Introduction for Dutch Lady Milk Industries Berhad

Dutch Lady Milk Industries Berhad made its business to supply quality dairy and infant

nutrition products to the nation.

Today, Dutch Lady Malaysia ranked as the leading dairy producer in Malaysia.

Generations of Malaysian have grown up on Dutch Lady dairy products as this product is well

known product in Malaysia. While Dutch Lady Malaysia first established itself as a manufacturer

of sweetened condensed milk, Dutch Lady Milk Industries Berhad’s extensive product range

now spans from infant formula and growing up milk to fruit juice and yoghurt snacks. All product

innovation rapidly developing infant and child formula range is backed by extensive research

both locally and internationally.

Royal FrieslandCampina, Dutch Lady’s parent company in Netherlands, is constantly

funding efforts to investigate and discover all the ways to upgrade child formula little range to

next level. Dutch lady product range extends far beyond then other familiar product such as

Dutch Lady UHT milk and Dutch Lady 123. Dutch Lady also manufactures healthy products

such as fruit juices product, low fat product and yoghurt products.

Dutch Lady makes successful goals in developing variety of enjoyable dairy products.

Their innovative product developing steps has been lead to high demand from its customers.

Quality products from Dutch Lady make it a leading company in Malaysia and a trustable name

in dairy products.

The demand for this company’s main powder and liquid dairy products continue to be

great and facilitated by effective advertisements, product innovations and perfect strategies in

the market which lead to high sales.

Company Background

Dutch Lady Milk Industries Berhad was incorporated in 1963. It was the first milk

company in Malaysia which has been listed on Bursa Malaysia and the local stock exchange in

1968. The company’s factory is located in Petaling Jaya with total employees around 600

people. Its holding company is Royal FrieslandCampina.

Royal FrieslandCampina is a Dutch multinational corporation and also one of the largest

milk companies in the world. Permodalan Nasional Berhad which is the second largest

shareholder in company.

Dutch Lady manufactures wide range of quality dairy products and fruit juices for the

home and export market such as:-

i. infant formula

ii. growing-up milk

iii. powdered milk

iv. condensed milk

v. UHT milk

vi. sterilized milk

vii. pasteurized milk

viii. cultured milk

ix. yoghurt

x. fruit juice drinks

The Company’s dairy products have a strong demand among its consumer and it’s

represented by strong brands such as:-

i. Dutch Lady

ii. Frisolac

iii. Friso

iv. Completa

v. Omela

vi. Joy

This company believes in product innovation and also well supported by its holding

company, Royal FrieslandCampina. This company always strives to improve its processes to

deliver nutritious products of high quality to its consumers’ satisfaction.

Dutch Lady is first company in the world which introduced growing up milk powder for

children from ages one year to three years and ages four years to six years. These products are

currently in market as Dutch Lady 123 and Dutch Lady 456. Dutch Lady also the largest

purchaser of local fresh milk from Veterinary Services Department.

Quality of a company's products is very important for every company. Thus, quality

control and quality assurance are most considerations for them. Same goes to Dutch Lady Milk

Industries Berhad. This company has continually been accredited with ISO 9001 certification

since 1995. Strong hygiene process is also placed on food safety with HACCP (Hazard Analysis

Critical Control Point) System covering all its plants. Dutch Lady also has in place ISO 14001

Environment Management System and OHSAS 18001 (Occupational Health and Safety

Assessment Series).

This company’s products are all halal-certified and it is also make all race of customers’

choice. This company achieved very good revenue growth in 2011 of RM810 million which is

16% higher than the annual revenue for year 2010.

In addition to Dutch Lady Malaysia, Royal FrieslandCampina has three other companies

in Malaysia, which are FrieslandCampina Business Development Unit, CPI Sdn Bhd, a regional

operational headquarters, FrieslandCampina Service Centre Asia Pacific Sdn Bhd, an MSC-

certified SAP competence centre and FrieslandCampina Domo Asia, a sales representative

office for its ingredients business.

