Compounding Effect Draf transkrip automatik penuh. Pembetulan istilah berdasarkan sumber direkodkan secara berasingan; tanda semakan menunjukkan perkataan yang perlu diperiksa. [00:00:00–00:00:02] Subscription Business Model [semak: uncertain words] [00:00:02–00:00:05] Kita dah pergi pada chapter yang keempat guys [semak: uncertain words] [00:00:05–00:00:09] Macam mana kita nak design business model level Ferrari [00:00:09–00:00:12] Maksudnya engine Ferrari walaupun kereta nampak kancil [00:00:13–00:00:16] Antaranya adalah nombor satu compounding effect [00:00:16–00:00:19] Sebab tu saya sangat-sangat minta tolong [00:00:19–00:00:23] Tolonglah design business model yang ada subscription business model [00:00:23–00:00:25] Yang boleh orang subscribe bayar bulan-bulan [00:00:25–00:00:26] Sebab kita jual service [00:00:26–00:00:29] Kita kena fikir macam mana aku nak ada compounding effect [00:00:29–00:00:30] Okay, jom saya explain [semak: uncertain words] [00:00:31–00:00:33] Recurring value membuatkan customer kekal [00:00:33–00:00:34] Jangan mula dari kosong [00:00:34–00:00:36] Kita nak pastikan kita fokus pada repeat customer [semak: uncertain words] [00:00:36–00:00:38] Repeat customer, repeat customer [00:00:38–00:00:39] Repeat value, repeat payment, retention [00:00:39–00:00:41] Maksudnya customer kita stay [00:00:41–00:00:43] Dan bila kita bina monthly behaviour [00:00:43–00:00:46] Ada setengah orang, dia buat work package website contohnya [semak: uncertain words] [00:00:46–00:00:51] Dia charge terus RM1,200 untuk maintain website setahun [semak: uncertain words, number or amount] [00:00:51–00:00:53] So dia dapatlah RM1,200 [semak: uncertain words, number or amount] [00:00:53–00:00:54] Itu bukan subscription [00:00:54–00:00:57] Subscription ni dia kena buat RM100 setiap bulan [semak: number or amount] [00:00:57–00:01:00] Dia kena bina monthly behavior [semak: uncertain words] [00:01:00–00:01:01] Itu ayat dia [semak: uncertain words] [00:01:01–00:01:02] Banyak orang tertipu [00:01:02–00:01:03] Oh saya subscription tuan [semak: uncertain words] [00:01:03–00:01:05] Tapi saya bayar setahun [00:01:05–00:01:05] Itu bukan subscription [00:01:07–00:01:07] Sebab [00:01:07–00:01:09] Itu menyebabkan customer akan unsubscribe [00:01:09–00:01:11] Bila tiba masa dia akan unsubscribe [00:01:11–00:01:12] Kita nak pastikan [00:01:12–00:01:14] Dia dah masuk dalam dia punya [00:01:14–00:01:16] Monthly living expenses [00:01:16–00:01:17] Itu baru betul [00:01:17–00:01:17] Contoh [00:01:17–00:01:19] A true subscription dia adalah apa? [semak: uncertain words] [00:01:19–00:01:20] Netflix contohnya [00:01:20–00:01:21] Kita dah ambil [00:01:21–00:01:22] Oh aku kena subscribe Netflix [semak: uncertain words] [00:01:22–00:01:23] Aku nak tengok tiap bulan [00:01:23–00:01:25] Kenapa Netflix tak buat setahun terus? [00:01:25–00:01:25] Kenapa? [00:01:26–00:01:27] Boleh je kan? [semak: uncertain words] [00:01:27–00:01:28] Setahun harga murah [00:01:28–00:01:28] Setahun tak bagus [semak: uncertain words] [00:01:28–00:01:30] Apa yang akan naik adalah [00:01:30–00:01:31] Change rate [00:01:31–00:01:32] Kadar orang unsubscribe akan naik [00:01:32–00:01:34] Sebab bila dia nak bayar [00:01:34–00:01:35] Untuk tahun kedua [00:01:35–00:01:36] Memang ralat gila [00:01:36–00:01:36] Dan banyak gila orang [00:01:36–00:01:37] Uncontinue [00:01:37–00:01:38] Dan harga jadi mahal [00:01:38–00:01:39] Kita tak nak ambil [00:01:39–00:01:41] Shortcut yang winning yang cepat [semak: uncertain words] [00:01:41–00:01:42] Kita tak nak ambil [00:01:42–00:01:42] Shortcut lah [00:01:42–00:01:44] Kalau kata company pula [semak: uncertain words] [00:01:44–00:01:45] Contoh macam saya [00:01:45–00:01:47] Saya ambil saya punya produk sendiri [00:01:47–00:01:48] VSM [00:01:48–00:01:49] Kita tak ambil paket setahun [semak: uncertain words] [00:01:49–00:01:51] Walaupun kami boleh buat [00:01:51–00:01:52] Tuan bayar setahun [00:01:52–00:01:53] Kalau sebulan [semak: uncertain words] [00:01:53–00:01:54] Tuan bayar RM1,500 [semak: uncertain words, number or amount] [00:01:54–00:01:56] Tahun saya letak RM10,000 je [semak: number or amount] [00:01:58–00:02:00] Adakah itu subscription? Jawapannya tak [semak: uncertain words] [00:02:00–00:02:02] Kita dah ambil RM10,000 dah tu [semak: uncertain words, number or amount] [00:02:02–00:02:03] Kan? RM10,000 [semak: number or amount] [00:02:04–00:02:05] Banyak sangat diskaun [00:02:06–00:02:07] RM18,000 patutnya [semak: number or amount] [00:02:07–00:02:08] Katalah ya, ok tuan [semak: uncertain words] [00:02:08–00:02:11] Sebulan RM15,000, setahun RM15,000 je [semak: number or amount] [00:02:11–00:02:12] Dua bulan free [00:02:13–00:02:15] Maksudnya 10 bulan darab dengan RM15,000 [semak: uncertain words, number or amount] [00:02:15–00:02:17] Bagus ke tak bagus? Jawapan dia tak bagus [00:02:17–00:02:19] Sebab itu bukan monthly subscription [00:02:19–00:02:20] Itu dah macam [00:02:20–00:02:22] Kita panggil one off payment je [semak: uncertain words] [00:02:22–00:02:24] Nanti pada tahun kedua ralat gila [00:02:24–00:02:26] Dan masalah dekat cash flow sebenarnya [00:02:26–00:02:27] Bila kita ambil yearly terus [00:02:27–00:02:31] Kita dah guna duit yang bukannya hak kita [semak: uncertain words] [00:02:32–00:02:33] Cuba belajar balik cost structure [semak: uncertain words] [00:02:33–00:02:35] Semua duit yang kita dapat ni [00:02:35–00:02:36] Katakanlah [00:02:36–00:02:37] Saya ambil lah eh [semak: uncertain words] [00:02:37–00:02:37] Contohnya [00:02:37–00:02:40] Saya jual paket saya ni [00:02:40–00:02:40] RM1,500 [semak: number or amount] [00:02:42–00:02:43] Tapi saya jual setahun [00:02:43–00:02:44] RM1,500 [semak: number or amount] [00:02:45–00:02:46] Darab dengan 12 bulan [semak: number or amount] [00:02:46–00:02:47] RM18,000 [semak: number or amount] [00:02:47–00:02:49] Tapi saya bagi diskaun RM3,000 lah [semak: number or amount] [00:02:49–00:02:50] Maksudnya 2 bulan free [semak: number or amount] [00:02:50–00:02:52] Saya tolak dengan RM3,000 [semak: number or amount] [00:02:52–00:02:54] So dah adalah RM15,000 [semak: uncertain words, number or amount] [00:02:54–00:02:55] Apa yang berlaku [00:02:55–00:02:56] Saya pun dapat RM15,000 [semak: uncertain words, number or amount] [00:02:56–00:02:58] Bulan pertama [00:02:58–00:02:59] Saya close 5 customer [semak: uncertain words, number or amount] [00:03:00–00:03:01] Bayar RM15,000 [semak: number or amount] [00:03:01–00:03:02] 5 customer [semak: number or amount] [00:03:02–00:03:03] Yeay [00:03:03–00:03:05] Sale RM75,000 [semak: uncertain words, number or amount] [00:03:05–00:03:06] Saya pun habiskan duit tu [semak: uncertain words] [00:03:06–00:03:07] Pak dan muka [semak: uncertain words] [00:03:08–00:03:08] Itulah [00:03:08–00:03:10] Punca company melingkup [00:03:10–00:03:11] Sebab dia dah guna duit customer [00:03:11–00:03:13] Ini bukan hak kita guys [00:03:13–00:03:15] Kita masih berhutang pada customer [00:03:15–00:03:16] Lagi 11 bulan [semak: number or amount] [00:03:16–00:03:17] Kalau company nak tutup [00:03:17–00:03:19] Kita still kena deliver pada customer [00:03:19–00:03:20] 11 bulan [semak: number or amount] [00:03:20–00:03:20] Betul tak? [00:03:20–00:03:21] Kita dah ambil duit customer [00:03:21–00:03:23] Ini kita panggil customer [00:03:23–00:03:25] Kita still berhutang pada customer lah [00:03:25–00:03:27] Sebab tu tak boleh ambil terus RM75,000 ni [semak: number or amount] [00:03:27–00:03:29] Habiskan bulan Januari [00:03:29–00:03:29] Tak boleh [semak: uncertain words] [00:03:29–00:03:31] Kita kena bahagi 12 [semak: uncertain words, number or amount] [00:03:31–00:03:33] Sebenarnya kalau kita bahagi dengan [00:03:34–00:03:35] Kalau kita ambil tadi [00:03:35–00:03:37] RM15,000 kan [semak: number or amount] [00:03:37–00:03:39] Kita close 5 company [semak: number or amount] [00:03:39–00:03:40] RM75,000 [semak: number or amount] [00:03:40–00:03:42] Kita kena bahagi dengan 12 bulan [semak: number or amount] [00:03:42–00:03:44] Sebab kita nak service 12 bulan [semak: number or amount] [00:03:44–00:03:47] Jadi sebenarnya sale saya pada bulan itu [00:03:48–00:03:51] Hanyalah RM6,250 [semak: number or amount] [00:03:52–00:03:53] Nampak tak? [00:03:55–00:03:57] Monthly subscription ni [00:03:57–00:03:59] Dia penting untuk kita jaga cash flow [semak: uncertain words] [00:03:59–00:04:01] Jangan buat yearly subscription [00:04:01–00:04:02] Itu bukan subscription [00:04:03–00:04:04] Saya ulang [00:04:05–00:04:07] Yearly bayaran bukan subscription [00:04:07–00:04:09] Kita nak monthly [00:04:09–00:04:11] Walaupun kita boleh buat yearly [00:04:11–00:04:12] Kita tak nak buat [00:04:12–00:04:12] Saya nak monthly [00:04:12–00:04:13] Kenapa? [00:04:13–00:04:14] Saya nak pastikan [00:04:14–00:04:15] Bos-bos yang ambil VSM ni [semak: uncertain words] [00:04:15–00:04:17] Dia dah masukkan dalam OPEX dia [00:04:17–00:04:18] Itu baru real [00:04:18–00:04:19] Maksudnya dia berkata [00:04:19–00:04:21] Okay account accountant [semak: uncertain words] [00:04:21–00:04:24] Berapa kita punya operational cost tiap bulan [00:04:25–00:04:26] RM35,000 bos [semak: uncertain words, number or amount] [00:04:26–00:04:26] Kenapa eh [semak: uncertain words] [00:04:26–00:04:26] Okay [semak: uncertain words] [00:04:26–00:04:29] Tambah RM1,500 untuk VSM [semak: uncertain words, number or amount] [00:04:29–00:04:30] Oh [00:04:30–00:04:30] Maksudnya jadi [00:04:30–00:04:32] RM36,500 lah bos [semak: number or amount] [00:04:32–00:04:33] Yes [00:04:33–00:04:34] Itulah kos kita setiap bulan [00:04:35–00:04:35] Alhamdulillah [00:04:36–00:04:37] Selamat saya [00:04:37–00:04:38] Dia dah anggap [00:04:38–00:04:39] Saya punya produk tu [semak: uncertain words] [00:04:39–00:04:41] Sebagai monthly kos dia [00:04:41–00:04:42] Dan dia rasa [00:04:42–00:04:43] Eh murah sangat si bos tu lah [semak: uncertain words] [00:04:43–00:04:44] Masukkan terus [00:04:44–00:04:45] Saya nak include terus [00:04:45–00:04:47] Katalah saya charge RM10,000 [semak: uncertain words, number or amount] [00:04:47–00:04:48] Tapi saya buat bulanan RM10,000 [semak: number or amount] [00:04:48–00:04:49] Dia masukkan terus RM10,000 [semak: number or amount] [00:04:49–00:04:51] So dia dah absorb tu sebagai [semak: uncertain words] [00:04:51–00:04:53] Dia punya advertising kos contohnya [00:04:53–00:04:54] Ataupun training course [semak: uncertain words] [00:04:54–00:04:56] Dia boleh tolak didak balik dengan [semak: uncertain words] [00:04:56–00:04:58] Kalau telah saya [semak: uncertain words] [00:05:00–00:05:01] HRDF certified ke apa [semak: uncertain words] [00:05:01–00:05:03] Dia boleh ambil levy tolak dengan [00:05:03–00:05:05] Claimable HRDF, HRDC [00:05:05–00:05:06] Bagaimana semua tu [semak: uncertain words] [00:05:06–00:05:08] Faham tak? Itulah monthly behaviour [semak: uncertain words] [00:05:08–00:05:11] Sebab tu compounding effect ni power guys [semak: uncertain words] [00:05:12–00:05:13] Monthly adalah [00:05:13–00:05:14] Pilihan business model BBS [00:05:14–00:05:16] Ni dah explain lah tadi [semak: uncertain words] [00:05:17–00:05:17] Accumulation [00:05:18–00:05:21] Kita accumulate sikit, sikit, sikit [00:05:21–00:05:23] sikit. Bulan pertama [00:05:23–00:05:25] kita ada 100 customer beli produk kesihatan [semak: number or amount] [00:05:25–00:05:27] kita. Ataupun ambil kita punya [00:05:27–00:05:28] servis [semak: uncertain words] [00:05:28–00:05:31] account service. Kita ada 100 [semak: uncertain words, number or amount] [00:05:31–00:05:33] client ambil kita punya servis account [00:05:33–00:05:35] dan dia subscribe [semak: uncertain words] [00:05:35–00:05:37] maksudnya dia subscribe setiap bulan. Account [00:05:37–00:05:38] macam ni ambil lah [00:05:39–00:05:40] student untuk kelas tuition [00:05:41–00:05:43] bulan kedua 200 lagi [semak: uncertain words, number or amount] [00:05:43–00:05:45] 300 bertambah nampak tak? Dia [semak: uncertain words, number or amount] [00:05:45–00:05:47] grow, grow, grow, grow, grow. Tapi [00:05:47–00:05:48] yang ni kena ingat ini kalau [00:05:49–00:05:50] zero change [00:05:51–00:05:54] Change ni kita akan belajar dalam topik yang seterusnya [00:05:54–00:05:55] Ada tak? Ni namanya change ni [semak: uncertain words] [00:05:55–00:05:56] Kita akan belajar nanti [00:05:56–00:05:58] Change ni adalah kadar orang unsubscribe [semak: uncertain words] [00:05:58–00:06:00] Maksudnya berapa ramai orang unsubscribe [00:06:00–00:06:02] Jadi kalau logik akal dia sebenarnya [00:06:02–00:06:03] Orang unsubscribe [00:06:03–00:06:05] So dia akan jadi macam ni lah lebih tepat [00:06:06–00:06:08] 100 tambah lagi 100 [semak: uncertain words, number or