UNIVERSITI PUTRA MALAYSIA

A CASE STUDY ON
WATSON'S PERSONAL CARE STORES SDN BHD

CHOW SOOK MUNG

GSM 1999 33
 A CASE STUDY ON

WATSON'S PERSONAL CARE STORES SDN BHD

BY

CHOW SOOK MUNG

MATRIC NO: GSO 1413

THE CASE STUDY IS SUBMITTED IN PARTIAL

FULFILLMENT OF THE REQUIREMENTS FOR THE

MASTER OF BUSINESS ADMINISTRATION

IN THE MALAYSIAN GRADUATE SCHOOL OF MANAGEMENT

UNIVERSITI PUTRA MALAYSIA

SEPTEMBER 1999
 PENGESAHAN KEASLIAN LAPORAN

Dengan ini saya, Chow Sook Mung, No. Matrik : GSO 1413, pelajar Program Master of

Business Administration, mengaku bahawa projek ini adalah hasil asal saya sendiri.
 TABLE OF CONTENTS

Page

ACKNOWLEDGEMENT

ABSTRACT ii

ABSTRAK iii

P ART I : THE CASE

1.0 INTRODUCTION 1
1 .1 Company Profile 2
1 .2 Economic Review 4
1 .3 The Retailing Industry 5

2.0 THE COMPANY

2.1 Watson's Background 6
2.2 Watson's Mission 7
2.3 Watson's Organization Chart 8
2.3.1 Human Resources Department 9
2.3.2 Operations Department 13
2.3.3 Buying Department 13

3.0 WATSON'S BRANCHES IN WEST MALAYSIA 18

3.1 Classification of Stores 20
3.2 Profile of The Store Management Level 21

PART IT : THE ANALYSIS

l.0 Problem Statement 24

1 .1 Human Resources Depaltment 25
1 .2 Operations Department 26
1 .3 Buying Department 27
2.0 Alternative Solutions
2.1 4Ps solution 28
2.1.1 Focus on product 28
2.1.2 Focus on price 29
2.1.3 Focus on place 32
2.1.4 Focus on promotion 34

2.2 Implement new policy 35

2.2.1 Controlled labour cost 35
2.2.2 Ti ghten the controllable cost 35
2.2.3 Achievement of sales target 37
2.2.4 Implement new POS 39

2.3 Providing Outstanding Service 40

3.0 RECOMMENDATION AND CONCLUSION 44

Appendix 1 45

Appendix 2 46
 ACKNOWLEDGEMENT

I would like first to express my gratitude to Puan Siti Rahayu Bt Russin for her

valuable time during the early stages of this case which has been most beneficial. I also

express my sincere thanks to all the learned and dedicated lecturers of the faculty and my

fellow MBA course mates who have given me the valuable contributions either directly

or indirectly towards the completion of the case study.

I would also like to thank Wanis Muharnri b Zainal, for his support, not only

during the writing of this case, but in my other endeavors over the past two years.

Finally, I would like to express my appreciation for the encouragement offered by

my parents.
ABSTRACT

Since the economic crisis in July 1997, the performance of the retail industry has

been affected by reduced consumer expenditure and higher costs of imports. Watson's

Personal Care Stores Sdn Bhd, the retail chain store in Malaysia since 1994 was also

affected by this economic turmoil. The problems that Watson's faced were the declining

of profits plus some internal problems in each department i.e. the Human Resources,

Operations and Buying Department. With all the challenges in the retailing industry,

Watson's need to overcome the situation and remain competitive in the market.

There are 4 strategies that Watson's can adopt to increase the sales and profits of

the company i.e. 1) focus on the 4Ps - Product, Price, Place, Promotion; 2) Implement

new policy ; 3 ) Providing outstanding service to the customers and 4) Set up the

Marketing Department.

ii
Abstrak

Sejak krisis ekonomi bermula pada Julai 1997, pengurangan perbelanjaan oleh

pengguna dan kos impot yang tinggi telah mempengaruhi prestasi syarikat di dalam

industri peruncitan. Watson's Personal Care Stores Sdn Bhd, adalah rangkaian peruncitan

di Malaysia sejak 1994 juga telah merasai kesan kemelesatan ekonomi ini. Masalah yang

dihadapi oleh Watson' adalah pengurangan dalam keuntungan ditambah pula dengan

masalah dalaman dalam setiap jabatan. Dalam menghadapi cabaran tersebut, Watson's

perlu mengatasi masalah-masalah tersebut supaya dapat bersaing di dalam pas�an.