Royal FrieslandCampina is a multinational that produces and markets natural, nutritious

and high-quality dairy products and ingredients. Taste, health, convenience and reliability are its

key characteristics.

This company employs 21,000 people and has about 100 production and sales locations

in 25 different countries. FrieslandCampina organises its activities into four major business

groups, which are Consumer Products Europe, Consumer Products International, Cheese &

Butter and Ingredients.

The products range consists of consumer milk, milk in powder and concentrated form,

dairy drinks, yoghurts, desserts, cream, coffee creamers, baby and infant food, cheese, butter

and ingredients. It’s most important and popular brands are Campina, Chocomel, Completa,

Dutch Lady, Frisian Flag, Foremost, Betagen, Friesche Vlag, Fruttis, Fristi, Vifit, Landliebe, Milli,

Mona, Optimel, Optiwell, Puddis, Pöttyös, Fruttis, NoyNoy, Peak, Rainbow, Yazoo, Appelsientje,

DubbelFrisss, CoolBest, Debic, Frico, Milner, Buttergold, Valess, DMV, Kievit, Domo, Creamy

Creation and Nutrifeed.

Its business is based on a cooperative model. The 16,000 member dairy farmers of

Zuivelcoöperatie FrieslandCampina are the owners and the suppliers of the fresh milk to this

company product.

Mission

Dutch Lady Milk Industries Berhad mission is to helping Malaysians move forward in life

with trusted dairy nutrition. It is one of secret of success for Dutch Lady Milk Industries Berhad.

Their high quality product creates high value for the owner at the same time creates belief in

customers as it is a part of their healthy life style. In other word, Dutch Lady Milk Industries

Malaysia helps to produce healthy and smart generation to Malaysian.

Vision

Dutch Lady Industries Berhad vision is to further strengthen our position as the leading dairy

company in driving growth. As its vision, Dutch Lady Industries Berhad has continuously

reviewed its processing steps and marketing skills to increase its business year by year.

Achievement and Strategic focus

They achieve BLUE values:

B - Believe in growth

L - Look forward

U - Unite as one team

E - Excellence in execution)

This make this company grows bigger day by day. Strategic focus is a leadership in

mainstream IFT, super grow Friso, leadership in DBB, profitable chilled, channel development

strategy. This can help in growth of Dutch Lady Milk Industries Berhad.

Introduction of interview and background

Our interview Mr. Sow Wei Chan, 45 years, is a sales manager in Dutch Lady Industries

Berhad at Johor branch. He has 20 years working experience in food manufacturing company

(FMCG). He works as sales representative and he also a modern trade manager in Southern

Region. Before this, he works for other consumer product manufacturing companies which are

Munchy, Dannone Dumex and Kao Malaysia.

About his role and responsibility is managing a sales team consists of 5 salesmen below

him and 30 merchandisers. His major task is to conduct on job training by following his

salesman in improving their marketing skills and negotiation skill.

Besides, he is also fully responsibility as an account manager for his sales team. He has

to lead and guide his sales team everyday to reach their goal or sales target for the day. Due to

key account mostly centralize control, coordination between HQ and sales team and make sure

the promotion fully execute in the trade became his compulsory target.

He also responsible to plan sales activities in local key outlet to boosts up the sales and

he also need manage manpower to balanced work load between is sales team and

merchandiser. He manage distributor including their inventory holding, ordering financial stability

and returns.

One of the Mr. Sow Wei Chan’s golden achievements was Dutch Lady Best Region

2010 Project which is a restructuring for chilled business. Since chilled business was not

profitable at that time, Dutch Lady gave him opportunity to restructure the chilled business by

convert all the current chilled merchandiser to his supervision. A total of additional 10 head

counts to be merged with current 20 head counts.

Due to different nature of business, he has to re-train all the merchandiser in a short

period which is within 2 months. He also had roll out Merchandising Blitz by guiding the

merchandisers batch to batch to understand chilled business, and training on merchandising

skill. Along the project goes, salesmen also get involved in this training as the merchandiser and

at the same time strengthen their skills. His achievement in this project was gave great impact

to this company.

