FAR EASTERN UNIVERSITY MAKATI MASTERS IN BUSINESS ADMINISTRATION

STRATEGIC AND TACTICAL CHANGES VIETTEL SHOULD IMPLEMENT IN ORDER TO ACHIEVE TARGET EXPANSION AND GROWTH

Submitted by:Hua, Dinh SaoApril , 2015

ContentsI. INTRODUCTION5Company History5History6Leaders8Overseas Branches8The branch in Vietnam8Reward8Business Activities9Achievements9Links with Google11Diagram organizational structure of Viettel11Functions and responsibilities of each department12Several departments in corporations15GOVERNAN POLICY17Organizational structure model inside Viettel18Hardware and software of an organization19Change before being forced to change20IT is the core20Using culture to fill the hole system20Difficult to maintain unity20II. INDUSTRY SECTOR ANALYSIS21Key Market Developments42III. Industry Trends & Developments42Mobile423G45Mobile Broadband46WiMAX46LTE47IV. COMPETITOR ANALYSIS47Company TOWS analysis:47Vietnam Posts and Telecommunications Group49MobiFone50VODACOM52Amrica Mvil55Why Viettel does investment to Africa and South America60Why does Viettel chose Peru ?60V. Demographic Forecast61Vietnam Demographic Forecast61VI. COMPANY AND COMPETITOR FINANCIAL ANALYSIS64Tactical of Viettel66Action Plan for 201570VII. PROBLEM STATEMENT71VIII. RECOMMENDATION71A.VISION & MISSION71The strategy pursued and specific measures in the process of implementing the strategy74Execution Framework77Vision & Mission:78BALANCED SCORECARD79IX. FINANCIAL PROJECTION83X. CONCLUSION87XI. REFERENCES88

I. INTRODUCTION

Company History

Viettel Mobile (Viettel) is now defense economy 100% state-owned, is responsible for inherited the rights and obligations of legal and legitimate interests of the corporation Viettel. Viettel Mobile (Viettel) implemented by the Ministry of Defense and the rights owner is a business enterprise in the military postal sectors - telecommunications and information technology. With the slogan "Let's talk your way", Viettel tries development efforts firmly during operation.Viettel Telecom Group and Information Technology in Vietnam, and was rated as one of the telecom companies can speed world's fastest growing and one of the Top 15 Telecom companies worldwide the number of subscribers. Currently, Viettel has invested in seven countries on three continents Asia, the Americas, Africa, with a total population of over 190 million. In 2012, Viettel revenues of $ 7 billion to more than 60 million subscribers worldwide.Laos - UnitelCambodia - Metfone,Russia - MTS,Qatar - Qtel ,Peru Viettel Peru or Bitel,Mozambique - Movitel,Haiti - Natcom

History June 1, 1989, the Corporation Electronic communication devices (SIGELCO) was established, the forerunner of Viettel Mobile (Viettel). 1990 to 1994, Construction microwave teeth Ba Vi - Vinh for the General Post Office. Construction microwave largest broadband (140 Mbps), the highest building antenna tower Vietnam at that time (125). In 1995, Viettel is the only enterprise licensed full service business telecommunications services in Vietnam. 1999: Complete fiber backbone 2.000km north - south to 2.5Mbps capacity and high technology in Vietnam with the successful application of innovative collection - played on an optical fiber [7]. Establish Center Viettel Post 2000: Official Telecommunications market participants broke the monopoly of VNPT. First enterprise in Vietnam provide voice services using IP technology (VoIP) across the country [8]. Successful installation of cell towers Lao National Television 140m. 2001: Providing international VoIP services. 2002: Providing Internet access service. January 2003, The construction of fiber optic lines North-South Military 1B. February 2003, renamed Telecommunications Company under the Army Corps Information. March 2003: Provides landline (PSTN) long in Hanoi and Ho Chi Minh. April 2003, Begin installation of mobile phone networks. October 15, 2004: Providing mobile services. International fiber port. April 2004, the establishment of the Military Telecom Company under the Ministry of Defense 2005: Provides a virtual private network services. 2006: Investing in Laos and Cambodia. 2007: 3 Convergence of fixed services - Mobile - Internet. In 2007, founded the company Viettel Technology (now the Institute of Research and Development Viettel) 2008: Located in the 100 largest telecom brand in the world. No. 1 in the telecommunications infrastructure Cambodia. Viettel top 100 most prestigious brands in the world (Informa Telecoms Business and intangible 2008). 2009: Viettel become economic groups, with Vietnam's largest 3G network and is the only network in the world when the opening was covered by 86% of the population. Viettel Award: The Best Service Provider of the Year (Frost & Sullivan Asia Pacific ICT Award 2009) .Viettel Award: The best offer in the market is growing (The World Communications Awards 2009). 2010: Investing in Haiti and Mozambique. Number 1 in Cambodia on both revenue and subscriber and infrastructure. Brand Metfone Viettel Cambodia prize: the best service providers in emerging markets (Frost & Sullivan Asia Pacific ICT Award 2010). In 2010, converted into Viettel Mobile under the Ministry of Defense. 2011: No. 1 in Laos on both revenue and subscriber and infrastructure. Brand Metfone Viettel Cambodia award: best suppliers in developing markets (The World Communications Awards 2011). In 2011, the official operator Viettel production line telecommunications equipment most modern Southeast Asia. 2012: Trade hieuUnitel Viettel in Laos awarded the best service providers in emerging markets (The World Communications Awards in 2012). Brands of Viettel Movitel in Mozambique Award: businesses the best solutions to help improve telecommunications in rural Africa. 2013, foreign investment revenue of $ 1 billion milestone officers.Leaders General Manager: Major General Nguyen Manh Hung, Deputy Chairman of Military Commercial Joint Stock Bank, Deputy Party Secretary Deputy Director: Major General Le Dang Dung, Party Secretary Deputy Director: Major General Duong Van Tinh Deputy Director General: Colonel Tong Viet Trung Deputy Director General: Colonel Hoang Cong Vinh Deputy Director General: Colonel Hoang Son

Overseas Branches Branch in South Africa Office in Republican of Haitti Office of the Republic of Kenya The branch in VietnamViettel has branches in all 63 provinces in the country.

Reward Third Independence Medal (2009) Hero of the People's Armed Forces (2014) Hero of Labor 1996-2005 period (2007) Hero of Labor (2011) Third Class Labor Medal (2008) Sao Khue Awards (2007) National Brand (2010)Business Activities Provide Telecommunications Services Transmission Postal Distribution terminal Financial Investment Communications Investment in Real Estate Export Foreign Investment Printing

AchievementsIn Vietnam No. 1 mobile service in Vietnam (end of 2009 more than 47.6 million subscribers and more than two-dimensional works of 24.7 million subscribers Registered) Number 1 on the growth of mobile services in Vietnam (2005, 2006, 2007). Number 1 in speed fiber optic transmission in Vietnam. Number 1 on the distribution network in Vietnam. Number 1 on technical breakthroughs: collection - play on an optical fiber. VoIP. Number 3 on the scale of customer care call center in Vietnam. 2013, Honours Business Taxes most closed Vietnam by Vietnam Report and Taxation awardedIn the S.E.A As one of Vietnam's telecom business direct investment abroad. As mobile networks are popular in Cambodia.On world Within 100 brands world's largest telecommunications Reaches the top 20 largest carriers Service Provider of the Year in emerging markets in systems Frost & Sullivan Award Asia Pacific ICT Awards 2009Human Resources and FinanceHuman ResourcesCharter Capital 2000 was 2.3 billion 2010 was 22.000 billion 2013 was 85.000 billion 2014 was 100.000 billionRevenue and ProfitRevenue 1990: 1.461 billion 1995: 13 billion 1999: 36 billion 2010: 60.000 billion 2012: 140,000 billionProfit 1990: 125 million 1995: 620 million 1999: 790 million

Links with GoogleSeptember 2007, at the annual meeting by the Organization Network Management Asia Pacific organizations, Viettel has an agreement with Google to implement a peer connection between two providers. Complete connection to December 31, 2007. From 01 May 01 2008, the use of Internet services Viettel will be used to connect directly to Google without transit through the intermediary service providers other.Diagram organizational structure of Viettel

As reported restructuring, Viettel will continue to do business in multiple industries, for telecommunications and information technology is a core business, ensuring the proportion of industry structure and the structure of capital in and out primary business is not less than 70/30, the direct implementation of the national defense and security.The parent company directly perform business activities, while implementing guidance, navigation and control closely the member units through strategic, financial and senior personnel, investment, shopping ...

