Interview Transcription II

Encik Roy Izwan - Maybank
Saya takde background dalam Property Management.
Encik Ahmad Kaseri-UTHM

Confirm ah.

Saya grad daripada UM. Business admin. Dalam Property
Management Maybank kita ada 19 staff. Tapi because of sekarang ni,
dia dah grow. Dia expect income pun grow. So, we try to cut the
number of staff, so you try to optimise, satu orang buat more than,
katakan lah sekarang you buat lima ke apa, kan. So, maybe dia
expect, seven to nine. The expected 10 to 20% deduction.
Encik Jalil - UTHM

Akan buang orang ke?
Encik Roy Izwan-Maybank

Kita tak buang.

Transfer lah.

Kita akan groom these people. Kita akan train untuk sales lah.
Because banking dia punya product, core business dia...
Encik Jalil-UTHM
Loan, lah. Loan.

Credit card, all those things.

Kita perlukan ramai sales people lah sebenarnya. Because these
people, at the end of the day, generate income lah. Macam property
ni, just support je, just to support business. Sebab tu kalau you
tengok sekarang ni, sebenarnya even before ni kalau you realise
even kat Shell ataupun Petronas, ada MEPS punya machine. Slowly,
sebenarnya kita akan tarik balik. Because machine tu to us, service.
Encik Jalil-UTHM
Cost lah?

So, cost to us. Takde generate income pun.
Encik Jalil-UTHM
Really? Kan mudah kan orang banking.

Maybe rental tu minimum lah kot. Dengan Shell pun tak banyak.

ATM, ATM.
Ms. Jolene - Shell

Ahh, ATM. Can we get one?
[2:08]
They want to withdraw, man.
Ms. Jolene - Shell

Haa? Withdraw? But we dont have one in Shell.
Encik Mat Tawi-UTHM

Sebenarnya, kalau nak withdraw, senang je. Letak macam tu, so that
orang nak tarik, senang je.
Encik Jalil - UTHM

Why you want to withdraw?

Cost to them.
Encik Jalil - UTHM

Cost.

Sebab sewa tak mahal lah. Ada setengah tu, between five to one
thousand lah. Tempat tu lah. Rental untuk because landlord akan
absorb cost electricity and everything, alright. But, maintenance tu
mahal. Sebab kena employ untuk outsource company to reload
money and everything. Itu yang cost us easily, six thousand to seven
thousand per month.

Including the security part, apa semua tu lah.

So, because of that, operation cost, banyak lah untuk that portion.
Encik Jalil - UTHM

After this, less ATM machine lah, after this?

No, sekarang ni, consortium bank tu, MEPS, dia akan take over lah.
But to customer, they all tak happy lah because...

Of course tak happy lah because they have to pay. Because the
moment I saw MEPS, I tak jadi nak withdraw duit.

Tapi we try to move because of that macam save modal lah macam
Public Bank lah. Public Bank pun takde...
Ms. Jolene - Shell

Dont have ATM. Not much.
Encik Jalil-UTHM
MEPS. City Bank pun takde. City Bank.

So, everybody try right on Maybank punya, kan? So, itu kena smart
jugak, kan? Kalau you tengok trend, I think, supposed target, in five
years, numbers of machines tu dah reduce lah.

Kurang.

Boleh kata takde. Depends on like macam...

Certain places.

...relationship, between Maybank and the vendor. Lets say, katakan
dengan Shell lah.
Ms. Jolene - Shell and Ms. Cheng Ni - Shell

Not good.

Youre banking with Maybank, so then maybe we will consider lah.

Okay.
Ms. Jolene - Shell

But, our salary all go to Maybank, you know.
Encik Faizal-Tabung Haji

Suggest lah to Bank Islam.

Still not 100%. Because kita ada client coverage yang manage this
________________ itu semua sekali. From that, they know lah. Berapa
banyak income. Because certain companies still have two or three
banks. So, everybody you tengok, kalau katakan all of your business
you can put Maybank, then can consider lah, install. Based on
relationship lah.
Encik Jalil-UTHM
So, Encik Roy punya job scope di Maybank?

So, kalau katakan I touch pasal tenureship tu, kita ada a few people
yang handle. Start negotiate lah with this landlord semua sekali.
Team number dua, dia akan buat renewal. So, how we handle untuk
macam Shell, Petronas semua sekali kita akan buat satu which I
think I need to talk to you lah, Shell punya agreement.
Ms. Cheng Ni - Shell

Talk to our colleague from retail, retail stations ATM.
Encik Jalil-UTHM
Because theyre in link more towards office punya portfolio.

Haa, maybe you can negotiate one, put into retail station master
agreement put one into our office.

Can ask. Because at the end of the day its not the decision doesnt
come from mine. Its from business.
Encik Jalil-UTHM
So, dia punya portfolio, type of property yang corporate real estate
unit manage ni apa dia punya type, ada office, ada land, ada
building?

Semua pun ada.
Encik Jalil-UTHM
Semua, ea?

