- 2 months ago
ASEAN25 in collaboration with the Ministry of Foreign Affairs of Malaysia. Tune-in to Pentas Niaga sharing session with Naviin Thiaga, Founder & CEO of Sayur Kita Asia, as he shares insights and experiences on how to grow your business through local entrepreneurial inspiration and real-life lessons.
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06:20Good afternoon to everybody.
06:21My name is Narvin and I'm the CEO and Founder of Saurikita Asia.
06:24We are an Agri-Tech start-up based in Johor.
06:27We have three locations.
06:29three locations in Johor State. So what I'm going to share with everybody
06:35today is that what is entrepreneurship is about and how you as a person could
06:42start a business with less and nothing more. With whatever you have and the
06:49resources available in your hands and how to bootstrap and move forward and
06:56fly high. So there's a company name, Sayur Kita Asia. Why Sayur Kita? Sayur Kita means
07:06our vegetable. Why I say our vegetable is because we produce pesticide free, clean
07:16and sustainable veggies that will be given to the public for a very very cheap
07:21price. Murah sahaja, harga seringgit. Right? Now I'm going to talk a little bit of my
07:29history as a person before I ventured into entrepreneurship and how did I move into
07:34entrepreneurship. The year was 2020, all of us, we had, we were in the pandemic. All of
07:42us were suffering. Right? Some had to carry the white flag and this was my farm. We
07:50were producing pokok kelo, sayur kelo for five acres in Kota Tinggi, Johor and we were
07:59producing really well. We were shipping them exports right into Singapore. You know, two
08:05tons every three days. Good money. But what happened is that the pandemic. The borders are
08:12closed. We cannot move. You know, we cannot move. We cannot sell our produce. We were stuck.
08:17We were stuck. All the farmers are stuck. Actually, everybody was stuck. Nobody could go anywhere.
08:22But we were essential services. Despite being essential services, because of the MCO, we
08:29cannot sell our produce. Some had to pick up the white flag. All right? Some had to raise
08:35drastic measures to survive. And it's not easy. But me being me, you know, I had to uproot
08:48whatever we produce and change the crops that we had. So we started planting bendi, terung, chili,
08:57li, kaca panjang, kaca buncis, sayur yang hari-hari orang makan. Kita dah tak boleh export dah
09:05sayur-sayur yang kita ada kat rumah, yang sedia ada. So, kita buka, kita you know, bungal
09:11semua, kita buang semua, kita bakar apa yang kita ada pada masa tu. Then, started planting
09:17new vegetables. And we nak deliver tu pun tak ada market nak beli. Kedai mamak pun tak nak
09:23ambil. Borong pun tak nak ambil. Kedai ruci pun tak nak ambil. Sebab masa dia singkat,
09:27customer tak boleh keluar from time to time. Apa yang I buat, I started posting
09:33on Instagram. As an entrepreneur, I kena ambil inisiatif untuk move forward.
09:40Macam mana yang nak jual kita punya produk ni? Produk tak jalan. Duit tak masuk. You know?
09:47So, apa yang I buat, I documented semua kat Instagram, IG. I post semua gambar-gambar ni.
09:52You know? Tanya orang, kawan-kawan siapa nak sayur ni. And kita pergi terus
09:56direct pada rumah diorang. Then, this, you know, this lah hasil-hasil kita
10:02yang kita ada kat, you know, kota tinggi kat Pelukut. And then, ni proof yang
10:09messages yang masuk dekat IG untuk tanya nak beli sayur tu. So, that time, I pun, you know,
10:16you know, tidak tahu, okay. Customer ada order. Ada masuk kat Instagram.
10:20Dia orang tanya, eh, boleh hantar tak kat rumah saya, you know?
10:23Saya nak, tapi saya taruh minimum order sekilo. Still diambil juga.
10:27Sebab harga murah sangat. Kita potong orang tengah. Orang tengah, tak ada.
10:31So, harga kita memang bagus lah. 6 ringgit. Daripada kedai runcit, 15 ringgit sekilo.
10:36Semua dah happy. Satu taman tu, at least, you know, 500 kilo everyday.
10:42Darap 6 ringgit, dah berapa dah? Right? So, kita move on straight.
10:47And then, I pitch this idea kepada Iskandar and few other start-up ecosystems punya, you know, support. Right?
10:58And they like the idea. So, they gave me funding. Alright? That's where I move forward with whatever resources that they gave me.
11:06And mind you, bila I mula this whole delivery thing, I hanya mula dengan 1,500 saja.
11:13Seribu daripada my punya grandma, 500 from my friend. And then, the rest was history. Okay?
11:20And then, we started coming out in so many different articles, you know, channel sampai masuk Singapore juga.
11:26Channel News Asia, Bernama, Welcome Post. Out of 600 start-ups in Malaysia, in the pre-excelative program, kita dapat nombor 1.
11:34So, it wasn't easy, but we still keep on pushing forward.
11:38So, yang I mentioned tadi, how can you do more with less is that you can keluar sana and you have to take the initiative to find out who are the people
11:53or who are the agencies that can help you to move forward in your business?
11:59If you have a very good test case or a good result or output or value that you can give back to the community, right?
12:08This agency is just a little bit. There are a lot of agencies in the country and federal agencies that can help you to move forward.
12:15Alright?
12:16Dia akan bagi mentorship, right? And mentorship pun dia bukan murah ya. It's expensive.
12:22Networking, funding, grants, investor, collaborations, and so on.
12:29Alright?
12:30Now, I dah bagitahu serba sedikit pasal macam mana I mula.
