BTC Academy

First batch graduate students from Executive Certificate in Retail Business Management and Technology

2011-12-23T10:59:00.001+08:00

Student graduate Terry Wong Chee Wing (left), Dr. Thomas Yip (Chief Academic Officer, BTC Academy), Muhammad Irwan Bin Baharrun and Joey Mah Yoke Kuan (right)

Prof. Sabariah from Razak School UTM accompanied the first batch graduate students from BTC Academy Sdn Bhd for photo taking.

Congratulation to our first batch graduate students from Executive Certificate in Retail Business Management and Technology. The graduate students are Mah Yoke Kuan, Muhammad Irwan Bin Baharuddin, Wong Chee Wing and Wong Ek Hong. BTC Academy wishes all graduate students good luck in your future endeavors!

Effective Greeting and Approaching Skills

2011-11-11T17:08:00.000+08:00

You only have 15 second to attract customer attention, what will you say and what will you do? A lot of retail sales person will said "Sir, can I help you?" The normal answer you will get will be "NO" unless the customer is really looking to buy or desperately wants information.

Therefore, how to greet and approach customer is an important skill for retail sales person to learn at the beginning of the retail selling process. Asking the right question can made a difference in the approaching stage. BTC Academy Sdn Bhd was sharing with the retail sales persons on four difference approaching skills for different situation such as social approach, product approach, service approach and combined approach.

JB region

Penang Region

KL Region

"Retail Sales and Motivate" training Vern's Holding Sdn Bhd

2011-11-11T16:36:00.000+08:00

Secrets of Top Sales Performers

2011-07-08T17:18:00.000+08:00

What is the difference between top sales performers and non-performers/ under performers? The main difference is their attitude. Non performer focus on negative, look for excuses, don’t accept responsibility. But, top performer focus on success.

One of the secrets of top sales performers is top performer know exactly what they want, know how to set their goal and achieve it. Goal setting is a very important activity to sales person, because this will lead them in the end result you want. Just like the proverb mentioned “If you fail to plan, you plan to fail”. There are some templates prepared to help participants to plan ahead their goal and help them to understand their obstacle facing in their career, it also serve as a motivation tool and helps sales persons to think and look for solution to their obstacle.

More secrets were share in the training conducted by Jamie Pong in the "Secrets of Top Sales Performers".

"The Secrets of Top Sales Performers" short course was held on 5 July 2011 in BTC Academy.

Participants were asked to think and write down their goals, methods to achieve their goals, obstacle and solution...

"My dream is to own a lamborghini...it looks really smart!" said Louis.

Fly high... we all have a dream, spread your wings and fly to your destiny.

Role play on selling a hand phone to a customer was demonstrated by the top sales person of the month.

Participants were asked to discuss the three common but not obvious things amongst themselves. "We all like ladies..." said the participants.

"Whether you think you can, or think you can't, you are right" quoted from Henry Ford.

Spice I-Gate Orientation Programme

2011-06-21T17:29:00.000+08:00

The high turnover rate of retail staffs is one of the big headaches in retail industry. Based on our studies, nearly half of the promoters and sales staffs are inexperienced with work less than half or one year in the company and most of them are very young.

A well design employee orientation programme is able to shorten the durations of a new staff or inexperience sales staff to acquire the necessary skills contributing in company sales target. Besides, employee orientation programme also can effectively integrates the new employee into the organization and assists with retention, motivation, job satisfaction, and quickly enabling each individual to become contributing members of the work team.

Orientation Programme of SPICE I-Gate conducted on 9 Jun in Malacca.

Orientation Programme of SPICE I-Gate conducted on 1 Jun in Megamall Penang.

Upcoming! Social Media Marketing Workshop

2011-06-21T15:34:00.001+08:00

Social Media Marketing Seminar

2011-06-20T15:03:00.000+08:00

Do you know that social media history is originated from the Tupperware party concept – “share our passion”? On 14 Jun, BTC Academy Sdn Bhd has invited Dechen Lau, the international best-selling author of “The Relationship Age” to share his passion in the Social Media Marketing Seminar.