Tapi, bank dia ada restriction lah. Maknanya, you tak boleh beli for
the purpose of investment. As long as you ada bukak branch...

Pakai sendiri lah.

So those yang excess place upper floor tu, dia kena rent out lah.

How about collaterals? You have collaterals, right? The hutang one.

Hutang? Ya. We also manage. Because like, macam main building,
menara Maybank.

Tadi kawan kita from Affin, kan, dia tengok juga, dia concerned juga
on the asset yang dijadikan collateral lah untuk peminjam. Jadi, so,
macam mana youre managing all the collateral assets tu.

Kita ada team lain.

Oh, team lain. Bukan under you lah.

Tapi kalau katakan, lets say, ada potential, untuk yang asset tu,
dilelong ke apa, so, kita akan absorb. So, maknanya, kita akan buy
back lah, purchase. So, dia akan pass to my team, so that kita akan
revalue balik, then kita akan market kan lah.

Yang tu daripada bahagian loan section punya lah?

Tapi kebanyakannya kita akan ambik macam shoplot lah.
Encik Jalil-UTHM
Sebab, branches.

Yang macam rumah ke, apartment, terlampau banyak sangat.

Go for auction je lah.
Encik Jalil-UTHM
So, dalam team Encik Roy ni, dalam department tu, berapa percent
orang property, berapa percent orang daripada background lain?

Actually, set up sebelum ni, team ni cuma unit je. So, tahun 2010,
masa tu, dalam 10 orang lah tapi takde sorang pun yang background
property. Bila kita recruit untuk, tak salah INSPEN ea, start recruit,
condition nya semua sekali, kena ada background real estate lah.
Encik Jalil-UTHM
Sekarang, nak pakai lagi ke? Kita nak hantar students. Nak apply
kerja.

Hari tu yang kita pergi one Chinese guy tu?
Encik Jalil-UTHM
Dia ada boss Chinese, siapa nama? Saya jumpa Nasri.

Chen. Mr. Chen lah.

Dia still jaga property department ke?

Dia manage tenancy lah.

Oh, tenancy renewal. Mr. Chen.

Team B? Team two?

Haa, team two.
Encik Jalil-UTHM
Banyak sangat team.
Kita ada Encik Roy daripada Maybank. Bank dengan bank. Bankers
dengan bankers lah. Ini dia punya language sama lah.

Kita borrower je.
Encik Mat Tawi-UTHM

Bukan borrower. Withdrawer je. Borrower okay lah jugak.
Encik Jalil-UTHM
So, KPI dalam Maybank ni, apa dia expectation management? Dia
nak team Encik Roy ni buat apa sebenarnya?

Basically, kita manage asset yang __________________ dekat Maybank.
Encik Jalil-UTHM
Itu aje lah?

Itu saja. Investment part tu, kalau katakan ada opportunity, lets say,
touch about strategy sikit lah kan. So, sekaran ni, moving forward
lah ea, we try to own especially shoplots. cause, lets say, kena
move out pun, maybe because of area, mungkin ada new, to shift.
So, at least can __________________ of property tu.
Encik Jalil-UTHM
Macam ada negotiation dengan land owner ni group ni yang akan
pergi negotiate lah.

Kita buat sendiri. Kita takde outsource pun.
Encik Zul - Affin Bank

Which department?

Property

Property. To those otherwise mention tadi lah, the property.
Encik Jalil-UTHM
So, biasanya Maybank they lease how many years? Fifteen years ke
untuk shoplot?

Kita mula dari six. Ada option lah. Plus three plus three.
Encik Jalil-UTHM
You think, over ke below market value punya ni?

Biasanya kita akan ask below market value lah.

Itu biasalah.
Encik Mat Tawi-UTHM

Some ________________ Bank Negara regulation, takkan nak buat apa
ni, acquisition apa semua, kan?

Sebab tu kita kena dapatkan approval lah.
Encik Jalil-UTHM
Itu kalau big properties kot.
Encik Mat Tawi-UTHM

So, maknanya, bila nak beli tu, beli untuk bank lah? Dia tak boleh
beli for the sake of investment?

Investment tak boleh
Encik Zul-Affin Bank

Oh, tak boleh. Kita beli sebagai pakai sendiri. Even everytime bila
kita nak apply for new site, makna dia, nak bukak new branch, we
have got to obtain approval from Bank Negara. So, benda-benda ni
semua akan put on the table to Bank Negara lah. Of course kita tak
boleh beli for investment, kan?

Pakai sendiri lah ea. Boleh lah ea.

Maknanya, pakai sendiri your own premises. Its either you rent or
you acquire.

After some time, you nak jual balik, okay lah? Takde masalah lah?

Takde issue. Its your property. Kita punya property lah. Your own
property lah. At anytime, you want to dispose...

Bila you nak open a new site, you get Bank Negara approval, kan?
Kalau you nak close down, kena approval tak?

Sama jugak.

Oh, sama jugak, lah?

We have to notify Bank Negara lah.

Also, from your team lah to notify Bank Negara or go through other?

From business team.