12:35Now, I'm going to move into how did I actually memperbaiki lagi apa yang I ada kat tu.
12:42Bila I tengah jual sayur-sayur yang tu direct pada customer, I had a few problem.
12:48Sebab kita tanam kat tanah, it's not easy. Bukan senang nak tanam kat tanah.
12:53You kena plow, you kena roto, you kena cangkul, you kena taruh batas.
12:58You know, you kena banyak sangat kerja. Budget, you ambik seeka, you buat tiga hari.
13:01Kalau you bukan expert, seminggu.
13:03So, banyak kerja yang kena buat. Kerja dia memang, you know, memudaratkan lah.
13:07So, I mula invite anak-anak muda untuk masuk.
13:10Semua tak nak. Panas, hujan, tak best, gaji keji.
13:15Semua tak nak masuk. Right?
13:17So, I pun terfikir-fikir macam mana nak, how do I move forward over here.
13:21Anak muda pun tak nak masuk.
13:23Pekerja daripada Indonesia, you know, Bangladesh nak masuk pun,
13:28you nak bayar dia punya permit and gaji first few months, ten thousand ringgit.
13:32Kalau you ambik 50 orang dah 50 ribu dah.
13:34Mana nak dapat duit tu. Right?
13:37So, apa yang I buat?
13:38I belajar teknik-teknik yang baru.
13:39Hydroponics, guna sistem IoT, AI and all this technological advancements lah.
13:46I input semua benda ni kat dalam.
13:48Then I made my own DIY setup. Right?
13:51The first setup, nampak macam ni.
13:55Kecil je.
13:56Tapi jadi. Right?
13:58Then apa I buat, I cakap customer.
14:00You boleh datang lawat, tengok ni.
14:02And then you twice sendiri.
14:04Dari sana, I dapat tahu.
14:05Oh, customer sukalah untuk twice saya sendiri.
14:09Satu pokok tu bila besar, harga seringgit sahaja.
14:12Murah tak murah?
14:14It's very cheap.
14:15And semua orang memang ambil terus.
14:17Daripada sana.
14:18And lagipun bebas racun.
14:20Tak ada chemical.
14:22And then one more thing.
14:23Sayuri ni boleh tahan 2 minggu.
14:25Daripada kalau kita beli kat pasar.
14:27Hari ni kita beli, dalam 2-3 hari kena masak.
14:30Tapi kalau beli dari sini.
14:32Seminggu boleh letak dekat mana-mana dalam bekas dengan air.
14:36Second week, you boleh masuk ke dalam peti sejuk.
14:39Kalaulah you nak saving.
14:40Kalau tak nak saving pun boleh terus makan macam tu.
14:42Right?
14:43So.
14:44Then I started expanding.
14:47You know?
14:48Agency-agency, federal and also local agency, government.
14:52Tolong bagi funding untuk expand lagi kita punya startup.
14:55Right?
14:56We opened the first outlet in Polytechnic Merseng.
14:59I realized that
15:01Yang anak muda ni kita tak nak masuk kan?
15:04So, I buka dulu dalam Polytechnic Merseng.
15:07I ajak anak-anak muda semua untuk training.
15:09Dari sana, I upkan dia punya interest.
15:13To feel that.
15:14You know that they could do this.
15:16Bila anak muda tu masuk, dia buat kerja tu semua kan?
15:19You know?
15:20Planting and all that.
15:21Kerja tu tak berat.
15:22Kerja dia ada main four focus je.
15:25Dia semai benih.
15:27Transplant.
15:28Tuai.
15:29Jual.
15:30Tak perlu bongkok badan pun.
15:31Dia tengok abang ni.
15:32Dia tengah diri macam tu je.
15:34Then, tak begitu panas.
15:36Ada plastik ke atas.
15:37You know?
15:38So, that's why I found out like, oh okay.
15:41I think I have solved the labor problem.
15:43Anak-anak muda kita nak masuk ke sini.
15:45And then, one more thing what I did was, I tak bagi diorang gaji.
15:49I cakap dengan dia, you become my partner.
15:51Right?
15:52You become my partner.
15:53I invest in you.
15:54I open this farm.
15:55You take care.
15:56We split some of the profits together.
15:58Dia pun happy lah.
15:59Kalau farm tu expand lagi.
16:01Then, he continues the same culture.
16:03Right?
16:04Everybody wins.
16:05Customer win.
16:06Anak-anak muda kita win.
16:07Everybody makes money.
16:08Right?
16:09So, that's what I did.
16:10I built more hyper-local farms.
16:12These are the pictures of our wages.
16:14Satu ikat macam ni, seringgit sahaja.
16:17Most akan tanya.
16:19Macam mana you buat duit lah?
16:21It's too cheap.
16:23Sebab kita tak bagi kat orang tengah.
16:25Kita terus bagi kat customer.
16:26So, we make money.
16:28Saya orang macam ni.
16:29Kita jual satu akar ni seringgit.
16:33Tapi kalau kita jual kat pemborong macam ni.
16:36Harga dia tiga sen sahaja.
16:37Memang tak berbaloi.
16:39Sebab tu anak-anak muda kita semua tak nak masuk.
16:41Boss tak boleh bayar gaji.
16:42You know?
16:43It's too cheap.
16:44Tapi kalau anak-anak muda dah datang buat ni.
16:46Gaji boleh pergi sampai empat ribu.
16:48Every month.
16:49So, everybody wins.
16:50Right?
16:51Ni semua customer kita lah.
