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M a l a y s i aMalaysia’s ONLY Traditional Trade Magazine

CASH AND CREDIT FOR BETTER BUSINESS

Win Like A Champion

Why Some Retailers Don’t Make It In Business

Organise Your Accounts!

CONTOHSPECIMEN

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SIDANG EDITORIAL

PenasihatChow Nyuk Loong

PengarangStephen Tan

PenulisJolene ChongGregory Kong

Justin TeeSherin Almashor

Phill Teoh

Seni Reka GrafikDarius ChanLiew Yu Yang

PencetakAtlas Cetak Sdn BhdWisma Atlas, No. 2,Persiaran Industri,

Bandar Sri Damansara, 52200Kuala Lumpur,

Malaysia

Infovantage Sdn Bhd (472599-M)

Suite 12.01, Tingkat 12,Menara Merais, No 1, Jalan 19/3,

46300 Petaling Jaya, Selangor Darul Ehsan.

Pejabat KorporatTel: +603 7957 1718

Faks: +603 7956 5109www.runcit.com.my

Runcit Malaysia merupakan sebuah majalah pendidikan terbitan Infovantage Sdn Bhd. Kandungan majalah ini ialah hak cipta penuh Infovantage Sdn Bhd.

Tiada sebarang bahagian dari majalah ini boleh diterbitkan semula dalam pelbagai cara atau bentuk tanpa kebenaran bertulis dari Infovantage Sdn Bhd. Segala sumbangan, sama ada yang diminta atau tidak, dan jika dipilih untuk diterbitkan, akan disunting corak dan isi kandung penulisannya mengikut budi bicara Sidang Editorial. Bahan-bahan yang tidak diminta adalah dihantar dengan risiko penghantar sendiri. Perhatian penuh akan diberikan untuk memastikan segala informasi dalam majalah adalah benar pada waktu percetakan. Walau bagaimanapun, Infovantage dan wakil-wakilnya tidak akan bertanggung jawab terhadap sebarang kehilangan atau kerosakan. Runcit Malaysia merupakan majalah kemajuan perniagaan profesional yang disebarkan secara percuma kepada peruncit-peruncit dalam perdagangan tradisional.

Hak cipta terpelihara © Infovantage Sdn Bhd 2008Versi Inggeris di : www.runcit.com.my

Despite last year’s economy crisis, we are glad that things are looking up this year, and the strengthened economy has certainly stabilise the retail landscape and outlook. Come

end of year, it is the time where we all look back and reflect on what we have achieved and can do better for the next year. This new year why not take advantage of our main story to guide you in managing your finances. There are tips and suggestions on how you can control your cash flow and use credit facilities to help grow your business.

In line with the new year and new beginning, we will also be presenting to you a fresher and more exciting look! We have revamped the past sections and on how the stories are written, this time with more tips and advice especially for you. In this issue, we hope you will enjoy the 5 sections; Operation (Operasi) will show you how to have additional service to attract more shoppers and in Merchandising (Peragaan), use the FEVAC system to enhance your display. Learn to organise your paperwork in Business (Urusniaga) and how to draw mothers to shop for children’s nutritionals in Shoppers (Kategori). Last but not least, Special Report teaches you how to deal with robberies if it ever happen to you.

Don’t forget to check out the Focus story where we present to you the latest findings on festive trends and what you should be stocking up on. Use it as a guideline to increase sales and be prepared for the festive celebration. Along with that, do remember to read Pak Runcit‘s article for a motivational boost and see how category organiser in Media Runcit can help you champion a particular category in your store!

That’s not all! In this special year-end issue, flip to the centerpage to find the exclusively designed 2011 calendar done in collaboration with PERMANIS Sandilands Sdn Bhd just for you. Finally, let me take this opportunity to wish everyone a very Happy New Year. We hope you will enjoy the last issue of the year as much as we love preparing it and here is to a great year ahead of us!

Happy Reading!