Terdapat 4 strategi yang Watson's boleh gunakan untuk meningkatkan jualan dan

keuntungan iaitu 1) memfokus kepada prinsip pemasaran iaitu 4P; 2) Menggubal polisi

bam; 3) Memberi perkhidmatan yang terbaik dan 4) Menubuhkan satu jabatan iaitu

labatan Permasaran.

iii
1.0 INTRODUCTION

Tim Harvey, the Managing Director in Hong Kong, hadn't been with

Watson's for very long when he was transferred to Malaysia in early 1999 to

oversee the business in Malaysia and Singapore. As he was seated in his new

office, he read the reports that were lying on his desk that needed his immediate

attention. In the Operations report submitted by the Operations Controller, Ms Ho

Lai Lan it was reported that profits, as measured by net operating results, had

decreased over 10% compared to 1997.

From the Human Resources report written by Ms Lim Soh Buay, the
I

Human Resources Manager, it was reported that the staff turnover rate remained

high with an average of 15-20% from January 1999 to June 1999 even in this

economic turmoil.

As Mr Harvey was reading the reports, he foresees that much has to be

accomplished in the coming years as he was seated in his new office. The parent

company, Hutchison Whampoa, was concerned that Watson's profits were

declining 10% below 1997 (Appendix 1). This was partially due to the economic

conditions, the effect of currency devaluation and also the lower consumption by

the customer. As such much has to be done to increase the sales for the coming

year in order to be one of the survival in this competitive market.

 After having read all the reports, Tim Harvey sighed. With all the

challenges in the retailing industry, how does Watson's overcome the situation.

What are the best mechanisms that Watson's need to adopt to remain competitive

in this industry? This was what lingered in his head as the Managing Director of

the company.

1. 1 COMPANY PROFILE

Hutchison Whampoa Limited (HWL) is a Hong Kong-based conglomerate

with its origins dating back to the 1800s. Hutchison Whampoa is one of

Hong Kong's largest blue-chip companies with over 70,000 employees

worldwide. The group operates five core businesses:

a) Property Development and Investment

Hutchison Whampoa Property develops residential and commercial

properties for sale and lease. Its portfolio includes some of Hong Kong's

largest private housing projects and several landmark developments in the

Mainland.

b) Ports and related services

The group's expertise in port investment and management stems from its

pioneering operations in Hong Kong. Its port operations arm, Hutchison

International Port Holdings', is now exporting its professional experience

and expertise to ports in different parts of the world.

2
c) Retailing and Manufacturing

A.S. Watson operates four of Asia's most innovative retail chains: Park'N

Shop supermarkets, Watson's Personal Care Stores Sdn Bhd; Fortress,

selling domestic electrical appliances and computers and Bhs lifestyle

fashion and home stores.

The manufacturing division produces and distributes a wide range of food

and beverages throughout Hong Kong, the Mainland and other Asian

countries.

d) Telecommunications and Media

Hutchison Telecom operates a wide range of integrated

telecommunications services worldwide and is one the world's major

providers of mobile communications.

e) Infrastructure and Energy

The Group has major shareholdings in Cheung Kong Infrastructure -

which holds interests in infrastructure and related businesses, and power

plant projects: Hong Kong Electric - the sole supplier of electricity to

Hong Kong Island, and Husky Oil - one of Canada's largest, privately

owned oil and gas companies.

3
1.2 ECONOMIC REVIEW

The Malaysian economy experienced its first decline in 1998 since 1985,

with Real Gross Domestic Product declining by 6.7%. Further, real

aggregate domestic demand declined by 25.9% due to erosion of real

wealth, uncertainty with regard to job security and high interest rates.

