Báo cáo thực tập tiếng anh dong anh mechanical joint stock company – DACO steel building

ACKNOWLEDGEMENT
The internship opportunity I had with DACO Steel Building was a great chance for
learning and professional development. Therefore, I consider myself as a very lucky
individual as I was provided with an opportunity to be a part of it. I am also grateful
for having a chance to meet so many wonderful people and professionals who led me
though this internship period.
Bearing in mind previous I am using this opportunity to express my deepest gratitude
and special thanks to the Marketing Director of DACO Steel Building who in spite of
being extraordinarily busy with his duties, took time out to hear, guide and keep me
on the correct path and allowing me to carry out my project at their esteemed
organization and extending during the training.
I express my deepest thanks to my professor - Mr. Dao Tung for taking part in useful
decision & giving necessary advices and guidance and arranged all problems to make
the internship with me easier. I choose this moment to acknowledge his contribution
gratefully.
I perceive as this opportunity as a big milestone in my career development. I will
strive to use gained skills and knowledge in the best possible way, and I will continue
to work on their improvement, in order to attain desired career objectives. Hope to
continue cooperation with all of you in the future,

Sincerely,


Table of Contents

CHAPTER I: OVERVIEW OF THE COMPANY

1. General Information about the company:
Name: Dong Anh Mechanical Joint Stock Company – DACO Steel Building
Address: Street 3 – Duc Tu – Dong Anh – Hanoi - Vietnam
Tel: +84-4 39616619 – Fax: +84-4 38801948

Email:
Website:

2. The Historical Activities of the Company:


DACO Steel Building (DSB) was established in 2004 specialized in manufacturing
prefabricated steel frame, metal supplies business, industrial design, civil works,
erection prefabricated steel frame, metal roofing production, fabrication of
mechanical products: hydraulic works, columns telecommunications antenna, the
station, office, power bar, dust filter equipment, material hopper for cement factory,
mechanical products for lifting equipment, etc.

Prefabricated steel products of DSB are produced on automated lines and modern
technology. With strong proactive input raw materials to serve the business of
manufacturing, so the product of DSB are diverse and qualified, meets the standard
needs of Vietnam ‘s customers, fine technology combined with competitive prices.

3. Mission, Vision and Core Values:
DSB offers solutions for steel buildings with every aperture, specifications, and size
according to customer requirements. With a network of manufacturing plants with
total production of over 20,000 tons of structural steel per year, staff of skilled
engineers, DSB has sufficient capacity to competitive bidding and construction of
major projects domestically and internationally.


Prefabricated steel products of DSB are always improve, diversify and constantly
improving quality to meet the fastest and customer requirements.

4. Organization Structure:

Figure 1: The organizational Structure of DACO Steel Building:



5. The Business Environment, the Market for Company’s Products, and the
Target Customers of the Company:

a) Business environment:
Since Vietnam became a member of the trade organization WTO, the business
environment has many favorable factors for businesses of Vietnam in general and the
company DSB in particular. Typically, there will be more choices of suppliers when
applying high technology and export markets are expanding.
Vietnam is a member of the Association of Southeast Asian Nations (ASEAN) and
the Free Trade Area (AFTA). Currently, in these countries the new tax policy as
reducing import duties and encourage foreign investment, should be a priority
facilitate company to expand overseas markets.
Besides the advantages resulting from the integration, the company also faces new
difficult challenges: First is the level of economic development in our country is low.
Second is the competitiveness of the company is still weak on foreign markets,
especially management and marketing stages. In the open economy, Vietnam's
economy is very vulnerable to the impact of unfavorable changes taking place
overseas companies DSB must therefore always changes to match each step of
considered markets.

b) The Market for company’s product:
The market for the product: balls, bullets, steel castings
- Vietnam is a country with mechanical and metallurgy markets are considered large
and sharply increasing (mechanical market of Vietnam is about $ 16 billion with the
growth rate of 20% / 1 year). Thus, the domestic market is still a big piece of cake,
and important for company.

