Think business, think margins

ON YOUR OWN By TAN THIAM HOCK

An Innovation Competence Process Coming From Knowledge Management (Photo credit: Alex Osterwalder)

ABOUT 20 years ago, when Forbes started compiling a list of the richest Asian billionaires, many rumours spread. My favourite story involves a president M of a neighbouring country. He was known as the 10% president. Just make sure you budget a 10% margin for him if you want to participate in any infrastructure projects in his country.

After diligently amassing a tidy fortune over his long rule, president M was surprised when the new list from Forbes placed him a few places below another head of state from a neighbouring country. This head of state had only been in power for a few years so president M decided to make a state visit to learn the ultimate trade secret.

After a sumptuous dinner at the palace on a hill, the head of state led the president to the balcony with a great view. When asked for his secrets to such quick success, he asked the president, “Can you see that beautiful highway? And that long bridge across the river? And the power station next to it?”

Faced with a vast landscape of lush virgin forest and hills, the puzzled president said, “Sorry. There is nothing there but a forest in my view.” The beaming head of state explained patiently, “That's my trade secret. I only take 100% margin!”

No, I am not asking you to make a 100% margin. Because you can't. Unless you are a very powerful and corrupt politician or head of state. But it just shows that you will make money faster when your business enjoy high margins. Net profit is basically gross profit less expenses. The higher your gross profit (sales minus cost of goods), the faster you cover your expenses, the more you make as your sales increase. All because you have high gross margins.

No, I am not asking you to invest only in high margin business. If sales turnover is small, your net profit remains small. Sometimes high volume, low margin business provides a very high return on investment, like the Walmart hypermarket business. A 2% net profit on a turnover of US$400bil will net the shareholders a cool US$8bil (RM24bil) a year! Only Petronas makes more money than Walmart. And that's because the abundant oil and gas from the sea bed is free!

But for entrepreneur wannabes who need to start on a small scale, I always recommend high margin business opportunities. You are under less pressure to achieve high sales volume and you need less working capital. You just have to watch your expenses and cover your opportunity cost of being employed.

High margins can be created through innovation, brand perception, necessity and scarcity.

In my pre-university days, I worked for 3M as a sales promoter. 3M is well known for its innovative research and development programme of developing next generation products. These are products that are sold at premium prices and fetch at least 70% margins across their 5,000 product lines! Once copycats flood the market and reduce their product margins, they just discard the product line and launch newer and more innovative products at higher prices.

Then you have Apple products which is at a premium to its competitors and they fetch higher margins through a combination of technological innovation and higher brand perception. Microsoft has been selling their so-called software diskette at an average of US$200 when their cost of production is US$2 per diskette. Out of necessity, your business computers must be installed with their operating system and Office application software. No prizes for guessing the reasons why these two companies are the most profitable in the world.

Why must you pay two times more for Gillette blades versus other blades when a shave is just a shave? Why must your wife pay RM5,000 for a plastic monogram bag when a full calf leather bag cost a mere RM500? And will a RM1,000 jar of cream make you look 10 years younger? If you have innovative products, make sure you hire the best marketing minds to create a superior brand perception, raise the prices and reap the rewards.

With a growing world population and depleting natural resources, we have seen continuous price increases in oil, minerals and agricultural products. What used to be cyclical in demand and supply, where prices fluctuate in 10-year cycles, have now become a continuous increase in demand versus depleting supply.

Compared with massive overcapacity in manufacturing of almost any conceivable product from consumer goods to ships to cars; it is a no brainer where the high margin business will be in the foreseeable future.

For entrepreneur wannabes, you should develop a competitive business model where you can charge a higher price for your goods or services. Be creative. Build yourself a superior brand image. Make sure your services or your products are a necessity.

A “must have” by all concerned. Embrace high margin mentality when you evaluate business opportunities. Then go forth and multiply.

This advice is free. But if you make your millions, just remember to send me a cheque for 10% of your earnings. Lest you forget that I do not have to be a crooked politician to earn my clean 100% margin.

