Vietnam Market Entry

Vietnam Market Entry kpmg.com.vn 2

Contents
Chapter 1 3 KPMG in Vietnam Chapter 2 3 The Vietnam Value Proposition Chapter 3 4 Market Entry Group Chapter 4 4 Market Entry Process Chapter 5 5 Strategic and Commercial Intelligence Chapter 6 6 Tax and Regulatory Analysis Chapter 7 7 Deal Execution Chapter 8 8 Post Deal Support Chapter 9 9 KPMG Team

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KPMG in Vietnam
KPMG is the largest professional service firm in Vietnam. Partners in the Firm have been active in Vietnam since the country opened its doors to foreign investors in the 1990s and the Vietnam member firm was incorporated in 1994. KPMG has active offices in Hanoi, Ho Chi Minh City and Phnom Penh. With more than 800 professional employees in Vietnam, KPMG is proud of its ability to deliver international standard professional services encompassing: • • • • Audit Tax Advisory Market Entry

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KPMG is recognised by the Ministry of Finance (MOF) and Vietnam Association of Certified Public Accountants (VACPA) as Vietnam’s largest Audit and Advisory firm in the terms of revenue, Partner numbers and overall human resources. KPMG Vietnam was awarded ”Vietnam Tax Firm of the Year 2010” by International Tax Review. As a leader in the professional services industry, KPMG is an active participant in the reform programme, and regularly advises the Government and international organisations in support of Vietnam’s reform and integration programme.

The Vietnam value proposition
The fast growing Vietnam market offers a number of attributes that make investing in Vietnam attractive to foreign investors: • Stability: as one of Asia’s and the world’s fastest growing economies, Vietnam has remained a country with political and social stability. • Increasing Integration: Vietnam has implemented a raft of legal reforms and is a member of ASEAN and the WTO. This helps provide a comprehensive roadmap towards economic prosperity in the next decade and provide enhanced Market Entry alternatives for both new and existing participants. • Unlimited Upside: Vietnam has a young, educated and motivated population of nearly 87 million people and is a gateway to the Greater

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Mekong Region (including Thailand, Cambodia, Laos, Myanmar and the southern provinces of China) providing an increasingly affluent market of over 250 million people. Vietnam’s average GDP growth rate has been as high as 7 .26% per annum over the past ten years and this robust GDP growth rate is expected to continue over the 2011 – 2020 period, averaging 7-8 % per annum. • Transparency: Vietnam is campaigning hard to combat corruption and enhance its reputation as a safe country for foreigners to live, work and invest in. Bureaucratic reforms in recent years have been aiming at streamlining business processes and providing a more consistent interface between market participants and the Government.

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Market Entry group
KPMG has responded to the need for comprehensive, reliable and quality Market Entry support by forming the Market Entry Group – a team of professionals drawn from KPMG’s Tax & Advisory divisions in Ho Chi Minh City and Hanoi. The mission of this group is to provide international standard services to potential market participants. The group acts as a bridge between participants and Vietnam’s authorities and trading partners, providing intelligence, advice and support regarding

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Vietnamese regulatory, financial and commercial issues. Where necessary and appropriate, KPMG will work with external partners, including Vietnamese consulting firms and international law firms to ensure the success of Market Entry projects. Whether providing a comprehensive “turnkey” market entry solution, or addressing a specific issue or problem in support of a larger project, KPMG has the resources and expertise to provide dedicated professional support to entities exploring, entering or altering their presence in the Vietnam market.

Market Entry process

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KPMG’s Market Entry process recognises that the key to a successful project is rigorous enterprise and industry-specific research and analysis before decisions and commitments are made. This applies whether the Market Entry is conducted by way of an acquisition, greenfield investment, or third party contractual arrangement.

Phase 1 Pre-licensing

Phase 2 Deal execution

Phase 3 Post-deal

Strategic & Commercial

Tax and Regulatory

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Licensing or Deal Post Deal Support

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Strategic and Commercial Intelligence

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As a key component of KPMG’s Market Entry Services offering, our Strategic and Commercial Intelligence (SCI) team advises clients regarding the strategic and operational aspects of their business deals. We work closely with our clients and with KPMG’s financial and tax advisory teams, providing a coordinated approach which centres on the issues that influence your investment decisions. SCI’s multi-disciplinary and industryfocused professionals work on both local and cross-border transactions, drawing upon KPMG’s global network of industry specialists to advise on specific deal issues. We bring you the right mix of strategy skills, commercial knowledge and practical deal experience, whether you are considering an acquisition, expansion, divestment, merger, joint venture, 100% foreign invested enterprise or other strategic alliances.

