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Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)Định hướng và các giải pháp phát triển ngành dịch vụ phân phối ở Việt Nam (LA tiến sĩ)
MINISTRY OF EDUCATION AND TRAINING MINISTRY OF INDUSTRY AND TRADE INDUSTRIAL-COMMERCIAL POLICY AND STRATEGY INSTITUTE NGUYEN THUY HIEN ORIENTATION AND SOLUTIONS ON DISTRIBUTION SERVICE INDUSTRY DEVELOPMENT IN VIETNAM Major: Commerce Code: 62.34.10.01 SUMMARY OF DOCTORIAL DISSERTATION IN ECONOMICS Hanoi - 2017 WORKS WAS COMPLETED AT INDUSTRIAL-COMMERCIAL POLICY AND STRATEGY INSTITUTE MINISTRY OF INDUSTRY AND TRADE Scientific instructors: Assoc Prof Dr Le Trinh Minh Chau Industrial -Commercial Policy and Strategy Institute Dr Le Hoang Oanh Ministry of Industry and Trade The dissertation will be defended in front of the dissertation marking Council at Institute level Held at Industrial - Commercial Policy and Strategy Institute Ministry of Industry and Trade Address: 46 Ngo Quyen - Hanoi At hour day month 201 It is possible to study the dissertation at: National Library of Vietnam - Hanoi Library of Industrial - Commercial Policy and Strategy Institute PREAMBLE Necessity of the Dissertation subject The service area plays an important role in the economic development process of each country, one of the contributions to the growth of service area is distribution service industry (DVPP) Distribution service in Vietnam over the past time was increasingly expanded on scale, appeared more modes, types of distribution service with the increasingly improved service quality, types of distribution service mixed, supported each other to meet better the requirement on product consumption, contribute to promoting the production, economic growth, improve the life for residents Although there were many advances, in general, distribution service industry of Vietnam has not met the development requirement of the economy: small scale, backward knowledge, too many types of sales organization and small businessman, small-scaled development without formation, the distribution system has not been organized well, close association has not been established from manufacturer to consumer in the supply chain, has not contributed to changing the production structure and promoting the role of leading the production industries to develop… With the shortcomings of distribution service industry as stated above, from the economic development prospect of the country, it shows that the development potential of the industry is very big, in which, the factors creating such prospects are: attraction of much foreign investment capital, developed tourism, increased average income per capita, goods step by step participated in the global distribution chain… and to be suitable for the objective of taking the country to basically become an industrial country in 2020, one of the criteria of industrial country is that service industry accounts for high density and modern development, the research aimed at proposing the orientation and development solutions of distribution service industry under the civilized, modern direction suitable for economic development of the country is necessary There fore, the author chose the subject: “Orientation and solutions on developing distribution service industry in Vietnam” to be research subject for doctorial dissertation Overview of research situation relating to dissertation subject Together with economic development of the country, distribution service industry over the past time had very noticeable development steps, especially since our country joined in the World Trade Organization (WTO) The industry plays a very important role in orienting the production, is connecting bridge between supply and demand, had great contribution to GDP of the whole country Therefore, distribution service industry is cared by many domestic and foreign researchers Many domestic and foreign works researched the distribution service industry; however, according to the knowledge and approach of research student, to the current time, there is no scientific works researching systematically and fully the argument and reality foundations, development orientation on distribution service industry with sub-industries Scientific space The previous research works focused on researching specifically a or some distribution service sub-industries in particular, mainly researching about wholesale, retail, supermarket, market, franchising Or the research also focused on each issue such business environment, investment of commercial infrastructure… therefore, there was shortage of foundation, argument research for distribution service industry such as: theoretical foundation and systems of criteria for evaluation the development of industry and each distribution service sub-industry; shortage of reality research such as: evaluating the real situation of the effect factors, especially the impact of State management for the development of distribution service industry; SWOT analysis of distribution service industry thence selecting the development orientation of distribution service industry including service sub-industries There were also researches on distribution service sub-industries, however, there was limitation on real situation evaluation, it was not full, comprehensive and especially it did no reflect the most recent happenings or lacked of development orientation for each distribution service sub-industry in the future The development solution of distribution service industry in the previous researches was not solved comprehensively The issues such as: The State formed the policy for development of distribution service, improved the efficiency of the State management authority for the industry; restructured the industry; improved the valued added chain of the industry through improving the quality of service supply of the enterprises; developed focused goods supply chains of the wholesale, retail enterprises; food hygiene safety, consumer protection, goods consumption for farmer… also had space in research Therefore, the research subject is chosen to contribute to compensating these spaces 3 Research objective and task of the Dissertation 3.1 Research objective: The research proposes the orientation and solution of developing the distribution service industry in Vietnam 3.2 Research task: - Systemizing and contributing to supplementing the argument foundation on the development of distribution service industry; - Evaluating the real situation of the development of distribution service industry in Vietnam; Real situation of factors affecting to the development of distribution service industry - Proposing the orientation and solution of developing the distribution service industry in the coming time Object and limit of