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Monday, 10/03/2025 | 04:45

Project activities

Enhancing Sales and Marketing Capacity for Energy-Saving Equipment Suppliers

16:20 - 02/11/2024

vsuee

Within the framework of the "Vietnam Scaling up Energy Efficiency Project", on the morning of November 1, 2024, the Ministry of Industry and Trade organized a consultation meeting on the "Survey Analysis Report of Energy-Saving Equipment Suppliers".

Within the framework of the "Vietnam Scaling up Energy Efficiency Project" (VSUEE), on the morning of November 1, 2024, the Ministry of Industry and Trade organized a consultation meeting on the "Survey Analysis Report of Energy-Saving Equipment Suppliers". The event aimed to support and enhance energy-saving equipment providers' sales and marketing capacities.
Representatives from energy-saving equipment providers, businesses, industry associations (cement, steel, textiles, paper, food processing, brick, and ceramics), and various financial institutions attended the event.
In her opening speech, Ms. Nguyen Thi Lam Giang, Director of the Department of Energy Efficiency and Sustainable Development under the Ministry of Industry and Trade, stated: “When starting energy-saving activities, the Ministry recognized that companies providing energy-saving equipment and solutions were still lacking and underdeveloped, and that solutions to support larger enterprises were limited. Thus, one of the VSUEE project's objectives is to support these companies in boosting their services, contributing to nationwide energy-saving solutions.”
Ms. Nguyen Thi Lam Giang, Director of the Department of Energy Efficiency and Sustainable Development under the Ministry of Industry and Trade, gave the opening speech at the event.
The VSUEE project has conducted surveys assessing energy-saving equipment providers' technical and sales capacities and evaluated their market access levels. Additionally, the report analyzed business environments, marketing plans, and training programs aimed at improving sales skills for energy-saving equipment providers.
According to the survey, energy-saving equipment providers are integrating various management systems to enhance operations and meet industry standards. However, a significant proportion (around 40%) of companies still lack formal management systems. ISO 9001, ISO 14001, and ISO 50001 are the three most widely adopted standards.
In addition to common solutions, companies are also offering innovative technologies such as Enercon's (Singapore) power control solutions, Autoflame's boiler management systems, and Inphase (India) electrical equipment.
Mr. Nguyen Thanh Ha - RCEE - NIRAS, evaluates the capacity of energy-saving equipment suppliers.
Mr. Nguyen Thanh Ha of RCEE – NIRAS JSC, a consulting unit of the VSUEE project, noted that most companies face obstacles due to a lack of legal frameworks for EPC (Engineering, Procurement, and Construction). Additionally, there is inadequate financial support or incentives to implement projects, along with concerns about risk awareness. “Many businesses are apprehensive that energy-saving solutions may disrupt production processes or operations, impacting their business activities,” Mr. Hà observed.
Concerning sales teams, project representatives acknowledged that over 50% of companies rated their sales-related activities as average or below average. More than 66% stated that their sales teams were not adequately trained in sales skills, and over 65% made insufficient efforts to understand customer requirements. Only 8.7% had fully trained sales teams in their products and services.
The workshop attracted a large number of companies in the industrial sector.
Communication efforts were rated the lowest among marketing activities and were generally at an average level, with 82% reporting little to no communication directed at target customers. Only about 28% frequently participated in energy-saving exhibitions and trade fairs, while three-quarters rarely organized customer-related events.
During the event, participants engaged in discussions to support and enhance the operational effectiveness of energy-saving equipment providers. Some raised concerns about policies supporting sustainable development and the energy-saving market, as well as the procedures required to join programs deploying the Ministry's energy-saving solutions.
Mr. Nguyen Hong Thu, representing Rạng Đông Light Source and Vacuum Flask JSC, engaged in discussions at the workshop.
The event gathered feedback on market barriers hindering energy-saving equipment providers, the opportunities and challenges they face, marketing strategy orientations, and training obstacles. These contributions are vital in shaping support strategies for businesses in the coming period.
Vietnam Scaling up Energy Efficiency Project (VSUEE) has been implemented from March 2022 to January 2026 nationwide. The Ministry of Industry and Trade, as the project's governing body, is responsible for overall project outcomes.
The project is designed to promote energy conservation and efficiency in Vietnam's industrial sector, contributing to national energy-saving goals, energy security, greenhouse gas emission reductions, climate change mitigation, and supporting the overall objectives of the National Program for Energy Efficiency (VNEEP) Phase 3 and the Paris Agreement on climate change mitigation in the energy and industrial sectors.
The project includes two main components: Component 1 - Operation of the Risk Sharing Facility (RSF), funded by $3 million in non-refundable aid for RSF activities; and Component 2 - Technical Assistance, with a budget of $8.3 million for enhancing the capacity of project participants, building and completing policy frameworks, guidance, and support for energy-saving activities, reducing greenhouse gas emissions, and mitigating climate change.

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