Mr. Sow Wei Chan’s leadership style

Autocratic style

Mr. Sow Wei Chan as a sales manager, he always retrain and order his merchandiser

to perform in best way and the way to best perform to achieve sales target. As an experienced

sales manager for past 20 years in food manufacturing industry (FMCG), he believes that all his

well-structured orders and instruction are the best way to obtain great sales targets. He always

give instructions to his team to follow the way he follow on last time to achieve his goals. He

also never asks and never listens to his group opinion on any new suggestions or feedbacks.

Normally no group meeting is arranged when they start at morning.

Meeting provided only when new product instructions and new promotions carried out.

This meeting is just to make sure all of them receive complete information about a new product

or latest promotion carried out. He also normally retrains the merchandiser one by one to avoid

business time waste.

Mr. Sow Wei Chan also let his salesmen to help him to retrain the merchandiser to

improve their skill. As this step can save the time of training and can save overtime costs. He

also a directive manager, because he make sure his team remember their company’s mission

and vision and the ways to achieve it. He tells his team about his expectation from them for

every target sets for them. Standard performance and skill training provided to his entire team

members to avoid any low performances and failure to achieve favorable target. The list of

target achievement of his team will be pasted at office board as important information to his

team members to well perform in upcoming month on a monthly basis. He always standby with

his next month target for his team to make sure them ready to perform well in next month which

is better than current month.

As he also follow transactional leadership style as he only focused on his team target.

He always maintains his team’s performance to provide a great result to his management.

Suggestion and ideas from his team normally not welcome by him as he strongly believe his

instruction and training for his team is a better way for them to perform well.

He set rewards such as shopping vouchers, free movie tickets and monthly best

performer prizes for his team members which are to make sure his salesmen work hard to

achieve his sales targets.

Mr. Sow Wei Chan’s leadership skills

As a leadership, Mr. Sow Wei Chan has his own skills to manage his team to be success

and achieve of target. The skills as:-

1) Coaching skill

2) Time management skill

3) Strategic planning skill

4) Creative problem solving skill

Coaching skill

Mr. Sow Wei Chan needs to train his new and old merchandiser and also need to

prepare them on their changes of responsibility. Dutch Lady had restructured the chilled

business by convert all the current chilled merchandiser to his supervision. A total of additional

10 head counts to be merged with current 20 head counts.

Due to different nature of business, he needs to retrain all of the merchandiser in 20

months. He helps his team through his coaching skill to remove barriers to maximize the work

performance from them. He knows that he needs to retrain his team to develop their working

performance to a peak performance. He arrange all training tools which needed to retraining

process to make sure all his trainee understand his instruction.

Time frame set for all trainees to make sure he done his training process with the entire

trainee as well. All instruction given by him follow by example to make sure trainee well

understand the new ways of working process. He answers all questions which bring up by the

trainee’s to make them comfortable with the training provided.

Before he makes decision to start training, he always uses SMART principle. He makes

sure trainee’s ability to perform. He always communicates with his team and tie specific task for

them to their target of the month. He concentrates on his own target that needs to train his

entire team members. He always works towards his target and always uses different ways to

improve it. He always paying attention to his team for avoids them from drive to wrong

performance. Since he keeps on to paying attention to them he knows all his team performance

and skill. He also can send them for skill training as he knows faced by them.

Time management skill

Mr. Sow Wei Chan really well in time management skill as he always manage to achieve

his target in time. In his office, he write all goals and target of the month at his timetable to make

sure follow as per planned. It is also to prevent him from forgetting any important task until the

task became his problem in last minute.

He always manages to do a task within given deadline. Normally he creates his

timetable with most important things on first of list as he can do it earlier than deadline. He

retrain his salesman at first as they can help him to retrain the merchandiser as there was only 2

months of time to retrain them. This step can help him to manage his time in retraining

programs.

