VN Newsletter16

8/7/2019 VN Newsletter16

1/11

In this issue:

Net profit is whats left after all bills have been paid

including, taxes. Ask a traditional Vietnamese

entrepreneur how much profit hell make, chances are

hell say: No idea. When the year is over, Ill ask my

accountant. We hope for the best. This of course is a

major problem, but one that a younger, better educated

Vietnamese entrepreneur will not really have.

Hell know how to manage his cashflow & bill

payments, deal with his ratios, and uses accounting

software to calculate or better: predict profit and loss.

Yet, when you ask any entrepreneur, whether their

company is efficient, theyll have no straight answer.

Many worry about spending too much money on

power, too many meetings or both, on handling a sudden

mess: an angry client, dysfunctional hardware, or thedeparture of a highly qualified employee.

In this edition of the Supporter well examine three

sources of hidden profit:

Power (electricity; gas): p. 3

Human Resources: p. 4 & 5

People-at-work: p. 6

How come your competitor offers a lower price than you?

The answer may well be in his ability to handle time and

energy. Find out how to develop this ability!

The DutchVietnamManagement Supporter

This magazine was first

published in March 2007. It is

digitally distributed among

my Vietnamese and Dutch

business & private associates.

Purpose: to keep them

informed about my activities

in Vietnam and overseas.

This amazingly attractive andenergetic country has rapidly

conquered my soul, and

become my home away

from home.

Loek Hopstaken

P r o f . L o e k H o p s t a k e n

E m a i l :

l o e k @ h o p s t a k e n . c o m

M o b i l e :

090 888 9450

March 10, 2011

5th year, no. 2

Your hidden profitsDear Reader

12

Jacquet on energyWhat is ROTI?Advanced HRM@RBS

3

45

BreakthroughsCross-cultural Comm.The Cat kicks off

678

Standing offer; list ofclients; mini catalog

910

Contact informationResum

11

It Dont Mean A

Thing If It Aint Got

That Swing

Time + Energy:

your hidden profits

Success

comes in cans,

not in cannots.Joel H. Weldon


2/11

Dear Reader,

On a Wednesday evening in May on VTV1

Series 7 of the Key to Success show will start,around 9.30 pm. In this programs 5th year,

CEOs take up the challenge to solve sometimes

unsolvable cases. The cases are taken from real-

life business situations. A short movie adds fla-

vour and juice to the case. We the Jury ask

questions & of course, we judge.

A Saigon entrepreneur promotes the program

as a free course for his managers. Besides

encouraging to watch the show, he shows them

programs from earlier years. After the case is

shown, he invites his managers to discuss it.

They come to a conclusion, and then continuewatching the program. As its all in Vietnamese,

he considers it to be a good way to develop strate-

gic and tactical thinking. To learn from mistakes,

including those made by the contestants.

Right: the contestants of Key to Success Series 8

with co-Jury Member Mr. Nguyen Hoai Nam

(CEO Berjaya Vietnam) & me in the VTV studios

in Hanoi. The contestant-CEOs all belong to the

recently founded BNI Saigon Leader Chapter.

Loek Hopstaken ([email protected])

25th year, no. 2

The Dutch Vietnam ManagementSupporter

Get the new 2011 edition of Prof. Loek HopstakensCatalog. Send your request to

[email protected].

To have a dialogue, first ask, then listen.Antonio Machado

Right: March 4in the Vietnam News

Agency 120 attended Royal Business

Schools CEO seminar on turning HRM into

a profit support center. 120 attended.

The topic is hot: many recognize the

problem of being unable to define let alone,

increase the return of investment in HRMactivities and training efforts.

On pages 4, 5 & 6 we take a closer look at

some ways to tackle this question, and gain

control of the energy & cost factor of HRM,

and more.

But saving energy is also taking responsi-

bility for using energy management.

Mr. Olivier Jacquet gave me permission to

use his words of advice. See page 3.

