Interview Transcription I

Encik Jalil - UTHM
[00:00 -
00:44]
Okay, untuk first round ni kita akan buat round table dulu
sebelum saya bagi yang agak detail, ada sikit element-element yang
kita boleh tengok lah. Okay untuk first round ni, saya cuma nak tahu
sedikit background siapa yang involve dalam corporate real estate
lah. So, saya nak mintak round table sikit lah ea, boleh? Jadi kita
mula dengan kalau Encik Zul, boleh? Sikit. Mungkin nak cerita
pengalaman dah berkahwin ke belum ke pun boleh jugak.
Encik Zul - Affin Bank
[00:47
03:57]
Okay, Assalamualaikum and good morning. Just to clear some...the topic to be
discussed are exposed in real estate ni that involved, I mean, our company lah, to one
extent, in affin bank, in particularly, if you have checked with some bankers, there is
no such department yang betul betul manage the real estate lah, the most yang kita ada,
adalah property development and also property maintenance that falls under the same
division. The function is basically to manage, satu, adalah, our own property, our own
building that includes branches, because we have got branches all over the country,
kita ada kita punya business loan centre, so anything to do with these branches,
business loan centre, maintenance ke even we need to build a new building for our
branches or business loan centre, falls under this property division. At the same time, if
I were to refer to the real estate ni, Im not sure whether benda ni link to the topic or
not, sebab as bank, whenever you give out loans, there are certain-certain pinjaman
that you take property as the collateral. Property in the form of building, okay, land, it
could be, you know, any types of land, Malay-reserved land ke, apa jenis tanah,
leasehold ke freehold ke as long as kita tengok the value of that particular assets tu
commensurate dengan the loan amount yang kita nak bagi, we take it as collateral.
These are also to me, the real estate yang the bank will have to manage.sebab bila kita
give out loans and we take all these assets as collateral we need to make sure that these
assets are in a good shape. For example, a building, though it is located in the prime
area, tapi kalau you tak betul-betul manage or tak betul-betul maintain, in the event
that you nak liquidate, so it will affect the value. So, as of mukadimah ni, there are two
types of asset yang I rasa related to this topic. Alright thank you.
Encik Ahmad Kaseri - UTHM
[04:00
-04:21]
Saya just nak tanya sikit on collateral asset ni kan it still belong to the lender; the
access and the right to access the property, also (belonging to) lender. So, bank have
the right bila dia nak liquidate saja. Along the time period tu, we dont have a say to
ask them, Hey come on, please maintain you building, am I right?
[04:22 -
05:02]
True. But you kena tengok macam ni - memanglah that is your house, you cagar dekat
bank sebab you ambik facility. Tapi issue on quit rent, you have to make sure that dia
bayar. Sebab, now the new ruling quick rent, kalau you tak bayar for certain period,
government tarik balik. So in the event that government tarik balik, those property
yang charged to you of no value already, so how do you recover balik those loan
outstanding yang tak mampu dibayar oleh peminjam?
[05:04
05:07]
Quick rent memang ada regulation yang dia kena hantar ke?
[05:08
05:20]
Kita ada regulation perhaps on six month or yearly basis kita akan make sure that
owner bagi kita a copy of proof (resit bayaran of quit rent).
[05:21
05:23]
Itu practice bank, ea?
[05:24
05:41]
Saya tak tahu about other banks la but when these new rulings come into the picture,
so kita kena buat lah (execute). Dia punya effect cuma satu, kalau government tarik
balik, value yang kita pegang against peminjam tu, so loan tu dah jadik clean loan lah,
kan?
Encik Jalil - UTHM
[05:42
05:44]
Ke, dia akan jadik NPL?
[05:45
06:01]
NPL ni pulak kalau dia tak mampu bayar. Dia masih bayar tapi dia akan increase kita
punya risk sebab pinjaman tu dah jadik takde collateral la, maknanya kita...
Encik Jalil - UTHM
[06:02
06:04]
Bagi duit free, lah?

06:06]
Haa.
[06:05
Encik Jalil - UTHM
[06:06
06:16]
Kalau boleh, Encik Zul cerita sikit macam mana background Encik Zul ending lease
contract punya...tiba-tiba ke, ataupun memang ada background real estate ke macam
mana?
[06:17
09:14]
Saya kalau ikut my qualification is building construction. Sebab pasal satu sekolah
dengan (Encik) Mat Tawi. Kami buat building (construction) actually dekat sekolah
menengah teknik ni. Disebabkan minat yang terlalu mendalam, so I continue buat
building lah, I graduate in building. Later, I buat my master lah in business admin.
Tapi, my entry point to this banking industry, of course before that I was with Shah
Alam Properties developer. We were developing this Bandar Baru Selayang. When I
joined the company, Bandar Baru Selayang tu masih lagi hutan getah. Nothing except
for hutan getah. So, kita yang clear kan tu aa. We developed that Bandar Baru
Selayang and then masa tu Perwira Habib Bank they have got a division called
Property Management and Services. So, the function is, ada two functions, satu they
were appointed as the project manager for Bank Negara to manage financing yang
under Bank Negara scheme, yang under TPPT and also TPU. TPPT stand for Tabung
Pemulihan Projek Terbengkalai and also TPU stand for Tabung Pemulihan Usahawan.
So, whose qualified akan dapat this loan and bila dia bagi to all these entrepreneurs to
proceed with those projects that they undertaken, Perwira Habib Bank, I mean, our
department was appointed to manage this project. So, dalam tu semua all those
technical people lah. Okay, and then, financial crisis. No longer that scheme come out
from Bank Negara and those technical people yang attached to the bank were offered
if either you want to continue your career in bank as bank officer ataupun we have no
option but you have to slowly find other places lah and I had a discussion with my
superior semua masa tu. So, I take a challenge, I said I want to continue doing
banking.
Encik Jalil - UTHM
[09:15
09:16]
Tu yang end up sampai dekat bank sekarang ni?
[09:17
09:42]
Oh aah sampai end up kat bank. So, macam you all jugak lah sekarang ni, orang yang
tahu I punya background, orang akan tanya, Macam mana boleh jadi property banker
sekarang ni?. I was a branch manager in a few branches in northern side lah dulu ea.
So, orang pun yanya I, So, macam mana dulu you buat building, kan? Tiba-tiba you
jadik branch manager? But, the exposure lah, kan?
Encik Jalil - UTHM
[09:43
09:59]
So, sekarang ni, kita tengok pulak macam Encik Faizal daripada Tabung Haji, ea.
Boleh cerita sikit macam mana background; apa buat kat Tabung Haji, apa aset-aset
Tabung Haji yang Encik Faizal tengok, lah.
Encik Faizal - Tabung Haji
[10:00
10:21]
Sekarang ni saya bahagian cawangan Pengurusan Bangunan. Kita setakat ni (manage)
dalam 31 buah bangunan lah di seluruh Malaysia. Untuk high-rise building, dengan
yang under outsourcing punya facilities management, kita ada orang (manage).
Encik Jalil - UTHM
[10:22
10:28]
So, contractor ni semua akan report dia punya service delivery tu Encik Faizal akan
tengok dia punya performance, lah?
[10:29
10:37]
Group kami akan tengok lah dari segi performance dia, dari segi maintenance dia, dari
segi keadaan bangunan semua tu lah, report.
Encik Jalil - UTHM