Tinjauan Runcit 杂货业展望

WILLIAM KHOOPengarah Eksekutif

Infovantage Sdn Bhdwilliam.khoo@runcit.com.myURUSAN PERIKLANAN

Elenie TanPengurus Besar

Runcit Media Sdn Bhd (155352-V)Tel: +603 7957 1718

Faks: +603 7956 5109elenie.tan@runcit.com.my

Read the ENGLISH version of this magazine on www.runcit.com.my

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TIME FOR GOOD TIDINGS AND NEW BEGINNING

Kementerian Perdagangan Dalam NegeriKoperasi Dan Kepenggunaan

Runcit Media Sdn Bhd(formerly known as Rural Reach Sdn Bhd)

Disahkan oleh Diuruskan oleh Dengan Kerjasama

Rakan Runcit Dengan Sokongan

Permanis Sandilands Sdn Bhd

Gentle Supreme Sdn Bhd

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Focus

TAKE ADVANTAGE OF THIS YEAR’S FESTIVE TRENDS To help increase your sales this coming festive season, we provide you with the latest

insights shared by Kantar Worldpanel on what shoppers look for.

✔ Do not be disheartened and continue to maximise your business. Have your own promotions and think of creative ways to attract shoppers i.e. give out free And Pow packets for every purchase exceeding a certain amount.

✔ Emulate what the hypermarkets are doing and sell ing as it could help increase your sales.

✔ Provide value-added service. If you have the manpower, provide delivery services for hampers and purchases.

✔ Consider extending your business hours to cater to last minute shoppers.

✔ Shoppers are now more health-concious and are always on the look-out for healthier alternatives.

✔ Most manufacturers are now coming up with healthier products, such as less sugar and vitamin-added drinks. Stock up on these to target the health-concious shoppers and drive more sales.

✔ Ensure you stock up on the complete range of brands and pack size in demand for maximum sales.

✔ Chrysanthemum tea and sugar cane drink are CNY all-time favourites, so be prepared and stock up on these variants.

✔ Traditionally, Malay shoppers are not bargain hunters but are starting to pick up the traits of a typical Chinese household

✔ Non-food categories on promotion, coinciding with the Festive period, encourages the Malays to pick them up more, so don’t neglect it

✔ To increase sales, stock up on the following non-food categories: · Toothpaste · Detergent · Baby diapers · Dish washing liquid

Ideas!Gifting is still a very popular tradition during CNY. Prepare gift packs with items like essence of chicken, dried mushrooms with other traditional festive items such as Mandarin oranges, Kueh Bakul (nian gao) and groundnuts..

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Chinese households buy double the number of categories in hypermarkets as opposed to traditional stores during CNY

Ready-to-Drink (RTD) fruit/vegetable juices and soy milk is seeing a rise during the festive season

Malay households also benefit from the promotional sales during CNY season but they tend to shop more in Non-Food Categories

Chinese New Year is an age-old tradition and is usually the high point in your sales calendar. However, shopping behaviour changes throughout time and in this article, we bring you the latest trends during CNY based on the research and survey

from Kantar Worldpanel, the world’s leading provider of continuous, syndicated consumer panels and research solutions for shoppers’ purchase. Read on and find out how to make your Chinese New Year more prosperous! Happy trading!

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Rencana Runcit 杂货论坛

CASH AND CREDIT FOR BETTER BUSINESS

Shah’s grocery shop has been around for three years now, and business is booming. He is too busy dealing with customers to deal with his accounts. He is doing well, but he is always short on cash. This makes it hard to pay off his suppliers on time. If only he could become more

organised to get ahead of his creditors.

Choon Seng runs a mini-market his father passed down to him. He has seen it grow over the past 15 years. He has regular customers and steady business all year. Now he is wondering whether he can afford to expand. If only he could get enough capital to buy up the shoplot next to his.

Rencana Runcit 杂货论坛

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How is business? You could be doing better, right? Maybe your business is going well, and you have many customers coming in all the time and buying, but no matter what you do you always don’t have cash. Every time money comes in, it goes right out again. Maybe you want to expand, but you never have enough capital. Whatever it is, you want to know how to have a more successful business. The secret lies behind cash and credit. Recently, Runcit Malaysia conducted a nation-wide survey on how retailers are managing their finances. Here, we present to you the results of the survey.

CASH FLOW IMPROVEMENT

Most of you have credit terms over 30 days, which gives you more flexibility when planning your payments – this is only possible when your suppliers trust that you will pay up when due.

