inside this issue cover story gst zero-rating and its ... · saving money: the top 100 best ways to...

Sectoral ImpactIt is quite apparent that the biggest beneficiary of the zero-rating GST will be the consumer-related sectors. SMEs can expect an immediate upliftment in consumer sentiment, which has been subdued as reflected by MIER’s CSI which has remained below 100 pts since 3Q 2014 i.e. pre-GST implementation in April 2015. Earnings wise, this will be positive for SMEs in the consumer, automotive, aviation, construction and property development sectors via either higher/raised volume sales or margin expansion as the SMEs and businesses would no longer have to absorb the GST. Selected sectors’ impact are as follows. AutomotiveAssuming that Sales Tax (10% prior to the adoption of GST) would not return to replace the GST in the immediate terms, the industry believes that new/recon car prices should be cheaper by ~ 6%, effective 1 June 2018. SMEs in the auto industry can bank on this new development as it should help boost the Total Industry Volume (TIV) sales beginning 2H18 to catch up with our 2018 TIV forecast of 595k units (+3% YoY). Note that our 1Q18 TIV was down by 4% YoY to only 135,100 units. However, analysts cautioned that sales in May (pre-GST zero-rating) could fall drastically as consumers tend to hold back their purchases. Ahead of the festive Hari Raya Aidilfitri, SME auto players typically tend to engage in price war (via discounts and freebies) to boost sales and volume, while sacrificing margins during the period. However, with

A Monthly Bulletin for Entrepreneurs

INSIDE THIS ISSUEPP18996/04/2016(034470)

Issue 27April - May 2018

Complimentary Copy

ANALYSIS:Healthcare Market in Malaysia Page 2

POINT-OF-SALE:7 Effective Selling Habits That’ll Skyrocket Your Sales Page 4

URUS BESTARI:5 Strategi bagi Menjamin Kelangsungan Perniagaan Anda Page 5

BUSINESS ALERT Page 6-7

PERSPECTIVEHigh Risk SME Industries And FinancingPage 8

PENGURUSAN SUMBER MANUSIAMenambahbaik Kualiti Pekerja Dalam Organisasi Page 9

SEMBANG USAHAWAN:Nor Zachy Fernandez Zahari Fernandez0-11

KNOWLEDGE SPA:Saving Money: The Top 100 Best Ways To Save Your Money And To Spend Your Money Wisely Page 12

ENTREPRENEURS’ EVENT CALENDAR Page 12

COVER STORY

continue on page 2

The new Government on 16 May 2018 announced the zero-rating of the 6% Goods and Services Tax (GST) effective 1 June 2018. This does not apply to goods

and services where the 6% GST has been exempted, where the exemption stays. The zero-rating of GST represents the first delivery of the 10 promises for the first 100 days, by the new Government, in its 14th General Election (GE14) manifesto.

Macro ImpactUnder Budget 2018, this year’s expected GST revenue is RM43.8 billion. The zero-rated GST effective 1 June 2018 implies GST revenue shortfall of RM25.6 billion on a simple pro-rated basis, equivalent to 1.8% of GDP deterioration in budget deficit, which is targeted to be at 2.8% of GDP this year under Budget 2018. The mitigating factor here is the upside to Budget 2018’s oil-related revenue forecast of RM37.7 billion amidst rising crude oil price. To note, Budget 2018’s crude oil price assumption is USD52/bbl (Brent) against year-to-date average of USD69/bbl. For every USD10/bbl rise in annual average crude oil price, it will boost oil-related revenue by RM7 billion - RM8 billion. Further mitigation should come with the eventual reintroduction of the Sales and Services Taxes (SST) which previously earned the Government RM17.2 billion on a full year basis. Besides, the budget deficit impact does not factor in, the potential low hanging fruits rationalisation in the new Government spending to reduce wastages, excesses and leakages as well as savings from operating efficiencies.

GST Zero-Rating and Its Implications On Selected SME Sectors by Datuk Dr Ghaz

www.smebank.com.myDownload our mobile apps at

this announcement, we foresee price war ahead of this year’s festivity (in mid-June) may not be as intense as it will take less efforts/incentives to convince buyers to make their purchases. This should translate to slightly better auto margins for the SMEs in auto industry in the upcoming period compared to the previous year.

ConsumerHere again, assuming that the SST would not automatically return as its replacement, consumer products which are “standard-

BizPulse | Issue 27 : April - May 2018

2

Structural TrendsThe Malaysian healthcare sector will experience robust growth driven by the country’s concerted effort to improve the health and well-being of its population. In 2017, healthcare expenditure in Malaysia was valued at RM60.12 billion and is expected to grow by 9.6% in 2018 to reach RM65.90 billion. Health expenditure will experience a five-year compound annual growth rate (CAGR) of 9.0%, reaching RM92.69 billion by 2022. Over the extended forecast period, the sector’s value is expected to more than double, growing at a CAGR of 8.5% to reach a value of RM135.63 billion by 2027. Healthcare spending per capita is calculated to rise from RM1,743 in 2017 to RM2,936 in 2022, and RM4,388 by 2027. In 2017, Malaysia spent 4.5% of its GDP on healthcare, a figure that sits below the regional average of 5.6%. The value does not correlate directly to the quality of healthcare provided, although it does give an indication of the government’s commitment to healthcare

ANALYSIS

continue from page 1

AdviserDato' Razman Mohd Noor

Chief Operating Officer(Operations & Group

Corporate Management)

Editor-In-ChiefDatuk Sheikh Ghazali Abod, Ph.D

DirectorEntrepreneur Development Division

EditorNorhisham Hamzah

ContributorsKhairil Anuar Mohammad Anuar

Wan Zainuddin Wan MudaRusydan Hamedy Rusli

Hayati Abu Seman

Design & LayoutHaja Sharoni Shah

Rafiq Asyraf

Published BySmall Medium Enterprise

Development BankMalaysia Berhad (49572-H)

Menara SME Bank Jalan Sultan Ismail

50250 Kuala Lumpur Wilayah PersekutuanTel: +603 2615 2020

Fax: +603 2698 1748Customer Service Centre:

1-800-88-3131www.smebank.com.my

Project ManagementCentre For Entrepreneur

Development And Research Sdn Bhd (CEDAR) (1042601-M)

Level 6, Menara SME BankJalan Sultan Ismail

50250 Kuala LumpurTel: +603 2615 2063

Fax: +603 2692 5916www.cedar.my

SME Bank Group of Companies

DISCLAIMER The views and opinions expressed

throughout this newsletter are those of the authors and do not necessarily reflect the

official position and views of the SME Bank.

Copyright © Small Medium Enterprise Development Bank Malaysia Berhad.

All rights reserved. This publication is not to be reproduced in part or whole without the

express permission of the copyright holders. Materials on this publication are protected by

copyrights law. Unauthorised reproduction or distribution of copyright materials, or any

portion of it, may result in severe civil and criminial penalties and will be prosecuted to the maximum extent possible under the law.

