Solar rooftop power basically is not completely the demand, customers want to be the smart and clean consumers but their installation plan are still very ambiguous. This is a big challenge in the industry and at TTC Energy JSC (TTCE) as well. In 2018, the contracted capacity exceeded the target. However, the revenue was under the targeted plan which is the symptom in connection with such a series of many potential problems such as: Customers not overwhelmed by salesman’s performance; No strategic sales organization; Time consuming for closing a deal; Little insight into core product values by salesman; No sales tools, R&D neglect; No experienced sales resource in the industry; High initial investment cost in the industry.

As a new established company, TTCE’s salesman mostly sells freely on their own ways, closing the deals mainly thanks to the reputation of the TTC group’s leaders because most potential customers are introduced by the TTC group leaders. Customers somehow confuse and hesitate in their decision. Thus, the fail in persuading customers using solar rooftop power at TTCE is the main problem in relation to low salesman performance.

Due to the main causes are as of no strategic sales organization and neglect in developing sales tools and R&D activities, the best proposed solution to improve the TTCE’s low salesman performance should combine related activities, organize sales activities in consistent with marketing strategies, company strategies and together with developing advanced information technologies like: an application for smart devices to introduce all information of solar rooftop power from survey to procurement, installation, testing and operation in order to transfer best values of solar rooftop power system towards customers and to completely win customers’ trust, then they confidently make a quick purchase decision.

CHAPTER 1: COMPANY OVERVIEW

1.1 TTC Energy Joint Stock Company (TTCE) – A member of TTC Group

Established in February 2017 and located at 253 Hoang Van Thu Street, Ward 2, Tan Binh District, HCM City, TTCE is a subsidiary in energy of TTC Group which has been over 40 years of operational experience in fields such as Energy, Real Estate, Sugarcane, Education and Hospitality, consists of 04 Corporations, 01 Sectoral Committee and more than 150 subsidiaries with over 10,000 employees. Particularly in the energy sector, Gia Lai Electric Joint Stock Company (GEC), a leading member company with more than 25 years, has been investing in building energy projects: wind power, hydropower, biomass power and especially solar power plants with target of 1,000MW by 2022. Besides solar power plants invested by GEC, TTC Group has also been investing in solar rooftop power projects, provided by TTCE which currently is the leading in solar rooftop power market in Vietnam.

1.2 Future through

In recent years, the growth of electricity consumption in Vietnam has always doubled the growth rate of gross domestic product. TTCE’s renewable energy development projects will contribute to realizing the target of increasing electricity output to 14% per year in the period of 2015 – 2030 of the Government. Energy is a very practical industry for Vietnam’s economy in the integration process. Investing in clean green energy, TTCE is aiming for a sustainable development. In order to move forwards a safer and more prosperous future, there is only one way to balance the environmental issues and economic development at the same time.

1.3 Mission

Using efficient resources and optimizing added value for Shareholders, customers and employees, “Bring the prosperity to customers”. Creating a green energy source to enrich the community life and economic development in parallel with environmental protection.

1.4 Vision

“Becoming the leading private investment organization in renewable energy in Vietnam”. TTCE differentiates from product quality to the leading service standards. TTC Energy offers the optimum solution for power savings, increasing the economic value, while still reducing production costs, providing quality and long-term technology solutions and increasing competitiveness for business.

1.5 Core Values

TRUSTWORTHY – TTCE has extensive experience in implementing projects nationwide and internationally. Inheriting from TTC Group and GEC, TTCE provides professional services through leading engineering teams with more than 30 years of experience.

RESPONSIBILITY – TTCE provides after-sales services and maintenance during system operation. TTCE commits operational performance and genuine warranty devices. TTCE focuses on technical processes, equipment quality to optimize system performance and meet the desired needs of the customers.

QUALITY – TTCE determines quality as a prerequisite for delivering core values of products and services. TTCE provides equipment from prestigious partners all around the world. TTCE provides quality customer services that meets the needs of each individual.

1.6 Manpower and Company Structure

Up to the end of 2018, TTCE’s total manpower is about 60 employees organized as shown in the following structure (Fig.1.1), including: 04 members of Chairman and the Board of Directors, 15 persons of sale & marketing department mostly the young & the inexperienced, 13 persons of technical department and 10 persons of financial accounting, administration, human resource, office, internal audit, and around 18 sales collaborators.

ĐỂ BIẾT THÊM THÔNG TIN TOÀN BỘ BÀI VIẾT XIN QUÝ KHÁC LIÊN HỆ

Hotline, ZALO : 0916 559 538

Mail: chuyenvietlvthacsi@gmail.com

Chính trị pháp luật, Kinh tế, LUẬN VĂN ĐÃ VIẾT, Sáng kiến kinh nghiệm, Uncategorized

IN PERSUADING CUSTOMERS USING SOLAR ROOFTOP POWER AT TTC ENERGY JSC

International School of Business

Executive Summary