The 7 Deadly Mistakes?

8/15/2019 The 7 Deadly Mistakes?

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7 Deadly Mistakes of Aspiring Entrepreneurs Copyright 2015


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Disclaimer

This book is intended for informational purposes only.

This book includes information, products, and services by third parties. The

use of recommended Third Party Material does not guarantee success and/or

earnings related to you or your business. Publication of such Third Party

Material is simply a recommendation and an expression of the author’s ownopinion of that material.

Links to Third Party Resources may be affiliate links, meaning the author may

receive compensation if a service is ultimately purchases from such a link.

No part of this publication shall be reproduced, transmitted, or sold in whole or

in part in any form, without the prior written consent of the author. All

trademarks and registered trademarks appearing in this book are the propertyof their respective owners.

Users of this guide are advised to do their own due diligence when it comes to

making business decisions and all information, products, and services thathave been provided should be independently verified by your own qualified

professionals. By reading this guide, you agree that the author is not

responsible for the success or failure of your business decisions relating to any

information presented in this book.

©2015 Jerry Ilao. All Rights Reserved.


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Introduction

WHY AM I SHARING THESE MISTAKES?

Before anything else, we’d like to clarify why we are sharing these

common mistakes. It’s definitely NOT to scare you or to discourage you from

aspiring to be an entrepreneur. In fact, we want you to succeed by being

aware of these mistakes so you can prepare yourself properly.

Most of the time, we find that the literatures about entrepreneurship

focus too much on the good things of being an entrepreneur. This time around,

we want to balance it out by sharing some of the things you need to watch out

for. Ok lang ba yun?

Again, our intention is not to scare you , but to prepare you for the exciting

journey ahead . These pitfalls can be avoided and we will share some quick tips

on what you can do to prevent each of them. What is important is that

you stay focused on your goal and believe that you can achieve it and be a

millionaire someday.

Kayang-kaya yan, tama ba?! :)


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ABOUT ME

Jerry Ilao is a Certified Public

Accountant (CPA) and Certified Internal

Auditor (CIA) by profession. His love for

business started when he was a kid, selling

old toys to his classmates. In college, he was

an academic scholar and despite his

financial constraints, he graduated

Valedictorian and Magna Cum Laude of his

class in 1999, garnered the highest overall

grade of his Class and was selected as Most

Outstanding JPIAn of the Philippines and

a finalist in the Top 10 Most Outstanding

Students of the Philippines (TOSP).

After passing the CPA board exam, he

worked for Procter & Gamble (P&G) for 7

years. During this time, he tried to engage in

different part-time businesses. He started with a boutique, moved to a mobile

carwash, then after that, set up a weekend restaurant in Naga City (Bicol), his

hometown. But all of those businesses closed within a year of operation,

bringing with them his 5 years’ worth of personal savings worth P1M.

Still unfazed with his business failures and determined to eventually

succeed in business, he said to himself “Pasasan ba at tatamaan ko rin yan!” .

In 2005, he tried his luck with his 4th venture, an ink refilling business he

named Ink All-You-Can . It was during this time that he finally struck luck with

business. Filipinos loved the savings and quality they got from using the

products so the company quickly grew. From a home-based business, it

became a full-fledged operation within just one year.

In 2007, after 2 years of doing the business part-time, he became a

“certified leapreneur” when he finally took the leap of faith and resigned from

his corporate job to focus on his growing business. Ink All-You-Can was able

to penetrate the key SM Supermalls such as SM Mall of Asia, SM Megamall,

SM North Edsa, SM Fairview, SM Southmall, etc. offering quality inks and

great service to its customers.


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In 2010, Ink All-You-Can reached another milestone when it sought the

help of Christian Bautista to be its Brand Ambassador. Today, Ink All-You-

Can is a major player in the alternative printer ink industry, employing more

than 100 people with close to 20 branches nationwide.

In 2012, after realizing the absence of helpful technologies catering to

Small Business Enterprises (SMEs), he set-up MobileOptima, Inc., together

with his wife, Rio, to focus on developing world-class business solutions for

SMEs. He combines his 15 years of experience as an entrepreneur with his

experience as a co-founder of a tech start-up, to bring unique insights and

solutions to SMEs throughout the Philippines.

