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Chiiong 4
CAU THAN CHU CUA
NGANH BAN LE
San phlm: Hat nhan cot loi
Co the noi ban le la m6t nganh dich vu. Trong do, ban
la ngufdi thtic hien nhiem vu tuyen chon cac san pham tot va
chuyen no den tay ngu’di tieu dung qua mot trai nghiem mua
sam ly tiidng nhat.
San pham la hat nhan cua ban le. San pham nam trong
tarn tri khach hang va thuc day ho tien d£n cfta hang cua ban
de mua hang. Thd nhiing nhieu ngifdi chtfa hi&u ro dtfqc dieu
nay. Khi trang tri cua hang rat nhieu ban mac cac l6i cd ban. Co
le, cac ban qua lo lang rang ctfa hang cua minh se khong dripc
- moi ngiibi chu y hoac xem no la co hoi de thb hien gu w
tham 1. Co hang
my ca nhan. Ban danh rat nhibu tien va thbi gian de thibt kb - 2. Chit lufqng (mau ma)
trang tri mot cufa hang long liy, de rbi sau do ho khong con du 3. Gia ca
tien db co mot liicfng hang phong phu b ben trong. Tbi khong
phu nhan rang no da rat thu hut ngiibi di dufbng. Nhiing sau Theo do, y£u to “co hang” vin la y6u t6 quan trong
khi bi cuon vao khach hang chcft nhan ra: “0...shop dep chi nhit. N£u khong co san phim dap ufng dung nhu cau khach
mi chi co gi di mua !”. Ket qua la khach hang liiqn Id vai vbng, hang thi difng noi gi den chit lifpng hay gia ca. Bing chiing la
hoi bang quo vai cau r6i lang lang di ra. Nhufng khach hang do b dia phuftfng, ta vin thiibng thiy nhieu cuia hang ban gia dat
se khong bao gicf quay trb lai! Te hcfn, ho len mang comment hcfn nhiing luc nao cung dong khach, do la bbi ho luon co cai
cho ban vai dong, keo theo nhiS'u he luy khon lufbng. Ban vo khach hang can, hoi gi cung co. Toi hay nbi vui vbi nhan vien
tinh tao ra mot de tai hot de moi ngtfbi ban tan theo kieu: cua minh v£ mbt cau thin chu trong nganh ban Id, ma khach
“Nh'in bi ngoai dep chi mi ben crong khong co gi diu!” hang luon doc triibc khi ho tbi, dola: “Co sin phim mi toi can
va nam cren ke khi cdi tbi” va nhb diing de ho thit vong diy!
Co the ban se phan bien toi rang thiÿt k£ cua cufa hang
hoac thai do phuc vu cung quan trong khong kem. Toi khong
cho r&ng chung khong quan trong nhiing xet theo thuf ttf tfu
tien thi san phi’m vin la ifu tien so 1. Ban da tifng thay mot cufa Tbiet ke danh muc hang hoa
hang trdng rat luom thuom ma van dong khach chiia? Ndu
ban n6 lufc de phuc vu khach hang t6t nhat nhtf: chao don don Hieu dufOc tarn quan trong cua san pham thi viec thiet
di, tif vin nhiet tinh, luon mieng da vang, nhiing n£u khach kd ngay mbt danh muc hinghoa la viec cin liu tien bbi no anh
hang hoi mat hang nao ban cung khong co, ban nghl khach hiibng len tit ca cac vin di phla sau nhii:
hang co quay trb lai khong?
1. Tim kiem nha phin phoi va xac dinh gia ban (dat
Khi xac dinh san pham la quan trong nhat thi co 3 yeu hay re).
t6 sau ban can quan tarn va x£p theo thuf tii ufu tien: 2. Thidt kb khong gian triing bay phu hop vbi san
phim.
:I
i
86 - Khdi nghiep Ban le Trhn Thanh Phong - 87
- 3. Phan bo v6n dau tit cho tPng nganh hang mot ghi chep lai toan bo cac nhom san phim do. DPng chi xem
each hop ly. cac thPofng hieu ban le trong ntfpc, hay tham khao luon nhPng
trang cua niidc ngoai de co edi nhin bao quat hefn. Sau do, toi
Neu khong co danh sach mat hang ro rang ban se
lap ra mot danh muc nhap cho minh vdi nhiiu mat hang nhat
khong co ede tP khoa thich hop di nhanh chong tim ra nha
co th£ NhPng danh muc nay thuPng rat I6n, no chPa gan nhP
phan phoi tot. Ban cung khong biit mat hang nao minh nen
moi thP tren dpi ve nganh hang cua toi dang nhdm tdi. VPi
ban gia cao hay thap vi khong xac dinh dope dau la mat hang
mot cPa hang ban le nho, toi phai chon mot tip san phim t6i
chu chot, dau la mat hang chi didin du. Viec b6 tri cPa hang,
pu vdi s6 v6n va dien rich trPng bay. De toi Pu, toi cim danh
chon kich thufdc hay vat lieu de thi cong ke trPng bay cung
muc nhap di mot vong xuong cac cPa hang 6 dia phPOng hoac
hodn toan phu thuoc vao kich cP va trong lopng cua hang hoa.
d cac thanh ph6 ldn. Toi danh dau lai nhPng mat hang nao ho
Ban da dp toan tong von diu tP nhPng phan bo bao nhieu vao
ban cham, ban chay hoac khong kinh doanh. De xac dinh mat
cac nhom hang cu the ndo thi cungphai xem ban chon edi nao
hang ban cham trong m6t cPa hang cung khd deta gian, ban
la quan trong.
xem ky nhPng yÿu to nhan dien sau:
Tom lai, neu nhu! cPa hang cua ban la mot rap chiÿ'u ® Hang do co dang giam gia khong ?
phim, trai nghiem mua sam la b6 phim thi danh muc hang ® Hang do co bui bin, bao bi hoac tern gia co dau
hoa chinh Id c6t truyen. Mot cot truyen kem hap dan thi ban hieu xin mau khong?
co dung bao nhieu ky xao dien anh cung kho keo khach hang
® Ho co goi san phim lai bang cac tui ni-l6ng di
quay trp lai rap iin sau. bao quan lau hofn khong?
