A Monthly Bulletin for Entrepreneurs
Issue 19
COVER STORY
Reaping the Benefits of
Digitalised Supply Chain
M
alaysia is the worlds 27th
top trading nation, which
makes logistics and freight
forwarding industry crucial.
In providing a total logistics
solution, all elements within the ecosystem
including the logistics infrastructure,
the service providers and government
regulators must come together. Logistics
and freight forwarding are key enablers in
Malaysias trade and economic growth and
an important catalyst to the nations trade-
dependent and export-oriented economy.
Growth of the logistics industry in
Malaysia is almost guaranteed as the
economy is expected to grow around 4.5%
and 5.5% annually in the coming years.
While comparatively low compared to
some Asian countries, it is relatively high
compared to the global average of 3.4%.
As this global multi-billion dollar
industry grows the question remains, how
will Malaysian small and medium sized
companies facilitate and create efficiency
for the supply chains of global players
and how will the stakeholders in Malaysia
chart the future of the countrys logistics
industry?
The logistics and freight forwarding
industry remains highly fragmented
and competitive. In 2016, there were
approximately 10,000 logistics and freight
forwarding establishments, of which only
some 2,000 hold customs broker licences
(and just over half this number is affiliated
to the Federation of Malaysian Freight
Forwarders (FMFF)).
While several local firms have reported
sizable market returns, approximately
70% of the industry revenues continue
to be dominated by multinational firms
such as DB Schenker, Deutsche Post DHL
Group and Nippon Express which have
September - October 2017
Complimentary Copy
PP18996/04/2016(034470)
INSIDE THIS ISSUE
ANALYSIS:
Freight Transport in Malaysia Page 2-3
PRODUK:
Pembangunan Pengangkutan
Awam Negara Page 4
by Dr Ghaz POINT-OF-SALE:
Closing Strategies to Double
Your Average Sale Size Page 5
competitive advantages in economies of
scale and wider geographical footprint. BUSINESS ALERT Page 6-7
The multinational players have more
business resources in securing global URUS BESTARI:
servicing contracts with multinational Tip Pengurusan Kewangan Page 10
companies, and thus are able to provide
comprehensive services for freight PENGURUSAN SUMBER MANUSIA
forwarding, freight tracking and monitoring, Apakah Kelebihan dan Kekurangan
and other distribution solutions. Bekerja dari Rumah? Page 8 - 9
Typical business models for freight
forwarders are changing to accommodate SEMBANG USAHAWAN:
Datuk Wan Mohammad Sani Salleh
increased competition. The most typical
Page 11
business model for freight forwarders
in Malaysia consists of arranging or KNOWLEDGE SPA:
organising shipments for transport from Start Your Own Freight Brokerage Business:
one point to another coupled with customs Your Step-By-Step Guide to Success
brokerage services. While customs (StartUp Series) Page 12
brokering is almost always done in-house,
smaller companies without the necessary ENTREPRENEURS EVENT CALENDAR
transport or storage assets would act Page 12
solely as coordinators in the entire process.
In a well-developed logistics industry,
there should be better infrastructure,
international transportation, delivery times
and higher level capabilities. Providing
high quality service that fulfils the needs of
customers is one of the key principles of
a competitive firm. Logistics play a critical
role in the present business environment
where speedy delivery of products or
services is one of the key criteria of
customer satisfaction.
The delivery of a product or service
from the producer or seller to the customer
would go through several processes or
intermediaries. Logistics is the key in the
process of delivery. It is more than just
conveying products or services. Logistics
involves the handling of production
materials such as purchasing, production,
storage, packaging and delivery of finished
continue on page 2
Download our mobile apps at www.smebank.com.my
2
Adviser
Dato' Razman Mohd Noor
Covering Chief Executive Officer
Editor-In-Chief
Sheikh Ghazali Abod, Ph.D
Director
Entrepreneur Development Division
Editor
Norhisham Hamzah
Contributors
Raja Shahriman Raja Harun Al Rashid
Khairil Anuar Mohammad Anuar
Wan Zainuddin Wan Muda
Muhammad Zafri Ismail Khan
Rusydan Hamedy Rusli
Hayati Abu Seman
Design & Layout
Haja Sharoni Shah
Rafiq Asyraf
Published By
Small Medium Enterprise
Development Bank
Malaysia Berhad (49572-H)
Menara SME Bank
Jalan Sultan Ismail
50250 Kuala Lumpur
Wilayah Persekutuan
Tel: +603 2615 2020
Fax: +603 2698 1748
Customer Service Centre:
1-800-88-3131
www.smebank.com.my
Project Management
Centre For Entrepreneur
Development And Research
Sdn Bhd (CEDAR) (1042601-M)
Level 6, Menara SME Bank
Jalan Sultan Ismail
50250 Kuala Lumpur
Tel: +603 2615 2063
Fax: +603 2692 5916
www.cedar.my
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.
SME Bank Group of Companies
BizPulse | Issue 19 : September - October 2017
ANALYSIS
Freight Transport in
Malaysia
by Corporate Planning
R
oad freight will remain by far the
most used freight mode in Malaysia,
although there will be significant
investment in the rail sector over
the medium term and beyond as
the Malaysian government looks to improve
connectivity and enhance the potential of this
mode. Rail will be the outperformer, benefiting
from increasing domestic demand for
construction materials and regional demand
for agricultural products. Air freight has fewer
growth opportunities than the other two modes
due to market maturity and the physical and
financial constraints of carrying cargo by air.
Malaysia's overall trade outlook for 2017 is
looking fairly bright, according to International
Trade and Industry Minister Datuk Seri Mustapa
Mohamed, who has stated that 5% y-o-y growth
has been pencilled in. It was reported in June
2017 that the country's exports had been
performing 'extraordinarily' well, increasing
by an impressive 23.6% between January
and April 2017. For export, our achievement
in four months was very encouraging. 23.6
percent in total trade increment, and truthfully,
every month, from the first to the fourth, it
was very good. Quite extraordinary, exceeding
20 percent.
continue from page 1
products or services as well. The breakthrough
in technologies has contributed to the
improvement in logistics in terms of time of
delivery, safety and costs.
An efficient logistics would help
manufacturers or wholesalers to improve
efficiency and competitiveness. It is also a
backbone of industrial and service development
of a modern economy. In highly developed
economies, the logistics industry is well-
developed. They have excellent infrastructure,
international transport system, high level of
logistics capabilities and timeliness in delivery.
The major challenge for firms is how to
deliver the product or service to customers in
the shortest time once they have placed orders.
The development of technologies has created
opportunities for logistics industry in serving
the diverse needs of customers. With the
assistance of ICT and automation technologies,
the logistics industry is now able to improve
delivery efficiency.
Growing trade between Malaysia and
India is very much on the agenda for both
governments, with the prime ministers of
both countries expressing their wishes to
take bilateral trade to RM66 billion, according
to SME Times in March 2017. In a statement
made by the India-Malaysia CEO's Forum,
the timeframe for this aim was set as the
immediate future. The total investments from
Malaysia stood at around RM30.8 billion or
more as against total investments of around
RM11 billion from the Indian side.
Malaysia will see steady air freight
growth between 2017 and 2021. This is due to
a mature and well developed air freight sector
and a well-developed airport infrastructure.
