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Invited by Methodist Pilley Institute (MPI) to share knowledge and learning on Entrepreneurship and International Marketing with the students and public. MPI is a self funding higher learning institute, dedicated to nurture Sarawak's human resource capital and boasts of many alumnus who have become highly successful in their chosen fields
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How To Build A Business From Zero to Millions
RJ. LiowFounder & CEO of AYS
Key take out
Audience returning home with practical tools on what it takes to build a million
dollar business from scratch
Student Session:
60 Minutes Knowledge Download
• My stories (2 min)
• Building a business from Zero to Million (40 min)
• Goodie Bags (3 min)
• Q&A (15 min)
Public Session:
80 Minutes Knowledge Download
• My stories (2 min)
• Building a business from Zero to Million (40 min)
• International Marketing (20 min)
• Goodie Bags (3 min)
• Q&A (15 min)
Our Vision:To be a trusted brand for International Halal Business Advisory, Halal Ecosystem and M.I.C.E.
Our Mission:“To assist our customer partners to be successful in their business endeavor.”
Our Space
1. Halal New Economy
2. SMEs Capacity Building
3. Fast Moving Consumers Goods Industry (FMCG)
4. Equity Investment
Our core services
1. International Market Entry & Development
2. Coaching & Handholding on sales & profit improvement
3. Global Halal Entrepreneurship Program
4. Organize Conferences, Seminars & Business Matching
Halal Toyyibban (what is permissible & wholesome) as a concept could be
appealing to both Muslims and nonMuslims
A trusted brand for Global Halal Products and Services
Winner for product innovation in the Halal Industry, selected from over 200 companies
Another great win for Team AYS!
RJ. Liow, CEO of AYS receiving award from Former Prime Minister of Malaysia.
This proposal is a property of AYS Sdn Bhd. All rights reserved.
My first Halal venture
This proposal is a property of AYS Sdn Bhd. All rights reserved.
Sharing my learnings
Improving the competitiveness of SMEs, Seoul, 2014 15
Trained SMEs & Agencies supporting SMEs from 13 countries
* Panel Resource Speaker for Asia Productivity Organization (APO), Japan
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Global Halal Entrepreneurship Program
Our iconic program: Global Halal Entrepreneurship Program
AYS is a MICE Specialist. We build Brand, not just an event
This proposal is a property of AYS Sdn Bhd. All rights reserved.
Improving the competitiveness of SMEs, Seoul, 2014 18
We tailor make MICE program for you(meeting, incentive, conference, exhibition)
Our signature program: 2 in 1 Combo “Business Matching + Exhibition”
We closed US$14.5m sales in just under 5 hours of Business Matching*
* HDC Malaysia-Indonesia Biz Matching
A specialist in…
International Market Entry
Halal Entrepreneurship
MICE
Our online space
Halal Beauty + Haj & Muslim Holidays in One Online Super Store Truly Lifestyle. A world’s 1st!
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Halal Beauty + Haj & Muslim Holidays in One Online Super Store Truly Lifestyle. A world’s 1st!
“Nice Halal Ginger.”… PM Datuk Seri Najib
RJ. Liow, CEO of AYS with Prime Minister of Malaysia.
Improving the competitiveness of SMEs, Seoul, 2014 27
Seizing Opportunities ActionPreparationThe Formula
for Luck
ext course of action/exit point
The Formula for Luck!
Some pointers: • Idea validation• Market validation• Exit point• Contingency plan – next course of action/exit point
Improving the competitiveness of SMEs, Seoul, 2014 28
Numbers tell financial health of a business
• Profit & Loss Statement tells stories
• 50% of new start ups collapse in 3 years; 90% in 5 years
• 80% success rate for 2nd chance
• Processed data and analysis
Profit & Loss Statement – Critical ratios(eg: Personal care products industry)
%Sales 100Cost of goods 40Gross margin 60AP&P 30Contribution margin 30Overheads 20Profit Before Tax 10Corporate Tax 2.5Profit After Tax 7.5
Improving the competitiveness of SMEs, Seoul, 2014 29
Source: Liow Ren Jan, Marketing Halal: Creating New Economy. New Wealth 30
“The Million Dollar Pyramid”
Going GlobalExpand market
coverage
Managing DownsidesGross margin. Reduction in cost of goods. Overheads
Critical Success FactorsIntellectual properties. Marketing mix.
Operating systems. Communication. Cash flow.