Watch your spendingWhatever you spend on, make sure it helps your business.

• Keep a lean inventory. Order only what you need, as much as you need, when you need it.

• Control your costs. See what you can do to reduce your overheads (eg consider cheaper-running lights, replace labour with machines etc)

Look out for great dealsJust as consumers shop around for the best products and the best prices, you should do the same. Don’t be afraid to bargain either.

• Choose your suppliers wisely. Find the ones with the lowest prices and/or the best credit terms.

• Restock at the right times. Your suppliers may have special promotions and discounts at certain times throughout the year (like festive seasons). Take full advantage of these times.

• Negotiate pricing and payment terms. Different suppliers might be willing to give you more credit, or a longer time limit to pay. Tell your current suppliers about them and see if you can get improved terms.

• Insist on value-added services. Maybe suppliers cannot offer the lowest prices, but if they give you better and more services (eg free delivery, more generous credit limits, additional products etc), then think about using them.

Clear old inventorySome of your money may be tied up in your stock. If there are products that are not moving, or near expiry, be more creative about clearing it. After all, some cash is better than none.

• Hold regular clearance sales. A good time would be just before you restock, or every quarter.

• Think up other promotions. Purchase-with-purchase is just one of the many ideas out there.

Source: Survey conducted by Runcit Media Sdn Bhd (11 Oct - 4 Nov, 2010)

Credit Terms from Retailers

> 60 days 2%

Cash4%

31-60 days51%

30 days43%

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CREDIT: ExPLORE ADDITIONAL SOuRCES OF FINANCINg

More than three quarters of you already take up various credit facilities offered by banks.

Source: Survey conducted by Runcit Media Sdn Bhd (11 Oct - 4 Nov, 2010)

Credit Facilities Taken by Retailers

78%

Current Account

80%

60%

40%

20%

0%

Savings Account

Business Loans

Credit Card Not related

78%

63%

32%

1%

Often, whether it is just to tide you over a rough period, or to carry out a big business plan, you will need more money than you yourself have. Having a ready supply of credit makes all these things so much easier.

• Family and friends. • Investors/Partners. • Supplier credit. • Banksandotherfinancialinstitutions.

Types of Credit Facilities*

Business Loan. Such loans normally have bigger limits, longer repayment periods and lower interest rates than personal loans, but can take longer to approve.

Credit Card. Use credit cards for your business! There are a growing number of banks with corporate or business credit cards, which can give you a range of benefits besides just the credit.

Business Credit Line. A credit account with the bank you can use like any other bank account, up to an agreed limit. You have to pay back only what you use, plus the negotiated interest and charges.

Overdraft Account. Specialised kind of credit line. Useful to tide you over short-term cash flow issues. Speak with your bank first to make arrangements; otherwise you may have to pay charges and fees.

Personal Loan. Usually faster to approve, but can be smaller than business loans and don’t have as good terms.

*If your business is halal, use the Islamic financing versions.

Why use a bank?

Use banking facilities to finance your business operations, which would otherwise be too costly.

YOu ARE BEINg WATCHEDThe first step towards managing money matters responsibly is to make sure that your account records are correct and your record-keeping is updated regularly. This shows that you are on top of your financial situation, and make people trust you more.

Also, whenever you deal with suppliers or banks, you should always settle your debts and make full payment within the agreed time limit. This is only right, and you will be able to build better ties and greater trust with them. More importantly, both your suppliers and your bank will rate and grade you based on various factors, and your payment history is one of them. Whenever you want to negotiate payment and delivery terms, ask for better credit terms/limits or apply for new credit facilities, they will base their decision on your rating.

Supplier Grading System

Your suppliers rate and grade you using several criteria, similar to the ones that banks use. Below are some of the ways by which they decide whether to offer you a new credit facility, or if you are applying for something the first time.

• Turnover• You are a good paymaster (repay credit/loans at

rate agreed in timely fashion)• Existing credit facilities• Capacity to pay• Location of shop• Payment record/history• How long the shop has been open

All Malaysian banks also have access to your credit rating through Bank Negara Malaysia’s Central Credit Reference

Information System (CCRIS). Whatever you have done in the past to one bank, all of them will know through the CCRIS.