- There are many advantages in export activities: there are many foreign customers
learn about the company's products and business cooperation proposal. Some
countries have new policies for the importation such as reduction or exemption of
import duties.
The market for mechanical engineering items
- The industry’s development is the opportunities for the development of space frame,
with the advantage of space for workshops, warehouses. In late 2007, the company
has signed a valuable contract for space frame such as the Binh Phuoc cement
warehouse; Dien Bien stadium, etc.
- In late 2007, the company has been assigned the Bac Ha hydroelectric projects. This
package has a large volume and price, with the process of implementing on 2 years
extended to create a major source of employment for the company.

The market for aluminum products and the property market
- In 2008, the supply of building materials is forecast high growth rates.
- Hanoi and Ho Chi Minh City is expanding the area. The policy of the government
in developing satellite cities will create incentives for the construction and
development industry; many new urban areas will be invested to build, creating a
market full of potential projects.
- Besides the advantages, in this market the company still faces many difficulties,
such as strong competition from several aluminum plants through the operation of
synchronous line systems have been upgraded and invested, particularly special items
are considered as the spearhead of the plant; the volatility of prices and supplies; the
continuation of investments and move investment by foreign corporations in the field
of aluminum Vietnam; Industrial markets remained slow, not yet developed.


c) Target Customers of the Company:

The target customers of the company are the building companies in the mechanical
industry itself, the infrastructure industry and transportation (automobile, aeronautics
and railway) that often come from the contract with the government.
Besides, the company also provides the equipment and facilities for energy
production, military, iron and steel industry, and other final customers.
2. Advantages and Disadvantages of the company:

a) Advantages:
DSB with over 40 years of construction and development have had practical
experience, knowledge and skills are accrued as a trusted company in the market.
Traditional products of companies such as balls, space frame, etc accounts for 90% of
the domestic market.
In addition, DSB's board of managers has been qualified, educated, dynamic and
innovative. Especially the director of the company - Nguyen Truong Giang was
honored with the title "Vietnam Entrepreneur"
Staff and employees are trained, experienced, skilled and enthusiastic participation
in production and business operations of the company.
DSB has a stable capital, due to the support of the Corporation – Dong Anh
Mechanical Joint Stock Company, DSB’s ability to mobilize capital while producing
stable business; the company also received the support of the commercial banks and
other credit institutions (Infrastructure Development Fund) loan with preferential
mode. Company also invests in machines and modern equipment to increase
productivity, reduce material consumption and depreciation expense.

b) Difficulties:
To perform the tasks of production and business plans, DSB have to maintain the
growth rate of the production and business of traditional items, and also finding a
place in the market for the aluminum alloy of the company. To achieve this goal the

company leadership has to set out plans and specific orientation and promote the
internal resources that are available in the company to overcome the difficulties of the
economy in general and mechanical engineering, building in particular.
Domestic and abroad market have a lot of movements, the currency used in
currency trading becoming scarce, the supply is lower than the demand makes the
loans in domestic market more difficult. Credit loan interest rate increases; affects the
business performance of the company. Domestic supply prices as billet, iron and steel,
petroleum ... increase, affecting the input price of the product. In addition, aluminum
is a new product, the ability to sell and recovery is restricted, while the cost of the
investment for production is high, making the total cost increase.
On the other hand, market competition is becoming fierce, the new mechanical
engineering companies in the market are the competitors of DSB. It is both difficulties
and resistance for the development of the company.


CHAPTER II: REPORT ON THE BUSINESS OPERATION ON PLACE OF
THE INTERNSHIP

1. Business and Production Plan:
In the period of 5 years from 2016 to 2020, DSB is going to spread their business and
visions of the company. They also have new movements in the business structure to
adapt to the near future market in the time of industrialization and globalization,
which are overwhelming the business world.
The first mission for DSB in the near future is expanding the market for Vietnam’s
neighboring countries, such as Laos and Cambodia within 2 years. After doing several
researches in the period 2016-2018, DSB saw the potential of the resources in the
Cambodian industry. Duo to the good relationship between DSB and a Cambodian
company, the director decided to open the cooperation to bring new opportunities for
both companies.
In the second place, to prepare for the next-year plan, DSB want to develop its

business structure. DSB has been analyzing and forming the trading department for
the company. Therefore, it is necessary to pay more attention and carry out all the
things in advance to help the work process easier.
Finally, looking for new customers both domestically and oversea is the new goals for
DSB in the near future. Finding more demand in mountain regions such as Cao Bang
(already constructed in Cao Bang), Lao Cai, Ha Giang, etc. Besides, The customers
from other developing countries are the new targets for the company.

