CAREER1. Leadership with difference.
2. Use your insight and skill.
3. Grasp the opportunity when presented- does not let it go.
4. Hard work and Practice.
5. Appreciate Other Men Talents- Pick the best but be Yourself.
6. Struggle, Struggle, Relax, and Struggle till you reach your goal.
7. Don’t say YES when you want to say NO.
8. Dream for a bright Future – Work hard to make it realize.
9. Cultivate Friendship – Try to win over them.
10. Keep your Energy and Spirit always up.
LESSONS DRAWN
B. BUSINESS
Indian business and Industrial scenario is entirely different both in look and concept. Even among them there is distinct difference between rural and urban. Different castes, different languages and customs make it even harder to evolve successful solutions to common problems. Apart from the above religion takes precedence over all other things.
Villages: Villages in India are small conclaves having about 100 to 200 families mostly centered around temples or mosques or churches. They are mostly caste based. Only essential items are sold like Provision, Vegetables etc. Information technology is spreading fast in every village- changing this scene and medical and cloth shops are springing up.
Next Small Towns: The above scene is much improved in Small Towns. Apart from Provision, Vegetables and one or two cloth shops - in small towns we can find cluster of the above shops and in addition medical shops, Hair cutting saloons, Electrical and electronic shops and repair shops, 2-wheeler repair shops, Cycle rental shops, Shoe mart, slaughter house, stove repair shop etc are invariably present.
These towns will have population ranging few thousands.
Mostly these shops will be located in tiled buildings and tea stalls in thatched sheds.
Business community is not bothered about the look or get up of the shops but concentrate on items sold. Mostly these shops are attached to the houses so that the family can participate in the activities in turn.
Business is based on tradition and caste system but this is slowly changing with the spread of education and technology.
Capital is pumped only on items sold and limited credit system is in force.
In small towns business is done on rented shops with attention paid on look and appearance on moderate scale.
B. SUCCESSFUL BUSINESSMEN
1. Get Experience first before you start any business.
My own case is an example for the above. While I was working as Mill Manager I wanted to be a Mill Owner by starting a small Spinning Plant. At that time License for Mills is very difficult to get – License Raj was running in India and only influential people corner the same.
The urge in me to start something my own never subsided. I got an opportunity to start a small business –a Temple in a nearby place constructed 4-shops and selection was made by chits. My name appeared first. I thought this is a God sent opportunity and wanted to do something. I started a petty shop business.
Simultaneously in another street I started a Coffee works to provide employment to my relative. For sometime both were working very well. Since I was employed as Mill Manager I had no time to visit these shops constantly only a casual visit in the evening. I discovered the person that I employed- brought from my village – shifted his loyalty to some other person and many things were stolen from the shop. Before things go out of my hand I closed this petty business.
The area in which I started the Coffee shop was already having 3-shops started long back and they were having very good clientele. My People could not win over them and the sales were poor. Apart from this we were ignorant about the Coffee trade- powder for hotel, powder for house, powder for marriages etc. Finally I was forced to sell the business.
In later part of my career I tried my hand on Yarn Twisting. Due to general economic slump in 90s this attempt also failed. All these failures are due to inexperience in the lines. Apart from this- there is the general tendency in the Society that Brahmins are not fit to do business resulting lack of encouragement from the community. When we earn good salary and enjoy the benefit of good life- why takes risk in business? This is the tendency among this community. We start therefore with handicap and one or two failures kill the urge – we stop our effort.
As against this – Kitchen to Factory – people succeeded because they tried in a small way in the kitchen. Only after one year of hard struggle and fully confident that their product is equal to the well-known Company they released it to the Market. Family also stood behind these people.
G.D.Naidu before venturing into business first purchased the old motor-cycle, dismantled and reassembled – thus gaining the first hand knowledge in mechanics and automobile.
Iswaran of Easun Engineering Company started a cycle repair shop and worked himself and later started reconditioning of machine tools.
TVS – the well known automobile giant started in a humble way. TV-Sundaram Iyengar first started a cycle shop at Madurai and started a small transport company with one or two bus only.
People will argue that you require luck in business. They show many examples to prove their point. Of course Yes but it will not come of its own accord and we have to work hard to get it. If we wait for luck without doing anything- nothing will happen.
Mr. Naidu was also having along with me a petty shop doing coconut business. It was fetching average business only for him. While I closed my business, Naidu continued because of necessity- he has not studied much and his family was in business. He was a hard worker and used to go by cycle to purchase coconuts at whole price and sell in retail.
He found that there is good business in plantain leaves and started in a small way. Luck cheered on him and he got good orders from hotels and marriage parties and soon unable to cope up with one shop he took another shop exclusively to sell plantain leaves. Here it is his hard work plus luck made him a successful businessman.