Oh, business team lah. But, you mention you dont outsource to
service provider, means, kalau you nak acquire a new shoplot, like a
bank branch?

Process A to Z.
Ms. Jolene - Shell

From negotiation lah.

Daripada awal, A to Z.

Even selection of the site? Like you go and do the site...
Encik Jalil-UTHM
Study. Feasibility study.

Maybank jimat cermat lah dia.
Encik Jalil-UTHM
Orang lain tak boleh carik makan lah.

Tapi, I think for that matter lah. You go to any banks, nak identify the
new site for you to open the branch ataupun business loan center ke,
it is actually your call. You tak boleh outsource. It is your own
decision, why you want to open up a new branch, a new business
loan center, your own justification lah perhaps the market, the
surrounding, nampak ada potential business coming within this area.
Those are the justifications.
Encik Jalil-UTHM
Takut nanti bocor rahsia ni.

Exactly.

Competition lah.

Just thinking, maybe you engage some brokers to help you to
identified, like this area you already identified, but they help you to
select the...

The sourcing part.
...a few, source a few shops and then you and see...

There are cases yang macam tu lah. Kalau kita tak boleh nak dapat
direct owner, kan. Perhaps you go for third party, but the location
itself, macam tadi lah, the justification is the bank yang...
Encik Jalil-UTHM
Only the issue dengan the brokers ni, dengan kita dia mark up,
dengan Maybank dia ni, dia ni.

Thats another issue lah.
Encik Jalil-UTHM
Itu dia pulak buat quote situ. Cuma ni saya nak come back to, ini as
a whole lah. Ini kita nak cuba tengok scenario di Malaysia ni,
corporate real estate, trend dia, anybody can share lah. The trend,
acceptance level, moving forward ni, corporate real estate ni macam
mana agaknya? Sebab saya nak kena feed kepada INSPEN ni
bercakap, sekarang ni acceptance. Dulu masa saya require untuk
proposal ni, cakap acceptance increasing. So, dia nak tengok betul
tak increasing and then saya sit down in these whole of focus group
meeting with experts in this area and then we fit the information that
okay, there are increasing numbers in the real estate department,
real estate unit. Theres a demand. So the trend tu moving forward,
siapa yang can foresee what is happening? So, kita boleh pen down
a bit of info lah. They need more people, or what? Because I see the
senior one and the junior one, theres quite a gap there. Macam
Azan, Jolene is quite new. Mungkin Encik Zul pun dah agak lama
dalam bidang ni. Tengok macam mana, adakah prospect ke dalam
area corporate real estate ni di Malaysia?

Tu yang kita kata kalau nak propose, it is always a good proposal la.
Tapi, the issue here is whether or not all these corporations paham.
Satu, you nak implement ni, for any methods lah ea, any subjects ke
apa, sebelum you nak implement, you kena make sure that those
people ni paham, okay. So, now ada ke takde effort untuk make sure
all these people understand the requirement on this real estate.
Kalau orang paham, they see the potential, then I believe that
everybody will do that. You private sector ke, even government
sector pun, nothing wrong for them to set up this real estate unit
under the government. Government asset berapa banyak. Now, who
is looking over all this asset, kan? Tak payah pergi besar lah, you go
one nursery sudah. Siapa yang actually taking care of all this asset?
Takkan kita nak harapkan bank for that matter? Only property
development, I mean, property section saja? Sebab macam earlier
tadi I highlight, youre talking about real estate ni, my understanding
ada dua tadi. Satu, is our own property. The other one is the gross
property that kita pegang as cagaran kepada kita. Kan? Those are
the asset yang kita nak kena tengok jugak. So, makna dia, kalau lah
kata, we have this section, in the bank ke or any organisation for
that matter, the role that this section will play ni sebenarnya
membantu the corporation itself. Yang lain, I pun tak sure sangat.
Tapi, bank for that matter lah ea. Katalah, kalaulah ada asset yang
kita pegang for example, kita hold, one (taken/beacon?) properties,
ea? Yang, it is good for future development. So, kalau kita properly
manage this asset, kita nampak the potential, perhaps you can go
and discuss with the customer, tanah yang dicagar kepada bank ni,
for other purposes, perhaps can be developed, into something else
yang boleh generate income to the company and also the property
akan appreciate the value. So bila property the value appreciated, to
the bank, kalau kata dulu 50 juta, now dah jadik 70 juta, your loan is
only 30 million, ada possibility of kita increase dia punya facility.
Encik Jalil - UTHM

Profit-sharing ke.

