Start Up the Business - 2

My Principal Dowding & Mills (D&M) is an engineering services from UK, the "special thing" about this product / services is that it is a niche market and knowledge based. D&M is the biggest independent engineering services Company, independent meant we are not OEM, like Volvo, BMW are OEM< style="font-weight: bold;">SPlee, January 29,2010)

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Since D&M specializes in repairs and sales of large generators, remember, Petronas, TNB, PBA and many major corporations will want to have generators available in their buildings and corporations.

And there are many Professional suppliers in this industry. I suggest you analyze who are these competitors, learn about their operations in Malaysia and find out how they penetrate the market. This can be done by scanning the net Asean regeon, and also talk to the purchasers themselves. Understand the market activities first, make some prelim discussions with potential clients, have something concrete, make some sales of units to existing organizations before setting any office. You can do this as salesmanship then followed by after sales service is when the repairs comes in.

Startup Incubators and Business Accelerators:
The Easy Way to Create a Startup Incubation
and Business Acceleration Center

Build up the relationship first with potential clients, get to know their needs. Don't bring the products to them (potential clients), bring them to the available choices of products. You stand a better chance (HJNOOR, January 29,2010).

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D&M basically is a services Company, we repair but we don't sell new generators

We only manufacture things like coils (which is high valus as well) as the coils are required for the repairs, kind of synergy

So the strategy is rather different (SPlee, January 29,2010)

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Yes, I understand.
If you repair generators, your market is only those who have generators.
The problem is that most of these big generator suppliers have special techicians that do the after sales services job. Companies who buy large generators, want to make sure that supplier sign 3-5 years insurance for service maintenance so that we do not have to worry about who is responsible to repair when machine is down.

This approach cuts off your opportunity to penetrate into these companies. So, how to build your business?

That is why I say, understand the market and how the activities are taking place. Understand the game. Understand consumer needs, cost savings for the clients, how to bring value-add services.

Consider this:

A Salesman could not penetrate the market. He continues to visit purchasing officers, talk to them about some of the clients' problems (after several communication on-going)). He provided some free advice. Obtain some information (free) for the officer. He took the trouble to service the officer for free, and assisting him to resolve the problem, providing some samples from other companies supplies. Showed them the problems if you buy this spares compared to the other spares, giving light to the officer about real issues which the officer would not get on the internet. What happens here. He is building trust and proving to the officer the kind of value-add services he does provide. What do you think the officer did? The officer requested for his quotation and began to do business with him. he continue to provide the same value add services that brings the niche in after sales services.

If you cannot penetrate the market to repair generators simply because companies have signed into special maintenance service agreement, then you need to figure out a way how to bring potential clients to the products (subjected to you are allowed to do sales, or introduce products that you have expertise to go into service maintenance agreement with them. (HJNOOR, January 29,2010)

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Start Up the Business

KAIZEN for Small Business Startup:
Applying the KAIZEN Mindset to Your Startup Business
 and Management

“As said I was given a few opportunities to start a JV Company with my Pricipal form UK here in Malaysia & SE Asia, I am not too confident to take the risks in business, hence still hasn't capture the opportunity, any advice you can give how to minimize risks in a new venture? (SPlee, January 29,2010)

Look at the basics, first:

• What is the product? what is so special about these products / services?
• How can these products becomes value-add to consumers? Who? Where? market zones? Which age category?
• If it does have value, what are its uniqueness that other competitor products don't have?
• If it does have an edge, how do we bring about these uniqueness into the presence and awareness of potential clients?
• Then as we see some answers we began to fit it in into the 6P's.
• Have a rough cut strategic plan by answering some basic questions. (HJNOOR, January 29,2010)

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Opportunity

"Remember this always... When people or Government raise or highlight issues and problems in Aceh, it is an opportunity to every entrepreneur to penetrate.

Remember that an idea is not use if not realized. And every idea can be realized if there is an opportunity available.

The Step/Blended Family:
Faith & Opportunity VS. Fear & Opposition:
Faith & Opportunity/Fear & Opposition

In the case if Aceh, find the types of Demand required by the people and who has the repayment capacity. Find the market zones that can pay cash, and look at what are their needs. That brings about an opportunity for you to analyze and consider to supply.

Once you identify the opportunity, study the market; determine how you can penetrate considering all risks involved, including products quantity, quality, financial support, marketing strategies, distribution channels and so forth." (HJNOOR, January 29,2010)

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Penetrate Global Market

Lesson 1 talks about entrepreneurship going global and how entrepreneurship can be managed without any boundaries. It also has to deal with competitiveness in penetrating the market. However, competitors are not visible as it is all virtual. Suddenly, the challenge is coming from all over the world. So how do you actually make your business work if you want to penetrate the market. What does it take to penetrate the market.