Functions and responsibilities of each departmentThe Board of Directors of the corporation include:1 General Director ( Mr. Nguyen,Manh Hung)5 Vice General Directors in charge of the total field: Technical. (Mr. Nguyen,The Nghia) Infrastructure development. ( Mr. Cao,Anh Son) Business. (Mr. Nguyen,Viet Dung) Sales. ( Mr. Bui,Quang Tuyen) Financial. (Mr. Pham,Dinh Dang)

General Director

Administer use of labor resources to perform the tasks of production and business and other duties assigned by the corporation for the corporation. Manage the entire business operations of the company, including the areas of operational management plans, materials properties, financial management, administration and management of the marketing plan, sales management and customer care, technical management. Organization and administration: administrative law, the work of the party, mass political work in the branch, the company built a strong unit comprehensive routine own working style regulations, management discipline, complete all assigned tasks. Responsible for general, responsible for the corporation before the results of operations and business sectors and the entire management of the branch. To direct operating the finance department.

Vice General Directors

Each vice president in charge of each area Assist the Director of the company organization and management activities in the field of company Responsible for the organization and implementation of production and business activities in the company Direct operating departments under the jurisdiction of such deputy director of management

Total child companies are divided into 5 groups:- Agencies of corporations.- Volume units.- Dependent accounting units.- Independent accounting unit.- Companies has no dominant capital of the corporation.- Office of the corporation.

Several departments in corporationsDivision of labor organizations- There is tasked to advise the company's leadership in working to recruit, organize, train personnel.- Set the incentives for officials and employees, the reward policy ...Training of human resources to ensure the achievement of company objectives outlinedPolitical Division- Responsible for political work, the work of Communist PartyManagement, training and retraining of employees in the company Administrative Office Perform duties of employees, wages and security clerical work, drive ... Coordinate with other departments synthesis of content, data reporting, preparation of program directors to work, urging the implementation of the work of organizing activities, monitoring and management of security and control investigation supplies, sanitation, management fees paid regular office, organize logistics. Receive and transfer of dispatch documents and seals, setting records management system in accordance with the provisions of clerical work security ... Manage used motor vehicles, vehicle records management, vehicle registration, check the warranty, vehicle maintenance as required, the driver serves the Board of Directors and departments within the company according to the questionnaire .

Planning Division To advise the board of directors of the business strategy and objectives in the future Responsible for the planning and business strategy for the company as the business strategy of the stage, plan short term, medium term and long term for all the activities of the company Testing and evaluation of the implementation plan of the company.Financial Division- Responsible for managing material assets in subsidiaries.- To monitor the accounting of revenues and expenditures, results of operations branch.- Reporting business results, evaluate the effectiveness of business operations at the end of monthly or quarterly.Investment Division Planning Strategic Planning productive investment business short term and long term of the company, the directors decided to advise the director but issues related to investment Planning to invest in the company, the base unit according to the business plan from time to time, short-term planning, long-term, facilitate business done most effectively. Coordinate with other departments to make good investment plan, the company's business.Board of internal control Check and supervise all activities of the company Provide advice to the board of directors on audit issues and rationality in the management of the company

GOVERNAN POLICYViettel Corporation is also the first unit operates under the corporate model under the ministry. Due to the special mechanism of the military should not have Viettel Corporation board that Party Group will perform the role and functions like a board in the current economic groups co.Viettel business in multiple industries such as telecommunications service providers, transmission, postage, real estate, telecommunications and ... in which information technology is a core business. With a team of over 43 thousand employees and to date, Viettel has been present in 6 countries (Cambodia, Laos, Haiti, Mozambique, Peru and East Timor).To serve the management, production, sales, Viettel has built organizational structure mixtures, namely model structured and structured products ly.Voi address each subsidiary is an entity independent, built on part of the product or geography and responsible for the results of each business unit. Viettel headquarters just outside oversight of subordinate units and support units to advise on financial and legal ...

Organizational structure model inside ViettelViettel business activities in many areas, the specialization of each product and service business is essential, in which the unit will be completely independent of their products. And just so focused highest performance.

Viettel Telecom Company

Company Viettel Network

Investment Company Real Estate business and Viettel

The company develops new services Viettel

Training Center Viettel Football

Viettel Branch 63 provinces / cities

Company Trade & Export Viettel

Co. 1 Member Information M1

Co. 1 Member Information M3 General Postal Corporation Viettel Design Consultancy Company Viettel

Investment Corporation International Viettel

Works Corporation Viettel The company Viettel IDC

Research and Development Institute Viettel

Hardware and software of an organization: Hardware includes organizational structure, systems, procedures, regulations, reporting channels, communication channels, licensing mechanisms, exchange mechanism, incentive plan. The software includes the values, beliefs, lifestyles, behavior norms, action guideline, cultural, formal meetings and informal leaders, these dialogues. The best way to long-term stability is constantly changing: As businesses grow, will appear ideological bureaucracy, lack of intimacy between the leaders of the people at the bottom and will lead to reduction of power the organization. Viettel soon saw that this should be the choice of Viettel is constantly changing to organizations accustomed to change. And each change is one "shake care" to the organization leaner, more rational, more effective.Change before being forced to change: In the competitive environment changes happening every day, every hour. Viettel to frequent changes to adapt to the environment instead of thinking doi.Lien continue to adjust the strategy and the organizational structure accordingly. So mastered the process and keep stable.

IT is the core: No difference means death. In the 2G era, differences of Viettel is phu.Nhung to the 3G era, the main difference is that the VAS services - IT products. Coverage may be learned but VAS or in other words, IT is not learned because it is intellectual, is the creative class is. The lifeblood of today's telecommunications company (which is based on voice and text messaging) has started to dry kiet.Viettel created path, but we also have to create content that runs on the road.Using culture to fill the hole system: An organization is only maintain their culture as the problem of its behavior based on cultural facilities. The culture of an organization can only spread and meaningful as it often is used to modify the system's vulnerabilities. Each member of the organization, understand the true value of culture as cultural institutions that appear frequently in all areas, all activities of his organization.Difficult to maintain unity: Difficulties with the new staff concerns, thoughts. Difficulties requires that we must collectively and efforts, the shoulder, share and encourage the synergies nhau.Kho towel, half heart, half position to solve. People just really sticking together when really difficult. When standing in front of the difficulty, humans tend to find those comrades huong.Con when no difficulty, people just tend to find fellow hobby only.