research scope of the Dissertation Research object of the Dissertation subject: The dissertation researches the development of distribution services, including subindustries: Agent service; Wholesale service; Retail service; Franchising service Limit of research scope: Focusing on researching the argument foundation of developing the distribution service industry, development content of industry, effect factors, evaluation criteria and experience lessons on developing the distribution service industry, real situation of the factors affecting to the development of industry, determining the shortcomings and reasons, issues in reality to be settled; SWOT analysis for distribution service industry, propose ideas, orientations and solutions on developing the industry in the coming period The dissertation mainly researches the development of the industry from a macro perspective (the State), does not go into depth from the enterprise perspective On space: Researching some enterprises, business foundations in the retail distribution service industry in 16 provinces and cities representing the economic regions of Vietnam On time: researching the real situation in the period 2007 - 2015 and proposing the orientation, solution for the period to 2020, vision to 2025 Research method General methodology: The dissertation is built on the basis of Marxism - Leninism methodology on dialectical materialism and historical materialism, in combination with the application of viewpoints, guidelines, policies of economic development of the Party and the State Specialty method: Research of secondary document, statistics, comparison; reference to ideas of enterprises, sociology investigation, summary of survey result, analysis, evaluation, SWOT analysis New contributions of the Dissertation - On argument: Forming the basic theoretical framework on development of distribution service industry such as: concepts on development of distribution service industry, wholesale, retail, franchising, agent; putting forth the concept on development of distribution service industry; forming development contents of industry; building evaluation criteria on development of distribution service industry; researching international experience and learning from experience for Vietnam - In fact: Applying suitable model and qualitative and quantitative research methods to analyze, evaluate the actual state of development of distribution service industry, in which selecting the model of researching and surveying the real situation of business foundations of retail subindustry which is service sub-industry with many typical factors for the development of distribution service industry, the result of survey and analysis of model affirmed and enriched the evaluations on real situation of distribution service industry Thence, withdrawing factors affecting to the development of distribution service industry namely: capacity of service supplier, ability to meet the service, apply science and technology in management, factor of business environment, business location; withdrawing the conclusions on shortcomings, reasons and especially issues to be solved to develop the distribution service industry in Vietnam - On research purpose: Based on argument foundations and reality as well as evaluation on strengths, weaknesses, opportunities and challenges of distribution service sub-industries, the forecast on development tendency of distribution service industry in the world determined general orientation groups at macro-scale and specific development orientation of distribution service sub-industries in Vietnam in the coming time Proposing the general and specific solutions for the development of each distribution service sub-industry Content structure of the Dissertation In addition to the parts of Preamble, conclusion, list of reference, list of abbreviation, list of table, diagram, figure and appendix, the contents of Dissertation includes chapters: Chapter 1: Argument foundation on distribution service industry development Chapter 2: Real situation of the distribution service industry development in Vietnam Chapter 3: Orientation and solution to distribution service industry development in Vietnam in the period to 2020, vision to 2025 CONTENT PART OF RESEARCH RESULT CHAPTER I ARGUMENT FOUNDATION ON DISTRIBUTION SERVICE INDUSTRY DEVELOPMENT 1.1 Concept on distribution service industry 1.1.1 Concept on distribution service industry Although there are many different definitions on distribution service, from basic arguments on distribution service, the classification way of international Organizations and of Vietnam, the author can understand: Distribution service is economic activity aimed at implementing the connection between the manufacturer and consumer under different forms The development of distribution service industry is to increase the productivity value of the industry and active change on industry structure, create a reasonable industry structure having ability to exploit domestic and foreign resources Developing the industry from low level to higher level, from not perfect to more perfect 1.1.2 Concept on distribution service sub-industries 1.1.1.2 Wholesale concept There are many definitions on wholesale, according to the research document of expert group of EU - Vietnam Mutrap III Project in 2011, the research student can understand: wholesale service is sales service to serve the production demand, to resell or consume for occupation or business purpose 1.1.2.2 Retail concept There are many definitions on retail, according to the research document of expert group of EU - Vietnam Mutrap III Project in 2011, the research student can understand: Retail service is activity of selling goods to final consumer to serve the purpose of individual or household consumption” 1.1.2.3 Commercial conception concept There are many definitions on franchising, according to the production classification system of the United Nations (Central Product Classification - CPC), NCS can understand that concession is the form that a distributor (franchisor) sells to another distributor (franchisee) some franchises and specific incentives, often implemented under the form of contract 1.1.2.4 Agent concept There are many definitions on agent, under Article 166 of the Trade Law 2005, the research student can understand: Trade agent is trade activity, thereby the agent deliverer and the agent agree that the agent will be in its name to buy, sell goods to the agent deliverer or supply the service to the agent deliverer to the customer in order to enjoy the compensation 1.2 Development role and relationship of distribution service industry 1.2.1 Role of distribution service industry (i) Distribution service industry plays the role of connecting