10:40]
Dalam group tu ada berapa orang?
[10:38
[10:40
10:42]
Kami ada lima orang.
Encik Jalil - UTHM
[10:42
10:43]
Untuk cover satu Malaysia?
[10:43
10:42]
Untuk cover yang setakat ni, yang ongoing project pun ada. Develop bangunan
macam JAKIM, Putrajaya tu, still monitor jugak.
Encik Jalil - UTHM
[10:54
10:56]
Tabung Haji jadi developer ke?
[10:58
11:21]
Tak. Kita manage. So, lebih kepada yang project, project lah. Yang tengah develop
bangunan, kan, masih jugak campur tangan jugak.
Encik Jalil - UTHM
[11:22
11:25]
Kalau develop bangunan tu, jadik macam developer ke?
[11:26
11:39]
Tak kita bukan developer. Kita nak tengok macam rumah kita, kan? Kita dah appoint
Tabung Haji property untuk develop, so kita sebagai tuan tanah, tuan bangunan.
Encik Mat Tawi - UTHM
[11:40
11:41]
Dia client lah, dia client.
Encik Jalil - UTHM
[11:42
11:46]
Cuma yang jakim tu saya nak tahu, macam mana pulak jakim boleh appoint property,
dia...

11:48]
Bangunan tu Tabung Haji punya
[11:47
Encik Jalil - UTHM
[11:49
11:50]
Oh bangunan Tabung Haji. Okay okay.
[11:52
11:57]
Kita buat untuk jakim sebab dia nak duduk situ so dia jadik penyewa lah.
Encik Jalil - UTHM
[11:59
12:09]
Sekarang ni ada intention Tabung Haji untuk go, untuk masuk dalam property
management, property developer site ke sebab Tabung Haji ni tengok macam owner
dia banyak Tabung Haji.
[12:10
12:11]
Tu ada Tabung Haji property tu
Encik Jalil - UTHM

12:14]
Sekarang ni Encik faizal dalam Tabung Haji properties ke ...
[12:12
[12:14
12:19]
Tabung Haji proper. Tabung Haji government la
Encik Jalil - UTHM
[12:21
12:24]
Kalau dia outsource, outsource kepada anak syarikat jugak?
[12:28
12:51]
Ada yang anak syarikat, ada yang luar, company luar. Ada jugak. Macam Shell,
Netfang. Netfang Malaysia yang buat facilities (management) kat situ. Kita appoint dia
sebab dia ada license property management. Dia ada license tu. So Shell nak company
yang ada license.
Encik Jalil - UTHM
[12:55
12:59]
Sekarang ni license property management tu bukan di bawah board lagi tau. Dia dah
bawah akta baru.
Encik Jalil - UTHM
[13:05
13:09]
So, memang background academic tu memang technical civil ke, mechanical?
[13:09
13:10]
Saya? Mechanical.
Encik Jalil - UTHM
[13:13
13:14]
Okay lah. Orang technical lagi ni.
Encik Jalil - UTHM
[13:15
13:26]
Okay, sekarang kita tengok yang seterusnya, Encik Azan. Okay background tu kita dah
tahu serba sikit, cuma kita nak tahu job scope di Axiata tu, macam mana.
Encik Azan - Axiata
[13:27
14:42]
Okay jadi, Asalamualaikum, morning. Jadi, first of all, saya nak kenalkan kita punya,
main business kita lah. So, the first thing is, kita punya business is, kita manage, kita
maintain all the tower and then kita lease kita punya tower. So, normally kita lease to
kita punya pesaing lah, such as Maxis, DiGi, P1. So, and then, saya in-charge on the
property part. So, sekarang ni kita tengok dia punya issue ea dalam kita punya
syarikat, company. Its the rental issue la. Okay sekarang ni, kita punya, kita ambik the
highest la, the highest rental sekarang kita bayar to our landlords ea. Kita ada jugak
ambik some parts of Tabung Haji punya tanah bangunan, tanah JAIS, tanah wakaf,
tanah Shell, Petronas pun ada lah. So, sekarang ni kita punya most problem kita adalah
on the issue part. So, maksudnya untuk kita punya syarikat, kita memang perlukan
orang-orang daripada background kita untuk kita wujudkan dia punya aware la. Aware
kepada semua landlord ni on how is the market rental value sekarang. Sekarang kita
punya highest rental kita bayar around 165,000 per month.
Encik Jalil - UTHM
[14:47
14:48]
Wow. Besar mana tu?
Encik Azan - Axiata
[14:49
14:51]
Itu, that one is our main tower.
[14:53
16:30]
Celcom punya ni, sorry ea, interrupt. Celcom punya rate ni, susah kita nak..takde
standard. Ini another peluang lah untuk kita buat research lah. Because kalau space
rental for office, commercial building for rental rate, and then residential, kita ada
macam benchmark rate, standard. Whereas yang dia ni, the industry ni, memang dia
punya industry memang very close, among them je, a few operators sahaja, so rental ni
dia takde standard, depend on willing buyer, willing seller lah maksudnya. Its an
arms length transaction lah purely. You go to that particular building owned by Mr.
Chong for example, you go to Mr. Ragu or Mr. Ahmad, then their own building,
depend on him, how much. Mr. Ahmad will ask Chong, How much you rent to
Maxis? Say 3,000 per month. Of course when Celcom come in to lease his building
from Mr. Ahmad, they will use that benchmark. The industry benchmark is not
properly developed. I worked at Celcom, I know that. Until now, still not properly
developed. You cannot use that, for example office rental, factory rental as a
benchmark. Its different. Because sometimes you tumpang atas rooftop aje, is it? You
have to connect back all these things. You not enjoy the facility of that particular
building. Youre just on a site on the rooftop for example. How are you going to
measure the rooftop punya rate, for example? Inilah peluang yang maybe industry can
work together with us to come up with some, what do you call it, way how to decide.
Itu yang takde tu.
Encik Jalil - UTHM
[16:32
16:35]
So sekarang ni, macam job scope tu, mencari site untuk tower ke?
Encik Azan - Axiata
[16:36
17:30]
Kalau kita ada kita punya panel, so kita in-charge lah. So, maksudnya kalau macam
saya, saya in-charge untuk centre southern-northern, so maksudnya itu saya punya
area, kita ada kita punya panel, so macam kita punya agent lah, yang akan keluar untuk
cari-cari ____________. So, tapi itulah kita punya main, maksudnya pentingnya
kitalah dalam bidang ni, so, sekarang ni kita tengah come up dengan kita punya
research lah. Kita nak submit kepada semua kita punya landlord untuk sedarkan
diorang lah. Maknanya, kita nak revise on kita punya rental agreement. Sebab kalau
nak kira pada kita punya profit tu, yes, kita punya profit tu okay. Memang kita
generate income memang okay lah. Maybe triple or double lah. Tapi kita rasa agak
tidak berbaloi lah sebab kita just pakai rooftop. And then, access pun agak limited. So,
kita rasa itu bukan fair value lah.
Encik Jalil - UTHM
[17:32
17:43]
So, sekarang ni Celcom, Axiata ni macam kurang berpuas hati dengan value yang
dikenakan ke, ataupun Celcom terlebih bayar, nak revise untuk turunkan ke macam
mana?
Encik Azan - Axiata
[17:44
18:07]
Kita, so far, kita punya rental tu memang agak jaga lah, untuk kita punya capping tu
kita memang tengok, kita memang betul-betul jaga. Tapi, kita punya, sepatutnya DiGi
lah, DiGi, Maxis semua, diorang ni yang, apa orang kata, break up. So, once kita dah
propose seribu, semua landlord akan ikut seribu. Kita takde kita punya standard.
[18:08
18:28]
So, dia kena work together with the industry. Maksudnya, DiGi, Celcom, Maxis, kena
work with the industry. Kalau tidak, the rental is just open. Problem is then, highdensity area where you want to put your tower, to increase your coverage, everybody
is eyeing for that spot, okay?
Encik Jalil - UTHM
[18:29
18:30]
Siapa beat harga.
[18:32
18:49]
Haa, and then, you know that price already. So, price overnight will go up, of course.
The agent is mastermind. The agent who secured the land ni, the site ni, theyre
actually the culprit. They will talk to three parties ni. Okay, Celcom, Maxis, DiGi ni,
okay how much you want? And then, they will go to the highest lah. Of course they
will go for commission.