It will be slow but steady mostly because of
a strengthening in the volume of consumer
electronics cargos and an expansion in routes
regionally and internationally. However, the
share of the freight mix will steadily and
slowly decrease over the next few years, until
the end of the decade, as rail takes over more
of the share. Road freight will increase in
terms of volume until 2020, due to improving
employment and increasing incomes
supporting demand for consumer goods, but
will see a decrease in the percentage of the
The growing popularity of e-commerce
is offering tremendous opportunities and
challenges to the logistics industry. One
of the key challenges for firms involved
in e-commerce would be how to deliver
products to customers in the shortest time,
as this would improve firms competitiveness.
This would be an opportunity as well as a
challenge for e-commerce firms and the
logistics industry.
Many technology and e-commerce
companies have begun to step into the
logistics industry. Google has bought over
Bufferbox and Channel Intelligence, and begun
to offer fast and convenient door-to-door
delivery service. E-bay has taken over Shutl,
a logistics company, to improve its delivery
service. Amazon has invested about US$14bil
in building 50 intelligent warehouses and
adopting advanced technology that allows the
company to deliver US customer orders within
24 hours.

overall freight mix, mainly because rail
freight will have become more established
both in terms of infrastructure and trade.
Rail freight will increase its
percentage of the overall freight volume.
The improvement of national and trans-
regional connectivity in conjunction with
rising agricultural exports and agricultural
import growth means there will be a high
demand for rail freight services.
In terms of the trade outlook for
Malaysia, diversification of trade is a top
priority for the Malaysian government in
the short term, with Iran and Sri Lanka
being touted as heading the list of partners,
according to New Strait Times in January
2017. New bilateral trade agreements are
being mooted after the delay that has
engulfed the TPP, which would benefit the
freight industry. Indeed, the TPP has been
resurrected by the Japanese government
as it looks to continue without the US.
There was a marginal gain of 0.2%
y-o-y in Malaysia's bilateral trade with the
Organisation of Islamic Cooperation (OIC)
countries to MYR145.18 billion in 2016. Of
the OIC countries, some 70% of Malaysia
exports were sent to Indonesia, the
UAE, Turkey, Bangladesh and Pakistan.
International Trade and Industry Deputy
Minister Datuk Ahmad Maslan said: The
trade balance also registered a good
performance in rising 67% to RM19.0
billion in 2016 compared to RM11.4 billion
the previous year.
President Donald Trump has caused
concern among various countries with
his protectionist assertions. Malaysia is
one country that could be affected, given
that the US is Malaysia's fourth most
import trade partner. International Trade
and Industry Minister II Datuk Seri Ong
Ka Chuan has stated that Malaysia is not
responsible for the US's trade deficit.
On the upside, India could become
a stronger trade partner over the
SMEs may consider adopting
Intelligence Logistics model in meeting
customers needs and enhancing
competitiveness. The model is
characterised by speed, flexibility and
correctness. It uses a huge amount of data
in decision-making concerning business
operations; it links transportation, storage
and packaging processes, and centres on
customers needs.
By adopting the Intelligence
Logistics model, firms are able to manage
its production, storage, sales and delivery,
efficiently and effectively. It provides
up-to-date information on warehouses
and storage, sales and estimates for
demand. Thus, the model allows firms
to manage information on supply and
demand. Eventually this will help improve
operational and costs efficiency.
coming years as both countries have
put an onus on growing trade links. The
prime ministers of both countries have
expressed their intention to take bilateral
trade to RM66 billion, according to
SME Times.
Road Freight
Road freight continues to be the largest
freight mode in 2017, accounting for
97.5% of all freight. Road freight plays
a major role in a supply chain including
air or rail freight, with trucking operators
benefiting from the country's extensive
and well-developed network of roads.
Consumer demand is the key driver for
road freight volumes and, with lower oil
prices, consumer demand has remained
relatively high, although the growth
rates are dropping slightly because
of a decrease in demand for luxury
consumer items.
One potentially key development for
the Malaysian road freight sector was
the news that Singapore-based start-up
Ezyhaul, which was launched in Malaysia
in April 2016, could spur a trend for Uber-
esque, on-demand trucking. The Apps
focus is on trucking, from vans to small
trucks, all the way to the 40-footers that
do the long-haul. The key problem they are
solving is around empty capacity on the
The current state of Malaysias
logistics industry is far behind the
advanced economies. A thorough reform is
needed for Malaysia in order to establish a
modern and competitive logistics system.
Thus, the Logistics and Trade Facilitation
Masterplan (2015-2020) was launched to
provide a strategic framework to resolve
bottlenecks in the logistics industry and
elevate Malaysia to become a regional
player in the medium term.
The Malaysian government expects
that the industry will move towards
greater consolidation. Freight forwarding
and logistics companies are encouraged
to provide integration across various
transport intermediaries along the
Dr Sheikh Ghazali Abod is the Director of Entrepreneur Development Division, SME Bank. He can be reached at
sheikh.ghazali@smebank.com.my.
BizPulse | Issue 19 : September - October 2017 3
Analysis
roads and empty backhauls. It's prevalent
across the region. Approximately 65-70%
of South-East Asian return loads are
empty, which underlines a key opportunity
due to empty capacity being underutilised.
Rail Freight
Rail freight is Malaysia's second largest
freight mode, catering for 2.2% of the
total freight mix in 2017. Due to the large
production and export of commodities
such as ores and processed steel products,
Malaysia's rail network caters for a large
volume of goods. In addition, the steady
domestic and international demand for
Malaysia's agricultural products keeps
rail freight demand elevated. Rail freight
also benefits from inter-regional trade and
high quality infrastructure domestically
and regionally, which is also the result
of the country's integral role in regional
and global supply chains. However, the
percentage of rail freight is much lower
than road freight also because of limited
rail connectivity in Eastern Malaysia. With
less than 150km of tracks, the supply
chains in the region are reliant on other
freight modes, such as road freight.
Rail appears to be the freight mode of
choice for the foreseeable future as state
railway operator.
logistics supply chain in Malaysia. This
consolidation will allow the companies
to compete with the multinational firms
on a more equal footing. Currently, the
total market size of the logistics market
in Malaysia in terms of revenue receipts is
estimated to be RM33 billion.
Moving forward, while the prospects
for Malaysias logistics and freight
forwarding industry are positive, there
is much room for improvement. Several
improvements need to be made to enable
the logistics industry to handle greater
volumes of freight, to speed up the
time taken to deliver goods across the
supply chains and to lower the cost of
this delivery.
Issue 19 : September - October 2017 | BizPulse
4 BizPulse | Issue 19 : September - October 2017
PRODUK
Pembangunan Pengangkutan
Awam Negara
A
pakah yang dimaksudkan
dengan sistem pengangkutan
awam: Ia merupakan satu
perkhidmatan pengendalian
pengangkutan untuk orang
ramai bergerak dari satu tempat ke
satu tempat termasuk juga memberi
perkhidmatan pengangkutan apa
jua barangan. Sistem perkhidmatan
pengangkutan awam yang disediakan
ini meliputi rangkaian perjalanan dan
perhubungan darat, udara dan juga
di air. Sistem pengangkutan awam
ini kebanyakannya disediakan oleh
pihak kerajaan dan juga pihak swasta.
Dalam penyediaan rangkaian sistem
pengangkutan awam yang sistematik ia
memerlukan pelaburan dan perbelanjaan
kewangan yang amat tinggi disediakan
oleh pihak kerajaan atau pun pihak
swasta dan sekali gus bermakna sistem
pengangkutan awam yang sistematik ini
dapat menjana kepada pembangunan
negara.
Melihat kepada sistem pengangkutan
awam di darat ia meliputi perkhidmatan
kenderaan awam seperti bas, teksi, lori,
melibatkan juga perkhidmatan kereta
api, LRT, monorel dan seumpamanya.