2. Operation Process of DSB:
Figure 2: The Value Chain:


Supply
Supply

Logistics
Logistics

Distribution
Distribution

Sale
Sale &
& Marketing
Marketing

After
After sales
sales

a) Supply and Logistics:
DSB suppliers come from the foreigner partners in steel field who have most
economical prices. DSB connect to the suppliers by contacting through emails or
directly making a phone calls to negotiate the contract and the prices.
In DSB, the most important position of logistics has to responsible for import
procedure. They also have two staffs in charge of managing and controlling the
warehouse.

b) Distribution:
Cities and provinces based in the north of the country are the major customers of
DSB. Therefor, company has lots of distributions developed to meet the demand of
the market. Besides, near the constructions, the company works with always have a
plan for distributing and storing.

c) Sales & Marketing:


Besides the contracts from the Ministry of Construction, DSB also have many
customers based on their good relationships. Traditional marketing is an indispensable
part of the business of the company. Due to the reputation of the company in the
aspect of prefabricated steel buildings and the worth of mouth, the customers come to
the company with much of reliabilities to purchase, sign the contract or be a
distributor.

d) After sales services:
DSB has prepared to cope with any kinds of errors from machines and their products.
If the products still in the time of the certificate of quality mentioned, the company
will take back all the defective products and give the customers new one.
Missing of goods due to the transportation will be considered immediately and DSB
will hurriedly send back the goods.

3. The Main Marketing Activities of the Company:

a) Marketing Functions within the company:

Marketing department structure
Currently, the marketing department of DSB can be divided into 2 teams who are
responsible for different duties:
- The first team considers the traditional products of the company and the customers
from domestic market
- The second team is in charge of aluminum products and finding new customers from
other developing countries.
Although they are separated but always support each other very well.


The implementation of the marketing activities
With the traditional industrial goods, company still keeps the loyal customers for
them and reaches new customers. However, with the characteristics of the traditional
sectors, the marketing efforts of the company do not pay much attention to the new
customers.
In contrast, in the aluminum products industry, the market is more vibrant. Because
this is the new product of the company within 3 years, the marketing strategy and plan
for these products are more remarkable.

b) Marketing mix:
Pricing:
Pricing policy of the company is mainly based on production costs, customer demand
and competitors.
+ Pricing based on production costs:
Raw materials that the company uses are relatively high costs, particularly with

embryos; precious metals must be imported from abroad. On the other hand, the
market is really fluctuating which directly affecting the company. Therefore, the
company launched the most economical price to customers through specific
regulations.
+ Pricing based on the demand of the market:
The company starts to find out the market segmentation. Market is divided into many
small pieces; the company has to learn the characteristics of each market. On that
basis, the company finally made the decisions on prices for each type of market.
+ Pricing based on competitor
Pricing under competition based on the price that the competitor applies. With their
strategic objectives, the company launched their own service prices. Currently, DSB
has special attention to the competitors in the field of aluminum products.


Product:
Traditional products of the company increasingly improved in terms of quality.
Expending the scale of the product and develop the product itself are what the
company trying to do in recent years. About the space frame product, the company
designs more large samples with higher quality. The company always focuses on the
forecast of the market.

Place:
Company tries to improve the quality of sales staff. Looking for more partners and
initially set up agents in major cities across the country. Due to the nature of the
industrial goods, the employees of the company will sign the transactions. Especially
aluminum products, the company set up a broader distribution system.
Promotion:
- Create more marketing activities for the products.
- Use big banner in the high building and skyscraper to grab attention of the customer.
- Participate in industrial fairs and exhibitions.

- Implement a program of PR for industrial aluminum products.

c) The company's marketing strategy:
Go along with marketing mix, the company has a lot of activities to improve the
effectiveness of their marketing.
The traditional industry:
Enhance the marketing activities in new markets both domestically and oversea,
especially focusing on the export market.
Marketing should go along with branding, building awareness of customer about the
company’s core value: Qualitative - Economical - On Time.
The company also consider about the market segment. DSB focus on the target
segments of the market, avoid the segments with risks in finance and illegal problems.


