Your Customer is Your Wife

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MalaysianIndianBusinessMagazine
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SALES & MARKETING
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EDITOR
Arikrishnan Subramanian
editor@charu.com.my
WRITERS
Anand Naidu
Dr Annantharajan Palaniandy
Dr Balakrishnan Muniapan
Ganesh Murugan
Palani Murugappan
Prasath Kanagaras
R Navaneetha Krishnan
S Nagaraju Sinniah
Thevi Sinnadurai
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EDITOR’S NOTE
I
f you're going to
be successful,
you've got
to love your
b u s i n e s s - l o v e
needs selflessness
and passion to
deliver promises beyond monetary value. Our editorial team explores “Your
Customer Your Wife” on how building a customer relationship is similar to
building a marriage where the business is the husband while the customer
is the wife. Readers are encouraged to refer MIB Forum feedback given by
professionals globally on the same subject.
As we step into the final month of 2014, we continue our path of bringing
more write-ups on Eastern Management and its application to current
times. Our writer, Ganesh Murugan explores ancient Indian Wisdom from
Thirukural while Dr. Bala, a researcher on Eastern Management shares with
us Kautilya’s Aphorisms in Management . Our regular Business News page
from Malaysia, Singapore and India joins our analysis of stunning Facts &
Figures and Did you Know sections.
The year 2014 has been very challenging for Malaysian Indian Business
Magazine as we try to evolve to meet customers’ requirements. The year saw
lots of changes, including setting our prime focus into Eastern Management a
great step forward. Changes in the editorial team was natural and unavoidable
with support from Malaysia, India and Singapore. Kindly accept our sincere
appreciation for all the support given to us that made us to be what we are now
since our inception 5 years ago. Join us in celebrating the success on January
10, 2015 at Midlands Convention Centre, Shah Alam.
You are the boss- we want your feedback. Send it through our Facebook
Page, Linkedin or send us an e-mail.
It's that time to spend with loved ones. Take Malaysian Indian Business
Magazine along with you and share with others during your holidays. We wish
all our readers A Merry Christmas and Best Wishes for the New Year.
ASK AND LEARN FROM DOMAINS
Chairman & Managing Editor
Disclaimer: The views and opinions expressed in the articles published are those of the authors and do not necesarily
reflect the views of MIB. While every reasonable care is taken in compiling this publication, MIB does not accept any liability
whatsoever for possible errors, inaccuracies or omissions or the consequences thereof. The Publisher also accepts no
liability in respect of the content of any advertisement in the magazine. All rights reserved. The reproduction, duplication, or
republication of this magazine or any part thereof in any form whatsoever without the expressed written permission of the
publisher is prohibited.

CONTENT
04 LEADERSHIP
Leadership Lessons From
The Bhagavad-Gita: Part 5
08 Malaysia Business News
12 ENTREPRENEUR
Solution Point Enterprise
14 EXCLUSIVE
Your Customer Is Your Wife
18 INVESTMENT
Overcome Your Fear In Stock Market
Investment
20 Singapore Business News
22 QUOTES
Quotes from Piyush Gupta
24 LIFESTYLE
Working With Your Thoughts
27 HUMAN CAPITAL
Business Talk: “Let Your Performance Do The
Talking”
28 ANCIENT WISDOM
Business Mantras: From Ancient Indian
Wisdom Of Thirukkural
30 INFOGRAPHIC
Do Women Ask?
32 EVENT COVERAGE
Jobs Seeking Ends Here
34 FACTS AND FIGURES
Business News In Figure
36 MANAGEMENT SOFTWARE
Data Analysis Utilizing
Microsot Excel - Part 2
40 EASTERN MANAGEMENT
Kautilya's Aphorisms In
Management
44 Did You Know?
46 MEDIA COVERAGE
Commercial Park
50 Today I Learned
52 TRADEMARK
Using Trademarks To Boost Your Competitive
Edge
54 EVENT COVERAGE
Congratulations: Agenda
Suria Communication Earns
Two Major Recognition
56 India Business News
58 BRAND
Building Brand
Presence
Through
Headlines
60 ANCIENT
MEDICINE
GOUT: No
Longer
Disease Of
Kings
64 Forum
14 12
40

W
e all want to validate our lives; give meaning to
what we do and who we are. In previous editions
of this magazine we have seen how this process of
validation begins. It is activated by referring to implication and
value, by tapping into the subconscious and by understanding
WHY we are. This is referred to as ‘Anchoring’ a process by
which instinct, tradition and memory are promoted.
Human development is the aim of Vedanta. There can be no
spiritualdevelopmentwithoutthesatisfactionoftheaspirations
of a person. Krishna - as a device of the ancients - understood
this. He understood that the awakening of consciousness
(‘Majesty’) can only take place through provoking sincerity
of thoughts and actions, higher aspirations and behavioural
decency. Otherwise, as Shri Aurobindo explains, we might
develop all the powers of a demigod, merely to satisfy the
nature of an animal. That very precisely explains why
some people are cultivated in the material sense, but lack
subtle powers. They failed to anchor their experiences. No
cultivation is truly potent where the practitioner is not properly
anchored.
So what is cultivation? It is the second step in the ancient
Indian process of leader-building. It is the planning, the
production and the management of the skills and talents that
unlock growth in a person. It does not exist on its own. It is
dependent upon the process of anchoring. Why? Because
one cultivates the skills and capacity that one has ‘anchored’.
Having been properly anchored, we should now have a clear
notion of the more worthwhile goals we should reach. We
reach those by cultivation.
Anchoring  Cultivation  Majesty
Vedantic Management:
Leadership Lessons from
the Bhagavad-Gita
Part 5 - The Art of Cultivation
‘All work can be done if it is done according to dharma’
~ Shri Aurobindo
04
| DECEMBER 2014
LEADERSHIP • by Anand Naidu

THE WAY OF ACTION
Cultivation involves many techniques. The first method
that Krishna refers to is called the Way of Action. There
is significance in Krishna deciding to refer to this method
first. Work is worship, and, to advance the quote by Shri
Aurobindo above, if done properly, will lead to the welfare of
the self. Chapter 3 of the Bhagavad-Gita is devoted to this
method of cultivation because the ancients recognized that
man is essentially a creature that produces, or is concerned
with the efficiencies of production. Remember, if you’ve been
properly anchored, you will be duly guided by a vision of the
proper goals of life. Again, Krishna brilliantly opens his logical
argument:
Na hi kashchit kshanamapi jaatu tishthatyakarmakrit;
Kaaryate hyavashah karma sarvah prakritijair gunaih.
The truth is, no one can remain still for even a moment;
Everyone is driven to act by his or her very nature,
helplessly at that.
Bhagavad-Gita 3:5
So indolence is not an option. Every person has no choice
but to act, because our very nature drives us to act. The
question then is; what is right action? Or, what kind of action
leads to growth. Of course the science of management and
the wisdom of the Vedas share the same goal in this respect,
being the fulfilment of the human potential. So Krishna begins
with the proposition that, as we cannot help but act, we should
study our actions closely.
Niyatam kuru karma twam karma jyaayo hyakarmanah;
Shareerayaatraapi cha te na prasiddhyed akarmanah.
Do your duty, for acting is better than not acting;
You could not even preserve your own body if not for acting.
Bhagavad-Gita 3:8
Remember discussing the effects of loyalizing a person to a
cause in previous articles? Out of that is born the sense of
duty. So the first lesson in cultivation is to inculcate a sense
of duty and follow it. It’s always simpler to perform a function
if one feels that it’s one’s duty to do so. This is a simple and
profound concept at the same time because there is no
better guide to proper action. Krishna even lauds the value
of action by comparing its simple application with the work of
the Creator:
Sahayajnaah prajaah srishtwaa purovaacha prajaapatih;
Anena prasavishyadhwam esha vo’stvishtakaamadhuk.
Even the Creator, having made mankind together with sacrifice,
said “This is how you will prosper, by this will your
desires be met”
Bhagavad-Gita 3:10
So, the infallible strategy here is to cultivate acting on one’s
duty, a function that is altogether approved by Universe.
The Bhagavad-Gita’s core message is concerned with how
mankind is an instrument of the Creator’s plan. In order to
be an effective actor, one should perform one’s duty. There
can be no ambiguity or wrong action when your actions
correlate to your duties. This is why successful people and
positions have particular responsibilities and duties. It helps
to determine the proper function of that person or position.
Krishna also talks of action and sacrifice as being part of a
revolving wheel; action leads to more action and the benefit
of all. Performing your action dutifully results in the proper
maintenance of the world:
Evam pravartitam chakram naanuvartayateeha yah;
Aghaayur indriyaaraamo mogham paartha sa jeevati.
He who does follow the wheel as it revolves,
who lives misguidedly,
lives in vain so long as he rejoices in the fruits of his senses.
Bhagavad-Gita 3:16
There is an interesting relationship between action, duty
and attachment. In previous articles, we’ve discussed the
idea that we should act but not be attached to the fruits of
the action. In cultivating this principle, we finally understand
how to do so. In this chapter, Krishna implores us to act
dutifully, because in following one’s duty (or doing something
for because one has a responsibility to do so) is an end in
itself. It helps to distract one from other reasons for doing
something. Duty overrides avarice for instance. It makes the
business of ignoring the fruits on one’s action easier:
05
DECEMBER 2014 |
LEADERSHIP

Tasmaad asaktah satatam kaaryam karma samaachara;
Asakto hyaacharan karma param aapnoti poorushah.
Doing what should be done can be done without attachment
Helping one to reach the Supreme.
Bhagavad-Gita 3:16
So, it’s easier to do something without attachment if that
something is characterised as a duty. True enough, people
do things dutifully without expecting material incentives. So
dutiful action is proper action. What should action achieve
then? Krishna answers that question too (a fine answer for
the business world in fact):
Karmanaiva hi samsiddhim aasthitaa janakaadayah;
Lokasangraham evaapi sampashyan kartum arhasi.
Seers attained majesty by action alone; and such action should
have as its aim, the goodness of others.
Bhagavad-Gita 3:20
Action should achieve the protection and goodness of others.
This kind of action is commendable and, not to put too fine
a point on it, profitable too. It is for this reason that Shri
Aurobindo summarises the Bhagavad-Gita as a declaration
where ‘a man by doing in the right way and in the right
spirit the work dictated to him by his fundamental nature,
temperament and capacity and according to his dharma can
move towards the Divine’.
Development in any organisation is concerned with integrating
its human capital with its ideas and vision. On the other hand,
that is no excuse to treat a person as one would a machine. A
man does not simply produce (or not produce, if one heeded
the words of George Orwell), but he is dynamically attuned
to the world, making him (or her) capable of a great deal of
achievements beyond the profane.
There is of course another reason why performing the right
action is so important. Krishna reminds us that proper action
becomes an example to others (reminding us of the training
imperative). What we do, others follow:
Yadyad aacharati shreshthas tattadevetaro janah;
Sa yat pramaanam kurute lokas tad anuvartate.
Whatever a great person does, others follow;
Whatever standard he sets up, others strive to live up to.
Bhagavad-Gita 3:21
Action begets action. Whatever we do will be inevitably
followed by others. As such, the Bhagavad-Gita declares
that we should perform action dutifully and with the benefit of
others in mind. This action, if followed, will lead to the welfare
of the whole organisation of mankind, business or social.
That ends this part of the art of cultivation. In the next article,
we will explore further the way of action and the how-to’s of
this ancient science of leader training.
Anand Naidu is a Malaysian-born barrister and law
lecturer based in Melbourne. He is also the Deputy
President of LawHelp Australia, a not-for-profit
legal advice bureau based in Melbourne. Anand
has had a long association with the teachings
of Hinduism and is currently preparing a series
of seminars based on drawing leadership and
management principles from Hindu teachings.
andynaidu@vicbar.com.au +61 425 627 116
06
| DECEMBER 2014
LEADERSHIP