Left to right: Mr. Nguyen Hoai Nam,

Mr. To Hieu Thuan, Ms. Bui Thi Thuy Nga, LH,

Ms. Dinh Thi Quynh Nhu, Mr. Nguyen Duy Doan


3/11

35th year, no. 2


Mr. Olivier Jacquet is Country President

VietnamCambodia of Schneider Electric, and Vice

Chairman of Eurocham. Recently he was inter-

viewed by FBNC. I was impressed by his statements

about the energy problem in Vietnam.

In his office in the E-Town 1 Building (HCMC) he

handed me a video copy of the interview.

A summary of Mr. Jacquets replies (see also p.6):

On increasing Vietnams competitiveness bysaving energy, and achieving sustainable

development:

When you ask a Vietnamese CEO, What is the

costs of your IT?, hell come up with an exact num-

ber. But when you ask: What are your energy

costs?, hell have no clue. We need to raise aware-

ness and understanding of the issue of energy

saving. Just turning off aircons and lights in hotels

and offices will greatly help reducing energy costs.

In addition, the investment in our Energy Manage-

ment System will be earned back in 2-3 years.

On continuity and cost:

Eurocham asked its 750 members: What if the

price of energy would be raised 2x, but your continu-

ity would be guaranteed? A great majority agreed:

continuity comes first. For example, a steel factory

depends on continuity. It takes half a day to get it

started again. And: I live in An Phu. In the dry

season EVN shuts off electricity one day a week.

Electricity costs US$ 0,05 per kwh. A generator

costs US$ 0,50 per kwh. This means I pay onaverage US$ 0.10 in the dry season. Think of it!

On Bip Bop (Business Investment in

PeopleBottom of Pyramid)

2,5 Vietnamese in remote areas have no electricity.

Schneider Electric runs a non-profit program called

Bip Bop to help remedy this. In Quang Binh

(bordering Laos) 150 villagers and 100 soldiers now

have electricity using solar power. Result: the villag-

ers can now improve their living standards, develop

a local economy, and their children can study.

If the current price of energy would be doubled to guarantee continuity without being forced

to use generators, foreign companies would be willing to pay this price.

Mr. Olivier Jacquet on saving energy

Schneider Electric has been in Vietnam for

20 years. The company has been involved

in bringing electricity to the Vietnamese

people. Right now, 97% of them have accessto electric power. Schneider Electric builds

Energy Management Systems: the sys-

tem between electricity entering the build-

ing, and users. Schneider Electric provided

the Energy Management System for Bitex-

co Financial Towerthe famous iconic sky-

scraper which has redefined Ho Chi Minh

Citys skyline. But thats not all. Schneider

Electrics website provides entry to free e-

learning: Energy University. Besides, the

company helps poor people in remote areas

(the 3%) to have electricity (Bip Bop).


4/11


5th year, no. 2 4

What is ROTI? Why should I know?The Return On Training Investment (ROTI)

Progress is marked by change. It is better to be at the controls of change, than to react to it. One way

to be at the controls is to get trained. This is true not only for job-related tasks (know-how, or hard

skills), but also for people-related tasks (soft, or people skills). Successful companies never stop train-

ing their personnel, as they know this is the way to keep their organization qualified. And not only

because they want to be and remain at the controls, but also to keep their qualified people. ROTI is

not a simple calculation. To calculate or estimate a ROTI you need to 1. understand a work process

and what it takes to master it, and 2. fully answer the question: what happens if we dont train.

What would it cost you

A. to replace a qualified, productive and responsible employee?

Consider recruitment and the non-productive period for a new employee. Also, consider why the em-

ployee left. Was it because of money? A misbehaving manager? Lack of career opportunities? No

training possibilities? Insufficient communication or information? A gossipy workplace?

A tough question: What will happen when you keep losing qualified and productive employees?

Did you know: As a rule of thumb, replacing a qualified and productive employee may, depending

on the job market, cost you 3-6 salary months. Top guns may take up to a full salary year. Replace-

ment is not just getting a new one. It means: taking time to qualify and make him fully productive.

NOTE: a disappointed employee may post his negative experience online. Causing your company rep-

utational damage, and making it harder to find a suitable and qualified successor.

B. to win back a dissatisfied client?

Consider the extra effort and possible financial sacrifice. Also, consider why the client left. Was it be-

cause of bad service? Late delivery? Repeatedly slow, sloppy, rude or just no communication?