16:54Kita tengah beli kita punya sayur semua.
16:56You know?
16:57Dia datang, dia petik sendiri.
16:58They enjoy.
16:59You know?
17:00They know what they are buying.
17:01You know?
17:02From the farm directly.
17:03They tahu apa yang dia beli.
17:04Dan dia punya source.
17:06Out of 90% of everybody over here, I don't think you know where your source is coming from.
17:10You tak tahu mana you punya produce coming from.
17:13Try to think and see and find out mana you punya source.
17:15Right?
17:16How much logistics it takes.
17:18Berapa banyak jenis ubat yang dia nak tanya kat you punya, you know, wages and all that.
17:22So, a lot of things that you will discover later on is your own food that you're eating everyday.
17:28Alright?
17:29Alright?
17:30This, we'll keep the banner.
17:31Then after that, since our, you know, journey, more and more agencies, you know, banks, start coming to us.
17:38We brought program CSR.
17:40Untuk, you know, menaikkan interest anak-anak kecil kita di sekolah semua untuk take part in sustainability and growing their own vegetables.
17:49Alright?
17:50So, this is how it looks like lah.
17:52Very fresh, clean.
17:55You know?
17:56And it's only RM1.
17:59And setiap sayur yang kita jual ni, it's very huge.
18:03Size boleh dua kali ganda kepala saya.
18:05And you will not see that in the fresh market today.
18:08You will see our vegetables is very, very berbaloi.
18:11Alright?
18:13See, the size of my chest.
18:16It's quite huge.
18:17Right?
18:18Very big.
18:20This are all our trainees on the farm.
18:23Bakal-bakal agropreneur kita semua yang kita train in-house dan bagi farm kat dia.
18:28So, we do six months training.
18:30Kita train diorang for free.
18:32Kita tak charge apa-apa.
18:34Dah lah, dia tak ada kerja.
18:36And then, kita charge dia.
18:37How are they going to come in, right?
18:39So, we train them.
18:40We train them for six months.
18:42We give them a place to stay.
18:43They learn.
18:44And then, after that, we tell them to come and join us.
18:47Dari sana pun kita dapat vet.
18:48Siapa yang serious, siapa yang tak serious.
18:50Siapa yang boleh buat kerja, siapa yang tak boleh buat kerja.
18:53Alright?
18:54That's how we do it lah.
18:56And then, our promise to impact.
18:59Okay.
19:00When we build,
19:02bila kita buat sesuatu business kan,
19:04we always gonna give out value.
19:07Make sure the customer gets a very good, you know, return on their investment.
19:12Walaupun it's one cent or one ringgit or ten ringgit or more.
19:15Right?
19:16And for every vegetable that we deliver,
19:19kita, we take out three to five vehicles in the logistical supply chain.
19:24We only use one vehicle and we are moving into EV later on.
19:27So, there's no carbon emission also that will be produced from our vehicles.
19:32That's the way forward we are moving.
19:34And kedua,
19:35kita bagi sayu-sayu yang bebas racun perosak.
19:37Kita tak gunakan harmful chemicals, you know,
19:41harmful chemicals that, you know, class three, class two,
19:45the ones that can, you know, make us unhealthy in the long term.
19:49And also, one more thing,
19:52with these organic chemicals yang kita pakai,
19:55kita juga dapat take care of the soil yang kita ada.
19:58Right?
19:59Because soil juga bagi kita oksigen.
20:01So, we take care of the entire environment,
20:03and then in return, we will get back whatever value we need.
20:07Our third impact is that,
20:09the vegetable yang kita produce semua,
20:12tak ada waste.
20:13And we are moving to biodegradable plastics soon.
20:17And our vegetable yang kita harvest itu semua,
20:20benda yang kita buang, maybe just akar-akar sahaja.
20:23Itupun kita compose balik.
20:25Kita tak buang merata macam itu.
20:27We just leave it like that.
20:28So, zero waste dekat sana.
20:31And then, kita implement juga sistem IoT,
20:34sistem AI,
20:35yang boleh membagi kita untuk buat decision yang lebih bagus
20:40untuk menuai dan plan kita punya timing,
20:42untuk jual kita punya hasil-hasil.
20:44Contohnya, saya ada tiga tempat.
20:46Alright?
20:47Di Johor.
20:48Kesemua tiga tempat ni,
20:49dia punya cuaca lain,
20:50dia punya surrounding dia lain,
20:53dia punya humidity dia lain,
20:55dia punya heat pun lain.
20:56Ada satu tempat,
20:58dia saru,
20:59dia tepi laut.
21:00Angin kencang.
21:02And then panas juga.
21:03Memang panas terik.
21:04Hujan memang tak banyak kat sana.
21:06Tapi kat Siparangam,
21:08hari-hari hujan.
21:09Seminggu,
21:10at least three times ada hujan.
21:12So, from there,
21:13data kita,
21:14kita dapat tahu
21:15how to actually grow our vegetables better.
21:17So, kita gunakan sistem IoT kat sana
21:19untuk help us make better decision making
21:21on bila nak transplant,
21:23bila nak harvest,
21:24how to plant better,
21:26and apa yang kita boleh fine tune lagi dekat sana
21:29untuk memastikan hasil-hasil yang kita produce itu
21:33tip top quality.
21:34Alright?
21:35And then,
21:36the fifth one,
21:38fostering education.
21:39Kita tak charge untuk semua program kita.
21:42Untuk anak-anak muda yang nak masuk ke dalam program kita,
21:44we don't charge them.
21:45We give it for free.