II. INDUSTRY SECTOR ANALYSIS

A. Overview economy

Economic growth reached its highest level in 11 years from 2003 (2003 rose 8.15%, 5.76% increase in 2004, 2005 increased by 4.77%, 6.79% increase in 2006, rising 6.89% in 2007, 2008 7:08% increase, rising 2009 7:34 %, 7.79% increase in 2010, 2011 8:43% increase, rising 17.8% in 2012, 2013 8:48% increase). GDP at current prices is estimated at 1.141 trillion per capita reached 13.4 million.In 2007, the sector of agriculture and forestry - fishery due to natural disasters, epidemics and low density should increase in GDP has fallen below 20%. Group industry - building up the highest proportion of GDP increased and reached 42%. Service sector was higher than the overall rate, the proportion of GDP reached 38% and is the 3rd consecutive year increase after 10 years of decline.This tendency is consistent with the boost phase of industrialization, modernization and open integration. Foreign capital investment reached a new record at 3 Sources.direct investment registered and additional reach 20.3 billion, up 68.8% from the record achieved in the previous year, capital currently estimated at 4.6 billion, an increase of 0.6 billion over the previous year. The capital of official development assistance commitments and disbursement record (4.4 billion and $ 2 billion), is committed to a new record in 2012 (5.4 billion USD). Source indirect investment is estimated at $ 5.6 billion, 4.3 times larger than the previous year.

B. Since 2008 - Telecommunications market growth

In 2012, the ICT of Viet Nam kept showing a growth with a number of important achievements. This was regarded as a highlight of the economy of Viet Nam in the context of the economic recession.The telecommunications and Internet infrastructure in Viet Nam has been continuously invested to catch up with the trend of the growth of telephone and Internet subscribers. Up to December 31st, 2012, the total number of telephone subscribers in the country reached more than 141 million, including 9.5 million fixed-line telephone subscribers and 131.6 million mobile subscribers. Although the development of the telephone subscribers demonstrated a level off due to the market saturation, the numbers of mobile and Internet subscribers continued to rise at a rate of 3.42% and 2.46%, respectively compared to those in 2011.Most notably in 2012, the number of the fixed Internet broadband subscribers increased remarkably by 24.74% with nearly 4.8 million subscribers. Besides, the number of 3G subscribers declined from 16 million to 15.7 million. This doesnt result from the decrease of actual number of 3G subscribers but from the aggressive cut of inactive subscribers from the network. In fact, the number of 3G subscribers continued to increase due to the policies of telecommunication service providers, for example: the reduction of the 3G service cost to make it more competitive than the ADSL service. Moreover, the downward trend in the prices of 3G terminals and the impact of the convergence of electronics - telecommunications - Internet are also contributing to the growth of 3G subscribers.In spite of facing difficulties and challenges caused by the economic crisis, the IT industry kept being a high growth - rate economic sector. This sector simultaneously has asserted a diffuse impact on boosting other sectors and fields of the economy and society and create more jobs and improve abourers income. The total revenue of IT industry in 2012 reached about 25.5 billion USD, an increase of 86.3% compared to the same period of 2011. In particular, the hardware - electronics industry continued to thrive thanks to a considerable growth of export. The hardware - electronics industry revenue in 2012 represented 23 billion USD (a growth rate of 103.2% compared to last year), making up 90.4% of total revenue of the IT industry sector, thus raising the average revenue per employee per year in this sector up to more than 110 thousand USD over the past 5 years.This made this group become one of the largest export sectors of the country. The sector of foreign direct investment contributed 96.5% to the value of the export of computers, electronic devices and components produced in Viet Nam with some typical enterprises such as Samsung, Intel, Canon, Panasonic, Foxconn, Nokia, etc. whose main markets include China, Malaysia, Japan and EU. In 2012, the value of export surplus numbered 3.6 billion USD (8 times as much as that of 2011). Meanwhile, facing many difficulties and challenges on account of the downturn of the economy and domestic market, the software industry didnt maintain the sharp rise in comparison with the previous years. In fact, the revenue of the software industry in 2012 amounted to only over 1.2 billion USD, an increase of 3.1% compared to 2011.Although, the rate of the whole software industry remained a slight increase, the significant rise of the revenue of outsourcing compensated the market decline of the software expenditure in the domestic market. The revenue of the digital content industry was also negatively affected by the economic downturn with its revenue representing 1.24 billion USD, a 6.0% increase compared to 2011. This revenue was mainly contributed by 03 leading enterprises like VNG, FPT and VTC.As for IT application, by the end of 2012, 100% of state agencies built websites/portals which provided nearly 102 thousand public services at level 1 and 2 (an increase by roughly 3.4 thousand); 1.7 thousand public services at level 3 (an increase by 802), and 9 public services at level 4. In particular, this is the first year some units have started to deploy the digital signature application and focused on a number of specialized databases. Typically, the ranking of the level of IT application in 2012 showed in the group of ministries, ministerial-level agencies, the Ministry of Information and Communications improved its ranking from 7th in 2011 to 01st in 2012, while the State Bank had a leap by 9 positions in the ranking (from 12th position in 2011 to 3rd position in 2012). At the same time, in the group of provinces, Da Nang city continued to hold the highest position owing to its determination of investment and concerted solutions on IT application.Information security assurance is the most concerned problem to protect the infrastructure security, ensure the sustainable development of IT application in particular and the development of the whole sector in general. The Ministry of Information and Communications in cooperation with related agencies has actively been building and completing the Law on Information Security in order to pave the way for the legal framework of this sector.

C. EVALUATIONS OF SOME INTERNATIONAL ORGANIZATIONS ON VIET NAM ICT

Located in Southeast Asia, Viet Nam has always been appreciated not only for the economy with high growth rates but also for the development of the ICT sector with impressive ranks on the world ICT map. Despite experiencing 10 years of development, the ICT in Viet Nam has obtained a number of achievements which are recognized by international organizations. The related reports in 2012 or in the recent years has appreciated the accomplishments of the ICT in Viet Nam.a. General rankings on ICT a) ICT Development Index (IDI)

According to the ranking of the report on Measuring of Information Society by the International Telecommunication Union (ITU), the ICT Development Index of Viet Nam continued to rise 5 places from 86th to 81st, ranked 4th in the Southeast Asia and ranked 12th among 27 countries in the Asia - Pacific region. In the past 10 years (2002-2012), Viet Nam had a spectacular breakthrough from position 107 to position 81 with a jump of 26 steps. The IDI ranking is based on 3 main sub indexes such as ICT assess, ICT use and ICT skills where Viet Nam was highly rated by ITU in terms of IT applications with a rank of 76th among 161 countries worldwide in 2012. The table below lists the IDI ranks of Viet Nam and the Southeast Asian countries in the past 10 years.

b. Networked Readiness Index (NRI) According to the ranking released in the Global IT Report by the World Economic Forum (WEF) annually, the NRI of Viet Nam represented a dramatic improvement in the period 2001-2011 with a jump of 19 steps from rank 74 to rank 55 worldwide. However, from 2012, the changes in WEFs methodology in evaluating have made NRI ranks of Viet Nam and many countries fall compared to those of the year 2011. On the other hand, Viet Nam stands in the 5th position in the Southeast Asia. WEF evaluates the Networked Readiness Index based on 4 sub indexes such as government readiness, individual readiness, business readiness, ICT impact (lately added in 2012). In this evaluation, the readiness sub index of the Viet Nam Government was ranked highest out of sub indexes forming NRI. The table below lists the NRI ranks of Viet Nam and the Southeast Asian countries from 2001 to 2013.

c. Rankings on IT industry IT industry in Viet Nam has been recognized with outstanding achievements. According to the ranking of A.T. Kearney biannually, in 2005, Viet Nam was ranked at the average level among the leading countries in offshore services with the 26th position among 50 countries. However, in 2011, Viet Nam was ranked 8th out of the top 50 countries in offshore services, an increase by 2 places compared to the year 2009, by 11 places compared to the year 2007 and by 18 places compared to the year 2005, and Viet Nam took over Philippines and came close to Thailand. In its ranking, A.T. Kearney evaluates countries based on 3 sub indexes such as financial attractiveness, people skills and availability, business environment. Viet Nam leads in the financial sub-index in this assessment.The table below lists the ranks on IT industry of Viet Nam and some countries worldwide from 2005 to 2011.