What will happen when you keep losing valuable clients due to untrained, unqualified personnel?

Did you know: A dissatisfied client often tells his friends why he is dissatisfied. Until 5 years ago

this multiplier effect was x510. In 2011 this may go up to x100 or more! The reputational and

hence, commercial damage can be enormous. Social networking now dominates your and my world.

ROTI has two sides: the money made as a result of a better performance, and the money you

save as a result of having qualified, productive, loyal and responsible personnel. Yes: it is

possible to turn your HRM into a Profit Support Center!

HRM 2011:

focus on its

profit support

potential, by

integrating

HRM-

know-how.How?

See next page.


5/11


5th year, no. 2 5

After a successful start of the Royal Business School HRM program in 2010, ask-

ing for and listening carefully to the participants feedback, we have refined the

program.

To support you in making & saving money as far as your human resources are con-

cerned, Royal Business School offers you a course package that will when the

know-how is integrated and correctly applied bring you both a quick and a long

term ROTI (Return on Training Investment, see page 4).The Advanced Human Resource Management Program consists of seven courses:

Your investment in people

The tuition fee for one single course is $355. However, the 4 mandatory courses together cost $950.

When you register for the mandatory courses you will get a 50% discount on any of the 3 optional

courses. Each course takes 5 evenings, except Teambuilding (mornings).

Contact [email protected] for more information and booking.Royal Business School: 186 Nguyen Thi Minh KhaiD.3Ho Chi Minh City

Investment in knowledge always pays the highest interest.

Benjamin Franklin

Dont miss this opportunity:

Do the Advanced HRM program

The 4 mandatory courses:

1. HR Strategy and Planning: 14 18 March, Prof. Mary Anne Brady,

University of San Francisco, USA

2. Career Planning and Training: 25 29 April, Prof. Loek Hopstaken,

Wittenborg University of Applied Sciences, The Netherlands

3. Recruitment and Career Start: 23 27 May, Prof. Loek Hopstaken,


4. Performance Management: 14 18 November, Prof. Jeffrey Mueller,

National University, California, USA

The 3 optional courses:

1. Organizational Development & Change: 9 13 May, Prof. Jeffrey

Mueller, National University, California, USA

2. Interpersonal Relations: 8 12 August, Prof. Loek Hopstaken,


3. Teambuilding: 26 30 September, Prof. Ronald Ainsbury, Cranfield

University, UK (note: this course will be in the morning, as someactivities are outdoors)


6/11


5th year, no. 2 6

Many business leaders feel there is unused profit potential inside their or-

ganization. They just dont know how to turn organizational waste into profit.

Why do others make more profit than you?

A. They know how to play the game of demand and supply.

B. They know how to handle financial matters.

C. They know how to handle their human resources (see p. 4 & 5)

D. These companies are in control of their use of Time and Energy.

Time + Energy = Money

Of course we have an energy problem in Vietnam. The dry season is on its way. According to

Mr. Olivier Jacquet, Country President of Schneider Electric Vietnam & Cambodia, we can all reduce

on energy simply by turning off our lights and aircons when we dont use them. In a recent interview

on FBNC (see page 3) Mr. Jacquet stated that the current power shortage of 15% is the result of elec-

tric energy waste. This shortage is solved by power cuts. As continuity is vital, companies turn on

generators. These cost 5x the usual price of energy. Do you want to reduce your power bill? Turn off

lights & aircoswhen and where it is not needed. But itll only work if we all take responsibility.

Energy is more than electricity. There is a lot more energy waste. Some is caused by external

factors, such as bureaucracy: too many rules, too many forms to fill inand too often. The govern-

ment is working on it, so Id say: keep complaining. But jobs are at stake, so this wont change fast.

Ive personally witnessed efficiency drives in The Netherlands in bureaucratic organizations like gov-

ernment departments and banks. It takes years. The hardest part? People taking responsibility.