Profit-sharing ke. Maknanya, banyak benda yang kita boleh buat lah
and that is why to me, if youre talking about this real estate punya
role, it is a good suggestion, semua corporation needs to have this
one, even a small section, yang doing this, apa nama, real estate
punya ni, but again, the first thing yang you need to do is to make
them understand.
Encik Ahmad Kaseri - UTHM

Correct.
Encik Jalil - UTHM

Cuma macam kalau macam Azan kan, kalau nak tambah. Trend dia
kepada daily routine ni hari-hari nak kena kejar site sana-sini,
sempat tak nak tengok dari bird-eye view punya ni, boss-boss
paham ke tak real estate punya understanding ni?
Encik Azan - Axiata

So far, daripada saya punya pendapat lah, kalau saya, daripada
golongan muda lah ea, bagi saya, itu lah dia punya main problem itu
lah. Sebab apa, even saya ni baru dalam ni, tapi kita boleh nampak
the whole lah, the whole kita punya culture, culture business. Apa
yang _____________ nya, apa yang dia punya main problem. So, saya
tengok dia punya knowledge lah situ. Kita punya main core business
kita on the property, normally saya punya top leader tu, bukanlah
dalam property, so bila datang issue macam ni, diorang tak berapa
nampak lah. So, maksudnya dalam kita sibuk setiap hari ni, kita nak
manage site, kita nak carik site-site yang baru, kita nak apa, kita nak
maintain the rental semua. So, saya nampak issue dia, itulah, kita ...
Encik Jalil - UTHM

Dia tak paham ke dia perlu dipahami dulu?
Encik Azan - Axiata

Dia faham, faham. Dia nampak, nampak. Apa dia masalah tu.
Maksudnya, untuk long term punya problem tu, diorang nampak dan
faham. Tapi, sebabkan bila diorang ni memang bukan pure dalam
bidang ni, so, untuk dia nak tackle tu, dia perlukan dia punya step tu,
A to Z.
Encik Jalil - UTHM

Mungkin knowledge tu, dia ada dia punya gap, tak paham the whole
process. Ke ataupun dia tak faham nature of property punya
behaviour tu, dia kena long term, kadang dia susah nak dispose, dia
tak boleh nak liquid within short period?
Encik Azan - Axiata

Benda ni susah nak cakap lah sebab kita tengok pada kita punya
target, kita punya profit, macam mana. Yelah, kita business, kita
target untuk untung lah, untuk profit. Walaupun kita faham dia
punya process, A sampai Z, kita try untuk skip, A-D-Z. Kita cuba buat
untuk medium pertengahan. Tapi, bagi saya yang kita memang pure
on property, kita memang tak boleh langkau semua tu. Kita mesti go
on process lah. So, bila benda ni saya nampak sebagai, contohnya
lah ea. Saya tunjukkanlah, even kita saya punya company sendiri,
Celcom ni ea, benda ni selalu lah kalau dalam seminar Celcom, saya
selalu bangkitkan issue ni lah. First, kita punya rental lah. Sekarang
ni, Celcom kita masih apply on the rental yang bagi saya dah lapuk
lah, okay? So, bila kita come up lah dengan kita punya research, kita
tunjuk on how the market rental value sekarang sebab kita KPI, kita
punya property KPI is based on how much rental yang kita boleh bagi
per each site? So, bila dia punya KPI, dia punya max dengan dia
punya rental terlalu rendah, and then, tapi kita rasa, dia punya
market rental value tu sepatutnya tidak pada takuk tu, so benda ni
dia tidak, dalam masa yang sama dia kacau lah kita punya KPI. So,
bagi saya, benda ni sekarang ni, dalam golongan kami lah
maksudnya, golongan-golongan muda dalam bahagian property kita
tengah come up untuk tunjukkan pada kita punya top higher
management untuk tunjukkan pada dia yang, sebenarnya apa yang
kita beri ni, dah terlalu rendah berbanding apa yang ada di market
sekarang. Itu the first dia punya problem lah. So, benda-benda tu lah
antara salah satu problem yang saya nampak, diorang sebenarnya
tahu, tapi atas dasar untung, dan atas dasar mungkin dia tak tahu
macam mana cara...
Encik Jalil - UTHM

Maksudnya, adakah Celcom bayar sewa tu rendah kepada owner?
Encik Azan - Axiata

Betul. Memang betul.
Encik Jalil - UTHM

Jadik, bila kita nak naikkan sewa untuk ke market value, jadik owner
akan, management akan attack lah, akan defend lah?
Encik Azan - Axiata

Yes. Sebab kita punya top bosses normally from the civil
(engineering) ea. Sebab kita on property, berapa rental kita bagi,
how kita punya basis on how much kita value tanah tu. So, kalau
kata saya value tanah the parcel of the commercial land, saya kata
1,008 per month, dia on civil dia just tengok dia punya surface, haa,
yes, sub-sale value dia sahaja. Dia punya rental, 800 per month. So,
bagi saya, sebab kita punya rental, value, willing buyer-willing seller
lah. So, bagi saya itu one of the common, one of the major problem
lah.
Encik Jalil - UTHM

Untuk convince kan senior management?
Encik Azan - Axiata

Yeah. So, bagi saya yang benda ni memang saya rasa perlu ada lah
sebab Celcom ni memang saya rasa memang perlu lah sebab
walaupun kita punya major business kita on the structure itself, tapi
kita mula dengan landed. Basic kita is property.
Encik Jalil - UTHM

Sebab nak tower all the sort of thing lah.

