3 MARCH 2016
NURSING FOR THE WORLD SYMBIOSIS A Healthcare Recruitment Agency EXECUTIVE DEVELOPMENT PROGRAM INTRODUCTION
1
2 3 4 5
MARKET OVERVIEW BUSINESS IDEA THE PROPOSAL SURVEY RESULT
PRESENTATION AGENDA 6 7 8 9
MAIN PLAYER MARKETING PLAN FINANCIAL CONCLUSION AND RECOMMENDATION
PRESENTATION AGENDA EMPLOYMENT AGENCY INTRODUCTION Act as intermediary, match employment needs
Why companies need to use employment agency services 1. Speed and efficiency
2. Access to wider pool of talent
3. Low risk ‘no placement-no fee’
4. Reduce employee turnover costs
Why KPJ needs to have this business
1. Business diversification / intrapreneur development
2. Complement : Education & Hospital
3. New income stream (capitalize opportunity cost)
4. Business intelligence HUMAN RESOURCE FUNCTIONS INTRODUCTION
RECRUITMENT 01
SAFETY 02 EMPLOYEE RELATIONS 03 COMPENSATION & BENEFITS 04
COMPLIANCE 05 TRAINING & DEVELOPMENT 06 Underpaid Boredom Better Offer Why?? Work overload
Limited development MARKET SIZE 2015 NO. OF HOSPITAL/CLINIC 2836
667
195 >170 139
Public Clinic Dentistry Clinic 1Malaysia Clinic Private Hospital Public Hospital
Total Nurse In Malaysia
80,000
43,000
Source: www.sinarharian.com.my
Public Private Local & Graduated Sourcing from International Repatriation nurses Wider market Relocation
Declining Increase Number of nurses Nurse Turnover Nurse Bargain IncreasePower turnover
AREA OF CONCERN 1. Kolej Sains Kesihatan Bersekutu, Sungai Buloh (KSKB) Selangor 2. Kolej Kejururawatan Kuala Terengganu, Terengganu NURSING COLLEGE 3. Kolej Kejururawatan Seremban, Negeri Sembilan 4. Kolej Sains Kesihatan Bersekutu, Kuching Sarawak 5. Kolej Kejururawatan Kubang Kerian, Kelantan 6. Kolej Kejururawatan Sungai Petani, Kedah 7. Kolej Kejururawatan Kota Kinabalu, Sabah 8. Kolej Kejururawatan Johor Bahru, Johor 9. Kolej Kejururawatan Kuantan, Pahang 10. Kolej Kejururawatan Sandakan, Sabah 11. Kolej Kejururawatan Alor Setar, Kedah 12. Kolej Kejururawatan Taiping, Perak 13. Kolej Kejururawatan Sibu, Sarawak 14. Kolej Kejururawatan Pulau Pinang 15. Kolej Kejururawatan Muar, Johor 16. Kolej Kejururawatan Ipoh, Perak 17. Kolej Kejururawatan Melaka
1. UCSI University 2. Nilai University 3. SEGi University 4. MAHSA University 5. KDU University College 6. Lincoln University College 7. Murni International College 8. Asia Metropolitan University 9. KPJ Healthcare University College 10. International Medical College (Pantai) 11. University College Shah Putra (UCSA) 12. Ramsay Sime Darby Healthcare College 13. International University College Art & Science (IUCAS) STRENGTHS WEAKNESSES
• Local & International expansion • Lack management expertise • Expanding healthcare Uni/college • Lack brand equity • Group synergy • High mobility of nurses S • Strengthening international networks W HREATS O PPORTUNITIES T T O • High demand for nurses • Reputable player • Repatriation and relocation • Unsustainable wage • Potential expansion to other positon • Economic downturn • Development young skilled nurses • Global political instability • Increase international collaboration • Data security • Sustainable healthcare business Nurses Data 01 management 04
Accreditation Marketing 02 plan 05
Package Networking For Healthcare Employment Agency 03 offered 06 THE PROPOSAL
Offer either contract / To establish a healthcare permanent placement To start/focus the employment agency for both local & Agency’s services for international nurses in phase 1 VISION To be the global leader in healthcare recruitment agency
OBJECTIVES To bridge the gap between hospitals and pool of talents
DETAILED OBJECTIVES
1 2 3 4
Expand Get 5,000 Monitor networks & nurses Efficiently market trends penetrate manage registered & adapting overseas database within 2 years market changes SCOPE OF WORKS
Sourcing/screening/interviewing
Obtain and mainstream job vacancies
Data management
Local and international recruitment
Local & international relocation
International repatriation
Training management Start up expenses Start-up Expenses RM Web Design & Development (plus add on) 20,000 Web Application (plus database 90G) 25,000 Domain name 100 Web hostingWebsite: RM55,900 500 Search Engine Optimization 9,000 Web maintenance 1,000
Website Costing Costing Website Website Costing Costing Website Hosted Email Setup 300 RM Legal 5,000 Rental (3 months upfront) 15,000 141,425 Stationary 500 Computer & software 15,000 Office EquipmentOthers: & Security RM85,525 system 5,000
Others
Others Furniture & Fitting 15,000 Renovation 30,000 License Application Fee 25 Total Start-up expenses 141,425 Government/Private
Entering Job Market
Hospital 1
Markets University /Colleges
Repatriation Re-train FLOW 2
Qualified graduated nurses
After Re-train How Are We Different?