He is the current president of the Association of Filipino Franchisers,

Inc. (AFFI), a non-profit organization that was established in 1997. AFFI has

been organizing one of the biggest Franchise and Business Expo in thePhilippines for the last 14 years and has been at the forefront of educating

entrepreneurs how to franchise their business.

Now, he realized that the mistakes he made in the past are very

valuable to employees who also wanted to escape the corporate world and

become a successful entrepreneur. So instead of keeping these lessons to

himself, he decided to share it to everyone else who likes to start a business.

That’s the reason why he founded www.leapreneur.com, a website

dedicated to helping employees become full-time entrepreneurs (or what he

calls Leapreneurs )!

http://www.leapreneur.com/http://www.leapreneur.com/


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ABOUT LEAPRENEUR

I’ve already mentioned “Leapreneur” in the previous page but we haven’t

actually defined it yet. Afterall, it’s the website’s name so it might be good to

know what it actually means.

Leapreneur is a word I personally coined from “Leap of Faith” and

“Entrepreneur.” You won’t see it in the dictionary yet because I just invented it.

However, I do hope that someday, more people will use it and it will be included

in Wikipedia, as a word that originates from the Philippines.

The way I define Leapreneur is “an employee who took the leap of faith to

become a full- time entrepreneur.” So if you have a part-time business and are

still working as an employee, you are not a Leapreneur yet. You will only

become a certified Leapreneur once you have taken the leap already byresigning from your job to become a full-time entrepreneur.

Most of the entrepreneurs I know are Leapreneurs . They started as

employees first where they gained experience, then after few years, they started

a part-time business before finally taking the leap as full-time entrepreneurs.

This is the path that I recommend because it’s safer, especially if you

have no background in business yet. Here are some of the key benefits of

becoming an employee first, before starting a business:

1.)

You learn important skills and discipline that will be very helpful when

you start your own business.

2.) You can use your savings from your salary as capital for your business.

3.)

You build a network while working for a company that will be a huge

advantage later on.

Unfortunately, despite being the preferred way of starting a business,

there is no specific guide for employees on how to really start a business. Most

books, trainings or seminars that are currently available are too generic that

don’t really address the unique situation and needs of employees who want to

be entrepreneurs.

So this ebook is my own humble contribution in inspiring more

employees to become Leapreneurs .


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ABOUT THE 7 DEADLY MISTAKES

Some businesses are inherently riskier than others. However, first-

time entrepreneurs don’t realize this until they have actually handled the

business. More often than not, they just look at sales and profitability as the

only components for measuring the attractiveness of an idea, when there are

other considerations beyond these.

Let me tell you my own story. Like most entrepreneurs, I am also the

type that when I have a new business idea, I get so excited that I cannot stop

thinking about it. I tell all my friends and officemates (who unfortunately don’t

have any experience in running a business) and they tell me they all like the

idea. But then I talk to my entrepreneur friend and… boom! He tells me, “Trust

me, it’s not the business you want to be in.” Point blank, he advises me not to

pursue it. It’s like being splashed with cold water on your face.

One minute, I am feeling so high, excitedly and passionately talking

about my new-found business idea – the business that I believe will finally

make me a millionaire; then, the next minute, I am falling off a cliff and hitting

the ground after consulting with my entrepreneur friend. I do not understandwhy he is against it. To me, it seems to be the perfect business idea!

Frankly though, I did not follow all of his advice. I was so passionate

about my idea that I did not want to let it go. So being the stubborn person

that I am, I went ahead and did it anyway. Later on, after losing money, I

found that he was right all along.

So I thought to myself, how did he know that? How can I see things froma millionaire’s mind so that I don’t miss the important aspects of the

business? Time and again, the words of wisdom from seasoned entrepreneurs

such as “Hindi porke’t marunong ka magluto, pwede ka na magtayo ng

restaurant” or “Hindi dahil marunong ka maglaba, pwede ka na

magtayo ng laundry business,” rang into my head.


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After failing in three different businesses and talking to hundreds of

entrepreneurs over the course of 15 years, I have finally observed a pattern

with how different businesses work and what makes some businesses easier to

manage than others. Aside from the common sales and profitability issues,

there are key aspects of the business operations that catch first-time

entrepreneurs off-guard.