Our services range across the deal spectrum from pre-deal investigations to post-transaction advisory. We highlight some of our key services below: • Market due diligence: with a view on your planned investment, we study in detail the market size and growth potential, regulatory and competitive environment, key drivers and possible future developments. We help you assess the attractiveness of the industry and evaluate whether the opportunity is realistic as you build a strategy to enter or expand in the market. • Corporate intelligence: keeping in mind that having the right partner in a new market is the key to success, we help you assess your business

partner in Vietnam by evaluating their business licence, operations, financial situation, as well as the reputation of the management team. • Regional and location analysis: choosing the right location for your operation can be a tricky process. Not only will you have to consider the costs involved, but also the plethora of regulatory complications of each province or locality. We can help you analyse and develop a series of financial and non-financial elements for the specific factors that drive your investment decision. Our research is conducted confidentially, and reports can be provided in English, Japanese, Mandarin or Vietnamese.

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Tax and regulatory analysis
KPMG can provide comprehensive analysis and advice regarding the regulatory, commercial and practical issues associated with entering the Vietnam market. The purpose of our Pre-Entry Issues Advice is to ensure that decisions and market entry plans are made on an informed basis – with a “no surprises” approach covering: • Deal structuring and Corporate Structuring Options: We analyse and provide you with a set of alternative structures for your deal and business presence in Vietnam. In our analysis, we will highlight the advantages and disadvantages of each particular structure. • Business licensing issues: We will discuss the licensing body and licensing process, with a focus on restrictions, conditions and procedures and will highlight the practical issues associated with the process. • Vietnamese Tax Issues: including corporate taxes, transaction taxes and import and export duties. Specifically, we will analyse and advise on ways to obtain maximum tax incentives which Vietnamese laws offer to foreign investors in the country.

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• Profit and capital repatriation strategies: foreign exchange issues, as well as accounting and financial reporting issues. • Employee issues, including the employment of foreign and local labour, and associated tax, and immigration issues. This service can include “anonymous” discussions with or formal approaches to the relevant authorities to assess their attitude or approach in respect of uncertain or contentious issues.

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Deal execution
The licensing or deal execution phase will vary depending on the nature of the Market Entry strategy adopted. Acquisitions will include comprehensive financial, tax and commercial due diligence; • Commercial due diligence (CDD). In brief, CDD is the process of appraising a target by reference to its market and above all, whether the company is positioned to succeed. We tackle the key issues such as market conditions and outlook, macroeconomic influences, industry structure, regulatory environment, competitive position and relationships with key customers and suppliers. Our integrated approach, which combines commercial, financial and tax due diligence services, gives you a deeper understanding of the business. • Financial due diligence (FDD). KPMG’s Financial Advisory Services professionals will assist you in evaluating the target’s financial situation and assess the assumptions made in their projections. • Tax due diligence (TDD). Tax due diligence helps you evaluate the potential tax liability of the target by reviewing and assessing the past, present and future tax situation of the company. Our professionals may work in close co-operation with the client’s team and may approach the local tax authorities if required.

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Government agencies at various levels, we will support our clients in the preparation of JV contracts, a feasibility study and company charter and other documents necessary for an application file; hence, we will follow up with the authorities until the issuance of a full investment licence. KPMG also provides support in liaising with authorised translation firms in Vietnam, obtaining domestic legalisation of foreign documentation and providing Vietnamese contacts and liaison personnel.