MALAYSIA'S BROADBAND PENETRATION IS HIGH WHILE INTERNET
CONNECTIVITY COST IS STILL LOW
M
alaysia's broadband penetration of 67.2 per cent recorded in first quarter
this year is relatively high while the cost of Internet connectivity is still very
low compared with neighbouring countries. An online survey that ranked
Malaysia at 126th place out of 192 countries in terms of average download speeds
is therefore inaccurate and disputable as it omitted key factors such as broadband
penetration rates, user broadband plans and market dynamics. The survey by Ookla,
a website-based broadband speed testing and network diagnostic application, also
ranked Malaysia behind Cambodia and Vietnam in the list. Telekom Malaysia Bhd,
in a statement, said although Malaysia was reportedly said to have an average
speed of 5.4Mbps, its broadband coverage and penetration surpassed most of
its neighbouring countries. Thus, average speeds may be lower as we take into
account nationwide reach and the type of broadband speed packages taken up,
TM said. For instance, average speeds in one well-connected city but no access in
rural areas may present a different picture, versus the Malaysian picture which has
coverage nationwide.
WESTPORTS 3Q14 PROFIT AFTER TAX SURGES 33 PCT TO
RM141 MLN
W
estports Holdings Bhd's profit after tax surged 33.0 per
cent to RM141 million in the third quarter ended Sept
30, 2014 compared to the same period a year ago. Its
operational revenue increased by 12.1 per cent to RM390 million
from last year on robust growth from the container segment. The
company also posted another record high in its container volume
by handling 739,000 twenty-foot equivalent units (TEUs) in August
2014, erasing its last record of 719,000 TEUs in May, the company
said in a statement. "For the nine months ended Sept 30, 2014, the
company's profit after tax jumped 22.4 per cent to RM372 million
attributable to the better-than-expected container throughput
growth, termination of management service agreement and lower
effective tax rate. "Its operational revenue improved 12.7 per cent
to RM1.117 billion versus the same period a year ago," it added.
NAJIB CALLS ON GLICs, GLCs TO GRADUATE WITH
'DISTINCTION'
P
rime Minister Datuk Seri Najib Tun Razak has called on
all government-linked investment companies (GLICs) and
government-linked companies (GLCs) to step up their
efforts to ensure that they graduate from the GLC Transformation
Programme with 'distinction' next year. Addressing the 27th
meeting of the Putrajaya Committee on GLC High Performance
(PCG27) today, the Prime Minister stressed that having
champions or iconic companies would help grow the country’s
gross national income and propel Malaysia towards its 2020
objectives. The programme was launched in July 2005 with the
objective of transforming GLCs into high-performing entities,
with the target of having several GLCs emerging as regional
champions by 2015. To signify the completion of the programme,
a GLC Open Day will be held in 2015 to engage the public by
showcasing achievements, sharing lessons learned and reporting
the final outcomes of the 10-year programme. The meeting also
deliberated on post graduation from the programme, asserting
that the GLICs and GLCs needed to focus on the runway
08
| DECEMBER 2014
MALAYSIA BUSINESS NEWS

MATRADE ENCOURAGES MALAYSIAN EXPORTERS TO TAP
CHINA'S MARKET
T
he Malaysia External Trade Development Corporation
(Matrade) is encouraging Malaysian exporters to tap China's
market through the e-commerce platform. Matrade Trade
Commissioner in Shanghai, Mansor Shah Wahid said the China
Internet Network Information Center (CNNIC) indicates the country
would have 380 million online shoppers by 2016. "The online business
module will serve as an integral component of marketing and selling
products. "China's online retail revenue reached over US$200 billion
(RM648.5 billion) in 2012. Malaysian companies should leverage on
Matrade's new initiative through the e-Trade programme with Alibaba
to promote their products," he added. Mansor said Alibaba Group
Holding Ltd, China's e-commerce giant which owns online shopping
platforms, Tmall.com and its sister firm Taobao.com, controlled 80
per cent of the country's e-commerce market last year and sold more
goods than eBay and Amazon combined. In China, online shopping
penetration rates are highest in clothes, accessories, shoes and hats,
the cases and bags categories, followed by cosmetics, personal care
and household products.

CRADLE FUND TO INVEST IN
3-10 TECHNOLOGY START-
UPS IN NEXT 2 YEARS
C
r a d l e F u n d Sdn
Bhd has generated
RM28 million through
combined co-investment
exercises with five partners
and intends to fund three to
10 Malaysian technology start-
ups in the next two years, said
Chief Executive Officer Nazrin
Hassan. The agency signed
co-investing agreements
with four new companies
-Fatfish Ventures Sdn Bhd,
OSK Ventures International
Bhd, CoEnt Venture Partners
Pte Ltd and Crystal Horse Investments Pte Ltd. Nazrin said
the agreements would not only benefit the start-ups from
getting possibly a larger amount of combined funding, but
they would also receive more combined value-add, coming
from both the private parties and Cradle. "Given that we got our total
allocation of RM30 million for next year, together with the amount
of fund that we collected via the co-investment partners, we would
be able to fund more local technology start-ups and to gradually
reduce the dependence on government funding," he told a media
briefing after the co-investment announcement. Lau Kin Wai,
chief executive officer of one of the co-investing partners, Fatfish
Ventures, said the company hoped to achieve between 10 and 20
per cent return on investment as soon as it got a company to invest
in. Another partner, Patrick Yee, chief operating officer/executive
director of OSK Ventures International, said today's partnership
would enable the budding entrepreneurs to obtain funding
and create companies that spurred the growth for the country.
Cradle Fund has funded local companies including MyTeksi and
Intelligent Money, its highest commercialisation rate at 59 per cent.
REHDA WANTS RESIDENTIAL PROPERTY ZERO-RATED FROM GST
T
he Real Estate and Housing Developers' Association
Malaysia (REHDA) has expressed hope that the government
considers the association's recommendation that residential
property be zero-rated from the Goods and Services Tax (GST).
Its President Datuk Seri Fateh Iskandar Mohamed Mansor said
the recommendation would allow developers to claim input tax
from the building materials used in their developments. "In its current
form, developers are not allowed to claim input tax and this will
inevitably affect house pricing in the long run. "REHDA shares the
same aspiration as the government in providing affordable housing
to the people, so we truly hope that the government will take heed of
our appeal," he said in his speech at the official opening of Wisma
REHDA. "To competitively position the housing and property industry
as an efficient value adding sector of the economy, we would like
to propose that impractical and redundant policies, legislative
provisions, guidelines and practices that inhibit progress be reviewed
in total," he added. The introduction or amendments to any policies
or regulations must be looked at in a holistic manner and must firstly
consider the small and medium enterprise developers, who are the
majority players in the country, he said.
DECEMBER 2014 |
09

SMALL CONSUMER APPLIANCES TO GROW BY 22 PERCENT
GLOBALLY BY 2019
V
olume sales of small electrical appliances has surpassed
major appliances and are expected to grow by 22
percent globally by 2019. Global consumer interest has
turned towards small appliances such as air treatment and
cooking appliances, and vacuum cleaners, a clear reflection on
the huge demands for healthcare and life enhancing products.
This was revealed by Market Research Company Euromonitor
International on the new consumer appliances research for
2014 through a statement issued in Singapore. The statement
said, light fryers that use a tiny amount of oil for frying have
been the best performing appliances among consumers in
2014 with global growth exceeding 20 percent in volume terms.
More than half of global sales of these products come from
China, followed by France, Japan and Turkey.
MALAYSIAN ECONOMY EXPANDS BY 5.6 PCT IN Q3 2014
T
he Malaysian economy expanded by 5.6 per cent in the third quarter this year, higher than the 5.0 per cent achieved in the same
quarter last year, driven by private sector demand, said Bank Negara Malaysia (BNM).Meanwhile, gross domestic product (GDP)
growth for the second quarter was revised higher to 6.5 per cent from 6.4 per cent previously. Governor Tan Sri Dr Zeti Akhtar
Aziz said positive growth rates were also recorded across all economic sectors for the third quarter. The construction sector recorded
9.6 per cent growth, followed by services sector (6.1 per cent), manufacturing (5.3 per cent), agriculture (4.0 per cent) and mining (1.4
per cent). "Private sector activity remained the key driver of growth during the quarter, with private consumption registering 6.7 per cent
growth while public consumption recorded positive growth of 5.3 per cent," she told a media briefing on Malaysia's third quarter GDP
performance. The inflation rate, as measured in the Consumer Price Index, averaged lower at 3.0 per cent in the third quarter, mainly
attributed to the lower inflation in transport category, she said. Zeti said trade surplus narrowed to RM16.8 billion for the quarter under
review from RM18.5 billion in the second quarter as gross exports grew at a slower pace of 1.5 per cent. On the ringgit, Zeti said, it
was on an appreciating trend against most major and regional currencies during the earlier part of the quarter due to higher demand
for Malaysian bonds. It, however, reversed its trend towards the end of the quarter due to external developments, in tandem with most
other currencies, she said. She said for the whole of 2014, the central bank expected GDP growth to be between 5.5 per cent and 6.0
per cent. "We believe that having a growth of this range is a very strong growth, in view of the challenging environment. "Next year, we
expect GDP growth of between 5.0 per cent and 6.0 per cent. "If there is a moderation in exports, the GDP will be closer to 5.0 per cent
but if it were to improve, the GDP will be higher and closer to 6.0 per cent," she said.
10
| DECEMBER 2014