Construction and Property DevelopmentWe expect zero-rating in GST will positively lead to an immediate decline of 6% in prices of commercial properties [such as Small Office Home Office (SOHO), Small Office Flexible Office (SOFO) and Small Office Virtual Office (SOVO) and shop offices] from 1 June 2018, making them more attractive. The commercial property purchases are currently placed under the “standard rate” GST category where developers are allowed to pass on the 6% GST directly to purchasers (sales price + GST). As for residential properties, it currently falls under the “exempt rated” GST basket of goods, hence, no direct GST is being charged. However, as taxes incurred during the procurement of inputs and materials are all taxed at 6% GST, (versus the previous Sales Tax of 5% for construction materials), the GST implementation has led to an indirect increase in property prices

rated” should theoretically see reduction in prices by about 6%. SMEs can expect this development to provide a boost to consumer spending in the near term and a broad-based positive impact. As the current 6% GST was partly associated with the rise in cost of living, this development would certainly help further lift consumer sentiment. While the MIER’s Consumer Sentiment Index (CSI) has bottomed in 4Q 2015, there seems to be an uptrend expectation henceforth. Among the large beneficiaries of this zero-rating measure are the broad-based retailers such as AEON, Giant, Tesco, Mydin and convenience retailers such as 7-Eleven and MYNEWS, as they stand to gain from better consumer demand and sales volume in the near term. SMEs who are suppliers or vendors to these retailers stand to equally benefit from this emerging trend.

Malaysia will remain firmly committed to improving health quality and access across the country as part of the 11th Malaysia Plan. In recent years, the healthcare sector

has seen increased government expenditure, with an increase in medical facilities and higher quality treatments. However, the country’s rising disease burden, increasing health costs and a lack of financial sustainability will pose significant challenges.

Latest UpdatesIn December 2017, the Ministry of Health proposed a wealth of new health policies aimed at tackling the growing trend of non-communicable diseases, primarily focusing on lifestyle habits. Malaysia’s proposed national budget for 2018 included a RM27.0 billion allocation to the healthcare sector, an increase of 9.5% compared to the 2017 budget allocation.

Healthcare Market in Malaysia By CEDAR Research Team

Issue 27 : April - May 2018 | BizPulse

3BizPulse | Issue 27 : April - May 2018

Analysis

Datuk Dr Sheikh Ghazali Abod is the Director of Entrepreneur Development Division, SME Bank. He can be reached at [email protected]

by circa 3%+, (assuming of course that developers transfer the extra cost implicitly via the selling prices to the purchasers). Hence, the zero-rating in GST is expected to lower residential property prices moving forward. Eventually, those SMEs involved in the construction and property development may also see better profitability, considering those extra costs been fully/partially embedded into the sales prices.

Transport – AviationWe notice that, the GST zero-rating will also positively impact the aviation sector on three items: (i) passenger service charges (PSC) for both domestic and international passengers; (ii) fuel consumed for domestic flights which are now subjected to GST; and (iii) basic maintenance and consumables. The biggest beneficiary is

Airasia as it has sizeable domestic flights with a potential reduction in its fuel cost. At the current rate, the GST savings for PSCs for domestic flights would be MYR0.66/pax, MYR2.10/pax for ASEAN destinations and MYR4.38/pax for international non-ASEAN flights. Airasia X’s passengers are mostly international non-ASEAN and the PSC’s saving will be MYR4.38/pax. Meanwhile, the MAHB's benefits are limited to maintenance and terminal services that it engages with third parties. As the travel industry is relieved of GST and becomes more competitive, those SMEs involved in the travel and tourism industry, as well as those vendors or contractors providing

provision. In 2017, public healthcare expenditure reached RM33.26 billion, representing 55% of total healthcare spending in Malaysia. The government expenditure will remain around this mark - in recent years the government announced plans to boost the healthcare workforce - but the rate of increase will be in line with the private sector. By 2022, public health expenditure will reach RM51.32 billion, growing at CAGR of 9.1%, identical to the private sector CAGRs. The government’s commitment to the healthcare sector is one of the key drivers of growth within the country’s healthcare market, particularly given that public spending accounts for a significant share of the overall healthcare expenditure. Malaysia’s 2018 budget highlights the government’s commitment to longer-term development objectives, with the government planning to spend RM280.2 billion on various initiatives in 2018 (a 7.5% increase from 2017). The country’s proposed national budget for 2018 includes a RM27.0 billion allocation to the healthcare sector, an increase of 9.5% compared to 2017 budget allocation. However, Malaysia’s health budget at 4% of the GDP is lower than that of WHO’s recommended budget for healthcare at 7% of the GDP. This will remain a cause for concern as an insufficient allocation might result in shortages of essential drugs needed to treat diseases, particularly non-communicable diseases and pose challenges for multinational pharmaceutical firms operating in the country. Medical tourism will play a key role in shaping the healthcare market. As Malaysia’s medical tourism sector matures, the country will see the rise of core geographic centres focus on the industry.

Private healthcare providers have long been concentrating in key locations such as Iskandar Malaysia, reinforcing this trend. The authorities are currently examining the possibility of the new hub developing a niche in fields such as cancer, cardiology, urology, women’s health and paediatrics. In August 2017, TMCLS, a major South East Asian healthcare provider, indicated that it would invest in the Iskandar project, with a new, first-of-its kind integrated medical hub costing RM1.2 billion excluding land cost. This is expected to be completed in late 2020, with a 500-bed tertiary hospital, specialist medical suites and related health and wellness facilities. Efforts to establish medical tourism hubs within Malaysia will be supported by private healthcare providers. In part, such support aligns with their business

strategy of leveraging the rise of medical tourism in the country. Malaysia-based KPJ Healthcare acknowledged the opportunities presented by the sector in its 2015 annual report and has earmarked four Joint Commission International-accredited hospitals to cater to medical tourists. Of the four, KPJ Johor and KPJ Penang will stand to gain from the government’s efforts to develop the respective locations into medical tourism hubs. IHH Healthcare has similarly expressed its aim of growing the revenues generated from medical tourism in Malaysia. In 2015, the firm reported that medical tourists account for less than 10% of patient revenue, and that it intends to increase this over the next five to 10 years. Like KPJ, IHH will benefit from the government’s plans as it has hospitals in all three locations identified as potential hubs.

e/f = BMI estimate/forecast. Source: WHO, BMI

Healthcare Expenditure Forecast (2013-2027)

services to airports and airlines would equally benefit from the move. Indeed, the removal of the Goods and Services Tax effective June 1, 2018 will enable people, especially the B40 and M40 income earners, to regain some level of their purchasing power with an increase in the quantity of their disposable income. For SME Bank whose customers are mostly in the retail and services industries, we look forward to an improved performance of the SMEs in all inter-related sectors, by virtue of expected increase in customers’ spending patterns, either due to perception of savings or reality in cost reduction.

2013

2014

2015

2016

2017

e

2018

f

2019

f

2020

f

2021

f

2022

f

2023

f

2024

f

2025

f

2026

f

2027

f

60

0

40

20

6

0

4

2

Health spending, USDbn (LHS)Health expenditure constant FX rate, USDbn (LHS)Health spending, % of GDP (RHS)



4POINT-OF-SALE

7 Effective Selling Habits That’ll Skyrocket Your Sales

by CEDAR Research TeamA lot has been written

on how to be a good salesperson. Most of it is great, but there’s an easy way

to cut through the confusion. Here are seven key selling habits that consistently separate high-performing salespeople from the rest. Whether you are selling your own product or are managing a sales team, these are the most effective things you can do to close more deals. Improving these seven habits is the key to increasing your sales, your business revenues and your profitability.

Prospect For Ideal Customers

To succeed greatly in sales, you must spend more time with people who are better prospects. You must prospect and look for new business 80 percent of the time. You must be prospecting morning, noon and night. You must never relax in your prospecting efforts until you have so many customers that you don’t have enough time left in the day to sell and satisfy all the people who want to buy from you.