18:53]
Itu dari segi building, kan? Kalau dari segi tanah, macam mana?
[18:50
Encik Azan - Axiata
[18:54
19:43]
Dia kalau dari segi building lah, so far kita punya cara lah, kita nak come up dengan
kita punya rental propose, kita pakai zonal lah, zonal approach lah. So, maksudnya
how much dia punya rental from the ground, kita subdivide by dia punya floor, and
then kita add up dengan dia punya access factor and safety. Tapi untuk tanah ni,
contohnya lah, saya bagi satu contoh di Johor sini je lah ea, di kawasan Skudai, sana
kita punya masalah coverage memang agak teruk. Jadik, sekarang kita tengah come up
research dengan UTM Skudai, okay, dia punya department property. So, sekarang kita
tengah discuss untuk kita nak come up dengan dia punya research tu supaya kita punya
research ni, orang pandang. So, maksudnya ada sesetengah fakulti tu yang support tu
so maksudnya ada yang ______________ support kita punya...
[19:42
19:44]
Research apa you buat?
Encik Azan - Axiata
[19:45
19:55]
Kita buat research untuk kita nak come up, contoh, area Johor. Okay, berapa dia punya
radius daripada bandar. How much dia punya propose rental yang sepatutnya kita...
Encik Jalil - UTHM
[19:56
20:01]
Rental value zone ni berapa, zone ni berapa. Supaya dapat macam map lah. Value map
punya concept lah.
[20:02
20:02]
Aa, zoning lah.
Encik Azan - Axiata
[20:03
20:47]
Contohnya, kalau sekarang ni kita punya site lah, contohnya macam di central lah kita
tengok contoh sini lah, di kawasan KL lah, di Pavilion, Lot 10 eh, dia punya rental
sana, around 28,000 per month. Tapi kita punya structure, kita ada satu je. Tapi sebab
kita punya side ni kita ada pecahan dia kepada dua. Okay, satu maksudnya untuk
outdoor coverage and then satu untuk in (indoor) building coverage nya. So, kadang
kadang ni yang kita punya most problem ni outdoor lah. Outdoor sites. And then
sometimes untuk indoor sites pun kita punya problem tu agak tinggi lah sebab kita as a
Celcom, kita provide apa, coverage, based on complaints, based on you punya client
request you as...
Encik Jalil - UTHM
[20:48
20:51]
Takde line lah, and then you go and put the tower lah?
Encik Azan - Axiata
[20:52
21:14]
So, that means, kita dah laburkan kita punya cost, okay, untuk every structure. Kita
punya cost around 400,000 to 500,000. So, then kita dah keluarkan cost and then kita
terpaksa tanggung kita punya capex, opex tu terlalu tinggi. So, kita untuk future, long
term tu kita nampak tak bagus lah untuk kita punya sector lah.
Encik Jalil - UTHM
[20:15
21:32]
So, coming back to real estate punya issues ni. Within the Axiata, is it dia punya boss,
dia punya head tu, how many people dalam team you dan macam mana dia punya
background of property background in terms of valuation ke technical ke, dia punya
team of arrangement tu?
Encik Azan - Axiata
[21:33
22:34]
Secara jujurnya, in Celcom, dia punya background in property dia, normally lah, in
property tu sendiri dia punya staff dia lah ea, bukan daripada kita punya bidang lah.
So, saya nampak dia punya problem, dia, apa, daripada situ. Maksudnya kalau bukan
daripada kita punya sector, so kita nak tackle on this issue, susah. So, normally boleh
saya kata 8/10 lah, apa, daripada total volume staff kita tu, normally campur lah,
daripada civil, mechanical, electrical, ya betul. So, bila when comes to the issue on
property, value, so diorang tak boleh tackle part tu. So untuk kita nak aware kan kita
punya landlord, kita punya client pun, memang, susah lah. So, sekarang ni kan,
pendapat kita punya company, kita tengah work out on itu lah. Kita nak kuat kan kita
punya, property department, untuk kita tackle on this issue.
Encik Jalil - UTHM
[22:35
22:57]
Okay, so sekarang kita pergi ke company kita seterusnya iaitu, Shell, Miss Cheng Ni
ya. So, a bit of background, academics and working experience and how end up kat
Shell and then what job scope in the Shell, ea? We have discussed this before but
maybe everybody wants to know the background a bit.
Ms. Cheng Ni - Shell
[22:58
24:38]
Okay, can, sure. Long stories, so, my background is in construction management from
USM. And when I left university, actually I joined a couple of developers. For
example, Sunway, IJM and SP Setia. So, developers. Working in as a planning
engineer as well as QS. So, subsequently, I joined Shell, but in IT department. Which
is a bit strange but its about IT contracts management. So, because of my knowledge
on contracts management. So, they actually absorbed me to do the contract
management for IT and subsequently, within Shell, we actually do move around a lot,
so, I moved on to retail, basically, petrol station performance, FMC, Facilities
Management Companies, managing them, also more on contract management and then
doing some analysis and subsequently, I moved on to real estate department. So, its
really a corporate real estate. Within Shell, we have two types of real estate
departments. One is, retail real estate; looking after all the petrol stations land. You
know, which area and all those things and another department is looking after office,
corporate. So, our department actually look after offices and also lands within the
whole Asia-Pac regions. So, the whole team, we have around 13 people. So, most of
them based in Malaysia, KL and we have a couple of colleagues based in Singapore.
Another one in Australia, and also one in Philippines.
Encik Jalil - UTHM
[24:40
24:45]
So, if Im not mistaken, this department is just newly developed. Is it true?
[24:47
25:29]
Not really. It has been there for quite some time actually. I currently am with the
department for 5 years. The department already set up more than that, its maybe 8 to
10 years ago. But, its during the time its still not so structured. Its a bit fluffy
between retail and corporate real estate. So, retail used to be managing the office as
well. Retail real estate department, the one I mentioned, they also used to manage the
office, space and stuff like that. Subsequently its break up into two department around
10, 8 years ago. So, yeah. So, thats how..
Encik Jalil - UTHM
[25:30
25:38]
Just now you said about the land, right? When dealing with land, do you get involved
or using the agent as well?
[25:39
26:07]
We actually leveraged a lot on agent. So, I mean, basically, service providers, like
CBRE, GLL, all those service providers, to help us because we manage the projects
very remotely. For example, for myself, I manage projects in Brunei, I manage project,
used to be in Hong Kong, Macau. So, we dont base there, but we have to kind of, do
some remote control through the service providers.
[26:08
26:14]
For the, feasible study on the new station, who did the research?
Ms. Jolene - Shell