Perkhidmatan ini memerlukan penyediaan
rangkaian perhubungan seperti jalan
raya, lebuh raya, landasan kereta api
dan landasan berkuasa elektrik. Untuk
mendapatkan satu sistem pengangkutan
yang sistematik semuanya memerlukan
rangkaian perhubungan yang berteknologi
tinggi dengan kecanggihan kenderaan
pengangkutannya serta melibatkan
pelaburan dan perbelanjaan kewangan
yang dapat meningkatkan kegiatan
ekonomi negara seterusnya menjana
pembangunan negara.
Pembangunan sesebuah negara
itu tidak akan dapat berjalan dengan
BizPulse | Issue 19 : September - October 2017
pesat seandainya sistem pengangkutan
awamnya tidak sistematik atau negara
mengabaikan sistem pengangkutan
awamnya. Ia akan memberi impak yang
amat besar kepada negara: Pertumbuhan
ekonomi negara tidak berkembang,
kemajuan tidak dapat dicapai, tiada
pelaburan, kurangnya peluang pekerjaan
untuk rakyat, rakyat tidak dapat keselesaan
dan seterusnya tiada pembangunan
yang dapat dibawa untuk negara. Sistem
pengangkutan awam yang sistematik
jika dapat dilaksanakan dengan berkesan
sebenarnya seiring dengan pembangunan
dan kemajuan negara. Dalam erti kata lain,
jika tiada pembangunan dalam sistem
pengangkutan awam maka tidak dapat
menjana pembangunan negara dengan
sepenuhnya.
SME Bank menyokong sepenuhnya dasar
dan inisiatif kerajaan di dalam membangun
sektor pengangkutan awam negara. Kami
menawarkan skim pembiayaan Tabung
Pembangunan Pengangkutan Awam
(TPPA) kepada pengendali-pengendali
pengangkutan awam yang layak.
SKIM PEMBIAYAAN TABUNG
PEMBANGUNAN PENGANGKUTAN
AWAM (TPPA)
Fasiliti
TPPA adalah skim pembiayaan khas untuk
operator bas berlesen di bawah Lembaga
Perlesenan Kenderaan Perdagangan
(LPKP) Akta 1987 (334). Dana ini
diperuntukkan untuk pembelian kenderaan
bagi meningkatkan kualiti perkhidmatan
Muhammad Zafri Ismail Khan merupakan Ketua, Pembiayaan Kontrak, SME Bank. Beliau boleh dihubungi di
muhammad.zafri@smebank.com.my
by Muhammad Zafri Ismail Khan
(termasuk pengendali individu dan syarikat
/ koperatif / firma).
Manfaat
Jumlah pembiayaan dari RM30,000
hingga RM4.0 juta
Kadar Keuntungan Kompetitif serendah
4.0% setahuan dikira atas baki tahunan
(anuiti) bagi jumlah pembiayaan yang
diluluskan.
Margin pembiayaan di antara 70%
hingga 100% daripada harga kenderaan.
Tempoh pembiayaan maksimum
selama 10 tahun, atau baki tempoh
hayat bas, yang mana lebih pendek.
Yuran pemprosesan ke atas
pembiayaan akan dikenakan terhadap
jumlah pembiayaan yang melebihi
RM250,000 iaitu sebanyak 0.25% dari
jumlah pembiayaan yang diluluskan
atau maksimum RM20,000.
Kelayakan
Pemohon mestilah Pengusaha Kecil &
Sederhana dengan rekod kredit yang
baik.
Pemohon yang layak adalah pengusaha
bas henti-henti, bas sekolah dan
bas mini.
Memiliki lesen dari Suruhanjaya
Pengangkutan Awam Darat atas nama
individu/syarikat/koperasi/firma milik
rakyat Malaysia.
Projek mestilah mempunyai daya maju,
boleh berkembang dan berkeupayaan
membayar balik kemudahan kewangan
yang diberikan dan diusahakan sendiri
oleh pemilik lesen.

Y
our success depends on closing
bigger, better deals. Put your
time and energy into prospects
with the power to make large
investments and introduce you
to others who can do the same.
Do you want to be in the top 5 percent
of salespeople? Of course you do. Most
in your profession think success means
closing more deals -- but thats simply
not true. In fact, average salespeople
often close more sales than the richest
salespeople do. Thats because the top
5 percent of salespeople know how to
increase their average sale size, enabling
them to make much more money on far
fewer deals.
The key to reaching the top level
of sales is consistently closing bigger
sales. How? By targeting massive
organizations with the need and budget
for larger investments. You can start by
taking concrete steps to double your
current average sale size. Check out
these seven closing strategies for landing
bigger clients, doubling your average
sale size and winning the competition in
your industry.
Get Over Your Fear.
Many salespeople are simply too scared
to sell to huge companies. If this sounds
like you, you may be surprised to learn that
big organizations can actually be much
easier to close than smaller ones. After
all, these large companies face the same
problems as your small customers do, just
on a bigger scale. This means they need
a bigger version of your solution -- and
they have the budget to match. Get over
your fear, and youll quickly see that big
companies dont bite.
Stand apart from the crowd.
High-level prospects hear from an average
of 10 salespeople every day. If you do
Closing Strategies to Double
Your Average Sale Size
what everyone else is doing, youll never
get through to them or earn their trust. To
double your average sales size, you must
be intentional about standing apart from
the crowd in your industry. While others
pitch, you should ask questions. While
others are enthusiastic, you should be low-
key and genuine. While your competitors
focus on their products, you should focus
on your prospects deepest frustrations
and show how you can solve them.
Stop selling to low-level prospects.
When you first call on an organization,
its easier to connect to low- or mid-level
managers. Its easier to talk to these low-
level prospects, and youre more likely
to set more sales meetings with them.
Although youll feel safer selling at this
level, youre only harming your close rate
and decreasing your average sale size.
Thats because low-level prospects simply
dont have the power or budget to tell you
yes. Theyre not the decision-makers.
If you want to increase the size of your
sales, stop selling to prospects who lack
the budget to invest in your solution.
Sell to decision-makers.
One of the challenges of selling to
big companies is the glut of mid-level
managers with confusing titles. This can
make it difficult to determine who the real
decision-makers are. Its a best practice to
head straight to the top of the food chain
and sell to directors, vice presidents, and
C-level executives. They have the power
and budget to say yes to your offer. Dont
worry about selling too high. If someone
refers you back down the chain, youre still
landing an introduction to the right person
-- by his or her boss, no less.
Stop cold-calling.
Cold calls are miserable. Trying to connect
with people whove never heard of you is
BizPulse | Issue 19 : September - October 2017 5
POINT-OF-SALE
not only challenging, its also extremely
ineffective. Fortunately, theres a better
way to connect with prospects: a sales-
prospecting campaign. Plan your calls,
letters and emails as follow-ups to a
valuable letter or package you send via
FedEx. This could be a special report,
unique sample or company analysis.
These intentional, repeated touches over
a series of months will set you up as a
familiar name by the time you actually
get your prospect on the phone. When a
huge sale is on the line, you can afford to
invest time and money to catch a single
prospects attention.
Know the decision-making process.
If youve closed only small deals at small
companies in the past, you might be
accustomed to working with just one
or two decision-makers at a time. In
large corporations, the decision-making
process can be much more complicated.
One of the biggest mistakes salespeople
make is failing to understand the decision-
making process. Get a grasp of this early
on, and you can stay in front of the right
people, build value for them and close
your sales at higher prices.
Leverage sales for introductions.
