vn newsletter16
TRANSCRIPT
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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
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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
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
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35th year, no. 2
The Dutch Vietnam ManagementSupporter
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).
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The Dutch Vietnam ManagementSupporter
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.
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The Dutch Vietnam ManagementSupporter
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,
Wittenborg University of Applied Sciences, The Netherlands
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,
Wittenborg University of Applied Sciences, The Netherlands
3. Teambuilding: 26 30 September, Prof. Ronald Ainsbury, Cranfield
University, UK (note: this course will be in the morning, as someactivities are outdoors)
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The Dutch Vietnam ManagementSupporter
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!
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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
The Dutch Vietnam ManagementSupporter
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.
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The Dutch Vietnam ManagementSupporter
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!
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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.
The Dutch Vietnam ManagementSupporter
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)
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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:
The Dutch Vietnam Management Supporter
List of Hopstaken Clients
Standing Offer for New Clients
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The DVM Supporter is published by Loek Hopstaken.
Email: [email protected] or
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
The Dutch Vietnam ManagementSupporter
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.