26:16]
We do have another department to ...
[26:15
Encik Jalil - UTHM
[26:17
26:17]
The retail one?
Ms. Jolene - Shell
[26:17
26:18]
Yeah.
[26:17
26:18]
You outsource to third party or what?
Ms. Jolene - Shell
[26:19
26:45]
No, we have an internal department. In fact, in downstream, I mean, the retail side, we
have three departments. One is called the retail network, which they have a retail
planner to do all the feasible studies and see which are suitable lands for stations and
then they pass on to the real estate department to do acquisitions. So, all the licensing,
acquisition. So, they focus on that. As well as disposal.
[26:46
26:50]
So, most of these sites, stations sites, is owned by Shell? Or, own by the franchises?
Ms. Jolene - Shell
[26:51
26:56]
There are two types. We have company-owned and also developer-owned.
[26:57
27:04]
The one that you promote, company-owned or just its open for opportunity?
Ms. Jolene - Shell
[27:02
27:15]
Now, is, we used to have a lot of company-owned. But now is slowly moving on to
developer-owned. Both I think, is growing. Especially the developer-owned ones. The
arrangement is growing.

27:18]
Which one creates a lot of problems?
[27:16
Ms. Jolene - Shell
[27:19
27:21]
That one, Im not too sure because that is handled by...
[27:21
27:50]
Sometimes, there is pros and cons with that kind of model, business model, so because
I learned from Petronas as well. I think its similar business as you. The one thats
owned by the owner, sometimes we have difficulty in controlling them, dictating them
on certain issues; the land or the building. But, the one thats owned by Petronas, there
are easy too, because if theyre not perform, you just kick out them and get somebody
else. Its easier that way.
Ms. Jolene - Shell
[27:53
27:57]
Im not going to comment on that because this is handled by another team within the
company.
[27:58
28:03]
But on percentage, how much, how many percentage facilities that the company own?
[28:04
28:10]
From the total stations? How many stations is there, basically, roughly? 200? 1000?
Ms. Jolene - Shell
[28:08
28:19]
Actually, the real estate department here, we are actually managing the corporate real
estate. So, the retail part is different.
[28:21
28:32]
But that one is a major, considered as a major for your business, managing the retail
building, retail sites. Its the core business lah to me.
Encik Jalil - UTHM
[28:33
28:55]
So, okay. We go to Jolene. Your position is Portfolio Manager, right? Both of you are
same. The portfolio, is it you allocate some sort of fund here, fund here, because thats
normally what portfolio manager did. So, what sort of...
Ms. Jolene - Shell
[28:56
29:23]
Actually, no. Portfolio manager here, meaning that we were given certain portfolios,
say, take care of Malaysia, just for an example. So, you have this certain portfolio that
you need to handle. So anything that happen in Malaysia, maybe you need to be
involved in _________ like that. Not in terms of funding, but in terms of the projectwise and the area that you cover.
[29:25
29:43]
We have to look into for example, lease restructuring, whether we have so many
offices, is it feasible to do so, or we should actually consolidate, go into a single
building. So, those are the portfolio arrangements that we are looking into in the
countries. For example, the master plan and those things.
[29:44
30:01]
The one in Cyberjaya, the ________ Services Operation, is it still under, oops sorry,
Petronas pulak, still under, what do you call it, Shell Malaysia or different
management? The facility itself, do you manage the facility?
[30:02
30:04]
We have a different team to do that.
[30:04
30:05]
The set services operation?
[30:05
30:23]
Yeah, set services they have their real estate Focal Point, the site manager to do that, I
think Encik Faizal knows him, Hafiz. So something like sister or brother company
___________ also arrangement but we do connect with each other.
[30:24
30:26]
But theyre servicing Asia-pacific region or...?
[30:27
30:32]
For Hafiz, hes only looking after the building in Cyberjaya.
Ms. Jolene - Shell
[30:34
31:21]
A little bit on the background on how the team is structured. So there are actually three
teams in Corporate Real Estate itself. So, the first team is the strategy team where they
will look at which places that they should strategise the location and things like that.
And then, we, both of us in the transaction and the projects team. Any transaction
method, say, acquisition and disposal and things like that, it falls under us or any new
projects, any buildings that we need to build, under us. And then subsequently, in the
operation sect, then the managing sect which is the operation sect will be facilities
management bit. So theres these three core teams in real estate that we manage. So,
from starting the strategy, we move on to transaction and project and after that the
operation which is in facilities management.
[31:22
31:23]
So, your involvement more on acquisition, is it?
Ms. Jolene - Shell

31:25]
Maybe more on projects part and transactions.
[31:23
[31:26
31:26]
And, of course with disposal, if any.
[31:27
31:32]
Yes. And also fit out of the offices. And then there is another side of the story again.
Encik Jalil - UTHM
[31:33
31:34]
How many sides do you have? So many sides.
Ms. Jolene - Shell
[31:36
31:43]
So, its kind of quite robust in the sense that there is a lot of standards, there is a lot of
process that we need to go through.
Ms. Jolene - Shell
[31:44-
31:48]
And the whole set up here actually duplicates in Europe and America.
Encik Jalil - UTHM
[31:48
31:52]
So you bring the same system there and into Asia-Pac
[31:52
32:05]
The whole structure like Jolene has mentioned actually duplicated in Europe. We have
a same team, same setup and then, America. So, then we all report to EVP. Yeah, and
then the EVP reports to HR.
Encik Jalil - UTHM
[32:09
32:11]
So, youre all under HR?
[32:11
32:13]
The HR executive level.
Encik Jalil - UTHM

32:18]
So many sides of the story.
[32:17
[32:19
32:25]
The organisation, the template is basically a global template approved by Shell
Headquarter?
Ms. Jolene - Shell

[32:25]
Yes.
[32:26
32:45]
And you just implement it wherever you are. Basically, multinational company is like
that. They consider regional. Kan? Betul tak? Those who work with multinational they
know la how actually, you dont have to come up with your procedure because you
come to the work, you just follow the procedure. The procedure been designed by
somebody else. Am I right?
Ms. Jolene and Ms. Cheng Ni Shell

[32:45]
Yes.
[32:46
33:38]
So, its easy to work in multinational compare to local company. Correct me if I am
wrong. Because if working with homegrown company, you have to come up with your
own procedure, the procedure doesnt work, you have to come up again with another
procedure. Until you die also not enough procedure. And thats the homegrown
company like Axiata, but now Axiata becomes regional business company, I hope they
already have some kind of system they can implement for example, property division
in Celcom Axiata, Malaysia can be implement in their joint venture in Sri Lanka,
Indonesia, or other part of the world, but I doubt because youre talking About Sri
Lankan people or Indian people. Definitely doesnt work that simple lah you know?
Its not easy to implement unless big name like Shell. And they just dictate.
McDonald, for example, they just dictate. When I come in, you follow this procedure.
Encik Jalil - UTHM
[33:40
33:45]
Maybe Axiata can do the same thing la. When I come, you follow this procedure.
[33:45
33:53]
But, not sure la. Hopefully you can do that. Because I got share in Axiata. Thats
important. The price must be increased.
Encik Jalil - UTHM
[33:55
33:57]
Or else, you can ask Azan what happens to the shares in Axiata.
[33:58
34:00]
Whereas, my investment in Axiata will become, you know?
Encik Jalil - UTHM
[34:01
34:46]
Okay, yang ini second round punya round table ni sebelum kita break to minum kejap.
Sekarang kita nak tengok dari segi performance. Macam mana company, contoh kata,
Tabung Haji, Shell, evaluate performance, what are the performance in case of
portfolio maybe ataupun katalah the expectation is for maintenance, kan? Is it, dia
ada...set target ke ataupun certain performance level dan expectation daripada Tabung
Haji? Atau dia nak, building tu on je, hidup je? Thats it. Ada tak performance
measurement yang diorang, yang set oleh company? Oleh Tabung Haji? Encik Faizal?