When you close one large sale at a big
organization, dont stop there. Ask new
customers for introductions to others
in their company or network who could
benefit from your offering. You have
nothing to lose by asking for introductions,
but failure to do so will cost you massive
opportunity and revenue. Successful
salespeople understand this, and they
never miss the chance to leverage a big
sale for more valuable introductions.
This is the single-most effective way to
consistently close bigger sales.
by CEDAR Research Team
Issue 19 : September - October 2017 | BizPulse
6 BizPulse | Issue 19 : September - October 2017
BUSINESS ALERT
BUSINESS ALERT by Corporate Planning , SME Bank Malaysia
OIL, GAS AND ENERGY
RECENT DEVELOPMENT
Oil prices (4 September 2017, Monday)
Crude oil prices dipped lower as prices were
highly unpredictable following Hurricane
Harvey which knocked out refineries along
the Gulf of Mexico coast. This has led to a
drastic supply gap of fuels like gasoline.
Gasoline declined to the lowest in more than
a week as some US Gulf Coast refineries
reported plan to resume operations following
shutdowns forced by flooding from Hurricane
Harvey. Brent for November settlement
slipped by USD0.41 or 0.8%, to USD52.34.
The International Energy Agency (EIA): World
oil demand will grow more than expected this
year, helping to ease a global glut despite
rising production from North America
and weak Organization of the Petroleum
Exporting Countries (OPEC) compliance
with output cuts. The agency raised its 2017
demand growth forecast to 1.5 million barrels
WHOLESALE AND RETAIL
RECENT DEVELOPMENT
MIER: The Retail Trade Index (RTI) reaches
the 100-point threshold to settle higher at 105
points in 2Q2017 compared with 71.6 points
in the previous quarter. Heightened consumer
spending due to the influx of tourists,
higher disposable income and government
investment in infrastructure, may have shored
up retail spending in the 2Q2017.
The local retail sector is still resilient in spite
of the poor consumer sentiments currently
in the 1Q2017. The food & beverage (F&B)
sector have been doing well. The rapid
growth of coffee & bakery cafes, fine-dining
restaurants and food trucks has proven that
urban Malaysians are still willing to spend
on good foods or dine in nice environments
despite the increasing cost of living.
However, fashions may have taken a bit of
a hit but some high-end retailers have been
prospering.
The service sector is expected to enjoy a
sustainable growth rate this year. Another
HEALTHCARE
RECENT DEVELOPMENT
CIMB Research: Major private hospital
operators reported mixed results in 1H2017
with KPJs net profit rose by 12.4% YoY
to RM38.3 million and IHHs net income
declined by 3.8% YoY to RM201.8 million.
The weaker-than-expected profitability of
IHH was mainly attributable to: i) start-up
losses from two flagship oversea hospitals
that began operations in March 2017
(Gleneagles Hong Kong and Achibadem
Altunizade, Turkey), and ii) a weaker
Turkish lira affecting the contribution
from its operations. Meanwhile, higher
KPJs return was attributed by: i) stronger
performance from overseas operations
(Indonesia, Thailand, and Bangladesh), ii)
higher revenue intensity per patient, and
BizPulse | Issue 19 : September - October 2017
per day (bpd) from 1.4 million bpd.
Petronas reported higher 1H2017 core profit
of RM16.4 billion (+18% YTD). Headline net
profit of RM13.4 billion (-6% YoY) includes net
asset impairments of RM3.0 billion (1Q2016:
RM11.8 billion).
OUTLOOK: NEUTRAL
The OPEC forecast higher demand
for its crude in 2018 due to rising
global consumption and pointed to signs of
a stronger oil market that suggests an OPEC-
led production cut is getting rid of price-
sapping excess supply. In a monthly report,
the world would need 32.42 million barrels per
day (bpd) of oil next year, up 220,000 bpd from
the previous forecast. The organization also
reported physical oil markets in Europe and
West Africa had firmed and that an increase
in the price of Brent crude oil for immediate
sector that will continue to grow is online
retail sales. Online retail is expected to grow
driven by electronics and media, along with
the rise in mobile phone adoption across the
nation. More and more retailers are setting up
online channels to get consumers to spend.
OUTLOOK: NEUTRAL
MIDF Research: The outlook for
distributive trade in Malaysia for the
2H2017 remains bright as upcoming festive
seasons towards year-end are expected to
boost consumer spending. Retail sales in
Malaysia saw its highest ever yearly growth
performance in June 2017 due to seasonal
demand during the school holidays as well as
the Hari Raya festive season.
Outlook shall remain bright given that
upcoming festive seasons i.e. Deepavali
and Christmas will occur during the
half and long school holidays starting
iii) lower gestation costs from its existing
operations.
Overall, riding on the sustained growth in
demand for quality healthcare services,
inpatient admissions at IHH (Singapore,
Malaysia, Turkey and India) and KPJ
(Malaysia) in June 2017 were recorded
higher year-on-year. Revenue per patient
was also higher due to medical inflation
and more complex cases undertaken.
OUTLOOK: NEUTRAL
CIMB Research: Despite a population, and iii) wider insurance
challenging operating environment,
healthcare industry players should deliver
stronger 2H2017 earnings. This is in tandem
with seasonally stronger 2H, leading to better
delivery compared to later supplies indicated
the glut was easing.
MIDF Research: Analysts predict for the
year 2018, Brent crude price forecast is a
conservative USD55 per barrel premised
on: (i) moderate global GDP growth and;
(ii) average world liquid fuels consumption
growth forecasts of +1.67% compared with
production growth of +1.97% from 2017
to 2018.
in November 2017 will drive up tourism
activity.
Analysts also noted the strengthening
labor market and stable wage growth
as the driving factors behind the steady
increase in consumer spending for June
2017.
Total Industry Volume (TIV) in July 2017
came in at 48,553 units (-3.4% MoM,
+14.0% YoY) attributed by a glitch in the
registration process of vehicles coupled
with post Hari Raya holidays. However,
analysts revised up 2017 total (TIV)
forecast to 595,928 units (from 589,000
previously) on the back of an upward
revision in in-house GDP forecast.
TIV growth is expected to increase by
2.7% in 2017, ahead of a possibility
off take of drugs and higher patient volumes.
Earnings growth of hospital operators
should also be buoyed by lower start-up
costs from their new facilities. For drug
makers, strong export demand should
help offset lower local sales.
Nonetheless, analysts predict long-
term prospects for healthcare industry
players remain intact. This is due to
local demographics that look favorable,
i.e. i) rising affluence leading to higher
healthcare awareness, ii) an ageing
coverage. Moreover, generic drug makers
should benefit from the increased
switching to generics given higher
affordability in the long run.
 BizPulse | Issue 19 : September - October 2017 7
Business Alert

TOURISM
RECENT DEVELOPMENT
MIER: Activities in the local tourism scene
show signs of healing although it still below
the 100-percentage demarcation level. The
Tourism Market Index (TMI) increases to 99.7
points in the 2Q2017, up 5.5 points from 94.2
points in the preceding quarter. The gain in
the TMI is due to positive readings in both
the Hotel Operators Index (HOI) and Travel
Agencies Index (TAI), which recorded a gain
of 5 points and 6.7 points, respectively from
the previous quarter.
The HOI showed a reading of 96.2 points
from 91.2 points in the previous quarter.
The current performance index (CI) and the
expectation index (EI) for the hoteliers rose by
1.9 and 3 points to settle at 33.3 points and
62.8 points, respectively in the second quarter
2017.
Travel Agencies Index (TMI) also showed a
positive reading of 106.7 points compared
with the previous quarter of 100 points. The EI
of travel agencies in the months ahead picked
up, reaching 76.7 points from 66.7 points
previously. While the CI, dropped by 3.3 points
to reach 30 points in the present quarter.
