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I. Territory

In 1956, Vietnam airlines was established. In September 1956, the first domestic flight

took off. At this time, the size of flying team was so small with just 5 airplanes.

In the period from 1976 to 1980, Vietnam airlines broadened and exploited international

airstrips in Asia to some countries such as Laos, Cambodia, China, Thailand, Philipines,

Malaysia and Singapore.

In the past 20 years, with consistently average growth rate in double digits, Vietnam

Airlines has been growing and developing to become a popular brand in the region thanks

to the competitive advantages of modern fleets, extensive airway networks and convenient

services, especially in Indochina. Until now, Vietnam Airlines has exploited air trips to 21

domestic provinces and cities and 28 international destinations in 26 countries and

territories (Europe, Australia, America and Asia).

In 2006, after achieving Certificate of Safe Exploitation from Association of International

Air Transport (IATA), Vietnam Airlines officially became a member of the IATA and

confirmed their international standardized services. On 10/6/2010, Vietnam Airlines

officially became the 10th member of the global airline alliance – Sky Team. This event

marks great development in the company's successful integration into the international

airway market. After joining Sky Team, Vietnam Airlines' airway network extended to

over 1000 destinations all over the world.

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II. Strategy: Vision and Mission

Slogan: “Bringing Vietnamese Culture to the World”

Vision:

Vietnam Airlines set the goal to maintain its position as the best Airline of Vietnam and

become:

- A four-star airline and 3rd

best airline in Southeast Asia region.

- One of the best airlines in the world.

Mission:

Being the best means they try to achieve excellent in everything they do. Their dynamic team

offers the best quality service so that customers will be happy when they choose Vietnam

Airlines.

The four vital key success elements:

Destination: choosing destinations to help Vietnam connect with the world.

Environment: providing a welcoming and friendly environment with relaxing and high

quality service to make customer feel like their home.

Convenience: offering customers with a whole range of services and flexible flight hours.

Reputation: selecting professional teams to satisfy customers with superior personal service.

The Lotus flower has been chosen as a symbol and logo of Vietnam Airline since 2002, which

presents the most meaningful symbols of Vietnamese people. In Vietnamese culture, the lotus

is considered as the representation of ancient strength and powerful helping to retain their

unique traditions. With this logo, Vietnam Airlines believe that they will enhance their

position in the world transportation hub

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III. Tatical-level activities

Orientation:

Develop a global route network to meet the requirements of economic and

development as well as international integration, with medium operating scale

compared to the region

Possess a young high-tech flight fleet which is suitable for the modern routes network;

improve quality as well as quantity of staff

Raise the service quality to the high level recognized in the region, yet still maintain

Vietnamese culture in the service

Tactical activities:

Capable air carriage of passengers, baggage, cargo, parcel, letter;

Maintenance, production, supply, export and import (rent, lease, purchase and sale) of

aircraft, engines, spare parts, aviation equipment and other technical devices

Recruitment and training of staff, personnel in accordance with professional standards

Providing services for commercial ground techniques, services in the passenger

terminal, goods terminal; freight forwarding services; commercial services, duty free

sales at airports and in the provinces as well as cities; the apron services at airports,

and other aviation services;

Agent services for airlines; manufacturers of aircraft, engines, equipment, spare parts;

transport companies and domestic and abroad tourism;

General aviation (aerial photography flight, geological surveys flight, flight for

calibration of air navigation radio, repairation and maintenance of high voltage lines,

serving oil and gas, afforestation, environmental monitoring, search and rescue,

emergency medical service missions flying political, economic, social, security,

defense ...);

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Production, processing, import and export of food to serve on aircraft, instruments

serving for air transport chain; import - export and supply of oil, aviation grease

(including fuels, lubricants and special liquids) and other petroleum at the airport, the

airport and other locations;

Finance and finance leasing, banking;

Construction, construction consultancy, import and export of labor and science and

technology services;

Investing abroad:

• Buying and selling businesses;

• Join stake, purchase shares or transferred equity, sell shares in accordance with law;

IV. Operating-level activities

Vietnam airlines – situation in 2009-2014

2009

- average scale exploitation is only about 225 flights / day

2010

Vietnam Airlines joined the SkyTeam airline alliance

- June 10, 2010 - The ceremony of joining the organization in Hanoi today, Vietnam Airlines

officially became the first airline in Southeast Asia to join the global airline alliance

SkyTeam. This is a strategic step in the development confirmed and expanded the scope of

activities in the Asian market by SkyTeam.