Ini macam saya tadi, Shell lah. Sebab saya from Celcom, dulu kan?
Celcom problem dia, contohnya macam bank lah ea, untuk nak sewa
rumah kedai, ataupun office, kita ada benchmark lah, market
benchmark, area ni berapa, berapa square feet, kan? Tapi macam
Celcom ni, kita menyewa atas bumbung, tepi bangunan, tanah pun
kadang-kadang tanah sikit je. Kira tepi untuk erect tower je. Jadi
takde benchmark rental yang boleh digunapakai lah as a standard
benchmark yang kita boleh refer to lah.

Kalau other operators? Benchmarking, I think, kalau macam ni lah
issue, your benchmarking is your competitors punya ni lah. Of course
you have got to buat kaji selidik lah untuk dapatkan all the
information. Thats the benchmarking.

Dia macam tu lah tapi the issue dia yang sama jugak. Company A,
company B pun dia akan tengok jugak. Normally, siapa yang masuk
dulu area tu, that rate tu, itu yang akan jadik...
Encik Jalil - UTHM

Site benchmark, lah?

Jadik basis lah. Tapi scenario different. Masa saya masuk dulu,
demand still not there. Jadik mungkin rental is low. Tiba-tiba ada dua
operator masuk, saya ingat, attacking the same place ea. And thats
going to be different ballgame anymore lah. Tak sama lah.
Encik Jalil - UTHM

Okay kalau coming to Shell, as an MNC company, big company, how
do you foresee the prospect of real estate area or career or whatever
within this sort of company lah because this is about Malaysian
company and youre and MNC company. Is it a different scenario
within Shell?
Ms. Jolene - Shell

Yeah, I mean for Shell, all of the backgrounds of our department in
real estate department are all from real estate. So, we have joiners
from service providers, from CBRE, so, experience hired usually we

have those from the service providers. So, we already have the
background of real estate. Even our head management is all come
with the real estate background. So, currently, Id say we are lucky to
already at the top management has a seat in the ______________. So,
basically they can convince the management to be involved in the
strategy. For example, business is entering into a new country, new
venture, so theyll get real estate to support them to create a new
township to all those things. So, and then business can concentrate
on their own core business and all these things on facility and stuff
like that, they leave it to the real estate to do. So, its already in that
part of partnership maturity. So, Id say, yeah. In terms of career, I
think youre right in terms of local, we find quite difficult to find
resources, I mean for fresh grads. So, Jolene is the first graduate that
we have employed. There has been multiple interviews and stuff like
that but its difficult to find a real estate expert in this area. In fact,
even we interview for the external hires, it take very long time to get
one.
Encik Jalil - UTHM

Or your hire is too high standards. Difficult to get in. Cuma yang saya
nampak these two scenario lah. Like, MNC company, theyre quite
matured in their understanding of the real estate and the Malaysian
corporation, theres still gap, small gap there. I think the next
question is that, what to do in order to increase the acceptance of
senior management level lah. I think maybe Encik Roy ada
experience nak share ke. Mungkin senior management from finance,
accountancy. Dia, kita nak increase dia punya understanding towards
real estate. Is there any strategy yang dah guna ke, ataupun
daripada unit naik ke department ke, macam mana Maybank boleh
upgrade? Adakah kesedaran senior management ke ataupun push
daripada...

Push daripada department head. Tapi, basically for the support
sahaja. Sebab real estate bukannya core business, kan? Kita focus
kalau katakan you nak ____________ dengan bank tu, you kena pergi
service level lah. Why numbers kita besar because branches kita
banyak. Ada berapa orang kat property?

Property kita ada about thirty plus lah.

Maknanya, buat property management sahaja dengan facility?

Semua all-in.

Maknanya, kalau ikutkan numbers ea dengan Maybank, ten times
tau. Kitorang tiga ratus.

Yelah, I mean, comparing our branches lah.

Dia banyak lah.

So, maknanya benda tu dia sama je.
Encik Jalil - UTHM

To the ratio macam lagi besar company tu. How about the merger
and acquisition the latest yang rumours dengar Maybank nak merge
dengan BIMB? Is it, nanti needs more people ke?

Haa, itu tak tahu.
Encik Jalil - UTHM

Kalau getting bigger lah. Kalau expenses into the new country and
the Malaysia banyak akan pergi lah.

Tak. Basically macam ni, kalau katakan dekat Maybank pun, head
office kita akan buat framework. Kalau setakat nak hantar people,
satu, dua orang boleh lah. But the man in power mesti local people
lah.
Encik Jalil - UTHM

So, the framework...

Policy office.
Encik Jalil - UTHM

Affin ada framework ke?