Time management skill is a technique for managing or shifts all tasks to a designated

time. It is the important thing of the leader must have because it can encompasses a broad

range of things such as setting goals, planning and scheduling, prioritizing, delegating, and

make a decision.

That is the skill Sow Wei Chan has. He can control his workload in the team. He manage

time to waste less time on doing the things his team to do so they have more time to do the

things their want to do.

By the time management skill, he can ensure his team can achieve the determined

target of company.

As a very talented manager, he always never forgets to spend his time for his family, as

his family is as important as his job. He well manages his time for his job and his family. He

works hard in the morning at office as he needs to settle his entire unfinished task by the day

itself. So that, he can spends rest of his time for the day with his family peacefully.

Strategic planning skill

Mr. Sow Wei Chan has great talent in strategic planning skill. As Dutch Lady products

are well-known products, he knows that these products have a big demand from the customers.

He assigns his team normally at new shopping complex to make sure the customers know that

Dutch Lady’s products are available there.

The same way he sent additional merchandisers to hypermarket as there probably have

a lot of Dutch Lady products’ customers. It is difficult to merchandiser work alone as they need

to entertain many customers. At Dutch Lady product promotion period, Mr. Sow Wei Chan

normally receive financial support from his management as he need to arrange his team at

many shopping places to promote these products. He always sent his salesmen to his customer

places to replace old stock which going to expiry. This is to make sure all customers get fresh

products at all the time. Selling expired product will be a big issue as it can bring many troubles

to his team and to himself too.

As he needs to retrain his team, he prepares training for his salesmen first as they can

help him in order to retrain his merchandiser. He purchase stock for weekly needed as current

sales start increase higher and higher. He train his salesmen to advise the managers of

supermarket or hypermarket to keep extra stock as Dutch Lady product got demand among

their customers.

In addition, Mr. Sow Wei Chan creates a plan to achieve goals and decides where to

focus and do the work step by step according to the planning.

To achieve the goal, he builds a strategy base on the customers need between a

company’s ability to deliver a service or product. He not only plan, write or promise anything if

he knows his team won’t be able to execute and deliver flawlessly.

He also develop a strategy from outside in involved by looking what customers say and

behave about the company product. He doesn’t ever develop a strategy without taking into

consideration for words and actions from the company’s customer.

Beside that, he shares his strategy with his company and explains or present about the

strategy with clearly communicate because he knows if he shares the idea, it is a hallmark of

winning companies.

At last, he ensures his team to keep growing and never become complacent.

Decision Making Skill

Besides that, Mr. Sow Wei Chan have a better decision making skill as he always calm

during make any solution and new strategic planning to improve his company sales. He always

has a clear mind as he knows all his management needs and target. Every decision which taken

by Mr. Sow is always followed by his management target. He try to committed with the problem

as he need to find a better solution for solve every problems in best way. However, when the

problem was broadened and the method ineffective, he researchers or used another way to find

the solution.

Moreover, he is not the people who easily to give up when encounter problems for which

don’t immediately see solutions. He’s team fortunate to have such team leader like him. He

often to researches or requires extensive study of the problem. Sometimes, he needs an

enough time to get the best idea to make a solution and prepare the action.

He also dares to take risk as he knows that we learn by our mistakes. As a manager he

get all information needed before make a decision as he do not want to be blame for his

decision if it bring a negative outcome.

Normally he tries to make a few solutions and implement the best solution which is he

think the best within everything. If this solution is successful he will follow it as it can help him

make his work easy.

Sow Wei Chan’s opinion on leadership and employee engagement

According to him, autocratic leadership need to be implemented when sales team have

different opinions. And sometimes, when problem need to be settle urgently, a leader need to

have immediate solution to the team.

Democratic leadership need to be implemented if the leader needs to build the teamwork

within the member, let the team to share and learn each other. This is also help to motivate the

team spirit.

Free reign leadership need to roll out when you want to build individual confident level.