After I returned from Malaysia I published a Book on Polyester Blends. The book was moving very slowly. At that rate even after 3-years it will be difficult to get my investment back. I thought that it is better to give a sole selling agency to some one in the field. Luck cheered on me and I got one and within a year all my copies were sold.
This agent became a close friend of mine and through him I was able to publish many Textile Books. Like-wise I wanted to write Tamil books about Computer. I prepared my manuscript and with it I met Vanathi Publishers. Again luck played its part and they were so impressed – they readily agreed to publish.
1. Get Experience first before you start any business.
• Luck plays its own path but work hard to get it.
• No business is trivial –wealth is hidden in every one.
2. Choice of Business:
There is plenty of business available in populated country like India for all level of people. But every thing will not click for every one. First we should decide how much each business is going to cost, how much we can invest and what amount of capital we can bring in from outside sources. What is the skill required?
We should categorize them into:
A. Low Cost business.
B. Medium type.
C. High Cost.
A. Some Low Cost business:
1. Grocery Shop.
2. Beetle Leave Shop.
3. Newspapers stalls.
4. Book Lending Library.
5. Electrical Appliances repair
6. Two-Wheeler repair shops.
7. Plumber.
8. Spectacle watch repair shops.
9. Display board Painting.
10. Second hand Paper buying.
11. Pooja Articles.
12. Bangle shops.
13. Plantain leaves.
14. Coconuts.
15. Fruit stalls.
16. Cool Drinks.
17. Ice Cream Vending.
18. Snack stalls.
19. Tailoring shops.
20. Flower shops.
21. Book Binding.
22. Mutton stalls.
23. Bags repair shops.
24. Retail Rice Merchant.
25. Hair cutting saloon.
26. Sweet meat stall.
All these businesses are
One man business with
One or two helpers.
The investor should know the skill of the trade and should himself handle or do the work.
Mostly manual labor oriented.
Choice of place is important.
Good business ethics and customer service is important.
Source of supply is very important.
Good relationship with neighbor essential.
Quality of work is important.
Time Factor vital.
Requires low capital
Banks are helping to meet any fixed expenses and also floating finance.
Profit margin is low
Borrowed Finance should be of very low interest.
Repayment should be timely.
Medium Size Business:
1. Clothe Shops. 2. Fashion wares. 3. Ready made Garments.
4. Provision Stores. 5. Fast Food. 6. Sweet meat stalls.
7. Hardware shops. 8. Oil merchants. 9. Whole Sale merchant.
10. Commission Agent. 11. Grains Merchant. 12. Electrical shops.
13. Electronic Shops. 14. Automobile Accessories. 15. Computer accessories.
16. Browsing Centers. 17. Book Stores and Stationary. 16.Big Business Houses.
1. Furniture Mart. 2. Jewelry Shops. 3. Hotels.
4. Lodging Houses. 5. Petrol Bunks. 6. Car Dealers.
7. Two-wheeler Dealers. 8. Sari Houses. 9. Cinema Halls.
10. Kalyan Mandaps. 11. Bars. 12. Idol Making.
13. Rice & flour mills. 14. Tiles & Sanitary Wares. 15. Timber Merchants.
16. Printing Press. 17. Publishing House.
Unlike developed countries Business strategy in India is different. Mostly business is caste based – Chettiars for Hotels, Provision stores, Pawnshops: Brahmins- Hotel; Jains – Pawn shops and Jewelry; Pillai and Naidu- Cloth, hardware etc. But this picture is slowly changing.
In big towns recent additions are Computer education, STD and Xerox shops, Photo developing centers and browsing centers.
In the succeeding pages we will try to present some basic things to make the business successful in our environment. These concepts are taken from our case studies, also from our culture and religion.
3. People and you.
Suppose you want to open a General Stores in a small town in Karnataka. You must first understand the people first. Kannadikas are religious people and have faith in Satyanarayana Pooja. It is better to perform the opening ceremony with Satyanarayana Pooja, inviting the surrounding people to attend the ceremony and offer a token gift of Lord Satyanarayana.
In Tamil Nadu People prefer to do pooja for Vinayaka to remove all the impediments coming in the way. In Andhra they prefer Balaji. In north they worship Hanuman to give strength and wisdom.
The next thing is to know the crooks in that area. I remember when I started a small shop that a Netha (Leader) used to visit all the shops and collect extortion money from us. By ignoring him it will be very difficult to do business.
There are preconceived people who even before you start your business they will write off you and your business. Your own kith and kin will discourage you and prefer easy going with Govt. job.
Reading people is very important aspect of any business. It makes you to know what is around you that can be used as advantage. You must observe closely on matters that affect your business and should have a vision and farsightedness. Take the case of Ambani of Reliance Industries. When he started his career in business he was only a merchant selling cloths.
