Omo và Tide chi phối thị trường, Bột giặt Lix “xoay sở” thế nào để vẫn thu về hơn 2.000 tỷ mỗi năm?

Mặc dù doanh thu vẫn tăng trưởng đều đặn nhưng LIX đang gặp thách thức lớn về tăng trưởng lợi nhuận.

Thị trường dịch vụ giặt ủi ở Việt Nam tăng trưởng mạnh mẽ trong năm 2018. Theo một thống kê của Euromonitor, doanh số bán hàng chất tẩy rửa dạng lỏng và chất làm mềm vải dạng lỏng ghi nhận mức tăng trưởng cao nhất trong năm 2018. Hai công ty dẫn đầu là Unilever Việt Nam International Co Ltd với sản phẩm Omo, Viso, Surf và Comfort, cùng với Procter & Gamble (P&G) giữ vị trí thứ hai với sản phẩm Ariel, Tide và Downy chiếm tới 80% thị phần ngành bột giặt và nước giặt của Việt Nam.

Trong bối cảnh các công ty đa quốc gia như Unilver và P&G bành trướng trên thị trường bán lẻ với chi phí marketing khổng lồ và mạng lưới phân phối dày đặc, các công ty sản xuất bột giặt trong nước như Lix, Net hay Hóa chất Đức Giang phải tìm hướng đi riêng cho mình.

Không chịu núp bóng người khổng lồ

Bột giặt Lix tiền thân là một công ty kỹ nghệ hóa phẩm của tư nhân, sau đó chủ của công ty này hiến cho nhà nước, sáp nhập vào nhà máy bột giặt Viso. Năm 1992 công ty chuyển thành công ty bột giặt Lix, cổ phần vào năm 2003, hiện Tổng công ty Hóa chất năm giữ 51% cổ phần.

Lix đã từng mua lại nhà máy sản xuất bột giặt công suất 30.000 tấn/năm từ công ty liên doanh Unilever Việt Nam và bắt đầu nhận gia công cho Unilever từ năm 2013, hợp đồng đến 2019. Tuy nhiên không chịu núp bóng người khổng lồ, Lix phát triển các sản phẩm của riêng mình mà đẩy mạnh xuất khẩu. Hiện công ty này có hơn 30 khách hàng ở 21 quốc gia trên thế giới, , thị trường xuất khẩu chính gồm: Cambodia, Philippines, Togo, Triều Tiên, Mông Cổ, Brunei, Libya… chiếm 15% tổng doanh thu. Ngoài ra, LIXCO còn sản xuất sản phẩm OEM (Original Equipment Manufacturer: sản xuất ra một sản phẩm nhưng của nhãn khác) cho một số thị trường như Nhật, Philippines, New Zealand, Úc, Malaysia, Đài Loan, Mông Cổ, Singapore, Hàn Quốc, Pakistan… Trong khi đó, doanh thu gia công chỉ chiếm 4% tổng doanh thu.

Thời điểm nhận gia công cho Unilever, doanh thu của Lix đạt 1.500 tỷ, lợi nhuận trên 90 tỷ đồng, sau 6 năm, doanh thu công ty đạt 2.300 tỷ, lợi nhuận gấp đôi 187 tỷ đồng.

Cách để Lix sống sót trên thị trường là đẩy mạnh hệ thống phân phối. Hiện 43% doanh thu của Lix đến từ kênh bán hàng truyền thống bao gồm 168 nhà phân phối, ngoài ra LIXCO đang bán hàng trực tiếp cho các hệ thống siêu thị lớn như Co.op Mart, Big C, Mega Market, Lotte, Aeon, Vinmart, Satra, Emart, Simply mart. Bên cạnh đó, Công ty cũng sản xuất nhãn hàng riêng cho Coop Mart, Big C, Mega Market, Vinmart, Lotte.

Hiện Công ty đang phát triển thêm mạng lưới bán hàng Horeca, trực tiếp đến các hệ thống nhà hàng, khách sạn, quán ăn… Doanh thu từ kênh này trong năm 2018 tăng 44% so với năm 2017. Ngoài ra công ty còn triển khai kênh bán hàng online trực tuyến đến tận tay người tiêu dùng.

Cạnh tranh gay gắt với Omo, Tide nhưng Bột giặt LIX vẫn sống khoẻ với doanh thu trên 2.000 tỷ/năm - Ảnh 1.

Trong khi đó, NET cũng là đối tác chiến lược của Unilever trong việc cung ứng các sản phẩm chất tẩy rửa có chất lượng cao như : Bột giặt OMO, Bột giặt Surf, Nước rửa chén Sunlight, Nước lau sàn nhà VIM… NETCO có 02 nhà máy, 01 tại Hà Nội và 01 tại Biên Hòa với công suất thiết kế hiện tại đạt 180.000 tấn bột giặt và 90.000 tấn tẩy rửa lỏng.