Establish Rapport

The second habit for sales success is the habit of focusing on the relationship before anything else. You should focus on establishing rapport, trust and credibility with each prospect from the first contact. The most successful salespeople take as much time as necessary to establish trust with that client. They ask good questions and listen closely to the answers. They seek to understand the customer’s situation and needs before they make any attempt to talk about their product or service. The rule is this: “If the customer likes and trusts you, the details won’t get in the way of the sale. If the prospect, however, is neutral towards you, or even worse, negative, the details will trip you up every step of the way.”

Identify Needs Clearly

The third habit of top salespeople is that they make a habit of asking questions and identifying the real needs of the prospect relative to what they’re selling. Most prospects aren’t aware that they can improve their life or work situation when they first meet you. This is the reason prospects often say things like, “I’m not interested,” or “I can’t afford it,” or “We’re quite happy with our existing situation or supplier.” The more questions you ask about the customer’s situation, and the more you link your product to those needs, the more open the customer becomes to learning about your product or service and eventually buying it.

Present Persuasively

The fourth habit developed is the habit of making excellent, logical, well-thought-out presentations of the features and benefits of their product. If you’ve identified a prospect who can benefit from what you

sell, established a comfortable level of trust and rapport and identified their needs clearly, the presentation is where you show the customer why it makes excellent sense for them to act on your recommendations.

Answer Objections Effectively

The fifth stage of excellent selling is the habit of answering objections and resolving concerns in a confident, competent manner. You do this by thinking through all the objections that a qualified prospect might make, and then develop logical, complete answers to each of these objections so you’re prepared if and when they come up. The very best sales professionals have developed completely clear, “bulletproof answers” so that when objections arise, they can be put to rest quickly.

Ask For The Decision

The sixth part of selling is developing the habit of asking the customer to make a buying decision. No matter how good your presentation or how high the level of trust and credibility that exists between you and your customer, there’s always a moment of stress or tension at the making of a buying decision. Your job is to move quickly and professionally through that stressful moment by asking for the order in a confident, professional manner and then wrapping up the sale. The very best sales professionals plan their closes in advance. They watch for buying signals from the customer, ask questions to make sure there are no lingering objections and then ask clearly and straightforwardly for the customer to take action now.

Ask For Resale And Referrals

Finally, top sales professionals develop the habit of asking for resale and referrals from each customer. They know that every person they talk to, knows at least 300 other people by their first names. They therefore give good service to their customers and ask for referrals to similar prospects. The habit of thinking in terms of resale and referrals is the key to high income and high profitability. The most successful salespeople and companies have high levels of repeat business and a continuous stream of new customers that come from referrals from their satisfied customers.

POINT-OF-SALE

5



URUS BESTARI

oleh CEDAR Research Team

Setiap orang yang menceburkan diri dalam perniagaan pasti mempunyai harapan dan semangat tinggi untuk melihat perniagaan mereka maju dan

diterima ramai. Namun, tidak semua perniagaan diusahakan mampu menepati sasaran yang dicitakan. Lebih malang jika ia harus dibubarkan disebabkan mengalami kerugian. Inilah risiko yang perlu ditanggung oleh mereka yang bergelar usahawan. Terdapat pelbagai sebab yang boleh menyumbang kepada penurunan prestasi syarikat. Mari cuba 5 strategi ini yang mungkin boleh membantu memulihkan prestasi syarikat yang sedang merudum:

Utamakan Tugasan PentingKesalahan yang sering dilakukan oleh usahawan baharu adalah cuba

menggalas segala tugas syarikat sendiri. Elakkan semua itu dan serahkan tugas yang kurang penting kepada kakitangan. Anda bukan komputer yang mempunyai teknologi hyper-threading yang mampu melakukan 1,000 tugas dalam suatu masa. Besar kemungkinan punca syarikat anda merudum kerana anda tidak memberikan 100% perhatian kepada perkara-perkara yang lebih penting kerana terlalu sibuk dengan tugasan kecil. Jadi, biarkan orang lain mengambil alih tugas-tugas kecil tersebut kerana anda perlu memberi tumpuan dan perhatian sepenuhnya terhadap wawasan dan prestasi syarikat.

Tetapkan PerjanjianPada awal penubuhan syarikat, tugas dan skop kerja setiap rakan

kongsi perlu terlebih dahulu dipersetujui bersama. Sebuah kajian oleh Funders and Founders mendapati bahawa 62% syarikat baru gagal kerana wujud konflik antara rakan kongsi. Perkara ini bukan sahaja menjejaskan produktiviti syarikat terutama jika ia sebuah syarikat kecil, tetapi ia juga akan mengganggu emosi dan mental serta menambahkan stres. Maka tidak hairanlah jika perniagaan anda mengalami penurunan prestasi dan akhirnya merudum. Sebelum prestasi syarikat menurun ke tahap yang lebih parah, anda perlu duduk berbincang dan memberi ingatan kepada setiap rakan kongsi tentang tanggungjawab dan skop kerja masing-masing. Dengan ini, Insya-Allah, mereka lebih bertanggungjawab dan tidak mengambil kesempatan dengan melepaskan segala urusan syarikat

kepada anda, lebih lebih lagi jika rakan kongsi terdiri daripada ahli keluarga sendiri.

Fokus Satu ProdukDalam mana-mana perniagaan pasti anda mempunyai seribu

satu idea tentang apa yang perlu syarikat lakukan. Sebolehnya anda memang mahu melancarkan pelbagai produk bagi memperkenalkan jenama dan menaikkan jualan. Namun penting bagi anda menetapkan matlamat agar tidak tersasar daripada misi utama penubuhan syarikat tersebut. Memang baik untuk merancang dengan teliti perjalanan dan hala tuju syarikat, namun ingatlah bahawa perniagaan yang merudum mempunyai sebab-sebab tertentu. Jika setiap orang sibuk memikirkan dan mengejar untuk mencapai enam atau tujuh matlamat, sudah pasti ada matlamat yang akan terabai. Ini amat penting, jika perniagaan itu masih baru dan produk-produk ini masih di peringkat merangkak lagi dan perlu ditambah baik dari aspek seperti mutu dan edaran, misalnya.

Analisa Semula Strategi JualanJualan ialah aspek perniagaan yang paling penting dan prestasi

jualan syarikat terletak di atas bahu setiap kakitangan anda. Oleh itu, jika mereka datang dan pergi tanpa mencapai sasaran jualan yang sepatutnya, sebagai majikan, anda perlu memainkan peranan untuk menyelamatkan perniagaan. Menurut pakar, terdapat banyak sebab prestasi kakitangan jualan tidak cemerlang. Mungkin mereka kekurangan kemahiran insani (soft skills) dan karisma, tidak mesra teknologi, tidak bermotivasi, tidak

mengikut proses jualan, tidak membuat hubungan susulan, perkhidmatan pelanggan yang lemah atau tidak mencari prospek baharu yang mencukupi. Kesemua masalah ini boleh diatasi dengan latihan, kursus serta pengawasan ketat jika kakitangan anda ada kemahuan untuk memperbaiki diri. Memang benar bukan semua orang sempurna. Oleh yang demikian, sebagai majikan, anda perlu mengenal pasti simptom-simptom bahaya ini dan bertindak cepat menggantikan mereka dengan calon yang benar-benar komited dengan kerja. Walaupun ia adalah proses yang merumitkan, tetapi penting dilakukan.