He understood that to develop his business he should share the fruits with common public and offered shares to them. He employed persons who can reach to the public, speak to them and very sincere to keep up his promise. He had a vision and plan for next 10-years and strive hard to reach.
10- commandments in Business
a. Listen to People who want to say some thing: People tend to tell you lot more if you show some interest. For instance in case of Raghuveeran – Tributes to Practical Men – He was advised against taking Sethu Madhavan as Partner and even the coal business which involved lot of risks. But he never listened – costing his life itself.
b. Observe at close quarters: If you visit Sari Shops- ladies while selecting the saris will usually speak out the latest trends and prices. They will also tell the latest fashion and colors and if you are a shrewd businessman you can learn lot from them and improve your business.
I know one businessman who started a Petty Shop adjoin a Fast Food Restaurant. First he was dealing only biscuits, chocolates, sweets and cigarettes. People used to ask him whether he is having Surf Excel Rs.1.50 packet. Next time he stored the same. Then came Paan Parak, Candles, Nescafe small pockets, tea pockets and so on. From a mere Rs.50/= per day sales it went up to 200 to 300 per day. All due to his close observation of People of what they demand.
c. Shrewd Businessmen will talk less: Businessmen should talk less and listen to customers with smile. I know a case –Parakalan the Auto Driver. People will always go to him first for Auto though 4 or 5 Autos will be standing. It is because of his positive approach. He will talk less; never bargain for the charges but at the end will appeal to the senses of the people who traveled. He always got more than others.
d. Act don’t React: Nowadays we find lot of young people visiting all houses for sales of many articles, newspaper and so on. I saw many of them returning empty handed and some unable to answer the questions of potential customers. This is because when the client opened the door they start talking about their products. If they have listened a few minutes the interest of the client much time could have been saved and perhaps they might have got some business.
Example- 1: One Salesman approached my neighbor with a product of Vacuum Cleaner. He persisted him to listen him. This neighbor has got no carpet, Sofa Sets or much furniture and a middle class family. He thinks that Vacuum Cleaner is a luxury item, which will be idle for most of the time. The Salesman wasted his time for half an hour returning empty handed. He never listened. My neighbor always closed the door when Sales People visited his place because of this experience.
Example- 2: A Salesman approached me with a 3 in 1 item- Automatic Lighter when power failed, a radio and cassette Player. I was looking for one such item since recently my auto light item went out of order and getting it repaired is a waste. I know the market Price of this product (around Rs.2000/-) this man quoted Rs.2500/- but after bargaining I purchased this for Rs.1800/- both of us were benefited – a successful businessman!
This man approached me at right time, talked less, demonstrated the utility of the items and got away with the deal.
Example –3: In my area there are plenty of Provision shops but only in one shop- V.G. Stores - there will always be rush at all times. The reason is very simple. The workers in that shop talk less, attend to customers immediately and reasonable price- 5% cheaper than other shops with assured quality.
e. Don’t involve in Politics:
Indian Politics of late is wrought with criminalization and unwanted elements have entered. The Chief Election Commissioner himself has made such a statement. In India there is a tendency that business community is deeply involved in Politics for the purpose of lobbying for the benefit of the community. This is not a healthy trend. Business and Politics are at opposite poles.
Discretion is better part of valor. If you are away from politics – you must create such an environment to the Public – people belonging to various parties will be your customers and at times of crisis all will come to your help. If you belong to a particular party there is every chance that you get the wrath of other parties.
I remember a case where two of my friends got different treatments at the time of an agitation of a Political Party. They wanted implementation of a particular language at all levels –shunning English. They started pulling down English name boards and ransacked the shops. One friend belonged to a particular party; the other not involved in Politics. While the former shop was ransacked the later one escaped the wrath.
f. Be Discreet:
The success of a business depends upon how discreet you are in choosing the place, your potential customers and the business itself. Take the case of Vasundara – the Beautician. She opened the business at a vantage point in Chennai, chose the Beauty Parlor business, understood the necessity of giving relief to office going women folk. She is now very popular.
Jamal- the collision repairer- chose this business because for the last 10-years Auto sales in India touched the peak and there are more vehicles than men walking on the roads. Accidents also increased along with the development. So he is assured of business.
g. Sincerity, Honesty, Integrity- Pay and attract Customers:
While I was in States I went to Ralph’s –the biggest Supermarket in America to purchase few items. When I went home I found that I have left my purse somewhere. It contains about 100-dollars- fairly a big amount. I was very much upset. I decided to go first to Ralph’s. When I approached the Manager, he promptly gave the purse and asked me to count. I was very happy and admired the sincerity and efficiency of this big store and its people.