bridge between production and consumption (ii) Contributing to solving the basic contradictions on goods distribution of the market economy (iii) Playing the role of product consumption, thereby promoting the production industries to develop (iv) Creating the employment for the society (v) Forming and improving the competitiveness of enterprises 1.2.2 Development relationship of distribution service industry The relationship among the industries: describing each member of the system and distribution work divided to them such as: according to length, width and intermediary types at each level of the distribution system The development relationship of distribution service industry among the countries: are connected through trade and service implementation modes 1.3 Development content and criteria on evaluating the distribution service industry development 1.3.1 Content of distribution service industry development Firstly, developing the growth model of distribution service industry in conformity to the process of converting the economic growth model of the country, thereby the growth model of distribution service industry needs developing at all main points: (1) Developing structure of distribution service industry synchronously, in a balanced way and harmoniously (2) Developing the mode of creating profit from added value of distribution service industry (3) Developing the business mode of distribution service industry in conformity to the process of industrialization, modernization of the country and international integration tendency (4) Developing the relationships in distribution service industry to become modern, sustainable distribution system Secondly, developing favorable business environment, creating complete, implicit, fair and consistent policy and law to facilitate the industry to develop Thirdly, developing the resources of distribution service industry 1.3.2 Criteria on evaluating the development of distribution service industry 1.3.2.1 Criteria on evaluating wholesale and retail services Firstly, the revenue growth rate of wholesale, retail distribution service industry/revenue growth rate of industries in the entire economy; Value added rate of wholesale service, retail service industries/GDP Secondly, development investment capital resources and labor of wholesale service, retail service industry /total investment and labor of entire economy Thirdly, developing wholesale service, retail service industry according to the width, the increase of quantity of wholesale, retail enterprises/foundation and/or business area, market share and/or sales revenue/foundation/total enterprises of entire economy… Fourthly, developing the distribution service industry according to the depth, rate of circulation goods through modern distribution channels (supermarket, trading center, utility shop…); The rate of added service for customer; Transaction rate of the industry by mode of e-commerce… 1.3.2.2 Criteria on evaluating the development of agent Developing according to the width, the increased quantity of agent and diversification on types Developing according to the depth, higher quality of agent service and efficiency of agent service for economy 1.3.2.3 Criteria on evaluating the development of franchising Developing according to the width, quantity of foreign trade names registered to operate the franchising of trade name increases The forms of trade name franchising is increasingly diversified Developing according to depth, the recognition of consumer on trade name and product of franchising 1.3.2.4 Criteria on evaluating the factors affecting to the process of developing distribution service industry (1) The impact factors from the State management for the industries through policy mechanisms (2) factors affecting to the development of distribution service industry are evaluated through criteria: Capacity of service supplier; Satisfaction ability of the service supplier; Business environment, through building the research model and selecting the investigation of guarantee service type which is the type with many typical factors for the development of distribution service industry 1.4 Factors affecting to the development of distribution service industry Factors affecting to the development of distribution service industry include (1) Role of the State (2) Socio-economic development of the country and International economic integration (3) Capacity of enterprise in distribution service industry 1.5 Requirements and conditions needed to develop distribution services industry (1) It is necessary to understand the role and position of distribution services industry (2) The State needs continue to improve mechanisms and policies to facilitate the development of the industry (3) Promoting competition in the distribution services industry (4) Encourage creativity in the distribution service industry 1.6 Experience on developing distribution service industry of some countries and experience lesson for Vietnam 1.6.1.1 Experience of Japan Opening the door of retail market Focusing the resources to form retail companies under the supermarket form, quickly applying the advanced distribution modes The network of retail shops according to chain has thick density, scale is not big, the shops and standardized and managed in a centralized way, the presence of many intermediary levels with high traditional xenophobic nature The government builds the law system governing the operation of distribution service, creates the equal competition condition, prevents monopoly and cares much to the development of infrastructure of the distribution service industry 1.6.1.2 Experience of China After opening the door, promulgated “Ordinance on retail” to help the domestic groups take back the market share Have policy on encouraging the procurement activity, merging small enterprises to form big supermarket groups having sufficient competitiveness to foreign country and doing business under the model of association chain, shop chain Building and announcing “National standard on classification of 11 wholesale price is lower because the customer services are convenient and the promotion programs are attractive 2.1.2 Retail By the end of 2015, there were 8,660 markets in the whole country, the number of markets increased rapidly, but the distribution was uneven, the network of markets was still sparse in the rural and mountainous areas Most of the markets had small scale, the material - technical facilities were sketchy, backward The investment capital sources for market development were limited The business modes and transaction forms were mainly backward, the business support services and services for buyers were not been taken interest in development The whole country had nearly million independent