d. Rankings on E-government development In the E-Government Survey biannually released by the United Nations (UN), E-Government in Viet Nam is evaluated fairly good and has a remarkable advance in both its index value and rank. Over the 10 years, the ranking of E-government of Viet Nam has increased by 14 positions from ranking 97 in 2003 to 83 out of 150 countries throughout the world and hold the 4th position in the Southeast Asia in 2012. UN evaluates this index based on 3 components: online services, telecommunications infrastructure and human capital. In this index, Viet Nam is rated prominently in public online services. The table below lists the ranks on E-government of Viet Nam and the Southeast Asian countries from 2003 to 2012.

e. Rankings on Internet development Viet Nam has been appreciated as one of the nations which have the fastest growth rates of the Internet users annually. In the past 5 years, according to the Internet statistics at website www.internetworldstats.com, Viet Nam always stood within the top 10 countries in the Asian region and currently ranked 3rd in the Southeast Asia in terms of the number of Internet users with 31 million people until June 30th, 2012

f. Market Shares (subscribers) of Telecommunications and Internet operators in 2012

Key Market Developments

New subscribers to prepaid mobile services in Vietnam will be charged a one-off activation fee of VND25,000 (US$1.20) per SIM card, reports TeleGeography. According to the VietNam News, the move is aimed at curtailing the temporary use of SIM cards to take advantage of promotions offered by wireless operators. The one-time subscription cost for postpaid services will remain at VND30,000(US $1.44).

Dong Duong Telecom and Vietnam Multimedia Corporation (VTC) have been asked by the country's communications ministry to give an explanation regarding the delay in the launch of MVNO services, according to the head of the ministry's telecoms department, Pham Hong Hai. Dong Duong Telecom and VTC secured MVNO licences in August 2009 and in June 2010 respectively. The telecoms department was instructed to recall the MVNO licences of these firms in 2011. However, the department did not go ahead with this action seeing as these firms had given reasonable explanations. Hai said the ministry would recall the MVNO licences if the firms fail to report any advancement.

The Vietnamese government will delay the award of LTE 4G licences until 2015. It concluded that the market is not ready for the high-speed services. Five mobile operators have been running LTE trials for over a year, and the fact that the uptake of 3G services has been slower than expected suggests that the LTE market would experience a similar growth trajectory.III. Industry Trends & DevelopmentsMobile

Vietnam's General Statistics Office (GSO) and the Ministry of Information and Communications (MIC) have provided conflicting data on the mobile sector. The GSO reported that there were 117.6mn mobile subscribers at the end of December 2011. By comparison, the MIC said there were 127.3mn subscribers in the same period. However, this was an improvement from the previous year when the GSO and the MIC said that there were 153.7mn and 115.6mn mobile subscribers respectively in the country in 2010. The improvement came after a drastic revision of data by the GSO in May 2011 where the number of mobile subscribers declined to 112.3mn from 157.8mn in April 2011. We believe the GSO figures, which are published on a monthly basis, could be used as a relatively reliable source for monitoring market growth.

Data from the GSO showed that there were 120.7mn mobile subscribers in Vietnam at the end of September 2012, unchanged from June 2012 and up from 115.2mn in September 2011. Strong competition between operators and aggressively low tariff rates have pushed the Vietnamese mobile industry towards market saturation and declining profitability. Further evidence of a growth slowdown includes operators such as Viettel and the Vietnam Posts and Telecommunications Group looking at overseas markets for additional growth opportunities.

We do not expect the Vietnamese mobile market to return to double-digit growth (at the end of September 2012, the market expanded by 4.8% y-o-y, down from 7.2% the previous quarter), given that the country's subscriber growth is rapidly shrinking. While rural regions possess growth opportunities, the return on investment is comparatively low due to the need for the highest capital expenditure and lower purchasing power.

In this quarter's update, we have extended our expectations to 2017, and we continue to forecast muted growth in the Vietnamese mobile sector in light of the high penetration rate. We expect the market to expand by 4.5% in 2012, down from 5.4% in 2011. We forecast the sector to grow by 3% in 2013 before increasing by 2% annually from 2014 to 2017. By end-2017, we predict 137.0mn mobile subscribers in Vietnam, representing 145.6% penetration rate.

According to the MIC, there were 16.0mn 3G subscribers in the country in May 2012, up from 13.3mn in December 2011. The growth was attributed to the increasing coverage (91.5% of Vietnam via 33,700 BTS) as well as discounts by mobile operators. The MIC and Vietnamese operators do not release 3G operational data on a regular basis. Consequently, there is a lack of new data since our previous update. We have retained our previous forecast of 25.1mn subscribers in the country in end-2013 with operators building on the positive consumer response and continuing their strategy of attracting subscribers. However, we continue to urge operators to bolster their portfolio of local content to meet the unique demand of consumers. By end-2017, we forecast 35.3mn 3G subscribers in the country, representing 37.5% penetration rate.

3G

Following a tender in the early part of the year, it was announced in June 2009 that four Vietnamese companies had won a total of three 3G mobile concessions. These concessions were finally issued to the winning operators in August 2009. The recipients of Vietnam's first 3G licences are military-owned Viettel, the Vietnam Posts and Telecommunications Group (VNPT)'s subsidiaries MobiFone and VinaPhone, and a JV between EVN Telecom and Hanoi Telecom. According to their licence obligations, over the next three years ended 2012 the operators will invest a combined VND33trn in their 3G networks, with a total of 30,000 base transceiver stations. As of June 2010, the operators had deposited VND8.1trn with the Ministry of Information and Communications (MIC), accounting for one-quarter of the total.

Although applications were received from six operators, a lack of available spectrum was the deciding factor behind 3G licences being limited to three. Operating on the 1900-2200MHz band of frequency, the MIC's Deputy Minister Le Nam Thang said splitting the available frequency any further would result in 3Gservices becoming ineffective and had followed the global norm of four licences.

Mobile Broadband

Mobile broadband is attractive as Vietnam has a weak and unreliable fixed-line infrastructure, which makes connecting to the internet difficult. According to the Vietnam Posts and Telecommunications (VNPT), MobiFone and VinaPhone had almost 10mn mobile broadband subscribers in December 2011, with more than 15,000 3G base stations providing nationwide coverage. If true, this indicates the popularity of mobile broadband technology in light of the fact that there is less than half the number of fixed broadband subscribers.

The relatively low level of fixed network infrastructure in Vietnam has meant that wireless technologies are developing as an important platform for delivering fixed broadband services. The two most important technologies are WiMAX or LTE, both of which will be used to offer 4G mobile broadband services.

WiMAX

The Vietnamese government first gave the go-ahead for the launch of a pilot WiMAX project in February 2006. The Ministry of Information and Communications (MIC)'s predecessor, the Ministry of Posts and Telematics (MPT), granted approval for three service providers -VNPT, FPT Telecom and Vietnam Television, Technology, Investment and Development Company (VTC) - to launch the pilot project, which it hoped would encourage development in the country's telecom and internet markets.

In March 2006, the Ministry awarded the country's fourth WiMAX licence to military-owned operator Viettel. The first WiMAX trials began in October 2006 with Vietnam Data Communication (VDC), the wholly owned subsidiary of VNPT, partnering with Intel to conduct the trial in the mountainous province of Lao Cai. Then in December 2006, Viettel announced plans to commence a trial offer of WiMAX mobile broadband service in the city of Hanoi. The pilot network would consist of 10 base transmitter stations (BTS) and would have a capacity of around 3,000 subscribers; it would offer speeds of up to 10Mbps within a 32km range of a BTS.

