of May 2005 the 13

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Appendix I Activities during the internship

International Industrial Machinery Exhibition 2005

From the 17

^th

till the 20

^th

of May 2005 the 13

^th

International Industrial Machinery Exhibition (IIME 2005) was held in Ho Chi Minh City, Vietnam. During one week international companies and institutions could promote their products and services. The exhibition not only create trade opportunities but also encourage foreign investment to Vietnam. The exhibition could be considered as an effective platform for trade activities and technological transference in order to enhance the level of industrial machinery and equipment. The Vietnamese mechanics, plastics, packaging and food packaging industry have shown significant developments over the last years, attracting the attention of various Vietnamese and Foreign enterprises.

The Holland Square consist of the Royal Netherlands Embassy in Hanoi (RNE) and The Netherlands Consulate General in Ho Chi Minh City (CG). They promote the trade and investment opportunities with Dutch Companies. The Holland Square is joined by a group of Dutch companies who supply machinery, equipment and materials. These included:

Peja Vietnam A Representative of European suppliers for contracting, project management financial engineering and after sales services.

Thermoware Manufacturer of machinery for EPS by vacuum processing systems.

Vandam Manufacturer of printing machinery for packaging materials of PE/PS.

Meaf Manufacturer of sheet extrusion lines, thermoforming machines, moulds, recycling equipment and scrap grinding mills.

VMI Epe Supplier of mill-room equipment and tire manufacturing and testing systems.

GMV The sector association of manufacturers of equipment for food processing and packaging in the Netherlands. With 80 members in five sections, they cover the whole industry of Dairy and Liquid Foods, General Foods, Bakery, Compound Feed and Packaging.

Seminar Can Tho. “The Netherlands a potential business partner”

On 11 August 2005 the Consulate General of the Netherlands (CG) in co-ordination with

the Royal Netherlands Embassy (RNE) and the Vietnam Chamber of Commerce and

Industry (VCCI) of Can Tho organized the seminar ‘The Netherlands, a potential business

partner’. It was a continuation of the ‘Road Shows 2005’ plan that was set by the CG and

RNE at the joined meeting in February of this year.

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The objective of the seminar is to bring Dutch companies in contact with businesses in the Mekong Delta. The content of the program consisted of government and company presentations, a combined luncheon and matchmaking event and a concluding company visit.

The Dutch organisations were well represented with 9 in total, of which 7 gave a presentation. The audience existed primarily of Vietnamese business representatives located in Can Tho City and the Mekong Delta. The number of visitors reached 140 in total, mainly at director and management level.

Already at the invitation of Dutch and Vietnamese companies a distinction was being made, as the seminar focused on three promising sectors. The environment, infrastructure and agricultural sector. As they seem to offer potential business opportunities for both Vietnamese and Dutch companies. All attendants were active in these fields, which gave the event a more focused and specialised character.

Dutch Trade Mission to Vietnam

During the summer of 2005 the Economic department of the RNE and CG were preparing the incoming “Dutch Trade Mission to Vietnam” that was planned for October 2005. Co- operating in this team included establishing a preliminary program and giving a presentation in The Hague, prior to the Trade Mission. This presentation to the Trade Delegation was combined with the ASEAN summit meeting in September 2005. The

ASEAN summit meeting brings together the heads of governments of member states. In addition, the ministers of foreign and economic affairs of member countries meet annually.

Joint meetings of ministers of foreign and economic affairs are held before each ASEAN

summit. In 2005 The Netherlands were the host of this annual meeting. The day before the

meeting, on the 15

^th

of September, the Dutch trade delegation came together for their pre-

operational meeting as a preparation for their trade mission to Vietnam. For this occasion

the participants were addressed by the organisation (the EVD), the Vietnamese Minister of

Trade, the chairman of the Vietnamese Chamber of Commerce in the Netherlands, and as a

member from the Consulate General in HCMC I was able to present the findings of my

research and to give the attendants insight into the investment climate in Vietnam.

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Appendix II Six Types of Business Systems

Source: Whitley R., The Nature of Business Systems and their Institutional Structuring, 1999, 31-64.