amount] [00:06:08–00:06:09] Tapi hilang 10 jadi 150 [semak: uncertain words, number or amount] [00:06:09–00:06:11] Tambah sikit lagi tapi berkurang [00:06:11–00:06:13] Ini contohnya 10% hilang [semak: number or amount] [00:06:13–00:06:14] 10% hilang step line [semak: uncertain words, number or amount] [00:06:14–00:06:15] Ini lebih logik [00:06:15–00:06:17] So kita nak tengok [semak: uncertain words] [00:06:18–00:06:18] Jadi [00:06:20–00:06:22] Kita dapat payment 1200 setahun [semak: uncertain words, number or amount] [00:06:22–00:06:23] Service website [semak: uncertain words] [00:06:23–00:06:25] Tapi ini bukannya sale [00:06:25–00:06:27] Ini adalah 12 bulan punya cost [semak: number or amount] [00:06:27–00:06:28] Macam saya katakan tadi [semak: uncertain words] [00:06:28–00:06:29] Jangan anggap ini adalah sale [00:06:29–00:06:30] Bahaya eh [00:06:31–00:06:32] Jadi kalau katalah kita tambah [00:06:32–00:06:34] 100, 100, 100 customer baru [semak: number or amount] [00:06:34–00:06:35] Yang menarik dia guys [semak: uncertain words] [00:06:35–00:06:36] Dengan business model ni [00:06:36–00:06:37] Dia compounding tau [00:06:37–00:06:39] Kita tambah 100 je [semak: number or amount] [00:06:39–00:06:40] Pada bulan yang ke-6 [semak: number or amount] [00:06:40–00:06:41] Kita dah ada 600 customer [semak: number or amount] [00:06:41–00:06:43] Ini assume kita ada [00:06:43–00:06:44] Kosong change rate [semak: uncertain words] [00:06:44–00:06:46] Kosong orang yang unsubscribe [00:06:46–00:06:47] Ni assume lah [semak: uncertain words] [00:06:47–00:06:48] Tapi kita ada 600 [semak: number or amount] [00:06:48–00:06:51] Katalah orang subscribe 10%, 10%, 10%, 10% [semak: uncertain words, number or amount] [00:06:51–00:06:53] Kita hilang 10, 20 [semak: number or amount] [00:06:53–00:06:55] Kita hilang macam tu [00:06:55–00:06:57] By the end of bulan ke-6 [semak: number or amount] [00:06:57–00:06:59] Kita mungkin ada RM500 atau RM450 [semak: uncertain words, number or amount] [00:06:59–00:07:00] Still banyak [00:07:00–00:07:00] Betul tak? [00:07:01–00:07:02] Walaupun 10% tak continue [semak: number or amount] [00:07:03–00:07:04] So that's why lah [semak: uncertain words] [00:07:05–00:07:07] Subscription ni memang sangat penting [00:07:07–00:07:09] Kita boleh buat one off RM10,000 sekali [semak: uncertain words, number or amount] [00:07:09–00:07:12] Ataupun kita charge bukan RM10,000 lah [semak: number or amount] [00:07:12–00:07:13] Kita charge RM1,000 setiap bulan [semak: number or amount] [00:07:13–00:07:14] Ini yang kita nak [00:07:14–00:07:16] Kita charge RM1,000 je setiap bulan [semak: number or amount] [00:07:17–00:07:19] Daripada RM10,000, setahun terus [semak: number or amount] [00:07:19–00:07:21] Saya nak charge setiap bulan [semak: uncertain words] [00:07:21–00:07:24] Sebab itu adalah a true subscription business model [semak: uncertain words] [00:07:24–00:07:25] Sebab itu, kalau anda tengok [semak: uncertain words] [00:07:25–00:07:26] Bisnes tengah struggle sekarang [semak: uncertain words] [00:07:26–00:07:28] Kena tahu sebenarnya [00:07:28–00:07:30] Sebab tak ada subscription [00:07:30–00:07:33] Soalan selanjutnya, student akan tanya