Vay lam sao d£ toi thiet ke mot danh muc san phim? « Niu hang co han dung, ban xem thP san phim co
Vdi mot tay mo mcfi vao nghfi', each tot nhat la sao chep. Toi gan hit han khong?
vin thifdng lam vay vcfi cac efta hang mPi cua minh. Dau tien,
NgPpc lai, hang ban chay la cac san phim ma cac cPa
t6i se dao qua m6t vong tren Internet, tim kiem website cua
hang co t6n kho nhii'u, trong luon mdi va thPdng nam d
cac thifong hieu ban le cung nganh hoac cac trang thifong mai
phia ben trong, dPcfng nhien chung cung it co giam gia hoac
dien tp ldn, xem ho dang ban nhPng nhom san phim nao roi khuyin mai di kem.
88 -Kh6i nghiep Ban le Tran Thanh Phong - 89
- Sau khi eta co dfl lieu tong quan, hay danh thofi gian du Chi£n thuat 1: Tranh xa hang ban cham. Thong
de phan dch va chon cho minh mot danh muc ly ttfdng nhat. thifdng, d m6i dia phiiong deu co nhflng thoi quen tieu xai
Toi khong the noi cho ban chinh xac ban can ban mat hang nh& dinh. Neu mot mat hang ban cham d cac eda hang lan
nao v'l no phu thuoc vao nhi£'u bien so nhif: nganh hang, thi can, ban nen tranh nd, it nhat la trong giai doan dau.
triidng dia phuOng, von dau ttf, doi tifOng khach hang muc
Chidn thuett 2: Phai co hang ban chay. Phu dinh lai
tieu va “cai nhat” ma ban da chon d phan dau cua quyen sach
chi£n thuat tren, ban can toi da co hoi ban difOc hang bang cac
nay. Nhifng toi xin chia se vdi ban 4 chien thuat ma toi thiidng
san pham ban chay nhat cua cua d6i thu cung nganh.
dung dÿ xac dinh cd cau san pham cho cac eda hang cua minh
nhif sau: Chi£n thuat 3: Ban cai doi thu khong ban. Ban can
can trong vdi chi£n thuat nay bang each phan tich hoac phan
doan xem vi sao ho khong ban nhtfng thuf do. Thong thtfdng,
d6i thu khong ban mdt so mat hang la bdi vi nd co it ngtfdi
mua, gia tri ton kho cao hoac qua cong kenh dd triing bay. Neu
chon ban, ban cSn dtfa ra giai phap de khac phuc cac nhiiOc
diem do. Lam tdt dope chuyen nay, ban se co co hdi khac biet
vdi doi thu va bo sung them mdt ly do thuydt phuc de khach
hang den vdi ban.
Chidn thuat 4: Khong ban cai ddi thu ban qua re.
Thtfdng thi co vai san phdm ma ddi thu cua ban se chon de lam
mat hang din du. Ho co the ban hoa von hoac dtfdi gia vdn
d£ thu hut khach hang. Trtf khi ban co the lam dtfpc tifong tuf
nhif ho, con khong thi hay tranh xa, dtfng tao co hoi dd khach
hang so sanh va quy chup rang ban la ngtfdi ban dat hon ctfa
hang ben canh.
90 - Khdi nghidp Ban le Tran Thanh Phong - 91
- Sau khi da can doi d£ co mot danh muc nhii y, cau hoi
dat ra la: “Lam sao de toi biet danh muc nay da hoan thien
chiia?” Vdi kinh nghiem cua minh, toi xin liet ke ben dtfdi
mot mau cd cau ly ttfdng de ban doi chi£u va chinh sufa
MUCTIEU
La nhang nhom san phdm co kfch thudc nho,
gia trj thdp, nhang ti sudt Igi nhuan' rat cao. Do
la cac phu kiSn ma khach thudng co thdi quen
_
mm
mmmm
danh muc hang hoa cho phu hdp. mua kem vdi cac san phdm chtnh. Vi du: trong 5- 10%
Tien fay cQa hang dien thoai thi ngadi ta ban kem vdi 6p
1 «
lung, bao da hay sgc da phong. Cfo hang tap ji•
hoa, sieu thj mini, nha sach thi ban kem bdnh I!
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keo hoac dd choi nho cho tre. '
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Ccf cau hang hoa ly tiicfng Chon ra mgt vdi san phdm trong nhom mgt
hang can ban ma bgn danh gia 1a se nhieu
ngadi co nhu cbu va hay ban vdi gia von hope
thorn chi re hon gia v6n. Myc tieu: thu hut khach
hang dbn vdi c&a hang vd truyen mieng vd bgn.
Vi du: eba hang didn thoai thudng ban the cao
vdi gia re hope cOa hang tidn Igi thi ban kem 1 -5%
Day la nhong mgt hang khong the thi£u khi Dan du taoichi 3.000d.
1
i.
nhbc tdi mo hinh ban le md bgn chon. Vi du: Mot each khac de co mat hang dan du 1a tim jj
Neu bgn chon mb ato hang me va be thi $0a va nhong san phdm dang 1a trao lau hot vd ban
1 :•
Can ban ta la 2 mpt hang can ban. vdi gia re hon each biet so vdi thj trudng. Chien
Mat hang nay thudng co ti sudf Igi nhuan b mOc 40 - 50% thuat nay dac biet phu hgp cho ngdnh thdi
trung binh va dugc ban vdi gia ngang bdng vdi trang.
dot thu. !
Id nhong mat hang khong quan trong doanh
La nhang nhom san phdm co ti sudf Igi nhugn so, bgn ban chi de khach hang danh gia bgn Id
cao va muc ti£u ma bgn muon ban nhieu nhdt cifo hang chuyen nghigp, tich cue hon doi thu
j;
d6 tgo ra Igi nhudn. Do thudng la nhang hang hogc the hi$n dugc tinh chat thuong hidu. i
hoa bgn co Igi thd vd ngu6n cung, co thd ban Xay dung Vi dy: neu bgn mo mgt sieu thi mini hay ban 1 -5%
Chu chot dugc gia dat ma khach hang khong biet, hogc 40 - 50% hinh dnh them rau sach vdi gia tot; neu bgn mb shop my * ,
bgn d6c quyen a thi trudng dja phuang. Vi du: phdm hay kinh doanh them cac tgp chi, sach
do dung hogc thdi trang cho tre so sinh co thd ii 5,i!
bao vh lam dep.