Bersedia dengan Plan KontingensiSebagai seorang usahawan, anda perlu mahir dalam membuat

perancangan. Di samping membuat perancangan tentang bagaimana untuk meningkatkan pertumbuhan perniagaan, anda juga perlu tahu bagaimana merancang pelan kecemasan atau ‘contingency plan’ bagi menghadapi saat yang tidak diduga seperti kemelesetan ekonomi atau kejatuhan perniagaan yang disebabkan oleh faktor dalaman. Dengan mempunyai plan kontingensi atau ‘exit plan’ ini, anda dapat membuat tindakan dengan lebih yakin dan tidak dipengaruhi emosi. Seeloknya, sewaktu membuat pelan perniagaan semasa anda memulakan perniagaan dahulu, anda juga sudah bersedia dengan satu lagi ‘exit plan’ atau ‘contingency plan’ yang mengambil kira setiap risiko yang perlu ditanggung sekiranya perniagaan anda gagal. Dengan ini, anda sudah mempunyai perancangan spesifik sekiranya tiba-tiba keadaan tidak menyebelahi anda.

5 Strategi bagi Menjamin Kelangsungan Perniagaan Anda



BUSINESS ALERT

by Corporate Planning , SME Bank Malaysia

BUSINESS ALERT

RECENT DEVELOPMENT • Oil prices (May 2018) – Oil prices dipped after

a rising rig count in the United States pointed to higher production, but markets held near their highest in over three years and remained set for a second straight month of gains. Brent for June settlement fell by USD0.50 to USD74.14 a barrel (bbl).

• Maybank Research: Overall, analysts believe the whole sector is likely to see a recovery on all fronts, albeit at different extents. The sector is now turning the corner with better oil prices outlook. The recovery of the sector is largely premised on the following observations — (1) stronger earnings and operating cash flow generated by oil majors, (2) 16% higher capital expenditure (capex) spending guidance in 2018, (3) resumption of contract flow, and 19% to 40% upward revision from 2018 to 2019 activities in the latest Petronas’ Activity Outlook. » Demand for upstream service assets is

likely to be stronger while downstream-related companies came above expectations on the back of stronger refining and petrochemical spreads.

» However, geopolitical supply risks such as instability in the Middle East and unrest in Venezuela could trigger volatility in the

OIL, GAS AND ENERGY

RECENT DEVELOPMENT • Abeer Medical Group, a leading healthcare

provider in the Gulf Corporation Council (GCC) and KPJ Healthcare, Malaysia have inked a pact for medical referrals and other associated cooperation recently in order to ensure easy access to an array of specialized healthcare services. » KPJ Healthcare, the premier healthcare

group in Malaysia, provides the most advanced IBM's Watson Cancer Diagnosis and Treatment which are limited to a few hospitals across the globe. The cooperation between the two medical providers would benefit the patients for

HEALTHCARE

early detection, treatment and continuity of care.

» Oncology and Cancer Treatment Planning by IBM’s Watson Software is one of the most advanced and effective modalities in cancer care. Researches indicate a high level of acceptance for this modality, and so is its effectiveness.

OUTLOOK: NEUTRAL• Universiti Malaysia Pahang (UMP): Local pharmaceutical companies have

to import up to 2,000 tonnes of halal gelatine annually, as the material is hardly produced

in the country despite high demand. A research conducted by UMP and two major pharmaceutical companies in the country revealed that apart from medical purposes, 60% of the total imported material is for the food and beverage industry. » It is estimated that for the entire country’s

local pharmaceutical market, it requires not less than 2,000 tonnes of halal gelatin in a year.

» Malaysian Muslims currently spend some RM1.1 billion on pharmaceutical products, and the figure is projected to grow by 9.5% to reach RM1.9 billion in 2021.

oil market, leading to oil price potentially overshooting above USD80 a bbl and put the sector back in the limelight in the interim.

• Energy Information Administration (EIA): U.S crude stocks rose by 6.2 million bbls to 435.96 million bbls in the week to April 27, 2018, marking a 2018 high. Gasoline stocks rose by 840,000 bbls, compared with expectations for a 625,000-bbl drop.

OUTLOOK: NEUTRAL• RHB Research: Brent is forecast to maintain at USD64 per bbl for 2018 and

USD60 per bbl for 2019 and 2020. Analysts have assumed that OPEC and non-OPEC countries would maintain their 1.8 million bbls per day cut throughout 2018. For 2019 and beyond, there is still uncertainty on the extension of the production cut in addition to continued growth in US shale oil production. However, offsetting factors include escalating geopolitical tensions, rising demand from continued global economic growth, and the uncertainty of supply from Venezuela.

• World Bank: Crude oil prices are forecast to average USD65 a barrel over 2018, up from

an average of USD53 a barrel in 2017, on strong demand from consumers and restraint by oil producers. In its April Commodity Markets Outlook report, prices for energy commodities - which include oil, natural gas and coal - are forecast to jump 20% in 2018, a 16 percentage points upward revision from October 2017 outlook. » The World Bank also predicts oil prices

to average at USD65 a barrel over 2019. The accelerating global growth and rising demand are important factors behind broad-based price increases for most commodities and the forecast of higher commodities prices ahead.

» The upside risks to the forecast include constraints to US shale oil output, geopolitical risks in several producing countries and concerns the United States may not waive sanctions against Iran. Meanwhile, downside risks include weaker compliance with the oil producers' agreement to restrain output or outright termination of the accord, rising output from Libya and Nigeria, and a quicker-than-expected rise in shale oil output.

RECENT DEVELOPMENT • International Air Transport Association

(IATA): Global air freight markets showing that demand, measured in freight tonne kilometers (FTKs), rose by +1.7% YoY in March 2018 compared to +1.4% YoY recorded in March 2017. » The slowdown is principally due to

the end of the restocking cycle, during which businesses rapidly increased their inventory to meet unexpectedly high demand. A softening of global trade is also evident.

» Looking ahead analysts remain optimistic that air cargo demand will grow by 4%-5% this year. But there are some

BUSINESS SERVICES

headwinds. Oil prices have risen strongly, and economic growth is patchy. The biggest damage could be political. The implementation of protectionist measures would be an own-goal for all involved - especially the US and China.

OUTLOOK: NEUTRAL• The Master Builders Association Malaysia (MBAM) is projecting that

the values of construction jobs awarded in 2017 and 2018 would be about RM170 billion and RM180 billion. The projected values were lower than the RM229 billion achieved in 2016 as the construction industry has yet

to feel the full impact of the spending for major government infrastructure jobs. The value would increase by about +7% to RM180 billion, as the packages for government projects gradually roll out.

7



Business Alert

RECENT DEVELOPMENT • Airbnb: Malaysia has set the highest growth

rate of all Airbnb markets in Asia with a 137% YoY growth in 2017 to hit 1.5 million arrivals into the country. Hospitality is intrinsic to the Malaysian culture, and the company sees an interest in people wanting to open up their homes to travelers, providing an authentic and local experience. » Malaysia has around 31,900 listings as of

end-2017 — 69% higher year-on-year. The top five countries where Airbnb travelers to Malaysia originate from are Singapore, China, the US, Indonesia and Australia. Airbnb listings in Kuala Lumpur alone have reached 11,200 listings — a 65% jump.