My wife and her friend went to Majestic Circle to purchase some jewels in Avenue Road, Bangalore. While returning my wife’s friend left her hand bag with the jewels she purchased in the Auto Rickshaw -, which they found after returning home. They were very much upset and lost hope of getting it back. They took a chance to contact the Majestic Police Station. The Inspector informed that the Auto Driver has just handed over the bag and asked them to collect it –This Auto Driver is very popular in Bangalore because of his honesty.
There is lot of persons in our case studies who came up in life because of these qualities. Rashid- the Painter; Parakalan- the Tour Operator; Varathakutty- Handicap is only the body not the mind: Viji- the Brave Woman; Chief Chef- Namakkal; Rengappa- the Civil Contracter; Thangamani and so on
In business these qualities will pay in the long run.
Recently I purchased a night light from a shop in Trichy. The Owner told me that the transformer used is having one-year warranty. For about 2-months it worked well but suddenly it went out of order. My relative checked and told that the Transformer has gone. I stopped using the above for 2-months.
I wanted to take a chance - to take this light to the shop. I was having only his visiting card-no bill, no warranty card. I doubted whether he would accept it for replacement. The owner is a young boy of about 24. To my surprise he immediately accepted and within half an hour he replaced and that light is working even after a year. I thought that this boy has bright future ahead.
I wish to recall one incident: The Nightingale of India- MSS. She was touring US. Her consort was fixed in New York before elite audience. Just before 2-hours she found that her throat gave trouble and was afraid about the performance. She prayed to Kanchi Sankaracharya sincerely. To her surprise half an hour before the consort her throat cleared and she gave a memorable performance and at the end received standing ovation from the gatherings.
My friend purchased one Air Cooler from a firm, which boasted itself as the best business house with branches in several cities. The cooler is a wellknown brand with 2-year warranty. It gave trouble with in 3-months – The moving apron did not rotate and cool never came. He phoned several times to the Firm and there was no response from them. He visited in person – then they sent one man to check. He came checked and said that the motor driving the apron should be replaced. The firm refused to replace the motor and wanted to charge for the motor. My friend was very angry. What is the purpose of warranty? This incident spread among his neighbors and the firm lost many potential customers. Here the integrity of the firm is in question.
As against this my experience is different. While I was in States we purchased a tube light in a Supermarket. We have to assemble and fit the same. Out of 2- one worked and the other failed. We took the same to the firm. They immediately replaced. Like wise - one leg of a chair purchased a year before was broken. We took the chair to the firm with the receipt. It was immediately replaced with a new one.
Customers are treated with respect and each customer is treated as individual – not clubbed together. Integrity in business is very important and once this impression is created it will go a long way to attract customers. In India we lack this quality resulting loss of business.
h. Customer Satisfaction:
There is a famous Jewelry Shop in Trichy- Gopaldas & Co. I used to visit this shop along with my grandfather for purchasing. The way the Owner (Elderly man) used to receive us is a lesson for many young people. First he will ask us to sit on the carpet; he himself will sit along with us. He will enquire about the welfare of all our family members and make us comfortable before talking the purpose of our visit.
This Gopaldas company has got clients spread all over India in thousands. If you ask a client as to why he prefers this company –he will say that they are golden touch people – any jewel purchased from them will bring prosperity – such is the impression it has created
This quality is the basic thing any potential business people must learn. Next by gentle talk know the Customer background. Offer him what he want and if you have alternate thing –better than the item – suggest him- don’t thrust it –
I have seen that many business people think that they are more knowledged people than the Customer and show it to the customer. Once I visited a cloth shop to purchase a dhoti. I am a Textile man and understood that the particular variety is a mixture of cotton and polyester. The Shop Owner argued that it is 100% cotton. Later when he learnt about my background- he was very much ashamed.
There is some business people who at the first sight itself impress the customer. My friend used to go often to Bangalore to stay with his sons. While going he will always take 2-kgs of butter. He will always purchase the item from one particular shop when there are few more shops adjacent. I asked him why this preference?
He said that the first time when he took the item due to heat the butter got melted. Next time the Shop Owner voluntarily offered to pack it with the dried leaf of Plantain stem. The butter was in tact. My friend appreciated this gesture. Once satisfied, the customer is always satisfied.
Take the case of V.G.Stores in our case study – people thronged to this shop for purchasing Provisions and other house hold articles because of complete customer satisfaction- quality products, correct weight and quick disposal.
MTR-The Fast Food people – maintain the same quality for years, their clean habits and environments and innovation. Hence Customers visit this place and always you have to book the table in advance.
I visited in States – 99 cents Shop. Any article kept there is priced only 99-cents- from toys to kitchen towels: from wallpaper to cotton swabs; Film rolls to Stationers – anything is charged 99-cent only- a True innovation in selling. Such shops exist in every city in States.
i. Passion for Excellence:
Once you cultivate this habit- I only stock the best at affordable price – no matter my margin is less- soon you will realize that there are elite circles to visit your shop and will be a permanent customer. Why Lays-Potato chips are popular- they are very crisp, no over fried or color difference- same quality always.
