How to Build a Business from Zero to Millions by RJ. Liow, Founder & CEO of AYS

How To Build A Business From Zero to Millions

RJ. LiowFounder & CEO of AYS

Key take out

Audience returning home with practical tools on what it takes to build a million

dollar business from scratch

Student Session:

60 Minutes Knowledge Download

• My stories (2 min)

• Building a business from Zero to Million (40 min)

• Goodie Bags (3 min)

• Q&A (15 min)

Public Session:

80 Minutes Knowledge Download

• My stories (2 min)

• Building a business from Zero to Million (40 min)

• International Marketing (20 min)

• Goodie Bags (3 min)

• Q&A (15 min)

Our Vision:To be a trusted brand for International Halal Business Advisory, Halal Ecosystem and M.I.C.E.

Our Mission:“To assist our customer partners to be successful in their business endeavor.”

http://www.ays.com.my/

Our Space

1. Halal New Economy

2. SMEs Capacity Building

3. Fast Moving Consumers Goods Industry (FMCG)

4. Equity Investment

Our core services

1. International Market Entry & Development

2. Coaching & Handholding on sales & profit improvement

3. Global Halal Entrepreneurship Program

4. Organize Conferences, Seminars & Business Matching

Halal Toyyibban (what is permissible & wholesome) as a concept could be

appealing to both Muslims and nonMuslims

A trusted brand for Global Halal Products and Services

Winner for product innovation in the Halal Industry, selected from over 200 companies

Another great win for Team AYS!

RJ. Liow, CEO of AYS receiving award from Former Prime Minister of Malaysia.

http://www.marketinghalal.com.my/

This proposal is a property of AYS Sdn Bhd. All rights reserved.



My first Halal venture



Sharing my learnings


Improving the competitiveness of SMEs, Seoul, 2014 15

Trained SMEs & Agencies supporting SMEs from 13 countries

* Panel Resource Speaker for Asia Productivity Organization (APO), Japan

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Global Halal Entrepreneurship Program

Our iconic program: Global Halal Entrepreneurship Program

AYS is a MICE Specialist. We build Brand, not just an event




We tailor make MICE program for you(meeting, incentive, conference, exhibition)

Our signature program: 2 in 1 Combo “Business Matching + Exhibition”

We closed US$14.5m sales in just under 5 hours of Business Matching*

* HDC Malaysia-Indonesia Biz Matching

A specialist in…

International Market Entry

Halal Entrepreneurship

MICE

Our online space

Halal Beauty + Haj & Muslim Holidays in One Online Super Store Truly Lifestyle. A world’s 1st!

http://www.halal4wellness.com/

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Halal Beauty + Haj & Muslim Holidays in One Online Super Store Truly Lifestyle. A world’s 1st!

http://www.halal4wellness.com/



“Nice Halal Ginger.”… PM Datuk Seri Najib

RJ. Liow, CEO of AYS with Prime Minister of Malaysia.


Seizing Opportunities ActionPreparationThe Formula

for Luck

ext course of action/exit point

The Formula for Luck!

Some pointers: • Idea validation• Market validation• Exit point• Contingency plan – next course of action/exit point



Numbers tell financial health of a business

• Profit & Loss Statement tells stories

• 50% of new start ups collapse in 3 years; 90% in 5 years

• 80% success rate for 2nd chance

• Processed data and analysis


Profit & Loss Statement – Critical ratios(eg: Personal care products industry)

%Sales 100Cost of goods 40Gross margin 60AP&P 30Contribution margin 30Overheads 20Profit Before Tax 10Corporate Tax 2.5Profit After Tax 7.5



Source: Liow Ren Jan, Marketing Halal: Creating New Economy. New Wealth 30

“The Million Dollar Pyramid”

Going GlobalExpand market

coverage

Managing DownsidesGross margin. Reduction in cost of goods. Overheads

Critical Success FactorsIntellectual properties. Marketing mix.

