A Critical history of an entrepreneurial venture using business networks and clusters

1. A Critical history of an entrepreneurial venture Ravinther Kunju Raman

2. If we can sell our experiences we all will become millionaires

3. April 1992 August 1992 October 1993

4. 1 st October 1993 - 4 th June 2004

6. Career Path MT/JE/E AM M AGM GM AD ED MD 93/94/95/96/97/98/99/00/01/02/03/04/05/06/07/08/09/10/11/12/13/14/15 55 54 53 52 51 50 49 48 47 46 45 44 43 42 41 40 39 38 37 36 35 34 Sales Management Sales Consultant Sales Counsellor Own Business

8. Overweight (83.5kg)

9. November 2003 – Chen Du, China

10. The World is my stage……

11. The idea and the resulting product/service offering, the value proposition

12. “ Human beings are capable of accomplishing much more than initially imagined if they are provided with trainings and special know-how. And if these conditions are met, the person assigned will exercised his or her abilities to the fullest if given the chance” - K. Matsushita

13. Sell our experiences

14. Customer Sales Staff Your Competitor Your Problem

15. The Entrepreneur and the Team

17. Corporate Information Company name ASK EDUCATION & TRAINING SDN BHD (636057-A) Date of Incorporation 5 th December 2003 Commenced business operations 19 th March 2004 Board of Directors Sherry Ann Daniel Catherine Lim Ah Sham Ravinther Kunju Raman Company Secretary Leong Li Ling (MAICSA 7028548) Auditors JK Huan & Co. Chartered Accountants Principle banker RHB Bank Berhad Registered office Pusat Perdagangan Puchong Prima, Puchong, Selangor Principle place of business A-7-6, Tiara Faber, Jalan Desa Utama, Taman Desa, 58100 Kuala Lumpur

22. The value proposition Why should you choose ASK EDUCATION & TRAINING as your training provider? Imagine consuming attitude, skill and knowledge in a “CAPSULE”! CAPSULE Cost-effectiveness We deliver customized training solutions at a strategic cost to match your requirements Academic foundation We build our courses grounded in proven theories and based on research Practical application We teach our participants to apply learning that brings long term personal and professional development Strategic design & development We design and develop training solutions that match your organization ’s strategic goals and meet your specific needs Undivided attention We assign two or more people to your training project from initial contact to research to course development to actual training. This gives us a very tight control over the quality of our training solutions Learner centeredness We put learners at the center of our training solutions and strive to bring the best out of them through promoting active participation. We apply teaching methodology that increases the rate of retention and the transfer of learning to the workplace. Experienced trainers We provide experienced trainers who know the industry and are committed to apply the skill sets that they teach.

24. The Business & Revenue Model of the venture, business strategy Target Market Industry-wide (Broad) Specific Niche or segment (Narrow) Defined by Cost Defined by Distinctiveness Competitive Advantage Low-cost leadership Differentiation Cost-based focus Differentiation based focus

26. Inbound Logistics Operations Outbound Logistics Marketing/ Sales Service VALUE CHAIN ANALYSIS Competitive Advantage : Creating and Sustaining Superior Performance SUPPORT ACTIVITIES Infrastructure (finance, accounting, legal affairs, information systems & payroll) Acquire capital, perform accounting, legal and administrative tasks for each activity Human Resource Management Treat employees as special team members ( working for themselves) ; emphasize reward systems that promote innovation or quality Technology Development Training tools, software and hardware support, e-learning; refinement of high quality delivery ; emphasis on excellence; world class quality Procurement Selective purchasing from numerous sources PRIMARY ACTIVITIES Analyze High emphasis to understand customer needs Design & Develop Proprietary processes; patent protection; license Implementation Extra care in training delivery Reputation & referral strategy Evaluation High emphasis on treating customer as special individuals; fast and courteous special services

27. The Business & Revenue Model of the venture, business strategy

28. The Business & Revenue Model of the venture, business strategy

29. The Business & Revenue Model of the venture, business strategy

30. The Business & Revenue Model of the venture, business strategy

33. Working with Training partners 2003 2004 2005 2006 2007 2008 2009 50 100 150 200 250 300 -50 Incorporation 5 Dec Commence Business 19 Mac 46k 88k 96k 155k 205k -29k -37k -38k 7k 21k ‘ 000 (RM) Year Sales and Profit Chart versus years in business Joined team 4 Jun Acquire higher qualification Master of Instructional Technology Master of Management Additional Consultant Strategic Partnership Advice 1 Advice 3 Advice 1: Increase sales, control expenditures and start making profit Advice 2: Build Strategic Partnership Advice 3: Pay Service Tax Advice 2 Venture ’s development & the actions taken based on feedback loops Legend Sales Turnover Profit

34. Marketing Strategies Rank Strategies Details 1 Referrals R equest the referral R epeat the request R eward referrals R eciprocate 2 Client relations Bond the client to my professional practice emotionally (how I treat them) 3 Personal Selling Relationship Selling 4 Public Speaking Toastmasters, Malaysian Institute of Management 5 Internet www.askravinther.com 6 Social/business networks Facebook, linkedn, Matrade

37. DARE TO ASK