Want to check your own credit rating? It’s free, and you can do it once every 3 months! Simply go to Bank Negara’s Head Office or their state branches with your MyKad and another identification document (passport/driving licence). You can also request for your credit report by mail.

For more information visit http://creditbureau.bnm.gov.my/index.php.

Gregory Kong - Runcit Malaysia

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GIVE YOUR FULL COOPERATION• Remember that your personal safety is more important

than money or merchandise• ·Let the robbers know you are cooperating fully; just give

them the cash and do exactly what they say

PREVENT SURPRISES• Keep your hands in sight at all times• Don’t make any sudden movements• Tell them if another employee is in the back room so they

are not surprised

DO NOT AGGRAVATE• Don’t talk except to answer the robber’s questions• Don’t stare directly at the robber

ONCE THE ROBBERY IS OVER…• Don’t chase or follow the robber out of your place of

business• Call the police only after the robbery is over and you’ve

checked that everyone’s safe• Leave the job of catching the robber to the police

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Tip!Be extra cautious during the busy festive season!

When a robbery happens, It is the responsibility of every business owner, manager and employee in ensuring the safety of everyone. Here are some things you can do.

FACINg ROBBERY

PROTECT YOURSELF ✔ Keep the amount of case in the register low. ✔ Make sure your shop is well lit, inside and outside. ✔ Insure your business by getting insurance, but

remember to read the fine line for coverage on robberies!

Source: www.lapdonline.org

ORgANISE YOuR ACCOuNTS!

Is Bookkeeping A Hassle?

If your business is getting bigger, you should consider getting an accounting software. It helps with recording and processing accounting transactions. These days, the software can also be linked to the barcode system and other areas of your store such as• Stock/Inventory — keeps control of your store’s inventory• Purchase Request — where demands for purchase orders are made,

approved and tracked• Cash Book — where the company records collection and payment• Electronic payment processing• Inquiries — looks up information on screen

Get organised! File these 2 main records neatly in a folder• bills (accounts payable or A/P)• customer invoices (accounts receivable or A/R)

Keep detailed records of all payments For example, as soon as you write a check, write down when it was written, to whom, for what, and how much it was for (use the check stub)

Schedule a day of the week for paying billsPaying bills on time saves you money by avoiding late charges, and some vendors may give you a discount if you pay by a certain time.

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Good bookkeeping practices are essential to keeping your business running smoothly. A quick review of your books can show where you need to spend more or less money and which brands gives you the most business.

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ORgANISE YOuR ACCOuNTS!

Is Bookkeeping A Hassle?

If your business is getting bigger, you should consider getting an accounting software. It helps with recording and processing accounting transactions. These days, the software can also be linked to the barcode system and other areas of your store such as• Stock/Inventory — keeps control of your store’s inventory• Purchase Request — where demands for purchase orders are made,

approved and tracked• Cash Book — where the company records collection and payment• Electronic payment processing• Inquiries — looks up information on screen

Get organised! File these 2 main records neatly in a folder• bills (accounts payable or A/P)• customer invoices (accounts receivable or A/R)

Keep detailed records of all payments For example, as soon as you write a check, write down when it was written, to whom, for what, and how much it was for (use the check stub)

Schedule a day of the week for paying billsPaying bills on time saves you money by avoiding late charges, and some vendors may give you a discount if you pay by a certain time.

Tip!Don’t take money from the

cash register for personal use or to pay bills. It increases the chance of error in balancing

the books!

Good bookkeeping practices are essential to keeping your business running smoothly. A quick review of your books can show where you need to spend more or less money and which brands gives you the most business.

Have a clear intention• The idea is to have these extra services to draw more shoppers to

your store, and not treat it as a profit-making business• You should maintain your regular retail services like free home

delivery etc

Look at the demographics in your areaSebagai contoh, sediakan perkhidmatan internet jika mendapati ramai remaja sering membantu ibu mereka membeli-belah di kedai anda.

Do your researchFind out by asking your shoppers what are some of the services they need and that they would like you to offer

Offer a unique service that is not available in your areaDo not offer the same services that other shops in your area have.

