Professional Documents
Culture Documents
KIAN Internship Final Report
KIAN Internship Final Report
YEAR 2014
1. Title Page
I decided to make my work placement in Malaysia on account of two things. On the first hand,
the fact that the “License” is specialized in International Trade tip the scales. Indeed, I think it is
better to go yourself abroad to have a real insight of the international area and in particular in a
professional purpose in order to keep experience. On the second hand, I read that Malaysia was
attracting more and more foreigners company since 5 years. So, I thought it was a good idea it
meant that the economy was convenient, so that they will maybe a need in work labor force so in
interns. And finally, Malaysia was definitely an unknown place for me and insofar as this
country makes a part of the Asian continent, it enables me to have a foothold on the continent
which is currently leading the worldwide economy.
My work placement took place in “KIAN Sdn Bhd” in Kuala Lumpur, a furniture company. The
furnishing industry is classified in consumer goods. It group together furniture’s manufacturing
in all fabrics: wood, metal, plastic, rattan, wicker and so on… The evolution of technology
enables steel, iron and aluminum to enter, about the XIX century, into the furniture
manufacturing. If the wood or its derivatives remain in the composition of more than half of
them, the diversity of materials (plastic, leather, metal, glass ...) profoundly modified the
structure of the sector. The materials innovation’s research leads to evolution in terms of comfort
but also respect for the environment.
The furniture sector’s products contained:
- Finishing furniture (Bedroom, living room)
- Outdoor furniture
They are destined for domestic and professional use (seating, office, education, and residential
furniture, and etc.
Ranking the 10th largest exporter of furniture in the world, Malaysia exports around 80% of its
production. With large markets in US, Japan and Australia, Malaysia's has a strong position in
the global furniture industry. With tremendous growth in exports to UAE, Saudi Arabia, the
Philippines and Russia, Malaysia is now eyeing on countries like Algeria, Greece, Puerto Rico
and Libya.
Malaysia has always been known for its wood based furniture, owing to its natural resources.
Malaysia is a rich country regarding his raw resources. It is the third world's largest producer of
rubber and the second largest producer and exporter of wood. Popular with overseas buyers of
the middle to high category, foreign buyers look to Malaysia for manufacturers who can meet
their high production demand.
Despite numerous economic downturns, the industry is still supported by a strong global
demand. While lower priced Chinese and Vietnamese furniture pose strong competition,
Malaysian furniture continues to set itself apart with original design that places importance on
aesthetics as well as its good work ethics.
3. Table of Contents
3.1.4 Competitors
Deven Design.
This competitor is KIAN’s main competitor for the Food & Beverage market. It considered as a
direct competitor due to the fact that Deven Design sells the same products as KIAN, on the
same segment and approximately with the same prices. They have manufacturing capabilities in
metal; wood, and upholstery as KIAN.
This competitors company is weak in term of choices on plastic chairs, wooden chairs, outdoor
and alfresco.
“Deven Design” which has three offices in Malaysia (Klang, Pulau Pinang and Kuching) as
KIAN has three offices in Malaysia in Penang, Johor and Kuala Lumpur. However, Kian has
others offices in Asia. So it is strength against them.
New Convox.
This competitor is also considered as a direct competitor although their core business is dining
ware. “New Convox” can be very competitive. Indeed, they sells the same products as KIAN, on
the same segment (the Food & Beverage market), so for the same type of customers.
Their products makes their way into luxury hotels, resorts, corporate offices, service centers,
restaurants, food courts, bars, cafes and even private homes. Moreover, they also make
personalized service for customers. What could be completely a real strength for this competitor
for two reason?
At first sight, it is because of “New Convox” strategy. They are doing a horizontal diversification
strategy by using the business link between their dining ware products and their furniture
product. It means that they catering the same customers, no need to spend a lot of money to look
for customers. Indeed, they already have those of their first strategic business units: it means
“dining ware range”. So those customers already know very well “New Convox” due to their
previous business link together and surely, trust on their reliability.
Secondly, this competitor also cares about private home unless KIAN is not carry out of this
market. As said before, KIAN only makes business to business transactions. (B to B)
KIAN is making it main sales in the domestic market by consecrating 62% of its sales.
KIAN uses direct selling in the domestic market which permits reactivity to customers and to
build a real relationship with them.
That’s why; KIAN has current offices in Kuala Lumpur, Penang and Johor service the Malaysia
and Singapore markets. It permits KIAN to be closer to its customers.
KIAN aims to have 10 regional offices servicing the domestic markets by 2020.
Colleagues in the Shanghai and Guangzhou offices handle about the domestic China and Hong
Kong customers.
Price list:
My missions began by creation of price list of several collections from KIAN products.
This works enable me to have an understanding of the company products. Indeed, I could
have a proper view of the product specification which has been essential and relevant regarding
the fallowing missions.
Quotation:
I have made several quotations for customers in order to inform them about KIAN products
prices and characteristics. More precisely on the product description, cbm3 , packing, the price
per unit in United States Dollars, cbm3, the total price and Free On Board (FOB) price. The FOB
Incoterms using is the best option because the company works with sea transport and the
Incoterm that meets the stringent requirements of the importing country.
