1. Van M. Vu - vuva2@uhk.cz Page 1
Vinamilk Introduction
Vinamilk, which stands for
Vietnam Dairy Products Join Stock
Company, was established in 1976 as
the state-owned Southern Coffee-Dairy.
It has reached the title of the biggest dairy company and has been listed as 15th
largest company
currently. Vinamilk has dominated approximately 75% of the milk market of our nation and this
company has a solid distribution network which spread through 64 provinces with 183 distributors
and 94000 points of sale; also, Vinamilk has exported their products to other countries such as
Netherland, The United States, France, Canada, and Germany… and so on.
Current Stage
Vinamilk has continuously been the biggest dairy company in Vietnam since establishment in
1976 and its current market shares account for 50% in Vietnam dairy field. Vinamilk’s growth rate of
total sales, profit before taxes and average equity in 5 recent years have been 31%, 31% and 28%.
Total revenue of this company in 2013 was approximately 1.5 billion USD and it is expected to reach
3 billion USD of total revenue in 2017.
In 2013, 2 milk farms of Vinamilk was given ISO 9001:2008 Certificate for reaching the
standard by Bureau Veritas Organization from France. Currently, it has 5 milk farms throughout the
country and in the near future it will invest in expanding its milk farms with advanced technology ,
which will bring Vinamilk to a higher stage of standard dairy company with international quality.
Mission
Vinamilk commits to provide the community with the best and highest quality source of
nutrition which derived from respect, love and its responsibility to people lives and society.
Core Value
INTEGRITY RESPECT EQUITY

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MORALITY COMPLIANCE
Business Philosophy
Outstanding Achievements
Through 38 years of establishing and development, Vinamilk has been receiving these honors :
 From 1995 – Recent:
Top 10 Vietnam high quality goods
 Year 2010 :
Top 200 businesses under 1 billion USD in Asia Pacific (According to Forbes Asia)
 Year 2013 :
Placed as 2nd
in top 10 largest private businesses in Vietnam
1st
place in the best 50 listed firms in Vietnam (According to Forbes Vietnam)
Most favourite Green Business and Product voted by consumers
 Year 2010, 2012, 2014 :
National Brand (According to Ministry of Industry and Trade)
Quality
DemandCreativity

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Vinamilk’s products
Liquid milk:
 UHT (Ultra – Heat Treatment) Fresh Milk
i. UHT Fresh Milk Low-Fat Vinamilk 100%
ii. UHT Fresh Milk Vinamilk 100%
iii. UHT Fresh Milk 100% Twin Cows
 Pasteurized Milk
i. Pasteurized Fresh Milk Low-Fat Vinamilk 100%
ii. Pasteurized Fresh Milk Vinamilk 100%
 UHT Milk
i. UHT Milk Fortified With Micronutrients (Vinamilk ADM+)
ii. UHT Milk Flex – Low-Fat & Calcium-Rich
iii. Flex UHT Milk – Lactose-Free
iv. UHT Milk Vinamilk
v. UHT Milk Vinamilk Star
UHT Drinking Yogurt
 Susu UHT Drinking Yogurt
 Vinamilk UHT Drinking Yogurt
 Vinamilk Ozela UHT Drinking Yogurt
Probiotic Drinking Yogurt
Spoonable Yogurt
 For Skin Beauty
i. Vinamilk Aloe Vera Yogurt
ii. Probeauty Yogurt
 For Digestion Support
i. Vinamilk Probi Yogurt
 For Kids
i. Susu Fresh Cheese
ii. Susu Yogurt
 For Dieters
i. Vinamilk Kefir Yogurt
ii. Vinamilk Yogurt No Sugar, Less Sugar
 From Fresh Milk 100%
i. Vinamilk Yogurt from Fresh Milk 100%
 For Daily Essential Nutrition
i. Vinamilk Sweetened Yogurt
ii. Vinamilk Star Yogurt
Powdered Milk and Nutrition Powder
 Powdered Milk for Pregnant and Breast-Feeding Women