Global Marketing,
Global Edition (Student Edition)

In practice, we see a lot of spams coming via emails trying to catch some sales. Others, publish their products, marketing tools on the web and hoping that there will be response and inquiries via the response received in the respective response fields provided. But many fails to received response or even number of counts visiting your site. Why? What is lacking? (HJNOOR, January 29,2010)

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I agreed with you the world suddenly become so small, and we are facing global competition, so I think we ought to be adaptive, and first thing we must change our mindset, we must think global, be open minded, be confident to face global challenge, then we move on from here to plan our strategy, what do you think?

I think many fails to received response or even number of counts visiting the site is limited possibly is because :

1) The web-site not well design to catch attention

2) The Company's products & services are not in demand

3) The marketers fail to understand different culture of the different part of the world. (SPlee, January 29,2010)

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After make planning, in the practice, to penetrate the global market knowing what is the customer feedback about the product/services. Learning from customer’s response and inquiries to analyses what they expect from the product / services. By understanding the customer, we know how to add value into the product/services. The customer could compare the product they buy. If the quality of the product better than the competitor’s, then they will come back to the site, give the positive comment and make purchase again. The habits would influence another customer to buy.

But many fails to received response or even number of counts visiting your site. Why? What is lacking?

1.The marketer should be internally motivated and have the commitment in running the business so that all the customer inquiries being well managed.

2.Updating the website content. Lets the customer know more about of the product/service.

3.The web should have enough security systems that could protect it from any spams. (Yarni, February 8,2010)

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Yarni,what you have mentioned is well and good for direct face to face selling of any product. PEople see, evaluate, compare product quality and price. They want best value for the money they pay.

In website visits, it is a different scenario. Buyers don't have a chance to review the product. Therefore they are not going to buy any new products in the market, unless they are familiar with the product they are looking for. Then it is a question of quality and price. Psychologically, how do you address these issues ,especially when your product video clip can be uploaded on YouTube.

So, please identify how you are going to be on the first page of google search, Yahoo Search, or any other search engines. Designing the webpage is crucial to build the uniqueness of your product. Think blue ocean. (clarified by HJNOOR, February 11,2010)

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The Internet Flatten the World

How entrepreneurship does flatten the world via the internet?
Internet reshaping the world making various global penetration. What does it take to penetrate the global market? (HJNOOR, January 29,2010)


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Internet reshape the world by making access so easily for everyone, communication become borderless and so cheap as well, so many Companies capitalize on this convenience to penetrate the worlds market

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No longer we need to set up offices, nor recruit agents in overseas, one just need to advertise in the web page, and the whole world will know about his products / services


So what it take to penetrate the global market is basically sellable good products, reliable good service, innovative ideas, strong connections, good networking, sound management. (SPLee,January 29,2010)


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Internet is technology, doing business using internet is more effective and efficient to reach the customer, supplier and another stakeholder in other part of the world. There are no boundaries to reach them wherever around the world using the internet. This might be one reason the internet flatten the world.
Many works to do when penetrates to the global market. The same like the offline business, the most important thing is "planning" about the business minimal for 10 years. (Yarni, January 29,2010)

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Values in Effective Entrepreneurs

Inilah kesan pertama saya waktu baca slide yang diberikan TnHjNoor, dikutip dari buku Jeffry A.Timmons & Stepehen Spinelli,jr.

Brand Real:
The Startup Entrepreneurs' Guide to Effective Branding and
Building Values-Based Organization

Values in effective entrepreneurs
• Internally motivated
• High in energy
• Unique tolerance for ambiguity
• A keen eye toward mitigating risk
• A passion for discovery and innovation
• Create or identify and pursue opportunities
• Utilize available resources effectively and efficiently
• Continue to identify new market
• Engage the inevitable competition cautiously


Reference:
Written by Jeffry A. Timmons, Stephen Spinelli,jr
presented by Noor Nasir Kader Ali, M.P.A

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Quality Movement

Do you believe that CEO’s and business managers should be skeptical about the quality movement, or should they embrace the quality movement and try to involve their firms in as many quality initiatives as possible? Please explain your answer.

Answer:

CEO’s and business managers should not be skeptical about the quality movement. Dean and Bowen in their book already characterize the quality movement along three principles: customer focus, continuous improvement and teamwork using the Baldrige Award criteria as a framework. In practice, the CEO’s and Managers could adopt this theory for their company’s quality movement. The result from adopting quality movement is not get in the short term. It is might be appeared in long term. For example, in long term the financial performance stronger, the customer relationship effectively managed and the sales stronger. Many theories and research have been done about the quality improvement. For example, Stephen B (2001) argued that continuous improvement not only applies to quality processes in a business but also applies to the quality movement itself and consequently, the quality movement is continuing to mature into more mainstream management discipline. Cole has been described the early years of the quality movement in the 1980s when entrenched organizational barriers prevented effective American responses to Japanese quality threats. So, the manager should not be skeptical about quality movement since it has been practicing by many companies.

ii. Compare and contrast Deming’s, Juran’s and Crosby’s perspectives of quality management. What are the major similarities and differences between their perspectives?