dagc chon la mat hang chu chot trong mpt cOa
hang mg va be. li
92 - Khcsi nghiep Ban le Tran Thanh Phong - 93
- Xac dinh chi&'n hide gia phu hdp T~ c6ng nhan, gia phai re. N£u ban nhdm vao ngiiOi co thu nhap
cao, gia phai du cao d€ ho cam thay no xdng dang. N£u ban
Xac dinh dufcfc chien liipc gia dung ngay td dau giup canh tranh bang quy m6, tinh tien lpi, chat hipng hoac mau
ban dam bao c6 lpi th£ canh tranh va duy tri diidc cda hang. ma doc quyfin, diing co gang ban gia re. Neu ban khong c6
Co tru vdng ddpc sau khi khai triidng thi ban mdi co thbi gian lpi the canh tranh nao ro ret, ban can toi tiu chi phi kem vdi
difi'u chinh dim gia ban sao cho t6i xiu nhlt. De ddn gian khi chi6n liipc gia thap hon d6i thu. Nhiing neu ban co mot dich
mdi bat dau, toi xin chia se cho ban mot phuWng phap de xac vu khach hang xuat sac, di kem nhieuhau mai cho khach hon
dinh gia ban ma neu ban thay phu hop co thd lam theo: han doi thu, thi cd ban vdi gia cao hon.
Btfdc 1: Khao sat thi triidng dia phddng va tim cong Biidc 3: Vdi tdng mat hang, ban tang hoac giam gia so
thde gia trung binh. Ban nen khao sat gia tdng nhom san vdi mdc da chon d tren tuy vao san pham do nam d dau tren
pham tren danh muc hang hoa. Cang chi tiet cang t6t. M6i CO CAU HANG HOA LY Tl/dNG cua ban. Vi du: n£u
nganh hang deu co mdc lpi nhuan trung binh gan giong nhau do la mat hang cO ban, hay ban bang gia d6i thu, neu mat hang
gifla cac ciia hang. Vi du: nganh hang tieu dimg nhanh (hoa d6 ban doc quyen hoac t6t hon doi thu, hay ban gia cao hon.
my phSm, gia vi, thtfc pham kho ...) mdc loi nhuan tren gia N£u ban chon mot san pham lam hang din du, hay ban vdi gia
ban trung binh thu&ng tii 10-15%, my pham chuyen dung la re nhat co the. Con vdi hang tien tay gia tri thap thi cd duy tri
30-50%, thefi trang thi tii 50-65% ... tim ra cong thde gia ti suat lpi nhuan t6i da.
phuhop, ban thdkhao sat nhanh cac eda hang dia phiiong c6 Ngoai ra, d£ tranh viec dinh gia qua cao hoac qua thap,
mo hinh gSn giong xem ho ban vdi mdc gia ra sao. ban co the hdi trpe ti£p nha phan phoi xem ho thiidng thay
Biidc 2: Chon mdc gia phii hop diia tren doi tiiong cic doi tac khac ban gia bao nhieu. O vi trilam nha phanphoi
khach hang va “cai nhat” cua ban. Viec chon ban gia cao hay ho co nhieu thong tin hdu ich va thiidng cho ban ldi khuyen
thap phu thuoc vao d6i tiiong khach hang, chi&n liipc canh cd gia tri.
tranh cung nhii gia tri c6ng them ma ban c6 the mang lai cho Ban cung cd the lay miu vai san pham va tham khao
khach hang. Neu ban nham vao ngiidi co thu nhap thap nhii tren Internet xem nhdng eda hang online ban gia ra sao. Toi
94 -Kh6i nghiep Ban le Trdn Thanh Phong - 95
- dam ca la ban luon dm dflcfc “cai gia re nhat the gifli” tren kenh
ban nang dan gia ban. Thay vi dot ngot tang gia tat ca chi sau
thong tin nay. Tham chi re hcfn gia tfl nha phan phoi. Nhflng
mdt dem, hay chia nho 16 trinh tang gia thanh nhie’u lan, sao
ban dflng lo 14ng, kenh online co gia re la vi luon co nhflng
cho khach hang kho cam nhan sfl thay doi nhat. Se co vai
ngflfli mufln xa hang sau khi kinh doanh that bai hoac do la
chiS'n Iflflc thu hut khach hang cua nhflng dai gia thflcfng mai
khach hang tinh y nhan ra va len tie'ng, hay nhe nhang bao vfli
ho la nha phan phfli tang gia nen ban buflc phai tang theo d£
dien tfl, nhflng no khong keo dai mai dflcfc. Ban cung khong
dam bao du lgfi nhuan duy tri cfla hang. N£u ho thich cfla hang
the chay theo ho. Ban phai co nhflng gia tri khac biet va khach
cua ban, thich nhflng trai nghiem mua sim A dfl, ho se khong
hang se chon ban vi ly do do. O phan cuoi cua quy£n sach t6i
rfli di vi da cfl thfli quen. Ben canh do, cung cfl mot nhom
se noi ro hfln ve nhflng gia tri khac biet nay.
khach hang chi cham cham tim gia re, hay quen ho di, co phuc
vu them nhie'u khach nhfl the ban cung khong kha hcfn dau.
Kinh doanh ma khong co lai thi nghi cho khoe!
Re trifofc, dat sau _
Co mot chien thuat mi tdi van hay dung cho cac cfla
hang mdi, do la: “Re trflcfc, dat sau”. Khi mot cfla hang mfli
khai trflcfng, trong khoang tfl 30 - 90 ngay dau tien, no thu hut
dflcfc sfl chu y dac biet cua cong dong dia phflcfng. Ai cung to
mo muon trai nghiem cai mfli. Cf giai doan nay, ban nen chQn
ban vfli gia re hcfn thi trflflng cho hau het san pham. Toi dam
ca la ban se tao dflcfc “tieng thcfm”. Moi ngflcfi se ri tai rang cfla
hangmcfi co gia rat t6t, hay tcfi do mua di. Ban chi hy sinh chut
Ifli nhuan nhflng lai dflcfc quang cao mien phi va nhanh chong
tao dflcfc hinh anh tich cflc trong tarn tri khach hang.
Khi cfla hang da c6 doanh thu of mflc du tra chi phi, »
96 - Khai nghigp Ban le Tran Thanh Phong - 97
- Chifcfng 5
TIM KIEM
NGUON HANG
LYTl/dNG
The nao la mot nha phan ph6i t6t ?