34:50]
Performance tu, macam mana nak cakap ek?
[34:48
[34:51
34:54]
Tunjuk prestasi lah, KPI lah senang cerita lah. Apa yang diukur lah.
Encik Jalil UTHM
[34:55
34:57]
Ke daripada 31 bangunan tu, nak bangunan tu jangan runtuh je?
[35:00
35:09]
Apa yang parts kami buat, kami tak boleh, kami kena jaga apa yang existing penyewa
yang ada lah.
Encik Jalil UTHM

[35:10]
Bagi diorang puas hati lah?

35:12]
Haa. Bagi diorang buat SLA (Service Level Agreement) lah.
[35:11
Encik Ahmad Kaseri UTHM
[35:13
35:14]
Maintain SLA je lah?
[35:16
35:17]
Maintain apa yang ada.
[35:17
35:18]
Kalau SLA je lah?
[35:18
35:32]
Sebab nak belanja lebih-lebih pun, duit orang. Kami focus apa tau. Kalau boleh jimat,
jimat lah. Macam tu. Takde target untuk...
Encik Jalil UTHM

35:34]
Up up, tambah lagi takde lah?
[35:33
[35:35
35:42]
Apa yang ada lah. Maintain. Itu je lah yang selalu tengok.
Encik Jalil UTHM
[35:43
35:47]
So, maksudnya penyewa puas hati, dia stay, itu kira dah cukup lah?
[35:48
35:49]
KPI dia lah?
Encik Jalil UTHM

35:50]
Kalau penyewa lari?

[35:51]
Lari takdak kot.
[35:49
Encik Jalil UTHM

[35:52]
Lari takde lah?
[35:54
36:06]
Takde. Setakat ni takde. Cuma nak tarik tu agak susah lah. Macam contoh bangunan
Glomac Damansara, kan? Itu memang still kosong lagi.
[36:06
36:07]
Kosong lagi?
Encik Jalil UTHM
[36:06
36:07]
Itu Tabung Haji punya ea?

36:08]
Ah. Tabung Haji punya.
[36:07
[36:12
36:13]
Yang sini, penuh ea? Selborn?
[36:14
36:15]
Selborn penuh.
[36:17
36:18]
Selborn yield very high lah?
[36:19
36:23]
Haa, betul. Sama jugak Perdana. Perdana penuh jugak.

36:25]
Tabung Haji Selborn, kan?
[36:24
Ms. Jolene Shell

[36:25]
TH Selborn.
[36:25
36:26]
Very high yield tau.
Encik Azan Axiata
[36:26
36:32]
Cyberjaya Glomac, itu pun banyak kosong, ea?
[36:34
36:55]
Yang nil, Damansara je lah. Yang terbaru, takdak. Ada lah kosong, tapi takde. Cuma
bahagian Pemasaran dengan bahagian/badan Penyewaan. Kita ada separate, hartanah,
dah pecah dua lah dengan Pemasaran, Penyewaan.
Encik Jalil UTHM

36:56]
Diorang carik tenant lah?
[36:55
[36:56
36:57]
Haa, diorang lah. Buat marketing apa semua.
[36:58
36:59]
Diorang ada KPI lah?
[37:00
37:14]
Haa, diorang...dulu sekali. Jadi, bila dah, orang kata apa, masing-masing nak jadik
boss, so, bercerai lah. Separate dua boss. So, ringan lah sikit yang boss lama tu.
Macam tu lah.
Encik Jalil UTHM
[37:14
37:15]
Boss lama maintain lah.

37:20]
Haa, boss lama maintain lah. Sebab dia capai target.
[37:15
[37:17
37:18]
Boss baru lah kena carik client.
Encik Jalil UTHM
[37:21
37:27]
Sekarang ni, in terms of occupancy rate, semua bangunan Tabung Haji ni berapa
percent yang fully occupied ke or berapa semua?
[37:29
38:08]
Tak salah saya, based on bangunan yang saya jaga ni, paling tinggi 90% lah. Nak kata
100% tu pun, kadang-kadang, certain floor tu yang orang kata apa, kita sendiri duduk,
kan? Dari segi floor yang kita sewa tu penuh lah. Kadang-kadang government ambik,
3-4 floor, kan? Haa, macam tu lah. Macam BSN, dekat Selborn kan, 3 floor. Selalu
macam tu lah. Yang terbaru, tak salah saya, apa aa. Yang dekat Perdana, 4 floor jugak.
Agensi kerajaan jugak ambik.

38:11]
Yang PJ tu kosong, kenapa ea?
[38:10
[38:13
38:15]
Itu hari kata, Kementerian Pertahanan nak masuk.

[38:16]
Tak jadi?
[38:17
38:18]
Salah lobi kot.
Encik Jalil UTHM
[38:19
38:29]
So, dia punya asset location tu, boleh Encik Faizal share tak berapa % tanah, berapa %
building, dalam building tu, berapa jenis office, berapa banyak rumah kedai? Boleh
ada ratio tu ke?

38:31]
Kalau yang tu, tak pernah pulak saya...
[38:29
[38:31
38:32]
Dia banyak building je lah.
Encik Jalil UTHM
[38:33
38:38]
Kalau yang tu, siapa yang boleh bagi info jenis asset allocation tu?
[38:39
38:41]
Yang tu, itu yang kata tu bahagian yang kena pecah tadi.
[38:44
38:45]
Bahagian Penyewaan.
Encik Jalil UTHM

38:46]
Itu marketing, kan?
[38:45
[38:47
38:52]
Dia ada data tu. Data tu dia ada.
[38:53
38:54]
Siapa boss dia nama nya ea?
[38:55
39:05]
Puan Helen. Halina. Puan Hajjah Halina.
[39:06
39:07]
Kena contact Puan Halina lah tu.
Encik Jalil UTHM
[39:08
39:26]
Haa, okay okay. Pasal kita nak tahu jugak dalam Tabung Haji ni. Pasal INSPEN ni dia
betul-betul interested, dia suka dengan Tabung Haji. Jadi dia suruh 2-3 kali, pergi lah
Tabung Haji, tanya, apa benda ada kat Tabung Haji tu. Asset allocation tu, saya rasa
Tabung Haji ni, tanah pun banyak, building pun banyak. Rumah kedai pun saya rasa
banyak jugak.
[39:27
39:31]
Rumah kedai yang tu lah, yang macam pejabat-pejabat Tabung Haji. Yang kecik-kecik.
Encik Jalil UTHM
[39:32
39:34]
Haa, branches lah. Cawangan-cawangan dia lah.
[39:35
39:39]
Haa. Bawah dia buat kaunter. Atas dia buat...
Encik Mat Tawi UTHM

39:41]
So, maknanya KPI dia asal penuh aje lah?
[39:40
[39:42
39:51]
Tapi, ada yang menyewa, kan? Yang macam yang kat cawangan-cawangan dia sewa,
yang macam kat branch branch you, you sewa bangunan je kan? Bukan you beli
sendiri?
[39:51
39:52]
Ada yang sewa, ada yang kita punya.