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i. Dielac Optimum Mama
ii. Dielac Mama
 Nutritional Products for Infants and Toddlers
i. Dielac Grow
ii. Dielac Alpha
iii. Dielac Alpha Gold
iv. Dielac Optimum
v. Dielac Star Care
vi. Dielac Pedia
 Infant Cereals
i. Ridielac Alpha
 Special Nutrition Products for Adults
i. Vinamilk Sure Prevent
ii. Vinamilk CanxiPro
iii. Vinamilk Diecerna
iv. Vinamilk Lose Weight
v. Vinamilk Nutrition
Condensed Milk
 Southern Star Sweetened Condensed Creamer
 Longevity Sweetened Condensed Milk
Beverages
 Fruit Juice
i. Vfresh 100% Fruit Juice
ii. Vfresh Fruit Necta
iii. Vfresh Juki Multi-Vitamin Juice
iv. Vfresh Smoothies
 Aloe Vera Drink
i. Vfresh Aloe Vera
 Bottled Drinking Water
i. Icy Bottled Drinking Water
 Salty Lemonade
i. Icy Salty Lemonade
 Tea
i. Lincha Lingzhi Tea
ii. Vfresh Artichoke Tea
Ice Cream
 Vinamilk Ice Cream
i. Nhoc Kem
ii. Vinamilk Ice Cream (Boxes & Cups)
Cheese (Vinamilk Cheese)

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Soy Milk
 High Protein Goldsoy Soy Milk
 Goldsoy Canxi-D Soy Milk
 Goldsoy Canxi-D Corn Flavour Soy Milk
Vinamilk’s Supply Chain Structure
Supplier
Delivery of Material – Production Inventory
•Dairy Farms Tuyên Quang
•Dairy Farms Bình Định
•Dairy Farms Thanh Hóa
•Dairy Farms Lâm Đồng
•Dairy Farms Tây Ninh
Fresh milk
•Fonterra (SEA) Pte Ltd
•Hoogwegt International BV
Powdered
milk
•Perstima Binh Duong
Tins
• Tetra Pak Indochina
Carton
Packaging and
Packaging
Machines

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Production – Milk Factories (MF)
New Zealand : Miraka milk factory
Store of finished goods
After manufacturing the finished goods will be imparted to two big production inventories in
Ho Chi Minh (in the South) and Hanoi (in the North) for safely shipping under strict management to
the distribution channels and final customers.
Distributors and retailers
 Domestic Distribution Channel Model
Fresh milk collected from the
farms
Transported to 86 Milk hubs
nearby to get quality check within
1 hour
Transported by tank truck to 2
production inventories in Ho Chi
Minh and Hanoi and wait to be
transported to the factories
North
Nghệ An MF
Tiên Sơn MF
Center
Bình Định MF
Đà Nẵng MF
South
Trường Thọ MF
Thống Nhất MF
Dielac MF
Việt Nam Powdered MF
Sài Gòn MF
Cần Thơ MF
Việt Nam Beverage Factory
Việt Nam MF

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Modern Channel Traditional Channel
 Foreign Distributors by Regions
Customers
 Individual customers
 Organizations
Customers
RetailersDistributors
Supermarkets
& Metro
SEA
•Cambodia
•Vietnam
•Philippines
•Sri Lanka
Middle East
•UAE(Dubai, Afghanistan)
•Iraq
Africa
•Nigeria
•Guinea
•Angola
•Mali
Others
•Bulgaria
•Maldives
•US, Australia, Canada....

