Page 40 - Forbes - Asia (December 2019 - January 2020)

SPECIAL ADVERTISING SECTION

KAWAN LAMA GROUP:

GROWING A BILLION DOLLAR BUSINESS

Group head Kuncoro Wibowo discusses the importance of having agility in the marketplace, growing a sustainable business
and fostering strong relationships with partners and customers.

Founded in 1955 by Wong Jin, the Kawan suppliers and customers. Finally, our oper-
Lama Group started life as a small kiosk in ations are supported by a professional
Glodok, West Jakarta, offering tools and team and a system that is fully integrated
equipment for household needs. After with today’s technology.
Wong passed away in 1981, the busi-
ness was taken over by his eldest son, Which business achievements make
Kuncoro Wibowo. you the most proud?
Under his stewardship, Kawan Lama has I am proud of the fact that we are the
grown into a company with almost 40,000 market leader in every business sector
workers and more than 700 outlets across that we operate in, and have been con-
45 cities in Indonesia. The group has three tinuously growing even when markets
major business lines: industrial supply, are weak. We have consistently received
home improvement, furnishing and lifestyle awards and recognitions for our strong
as well as food and beverage. Recently business performance and excellence
Wibowo spoke about the challenges faced in customer service. We introduced and
and lessons learned over the course of his popularized the DIY concept in a market
successful entrepreneurial career. so customers can do the work themselves Storefront greeters
or with other family members, creating
The Kawan Lama group has grown special moments for families. identifying market trends and anticipating
rapidly in the past few decades. I am also proud that as our business has our customers’ needs. Only then can we
What would you say are the key fac- grown, our people have also progressed provide solutions that impact their lives in
tors to the company’s success? in their careers, improving their standard a positive manner.
We have succeeded because we are an of living. I have also learned about the impor-
organization that continuously learns and tance of leadership development. I trust
has acquired strong expertise in the indus- What is one of the toughest chal- that everyone matters, but this is only pos-
try. We are also good at anticipating and lenges you have faced and how did sible when our leaders, including myself,
adapting to changes in market trends and you overcome it? have strong self-awareness. When we
customer behavior, and are agile in trans- As a pioneer in modern DIY furnishings, know who we truly are, we can build mean-
forming new directions into opportunities. it was not easy in the beginning as our ingful relationships with others.
Furthermore, we offer a comprehensive customers were used to more traditional
range of high-quality products, excellent stores where prices were not fixed. How- What are your thoughts on
customer service and an extensive distri- ever, we saw this as an opportunity to cre- succession?
bution network through our more than 700 ate a new, more competitive market. We While we have taken some initiatives to
stores spread across 45 cities. made an extra effort to educate custom- prepare our next-generation family mem-
We have also fostered long-term part- ers and highlight the benefits of transpar- bers to be ready as our successors, we
nership with key stakeholders, such as our ent pricing, guaranteed quality and ser- do not hesitate to groom employees with
vices and a more convenient and high potential. We want the business to
modern shopping experience. run effectively and sustainably—and not
just rely on the bloodline—to ensure that
What key lessons have you it is a professional enterprise with clear
gained from your entrepre- competency-based measurements.
neurial journey so far?
To run a business successfully
and sustainably, it is important
to maintain long-term partner-
ships with vendors and suppliers
as well as with customers, and
not just focus on profitability.
We need to be able to capture For more information:
ACE Hardware Living World new business opportunities by www.acehardware.co.id

8 Indonesia