Decide on a appropriate price for your serviceAsk the shoppers for the best pricing for the services provided to ensure continuous support from them

Monitor the service provided and its sustainability• Remember that the investment should be a self-sustaining entity• Make sure the new service offered does not interfere with your

cash flow and daily retail business

VALuE-ADDED SERVICE!

DO YOU KNOW?In Thailand, provision

stores offer side services such as manicure and pedicure! Nothing like

beauty on-the-go!

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23456

TIP!

Offer hamper wrapping service

this festive season to increase sales.

Adding useful and unique services can pull more shoppers to your store by giving them an opportunity to use the services offered and at the same time do their shopping.

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Nullify your competitors and enhance your competitive advantage

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CATEGORY CHAMPION!

Media Runcit 杂货媒体

CUSTOMISED MEDIA

There is no substitute for great above-the-line advertising and brand-building efforts. But these won’t change the

fact that an overwhelming proportion of purchase decisions are made in-store. This was confirmed by a major study of 6,800 shoppers by OgilvyAction, US in 2008. It found that over 70% decided on the product categories, brands and quantities to buy only after they had stepped inside the store. Such shoppers would be highly susceptible to a host of influences.

This realisation has led us to introduce the Category Organiser (CO), a unique combination of media and merchandising to deliver the maximium visibility and impact Clients desire. CO is ideal for pasaraya, mini-markets, sundry medical halls & provision shops operating in market centers as well as urban & suburban localities in Peninsular Malaysia. Outlets may be selected from RMSB’s panel of retailers or recommended by Clients. Implementation is subject to space availability and retailers’ participation.

✔ Perfect one-look display. Turns the simple home shelf into an outstanding category display.

✔ Category champion. Allows you to ‘brand’ the category display with a category header and 2 shelf violators.

✔ Merchandising excellence. Re-arranges your products, in the right range & SKUs, at eye-to-arm levels – right where they belong.

✔ Increase real estate. Maintain or gain the number of shelf facings.

For more information, call us for a presentation!RUNCIT MEDIA SDN BHD - Tel: 603-7957 1718 E-mail: info@runcit.com.my

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GowiththegreatlookingCOtoremind,influenceandmotivate shoppers to pick your brand.

Built To Make A Difference

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Halaman Pak Runcit 杂货伯伯问答箱

WHY SOME RETAILERS DO

MAKE IT IN BUSINESS

Are you:

• A not so smart retailer, stubborn and not susceptible to changes, will not learn anything and will end up badly, incurring heavy losses.

• A wise retailer will learn from his own mistakes and experiences and that of others and will take calculated risks, in accordance with the trends and the changes in the market place.

• An ordinary retailer will just plod along, not open and receptive to any advice or changes and at the same time, oblivious of what is happening in the market place.

Be honest and identify which category you are under. We want all of you to fall under the wise retailer, so you can substantially grow the business and move in tandem with the market. It is always encouraging to see a business start well, but you also need to keep the “fire of achievement” burning!

Competition is your biggest enemy; you have to be sensitive of neighbourhood stores, the hypermarkets and also price war. As a consequence, the market is in a complete disarray. You need to exercise wisdom with the knowledge and the practicality in what you do to keep all your loyal customers intact and try to remain as competitive as possible, without losing out too much in your sales!

Key factors in hampering your growth and progress

• A lack of focus/concentration in the business• Not sensitive of changing market • Lack of ambition and the willingness to learn -

still living in the comfort zone• Poor decision making, resulting in missed

opportunities• Not prepared to take risk or to venture into new

things• Inability to identify and capitalise on potential

growth areas• Teamwork is lacking, with no strong management • The leader and team are not committed

Solve Your Business Problems!

1. Identify the problems and set a time frame in resolving them

2. Look out for the solutions and not the culprits and please be mindful not to be personal (Be constructive in whatever you do and always look at the issues objectively)

3. Come up with action-oriented plans4. Overcome the problems jointly with your

Team, in order to get their full commitment.5. We need to take full control and ownership

of the business ( Leadership by example and no lip service )

NOT

The price of humility is always very had to swallow, however, once we come to terms with ourselves and recognize our own faults and shortcomings and are prepared to change for the better, half the battle is already won. We must be committed and serious enough to look into what we can do for the future.