OUTLOOK: POSITIVE
Malaysian Aviation Commission
(MAVCOM): Passenger traffic for
Malaysia is forecasted to grow year-on-year
between 7.8% and 8.8% in 2017. This is the
third consecutive year that passenger traffic
is growing, after 2015 recorded a positive
growth of 0.8% and 2016 saw a 5.6% growth.
Passenger count is forecasted to hit up to
99.2 million in 2017, after recording actual
passenger count of 91.2 million people in
2016 and 86.3 million in 2015.
This is due to higher demand for air
travel as average fares have shrunk
over the past few years, where fares for
international routes declined more than
that of domestic routes.

COMMUNICATIONS CONTENT AND INFRASTRUCTURE

RECENT DEVELOPMENT
MIDF Research: In a bid to be more
competitive, some of the mobile service
providers unveiled unlimited data plans. For
example Digi offers the postpaid INFINITE
plan which comes with unlimited call and
internet, Umobile introduced the unlimited
hero postpaid 78 plan, while Celcom launched
a slight variation of the unlimited data plan,
namely video walla and music walla. These
developments portray the competitiveness
of the postpaid realm. Analysts expect the
postpaid landscape to remain challenging
as mobile service providers will continuously
try to outbid their peers through new
innovative offerings.
Malaysia Internet Exchange (MyIX): Malaysia's
monthly Internet traffic average jumped by
1,200% to 222.3 gigabytes per second (Gbps)
in 2017, from the 6.4 Gbps recorded in 2012.
The statistics was calculated based on the
six-month average usage between January-
June for 2012 and 2017. The five-year period
growth is a very good indication of how Kuala Lumpur had the highest penetration
massively the country's Internet landscape rate at over 200%, while Sabah languished
has developed over the last few years. MyIX at 56%.
network's monthly highest traffic peak point Analysts forecast that the number of
had increased by a compounded annual fixed-line broadband subscriptions, which
growth rate (CAGR) of 53.5% YoY since 2012, accounted for around 30.4% of all internet
and went as high as 248.9 Gbps recorded in subscriptions in 2016, will increase at an
March 2017. average rate of 11.7% a year in 2017-2021
as the roll-out of Malaysias high speed
OUTLOOK: POSITIVE internet service, High-Speed Broadband
Economist Intelligence Unit (HSBB) with focus on expanding to rural
(EIU): Malaysias fixed-line internet areas, continues.
penetration rate stood at an estimated 78.8%
in 2016 and is expected to reach 95.2% by
2021. The number of internet subscribers is
expected to increase albeit at a slower rate of
2.9% a year on average over 2017-2021.
The Malaysian Communication and
Multimedia Commission (MCMC)
reported Malaysias household broadband
penetration rate stood at 81.8% at end-
March 2017, up from 74.2% at end-2015.

BUSINESS SERVICES
RECENT DEVELOPMENT
The construction of East Coast Rail Link
(ECRL) has been started and is expected to be
completed by 2024. The 688 km ECRL would
consist of 22 stations with 49km of tunnels,
cutting travel time to 4 hours from 8-12 hours.
It is estimated that 5.4 million passengers
and 53 million tons of cargo will use
the ECRL annually by 2030, with 30% of
revenue generated by passengers and
70% through freight.
The ECRL will connect key economic
industrial areas such as the Malaysia-
China Kuantan Industrial Park and
Gambang Halal Park in Pahang, Kertih
Biopolymer Park (Terengganu) and Tok
Bali Integrated Fisheries Park (Kelantan)
with the East Coast Economic Region
(ECER).
OUTLOOK: NEUTRAL
International Data Corporation
(IDC): Malaysias business process
outsourcing (BPO) market is expected to
grow at a compounded annual rate (CAGR) of
7.9% and reach USD1.4 billion by end-2021.
The growth of BPO market was mainly related
to the increase in demand for customer
care and high-end analytics solution by
Malaysian enterprises.
The human resources and finance &
accounting sectors made up three-fourths
of the total BPO market in 2016, followed
by the customer care sector at 14% and
procurement sector, the smallest, at 9%.
Local BPO players need to develop
or acquire intellectual property (IP)
for automation, advanced analytics
solutions, and standardized BPaaS
that enable better business outcome
deliveries to their customers. Investing
in skilled resources aligned to the big
data and analytics initiatives are the key
market differentiator.

Issue 19 : September - October 2017 | BizPulse

8 BizPulse | Issue 19 : September - October 2017
URUS BESTARI
Tip Pengurusan Kewangan
Business is about making someones life better
I
tu sebenarnya maksud perniagaan, dapat
menjadikan hidup pemiliknya senang.
Namun begitu, ada juga usahawan yang
mengeluh. Jika dilihat dengan mata
kasar, perniagaan yang dimiliki sangat
maju, mempunyai pelanggan yang ramai
dan barangan yang sentiasa laris. Akan
tetapi poket usahawan itu tadi sering
kosong menyebabkan dia tertanya-tanya, ke
manakah hilangnya wang perniagaannya?
Terdapat pelbagai faktor yang mungkin
menyebabkan perkara ini berlaku, namun
hal ini mungkin dapat dielakkan sekiranya
usahawan tersebut mengambil kira perkara-
perkara di bawah:
Kepentingan Matematik Dalam Perniagaan
Tanpa disedari atau tidak, usahawan perlu
ada ilmu matematik sebelum memulakan
perniagaan. Matematik penting dalam
membuat sebarang keputusan perniagaan,
menganalisis elemen risiko dan juga
membantu usahawan membuat kunci kira-
kira. Ramai dalam kalangan usahawan
terutamanya bumiputera yang tidak
menitik beratkan aspek pengiraan dalam
perniagaan. Bagi usahawan yang tiada
kepakaran matematik, maka penambahan
kos akan diperlukan untuk menggaji pekerja
yang lebih arif.
Semak Akaun Perniagaan Setiap Hari
Ikut amalan usahawan Cina! Kebanyakan
mereka akan melakukan semakan akaun
BizPulse | Issue 19 : September - October 2017
oleh Bahagian Penyelidikan CEDAR
pada penghujung hari untuk memastikan
keuntungan yang ditunjukkan dalam kunci
kira-kira adalah sama dengan keuntungan
yang ada dalam tangan. Ia juga akan dapat
memastikan keterdapatan modal untuk
perniagaan pada keesokan hari. Melakukan
semakan akaun pada penghujung minggu
atau pada hujung bulan adalah tidak
digalakkan. Agak sukar untuk menyiasat
ke mana hilangnya wang sekiranya berlaku
ketidakseimbangan antara jumlah yang
ditunjukkan dalam akaun kira-kira dengan
wang yang ada dalam tangan.
Memberi Hutang Atau Kredit Hanya Kepada
Mereka Yang Dikenali
Dalam perniagaan, adalah sukar dan
mustahil untuk tidak berhutang atau tidak
memberi hutang kepada pelanggan. Dalam
agama Islam itu sendiri membenarkan
umatnya berhutang. Hutang dalam
bidang perniagaan boleh berlaku dalam
beberapa situasi, antaranya atas hubungan
pemborong dan peruncit atau peruncit
dan pelanggan. Kebiasaannya, usahawan
hanya akan membenarkan pelanggan
yang dipercayai dan amanah sahaja untuk
berhutang dan bukan kepada pelanggan
yang tidak dikenali. Jika boleh, elakkan
menawarkan hutang kepada pelanggan.