21:46Because at the end of the day,
21:48siapa yang bagi interest sahaja boleh pergi jauh.
21:50Yang tak bagi, very sorry.
21:52Walaupun dia bayar juga.
21:54It's still the same thing.
21:55I dah adjust hampir 1,200 orang.
21:57Tapi dalam 1,200 orang,
21:5940 orang sahaja yang betul-betul move forward
22:02dan ambil, you know,
22:03initiative untuk venture ke dalam agriculture industry.
22:07Alright?
22:08And then,
22:10lagi satu,
22:11our vegetable boleh tahan 2 minggu.
22:13And kita bagi direct consumer.
22:15Dan labor pun kita reduce juga.
22:17Untuk 1 eka,
22:20kita perlukan 2 orang sahaja.
22:22Compared to conventional farming,
22:24kita perlukan 6 orang untuk 1 eka.
22:26Ataupun 4 orang.
22:27Kalau ikut orang tu lah,
22:28dia bagus ketat,
22:29dia buat kerja.
22:30Alright?
22:32And then,
22:33inilah location kita semua yang mana kita operate sekarang.
22:37Kita ada 4,
22:382 di Merseng,
22:391 di Desaru,
22:411 lagi di Simparangam.
22:43Okay?
22:44So,
22:45siapa-siapa nak tahu lebih
22:46pasal tempat kita,
22:47atau nak melawat,
22:48please,
22:49just pergi pada website kita.
22:50Ada nombor,
22:51you boleh call, WhatsApp,
22:52and you can come over to the farm.
22:54So,
22:55bila I mula sistem hydroponik ni,
22:57I tak ada funding, tak ada apa-apa.
22:59Right?
23:00I started with zero.
23:01So, apa yang I buat,
23:02I ambil
23:04polystyrene boxes daripada market,
23:06I masukkan baja kat dalam,
23:08and then I just tanam dalam kotak tu.
23:10As you can see,
23:11in the picture over there.
23:12Like,
23:13kita pakai macam ni sahaja.
23:14Semua orang boleh buat kat rumah.
23:15Very simple.
23:16Bukan susah pun nak buat benda ni.
23:18Cuma,
23:19you kena bagi sedikit masa lah.
23:21Ha, tu sahaja.
23:22Alright?
23:23And then,
23:24ni semua anak-anak muda kita lah,
23:25kita bagi dia exam,
23:26you know,
23:27kita make sure dia,
23:28dia apa tu,
23:29dia tip top lah,
23:31dia punya knowledge.
23:32Before they,
23:33you know,
23:34before they actually come and join us.
23:37Kalau knowledge dia tak ada pun,
23:38susah.
23:39So, we make sure we train them,
23:40pastikan dia faham semua dari basic ke advance,
23:44and then only kita ambil mereka.
23:46Right?
23:47So, ni semua lah.
23:49Anak-anak muda kita semua yang join untuk,
23:51you know, actually,
23:52ceburu bidang ni.
23:53Until today,
23:54kita dah ada 40 orang,
23:56on all locations,
23:57and including Polytechnic,
23:59there is more,
24:00Polytechnic Jerny,
24:01dan juga Polytechnic Merseing.
24:03Right?
24:04Future vision kita untuk sayur kita, right?
24:08For the next 5,
24:1010,
24:1120 years to come,
24:13kita akan create more job avenues untuk anak-anak muda kita,
24:17yang gaji dia boleh cecah minima,
24:204,000 ringgit a month.
24:21And then,
24:22develop a whole ecosystem,
24:24where customer semua kita macam,
24:26boleh hop onto the app,
24:28or the platform,
24:30and just buy the vegetables over there.
24:32It's very simple.
24:33Right?
24:34And then,
24:35number 3,
24:36we'll be investing in more farms in the future.
24:38Tahun depan kita akan buka lagi 10 outlet.
24:40Right?
24:41And tahun akan datang lagi,
24:42we will have more.
24:43And soon from Johor,
24:45we'll work our way up to the north side,
24:46until Peleng.
24:48And then,
24:49last but not least,
24:50expand to the whole Southeast Asian region.
24:51That is our entire goal now.
24:53Right?
24:56Now,
24:57let's get into the topic of,
24:59macam mana you boleh become an entrepreneur?
25:02Like me.
25:03It doesn't have to be farming.
25:05It could be anything.
25:06What you want to do in your life.
25:08Right?
25:09Some of you over here may be thinking,
25:10macam mana I nak start business?
25:12I want to buy money.
25:13But,
25:14what you want to do?
25:15Right?
25:16But, I don't have money.
25:17Where do I get money?
25:19I work 9 to 5.
25:21Or, I double shift.
25:22Now,
25:23how am I supposed to change all this,
25:25and move forward?
25:27One thing I have to tell you.
25:28You have to sacrifice something,
25:30to get something.
25:31Okay?
25:32You cannot stay there,
25:33and then just complain,
25:34and say,
25:35oh, I don't have time.
25:37If you want to change your life,
25:39you have to do something,
25:40that has not been done.
25:41You cannot be uncomfortable.
25:43You have to be very,
25:44very uncomfortable.
25:45It's not easy.
25:46But,
25:47the journey will be very,
25:48very rewarding.
25:49Alright?
25:51So,
25:52what comes to your mind,
25:53first,
25:54when you come to think about,
25:55starting a business?
25:56Some of you will be thinking,
25:57oh,
25:58I nak ambik loan lah,
25:59to start business.
26:00I nak ambik loan,
26:01you know,
26:02I nak pinjam duit kawan.