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Roles of each members in Vinamilk’s Supply Chain
Suppliers
For the sustainable development purpose and for the high quality products, it is a must to
guarantee the standard of all the supplying materials. That is the reason why suppliers play an
important role in Vinamilk’s success and also contribute to the affordable products for the
customers.
Fonterra is a global, co-operatively-owned company, also one of the best companies in dairy
products field. The company is holding approximately 30% of the world’s dairy exports and it
provides high class powdered milk to many organizations including Vinamilk.
Hoogwegt International was established in 1965 in the Netherlands, with more than 40
years of experience Hoogwegt Group consisted of the most significant dairy companies all over the
world. Having a partner as Hoogwegt International is considered to assure the precise information
about dairy products business and catching up with the new trends of customers as well.
Furthermore, it has such stable network with many large factories which can help Vinamilk widen its
business network. Vinamilk has many close connections with other suppliers for more than 10 years
which also devote to its success story.
Tetra Pak is one of the largest international companies with headquarters in Sweden which
supplies processing solution and products packaging for more than 170 countries. In 2013 it has
provided Vinamilk with the integration and automation technology in the new built factory that
helps enhance the efficiency production within the factory.
One more factor which is taken into account of Vinamilk competitive advantages is the fresh
milk collected from the farms. After being bought from the farmers, the fresh milk will be
immediately moved to the milk hubs within 1 hour in cold storage system and then they will get the
quality check with the set of standard which are dry matter, fat, microbiology in order to make sure
the material is good enough. Especially, for the UHT milk production, the fresh milk has to be tested
with 75 degree alcohol to inspect the precipitation. After that, the qualified fresh milk will be
transported to the factories and wait for the production and in 2013, Vinamilk has bought 156,562
tons of milk from the farms in total.
Perstima Binh Duong has continuously been a long-term partner of Vinamilk since
establishment in 1976 with the provision of high quality Tins which took part in the
That are the reasons why Vinamilk promises to bring the highest quality dairy products to
the customers since they are strictly inspecting every issues from the beginning.
Delivery of Materials
For the purpose of safely transporting these materials under strict rules and to assure the quality of
the materials, Vinamilk has owned 2 logistics enterprises on the North and South of Vietnam. Their
functions are to store the materials serve for the production lines and ship the products to the
distributors as well as the consumers through the truck shipping system. This also to make sure that
all the products will be easily shipped since these logistics enterprises locate at two directions of
Vietnam which is pretty flexible.

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o Hồ Chí Minh Logistics Enterprise: 32 Đặng Văn Bi, Trường Thọ Ward, Thủ Đức District,
HCMC
o Hà Nội Logistics Enterprise: Km 10 Route 5, Dương Xa commune, Gia Lâm District, Hanoi
City
Production
From October 2013, Vinamilk has adapted new production technology which is an automatic
and closed production line from raw materials inputs to products output.
Raw fresh milk receiving area
 After going through quality check, measurement equipment and clarification; fresh milk will
be poured into the cold tank system (150m³/tank)
Cold tanks (150m³/tank)
 From the cold tanks, the raw fresh milk will go through many stages such as centrifugal
separation of bacteria, assimilation, pasteurization and get cooled down to 4*C and
transferred to other tanks and get ready for UHT pasteurization processes.
Centrifugal Separation of Bacteria Machine

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UHT pasteurization system
Thank to the combination of these factors: advanced processing technology, UHT
pasteurization and aseptic filling technology, the products can keep the good flavour within 6
months without any preservatives.
Filling system
 Automatic LGV Robot will move finished-goods pallet to the smart storage. They will
automatically move the packaging roll and packaging materials to other machines, they also
recharge battery without human control.
Automatic LGV Robot

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LGV Robot looks for battery to automatically recharge
Vinamilk ‘s factories list: Vinamilk currently owns 12 factories located throughout the country
 Trường Thọ Milk Factory : 32 Đặng Văn Bi St., Trường Thọ Ward, Thủ Đức District, HCMC
o Specializes in manufacturing : sweetened condensed milk, UHT milk, Soya milk,
Yogurt, Fruit Juice, Cheese
 Thống Nhất Milk Factory : 12 Đặng Văn Bi St., Trường Thọ Ward, Thủ Đức District, HCMC
o Specializes in manufacturing : sweetened condensed milk, UHT milk, ice cream,
yogurt and drinking yogurt
 Dielac Milk Factory : Hà Nội Highway, Biên Hòa I Industrial zone, Bình An ward, Biên Hòa
City, Đồng Nai province
o Specializes in manufacturing : powdered milk for children and adult, nutrition
powder for children
 Việt Nam Powdered milk Factory : 9 Tự Do Avenue, VSIP1 Industrial Zone, Thuận An
commune, Bình Dương province
o Specializes in manufacturing : powdered milk for children and adult
 Bình Định Milk Factory : 87 Hoàng Văn Thụ St., Qui Nhơn City, Bình Định Province
o Specializes in manufacturing : UHT milk, ice cream, yogurt and drinking yogurt
 Nghệ An Milk Factory : Sào Nam St., Nghi Thu Ward, Cửa Lò commune, Nghệ An province
o Specializes in manufacturing : condensed milk, milk, yogurt
 Sài Gòn Milk Factory : 1-18 Block 1, G1 Area, Tân Thới Hiệp Industrial Zone, lane 80, Hiệp
Thành ward, District 12, HCMC
o Specializes in manufacturing : milk, yogurt and drinking yogurt
 Cần Thơ Milk Factory : Block 46, Trà Nóc 1 Industrial Zone, Trà Nóc Ward, Bình Thủy District,
Cần Thơ City
o Specializes in manufacturing : milk, yogurt, ice cream cake
 Tiên Sơn Milk Factory : Tiên Sơn Industrial Zone, Hoàn Sơn commune, Tiên Du District, Bắc
Ninh province
o Specializes in manufacturing : condensed milk, yogurt, milk and fruit juice, ice cream
 Đà Nẵng Milk Factory : Block Q, Street 7th
, Hòa Khánh Industrial Zone, Hòa Khánh Bắc
Ward, Liên Chiểu District, Đà Nẵng City