● The writer is an entrepreneur who hopes to share his experience and insights with readers who want to take that giant leap into business but are not sure if they should. Email him at thtan@alliancecosmetics.com 

Be Captain Of Your Destiny - Not Prisoner Of Wishful Thinking

It's hard to will a business into being. Anyone who doesn't understand this through intuition figures it out soon enough through experience.

To win, an entrepreneur needs the conviction to overcome inertia. People have gotten along just fine without whatever it is you hope to sell them. Fact is your early attempts to convince them otherwise will almost always fail, which means you need the tenacity to keep swinging until you connect with the market.

George Bernard Shaw famously observed that the reasonable man adapts to his circumstance, that only an unreasonable man would seek to adapt the outside world to his own needs. Progress depends on the unreasonable man, said Mr. Shaw. It's a quote I've always loved. It means that apparent failure is just another obstacle to be overcome by an individual with the will, and the character, to do so.

That's an attractive idea to an entrepreneur. But sometimes that attraction is fatal.

 

For every story of conviction overcoming a perceptual speed-bump, there are 10 of an entrepreneur who hung on too long after the point where the market responded with a resounding, “Meh.” The stronger your sales skills, the longer you'll tend to hold out past the “point of meh,” and the higher your opportunity costs will be versus investing in an offering with the potential to be pulled by the marketplace rather than pushed by the brute force of your sales and marketing prowess.

So how do you know? How do you tell the difference between a light at the end of the tunnel, and the oncoming train of market indifference?

Here are 5 questions that can help:

1. Is your quality of execution sufficient to take quality of execution off the table as a variable? Poor execution of the right strategy will most likely lead to failure, just as brilliant execution can hide the holes in a flawed strategy. So where are you on that scale? If you're happy with the quality of your execution, on balance, you need to look deeper for the source of the challenges in your business.

2. Do your customers understand your offering differently than your prospects? The world has a learning curve, and dealing with it is part of the entrepreneurial adventure. But does the perception of the people who've climbed that curve — your existing customers — really change in important ways from that of your further-out prospects? If the answer is no, you're seeing something your customer doesn't. And that usually means it doesn't exist.

3. Are others finding success in your space? This one is simple. Is someone in your space kicking butt? If so the competitive threat may be important, but so is the validation that you're chasing something which can be caught.

4. Will the larger context change in some way to smooth your path to success? m-Qube was the 800-lb gorilla in a non-existent industry for years before the US text messaging phenomenon took off. We kept our powder dry, and waited it out. Are you doing the same? If so agree on a tangible trigger and conserve your cash until you hit it. If not consider giving the money back, and changing over to a game you can actually win.

5. Is the source of your conviction what you need, or what actually is? I love Shark Tank, and in almost every episode some amateur tells the sharks that their idea will take off because they need it to. Cuban and Kevin typically bow out soon after that. The reason? Entrepreneurs motivated by an objective opportunity have a much better hit rate than those motivated by an internal psychosis, or an external requirement.

This last one breaks my heart, and I see it a lot. I get that you hate to disappoint your uncle Nunzio, or that you promised your spouse you'd make it work this time. But the fact is those things are irrelevant to the question of whether your idea will fly, and anyone willing to point that out to you is someone you can trust over the long run.

Don't be that person, folks. So much of the pain in life, over time, is caused by distance from the truth. And the same is true in business.

Ask these questions of yourself, and try hard to answer them honestly. If the news is bad and you deal with it like an adult, I promise you'll live to fight another day. If the same is true but you're a good enough salesperson to sell yourself eventually you're going to hit somebody else's wall, and create collateral damage you might otherwise have avoided.

There's a fine line between being the captain of your destiny, and the prisoner of your own wishful thinking. Use these questions to help sort out which side of it you're on, and please share what you learn with the rest of us here.

Source:  OnStartups,com

Are Malaysians really racists?

PUTIK LADA By RICHARD WEE

Race relations laws will assist the authorities to manage race relations, to clarify any uncertainty, but may to a certain extent suggest that Malaysians are, perhaps, racists.

IT is of crucial importance for the citizens of any growing nation to also grow intellectually. A mature nation is not just a nation of financial wealth, but a nation filled with people who can articulate their points intellectually and critically, and do so calmly and with poise.