retail stores of the private sector, these stores tended to increase rapidly, however, they developed spontaneously and not as planned, affecting the urban landscape and trade civilization The types of convenience retail store increased rapidly in quantity, scale and method of operation in a more professional direction By the end of 2015, the whole country had 812 supermarkets, 162 shopping centers, the retail sales through the network of supermarkets, shopping centers increased about 25%/year Currently, there are about 415 enterprises participating in business in supermarkets and shopping centers, in which the foreign-invested enterprises account for about 4%, and the private economic sector accounts for over 80% In the recent period, the trading, merger in the field of retail have increased rapidly, the domestic enterprises have to directly compete fiercely and face the risk of being taken over by the foreign enterprises 2.1.3 For Commercial agent The number of wholesale enterprises and agents increased by more than 18% in the period 2010-2015 The commercial agents focused their business on the industrial consumer goods The sales agents mainly stopped at the central - provincial markets The commodity price and quality control in the commercial agent activities was still weak 2.1.4 Franchising operation The franchising operation has grown very rapidly with a growth rate of about 15-20%/year, up to now, more than 159 foreign trademarks have registered the franchise to Vietnam, in which the franchise in the field of retail and fashion accounted for 27% In general, this method is still new 12 because the enterprises have not paid attention to the business development through this method 2.1.5 Evaluate the real situation of the distribution service industry development in Vietnam 2.1.5.1 For wholesale, retail service (1) The value added of the wholesale service, retail service industry in GDP increased by an average of 11.4% in the period 20112015, contributed to GDP equivalent to about 16-17% of the annual value added of GDP (2) The sales growth rate of the wholesale service, retail service industry grew year by year, the sales density of the enterprises in the wholesale service, retail service industry was quite stable, the sales of the foreign invested sector is dominating before the domestic distribution sector enterprises, the sales of supermarkets, shopping centers of the domestic enterprises is still at low level (3) The investment capital increase rate in the wholesale service, retail service industry is always higher than that of the industries in the economy, including foreign capital sources The investment capital density of the wholesale service, retail service industry makes up a small density of the total investment capital of the whole industry The state budget capital invested in the industry is low, the investment capital is mainly from the private economic sector (4) The labor in the industry ranks the third in the total number of labors of the industries of the economy, the job creation capacity of the industry is always higher than that of the economy (5) Develop the wholesale service, retail service industry in a wide direction, the traditional market system is more and more developed, the modern distribution system develops more quickly in the urban areas, especially the great rise of mini supermarkets and convenience store chain In addition, there is also a rapid increase in the number of wholesale and retail enterprises of FDI block in the market, and the trend of merger and acquisition take place excitingly (6) Develop the wholesale service, retail service industry in a deep direction, the infrastructure is still weak, asynchronous; the business mode and the transaction forms are backward, mainly doing business according to the method of seeking profits via price difference, the value added has not been created in the process of supply; the business support service and 13 service for buyers has not been professional, the development has not been taken interest; The payment method is still backward; the level management and organization level is loose 2.1.5.2 For agent The commercial agency activity is more and developed; The sales of agent enterprises increases at the two-digit level However, the development of agent activity only concentrates much in many central and provincial markets and there are still some inadequacies in the operation, such as the selling price is not unified and the commodity and service quality is still poor 2.1.5.3 For franchising The franchising business activity in Vietnam increases both in quantity and field; The sales in the franchising activities increases by 1520%/year The large domestic retailers have started to engage in this business However, the method of franchising business only stops mainly in the large provinces, cities and the international franchising companies in Vietnam with more attraction than the domestic companies 2.2 Real situation of the factors affecting the distribution service industry development 2.2.1 Real situation of the State management of the distribution service industry In general, the relevant laws such as Commercial Law, Civil Code, Enterprise Law, Investment Law, Competition Law, Electricity Law have been adjusted completely and relatively fully and in accordance with the international commitments in the distribution service industry from the legal system for market joining management activity, activity in the market to the inspection and monitoring system 2.2.2 Evaluate the implementation situation of the mechanisms and policies The policy on trade development has been relatively sufficient, created the conditions for the distribution service industry development However, there is a lack of policies such as: encourage the investment in commercial infrastructure development, guide the financial mechanism in changing the model of market management organization, the execution of the regulations for development of supermarkets, shopping centers still meets with difficulties because it is unable to adjust the issues managed by the other ministries and branches such as land, credit and tax; Have not 14 issued the classification standards/criteria of wholesale, retail forms; the regulations on entry into the capital contribution market, mechanisms and policies guiding on M & A in the distribution service industry have not been accomplished; The regulations of the law on tax and finance have not separate regulations in order to control effectively the acts of price transfer - The legal framework for the franchising activity in Vietnam has been promulgated quite closely to facilitate the form of business to develop However, it has not been comprehensive and synchronous, lacks of policies to