[39:53]
Kebanyakannya?
[39:54
39:55]
Kebanyakannya kita punya.
[39:54
39:57]
Ea? You beli lah. Macam yang kat Bandar Baru Bangi tu you punya?

[39:58]
Haa. Kita punya.
[39:59
40:00]
Oh, okay. Yang rumah kedai tu lah.
[40:01
40:08]
Haa, tapi kat situ ada under JMB, ea? Joint Management Body. Sebab dia direct satu
lot.
Encik Jalil UTHM
[40:08
40:11]
Oh, dia macam strata title asing lah?

40:14]
Tapi owned by you lah maksudnya? Bukannya sewa lah?
[40:11

[40:14]
Bukan.
Encik Jalil - UTHM

Lepas tu, JMB manage lah.

Strategi dia, beli lah.
Encik Jalil - UTHM

Beli.

Bukan macam bank. Bank strategi, sewa. Shell pun. Mostly.

Bank sebab dia regulate by Bank Negara, kan?
Ms. Jolene - Shell

No, we lease. Sewa.

Long term lah? Long-term lease kan?
Ms. Jolene - Shell

Hmm.

You long-term lease. Macam bank jugak lah.

Macam last year kan, macam building building yang tak boleh bagi income kan, so
kita jual lah.
Encik Jalil - UTHM

So, income tu, Tabung Haji take it seriously ke, income berapa %, dia turun ke
setahun, naik ke?

Itu memang target hartanah tu memang target pengurusan hartanah.
Encik Jalil - UTHM

Bahagian Pengurusan lagi satu, tu lah?

Bahagian Pengurusan Hartanah dengan tu memang yang collection banyak sekali
memang bahagian Penyewaan dan Pemasaran lah.

Oh, dia under Pengurusan Hartanah lah?

Ahh. Dulu satu. Dulu, Bahagian Pengurusan Hartanah. Dia jaga semua, pemasaran
semua. Lepas tu, bila dia pecah dua, Bahagian Pengurusan Hartanah satu, kemudian,
Bahagian Penyewaan dan Pemasaran satu.

Berbeza, lah?

Ahh.
Encik Jalil - UTHM

Jadik, Encik Faizal bahagian Pengurusan Harta Tanah?

Hartanah. Haa.
Jalil
Yang satu lagi bahagian Penyewaan dan Pemasaran?

Haa.
Encik Jalil - UTHM

So, KPI pemasaran ni lah make sure sewa jangan turun?

Dia ada revenue.

Macam saya, saya jaga bangunan yang relate dengan pemasaran. Yang banyak income.
Tu yang kata jaga tenant. Haa. Saya punya KPI, tenant puas hati. FM (facility
management) yang kami, yang contractor buat, atau yang kami bagi, maknanya capai
lah. Takdak complaint, jadik pengguna selesa. Kami focus kat situ. Kalau hat yang ni,
yang bahagian pengurusan, pemasaran ni, marketing ni, dia carik lepas tu collect.

Dia based on existing building lah?

Betul.

Now, bahagian yang procurement mana? Procurement all the building?

Procurement yang banyak deal sekarang, CFS.

Lain pulak?

Haa, Corporate Finance punya...
Encik Jalil - UTHM

Oh, dia bawah Finance punya group lah?

Oh, Finance pulak. Jadik, function of corporate real estate ni, is scattered everywhere.
Encik Jalil - UTHM

Haa, yang tu yang kita boleh cakap dalam report.

Tapi, dalam bab-bab beli bangunan memang CFS.

Haa, ye lah. Maksudnya, its not in one umbrella lah. Shell is a bit organised lah. You
talking about planning, the transaction part, and of course the maintenance part.
Encik Jalil - UTHM

Tapi nampak macam apa ni, Encik Faizal, nampak macam, dia tak complete satu
process harta tanah, land acquisition contohnya. Bila orang lain ambik, dia pun tak, dia
communicate tak antara...

Itu memang ada conflict. Macam terbaru ni, kat mana haa, Platinum Park kat mana
haa, sebelah Felda, dekat belakang KLCC tu, itu memang ada conflict sikit.
Encik Jalil - UTHM

Jadi, bila yang ambik orang lain, yang nak manage orang lain, masak lah kalau gitu.

Dia, dulu, sebelum ni, macam contoh lah, sorry ea, Shell lah. First bangunan, yang
saya involve lah, jual beli bangunan kan, Shell. Saya pergi MK Land, tengok
document semua, macam complete, tapi kita takda satu checklist tau. Yang CFS ni,
kira beli je. Dia tak tahu apa bala yang akan datang. Until now, memang lah. Satu,
dengan kerenah Shell, kan? International, kan?

So, kita jangan beli Shell.

Tapi, bagus jugak, kan? Mahal sewa tu.

Theyre willing to pay high lah.

Lepas tu, kita ada utility charge, water charge, banyak lah saya tengok dalam contract
tu saya baca kan.
Encik Jalil - UTHM

Shell duit banyak takpe.

Haa, tu lah.
Ms. Jolene - Shell

Next time, you should negotiate lower.

Betul nak negotiate. Tapi kita pun nak negotiate nak increase jugak. Sebab apa, utility,
takrif untuk electric dah naik kan. So, kat situ kita kena increase sikit lah.
Encik Jalil - UTHM

Jangan negotiate.

Bukan negotiate lagi dah, nak increase.
Encik Jalil - UTHM

Okay, kita go to Azan lah. Macam Azan, dalam telecommunication business, orang
property dalam telecommunication business, management tengok apa performance
dia? Adakah banyak lagi site yang boleh acquire, banyak tower boleh pacak ke,
macam mana dia tengok performance?
Encik Azan - Axiata

Dia nilai apa, first, based on, kita ada dua pecahan. Satu, first, site site yang baru, then,
site site yang dah sedia ada. So, maksudnya kita punya concept, for all sites, three
years contract. So, maksudnya after contract tamat je, kita kena pastikan dia punya
kenaikan rental tu, at least 0 to 5%. Tapi, kalau boleh, kita nak mintak 0 lah.

Tapi owner sorry lah, tak bagi punya.
Encik Azan - Axiata

Tapi selalunya kalau bangunan Tabung Haji ni dia mintak melampau kenaikannya.
Tabung Haji saya ingat, dia mintak dalam 15%.

Dia, tambah sikit lah yang Azan katakan, saya pun from Celcom kan. One of the KPI
also is the time, what do you call it, taken to acquire a certain site lah. Because that
one is critical. Why? It is critical to engineering department because in the network
planning we already make sure that this site is going to up at certain date, is it? So, for
the network to commission, we need the site to be ready and erected and of course,
ready for commissioning. So, if you cannot make that particular acquisition of site,
that will disrupt the whole network.
Encik Jalil - UTHM

Biasanya berapa bulan dia bagi target? Sebulan ke?
Encik Azan - Axiata

Sebelum ni, untuk Celcom, kita punya period ea, for new site, 39 hari sahaja. So, kita
punya challenge ni, untuk site site yang dah ada, suddenly lah, dia punya landlord, dia
dah call, Kita nak you keluar lah daripada kita punya building. And then, dia punya
structure ni, is one of our main structure. So, maknanya, kalau takde structure ni, KL
takde coverage.