TOURISM

• TA Securities: Passengers’ traffic in March 2018 registered 8.6 million passengers or +4.0% YoY growth over March 2017 (8.27 million passengers). » International traffic recorded 4.5 million

passengers or +11.8% increase, while the domestic sector registered 4.1 million passengers, a decline of -3.5% YoY.

» In the first quarter of 2018, MAHB’s airports in Malaysia registered a +3.6% growth in passenger volume to 24.4 million from the year-ago period. International traffic increased by +10.8%, while domestic traffic declined by -3.5%.

store-based retailers. In 2016, online sales amounted to RM3.97 billion. » Consumers in Malaysia are becoming

increasingly accustomed to online shopping through a range of electronic devices such as computers, tablets and mobile phones. With the nation’s developed telecommunication infrastructure and high mobile penetration rates, many consumers have access to the internet and online stores.

» Malaysian-based online payment gateway solutions firm iPay88 recorded 58.5 million transactions over its systems in 2017 — a 53.1% jump compared to a year ago.

» Analysts expect internet retailing in Malaysia to hit RM6.25 billion this year and further accelerate to RM7.67 billion in 2019.

» For the whole of 2017, the retail sale growth rate was 2.0% (or RM99.8 billion) compared with the same period a year ago. The retail industry’s performance last year lagged the GDP growth rate of 5.9%.

» The group is hopeful that their business will begin to recover in 2018 and estimates 4.7% growth in retail sales this year (or RM104.4 billion).

OUTLOOK: NEUTRAL• Euromonitor International: Internet retailing in Malaysia grew from

RM1.29 billion in 2012 to RM5.09 billion last year — a three-fold increase in just five years. This includes sales generated through pure e-commerce web sites and sites operated by

RECENT DEVELOPMENT • Department of Statistics Malaysia (DOSM):

Malaysia’s wholesale and retail trade sales value increased by 7.5% in February 2018 to RM97.3 billion compared with the previous corresponding period in 2017. The sales value consisted of wholesale trade (RM47.6 billion), retail trade (RM39.2 billion) and motor vehicle (RM10.5 billion) businesses. » The positive growth was contributed

by the retail trade and wholesale trade sectors, which grew by 9.2% and 7.5%, respectively.

• Retail Group Malaysia (RGM): The overall Malaysian retail industry’s sales grew by +3.1% YoY in the fourth quarter 2017 mostly due to Christmas and year-end sales. This was an improvement from the -1.1% YoY growth recorded in the immediate previous quarter.

WHOLESALE AND RETAIL

OUTLOOK: POSITIVE• Malaysian Aviation Commission (Mavcom): The government is in the

midst of drafting the ceiling price to control the airfares for domestic flights. The ceiling price plan was expected to be completed by June 2018. This was following complaints of spikes in rates especially during festive seasons. Currently, the government did not set any rule regarding the fare and allowed the airlines to set the fare based on their respective commercial decisions.

RECENT DEVELOPMENT • Telekom Malaysia Bhd (TM) is allocating up

to 30% of its revenue for capital expenditure (capex) this year, which will primarily be spent on its infrastructure for WiFi, high speed broadband (HSBB), long-term evolution services and its mobile business. » The allocation would exceed last year’s

RM2.76 billion, which represented 22.8% of its revenue, and anticipates 2018’s capex to be higher owing to an increase in revenue. The company expects 3-4% growth in revenue for this year, driven by the convergence of all its services.

• Ministry of International Trade and Industry (MITI): Seventy manufacturers participating in the Digital Free Trade Zone (DFTZ) SME Onboarding Program have so far generated RM52.1 million in sales under the eTrade Outcome Assessment 2017, with exports

COMMUNICATIONS CONTENT AND INFRASTRUCTURE

climb from RM10.56 billion in 2017 to reach RM11.58 billion this year and to RM11.89 billion in 2019.

» For data center systems, it was projected to increase from RM2.25 billion last year to RM2.33 billion this year and RM2.35 billion in 2019.

• As for software, spending is expected to rise at a stronger pace from RM4.66 billion last year to RM5.17 billion this year and RM5.75 billion in 2019. » IT services was forecast to see an increase

in spending from RM11.42 billion in 2017 to RM12.14 billion in 2018 and RM12.85 billion in 2019.

» Communication services was projected to increase from RM32 billion last year to RM33.29 billion this year and RM34.17 billion in 2019.

worth RM18.1 million. To date, the number of SMEs participating in the DFTZ SME Onboarding Program has increased to 2,651 from 1,970 in November last year. » The DFTZ would be a game changer

for Malaysia in striving to become an e-commerce hub and urged players on board to aggressively promote Malaysia.

OUTLOOK: NEUTRAL• Gartner, Inc.: Spending on technology products and services in

Malaysia is forecast to grow at 5.8% to reach RM64.4 billion this year and RM67 billion in 2019, though lagging the overall global forecast of 6.2% growth. The main reason for the strong growth was the declining US dollar that caused currency tailwind. » Spending on devices was expected to



PERSPECTIVE

by CEDAR Research Team

High Risk SME IndustriesAnd Financing

Many enterprises get their loan applications rejected simply because they’re in an industry marked as a “high risk” by lenders. Even if your

business is doing great and has a sound cash flow, the high volatility of the industry which you are operating in can be enough reason for banks to decline your financing applications. Banks and lenders classify industries as high-risk due to their internal economic forecasts of these industries with a negative future-term outlook. Another reason why certain sectors are categorized as high risk is because of high default rate in the banks’ lending data.

Industries With High-Risk RatingAre you in an industry considered high-risk industry? Check out the list below and find out why banks are overly cautious about funding your business.

• Construction Due to a slowdown in domestic residential property market and the foreign manpower constraints, the construction sector faces tough times ahead. Project mobilization will always require huge cash outlay and the payment structure remains complex. Issues like delayed payments from main-contractors and unforeseen project extensions can be costly and could lead to default. Construction is a failure-prone business and loans to this sector are viewed as high risk. The construction industry has been through rough patches and experts think it is hard to foresee how the sector will fare in the next couple of years.

• Food And BeverageThe food and beverage (F&B) industry is another highly competitive sector some banks are averse to. Many F&B start-ups usually fail to stay afloat after two years of operation. There’s a perception that F&B revenues are highly dependent on loyal patrons whose tastes may change sooner or later when a new dining fad comes along. It’s obvious too that the local restaurant scene is already overcrowded. With competition from meal deliveries and convenience stores offering food that’s “hot and fast”, the industry is in for another rough ride. If

you’re in the F&B business, banks may decline your loan application outright and accept only those from highly established ones.

• RetailThe retail industry is one of the hardest hit during and after the recession. Many, including retail giants, were forced to retrench employees to cut on costs. They’ve managed to stay in business but had to close branches to push productivity. Meanwhile, smaller retailers carry the added burden of paying for high lease rentals which landlords continue to jack up every year. The supply of brick and mortar retailers exceeds demand and the popularity of online shopping has made it even more difficult for physical retailers to maintain inventory turnover. Also, consumer spending on e-commerce seems to fluctuate. These may lead to further industry contraction.

• Oil And GasThe oil and gas industry has been affected by severe drops in oil prices. Before the big plunge in 2014, oil prices were pegged at $90 to $100 a barrel. Nowadays, the year average is around $65 per barrel. One reason for the sharp decline is China’s declining oil consumption triggered by a faltering economy. Some banks respond by cutting credit lines to oil companies by as much as 20 percent. In truth, the oil sector comprises about 2 percent of a bank’s aggregate loan portfolio but because it’s a high-risk one, lenders won’t go beyond this mark for fear of exposing itself to more bad debts.