26:03I nak,
26:04you know,
26:05I want to resign my job immediately.
26:06I nak,
26:07I nak just jump.
26:08Macam tu.
26:09Some of you may be like that.
26:11Some of you may be scared.
26:12Some of you may be confident.
26:13No,
26:14it depends.
26:15There's nothing wrong with that.
26:16Tak salah pun.
26:17We are just people,
26:18you know,
26:19we're just humans.
26:20We are trying our best.
26:21Right?
26:22How you can start your business?
26:24How to identify what you can do?
26:26Okay?
26:27What you may be thinking.
26:29Ada yang tengah fikir,
26:30like,
26:31apa yang nak buat eh?
26:32Apa yang nak jual?
26:33What to jual?
26:34Apa yang nak buat?
26:35Right?
26:36You've been thinking that so many times.
26:39Number one,
26:40maybe you can start with your hobby.
26:42Contohnya,
26:43maybe you are a runner.
26:44Or maybe you're a sportsman.
26:46Or you do something that you like everyday.
26:49Arts and crafts.
26:50Maybe you bullet tap on that.
26:52You know?
26:53See what you can get out of it.
26:55Try first.
26:57Or you can follow your passion.
26:59I have passion for cooking.
27:00You know,
27:01I love to cook a lot.
27:02You know,
27:03I think maybe I can start a cooking business.
27:05And then after that,
27:06you know,
27:07I try to give people my food first.
27:09See what they like.
27:10Are they willing to buy or not?
27:12That's your passion.
27:13Or your experience.
27:14Maybe your current job.
27:16You have a job right now.
27:18And you know the entire market.
27:20You know what's going on in the business.
27:22You can use that experience.
27:25You don't need a customer like,
27:26oh,
27:27many customers in all of Malaysia and all that.
27:29No.
27:30Start small.
27:31Maybe 100 customers.
27:32100 customers.
27:33Serang bayar maintenance fee.
27:35For example,
27:36you say you want to do account servicing.
27:38Monthly subscription.
27:39250 ringgit a month.
27:41100 customer dah berapa dah?
27:43Sebulan.
27:44You can think that way.
27:45With the experience that you have.
27:47Or,
27:48you have the skill
27:49that you have.
27:51But,
27:52you don't know how to utilize it.
27:55You have that skill.
27:56You have that skill.
27:57Or,
27:58you have the skill that you already know what.
28:00You know?
28:01Especially for young children.
28:03They have a skill.
28:06So,
28:07you can tap on that skill that you have.
28:09That skill.
28:11With that skill,
28:12it will help you to move forward.
28:15So,
28:16try to find,
28:17what is your hobby?
28:18Or,
28:19what is your passion?
28:20Or,
28:21what is your,
28:22what is your,
28:23what is your,
28:24what is your experience?
28:27Or,
28:28the skill that you have.
28:29With this,
28:30then you can move forward.
28:31And,
28:32tap on it.
28:33Tap on it,
28:34and then go forward.
28:35Don't need to malu.
28:36You don't need to malu.
28:37Because,
28:38nobody is paying your bills.
28:39They don't pay your bills.
28:40The first customer on your left
28:42could be your neighbor.
28:43It could be a family.
28:44Or,
28:45a first stranger that will buy your product.
28:46You never know.
28:47Alright?
28:48And,
28:49whenever you do a business,
28:51right?
28:52Make sure you give value.
28:53You give out a lot of value.
28:55You don't just want to do it.
28:57You can't do it.
28:58There's no problem.
28:59But,
29:00the customer will be long-term with you,
29:02if you have value.
29:03If you don't have value,
29:05no long-term.
29:06You want long-term people.
29:08Like,
29:09my customers,
29:10all long-term.
29:11I call,
29:12they've already come to a place.
29:13I want to buy.
29:14Can't?
29:15Ah,
29:16you know.
29:17Because,
29:18we give value to them.
29:19We just don't take the money.
29:20We give value.
29:21Alright?
29:22Now,
29:24we're going to the logic side.
29:26On how to start a business.
29:28Before we start business,
29:31we need to do metrics research first.
29:33We have to do our research
29:35to get qualitative and quantitative data.
29:39If we don't have data
29:41in our hands,
29:42before we start business,
29:43you will never go far.
29:45You have to find out
29:46that if your hobby,
29:48passion,
29:49or your experience,
29:50or the skill that you have,
29:51has a value
29:54or a customer
29:56that will stick with you
29:57for a very, very long time.
29:58If you don't have value,
30:00and if you don't do your research
30:01to find out the qualitative
30:02and quantitative data
30:04on how many people
30:05will stay with you in the long term,
30:06or drop out,
30:07then that is not the business
30:09that you should do.
30:10Some of you may start
30:12at one business.
30:13Then after that,
30:14it's not the end.
30:15Try again.
30:17Alright?
30:18Keep on trying.
30:19Try again.
30:20Okay?
30:22So the first thing
30:23that you have to know
30:25for your metrics research is
30:27you have to check
30:29your total addressable market.
30:31Alright?
30:32Let's say you are doing
30:36like me.
30:37Sayur-sayuran.
30:38Bukan semua orang makan sayur.
30:40Bukan semua orang masak
30:41kat rumah hari-hari.
30:42Right?
30:44I...
30:45Kat Malaysia ni ada 34 million lah.
30:4734, 33 million people.
30:49Not everybody will be my customer.
30:51Because not everybody cooks.
30:53Let's say if I go to KL,
30:55KL is a fast-paced city.