Backbone lah? For example.
Encik Azan - Axiata

So, kalau dia suruh kita keluar by petang ni, sebelum petang ni kita dah kena ada
_________? So, benda ni is one of our KPI. And then, to maintain the rental is one of
our KPI. And then, the third one, kita punya others business lah, kita punya sublet.
Encik Jalil - UTHM

Sublet kepada DiGi?
Encik Azan - Axiata

Sublet kepada DiGi. So, kita kena pastikan every new structure kita, kita boleh sewa
kan kepada other telco. So, maksudnya kalau kita sewa 3,000 (RM), kita double kan
kepada P1, DiGi. So, maksudnya kita punya rental, kita punya profit situ lah.

Tak profit pun, at least cover.
Encik Jalil - UTHM

Ada tak Celcom sewa DiGi punya structure? Ada jugak, kan?
Encik Azan - Axiata

Ada. So far, kita DiGi, Maxis, Celcom ni kita tiga-tiga kita share lah. Melainkan
company YTL lah. Dia tu agak ego lah dia. Taknak sharing.

Actually, sebab dia belum tahu dia punya problem nanti.
Encik Azan - Axiata

Ya, betul.
Encik Jalil - UTHM

Dia belum tahu bala.

Just history lah to connect why Celcom, DiGi now willing to share. Previously, they
also dont want to share. That one Celcom have a site, DiGi pacak sebelah. Betul tak?
Encik Azan - Axiata

Haa, betul.

Kalau tak, Maxis sebelah dia. Bila dia kena hit dengan cost, baru dia tahu. The same
owner, dia rent kepada tiga-tiga. Haa, now baru dia tahu. Now, they talk. I remember
many times, we discussed with within operator, interconnection and so on. So, now
why we quarrel? Last time, Celcom quarrel dengan Telekom. Even to access Telekom
punya site also going to be very difficult lah. Many tolls lah masuk dalam tu. Haa, kan.
And then, we manage to that. And then, within Celcom, Maxis and DiGi. The three
bigger operator lah. But now, they collaborate already. So, soon YTL also they will die
lah I think kalau dia taknak collaborate. You cannot imagine ea, your own network is
very expensive to maintain tau. Cannot go that because its very difficult.
Encik Jalil - UTHM

So, now bila dia collaborate, tiga lah kata, so, the operator ada power lagi over the
owner ke?

Takdelah power.
Encik Azan - Axiata

Dia normally...
Encik Jalil - UTHM

Can negotiate lah?
Encik Azan - Axiata

Depends on contract lah. Sekarang ni, kebanyakan landlord dah pandai. Dia check on
contract tu, dia tak benarkan kita sublet. So, selalunya terms terms of sublet tu kita
akan cuba sorokkan, hide hide kan. Suruh cepat sign, cepat sign lah. So, sekarang ni,
kalau macam ada telco masuk dekat kita, yes, kita memang ada right on owner lah.
Tapi on access sahaja. And then, rental pun, totally kepada kita lah sebab tapi sekarang
ni, more kita punya side, kita dah mula wujudkan konsep profit sharing lah dengan
landlord. So, maksudnya, if ada telco masuk, 50 to landlord, 50 to kita. Untuk nak fair
lah. Kalau tak nanti dia susah.

Kalau tak, dia tak bagi.
Encik Jalil - UTHM

Kalau tidak, Celcom je kaya sorang, kan?
Encik Azan - Axiata

Ya, betul.
Encik Jalil - UTHM

So, kalau dia punya repeat balik, performance measurement dia tadi, period of
acquisition, yang kedua, rental cost, yang ketiga tadi, apa tadi?
Encik Azan - Axiata

Sublet.
Encik Jalil - UTHM

Sublet. Okay.

Increase revenue lah daripada rental tu. Maksudnya kalau one site, you rent initially
you rent 3,000 per month, how are you going to manage the 3,000? One, is dont
increase. Number one, you try to get somebody else to pay to cover 3,000. Haa, thats
the strategy lah. Walaupun, bukanlah revenue punya KPI from that. Its a minimise
rental expenses. Thats the word lah. KPI for that particular department.
Encik Jalil - UTHM

Coming to Celcom punya structure sekarang ni, banyak, mostly, Celcom tu the biggest
coverage lah dalam Malaysia ni? Next step tu akan increase lagi ke dia punya
structure? Perlu ke lagi banyak acquisition? So far, saya rasa macam dah kat Grik
punya hutan pun line Celcom ada.
Encik Azan - Axiata

Yes, betul. Sekarang ni, most of kita punya challenge bukan kawasan sub-urban lah.
Challenge kita kawasan urban. Contohnya, saya bagi contoh, kawasan Putrajaya. Kita
tak dibenarkan erect sebarang tower on land. And then kalau tengok dekat sana
Putrajaya, most of the building, dia punya tahu lah, JabatanPeguam. So, benda-benda,
site-site macam tu, kita tak boleh. Kalau boleh pun, dia nak kita buat kita punya
structure tu supaya orang tak nampak itu adalah structure lah. Mungkin signboard ke,
papan tanda ke, macam tu. Okay. So, sekarang ni kita punya focus lah ea,
Encik Jalil - UTHM

Tower paling safest, tu lah, pacak tu, ada silang-silang tu.

Paling practical lah. Nak kata safest tu, tidak. Paling practical lah. Four-legged tower
tu paling practical lah. Easy to erect, easy to dismantle. Because sometimes, like, I just
tambah la. I bukan daripada Celcom ea tapi I tambah lah. Memang takde expansion,
but you have to remember, now you rent here, tenancy agreement is already expired.
And the owner dont want to continue, for example. So, you have to find substitute site
nearby this original site. So, its another job for them. Its challenging again, because,
when you rent that one, maybe, five years ago or ten years ago. But now, youre going
to find another location, within the vicinity of that particular site, the rental is now, just
imagine. And difficulty to get rental. So, itu pun challenging jugak lah.

How early do you start to do the negotiations?
Encik Azan - Axiata

So far, after we receive the order, we go out. So, if I receive in the morning, we go out
to find the site.

How about the renewal?
Encik Azan - Axiata

For the Celcom aa, you look at our office, we are using our own system prism, that
called, Prism. That one is the Property System. So, in the Prism, we have all the
database sites for all the ten thousand sites, we know which site is active, which site
you have to renew. So, from there, they will pop up the notice. This site is going to
terminate in two days lah, expired.
Encik Jalil - UTHM

Takkan two days kot? One year, dia takde dia punya system?
Encik Azan - Axiata

So, normally dia akan remind kita dalam tahunan, bulan, hari.

Start with yearly lah.
Encik Azan - Axiata

So, kita akan cuba kejar. Tapi, so far kita punya challenges tu tinggi. Tak terkejar.
Encik Jalil - UTHM

Berapa orang nak kejar untuk site renewal tu?
Encik Azan - Axiata

So far, kita memang, kita semuanya memang kita pakai luar punya agent. Tapi, so far
diorang pun tak boleh cater lah jumlah volume sites tu. So, normally, kalau dah
terlebih period tu, kita mungkin akan cuba approach lah.