• Offshore And MarineThe offshore and marine industry also suffered a blow when oil prices plunged to almost rock-bottom prices. According to rig builders, new orders have tapered off, affecting the sector’s earnings. Other business owners within the sector have kept themselves afloat thanks to long-term contracts clinched a few years back. Some banks agree to extend help if only to fulfill long-term deals with proven returns.

• ShippingThe shipping industry is also sailing in deep water. Slowing global trade

and lingering overcapacity have forced business owners to lower freight rates. While players hope to bounce back and improve efficiencies through mergers and acquisitions, a strong recovery isn’t expected to happen soon. From a lender’s point of view, this carries significant risk.

• Bankers’ StandpointGetting a loan is getting more difficult especially among small and medium-sized (SME) businesses partly because banks are more risk-averse than ever. Having learned their lessons, banks have instituted stricter parameters for borrowers in high-risk sectors. It’s a challenge for those who may have a proven credit history but are nonetheless side-lined due to this road block. While there are banks willing to look beyond industry and evaluate high-risk borrowers via traditional credit assessment fundamentals such as the 5c of lending, financiers might impose higher than market rates in exchange for the risk they’re taking.

What Smes Ought To DoIf you are a business owner seeking for bank funding, it’s noteworthy to check whether if the industry you belong to made it to the’ “high-risk” list. But take note that each lender may have different views and risk tolerance. An industry classified as high risk to Bank A does not necessarily mean it’s also deemed aversely by Bank B. Always compare and check your financing options. Do not be discouraged by a few rejections. It is possible that you haven’t found yet the right financier who’ll fund you the capital you need. Always make the bank officer’s job easier and prepare the necessary information and documents during application process. Do not apply unprepared and communicate wrong information to your banker. Ask yourself if you’ll be able to pay your installments on time and stay viable despite the slightly higher-interest rate and stringent requirements you might be subject to. Do a cost-benefit analysis. Ultimately, if you decide to avail of the loan, your next step is to prove that you’re a creditworthy borrower. Make sure repayments are on time to build a strong credit history for your company.

9



PENGURUSAN SUMBER MANUSIA

Wan Zainuddin Wan Muda adalah Pengarah Kumpulan Modal Insan, SME Bank Malaysia. Beliau boleh dihubungi di [email protected].

Oleh Wan Zainuddin Wan Muda

Menambahbaik Kualiti Pekerja Dalam Organisasi

Sumber manusia adalah salah satu elemen terpenting di dalam organisasi. Tahap kejayaan sesebuah organisasi besar bergantung kepada kualiti

pekerjanya. Tanpa sumber manusia, banyak organisasi tidak dapat beroperasi. Tanpa sumber manusia yang cekap dan berkualiti, banyak organisasi tidak dapat melonjakkan diri dari segi kualiti untuk bersaing dalam pasarannya. Organisasi yang bermonopoli juga perlu bersandarkan sumber manusia yang berkualiti jika mahu dihormati dan kurang dicemuhi oleh pelanggannya. Bagi perbincangan ini, tumpuan kita adalah pada pengalaman kerja yang diperolehi dalam organisasi.

Pengalaman atau Pengulangan?Pekerja yang berada dalam organisasi akan dinilai dari segi

sumbangannya pada setiap tempoh penilaian yang ditetapkan, biasanya secara tahunan. Ini adalah satu amalan pengurusan atasan untuk menilai kualiti dan sumbangan pekerja sambil memikirkan tentang imbuhan yang patut diberikan berdasarkan sumbangan yang telah diberikan. Sudah tentulah pekerja yang bermula pada satu ketika waktu akan mula beroleh pengalaman dalam pekerjaannya. Persoalannya sekarang ialah tentang kualiti pengalaman itu sendiri. Jika pihak pengurusan menganggap pekerja akan beroleh pengalaman yang disandarkan kepada tempoh waktu bekerja maka anggapan tersebut mungkin tidak begitu tepat dan kurang berfaedah kepada pembangunan sumber manusia dalam organisasi. Sebagai contoh, ada pekerja dalam organisasi yang sudah bekerja dalam organisasi selama 10 tahun. Sememangnya ini patut dianggap lebih baik daripada pengalaman pekerja lain yang bekerja selama 5 tahun. Walau bagaimanapun sandaran pengalaman yang hanya berdasarkan elemen waktu atau tempoh ini menimbulkan beberapa persoalan. Adakah pekerja yang berada dalam organisasi selama 10 tahun benar-benar mempunyai pengalaman yang berkualiti melebihi pekerja 5 tahun tadi? Apakah yang berbeza dalam diri pekerja yang senior tadi selepas bekerja selama 10 tahun dibanding dengan dirinya selepas

pengalaman dua atau lima atau tujuh tahun? Adakah berada dalam organisasi selepas satu tempoh waktu benar-benar meningkatkan pengalaman bekerja dan kualiti diri pekerja tadi?

Pengalaman Bersahaja dan Pengalaman FormalPengalaman yang bersandarkan

elemen tempoh waktu semata-mata bolehlah kita anggap sebagai pengalaman bersahaja. Dalam erti kata lain, jika pekerja tidak melakukan sebarang kerja pun, dia tetap dianggap memperolehi pengalaman kerana waktu beredar dan dia masih berada dalam organisasi. Semua pekerja dalam organisasi ini akan melalui pengalaman bersahaja ini tanpa sebarang inisiatif tambahan sama ada oleh pihak pengurusan mahupun diri pekerja itu tadi. Kewujudan pekerja semata-mata dalam organisasi memberikan pengalaman bersahaja ini kepadanya. Pengalaman Formal pula merupakan pengalaman yang diperolehi dengan peningkatan dalam pelbagai aspek pekerjaan yang dilakukan secara sengaja dan dengan disedari. Penerimaan ilmu dan kemahiran baharu dalam melaksanakan tugas umpamanya, memberikan pengalaman yang berkualiti kepada pekerja. Kreativiti dalam melakukan tugas dengan cara yang berbeza juga memberikan pengalaman ini kepada pekerja. Pengadunan teknologi baharu dalam pekerjaan juga memberikan pengalaman yang berkualiti kerana pekerja perlu berubah dan melengkapi dirinya dengan kemahiran bagi menyahut cabaran yang baharu itu. Kesemua perkara ini merupakan pengalaman berstruktur yang bermakna bagi meningkatkan kualiti diri dan pekerjaan yang dilakukan.

Pencapaian Azam BaharuDalam kehidupan harian kita, tidak menghairankan jika ada individu

yang perlu memperbaharui azam tahun lepas dan tahun sebelumnya kerana azam atau aspirasi itu tidak dicapai. Perkara itu tidak tercapai berkemungkinan kerana individu itu tidak berusaha secara sedar dan berstruktur bagi mencapainya. Ada juga kemungkinan individu tersebut tidak

mempunyai keupayaan bagi mencapainya sekiranya dia cuma ada keupayaan sedia ada dan pengalaman bersahaja. Jika individu itu mula mengorak langkah untuk memperolehi ilmu dan kemahiran baharu yang berkaitan dengan pencapaian azam tersebut, pencapaiannya mungkin menjadi realiti. Kalau tidak, azam tersebut hanya sebagai impian sahaja manakala diri dimamah usia dan tidak berupaya mencapainya. Jelas bahawa pengalaman berstruktur diperlukan dalam kehidupan kita seharian.