Vietnam Airlines and Minh Long I Company contracted production of porcelain

tableware serving passengers in Business Class

- 20 January, 2010 - Today, the Aviation Corporation of Vietnam (Vietnam Airlines), and

Minh Long I Co., Ltd. officially signed cooperation contract manufacturing of porcelain

tableware Business Class passenger service Date on flights of Vietnam Airlines from mid-

2011 signing ceremony was solemnly held at Ming morning Trade Center Plaza - 888 Pacific

Avenue - Thuan An - Binh Duong Province, marking the collaboration between two great

brands to bring you the Vietnam Airlines passengers superior service quality, sexism Vietnam

culture through stylized image of delicate apricot flower.

Vietnam Airlines signed a contract pilot training base in Vietnam

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- October 14, 2010 - Today, the Aviation Corporation of Vietnam (Vietnam Airlines)

contracted 60 pilot training base in Vietnam in the period 2010-2012 to a joint stock company

training Bay Vietnam - pilot training unit in Vietnam was the first certification approved

ATPL training facility.

Vietnam Airlines to coordinate with the city government. Danang conference to launch

global tourism Central

- September 16, 2010 - Aviation Corporation Vietnam (Vietnam Airlines) in collaboration

with the People's Committee of Da Nang City, Quang Nam, Quang Ngai, and Thua Thien

Hue successfully organized the Global Customer Conference and Development tourism in the

central city of Da Nang with the participation of over 300 delegates is the company's top

travel agents from the key markets of Vietnam tourism such as Japan, South Korea, Germany,

France, Russia, Australia, Taiwan, Hong Kong

Vietnam Airlines awarded Honorary Membership Platinum Professor Ngo Bao Chau

- August 28, 2010 - Today, Vietnam Airlines to coordinate with the Ministry of Education and

Training celebrated Professor Ngo Bao Chau - the first Vietnam was awarded the Fields

Medal - the most prestigious award in the world mathematical fields - returning from the

International Congress of mathematicians in India 26th.

Vietnam Airlines promotion to Northeast Asia

- Deals on flight VN968 and VN969 numbered City exploitation stage. Ho Chi Minh City to

Norway - knee - a (Japanese) and the City. Ho Chi Minh City with attractive price $ 299,

down to 60% from the normal price from 25/07/2010 to 04/08/2010 and end on cruise departs

from 13/08/2010 to 31/12/2010.

Vietnam Airlines to continue resuming flights to / from Europe

- 21 May 04, 2010 - To restore operation on routes to Europe affected by volcanic ash in

Iceland, after 06 successful flights yesterday 20/4 to / from France and Russia, Vietnam

Airlines will conduct flights and regular flights to Europe next offset

Officially launching new routes: Open more 11 international and domestic airways

- December 1, 2010 - Today, Vietnam Airlines officially announced that it will open the city

routes. Ho Chi Minh City - Beijing (China) from 16/12/2010 with the frequency of 3 flights a

week on Mondays, Thursdays and Sundays with Airbus 321 (184 seats).

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- November 15, 2010 at Tan Son Nhat airport, the first flight of Vietnam Airlines takes off for

new routes starting city. Ho Chi Minh City - Teeth-gun (Myanmar ma) - City. Ho Chi Minh

City. This is the second aircraft from Vietnam to Myanmar, Vietnam Airlines ma be

operated with frequency 3 flights / week by Airbus A320 on Monday, Friday and Sunday.

- 13 May 08, 2010 - Today, the official Vietnam Airlines exploitation City return direct

flights. Ho Chi Minh City - Na Nagoya (Japan) with a frequency of 2 flights / week on

Mondays and Fridays using Airbus A321 aircraft.

- 30 May 06, 2010 - Corporation Vietnam Airlines announced it will open direct flights

between Ho Chi Minh City and Nagoya (Japan) from 13/08/2010 with the frequency of 2

flights / week on Monday and Friday using Airbus A321 aircraft

- May 15, 2010 - Today, the Aviation Corporation Vietnam - Vietnam Airlines in

collaboration with the Provincial People's Committee of Nghe An inauguration ceremony

held in Hanoi routes - Vinh - Hanoi.