encourage and support the development of the domestic enterprises to their business in this method The inspection and supervision of franchising business activity has not been stipulated clearly Some regulations on the franchising conditions set for the foreign enterprises are unreasonable - The general regulations of the Commercial Law on agent have not been concrete, not fully reflected the rights and obligations of the parties in the agent relationship such as: Regulations on contract termination, commodity ownership, trade promotion, support and after-sales services, information supply, technical assistance and training, inspection of violation acts 2.2.3 Evaluate the real situation of the factors affecting the development of the distribution service industry Through the investigation, research modeling, data analysis with the support of software SPSS 20.0, for the supermarkets and convenience stores, it shows the order of factors that affect the distribution service industry development DVPP is quite close to the evaluations on the real situation of current development: The capacity factor of service provider (scale, area of business premises, infrastructure, scale, labor level, capital) has a great and main influence on the development of supermarkets and convenience stores The factor of ability to meet the service (type, quality of goods, sales services enclosed….) ranks second The next order is: Factor of applying science and technology in the management of the enterprises; Business environment factor; Business location factor For the traditional department and food stores, the capacity factor of the service provider has the greatest impact in the impact factor; However, unlike the supermarkets and convenience stores, the factor that ranks second is the business environment, such as problems with the tax agency, market management, police, fire prevention and firefighting, health and environment agency… This is also quite close to the real situation ò development of the traditional department and food stores, due to the 15 spontaneous, fragmentary development, small scale, small capital, less investment, so the business facilities has not paid much attention to the quality of goods, type, origin of goods, food hygiene and safety 2.3 General evaluation on the real situation of the distribution service industry development 2.3.1 Successes (1) For the development orientation, it has been formatted quite comprehensively and specifically the objective of distribution service development in the period 2001-2010; promulgated the policies and regulations to encourage the development of distribution service as well as to implement the state management for the distribution service (2) the distribution service is more and more expanded in scale, appear more methods, types of modern distribution service, the types of modern and traditional distribution service mixes, supports each other to better and better meet the requirements on product sales, contribute to promoting production, economic growth, creating jobs, improving the life for the people (3) the appearance of many foreign distribution enterprises in the forms has contributed to changing the structure and face of the domestic market in the civilized and modern direction, somewhat to meet the demand for economic development of the country and in line with the development trend in the world (4) the service quality of the distribution service industry is more and more improved, the services enclosed with sales are constantly renovated, meet basically the requirements on quality, service of many customers 2.3.2 Shortcomings (1) The management and development institution of the industry is not complete (2) the development level of the distribution service industry is still low (3) the structure of the distribution service industry is still backward (4) the business mode is still backward (5) the relationship in the industry is loose (6) the infrastructure of the distribution service industry is till weak and backward (7) the ability and capacity of the service provider is weak 2.3.3 Cause of shortcomings (1) The awareness of the position, role of the domestic distribution service for the national economy is not sufficient and profound (2) the state management of the distribution service industry is ineffective, has a lot of inadequacies (3) the industry structure is slow to be reformed, in order to 16 adapt to the changes of the distribution service market in the region and the world (4) the resources of the distribution service industry are lacking and weak 2.3.4 Set issues to be solved 2.3.4.1 For the state management work (1) The State continues to accomplish and renovate the institution in the direction of building the policy, the state management work must be synchronous and consistent; The state management should rely on the specific codes, standards and criteria of the industry (2) The intervention of the state is necessary in the case of facilitating the development of the distribution service industry through the preferential policies on investment, credit, land, infrastructure, training labors, providing information 2.3.4.2 For the distribution service development (1) The distribution service development is attached to the scale and level of development with the national industrialization and modernization, in the orientation of centralization, standardization and socialization (2) Renovate the structure of the distribution service industry in a modern direction, combined harmoniously with the traditional forms to form a complete structure suitable to the market in each area and region (3) Renovate the business mode of the distribution service industry in the direction of improving the value added in the supply chain, developing strongly the new business modes such as supply chain, convenience store chain, franchising, trading floor (4) The increase in linkage of the enterprises in the distribution service industry creates a perfect linkage that makes foundation for the formation and development of cross-border supply chains, increase the benefits of Vietnam in the process of international economic integration, form the general strength of the system and have capacity to orient the production industries CHAPTER III SOLUTIONS TO DISTRIBUTION SERVICE INDUSTRY DEVELOPMENT IN VIETNAM 3.1 Orientation of distribution service industry development in Vietnam 3.1.1 Development trend of the distribution service industry in the world (1) The distribution service industry develops more and more focused (2) the distribution service industry develops in a more competitive 17 trend (3) the e-commerce changes the business direction (4) The service internationalization process takes place strongly, the sales and purchase, merger is the