KesimpulanPihak pengurusan organisasi perlu sedar tentang perbezaan dalam jenis pengalaman yang dibincang ini. Jika laungan dibuat tentang aspirasi baharu dan pencapaian yang diperlukan oleh organisasi untuk terus berdaya saing tetapi pekerja dibiarkan bekerja dengan pengalaman bersahaja, maka berkemungkinan besar organisasi akan kecewa. Pengalaman berstruktur diperlukan bagi setiap pekerja dalam organisasi dan menjadi tanggungjawab pihak pengurusan merancang dan membangunkan sumber manusia bagi meningkatkan kualiti organisasi secara keseluruhan. Pekerja juga perlu diajak untuk meningkatkan diri masing-masing secara individu dengan pengalaman berstruktur dan tidak lagi bersandarkan tanggapan bahawa pengalaman bersahaja cukup untuk menjamin masa depan yang cerah. Hakikatnya, baik organisasi mahupun individu, sesuatu azam perlu diusahakan secara berstruktur demi penambahbaikan yang diidamkan. Sekiranya ini tidak diusahakan, kewujudan diri sahaja pasti tidak dapat menjamin peningkatan kualiti dan daya saing mana-mana pihak.

SEMBANG USAHAWAN bersama

Temubual oleh Nursyafiqah Mohd Rafee

Nor Zachy FernandezZahari Fernandez

Pengarah Urusan

X-Air Communication Sdn Bhd (Xair) ditubuhkan pada 24 April 2003 bagi tujuan memanfaatkan peningkatan permintaan ke atas penyumberan luar (outsourcing), khususnya dalam perkhidmatan telekomunikasi dan teknologi maklumat (IT). Bertapak di Kuala Lumpur, Xair adalah syarikat milik penuh Bumiputera. Kumpulan Xair terdiri daripada lima syarikat yang menyediakan

perkhidmatan end-to-end untuk industri Telekomunikasi, ICT dan Tenaga. Xair kini berdaftar dengan Kementerian Kewangan (MOF), Telekom Malaysia Berhad (TM), Tenaga Nasional Berhad (TNB) dan juga merupakan Pemegang Lesen Petronas. Xair juga merupakan Pembekal Kemudahan Rangkaian (NFP) dan Penyedia Perkhidmatan Aplikasi (ASP) berlesen oleh Suruhanjaya Komunikasi dan Multimedia Malaysia (MCMC) serta Syarikat IS0 9001: 2008 yang disahkan. Pengarah Urusan X-Air Communication, Nor Zachy Fernandez bin Zahari Fernandez, telah berkongsi pengalaman, pengetahuan dan pendapat beliau dalam dunia keusahawanan dengan BizPulse.

S : Apakah yang mendorong anda untuk menubuhkan perniagaan ini?

“Bersakit-sakit dahulu, bersenang-senang kemudian”, itulah peribahasa yang sesuai untuk menceritakan kisah perjalanan saya sebagai seorang usahawan. Tidak pernah saya sangka, diduga dengan penyakit hipertiroid yang terjadi akibat pengeluaran berlebihan hormon tiroksina oleh kelenjar tiroid di leher ketika saya berumur 25 tahun. Ekoran daripada itu, bentuk fizikal saya berubah daripada gempal menjadi kurus akibat kesusutan berat badan sebanyak 24kg dalam tempoh 2 bulan. Perubahan ini membuatkan saya hilang keyakinan diri kerana sentiasa berasa keletihan dan lemah otot. Keadaan ini menyebabkan saya mengalami kesukaran untuk melakukan rutin harian dan kerja sebagai seorang jurutera di salah sebuah syarikat telekomunikasi tempatan yang bertapak di Bangkok, Thailand. Hampir setahun setengah menerima rawatan dan setelah beransur pulih, saya nekad untuk menubuhkan syarikat saya sendiri bersama seorang rakan kongsi pada April 2003. Saya menjadi usahawan kerana peluang, bukan secara kebetulan. Perniagaan saya bermula kerana wujud peluang dan bukan disebabkan ujian yang menimpa diri. Saya menjadikan ia sebagai semangat untuk mengubah nasib diri sendiri. Pengalaman bekerja selama beberapa tahun dalam industri ini saya manfaatkan untuk bergiat aktif dalam industri telekomunikasi. Di awal penubuhan syarikat kami, iaitu Xair, saya mendapat pelanggan baharu melalui rujukan dari kenalan dan pelanggan. Syarikat kami menyediakan perkhidmatan kerja-kerja rencam seperti menjual dan memasang komputer serta sistem Wi-Fi di pejabat-pejabat pelanggan.

S : Bolehkah anda ceritakan secara ringkas tentang sejarah permulaan perniagaan anda?

Mungkin ramai usahawan hari ini yang berani memulakan perniagaan secara solo demi mencapai wawasan peribadi mereka, namun, tidak bagi saya. Sebagai usahawan baru, di awal penubuhan syarikat, saya memerlukan sokongan dan bantuan rakan kongsi untuk menguruskan bidang yang saya belum begitu mahir. Dalam perniagaan, adalah sangat penting untuk mencari rakan kongsi yang baik dan sehaluan. Malangnya, saya tersalah langkah. Ketika di awal perniagaan, saya dan rakan kongsi saya tidak mempunyai hala tuju yang sama untuk syarikat. Keadaan itu telah menyukarkan kami untuk meneruskan

Nama SyarikatX-Air Communication Sdn Bhd

Bidang PerniagaanPerkhidmatan Telekomunikasi

dan Teknologi Maklumat (IT)

Alamat PerniagaanM-3-17, Plaza Damas,

Jalan Sri Hartamas,Sri Hartamas, 50480,

Kuala Lumpur,

Telefon03-6203 4838

[email protected]

Webwww.xair.com.my/



10URUS BESTARISEMBANG USAHAWAN

perniagaan bersama dan akhirnya kami terpaksa bergerak secara berasingan dan membawa haluan masing-masing. Namun, saya masih bernasib baik apabila bertemu dengan rakan universiti saya, Mohd Azrul Ahmad, yang menawarkan diri untuk menjadi rakan kongsi baru saya pada ketika itu. Kriteria persahabatan rapat semasa di universiti bukan kriteria utama saya pertimbangkan, tetapi saya melihat Azrul sebagai seorang yang mempunyai wawasan yang sama dan beliau seorang yang boleh dipercayai. Xair mula bertapak di sebuah ruang kosong di rumah keluarga saya sebelum berpindah ke rumah Azrul pula. Azrul mengurus bahagian kewangan, manakala saya mengurus bahagian pembangunan perniagaan. Sedikit demi sedikit, Xair mula berkembang dengan mengambil pekerja bermula dengan hanya dua orang pelajar praktikal dan dua orang jurutera. Dengan tenaga kerja yang meningkat, syarikat kami mula mempelbagaikan perkhidmatan yang ditawarkan seperti mengendali rundingan celular dan wireless. Senarai pelanggan juga telah bertambah merangkumi syarikat telekomunikasi tempatan seperti Maxis, Digi, Celcom, U Mobile, P1 dan syarikat-syarikat antarabangsa terkemuka seperti Ericsson, Alcatel–Lucent, Nokia Siemens Network, Huawei dan Motorola.