We need to delegate some of task to the team and let team to solve by themselves. As a leader,

we need to guide them thru their journey. He said “I can’t lead if I am not at the top”.

Leadership is not only applied for a manager with subordinate, it also can be applied to

your peer. Leadership is power of influence where you can command people to complete the

task, but he prefers to influence his salesmen to complete a task with willingness and the result

will be different.

To become a good leader, you must have some skill. That is because a leader is

someone who helps their groups or others do and become better more than they ever thought

possible.

Leadership is a big factor influence on success in the workplace. It is a process whereby

an individual influences other members of the group to achieve the aims and objectives of the

group. In other words, leadership is a process that is related to the influence, where a leader-led

managed to persuade them to change their attitudes and behaviors.

In addition, the leadership associated with positive emotions between the leaders and

the people he led. This means that those who led the leaders agreed to be influenced by them

because of love, respect and admire the leader not because leaders have official authority over

them or hold specific positions.

Moreover, a charismatic leader who has high confidence in the ability of themselves and

also on the decisions they take. The people they lead also can feel the confidence of a leader.

To practice the leadership style as a leader in the circumstances, we must have the

following characteristics: -

i. We can identify the exact circumstances of those we lead - whether they have

sufficient knowledge and skills and whether they are responsible for the

courageous way that they developed to carry out their duties.

ii. We can identify how the leadership style most appropriate to the circumstances

of those we lead.

iii. We can practice every leadership style correctly.

One of the factors faced by a leader is the fact that the people we lead constantly

changing, it never last long. Therefore, a leader must always assess the condition of her

whereabouts.

My conclusion about Sow Wei Chan

We strongly believe that he is an insecure leader because insecure leader just think

everything is about them, and as a result, every action, every piece of information, every

decision is put through their filter of self-centeredness. When someone performs exceptionally

well, they fear being outshone, and they often try to keep him for rising up. When someone on

their team does poorly, they react in anger because it makes team look bad. More than anything

else, insecure leaders desire the status quo-for everyone but themselves. They are like the

company president who is reported to have sent a memo to the personnel manager with the

following message” Search the organization for alert, aggressive young leader capable of

stepping into my shoes. And when you find them-fire them!” When leaders are insecure, they

often project that insecurity down to the people below them. So when work for an insecure

person, not only will have to work to deflect that individual insecurity from you, but will also have

to work harder to “break the chain” and create security for the people who work for.

At the same time, Mr. Sow Wei Chan is a good leader. He often reminded his team

about the mission and vision and how to achieve it. He also explained to the group what he

expected from this group. He will also ensure that the group will achieve monthly targets so that

they will show better results in the following month.

In addition, he also has extensive knowledge and experience related to this work. It is

because he already has 20 years of experience in food manufacturing industry (FMCG).

Mr. Sow Wei Chan also has his own skill to manage his team to be success and achieve

of target set by company. The skills as coaching, time management, strategic planning and

creative problem solving skill.

He is also a divergent thinking person. That is because he will think the best way to

solve a problem. He planned the strategy or how to get the best solution. Various ways that will

be used to solve the problem. He is not always easy to give up. For him, the problem is one of

the branches as well as highlight for him to spread the idea that there is more talent in his

leadership.

Moreover, he is also a leader who can win the hearts of his followers. Based on his

actions, he gives rewards such as vouchers and monthly best performer to the group. This is

one way to ensure his team work hard to get the benefits of each month. Indirectly, the

company's goal will be achieved.

Conclusion

Leadership is the features or the ability to nurture or encourage others to do something

for a certain goal. "Others" is either the subordinate in the organization may be public or outside

the organization.