On the supply side, the manufacturing and construction sectors reported

contractions of 10.2% and 24.5% respectively whilst the services sector

grew by 1.5%.

The wholesale and retail trades, hotels and restaurants subsector of the

services sector declined by 2% in 1998 as a result of the economic

downturn and cautious consumer spending.

During th� year under review, the government implemented several

measures to stabilise and reverse the declining economy. Among these

were the National Recovery Plan, selective exchange controls, easing of

monetary policy and measures to restructure and recapitalise the financial

system and the Home Ownership Campaign.

4
1.3 THE RETAILING INDUSTRY

The retailing industry in Malaysia was fiercely competitive. The retailers

competed among themselves among the retail chain store and giant retailer

such as Tops, Carrefour and Giant for a share of the domestic market.

Since the beginning of the Asian fmancial and economic crisis in July

1997, the performance of the retail industry has been affected by reduced

consumer expenditure and higher costs of imports. In Appendix 2, it

reveal the degree of impact on each retail sub-sector. Overall, retail sales

(non-weighted) have dropped by 17%. Retailers dealing in food,

household products and other daily necessities are not badly affected in

relation to retailers merchandising non-essential and high-end products

and services.

Today, more than ever, organization is searching for a competitive edge, a

strategic uniqueness, which will distinguish them from their competition.

In the retailing, even huge hyperstores no longer have the advantage of

large price differentials. Intense competition has eroded this pricing

advantage to a considerable extent, and stores had begun to concentrate

on other mechanisms for achieving points of difference.

5
2.0 THE COMPANY

2.1 WATSON'S BACKGROUND

A.S. Watson & Co Ltd is a subsidiary of Hutchison Wbarnpoa Limited

and is one of the best known trading names in Asia. The company began as a

small dispensary in Guangzhou, China in 1828, opened in Hong Kong in 1841,

and became one of the first companies in the world to produce carbonated soft

drinks. By the turn of the century, A.S. Watson had became a major trading force

in Hong Kong, China, Macau, Taiwan, Singapore, Malaysia and Thailand with

more than 300 retailing and dispensing branches.

In Taiwan, the group has a major chain of 145 drugstores. The 90 stores

in Singapore and Malaysia are expected to increase steadily by about 15 per year,

while the number of stores in Thailand will grow to 25 in the near future. In

China, A.S. Watson operated in excess of 90 outlets, the largest chain of foreign­

owned stores in the mainland. This is expected to grow at the rate of 40 to 50

stores a year and to provide profitable returns within the decade.

Watson's is the original personal care retailer with more than 150 years of

retail experience in the region, with over 300 stores throughout Asia. Watson's

regularly carry more than 25,000 items sourced from over 20 countries, including

its own label that is GIANETTO. These imported items contributed most to the

6
total profits of Watson's. GlANETTO can be divided m SIX major product

groups:-

* *
Personal Care Lifestyle

* *
Beautiful You Sweet Expressions

* *
Health and Fitness Fun and Games

The store count has doubled in the last 4 years and is poised to exceed 500

stores by the year 2000. Today over 10 millions shoppers visit Watson's each

month in Malaysia, Singapore, Taiwan, Macao, China, Hong Kong and Thailand.

The store range in size from 2,000 to 12,000 sq. ft. with the ideal size being 5,000

sq.ft.

2.2 WATSON'S MISSION

Attain and subsequently maintain leadership position in the health, beauty and

fashion stores sector through:

a) building a reputation for excellence in meeting customer needs

b) generating continuous profit growth

c) believe in, create and maintain virtuous circles

7
2.3 WATSON'S ORGANIZATION STRUCTURE

HR Training Area
Officer Officer Manager
Buyer
Store Manager/
Asst. Store Mgr.
i

HR Front Desk Sales Buying Assistant

Asst. Clerk Coordinator

8
2.3.1 HUMAN RESOURCES DEPARTMENT

The Human Resources Department was headed by Ms Lim Soh

Buay, the Human Resources Manager with at least 20 years of experience

as a human resources practitioner with the assistance of 2 Officers and a

Clerk.