Ikut lah cara Sayidina Abdul Rahman b Auf,
salah seorang sahabat Rasulullah SAW
dan juga seorang ahli perniagaan terkenal.
Beliau tidak mengamalkan cara tangguhkan
bayaran yang merupakan amalan ramai
peniaga pada ketika itu. Dengan melakukan
jualan tunai, lebih cepat pusingan modal
perniagaan dan seterusnya boleh digunakan
bagi membeli barangan yang baru.
Pengurusan Stok Barangan
Pengurusan stok barangan jika dilakukan
dengan baik akan dapat menambahkan lagi
keuntungan dalam perniagaan. Pembelian
stok secara pukal / borong akan dapat
mengurangkan kos pengangkutan. Dengan
pembelian secara borong, usahawan akan
mendapat harga yang lebih istimewa dan
seterusnya mampu meningkatkan margin
keuntungan. Penjimatan dalam sebarang
bentuk kos akan menyumbang kepada
lebihan keuntungan dan modal pusingan.
Kesimpulannya, usahawan perlu bijak
dalam menguruskan kewangan, sabar
dan tidak tamak agar dapat meningkatkan
keuntungan perniagaan. Sentiasa semak
baki akaun perniagaan dan pastikan wang
jualan adalah sama dengan tunai di tangan.
Jika boleh, elakkan daripada memberi
hutang dan pastikan stok barangan anda
diuruskan dengan lebih efektif. Dengan
mendapat keuntungan yang tinggi, akan
dapat membantu anda untuk membesarkan
lagi perniagaan anda, seterusnya
perniagaan dapat berjalan dengan lancar
tanpa putus bekalan kewangan.

Apakah Kelebihan dan
Kekurangan Bekerja
dari Rumah?
B
enarkah bekerja dari rumah adalah
peluang seumur hidup? Anda
mungkin membayangkan dapat
bekerja di tempat kerja yang lebih
selesa sambil menghabiskan lebih banyak
masa bersama keluarga anda. Walaupun
terdapat banyak kelebihan untuk bekerja
dari rumah, terdapat beberapa kelemahan
untuk dipertimbangkan juga.
Samada anda pemilik perniagaan
kecil atau pekerja pejabat, bekerja dari
rumah mungkin merupakan pilihan terbaik
untuk anda. Berikut adalah beberapa
kelebihan bekerja dari jauh:
Anda akan mempunyai lebih banyak
fleksibiliti dalam jadual anda. Bekerja
dari rumah membolehkan anda
membuat jadual kerja yang lebih
fleksibel yang sesuai dengan jadual
keluarga anda. Sekarang anda tidak
perlu risau tentang menemani anak bagi
aktiviti-aktiviti luar sekolah mereka.
Anda tidak perlu bimbang tentang
perjalanan pulang. Anda bukan hanya
boleh menjimatkan banyak kos
perjalanan berulang alik ke tempat
kerja setiap hari tetapi juga menjauhi
tekanan di tempat kerja.
Apabila anda bekerja dari rumah, anda
mempunyai lebih banyak peluang
untuk berjalan-jalan jika anda rasa
tertekan. Bahkan, anda akan bekerja
dalam persekitaran kerja yang lebih
selesa, yang boleh menghapuskan
tekanan sama sekali.
Anda boleh mengurangkan gangguan
daripada bekerja dari jauh. Walaupun
terdapat banyak gangguan di rumah,
anda mempunyai keupayaan untuk
mengawalnya, berbanding di tempat
kerja biasa.
Anda boleh menyimpan wang dari
rumah. Dengan melangkau kos
perjalanan dan makanan di tempat
kerja, anda boleh menjimatkan ribuan
ringgit setahun dengan bekerja di
rumah.
Ramai orang mendapati bahawa bekerja
dari rumah membantu mengimbangi
kerja dan kehidupan peribadi mereka.
Memandangkan anda boleh berurusan
dengan kedua-dua dalam ruang
kerja anda di rumah, mengurus anak-
anak dan kerja anda boleh dilakukan
dengan mudah, sedangkan di pejabat,
anda hanya boleh memberi tumpuan
kepada kerja.
Sebelum anda membuat keputusan
seterusnya, anda harus memikirkan juga
tentang faktor kelemahan yang berkaitan
dengan bekerja dari rumah:
Anda mungkin kesepian. Apabila anda
bekerja bersendirian tanpa rakan
sekerja, anda mungkin akan berasa
terpencil.
Anda mestilah mempunyai motivasi
diri dan berdisiplin yang tinggi. Ia
memerlukan banyak kekuatan diri
dan arah tuju untuk dapat bangun
dan bekerja setiap hari di rumah
anda sendiri.
Ruang hidup anda akan mengecil. Oleh
kerana anda perlu memberi sebahagian
BizPulse | Issue 19 : September - October 2017 9
PENGURUSAN SUMBER MANUSIA
Oleh Wan Zainuddin Wan Muda
ruang di rumah anda untuk aktiviti
kerja, anda akan kehilangan beberapa
ruang hidup anda.
Lebih sukar untuk keluar daripada
mod kerja. Memandangkan tidak ada
perbezaan antara kehidupan kerja dan
kehidupan peribadi anda, boleh menjadi
lebih sukar untuk memisahkan diri dari
perniagaan anda dan menutupnya pada
penghujung hari. Anda juga mungkin
lebih cenderung kepada terlalu
banyak bekerja.
Sekarang anda sudah tahu tentang
kebaikan dan kelemahan bekerja dari
rumah, terpulanglah kepada anda untuk
memutuskan sama ada ia sesuai untuk
anda dan kerjaya anda. Apabila membuat
keputusan, terdapat beberapa perkara
yang perlu anda pertimbangkan selain
kebaikan dan keburukan ini. Anda juga
harus memikirkan jenis keperibadian anda,
persekitaran rumah anda, jenis kerja yang
anda lakukan, dan sama ada anda akan
mempunyai alat yang diperlukan untuk
menyelesaikan pekerjaan itu di rumah
anda. Dengan mengambil kira faktor-
faktor ini, anda boleh membuat keputusan
yang tepat untuk anda dan kerjaya anda.