- March 2, 2010 at Noi Bai airport in Hanoi, Hanoi flight - the first gun Teeth Vietnam

Airlines will take off, start new routes Hanoi - Dental gun (Myanmar ma) - Hanoi.

2011

Vietnam Airlines and Jet Airways signed a strategic cooperation agreement

October 12, 2011 - Aviation Corporation Vietnam (Vietnam Airlines) and Jet Airways (India)

signed a framework agreement on strategic cooperation during his State visit to the Republic

of India, State President Truong Tan Sang. Accordingly, the two companies will cooperate in

the field of comprehensive commercial, services, technical and training as a prerequisite for

the establishment of direct flights between the two countries Vietnam - India shortly. The

signing ceremony took place in the presence of State President Truong Tan Sang and Mr

Muthuraman - President of the Union of Indian Industry and the senior officials of Vietnam

and India.

Program "Promotion Special Class - Deluxe Y"

September 26, 2011 - Aviation Corporation Vietnam (Vietnam Airlines) announced the

program "Promotion Special Class - Deluxe Y" up to 35% on direct flights between Vietnam

and Europe (France, Germany, Russia).

Discounts in new routes Vietnam - United Kingdom

Vietnam Airlines announces deployment of promotions on the occasion of opening of direct

flights between Vietnam and the United Kingdom. Accordingly, customers in Vietnam buying

tickets for the period 15/09/2011 - 15/10/2011, 08/12/2011 departure date and return journey

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ended before 31/12/2011 will be enjoy preferential rates VNĐ 12,500,000 (equivalent to 599

United States dollars). This is the round-trip fare, inclusive of all taxes, fuel surcharges and

may change according to the exchange rate at the time of ticketing.

Expand the program "Free & Easy" Domestic 2011

Vietnam Airlines official announcement to expand the program "Free & Easy" Domestic

2011 with many improvements to serve passengers wishing to travel or work combines travel

to Hanoi, Da Nang, Hue, Tuy Hoa, Nha Trang, Da Lat and Ho Chi Minh. The highlight of the

program "Free & Easy" 2011 customers will have more choice about standard hotel from 3 to

5 stars spread across three regions (rather than only applies to the 4 or 5 star hotels in the

central region as before)

Vietnam Airlines discount policy applies to the elderly

Customers are citizens of Vietnam from the full 60 years or older to purchase tickets on

domestic routes due Aviation Corporation Vietnam (Vietnam Airlines and Vasco) operators

will be reduced by 15% from the ceiling prices for economy class State regulations. This

policy only applies when ticket at the box office of Vietnam Airlines nationwide.

Ocean Bank and Vietnam Airlines signed a loan contract to purchase backup engine

Airbus 321 aircraft

Ocean Commercial Joint Stock Bank (Ocean Bank) and Aerospace Corporation Vietnam

(Vietnam Airlines) announced the signing of a loan agreement to purchase backup engine for

the Airbus A321 aircraft. This is the kind of V2533-A5 engines provided by the engine

manufacturer IAE world famous (International Aero Engine AG), delivered in May 2011

Total contract value on a credit of up to $ 7 million

Vietnam Airlines to support the people of Japan 650 million

Ha Noi, 18 May 03, 2011 - To share the losses, big losses due to the earthquake and tsunami

in Japan, the Aviation Corporation of Vietnam (Vietnam Airlines) decided to support the

amounts 650 million contracts to people here. The amount deducted from the Fund's social

activities Vietnam Airlines, is expected to be a branch office in Tokyo Vietnam Airlines

awarded directly to the Japanese Red Cross Society.

"Welcome Summer 2011" program

Vietnam Airlines (VNA) announced the "Welcome Summer 2011" with many attractive

special rates apply on these routes from Vietnam to international and domestic backbone

exploited by VNA. During the promotion period, customers traveling on international flights

of Vietnam Airlines can buy a return ticket for the price of 1.024 million VNĐ

(approximately 49 USD) to VNĐ 10.425 million (equivalent to 499 USD ) depending on

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destination. On domestic flights between Hanoi - Ho Chi Minh City. Ho Chi Minh City and

from the two cities to Da Nang, Vietnam Airlines will open the sale at the lowest price (P

class).