“W
e sell only what is
displayed on our website,
Social Media and Blog
by surpassing the expectations of
customers. We always look forward to
provide more options to our customers,”
Belinda Joseph the boutique owner
told Malaysian Indian Business during
our recent interview.
MIB: Tell us more about your
Boutique?
Solution Point is the foremost Ladies
and Kids Boutique Clothing Retailer
and Supplier in Malaysia. We pay
utmost attention to our product quality,
service and value by offering the latest
trends in the industry.
Our dresses are a class apart and each
dress is unique in its own way. We take
extra pains to bring the best from every
part of India, to your doorstep.
Once a commitment is made and
an order is accepted, you can rest
in peace and await finest quality
merchandise at unbeatable price
without any compromise on quality or
style. We constantly work to provide
the best TRADITIONAL Indian and
Western Dresses for all occasions.
Our clothing is tailored in mesmerizing
styles to enhance the feminine look
and accentuate the appearance.
Our motto remains 'Quality is the
secret to luxury, Style is the key to
fashion and Growth is the course to
success'
MIB: How receptive and
aware are Malaysian Indian
business people towards
product and services offered
by you?
SOLUTION POINT ENTREPRISE, Johor is a reputable boutique that has made
its mark in both online and offline market by maintaining consistent quality at a
reasonable price to our customers. They aspire to make every woman aware of the
latest trends and fashion of Indian Ethnic Wear.
QUALITY IS THE SECRET TO LUXURY,
STYLE IS THE KEY TO FASHION &
GROWTH IS THE COURSE TO SUCCESS
SOLUTION POINT ENTREPRISE
12
| DECEMBER 2014
ENTREPRENEUR

More supportive, without their support
we cannot grow our business,
awareness among our people
spreading online and offline. Since
we deliver as promised by maintaining
Quality and Service support from
online business surge. Satisfied
customers recommend their friends
and relatives.
MIB: What makes you to
involve in this business?
Our involvement is primarily due to
the passion and love towards classy
and wearable fashion. We are proud
to contribute some of our expertise in
developing our traditional dress with a
modern touch.
MIB: Kindly share some
background about family
members and how important
is their support for
Entrepreneur like yourself?
We are a small family. My husband
Sudamani Harikrishnan, my 2 years
old son Eric Alfred and my parents.
We cannot run business and achieve
without strong support from family
members. My husband supports me
in our daily business operation while
my parents take care of my son. This
enables me to concentrate and run the
business well.
MIB: Your views on
availability of business
opportunities in Malaysian
and how are you able to
assist our community?
We are giving opportunities to all,
especially girls who are eager to earn
extra income as our distributors with
simple terms and conditions. Now,
more and more single mothers are
coming forward do business on a
part time basis. They only need to
take orders, we take care of the rest,
including mailing out on their behalf.
MIB: How do you foresee the
market need in Malaysia and
region for the next 5 years
and beyond?
Demand for high quality and
reasonable priced clothing is high.
We are in the process of
upgrading our website
to maximize business
opportunities and
enhance our services.
MIB: Your
opinion on
most important
Qualities an
Entrepreneur
must pose?
We uphold our motto
of “Quality is the
secret to luxury, Style
is the key to fashion
and Growth is the
course to success” and
deliver what’s promised.
MIB: Did you
offer any special
discount and how
do customers claim
the offer?
Solution Point Enterprise
carries massive
inventory of classy,
f a s h i o n a b l e ,
wearable and quality
clothings both online
and offline. All our
products are sold
365 days at offer
price without any
compromise to end
product quality. Visit
our physical store, go
online or call us to be
amazed.
13
DECEMBER 2014 |
ENTREPRENEUR

Your
customer
is your
wife DAVID OGILVY,
who was known as the
father of advertising,
legendarily said,
“The customer is not an
idiot, she is your wife.”
| DECEMBER 2014

B
uilding a customer relationship is similar to building
a marriage where the business is the husband while
the customer is the wife. Have you been faced with
a situation where you assumed your relationship with a
customer was going strong, only to find out she’s has an eye
on a competing vendor?
You are an entrepreneur and you come back from a sales
conference feeling less confident and betrayed that your
customer switched from your product to another product
same is like your wife is cheating on you with another guy.
Why is that so, because what you give to your customer is
not satisfactory? Same can be seen with the case of Qantas
Airlines, it was one of the oldest and best airlines in Australia,
but due to unsatisfactory measures taken by the company,
customers soon switched to another airline. Why is that such
companies do not bother what their
customers want?
A company should wait till their
customer affirm their relationship
status. They will probably hear about
it only after she’s taken her commerce
somewhere else. Be practical and
discover her true emotional state by
enquiring what the customers value
most. What should the business do
to sustain the relationship? If the
company is doing something good in
achieving the goals of the customer,
how can it improve in the service or
the product. What kind of relation
or approach the customers want to
be with the business? How to make the customers realize
that the business cares about them just like in a successful
marital relationship?
Perhaps you’re unwilling to ask these queries since you’re
frightened of your customers’ answers. After all, what if she
says she isn’t pleased? What if she needs improvement,
concessions and greater value? If those concerns or
anything else are troubling your buyer, you must know it from
her before she runs into the arms of the competition. So,
grip adverse answers and answer them with thankfulness.
Propose to encounter her requirements by inquiring for things
in return.
Nike is one of the major brands in today’s world. They
construed their customer relationships in direction to bring
in revenue along with customer satisfaction. Nike practices
on site value info in order to enhance customer relationship
management. Ordering a product from Nike request you to
respond with your basic data such as your name, location
and contact details. This info is used to track customer
purchasing behaviours. There is a choice for the customer
to obtain proposals from their email account. This is tracked
in order to see the behaviours of the customer. Many Nike
customers through their online portals and blogs can or may
demand certain colors of a sneaker to be launched. Nike
relationship with its customer is one of the best examples
of customer satisfaction as it helps the customer to make
changes to what Nike is offering, they feel their view is being
noticed and act upon. Asking about the needs of the other
half helps in maintaining a stronger relationship same as a
husband ask the need of the wife. He can try to accomplish
what better he could do in order to satisfy her need or to
make her feel that she matters. Porsche is an example that
can be quoted here, where customers
are free to customize their products
according to their need wether it’s the
colour of the car or the specifications.
The customer always has a choice of
changing or editing according to his
needs.
Therearemanycompaniesthatarenot
building proper customer relationship
and that is why in this technological
environment, customers switch from
one product or a service to another.
Why is that so, when all the questions
asked are directly related to customer
satisfaction? Just like the relation of
a husband and wife, businesses do
come to fault and it’s the sole responsibility of the business
(husband) to understand that their service or quality leaves
much to be desired. They don’t need to ask the customer
those questions but just fix the problem first and fast. If they
don’t, their competition will be happy to do it for them. If it’s
improved pricing she wants, convince her to purchase to
bigger volume. If she wants rapid turnaround, value those
schemes at a margin so that she obtains the extra care and
assurance.
Marital relations between a husband and a wife don’t always
focus on needs, but make her feel that she is important;
although he is busy but still he remembers her. The business
perspective to a customer can easily be identified that
the customer need and want is the sole responsibility of
the firm but are all other firms doing that? So what makes
this firm special for the customer? The answer lies in the
incentives that a firm gives to their customers. Whether it’s
a technological firm or a service or any other traditional firm,
Asking about the needs
of the other half helps in
maintaining a stronger
relationship same as a
husband ask the need of
the wife. He can try to
accomplish what better he
could do in order to satisfy
her need or to make her feel
that she matters.
15
DECEMBER 2014 |
EXCLUSIVE

either it’s a FMCG or it’s a government industry, customer
always need an extra attention or incentive that makes them
committed to the firm. Like Mc Donalds the world’s largest
food chain, we knows that customer are satisfied not only
with the product but with extra incentives like quality, service,
environment and availabilities. Availability! Yes, for a strong
marital relationship husband should always be available for
his wife like the connection with the telecom sector. Millions
of customers’ queries using cellular phones are dealt with
just a call away. Many companies have centers so that
customers could engage them directly like what DHL has
done, available nearly everywhere in the world for quick
response.
Communication is an interactive activity, so do it early and
often with your wife and more often where businesses are
concerned. Relationships have a low shelf life. No matter
how delightful, excited or persuasive a product is, no one
will remember the product or a service from a business card
or one meeting. One of the major errors folks make is that
they come home from networking events and fail to follow
up. Businesses should make the connection instantly. They
should send a nice-to-meet e-mail to let these new associates
identify the business or a company knows them and figured
out their need. Directly strengthen your relation and tell
them who you are and what your company do? A company
infrequently encounters individuals at the particular instant
when they need what is offered. When they're ready, they
think of your company, only if they stopover on their minds. It's
mandatory to keep a link sincere than to be earnest once the
track goes unfriendly. Take the time to establish your network
of connections and educate you customers. Communication
is one of the strongest channels that help the company to
track needs, demands and market trend.
A marriage is a state where the individuals are mature enough
to enter or leave at any time. But what makes them stay for a
longer time or a life time? The concept that points towards the
free competition in the market is that buyers and sellers have
choices. Be familiar with the market prices, quality and nature
of the product or service. Customers are now mature enough
to seek this out. To make them stay longer one should use
different strategies in retaining loyal customer. Once an
iPhone user always an iPhone user, this is due to the quality
and features of the product that manufacturer provides with
the smart phone. In this changing technological environment,
buyers have the choice to move towards any given market
of cellphones but iPhone remains the choice of brand loyal
customers and for some , a luxury brand in many countries.
This is because the image that has been set by the company
with its quality, the extra features and the access of apps.
It became life easier for them from buying that product or a
service related to its usage.
Various touch points are there of one’s wife. The same
phenomena are applied in a business model where a
customer has different touch point. Like for Coke, teenagers
now days have too much information and to build such a fresh
relationship with them needs a lot of work. So what Coke
does? Advertise. The advertisements that Coke did in past
16
| DECEMBER 2014
EXCLUSIVE

few years in different regions is unmatchable in attracting
many new young customers and linking them daily. But
where does advertisement relates to the marital life? How a
customer is like your wife with respect to advertisement? The
expression of love and being available is what advertisement
all about. A wife needs to know how much a husband loves
her and cherish her by its actions it’s like valentine to a wife.
And that is exactly what Coke did to its customers, made
them realize that we are like a family and we love you and
offer you things you want.
There are times when a wife is mad at something, a fault
that husband did. But to feel sorry on that fault, husband try
to make her feel happy. So that a long lasting relationship
is confirmed. A discontented Starbucks customer called
in to the firm's corporate offices after a mix-up with a New
Jersey outlet's barista. In its place of only giving him a
reimbursement, the customer service representative told
the customer that they wanted to "make him whole, and give
him an experience nothing short of fantastic." They quickly
filled his rewards card with $50 of stock credit. This is a way
of a world’s biggest MNC say sorry and not only this; major
multinational corporations in the world do this in order to
retain their customers for a longer time.
To maintain a healthy relationship with a wife, the husband
should always engage them with something that when he is
not around, she doesn’t miss a thing about him and crave
about him more than ever. But how to engage your wife
when you are not always around? In the present social age,
it is not only imaginable, but extremely easy and low-cost
for business to engage with customers and work regardless
of physical location and other obstacles. Cheers to social
networking technology, business has a chance to involve
customer in real-time at every phase of product planning,
production and distribution in order to lessen risks and bring
value to customers.
Like a marriage, a business association is always dual , so
don’t be frightened to ask what you can do to improve the
relationship. The answer to the age old question, can this
corporate relationship be saved? It has a much better chance
of being yes. In a much shorter and brief scenario, when a
customer (Wife) purchases any service (Marries) from the
Company or the Sales person (Husband). The whole thing
goes well throughout early days (Guarantee and Warranty
period). But unexpectedly the purchaser comes up roaring to
the organization and asks either money back or termination
of service (Files for Divorce). The wife gets annoyed with her
husband fails delivering capacities and promises made and
marriage breakdowns on a bad note. So that’s why, be loyal
to your wife. It’s not one time promise you discuss but an
enduring relationship. Business need to love their customers
24/7 and 365 days or else they have many choices open.
17
DECEMBER 2014 |
EXCLUSIVE