“The social media trend started with Friendster, Myspace, facebook, twistter and what’s next?” According to Dechen, there is a big opportunity (gap) at this moment, people is aware on mobile marketing because more and more people own smart phone and ipad… Offline businesses begin to tap their business online through social media, with the huge network and low cost, social media provide a very good platform for businesses to link with their potential customers and customers.

Do you know that through social media, Starbucks gave their customers a voice resulting in over 50,000 product ideas; Cindy Gordon’s success story, the sharing of Harry Porter story from 7 people growth up to 350 million in just 24 hours. The effect of social media cannot be ignored. But there are also have some backfires when your customers leave bad comments, and your competitors can monitor on you closely.

There are two things you must know about social media marketing before jumping into it. First, social media marketing is a long-term strategy. Second, social media marketing is about building brand and a brand is about a promise you make. It is advice that you must have a concept and marketing strategy before you implement it by choosing your channels wisely.

Besides, five secrets to Social Media Marketing shared by Dechen are as follows:

1. Think like a publisher, not a marketer

2. If you build it, they won’t necessarily come. You have to give them a reason.

3. It is not a part-time gig

4. It is not about you.

5. Let the audience take control.

Gopeng Sales Incentive Trip

2011-05-30T15:27:00.000+08:00

Adeline's Rest House is located at Kampung Geruntum near Sungai Itik, 7KM away from Perak town of Gopeng.

The accommodation in Adeline's Rest House consists of several traditional style houses which give us a feelings of nature and tensions away from workplace.

When travel to another destination, participants experience to stand on "open concept" small lorries and trucks.

Experience guide demonstrated to rafters on how to wear life jacket, helmet and using paddles during whitewater rafting.

"I am ready to "rock n' roll" in Kampar river! Frankly speaking, I am very nervous now!"

Rafters queuing up for their amazing white water rafting race!

Experience the thrill and have fun by doing body-rafting in the Kampar's river!

"One, two...one, two..." The team was working hard to paddle in white water rafting.

"Wow! Can we really go through the rough water..."

Get wet! The team performed capsize drills during the break session.

Rafters enjoyed swimming in the river and get close to the nature of mystifying rainforest.

"Need some refreshment? Let me help you will this!"

The food in Adeline's Rest House is amazing, the packages sponsored by Olympus Malaysia include BBQ and bamboo soup.

"Look... this is my third dishes already, the food is fantastic!"

Participants enjoyed the food very well, there even have durian supper served.

S.H.E coming to town? Three star singers are Siew Hooi, Hing and Deoy from SPICE I-Gate.

Men in wet. Any comments on that?

Water abseiling. Participants experienced the water splashing all over the body when abseiling down the waterfall.

Super Camp: Think like a Champion!

2011-05-19T15:06:00.000+08:00

The 2D1N "Super Camp: Think like a Champion" was organized by BTC Academy. From left to right: Edmund Lee, Jamie Pong, Evelyn Soo and Nicholas Thung.

Participants started with ice breaking games to build trust with their team members.

Hand in hand. Together we achieve more...

"Oh my God... I really afraid I will get stuck in the tyre. But with the help of my team, I believe I can make it!" said Lai.

Let's me help you to cross the bridge... my hand is longer...

"Keep your head down, move forward..." shouted the Joey Mah, the quality controller of Black Devil team.

This is the different method to crawl under the commando game. You judge yourself which method is easier for you.

Although I am little girl, but I will try my best to accomplish any challenges it shown up. I am the BEST!

Don't call the stick as stick in the game, but rather it is your company you need to take care when undergo all challenges.

"One, two, three... up!" with the whole team efforts, all the impossible become possible.

"I trust my team, they will handle me with care." said Jessy.

" Listen to my instruction, move your left hand slower"... said Lai.

"What have you learn from this game?" asking the facilitator.

Orienteering is a navigation game which require a good collaboration of whole team. Participants are given an orienteering map with grid reference which they use to lead them to the hidden “check points” – Total of 24 check points

"Your location is on box 24, please look into this area for the check points..." instructed Vincent, the team leader of Victory.

I really sweat a lots in this games, it is a good exercise for me...

Both team did a very good job... the leading team at this moment is Victory team. The competition continue with talent show performance at the night time.

Victory team is doing some make up for the talent show. What role is Vincent acting?

Each individual is required to walk on the rope situated 20-30 feet high, holding on to a parallel rope situated above the head. This circuit consists of 5 thrilling challenges with various level of difficulty.