So where can you save energy? Simply put, by eliminating the causes why personnel are wasting

time and materials. Time spent on pointless meetings, time lost as a result of double (or triple) work,

lack of communication or information, or 60 (sixty) other possible causes of lost energy. Causes of

costs of failure, as it was aptly labeled by a multinational accountancy firm.

The solution to wastes of time and energy

To control the waste of time and energy, get yourself trained in locating the true sources of costs of

failure, and how to eliminate the causes of waste. The course Breakthroughs in Office Efficiency and

Time Management offers the toolbox to locate & delete the wastes, so you can increase your profit.

Course days: April 2428, 8.30-12.00 am. Register now: [email protected].

Royal Business School: 186 Nguyen Thi Minh KhaiD.3Ho Chi Minh City

Breakthroughs in Office Efficiency &

Time Management

What are your costs of failure?

Suppose your average employee costs 5 US$ per hour, but wastes one hour per day:

one hour x one employee = 5 US$ loss per day5 x loss per day = 25 US$ loss per week

50 x loss per week = 2,500 US$ loss per year

Number of employees x loss per year = gross annual loss = .. US$

With 20 employees, your costs of inefficiency amounts to a US$ 50,000 loss per year!

Now, make your own calculation. Done? Now, suppose you can reduce your companys

inefficiency with 50%, you turn your hidden profit potential into real profit!


7/11

Dutch charity: no words but actionMr. Jo Koster (right) is a remarkable man:I founded and run the relative small but effective

Dutch charity foundation CHILD SURGERY -

Viet Nam. Since 2005 I got glued to support for

physically disabled children in Vietnam. Together with Dong Van

An we set up complementary organizations. He is founder and di-

rector of the local Vietnamese NGO Center II - Direct Support For

Disabled Children. What we started 2005 in tight cooperation be-

came fairly successful. I do invite everyone who is seriously interest-

ed to connect with me.(Source: Mr. Jos LinkedIn profile)

Child Surgery Vietnams purpose is to effectively operate Vietnamese physically disabledchildren, especially in remote areas, to enable them to lead a better life. A second purpose is to

educate and train Vietnamese doctors and surgeons to perform specialized operations.

As the Child Surgery Vietnam website addresses Dutch people, its in Dutch:

http://www.childsurgery-vietnam.org. However, on this site under FotogalerieJos Koster you

see pictures of patients, surgeons at work & on the road. On YouTube you can also find a series of

photos of their work: http://www.youtube.com/watch?v=tAbGTcks09U.

Want to help? Contact Mr. Jo Koster: [email protected].

75th year, no. 2


Saving energy by cross-cultural communication

An explanation of cause is not a justification by

reason.

C.S. Lewis

Re-energizing physically disabled children

The Culture Gap: the no. 1 barrier to successful

international cooperation

No so long ago people communicated primarily with those who

lived close by. Anyone who didnt live close by, was a foreigner.

Foreigners are different: they not only speak with a funny

accent, or worse, a different language, they also display unfamil-

iar manners. For the past few centuries communication between

representatives of different cultures was limited to a few.

The past few decades this has changed. The past few years

this change has intensified. Global supply chains now form thebackbone of international business.

Those who are unable to communicate across borders,

remain national. Those who are able, succeed interna-

tionally. The solution: cross-cultural communication.

Get the 2011 edition of the Face to Face training guide.


8/11


5th year, no. 2 8

The Year of the Cat kicks offSome pictures tell stories all

by themselves. Other pictures

need a little story.

Right: Bitexco Financial Tow-

er is open to the public, even

though the facilities are not yet

ready. You go by elevator to the

49th floor, below the helideck, to

enjoy the awesome 360 pano-

ramic view of Saigon.

Below left: First day of Tet, two

Dutch friends were our first visi-

tors in the New Lunar Year.

Below right: Dutchman Robert

Jan Bruggeman (r) organized a

delightful day trip visiting 3 Viet-

namese Buddhist monasteries.

Mr. Nguyen Quang Ngoc, Director of

Fresh Green Earth (FGE), discovered how

to dramatically reduce the amount of

waterH2O = energy!needed to grow

vegetables and flowers. As it offers a real

solution to fresh water shortage problems,

I help promote Mr. Ngocs invention.