In this mini-course, we will share with you the Top 7 things that first-

time entrepreneurs usually fail to consider when they analyze a business

idea. Aspiring entrepreneurs usually overlook and take these important things

for granted, only to knock them out once they are already running the

business.

How do we know? Before we became successful entrepreneurs, we also

fell into the same trap when we were just starting our business. We want you

to avoid the mistakes that we did by sharing them with you now. So pay close

attention to save yourself from losing money.


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Failure To Consider Pilferage

Unfortunately, the risk of pilferage is very real here in the

Philippines. Ask any entrepreneur who have been in business for more than 3

years and he will have his own story to tell.

When your business is prone to pilferage, it’s very tempting for your

employees to take advantage, especially when they know that you have not set

up the appropriate controls yet or when they know that you have no idea yet

what the “normal” sales should be.

Some examples of businesses with high risk of pilferage or mis-

declaration of sales are:

a.) Quick-service businesses like spas, barber shops, etc.

b.) Businesses with inventories that are hard to measure or count like ink

refilling, restaurants, fruit shakes, etc.


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c.) Businesses with inventories that is easily replaceable from other sources

like groceries, clothes from Divisoria, office supplies, etc.

d.) Businesses that don’t normally issue Official Receipts.

It doesn’t matter if you earn 20% from every product you sell. If your

employee pockets one (1) item, you need to sell 4 additional items just to pay

for the cost of the lost item. This is a very real threat, even if you treat your

employees well. I guess there will always be bad apples in a basket. I have

experienced it and my fellow entrepreneurs have all experienced it, one way or

another.

A friend of mine started a lugaw business. He was se lling unli-lugaw for P15

only. It was supposed to be a profitable business because he said that the cost of

the lugaw was just P3.

During the first few weeks, sales were good. He was hitting his sales

objective so he was very happy. After the first month, sales began to decline.

When he asked his staff about it, his staff told him it was because fewer customers

come in, maybe due to “sawa na or naumay na sa lugaw.”

Since my friend was managing the business part-time and still has his full-

time job, he was not in his store during weekdays to monitor all the transactions.However,the strange thing was, he noticed that every time he spent a day in the

store, sales would more than double.

Weeks past and the sales continued to decline, but improve every time my

friend was in the store. Later on, he found out that his staff was pocketing the

sales instead of declaring them. Due to the losses and frustration, he eventually

closed his lugaw business.


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I will share with you why I hate T-shirt business and why carts and

kiosks in malls are thriving more than ever. It's a lesson that I learned the hard

way.


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Cost of Managing Inventory

One of the first things you have to check when evaluating an idea is how

many inventory or items you have to keep and sell. Managing inventory is

such an “understated” and often most-neglected part of evaluating a business

idea.

This is because most first-time entrepreneurs want to sell anything and

everything to supposedly “increase sales.” But the reality is, having more

inventory also means higher investment, more items to track, and higher risk

of pilferage that often don’t justify the minimal increase in your sales. This is

the main reason why I hate T-shirt business.

Here are the reasons why increasing your number of items to sell is not

necessarily good for your business:

a. Inventory is tied-up capital – If you have a lot of items to manage, you

have to make sure you have enough stocks for each item. This will eat up your


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cash, which is the most important asset you have when you are just starting

out.

b. Additional expenses on storage and monitoring – If you have to store the

inventory in a warehouse, that’s an additional expense. Also, monitoring them

and doing inventory counts are necessary expenses.

c. Higher risk of running out of stock - Determining the right balance of

inventory to keep is hard, especially if you don’t have an automated

system. One wrong move and you will lose sales because you ran out of stock.

Imagine if you just sold one item like Siomai, it would be very easy to manage.

d. Higher risk of pilferage and obsolescence – If storing your inventory is

not hard enough, the risk of pilferage also increases dramatically as the

number of items increase. Some inventory might also become obsolete which

is an additional expense for you.

e. Law of diminishing returns – As you increase the items you sell, the profit

contribution from each additional item will continue to decrease. Selling more

items often results to minimal increase in your sales. Given all the costs of

managing inventory that we just discussed, you will reach a point where you

will stand to lose if you add more items.