Nha phan ph6i la doi tac quan trong, anh hifdng trtfc
ti£p den c6ng viec kinh doanh cua ban. N£u ho khong ban
cho ban vdi gia t6t, khong chap nhan don hang nho hoac don
gian la giao hang tre hon vai ngay ban se mat rat nhieu ccf h6i
ban hang va mat khach hang. Vi vay, toi thanh that khuyen
ban trifcfc khi hoc each cham soc khach hang cua minh hay
- hoc each cham s6c cho cac doi tac cung ilng hang hoa. Ban chut nhifng neu nha phan phoi co the giao hang nhanh vcfi so
cang gan ho, gifi dtfgfc uy tin hoac anh hifdng difOc ho, ban liipng nho hoac cho ban goi dau don hang thi no rat phu hop
cang co lefi th£ canh tranh. d giai doan khdi dau. Cha hang mdi, quan trong la phai co
Tuy nhicn doi tac cung giong nhu’ ban be, phai bifi't hang di ban va ban difpc hang chd khong phai tiet giam rung
chon ban t6t ma chcfi. Vay lam sao de nhan dien m6t nha phan mi-li-met.
ph6i tot ? Diicfi day la cac tieu chi de ban chon nha phan phoi: I
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1. Co san pham phu hop vefi gia t6t. 06 each de tim ngudn hang
2. Phiiong thuc van chuyen nhanh chong, tier kiem.
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3, Chap nhan don hang vefi so liipng nho theo yeu So liipng tao nen chat liipng, ban phai co thong tin cua
cau cua ban. cang nhi£u nha phan phoi cang tot. Co nhieu doi tac thi ban
4. Mile d6 chuyen nghiep cao: xh ly don hang tha h6 so sanh, chon Ipa. M6i nha phan ph6i dÿ'u co mot vai
nhanh, giao hang dung hen va day du. the manh nhat dinh. Diidi day la 05 each ma toi hay ap dung
5. Cho phep thanh toan cham hoac goi dau don cho minh:
hang.
Cach 1 - Tim kiefm tren Internet. Ngay nay, khong chi
6. Chinh sach doi tra ro rang, thu tuc doi tra nhanh
cac cong ty phan ph6i lefn mcri co trang web, ngay cang nhieu
gon.
nha phan phoi hoac ngifPi buon si nho le chon online la kenh
7. Co cdp nhat mlu ma mdi thtfdng xuyen qua Zalo,
ban hang chu yeu. Vi vay, ban de dang co thd tim thay ho qua
Facebook hoac website.
may tim kiem Google. Tuy nhien, thong tin tren nay rat thieu
8. Co chinh sach thiidng theo chi tieu doanh s6.
ch& liipng. Nhieu ban tre danh thofi gian ranh, chay ra cac chp
Tuy vao san phlm va she ban cua ban ma ban quyet d&i moi mua hang r6i chup anh set sai diia len mang, ho hao
dinh chon nha phan ph6i phu hop. Khong phai luc nao gia la “trum si”. Nhin set qua fanpage hay trang web thi rat hoanh
ca cung la thiidc do hay nhat dinh phai “mua tan goc - ban trang nhiing doi khi trong kho chi co mot hai thiing carton
tan ngon” thi mdi co lai. Ban c6 the mua vcfi gia cao hon mot chufa hang. Hay can than vefi nhfing nha phan phoi kieu nay.
1 00 - KhOi nghiep Ban le Trbn Thanh Phong - 1 01
- 1
T6t hcfn Ket la sau khi lien he lay bao gia va xem h'rnh anh, ban sap chq hoac ky gifi hang cho cac tilu thtfong tai day. Thi nen,
nen danh thdi gian gap gd trtfc tiep tifng nha phan ph6i de ban gin nhtf co thi tim difqc moi thd hang hoa tren ddi d cac
danh gia toan dien trifdc khi quyet dinh gan bo vdi ai. chq dlu m6i va difong nhiln la gia cung rat t6t. Chi co dilu
Cach 2 - Hoi chuyen gia. Nganh hang nao thi cung la chd si rat chat choi, Ion xon va khong phai tilu thifcfng nao
se c6 ngifdi da tifng lam. Hay thd lien he vdi ho qua ban be, cung don da tilp khach. Ai di lan dau cung se thay ngao ngan
ngifdi than hoac tham gia vao cac diln dan trao doi. Ho se vi rat nong ntfc, vi bi chen ep, tham chi bi mang chtfi vi toan
chia se cho ban nen mua hang gi d dau, rat nhanh chong va hoi gia ma khong mua. Nhtfng ban di, khong co kilu lam giau
tin cay. Tham chi, vdi kinh nghiem thifc tl, cac chuyen gia con bang each “ngoi mat an bat vang” dau!
cho ban bilt cai hay, cai dd d m6i nha phan ph6i hoac ngudn Cach 5 - Difng bo qua cac nha phan ph6i tai dia
hang. Ban se tilt kiem rat nhieu thdi gian va tiln bac de thtf phifcfng. Rat nhilu san pham difqc phan phdi qua cac nha phan
sai. Day la each ma t6i khuyen ban PHAl LAM! phdi tai dia phifcfng, dac biet la nganh hang tieu dung nhanh.
Cach 3 - Tim tren bao bi san phlm. Rat nhilu nha Ban difng nghi rang nhap hang tai dia phtfofng thi khong co
phan phdi co dan san th6ng tin cua ho tren bao bi, dac biet la difqc gia tdt. Tuy mat hang ban nhe! Ddi khi nhap hang tif
san phlm trong nganh hang tieu dung. Luc khao sat hang hoa Thanh phd Hd Chi Minh hoac Ha Noi thi gia cung ttfcrng tif,
d cac eda hang ttfcfng td hoac trong cac sieu thi, ban hay danh ban phai mat them chi phi van chuyln vl dia phifcfng. Vi vay
thdi gian ghi nhd hoac chup anh cac thong tin nay lai. Bang ma cut khao sat trifdc da rdi hay quylt dinh mua hang nao d
each nay, ban biet trtfdc chit lifqng - mlu ma san pham cua dau.
nha phan phoi va han chi difefe nhieu chi phi cho khau tim
Cdch 6 - Nhap hang tif Alibaba.com va Taobao.com.
hieu, chon loc sau do.