30:58Right?
30:59People don't have time
31:00to cook in KL.
31:01Not everyone.
31:03I'm saying some.
31:04Almost.
31:05I don't know.
31:06Okay?
31:07Not everybody will cook.
31:08Tapi, I have to focus
31:09all on the outside.
31:11Ibu-ibu,
31:12auntie-auntie,
31:13you know?
31:14All these ladies,
31:15uncles that are free.
31:16They are the ones who eat at home.
31:18Those are my customers.
31:20So you have to find
31:21your total addressable market.
31:23How big it is.
31:24Alright?
31:25Is it 1 million?
31:272 million?
31:28Or even 500 people?
31:29You know?
31:30Once you know your total time,
31:32then you can move forward.
31:34Tapi yang penting
31:35yang you kena
31:36tengok sekarang juga
31:37adalah SOM.
31:39Market yang you
31:40boleh service sekarang
31:42dengan resources
31:43yang you have.
31:44You have product.
31:45product.
31:46Tapi kalau 1 million orang
31:47nak product itu,
31:48tapi you tak ada resources
31:49dan duit
31:50untuk service diorang,
31:51pun tak boleh juga kan?
31:53So, it takes time.
31:55So, focus on yang bawah dulu.
31:57SOM.
31:58Serviceable,
31:59optimal market.
32:01The first market
32:02that you can achieve
32:03right in front of you.
32:05The people that around you.
32:07Those are your customers.
32:09Okay?
32:10And then,
32:11the second one.
32:12Once you dah tahu
32:13you punya TAM,
32:14SAM,
32:15and SOM,
32:16you're going to find out
32:17business itu
32:18boleh scale tak?
32:20Once you know
32:22your market,
32:23then you will know
32:24the possibility of scaling.
32:25Tapi itupun juga
32:26still 50-50.
32:27Because,
32:28we have to look at
32:29your cost and profit.
32:31Bila you tengok
32:33you punya cost and profit
32:34dan berapa banyak tenaga
32:35yang you kena
32:36masukkan ke dalam
32:37perjagaan itu,
32:38then you tahu.
32:40Is this business suitable
32:42for me or not?
32:44Dia serasi tak
32:45dengan apa yang nak buat?
32:47Tak ada guna
32:48kalau saya nak buat
32:49benda ni banyak duit
32:50tapi saya penat hari-hari.
32:51Tak ada time
32:52dengan family.
32:53You don't have a lot of time
32:54and all that.
32:55For starting, okay lah.
32:56But you will need
32:57to hire staff
32:58and all that.
32:59So, you kena tengok juga
33:00your cost and profit margin.
33:02Bila you buat
33:03apa-apa business,
33:04make sure
33:05your gross profit margin
33:06is 60% above.
33:08Right?
33:0960% above.
33:10Walaupun ni seringgit lah.
33:12Kalau 60% above,
33:13then it's worth it to do it.
33:15Kalau below,
33:16boleh juga.
33:17Tapi kalau bulk order lah.
33:19Let's say you
33:20jual tembikai.
33:21You are petani tembikai.
33:23You harvest
33:24sepuluh tan.
33:25Tapi you punya untung.
33:27Example,
33:28I just buang nombor sahaja.
33:29Dia bayar you
33:31lima puluh ribu
33:32tapi you punya untung
33:33sepuluh ribu sahaja.
33:34Tapi you bought
33:35sepuluh trip sebulan.
33:37So, okay lah.
33:38You make
33:40fifty thousand every month.
33:42But your cost
33:43is very high.
33:44Tapi kerja tak banyak.
33:45You just deliver sahaja
33:46kepada seorang.
33:47You have one customer sahaja.
33:48Alright?
33:49So, at the end of the day,
33:51it depends.
33:52How you want to do it.
33:53Alright?
33:54So, you're gonna
33:55tengok you punya cost.
33:56You punya profit.
33:57You punya revenue.
33:58And all that.
33:59Okay?
34:01Alright.
34:02And,
34:03one more thing.
34:04Now that I've got
34:06the important part
34:07out of the way,
34:08I want to tell everybody that
34:10if you're gonna start a business,
34:12mulakan dengan
34:13apa yang you ada sahaja.
34:14Jangan pergi ambil loan,
34:16terus,
34:17I rasa business ni boleh go lah.
34:18I nak ambil loan
34:1950 ribu terus.
34:20You ambil,
34:21you tak tahu.
34:22Customer pun tak ada lagi
34:23tapi you sudah ambil loan
34:24untuk buat.
34:25You tak test lagi market.
34:27You tak test the water lagi.
34:30Tapi you dah ambil duit.
34:31Tapi next month dah kena bayar dah.
34:33Service loan tu.
34:34Right?
34:35Opening kepala.
34:36Stress.
34:37Fikir pasal loan.
34:38Tak fikir pasal business.
34:39Tak boleh macam tu.
34:40Cannot.
34:41Right?
34:42So, apa-apa saving yang you ada
34:432,000,
34:445,000,
34:4510,000.
34:46Apa yang you boleh buang duit tu.
34:48Bila you start business tu.
34:50You ambil duit tu.
34:51Then you put it there.
34:52This money is going to go out.
34:54You dah tahu.
34:55This money is not going to be here anymore.
34:57And I'm willing to lose this money.
34:59Apa yang you boleh afford sahaja.
35:01Apa yang you mampu.
35:02You start with what you can.
35:04That is how you scale after that.
35:06After testing the market.
35:08Right?
35:10So,
35:11Bila you mulakan perniagaan you.