OVERCOME YOUR FEAR IN
STOCK MARKET INVESTMENT
M
any people have wrong ideas about the stock market.
They believe that to invest in the stock market they
need to be either very rich, be investment traders or
financial experts. This is not so.
Investing is just money generating more money, therefore,
anybody with sufficient knowledge about the market and a
goal to increase one’s financial riches can invest in the stock
market. In fact, you can start investing with a very low capital.
It is a known fact that investing in stocks is one of the most
profitable of investments.
EDUCATE YOURSELF WITH THE BASICS OF STOCK
MARKET
FEAR keeps people away from investing in the stock
market. Lack of knowledge and exposure in the stock market
investment have caused many to shy away and lag behind
in the stock market investment; hence, missing out on the
opportunities to expand their riches. Just master the basics.
You don’t have to know too much to invest, successfully.
WHAT IS ‘SHARE’
‘Share’ is business. Let’s say, you start a business with a
partner and invest an equal amount of investment. Both
partners will hold an equal share of 50% each and become
shareholders in the company.
Thereafter, business grows steadily and a huge amount of
capital would be needed for an expansion plan. The ideal
way would be to sell your share to the public, and get
your company listed in Stock Exchange. Now, the public
who purchases your company shares would automatically
become shareholders.
WHAT IS STOCK MARKET
The stock market represents companies for public investors
to buy and sell shares. Through this, investor will become
the company shareholder and enjoy potential gain from value
and dividend. Likewise, companies will have an option to
access capital. Stock market investment is very personalized
and interesting if we are equipped with enough knowledge
and information. You can have your own mind and make your
own investment decision, wisely.
BURSA MALAYSIA STOCK EXCHANGE
In Malaysia the stock exchange is known as Bursa Malaysia
Stock Exchange. It is a regulated and organized market
avenue where buying and selling of shares are actively
traded. There are two types of market where companies go
listing; Main Market and ACE Market. Main Market is for
established companies with strong track records, whereas,
the ACE Market is for emerging companies.
PRIMARY MARKET
When a new company intent to go for listing in Stock
Exchange, they will issue new shares to the public known as
Initial Public Offering (IPO). This is primary market because
the proceeds of sales of shares will go to the company.
SECONDARY MARKET
Upon listing, the shares tradable in Bursa Malaysia Stock
Exchange are known as secondary market. All listed shares
will be traded daily during market hours in Bursa Malaysia
| DECEMBER 2014
INVESTMENT • by S. Nagaraju Sinniah18

S. Nagaraju Sinniah has 15 years
of trading experience in Malaysian
Stock Market. He can be reached at
nagaraju.sinniah@gmail.com
STOCK EXCHANGE
Type of shares available is Ordinary Shares and Preference
Shares. Ordinary Share is when you purchase a share, you
own a share of the company. As a shareholder you are
entitled for dividend and have voting rights during Annual
General Meeting. Preference Share refers to prefered
shareholders where you receive dividend earlier than
Ordinary Shareholders, but without voting rights during
Annual General Meeting.
FEAR OF INVESTING IN STOCK MARKET
Stock Market investment is easy to understand if one is willing
to learn. Everybody gets excited on share investment and
investing with a hope that they will make money. Their hope
would be shattered if their investment had given negative
returns.
The simple rule to make money in stock market investment is
BUY LOW and SELL HIGH. It seems very easy to understand
and follow but many fail to tune in to this simple rule. We often
make wrong decisions. There are many reasons why Stock
Investment creates fear in many. Firstly, many don’t have
basic knowledge and understanding about the stock market.
In present situation, many would rather find easy ways to
make money and invest without taking any effort to learn.
Investing without knowledge is a sure road to disaster.
Secondly, without knowledge, fear of losing money is always
there. We would not know whether we had invested in right
stock, or whether our timing was right.
Thirdly, many investments are based on rumours and
hearsays, hence, failing to get the facts right. Investing
without market discipline and reliable information can provoke
one to react emotionally. Investing in stocks is proven to be
a profitable one but looking back and re-anchoring its basic
philosophy is vital.
HOW TO TRADE IN STOCK MARKET
To trade (buy and sell) in the stock market, you need to:
1. Engage a Remisier or a Dealer Representative who is
attached to any Stock Broking Company reporting to
Bursa Malaysia Stock Exchange.
2. Open a Central Depository System (CDS) Account and
Trading Account.
Now, you can start your investment in stock market. You can
either do normal trading or online trading. Normal trading is
done through Remisier whereas Online trading is done by
you.
Two most important analyses of stock market are Technical
Analysis and Fundamental Analysis. As an investor, it is very
important to know these analyses before investing. Basically,
Technical Analysis is to track stock price movement based on
historical price where charts and graphs are used to identify
the trend.
Meanwhile, Fundamental Analysis is based on economic
growth, fiscal policies, financial statement, company analysis
and industrial analysis.
Investing in Bursa Malaysia will allow you to buy and sell
your preferred stock any time during the market hours.
Additionally, to monitor your investment, Bursa Malaysia
provides sophisticated monitoring system. Moreover, the
transaction cost is much cheaper compared to other types of
investment. Eventually, you will become a wise investor and
able to manage your investment portfolio, effectively.
Just remember these – don’t let fear hold you back from
your full potential to make money, and when you have finally
decided to invest in the stock market, use money from your
own saving and don’t borrow money from others. Start small,
be patient and learn slowly with much discipline.
HAPPY INVESTING!!!
19
DECEMBER 2014 |
INVESTMENT

FAST FACTS
• Mr. Piyush Gupta is Chief Executive Officer and Executive
Director of DBS Group Holdings Ltd with assets of
approximately USD 300 billion.
• Gupta was CEO of Citibank for South East Asia, Australia
and New Zealand.
• Gupta was named “Best CEO, Asia Pacific” by The
Asian Banker and “Best CEO, Singapore” by
Asiamoney and The Business Times.
• DBS was named “Bank of the Year, Asia”
in 2012 by The Banker, “Best Bank, Asia-
Pacific” in 2014 by Global Finance, and
"Safest Bank in Asia" from 2009 to
2014 also by Global Finance.
• Managing Council member
of the Indian Business
leaders Roundtable under
the Singapore Indian
Development Association
(SINDA).
QUOTES22
| DECEMBER 2014
I have a “four I”
framework.
i.Individual accountability. You
should not pass the buck. Frankly,
it’s quite easy to say, “I did my share
and somebody else didn’t,” but true
leaders really take accountability.
ii. Initiative. I call it “outbox management.”
People spend their time on the in-box,
reacting to things coming to them, but true
leaders have the knack of spending half of their
time creating their own agenda. Don’t just be
responsive to third-party agendas.
iii. Innovation. You have to drive change, otherwise
you stagnate. You must have some lateral thinking out
of the box.
iv. Inspiration. You have to be able to take people with
you, from your shareholders and board to people working
around you.

Our agenda is
to hire a range of
different types of
people. Design people,
innovation people,
people from industry–to
weave them into the
fabric of creating this
new model of
banking
We think there
is a reasonable chance
that in the world of
tomorrow or the next
five years you could
build out a retail
banking franchise
purely based
on digital
So the notion of
making an incremental
investment is to see
how we can think
outside-in. We have
to think: ‘How can we
behave like a tech
company?’
Structurally, we’ve
changed the bank so
it’s a lot more customer
activity driven and
a lot more annuity
transactional flow driven.
We’ve become a much
bigger flow player than
just a large lending
player
There’s no
question that wealth
creation in Asia is
faster and bigger
than it’s ever been
anywhere in the
world
In any new position
you come in to, you’ve got
to listen. I call it my 100-
day rule, where I spend
the first 100 days listening
and figuring it out. You
learn about the history,
the context of how they
were doing things
on digital
The
most important
learning years of
your life are not
behind you but
just a head
you
weave them into the
fabric of creating this
QUOTES
from
Piyush
Gupta
QUOTES 23
DECEMBER 2014 |

KEY PRINCIPLES
• Our thoughts influence the way we feel and
behave in any given situation.
• Our interpretation of a situation is influenced
by the beliefs we hold about ourselves, other
people and the world around us.
Working
With Your
Thoughts
Let us look at this diagram for
a better understanding:
THOUGHTS
• I cannot chair this
meeting
• I am not good
• Everyone will think
I am stupid
FEELINGS
• Anxious
• Upset
• Embarassed
BEHAVIOUR
• Avoid meeting
my boss
• Avoid
attending
other
meetings
PHYSICAL SENSATION
• Difficult to
concentrate
• Heart beats faster
• Becoming sweaty
Early/Past Experience
Current Situation
I get a call from my Boss.
He wanted me to chair an
important meeting
24
| DECEMBER 2014
LIFESTYLE • by Thevi Sinnadurai