This Year of the Cat will mark FGEs

breakthrough.

Left: Mr. Ngocs vegetables in Agri HiTechPark, Cu Chi. Right: the Tet Tulips he

surprised me with as a Tet gift. His inven-

tion is of course inside the box and pot!


9/11

5th year, no. 2 9

Any Saigon student will be able to explain to you the meaning of synergy. Like 1 + 1 =

3: two people often can accomplish remarkably more than their sum.

In Saigon I see it at work in traffic. Try to cross the street when youre on your own.

It takes a real effort, and its not without danger. Then try to cross it with five people. The

road opens for you, and you can cross safely.

In business, try to run a one-man-company. You wear all the hats: from marketing

research to production planning, from sales to finance. Per tradition, entrepreneurs

quickly find out they can sell a lot more when they work with a team of specilized people.

The daring ones discover the advantages of co-makership (supplier + client cooperate

during product development) and strategic alliance (companies closely cooperating with

suppliers, customers, etc.). Synergy saves energy, and as a bonus, generates creativity.

A specific form of strategic alliance is what Alliance ITC is now developing in Hoang

Khang Center, 353-355 An Duong Vuong (D.5) in Saigon. It combines under its own

management three activities that can exist on their own, but could very well generate a

synergetic effect. Yes: 1 + 1 + 1 = ... 5+. The three activities are:

Each activity has its own floor. The first 5

of 10 floors are being renovated, and the

furniture is on its way. The Center will

have a fully equipped restaurant andauditorium. There we plan to hold regular

business seminars. Hoang Khang

Training & Trade Center has the

potential to become a place where visitors

will discover the power of synergy: office

space-recruitment-training, under one roof.

The opening event will be either early

or late April. It will mark the start of a

truly synergetic project.


Saving energy by synergy

Goals provide the energy source that powers our lives. One of the best ways to get

the most from the energy we have is to focus it. That is what goals can do for us;

concentrate our energy. Denis Waitley

A. Business Centeroffering a fully equipped, state-of-the-art office space to com-

panies who need a start-up office in Saigon.

B. Job Search Centeroffering a job market for job seekers and head hunters .

C. Training Centeroffering 3 types of business training programs and workshops:

1. employability (both for job seekers and employees of all levels. Specifically, theSoft Skills and Cross-Cultural Programs)

2. management (for anyone who manages people or whose career wish is to do so.

Specifically, the Allround Manager Programs)

3. Preparatory Program for Study Abroad (for anyone who wishes to study

overseas, particularly in English-speaking countries; PPSA)


10/11

Standing Offer + Client List + Mini Catalog

105th year, no. 2

A training serves its purpose when it deepens your understanding,

but also increases your practical skills. There is one way to get to know

my training style: by experiencing it.

One way of getting thisexperience is to invite me to deliver a

FREE LECTURE (11,5 hours) in your company. You choose the topic.

For ideas, see the mini-catalog (right). Three conditions:

1. the participants (max. 40) should be able to understand English,

2. in case the distance from my home to your location or venue is

>15 km, you take care of transportation

3. your company provides a lecture space, projector & screen.

Interested? Drop me an email or sms. Name the topic & the period in

which it will be feasible for you & your team to attend the lecture. Thenwe can start scheduling.

For contact information, see page 10.

in Vietnam: a.o. business field

Tan Thuan IPC (HCMC) Industrial development

HCMC University of Technology Master of BA program

RMIT (HCMC campus) Bach. of Comm. program

Royal Business School (public courses) Courses & seminars

Vietnam Airlines (RBS) Airline

Vietnam Singapore I.P. (SPECTRA) Industrial park

Petronas Vung Tau (SPECTRA) Chemical factory

Nike Shoe factory

Le & Associates Training & consultancy

NutriWay Vietnam Animal food

Training House Vietnam (Sacombank) Training & consultancy

Ministry of Labour, I. & S.A. (RBS) Civil Servants

SONY Vietnam (RBS) Consumer electronics

CapitaLand (SPECTRA) Real estate

PACE Education (public courses) Seminars & courses

Alliance ITC Training programs

Hoanggia Media Group Key to Success TV Show Fresh Green Earth Hi-tech agriculture

Unique Design Interior Design

ERC Institute Vietnam Management education

in The Netherlands, a.o.