Qua thtfc, day la kenh hang ly ttfdng cho cac dong san phlm
Cach 4 - Dao qua cac chqf dlu m6i. Day la ngudn thdi trang va phu kien. Hang gia re va da dang vl chat lieu,
hang khong thi bo qua. Thoi quen mua si tif cac chof dlu m6i mlu ma. Hien nay, da co cac dich vu mua hang ho rat tien
co tif rat lau ddi. Lifcfng hang hoa chuyln qua kenh nay ctfc ky lpfi, ban co thi tim thay cac dich vu nay blng cac tif khda nhtf
idn. Vi vay ma nhilu nha nhap khau hay nha san xult chuyln “mua hang quang chau”, “mua hang taobao” ... Vdi cac dich
nghiep, ben canh kenh bin hang hien dai, van phai md them vu nhtf vay, ban chi can ngoi d nha ltfdt web rdi chon hang,
1 02 - Khcsi nghiep Ban le Trbn Thanh Phon.q - 1 03
- se co ngiidi giup ban mua hang roi chuyen ve Viet Nam. Tuy
nhien, neu ban la ngtibi mcfi bat dau, toi nghl day khong phai
la liia chon tfu tien. Mot la, san pham mac du co gia re nhiing
ban se phai mua s6 luOng Idn, mat them nhi£'u phi van chuyen
hoac chi phi di mua hang. Hai la, ban rat kho tham dinh diiqc
chat liipng san pham trifcfc khi mua neu chi xem hinh anh qua
mang.
Theo kinh nghiem cua toi, ldc bat dau, ta chi nen mua
hang tii cac nha phan ph6i gan nhat nhanh chong co diiqc
ltfqng hang phong phu trong cila hang. Sau nay, khi phat trien
hofn, mai liic Idn, ban co the chuyen dan len cac kenh phan
phoi cao hofn. Bi£'u quan trong la phai luon co trong tay that
nhifi'u thong tin vi nguon hang de so sanh, chon liia.
§
Ben day, bufc tranh ve cha hang cua ban da dan lo ro.
Ban xac dinh diiqc khach hang cua minh la ai va lam sao de
dap dng diiqc nhu cau cua ho. Ban cung bi€t each thiet ke m6t
co cau san pham ly tOdng va co phiiOng phap tim kiÿm nhiing
ngudn hang phu hop. Tat ca van de nay d£'u v6 cung quan
trong, no quyet dinh phan Idn sii thanh c6ng cua ban. Bifng
voi bo qua! Hay viet len giay tat ca nhiing gi ban nghien cdu
diiqc va hoan chinh thanh ban ke hoach kinh doanh nghiem
tuc.
Chuc ban ra khoi vdi mdt ban do that chuan xac!
1 04 - Kh6i nghiep Ban le Tran Thanh Phong - 1 05
- THUYEN
Trong phan nay toi se hufofng din ban phiiong phap
tim Idem mat bang, lap dat va khai trtfdng mot ctfa hang hoan
chinh. Vcti cac ban mdi lam lln dau, t6i nghl ban se kha lung
tung trifcfc nhieu cau hoi nhtf:
® Lam sao de tlm diidc mat bang tot ?
® Thi£t ke cuta hang nhii the nao cho ti£t Idem?
© To chute khai trifdng lam sao de that dong khach?
Bln than toi trifdc day khi bat dau cunggap nhieu kho
khan ttfong tii. Trong hefn 10 nam “lam nghe” toi da sai rat
nhi£u Hn trtfdfc khi tut due k£t cho minh mot s6 kinh nghiem
“xufcfng mau” . 0 phan nay, toi se htfdng din lai cho ban tat ca
nhutng kinh nghiem do.
Nao, hay cung t6i kham pha!
- Chtfdng 1
TRCf THANH
THd SAN MAT BANG
LAO LUYEN
Tam quan trong cua mat bang ban le__
Ai cung biet trong nganh ban le, mat bang kinh doanh
la rat quan trong. No quyet dinh den 50% kha nang thanh
bai cua ban. Nhiing vi sao no lai quan trong d£n nhii vay thi
it ngtfbfi tim hieu can ke. Bang kinh nghiem nhieu Ian khai
trtfong r6i dong cfla do chon sai vi tri, trong phan nay, toi xin
chia se ly do vi sao mat bang lai quan trong va hifdng din de
ban hieu va dau tif dung mu?c cho hang muc nay.
- m
Mat bang quan trong 14 bdi vi no la cong cu quing cao cau Ida chon? Hay defn gian la I6i di co thoai mai de’ chuyen
dac ldc nhit. Hang ngay, co vai ngan hoac vai chuc ngan Iddt mua sam trd nen thu vi?
ngddi lddt qua cda hang cua ban, trong s6 do co mot ti le nho
la khach hang tiem nang. Ho nhin thay bang hieu va nhd ten Cu6i cung, mat bang quan tr
- Nhil the nao la mat bang t6t? nhtf ban chon tap d6i ttfetng khan gia
khi chay quang cao tren Facebook. Luu y:
Tap doi ttfcfng cang chinh xac vdi do Mat bong t6t
Chung ta thifdng ngam hi£u rang mat bang t6t phai khong phai la
tuoi, gidi tinh, sd thich hay moi quan jnat bang dac -dja
la mat bang ngay goc giao 16 co xe co ltfu thong dong due hay
tam cua khach hang muc tieu thi nhdt, no la mat vi
it nhat cung phai rong 10 met va nam tren tuy£'n pho mua trf phu hqp nhdt
sam sam uat d dia phtfong. Sau nhieu nam kinh nghiem di
quang cao cang hieu qua. vdi mo hinh kinh
doanh cua ban.
thue mat bang kinh doanh ban le, toi dam chac la cac tieu chi Nhtf vay, mot mat bang t6t
khong he don gian nhtf vay. phii la mdt mat bang phu hop vdi
mo hinh kinh doanh cua ban. Ma n£u noi phu hop thi phai co
Neu noi mat bang Idn thi dang tin cay hon, vay thi ldn
cac ti£u chi de danh gia, so sanh, va viec lap ra mot bang tieu
den mile nao? Ban kinh doanh mat hang gi, thi triio’ng cua
chi la dieu rat can thiÿ't trtfdc khi bo nhieu n6 ltfc de tim kifi'm
ban idn hay nho, eda hang cua doi thu ra sao ? Neu dau til mot
mat bang.
cila hang nhil The Gidi Di Dong, viec ban nam tren tuyen
pho mua sam chinh cua thanh ph6 la hoan toan hop ly vi dien
thoai la san pham gia tri cao ma hau nhil ai cung co nhu cau.