T
he chart above is of Sharon. Her situation is chairing
a meeting at work. Her thoughts, behaviour, physical
symptoms and emotions are all influenced by each
other. She thinks that “everyone will think that I am stupid”,
which contributes to her feeling upset, embarrassed, as well
as making her heart beat faster and becoming sweaty. She
finds it difficult to concentrate as well. As a result of this, she
now actively avoids going to any meetings. This can cause
Sharon to feel even more anxious and embarrassed and
strengthens her negative thoughts.
If Sharon thought she was able to chair the meeting, and did
not avoid future meetings, this can then help create a more
balanced emotion and to manage anxiety.
TYPES OF NEGATIVE THINKING
• ALL-OR-NOTHING THINKING - “I have to do things
perfectly, because anything less than perfect is a failure.”
• DISQUALIFYING THE POSITIVES - “Nothing goes my
way. I don’t like my life. It feels like one disappointment
after another.” A variation is being overly judgmental:
“Things aren’t like they used to be. The world is falling
apart. People aren’t nice any more. I don’t like what I see
around me.”
• NEGATIVE SELF-LABELLING - “I feel like a failure. I'm
flawed. If people knew the real me, they wouldn't like me.”
• CATASTROPHIZING - “If something is going to happen,
it'll probably be the worst case scenario.”
• MIND READING - “I can tell people don't like me because
of the way they behave.”
• SHOULD STATEMENTS - “People should be fair. If I'm
nice to them, they should be nice back.”
• EXCESSIVE NEED FOR APPROVAL - “I can only be
happy if people like me. If someone is upset, it's probably
my fault.”
• DISQUALIFYING THE PRESENT - “I'll relax later. But
first I have to rush to finish this.”
• DWELLING ON PAIN - “If I dwell on why I’m unhappy
and think about what went wrong, maybe I’ll feel better.”
Alternately, “if I worry enough about my problem, maybe
I will feel better.”
• PESSIMISM - “Life is a struggle. I don’t think we are
meant to be happy. I don’t trust people who are happy. If
something good happens in my life, I usually have to pay
for it with something bad.”
Exercise
# Thought Record Template
Example
1. THE SITUATION
Briefly describe the situation you would like to have handled
better. This will help you remember it later if you want to
review your notes.
“I made a mistake at work. I felt anxious and embarrassed. I
was reminded of past failures.”
2. INITIAL THOUGHT
What thought first popped into your mind? This was probably
a subconscious or automatic thought that you have had
before.
“I feel like a failure. If people knew the real me, they wouldn't
like me.”
3. NEGATIVE THINKING
Identify the negative thinking behind your initial thought.
Choose one or more from the list of common types of
negative thinking.
“This is self-labelling and disqualifying the positives.”
4. SOURCE OF NEGATIVE BELIEF
Can you trace your thinking back to a situation or person?
Is there a deep belief or fear driving your thinking? Search
your heart.
“I can hear the voice of my parent saying that I’m a failure and
that I’ll never amount to anything.”
25
DECEMBER 2014 |
LIFESTYLE

Thevi Sinnadurai is a Practitioner in
Clinical Hypnosis, Practitioner in Cognitive
Behaviour Hypnotherapy, NS-NLP Master
Practitioner, Certified Law Of Attraction
Trainer and Emotional Freedom Technique
Practitioner (EFT). She can be reached at:
thevi.thevi@gmail.com
5. CHALLENGE YOUR THINKING
Look at the evidence both for and against your thinking. Have
you been in a similar situation before? What did you learn
from it? What strengths do you bring to this situation? Make
sure you see the whole picture.
“I'm hard on myself. I don't always succeed, but I do
sometimes. People have complimented me on my work. I feel
overwhelmed when I try to be perfect.”
6. CONSIDER THE CONSEQUENCES
What are the short-term and long-term consequences if you
continue to think like this? Look at the physical, psychological,
professional, and emotional consequences.
“I'm damaging my self-esteem. If I continue to think like this,
my negativity will affect my relationships and possibly my
health. I'll become exhausted.”
7. ALTERNATIVE THINKING
The previous steps of the thought record helped you
understand your thinking and lower your defences. Now that
you've considered the facts, write down a healthier way of
thinking.
“I don't have to succeed at everything. I can learn from my
mistakes. I’m not a failure. I want to get rid of this negative
thinking. I'm being hard on myself.”
8. POSITIVE BELIEF AND AFFIRMATION
Write down a statement that reflects your healthier beliefs.
Find something that you can repeat to yourself.
“A mistake is not failure. I am successful in many ways.”
9. ACTION PLAN
What action can you take to support your new thinking?
“The next time I make a mistake, I won't dwell on the
negatives. Instead I will focus on what I can learn from my
mistake. I will remind myself of my past successes.”
10. IMPROVEMENT
Do you feel slightly better or more optimistic? This step
reinforces the idea that if you change your thinking, you will
change your mood. Gradually over time, your thinking and life
will begin to improve.
If you write a thought
record every day for a
few weeks, you will begin
to change your thinking.
You'll spot your negative
thinking quickly and let
it go. You will come up
with better alternatives.
You will practice your
healthier way of thinking
and incorporate it into
your life.
THE STEP THOUGHT RECORD AND CHANGE
The step thought record illustrated above is designed to
produce fast and long-lasting change because it is based on
the steps of self-change.
• Identify what you need to change
• Let it go
• Learn healthier coping skills and thinking
• Incorporate these changes into your life
Steps 1-6 are about identifying what you need to change
and letting it go. Steps 7-10 are about developing healthier
thinking and incorporating it into your life.
Doing this well takes some patience and practice, but if you
stick with it you will be very pleasantly surprised at the results
you can get.
For a more complete guide to cognitive therapy refer to the
book "I Want to Change My Life" by Dr. Steven M. Melemis.
26
| DECEMBER 2014
LIFESTYLE

I
In this competitive
business environment
most business persons
have to put in much effort
to convince their potential
customers.
In the process, most will claim
and talk ‘big’ and in many
occasions fake themselves
for whom they are not.
Frankly, this habit will only do
more harm to their reputation
and personality rather than
any good.
Why you have to fake
yourself?
Many have no confidence
in themselves or are
inexperienced in their field.
As such, in order to secure
business they have to
fake their capabilities and
achievements. Some even
are daring enough to fake
the performance reports and
statistics. Just imagine if
the client finds out the truth
someday, it will be ‘terribly’
embarrassing.
Most times, those who fake
their talent and capabilities
will only survive a short
span of time in business
relationships as the client
will start questioning when
the desired results cannot be
produced.
Even when facts are twisted and turned, it cannot stand long.
As a result, the reputation of the business person is tarnished
and the word will be spread in the market.
In a business relationship, integrity is an important element.
If a person is found to be untrustworthy and incompetent, he
will not be trusted by his clients and the future of his business
is doomed.
It is best at times to just share
with your clients as to your true
capacity and capability. Many
clients would appreciate your
honesty and forge a business
relationship.
Ask for more time to deliver
the desired results rather than
promising them the ‘sky’ and
the ‘moon’ whilst presentation
and only deliver ‘peanuts’ in
the end.
Have discussions with your
clients from time to time
and make them understand
the challenges you are
undergoing. Don’t keep it
to yourself and when the
dateline is due and you are
unable to deliver, you come
out with 101 excuses.
Never throw the ball to the
client’s court and say that
the delay was due to their
own fault. This habit is totally
unacceptable.
As opportunity is given, give
it your best and fulfill your
client’s demand. The success
of this opportunity will open
doors for many other business
options.
Remember in business “fake
it and make it” often backfires.
Take note and don’t throw
sand into your own rice bowl.
Honesty is the best policy and let your performance do the
talking.
Kumareswaran Sinayah,
LLB (Hons) London, GDMII
Managing Director of
Kuala Lumpur Post

eswarankmr@gmail.com
Business Talk:
“Let your
performance do the
talking”
HUMAN CAPITAL 27
DECEMBER 2014 |

SEEK EXPERT GUIDANCE
T
he present business world is becoming more complex
and new strategies comes every month to make us
more stressful as we need to be at the competitive
edge.
In this world of changing economic scenario let us take some
time to look back into the ancient wisdom of human values.
Now, ask yourself a question, what will you do when your
eyes get stressed? Yes, just glance through some green
patches and the blue sky. When you are stressed with more
and more business concepts, take a deep... breath... and
lets travel 2000 years back and see the ancient wisdom in
business management where the concepts were wisely told
and the meaning is deeper.
Thirukkural said to be the second highest translated
book after the Bible, it has been translated into more
than 37 languages.
France has been displaying “Kurals” in buses and trains
in their own language. Could you imagine now the vital
stuff in these couplets.
Thiruvalluvar is a celebrated ancient Tamil poet born
on the Southern India. Thiruvalluvar is thought to have
lived sometime between the 1st century BC and the
8th century AD. He is the author of the famous ancient
work “Thirukkural” which was written 2000 years
ago and it covers all major human virtues. Thirukkural
comprises 1330 Couplets in 133 Chapters with 10
couplets per chapter.
The fascinating thing is how this great poet was able to
encapsulate deep business concepts in a couplet of 7 words.
We can see the pure wisdom in his writings.
Here in couplet 677 he explains about “Seeking on expert
guidance before starting a project or a business”
ANCIENT WISDOM • by Ganesh Murugan
Business Mantras
From Ancient Indian
WisdomofThiruKKural
28
| DECEMBER 2014

YOUNG ENTREPRENEUR: MIND-SET
In current era of online businesses and high-end technologies
in hand, young entrepreneurs have different views on
business which they intend to start. With inexperienced
perception of the market and insufficient domain knowledge,
they jump into the race, so the result follows within a few
months of in business is …
• Insufficient cash flow
• High overhead expenses
• No proper business & marketing plans
• No loan re-payment
So many businesses die young in the jungle of business when
they didn’t get enough guidance-nourishment for growth.
Business can’t run if they depend only on glossy offices and
attractive websites. Yes, off course website is an essential
tool on today’s business strategy but what we are talking
here is how a young business men and women can start
succeeding in the early stages of business and how they
could avoid costly-mistakes.
According to the wise poet and his couplet:677
This great poet very clearly predicted 2000 years back that,
before starting any new task or a project or a business, which
we have no prior experience in that area, we have to seek
expert guidance, i.e. to ask and learn from the experienced
people who already have that domain knowledge and
expertise. Once you have that information and guidance then
the chance of the success is high and you could avoid many
pitfalls which you might encounter in the path of success.
Then we can blend our own ideas and creativity to make it
more proficient.
We should seek expert guidance in starting a new career,
new business or change of business and many more things
to mitigate risk and improved success ratio.
People who could help you in this scenario are :
• Business Coach
• Consultants
• Trustable Friends or Relatives
The more clarity you have on the task which you encounter,
the higher is your rate of success, mitigate the risk that come
along the way. Let’s get guidance and do great!
We can learn plenty of great insights from Thirukkural for all
aspects of our life to lead a successful business. Will meet
you with another awesome couplet !
ANCIENT WISDOM
Complied by Ganesh Murugan, MBA,IIT
(PMP), PhD (Perusing) Business Analyst,
Solution Architect and CEO of eSolutions
Webbers Sdn Bhd
: ganesha@softesolutions.com
Skype : esolutions_ganesh
: ganesh murugan
29
DECEMBER 2014 |

DO WOMEN ASK?
| DECEMBER 2014
INFOGRAPHIC30

60%Malaysian in
opinion women
are afraid then
men, in corporate
world
N
e v e r t h e l e s s ,
8 0 % of respondents
that participated agreed
that women capable for getting
work done much easier than
man. A 40% of 102 respondents
to an online survey conducted
by Malaysian Indian Business
Magazine says that Malaysian
Indian women afraid in putting
forward their views.
The survey participated mainly by
business owners , professionals
and senior management also
found that 50% of discussion
making process delayed when
women cries during negotiations.
31
DECEMBER 2014 |
INFOGRAPHIC