More activities in raising the brand name among foreign customers; focus on the
export market with the prefabricated products.
Closely focus on the market price of materials to calculate the price for the company’s
products to gain the most competitive price against the competitors.
Investing in research on the technology to be able to manufacture the products with
high quality, minimize the use of rare elements, reduce product costs and improve
quality in the long term.
Expanding research on manufacturing marbles, shells, pads serves industrial
production branches in other industries such as coal grinding cement, power,
chemical, mining ...

The marketing strategy for aluminum products:
- Reclassify the customers into kinds of market segments; give the priority for the
segments, which matches the policy and the products of the company.
- Streamlining the market, expanding the market for key products: powder coating,
wood grain film covering.

- Promote the standard line and focus on potential markets such as industrial markets,
transportation market, etc.
- Focus on the market that has large volume of project, the export market with high
technical content.
- Develop the technical management, technology, maintain and promote technical
improvement program and the savings program.
- Maintain the coaching and annual training employees about professional,
management knowledge and soft skills.
- Strengthening the management and use of advertising effectively.
- Gain more customers from other countries by contact and use the support of
commercial counselor.


CHAPTER III: INTERNSHIP TARGET, THE ASSIGNED TASKS AND
IMPLEMENTATION METHODOLOGY

1. Internship Target:

After 4 years at Vietnam National University, Hanoi, each student had obtained for
themselves a huge amount of knowledge, therefore, student need an environment to
practice and apply all the theory and see how it works in real life. Especially for
students of international science, international business major, if there are no
situations to use English, as well as economic operation, it will lead a lot of struggles
in the future jobs.
Therefore, the graduate internship is a very important part of each university program
for last year student. 6 weeks in total for the internship which is a good opportunity
for each student to interact and become familiar with working environment in the
workplace, as well as office work. Moreover, students have time to apply the
knowledge learned in school to the practical work, and training awareness of labor
discipline and behaviors at workplace, learn more experience.. After graduation

internship, each student will be provided the professional skills and more clear
orientation about the future job as well as making certain relationships at work. These
are very important begining steps to help students not to be confused, crestfallen when
they come to the new job, new enviroment.
2. Work Content:

The content of the specific assigned tasks during graduate internship at DACO Steel
Building as follows:
 Understanding an overview of

DACO Steel Building and Dong Anh

Mechanical Joint Stock Company
 Self-review and learn more about the basics of marketing and Sales
 In charge of translating information oft he company for marketing activities in

foreign market
 Compile the documents related to foreign partner companies


 Prepare documents for internal meetings at company
 Support some assigned office work

Tasks performed:
In many task that we have to do at the workplace when doing internship, I have to get
acquainted with employees at the company at first and find out their positions and
duties. Besides, I also studied and memorized the rules and company’s culture.
Understanding more about the particular job, core value and the operation mechanism
of the company are all the works that every intern students have to do. Because I
apply my job into the Marketing and Sales department, I have to self-review and learn

more about the basics of this department and the related subjects before going to the
workplace.
After 1 weeks of reviewing the background of the company, I had a new mission of
preparing document for official staff and attending the meeting, talk about the opinion
about the marketing strategy for the next period of the company for foreign market.
At the first step, I have to translate the company information about the products as a
document for foreign customers. After that, I found the customer’s information and
email them about the product of the companies, contact to the commercial counselor
of Vietnam in other country to call for help to find the contact of company in other
country. Then, gather all documents related to foreign partner company and translate
them into Vietnamese.

3. Method of Implementation:
For preparation before internship, I search and review the knowledge and economic
information through out the country and the company. Always keep a positive and
kind manner in the work conversation and communication.
The most difficult job I had to do is to translate emails from foreign customers.
(English - Vietnamese)