saya [00:07:33–00:07:34] Di masalahnya [semak: uncertain words] [00:07:34–00:07:37] Saya rasa bisnes saya ni tak sesuai lah [semak: uncertain words] [00:07:37–00:07:39] Untuk ada subscription business model ni [00:07:39–00:07:40] Macam mana eh? [00:07:41–00:07:43] Sebenarnya, semua bisnes [00:07:43–00:07:44] Boleh disubscribe kan [00:07:45–00:07:46] Mungkin kena tukar customer [00:07:46–00:07:50] Eh, sebelum ni ambil B2C kan? [semak: uncertain words, number or amount] [00:07:51–00:07:52] Haa, ya B2C [semak: number or amount] [00:07:52–00:07:53] Mungkin kena main B2B [semak: number or amount] [00:07:53–00:07:55] Sebab B2B boleh subscribe business to business [semak: number or amount] [00:07:55–00:07:56] Contoh, saya ambil company ID [00:07:56–00:07:59] Dia ni buat kabinet perabot [00:07:59–00:08:01] Dia buat kabinet dapur, kabinet dapur, kabinet dapur [00:08:01–00:08:04] Mana ada orang tukar kabinet dapur setiap tahun? [00:08:05–00:08:06] Tak logik, setiap bulan tak logik [00:08:07–00:08:09] So, saya salah customer [00:08:09–00:08:11] Sebab saya jual kepada B2C [semak: number or amount] [00:08:11–00:08:14] Kalau saya attach kepada B2B [semak: number or amount] [00:08:14–00:08:15] Saya attach dengan company ID [semak: uncertain words] [00:08:15–00:08:17] Logik tak company ID [00:08:17–00:08:19] Setiap bulan ada 5 ke 10 job [semak: number or amount] [00:08:19–00:08:19] Logik [00:08:19–00:08:22] Maksudnya kalau saya boleh attach dengan 1 ID [semak: uncertain words, number or amount] [00:08:22–00:08:23] Menjadi subcon [00:08:23–00:08:25] Kepada main ID tu [00:08:26–00:08:27] Dia maincon [00:08:27–00:08:28] Saya subcon [00:08:28–00:08:29] Orang kedua [00:08:29–00:08:30] Saya buat kabinet dapur je [00:08:30–00:08:33] So saya boleh dapat supply 10 job dengan dia [semak: number or amount] [00:08:33–00:08:34] Yang penting saya jaga reputation [00:08:34–00:08:35] Kalau saya boleh attach dengan [00:08:35–00:08:37] 10 company ID [semak: number or amount] [00:08:37–00:08:40] 1 company ID bagi average 5 job [semak: number or amount] [00:08:40–00:08:42] Saya dah dapat 50 job cabinet [semak: number or amount] [00:08:42–00:08:42] Nampak tak [00:08:43–00:08:45] Itulah goal dia guys [00:08:45–00:08:46] Maksudnya kadang-kadang [00:08:46–00:08:47] Kita mungkin salah produk [00:08:47–00:08:49] Tukar produk jadi subscription [00:08:49–00:08:51] Kita mungkin salah target audience [00:08:51–00:08:52] Kita target direct [00:08:52–00:08:53] Kita target B2C [semak: number or amount] [00:08:53–00:08:55] Mungkin perlu B2B [semak: number or amount] [00:08:55–00:08:56] Ataupun B2G [semak: number or amount] [00:08:56–00:08:57] Business to government [00:08:57–00:08:59] So kita ada B2C [semak: number or amount] [00:08:59–00:09:00] Business to customer [00:09:00–00:09:01] B2B [semak: number or amount] [00:09:01–00:09:03] Business to business [00:09:03–00:09:05] Ataupun B2G [semak: number or amount] [00:09:05–00:09:07] Business to government [00:09:07–00:09:08] Tapi government ni [00:09:08–00:09:10] nyampah sikit [semak: uncertain words] [00:09:10–00:09:12] jadi jom kita pergi pada [semak: uncertain words] [00:09:12–00:09:14] video yang seterusnya