The goal of the IYB programme is to increase the viability of small enterprises through the application of sound management principles.

The IYB modules used in Viet Nam are:

The structure of the IYB materials allows for a variety of forms of delivery, from a complete comprehensive one week training workshop, to a series of single subject workshops conducted over a period of time. This allows flexibility to design and conduct a programme to meet the individual needs of the participants.

Buying

This IYB module teaches participants the essential steps of effective buying and how to negotiate with suppliers to get better prices, quality and service.

By applying the lessons learned through this module business owners will know how much and when to buy more stock. All of which will result in a more profitable business.

Table of Contents

1. Buying to sell

  • What is buying?

  • Is buying important?

  • Buy well to improve your business

  • Summary

2. What to buy for your business

  • Buying equipment

  • Buying raw materials

  • Buying finished goods

  • Summary

3. Steps to follow when you buy

  • 1. Find out what your business needs

  • 2. Get information about different suppliers

  • 3. Contact the suppliers

  • 4. Compare suppliers and their quotations

  • 5. Make the order

  • 6. Check the goods immediately

  • 7. Check the invoice

  • 8. Pay

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Stock Control

This IYB module teaches participants how to do stock taking, calculate stock value and identify if there are problems with stock damage, loss or theft. Finally, the module shows participants how to develop an easy stock management system for their business needs.

Table of Contents

1. Control your stock

  • What is stock?

  • What is stock control?

  • How can stock control improve your business?

  • Guidelines for better stock control

2. Stock cards

  • Are stock records useful for every business?

  • Using stock records

  • How stock records can improve your business

  • Guidelines for better stock control

3. Stock-taking

  • What is stock-taking?

  • Is stock-taking important?

  • Steps to follow for stock-taking

  • Use the information from your stock-taking to improve your business

  • How often should you do stock-taking?

  • When should you do stock-taking?

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Marketing

This IYB module teaches participants to develop a comprehensive marketing strategy for their business. It starts by helping participants identify and understand the demands of their customers.

This information is used to plan a marketing strategy based around the four Ps of marketing - Product, Price, Place and Promotion.

Table of Contents

1. Understand your customers

  • What is marketing?

  • Who are your customers?

  • Learn about your customers and competitors

2. Satisfy your customers

3. Product

  • What products or services to provide

  • Find out what customers need

  • Provide what your customers want

  • Look for new ideas

4. Price

  • What prices to charge

  • How to set your prices

5. Place

  • How to reach your customers

  • Location - where your business is

  • Distribution - getting your products to your customers

6. Promotion

  • How to attract customers to buy

  • Advertising

  • Sales promotion

  • Publicity

  • Improving your skills as a salesperson

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Costing

This IYB module teaches participants to accurately calculate the cost of the goods or services they sell through their business. This is achieved though the use of numerous exercises and structured forms that help the participants with this difficult task.

Using this information they are able to set selling prices so that they make a reasonable profit, and make a success of their business.

Table of Contents

1. Know your costs

  • What are costs?

  • What is costing?

  • How can costing improve your business?

  • Direct Costs

  • Indirect Cost

2. Costing for a manufacturer or service operator

  • Calculate direct material costs

  • Calculate direct labour costs

  • Calculate indirect costs

  • Add up total costs

3. Costing for a retailer or wholesaler

  • Calculate direct material costs

  • Calculate indirect costs

  • Add up total costs

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Record Keeping

This IYB module teaches participants to keep track of all money transactions in their business. The first part of this module shows participants how to improve their cash management, use of bank account and control of credit sales.

A section on how to read and analyze common financial reports generated through their record keeping systems is included.

The information presented in this module includes numerous examples, exercises and simple forms that can be used in any business. At the end of this module participants will be able to establish a simple record keeping system that is suitable to their situation, and use these records to improve their business.

Table of Contents

1. Keeping and using business records

  • What is record-keeping?

  • How can records improve your business?

2. The record-keeping system

  • Customer's Account Records

  • The Record

3. Use records to improve your business

  • Make a trial Balance

  • Make a Profit and Loss Account Statement

  • Analyze your sales

  • Analyze your profit

  • Make a Balance Sheet

  • Analyse the Financial Strength of your Business

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Managing People

In this module, participants will firstly find a chapter on productivity, why it is important and how it can be measured. There are also separate chapters on each of the important aspects of “people management” and how they can lead to improved productivity in their business.

Table of contents

1. Importance of productivity in your busines

  • What is productivity

  • Factor affecting productivity

  • How to measure productivity

2. People and productivity

  • Determine the work that needs to be done

  • Selecting the right workers

  • Making sure the workers understand their job

  • Making sure the workers have the skills to do their job

  • Making sure that they are fairly rewarded and motivated

  • Assessing workers' performance and giving feedback

3. Community relations and productivity

  • Customers

  • Competitors

  • Suppliers

  • Business Associations

  • Technical training Institutions

  • Retired workers and their families

  • Community relations

  • Relations with government

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