In 2007 and 2008, the National Young Lawyers Committee of the Bar Council (NYLC) held a series of forums – known as “Siri Pemikiran Kritis” (SPK) – which encouraged open debates and discussions of issues which affected the people and the nation.

These debates and discussions included issues relating to the economy, civil liberties, and human rights. It was hoped that these forums would activate quality dialogues, over rhetoric and emotional outbursts.

The series was very well received. The panel of invited speakers ranged from national leaders to NGO members.

The attendees were mostly normal Malaysians who cared for the country and who were keen to hear the views of the panel speakers.

As the name of the series suggests, its purpose was to encourage critical thinking. The forums took a standard format.

The NYLC would invite a few speakers who were well versed with the topic, and have a moderator to host.

After each speaker presented his thoughts on the topic at hand, the floor would be open for the attendees to pose queries and sometimes debate with the panel speakers.

The very first SPK was held on Jan 11, 2007, and the topic was the New Economic Policy. It was a good start, and eventually, eight further forums were held.

This year, the NYLC is reviving the SPK series. This is part of the NYLC’s on-going community programme, which includes not only offering people legal and non-legal assistance, but also to educate and engage via public forums such as the SPK.

The idea of public forums where Malaysians can gather and listen to the ideas and views of others, and partake in open dialogues, drove the current NYLC team to re-visit the successful SPK.

To kick start the 2012 version of the SPK, the NYLC will host a forum on the issue of the proposed race relations law in Malaysia – “Race Relations Laws: Backwards or Forwards?”

Law Minister Datuk Seri Mohamad Nazri Aziz, announced that a Bill would be presented in Parliament, which would be in similar vein with the race relations laws of other countries.

What are race relations laws? In its simplest sense, race relations laws govern the relations of different races in a country. In the United Kingdom and the United States, laws governing race relations were passed and are used to manage the different races.

Do we need such laws in Malaysia? Does Malaysia not already have a sufficient legislative framework to govern race relations? How have we been governing race relations since 1957? Is our Federal Constitution a sufficient guide on race relations? Is it not enough for race relations be governed by honest and benevolent government policies?

Perhaps the new laws would assist the authorities to manage race relations. Arguably, there is an opportunity to clarify any uncertainty.

To a certain extent, the proposed race relations law suggests that Malaysians are, perhaps, racists. Only in countries where racism is rampant, or where it is damaging the roots of the society, would such a law be necessary.

Are Malaysians really racists?

That would be a question which only the Malaysian people can answer.

It is possible that this country is not, by majority, filled with racists, but instead that Malaysia has been subjected to unfortunate and sometimes insidiously enforced policies, which gives the impression that we are racists.

Taking a general view of Malaysian society, there is hardly any open, blatant racism.

For example, in the US, at the peak of racism, African Americans were not allowed to share seats in buses with White Americans in some states.

That was a dark moment in American history and their Senate had to intervene with laws to legislate that.
Policies in America also changed to discourage segregation.

Unlike in the US, any Malaysian can hitch a ride on a bus and share seats with people of different races. This is, of course, a simplistic example. Perhaps Malaysians may feel otherwise.

People may feel that we need such laws. Malaysians may also feel that we should discuss and perhaps debate on this proposed law.

So, do we need race relations laws in Malaysia? Or do we actually need race relations policies instead? And if we do introduce race relations laws, what would they contain?

So many questions. So many issues.

That being the case, we invite you make your way to the upcoming SPK Forum, which will be held on Saturday, March 31, at the Bar Council Auditorium in Kuala Lumpur from 10am to 2pm.

The forum will be initiated by Senator Gan Ping Sieu who is also Youth and Sports Deputy Minister. The speakers will be Datuk Ambiga Sreenevasan, Farish Noor, and Faisal Moideen. It will be moderated by Syahredzan Johan.

Please register with the Bar Council by contacting Janet Nathan, the Executive Officer in charge at janet@malaysianbar.org.my, as seats are limited.

> The writer is the chairperson of the National Young Lawyers Committee. PutikLada, or pepper buds in Malay, captures the spirit and intention of this column – a platform for young lawyers to articulate their views and aspirations about the law, justice and a civil society. For more information about the young lawyers, visit www.malaysianbar.org.my.