Answer:

The Quality Movement and Organization Theory

Deming: The user’s perspective.
In Deming’s view, the consumer is by necessity the most important part of the production system, without a consumer, there is no reason to produce. To Deming, the only meaningful definition of quality is that which the consumer specifies. A product could meet every possible technical specification and be offered at an appropriate price, but if it is the wrong product, it is worthless to the consumer. However, Deming also argues that quality has a short-term and a long-term component. It is important to anticipate the consumer’s future needs as well as those of the present in order to continue to meet the consumer’s definition of quality and maintain a competitive advantage. The famous Deming Cycle (Plan, Do, Study/Check, Act):
1. Design the product.
2. Make it; test it in the production line and the laboratory.
3. Put it on the market
4. Test it in service; find out what the user thinks of it, and why the nonuser has not bought it.

Juran: the manufacturer’s perspective
Juran also sees quality as concept which can only be usefully defined by the consumer. Strictly put, Juran defines quality as "fitness for use." Juran goes on further to quantify "fitness for use" in two different categories:
1. Product features that meet customer needs
2. Freedom from deficiencies
The second objective is achieved through measuring the results of production and how well-received the product is in the marketplace. By comparing the actual results with the desired results, acting on deficiencies and providing feedback into the system, continuous improvement can be attained. These three activities - quality planning, quality control, and quality improvement - are known as the Juran Trilogy.

Crosby: the management perspective
Crosby mainly focus on management-centered view. In Crosby’s view, if requirements are clearly communicated to all levels of the organization, then an attitude of "no reason for not doing it right" can be built throughout the company.

iii. Deming believed poor quality was not the fault or workers but resulted from poor management of the system for quality improvement. Do you agree with Deming’s stand on this issue? Why and why not?

Answer:

Yes, I agree with Deming’s stand point in this issue. Poor management system could not maintain continues improvement. The worker is just follow what has been stated in the system. It is important to implement the good management system that could support worker doing their job well so that the worker happy in doing their job. As stated by Deming that management of the system for quality improvement has a significantly positive effect on operational and business performance, employee relations and customer satisfaction in short and long term. And Deming also stated that “employees are viewed not as point of control, but as willing collaborators in an ongoing effort to improve every aspect of the organization’s work.”

iv. Feigenbaum’s quality management philosophy is summarized by the following three points: quality leadership, modern quality technology, and organizational commitment. Discuss how failure to adopt these points will compromise quality.

Quality leadership is important for all organization because leadership is a way of managing the organization. By managing every aspect of the organization, management could give the top value to their customer. In all organization there are processes of production, sale and distribution, there are also processes to find out about customer needs and problems, there are processes about couple market information on new technologies. All process will well do by creating an environment which allows and encourages everyone to contribute to the organization. This is one of aspect of total quality leadership, to create an environment of total teamwork. The focus of total quality leadership is on quality, the quality of every product and service and the quality of the process. The environment of total teamwork cannot be developed under management by control.

Modern quality technology, quality technology is important for all organization because in continues improvement, it is the quality of an organization’s information’s system that determines the effectiveness for all process in the organization.

Organizational commitment is the relative strength of an employee’s attachment or involvement with the organization. Organizational commitment is important because committed employees are less likely to leave for another job and are more likely to perform at higher levels. Managers who want to increase organizational commitment among employees should ensure that employees receive feedback about their performance. This feedback may include frequent, informal performance, discussion with a supervisor, access to performance data and formal periodic performance reviews. Participation in work by offering suggestions and joining in decisions was very important to employees. The simply implementing HRM practices such as benefits, job descriptions or SOPs is not enough to earn employee commitment. In order to enjoy the benefits of a committed, therefore stable and high – performing workforce, managers must offer a workplace with effective performance feedback and opportunities participation.

Syari Dress

References:
Quality Management System. (n.d). Retrieved from http://campus.fortunecity.com/newton/98/djc.htm.

Stup, R.E .(2006).Human Resource Management and Dairy Employee Organizational Commitment. Retrieved 9 February 2010 from http://nature.berkeley.edu/ucce50/ag-labor/7research/Stup06.pdf

Joiner,B.L and Scholtes,P.R (1988), Total Quality Leadership vs Management by Control. Retrieved 8 February 2010 from http://cqpi.engr.wisc.edu/system/files/r006.pdf.