"You see, I can dance well in the air." said Terence, team leader of Black Devil.

No worries, team mate. Let's me help you!

"Oh God, please help my team to overcome the challenges!" said Derrick.

I am a spider man, it looks easier for me...

I have done high rope activities, climbing over and challenges the flying fox game again.

Wow... my hand is shaking when looking down from 40 ft high. God bless, I can do it!

I have to conquer my fear... I know I can do it!

"Victory team! I am the best!" said Kayz.

Team cheer! Victory... victory team...

The entire team members need to work together crossing through without stepping on the imaginary Minefield. Planks will be given to form a bridge on each island. Team members need to complete the exercise within the stipulated time and resources.

Black Devil used 30 minutes to transfer the stickand ship the whole team to the end point.Good job!

The event come to the end by sharing and discuss on what they have learned from the 2D1N.

Although it is very tiring, but it is a good team building game we really enjoyed and learned from it!

Retail Selling Workshop

2011-05-19T10:19:00.000+08:00

What skills needed to be a good salesperson? Nelson Ng, the trainer shared his point of views to participants in the “Retail Selling” workshop that a good salesperson studies his prospect, listens, observes and knows how to translate features to benefits which requires skill and attention.

For example, we all know iphone has features of video calling with FaceTime, a high-resolution display, HD video recording, a 5-megapixel camera, and more, so what? How many people really buy iphone because of the above features the salesman tell you? Or you brought it because it is trendy and fashion? I personally brought a smart phone because of the benefits smart phone provided me which allow me to entertain and occupied my free time when I am on the move.

There are six steps of benefit selling: opening, probing, features and benefits, handle objections, closing the sale and extend the sale. The main goals for opening stage are to put customer at ease and explore. Do you ever experience that promoter makes you frustrated by following you every step when you browsing over the shop products? As a result, the promoter chased you away!

As a good sales person, you have to make your customer feel comfortable to stay in your shop at the first place. You can mention “please feel free to browse through the products and I will be there if you need my help.” Of course if the customer comes with purpose, then we need to straight away attain to the customer needs.

There are more selling steps shared and explained by Nelson Ng during the one day workshop. I like what he mentioned at the beginning of his presentation:

Knowledge = information + thinking

He said that there are nothing new data in the retailing selling skills; it is a matter whether you have put your thinking in it and become your own knowledge. You can simply practice the following questions to improve you selling. Write down 60 reasons people buy from me? 60 reasons why people don’t buy from me?

Understanding Retailing through Applied Statistics

2011-04-27T18:02:00.001+08:00

Why statistic is important for retailing business? Basically, we can use statistic to present business data, draw conclusions, make reliable forecasts about a business activities and to improve your business process.

Most people have misconception that statistic is math. But in reality, I will say it is a useful tool to help your overall business in identifying the pattern (such as buyer pattern). Statistic is an interesting subject. Frankly, I hate math but statistic subject impressed me a lots!

After attending “Understanding Retailing through Applied Statistics”, I have a better idea on how to read and analyse market environment through census report. From the census report, Steven Chong draw us the conclusion that the highest GDP contribution sector is service and follow by manufacturing. Potential market spending power age group is 35-44 and 45-64.

Mr. Sia asked all of us don’t trust 100% on the data presented to you, because many people use outlier to play around with the data. For example, five houses on a hill by the beach RM2 million, RM500K, RM300K, RM100K and RM100K. Real estate people might tell you that the average house price is RM600 (mean), smart buyer will argue that the mode price is RM100K. Therefore, when read the statistic, you should ask for mean, median and mode.

Morale Booster for Maxis Team

2011-04-22T16:01:00.001+08:00

How do you normally motivate your employees? Reward program? Training and team building camp? All of these might take times and monetary investment. We suggested one of the faster and easier ways here is to play games and motivation sharing among the team before started to work. This method is useful especially you have many outlets which you do not have time to visit all.

Why not set a fun and cheerful culture in your working environment. Let's your employees enjoy and get fun! It is especially important for those who are in sales. Positive and happy environment can help you to attract more happy customers in to your shop.