ING Bank Financial services

Philips Electronics

Heineken Brewery

Yamaha Musical instruments

Voerman International International relocations

Campagne Communicatie Advertising, promotion

Damen Shipyards Ship repair wharfs Wittenborg University IBABBA, MBA

AFAS ERP Financial software

Royal Van Zanten Pot plants, cut flowers

MINI CATALOG

Overview of Prof. Loeks services

WORKSHOPS

A workshop is a 2-4 day group

activity with a defined purpose,

where theory, practical exercise

and exchange of experiences are the

main ingredients. Areas: HRM, PR,

Communication, and Management.

Team Engineering

Communication

Commercial Communication

Public Relations

Effective Meetings Organizational Design

Cross-cultural Communication

Time Management / Efficiency

Personnel Selection

CONSULTING

Consulting is any specified expert

activity to help solve a defined

problem. This can take the form of

coaching, but also, conducting a

research. By definition, it is tailor

made. Areas: HRM, Strategy, PR.

Management Coach

Corporate Strategy

Personal Coach

Mediation

Executive Selection

In- & External Surveys (360

Feedback)

SEMINARS

A seminar is a 3-4 hour interactive

transference of core know-how,

including practical assignments.

People Management

Emotions in the Workplace Strategic Thinking

Business Ethics

The Allround Manager

The Allround

Communicator

The Soft Skills Program

Investments (ex. 10% VAT / 25% PIT)

Workshops: US$ 1,000 per team/day.

Consulting / Coaching: US$ 90-125 per

hour.

Seminars: US$ 550 850 per seminar

(except the Allround programs).

Lecture: US$ 250 per lecture.

Train the Trainer: US$ 1,200 per day.

Contact me for longterm conditions:

[email protected]

The Dutch Vietnam Management Supporter

List of Hopstaken Clients

Standing Offer for New Clients


11/11

The DVM Supporter is published by Loek Hopstaken.

Email: [email protected] or

[email protected]

Mobile: 090 888 9450

Assistant: Ms. Vo Ngoc Lien Huong

Email: [email protected]

Mobile: 090 888 9451

Website: www.hopstaken.com

Loek Hopstakens company in The Netherlands:

Hopstaken Bedrijfsadvies Gouden Leeuw 628

1103 KN Amsterdam ZO. Website: www.hopstaken.com

Who is Loek Hopstaken?

1951: born in Haarlem, The Netherlands

1971-1972: travels: Europe & Asia

1972-1975: Amsterdam City University

1976-1977: travels: North & South America

1977-1993: career in banking: NCB,

Postgiro, Postbank, NMB Postbank Group,

ING Group, ING Bank

1979-1982: Business Administr. studies

1983-1988: Project Manager

privatization process Postgiro to

Postbank (field: P&O / HRM)

1989-1993: Project Manager formation

NMB Postbank Group & ING Group

(fields: PR and TQM)

1991: founding Hopstaken Bedrijfsadvies

1991-present time: career in training and

consultancy, coaching and mediation

1993: left ING Bank

1996-2000: Dutch business club MC

2003-2008: combining training &consultancy with teaching at international

business schools (IBAMBA)

2005 + 2007: Professor appointments

2007-2008: visits to Vietnam: lecturing,

consulting, surveying, delivering courses,

workshops & seminars at universities

November 2008: establishment in HCMC

2009-2011: delivering lectures, seminars,

coaching, workshops & training courses,

mediation; business visits abroad

2010: Examiner VTV1 Key to Success Show

2011: Chairman Advisory Board ERC Inst.http://www.linkedin.com/in/loekhopstaken

Full CV: mail [email protected]

11


5th year, no. 2

Electricity is just

organized lightning.George Carlin

Opening soon: Hoang Khang Training &

Trade Center. 353-355 An Duong Vuong,D.5, HCMC. On the 4th floor we will de-

liver our services. See article on page 9.

VN Newsletter16

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