Once Customers were invited to this factory and asked to pick less or over fried chips from where they are made- they could not find one- such is the passion for excellence they maintain – no wonder then they are very popular.
Customers are aware for one original popular item there is one duplicate item and once if they find that your shop is dealing such items- you stand to loose your business in very short time.
To create and sustain Superior performance- take exceptional care of your customers. This is what Saravana Stores in Chennai is doing. Anything you purchase they are much cheaper, quality well maintained and new new items are introduced to meet the demands of customers.
Take the case of Kamat Group of Hotels in Karnataka. They maintain the same standard in all the branches- is in big towns or small towns. To verify this statement I tasted Masala Dosa at Yathra Niwas at Bangalore and Kamat Restaurant near Ramnagar- on way to Mysore. The quality was the same in both places.
Visit the Raymond shops in any place in the country- the price and quality will be the same so also Reliance. People like the above have got passion for excellence
How to achieve this? First the main man who makes or purchase should be well versed and well trained. When at work his mind should be free from other worries and be healthy, totally devoted to the task. The Owner should take care of his and his family and he should be a permanent member of the team.
Second the articles purchased to make the item should be very good quality and from reliable source. At every point strict check for quality testing introduced. Never mix spoilt items with good ones. Be consistence in quality. Be prepared to take back if the customer complaints and refund him the full amount.
Listen carefully the suggestions offered by the Customers. Try in small measure and assess its impact before adopting in bulk. If successful don’t fail to reward the Customer.
Always think of improving to reach- the Passion for Excellence goal.
j. Wooing the Customer:
If you visit the bazaar in a city there are many medical shops but only in one or two shops only there will always be crowd. Take the Ranganathan Street in Chennai. There are many cloth shops but in two or three shops only there will always be crowd. Why? These shops know the art of wooing the Customers.
In my flats daily many people visit to cater breakfast. But Customer prefers only one or two. Why?
There are plenty of Provision Stores but we visit one particular shop to cover our monthly requirements why?
We place order for jewelry to one particular shop always during occasions why?
The reason is simple. These people have created confidence in you. The items you purchase bear the stamp of quality, reasonable price and excellent customer relationship.
Wooing the Customer is an art. All Children Food Products like Horlicks, Ovaltine, Viva etc periodically attach free gifts like Table Tennis Bat, Ping-Pong balls, Net etc to attract Children and through them their parents.
Some Companies announce if you purchase one, you take another free. While I was in States I saw many Customers carry Lays Potato chips – 2 packets – If you purchase one, another is free.
Bubble-gum brands always carry stickers to attract children.
If you purchase a Sari, blouse piece is attached with it.
Bata many times offer School Bag for purchase of some articles.
Indian Companies are adopting various methods to woo the Customers. Prizes are announced which include cash, cars, TVs, DVDs and gold coin. These are one time attraction. In the long run to build your business on sound footings you need permanent Customers. Gopaldas, Sapna Book Stores, Vanathi Publishing, Saravana Stores, MTR and many others are having such customers. What make them to attract such customers?
It is their integrity, honesty and respect given to the Customer. They become part and parcel of the family of Customers and participate in all their functions whether it is marriage or death. This bond is carried forward by the succeeding generations.
We gave you some factors for success in Career. We now sum up some factors for success in business.
1. Get experience first before you start any business.
2. Choice of your business.
3. People and You.
4. 10- Commandments in business:
a) Listen to people-their view.
b) Observe at close quarters.
c) Talk less.
d) Act – do not react.
e) Don’t involve in Politics.
f) Be discreet.
g) Sincerity, honesty and integrity.
h) Customer Satisfaction.
i) Passion for Excellence.
j) Wooing the Customer.
C - Success in Industry
(We have seen many case studies in career and business and the factors leading to success and evolved some common factors for success. They are very simple and basic but success in Industry is little different and complex since Men, Material and Management is all involved.)
Not all people are successful in Industry. Industrialists are a class themselves. But there is no harm in attempting if you have willed. Take the case of Bill Gates. He was an ordinary student but he did not complete his studies. He along with his friend Paul Allen spent his full time in Computer- the result is Microsoft. He turned his passion for computer into a giant company.
1. Where there is a will there is a way. Bill Gate is an example.
G.D.Naidu was an ordinary man coming from poor agricultural family. He did not study much but he became famous, as Industrialist- his passion for innovation was responsible.
I know many Naidus who were owners of many Textile Mills in Coimbatore. They were my well wishers. Their forefathers have carried bags of cotton and struggled before they became Mill Owners themselves.
TVS- the well-known Group started with one or two buses only before they became Owners of fleet of buses and lorries.