form that is often used to expand investment (5) The types of goods that serve the daily life such as food, beverages and garments tend to develop strongly (6) continue to develop own brands (7) the product quality and customer service is of special interest 3.1.2 Analysis of the distribution service industry in Vietnam through SWOT model - Opportunities, the period of 2016-2020 is the acceleration period for implementing the national industrialization and modernization goal; The issue of institutional reform has been determined as one of the three breakthroughs; Our country integrates more deeply into the world economy; The scale of the Vietnamese economy is growing; Opportunities for the distribution service industry development in the modern direction - Challenges, the state management capacity on the distribution service is weakened; The development lacks stability and is unbalanced; The distribution market segment is more and more clear, not conducive to the Vietnamese enterprises; The capacity of service providers is still weak; The development is fragment, spontaneous, disorderly - Strengths, the Vietnamese economy is in the process of development; The rapid increase in personal spending, the change in the shopping way of consumers; The change in the distribution business organization model in Vietnam is taking place strongly; The potential of labor force facilitates the distribution service to develop The dynamism of the Vietnamese enterprises - Weaknesses, the policy mechanism is not synchronous; The commercial infrastructure is weak, asynchronous: The majority of enterprises in the distribution service industry has small and medium scale, few capital The distribution network develops unevenly The distribution service has not developed in depth 3.1.3 Select the orientation of distribution service industry development 3.1.3.1 Perspective on the development of distribution services (1) Developing distribution services should be linked to the transformation of the growth model and the restructure of the economy toward sustainability (2) Development of traditional distribution types coupled with the development of modern distribution models, focused on developing in depth (3) Diverse and harmonious development of 18 distribution channels, forms of distribution (4) Strongly develop the chain of convenience stores, supply chain links (5) Development of distribution services associated with the integration process of the economy (6) Strengthening the state management of the distribution service sector, ensuring harmony between the interests of the state, enterprises and consumers 3.1.3.2 General orientation (1) Develop the distribution service industry in line with the transformation of the country’s economic growth model, attached to the development scale and level, with the national industrialization and modernization and industry restructuring (2) Develop a favorable business environment, build a complete, transparent, equitable and consistent and policy and law in order to concrete the conditions for the industry development (3) Develop the distribution service industry in the direction of organization, centralization, standardization and socialization to improve the competitive power of the industry in the context of integration into the regional and world markets (4) Develop the resources of the distribution service industry 3.1.3.3 Development orientation of service sub-industries - Wholesale: Gradually overcome the fragment, small operation situation with high cost in wholesale; Upgrade and expand the operation of wholesale markets; Select to build some agricultural product wholesale markets near to the large consumer centers; Develop the main types of wholesale - Retail: Focus on giving priority to retail service development, modernization of retail service, develop strongly the convenience stores, specialized stores, towards to business in store chain; For the form of traditional retail market, towards investing, upgrading and developing diversified with many different scales and levels, attached to the formation and development of urban areas, residential points, clusters and lines districts, communes; Not continue developing the market in the urban market, focus on improving, upgrading the traditional retail market; Take interest in investment in developing the traditional markets in the remote and island areas; Develop the main retail types - Franchising: Strongly develop the franchising, take the franchising mode as the decisive mode to develop the convenience store chain; Encourage the development of local retail enterprises to develop their store chain in the form of receiving franchise; Encourage the small 19 business households to become the partners of franchising; Attract the foreign franchising enterprises; Consolidate and develop the internal strength of the enterprises that receive the franchise; Take interests in, expand the form of franchising business to the provinces and districts in the whole the country - Agents: Develop strongly the retail stores directly under the distribution system of the group, corporation, and store of the system of general agent, retail agents for some essential commodities and materials; Attach importance to the development in the rural, mountainous and island areas; Develop the trading and service co-operatives to become exclusive agents of products for farmers; Improve the professional level of the agent system, transform the method of hiring sales to providing the professional services 3.2 Solutions to distribution service industry development of Vietnam 3.2.1 General solution 3.2.1.1 Accomplish institution, business environment, improve the state management capacity of the distribution service industry (1) Build and promulgate a local trade development strategy for the period 2016-2025 with a vision to 2035, in which mainly distribution service; Build the policies and solutions to encourage the investment in developing the commercial infrastructure; Amend and supplement the relevant regulations in order to put the trade infrastructure projects into the list of getting the preferential policies (2) Accomplish the policy on opening the distribution service market Amend and supplement the Decree replacing the Decree No 23/ND-CP; Review and finalize the relevant regulations of the law on competition and control of economic concentration (3) Build and promulgate the standards/criteria for classifying wholesale, retail (4) Promulgate the professional guidance Circulars in market management; consider to introduce the market into the content of amending the Commercial Law (5) Study and promulgate the legal normative documents at a higher level to adjust the issues within the authority of other Ministries and branches in