There are three main processes for building an outstanding leadership quality: -

i- Disclosure

Disclosure provided must be the concept of leadership as a whole. We must be

exposed to various forms and models of leadership like autocratic, democratic, laissez-

faire and others. With such knowledge, then we will be able to analyze the patterns of

practice around the world and finally evaluate the positive elements contained in the

patterns of leadership.

ii- Training

A series of training must be encountered to determine the extent to which the

capabilities we have. Training either through formal or informal. Today, there are many

workshops and seminars held to give leadership training to those who wish becoming a

leader. Besides that, there are diploma courses organized by the leadership as

BestPartner Training Centre of Professional Supervisory Management.

iii- Experience

Valuable experience is the important thing to complete the person by a good

leader. Exposure and training just is not enough to build a good leader. Therefore, we

must engage in activities that require team work. More and more experience, more

mature a leader.

There are five functions of leadership that can ensure that the responsibilities of a leader

can be implemented effectively, namely:

i. Give empowerment or power

Give empowerment or power is an aims to determine focus and organization

goals. Organization created to meet specific goals set.

ii. Maintenance

Organization cannot be left to form his own goal but should always be reminded

to prevent them getting the real attack is on track to achieve the desired destination.

iii. Encourage

Organization should provide the impetus and support staff to the responsibilities

entrusted too honestly and effectively implemented.

iv. Responsibility

Responsibility was the task of balancing the responsibilities of leadership. If

responsibility is not balanced, this will cause the employees were not happy and make

them difficult to work.

v. Monitor

This is an important aspect of the leadership function. Good human resource

management within the organization will enable management to select the right man

for the right job. The right leader selection will allow the organization obtain maximum

output from it.

As an effective leaders, we must know what is the important thing to the company, what

their opportunities, threats, strengths and weakness are. To know these things, a leader

capable of or can be a quality leader. Characteristics of quality leaders is:-

i. Know themselves

Concept of a person answering the question, "Who am I?". One might answer

that question by saying, "I am a Muslim, a teacher, a brother, ......." and so on. Such

answers indicate a person has a lot of self-concept, of which he assesses himself. Self-

concept is one very strong influence on the ways in which he process any information

about him.

Therefore, it is very important in determining how the person looks at himself and

how he looked at other individuals themselves. It is built from all the feelings and

thoughts of all the talents, capacities, privileges, the strength and weaknesses, which

are in themselves.

ii. Committed

A committed leader is a leader who tied himself to a schedule he established his

own life in which he is sure that the table will produce positive rewards.

When a leader has a commitment, he has the objectives and goals very clear. He

worked hard, strong and hard to achieve his goal. Despite the many obstacles and

challenges, he remains committed and determined and continue to fight as he was

confident all would eventually be overcome.

iii. Don't know everything

As a leader, we cannot assume that we know about everything. This is a wrong

impression.

Now, most people would like the opinions and views to be considered by leaders

when making decisions. They want their need, ideas and their concerns heard by the

leaders.

Before a decision is made, discussions should be conducted with them. At the

meeting, leaders need to describe in general the changes made. Give them a chance to

voice their opinions about it. In addition, leaders should explain the steps to be taken to

help them adapt to these changes. When this is done, their hearts will be more open to

receiving a final decision will be implemented.

In addition, a creative problem solving knowledge is also necessary for a leader. A

leader can solve the problem using the following method:-

In identify problem, a leader must explore the problem based on the objectives or goals

of a company. This is to enable creative problem solving can be implemented.

Next, collect the information as finding and gather data or fact. In this process, the leader

must assess and review all data that pertains to the situation as who’s and what’s involved,

when, where, how and why it’s important. All the data or facts, must be write down or list for

consideration to review the objective.

Identify Problem

Collect Information

Decide Cause Identify Possible Solutions

Select Best Solution

Plan for Implementation

Implement and Test

Review

After that, the leader must decide the cause of problem. In this step, the leader explores

the facts or data to find all the problems and all the opportunities that happen. That is

determining for the right problem.

After identifying the problem, leader must find the possible solution. During this step,

leader must thinking out of the box and generates the ideas. This is where the leaders explore

their ideas to make a possible solution beside have the most fun. All the ideas should be listed

and the best solution should be selected.