Officially launching new routes

- January 20 06 2011 - Vietnam Airlines officially announced that it will open direct flights

between Vietnam and the United Kingdom from the date 08/12/2011 in the winter flight

schedule 2011 in the Boeing 777, is expected to exploit 7 flights / week in 2014 London

Gatwick Airport to exploit selected flights to / from the UK.

- 30 May 05, 2011 - Vietnam Airlines officially exploiting direct route Hanoi - Kaohsiung

(Taiwan) from 17/6/2011 with a frequency of 3 flights / week on Mondays, Wednesdays and

Fridays by Airbus A321.

- Vietnam Airlines officially returned routes exploitation Da Nang - Hai Phong from

28/4/2011 with a frequency of 5 flights / week on Mondays, Wednesdays, Thursdays,

Fridays, Sundays with ATR72 (68 chair).

2012

Restructuring proposals

- Vietnam Airlines (VNA) has reported the Ministry of Transport (MOT) restructuring

proposals include targeted share of the parent company in 2013 and measures to improve

competitiveness and performance of the corporation. => VNA will have 15 subsidiaries and

12 associated companies (compared with 18 subsidiaries and 14 associated companies at

present); which includes the national airline company Fly Air Services (Vasco), Jetstar Pacific

- the airline that VNA is holding represents 69.93% state-owned, joint ventures airline

Cambodia Angkor Air

"10 weeks unleash takeoff and Vietnam Airlines" program

December 10, 2012 - Vietnam Airlines announced the deployment of open sales program "10

weeks unleash takeoff and Vietnam Airlines" on some domestic routes -> each week from

12.12.2012 to 27.02.2013 customers will have the opportunity to buy airline tickets for travel

between Hanoi and Da Lat / Buon Ma Thuot / Tuy Hoa / Chu Lai / Quy Nhon ; City. Ho Chi

Minh City and Quy Nhon; Da Nang and Pleiku / Da Lat; Rach Gia and Phu Quoc; Phu Quoc

and Tho with special rates from only 199,000 VNĐ

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Program "Promotion Fall 2012"

August 6, 2012 - Today, Vietnam Airlines announced the implementation of the program

"Promotion Fall 2012" with many attractive special rates (down to 50%), applied on a number

of international routes and domestic flights by airline operators.

Officially launching new routes

- October 22, 2012 - Today, Vietnam Airlines officially notified operators Da Nang direct

route - Vinh from 10/28/2012 with the frequency of 4 flights / week on Mondays,

Wednesdays and Fridays and Home Updated by ATR72 (68 seats)

- 12 December 2012 - began operating direct flights put City. Ho Chi Minh City - Jakarta

(Indonesia) with frequency of 4 flights / week on Tuesday, Wednesday, Friday and Sunday

using Airbus A321 aircraft.

- Launched new straight airways from Hanoi to Phu Quoc in 14th

December 2012

2013

SPECIAL PROMOTION FOR VIETNAM – LAOS ROUTE

“Golden lotus program” (GLP) members could also enjoy a special promotion program once

they book a trip from Hanoi or Ho Chi Minh City to Vientiane and Luang Phrabang (Laos),

with details as follows:

Bonus miles for newly registered members

A total of 3,000 bonus miles are granted to new GLP members who have successfully

registered in the period from December 15, 2012 to March 15, 2013 and have mailing address

in Laos.

Double-mile promotion

GLP members will have their miles doubled when flying between Hanoi, Ho Chi Minh City

and Vientiane, Luang Phrabang on Vietnam Airlines flights with designated VN carrier code.

The promotion is valid from December 15, 2012 to March 15, 2013. Eligible booking classes:

C, D, J, Y, W, S, B, H, L, T, N, R, O, Q.

December 1, 2013, Vietnam Airlines (VNA) system deployment in counter automated

pre-flight (kiosk check-in) at the Noi Bai International Airport - Hanoi to improve the quality

of service of its customers .

"Welcoming Fall 2013" Progam

05 May 08 2013 - Vietnam Airlines (VNA) announced program "Welcoming Fall 2013" with

preferential rates on many domestic routes and international exploitation by VNA. The

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program applies to retail customers in Vietnam buying tickets from 08.08.2013 - 22.08.2013,

cruise departures in the period 19.08.2013 - 31.03.2014. Accordingly, the

- The single fare for the journey inland VNĐ 333,000 and 666,000 VNĐ.

