Case Studies

Management Case Study I – Autoliv Hirotako

Autoliv Hirotako is a JV between Hirotako Holdings Bhd (51%), a public listed automotive company on Bursa Malaysia and Autoliv Inc (49%), the world largest automotive safety restraint system supplier listed on NYSE and Stockholm.

Mr. Loke was the Commercial General Manager of Autoliv Hirotako from May 2008 to February 2018.

  • During his tenure, he managed all the Business Development, Sales & Marketing and Procurement function for Autoliv Hirotako Group.
  • As a senior management team member, he was playing an active role as a senior leader in formulating strategy in re-shaping business operation, market re-positioning and growing profitability.
  • He also tasked to oversee the supply chain, new project management and implementation, financial and other operation matters.

Driving significant performance improvements in Autoliv Hirotako Group

  • Grown the sales revenue for from RM160M in 2008 to RM260M in 2012 by securing all safety restraint system projects available from local car manufacturers.
  • Grown the PBT for AHG from RM20M in 2008 to RM60M in 2012. This was achieved through marketing, pricing and negotiation strategies that successfully secured new projects as well as profit margin improvements.
  • Achieved total cumulative procurement saving of RM9M from total buy of RM400M from 2012 to 2014 through strategic procurement plans, alternative sourcing and negotiation.
  • This significant improvement in financial performance was one of the key contributors that resulted the appreciation of market capitalization of Hirotako Holdings Bhd from RM80M in 2008 to RM410M in 2012 when it was taken private by MBM Resources Bhd.

Management Case Study II Strategic Telecom Business

As a highly experienced Director of Sales responsible for effecting Digital Transformation and Change Management deals in the Southeast Asia region, Mr. Raghuvir’s direct clients in the past decade include:

Philippine’s leading Telco – his strategic sales leadership led to successful partnership resulting in a seven-year US$300M deal to utilize artificial intelligence and other advanced technologies as well as outsource some of their information technology (IT) operations (Reference-$300m-deal-with-Amdocs)

Fastest-growing Indonesian Mobile Operator bought into Mr.Raghuvir’s Sales consulting pitch that led to a unique Product-led innovative service model to Deliver Cost-Effective Scalability in world’s most high-growth, hyper-competitive markets of Indonesia (Reference-

Management Case Study III – IBMS

In 1986, Mr. Ng founded Metronic Engineering Sdn. Bhd. (MESB),an engineering services company specializing in the field of Intelligent Building Management System (IBMS) and Integrated Security Management System (ISMS).

  • Over the years, he took MESB from a small company into one of the key players in IBMS and ISMS industry.
  • He successfully took the company public and listing on the MESDAQ Market of Bursa Malaysia Securities Berhad in 2004 under the holding company, Metronic Global Berhad (MGB). and he was appointed as the Group Managing Director of MGB.
  • Under his leadership, MGB grew and expanded rapidly and was subsequently transferred to the main market of Bursa Malaysia in 2007.

Among the achievements of MGB under Mr. Ng’s leadership include:

Expansion and penetration its geographical markets into Vietnam, India and Middle East. Listed below are some of the notable projects completed:

  • National Convention Centre, Vietnam. Scope of Work:  Supply and install Building Management System, Card Access Management System (CAMS) & CCTV System
  • MCD Civic Centre, New Delhi, India. Scope of Work:  Supply and install Building Management System, Fire Detection and Alarm System, CCTV System, and Public Address System.
  • Gulf Aircraft Maintenance Company PJSC (GAMCO), 80 x 80 MRO Hangar, Abu Dhabi International Airport, Abu Dhabi, UAE. Scope of Work : MEP Design and Build for a 80 x 80 Single Bay Hangar.

Diversification of businesses that complement its existing IBMS and ISMS activities:

  • Acquisition of 40% equity interest of Ariantec Sdn Bhd (ASB). ASB’s principal business activity is the provision of turnkey solutions on network infrastructure and security management. ASB also operates in the telecommunications sector. ASB was then successfully listed on ACE Market of Bursa Malaysia.
  • Forming a JV with a Singapore company via MGB’s 51% owned subsidiary Metronic iCares Sdn Bhd (MICSB). MICSB is involved in the provision of healthcare and online administration services to various corporate, insurance companies, government ministries as well as healthcare service providers. MICSB was disposed at RM20 million.