Wan Zainuddin Wan Muda merupakan Ketua,
Perkhidmatan Modal Insan, SME Bank. Beliau boleh
dihubungi di wanzainuddin@smebank.com.my
Issue 19 : September - October 2017 | BizPulse
10 BizPulse | Issue 19 : September - October 2017
URUS
SEMBANG
BESTARI
USAHAWAN
Temubual oleh Norhisham Hamzah
SEMBANG USAHAWAN bersama
Datuk Wan Mohammad
Sani Salleh
B
agi sesiapa yang pernah menaiki bas
SANI Express mesti tertanya-tanya
siapakah pemilik di sebalik syarikat
bas terkenal ini. Untuk pengetahuan
semua, pemilik di sebalik nama besar
SANI Express adalah seorang anak Melayu
tempatan bernama Dato Wan Mohammad
Sani Salleh. Dato Sani mempunyai semangat
yang kental kerana pada usia 41 tahun
(2017), anak tempatan ini telah pun memiliki
empayar perniagaan yang mencecah
sehingga ratusan juta ringgit seperti
Perniagaan bas express (Sani Express) yang
memberi pulangan jutaan ringgit, bangunan
pejabat sendiri (Wisma Dato' Sani) sebagai
pusat operasi perniagaan, memiliki Hotel
sendiri (Sani Hotel) yang mempunyai 145
bilik tidur setinggi 10 tingkat yang terletak
di pusat bandar Kuala Lumpur berhampiran
PWTC dan mempunyai Terminal Bas sendiri
(Sani Terminal) iaitu sebuah syarikat bas
yang pertama di Malaysia mempunyai
Terminal bas sendiri
Sejak beberapa tahun lalu namanya
sering menjadi sebutan ramai kerana bas
berwarna merah yang terukir namanya
BizPulse | Issue 19 : September - October 2017
Pengarah Urusan
Nama Syarikat
Sani United Sdn Bhd
- Sani Hotel Sdn Bhd
- Sani Ferry Sdn Bhd
- Sani Express Sdn Bhd
- Sani Terminal Sdn Bhd
- Sani Travel & Tours Sdn Bhd
Bidang Perniagaan
Pengangkutan awam
(bas ekspres & feri),
perhotelan, terminal
& pelancongan
Alamat Perniagaan
Sani United Berhad
Wisma Dato'Sani No.12 & 14,
Jalan Klang Sentral 3/ku5,
Klang Sentral, Bukit Raja, Meru,
41050 Klang, Selangor
Telefon
03-33434012
Laman Web:
www.saniunited.com.my
www.saniexpress.com.my
sendiri. Siapa tidak pernah mendengar nama
Sani Express. Destinasi ke Pantai Timur &
Utara sudah ditawan dan kini semakin ligat
menambah destinasi ke selatan. Datuk
Sani juga merupakan Pengasas Sani United
Berhad yang terdiri daripada Sani Express
Sdn Bhd, Sani Hotel Sdn Bhd, Sani Ferry Sdn
Bhd, Sani Terminal Sdn Bhd dan Sani Travel
& Tours Sdn Bhd.
Datuk Sani pernah menganggotai
kumpulan Impression bersama Norman
Hakim dan Datuk Eizlan Yusof pada sekitar
90an. Selama beberapa tahun menceburi
bidang hiburan, beliau mengakui tidak
nampak masa depannya dalam bidang itu.
Rakannya sejak zaman kanak-kanak, Datuk
Sharifuddin, dijadikan sebagai inspirasi
selepas melihat rakannya terlebih dahulu
telah keluar dalam dunia hiburan dan berjaya
dalam dunia perniagaan. Beliau meletakkan
tekad untuk merubah tahap kehidupannya
dengan berniaga sendiri. Katanya, beliau
bermula pada tahun 2001 dengan membuka
bengkel membaiki kenderaan di Kuala
Lumpur bersama 6 orang rakan kongsi.
Selepas setahun berkecimpung, pada tahun
2002 Datuk Sani teleh mengambil keputusan
untuk membuka bengkelnya
bersama adiknya di Kuala Terengganu
sendiri
dan seterusnya pada tahun 2003 Datuk
Sani telah menceburkan diri dalam bidang
perniagaan pengangkutan iaitu bas ekspres
yang sememangnya menjadi minatnya
sewaktu di bangku sekolah lagi.
Di atas sumbangan dan prestasi
cemerlang syarikat beliau, Datuk Sani
telah menerima beberapa Anugerah, di
antaranya ialah:
2009 - Anugerah Usahawan Cemerlang
daripada Dewan Perniagaan Melayu
Malaysia (DPMM) Kuala Lumpur yang di
sampaikan oleh mantan Perdana Menteri
Tun Dr. Mahathir Mohamad
2010 - Anugerah Ikon usahawan Berjaya
daripada Universiti Malaya yang disampaikan
oleh Prof. Madya Dr. Sabri bin Musa
2011 - Anugerah Tokoh Usahawan Muda
Berjaya daripada (PERDASAMA) Kelantan
yang disampaikan oleh Timbalan Menteri
Perdagangan Antarabangsa Datuk Mukhriz
Tun Mahathir
2011 - Anugerah Usahawan Muda KLMCC
daripada Dewan Perniagaan Melayu Kuala
Lumpur (DPMMKL) yang disampaikan oleh
Y.Bhg Dato' Seri Shahrizat Abdul Jalil
2011 - Anugerah Usahawan Muda Berjaya
daripada Kolej Poly-Tech Mara (KPTM) yang
disampaikan oleh Pengerusi KPTM Y.Bhg
Dato' Shohaimi Shahdan
2012 - Anugerah Usahawan Terbilang
Muda Malaysia daripada Universiti Malaya
(Permata) yang disampaikan oleh Prof. Dato'
Dr. Rohana Yusof
2013 - Anugerah Keselamatan (SHE)
daripada SHELL yang disampaikan oleh
Penasihat Pengangkutan Awam Darat SPAD
Y.Bhg Datuk Suret Singh
2013 - Anugerah Cermerlang Pengurusan
Keselamatan & Kesihatan pekerja
Kebangsaan (kategori Pengangkutan) yang
disampaikan oleh Timbalan Menteri Sumber
Manusia YB Datuk Ismail Abdul Mutalib
2014 - Anugerah Pengendali Syarikat Bas
Terbaik daripada Pengangkutan Awam Darat
(SPAD) yang disampaikan oleh Pengerusi
SPAD Y.Bhg Tan Sri Dato' Seri Syed
Hamid Albar
2015: Anugerah Pengendali Syarikat Bas
Terbaik daripada Suruhanjaya Pengangkutan
Awam Darat (SPAD)
2016: Anugerah 5 Bintang Pengredan
Kecemerlangan Keselamatan daripada
MIROS
2016: Anugerah Pengurusan Aduan Terbaik
daripada Suruhanjaya Pengangkutan Awam
Darat (SPAD)

2016: Anugerah Usahawan Berdedikasi
daripada UITM Cawangan Terengganu
BizPulse sempat mengajukan beberapa
soalan kepada Datuk Sani untuk mengetahui
lebih lanjut tentang rahsia kejayaan beliau.
S : Apakah yang mendorong anda untuk
menceburi perniagaan sekarang dan
boleh ceritakan secara ringkas tentang
perniagaan anda?
Saya sebenarnya memulakan perniagaan
melalui minat sendiri, tidak ada orang yang
suruh. Penglibatan dalam bidang ini adalah
atas desakan diri sendiri. Saya sentiasa
cuba mencari peluang, kerana peluang itu
tidak akan mencari kita, kalau kita tidak
berani mencuba sampai bila pun kita tidak
mampu untuk merealisasikannya.
Hasrat untuk memiliki perniagaan bas
timbul apabila sering berulang-alik dari Kuala
Lumpur ke Kuala Terengganu ketika zaman
persekolahan. Ketika itu, saya bersekolah
di Kuala Terengganu dan keluarga pula
di Kampung Baru, Kuala Lumpur. Apabila
berpeluang pulang ke Kuala Lumpur saya
memilih bas sebagai pengangkutan utama.
Boleh dikatakan rutin saya ketika bercuti
hanya menaiki bas dan tidur di atas bas.
Jika ada cuti sehari sekali pun, malam saya
akan menaiki bas ke Kuala Lumpur dan
pada malam keesokan harinya saya pulang
ke Kuala Terengganu. Pengalaman menaiki
pelbagai perkhidmatan bas mendorong diri
sendiri untuk memberi perkhidmatan bas
terbaik suatu hari nanti. Dengan minat yang
ada saya terus mencari peluang. Saya mula
membuat kajian terperinci, menganalisa dan
menstruktur strategi.