Operating systems. Communication. Cash flow.

The FundamentalsVision. Leadership. Winning team



The Fundamentals:

Setting Vision

Winning TeamLeadership



Intellectual Property

Marketing Mix

Operating systemsCommunication

Cash Flow Management

Critical Success FactorsGoal: Building a sustainable business



Critical Success Factor:

Intellectual property is expensive but necessary



Critical Success Factors: Marketing Mix

• The basic 4Ps: Product, Price, Promotions, Place

• Must address the following questions:

• What pains to solve

• What needs to fulfill



Critical Success Factor: Operating System

• Standard operating procedures

• Reduce the reliance on selected staffs

• Compliance is key



Critical Success Factor: Communication

• Share with the team the future of the company and where the brand will be in mid to long term

• Vision must be clear and vivid – team members must be able to see what you see!



Critical Success Factors: Cash Flow

• The most important factor of all

• The disaster is no money to keep all your excellent work going!



Cost of Goods Reduction &

Sourcing Strategies

Overheads Reduction

Low Cost Business Model:

Longer Term Sustainability

Managing Downsides



Managing Downsides

• Recipe for disaster if we were to loose sight of:

• Gross margin

• Reduction in cost of goods/sales

• Overheads



Managing Downsides

• Useful to involve your team

• Take ownership in cost cutting exercise

• Run profit enhancement projects

• Record and review

• Monitor progress and identify next actions

• Reward successes


Going Global

• Incredibly diverse

• Untapped potential

• Incremental Profits

• More complex




Marketing:

• Process to direct an organization's goods and services to consumers in order to make a profit.

International Marketing:

• Similar process but takes place in more than one country.



• Basic marketing principles apply to all markets around the world

• The difference: adjust those principles in different environments

• Issues are outside of their direct control



Examples of issues:

• Political, economic, cultural, technological and social situations experienced in different countries.

As an international marketer, your task is:

• Formulate your marketing mix • Adapt them to work within your target

market



• There is no guarantee that what works in one country or region will work in another.

• The key to success is your market research and understanding, and how you use it to effectively adapt your products and services.



Market Selection Consideration

5 most commonly considered factors in practice:

• Product nature

• Importation regulations

• Past experience

• Available export led network

• Distance to home market



International Market Entry Strategies

5 most commonly used strategies:

• Export

• Contract Manufacturing

• Foreign Direct Investment

• Joint venture

• Acquisition


Summary Strategy Plan:

How to formulate your entry to the international markets

Gathering of information and market intelligence

Identify the most lucrative market

Understand the distribution channel

Look for buyers/distributors/agents

Assess preferences and existing products in market place

Address certification issues and other market requirements

Benchmark on what others are doing

Identify the most effective promotion program

Each country differs in preference (Social strata, culture etc)



A neglected global market opportunity: the exciting e-Commerce

The market size:

• Global : US$1.5 trillion

• Asia : US$600b

• USA : US$500b

• Europe : US$400b


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The Goodie Bag:

Loan facilities




1. Young Entrepreneur Program (YEP)

• Duration: 3 days

• Course fee: RM600/pax

• Loan RM20k-RM100k

• 4-5% p.a interest

• 30 years old or younger

• Minimum SPM qualification



2. Graduate Entrepreneur Incubation Program (PIUS)

• Duration: 3 days

• Fee: RM600/pax

• Loan RM20k-RM500k

• Flat 4% p.a interest

• 40 years old or younger

• Minimum Diploma qualification



Sneak Preview: National Conference on Marketing Halal & Funding Solutions October 14-15, 2014, PWTC, Kuala Lumpur

1st of its kind in Malaysia! Don’t miss it!

Normal price: RM1,100Sign up today: RM780!Save: RM320 or 29%!

Co-organizers:




www.mymagic.com.my


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Google “RJ Liow” and “Ren Jan Liow” for media coverage

Email: [email protected]

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