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July 15, 2012

FORBES - Malaysia's King of Mini-Marts


Oct 8, 2013: 
I have decided to shut down this blog due to lack of activity and lack of interest on my part. I will keep it online, however I am disabling some features in this blog. Mind to visit this companion webblog, also written by me.
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Asrul Rae / Asrul Afendi Husin

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Earth dragon

Orang cina mempercayai sesuatu istimewa dgn individu tahun naga. Mereka dilahirkan untuk menyinar. Mungkin contoh yang paling sesuai adalah Mr Lee Thiam Wah, seorang OKU yang lahir tahun naga 1964.

Siapa Lee?
Penduduk lembah kelang, adakah mereka familiar dengan 99Speedmart? Sudah tentu mereka familiar dengan signboard hijau gelap dan oren itu. Pemilik rangkaian mini market itu bernama Mr Lee Thiam Wah. Beliau memiliki lebih 2OO buah cawangan 99Speedmart di seluruh Malaysia (2011). Lee sebenarnya cacat, dan berkerusi roda semenjak kecil.


Lee Thiam Wah, 99Speedmart

Sewaktu bayi, Mr LTW lumpuh disebabkan polio, dan hilang fungsi kakinya. Bapanya buruh pembinaan dan ibunya seorang penjaja, mereka bekerja keras untuk menyara 11 anak. Mereka cuma mampu menyediakan 6 tahun pendidikan kepada Lee, peringkat sekolah rendah.  

Untuk menghilangkan rasa sunyi, Lee belajar sendiri dengan membaca buku yang dipinjam dari jiran, dan menjual makanan ringan dan snek ditepi jalan. ‘saya perlu menolong diri sendiri. Tiada siapa yang hendak menggaji saya yang fizikal terhad ini..’ Beliau memegang falsafah neneknya, yang berulang kali menyebut ‘jika kamu tidak bekerja kuat, what amount will you to?’

Lee memiliki simpanan $5000 ketika 23 tahun, cukup untuk memulakan kedai runcit. Beliau mula belajar tentang perniagaan runcit. Dia menceritakan ‘saya belajar apa pelanggan mahu, saya kenal siapa pembekal dan harga mereka. Dan saya kaji pesaing saya dengan cermat..’ 

Kedai runcit  itu kemudiannya dijual pada 1992, dengan harga $88,000. Duit itu dijadikan modal untuk membuka mini-market. Dia mencabar diri sendiri untuk membuka perniagaan lebih besar. Beliau hendak mencabar harga murah hypermarket. Pada tahun 1999, nama mini-market itu diubah kepada 99Speedmart.



Logo korporat 99Speedmart yang popular

Untuk barangan yang margin sangat kecil dan tak mampu memotong harga, beliau menukar strategi dengan menjual dengan kuantiti lebih kecil. Untuk barang asasi yang turnover tinggi, dia jual murah-murah. Strategi ini hampir sama dengan yang digunakan oleh Aldi, dimana hanya barangan yang berturnover tinggi dijual. 

Maksudnya, rak yang cepat kosong, barang itulah yang akan dijual. ‘Untuk mini market pertama, sesetengah barang kami jual sangat murah dan ambik margin kecil sahaja. Kami jual harga terendah demi mengukuhkan pasaran. Kaedah ini benar benar mengukuhkan kedudukan kami’

Antara yang tidak kurang pentingnya adalah dengan menguatkan ikatan dengan pembekal. Pembekal amat senang berurusan dengan 99Speedmart, vendor akan berbincang tentang harga, mendapatkan tempahan dan mengutip bayaran untuk consignment sebelumnya dalam masa 30 minit sahaja. Cara ini menyebabkan pembekal percaya kepada kejujuran Lee, dan reputasi Lee sebagai pedagang amat baik.