Easy repatriation & relocation
No repatriation services Wider sourcing area AFTER
Concentrated sources Lower staff turnover cost
Serve internal & external client High turnover cost
BEFORE Serve Specific hospital SAMPLE WEBPAGE SYMBIOSIS MAIN PLAYER
Place Your Picture Here
Recruitment Associate
Offers contract employment Started in 2006
HQ: Petaling Jaya, Offers various short term Branches: Penang, Johor, courses, seminars, workshops Sarawak, Sabah and personal coaching 1 2 4 5 BRUNEI SINGAPORE 28 UAE MALAYSIA 40 SAUDI ARABIA SINCE CLIENTS 1977 KINGDOM OF SAUDI ARABIA MALAYSIA 1. King Khalid Military City Hospital, Hafr Al Batin 1. Sime Darby Medical Centre, Selangor 2. Northwest Armed Forces Hospital, Tabuk 28 2. Prince Court Medical Centre, KL 3. King Fahd Military Medical Complex, Dhahran 3. Mahkota Medical Centre, Melaka 4. National Guard, King Abdulaziz Medical Cities, Dammam 4. Regency Medical Centre, Johor 5 5. National Guard, King Abdulaziz Medical Cities, Al Hassa 5. Adventist Medical Centre, Penang 6. King Abdul Aziz Airbase Hospital, Dhahran 7. Naval Base Hospital, Jubail UNITED ARAB EMIRATES 8. King Khalid University Hospital , Riyadh 1. Sheikh Khalifah Medical Centre, Abu Dhabi 9. Security Forces Hospital , Riyadh 2. Al Corniche Hospital, Abu Dhabi 10. National Guard, King Abdulaziz Medical Cities, Riyadh 3. American Hospital Dubai 11. Prince Sultan Cardiac Centre, Riyadh 4. Tawam Hospital, MOH Al Ain 4 12. Riyadh Military Hospital , Riyadh 13. King Khalid Eye Specialist Hospital , Riyadh 14. King Faisal Specialist Hospital & Research Centre, Riyadh BRUNEI 15. Sultan Bin Abdul Aziz Humanitarian City Hospital, Riyadh 1. Gleneagles JPMC 1 16. King Fahad Medical City MOH 17. Armed Forces Hospital , Wadi Al Dawasir SINGAPORE 18. King Abdul Aziz University Hospital, Jeddah 1. National University Hospital 19. King Faisal Specialist Hospital & Research Centre, Jeddah Parkway Medical 1 20. National Guard, King Abdulaziz Medical Cities, Jeddah 21. King Fahad Armed Forces Hospital, Jeddah 22. King Abdullah Medical City, Makkah 23. King Abdulaziz Medical City, Madinah 24. Al-Mashfa Hospital, Jeddah 25. Al Hada Military Hospital, Taif 26. Prince Sultan Hospital, Madinah 27. Royal Commission Hospital, Yanbu 28. Armed Forces Hospital, Khamis Mushayt clientele
KPJ Johor, Maharani, Tawakkal, Kajang, Damansara, Penang
91% FEMALE88% YES Gender Working Overseas
Education Age
SURVEY RESULT Master 1% 6% 0% Bachelor Diploma Degree 12% 87% 140 31% 63% Sample size 24% (KPJ NURSES) Post Basic 18-29 30-39 40-55 >55 Diploma Bachelor Degree Master Duration to serve in oversea Preference Methods
6% 1% 11% 10% 1% Employment 7% <1 year agency 1-3 years 18% Internet 4-6 years search >6 years 71% Printed 75% media Others Not interested
Length of Service in KPJ
19% 30% <1 year 1-3 years 28% 4-6 years 23% >6 years WOULD YOU REGISTER ARE YOU WILLING TO AN AGENCY TO BE REEMPLOYED
89% 11% 74% 26%
Yes No Yes No MARKETING PLAN MARKETING OBJECTIVEPROMOTION MIX As a new company ventured into this market, this company needs to penetrate and develop brand equity.