Dhirubai Ambani started the Reliance with second hand flat knitting machine in a rented shed at Ahmedabad.
Ford of Ford Motors was working in a Company before he invented the engine to run on gasoline, which revolutionized Automobile Industry.
TV-Ramasubbaiyer- the Founder of Dina Malar Tamil Daily struggled hard to establish this paper at Trivandrum first to protect the interests of Tamil people of Kanyakumari and Nanchil Nadu.
The list goes on. All of these people have one common quality- Will Power. Although they earned well in those days- wealth did not corrupt them. They shared with others. I remember very well one incident in my life.
I was working as paid apprentice in Balausbramania Mills, Coimbatore whose owner is one Krishnaswamy naidu. While appointing me he told that he would not gave the salary to me but will send the same to my parents every month. My boarding and lodging and pocket expenses will be paid by the company- such is the value he attached to family life.
In the middle Deepavali came. I wanted to take a token purchase of cloth but no money and did not approach the management. To my surprise just a few days before Deepavali, Mr. Naidu called me and handed a bag containing cloth for my parents and me. I wept before him- such great hearts were in our country. Compare this with another case.
Mercantile Credit Corporation. Many poor and middle class people put all their savings in this company - 50-years old and a reputed one at that time. There was no problem till 1998 and people went on renewing their deposits. There were some internal problems with the Directors and suddenly this company collapsed. Lakhs of people were deprived of their hard-earned savings and many families were ruined.
Where is Krishnaswamy Naidu and where are these cheaters like Vadivelu?
The first factor for Success is strong will.
2. Change, change-not the Industry but your style of management:
I was attending the first International Fair on Information Technology and Software development at Bangalore in 1998. While visiting the stall of Infosys Technologies LTD I participated the conference meeting addressed by its Chairman- N.R.Narayana Murthy. Mr. Murthy was comparing the ATM facilities introduced by Citi Bank, ICICI Bank etc. with the normal banking system of Cash withdrawal by manual system.
One of low-income colleagues of Infosys was using the ATM facilities installed by the ICCI bank at the Electronic City campus. Mr. Murthy asked him the benefit of such facility. After all the wellknown features he said that the machine did not discriminate against him unlike in manned counters by showing preference towards his elegantly dressed software Engineers.
It did not show any fatigue in transaction even after 24-hour working. The cost of transaction of withdrawal from manned counters is Rs.50 as against Rs.12 at ATM, while through internet it is only Rs.5/- If the bank pass on the benefits to customers, they can spread banking business to rural and village areas for the benefit of poor people.
Most of Taxi Drivers are from UP. They are so far away from their native place they used to meet after many years. A Video conferencing pilot project was arranged between these drivers and their families at their villages so that they can see all the relatives chat with them and spend happy moments. Both sides were so elated-distance is dead for them.
Once the internet spreads the nook and corner of Indian villagers, the Govt. takes seriously to use it at all level- then the Poor people of India need not go to city to get the basic services like - filing applications for land transaction, loans and certificates which the IT -kiosks can handle from the village itself.
Thus it makes us to change for better, adopt better techniques, reduce the cost improve the product and so the cycle goes on. I tell you a pipeline Story:
One hundred years ago in America it was virtually impossible for average person to become a millionaire. In 1900 the average wage in America was 22 Cents per hour. The average worker earned between 300 to 400 dollars per annum. Only 6% of Americans graduated from high-school level. 8000 cars only were on the road and 144 miles of paved roads. 80% of American earnings were spent on food, shelters and clothing. Life expectancy is only 45%.
After 100 years- (2001) the average American earning is $45,000 dollars per annum. There are more cars in that country than the people. Every house has 2-TVS, cell phones and Computer with Internet connection. Life expectancy is 75%- more disposal time, more career options and so on. This is the fact and the impression but inside in all – a startling truth is revealed- Most of the nation’s families are living paycheck to paycheck.
Remove the assets like car and furniture the average family has zero assets.
Unlike America Eastern and Asian countries value fixed assets like house, land and jewelry. The real wealth of the Nation lies here. To achieve this the average people should be a millionaire. Is it possible? Yes. In India and other Asian and Eastern countries this is actually happening.
For the last few years wealth is distributed to all the 3-sections of the society- Rich, middle class and poor people. Great social changes are taking place and how this is made possible?
1. Dramatic increase in the middle income group with increase in rich drop in poor income group.
2. Wider dispersion of disposable income.
3. Synthesis of East and West by Globalization.
3. Use your brain and two hands:
This is exactly Indian Software industries are doing for our Country. From half a billion per annum in 1993 it has exceeded 5- billion today and slated to grow to 50 billion in 2008. We get revenue of 35000 dollars per employee while we spent 5000 dollars per employee.