the development of supermarkets, shopping centers (6) Build the Decree guiding specifically the agent activity (7) Amend and supplement the policies on franchising activity (8) Strengthen and improve the State management capacity for the distribution service industry (9) The enterprises regularly consult and 20 contribute ideas directly with the State management agency on building the policies and laws related to the distribution service industry 3.2.1.2 Promote the industry restructuring process - Reorganize the distribution and circulation systems (1) For the agriculture, forestry and fishery industry, the State is the bridge to support and establish the stable linkages between the trade enterprises and producers Build the project for developing the supply chains of agroforest, fishery products and fruit and vegetable with advantages of each region (2) For the consumer goods industries, planning, organizing and rearranging the distribution system reasonably by each region, area, combine the modern distribution system with the traditional distribution system (3) For the goods industries within the important and essential aspect, promote the role of market orientation and organization of the large enterprises - Encourage the formation, consolidation and creation of favorable conditions for developing some enterprises with large-scale economic scale Develop strongly the convenience store chain, build the a General Program, assist in order to transfer gradually more than million existing traditional business stores operating under the convenience store chain Encourage investment in developing the wholesale and retail markets in the rural, mountainous and island areas - Select some key areas and regions for investing infrastructure, upgrading to form the commodity trading center Encourage and there are mechanisms for the enterprises to business in the form of franchising, ecommerce, Commodity trading center 3.2.1.3 Develop the modern trade infrastructure, combine harmoniously between the traditional trade and modern trade Build The trade infrastructure development program and introduce into the list of targeted investment support Program; Guide the enterprises to invest in trade infrastructure, mobilize capital through the public-private partnerships; Plan and allocate land appropriately, prioritize and support in site rental for the enterprises in the distribution service industry; For the side of enterprises, it is necessary to take initiative in linking, merging and finding favorable positions, proposing with the local authorities the mechanisms for land conversion, relocation ; take the initiative in studying the mechanisms and policies of the state for assistance in investment 21 3.2.1.4 Improve the service quality of the distribution service provider Propagandize and dissemination the commercial business law in order to improve the service quality of the market system; encourage, support the use of modern equipment and techniques in the enterprises; Design the training program for the industry only, attached to training at address; Create capital sources for the distribution service industry by creating favorable conditions for the domestic enterprises to accelerate the process of capital accumulation through the form of economic concentration and income tax incentives to support enterprises to accumulate capital… For the side of enterprises, have the joint venture, association between distributors and manufacturers, between distributors and distributors to form sustainable linkage chains Focus on enriching customer service; Apply science and technology in sales management; Renovate and diversify the sales method; Diversify and enhance the customer service through the flexible services 3.2.2 Solution to distribution service sub-industries 3.2.2.1 Wholesale, retail - Encourage the enterprises that operate in the field of distribution service to merge, reorganize and link with each other to become big wholesalers and retailers Encourage the enterprises to invest in developing the traditional wholesale and retail market system in the remote and isolated areas Build the Program for upgrading the material facilities of traditional wholesale, retail markets to ensure food hygiene and safety, fire and explosion… - In wholesale, form and select some logistics centers, wholesale general warehouse to integrate into a closed supply chain from production, processing and distribution Form and develop the online trading floors, markets, types of enterprise specializing online intermediate sales and purchase on the basis of applying scientific advances in IT, firstly in the big cities Encourage attracting FDI enterprises to invest in and operate the model of wholesale centers and commodity trading centers - In retail, build the specific support Program such as training in sales skills, distribution management, encouraging retail households to upgrade into the retail stores in modern, professional model, gather and link with each other in chain; Encourage the business households to operate in the chain of convenience stores, chain according to the franchising mode of the local prestigious wholesale enterprises as agent or franchising type The state has a policy to protect the domestic retail system, especially the retail 22 stores of millions of business households Form the shopping streets, commercial areas, develop the tourist areas in where the business households are facilitated in business premises For the side of enterprises: Take initiative in creating the linkage through the connection of related associations, creating the financial strength, material facilities, techniques, personnel and trademarks to form the supermarket chains, wholesale centers, wholesaler general warehouse that are modern and can compete with the wholesale and retail facilities of FDI enterprises Proactively seek and expand the area of operation to the rural areas, step by step bring the types of modern distribution to access to this area before the FDI enterprises arrived 3.2.2.2 Agent Encourage the domestic manufacturing enterprises to build multilevel agents to expand their distribution channels, especially encourage expanding and developing agents in the remote areas Facilitate the establishment of commercial cooperative to operate as a general agent, trade and service agent in the rural areas For the side of enterprise, Cooperative Union and Cooperative expand the retail network on the basis of creating conditions for the business households to participate in their business systems through the form of agent (purchasing agent and selling agent), sales and purchase contract, participate in distribution chains (by joint venture, association, concession ) to connect the independent stores of business