• Negotiation assistance. We may assist you in negotiation with your target, the JV partner or licensing authorities, making use of our thorough understanding of Vietnamese culture and local expertise. This is to ensure that you will not experience any surprises in your negotiation with various parties in Vietnam. • Licensing support. KPMG will assist you in having a clear vision regarding Vietnamese legal requirements, licensing procedures as well as the latest policies from the Government by providing a regulatory research/analysis which is designed in conformity with your needs and business strategy. In addition, any deal made in Vietnam is subject to the approval of the licensing authorities, whether it is an acquisition or a joint venture contract. By using our well established network with

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Post deal support

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KPMG is committed to ensuring the ongoing success of projects that it is associated with. The issue of an investment licence or the conclusion of a deal signals the start - not the end of a successful market entry strategy. KPMG’s ongoing support can include: • To help you realise value in your deal, our post-deal services start well before the transaction is concluded. Building on the pre-deal synergy evaluation, we validate and quantify the available synergies. Feeding these into our integration framework enables us to flag integration issues early and helps prepare the business for a smooth post-deal operation from day one. The framework defines the organisational, operational, employee, customer and regulatory concerns that must be addressed. We will also advise you on risky areas of the transition period which could erode the value of the combined business going forward. • Immediate post-licensing services such as

statutory establishment public notices, tax code and official seal applications, labour issues, key personnel registration and accounting system registration. Our post-licensing support effectively manages your compliance effort in a timely manner while saving your valuable time for business related work. • Tax compliance as well as tax and regulatory advisory services. Our tax professional help our clients meet the more demanding and more complicated requirements of the Vietnamese tax authorities in tax compliance obligations, including meeting the deadline for filing tax returns, paying the right amount of tax and enjoying the maximum tax incentives which are available in Vietnam. • In addition to the above services, KPMG offers Audit, Advisory, Transfer Pricing and Customs Advisory to our clients.

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KPMG team
Name and position Qualifications

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Warrick Cleine Chief Executive - Vietnam and Cambodia Regional Leader, Asia Pacific Tax • Bachelor of Commerce • Member, Institute of Chartered Accountants of New Zealand (C.A.) • Certified Public Accountant (Registered Auditor), Ministry of Finance, Vietnam

Experiences

• Warrick has been based in Vietnam since March 1998, after transferring from KPMG in New Zealand. He is the joint Managing Partner of KPMG in Vietnam and Cambodia and Head of the Tax & Corporate Services. His clients in Vietnam include major international corporations operating in Vietnam from Europe, Asia and the United States in the financial services, manufacturing, natural resources and consumer goods industries. He has an extensive knowledge of corporate governance and structuring issues, and has advised on numerous corporate transactions in Vietnam and Cambodia. Warrick leads an experienced and multidisciplinary team of professionals based in Ho Chi Minh City, Hanoi and Phnom Penh. • Warrick is the Regional Leader of Asia Pacific Tax and a member of KPMG’s Asia Pacific Board and Global Council.

Sector expertise

• Tax, Transaction Services, Telecommunications, Banking and Insurance, Trade and Manufacturing, Infrastructure, Consumer Markets

Name and position Qualifications

Dr Nguyen Cong Ai Partner Head of Market Entry Group, Vietnam • PhD in International Business, University of Economics Bratislava, the Slovak Republic • MSC in Economics • Dr Ai has been working for KPMG since June 1998, in Slovakia and Vietnam. He has been providing professional services to international companies entering Vietnam market and operating in Vietnam for the last decade. • As the Head of KPMG Vietnam’s Market Entry Group, Dr Ai has extensive experience in conducting market entry studies, commercial due diligence, location search and assistance with Investment licensing and post-licensing compliance for foreign investors. • Dr Ai’s client portfolio includes Mitsubishi Corporation, Lotte Mart, Deutsche Bank, Temasek Group, Commonwealth Bank of Australia, Merck, Wrigley, Samsung Electronics, Caterpillar, Electricity of Vietnam, and many others. • Dr Ai has extensive business and government network.

Experiences

Sector expertise

• Retail, Financial Services, Pharmaceuticals, Consumer Products, Manufacturing, Public Utilities and Infrastructure

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Name and position Qualifications

Nguyen Thanh Hoa Director Tax & Corporate Services, Vietnam • Bachelor of Laws, University of Law, Ho Chi Minh City, Vietnam • Bachelor of Arts, University of Social Sciences and Humanities, Ho Chi Minh City, Vietnam

Experiences

• Hoa is Director in charge of Corporate Services of KPMG in Vietnam, Ho Chi Minh City office. He is responsible for and has been involved in a wide range of advice on taxation and licensing assistance for multi-national corporations in the financial services, trade and manufacturing, chemical and pharmaceutical industries. • Prior to joining KPMG, Hoa has over seven years of professional experience in the tax practice of another Big Four international accounting firm in Vietnam where he advised various multinational companies on a wide range of Vietnam taxation, investment and regulatory issues. Hoa also gained experience in industry where he held senior legal and compliance positions in several leading multinational corporations in life insurance and FMCG sectors.