J
obsuria in collaboration with International
University of Malaya-Wales hosted Mini
Career, Education Fair and Seminar titled
“Jobs Seeking Ends Here” at Kuala Lumpur
recently. According to Mr. Ramesh Rao Guruguloo,
CEO of Jobsuria Sdn Bhd the Free public event &
seminar for people and Mini Career & Education
Fair was solely organised to create a great platform
benefitting the jobs seeking community, as well as
the potential Employers who is seeking their right
talents.
The event was officiated by Y. Bhg. Prof Dato’
Dr. Abdul Razak Bin Abdul , Chairman, Board of
Directors Human Resource Development Fund
[HRDF]. Also present Y. Bhg. Senator Puan
Bathmavathi Krishnan and Prof Dr. Hamzah Bin
Abdul Rahman, President, International University
of Malaya Wales.
JOB SEEKING ENDS HERE
32
| DECEMBER 2014
EVENT COVERAGE

Y. Bhg. Prof Dato’ Dr. Abdul Razak Bin Abdul , Chairman,
Board of Directors Human Resource Development Fund
[HRDF]
33
DECEMBER 2014 |
EVENT COVERAGE

RM402 MILLION CONTRACT
Pembinaan Mitrajaya Sdn Bhd, has secured a RM402
million contract from Sunrise Pioneer Sdn Bhd, a
member of the UEM Sunrise Group, to execute and
complete the main building and external works of two
condominium blocks at Mont' Kiara. The contract is
expected to be completed by Aug 2, 2017, Mitrajaya
Holdings said.
RM430 MILLION HANDICRAFT
SALES
Malaysian new and quality local handicraft products
have succeeded in increasing sales to exceed the
year's target of RM430 million. Tourism and Culture
Minister Datuk Seri Mohamed Nazri Abdul Aziz said
the value of local handicraft sales jumped drastically to
RM426.8 by September. The government has told all
tourist agents nationwide to only bring tourists to shops
and boutiques which sell genuine batik and songket,
he added.
US$1.7 TRILLION
Euromonitor International forecasted that internet
retailing to increase by 15 percent compound annual
growth rate [CAGR] to reach US$1.7 trillion by 2019,
making multichannel operations key for all retailers
looking for growth. An online retailing is set to generate
a third of all new retail sales, driven by strong growth
in both emerging and developed markets. Amazon and
Alibaba are the only online retailers in the top 15 global
retail rankings. Whereas, Mobile Internet retailing
would account for 32 percent of Internet retailing sales
compared to 18 percent in 2014.
200,000 GST REGISTRANT
Royal Malaysian Customs Department said in the
statement it is confident there would be about 200,000
companies GST-registered by year-end. As of Nov
4, 2014 122,719 companies have registered for the
Goods and Services Tax (GST). The department said
the latest data showed a continuing rise in the number
of companies registering for the GST, with the Dec 31
deadline.
40% WASTEWATER INTO SEA
At least 40 percent of the Middle East’s wastewater
is discharged into the sea when the Treated Sewage
Effluent [TSE] could be stored in aquifers and reused
for more water-efficient purposes, Arcadis said in a
report. In the region, 40 percent to 60 percent of TSE is
wasted, the Dutch designer of water-treatment projects,
infrastructure, bridges and dikes wrote in an aquifer
recharge report by Titia De Mes and Philip Bourne.
34
| DECEMBER 2014
FACTS AND FIGURES

20% INCREASE
Coca-Cola Bottlers (M) Sdn Bhd (CCBM) expects its
new production line to boost capacity by 20 per cent, or
750 bottles a minute. Chief executive officer, Stephen
James Lusk, said the plant currently had five lines
producing about 43,000 cases daily. Lusk said the new
line would be used to bottle Coca-Cola, Sprite, A&W,
Fanta and Dasani drinking water. Currently, it bottles
Coca-Cola, Fanta, Sprite, A&W, Schweppes, Heaven
and Earth, Minute Maid Pulpy and Dasani drinking water
for the Malaysian market.
U$1.89
BILLION FOR
PLANESHong Kong billionaire
Li Ka-Shing buying 35
planes from companies
including General
Electric Co.’s aviation
services unit to enter
aircraft leasing at
US$1.89 Billion. Li,
Asia’s richest man, is entering the plane-leasing market
as increasing urbanization and a growing middle class
is fueling a surge in travel demand across the world’s
most populous continent. “The aircraft leasing business
will generate long-term steady income for the group,”
Li’s Cheung Kong Holding Ltd. said in filing to authority.
S$801 SPENT MORE
The average expenditure of the poorest 10 per cent
of households in Singapore exceeded their average
income by S$801 a month, according to the Household
Expenditure Survey 2012/13. About 55 per cent of their
income was derived from work, while the remaining
45 per cent was from non-work income sources such
as investment income and regular transfers from the
Government," Minister for Trade and Industry Lim Hng
Kiang.
RM100 MILLION VENTURE
CAPITAL FUND
Axiata Group
Bhd and
M a l a y s i a
Venture Capital
Management
Bhd (MAVCAP)
is establishing a
RM100 million
venture capital
fund, the Axiata Digital Innovation Fund (ADIF), to spur
innovation and growth of Malaysia’s digital ecosystem
and nurture regional champions. President and group
CEO Datuk Seri Jamaludin Ibrahim said Axiata and
MAVCAP will commit RM20 millon each, for phase
one, with the remaining to be raised from other principal
investors. Jamaludin said the company and MAVCAP is
in talks with several companies currently, to identify the
potential investors to the fund.
US$29.5
BILLION
REVENUE
With global revenues of US$29.5 billion and a profit
of US$1.76 billion in 2013, Haier is the world's largest
home appliance provider by market share. Euromonitor
International, named Haier the number one major home
appliances brand globally in terms of market share
every year for the last five years. In 2012 the Boston
Consulting Group named Haier as one of the ten most
innovative companies in the world.
35
DECEMBER 2014 |
FACTS AND FIGURES

UNDERSTANDING DATA ANALYSIS
I
n the last article, the process of data analysis in terms
of selecting the lowest two quotations from various
vendors; and analyzing sales data were shown. In
this article, we will probe the data further to gather other
meaningful information.
ANALYZING SALES DATA USING EXCEL
FUNCTIONS
Let us assume you have the following sales figures by
Region for the various customers. Figures are compilation
of total sales amount on a quarterly basis.
Data Analysis
Utilizing MS Excel
Part 2
36
| DECEMBER 2014
MANAGEMENT SOFTWARE • by Palani Murugappan

Based on the above data, let us look at what type of analysis
that can be done. For example, when a sales manager looks
at the above data, he/she may want to look at how many
blank cells (representing zero sales) are there. This can be
achieved by using the COUNTBLANK function in Excel with
the following results:
The results above indicates that there are 3, 2, 1, and 0 blank
cells based on the Quarters 1, 2, 3, and 4 respectively.
Next, expanding on the COUNTBLANK function, how would
the sales manager determine which Regions have zero sales
based on above? Here, the Excel function COUNTIFS is
used to determine the total number of blank cells based on
Regions as follows:
Based on the above data, the sales manager may now want
to do an analysis by Region and by Quarter. This can be
summarized and simplified as follows:
The Total column results matches that in point 2 calculated
previously. Note that all calculations are performed using
built-in functions of Excel; nothing is done by manual selection
of cells.
Next, let us perform the calculation of Total Sales by Region.
Here, the Excel function SUMIF is used to select a specific
region from all of the regions and perform the calculations
accordingly. The tabulated Total Sales are as follows:
Based on the above Total Sales figures, a pie chart is created
to depict the segments based on percentage of sales amount
as follows.
Moving on, by probing the Total Sales more in detail, a sample
table by Region and Quarters can be created as follows. The
calculations are based on using the SUMIF function once
again.
37
DECEMBER 2014 |
MANAGEMENT SOFTWARE

The above data can be represented by a 3-D column chart
as below:
The data above can be summarized further by analyzing
which Quarter produced the highest Sales as follows. This is
done utilizing the Nested IF function in Excel together with the
function MAX.
Once again, the data of highest sales can be depicted using
an exploded pie chart as illustrated below.
As in the previous article, the feature called Conditional
Formatting is used to highlight the highest sales by Region
in red as illustrated.
What can one conclude from the above? For the general
person, it seems obvious that the salesmen are going “all
out” to gather the most amount of sales in the final Quarter 4
(with the exception of Quarter 2).
In the next example, you shall be shown a “different” aspect
of data anlysis by using the feature called Pivot Table.
ANALYZING SALES DATA USING PIVOT TABLE
Another quicker way of gathering information by performing
data analysis is using the Pivot Table. A pivot table can be
invoked by highlighting the entire data (with the header) and
clicking on the Pivot Table command button within the Insert
tab. By dragging and dropping the relevant fields in specific
areas, a summary of the above data is represented as below
Note that the Region is presented based on ascending order.
This is the default option when pivot table is invoked. The first
column of data is presented in an ascending manner.
To give the pivot table a fancy look, one can apply the
Conditional Formatting Data Bars option as illustrated.
38
| DECEMBER 2014
MANAGEMENT SOFTWARE

Besides the option of Data bars, the user can also select the
Icon Sets option within Conditional Formatting. An example
of Icon Set is applied and displayed below.
The Icon Sets can be set based specific conditions where the
three colors i.e. green, yellow and red are displayed based
on conditions satisfied e.g. Sales Amount greater than 1000
in green.
Based on the compiled data within the Pivot Table, a Pivot
Chart can be created as in the illustration.
Note that based on the chart above, one can filter the chart to
display values between 500 to 1000 only for Quarter 1 as in
the dialog box option below.
This then alters the appearance of the chart to display the
columns in Quarter 1 with values between selected range only.
Palani Murugappan
Having been a corporate trainer for the
last 14 years, Palani specializes in training
participants how best to perform data
analysis from company’s raw data and
concluding from the information gathered
by harnessing Excel’s built-in functions
and features. A HRDF certified trainer
and author of 51 books to-date on various
software applications, Palani is passionate
on what Excel can do, and how best to present data in different
formats.More information is covered in his website. He can be
reached at:
palani@avimursolutions.com
www.avimursolutions.com
39
DECEMBER 2014 |
MANAGEMENT SOFTWARE