35:13Right?
35:14When you start your own business.
35:15It's not easy.
35:17It's not easy to start your own business.
35:19Okay?
35:20When you start your business.
35:22Dia akan dapat macam ni.
35:23At start.
35:24Macam ni.
35:25Conteng-conteng ni.
35:26You tak tahu apa pun apa yang buat.
35:28You don't know what the hell you're doing.
35:30Alright?
35:31First, you akan buat research.
35:33You akan buat testing.
35:34You akan tengok berapa customer beli.
35:36Macam mana feedback dia.
35:37Ada yang tak suka.
35:38Ada yang suka.
35:39You know?
35:40Then you have to.
35:41You have to keep on reiterating.
35:43Kena tukar lagi product dia.
35:44Kena add feature.
35:46You know?
35:47Then after a long time.
35:48Baru dia jadi straight.
35:50After you have your 100 customer.
35:52Or 200 customer.
35:53Oh, you dah tahu dah.
35:54Okay.
35:55This is what my customer want.
35:56Dia nak benda ni.
35:57So, I bagi dia benda tu.
35:58Then after that.
35:59It's just smooth sahaja.
36:00Copy and paste.
36:01Replicate and then repeat.
36:03Tak perlu stop.
36:04But whenever you start something new.
36:07This is how it will be.
36:09And then lagi satu.
36:10Bila you start business.
36:12Try not to reinvent the wheel.
36:14Some of us want to feel that.
36:16Okay.
36:17Kalau saya maybe buat pisang goreng cheese.
36:20But I want to put something new.
36:24Maybe a chocolate fusion.
36:26But not everybody likes that.
36:27But you think you like it.
36:28But you're the only person that likes it.
36:30So, if you're the only person that likes it.
36:32And nobody likes it.
36:33So, you have to give what people want.
36:36Don't reinvent something new.
36:37Just go with whatever that is there.
36:40And then also.
36:41Lagi satu.
36:42When you start a business.
36:43You all can think out like.
36:44Okay.
36:45There's 10 different type of particular category lah.
36:50Banyak orang tengah buat business ni.
36:52Right.
36:53A lot of people are doing this business.
36:54Shall I go into it?
36:55Banyak competitor.
36:56How I want make it better.
36:59If you can find something that can make it better.
37:02Go ahead.
37:03But if you all.
37:04You know that.
37:05You know that.
37:06Supply.
37:07Yang semua competitor you bagi pun.
37:08Tak cukup.
37:09Then you go ahead.
37:10Macam saya.
37:11Ada orang tanya.
37:12Eh.
37:13You buat macam ni.
37:14Sayur.
37:15You tak takut dengan keda runcit.
37:17Aeon.
37:18You know.
37:19You tak takut dengan all these big grossers lah.
37:21I say.
37:22Buat apa nak takut.
37:23By year 2050.
37:25Kita kena produce 70% lagi.
37:27Untuk satu dunia.
37:28Makanan tak cukup hari ni.
37:30So.
37:31Banyak pemborong.
37:32Banyak petani.
37:34So my.
37:35I don't feel that I have competition.
37:37Walaupun ada.
37:38Tapi I stick to my market.
37:40I tahu siapa yang bina customer.
37:42I tahu.
37:43Siapa yang nak jual kepada.
37:44And I move forward from there.
37:46And then.
37:48Another way.
37:49To think about your customers is that.
37:52You kena.
37:53Do.
37:54Board design thinking.
37:55Alright.
37:56You boleh google term ni.
37:58Design thinking.
37:59Boleh tengok banyak video.
38:00Boleh.
38:01Boleh belajar daripada sana.
38:02Ada banyak expert.
38:03Cakap pasal design thinking.
38:05Macam mana kita nak frame.
38:06Kita punya business.
38:07Dari awal.
38:08Sampai akhir.
38:09Sekali.
38:10First.
38:11Empathise.
38:12Empathise tu maksudnya.
38:13You.
38:14You wear your customer shoes lah.
38:15Right.
38:16You pakai dia bina kasut.
38:17You feel what they are feeling.
38:19You feel.
38:20Is there a need for you.
38:21For you.
38:22Of what you are feeling.
38:23That you can fill up in their shoes.
38:24Once you dah tahu apa yang dia nak.
38:26Alright.
38:27Then you can define it better.
38:29Define the product better.
38:30Okay.
38:31Ini product yang customer saya nak.
38:33Once you dah define product tu.
38:35You buat survey.
38:36Alright.
38:37You.
38:38You feel.
38:39You ask.
38:40You buat survey.
38:41Seratus orang.
38:42Dua ratus orang.
38:43Or.
38:44Or.
38:45I bought.
38:46A gelang.
38:47That can make us feel better everyday.
38:48Would you wear it.
38:50Ha.
38:51Example lah.
38:52Right.
38:53But.
38:54If.
38:55If a hundred people say yes.
38:56And then you taruh harga.
38:57Kalau harga tu RM10.
38:58You rasa you akan beli tak.
38:59If customer say.
39:00Hmm.
39:01Ya.
39:02I akan beli.
39:03Okay.
39:04You keluarkan product tu.
39:05You tengok.
39:06Dia nak beli.
39:07Okay.
39:08Beli tak.
39:09You know.
39:10There's a market for it.
39:11Right.
39:12That's where you idea lagi.
39:13And then you bought prototype tu.
39:15Prototype your first product.
39:16Yang nak.
39:17Yang tak.
39:18Perfect sangat tu.
39:19Right.
39:20You bring it to the market.