Buat extension. Interim extension or nearing negotiation.
Encik Azan - Axiata

So, now kalau Encik Encik Jalil - UTHM tanya kita punya focus tu, kita punya focus,
yes, kalau tengok sekarang kita punya system memang dah okay. Kita punya ni, apa
semua memang dah cantik. Tapi kalau kita tengok every tower kita, dia ada apa kita
kata, dia punya volume. Contohnya, tower ni, dia boleh cater up to...
Encik Jalil - UTHM

Maximum dia berapa?
Encik Azan - Axiata

Seratus usage. So, contohnya, kalau dah naik bandar perumahan banyak, volume tu
semakin tinggi, kita kena erect satu lagi, satu lagi, satu lagi, satu lagi. Supaya cukup ke
apa, sama, balance dengan...
Encik Jalil - UTHM

Coverage dia sama lah?
Encik Azan - Axiata

Yes. So, kalau focus tu, yes lah. Kita memang focus untuk kembang-kembang kan lagi
lah.

Additional lah. For network additional capacity. Coverage memang ada, tapi talking
about...
Encik Jalil - UTHM

Dia punya kelajuan yang sama?

Congest.
Encik Azan - Axiata

Okay, satu tahun ea, kalau kita kata radius kita, untuk mini tower, kita punya radius
coverage, is 200 meter. Okay, untuk dia punya signal. And then dia punya usage per
time, 100 people. Maksudnya, siapa yang ke 101 tu, queue lah belakang. Itu yang
kadang-kadang dropped calls, benda-benda tu.

Tapi, kadang-kadang, interim solution tu dia pakai cell enhancer aje lah dulu untuk
sebelum new capacity up lah. Dia pakai cell enhancer.
Encik Azan - Axiata

Encik, saya ada satu naik dekat depan kolej Perwira.
Encik Jalil - UTHM

Haa, tu lah. Putus line kadang-kadang. So, boleh cover 3g lah? Satu semenanjung ni?
Encik Azan - Axiata

Haa, yes. Dia based on nanti, kita dapat order, dia bagi kita nanti kedudukan map lah
dalam Google Maps lah dominant. So, kita hantar lah.
Encik Azan - Axiata

Kalau ada tanah, boleh lah.
Encik Jalil - UTHM

Haa Tabung Haji tu dia tunggu tu. Tabung Haji masuk je.
Encik Azan - Axiata

Shell punya tanah, tapi rental ke? Kita kena discuss.
Encik Jalil - UTHM

Okay, go to last round kepada Shell ni, in terms of performance measurement, kita nak
tengok, okay, dalam Shell, ada two type, retail and office, kan? Youre handling the
office. So, whats the management aspect from the real estate people in terms of
performance? In one year, they set what? Space? Customer satisfaction level? Or
what?
Ms. Jolene - Shell

Okay, so, retail will be different. Retail will be something like Azan.
Encik Jalil - UTHM

Haa, okay.
Ms. Jolene - Shell

You have a time to catch to open a new station or something like that. Usually, they
have a target of time. But for us will be different. Our first KPI will be safety.
Encik Jalil - UTHM

Safety, ea?
Ms. Jolene - Shell

Yes. Whatever we do, whatever construction, whatever acquisition, transaction, we
must not create any unsafe condition or fatalities of any people or contractors. And the
other thing is also know pollution to the environment, damage to the environment.
Encik Jalil - UTHM

Safety, you have the safety guide checklist, sample like,
Ms. Jolene - Shell

Yes, we have KPIs on safety as well. So, its a whole list of KPIs for safety. So, thats
the first thing. Zero, goal zero. We call them goal zero. No fatality, no leakage.

Thats the group Y KPI also. So, thats the first thing. For more related to real estate is,
basically, as a portfolio manager, we should not let the lease lapse. Basically,
Encik Jalil - UTHM

Sublease?
Ms. Jolene - Shell

No, before the lease expired
Encik Jalil - UTHM

Oh okay okay. So before the lease expired you have to make sure...
Ms. Jolene - Shell

Yeah. Have to make sure we extend all the lease.
Encik Jalil - UTHM

Lease renewal. So, you have a system like Azan sort of?
Ms. Jolene - Shell

Yeah.
Encik Jalil - UTHM

Okay, lease renewal. How many years or months alert system on?
Ms. Jolene - Shell

We have yearly, half-yearly and also months. Sort of like, three months before. The
system will prompt the portfolio managers, so, the portfolio managers need to plan
when they need to start doing that.
Encik Jalil - UTHM

But you dont have the site as much as Axiata?
Ms. Jolene - Shell

Depends on countries in terms of sites.
Encik Jalil - UTHM

Oh, youre covering the Asia-Pac, right? So.
Ms. Jolene - Shell

Yeah. But it will not be as many as Azan, we think.
Encik Jalil - UTHM

Retail is small-scalled ones. So, youre the big one, building?
Ms. Jolene - Shell

Ours one will be office towers, office space, and then, lands. For example, lands for
the depose you know, and also were into the surplus lands. Those lands that we
bought many many years ago but didnt use.
Encik Jalil - UTHM

Is it include the machinery sort of in long terms lease, right?
Ms. Jolene - Shell

But we only charge of non-hydrocarbon sites.
Encik Jalil - UTHM

Oh, non-hydrocarbon. Thats another term.
Ms. Jolene - Shell

Although they are using the sites, we dont touch about the machineries and things like
that.
Encik Jalil - UTHM

So who did the hydrocarbon sites in case of lease expiry? They have own team or
what?

They have their own team. They have their local team to do it. But they will come to
us if they require support. And we also remind them, hey your lease is going to
expired, so do you need any help or you know? Are you going to extend yourself or
things like that. So, well manage as a portfolio, but not necessary we go and execute
the work.
Encik Jalil - UTHM

Oh, you just alert them.

Yeah.
Encik Jalil - UTHM

Hmm, okay. I think for this round, we take a break and then we continue again.
Because I prepare this room for full day, but we have lunch. Maybe after drink and
then we continue with for second phase, and then we have lunch and then break before
sebelum pukul 1 lah. Then, were finished lah. Okay jom kita minum dulu.

Encik Zul mintak maaf, dia ada urgent matter.
Encik Jalil - UTHM

Takpe takpe.

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Encik Jalil - UTHM

Encik Zul - Affin Bank

Encik Ahmad Kaseri - UTHM

Encik Zul - Affin Bank

Encik Ahmad Kaseri - UTHM

Encik Zul - Affin Bank

Encik Ahmad Kaseri - UTHM

Encik Zul - Affin Bank

Encik Jalil - UTHM

Encik Zul - Affin Bank

Encik Jalil - UTHM

Encik Zul - Affin Bank

Encik Jalil - UTHM

Encik Zul - Affin Bank

Encik Jalil - UTHM

Encik Zul - Affin Bank

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Mat Tawi - UTHM

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Ahmad Kaseri - UTHM

Encik Jalil - UTHM

Encik Ahmad Kaseri - UTHM

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Jalil - UTHM

Encik Faizal - Tabung Haji

Encik Jalil - UTHM

Encik Jalil - UTHM

Encik Azan - Axiata

Encik Jalil - UTHM

Encik Azan - Axiata

Encik Ahmad Kaseri - UTHM

Encik Jalil - UTHM

Encik Azan - Axiata

Encik Jalil - UTHM

Encik Azan - Axiata

Encik Ahmad Kaseri - UTHM

Encik Jalil - UTHM

Encik Ahmad Kaseri - UTHM

Encik Faizal - Tabung Haji

Encik Azan - Axiata

Encik Ahmad Kaseri - UTHM

Encik Azan - Axiata

Encik Jalil - UTHM

Encik Ahmad Kaseri - UTHM

Encik Azan - Axiata

Encik Jalil - UTHM

Encik Azan - Axiata