Tieu chi tlm kiem mat bang
Nhtlng se khac di n£u ban kinh doanh nganh thbi trang cho
tuoi mdi ldn. Ban tra nhieu tien de thue mot mat bang ben
Tuy vao mo hinh kinh doanh va thi trtfdng dia phtfOng
canh Th£ Gidi Di Dong, don My ltfu ltfong rat ldn ngtfcfi di
ma chung ta se co cac tieu chi khac nhau. 0 day toi dtfa ra mot
dtfdng m6i ngay nhtfng trong do d le khach hang tiem nang bang ti£u chi tong quan nhat, ban co th€dila vao de xac dinh
rat thap. Ngifpc lai, neu ban chon m6t vi tri khac, co the vang
nhanh cac tMu chi cho minh:
ngtfdi hon, nhtfng do la tuyÿ'n dtfdng ma cac ban tre hay di hoc
hoac la ca an uong buoi t6i thi t6t hon. Gia thue re hon do
khong phai canh tranh vdi cac thtfOng hieu lcfn, mat do khach
hang ti£m nang lai cao hon va do do chi phi bo ra de co ltfu
ltfOng khach hang trof nen hieu qua hon. Viec nay cung gi6ng »
112- KhcJi nghi$p Ban Id Tran Thanh Phona - 1 1 3
- Vi tri vSn la tieu chi so 1. Ban can dinh hinh ro mat
I TIEU CHI DllNGIAI
bang phii hop se nam tren nhfing doan difring nao, keo dai tri
NOm tren iuyen duang nao? l£/ doan nao den dogn nao? giao 16 X den giao 16 Y cu the. Cac vi tri ma ban mu6n se gan
Vj tri
Gbn hay xa giao io? Gdn hay xa cac c6ng trinh nao? hay xa giao 16. Ban co can mat bang phai gan hoac xa cac cong
trlnh nhii cho, trriring hoc, benh vien, khu vui choi giai tri...
Mot bang rong bao nhieu (chieu ngang)? Dai bao nhieu Vi tri quy6t dinh lrtu ItiOng khach hang va gia thue, vi vay phai
Di$n tfch (chieu sau)? Dten tfch tdi thieu 1a bao nhieu met vuOng?
can nhac that ky.
Gia thu© Gia thus chdp nh6n trong nguSng nao? Dien rich la tieu chi s6 2, tren ca gia thue. Neu chon
mat bang khong du dien rich thi gia thue re cung thua, vi ban
Mure d6 AAdf bang co d§ nhin thay tif xa khong, co gay chO y cho khong du khong gian triing bay hang hoa cung nhri thu hut
nhgn biOf nguai di duong?
khach hang. Phai xac dinh difpc dien rich va d6 r6ng mat bang
Mi'JC do t6i thieu labao nhieu. Chieu ngangmat bangse quyet dinh d6
thugn fi6n Co di dang de khach ghe voo, co bai xe rong rai khong?
16n cua bang hieu va no anh htfdng triic tiep t6i mdc do nhan
ThOi hgn dien va niem tin cua khach hang. Mot mat bang kinh doanh
Hgp dbng tdi thieu bao nhieu nam?
thue rong va ngan thi t6t hon la hep va dai, du ca hai d£'u co cimg
Hi$n trgng dien rich. Thong thtfdng khi cho thue mat bang, chu nha hay
Co sdn nhd hay dat trdng? Co phai cai Igo nhieu khong?
mOt bOng cat ra mot 16i di ben hong de ho ra vao nha sau. Mot meo nho
de ban tang dien tiep xuc v6i khach hang la xin phep chu nha
Ban phu hgp vdi hudng nhd nao? Ndng chifeu co anh
HuOng nha hudng tdi ciia hang khdng? cho ban lam bang hieu bang qua phia tren loi di cua ho. Nhii
vay, ban kh6ng phai tra them ti6n ma vln co mot cda hang
Ldi di cua chu nhd chung hay rieng vdi mgt bang kinh trong rat to khi nhin tCf ben ngoai.
loi di doanh?
Tieu chi thuf 3 - Gia thue. Khi khao sat thi miring va
Thai do Xem xet khd ndng gdn kdt lau dai vdi ddi tac nay.
chu nhd lap ra ke hoach kinh doanh, ban da dii doan mile doanh thu
va chi phi hoat dong cua cufa hang. Trong do, chi phi mat bang
114- Khcsi nghiep Ban le Tran Thanh Phong - 1 1 5
- cung da c6 mot mufc dtf tru nhat dinh. Gift ban hay md I 6t6, dufdng co cam dau,
ngan sach thue thanh mot khoan phi vdi can tren va
rong xe cua nhan vien? Neu khach di xe
—
can dddi. hang dau difqc bao nhieu
Mot mat bang gid cao hdn mdc dii tru tren dd toan cairn difng khong? Phia trtfdc eda
la phai chqn vi tri sao
chda han
khong t6t vi biet dau no lai la co hoi de ban co ddOc xe? Khong cln phai noi ban cunghieu
co the.
khach hang hon nhdng tuyet doi ddng ham mat
nhie'u cho khach hang de dang ghe qua nhat
bang qua cang
re. Khi da co han mdc ro rang, hay kien
quyet noi khong vdi
Tieu chi thd 6 - Thdi han thue. Thdi han thue
chu mat b&ng yeu cau
nhdng mat bang vdot qua ngan sach. dai thi cang thuan lcfi cho ban, trif khi
cqc nhie'u hon de’ dd’i lay thdi han thue dai hon.
Trong trifdng
Tieu chi thd 4 - Mdc do nhan bi£t. Mat bang de de’ co difqc thoa
nhin hop dd, ban se phai can nhac va thtfOng lifOng
thay tif xa va de gay chu y cho ngddi di dicing la rat quan cung phai g2p doi
thuan tdi ufu. Nhifng thdi han thue it nhat
trong. Mat bang nam d mot vi tri khuat hoac tren mot mat 18 thang
thdi gian hoan vdn cua ban. Vi du: ban tinh
tuyen dq
ph6 co qua nhieu hang quan, ban rat kho lam cho cda hang thi thdi
cua minh trd nen noi bat. Ngtfcfc lai, doi khi chon
hang de’ thu hoi lai toan bo s6 vdn da dau tif cho eda
trd len. Doi vdi
co it ngifdi liiu thong hon nhifng cda hang lai
mot vi tri han hop ddng thue mat bang nen td 3 nam
co nhu cau ban
che chan hoac it hang quan ben canh thi vin
noi bat vi it bi tieu chi nay, hay cSn than vdi cac chu mat bang
khong tiep
biÿt kha t6t.
