Hewlett-Packard Company in

Vietnam
 Overview
• U.S lifted embargo in 1994
• Slow economic development in Vietnam
• Undeveloped infrastructures and political-
legal systems
• Forecast of US$500 mln. of market size
 Issues and subjects
• Information Technology
Industry
• Modes of entry to Vietnam
• International Societal
Environment Analysis
• Task Environment
Analysis
• Culture and Business
Practices
• International Entry
Options
• Political/Legal Force
• Marketing Strategies
• Differentiation
Strategies
• Currencies and
Investment regulations
• Practice of “quan xi”
• Competitive and
Company Analysis
• Vietnam’s
Infrastructure
• What Are the strengths and weaknesses of Hewlett-Packard in
Vietnam?
• What are the opportunities and threats facing Hewlett-Packard in
Vietnam?
• What are the strategic factors facing Hewlett-Packard in
Vietnam?
• Does Hewlett-Packard in Vietnam have any core competencies/
• Does Hewlett-Packard in Vietnam have a distinctive
competency?
• Porter’s five forces
• What are the possible modes of entry into the Vietnam market?
• What are the target segments for Hewlett-Packard entering
Vietnam?
• What is “quan xi”? What impact could it have on Hewlett-
Packard entering Vietnam?
• When should they enter?
 Analysis of IT Market and
decision on Market Entry
• Entry and exit Barriers
• Bargaining Power of suppliers
• Bargaining Power of Buyers
• Intensity of Rivalry
 Analysis of market segments
Two basis of segmentation
• By industry
– Financial services
– Telecommunications
– Hotel and tourism
– Manufacturing
– Utilities
– Oil and gas
– government
• By customer benefits
 Competitive and Company Analysis
• Performance
• Analysis of target segments
• Size
• Involvement in Asia-Pacific Region
• Key areas of operation/differentiation
• Modes of entry
• Costs and profits
• Resource and investment requirements
• Market knowledge and contacts
• Speed of market penetration
• decision