Dia basically sama, tapi bagi, to me lah, this issue kita kena tengok
differently. Kita kena tengok outside the box aa. Makna dia,
sekarang, yes, property maintenance ni dia punya role and function:
dia maintain asset belongs to the bank. Tapi macam I cakap tadi lah.
Kalau kata kita paham betul-betul the requirement on this real
estate, bukan setakat nak maintain untuk those assets saja, banyak
benda lain lagi kita boleh buat. Even kita nak identify new site for
branch, for that matter, kadang-kadang ada assets charged to the
bank, kita pun tak aware, eh, actually this property charged to us,
kan? And, owner mungkin dia tak pakai, dia sewa kan kepada orang
lain. So, instead of you go and search for the new site. Kalau you
betul-betul ada a set of people yang look into all these thing, they
can just trigger the business side yang decide opening of the new
branch look, they have a go at the property charged to the bank
within this area. Mungkin you boleh negotiate with the owner for
better price, better rental.

Ye, ye. Betul.

Betul, tak? If you were to go for the rental for that matter, kan? Since
you ada facility dengan kita, you charge this property to us, okay
takpa, now we want to rent this property for our branch. You boleh
negotiate for that, kan? Tapi, issue dia adalah, kita kena kembangkan
role and function of this property maintenance. So, makna dia now,
yes. Kerja you only maintain the property, but sekarang dah kena
kembangkan sikit. You kena look into the potential, lain from the
property yang kita ada and also those collaterals yang the bank
pegang.

Strategic sebenar tu.
Encik Jalil - UTHM

Strategic ke?

Kena luaskan dia punya portfolio lah instead of...

Day-to-day punya operation je.

Yes.
Encik Jalil - UTHM

Tak sempat nak tengok. Saya rasa ni masalah ni, Tabung Haji
mungkin ada lah pengalaman, yang acquire lain, yang manage lain,
yang nak dispose, unit lain-lain. Jadik macam Encik Faizal ni, dia
handle maintenance side. Sekarang orang lain yang ambik
pembangunan, kan? Serah tiba-tiba, mari bala kepada Encik Faizal
untuk uruskan. Jadik macam mana tu yang nampak trend dalam,
kalau property people ni tak communicate. Ada problem apa yang
bermasalah nampak macam Tabung Haji lah especially.
Encik Faizal - Tabung Haji

Dia projek wahyu je.

Daripada langit lah, turun bawah projek ea.

Aa. Yang kalau wahyu tu memang selalunya macam tu lah. Yang
akan jadik impact lah. Sebab kalau dia daripada mula kita involved
untuk planning property kan, okay. Takdak masalah. Macam yang
terbaru dekat Cameron kan. Cameron, kita develop banglo lot kan,
kita involve daripada awal. So, yang tu kita jadik, kita tahu tau apa
dia projek punya sakit ke tak kan, jadik kita tahu. Kalau hat yang
tiba-tiba, haa yang itu beli, ini beli. Haa itu yang, maksudnya... Tapi,
sekarang ni dah celik sikit lah sebabnya, ye lah, kita bising, kan.
Sebab kita bising. Apa you beli bangunan macam ni, macam ni,
macam ni. Kan? Kenapa tak involve kitorang, maknanya, stage by
stage lah daripada progress sampai siap involve kitorang, lepas tu
kita tengok lah apa yang kecacatan untuk outstanding yang patut
dibuat, dia tak buat, haa macam tu.
Encik Jalil - UTHM

Jadik, maknanya, property punya process ni macam Azan cakap A to
Z tu kita kena tahu dan kita kena monitor dia baru lah, kalau A-M-QZ.

Kalau dia pergi Z terus lagi sakit.
Encik Mat Tawi - UTHM

Dia terputus. Dia tak macam kalau kita tengok dia memang contrast
dengan Shell, ea. Sebab Shell ni dia ada strategic kat corporate
property.
Encik Jalil - UTHM

Framework dia tu lah kot.

So, Jolene dengan colleague dia ni kat sini, dekat tactical, baru lah
dia pass dekat orang yang operational. Whereas yang ni, dia
memang terputus antara corporate real estate dengan orang yang
operational, tactical. Orang yang knew, maybe politically motivated
apa semua, kawan dia kata,Kau boleh beli tak bangunan tu?

Dia main beli je.

Kawan tu pun beli, lepas tu serah kat kawan ni.

Macam Hospital Colombia, PJ yang tengah progress kan, develop
kan, tu pun saya try turun, saya pergi tengok, ye lah, hospital punya
dia design kan memang confirm lah hospital tu dia akan sewa
sampai bila-bila, kan. Tapi dari segi maintenance, dia tak tengok
untuk piping sempit-sempit semua, kat situ. Jadik akan datang, kos
tu bertambah lah. Nak kena pecah, besar kan. Impak impak tu yang
kata macam tak sepatutnya begini design kan. Selalu yang kami
hadapi macam tu. Tu yang saya cerita issue...
Encik Jalil - UTHM

Tak communicate.
Ms. Jolene - Shell

Thats why we actually involve our team, for example, from strategic
_________________ this, I mean before we start the
______________________ projects, were involved in their projects
meeting. So, we know what theyre going to do in terms of master
plan, stuff like that. And then, they hand over to us. And after that,
when we develop project fit out, we will get our facilities team to get
involved in our project meetings. So they understand what are we...
Encik Jalil - UTHM

The problems
Ms. Jolene - Shell

Yeah.

