141000. In many of the cases the offender took an opportunity of the trust the employers put on her as a bookkeeper to steal from them. Theoretic Analysis In trying to understand the mindset of fraudsters several theories have been explored. The aim is to gain an insight of how and why fraudulent activities occur. In this analysis some of the theories will be highlighted. The Fraud Triangle This is a combination of three situations which when converged can make an honest person turn to fraudulent activities (The Fraud Triangle, n.d.). The factors are: Perceived pressure; this is the primary motivation behind the fraud. The trusted person sometimes experiences financial issues that she/he may not be able to solve in a legal manner hence consideration of fraud. Perceived opportunity; The trust put in the individuals normally give them an avenue to still by abusing their trust. Rationalization; fraudsters are normally not criminals by career hence have a personal justification for carrying out the offence (Johnson, 2004). Ms. Inshanalli had very many previous records of fraud from the year 2004 to 2016. In almost all the companies she had been employed in she found a chance to breach her contract and steal money from them. despite the numerous cases surrounding her during her trials she pleaded guilty of the offences which showed signs of remorse, in addition she went ahead to make a voluntary restitution payment. She blamed the pressure to a company her friends to casinos and her gambling addiction as the reason behind her actions (R. v. Inshanalli, 2017). The gambling addiction has been proven by the court when it was discovered that she had initially been put under psychiatric care to assist he overcome it. The Fraud Scale This theory was introduced in 1984 and it replaces the fraud triangle idea of rationalization with ethics and integrity (ACFI Fraud Manual 8th Edition. ). A persons integrity is judged by the commitment to adhere to ethical standards in decision making. In such cases the people rarely engage in fraud. By assessing the individuals integrity, it's therefore possible to gauge the fraud scale. When an individual with low integrity are exposed to high opportunity and high pressure their chances of engaging in fraud becomes very likely. The issue of integrity is reflected in the case of Ms. Inshanalli. She goes against the court order to sat away from the bookkeeping jobs, in addition she is repeatedly involved in fraud in the various companies she worked for (R. v. Inshanalli, 2017). With this we can claim that Ms. Inshanalli is a person of low integrity and give little space for ethics. The judge decision to put her in jail rather than on probation therefore seems justified. Part 2: Illuminating Rationalization with Behavioural Science The rational theory is applicable in criminology to try explaining why individual indulge in criminal behaviours. As the case with fraud triangle its is characterised by three main assumptions; offenders regard themselves as people, people tend to optimise their objectives and people have self-interests. The rationale behind the rationalization theory is that crimes are selected based on their advantages over the costs. should the outcome of a crime outweigh the consequence then the crime will be committed. In the Inshanalli case the objective was to satisfy the gambling desire. The offenders previous convictions were light, and she even managed to maneuver and get another job regardless of her probation status. To her the cost of her crimes was minimal just being kept on probations and so she chose to continue exploiting her employers. As per the rationalization theory the low cost of the actions triggered further frauds. Conclusion The fraud theories discussed above are all geared towards highlighting the rationale behind criminal behavior. Ms. Inshanalli is presented with an opportunity as a bookkeeper. She had a superb knowledge of accounting which she could easily use to cover up her behaviours. In addition to this the offender had a gambling addiction and the urge to accompany friends to casinos these factors contributed to the occurrence of the frauds. As per the rationalisation theory the offender had a past record of frauds which were classified as massive with heavy consequences but ended up attracting minor charges. With this the cost of fraud was lowered to the point that the benefits she derives outweighed them. To fully understand the fraud cases its essential to identify the nature of the fraudster to optimise the illustrations of the theories in explaining the behaviours (Gbegi, 2013). References ACFI Fraud Manual 8th Edition. . (n.d.). Association of Certified Forensic Investigators of Canada. Gbegi, J. A. (2013). The New Fraud Diamond Model How Can It Help Forensic Accountants in Fraud Investigations In Nigeria? . European Journal of Accounting Auditing and Finance , 133. Johnson, J. G. (2004). Southeast Decision Science Institute. Retrieved from The Fraud Diamond vs. Fraud Triangle Analytics: Evaluating Capability as a Modification for Auditing Unstructured Enterprise Data: https://www.sedsi.org/2013_Conference/proc/proc/P121012004.pdf Inshanalli, 2017 ONCJ 234 (Central East Region: Oshawa 16-33970 April 07, 2017). The Fraud Triangle. (n.d.). Retrieved from The Association of Fraud Examiners : https://www.acfe.com/fraud-triangle.asp