- Ticket price for international journeys lowest VNĐ 199,000 (approximately 9 USD),

depending on the route.

"Welcome Summer 2013" program

05 May 04 2013 - Vietnam Airlines (VNA) announced the "Welcome Summer 2013" with

preferential rates on all the domestic routes and international exploitation by VNA. The

program applies to retail customers in Vietnam buying tickets within 14 days from 08/4/2013

to end on 04/21/2013.

Launched “Golden moment” program

September 3, 2013 - Vietnam Airlines announced the deployment of programs sold "golden

moment" on some domestic routes. Accordingly, from 05.09.2013 to 09.12.2013 customers

will have the chance to buy airplane tickets to travel between City. Ho Chi Minh City - Vinh /

Hai Phong with special rates 666.000d / pm and between Hanoi / Ho Chi Minh City - Hue

price 555.000d / afternoon. Departure times from 12/9 to 11/15/2013. The price does not

include taxes and fees, tickets and accompanying conditions apply.

Officially launching new international routes:

December 23, 2013 - Vietnam Airlines official announcement exploit new international

routes Vinh - Vientiane (Laos) from the date of 01/12/2014.

June 24, 2013 - Vietnam Airlines officially notified exploiting two new international

routes Da Nang - Seoul (South Korea), and Da Nang - Siem Reap (Cambodia share)

from the date of 01/7/2013.

March 27, 2013 - Today, Vietnam Airlines officially notified operators direct flights

Nha Trang - Moscow, Moscow (Russian Federation) from 04/05/2013 with the initial

frequency of 1 visit / week on Friday with Boeing 777 aircraft.

January 8, 2013 - Today, Vietnam Airlines officially notified operators direct route

HCMC - Thanh Hoa from 2.5.2013 frequency of 5 flights / week on Mondays,

Wednesdays, Friday, Saturday and Sunday using Airbus A321 (184 seats).

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2014

Golden moment 2nd

, 3rd

, 6th

, 7th

, 8th

, 9th

, 10th

from 16th

Sep 2013 to 28th

April 2014

Continue selling "golden moment" 12 times

August 11, 2014 - Vietnam Airlines announces deployment programs continue selling

"golden moment" 12 times on some domestic routes and international carriers.

The "Golden Autumn 2014"

Hanoi, July 29, 2014 -Vietnam Airlines (VNA) announced the "Golden Autumn 2014" with

more preferential price only from VNĐ 199,000 (approximately 9 USD) on some

international routes due to VNA exploitation. This is one of the largest programs of its

preferential deployed annually yearly. The program applies to customers in Vietnam buying

tickets from 08/08/2014 to 22/08/2014, departing in the period from 22/08/2014 to

31/03/2015.

“Buy good price to Europe soon” Program

July 21, 2014 - Vietnam Airlines (VNA) launched the program "Buy good price to Europe

soon." Accordingly, customers will have the opportunity to buy a return ticket to Europe with

great rates from now until 31/08/2014 for cruise departures during the period from 01/9/2014

to 31/12/2014 , namely:

- On the journey between Hanoi / Ho Chi Minh City. Ho Chi Minh City to / from 03 cities of

Paris (France) / Frankfurt (Germany) / London (UK) and 23 regional cities in Western

Europe, preferential rates return VNĐ 9.595 million respectively (equivalent to 449 USD) and

VNĐ 11.727 million (equivalent to 549 USD)

- On the journey between Buon Ma Thuot / Da Nang / Da Lat / Hue / Nha Trang / Pleiku /

Tuy Hoa / Quy Nhon / Chu Lai / Dong Hoi to / from 03 cities Paris / Frankfurt / London and

23 cities Western Europe, preferential rates return VNĐ 10.445 million respectively

(equivalent to 489 USD) and VNĐ 12.585 million (equivalent to 589 USD). The flight

connecting flights in Hanoi / HCMC Ho Chi Minh City.