LTE

Despite the apparent preference for WiMAX in Vietnam, the government also wanted to pave the way for the deployment of mobile broadband services based on LTE. In September 2010, the MIC granted 4G licences to five companies: the VNPT, Viettel, FPT Telecom, CMC and VTC. According to the terms of the licence agreements, the companies would be allowed to operate LTE networks over a trial period of 12 months. The MIC's Telecommunications Department director said that operators would be required to participate in an auction in order to be granted a 4G licence. They would be able to transfer the frequency bands after receiving the licences. However, only two operators: VNPT and Viettel have to date launched services, albeit on a trial basis. According to licence conditions, operators are required to launch services within a year of acquiring a licence.

In late 2012, the MIC reaffirmed its decision to hold back 4G licence auction, although the timeline hasnbeen shifted to after 2015. Vietnamese operators have resorted to price competition to attract 3G subscribers and we believe that the industry would go down the same path if it were to introduce LTE services in thenear future. According to Vietnam's Radio Frequency Department, Vietnam uses about 20 terabytes (TB) of data a year, which is well below the global average of 3.8 exabytes (EB, equivalent to 3.8mn terabytes).

IV. COMPETITOR ANALYSIS

Company TOWS analysis:Strengths Licence to offer fixed-wireless, mobile and value-added services. Low tariff structure. Nationwide coverage. Mobile market leader. Weaknesses Network currently has limited capacity. Relatively small fixed-line market share. Behind rivals VinaPhone and MobiFone in terms of 3G subscriber figures, having commenced services relatively late to the market. Opportunities Nationwide coverage should guarantee substantial market share in the medium term. Won license to test WiMAX and LTE mobile broadband services. Given the approval by the Vietnamese government to acquire EVN Telecom Threats Connection difficulties could prompt potential subscribers to opt for alternative networks. Influx of new mobile entrants likely to lead to pricing war. Competition is increasing in the wire line sector. Mobile market is showing signs of saturation.

Vietnam Posts and Telecommunications Group

Vietnam Posts and Telecommunications Group, commonly abbreviated asVNPT, is atelecommunicationscompany, owned by theVietnamese Government, and the national post office of Vietnam. According to a list ofUNDPin 2007, it is the second-largest company in Vietnam, just after theVietnam Bank for Agricultural and Rural Development. It ownsVinaphoneandMobiFone, two of the three largest mobile network operators in Vietnam.The main business activities ofVNPTinclude financial investment and capital trading in domestic and foreign markets; post, telecommunications, IT and backbone-based services in domestic and foreign markets, communications, and advertisements; exploration, consultation, design, installation and maintenance of telecommunications and IT works; manufacturing, production, import-export and supply of telecommunications and IT materials, and equipment; and office and real estates for release.

Vietnam Posts and Telecommunications Group was established under Decision No. 06/2006 / QD-TTg dated 09/01/2006 of the Prime Minister of Vietnam on the establishment of the parent company - Vietnam Posts and Telecommunications Group.Charter Organization and Operation of the Vietnam Posts and Telecommunications Group is attached to Decision No 265/2006 / QD-TTg dated 17/11/2006 of the Prime Minister.From 1998 to 2005, Vietnam's Prime Minister has decided to approve the implementation of equalization in 42 enterprises and departments of state enterprises under the Vietnam Posts and Telecommunications Group.Company Information Mobile, one now under VNPT, is now being investors in domestic and international businesses interested if this is the Prime Minister agreed in principle to allow the equalization. This will be the mobile communication business was privatized first in Vietnam.On 24/6/2010, the parent company - Vietnam Posts and Telecommunications Group converted into modeling activities Limited liability company member State owned by Decision No. 955 / QD TTg of the Prime MinisterMobiFone

Mobile Communication Company (Vietnam Mobile Telecom Services Company - VMS) is an enterprise-class State under Vietnam Posts and Telecommunications Group (VNPT). Founded on 16 May 04 1993, VMS has become the first business operators of mobile communication GSM 900/1800 brand MobiFone, marking the beginning of the mobile communications industry Vietnam . The main field of activity is organized MobiFone building design, network development and deployment of new service providers in the mobile communication technology, advanced technology and modern business information services di GSM 900/1800 mobile technology across the country.05 On 19 May 1995, the Company signed a Mobile Communication Business Cooperation Contract (BCC) is valid for 10 years with the Group Kinnevik / Comvik (Sweden). This is one of the business cooperation contract is most effective in Vietnam. Through business cooperation contract BCC, MobiFone has enlisted significant resources to build and operate the network and provide mobile communication services first in Vietnam, namely: capital, technology experience management, business, human resource training. So far, after 14 years of development and growth, has become MobiFone mobile network in Vietnam with over 8.5 million subscribers, more than 2,500 stations and 4,200 stores, 15,000 agents and systems retail outlets nationwide.MobiFone currently offers over 40 value-added services and facilities of all kinds. Mobi-Fone relentless efforts to build infrastructure and solid strength, ready for integration and competition in the mobile communications market. 3,000 team officials and staff are always willing to meet MobiFone fastest and most effective customer requirements. In 2007, the Mobi-Fone revenue of 14.000 billion, the largest of companies providing mobile telecommunications services. To date a total MobiFone than 7,000 broadcast stations (BTS) with network-wide subscriber base of over 11 million subscribers.2007 marks the second consecutive year MobiFone awarded "Mobile networks are the most popular" award in Vietnam Mobile Awards eChip MOBILE magazine awarded (in 3 times the resolution was held) through the comment form selected readers of this journal. Le Ngoc Minh, Director of MobiFone: "In 2007, MobiFone has developed 6.4 million new subscribers, bringing the total number of subscribers actually MobiFone up on 11.4 million active subscribers. 2007 was also the year that churn MobiFone very low. Thus, the number of subscriber growth in 2007 MobiFone very impressed by the number of subscriber growth combined 13 years ago. By measuring the number of subscribers of MobiFone service use within 1 month of MobiFone market share in 12/2007 reached 41%. Thus, trust is Mobi-Fone mobile network subscribers largest real activity. In 2007, the year that Mo-biFone promote image building attached to the network quality of service and quality customer service. This is also a step in momentum is critical for two years in 2008 and 2009 to switch to the mobile network subscriber saturation period.VODACOM

Vodacom Group Limited (Vodacom)is an Africanmobile communicationscompany, providing voice, messaging, data and converged services to over 55 million customers. From its roots in South Africa, Vodacom has grown its operations to include networks in Tanzania, the Democratic Republic of Congo, Mozambique, and Lesotho and provides business services to customers in over 40 African countries such as Nigeria, Zambia, Angola, Kenya, Ghana, Cote dIvoire, and Cameroon. It was owned on a 50:50basis by the South African telecommunications groupTelkomand the British mobile phone operatorVodafone. On 6 November 2008 Vodafone announced that it had agreed to increase its stake to 65%, and Telkom said that it would spin off its remaining holding by listing it on the Johannesburg Stock Exchange. On April1, 2011, Vodacom officially unveiled its new change in branding from blue to red, using the same style as its parent company, Vodafone. Vodacom provides coverage toMount Kilimanjaro, which used to make it the highest point in the world to be covered byGSM. It no longer is, as TeliaSonera now provides coverage at the top ofMount Everest, the highest point in the world. Vodacom was aided by its optimistic advertisements at the early stages of the democratic South Africa, this includes theyebo gogocampaign which is still in effect today in South Africa. Vodacom is the leading cellular network in South Africa with an estimated market share of 58% and more than 23million customers.

