Transcript 1. Interview with Ms. Nguyen Thi Mai Chi, Sales Supervisor of Supermarket channel, incharge of MESA distributor managing
Date: March 5, 2019
Time: 9:00 A.M
Location: Supermarket Channel, Sales Department, Lock&Lock office, 9th Floor, 77 Hoang Van Thai, Tan Phu ward, district 7, Ho Chi Minh City.
Interviewer: Hi Mai Chi, thank you very much for working with me in the interview today.
Ms. Mai Chi: Nine to meet you.
Interviewer: The purpose is we work together to find out what problems the company is facing so that we can come up with solutions to improve our company is better, do you want that?
Ms. Mai Chi: Of course, I am very pleased.
Interviewer: So let's start now. Recently sales of supermarket channels did not reach the target as expected, I want to ask you if you have any difficulties in your current job, can you share me ?
Ms. Mai Chi: Haizz, we tried very hard but it was true that last year’s total sales did not meet expectation. Other distribution channels are very much supported, such as investment funds, priority for goods selection, however, supermarket channels are not supported such many things.
Interviewer: So what is the problem that you find most difficult and inhibiting.
Ms. Mai Chi: Well,… I think that is the problem of goods, the company system does not allow to order production from factory too much, because
40 of fear of not selling out, when running the program, the good selling items do not have enough goods.
Interviewer: According to you, the reason of not gainning the sales expectation is the shortage of good. How do you evaluate your Lock&Lock’s products compared to competing companies’products ?
Ms. Mai Chi: Products are directly assessed well by a number of consumers.
Lock&Lock’s products are ranked as one of the top high quality products in Vietnam market in a decade. Company are trying to enhance quality year-by-year to keep up with the imported products such as Philips and Elmich.
Interviewer: How about your Lock&Lock’s price?
Ms. Mai Chi: Lock&Lock’s price is really competitive compared to competitors in the same segmentation. Therefore, I strongly beleive that if there are enough goods, the sales of supermarket channel will increase.
Interviewer: What is your supporting policy to supermarkets when they purchase a huge amount of goods?
Ms. Mai Chi: Regarding the policy of the company, buyer only could pay the debt within a month. However, buyers could receive 5 percent discount when they pay by cash immediately in ability of sale managers Interviewer: Thank you for your anwser.
Ms. Mai Chi: You are welcome.
Transcript 2. Interview with Mr. Khong Nhat Minh, Sales Supervisor of Supermarket channel, in charge of promotion plan
Date: March 5, 2019
Time: 9:30 A.M
41
Location: Supermarket Channel, Sales Department, Lock&Lock office, 9th Floor, 77 Hoang Van Thai, Tan Phu ward, district 7, Ho Chi Minh City.
Interviewer: Hi Nhat Minh, thank you very much for working with me in the interview today.
Ms. Nhat Minh: Nine to meet you.
Interviewer: The purpose is we work together to find out what problems the company is facing so that we can come up with solutions to improve our company is better, do you want that?
Ms. Nhat Minh: Of course, I am very pleased.
Interviewer: So let's start now. Recently sales of supermarket channels did not reach the target as expected, I want to ask you if you have any difficulties in your current job, can you share me ?
Ms. Nhat Minh: When planning a promotion, I have to look at the number of goods that have enough stock or not, if not, I have to order from the factory, however, when using inventory managing software, comparing with the real stock, it is incorrect data.
Because of the inefficient inventory management, it is difficult planning for Supermarket promotions
Interviewer: Do you know the real cause of incorrect data?
Ms. Nhat Minh: I guess when the missing products have been returned the ware house, the figures are not re-uploaded to inventory managing software. In the long-term, inventory managing system does not refeclt actual stock.
Interviewer: Do you think that the reason of reducing sales is missing products which lead to incorrect data of inventory managing system?
42 Ms. Nhat Minh: I do not think so. Error products make up a tiny of percentage
of shipment to supermarket. It is rare to happen with Lock&Lock’s products beacuse of modern production line. In addtition, Lock&Lock’s products are well-known for high quality products which create trust and credebility to Vietnamese consumers.
Interviewer: How do you think about the Lock&Lock’s products line?
Mr. Nhat Minh: Lock&Lock’s products are well diversified, ranging from kitchen food storages to from electronic devices. Lock&Lock try to expand thire market share by inventioning new products year-by-year.
Interviewer: Thank you for your helps.
Mr. Nhat Minh: You are welcome.
Transcript 3. Interview with Ms. Nguyen Thi Bich Hong, Sales Admin of Supermarket channel, in charge of tracking supermarket orders and production orders from factory.