Special discount for retail customers to purchase tickets and depart for South Korea

07 - 09 January 2014 - Vietnam Airlines (VNA) program implementation sell special discount

for retail customers to purchase tickets and depart for South Korea from now until

07/31/2014. Specifically:

- For the journey Hanoi - Seoul / Busan, customers will have the opportunity to purchase a

return ticket with preferred rates for business class is 16.999.000VND / tickets (equivalent to

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$ 800) and economy class ticket is 10,199 .000VND / tickets (approximately 480USD)

- For city journeys. Ho Chi Minh City - Seoul: preferential rates applicable to business class

roundtrip ticket is 16.999.000VND / tickets (approximately $ 800) and one-dimensional as

9.555.000VND / tickets (approximately $ 450)

Officially launching a new international routes

July 16, 2014 - launched a new international routes to Japan's capital Tokyo is Da

Nang - Narita for first flight VN318 bearing number, which marks its 10th route from

Vietnam to Japan from Vietnam Airlines. -> This is the first route was opened

between City. Da Nang - The capital Tokyo, and was the 3rd international routes

originating from Da Nang to Siem Reap after routes (Cambodia), Seoul (South Korea)

of Vietnam Airlines. New routes will contribute to promoting tourism between Japan

and Central Vietnam through an international gateway Da Nang.

July 1, 2014 - launched a new international routes to Japan's capital, Tokyo,

Hanoi - Haneda flight VN384 first bearing number. New routes Hanoi – Haneda. On

the occasion of opening new routes, Vietnam Airlines will launch ticket sales

incentive programs for customers.

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V. Current situation facing Vietnam Airlines

Fierce competition

- Other low-cost competitors:

+ Domestic: VietjetAir, Jetstar Pacific Airlines…

+ Foreign: Emirates, Etihad Airway, Qatar…

- Ticket-price competition: expanding flight path and flight fleet, offering regular and

huge discounts… => Customers are the ones who benefit

- Lose domestic and international market share:

+ Domestic: 80% in 2011 down to 61.4% in 2013 and then, expected 55% in 2014

+ International: 40% in 2011 down to 40.5% in 2013 and then, expected 39.3% in

2014.

- Lose a number of customers shared by other competitors

- Lose profits from carrying cargo and passengers

High and increasing fuel prices

- 2 sources of fuel:

+ Minority: supplied by a domestic manufacturer

+ Majority: Imported from Eastern Europe => import duty

- Political disturbance in the Eastern Europe

- Price of fuel rises => Higher input cost

Unstable exchange rates

- VND depreciation => Increase price of fuel imported

- VND appreciation => Decrease revenue from foreign customers in international

flights

Difficulty in obtaining permission for air traffic in flight paths in China

Difficulty in booking slots in over-loaded terminal airports in China and Taiwan

Obstacles in equitization and restructuring process:

- IPO => raise capital and spend on buying new airplanes

- After a successful IPO, no direct funding support from the government any more

- State: 75% of charter capital => Risks of losing state budget due to red-tape,

corruption, “group benefit”…

- Delay and difficulty in the divestments in business for issuing shares due to

complicated formal procedures

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Probability of risks of air flight accidents: fog, storm and other unfavorable weather

conditions…

VI. References

http://www.vietnamairlines.com/wps/portal/vn/site/about_us/press_room

http://beetours.vn/blog/Vietnam-Airlines-dinh-huong-kinh-doanh-nam-2014

http://www.vietnamplus.vn/vietnam-airlines-dat-doanh-thu-725-ngan-ty-dong-nam-

2013/239182.vnp

http://www.vietnamairlines.com/wps/portal/vn/site/about_us/press_room/!ut/p/c4/04_

SB8K8xLLM9MSSzPy8xBz9CP0os3hnd0cPE3MfAwN_d09HAyM3F8NAD0MvA3

cXc_2CbEdFAGmgjSo!/?WCM_PORTLET=PC_7_CGAH47L00OGIA02FD1QH1J0

GF2_WCM&WCM_GLOBAL_CONTEXT=/wps/wcm/connect/vn/site/about_us/pres

s_room/khsxkd_2010

http://www.vietnamairlines.com/wps/portal/vn/site/about_us/press_room/!ut/p/c4/04_

SB8K8xLLM9MSSzPy8xBz9CP0os3hnd0cPE3MfAwN_d09HAyM3F8NAD0MvA3

cXc_2CbEdFAGmgjSo!/?WCM_PORTLET=PC_7_CGAH47L00OGIA02FD1QH1J0

GF2_WCM&WCM_GLOBAL_CONTEXT=/wps/wcm/connect/vn/site/about_us/pres

s_room/VNA_khai_thac_HAN_PQC

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