The FundamentalsVision. Leadership. Winning team
Improving the competitiveness of SMEs, Seoul, 2014 31
The Fundamentals:
Setting Vision
Winning TeamLeadership
Improving the competitiveness of SMEs, Seoul, 2014 32
Intellectual Property
Marketing Mix
Operating systemsCommunication
Cash Flow Management
Critical Success FactorsGoal: Building a sustainable business
Improving the competitiveness of SMEs, Seoul, 2014 33
Critical Success Factor:
Intellectual property is expensive but necessary
Improving the competitiveness of SMEs, Seoul, 2014 34
Critical Success Factors: Marketing Mix
• The basic 4Ps: Product, Price, Promotions, Place
• Must address the following questions:
• What pains to solve
• What needs to fulfill
Improving the competitiveness of SMEs, Seoul, 2014 35
Critical Success Factor: Operating System
• Standard operating procedures
• Reduce the reliance on selected staffs
• Compliance is key
Improving the competitiveness of SMEs, Seoul, 2014 36
Critical Success Factor: Communication
• Share with the team the future of the company and where the brand will be in mid to long term
• Vision must be clear and vivid – team members must be able to see what you see!
Improving the competitiveness of SMEs, Seoul, 2014 37
Critical Success Factors: Cash Flow
• The most important factor of all
• The disaster is no money to keep all your excellent work going!
Improving the competitiveness of SMEs, Seoul, 2014 38
Cost of Goods Reduction &
Sourcing Strategies
Overheads Reduction
Low Cost Business Model:
Longer Term Sustainability
Managing Downsides
Improving the competitiveness of SMEs, Seoul, 2014 39
Managing Downsides
• Recipe for disaster if we were to loose sight of:
• Gross margin
• Reduction in cost of goods/sales
• Overheads
Improving the competitiveness of SMEs, Seoul, 2014 40
Managing Downsides
• Useful to involve your team
• Take ownership in cost cutting exercise
• Run profit enhancement projects
• Record and review
• Monitor progress and identify next actions
• Reward successes
Going Global
• Incredibly diverse
• Untapped potential
• Incremental Profits
• More complex
Improving the competitiveness of SMEs, Seoul, 2014 41
Improving the competitiveness of SMEs, Seoul, 2014 42
Marketing:
• Process to direct an organization's goods and services to consumers in order to make a profit.
International Marketing:
• Similar process but takes place in more than one country.
Improving the competitiveness of SMEs, Seoul, 2014 43
• Basic marketing principles apply to all markets around the world
• The difference: adjust those principles in different environments
• Issues are outside of their direct control
Improving the competitiveness of SMEs, Seoul, 2014 44
Examples of issues:
• Political, economic, cultural, technological and social situations experienced in different countries.
As an international marketer, your task is:
• Formulate your marketing mix • Adapt them to work within your target
market
Improving the competitiveness of SMEs, Seoul, 2014 45
• There is no guarantee that what works in one country or region will work in another.
• The key to success is your market research and understanding, and how you use it to effectively adapt your products and services.
Improving the competitiveness of SMEs, Seoul, 2014 46
Market Selection Consideration
5 most commonly considered factors in practice:
• Product nature
• Importation regulations
• Past experience
• Available export led network
• Distance to home market
Improving the competitiveness of SMEs, Seoul, 2014 47
International Market Entry Strategies
5 most commonly used strategies:
• Export
• Contract Manufacturing
• Foreign Direct Investment
• Joint venture
• Acquisition
Summary Strategy Plan:
How to formulate your entry to the international markets
Gathering of information and market intelligence
Identify the most lucrative market
Understand the distribution channel
Look for buyers/distributors/agents
Assess preferences and existing products in market place
Address certification issues and other market requirements
Benchmark on what others are doing
Identify the most effective promotion program
Each country differs in preference (Social strata, culture etc)
Improving the competitiveness of SMEs, Seoul, 2014 49
A neglected global market opportunity: the exciting e-Commerce
The market size:
• Global : US$1.5 trillion
• Asia : US$600b
• USA : US$500b
• Europe : US$400b
1. Young Entrepreneur Program (YEP)
• Duration: 3 days
• Course fee: RM600/pax
• Loan RM20k-RM100k
• 4-5% p.a interest
• 30 years old or younger
• Minimum SPM qualification
This proposal is a property of AYS Sdn Bhd. All rights reserved.
2. Graduate Entrepreneur Incubation Program (PIUS)
• Duration: 3 days
• Fee: RM600/pax
• Loan RM20k-RM500k
• Flat 4% p.a interest
• 40 years old or younger
• Minimum Diploma qualification
This proposal is a property of AYS Sdn Bhd. All rights reserved.
Sneak Preview: National Conference on Marketing Halal & Funding Solutions October 14-15, 2014, PWTC, Kuala Lumpur
1st of its kind in Malaysia! Don’t miss it!
Normal price: RM1,100Sign up today: RM780!Save: RM320 or 29%!
Co-organizers:
This proposal is a property of AYS Sdn Bhd. All rights reserved.
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Google “RJ Liow” and “Ren Jan Liow” for media coverage
Email: lrj@ays.com.my
Call us : +60-3-6263 8550
Connect with me on Facebook and LinkedIn
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