HOD Team Meet

2011-04-21T15:29:00.000+08:00

HOD Team Meet was organized by BTC Academy Sdn Bhd on 23 March 2011

We are "Ding Dong", the innovative team in the world.

We like to eat crab... therefore we gave ourselves team name as "Fast Crab", performed faster than other teams.

"You see... we have 8 legs and 2 arms, which means we act faster and we can be multitasking!" said Derrick.

"Can anybody tell me that what's make a good team?" said the trainer.

BTC Academy training is full of interaction. Participants discussed among the issue faced in the organisation and present the solution in the class.

"How to improve the internal communication..." presented by fast crab team.

We are the Malaysian grasshopper group... we can sing well, dance well and perform well. Haha...

Cha cha time... let's dance in your own rhythm.

"Oh my dear friend, I missed you so much... I can't live without you..."

"We can do it as a team, let's cheer for ourselves."

Human knot game. This games emphasize on group communication, cooperation, patience and problem solving strategy.

London little falling down...falling down... falling down...

"Super...super... superman. We are superman team."

Ding Dong... Ding Dong...

"Fast crab... fast crab!" the team are cheering for their team cheers.

Communication barriers activity which participants will pass on the message to another person.

Photograph session with H.O.D team from I-Gate group of companies.

"Congratulation, you are the true leader and good team player!"

Legal Issues in Retail Business - 16 & 17 february 2011

2011-02-28T11:08:00.000+08:00

What is law? Law is a system of rules & guidelines, usually enforced through a set of institutions. For this course, we covered the Contract Law, Hire Purchase Law & Intellectual Property Rights.

All contracts are agreement but not all agreements are contracts. It must first satisfy the requirement of a contract as what in the Contract Act 1960. Basically, a contract must have an offer & acceptance, consideration and intent. Then we look at the capacity and competency to enter into a contract such as age of majority, of sound mind and not legally disqualified from contracting.Sometimes the contract can be void or voidable due to circumstances such as parties of incompetent capacity, contract not permissible by law, contract entered without free consent and many more as stated in the Act.

In Hire Purchase, it is governed under the Hire Purchase Act 1967. Hire Purchase its different from sales of goods by installments, credit or cash. In general, Hire Purchase is a contract where there is a transaction between hirer and the owner of the goods to hired the goods with monthly payment for certain tenure. At the end of the tenure, hirer has the option to terminate, return or buy the goods. For example, car loan with the bank.Under the act, Hire Purchase must be in writing and signing a blank contract or form is outlawed and one good one contract.

In Intellectual Property Rights, it covered copyrights, trademark, patent, industrial design and integrated circuit. In order to get Intellectual Property protection, it must satisfy the legal requirements of each respective Acts. Each of this Intellectual Property has a time frame, that is, patent right is for 20 years, copyright is throughout the life time of the author plus 50 years after his death, trademark do not have any time limit as long as is in use and industrial design is for 12 years.For patent, it special as it cannot get it automatically but have apply to the National Trademark & Patent office and pass the test before is granted. Whereas for copyright and trademark, there is no need to apply but just register only.

This is just basically a general overview of each Acts and there is more requirements and circumstances governed under each respective Acts.

Upcoming Short Course

2011-01-14T11:24:00.001+08:00

Retail Team at Your Fingertips

Date: 8th March 2011

Work Life in Retailing Quantum Leap

Date: 29th March - 30th March 2011

Retail Selling - You Can Sell Anything

Date: 11th May 2011

For more details, please refer to the brochure below:

Business Strategy - 4 & 5 January 2011

2011-01-10T11:39:00.001+08:00

Do you ever thought where the word strategy come from? It was originally from the military where they plan what action to take in order to achieve their goals.

In summary, business strategy is where company plan and strategies over the long term on what direction the company goes by understanding their advantages compare to their competitors and how to utilise the resources available to meet the needs of the markets and to fulfill stakeholders expectations. Without a business strategy, it is difficult to market one products as you do not know what make you difference from the rest.

Business strategy involves many stages from setting the mission, goals and objectives,what type of strategies to use, how to formulate the strategies and lastly the implementation of the strategies.