If you analyze these factors, they are one of the reasons why carts (like

Siomai, French fries, or Corn) and kiosks in malls are thriving more than

ever . They just concentrate on one or few products, instead of selling a whole

lot of items. Because of this, they just need 4sqm or 6sqm, thus, their rental

is significantly cheaper than a full store. Do you agree?


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Let’s say that you are considering two (2) business ideas.

Idea #1 is to sell printed T-shirts with your own designs. You have around

100 unique designs. Total projected monthly sales is P100,000.

Idea #2 is to sell whitening soap in 5 variants. Total projected monthly sales

is also P100,000 per month.

Which one will you choose assuming everything else is equal?

Obviously, it’s Idea # 2, right? Your operations will be much simpler if you

can get the same sales and income by just selling 5 items rather than 800 items.

Wait a minute, you might ask “Where did you get the 800, it’s just 100 designs.”

Assuming 100 designs, you have to cater to different sizes like small,

medium, large, and X-large. So your 100 items are now 400 items and that’s only

for men’s sizes. If you also cater to women, that’s a total of around 800 items.


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In next section, I will share with you the Number 1 problem of an

entrepreneur I met who sells donuts. He has more than 100 branches already

and his problem might shock you.


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Cost of Spoilage, Expiration, and Out of Style

So you want to know the Number 1 problem of the entrepreneur who

sells donuts? It’s spoilage!

Food products are generally harder to manage because of this

factor. Highly perishable products require higher level of skills and experience

so that’s why I don’t advise this type of business for first-time entrepreneurs.

As an example, I have a friend who is a franchisee of “Kambal

Pandesal.” He said that to keep their pandesal fresh every day, they have to

throw all the left-over or unsold pandesals from the day before. They cannot

sell them anymore. In fact, unsold pandesals are already factored in their

financials. As a result of this, his daily profits is largely influenced/determined

by how many excess breads they have to throw away at night. What a waste!

My first business, the boutique, was also killed by this mistake. I

thought that if I buy clothes at P200 in Divisoria, it will be good enough if I am


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able to sell it at P400. Little did I know that I will not be able to sell my entire

inventory so I had to factor that cost of “unsold stocks.” Moreoever, after few

months, “laos na yung design” so nobody wants to buy them anymore.

On the contrary, having a product that doesn’t easily spoil, expire, or

goes out of style, lessens your headache. For example, my inks can last for 3

years so I can stock up without having to worry about products expiring.

A fellow entrepreneur who is in the donuts business shared with me that

they have to collect all unsold donuts the following day. This is also to keep their

donuts fresh every day.

Given this, his forecasting must be very good because if they produce morethan what is needed for the day, unsold items will be scrapped. On the other

hand, if they produce less than the demand, they can run out of stock and lead to

customer dissatisfaction, a damaged brand reputation and lost revenue.

To make things worse, they have more than 100 branches so forecasting the

sales of every single store is extra difficult. Once the product is scrapped, his

expenses are not only the cost of the product, but also the delivery expense to the

store, the retrieval cost back to the commissary, and the disposal of those

products. This is truly a very complicated business not meant for a first-time

entrepreneur.


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Next, I will share with you one of the most common mistakes of first-time

entrepreneurs and how a global company with Billion Dollar

Brands desperately failed in the Philippines with the very same mistake.


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Too Optimistic About New

and Revolutionary Products

This is one of the most common mistakes of first-time

entrepreneurs. They often look for a revolutionary product that will change the

world. They think that they always have to find an innovative product that

absolutely nobody is offering yet. Once they find something new and be the

first one to sell it, they think that money will just roll to the bank.

The fact is, it’s a little more complicated than that. It is a little tricky

because you want to avoid businesses with either no competitors, as well as

those with too many. An industry with no existing competitor means that it is

a new industry. While this is good because you don’t have any competitors , it

also means that nobody knows about your product yet. So you will have to

spend more on education, marketing and building the industry.


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On the contrary, industries with too much competition are not advisable

because you will also have to spend more to build your own brand and become

known or to stand-out amidst the clutter. Some examples of these are Siomai

food carts, internet cafes, ink refilling stations, etc.