Cạnh tranh gay gắt với Omo, Tide nhưng Bột giặt LIX vẫn sống khoẻ với doanh thu trên 2.000 tỷ/năm - Ảnh 2.

Năm 2018, Lix đặt kế hoạch lợi nhuận 201 tỷ đồng nhưng kết quả đạt 187 tỷ đồng cho dù doanh thu tăng đều qua từng năm. Lý do là bị tác động từ các ảnh hưởng khách quan của thị trường thế giới.

Nguyên vật liệu chính trong hoạt động sản xuất của Công ty là LAS. LAS là chất hoạt động bề mặt, có nguồn gốc từ dầu mỏ chiếm khoảng 85,8% nguyên vật liệu chính trong sản xuất. Khi giá dầu biến động sẽ ảnh hưởng đến giá thành đầu vào của công ty. Chi phí nguyên vật liệu thường chiếm 80% tổng chi phí nên biến động đầu vào sẽ tác động mạnh đến lợi nhuận của DN.

Sự cố cháy nổ Tổ hợp hóa chất BASF diện tích 10km2, có 39.000 lao động tại Ludnigshafen, CHLB Đức ngày 17/10/2017. Và sự cố cháy nổ 6 nhà máy hóa chất trong đó có 2 nhà máy sản xuất hóa chất dùng cho hương liệu tại Khu hợp tác phát triển Công nghiệp Maharashtra, Boisar, Palghar, Mumbai, Ấn Độ ngày 08/03/2018.

Hai sự cố này dẫn đến nguồn hương liệu tổng hợp bị thiếu hụt nghiêm trọng làm cho nguồn cung hương liệu trên thị trường thế giới khan hiếm, dẫn đến tăng giá hương liệu dùng trong sản xuất, làm tăng chi phí sản xuất.

Trong năm 2018, Chính phủ Trung Quốc thay đổi chính sách môi trường, đóng cửa các nhà máy xí nghiệp gây ô nhiễm và thực hiện cấm nhập phế liệu ngành giấy để tái chế. Điều này gây thiếu hụt nguồn giấy thành phẩm tại thị trường Trung Quốc, dẫn đến nước này tăng cường nhập khẩu giấy. Hệ quả là gây thiếu hụt nghiêm trọng nguồn cung giấy thành phẩm dẫn đến tăng giá sản phẩm giấy ở Việt Nam. Nguyên nhân này làm cho chi phí thùng giấy tăng.

Thực hiện chính sách tăng lương tối thiểu vùng trong năm 2018 của Chính phủ làm cho chi phí bảo hiểm bắt buộc tăng.

Các nguyên nhân này đã làm chi phí sản xuất của Công ty tăng không thể dự báo. Trong khi đó Công ty không thể tăng giá bán tương ứng để bù đắp do các đối thủ cạnh tranh trực tiếp lẫn những công ty hàng đầu trong cùng lĩnh vực không tăng giá bán.

Trong khi đó, doanh thu của NET năm 2018 đạt 1.117 tỷ đồng, tăng nhẹ so với năm trước song lợi nhuận lại giảm 3 tỷ, đạt 56,6 tỷ đồng. Hơn 30% doanh thu của NET đến từ thị trường xuất khẩu và trong năm 2018 công ty không ghi nhận doanh thu từ gia công.

Tìm lối đi mới

Thị trường bán lẻ Việt Nam vẫn được coi là mảnh đất vàng của khu vực. Do đó, dư địa cho các công ty như Lix, Net phát triển vẫn có. Quan trọng là tìm được hướng đi hợp lý để có thể giữ được thị phần trước sự “chèn ép” của các công ty đa quốc gia như Unilever hay P&G.

Lix đặt mục tiêu tăng trưởng doanh thu ổn định qua từng năm, với mục tiêu doanh số đạt mức 2.700 tỷ đồng vào năm 2020. Nắm bắt được xu hướng người tiêu dùng sử dụng máy giặt ngày càng phổ biến cùng thị hiếu người tiêu dùng đang dần chuyển sang sử dụng chất tẩy rửa dạng lỏng thay cho bột giặt truyền thống. Công ty đã tập trung vào mảng chất tẩy rửa dạng lỏng, doanh thu từ mảng này chiếm 59% tăng 17,5% so với năm trước.

Công ty cũng đẩy mạnh xuất khẩu, kênh phân phối Horeca (phân khúc thị trường khách sạn, nhà hàng, khu nghỉ dưỡng, quán cà phê cao cấp) và bán hàng trực tuyến.

 

 

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