One of strategy discussed in the course was the Blue Ocean Strategy by W.Chan Kim and Renée Mauborgne. This strategy is on how to create an uncontested market space and make the competition irrelevant. Company can use the eliminate-reduce-raise-create (ERRC) grid and strategy canvas to see what can be eliminated or reduce from the current business, what should be increased and to create something totally new for the market.It is to make non-customers to become your new customers in your company.

The students were given a simple group discussion where they use the Blue Ocean Strategy ERRC grid and strategy canvas to develop a new market for their company.

Understanding Organization Behaviour

2010-11-30T11:22:00.000+08:00

Upcoming module:
Understanding Organization Behaviour
Date: 15 Dec 2010 (Wed)
Time: 8.00am - 7.00pm
Venue: BTC Academy, Puchong, Selangor.

Synopsis:
This course is designed to expose students to the concepts and theories in organizational behaviour, which is important in order to understand human behaviour in work environments. Firstly, students will be introduced to the nature of organizations, the roles played by individuals in the organization, theories of motivation and stress. Next, they will have the opportunity to understand group dynamics and the importance of effective conflict management practice. This course also emphasizes on inter-group relations from topics such as power, politics and leadership. Finally, the student will learn issues related to organizational culture and change.

Retail Business Communication

2010-11-29T14:22:00.000+08:00

Upcoming module:
Retail Business Communication

Date: 14 Dec 2010 (Tues)
Time: 8.00am - 7.00pm
Venue: BTC Academy, Puchong, Selangor.

Synopsis:
This module is task-based in nature and its activities are designed within the context of business communication that focuses on the techniques of producing good spoken and written discourse which include impromptu speech, presentation, group discussion and negotiation. Aspects of clear speech will be emphasized to improve intelligibility and communicability. Basic principles of non-verbal communication will also be introduced for effective communication. Some principles of effective business communication writing will also be covered. Students will have substantial practice in oral communication through in-class tasks and activities. These tasks and activities will enhance students’ confidence in using English.

I was Given a Chance...

2010-11-26T14:31:00.000+08:00

A 26 years old young man Terrence Tan Wei Chun with only SPM, today he is the franchisor and event manager of I-GATE Group Companies because he was given an opportunity to learn, to growth and to have fun together.

“I joined retail industry because I have no choice at that time with no paper qualifications. This job provides the lowest entry requirements and the fastest opportunities to growth” said Terrence.

Terence continued “I really want to thanks Desmond Ng, CEO of I-GATE Group for given me the chance. I was forced by him to join the Executive Diploma in Retail Business Management (EDRBM) programme at the first place but now I know his intension. I really learn a lot! Thanks him!”

He is a street smart guy, although he has no paper qualifications, but it did not stop him to progress further. He always showed great enthusiasms in class and did not miss any class although he is busy with his current job. “This programme has broadened my knowledge and enables me to relate my studies to my everyday works. Now I know how to become a good leader rather than just a manager. I understand the important of motivation and use mind mapping methods to link and create more business ideas…” said Terrence.

Leadership and Team Management - Day 2

2010-11-25T10:42:00.000+08:00

One of the games of this programme is to arrange all the participants' birthday in sequence without saying it out verbally. This game test the leadership of the student in a group.

Matching experience... "Terrence, you act as the sales person and try to match Steven gesture" said the lecturer.

"I have to leave if you can't give a the lowest price..." said Steven.

"A women Marakumaganesh a/p Mutumariam was sleeping on the bed. Suddenly, thunder stormed, light burnt out. She saw a man Syed Mohammad Akram Hakim standing in front ..." Ray had to remember all the story and convey it to the next person during an effective communication game.

"What is the name of the woman already? I really can't remember... Is it Makaganesh...Mangkali..." Ah Chong Thang tried very hard to remember the story conveyed by Ray just now.

Haha...it really test my memories. But I have no problem, it is just kacang putih for me...

"A women name Mdm "forget" saw a man Mr. "forget"... all I remember is ..." said K.K Wong.

Students and lecturer enjoyed a wonderful lunch in a vegetarian restaurant after the class.

Presentation time... Ray and Terrence presented their idea and answer in front of the class. But this group seems did not put enough efforts compare to other groups.

Rose and Nadiahtul are well prepared and they presented it confidently in front of the class.

Leadership and Team Management - Day 1

2010-11-23T16:36:00.000+08:00

"The key elements of leadership are leaders and followers, influence, orgnisational objectives/goals and change...."