Vodacom is also the number-one provider deploying3G,4GandUMTSnetworks in South Africa and is also offeringHSPA+21.1Mbit/s, HSUPA (2100MHz) and 42Mbit/s. LTE should become commercially available by the end of 2012.[6]In terms of other technology Vodacom has its hand in Wi-Fi,WiMAX and LTE. Vodacom to date is upgrading the whole South African system to introduce these new technologies.

In October 2013, Vodacom announced it would be acquiringNeotelin a potential $590 million deal.Regulatory approval by theIndependent Communications Authority of South Africawas still pending at the end of December 2014,with many competitors not keen on it going ahead.As at March 2014, the companies that comprised the Vodacom Group include, but are not limited, to the following: Vodacom (Pty) Limited - 93.75% Shareholding -South Africa Vodacom Tanzania Limited - 65% Shareholding -Tanzania Vodacom Congo (RDC) s.p.r.l. - 51% Shareholding -Democratic Republic of Congo VM, SA - 85% Shareholding -Mozambique Vodacom Lesotho (Pty) Limited - 80% Shareholding -Lesotho Vodacom Business Africa (Nigeria) Limited - 100% Shareholding -Nigeria

The shares of Vodacom Group are listed and traded on theJSE, under the symbol:VOD. The shareholding in the group's stock was as depicted in the table below: Vodacom GroupStock Ownership

RankName of OwnerPercentage Ownership

1Vodafone Investments SA (Pty) Limited65.00

2South African Government13.91

3Others21.09

Total100.00

Amrica Mvil

Amrica Mvilis aMexicantelecommunication company headquartered inMexico City, Mexico. It is thefourth largest mobile network operatorin terms of equity subscribers and one of the largest corporations in the world. Amrica Mvil is aForbes Global 2000company. A venture ofCarlos Slim, Amrica Mvil provides services to 289.4 million wireless subscribers, 34.3 million landlines, 22.6 million broadband accesses and 21.5 million PayTV units as of the end of 2014. The company's world headquarters are located in Mexico City, Mexico. Its Mexican subsidiaryTelcelis the largest mobile operator in Mexico, commanding amarket sharein excess of 70 percent. The company operates in many countries in Latin America and in the Caribbean including:Jamaica, theDominican Republic,ElSalvador,Guatemala,Honduras,Nicaragua,Peru,Argentina,Uruguay,Chile,Paraguay,PuertoRico,ColombiaandEcuadorunderClarosubsidiaries. InBrazilit also operates under the trademarkClaroand other subsidiaryEmbratel. It owns 30% of KPN Telecom in the Netherlands andhas done a bid on 100% of the shares. Since September 2012 it owns 23% ofTelekom Austria.Amrica Mvil acquired 100 percent of Jamaican mobile operatorOceanic Digital, under the brand nameMiPhonein August 2007.On November 15, 2005, the company signed an international pact withBridge Allianceto jointly deliver various international services. In theUnited States, it operates through its subsidiaryTracFone Wirelessunder the brandsTracFone,NET10 Wireless,Straight Talk,SIMPLE MobileandTelcel Amrica. It is one of the leading national pre-paid wireless service provider in the U.S.As of December 2010, the company was one of the top four telecommunications companies in the world and boasted 290,000 kilometres of fiber optic cable, making it the largest in infrastructure. With annual sales of over $47 billion (As of April 2012), the company is currently the largest company in Mexico by revenue, more than the next five largest companies combined.With annual profits of over $5 billion (As of April 2012), the company is currently the most profitable company in Mexico, more than the next three most profitable companies combined.With assets of over $67 billion (As of April 2012), the company is currently the largest company in Mexico by assets withBanortevery closely behind them with assets of over $59 billion (As of April 2012) It is highly likely that the company will buy a group of companies with at least $29 billion in assets in 2013 in the pension, insurance, payroll, currency exchange and mutual funds industries to secure their position as the most asset rich company in Mexico.With a market value of over $93 billion (As of April 2012), the company is currently the most valuable company in Mexico, more than the next three most valuable companies combined.In September 2013,AT&Tannounced it would expand intoLatin Americathrough a partnership with America Movil. Lack of competition in telecommunications in Mexico is estimated to cost theeconomy of Mexico$25 billion a year, although this finding has been disputed by economists and academics such as Hausman & Ros, where the authors conclude the opposite: there was in fact a consumer surplus of $4 - $5 billion USD with respect to comparable countries. In January 2010, it made an offer to buy Carso Telecom and Telmex International in order to better compete againstSpain'sTelefonicaandMalaysia'sTelekom Malaysia. The acquisition was approved by the CFC (Comisin Federal de Competencia) Antitrust Office in Mexico on February 11, 2010.Amrica Mvil had once been Telmex' mobile division, but since its spinoff in 2001 it had grown far larger than its former parent. Amrica Mvil global wireless customersAs of Dec 2014: North America United States-TracFone Wireless(TracFone, NET10 Wireless, Straight Talk, SafeLink Wireless, SIMPLE Mobile and Telcel Amrica)26.006 million Mexico-Telcel71.463 million

Central America and The Caribbean Costa RicaDominican RepublicEl SalvadorGuatemalaHondurasNicaraguaPanamaPuerto Rico-Claro19.065 million

South America Colombia-Claro29.776 million Ecuador-Claro11.772 million Brazil-Claro71.107 million Chile-Claro5.754 million Per-Claro12.498 million ArgentinaParaguayUruguay-Claro22.000 million

Global wireless customers289.449 million

Why Viettel does investment to Africa and South America

Investing abroad is a long-term strategy of Viettel.Viettel This is how to maintain growth and sustainable development.The world record for the telecommunications network of Viettel through international awards is great fun, excitement proud of leaders and staff of the Group, confirming direction, strategy we are correct, reinforce our belief in the strategic foreign investors.Viettel currently serves over 60 million customers in six markets in three continents. Africa is a strategic market of us.We also invest in strong fields as telecommunications.However, this is the first step to creating the basis for investment in other areas such as terminal market, market content services, cable television ...In addition, Viettel also provides the basis for the domestic enterprises can penetrate foreign markets.

Why does Viettel chose Peru ?

Peru is a test to Viettel spill into the European market.Peru's GDP per capita income higher than 3 times the density of Vietnam and the use of mobile services already saturated, is allowed to try to Viettel investment markets such as Europe, America.Peru is the first market where investors Viettel economic conditions develop over Vietnam.If only development in poor countries in the African region, such as Haiti, Cameroon, Mozambique, Burundi, Tanzania, the sale will end. So, to expand into the market with higher levels of development.

V. Demographic Forecast

Vietnam Demographic Forecast

The accompanying charts detail Vietnam's population pyramid for 2011, the change in the structure of the population between 2011 and 2050 and the total population between 1990 and 2050, as well as life expectancy. The tables show key datapoints from all of these charts, in addition to important metrics including the dependency ratio and the urban/rural split.

VI. COMPANY AND COMPETITOR FINANCIAL ANALYSIS

Existing competitors in VN

Telecommunications market there was strong competition from companies such as telecommunications services MOBIFONE,VINAFONE,SFONE,GMobile ...Even now Viettel dominates the market but many other phone networks are now approaching levels balance as Mobiphone was 35%.As the telecommunications market converges to 7 suppliers of mobile services, but people still see difference in Viettel. They are:- Company with the number of mobile subscribers largest- Company with the widest coverage- Company with the most competitive rates- Company with the attractive package- Company with Customer-Care best policy

Business results of Viettel through 3 continents

Tactical of Viettel

* IntelligentlyThe network must be converted quickly towards IP and broadband capable of providing all services whether it is fixed or mobile, internet and television.The network is managed centrally via the Operations Centre and centralized network management, enhanced tools for design automation and optimization of the network, now managed by IT systems, management systems ERP enterprise resource;The Viettel focus more on the job requires a lot of gray matter, the job is done simply outsource, to ensure Viettel always have the highest labor productivity in the industry.All units have been built for your smart brain to guide and lead. We can study the structure of human organizations to build their own.A smart brain but the body, arms and legs are not healthy, do not act quickly and accurately, the body, the organization will not be effective.Therefore, in parallel with the construction of intelligent brains we have built an organization of highly disciplined, act fast, consistent and thorough.