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Appendix III Overview Interviewed Companies and Institutions

Institutions

Date Organisation Contact person(s) 09.03.2005 Ministerie van Economische Zaken /

Buitenlandse Economische Betrekkingen

Mr. Koen Holtring - Beleidsmedewerker 11.03.2005 Ministerie van Economische Zaken / PSOM Mrs. Astrid Bronswijk – Program Manager 11.03.2005 Economische Voorlichtings Dienst Mrs. Shakila Puttmann – Landen Manager

Mrs. Monique Bacas – Informatie Manager 05.04.2005

09.06.2005

Royal Netherlands Embassy Hanoi, Vietnam

H.P. Verhoeff - Economic Counselor 22.06.2005 Royal Netherlands Embassy

Bangkok, Thailand

Max Slingenberg- Agricultural Counselor

27.05.2005 FMO Els Boerhof – Investment Officer Asia

25.05.2005 CBI Bas van den Brink - Program Officer

02.06.2005 Vietnam Chamber of Commerce and Industry 171 Vo Thi Sau Street

District 3, Ho Chi Minh City T: (84) 8 932 5886

F: (84) 8 932 5472 M: vcci-hcm@hcm.vnn.vn

Mr. Nguyen Duy Le – 1st Deputy General Director

06.06.2005 Department of Planning and Investment 32 Le Thanh Ton Street

F: (84) 8 8295008 M: ipdpi@hcm.vnn.vn

Mr. Pham Van Than – Chief of Cooperation and Investment Promotion Division

03.06.2005 Investment and Trade Promotion Centre 51 Dinh Tien Hoang Street

F: (84) 8 824 2391 M: ttn@hcm.vnn.vn

Mr. Truong Trong Nghia – Vice President

25.04.2005 Can Tho University

School of Economics and Business Administration, SEBA

Campus I, 30/4 Street Can Tho City, Vietnam T: (84) 71 838 831 F: (84) 71 839 168 M: mvnam@ctu.edu.vn M : ltdhai@ctu.edu.vn

MD Development Research Institute Campus 2, CanTho University T: (84) 71 830 040

F: (84) 71 831 270 M: ttbe@ctu.edu.vn

School of Economics and Business Administration, SEBA

Mr. Mai van Nam, PhD – Dean School of Economics and Business Administration, SEBA

Mr. Luu-Thanh Duc Hai, PhD – Head Department of Business Administration and Marketing

MD Development Research Institute Mr. Tran Thanh Be, PhD – Director

08.07.2005 Asian Ventures Ltd. Mr. John Pike – Managing Director

Seminars

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Date Organizers and Theme Speakers 15.04.2005 WTO

Review on Vietnam’s Status for WTO Accession

Mike More – Former Chief WTO

01.06.2005 Vietnam Business Forum

Discussion between Public and Private sector to set out plans and monitor the Economic Developments in Vietnam.

Klaus Roland - Worldbank Fred Burke – Baker McKenzie Alain Cany - Eurocham 16.06.2005 CanCham

Investment Funds in Vietnam

Chris Freund Kevin Snowball Fred Burke John Pike

Companies Environment Sector

Date Organisation Contact person(s) 27.07.2005 Department of Natural Resources and

Environment

Mr. Nguyen Van Chien – Deputy Director Mr. Nguyen Trung Viet, PhD – Head of Solid Waste Management Division

10.06.2005 DHV Vietnam Mr. Doan Manh Thang – Project

Development Manager

10.06.2005 Weli Mr. Dong Minh Thu – Director

03.08.2005 Citenco Mr. Vu Thanh Ha – Manager Planning and

Investment Department

Mr. Do Duy Hoang – Manager Basic Construction Investment Department 04.08.2005 Martins Water Ltd. Mr. Martin Hoeksema - Director 12.07.2005 Nedeco / Royal Haskoning Mr. Lam – Program Manager

29.07.2005 Peja Mr. E Mattijssen – General Manager

Mr. Doan Nam – Sales Manager

11.06.2005 Ballast Nedam Mr. Ruud Krijgsman – Managing Director

Companies Food-Processing Sector

Date Organisation Contact person(s) 19.08.2005 Agricultural Hi-tech Park Mr. Tran Phuoc Dung – Director

Mr. Pham Huu Nhuong – Deputy Director 09.06.2005 San Nam Food Processing Mrs. Duong Thuy Quyen – Marketing

Manager

09.06.2005 Quanh Minh Mr. Tran Thanh Quang – General Manager

20.07.2005 Cargill Mr. Nguyen Vinh Thanh – Purchasing

Manager

09.04.2005 Sojitz/Eco2 Mr. Yutaka Koizumi

21.07.2005 Campina Mr. Martien van den Hoven – Group

President

Mr. Mark Bacon – General Director 22.07.2005 East West Seeds Mrs. Nguyen Thi Binh – General Manager

29.06.2005 Nutricia Mr. Maarten Deurloo – Sales Manager

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Appendix IV Questionnaire

GENERAL INFORMATION ON THE ENTERPRISE Respondent information

a Name enterprise b Address

c Name Respondent

d Position Respondent Enterprise category information

e Sector and type of products/services f Form of Business registration

MARKET INFORMATION

Please indicate what your answer will be on the following questions. All answered should be given from the perspective of your company.