Now similar industry is with us- biotechnology. To day it is in infant stage only. Our Ancient Seers have made tremendous researches and have kept the secrets somewhere- either in palm leaves or in some homes. Bring it out- go hunt for them and you will be a millionaire.
Bright ideas come from home:
Two fresh MBAs from J.L.Kellog Graduate School of Management at Northwestern University in USA set up ethinicgrocer.com on line grocery shop that sells more than 30000 ethnic products. The idea came to Parminder Singh through his Sister-in-law who went on complaining that she has to travel all the way to purchase from shops in Pioneer Street in Los Angeles.
Parminder 29, Subhash Bedi met at business school and dreamt of starting out their own. They worked on grocery idea and studied the Indian grocery chain market and how the goods reach the consumers. They pooled their savings and with loan from Bank leased a ware house with the bar code technology they made a perfect distribution operations. The venture was a highly successful one.
Recently I went to a small town in Cuddalore near Pondicherry on pilgrimage tour. Since the temple opens only at 4.30 PM after lunch we found a hospitable couple offering their residence to have some respite. I saw bundles of gloves piled up in the room and two girls were stitching gloves using 2- sewing machines. I asked my host about this.
He was working with Anglo-French Textiles in Pondicherry and after retirement doing this business and his customers are Whirlpool, TVS and others. He purchases wholesale dyed knitting cloth from Tirupur in Coimbatore and make free size hand knitted gloves. He said that his elder son is employed in marketing this product while his younger son handles the accounting. What a brilliant idea! They owe one maruthi van and employs network of people in surrounding towns.
If you visit Bangalore’s Fabmart – an Internet based company. There are 10,000 CDs, audiocassettes and more than 4000 books- a virtual shopping mall. You can play enjoy and take the CDs of your choice and the books, daily 20-30 items are sold and the peak touches 150. These people resigned their well-paid job in Wipro and started their own Dot.com.
4. Work hard and welcome suggestions and help:
I was advising one Textile Mills in Bangalore. The present owner took the management from previous person and wanted to improve the operations to prevent sustained losses and my job was to assist the management in these tasks.
For nearly 2-years we toiled hard since the machinery installed were low productive machines and the cost of labor and raw material were steadily going up. At last we were able to see no profit no loss situation when suddenly the Owner decided to sell the mill- at a very disadvantage price- the land alone – in the heart of Bangalore is worth millions. Inspite of my repeated request he was firm on his decision.
After 2-years I met this gentleman at Singapore – he said that he made terrible mistake in selling the mills against my advice - the new owner sold one acre of land for multi-story building and got handsome amount. Using the amount he changed all the machines to latest high production machines- thus improving the quality and productivity.
This gentleman still could not establish any Textile Mill in India because of ill advice and failure to welcome suggestions.
Take the case of GD.Naidu- He welcomed suggestions from co-drivers and conductors and was able to run the best transport service at Coimbatore.
Easwaran of Easun Engineering company always listened the suggestions of his workers and awarded bonus for profitable suggestions.
Before you become a boss of your organization you must look insight- how much hard you can work and your work habits.
My friend established a workshop to manufacture automobile accessories. The place is little away from his residence and to avoid delay in opening the shop in time he handed over the keys to one of his workers. Taking advantage of the Master's’weakness this man took his own time to open the shop resulting poor turn out
Like wise in many establishments for lack of direct supervision productivity suffers and unwanted elements take advantage of the situation resulting in the failure of the enterprise.
It is therefore vitally necessary to know your capacity for hard work and your weakness before you think of doing something. For instance I will be very active in the morning hours- can solve any difficult problems but as the day passes it will be tough for me to think unless I take a nap for 2-hours in the after noon.
5. Organize your work and don’t make your employee feel tired:
I have worked under Indian, British and American management systems. All these systems have got many flaws in dealing with their employees. One is very suspicious; the other depends on few individuals and the last hire and fire policies. It is not possible for any single individual to shoulder the entire responsibilities of his organization on his head. You have to collectively work with others. In doing so you should not always after them and watching their works.
I was working in a Textile Mill at Bangalore. Three brothers were managing the affairs of the mill- Rama, Lakshmana and Bharatha (names concealed). Early morning around 6.00 AM Lakshmana will take a round of the mills when I should be present. Next around 10.00 AM Bharatha will take a round of the mill when I should be present. The same questions and the same answers.
After 4.00 PM Rama will call me for discussions over a cup of coffee and snack and the discussions will go in till 9.00 PM – when Rama leaves for home.
Even Sundays are working days when the management will invite outside Consultant to check our technical and other problems. How long you will be able to carry on like this. No wonder then staff migrations were always very heavy in these types of mills.
There is another type of management:
I was working as Consultant for a Textile Mill and monthly 4-days I used to visit the mills. I will be at the mills exactly at 9.00AM. My job was to go through the production and quality records and offer suggestions to improve them and in the evening to meet the managing Director for discussions- if he calls.