Either way, you will have to spend more. So you would like to be

somewhere in the middle, i.e. in an established industry with manageable

number of competitors and no clear market leader yet.

If you have a revolutionary product or creating a new industry, it normally

takes years to educate the market and change their behaviour. Oftentimes, first-

time entrepreneurs don’t have the financial resources to fund this kind of business

idea.

I remember Procter & Gamble introduced a revolutionary product called “Fit

- Fruit and Vegetable Wash” back in 1999. It’s 100% natural and effectively

removes pesticide residues. It had a lot of potential, a big marketing budget and

was even endorsed by Ms. Dina Bonnevie.

Unfortunately, changing consumer behaviour takes a lot of time and money.

Even though the product was good, it’s something that was new and not part of the

regular grocery budget of Nanays. I remember comments from customers saying

“Pwede ng tubig, libre pa.”

After more or less 2 years, the product was discontinued by P&G in 2001.

On hindsight, if they introduced it this year, when everyone is going “organic” and

very health-conscious, it would have been much more successful. Maybe it was 15

years ahead of its time and not even a giant company can save the product.

So think twice before committing to your goal of “changing the world.” Let

the Apples, Googles, and Facebooks of the world who have deep-pockets, do the

heavy-lifting. As for you, look for ideas that you can easily execute and sell fast

while learning your way as an entrepreneur.


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Up next, I will share with you the secret that I discovered when I started an ink

refilling business that most computer technicians back in 2005 had no idea

about. It could have spelled disaster in my company had I not discovered how

to fix it.


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Knowledge and Skills Required

What are the secrets of the trade? What makes the formula work? How

come that donut is so fluffy? Knowledge about the product and the industry

can make or break your business. That’s why you will be in a good position if

you have that knowledge, especially when you have “trade secrets” or a “special

recipe or formula” that can serve as the cornerstone of your marketing and

sales efforts. This is your competitive advantage that cannot be easily stolen

from you.

All businesses have its own intricacies and sometimes, you’ll only know

it when you get there. Aside from that, competition will always come and

introduce upgraded products. You have to know the product and the industry

above anyone else in order to respond well.


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Of course, you can always study the ins and outs of your product and

industry to catch up, though it may take some time. Just hope that your

competitors are complacent so you get enough leeway to catch up.

When I started an Ink Refilling & Continuous Ink System (CIS) business

back in 2005, I initially thought that it was an easy business because installing the

Continuous Ink System seemed pretty straightforward. Just to be sure, I used my

product first for two (2) months so that I knew exactly how it worked before offering

it to anyone. I heavily used my printer installed with the Ink System to print my

flyers and other marketing materials.

Then, one (1) month after, my printer suddenly stopped. It was not printing

or moving and just had a blinking red light. I was very afraid and thought that myproduct damaged the printer. I then went to computer stores that sold ink and

talked to their technicians. Unfortunately, as I was describing the problem, I

sensed that they were clueless regarding the issue.

After much research, I discovered something that most technicians at that

time did not know. It turned out that printers have an internal counter of the

number of prints or inks used. When it reached a certain number, it would stop

printing unless you reset the counter inside the printer.

Since most people were using original inks that time, almost no one was

reaching the maximum count because inks were very expensive. In my case, Iused the printer heavily because my inks were very affordable. As a result, the

maximum count was reached. Thankfully, I was able to get hold of the software to

reset the counter and my printer was back again. Otherwise, I could not sell my

product without a solution to that problem.

Nowadays, a lot of people know about this counter and can even reset it on

their own. But ten (10) years ago, it was a trade secret that almost no one knew.


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Next, I will share with you why I would rather choose a business with 30,000

income to start with, rather than a stable business producing P50,000 income

for years.


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Is Your Business Replicable or Scalable?

In the previous section, I said that I will share with you why I would

rather choose a business with 30,000 income to start with, rather than a stable

business with P50,000 income for the last 2 years. And the main deciding

factor of choosing one business over another could be replicability and

scalability.

What do I mean by replicable? For me, it simply means that you can

expand your business by easily replicating your efforts to get the same results,

like putting up a new branch or franchising your business. Scalable, on the

other hand, is usually used for digital products where the business has the

potential to multiply revenue with very minimal incremental cost like software

downloads and ebooks.

