Q&A with CSGT Chairman Howell Cu on FMCG Distribution Business

Q&A with CSGT Chairman Howell Cu on FMCG Distribution Business

Distribution, interviews, Q&A
Howell Cu is the founder and chairman of the CSGT Distribution Group of Companies. With over 20 years of sales, distribution and entrepreneurial experience, Cu was able to establish several multi-million companies distributing various products for local and multinational brand owners. Beginning with just 4 trucks and 12 personnel, CSGT Distribution has grown to having over 180 trucks and over 700 personnel. Q1: How did you start your own distribution company? Answer: Growing up with an entrepreneurial family, I was exposed to some form of business. At a young age, I was always eager to buy and sell various items to earn money. I remember that as early as grade 4, I was buying and selling candies to my classmates and teachers in school to build up my savings. In…
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Q&A with Nu Skin President of Asia-Pacific Melisa Quijano on Direct Selling

Q&A with Nu Skin President of Asia-Pacific Melisa Quijano on Direct Selling

Distribution, interviews, Q&A
Q1: Prior to your promotion as the Asia Pacific President of Nu Skin, you were their regional marketing director for Southeast Asia, general manager for Thailand and Malaysia, and vice president for global market services based in Nu Skin's headquarters in Utah, USA. What achievements are you most proud of? A: Over the course of the 18 years I have been with the company, Nu Skin has consistently given me a platform to do what I love, and it’s been quite a journey filled with exciting challenges and numerous accomplishments. More than any number though, our company places high value in measuring success by the number of lives that we are able to transform through this business. One instance this number rose significantly would be Nu Skin Southeast Asia going…
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Q&A with Suy Sing President Tina Tan on Wholesaling

Q&A with Suy Sing President Tina Tan on Wholesaling

Distribution, interviews, Q&A
Q1: What have you observed as trends in the size and format of new retail stores and why do you think this is happening? A: The trend towards bigger stores has reversed the past 10 years. We now see the big organized chains building smaller formats, while small and medium size entrepreneurs continuing to open groceries and sari sari stores. People in urban areas are getting busier so accessibility, convenience and quick service are important factors. People shop in different supermarkets or grocery formats depending on their need. They may go to a big store for their weekly or twice a month top up requirements, but for their everyday or emergency needs, they will go to their neighborhood stores or those near their work, where they do not need to…
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Q&A with Pong Ejercito on Customer Development

Q&A with Pong Ejercito on Customer Development

Distribution, interviews, Q&A
Q1: You are an industrial engineer and you started as a methods officer in the finance function in 1977 for Unilever (then PRC). How did this influence your thinking process in your long career in Customer Development? A: Industrial engineering, in my view, is the application of science in business.  The professional advance of Customer Development (previously called Sales) from traditional beginnings has made it beneficial for practitioners more honed in logical and quantitative business disciplines such as industrial engineering. One of the mantras in industrial engineering that I like is: “there is always a better way”. This idea has motivated me to address any problem with a better solution than I started with. Industrial engineering equips one in both total system and detailed process approaches.  These points of view…
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Q&A with Author Emilio Macasaet III on Managing Distributors

Q&A with Author Emilio Macasaet III on Managing Distributors

Distribution, interviews, Q&A
Q1: As someone who rose from the ranks, what are some of your most unforgettable experiences while starting out as a rookie? A: Fresh from college, I joined Gillette as a sales trainee where all new recruits were required to survive the grueling 6-month long boot camp training. Each month, at least one trainee would be sent home for not making the grade much like the survivor reality game show. When I was finally assigned a territory in Mindanao, I was kidnapped in Misamis Occidental by a Kuratong Baleleng crime syndicate, was caught in the middle of a crossfire in Jolo, Sulu, and passed through check-points of NPAs in Agusan. No one in my family knew about this. Q2: You left a covetable executive post 10 years ago to put…
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Q&A with Mary Kay Philippines Country Manager Tente Alday on Direct Selling

Q&A with Mary Kay Philippines Country Manager Tente Alday on Direct Selling

Distribution, interviews, Q&A
Q1: You have been with Mary Kay for 6 years. During this period, the company's business size under you grew by 255% while total number of active sellers grew 335%. What did you do to get these remarkable results?" Women from all walks of life enjoy selling Mary Kay products because of the rewarding opportunity and flexibility offered by our home-based business model.  Mary Kay Independent Beauty Consultants are entrepreneurs representing every woman – she’s your best friend, the driven stay-at-home mom or the multitasking corporate professional. While all Mary Kay Independent Beauty Consultants can make more money by selling products to their customers, there are some Independent Beauty Consultants who decide to maximize the earning potential of having a Mary Kay business by taking leadership roles within the independent…
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Q&A with Mr. Tommanny Tan, President, FERN Inc. on Channel Innovation

Q&A with Mr. Tommanny Tan, President, FERN Inc. on Channel Innovation

Distribution, Entrepreneurship, Innovation, Marketing Plan in the Philippine Setting
Q1: Not many people know your history, but you actually took over FERN  Inc. as a turnaround operation. Please tell us about your early days. We Bring Prosperity to Every Home by Tapping the Entrepreneur in Every Filipino. This is the vision, which the pioneers of FERN Inc. had when they first started in 2003. We envisioned uplifting the lives of Filipinos away from poverty and into prosperity. Rather than rely on dole outs and charity, FERN encourages Filipinos to create wealth by becoming confident entrepreneurs and business builders. I was inspired by this vision; that is why I invested in FERN. Back then, FERN was just starting out as a networking and direct selling company that sold apparel. The problem was, there was no unique and innovative products or…
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Q&A with Edwin To, Chairman and CEO, Budget Wise (Zamboanga) on Wholesaling

Q&A with Edwin To, Chairman and CEO, Budget Wise (Zamboanga) on Wholesaling

Distribution, Marketing Plan in the Philippine Setting
Q1: What made you decide to open a wholesale operation in Zamboanga? We felt there was an untapped potential and there was a big opportunity for the BIG BOX model in Zamboanga. Our primary target market were the sari-sari store owners wherein we feel they can be better served than simply offering them credit terms and low prices. We moved beyond matching the prices of existing players in the market, since item prices were the key deciding factor. We provided our customers the comfort and convenience of shopping with us by having wider aisles, better assortment, ensuring stock availability and friendlier services. We were the first and only supermarket to implement no-tipping and free parking policy, since our target market are budget conscious business owners and customers, and we want…
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