In summary, we should confidently face the problems and quickly resolve them to put us back on the winning path. We know it is not easy to change our mindset, but all you need to do is to take that positive step forward!

All the best!

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Kongsilah cerita anda bersama peruncit lain di sini! Hubungi Cik Chua Soah Sen di (03) 7957 1718 atau maklumkan Penyelia Lapangan (PL) anda tentangnya.

I AM AT YOUR SERVICE

I try my best to serve the residents in my area. I provide mail delivery services for the villagers and I am eager to help them whence they are in a pinch. For instance, I would offer them store credit when they shop for daily needs. I would also update them with latest happenings around our neighbourhood and other forms of assistance within my capabilities.

TOGETHER WE STAND

Our family owns three businesses; 2 minimarkets and a restaurant. The reason behind the success of our business is due to the fact that we practice transparency, cooperation and trust amongst ourselves. We delegate our businesses amongst our family members. For instance, I am helming our restaurant business, my eldest son, Mylon is a buyer, while my youngest son handles the accounts and documents. Ultimately, we work as a team to ensure our trade runs smoothly.

Name: Mohamed Yusof bin YaacobName of shop: My Maju EnterpriseTown: Kg. Kuala Penur, PahangRuncit Field Supervisor: Ng Chin Chai

POST SERVICE

The reason I started this mini post office was to replace the old post office that was closed down. Among the services I provide include selling Pos Laju stamps and offer electric, water, ASTRO, Telekom, Maxis bill payment services and the likes. My business thrived because my customers were able to do their bill payments after they were finished with their grocery shopping. The residents in my neighbourhood were also glad that they did not need to waste time and travel far to do their shopping and bill payments.

Name: Balakrishnan s/o RamasamyName of shop: Pasar Mini Sri Batu Belah/Restoran Sri Batu Belah/Pasar Mini Sintha StoreTown: Klang, SelangorRuncit Field Supervisor: Sam Lee

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BESERI FARMERS’ OPEN DAY

Our open days are held biannually; a week before the fasting month and a week before Hari Raya Aidiladha. During which, our club members and trading partners will have promotions at the mini market. The entrepreneurs will display their respective products by our product manufacturers, which include, Nestle, Adabi, and Bernas, among others. Concurrently, our product manufacturers offer special price promotions for their products. Other members from our club are welcome to participate in our open day. The lucky draw is the event’s spectacle catering to the visitors.

Name: Mahadi bin IshakName of Shop: Pasar Mini Peladang BeseriTown: Beseri, PerlisRuncit Media Field Supervisor: Mohd Rodi Mohd Nor

Name: Nousath bin Abu BakarName of shop: Pasar Mini BerkathTown: Bandar Puncak Alam, SelangorRuncit Media Field Supervisor: Peter Lim

TECHNOLOGY BRINGS SUCCESS

Cahaya Maju Minimarket has been operating for 7 years and we think that the key to our perseverance in the retail business is by keeping track of the current technology. Knowing that our customers are busy people, we provide bill payment services for ASTRO, CELCOM, Malaysiakini, Tiger Airways ticket bookings and Touch ‘n’ Go top-ups. The customers also find it convenient that our services are available at night as a number of our customers work during daytime. We hope to deliver electric and water bill payment services in the near future, as such services are the catalyst to our booming business.

Name: Jahir HussainName of shop: Pasar Mini Cahaya MajuTown: Sungai Besar, SelangorRuncit Media Field Supervisor: Seaw Sek Chuan

OLD GOLD

I only hire senior citizens as staff. Currently, I have three senior citizens who are in their 50s. This is the uniqueness of my shop. In my opinion, even though they have reached their retirement age, instead of bumming around, they can still earn their own living and spend their time wisely. In recent years, I’ve transformed my business module, I’ve expanded my business by providing extra services, such as photocopying, faxing, internet, IDD call for foreign workers and prepaid cards. This not only attracts more customers, but encourages my staff to learn more new things.

Name: Wong Poh YeatName of Shop: Kedai Runcit Harvest PackagingTown: Puchong, SelangorRuncit Media Field Supervisor: Ken Wong

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