Here the Managing Director is the Supreme Authority and without his instruction nothing should be done even in Technical matters- the Manager has to take his instructions only. Power has not been distributed - even to his Son. Sometimes I used to meet him in the evenings at his request but many times - I returned without meeting him. Progress in such mills will always be poor- there is no confidence of the management on their staff.
It is vitally necessary for you first to organize your work in systematic manner and even if you are not present the show must go on. Every employee has got his own talent whether he is educated or not – learn to appreciate the same make him comfortable and work in healthy surroundings.
6. Imbibe in every employee the spirit of loyalty to the organization:
Loyalty to the organization is more important than to an individual. Individual may come and go but the organization will remain forever. In dealing with your employee this aspect must be given top priority. I failed in my first business venture because my employee instead of showing loyalty to the business chose to be loyal to individual.
Instead of supporting me – against selling the Spinning unit at Bangalore, the General Manager and Resident Director were loyal to an individual resulting the loss of most valuable property for the Individual.
Instead of loyal to the business some people want loyalty to them. I know a well-known case of a popular Textile Consultant in Ahmedabad did in 60s. He used to advise some mills in South India and some Mill Owners were very crazy over him as if he is going to bring windfall to them.
This gentleman had a habit of shifting important staffs from one mill to another. He never bothered about the talents of local mill people. In most cases he was a failure and after a year he will be removed from consultancy and along with him the entire staff brought by him. He wanted loyalty to him-not to the organization.
When I took charge of my overseas assignment I had under me important staffs brought from various regions in India- Sindi, Bengali, Marwadi, South Indian, Maharashtrian etc. Their culture, language and customs were different. In the first meeting I told them that they should forget their background and think they have come to establish themselves as Spinning Experts equal to Japanese. Technical excellence is the only religion that should bind them. This had telling effect and we proved ourselves as the best pick up from India.
When G.K.Devarajulu Naidu of the famous Lakshmi Mills at Coimbatore joined the organization at 18-years his father wanted him to work as apprentice and he has to be in the mill at 7.00 AM and attend night shifts. He should take food only in the canteen along with colleagues. Such is the discipline in which he was brought up.
These qualities later made him to establish various Industries and was a very respected man in the industrial map of India.
7. Manage with Confidence, Delegate what you can:
A Successful Industrialist or CEO is the one who extracts the best from his employees and reward whenever they deserved. He will not take credit for what has been achieved but pass on the same to his employees. Always his table will be clean with no pile of papers or files.
I remember how Mr. Krishnaswamy Naidu owner of Balasubramania Mills was managing the affairs of the Mills. All daily routine regarding the administration was left with the Office Manager. All mill affairs were left with the Mill Manager. Every day in the evening both Managers will meet him and take instructions regarding financial affairs.
As against this there is another type:
This Managing Director never delegated his authorities and every thing he should decide. The Mill Manager cannot act individually- not even a minor setting. Like wise even if you have to spend Rs.100/- you have to take his permission. No wonder then he has to look every year a Manager.
Delegation is the process of building up people. It takes a very confident person to be a good CEO or Mill Owner- confidence in the people- confidence in him and his capacity.
I know one Managing Director who wanted to go through every individual letter coming to the mills, initial it and send to the Manager- in most cases he himself decides- what is the use of the Manager in such organization?
Mr. Ranganath Somani was managing a Mill in Kota- Rajasthan remaining in Bombay. He delegated the authorities in such a way that all Technical affairs of the mill were looked after by the Mill Manager, all Financial affairs by the financial Manager and only in exceptional cases they have to take orders from him. He used to call all the executives to Bombay once in a month to discuss with him on matters requiring his intervention. The Mill was showing excellent results.
FINAL COUNT DOWN
We have gone through several successful case studies – Career, Business and Industry and also tried to analyse the factors leading to their success. This is not a closing chapter but the beginning to all of us irrespective of age or gender. Man has to pass through different stages in his struggle for survival and he needs a string to get the required strength and this book tries to be his side.
You have got a Power of your own- no matter how poor you are or how rich. Harnessing that power into a potential energy is within yourself Search, search – you will find it out. Don’t be afraid to take risk- failures will be there but try for one or two times and if it costs too much look for alternative.
Carry the people along with you- you can not be a lonely traveller.
Believe in the capacity of other people- shun egoism and encourage wherever they deserve
Accept criticisms if they are genuine- but be firm if you are right.
Live for a cause and do something that keep your name in this world – all other things will be forgotten including your name itself
Life is to live peacefully and gracefully.
After reading this blog I invite from the Readers their valuable opinion. When this book was published in Tamil I received hundreds of letters thanking me for giving new life-otherwise frustrated and depressed. The above series is English Translation of my original work. R.Jagannathan.