"The differences between Leaders and Managers are..." explained by Steven Ng during the lecturer.

Participants are required to point to their north direction and as the result all participants have their own direction ... Therefore it is important for leaders to provide direction and set clear goal for the organisational.

"Let's work out the most highest and stable building compare to other groups...." said Celyn Koh.

"Roll... roll... roll..." Ah Chong Thang group tried very hard to build their own building as possible.

"Before I work out a project, I really need to build my energy before building the tallest buiding..." said Terrence.

Selling kacang puteh? This team seems like do a lot of kacang puteh corn... Can they become the winner?

Haha... we are the best ship builders and we will be the tallest boot in the world!

We are the "fatter" building and the stable one...

This is the winner group which produce the stable and tallest building compare to the other teams.

Let see my strength, I will able to blow off their building.

K.K. Wong seems like blowing candle in the candle light dinner.

Alamak... all building collapse! I think I am the strongest women compare to those men above.

Employee Satisfaction and a Winning Culture

2010-11-16T14:56:00.000+08:00

Employees are the important assets of your company. But how many companies really look into this matter seriously? May be I should asked in another way round, how satisfy is your staffs about your company?

Employees come and go, the supervisors and CEO of retailing industry are headache because the turnover staffs of retailing industry is very high. The shortage of talents is one of the major challenges faced by all retailers. HR and supervisors always busy looking for people to fill in the frontline job. The unfilled hour will then be replaced by the existing staffs. To avoid continue in this loop (unsatisfied on working overtime), the existing staffs will choose to work in 9 to 5 job which the working time is more stable or job hopping to other retailing companies. End up, the problem is unsolved and it creates other problems.

Today young generation doesn’t believe on “work harder” philosophy like our ancestor. They prefer more on “play hard and work smart” concept. One of the reasons retailing industry fail to recruit talented youth is because young generation always perceived retailing career as last choice due to long working hour and lower wages. Some even rejected it because of their bad experiences gained during their part time job (Broadbridge, 2003).

Before recruiting new talents which I believe the same things will happen, I think it is better for the management to think about how to create your company’s employee satisfaction and a winning culture in retailing industry. I remember reading the “Business Stripped Bare” book by Richard Branson, the first section he put in his book is People and then follow Brand, Delivery, Learning from Mistakes and Setbacks… One of the stories shared by Richard Branson when acquired Euro Belgian Airlines. He turned it into Virgin Express with aims to create a cheap, cheerful, go-getting budget airline. Although faced with fierce competition and debilitating European Regulations. One of the major challengers he mentioned is on people issue which best described as follows:

‘Almost for the first time in my life I can’t sleep at night. Fighting the outside world is easy. Trying to make peace among one’s own staff is hell. We must never allow another company to get into this mess.’

The existing staffs are cynical about the business, no fun, no camaraderie, no real sense of ownership… which make the whole business progress slow down and difficult to manage. Luckily, he got Neil Burrows as the CEO who able to turn the business around with great hard work and great leadership.

The ‘primary attitudes’ of Virgin’s group shared by Richard Branson is as follows which I think is worth of sharing:
1. Employees are number on. The way you treat your employees is the way they will treat your customer.
2. Think small to grow big
3. Manage in good times for the bad times
4. Irreverence is Ok
5. Have fun at work
6. Take the competition seriously, but not yourself
7. Think o the company as a service organization that happens to be in the airline business
8. Do whatever it takes
9. Always practice the Golden Rule, internally and externally

Leadership and Team Management

2010-11-12T11:02:00.000+08:00

Upcoming module:
Leadership and Team Mangement
Date: 23-24 Nov 2010 (Tues - Wed)
Time: 8.00am - 7.00pm
Venue: BTC Academy, Puchong, Selangor.

Synopsis:
This course examines the contemporary definitions of leadership, and developing a personal definition; It emphasises on the nature of leadership, leadership traits, explore selected of models of leadership, and how individual styles compare to such models; responsibilities and privileges of leadership, including moral and ethical decisions and the use of authority and power; Another portion of the course will be devoted to developing an understanding of the importance of managing effective team mostly central to which is the relationship between the individual and the group; application of the foundational areas of leadership to practical and real-life situations