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o Specializes in manufacturing : milk, yogurt
 Việt Nam Milk Factory : Block A-4-CN,A-5-CN, A-6-CN, A-7-CN, Mỹ Phước 2 Industrial Zone,
Bến Cát District, Bình Dương province
o Specializes in manufacturing : condensed milk, yogurt, milk and fruit juice, ice cream
and soya milk
 Việt Nam Beverage Factory : Block A, NA7 St., Mỹ Phước 2 Industrial Zone, Mỹ Phước Town,
Bến Cát District, Bình Dương province
o Specializes in manufacturing : fruit juice, tea…
 Miraka Milk Factory : locates in New Zealand
o Specializes in manufacturing : UHT milk, powdered milk
All Vinamilk’s laboratories in these factories have received the ISO/IEC 17025:2005
Certificate in chemistry and biology aspects and all the factories have the environmental
management system that achieved ISO 14001:2004 Certificate.
With the Tetra Pak Plant Master Automation solution, Vinamilk can easily and continuously
keep track of all the processes within the factories to make sure the production occurs under high
standard and Tetra Pak provides the information that enhances the efficiency of the production.
Store of finished goods
The special things about this closed production line is that it has the first and biggest smart
storage in Vietnam with the area of 6000 m² and 20 entry ports; the storage is 105 meter long, 35
meter high including 17 bracket floors and 27168 storage spots. With this, the import and export of
materials and goods will be automatically operated with 15 automated rail guided vehicles which
will transfer the finished products pallet to the storage and 8 stacker crane robots will arrange these
pallets on the shelf brackets.
Goods in the smart storage

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With the storage management system Wamas integrated with management system ERP and
Tetra Pak Master Automation solution, which bring the smooth and seamless production within the
factories with other activities such as production planning, importing materials and exporting
finished-goods as well.
Distributors and retailers
Having a broad distribution network throughout Vietnam and also in other countries have
left significant impact on Vinamilk’s success, also this distribution network assure the company to
reach all the customers from three parts of Vietnam which are the north , centre and south and also
create opportunities to present its new products easily. Until the end of 2013, Vinamilk has more
than 224,000 retailers nationwide and 60 product showrooms.
For domestic market:
Vinamilk assigns the products to their distributors and from the distributors, the goods will
go to the retailers and final customers are the consumers who will directly use its products.
For the domestic retailers system, it is divided into 2 tiers:
 Group of dairy products such as powdered milk and condensed milk: Vinamilk’s condition is
that this retailer must not sell any other products from other company and the retailers will
receive good promotion from Vinamilk to maintain the relationship. In case the contract is
broken, Vinamilk will strictly fire the retailers to set an example for others.
 Group of ice cream, yogurt, UHT milk and liquid milk: Vinamilk’s condition is more opened
and flexible to these retailers since they are selling many kinds of products from many
companies and this is not the crucial target of Vinamilk. Therefore, the more retailers of this
group, the more popular its products will be.
Normally for each retailer, it depends on the location and selling place that Vinamilk
will set the sales amount for each place and reward them monthly, quarterly.
Currently, in the domestic market, there are two distribution channels: modern and
traditional channels:

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 Modern channel: Vinamilk directly sell the products to approximately 600 nationwide
supermarkets. The revenue in this channel contributes to 10% of domestic revenue.
 Traditional channel: Vinamilk established a system including 266 exclusive widespread
contributors. The locations for these contributors are divided clearly to serve the nearby
retailers. On 31st
December 2013, Vinamilk has owned more than 224,000 retailers, which
was 24,000 more increased compared to the end of 2012.
 Moreover, Vinamilk has set up 60 product showrooms so far and it is expected to be 39
more in 2014.
For foreign markets:
The export in 2012 and 2013 accounted for 14% of total revenue and the primary exported
products are condensed milk and powdered milk and the export sales reached 4,415 billion VND.
The markets for these products are focused mainly on South East Asia, Middle East and Africa; there
are many more markets as we can see from the picture above.
Moreover, Vinamilk has one associated company called Miraka located in New Zealand with
the principle purpose is to produce fresh milk and powdered milk and one subsidiary company that
is Vinamilk’s new acquisition on 31st
December 2013 in State California, United States.

15. Van M. Vu - vuva2@uhk.cz Page 15
Distribution management system:
To efficiently manage these distribution channels, Vinamilk has adopted and successfully
applied these advanced IT techniques into their operation such as Enterprises Resource Planning
(ERP), Oracle E Business Suite system and Customer Relationship Management (CRM).
 Oracle E Business Suite system has been officially applied into the operation system of
Vinamilk since January 2007 and the company was recognized as the 1st
one to successfully
use this system. The Oracle E Business Suite solution that helps connect to 13 places
including headquarters, factories and nationwide storages. The information technology
facilities also were standardized, synchronized and consolidated.
 Customer Relationship Management (CRM) : with this solution, all the processes will be
optimized and provide all the information of customers for the sellers in order to create a
close relationship as long as the convenience for customers to contact the sellers and the
company anytime, anyplace and by any means of communication. This is a really effective
system to help enhance the efficiency customer policy as well as the distribution program
for each distributors and retailers based on the customers’ information.
 Enterprise Resource Planning (ERP) : this is one of Vinamilk’s most productive tools that
assist the employees in working, which allow the distribution channels throughout Vietnam
can access to the headquarter in both offline and online modes. With the information
centre, Vinamilk would be able to make critical decisions on time and also boost up the
planning processes effectively. By updating customers’ information of each retailers, the
company can satisfy the consumers in such higher stage; furthermore, this also support the
workers in the retailers to be more flexible, to keep track of the trends of the market and
also to improve their personal skills. Besides, Vinamilk also keep an eye on the price policies
and discount throughout the distribution system while the customers would also receive the
benefit from a better service, which is also an advantage to Vinamilk.
By applying these advanced information technology system into the whole processes of the
company, Vinamilk has successfully manage all distribution channels, improve employees’ skills and
satisfy consumers’ need which increase day by day. Therefore, at the end of 2013, the total revenue
Vinamilk had earned was 31,586 billion VND which was a little bit lower than in the plan; however,
this total revenue has increased 17% comparing to that of 2012.
Customers
Consumers are also a part of the supply chain, one of the fundamental factors which bring
profit and also send back feedback to the company. With the feedback from customers, they will
show the company what they are into, what they are concerned about in the products as well as
expected demand that Vinamilk may need to adjust the flexibility and improve its supply chain.
Besides, Vinamilk wants the consumers understand more that they are not just selling the products,
they also distribute to the community such as creating many funds to support the poor children from
remote area and also show the care for the environment which is really big problem recently for
every companies. By doing that, Vinamilk not only gain the benefit from the customers but also
achieve the reputation and supports from them.

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Advantages and Drawback of Vinamilk’s Supply Chain
Advantages
According to all the information above, we can see Vinamilk got these following advantages:
 Vinamilk is the biggest dairy company that have been operating for more than 37 years
 Vinamilk got the best dairy manufacturers in Vietnam with advanced technology that
reaches international level. High quality products and flexible products portfolio which can
satisfy consumers’ need.
 Strong and nationwide distribution channels with 266 exclusive distributors, more than
224,000 retailers and sells directly to more than 600 supermarkets throughout Vietnam;
besides, Vinamilk exports its goods to many other countries.
 Vinamilk got skilful and experienced Research and Product Development Department and
also collaborate with other international well-known research companies to improve the
products’ standard and quality as well as satisfy different segments of customers.
 Applying highly information technology systems into operation management such as ERP,
CRM, ERM and so on from production, quality management to distribution channels.
 Efficient and highly experience Executive Board in Dairy Field that have been working with
the company for many years. They also understand the market and can anticipate the new
trends coming up to set up the development strategy for Vinamilk.
Drawbacks
Besides the advantages, there are still disadvantages remained in Vinamilk’s supply chain
such as:
 Due to the massive distribution channels, it’s complicated to monitor all the retailers
especially the ones in remote areas.
 Hard to maintain the quality of the milk since not all the remote retailers have good
facilities
 Lower livestock productivity comparing to foreign countries and high-cost raw milk from
domestic farms affect the revenue.
 Depending on exported milk resources, the milk from the domestic farms can only fulfil 30%
of production demand; therefore, the stability of suppliers and raw materials cost are based
on the world’s supply-demand relationship.