39:21You test it.
39:22Tengok.
39:23Berapa orang nak beli product tu.
39:24Once you find.
39:25A hundred people that can buy your product.
39:27Then you know you can scale.
39:28You dah tahu dah.
39:29Okay.
39:30Ada market.
39:31Untuk product saya.
39:32That is the time.
39:33Baru you pergi confident.
39:34You pergi ambil loan.
39:35Atau you pinjam duit kawan ke.
39:36You ambil savings.
39:37Tambah lagi ke.
39:38You confident.
39:39Right.
39:40So that's how you move forward.
39:41Okay.
39:42So your first hundred customers.
39:45Are the people that will bring you.
39:47Way forward.
39:48Their orang akan launch you.
39:50So if you take care of them.
39:51The rest will be fine.
39:53Alright.
39:55And then.
39:56Retrade back.
39:57Dapatkan feedback.
39:58And then repeat the whole process.
40:00Then you move forward.
40:01Right.
40:04Then you scale lah.
40:05You scale your entire product.
40:07Your entire business.
40:08On how to move forward.
40:09It's very simple.
40:10Just like that.
40:11Don't just.
40:12Melulu saja into business.
40:13It's not right.
40:14Okay.
40:15Okay.
40:16Ini.
40:17One of the proof of concept.
40:18Yang saya buat lah.
40:19Alright.
40:20One of the proof.
40:22Yang saya amalkan.
40:24Ni.
40:25My first.
40:27Successful test case scenario.
40:28Yang saya implement.
40:30Alright.
40:31So anak muda ni.
40:32Kan saya training budak-budak kan.
40:33So anak muda ni saya ambil.
40:34Saya nak tengok.
40:35Saya boleh buat tak.
40:36Kalau saya buka kebun lagi.
40:37Ada orang nak join tak.
40:39So this guy.
40:40Jason.
40:41Dia cakap.
40:42I nak mula mushroom farm lah.
40:43Tapi I tak tahu macam nak buat.
40:45Then I cakap dengan dia.
40:46Okay.
40:47Kita akan masukkan duit.
40:48Tapi you kena serious lah.
40:49You kena belajar.
40:50I akan ajar you semua.
40:51So kita bawa dia.
40:52Bagi dia training semua.
40:53Dah belajar semua.
40:54From sayur kita.
40:55Dia dapat information.
40:56And then kita buat implementation.
40:58We implement the whole business.
41:00Right.
41:01Dia buat mushroom farm tu.
41:02And then I guide dia for the next six months.
41:05And then kita ambil product tu.
41:07Kita jual pada customer.
41:08Direct pada rumah.
41:09Itu product dia.
41:10Dia terus balut dekat.
41:11Dekat tempat dia.
41:12Kita balut.
41:13Kita seal.
41:14Kita bagi kat orang.
41:15Satu paket RM3 sahaja.
41:17Hari-hari ada order.
41:18Sampai tak cukup.
41:19Tak cukup nak bagi orang.
41:21Ya.
41:22So from there.
41:23I dah dapat tahu.
41:24Okay.
41:25It's possible to do this.
41:26So that.
41:27That is where.
41:28You know.
41:29I move forward with sayur kita.
41:31So that's.
41:32That's how we do it lah.
41:33For everybody.
41:34Right.
41:35This goes for everybody.
41:37Untuk semua orang.
41:38That.
41:39Untuk memerlukan perniagaan ni.
41:41Perniagaan ni bukan.
41:42100 meter sprint.
41:44It's a marathon lah.
41:45So if you can.
41:47Stick to the long term game.
41:49Then you will win very big.
41:51Don't.
41:52Jangan buat.
41:53Hari ni.
41:54Oh I baru launching hari ni.
41:55Esok I nak customer juga.
41:56Tak boleh lah macam tu.
41:57Right.
41:58You kena go out there.
41:59You kena.
42:00You kena taruh you.
42:01Luar you kat sana.
42:02You kena cakap dengan banyak orang.
42:03Dari 10 orang.
42:04You baru cakap.
42:05Dapat seorang.
42:06Ataupun cakap dengan 100 orang.
42:07Baru you dapat satu customer.
42:08Tapi satu customer tu.
42:09Akan bawa 10 customer yang lain lagi.
42:11That's how you do it.
42:13Right.
42:14Okay.
42:15So that is all for me.
42:17Thank you so much everybody.
42:18I hope you got very good information.
42:21Walaupun the survey sahaja.
42:23It will help you out if you go deeper inside of it.
42:26Okay.
42:27Thank you everyone.
42:28Thank you so much Navin for the presentation.
42:32Saya harap semua bersedia untuk sesi seterusnya.
42:37Dan kalau boleh dengar tadi apa yang Nabi katakan.
42:41Sebenarnya perusahaan sayur ni kurang dari sambutan anak muda.
42:46Jadi kalau ada anak muda sekarang.
42:48Kalau perlukan info yang lebih banyak dan lebih mendalam.
42:51Bagaimana untuk menjadi usahawan tani.
42:54Ataupun sekarang kita boleh katakan agroprenor.
42:57Boleh terus berjumpa dengan Navin Tiaga.
43:00Dari sayur kita.
43:02Baik.
43:03Kita masih ada lagi masa untuk sesi yang seterusnya.
43:06Mungkin kita akan berehat sebentar terlebih dahulu.
43:09Dan kita akan kembali selepas ini.
43:11Terima kasih kerana menonton!
43:41Terima kasih kerana menonton!
43:59Terima kasih kerana menonton!
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