Imagine that a business with a projected P50,000 monthly income now

will be so much more attractive if you could multiply the business 10x later


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on. It is for this reason that franchising becomes a very attractive way of

replicating your business. Think about this. If you earn P30,000 for each

store but you have 100 franchisees, that easily means P3M per month! That’s

why it’s important that you also think about the opportunity to expand the

business later on, not just the potential income now.

Some businesses, however, are harder to replicate or scale than others,

especially if the business operation is heavily dependent on one person or the

circumstances of the business success cannot be replicated to other areas.

I normally pass by Kalayaan Ave. when I have a meeting in Makati.Recently, I noticed that the houses in front of the PhilCare Building along Kalayaan

Ave. started to set-up their own eateries.

I thought it was a perfect idea because the employees working in Bonifacio

Global City (BGC) could eat home-cooked meals at affordable prices. With the

continuous development of that area by MegaWorld, those eateries will surely have

a growing captured market.

Now, if you are the Nanay who owns the eatery, you might earn more than

enough income from the eatery to sustain your family’s needs. But if you want to

open up branches and expand to other areas, it will be much harder because the

business scenario will be totally different, e.g. you don’t have free rent, a location

that’s just few meters away from offices, a growing captured market, etc.

What business ideas do you think are harder to replicate?


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For the last part of our eBook, I will share with you the sales strategy

implemented by the Telcos here in the Philippines and why you should never

fail to consider it in your business. I will also share with you simple tips on

how you can continue selling to the same customers so you can keep on

earning. :)


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Are You Offering Consumables?

Entrepreneurs know that that hardest thing in a business is to get

customers. That’s why big corporations spend a lot of money in advertising

and building their brand in order to capture more customers.

Based on study, it is 7x more expensive to sell to a new customer than to

sell to an existing customer, taking into consideration all the costs involved,

from advertising, promotions, personal selling, time spent explaining the

product, up to setting up new accounts.

Thus, one of the quickest ways to grow your business and make it

sustainable is to continue selling to existing customers. This is pretty good for

service businesses like spas, barber shops and laundry shops, as well as those

selling consumable products like food, water refilling stations, grocery items,

and inks.


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On the other hand, some products or services tend to be one-time

purchase or the buying cycle is long, like houses, appliances, cars, and website

development. It takes a long time for the customer to buy again from you so

you have to find new customers all the time. And that simply means, more

cost for you.

Selling consumables is a lucrative business, especially if the income from

consumables is high. I remember in the early 2000s, mobile phone SIM cards were

very expensive. They cost hundreds of pesos. However, few years after, I think

the Telcos realized that selling SIM cards was just a one-time income for them.

So now, they sell SIM cards for as low as P10.00 because they know that theprofit is not in the SIM cards, but on the load (or consumable) that the customer

will buy. In fact, you can even swap your SIM card from other network for free.

This underscores the fact that giving away SIM cards to hook customers to

buy call/text loads can be profitable. If you think about it, when you have a Globe

SIM, you are locked to buy load only from Globe, not from Smart.?


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I hope that you will not put to waste what you learned here. Change can

only happen if you execute what you learned. It’s time to take action! Good

luck!

By the way, it doesn’t stop here. As a FREE Member of the Leapreneur

Community , you’ll also get access to the Leapreneur Insights where I interview

successful entrepreneurs weekly to learn how they started and what tips they

can give to aspiring entrepreneurs. We will continue to share with you valuable

tips and insight s as well as motivate you to follow your dream and take the leap .

Lastly, if you like this eBook, check out the full edition of the

“Leapreneur – How to Take the Leap from Employee to Entrepreneur” and I’m

sure you’re going to learn a lot from it!
http://www.leapreneur.com/the-leapreneur-book/http://www.leapreneur.com/the-leapreneur-book/http://www.leapreneur.com/the-leapreneur-book/http://www.leapreneur.com/the-leapreneur-book/http://www.leapreneur.com/the-leapreneur-book/http://www.leapreneur.com/the-leapreneur-book/http://www.leapreneur.com/the-leapreneur-book/http://www.leapreneur.com/the-leapreneur-book/http://www.leapreneur.com/the-leapreneur-book/

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