Before starting to complie, I skimed the document to understand the basic information
and then starting to translate. Because this is a job that needs high accuracy and quite
strange to me, while there are many words on the business speciality therefore,
sometimes I had to ask the help of a dictionary and Internet to figure out the meaning
of the word and apply the correct word. Moreover, I try to find the various meanings
of the word that matching situation. When completed, I checked again the traslated
content before giving staff of company to check and edit. Then I had to type up all
document that has been translated to store as customer data.
During the internship, I have had to read and understand many documents in terms of
my major that I do in the workplace, so I just had to learn more and be able to use just

the right words to make the better translation later.
In addition, I used my knowledge about marketing research and the understanding of
ASEAN Economic Community to help the company finding the information of the
commercial counseler. All the tactics and skills that I have learned in the subject
’’Economy of Asian Pacific’’ helped me out when composing email for commercial
counseler.
In the marketing department, I have suggested the new marketing and selling method
for the staff and let them consider new strategy in doing e-commerce oversea.
At DACO Steel Building, I received the dedicated direction from the staff (guiding
both in theory and practice), therefore the work had be completed quickly and
effectively .
Also, by direct observation of the work at the office or go experimental observation, I
can understand the nature of the problem and little crestfallen against the problems on
the specialties.

CHAPTER 4: RESULTS OBTAINED THROUGH THE GRADUATE
INTERNSHIP
1. Theory applied in the internship:


During the time of internship, there are many theory and knowledge that I can use to
figure out the problems and operating process at work.
First of all, when being a member of Marketing and Sales department, I have to learn
and analyze the marketing – mix 4Ps of the company. In the Marketing subject, I have
learned about the marketing mix and the importance of this theory in real business
world. In the internship, I have time to experience how it works and what the
company has done to build a good marketing mix for their business.
In addition, I also use lots of information and knowledge in contacting and finding the
commercial counselor for the company, which I have learned in the subject
“Economic of Asia Pacific Region”. In the subject, I have practiced composing email

to commercial counselor to introduce the companies and ask them to help the
companies in finding the customer in foreign market.
Finally, by translating a certain document, I also practiced many English words in
business field and academic situation.
2. Result:
After a 6 weeks internship at DSB, with professional working environment and a
dedicated guidance of everyone in the organization, I myself have had the opportunity
to practice the knowledge learned in schools and access to many work areas very
useful for my future work. I was assigned to office work as well as work related to
marketing major selected before. Moreover, I was lucky to be directly supported in
meeting of real customer and engaged in a project is running by the company, from
these opportunities I myself have more experience and learn many things. Along with
the help of my interns supported teacher through his comments on the weekly report, I
can know what should I need to achieve and what is lacking. Since then, I am aware
of compensate for the shortcomings to improve myself.
Working in DSB, under a professional and seriously working environment help me
shapes the behavior, communication in the workplace as well as to train myself to
comply with their rules and regulations.


I have joined an internal meeting, heard a presentation on the plan and the steps
carried out a project, contributed ideals in the design and print of advertising
campaign, known about the company's marketing plan as well as plan for partner.
Therefore, marketing and sales specialized knowledge is strengthened and I
understand clearly how to approach customer and do customer care.
When being assigned to the office work, I myself have tried to implement and
actively learn from the staffs in the company, ask for indication what I have any
questions or unclear. Thus, I can avoid the difficulties in the office work.
I was assigned translation work from Vietnamese to English and vice versa several
documents of the DSB company and partner companies such as translate company

profile, annually reports, letters ... Thus, my translation skills is improve and I also
extended my vocabulary. I also work in environments with a foreigner; I had the
opportunity to cultivate the English language as well as communication skills.
3. Experience Learned:
After 6 weeks of practice at the DSB, I myself have learned a lot from the staff in the
department and accumulated priceless lessons and would be very useful for my
marketing and sales business later. These lessons are as follows:
About the behavior and attitude to work:
- Should make a good impression right from the start. If creating the first good
impression, the later stages of internship will be much more favorable.
- Always active in the work: Do not wait for others requirement before doing.
Although as a interns student, I always show goodwill to learn through yourself info
research and is not afraid to do anything, especially something new. My initiative and
ask for a job is a very good opportunity to practice communication skills,
organization, leadership groups, presentations ... It is also a chance to be kept on
working after internship if they feel I express my abilities well.
- Mastering the specialized knowledge: I need to master specialized knowledge more,
so that when being practiced, the guided person if they ask, I can answer fluently and
will bring greater efficiency in work.