Sector expertise

• Retail, Manufacturing, Pharmaceuticals, Consumer Products

Name and position Qualifications

Hoang Anh Tuan, Director - Tax and Corporate Services Head of Merger and Acquisitions Tax, Vietnam • Bachelor of English studies, University of Dalat, Vietnam • MBA, Maastricht School of Management, the Netherlands

Experiences

• Tuan has over 12 years’ experiences in tax and corporate services in Vietnam. He has an extensive knowledge and experience in helping foreign investors on a broad range of Vietnam taxation and inward investment issues. He is known for his skills in providing advice on corporate structuring, market entry strategies and tax issues to foreign investors looking to invest in Vietnam, either through green field investments or by way of mergers and acquisitions of existing local target companies. • In 2006, Tuan was seconded to KPMG LLP United States focusing on M&A Tax , advisory. When he came back to Vietnam, he continues to focus on advising corporate investors on market entry taxation matters, M&A tax issues including performing tax due diligence, investment holding structuring for tax purposes, divestment tax strategies, etc. • Tuan led numerous tax due diligences on local target companies, under buy-side assistance mandate. • Tuan is a frequent speaker on corporate tax topical issues at various tax forums in Vietnam for KPMG local and international clients. He also takes charge of the edition and issuance of KPMG Vietnam’s periodic tax newsletters and tax related publications.

Sector expertise

• Retail, Manufacturing, Pharmaceuticals, Consumer Products

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Name and position Qualifications Experiences

Pham Thi Quynh Ngoc Senior Manager Tax and Corporate Services, Vietnam • Bachelor of International Business, Ha Noi Foreign Trade University, Vietnam • Ngoc is Manager in charge of Market Entry services of KPMG Vietnam, Hanoi office. She has been involved in a wide range of advisory work for foreign investors entering Vietnam including leading multi-national manufacturing corporations, large service providers and foreign banks. • Prior to joining KPMG, Ngoc had seven years of professional experience in the tax practice of another Big Four international accounting firm and a local advisory company in Vietnam where she advised various multinational companies on Vietnam taxation, investment regulations, and M&A.

Sector expertise

• Financial Services, Manufacturing, Retail and Distribution, Consumer Markets

Name and position Qualifications Experiences

Do Thi Giao Thuy Manager Strategic and Commercial Intelligence, Vietnam • Bachelor of International Settlement, Banking University, Vietnam • During her time working for SCI team, her major areas are strategic and corporate intelligence services, including market research, industry analysis, M&A transactions, investment consulting, location search and other strategic commercial intelligence services. Thuy is also involved in market entry advisory engagements for foreign companies during their market entry stage. • Her clientele covers multinational conglomerate, local corporations, foreign branches and foreign invested companies in Vietnam across a variety of sectors, i.e. banking and finance, food & beverages, automobile, real estate, retail and chemical.

Sector expertise

• Survey, Banking and Finance, Retail, Chemical, Food & Beverage, Infrastructure, Textile and Garment

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Contact us
Warrick Cleine CEO, Tax Managing Partner T: [phone] (ext. 8200) E: [e-mail] Nguyen Cong Ai Partner T: [phone] (ext. 8235) E: [e-mail] Nguyen Thanh Hoa Director T: [phone] (ext. 8276) E: [e-mail] Hoang Anh Tuan Director T: [phone] (ext. 8266) E: [e-mail] Pham Thi Quynh Ngoc Senior Manager T: [phone] (ext. 6423) E: [e-mail] Do Thi Giao Thuy Manager T: [phone] (ext. 8268) E: [e-mail]

Hanoi
46th Floor, Keangnam Hanoi Landmark Tower 72 Building, E6 Pham Hung Street, Me Tri, Tu Liem, Hanoi. T: [phone] F: [phone] E: [e-mail]

Ho Chi Minh City
10th Floor, Sun Wah Tower 115 Nguyen Hue Street, District 1. T: [phone] F: [phone] E: [e-mail]

www.kpmg.com.vn

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