households with production, distribution and import and export enterprises 3.2.2.3 Franchising Support the local trademarks to develop the business in the form of franchising Step by step introduce the franchising knowledge into the universities and colleges so that the young Vietnamese entrepreneurs can understand correctly and take interest in starting the business through franchising Study and accomplish some models of organization for supporting the franchising activity in Vietnam such as establish associations to create operating environment, experience exchange for the enterprises, establish the comprehensive support consultancy service center for the enterprises that receive franchise For the side of enterprise, take initiative in learn the information and carefully study the franchising contract to select the franchising model suitable to their business lines, strengthen and develop the internal force of the enterprise before moving to application of franchise receiving model 23 CONCLUSION The distribution service industry plays an important role in the process of developing the economy, especially in the context of deeper and deeper integration, the implementation of international economic integration commitments has opened up many opportunities, at the same time it also demands a lot of urgent issues that the current economy is in short The distribution service industry has achieved the encouraging results, however, there are still many limitations affecting the development of the industry such as: the system of mechanisms and policies, structure of the distribution service industry, quality of the distribution service industry has not met the growing demand of the economy Originating from the above-said limitations, the research student chose the Doctorial dissertation subject “Orientation and solutions on distribution service industry development in Vietnam” with an aim to clarify the theoretical and practical basis of proposing the direction and solutions on distribution service industry development in Vietnam The dissertation has obtained the main results and has the following new points: Firstly, the Dissertation established the basic theoretical framework for the concept of distribution service and the concept of four distribution service sub-industries: wholesale, retail, agent, franchising; introduced the concept of distribution service industry development; established industry development contents; build four criteria for evaluating the development of distribution service industry Secondly, the Dissertation has researched on the experiences of distribution service industry development sector of some countries with developed distribution service industry and many similar points such as Japan, China and Thailand, draw experience lessons that should be applied for Vietnam and lessons should not be used Thirdly, the Dissertation has deeply analyzed and evaluated the real situation of the distribution service industry development, in which the building of research model and selection to investigate the real situation of the business facilities of the retail sub-industry is the service sub-industry that has many typical factors for the distribution service industry development in Vietnam, the results of the investigation and model analysis have affirmed and enriched the evaluations on the real situation of the 24 distribution service industry is of basis, from that to draw five factors affecting the distribution service industry development including: capacity factor of the service provider (scale, area of the business facilities, infrastructure, scale, labor level, capital ); factor of ability to meet the service (type, quality of goods, sales service enclosed ); factor of applying science and technology in management of the enterprises; business environment factor; Business location factor From that, draw the conclusions about the shortcomings, cause and especially groups of issues that need to be addressed for developing the distribution service industry in Vietnam Fourthly, the Dissertation has analyzed the strengths, weaknesses, opportunities and challenges of the distribution service industry through SWOT model, forecasted the development trend of the distribution service industry in the world as the basis for proposing the development orientation framework of the distribution service industry These are new contributions on the practical basis for proposing the direction and solutions to the distribution service industry development in Vietnam Fifthly, the Dissertation has proposed views and four large groups of orientations at the macroscopic level and the development orientation of the four distribution service sub-industries Proposed the general solutions to the whole industry, specific solutions to the development of each service sub-industry Especially, it proposed to build, amend and supplement the policies to promote the distribution service industry development as well as the industry management in line with the context of the country’s economy under the process of restructuring, renovating the growth model and deeper and deeper integration The above results are the theoretical and practical contributions of the dissertation subject in determining the orientation and solutions on the distribution service industry development in Vietnam in the coming time Although, I tried my best but the Dissertation can not avoid the shortcomings I look forward to receiving the contributions from the Teachers and scientists so that the Dissertation is more complete./ 25 LIST OF PUBLISHED ARTICLES OF THE AUTHOR Renovate and reorganize the commodity distribution service in line with the economic development conditions of Vietnam, Book of Industry and Trade Publishing House, October 2012, p.424 Orient the distribution service industry development of Vietnam in the coming time, Industry and Trade Journal, September 2015, p.33 The factors affecting the development of supermarket and convenience store type, Industry and Trade Journal, October 2015, p.12 Content and Solutions to Restructuring the Distribution Industry in Vietnam, Industry and Trade Journal , March 2017, p 116 ... Developing according to the width, quantity of foreign trade names registered to operate the franchising of trade name increases The forms of trade name franchising is increasingly diversified Developing... business organization model in Vietnam is taking place strongly; The potential of labor force facilitates the distribution service to develop The dynamism of the Vietnamese enterprises - Weaknesses,... OF THE DISTRIBUTION SERVICE INDUSTRY DEVELOPMENT IN VIETNAM 2.1 Real situation of the distribution service industry development in Vietnam 2.1.1 Wholesale By the end of 2015, the whole country