Buat masa sekarang, 99Speedmart lebih berminat menumpukan kawasan Lembah Lelang sahaja. Bagaimanapun, beliau tidak menolak untuk mengembangkan perniagaan ke negeri lain pada waktu akan datang. Target pasarannya adaah masyarakat berpendapatan sederhana dan rendah, serta kawasan ramai pekerja asing. Lee merancang untuk membuka 50 buat 99Speedmart setahun, terutama kawasan perumahan.

Dikala ramai OKU yang bergantung sepenuhnya pada bantuan kerajaan, Lee memecahkan tradisi ini. Beliau pada awalnya terpaksa meminta bantuan adik beradiknya untuk menyusun barangan yang berat. Keadaan beliau berkerusi roda tentunya menyebabkan pergerakan beliau terhad. ‘Sudah tentu kamu kena bekerja lebih kuat dari orang lain', katanya. 


'Saya tidak boleh berbahasa Inggeris, berkerusi roda dan cuma sekolah setakat darjah enam. Tapi bila berkerja keras, secara automatik boleh menambahkan rasa keyakinan diri dan ilmu pengertahuan..' Beliau juga tidak menggunakan kecacatan dirinya bagi meminta diskaun dari pembekal. Tiada keistimewaan khas, cuma bisnes seperti berurusan dengan orang lain.


Price check: Shahrir inspecting goods sold at 99 Speedmart during the launch of the price-cut campaign at the mini market in Banting yesterday. With him is 99 Speedmart managing director Lee Thiam Wah.

Beliau berkenalan dengan bininya, Ng Lee Tieng yang 15 tahun lebih muda darinya. Mereka berjumpa ketika Ng bekerja sebagai pembantu pembelian, sebagai gadis yang serba boleh, Lee jatuh cinta padanya. Sekarang Ng adalah isteri dan ibu kepada dua anak.



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p/s: Ini artikel dari Forbes. Aku terjemah saja. Aku rajin juga ke Speedmart ni, harga barangannya setaraf harga kat pasar raya besar macam Mydin n Carrefour, kira ok jugalah. stail cina meniaga, tumpu pada volume walaupun margin kecil. 

Lee Thiam Wah, respek. :))



Sumber

25 comments:

I wong (依之汉) said...

Wah! Aku ingatkan kau tulis sendiri dengan isi-isi yang ada dari sumber tu. Tak apa. Permulaan baik untuk penulisan terbaik.

Dan artikel ni memang memberikan aku motivasi untuk berbisnes. Ibu jari naik!

I wong (依之汉) said...

Nak minta pandangan artikel pasal FELDA public listing boleh? Kalau tidak keberatan atau berkaitan dengan bidang kau.

alan cumel said...

kedai dia ni xde kat tempat aku.

aku memang respek dengan dia tapi aku tetap pergi kedai orang islam macam mydin atau kedai runcit india muslim.support ekonomi umat islam dulu.

asrul rae said...

Izham:

Insyaallah akan datang tulis sendiri pula. Dengan menggunakan isi dari beberapa sumber.

asrul rae said...

alan:

kalau boleh sokong ekonomi kecil lah. Bisnes orang kampung. Untuk sesetengah barangan, bgus beli kat kampung saja.

cuma kalau harga barangan tu berbeza sampai RM5 seunit, aku akan pilih tempat yang lagi murah. hehe.

asrul rae said...

Izham:

Felda listing. Aku tak tahu sangat tentangnya. Tapi aku ada tahu beberapa blog yang analisis keadaan ni, macm A Kadir Jasin dan The Unspinner. Analisis mereka bagus.

Mungkin akan datang aku cuma compose balik isi blog mereka dan tambah pandangan sendiri sikit.

Ixbarr Abdullah said...

pernah gi kedai masa masa kat Kota Damansara :)

asrul rae said...

Ixbar

harga pun okay lah kan? :)

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rumah dijual said...

99Speedmart ide yang brilian

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依之汉 said...

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asrul rae said...

Haah. Banyak betul SPAM kat blog aku ni. Lebih-lebih lagi lepas di'abandon'kan. haha..

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