Haa, itu sekarang berlaku. Baru sekarang berlaku yang tu. Setelah
kami, kami orang kata apa, kami tengok kelemahan-kelemahan tu,
kami bincang balik dengan GM. Lepas tu, GM pun berbincang
dengan GM-GM.
Encik Jalil - UTHM

Berapa banyak GM ada.

Yelah. Melampau banyak sangat nak ___________________

Biasa lah tu.

Lepas tu baru lah, baru lah diorang apa ni, setuju lah, tarik kami
untuk involve apa-apa projek yang baru. Kalau tidak, sebelum ni,
macam tu lah huru-hara lah diorang. Tapi sekarang, Alhamdulillah
lah, ada lah improve sikit, ______________ insaf lagi.
Encik Jalil - UTHM

Itu kena hantar pergi Haji dulu tu. Pergi Haji bagi insaf dulu.

Kalau pergi Haji tiap-tiap tahun pun jadik
____________________________________. Tapi tulah, kita asset, orang kita
kan, orang Islam kita, amanah tu, kat situ lah yang kami boleh bagi,
kan. Daripada situ pulak, yelah nak bagi deposit...
Encik Jalil - UTHM

Withdrawal ea, withdrawal.

Aa. Betul lah. Macam dia bagi 8% tu, zakat dia kira besar, banyak,
tolak-tolak zakat lagi, kat situ lah. Tapi, untuk pelaburan hartanah ni
memang banyak jugak lah daripada pelaburan investment yang tu
kan, saham ke apa.

Berapa percent?

Tak tahu lah. Yang saya dapat tahu, sekarang ni, nak ke 4 ke 5 billion
lah dia punya...
Encik Jalil - UTHM

Asset?

Keuntungan. Asset dia, around 60 billion kot dia punya asset. Tapi,
sekarang kita, hat yang untuk sewa-sewa tu rasanya tak salah saya
lah, dalam 2 billion macam tu. 2 ke 4.
Encik Jalil - UTHM

Setahun? Banyak nya. __________________6, 7%.

Tu lah. Penyumbang besar ni.
Encik Jalil - UTHM

Kena jaga Shell.

Kena naikkan rental siap-siap lah.

Tu lah. Doa lah. Harap-harap Petronas pulak masuk kan.
Encik Jalil - UTHM

Okay, jadik sekarang kita pun dah dekat pukul 1. So, setakat ni, saya
nak wrap up sikit lah apa yang observation daripada apa saya
nampak daripada discussion kita ni dan jugak sebelum-sebelum ni
yang saya pernah involve, company tu akan lebih well-managed
kalau dia punya structure tu ataupun framework real estate tu
daripada A to Z lah. So, sebab biasanya property ni sakit dia buat
bangunan cantik and then end up kita dapat, nak manage susah
sebab benda dia, real estate ni long term. Dia tak flexible macam,
hari ni beli, esok boleh jual. Dia take years sebab tu banyak legal
implication lah. Kalau kita nak case yang terdekat, kita boleh tengok
contoh dalam government punya projects, contoh macam; Putrajaya
maintenance cost very high because of the design and all the sort
of thing lah. Itu pun mungkin antara isu dia, takde input yang
complete tentang maintenance side lah. Okay, another thing is that,
macam Encik Zul cakap tadi, real estate ni kita tak boleh stagnant,
static, jumud sangat tengok daripada segi tengok bangunan,
maintain. So, I think, the way forward to go is, what the real estate
can do better lah. In terms of, proactive, strategies dia, investment
side, and then, project. Ataupun, dia generate profit jugak, land, how
to develop. Because, theres a good will there, based on my
experience. Contoh, di Australia, Testra dah buat. Macam dia nak
control cost, dia even, dia space charging. Dia charge whether
department ni, dia buat __________________berapa hundred k, you
manage this place. Kalau you ada kerugian, you penalty. That sort of
lah, so nanti company tu, dalaman sendiri dia akan manage macam
company. So, itu partly lah. Lagi satu, macam dia ada plan besar.
Developer, apa potential income dia boleh dapat daripada tu. JV lah,
that sort of. Lepas tu kalau macam in terms of productivity based on
framework yang saya bagi tu, elemen-elemen tu, diorang dah
basically diorang touch hampir semua. Kita mungkin touch in terms
of cost reduction. Which is cost reduction is one of the seven elemen
yang diorang ada: promote marketing and sale. There are a lot of
thing yang diorang dah touch which is kalau, its a good, kalau kita
boleh cover all the area lah. They increase of value, macam mana.
They promote marketing macam mana. They increase productivity
macam mana. Dia punya innovation macam mana dia design. Di
sana, dia dah tak pakai konsep macam dia panggil spaghetti
management lah. Dah tak ada boss duduk level satu-satu floor, dia
punya dah tak ada. Meja boss, dua hari ni, kerani duduk. So, dia dah
very advanced level.

