Breaking into the Malaysian wholesale and retail network

1. Breaking into the Malaysian Wholesale and Retail Network as a Small SME Manufacturer: A Case Study Mohd. Murray Hunter School of Bioprocess Engineering Kolej Universiti Kejuruteraan Utara Malaysia

3. Malaysia Underdeveloped Market Developing Market Developed Market Beginning to rely on imports again: Colgate, Unilever Aspect of market globalisation Market segmentation still weak; along ethnicity lines only Large customers developing bringing more market concentration Still undeveloped logistic systems Category management still in infancy Local firms exporting to the world Still many market gaps Global trends do not necessary follow Poor Innovation

4. Manufacturer National Distributors Wholesalers Consumers Hypermarkets Super- markets Sundry Stores Convenience Stores Chinese Medical Halls Malaysian Retail Market Channels & Structure

12. FMCG Market Fragmentation/Concentration Comparison Between Malaysia, Thailand, Hong Kong and Australia

13. Klang Valley & Central Region (N. Sembilan) 35% Southern Region (Johor & Melaka) 15% Perak 8% Penang 5% Kedah/Perlis 15% Pahang 8% Kelantan/Terengganu 8% East Malaysia 6% Approximate National Market Break-Up

14. Barriers to Entry

15. Market Fragmentation

16. Centralisation

17. Merchandising

18. The way of doing business

19. Guanxi

20. Financial Issues

21. Agadir Sdn. Bhd.

22. Start Up Strategies

23. Introduction Sales & Marketing Building Up Sales Skills Account Management Concept Sales Planning

24. Manufacturing Strategy

25. Growth Strategy

26. Product Strategy

41. Success Examples

42. Thank You