* Simplify to simplify the procedures for service delivery, simplify using services, simplify the communication messages to customers. Simplification of procedures within Viettel. Regularly review the process to remove the unnecessary, The simplification does not mean loose management, which is managed at the class but more closely.*OptimizationEnhanced analysis and find new solutions to save costs, optimize the cost of the investment and the cost of mining, in order to reduce production costs, making telecommunication services to suit every level income people.Optimization is an ongoing process, because the continuous appearance of new technologies, new ways. Optimization is not just to reduce product costs, but also related to the optimization to improve product quality.Optimization also shown in optimizing business processes, business and production processes. The process is one of the properties, one of the biggest secrets of a business.The process works by Viettel , Viettel have created. Optimization will help us win the competition, because it helps us to get the best cost, best quality.

*PersonalizationPersonalization is the core philosophy of Viettel. Each client is a separate individual, they have specific needs and wants to be served separately.The new service, as well as the CCU must be tailored to suit the different market segments.Each Viettel is also a separate individuals to be leaders listen to unleash their potential.

*DifferentiationInnovation creates the difference. Innovation is the vitality of Viettel. The only thing that's infinite creativity of human beings.Viettel now have another way to another company and will continue to do other more creative with targeted, more effective.Competitive strategy is our blue ocean strategy that is creating products that others do not have, create new markets, rather than compete with them in the traditional market.Another approach would be more effective way.

*DiversificationViettel have to turn the phone into a tool for living, working and recreation, crept into every corner of human life. For the Group, implement a strategy to diversify business lines, aimed at those areas and future opportunities, diversification of cooperation and ownership.

*SocializeViettel network has to complete 100% to the people of Vietnam, on to the villages and hamlets.The telecommunications services to suit every level of income of the people of Vietnam.Socialize sales with the participation of all social classes, in order to create more jobs for the society.Socializing the provision of services

*InternationalizationViettel to always keep up the development of the world in terms of technology, management, and service, especially the transformation from infrastructure providers to the content of information provided.Internationalization of gray matter that is used abroad through the sharing of experience with foreign partners, use of foreign labor, foreign consultants, foreign cooperation.Internationalization is not just go into Vietnam foreign investment but also go abroad to invest. Internationalization is use language and international law in the transaction.Internationalization is become one of the largest telecommunications company in the world. The Goal is : Viettel Telecom became one of the 10 largest telecommunications company in the world.

Action Plan for 2015

2015 is considered Viettel time turning a new stage of development, depth, sustainable, more creative after the last new starting line in 2014 before.The goal is Viettel towards becoming a global corporation, is one of the 20 largest telecommunications companies in the world in 2020. Profit and labor productivity increased by 15%-20% compared with 2014.Talking to reporters Investment, Nguyen Manh Hung, General Director of Viettel said that in 2015, Viettel continue to promote and effectively implement the strategy shift. Promote business services, ultra-wide band, put the application of information technology into every corner of life, expanding the international market, increasing investment in depth research, production equipment and all the people and military.Just to put effort for key sectors, 2015, Viettel will divest most real estate companies and companies not belonging to the main field, while promoting the sale or merger of companies in the sector, in the field of telecommunications and information technology.In addition to the major mobile telecommunications, foreign investment, the broadband services in health, education, social, a business is being promoted Viettel deployed in 2015 as pay TV .

VII. PROBLEM STATEMENT

After considerable review of the strength, weaknesses, opportunities and threats and an over-all appreciation of Jollibee company history, owners, products and competitors we identified a key problem that we intend to address in this paper.

Our problem: Assess strategic and tactical changes Viettel should implement to achieve sales growth till 2019.

VIII. RECOMMENDATION

A.VISION & MISSION

Vision Become the No. 1 company in Vietnam about Telecommunications and Information Technology in 2015 Top 30 largest Telecommunications provider in the world Top 10 global telecom investment ( 2015: 500 million people ; 2020: 1 billion people ) Manufacturers of telecommunications equipment in the area leading ( 5000 staffs , 1 billion USD gross fit ) Exploding in the popular market of goods and services, putting IT & Telecommunications in all areas of lifeMissionInnovation to serve people Caring Innovator

Business Philosophy Each customer is a man - a separate individuals, should be respected, attention and listen, understand and serve separately. Continuous innovation, with customers innovative products and services more perfect. A firm foundation for the social development. VIETTEL commitment to reinvest back to society through activities associated production and business activities with social, humanitarian activities.

The development perspective

Incorporate between Economic and Defense. Focus investment in Infrastructure. Customer-oriented business. Rapid development and continuous improvement of sustainable way. People-core elements.

Core Values Practice is the standard test of truth:The motto of our actions "are over the river" and constantly adjusted to fit reality.We judge people through practice. Head into the challenges and failures:We are those who dare to fail.We encourage those who fail.We find mistakes in failure of the system to adjust.We do not allow mistakes to take advantage of others to overthrow him.We will not repeat old mistakes.We outspoken critic and building things since childhood.We really need marketing, demand progress. Adapt the competitive strength:Self-awareness to change. Frequent changes to adapt to the changing environment.We will make changes become normal as breathing this air.Constantly thinking to adjust the strategy and the organizational structure accordingly.

Innovation is life:We built an environment that encourages creativity to each daily Viettel can be creative.We maintain Viettel Day ideas. Systems thinking We use five-step process to solve the problem: The problem -> Find the cause -> Find the solution -> Organize implementation -> Check and evaluate implementation.

Combining the East WestWe combine visual thinking and analytical thinking and systems.We combine the stability and reform.We combine balance and personal motivation.

Viettel is the common houseWe respect each other as separate individuals, sensitive to the needs of employees. We take the working group to develop the individual. The individual units together as parts of a body.Each of us through the generations will contribute to building up the staff turnover that house.We labor to build the country, Viettel development, but we deserve to enjoy the fruits of that labor. But we always put the interests of the country's now up on personal interests.

The strategy pursued and specific measures in the process of implementing the strategy

Market entry strategyOn the basis of analyzing, evaluating business environment, consider the goals and tasks identified, Viettel has selected growth strategy by focusing on the development of products and services which is the strength of corporations such as international calls, domestic phone, the mobile information services, internet, postal, financial and human resources. Total telecommunications company Viettel also implement a growth strategy by diversifying products and services.

launch cheap packages, struggling powerful marketing advertising, effective to increase the market share of the product. increase the number of sales staff and expanding agents in the provinces and cities nationwide. Strengthening the activities advertised on television, internet, newspapers, banners ... Also Viettel is pushing the promotional campaigns as offering cheap packages. Examples: Father and Son Package, Happy Zone Package , Tomato package , Sumo Sim Pack , Fixed Home-phone

maintain the leading position in the telecommunications & IT market

accelerate the application of information technology into every corner of life, formation of research production, telecommunications & IT equipments

create a large enough market is crucial for success, telecom & IT equipment manufacturers, contributing to universal telecommunications services.