Very organised lah.
Encik Jalil - UTHM

Organisation dia dah tak macam government lagi lah. Macam
hierarki dia tu dah ni... So, I think, the way forward kepada
newcomers ataupun bosses yang dah ada kat sini is to change a bit
of paradigm in terms of how we look towards this real estate lah.
Saya pun nampak prospect yang besar untuk graduate real estate
instead of macam kat UTHM tu, masuk ke valuation company...

Satu bidang aje lah.
Encik Jalil - UTHM

Aa. This corporate real estate yang I think kita ada dalam 900
companies dalam listed companies. Itu dalam main market lah. Yang
memerlukan dalam each company perlukan sorang atau dua orang,
itu dah thousands kita perlukan yang grads untuk masuk. Macam
yang ada kat sini ni, basically banyak yang muda-muda lah macam
saya tengok di Gas Malaysia ni Puan Noraizura ni pun baru grad. Tapi
dia lead untuk Gas Malaysia punya property division. Dulu kawan
saya dulu, Amanah Raya, dia setup REITs. Whole Amanah Raya
punya, dia je dia punya kepala. Baru grad, and then, boss suruh
setup all those REITs. Haa, REITs tu pun another area yang property
people boleh venture lah. Tapi, itu different issues lah. So, banyak
lagi sebenarnya benda nak discuss tapi mungkin kita akan follow up
dan keep up-to-date. Saya akan cuba come up dengan, mungkin lah
kita akan come up dengan regular meeting ke, once a year ke, in
case orang real estate ni boleh come up some sort of not society and
whatsoever tapi kita nak ada knowledge sharing tu supaya kita
moving forward to same direction. In case government, next time
nak impose anything towards asset issue, kita boleh ada one voice.
So that, takde lah too secretive sangat nanti ada kerugian. Macam
tadi, Ms. Cheng Ni ada propose CoreNet Global, one of the platform
yang kita boleh join lah. Dia ada CoreNet ni, corporate real estate
global network...

Mungkin boleh cuba cerita sikit
Encik Jalil - UTHM

Mungkin you dah nak initiate Malaysian chapter, boleh share sikit?
Ms. Ang Cheng Ni - Shell

Yeah, sure. Basically, we have approached by CoreNet, its a
Corporate Real Estate Network Global. They have requested us
whether there are interested to set up a chapter in Malaysia for all
the professionals, corporate real estate professionals as well as
service providers. So, were thinking of getting an initial meeting set
up. I think its early October, you know, on how to discuss how do we
set up this real estate session. Basically is, a venue to discuss, to
share about our knowledge sharing about corporate real estate
within Malaysia. So, its working out. We already have a chapter in
Singapore, in Australia. The nearest is Singapore. So, we just think

that its useful to have one in Malaysia. So, to get everyone to gather
you know. For the corporate to discuss.
Encik Jalil - UTHM

Saya dah join dah CoreNet Global ni sebelum ni as a student
member. Tapi dalam tu dia ada chapter in each kita type ada mana
Australia, UK semua, dia akan keluar mana members yang ada kat
situ and then kita boleh contact dia, dia ada network dalam tu. Kita
ada banyak knowledge, research yang diorang dah buat paper
everything is ada dalam knowledge session la untuk members. Jadi,
dia ada rank dia lah: corporate members, graduate members,
academics. Jadik dekat situ saya rasa bagus lah platform. So, dekat
sini, saya ada jugak contact-contact, e-mail apa semua. Nanti
mungkin kita boleh come up dengan satu database ke and then kita
boleh meet together. Ye lah, pasal saya pun Batu Pahat kan. If once a
while boleh lah. Tapi kalau siapa yang ada di KL ni, mungkin boleh
meet up sesekali. Kalau nak turun Parit Raja, Batu Pahat pun,
welcome. Sesekali keluar daripada KL.

Pergilah kampung.

Kita banyak kerepek.
Encik Jalil - UTHM.

Haa, kerepek, asam pedas ke, nasi briyani.

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Encik Roy Izwan - Maybank

Saya takde background dalam Property Management.

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan - Maybank

Encik Jalil - UTHM

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Encik Roy Izwan-Maybank

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Ms. Jolene - Shell

Encik Ahmad Kaseri-UTHM

They want to withdraw, man.

Ms. Jolene - Shell

Encik Mat Tawi-UTHM

Encik Jalil - UTHM

Encik Ahmad Kaseri-UTHM

Encik Jalil - UTHM

Encik Roy Izwan - Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan - Maybank

Encik Jalil - UTHM

Encik Roy Izwan - Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan - Maybank

Ms. Jolene - Shell

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Ms. Jolene - Shell and Ms. Cheng Ni - Shell

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Ms. Jolene - Shell

Encik Faizal-Tabung Haji

Encik Roy Izwan-Maybank

Encik Roy Izwan-Maybank

Ms. Cheng Ni - Shell

Ms. Cheng Ni - Shell

Encik Roy Izwan-Maybank

Encik Roy Izwan-Maybank

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Ms. Cheng Ni - Shell

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank

Encik Ahmad Kaseri-UTHM

Encik Roy Izwan-Maybank