Date: March 5, 2019
Time: 10:00 A.M
Location: Supermarket Channel, Sales Department, Lock&Lock office, 9th Floor, 77 Hoang Van Thai, Tan Phu ward, district 7, Ho Chi Minh City.
Interviewer: Hi Ms. Hong, thank you very much for working with me in the interview today.
43 Ms. Nguyen Thi Bich
Hong:
Nine to meet you.
Interviewer: The purpose is we work together to find out what problems the company is facing so that we can come up with solutions to improve our company is better, do you want that?
Ms. Nguyen Thi Bich Hong:
Of course, I am very pleased.
Interviewer: So let’s start now. Recently sales of supermarket channels did not reach the target as expected, I want to ask you if you have any difficulties in your current job, can you share me ?
Ms. Nguyen Thi Bich Hong:
The problem of ordering is difficult, for example, warehouse storage, there are items with a large volume, managers do not put much for fear of occupying the position.
Interviewer: What else is your difficulty your department are facing?
Ms. Nguyen Thi Bich Hong:
Well,… we have planned to order from the factory very early, however, the order process is very cumbersome and complicated, we have to wait and see if the other channels have ordered items too, so that we can reach MOQ (Minimum Order Quantity), and must be approval from so many departments.
Therefore, I think that supermarket channel revenue is not high due to goods amount and processes.
Interviewer: What is the problem that you think will affect the sales of the supermarket channel?
Ms. Nguyen Thi Bich Hong:
On the issue of inventory data on data, when there are not enough goods on the order, there are many virtual figures compared to the actual number of goods, this also causes a shortage of goods and affects sales of supermarket channel.
44 Interviewer: Do you think there is another reason or problem?
Ms. Nguyen Thi Bich Hong:
Besides, I'm not in salesman position, so I don't know what other issues are or not.
Interviewer: Thank you for your helps.
Ms. Nguyen Thi Bich Hong:
You are welcome.
Transcript 4. Interview with Ms. Vu Ha My, Sales Supervisor of Supermarket channel, in charge of Coopmart and Coopmart Xtra.
Date: March 5, 2019
Time: 10:50 A.M
Location: Supermarket Channel, Sales Department, Lock&Lock office, 9th Floor, 77 Hoang Van Thai, Tan Phu ward, district 7, Ho Chi Minh City
Interviewer: Hi Ms. My, thank you very much for working with me in the interview today.
Ms. Vu Ha My: Nine to meet you.
Interviewer: The purpose is we work together to find out what problems the company is facing so that we can come up with solutions to improve our company is better, do you want that?
Ms. Vu Ha My: Of course, I am very pleased.
Interviewer: So let's start now. Recently sales of supermarket channels did not reach the target as expected, I want to ask you if you have any difficulties in your current job, can you share me ?
45 Ms. Vu Ha My: The goods I see are a problem that my team is facing, the
company system does not allow to order products from the factory too much, for fear of not selling them all, I am very annoyed but do not know how to do.
Interviewer: According to you, the reason of not gainning the sales expectation is the shortage of good. How do you evaluate your Lock&Lock’s products compared to competing companies’products ?
Ms. Vu Ha My: First of all, the products of Lock & Lock brand focus on the psychological importance of consumers' health and safety.
Since then, the company in turn launched the “green” products, such as food preservation boxes, with the advantage of keeping fresh food long, preventing the escape of vitamins and nutrients, preventing smells effectively, not distributing toxic substances. The constant change of products of Lock&Lock has turned all familiar everyday items such as bowl of chopsticks, warm cups, cooking pots, food containers, ... into living things with new shapes. and bring interesting experiences and peace of mind to customers.
Interviewer: How about your Lock&Lock’s price?
Ms. Vu Ha My: Although good quality, diversified designs but compared to the ground of Vietnam household plastic market, the prices of Lock & Lock are quite high, because we have to import products from foreign countries, so we have to bear intermediate and import taxes password Although the selling price is reasonable but currently low-income consumers still have no conditions to use Lock & Lock products, so Lock &
Lock has launched the F2C (Factory to Customer) sales model,
46 meaning the product will be sold. directly from the factory to the user, with no intermediate costs, this model will expand to middle-income customers.
Interviewer: When having problems with goods like you share, how does your team solve?
Ms. Vu Ha My: In fact, although inventory management is not good, the number of goods is problematic, but when the program runs, there are still many solutions, such as borrowing other teams:
shop, online, B2B, or propose to supermarket systems the similar items, therefore, sales can still be guaranteed even though it is difficult.
Interviewer: Thank you for your anwser.
Ms. Vu Ha My: You are welcome.