co miic do nhan nha. Nhieu rui ro la neu ban ddqc nha, chu mdi se
tuc hop ddng vdi ban. Vdi cac mat b&ng
nhd vay, die'u khoan
nha la
Tieu chi thd 5 - Mute do thuan tien. Vi tri ban chon rang buoc cu the’ tren hop dong v6 mdc den bii khi ban
c6 de dang de’ khach ghe qua? Tieu chi nay lien rat can thidt.
quan tdi m6t
so yeu t6 ma ban din xem xet ky nhif: t6c do
liiu thong tren Tieu chi thd 7 - Hien trang mat bang. Ban can mat
dtfcfng nhanh hay cham? Khi muon tip xe vao le', khach hang thue
co gap nguy hie’m khong? Diiofng co dai bang co san nha hay mudn thuedat trdng? Co nha thi gia
phan each cufng lai, thue dat
cao hon nhdng it phai dau td xay ddng, ngdqc
khong? N£u co dai phan each thi khach ben kia diidng se dau ldn.
ben nay diidng d chd nao, ctf ly bao xa? N£u khach
qua trdng thi gia re hon nhdng se tdn chi phi dau td ban
hang di xe Trd khi ban da co kinh nghiem nhat dinh trong nganh
ban le,
gan may, via he co de dang de’ lai xe len mat bang
khong? Phia triidc co con khong thi tdi van khuyen ban nen bat dau vdi
bao nhieu cho de xe cho khach hang sau khi da mdi
danh chd cho da co san moi thd. Rui ro khi bat dau kinh doanh mot cai
1 1 6 - Khai nghidp Ban le
Trdn Thanh Phong - 1 1 7
- la rat lcfn va viec thue mdt mat bang da diiqc dlu tii san la mdt
chu nha di chung vdfi ban. Cufa hang rlt kho kiem soat hang
each don gian de han che rui ro. Ngoai ra, ban can liiu y dnh
hoa vao budi toi, khi da dong ctia. Ban se gap kho khan khi
toan ky chi phi sfra chtfa mat bang triidc khi quyet dinh
thue. mu6n ban giao trach nhi£m quan ly tai san cho nhan vien.
Nhieu can nha co thd da mac nat hoac ket cau khong phu hop Trong triidng hop nay, neu bat buoc phai chon mot mat blng
vefi eda hang cua ban. Te nhat la ban tra tien thue mot thd
ma nhii vay, ban co the gan camera quan sat GO dau thu d£ thu lai
ban phai dap di va t6n them tifi'n d€xay cai mdi. them
toan bo hinh anh 24/24. Ngoai ra, ban co the thi£'t k£
-
Tieu chi thuf 8 Hifcfng nha. Dau tien, ban can tranh cic tu ke co khoa de cu6i ngay nhan vien cho toan bo hang
cac mat bang chinh Tay co nang chieu triic tiep vao budi chieu. hoa vao khu viic nay va khoa lai.
Bifng xem thiidng nang chieu, no co th£ khien hang hoa hit Tieu chi thd 10 - Thai do cua chu nha. Tieu chi nay toi
hong nhanh chong va ctfa hang thi luc nao cung nong htfng liet ke cuoi cimg nhiing doi khi lai la tieu chi quan trong hang
hhng khien khach hang nan long ghe qua. Thuf ntfa la ngtfdi A dlu. Chon mat bang kinh doanh cung cln xem xet den rmic
Dong cung nen tin phong thuy m6t chut. Chon mat bang nen do thien chi cua chu nha vi ho la mot d6i tac se gan bo trong
tranh cac htidng khong tot d£ sau nay trong luc kh6 khan thi suot thdfi gian ban lam kinh doanh. Mac du ban co thd cong
khong bi “noi ra noi vao” r6i tii nan long. Nen xac dinh ro tii chdng hop dong thue va moi thd sau d6 se giai quyet theo cac
dSu la mat bang htfcfng nao thi phu hop vdi ban tren bang tieu thoa thuan “giay trang miic den”. Tuy nhien, thiic t£ thi khong
chi. M6t liiu y nho de ban kh6ng nen thue nhiing mat bang don gian nhii vay. Neu hai ben “com khong lanh, canh khong
nam chinh dien hiidng xe chay d nga ba hoac vong xoay, nOi ngot” thi ban se rat kho yen on lam an. Tot nhat, hay dinh
co nhi£'u xe co liiu thong va d£ mat lai dam thing vao. Xet v£ thefi gian noi chuyen vdi chu nha, tim hieu ky ve nhan than,
phong thuy, nhffng mat bang kinh doanh nhu1 vay rat te. Toi kha nang tai chinh va k£ hoach lau dai vefi mat bang ma ban
da tiing co mot cufa hang nhii th£, sau 4 nam kinh doanh thi dinh thue. Neu ho co y ban manh dat ma ban dang thue thi se
bi xe tai bit ngd tong sip hoan toan trong dem. Rlt may la da co nhi£u rac r6i ve sau, hay thoa thuan d£n bu ro rang. N£u ho
khong co ai thiet mang trong tai nan do. qua xet net v£ ti£n bac, ban cung phai can than khi thoa thuan
Tieu chi thu! 9 - L6i di. L6i di khong quylt dinh tdi cac dieu khoan v£ cai tao mat bang va 16 trinh tang gia thue.
hieu qua kinh doanh nhiing cung co m6t chut phi£n toai neu Theo kinh nghiem cua toi, lam sao de diiqc long chu nha la
118- Khdi nghiÿp Ban le Trbn Thanh Phong - 1 19
- di6'u rat quan trong, quan trong hcfn cl ky ket hefp dbng. Ban phai khao sat ky gia
Nen mat bang nhif vay se rat thiet hai.
vbi ho, toi vln thiibng xuyen tham nom, hoi han sufc khong
khoe vl thueb khu vbc de biet gia minh thue co qua cao hay
bi£u qua cap. Khi diidc ho yeu mbn thi moi vln de rac roi phat co the len cac
triibc khi quyet dinh. Be tim cac moi gibi, ban
sinh cung diiqc gili quyet rat nhe nhlng, em dep. cao b db deu 11 do moi
trang tin bat dong san. Hau het quang
cua cac moi gibi
gibi dang tin. Ban lay danh sach s6 dien thoai
co dang tin cho thue mat bang b
khu vbc ml ban muon, sau
Trd thanh the? san mat bang ban, ho se
do gtii tin nhan noi ro yeu cau v£ mat bang cua
nhanh chong phan hoi vl dtia ban di xem cac vi tri phu hefp.