S : Apakah cabaran yang dihadapi anda dalam menguruskan perniagaan ini?

Cabaran terbesar kami ialah faktor umur kami yang muda, keduanya adalah modal. Kemampuan kami sering dipandang rendah dan kami berdepan dengan kekurangan modal sewaktu di awal

perniagaan. Tatkala banyak pihak yang meragui keupayaan dan kredibiliti anak muda seperti kami dalam mengendalikan sebuah syarikat telekomunikasi ketika itu, namun saya tidak pernah berputus asa untuk memajukan Xair. Bagi saya, cabaran tersebut adalah lumrah dan ia diibarat sebagai satu gangguan sistem gelombang selular atau Wi-Fi yang perlu diatasi untuk mematangkan diri sebagai seorang usahawan. Saya telah cuba untuk mendapatkan pembiayaan daripada pelbagai institusi kewangan, namun gagal sehinggalah saya menemui PUNB dan berjaya mendapat pembiayaan sebanyak RM800 ribu. Dedikasi dan kemampuan yang ditunjukkan oleh Xair menarik minat PUNB untuk menawarkan pembiayaan kali kedua sebanyak RM4 juta di bawah Skim PKS apabila kami berjaya melunaskan pembiayaan pertama dalam jangka masa 2 tahun sahaja. Dengan pembiayaan yang lebih besar, Xair berjaya mengembangkan rangkaian

perniagaan kami di dalam dan luar negara dengan membuka lebih banyak cawangan. Kejayaan yang diperolehi merupakan gabungan usaha bersama para pekerja dan rakan kongsi yang amat komited dan mempunyai wawasan yang sama. Kami turut menyertai konvensyen bagi mengukuhkan jaringan perniagaan. Kini Xair sudah genap 15 tahun beroperasi dan hari ini mempunyai beberapa buah pejabat di luar negara termasuk Singapura, Jakarta, Manila dan Bangkok, dengan menawarkan perkhidmatan telekomunikasi di beberapa negara ASEAN, termasuklah Myanmar, Brunei, Kemboja, Vietnam dan Bangladesh.

S : Apakah tips yang boleh anda kongsikan untuk pembaca BizPulse?

Sebagai seorang usahawan, saya tidak terlepas dari merasai kegagalan sehingga pernah hilang akal dan demam teruk dek masalah kewangan. Saya kesal dengan diri saya yang cepat melatah, takut dan langsung tidak bersiap sedia untuk berdepan dengan kegagalan tersebut. Saya mengambil masa yang agak lama untuk bangkit semula daripada situasi itu. Walau bagaimanapun, bagi saya semua itu adalah suatu pengalaman dan pengajaran yang bermakna kerana kegagalan tersebut menjadikan saya seorang yang lebih tabah untuk berdepan pelbagai situasi dan cabaran di masa hadapan. Sifat yang diperlukan untuk menjadi seorang usahawan ialah sentiasa bersedia untuk gagal dan memandang kegagalan secara positif. Nasihat saya kepada jurutera muda yang baru memulakan kerjaya dan mahu mengikut jejak langkah saya dalam bidang keusahawanan, supaya menjadi pekerja yang proaktif sebelum mencuba perkara baharu. Selain itu, kita perlulah sentiasa menyediakan rancangan sandaran dan sistem sokongan dari segala sudut perniagaan agar tidak terganggu dengan mana-mana halangan dan ujian yang menimpa.



Sembang Usahawan11

BizPulse | Issue 27 : April - May 201812Knowledge Spa


ENTREPRENEURS’ EVENT CALENDAR

ASIA Fuel Retail Conference

The 19th International Architecture, Interior Design & Building Exhibition(ARCHIDEX) 2018

Cosmobeaute Asia"Malaysian International Exhibition & Conference on Cosmetics, Beautyand Spa"

The Asia Fuel Retail Conference, organized by the Petrol World will take place from 26th June to 27th June 2018 at the Hotel Istana Kuala Lumpur City Centre in Kuala Lumpur, Malaysia. This conference is mainly for the delegates of the fuel brands and its suppliers. The theme of the event is technology and the future of fuel retail in Asia and the main topics to be discussed in the event are deregulation update, payment transactions, the growing importance of local food & shop services and latest developments on fuel delivery.

South East Asia’s most successful annual industry trade event for the architecture, interior design and building fraternity – ARCHIDEX (International Architecture, Interior Design and Building Exhibition) has continually been reaping phenomenal success and garnering steady growth through strategic planning and partnerships since its introduction in 2000. Held annually at the Kuala Lumpur Convention Centre, Malaysia, the exhibition is widely recognised as a leading event that draws together South East Asia’s fraternity of architects, interior designers, developers, urban planners, engineers, academicians, students and various related industry professionals.

Cosmobeaute Asia attracts bodycare and skincare experts and enthusiasts to converge and proliferate the growth of beauty and cosmetic industry. This event is promoted to attract trade buyers from the region's beauty and health and fitness sectors, as well as top-end consumers by invitation in the Cosmetics and Beauty Products industry. Cosmobeauté has been continuing its commitment to be the most proven sourcing platform for beauty trade professionals to explore business in the spectrum of Aesthetic, Beauty, Cosmetic, Hair, Nail and Spa industry.

26-27June

4-7July

9-12July

Venue:Hotel Istana, Kuala Lumpur

Venue:Kuala Lumpur Convention Centre,Kuala Lumpur

Venue:Putra World Trade Centre, Kuala Lumpur

Reviewed by Nursyafiqah Mohd Rafee

Nursyafiqah Mohd Rafee is an Associate at the Centre for Entrepreneur Development and Research (CEDAR), a wholly owned subsidiary of the SME Bank Malaysia. She can be reached at [email protected].

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Money Is A Powerful ToolIn this book you will discover what you need to do to live a successful, happy, and fulfilling life free from the constant worry of how to meet bills, pay loans, and address other financial obligations! Discover an incredible variety of strategies, ideas, and lifestyle choices you can utilize to save money and wisely use what you have!

Discover How To Become Debt-FreeUse proven strategies to become financially free! Hundreds of thousands of other people have already successfully followed these time tested tactics with great success. They have regained control of their finances. Now you can do the same, following the step-by-step instructions provided in this book.

Invest WiselyBeyond investing in yourself, there are many ways to grow your finances. You may feel overwhelmed by the sheer number of options, but that is where this book comes in.

Saving Money: The Top 100 Best Ways To Save Your Money And To Spend Your Money Wisely

Author : Ace McCloudPages : 38 pages

Publisher : Pro Mastery Publishing

Within, you will find descriptions of multiple strategies for wealth-building, including the strengths and vulnerabilities of each. In the end, you will have all the information you need in order to make intelligent choices in investments and other money making options.

Plan WellWhether you need just a few tips or want a full-fledged plan of action, this book can help you greatly increase your overall net worth. Learn practical planning tactics that can help you gain control of your finances and then manage them well into the future.

What Will You Discover About Saving Money?• How to make the best investment of all

time… in yourself.• The best habits for increasing wealth.• The different types of investing and

how to start.• Debt-reduction strategies.• A world of ways you can save money

on your monthly expenses.

You Will Also Learn:• How to set financial goals that motivate

you.

• Tips for investing your money.• How to make your money work for you.• Tactics that will keep you motivated

and focused on your financial goals.

Life is so much better when you are worry free with lots of money in your savings account.

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