- focused on projects in which Viettel has competitive advantages and in accordance with the development strategy of the enterprise: Viettel is the first provider of telecommunications services so that the strength of the object Viettel customers, infrastructure has been developed, including nearly 50 million subscribers, transmission systems, data centers, the number of connection points, and technical workforce and business presence throughout the whole country , system support 24/7 call center,

Therefore, Viettel will focus on investment for the project as follows: value-added services, equipment manufacturers cheap, IT projects have online connectivity and widespread deployment Combining IT and telecommunications is the difference of Viettel, it creates a new creative space with wider scope in all aspects of life Create value for customers 1 overall service-oriented package: for example, the project offers tablet, Viettel write software for the tablet, making it a valuable tool for customers Priority focus on the stages of bringing high value added: focus primarily on the design, manufacture and commercialize test products focusing investment in research and development approach from simple to complex, from outside to inside, the product must be complete including the form and quality hardware products, software, IT services Viettel have been studied and designed towards individualized, based on the strength of Vietnameses

take civil projects as the basis for the development of projects for national defense. build the overall solution developed high-quality human resources from recruitment, training, use, organize, evaluate for wages, remuneration, attract and build a team of experts good Used capital : Development Science and Technology Fund of Viettel (2200 VND billion as of 2012) Diversification of products to take advantage of strong capital and manpower availability of your system with a distribution network throughout the province, and most importantly, consumers navigation preferences and evaluation . Viettel is the number of mobile subscribers Largest Number of Viettel subscribers to over 22 million subscribers, accounting for over 42% of the mobile market. To reach more customers, Viettel seek new market segments such as customers need to hear more (package Tomato), younger subjects prefer to use value-added services (such as package Ciao charges). And this network was "arrested" Fast opportunity to continually offer new services bring great revenues. Services I-muzik ringtone wait a year and a half after birth has eight million users. Besides, Viettel also offer a variety of services, such as I-share - share account, service and receive email on a mobile phone ...

With these steps, only after more than three years of operation, Viettel has led the market for mobile subscribers.

Execution Framework

Vision & Mission:

Goals & Objectives : Oriented to 2015, Viettel not just want to confirm the position of the leading national telecommunications and information technology, but also the desire to become multinational corporations, in the top 30 vendors telecommunications services the world's largest. The average growth rate of 15-20% / year. Business strategy of the Group in the next 5 years in the field direction is: Expansion target is set at 60% local expansion and 40% global expansion. The current revenue split is 30% international and 70% domestic.

BALANCED SCORECARD

Using Marketing Mix in Marketing Strategic

Continued using the Marketing Mix Strategy Continue with products aimed at under-age customers, with products aimed at income levels of customer Promotion: Privilege membership card free of cost reduction when using the value-added services, receiving birthday presents every year .... Product: Mobile, Internet, Landline, Homephone,. Price: Price rates provide very attractive, fit each customers as package Happy Zone, Homephone no subscription fee, Sumo Sim or father and son ... Place: Viettel has branches in all 63 provinces in the country.

Viettel's success is due to the right Marketing : Viettel has reached a record 1 million subscribers. This is a remarkable achievement for a new mobile network. In the success of Viettel, many people have said to the dynamic and important role of marketing with the message Say it your way."

Human Resource: The Company should continue Identify the type of applicant for training needs Choosing subjects for training, choose to send people for training comes from planning training Viettel Post, the orientation is focused on high-level, highly specialized subjects with urgency, encourage formal training focusing, fostering professional proficiency. Subjects were sent for training: The staff of Viettel Post. Implement training: training at the Institute of Posts and Telecommunications.

Financial: According to Bloomberg, sales reached 197,000 in 2014 Viettel billion, an increase of over 20%, profit before tax of 42.000 billion, an increase of 15%. Produce more key telecommunications equipment , telecommunications software, management software. Put them all into operation.Social Response: - Continue and improve with those CSR activities:-Enhancing organizational resources activities for the Youth Union in education, training, and promote the role of youth and the development of Viettel- Gratitude workers annually- Program "Because I studious" of Viettel coordinating with Radio the Voice of Vietnam - Vietnam Study Promotion Fund- Free health care for the poor.....

Proposed Strategies

In order to achieve sales growth by 2020, some key changes that Viettel should implement are as follows: Focus on the core competency of the organization : focus on the productions and distribution of products on both Local and Global. Continued expansion in the emerging local and global market : Expansion target is set at 60% local expansion and 40% global expansion. The current revenue split is 30% international and 70% domestic.

IX. FINANCIAL PROJECTION

In order to measure success of the strategy we use financial projections and measure impact across different financial ratios and relevant financial indicators. We start of with securing historical financial information. The graph below shows Viettels historical financial data from 2012-2014.

Key findings include a steady increase in revenue, cost of sales, stakeholders equity, incremental increase on net income and total operating expense, fluctuations in total liabilities.The historical financial ratio from 2012-2014 is characterized by incremental movements of the cost to sales ratio, incremental increase in gross profit margin, fluctuating net profit margin and decreasing sales growth (refer to graph below).

The following assumptions are made regarding each of the strategies:1. Focus on the core competency of the organization 20% increase in sales, 15% decrease in operating expense for the first year and additional 5% year after year (e.g. 15% for year 1, 20% year 2, 25% year, 3 and so on); 15% decrease in liabilities from the first year and additional 5% year after year (e.g. 15% for year 1, 20% year 2 and so on.)2. Continued expansion in the emerging local and global market : Expansion target is set at 60% local expansion and 40% global expansion. The current revenue split is 30% international and 70% domestic.

Using 2012 financial data, we measure the impact of these assumptions on relevant financial indicators from 2015-2018. Table below shows the result.

X. CONCLUSION

The Telecom & IT services industry is projected to experience growth in the coming years. Despite current local market leadership, Viettel is faced with the challenge of maintaining that leadership locally and expanding into the global market. In order to achieve this Viettel needs to implement strategic and tactical changes. In conclusion to achieve a window increase in sales growth by 2020, the following strategies should be in place. Target 60% local expansion and 40% global expansion. Local expansion should maintain while global expansion should focus on countries where Viettel had a degree of success in penetrating (African). Viettel should focus on its core competency of producing and distributing Telecom & IT products. Company owned assets should be increased to 20% and above each year . Corporative owned stores (in Global Market) should be increased to 50%.

XI. REFERENCES

http://www.vietteltelecom.vn/http://www.viettel.com.vn/http://dichvudidong.vn/viettelhttp://vi.wikipedia.org/wiki/Viettel_(%C4%91%E1%BB%8Bnh_h%C6%B0%E1%BB%9Bng)http://dhtn.hatinh.gov.vn/dhtn/static/uploads/attachments/attachment_object.file.96f744281932aab6.636869656e206c756f63207068617420747269656e20637561205669657474656c2e706466.pdfhttp://viettel.com.vn/1-17-1-1370-Binh-phap-Viettel.htmlhttp://baodientu.chinhphu.vn/Thi-truong/Viettel-va-nhung-muc-tieu-so-1-vao-nam-2015/186443.vgphttp://vtc.vn/nhung-phat-ngon-de-doi-cua-tan-tgd-viettel.1.476944.htmhttp://www.qdnd.vn/qdndsite/vi-vn/61/43/xung-danh-bo-doi-cu-ho/tap-doan-vien-thong-quan-doi-day-manh-thi-dua-vi-mot-viettel-toan-cau/342184.htmlhttp://vneconomy.vn/doanh-nhan/vu-khi-bi-mat-cua-viettel-20141016104351271.htmhttp://www.nhanhieuviet.gov.vn/viet-trademark-nhan-hieu-viet-vietnamese-top-trademarks.gpprint.3791.gpside.1.asmxhttp://viettel.com.vn/3-29-1-2190-Nam-2013-Viettel-se-tiep-tuc-chien-luoc-dua-CNTT-VT-len-loi-vao-moi-ngo-ngach-cua-cuoc-song.html

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