The total workforce of Watson's was about 550 people throughout

West Malaysia. The main function of human resources was to recruit the

staff for the operation in the Klang Valley as when and where needed. For

the outstation stores, the Store Managers were empowered to recruit and

trained by the management in the stores. It was compulsory for a newly

joined staff to undergo the induction training and on-the-job training for 3

days upon reporting to work before placing them at the specify store in the

Klang Valley. However, when there was an urgent basis, some of the

newly joined staffs were send to the shop floor before they had the chance

to undergo the proper training.

The turnover for the sales personnel were high in Klang Valley

compared to the outstation stores. Through the exit-interview that was

conducted in Klang Valley, the following were the reasons of the high

tumover:-

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1. Wider job opportunity even though at this economic downturn as more

new giant retailers were opened such as Tops, Giant etc.

2. The working environment in Watson's was humid and hectic

especially at the busy stores such as Watson's Kota Raya and Sg

Wang. Both stores generated the highest sales compared to other

stores.

3. The sales personnel felt that there were no career development for

them.

4. Relationship with superior - was only a one way communication

whereby store management only gave instructions and orders without

any guidance to the sales personnel.

5. No proper training as sometimes the store management did the

recruitment themselves without the knowledge of Human Resources

Department.

6. Salary was not attractive compared to the workload that need to be

done as Watson's had different promotions monthly.

7. The sales personnel found difficulties to understand in the language

being taught as most of the training modules were in English.

Majority of the sales personnel were only Form 3 and Form 5

dropouts.

10
 Besides that, the other reasons were some of the staffs were

tenninated by the management due to dishonesty and mishandling of cash

money and they were immediately sent to the police.

The high turnover of staff in the operations especially in the big

and busy stores were majority situated in Klang Valley in Table 1 as

shown below:

Table 1 : STAFF TURNOVER IN KLANG VALLEY

STORE A JAN 99 FEB 99 MAC 99 APRIL 99 MAY 99 TOTAL

SgWang 1 3 2 2 3 11

Kota Raya 2 2 1 2 3 10

Bangsar 2 1 1 1 1 6

The Mall 1 1 1 2 2 7

KLCC 5 1 3 2 4 15

B Utama 2 3 1 1 1 8

TOTAL 13 11 9 10 14 57

Source. Company s record

I

11
 Based on the statistic shown in Table 1, there were some serious problems

in retaining the staff in the busy stores. The duration of staying for the sales

personnel in Watson's were approximately one year upon confirmation. The

statistic also indicates that there might be some weakness on the store

management part such as lack of interpersonal skill and leadership skill. It

was very costly and time consuming as much effort had been put on to train a

staff.

Due to the high turnover, the level of customer service rendered by the

staff was also deteriorating. In the past 6 months, the Human Resources Manager

received an average of 1 complaint from dissatisfied customer about the way the

sales personnel handle the business situation on the spot. Based on the

investigation, it was reported that the sales personnel involved were mostly the

newly joined staff.

The weekly/monthly tasks to be performed in Watson's Stores A were

listed as below:-

• 300,000 items sold weekly

• 2000 PLU (price Look Up) changes monthly

• 120,000 customer monthly

• 500 PLU items on promotion monthly

• Tag and re-retag 100,000 units of merchandise weekly

12
 Based on the above routines that needed to be performed, it was difficult

to retain the operations staff as the jobs were done manually and the salary was

not competitive with the work load.

2.3.2 OPERATIONS DEPARTMENT

Ms Ho Lai Lan , the Operations Controller joined Watson's since 1997.

Prior to that, she was attached with KFC (Kentucky Fried Chicken) for 17 years

and her last position was as the Country Manager before joining Watson's. As the

Operations Controller, she was fully responsible for the total operations in all the

outlets throughout Malaysia.

2.3.3 BUYING DEPARTMENT

Buying department was led by Catherine Williams, the Merchandise

Controller which was based in Watson's Singapore. She was assisted by 2

Merchandise Managers i.e. Ian Cruddas who was in-charged of the Toiletries and

Cosmetics Department and had only joined the company 6 months ago while Loo

Chii Shian, a qualified Pharmacist was in-charged in the Confectionery and

Pharmaceutical Section, had been with the company for the past 4 years. There

were 2 Buyers and 4 Buying Assistants to perform the task in the Buying

Department.