Plan for implementation must be done. In this step, a leader must look at who’s

responsible, what has to be done by when, and what resources are available in order to realize

this idea.

In implement and test, sometimes the first solution does not work. If that happen, the

leaders need to retrace their steps and start again. It is important that you attempt only one

solution at any one time. That is because if you try several solutions at once, it can make it

unclear which one actually corrected the problem.

Recommendation

Everybody has strengths even an ineffective leader. Work to find them in the person you

work for. Maybe it won’t be easy. Maybe his (Mr. Sow Wei Chan) strengths aren’t qualities you

value or admire. That doesn’t matter. Find them and then think about how they might be assets

to the team.

Leader in front also need get to determine the direction. Good leader of organization

need get to control mainly in two things which are direction and timing. As a leader, you may be

able to model the behavior you desire in other, but you will not be able to go as quickly as you

want.

Mr. Sow Wei Chan also can develop strong relationships with key people. The key to

fulfillment isn’t making every interaction with other go smoothly; it comes from developing strong

relationships with them. It’s more important to get along with people than to get ahead of them.

If his make his goal to reach out to other and build relationships with them, his will derive

fulfillment wherever his are.

As a leader in the middle of an organization, being the recipient of communication is

important, but equally or more important is communicating up. And that takes great effort

because it doesn’t occur naturally. It takes effort and intentionally.

There are three leadership skills which are following by Sow Wei Chan to improve his

work. Those are effective human relations skill, teamwork skill and communication skill.

i. Effective human relations skill

Mr. Sow Wei Chan needs to adopt effective human relations skill to make sure

his team relationships between them. This is to make sure a better communication

between them to avoid conflicts. He need guide his team to be always have open

minded and accept whatever target achieve by them. He need to encourage his team as

they need support and praise to make them feel they are doing well and need to

upgrade them. As got a strong support by him, his team will perform well to make him

proud of outcome. He need to concern about his team as they also got family and

maybe them in a problem.

We can advise our subordinates in solving their problem. Maybe we can’t help

them in financial problem, but maybe our solution for their problem can be a better way

for them to be followed. In future they will trust us and will be open in discussing their

problem as it improves relationship between us.

He also needs to listen his team problem in their everyday sales. Listening is a

better way to know what is happen and how to solve the problem. Is his instruction is

wrong and if knows after get feedback from his team. He need to admit wrong as it is a

leader’s strength. He also need to encourages his team to bring up feedback and

solution if they think it is best way. At this time he needs to learn to listen as this make

his team makes them feel important in the same time. He need to help is team to

develop is team performance as they need to help each other in learning and training

process. He also need to guide his team if they done a wrong things or make some fault.

It also needs a polite way to make them realize and understand their weak points.

ii. Teamwork Skills

Teamwork skills are to make a team working together to achieve their target.

Mr. Sow Wei Chan and his team need to know how to deal with changes and conflict.

Mr. Sow also needs commitment towards his team as well as towards his target and

goals. As a team they can share their responsibility as he no need to every time

arranges relocating for merchandiser.

He also need give a better time for his team to reach their target to improve their

sale strategic as they still under retraining process. Mr. Sow and his team need to have

a weekly meeting as they can share every single problem they meet in weekly. They

also can share their achievement as other team member will working harder to get a

better position in coming week.

Every action taken needs a better support from his team. He need to discuss

every single decision or solution before implement it with his team as he need his team

support and help.

iii. Communication Skill

Communication skill is a very important skill as studies tell 70% of mistakes in the

work place are a direct result of poor communication. Mr. Sow Wei Chan need to learn

listens to his team members’ suggestion, problem the facing in their sales and their own.

Listening is very important skill because we only know what is happen and why

it’s happen after only we listen it from them. Questioning about a mistake which is

happen also can help Mr. Sow Wei Chan to get root of problems and can find a better

solution for solve it.

Mr. Sow Wei Chan as a manager can build a better team if he improves his

leadership skills. Better skill training will make a team achieve their goals and target

easily as they rise together to their goals.

References

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