The presence of Factor Conditions

1. Is there enough qualified labour force available for the different positions in your company?

2. How important are physical resources to your company? And to what extent are they available and do they adhere to your requirements?

3. How dependent is your company on knowledge and technology? And has your company sufficient knowledge resources?

4. Are capital resources important in your sector? And is capital easily provided in Vietnam?

5. How good is the public infrastructure developed? Where do you want improvements?

The extent of Demand Conditions

6. How large is the demand for your products and services?

7. How are the growth patterns evolving? Is the demand increasing, stabilising or decreasing? Does this apply only to your company or to the whole sector?

8. How is the international demand for domestic products and services developing in your sector?

The presence of Related and Supporting industries

9. Are there related industries with whom you co-operate? Does this co-operation provide you with any advantages?

10. Are there companies that support your company? Does this provide you with any advantages?

Firm strategy, structure and rivalry

11. What is the strategy of your firm? What are the difference with other companies in your sector?

12. How is your company structured? What are the differences with other companies in your sector?

13. How fierce is the domestic rivalry?

The role of Government

14. Does the Government provide subsidies for activities or institutions in your sectors?

15. Has the Government established any (International) Trade Agreements? To what extent are the conditions in these trade agreements favourable to your company?

16. What are the main Trade Barriers for companies in your sector? For example Quotas and Excise- duties.

17. Has the Government issued any other legal measures or administrative procedures that form restrictions for your company?

Other influences on the sector’s competitiveness

18. Have there been any unexpected events that were out of your control that influenced the performance of your company? For example Wars or Major Inventions.

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Appendix V Company Profiles in Sector Analyses

Environment Sector

# Name Background Company profile

1 Royal Haskoning NL Private Subsidary of the world-wide operating consultancy firm Royal Haskoning. Active in the fields of environment, infrastructure and construction.

2 Peja NL Private Representative office of the Dutch based trading company Peja. Engaged in the sale of machinery and other technical products in amongst others the environment sector.

3 Ballast Nedam NL Private Subsidary of the multi-disciplinary international contractor Ballast Nedam International. They offer a combination of skills in general building, and civil and marine engineering.

4 DHV NL Private Subsidary of the world-wide operating consultancy firm DHV Group. Active in the fields of environment, infrastructure and construction.

5 Martins Water Ltd. NL Private Company with activities in Water Purification and Waste Water Treatment. Services include engineering and design activities.

6 Citenco VN SOE Ho Chi Minh City Environmental company. A State Owned Enterprise active in solid waste collection, transport and disposal.

7 Weli VN Private A private Vietnamese enterprise active in water and environment consultancy.

8 Department of NRE VN Government The Ho Chi Minh City local department of the Ministry of Natural Resources and Environment.

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Food-processing Sector

# Name Background Company profile

1 Campina NL Private Established a Joint Venture with the State Owned company Vinamilk in 2005. Active in the dairy industry.

2 East West Seeds NL Private Joint Venture with a local partner in Vietnam. East West Seed International is a world leader in tropical vegetable seeds.

3 Nutricia NL Private Dutch company active in baby and children nutrician.

Until present no subsidary in Vietnam.

4 Cargill/Gerkens VS/NL Private Cargill Vietnam is a full subsidary of Cargill International. Cargill Vietnam has a full cocao division that works together with Gerkens in the Netherlands.

5 Sojitz/Eco2 JP/NL Private Sojitz is a Japanese company with activities in food processing and has a cooperation contract with Eco2 for providing pattented technology and knowhow.

6 San Nam food processing

VN Private Hanoi based food processing company. A private Vietnamese company active in the field of fruit and vegetables processing as well as bakery ingredients.

7 Quang Minh VN Private A private Vietnamese enterprise active in vegetables and meat processing.

8 Agricultural Hi-tech Park

VN Government The Ho Chi Minh City located Agricultural Hi-tech Park which has the aim to attract and promote new technologies and machinery in the agricultural sector.