- Gentle with everyone, sensibly and avoid quarrels. Gentleness would bring better
working atmosphere and experienced employees will not be afraid to tell you the
skills and strengths.
- Work to the end: Once you have committed to participate in a project or take on a
certain role in the project, try to work until the work or project completion. By
participating throughout the project, not only demonstrates a sense of responsibility
but also give you a lot of experience, knowledge and skills useful for future work.
- Serious in the times: Even though I do not receive salaries or income from business,
I think I am doing real so that forcing myself to work on time, serious and

responsible.
- Through an internal meeting of the company and partners meeting, I had the
opportunity to have access to the actual work, meet more experienced employees and
directly receive information from customers (partner' customer) and syndication
partners. Since then, I myself more boldly, more confident and have more experience
in how to prepare myself best before the customer meeting and internal meetings.
For the work of translation and interpretation of documents, myself learned some
useful lessons. When translating any text you need to really focused and not get
distracted on other things. Before translating, need to figure out about document
translation's general content, see what field the document in to have prepared in
advance such as to find dictionaries, specialized vocabulary to help translate more
quickly and accurately. When translated, needing to notice sentence structure to
translate understandably and readers do not misunderstand the content of the original
text. When encountering difficulties in the process of translation should not be
confused or negligent but you should consult with experienced people, which will
achieve the correct and meet the requirement translation. Further to easier while
compiling, myself never stop learning and cultivate a vocabulary of many different
specialized fields, capital accumulation of basic knowledge to work better and more
accurate. When translating, I must understand the context of the text, clear and
properly translated in Vietnamese or English language, should not word by word,
translate lead confusion and lack of coherence. Furthermore, after the translator must
check several times to take the appropriate edit to meet the requirements.


In addition, I also practice some office work so myself has some experience as: how
to organize and manage documents, using office software, some preparatory work
records and documents for business meetings or examination...

4. Identify critical issues and methods of settlement in the future to enhance the
operational efficiency of the organization:

As identified above, Dong Anh Mechanical Joint Stock Company does not have much
information an own website, it is huge limitation to those partners who want to find
out and to access services via the internet of DSB. While today is the era of digital
technology, so this is an e-marketing method extremely efficient and fast. So if there
is opportunity to do a graduation thesis, I will address the development E-marketing
issues for DSB.
E-marketing (Internet marketing or online marketing), or network marketing, online
marketing is the marketing activities for products and services through a global
network connecting the Internet . The customer data digital systems and customer
relationship management electronics (eCRM ) also combined in Internet marketing.
The emergence of the Internet has brought many benefits like low cost for
transmission of information and communication (media ) to the large number of
recipients, the message is transmitted in various forms such as text , images , sounds,
movies and games. With the interactive nature of E-marketing, message recipients can
respond immediately or to communicate directly with the object sends a
message. This is the great advantage of E-marketing compared to other forms.
E-marketing combines technical innovation and the Internet , including design,
development, advertising and sales. The operations of E-marketing including search
engine marketing ( SEM ), search engine optimization ( SEO ) and web display
advertising, e-mail marketing, affiliate marketing, interactive advertising, blog
marketing, viral marketing and mobile marketing .
E-marketing is the process of developing and promoting businesses using
vehicles online . E-marketing is not simply build Website. E-marketing is part of the
strategic marketing and investment must be reasonable.
One of the major advantages of E-marketing is the availability of large amounts of
information. Consumers can access product information and perform transactions,


purchases wherever. Enterprises using e- makerting can save costs as cost of sales
space, reducing the number of salespeople... E-marketing will also help businesses

access to markets as well as large global development. Also, compared to other media
such as print, media, television , e-marketing has the huge advantage of low cost.
E-marketing activities while deployed can easily track and evaluate. For example,
the Website or services 'Web analytic' allows track the number of visitors, the content
of interest from which can evaluate the message transmitted right to the customer's
wishes. As expected, E-marketing is growing more powerful than the other type.
However, E-marketing still has some limitations. Firstly, the technical aspect, Emarketing

requires customers to

use

the

new

technique

and

not

all

objects customers can use them. Slow speed line is a difficult agent. Also, if
companies build Website big and complex to promote products, many customers will
have difficulty using the Website and download the information on the slow line or on
mobile devices. Second, in terms of sales, customers cannot touch, taste or smell trial
product before buying online.