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Lesson learnt from Vinamilk’s Supply Chain
Lesson 1: Supply Chain is a competitive advantage of every company
Nowadays, efficient supply chain is one of the most significant elements in high developed
companies; on the other hand, it has become such a strategic part in winning the market, not
just a functional sequence of processes anymore. For Vinamilk, it has defined and developed its
supply chain to be such an competitive factor in the tough dairy market. By doing this, Vinamilk
wants to minimize all the costs as well as the transporting and delivery time from the
manufacturers to the final customers. Moreover, with highly technical milk manufacturers, it will
be less complicated to satisfy consumers’ demand.
Lesson 2: Develop the Enterprise Risk Management (ERM) to assure the
revenue
Knowing that for one company, there might be many risks that can occur and affect the
company’s productivity and benefit as well as the reputation; therefore, Vinamilk has applied the
ERM system into their management. The company is paying effort to complete this system by
keeping track of the products portfolios as well as the suppliers, delivery, and so on, Vinamilk also
tries to define what the expecting risks might be in near future and find solutions for them. In 2014,
the ERM system will be completely improved and it will be used to monitor all the activities within
the company to make sure there won’t be any mistake that might affect the company.
Lesson 3: Enhancing the collaboration with the partners in the supply chain
It is really complicated to choose among thousands of suppliers in Asia and in other
continents and also to connect every step in the supply chain continuously. Therefore, Vinamilk has
carefully chosen the suppliers as well as other partners to make sure the quality of the materials and
also the finished-goods; besides, Vinamilk has been trying to create a close relationship with all the
distributors and the suppliers. This also plays an important role in Vinamilk’s success.
Lesson 4: Applying the information technology in the supply chain
Vinamilk is one of the companies in Vietnam that has been using the management system
such as Enterprise Risk management (ERM), Customer Relationship Management (CRM) and
Enterprise Resource Planning (ERP) in operating and monitoring the whole sequences of production
and delivery. With these systems, Vinamilk can easily keep track of every activities in the company
and make sure everything works smoothly and all the problems will be solved fast to maintain the
production’s speed. By doing this, Vinamilk wants to be one of the top dairy companies in the region
and also in the world and bring the best quality to the consumers.

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Conclusion
According to all information above, we can see that it is not a coincidence that Vinamilk has
become a biggest dairy company in Vietnam. This company has turned out to be a close friend to the
domestic consumers and also spread their wings to other countries to bring the best value of dairy
products. One of the biggest factors that have significant impact on Vinamilk’s achievements is the
Supply Chain and the company is trying every single day to improve this factor to enhance the
quality.
However, in my opinion, Vinamilk can do these following things to improve the quality and
also increase the raw materials quantity so that the drawbacks be solved:
 Monitoring the distribution channels even from remote areas
 Improve the domestic farms’ productivity to export less milk from other countries
 Manage the human resources, make the plans to help the employees improve their working
skills and also catch up with the international advanced technology.
 Set up long-term strategic plan and stick with it and also enhance the management
department within the company
Finally, I think if Vinamilk keeps on developing its product portfolio and boost up the customer
services as well as the quality of the products; their target to reach 3 billion USD of total revenue in
2017 will become true.

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References
Vinamilk Official website : http://www.vinamilk.com.vn/vi
Vinamilk Annual Report 2009, 2012, 2013 : http://www.vinamilk.com.vn/vi/bao-cao-thuong-nien
Miraka Official Website : http://www.miraka.co.nz/
Tetra Pak Official Website : http://www.tetrapak.com/
Fonterra Official Website : http://www.fonterra.com/global/en
Hoogwegt international bv Official Website : http://www.hoogwegt.nl/en/