T
he theories and concepts of modern management from the
west have dominated management literatures over the last two
centuries. This dominance is largely due to the colonization and
the widespread use of English language. However, a careful analysis
of many of the western management theories and concepts
reveals that it has been in practice in Asian countries especially
in India and also in China for centuries although these practices
however were not in the context organizational management but in
the context of state or political governance.
Management is culture specific for a management system, to be
effective; it has to be rooted in the cultural soil of the country and
community where it is to be practiced. Many communities and countries
in the world are now trying to discover and explore their own system of
management. In the Malaysian context, the previous Prime Minister,
Datuk Seri Abdullah Ahmad Badawi attempted to promote an approach
called Islam Hadhari or civilization Islam, in which management was
also included. The exploration of the Asian context of management for
Kautilya’s
Aphorisms
in Management
Management is culture specific for a management
system, to be effective; it has to be rooted in the cultural
soil of the country and community where it is to be
practiced.
the widespread use of English language. However, a careful analysis
the context of state or political governance.
Management is culture specific for a management system, to be
effective; it has to be rooted in the cultural soil of the country and
community where it is to be practiced. Many communities and countries
in the world are now trying to discover and explore their own system of
management. In the Malaysian context, the previous Prime Minister,
Datuk Seri Abdullah Ahmad Badawi attempted to promote an approach
called Islam Hadhari or civilization Islam, in which management wasIslam Hadhari or civilization Islam, in which management wasIslam Hadhari
also included. The exploration of the Asian context of management for
the widespread use of English language.
the widespread use of English language.
T
he theories and concepts of modern management from the
west have dominated management literatures over the last two
centuries. This dominance is largely due to the colonization and
Kautilya’s
Aphorisms
in Management
practiced.
Kautilya’s
Aphorisms
in Management
practiced.
T
Kautilya’s
Aphorisms
in Management
practiced.
T
EASTERN MANAGEMENT • by Dr Balan40
| DECEMBER 2014

managers began with wider understanding
of Japanese management three decades
ago. The discussion and the studies on the
Chinese management are also growing in
recent years especially based on the literatures
on Confucianism and Sun Tzu Art of War. Today,
the Sun Tzu’s Art of War and the teaching of
Confucius and is used widely in the management
and several studies have been conducted to integrate
Confucianism in human resource management and
the war strategies of Sun Tzu in the context of strategic
management.
We should also note that besides China, a large part
of tradition in Japan, Korea, Taiwan, Vietnam and
Singapore drive from Confucian heritage. Similarly the
Indian management also has a strong tradition which
continues to sustain the interpersonal world in Indian
organizations worldwide.
The Indian civilization, with recorded history of more than
5000 years is one of the oldest civilizations in the world and
the contribution of India and Indians to this world is enormous
in various fields of knowledge. Several ancient Indian
classics such as the Valmiki Ramayana, the Mahabharata
(includes the Bhagavad-Gita), the Puranas, etc offers
several management lessons which can be useful even in
the modern context. Many of these literatures are more than
5000 years ago and were written in Sanskrit. In this article
the Arthashastra by Kautilya (also known as Chanakya or
Vishnugupta), originally written in Sanskrit is analyzed in the
context of organizational management.
The Arthashastra (4th Century B.C) is
treatise on political economy which was
written by Kautilya in the ancient India.
Kautilya was the prime minister and adviser
for Emperor Chandragupta Maurya, who
was the contemporary of Alexander the
Great. Kautilya’s Arthashastra is often compared
to Machiavelli’s The Prince (15th
century A.D),
with which it shares many common philosophical
and practical views. The Kautilya’s Arthashastra deals
with different aspects management which includes
strategic management, financial management, accounting,
human resource management, corporate governance,
social responsibility, etc. Kautilya analyses the entire
management issues in following ways and lets look at it
from the contemporary organizational management: - Why
do you have to do business? To generate wealth (artha)
and to earn profits. For what purpose wealth and profits are
generated? To share the wealth and profits earned among
the shareholders. Why? Wealth and profits makes the
shareholders, employees, customers, suppliers, distributors
and also the government happy.
41
DECEMBER 2014 |
EASTERN MANAGEMENT

However Kautilya stated that happiness is obtained not
by wealth and profit only but by doing things rightly and
doing right things (sukhasya mulam dharma). Dharma
without wealth according to Kautilya is toothless
(dharmasya mulam artha), and wealth without dharma
is useless because a poor person cannot support the
entire society.
The Indian culture has always emphasized that sukhasya
mulam dharma and dharmasya mulam artha taken together –
namely wealth does not lead to directly happiness. Happiness
for self and others results through ethical behavior: wealth or
resources make ethical behavior possible.
This also means that one must strive to
generate wealth – resources, money –
share it equitably to create happiness
for oneself and others. Such generation
of wealth must also be through ethical
means, which alone would lead to
overall happiness. Kautilya further
stated to generate wealth you require
an enterprise or an organization or
an asset (arthasya mulam rajyam).
He then stated the support for
organization is the organs (rajyasya
mulam indriyajayah), the functions,
processes, activities, etc. The victory
over organs of the body, which is the
literal meaning of the word indiyajayah, is
a well-known concept in the Indian culture
and this refers to the control over the five organ of sense
(eyes, ears, tongue, nose, and skin), an on five organs of
action (hands, feet, mouth, genitals, and anus). Conquering
the body organs are manifested through control over the
six enemies of the mind – desires (kama), anger (krodha),
greed (lobha), arrogance (mada), infatuation (moha), envy
(matsara). The Tamil Poet Kannadasan also made the
reference to the above similar enemies in his Aandavan
Kattalai when he wrote leaders who are possessed by lust,
greed and anger are animals in human form, while men with
love, mercy and compassion are gods in human forms (aasai
kobam kalavu kolbavan pesa therindha mirugam; anbu nanri
karunai kondavan manidha vadivil dheivam).
Therefore, only the governor or CEO who has conquered
the organs of his body would be able to put the goals of
the organization first, especially when in conflict with
self-interest.
Kautilya maintained that a leader (king)
should have no self-interest, happiness
and joy for himself, his satisfaction lies
in the welfare (happiness) of his people,
i.e. he has to submerge his personality
into the larger personality of his people.
Kautilya states in the happiness of his
subject lies the happiness of the king;
and in their welfare lies his welfare.
He shall not consider as good only
that which pleases him but treat as
beneficial to him, whatever pleases his
subjects (Prajasukhe sukham rajnah
Prajanam cha hite hitam; Natmapriyam
hitam rajnah Prajanam tu priyam hitam) or
the welfare of the many and the happiness
of the many (Bahujana sukhaya bahujana hitayacha).
In fact, this concept of the happiness of the many need
integrated into the area of corporate management as
the basic principle.This wisdom is also reflected two
Dharma without
wealth is toothless,
and wealth without dharma
is useless because a poor
person cannot support the
entire society
~ Kautilya.
42
| DECEMBER 2014
EASTERN MANAGEMENT

thousand years ago by Thiruvalluvar in Tamil Nadu
who spelt out in 1,330 verses of Thirukkural the three
purusharthas of existence, dharma, artha and kama.
In the chapter on artha, like Kautilya’s Arthashastra, he also
dealt with the characteristics of a well-run administration or
shall we say the ethics of good administration. For instance,
when talking about the responsibility of a king, Thiruvalluvar
says: “the king who administers justice and protects his
people will be considered of divine quality” (Murai saithu
kapatrum mannavan makkalkku iraiyentru vaikkapadum).
The same advice can also be found in Shanti Parva of the
Mahabharata, wherein the public interest (welfare) is to be
accorded precedence over his (leader’s) interest. A leader
(king) should, without doubt, look upon the subjects as his
children. In determining their disputes, however, he should
not show compassion. In performance of his duties he is
enjoined to be impartial. In the ancient India, the leader (king)
is often compared to the rain clouds, which bestow benefit,
through rain (actions), to all and sundry, equally.
Thus the Kautilyan principle of management takes an inside-
out approach to management, which is self management
ﬁrst before management of every other thing. The
manager needs to be trained to discipline the self by
cultivating humility, and following the ethical path (dharma)
and this is also consistent with other Eastern management
philosophy such as Confucianism in the Chinese context.
Dr Balakrishnan Muniapan is a specialist in
HRM at WOU and at PRAXIS SYNERGY,
Penang. He facilitates management and
leadership workshops in Vedanta, Ramayana
and Mahabharata. Dr Bala can be contacted at
0134301411 bala.hrm@gmail.com
thousand years ago by Thiruvalluvar in Tamil Nadu
who spelt out in 1,330 verses of Thirukkural the three
purusharthas of existence, dharma, artha and kama.
Arthashastra, he also
dealt with the characteristics of a well-run administration or
shall we say the ethics of good administration. For instance,
when talking about the responsibility of a king, Thiruvalluvar
says: “the king who administers justice and protects his
Murai saithu
kapatrum mannavan makkalkku iraiyentru vaikkapadum).
Shanti Parva of theShanti Parva of theShanti Parva
, wherein the public interest (welfare) is to be
accorded precedence over his (leader’s) interest. A leader
(king) should, without doubt, look upon the subjects as his
children. In determining their disputes, however, he should
not show compassion. In performance of his duties he is
enjoined to be impartial. In the ancient India, the leader (king)
is often compared to the rain clouds, which bestow benefit,
through rain (actions), to all and sundry, equally.
Thus the Kautilyan principle of management takes an inside-
is self management
ﬁrst before management of every other thing. The
manager needs to be trained to discipline the self by
cultivating humility, and following the ethical path (dharma)
and this is also consistent with other Eastern management
philosophy such as Confucianism in the Chinese context.
Above
Mauryan Defensive Tower
Left
Ring stone with four goddesses and
four date palms, Mauryan period (ca.
323–185 B.C.), 3rd–2nd century B.C.
India
43
DECEMBER 2014 |
EASTERN MANAGEMENT

