Nik Masdek Hassan Horticulturist, MARDI, Abu Kasim Ali Techno-Economist, MARDI, Zainun Che Ahamad Food Scientist, MARDI

1. Nik Masdek Hassan (Horticulturist, MARDI), Abu Kasim Ali (Techno-Economist, MARDI), Zainun Che Ahamad (Food Scientist, MARDI)

7. Name of Company: Fazz Enterprise (M) Sdn. Bhd. Lot 622 Jalan Cempaka, Kuala Langat, Selangor, Malaysia. Marketing Branch: Fazz Brothers Sdn. Bhd. Bukit Mertajam, Penang.

9. Established 1984, Family business Mahmoudin Abas & spouse, former factory technician To help village folks Banana & tapioca products considered Traditional processing technologies Manual operation Retail market at factory

10. Realized bigger market potential Loan, Overdraft - Agricultural bank Manual to semi-mechanized Market diversification

11. Raw materials (price, supply) � Start own production Product quality � Improve Q. raw materials Marketing � New markets

12. Salted Banana Chips Sweetened Banana Chips Savoury Banana Chips 6 types of tapioca products 15 types of traditional cakes

13. Delivered to12 regulars: Repack / Trading > 80 regular purchasers at factory: Repack / Trading Direct consumers

14. Small Scale Enterprise Yearly sales RM2.5 Million 15 full time workers

16. Receiving Raw Materials: Open space, roof, old concrete flooring Area: 15� x 25�. Serve as peeling area 3 workers- receiving and peeling Volume: Banana 1-3 tons Tapioca 4 ton/2 days Cooking oil 600 kg

17. Processing: Area: 24� x 48� 12 workers, Volume: Banana 1 ton Tapioca 2 tons Cooking oil 600 kg/3 days Equipment: 3 slicers, 4 fryers

21. Name of Company: ROS ENTERPRISE SDN.BHD. 22.5 Milestone, Jalan Sukun, Kanchong Darat, 42700 Banting, Selangor

22. Started 1990, small scale Officially registered 1991 Commercial production 1993 Family business of Roslan Aziz Financial resource � family

23. Loan Agric. Bank Buy machines Expand market

24. Sweet potato chips 7 different tapioca products Sweetened banana chips Salted banana chips Savoury banana chips (Chili flavoured) Pisang Abu chips Salted banana chips-long cut 12 types of traditional cakes

25. Direct consumers Wholesalers Distributed to 8 states Once exported to Australia

26. Small Scale Enterprise Yearly sales RM 1 Million 10 full time workers

29. Receiving Raw Materials: Open space, roof, concrete floor 30 ft X 60 ft. Act as peeling area Slicing area for tapioca Slicing machine with special knife

30. Processing: Area 30 ft. X 60 ft. 4 Tapioca slicers, 2 banana slicers 4 fryers, diesel fuel 1 wash basin Stainless steel tables, 2 with perforated trays 2 mixers for savoury flavoured chips

31. Packaging: 3 sealing machines Done in storage area Storage: Area 30 ft. X 60 ft. Closed storage area Stacked on trolleys < 1 week storage Waste: Banana peel, tapioca peel and starch Feed to cattle Owner�s cattle farm integrated under oil palm/banana farm

34. Raw Materials: Source - 30% from own farm, 70% delivered No raw material specification Consistent price, contract or daily purchase 3 regular suppliers of banana 7 regular tapioca suppliers Own transportation or delivered Banana supply not consistent

35. Finished Products: Wholesalers 80%, ex-factory/deliver Direct consumer 20%, ex-factory Payment by cash or billing Products returnable, so far never return Quantity sold stable, festive season increase 5-10 fold Price changes occur based on fuel cost Banana chip shelf-life 3 months Whole batch sold in 2 days

36. Clients : No advertising Clients ID by word of mouth Competitions from other processors Clients redistribute and/or sell directly

39. Name of Company: Permata Nadi Food & Catering Enterprise Lot 622, Batu 24, Banting, Selangor.

41. Established 1999 Initiated by owner, Iswadi Abdullah Support from wife Start on small scale Now venture seriously Technical knowledge from parents & experimentation Market through parent�s business All manual operation

42. Opportunities realized � good market, prompt payment Key growth factor � marketing, technology Loan Agricultural Bank

43. Bad Debt in 2003/2004 Raw material supply Cash flow / capital

44. Salted banana chips, lateral cut Salted banana chips, x-sectional cut Sweetened banana chips Savoury banana chips

45. Direct consumer, 30% Wholesalers, 70%

47. Receiving Raw Materials: 10� x 10� Manual operation 500 kg. - 1 ton / week 2 workers for all operations 30 minutes to unload

48. Processing: Whole complex = 15 X 40 ft. Processing area, 15 X 15 ft. 2 big wok Quality control by observation & experience

49. Packaging / Storage : Sealer for plastic packaging Temporary storage except festive season Small area shared with retail area

51. Raw Materials: Suppliers within locality Specifications � based on size, appearance, colour New supplier test through frying Soil, fertilizer influence quality Price based on agreement Price differential during festive season Raw materials delivered Inconsistency of supply, sourcing sometimes

52. Finished Products: Retail and bulk sale Ex-factory 70% Delivered 30% Repeat purchase Payment, 50% cash, 50% billing, 1 week Pricing compared with competitors, cost of production Goods returnable, due to quality or defects Quantity sold, RM1500/week Products shelf life is 2 months Each batch sold by the next day Clients : Clients recommended by others, no advertising

56. Support Services Used Did not rely on any support services Processing technique from parents Indirect financial management advice from financial institutions Technical services from equipment supplier

57. Through informal channel Clients, raw material supplier, own observation Marketing, Product development, Production system, Quality control/Assurance system) and Finance Availability & Price Raw Material, Harvesting Schedule Enhance product quality, packaging, presentation

58. Provide employment Increase opportunity for banana /tapioca farmers Environment friendly, no waste No noise, smoke pollution