Be co mat bang dep chinh xac la phli di “san”. Da xac Ngoli ra, ban cungnen ket ban vbi cac moi gibi qua Zalo hoac
dinh diiofc cac tieu chi ly tiibng thi gib la luc ban se phai hoc Facebook. Ho vln thifbngdang cac bat dbng san mbi len nhat
each trb thanh “thef san mat bang”. Khong co cai gi “vita re vifa ky, hay theo doi ho vl sap xep thbi gian di xem ngay
cac mat
co dan
dep” lai vtfa de tim ca. Neu ban nghl chi can xem qua tin dang bang tid'm nang. Nhufng mat bang dep thufbng khong
tren mang r6i chon chon liia liia la co ngay mat bang “cho thue” dau. Moi gibi nam gib danh sach bit
dong
bang dep thi
se tra lai
quen di! Mat bang da len tbi tren Internet thi thifbngla de lau sin vl ho biet dufefe khi nlo thi ngufbi thue hien tai
qua khong ai thue, phai quang cao. Ma neu da khong ai thue mat bang. Chu nhl se bao triibc cho moi gibi
vai thang, triibc
thi ban cung dtfng thue, keo riicfc hoa vao than. T6i xin chia se khi hefp dbng vbi dofn vi cu kbt thue. Bo 11luc ban phai di xem
ben difbfi nhufng each thtic ml toi va cac c6ng sii cua minh da xet vl chbt lay vi tri ml minh mong muon.
Ban cln co nhieu
ap dung de co dtfqc nhflng dia di£m kinh doanh nhii y: ngubn thong tin nhlt vl rich ctic di xem mat bang ngay khi
co thong tin mbi. Nhiing difng quen: phai that kien
nhln vl
Tim qua mang liibi moi giofi: each nay chi ap dung
dvfdc cf cac thanh ph6 lefn, noi co nhieu don vi va ca nhanlam tinh tao!
moi giofi mat bang, nha dat. Bay la each rat nhanh d£
co ngay Tii tim bang each dikhao sit tnic tibp: vbi tinh le, each
nhifi'u vi tri t6t. Tuy nhien, ban phai can trong vefi van df? gia llm nly kha hufu hieu, vi khong co mbi gibi nen chu nhl chi
thue. Thifcfng thi cac moi giofi thoa thuan gia cao hefn vbfi chu co mot each 11din blng qulng cao phia triibc. Mbi ngly
ban
nha r6i dufng cf giiSa hiibng chenh lech. Neu viicfng vao nhufng nen dinh ra 30-45 phut di xe gan may dao quanh cac tuyen
1 20 - Khdi nghibp Ban le Tran Thanh Phong - 121
- diem
pho da xac dinh. Ban nen tfl di m6i ngay hoac thue vai
bac thanh mot mat bang Ifln r6i dap va xay lai d£ co mot dja
lfln, hay
xe om thay ban thu thap thong tin. Vi hang
ngay se co m6t kinh doanh nhfl y. Neu ban co mot ngan sach thue 6 nhflng
vai mat bang mcfi se dflOc treo bien va ban can quanh
phai la ngflcfi thtf each lam nay, se hflu hieu hon la tim loanh
tiep can chu nha s6m nhat. Tuy nhien, nhfl toi da noi 6 tren,
vi tri khong ddc dia.
cac mat bang dep thfldng kh6ng dang quang c&o. Neu
chon
each nay, ban phai manh dan tiep can vdi cac cfla hang
dang
kinh doanh c6 ve 6 am hoac cac nha ph6 dong cfla khong co Dam phan hgfp dong thue mat bang
hoat dong mua ban. Nhid'u cfla hang kinh doanh khong tot, Chu de dam phan va thiiOng Iflqng kha rong, trong
muon sang mat bang nhflng d6i khi lai ngai dan bang quang cho ban moi thd. De
tap sach nho nay toi khong th£ trinh bdy
cao. Hoac co nhid'u chu nha cung dfl dinh cho thue mat bang thflong Iflqng t6t, thiet nghi ban nen tim doc nhflng quy£n
phia trflefe nhflng nfla mu6n nfla khong nen ban can tiep can sach dflqc vi6t rieng cho chu d6 nay. Dflfli day toi chi xin liet
va thuyet phuc ho. Nhi£u ngfldi nghi lam each nay se kho co dflqc gia
ke mot vai kinh nghiem nho ma toi da ap dung de co
dflqc gia t6t vi bat dau fl vi th£ bat Iqi. Nhflng tat ca chi
Id thue t6t. N6u thay phu hop, ban cfl the lflflm lat va ap dung
thflong Iflqng. Ban cfl viec thflong Iflqng, co gia t6t thi thue, cho minh:
khong thi chon cai khac. Dflng bo qua bat ky co hoi nao!
1. Trflflc khi bflflc vao cuoc thflong lflflng, hay gifi
Chao gia cao d£ ghep nhi£'u mat bang nhd: day la each cho minh tarn th£: khong co mat bang nay toi
lam cfla cac thflong hieu ban le lota. Ho khong san mat bang se tim dflqc cai khac tot hon. Neu ban qua khao
theo each thong thfletag ma chu dong xac dinh truffle cac di£m khat muon co thfl gi do, ban se khong bao gib
edn lay, thfldng la mat bang fl cac giao 16 dac dia. Sau do, ho thflong lflqng dflqc gia tot. Day la loi co ban ma
ti£p can chu nha va dfla ra mot mdc gia rat hap dan. Mile gia rat nhi£'u ngfldi mac phai. Vi ban da lan I6i bao
nay dfl thuy£t phuc chu nha tim each thflong Iflqng d6n bu ngay, met moi do khong tim thay ch6 nao nhfl y,
cho cac don vi nho le dang thue phai di dfli va tra lai mat bang. va r6i m6t ngoi sao sang chqt xu£t hien. Ban cam
Ho chi viec tung gia va chfl dqi. Khi moi thu! da dflqc chu nha thay nhfl no la tat ca nhflng gi t6t dep nhat ma
dan x6p xong xuoi, ho chi viec ghep 2, 3 hoac 4 mat bang nhd ban c6. Ban so vuot mat cO hqi quy gia va bflflc
1 22 - Khoi nghidp Ban le Tr&n Thanh Phong - 1 23
nguon tai.lieu . vn