13
 The task of Buying Department were as below:

a) plan for centralized buying

b) plan for centralized promotion

c) plan for the layout design

d) negotiate with suppliers on the trading terms and pricing

Despite the monthly centralized promotion which was planned one year

ahead by the HQ (Head Quarters), Catherine still receive complaints from the

operations on the ordering of stocks to be allocated to the stores. There was no

proper planning; all was done on ad-hoc basis. Some of the store did not receive

the promotion stocks although the promotions had already started or quite often,

there were insufficient stocks to be sold to the customers.

For ordering of stocks, the Buyers decide the quantity of stocks to be

ordered. This had raised dissatisfaction among the Area Managers on this issue.

Many times, during the monthly meeting with the Buyers, they brought up this

matter. Their argument was that since the management staff in the operations

knew best which stocks were top sales and which were not, they were the best

person to do their ordering of stocks instead of the buying department. Table 2

showed the comparison of product ranking between the actual sales and the

14
 allocated products by Buying department in the Chemist section. Obviously some

of the products that had been allocated were not what the customer's demand.

TABLE 2: COMPARISON OF PRODUCT RANKING BETWEEN ACTUAL

SALES AND ALLOCATION OF PRODUCTS BY BUYING DEPARTMENT IN

CHEMIST SECTION

Top 10 Sales Product Ranking Top 10 Product Allocated by Buying

st st
21 Century Chitosan 250mg 30's 21 Century Herbal Hairplus Cap 30's

st
Imedeen Tablets 60's 21 Century Weight Loss Powder

Allergen Comp Comfort Plus TlPack Durex 12's Extrasafe

st
B& LRenu 21 Century Chitosan 250mg 30's

Durex 12's Extrasafe B&LRenu

Durex 12's Fetherlite Spritzer Mineral Water

Appeton Weight Gain Power - Adult PanaGol 10's

Kordel Evening Primrose Oil Ciba Vision Solocare

Tummitrim Xtra Performance Klean and Kare Normal Saline

Panadol 10'5 Total Purewater Distilled Water

Source: Company s record

,

15
3.0 WATSON'S BRANCHES IN WEST MALAYSIA

Watson's stores in Malaysia were located at most of the major shopping

complexes. Watson's fIrst store was opened in 10hor Bahru in 1994. Since then,

Watson's had opened another 42 stores throughout West Malaysia. The headcount in a

store varies, in which it depends on the size and location of the store.

In order to have a better control, the management has divided into 5 regions

namely Northern, Southern, Central I, Central II and Central South. An Area Manager

headed each region, which consisted of Store Managers and/or Assistant Store Managers,

Supervisors and/or Assistant Supervisors, a Back Room Clerk and the Sales

Coordinators. Each outlet was given a sales target to achieve whereby the high achievers

would be rewarded in terms of bonus at the end of the year.

Below was the Watson's outlet at each region:-

NORTHERN REGION SOUTHERN REGION

1. Alor Setar 1. Batu Pahat

2. Penang One Stop 2. Kluang,

3. Bukit lambul 3. Holiday Plaza

4. Komtar 4. Perling Mall,

5. Megamall Prai 5. Pelangi Leisure Mall

18
6. Bukit Mertajam 6. Plaza Tasek,

7. Kinta City, Ipoh. 7. Plaza Angsana

8. City Square

CENTRAL I CENTRALD

1. Leisure Mall 1. Sungei Wang

2. Bandar Utama 2. Kota Raya

3. Alpha Angle 3. Selayang Mall

4. Ampang Point 4. Bandar Baru Klang

5. Pandan Kapital 5. The Mall

6. Sunway Pyramid 6. Centre Point Klang

7. KL Plaza 7. Kuantan Parade

8. Summit Square USJ 8. BerjayaMegamall

9. Amcorp Mall 9. Mine�.

19