MARKETING MIX Advertising E-marketingProduct Direct marketing Exhibitions Price Place Promotion • Search/Services Engine • Cold call • KPJ Group • Flyer Optimization • Partnership • Local & international • Banner • Google Adwords • Brochure • Social media • Sourcing • E-marketing International: To • Local & International • Local & international • Direct marketing receive payment of recruitment one month salary. • Exhibitions • International • Advertising repatriation • Training management Local: equal to 15% of one month salary Target Market
Germany
Saudi Arabia Oman
Malaysia Brunei Singapore manager
account & admin BD & marketing BD & marketing executive executive executive account & admin clerk
Manpower Requirement Assumptions
Marketing Expenses 5 (5% from revenue projected)
Website development: Outsource 4 Maintenance & update: 5% from total development cost
Contract Period 1 year 3 (renewable)
Average Revenue Per Placement 2 Local : 15% from a month salary International : a month salary
Office: Podium, Menara 238 1 Space required : 1,000 sf Profit & Loss Forecast
ConservativeOptimisticConservativeOptimistic ProfitProfitLocal andand Placement Loss Forecast for SYMBIOSIS YearYearYear 1 11 Year 2YearYear 22 Year 3 YearYear 33 Year 4 YearYear 44Year 5 YearYear 5Total5 RevenueRevenue (Local) 97,20048,600 145,800 72,900 196,830 98,415 132,860265,721 179,361358,723 ARPU RM2,700 RM2,700 RM2,700 RM2,700 RM2,700 RevenueRevenueARPU (International) 468,000312,000RM2,700 748,800499,200RM2,700 1,123,200 748,800RM2,700 1,048,3201,572,480RM2,700 1,362,8162,044,224 RM2,700 4,503,273 7,020,977 DirectDirectNo. of costcost Placement of Revenue (Local) 29,16014,580 120240 43,74021,870 180 360 59,04929,525 243 486 39,85879,716 328 656 107,617 53,808 443886 DirectDirect% Growth costcost of Revenue (International) 210,600140,400 336,960224,640 50% 50% 505,440336,960 35% 35% 471,744707,616 35% 35% 613,267919,901 1,946,652 2,999,79935%35% GrossGrossFee ReceivedProfitProfit 325,440205,620 15%15% 513,900325,590 15% 15% 755,541480,731 15% 15% 1,050,868 669,578 15% 15%1,375,429 875,102 2,556,6204,021,17815%15% GPMGPM 58%57% 57% 57% 57% 57% 57% Revenue 48,60097,200 145,800 72,900 196,830 98,415 132,860265,721 179,361358,723 OperatingOperating Expenses SalesSalesInternational && Marketing Placement expenses Year Year28,26018,030 11 44,73028,605YearYear 2 2 66,00242,361YearYear 3 3 59,05991,910YearYear 4 4 120,147 77,109YearYear 5 5225,164 351,049 TotalTotalARPU GeneralGeneral & Admin Expenses 331,950RM13,000RM13,000 340,559RM13,000RM13,000 349,512RM13,000RM13,000 358,823RM13,000RM13,000 368,507RM13,000RM13,000 1,749,352 OtherOtherNo. of expenses Placement 2436 3858 5886 121 81 105 157 - ConsultantsConsultants (Interviewer) 20,000 25,000 25,000 25,000 25,000 120,000 % Growth 60%60% 50%50% 40%40% 30%30% TotalTotal OperatingOperating Expenses 380,210369,980 410,289394,164 440,514416,873 442,882475,733 470,616513,654 2,094,5152,220,401 FinanceFinanceRevenue cost - 312,000468,000- 499,200748,800- 1,123,200 748,800- 1,048,3201,572,480- 1,362,8162,044,224 - ProfitProfit BeforeBefore Tax (164,360) (54,770) 103,611(68,574) 315,027 63,858 226,696575,135 404,486861,775 1,800,778 462,105 TaxTax (25%)(25%) - - 78,75715,964 143,784 56,674 101,121215,444 173,760 437,984 NetNet ProfitProfit (164,360) (54,770) 103,611(68,574) 236,271 47,893 170,022431,351 303,364646,331 1,362,794 288,345 NPMNPM -10%-46% -12%12% 18%6% 14%23% 20%27% 19%6% RM RM RM RM 7.024.50 Mil 2.991.95 Mil 4,022.56 Mil 2.222.09 Mil
Revenue Direct cost Gross Profit Operating Expenses
5 YEARS PROJECTION RM1,800,778
Profit Before Tax
OPTIMISTIC • Complement current • Market growth • High demand for nurse 57% business (hospitals & KPJUC) • Increase speed, save • Expanding networks Gross Profit Margin cost • Market research (BI)
PROJECT RETURN SYNERGY FACTOR COMMERCIAL FACTOR
JUSTIFICATIONS CONCLUSION
High potential Power of growth & internal Think global opportunities database
RECOMMENDATIONS
KPJ to venture into healthcare employment agency specializing in nurses (first phase)