CM VIGNAESVARAN A/L JEYANDRAN
CM Vignaesvaran or better known as Vicks is the Chief Executive Officer of Pembangunan Sumber
Manusia Berhad. He has 17 years of experience in various positions and industries in the corporate
world ranging from the construction industry, power, telecommunications and manufacturing. He holds
a Bachelor in Business Administration Degree from Universiti Kebangsaan Malaysia.
CHANDRAN RAMA MUTHY
Chandran Rama Muthy is the Chief Executive Officer of Malindo Airways Sdn Bhd. Prior to this
appointment he was personal assistant executive to the president director of Lion Air. He Holds Master
in Science (Computing) from the Robert Gordon University, United Kingdom.
AUGUSTUS RALPH MARSHALL
Augustus Ralph Marshall Director of Maxis Bhd since 7 August 2009. He has more than 30 years of
experience in financial and general management. He is an executive director of Usaha Tegas Sdn.
Bhd. ,the executive deputy chairman and group chief executive officer of Astro Holdings Sdn. Bhd.
and an executive director of Tanjong Public Limited Company, in which UTSB has significant interests.
He also serves as a non-executive director on the boards of several other companies in which UTSB
also has significant interests such as Maxis Communications Berhad). In addition, he is a director in
an independent non-executive capacity and the chairman of the audit committee of KLCC Property
Holdings Berhad and a non-executive director of MEASAT Global Berhad.
DATUK P. KASI A/L K.L. PALANIAPPAN
Datuk P. Kasi A/L K.L. Palaniappan is currently the Director of MK Land Holdings Bhd. He started his
career as an Assistant Architect in 1980 and since 1982, he served as Lecturer in Architecture at the
Universiti Teknologi Mara (UiTM) and later in 1985 began private practice on his own as an Architect.
He has more than 27 years of working experience in various capacities in the building and property
industry. He received the Ernst & Young Entrepreneur Award in 2002 in the Master Entrepreneur
Category. He holds a Bachelor's Degree in Architecture and is a Registered Architect with Lembaga
Arkitek Malaysia.
TAN SRI DATO’ DR. JEGATHESAN A/L N .M. VASAGAM @
MANIKAVASAGAM
Tan Sri Dato’ Dr. Jegathesan is the Director of CCM Duopharma Biotech Bhd . He began his career
serving in numerous government departments in the Ministry of Health, culminating in the position
of Deputy Director General (Research and Technical Support) from 1994 until 1998. Then served
as Medical Advisor to the UNDP affiliated Council for Health Research for Development in Geneva
from 1998 to 2000, thereafter as CEO of Sistem Hospital Awasan Taraf until 2003. He currently holds
positions as Consultant Pathologist, BP Healthcare Group, Consultant Microbiologist and Head,
Laboratory, Sunway Hospital and Pro-Chancellor, University Sains Malaysia. His other crowning
achievements were when he was a participant in the Asian Games in Jakarta in 1962, where he was
the first Malaysian to win a gold medal at the Asian Games, repeating the feat at the next Games in 1966
and was dubbed the “fastest man in Asia.” He was also Malaysia’s first Sportsman of the Year in 1966.
On the medical front, he was the joint winner of the National Science Award in 1995.
DATUK SUBRAMANIAM THOLASY
Datuk Subramaniam Tholasy is Director of GST Division, Royal Malaysian Customs Department. Mr.
HeTholasy holds a B.Sc. Hons degree in Nuclear Science from Universiti Kebangsaan Malaysia and an
MBA from University of New Hampshire United States. He has been with the Royal Malaysian Customs
for more than 27 years and has served various divisions such as Sales Tax, Service Tax, Account
Inspection, Import, Valuation, Post Clearance Audit, Enforcement and GST.
44 DID YOU KNOW
| DECEMBER 2014

SELANGOR
COMMERCIAL
PARKS
AN INTRODUCTION
PULAU INDAH : CENTRE FOR ECO-
TOURISM, COMMERCIAL AND
INDUSTRIAL
Pulau Indah in Selangor house of one of the
world’s largest container port Westports promises
convenient and complete facilities for Industrial and
Commercial. The 300 acres (1 hectare = 2.47
acres) Selangor Halal Hub is situated within the
3,296 acres of Pulau Indah Industrial Park. Nestled
within the vicinity of Pulau Indah are well established
golf courses, well known shopping malls, sandy
beach and importantly it’s well connected through
two major highways namely South Klang Valley
Expressway (SKVE) and Shah Alam Expressway
(KESAS).
During a media brief, Mr Mahmud Abbas, Chief
Executive Officer of Central Spectrum (M) Sdn Bhd
told that their aim is to establish a complete Halal
Eco System including certification, Halal logistics,
Halal payment and market access to players within
the Halal development park. In 1994 the Selangor
State Government established Central Spectrum
(M) Sdn Bhd to develop 14,000 acres of mangrove
swamp into a bustling Industrial park.
Currently Pulau Indah hosts full-scale factories
such as Federal Flour Mill, F&N, Scientex
Berhad, PMB Spectrum, Mewah Oil, Oleon,
Central Sugar, Kontena Nasional, MOFAZ, a
number of government agencies including the
Royal Malaysian Navy, Royal Malaysian Customs
Department and Marine Department Malaysia, and
integrated logistics service providers which include
halal logistic, freight management, transportation,
warehousing and project cargo management.
45
DECEMBER 2014 |
EVENT COVERAGE

PORT KLANG FREE ZONE (PKFZ) YOUR ACCESS
TO SOUTH EAST ASIA
Malaysia’s First and only fully integrated free commercial
and Industrial Zone, 1000 acres of Port Klang Free Zone
(PKFZ) is a gold mine for international cargo distribution and
consolidation centre. PKFZ invites investors to either own
or lease :
1. 4 blocks of 8 storey modern office buildings with total
build up area of 640,000 sq. ft with centralized air
conditioning system and 1, 500 car park lots
2. 512 Pre-Built Light Industrial Units with tenancy of 1 to 3
years complete with 3 phase electricity supply
3. Serviced Land Plots
4. 640 acres of Prepared Land (open Land) with lease
ranging 10 to 30 years with an option for renewal
The gazette Free Zone, PKFZ is complete with a vast range
of facilities and amenities:
1. Customs centre and other government agency
2. Food Courts
3. 24 hours security
4. Ample parking for cars and lorries
5. Easy access to medical facilities, bank, fire station and
port office
The PKFZ offers various investment incentives to investors
such as tax exemptions on most products and services,
subsidies, allowing wholly foreign owned enterprises, free
repatriation of capital and profits and incentives for research
and development, training and export.
46
| DECEMBER 2014
MEDIA COVERAGE

SELANGOR SCIENCE PARK 2: MALAYSIA’S FIRST
SOLAR VALLEY
Selangor Science Park 2(SSP2), adjacent to Cyberjaya is
a solar city in making. Perbadanan Negeri Selangor Bhd
(PKNS) jointly with Q Cell a manufacturer of solar panels,
plan to create the first solar valley in Malaysia, located
strategically next to ELITE-Putrajaya interchange.
The SSP2 comprises 1,300 acres of prime commercial and
industrial development just 15 minutes away from KLIA.
The SSP2 boasts serviced apartment blocks named Vega
Residenci in three block of 18 storey each, affordable housing,
high tech industries from bio technology, pharmaceuticals
and advanced electronics manufacturing facilities.
These are complemented by a Korean International school,
an International Islamic Montessori, locally recognised
University with R & D facilities. The industries will gain
pioneer status when set up here. SSP2 expects to generate
in excess of RM10billion to the national GDP in next 5 years.
47
DECEMBER 2014 |
MEDIA COVERAGE

ACCELERATING CYBERJAYA AS GLOBAL ICT
LEADER
Cyberview Sdn Bhd, a company entrusted by the
government of Malaysia to spearhead the development of
Cyberjaya plans to transform it into a global ICT Leader .
The new blueprint comprising a new Cyberjaya City Centre
with a gross development value of the RM9 billion expected
to be completed in the next eight to 15 years. An area
measuring approximately 141 acres (15 contiguous parcels
of Commercial and Enterprise land) has been earmarked as
the site for the Cyberjaya City Centre.
The objective of new mandate is to go beyond ICT in terms of
technologies focus with intent to:
1. Spur the creation of high technology jobs
2. Promote Cyberjaya as preferred investment hub for
technology companies
3. Reaffirm existing position as a premier location for ICT
related companies
Cyberjaya is to focus on
The development will also include affordable housing with
PR1MA houses, a 500-bed public hospital, a new mosque
and also a “400m walkalator” connecting Cyberjaya to the
proposed MRT link at Putrajaya Sentral.
ICT Information Security
Creative content
Mobile internet
Cloud computing
Big data analytics
NON - ICT Green Technology
Bio Technology
Wearable Technology
Smart Grid Technology
48
| DECEMBER 2014
MEDIA COVERAGE

TODAY I LEARNED
HENRY FORD - Never Give Up
Henry Ford paid heavily to the success he had achieved. The entire
motor industry had lost faith in Henry Ford, but he was not deterred.
He found another investor to start the Ford Motor Company, and
the rest is history.
MAhATMA GANDHI - Don’t hold grudges
“An eye for an eye only ends up making the whole world blind.”
People with high emotional intelligence focus on solutions and they
rarely hold a grudge. They understand prolong negative emotions
creates stress that hinders performance.
AKIO MORITA - Perfection not Priority
Akio Morita and Masaru Ibuka developed a rice cooker after
world war II. The cooker was awful but it either burned rice or
undercooked it. This didn’t dissuade them from their dream of
selling household products. After several other false starts, they
began selling portable transistor radios.
7 THINGs
SUCCESSFUL
PEOPLE NEVER DO
| DECEMBER 2014
50

TODAY I LEARNED
OPRAH WINFREY - Never Surround with
Negative People
Surround yourself with only people who are going to lift you higher.
Negative people fails to focus on solutions and complains all the
time. They are Toxic. Think of it this way: If a person were smoking,
would you sit there inhaling the second-hand smoke? You’d
distance yourself, and you should do the same with complainers.”
Richard Branson - Past is History
Richard Branson undoubtedly a successful entrepreneur with
ventures including Virgin Atlantic, Virgin Music and Virgin Active.
However, when he was 16 he dropped out of school to start a
student magazine that didn't do as well as he hoped. He then set
up a mail-order record business which did so well that he opened
his own record shop called Virgin. Along the way to success came
many other failed ventures including Virgin Cola, Virgin Vodka,
Virgin Clothes, Virgin Vie, Virgin cards, etc as he learns from past
and keep moving forward.
BILL GATES - YES Don’t Come Easily
Often you have to rely on intuition. Successful people don’t
beat around the bush. They are typically direct to say ‘no’
to a new commitment to honour existing commitments.
Winston Churchill - Never HAD Golden
Spoon
The twice elected Prime Minster of the United Kingdom
wasn’t always as well regarded as he is today. Churchill
struggled in school and failed the sixth grade. The Nobel
prize winner faced many years of political failures, as he
was defeated in every election for public office until he finally
became the Prime Minister at the ripe old age of 62.
DECEMBER 2014 |
51

T
rademarks indicate the source of a product or service
to a customer. That, in a nutshell, is the primary
function of a trademark. In today’s business world,
trademarks have come to play a very important role. Think
about it – how is a manufacturer of products to attract the
attention of a customer whose attention is clamoured for
by hundreds of similar products that he faces every day? If,
for example, you manufacture a special formulation of body
lotion or shampoo, what makes the customers choose your
product over the dozens of brands of lotions and shampoos
on the supermarket shelves? Is it the price, the packaging,
the quality of the product, or some other factor? No doubt
all of these factors play a role in the selection process but
the brand (trademark) plays a vital role, arguably the most
significant one.
The manufacturer or service provider needs to select a
trademark for his product or service that, ideally, should be
distinctive, easy to recall by customers, easy to pronounce
and should not be descriptive of the product or service to
which the trademark is associated. In practice, manufacturers
and service providers tend to choose trademarks that are
descriptive, for instance, Orenjus for orange juice, Yummy
Chicken Rice for a chicken rice shop, Spring Water for
mineral water, and so on. This tendency is completely
understandable as the manufacturer or service provider
prefers to have customers know what their product or service
is about.
Using
Trademarks
to Boost Your
Competitive Edge
52
| DECEMBER 2014
TRADEMARKS

Your Customer is Your Wife

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