I sent quotations for two kinds of customers. The first one, prospects who were interested by
KIAN products during exhibition. My aim here was to keep the link between KIAN and the
prospect.
Having begun to doing price list, it was a kind of “training courses” for quotation work which
has been easiness.
Chasing up customers:
I helped to receive foreigner customer in order to visiting KIAN showroom. However, we did
not have news from him during a while. So, I chased them up by email to hold the relation and
keep the visibility from the customers. Thanks to that, even if they do not go to the purchasing,
they will keep the company in memories for subsequent purchases.
Emailing:
I had to contact various developers, Architects, and Hotel owners for potential client.
Training:
Technical product knowledge: My tutor taught me more about KIAN product in terms of
materials used into the manufacturing process. Moreover, it enables me to understand some
technical words in quotations. It permit me to know more about the product, because if you want
to sell a product and make it attractive to customers you have known it yourself first.
Values:
Kian values below are beliefs shared by each employee and define the way to act and think
within “KIAN tribe”.
The company expect several behaviors from their employee according their matrix values:
Committed behavior:
It copes with KIAN reliability values. Through this core values, KIAN tends to communicate
about its quality on time delivery and its commitment on responsibility.
Good Judgment and curiosity behaviors:
It means that the judgment must be constructive and helps the person concerned to improve
himself.
Selflessness behaviors:
It represents the 1 KIAN Spirit and lead to two point of KIAN spirit: a high performance from
employees which leads to a fair reward from Direction.
Those values represent the KIAN company philosophy.
Finally, all those values have been sum up and lead to the creation of a code of honor. This latter
represents the “1KIAN spirit”. It advises employees on many ways. Firstly, to support their
team by prioritizing mission first, team second and individual third. Secondly, to never
abandon a team mate in need. Third, it encourages everyone to sell. Then, it reminds them to be
energetic, powerful & positive at all times. Also, being 100% commitment towards system and
responsibility. Next, they have to finish what they started and take responsibility. At last, they
have to keep confidential information at work and so to not betray they company.
Environment care:
KIAN believes that Corporate Social Responsibility, fully integrated into the pursuit of
business objectives, will in the long term, add value to its business and be appreciated and
rewarded by their stakeholders.
The company is aware that it has an impact on the communities in which it operates, and it
strives to support and contribute to the well-being of its employees, local communities and
society as a whole.
The company has made considerable progress over the years in meeting environmental and
social challenges and shall further pursue it efforts within the framework of its business.
KIAN periodically undergoes social audits in order to comply with McDonald’s and Starbucks
social accountability requirements. Such standard addresses areas such as safety at work,
compensation and working hours among other things. So, KIAN believes a Corporate Social
Responsibility and supports Kiwanis International and World Wildlife Fund. Also, KIAN
gives priority during manufacturing process to materials which are recyclable. Everyone is
involved. Also, Employees do not throw their used paper but recycle it.
Symbol:
The symbol of the corporate culture has a link with the core values of KIAN Company.
T-shirt:
Each employee has a T-shirt with the name, colours and slogan of KIAN.
RITES
They come from the shared values and concern:
Recruitment process:
When the company want to extend it team by hiring new personal, it emphasizes values in the
employment. Indeed, the human resources personal who interviewed the candidates try to see if
this latter have the ten values quoted above.
Weekly report:
Every week, employees have to send a report to their team leader. They recap their week, and
share their learning, and challenges with their department team leader. Also, they explain
about their achievements, the bridges built and above all, the link between the work done and the
corporate identity.
4.0 Final Assessments and Conclusion of the Report
Corporate culture gives to employees a strong real sense of belonging to their company and at
the same time a sense of reference from KIAN company which can leads to motivation to
develop their commitment sense, productivity, so profit earning.
So, to summarize, like Chinese culture, KIAN culture is really marked by respect and loyalty,
so employees promote the interests of the group.
As the corporate culture is specific to each company, so it can lead to one of the several
condition of the effectiveness of a differentiation strategy for KIAN.
It makes it stand out from the competition by creating its proper culture.
A strong culture is undeniably a competitive advantage through its impact on the cohesion and
motivation of staff, as well as its involvement in productive effort. It allows a better
understanding of the social climate and promotes initiative, skill, creativity and pride among
the employee. Also, it gives energy, stimulate enthusiasm and give a coherent picture to
outsiders.
Shared values help build a common project. To me, this stay brings me a lot to me
professionally but above all personally. I find that my mission has been followed
chronologically to the some extent that each of them helps me pass to the next step that is to say
to the next mission. In addition, this internship allowed me to see in the right professional
context the teaching of intercultural management courses and approach to the Asian market.
As for my professional future, I intend to spend part abroad in order to develop knowledge on
international context as a first time. Indeed, this work placement gave me the willing and the
urge to travel through several countries.
5.0 Appendices and supplementary materials
http://www.kian.com/
http://www.bciasia.com/
http://fastquote.kian.my/
http://mail.kian.com:8080/Login.aspx#page=