Ketika memulakan perniagaan dalam
bidang pengangkutan, pelbagai cabaran
getir terpaksa ditempuhi dan saya terpaksa
bekerja keras sehingga terpaksa tidur di
pejabat. Pada tahun 2002 saya menubuhkan
Sani United Sdn Bhd (SUSB) khusus
untuk perniagaan bengkel dan selepas itu
bercadang untuk menceburkan diri didalam
bidang pengangkutan. Ketika itu saya
bersama dua lagi rakan kongsi. Apabila
syarikat mengalami kesukaran untuk
mendapatkan kelulusan lesen pengangkutan
bas ekspres yang pohon, tidak lama
kemudian dua rakan kongsi itu menarik diri.
Ini menyebabkan saya terkontang-kanting
seorang diri dan menyebabkan saya hampir
putus asa. Keadaan ketika itu memang getir.
Saya begitu berhati-hati kerana
sebarang keputusan dibuat adalah tanpa
dirujuk kepada sesiapa. Ketika ada dua
rakan kongsi itu, saya boleh merujuk kepada
mereka, tetapi apabila seorang diri, saya
perlu membuat keputusan sendiri. Jika
tersilap membuat keputusan, memang
saya akan jatuh. Justeru sebelum membuat
keputusan, saya akan berfikir 10 kali. Ketika
itu saya hanya ada seorang pekerja dan
dengan menggunakan sepenuh kudrat
dan buah fikirannya. Segala perancangan
untuk memulakan operasi bas ekspres yang
diimpikan menampakkan hasil selepas
tiga tahun bertungkus lumus setelah saya
berjaya mendapatkan modal daripada
institusi kewangan.
Saya menanggung risiko besar
kerana pinjaman yang dibuat, tetapi saya
memberanikan diri dan yakin dengan apa
yang dibuat. Bayangkan jika apa yang saya
buat tidak menjadi. Bagaimana saya hendak
melunaskan pinjaman dalam jumlah besar
itu? Walau bagaimanapun pada awal Januari
2006 bas Sani Express ada di jalan raya
dan alhamdulillah perjalanan perniagaan
ini lancar serta mendapat sambutan yang
agak luar biasa dan sejak itu perniagaan
saya semakin pesat berkembang. Saya
membuktikan jalan yang dipilih adalah
berbaloi kerana hanya dalam tempoh tiga
tahun Sani Express menunjukkan prestasi
luar biasa.
Daripada seorang pekerja, kini saya
mempunyai 500 orang pekerja. Daripada
pejabat kecil di Ukay Perdana, saya kini
mempunyai wisma sendiri yang terletak
di Klang Sentral. Wisma serba lengkap itu
menjadi pusat operasi yang dilengkapi
dengan kemudahan asrama, pusat latihan
dan surau. Segala operasi di kaunter tiket
Sani Express di setiap negeri dipantau
secara langsung menerusi kamera litar
tertutup yang dipancarkan terus ke
wisma berkenaan.
S : Apakah strategi atau konsep perniagaan
anda yang berbeza daripada pesaing lain?
Saya kena fikirkan sesuatu konsep itu
supaya lebih ke depan daripada yang sedia
ada seperti reka bentuk bas, tempat duduk
yang lebih selesa serta kemudahan wifi.
Saya bukan hanya menumpukan kepada
faktor keuntungan semata-mata malah
saya menitik beratkan keselamatan dan
keselesaan setiap penumpang. Setiap
BizPulse | Issue 19 : September - October 2017 11
ANALYSIS
pemandu saya akan diperiksa kesihatan
dan rekod reputasi seperti JPJ atau Polis
untuk memastikan pemandu tersebut bebas
daripada rekod jenayah serta pengaruh dadah
atau di senarai hitamkan. Sani Express juga
dilengkapi sistem Global Positioning System
(GPS) dan DAX yang mampu memantau dan
merekod data kelajuan pemanduan serta
sistem amaran. Sistem ini amat berguna
untuk mengingatkan pemandu agar tidak
memandu melebihi had kelajuan yang
dibenarkan. Sani Ekspress juga merupakan
syarikat pengangkutan awam yang pertama
yang telah dianugerahkan penarafan 5
bintang bintang oleh Malaysia Institute of
Road Safety Research (MIROS) untuk Safety
Star Grading for Bus Operator. Dengan
pengiktirafan tersebut, dapat meyakinkan
lagi penumpang untuk memilih bas Sani
Express untuk menjadi pilihan utama.
S : Apakah faktor atau kualiti yang
diperlukan untuk berjaya dalam perniagaan
seperti anda?
Saya berpendapat setiap sektor adalah
mencabar dan memerlukan semangat
yang kuat bagi berdepan dengan pelbagai
risiko. Saya percaya bahawa minat, selain
sikap tidak malu bertanya dan mahu belajar
adalah faktor kejayaan saya. Saya bukan
sekolah tinggi sangat. Saya belajar daripada
orang berpengalaman, malah dengan
sesiapa saja. Dengan pemandu bas saya
belajar, dengan mekanik saya belajar, malah
dengan orang yang pernah gagal juga saya
belajar kerana kegagalan itu akan saya
jadikan iktibar. Daripada situ kita dapat ilmu,
malah sampai sekarang saya masih belajar.
Saya buat analisis dan kajian sendiri, baru
kita boleh kendalikan perniagaan dengan
baik. Biarpun SUSB adalah milik saya,
tetapi saya masih bekerja seperti makan
gaji untuk memastikan syarikat itu menjadi
sebuah syarikat konglomerat terbesar suatu
hari nanti. Saya sedar impian ini sukar dan
saya tidak ada jalan lain kecuali berusaha,
berusaha dan terus berusaha.
Setakat bekerja keras dari siang hingga
tengah malam, ia ibarat alah bisa tegal biasa.
Saya dapati pengalaman menjadikan bas
ekspres sebagai pengangkutan utama saya
dulu turut menjadi faktor kejayaan saya.
Dari dulu saya menggunakan pengangkutan
awam (bas ekspres), jadi saya tahu apa
yang pelanggan mahu dan saya gunakan
pengalaman itu ketika menguruskan
Sani Express.
Selain itu, saya amat mengambil berat
terhadap setiap pekerja yang ada di syarikat
ini, daripada kerani kaunter hinggalah Ketua
Pegawai Eksekutif (CEO). Ini kerana jika satu
saja jawatan tidak berfungsi dengan baik,
seluruh operasi syarikat akan terganggu.
Apa jua perkara yang kita lakukan,
kita kena berpegang kepada agama
sembahyang 5 waktu, buat apa yang disuruh
dan tinggalkan apa yang dilarang. Doa
serta usaha juga penting dalam hal ini, ibu
saya Sharifah Aini Syed Ibrahim Jamalulail
sering mendoakan saya, begitu juga ayah
saya. Sehingga kini saya masih menjaga dan
tinggal bersama kedua ibu dan bapa saya.
Issue 19 : September - October 2017 | BizPulse
12 BizPulse | Issue 19 : September - October 2017
Outlook
Start Your Own Freight
Brokerage Business:
Your Step-By-Step Guide to Success
(StartUp Series)
Reviewed by Norhisham Hamzah
GET PAID TO COORDINATE
Do you understand the concept of being a
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Meanwhile, its the job of a freight
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With 60% of all manufactured
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Author : Entrepreneur Media, Inc. in Malaysia, its the perfect time to
Hardcover : 350 pages broker your own share of this RM200
Publisher : Entrepreneur Press, billion transportation industry. Learn
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The experts of Entrepreneur equip
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day operations, prepare for minute-by-
Norhisham Hamzah is a Senior Manager at the Centre for Entrepreneur Development and Research (CEDAR),
a wholly owned subsidiary of the SME Bank Malaysia. He can be reached at norhisyam@smebank.com.my.
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BizPulse | Issue 19 : September - October 2017
minute changes, and tackle unexpected
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