Presentation In ENTRE 101


Submitted by:
Group 13
BSBA II
Submitted to:
Mr. Rowee Marfil
 Chapter 14
Business Success Through People
Development

PRESENTED BY:
Dominador B. Papango Jr.
AND
John Nikko C. Talastasin
Business Success Through People
Development

Julius Nyerere- A former President of Tanzania,
Africa and the Legendary leader of the African
nations and a former classroom teacher. He said
that “There is real economic development if and
only there is people development.”
-”It is the quality of its people that makes a nation great,
not its natural resources nor its building and roads.”
• Business success depends on people. Money,
machines, and AAZmaximize customer
satisfaction in terms of quality and service. This
is possible only if employees are efficient and
people-oriented.
 Motivating People

 People perform in accordance with the expectations of their superiors. If they
are told that they are winners, they become winners, if they are told they are
losers, they become losers.
 Label an employee inefficient and he will start an acting like one.
Warren Bennis- A researcher and make a book
“The Unconscious conspiracy” that study of school
teachers, those who held high expectations of their
students have increased 25 points in the students
“IQ scores.
-In an experiment self-perception affects the
performance, adults were given a ten puzzle and all
puzzles are exactly the same for all the
examination takers. However as for the results of
the examination were being fictitious. Half of the
examination takers told that they perform well and
the other half told they had poor ratings.
 Positive Reinforcement

 Not a few enterprises have negative attitudes on their employees. They sold
their employees for poor performance. They instill fear among their employees.
Although they encourage risk taking ventures. They punish even tiny failures.
 Successful enterprises let their employees feel they are winners and they
design systems to reinforce such positive attitudes.
 The IBM, management ensures that 70% to 80% of its people meet their
quotas.
 This has been attained because IBM people think they can do it.
 The system of successful corporations are not only tailored to create winners,
but also reward and celebrate the winning through monetary and non-monetary
incentives.
B.F. Skinner- According to his treatise Beyond
Freedom and Dignity “That we are all simply a product
of the stimuli that we get from external world. He claims
that jobs well done should be rewarded.”
-According to him, positive reinforcement produces
desirable behavior in the intended direction while
repeated negative reinforcement does not produce good
result.
-Skinner claims that a person who is punished only
learns how to avoid punishment instead of doing the right
thing.

Employees Expectations from Management

1. Security of tenure
2. Opportunities for advancement as business grows.
3. Treatment as human beings- with respect and dignity
4. Participation in decision – making
5. Sharing of authority and responsibility
6. Open and Sincere communication
7. Rewards for achievements
8. Opportunities for personal growth
9. Infusion of a sense of pride in a job well done
10. Involvement in setting precise goals
How To Get Peak Performance

• Careful placement- An employee should be given a job tailored to his competence and
interest. It is easier to motivate an employee who loves his work.

• Keep The Employee Informed- Management should give the employee sufficient and
necessary information to perform his job well. He should know the relation of his work to the work of
the whole enterprise. He should also know his contributions to the enterprise and society.
• Opportunities for participation- An employee who participates in planning and decision-making
within his competence gets the feeling of importance and sense of achievement. He tends to perform
well because he is an important part of the society.
• High standard of performance- A job that makes a high demand on employees challenges them to
improve their performance. Such job gives employees more pride of workmanship and
accomplishment.
• Give them responsibility- Many believe that giving satisfaction to employees motivates them to
peak performance. Peter Druckers did not agree with this.
Peter Drucker- Said that employee satisfaction is
not enough to fulfill the needs of the enterprise.
-He also stated that “ It is responsibility that motivates
employees to reach peak performance.”
-According to him That monetary rewards are
important motivating factors. But these are not
enough.
The money factor can only motivates if the employee
is able and willing to assume responsibility.
-He told that the use of fear is no advisable, instead the
employee should be induced to assume responsibility.
 Features of Excellent
Enterprise

 They solve their own problems
The standard operating procedure is “ Do it, Fix it, Try it.” Whenever there is a big problem, the best
senior executives study the problem come up with an answer, and implement it. In testing ideas on
customers, several small groups ( 5-25 engineers and marketers) instead of one big group, are formed.
 The Customer is No. 1
At the IBM Corporation, the customer is the first priority and the customer is always right.
IBM and other excellent enterprises learn from their customers, In response, they provide quality,
reliability, and service to their customers.

 They develop the spirit of Entrepreneurship

They encourage risk-taking and innovation in their organization. There is substantial tolerance for
failure. Records show that most giant corporations stop innovating. But in the case of excellent
enterprises, entrepreneurial spirit among their employees.
 Productivity Through People
Excellent enterprises are people-oriented. To them, their employees are the most valuable asset.
They treat their employees as adults and as partners. They treated with dignity and respect.
 The Philosophy of the enterprise
Excellent companies expect and demand superior performance from their people. At Apple Computer,
they hire great people, and they create an environment with their people can make mistakes and
grow. Top executive of excellent enterprises spent most of their time in the field talking with
employees and customers.
 They Stick to business in which they are competent
Not a few successful companies branch out to other kinds of business which they are not familiar for
the sake of diversification. Almost always they fail, in the case of excellent companies they Remain
close to business they know-where they have the skills, competencies and experiences.
 Simplicity
Excellent companies are elegantly simple, their organizational structure is simple. The central staff is
small such simplicity enhances flexibility they utilize task forces, project centers and temporary
schemes to get fast results.
 Enthusiasm
It radiates energy, happiness, optimism and inspiration these are some of the ingredients of success.
An Entrepreneur who lacks enthusiasm cannot motivate his workers and customers. Without
enthusiasm, if is difficult to transform good idea into a successful reality.
 Discipline
Our minds and emotions are the sources of the success or failures if we know how to control our
actions which come from our minds and emotions, then we have discipline. Punctually is discipline,
Patience is discipline Group Cooperation is discipline. Without discipline, an army cannot be strong .
Similarly a business organization cannot be successful without discipline.
 Appreciation
Human beings like to be appreciated for their good work they like also to be respected and to feel
important. Evidently, Business success depends on others employees customers and suppliers.
Thus, an entrepreneurs must be a good in human relations.
 Chapter15
Successful Entrepreneurs

Presented by:
Mark Kevin T. Reogo
And
Ricklyn S. Sambalod
Leonardo Sarao
Was also came from rags to riches. Poverty
forced him to drop out of school after finishing the
elementary. At very young age, he helped his parents
by working as a cochero and construction helper.
Afterwards , he was employed in a jeepney body-
building and repair shop. Such experience gave him
the idea of putting up his own shop. Together with his
brothers, he opened his own small business with a
capital of P700.00. He is now the chairman and
president of several companies in various fields. His
children are all professionals and they manage their
companies. Sarao a self made man, is now more than
72. The secret to his success, according to him is hard
work, lots of prayer and being truthful to one’s fellow
human.
Leonila Dizon Sese
She was a classroom teacher for 14 years. She
beacame an assistant principal at the Benedictine Abbey School
in Alabang.
In 1977, She decided to open a nursery center in Las Pinas.
Starting with 44 preschooler’s, the center is now full-fledge
elementary school with classes up to Grade VI. Her school is
named Divine Light Academy. Today the said school has more
than 1,500 students.
Mrs. Leonila Sese, Married to an engineer, has five
children. She is the daughter of farmer from Mabalacat,
Pampanga. As a student , she was outstanding. Nevertheless, her
entrepreneurial qualities lead to her success. She was not
satisfied with being just a classroom teacher in both public and
private schools.
Nemesio Vega
Was working as accountant in a company and
not contented with just being an employee, he ventured
into the garment production business in 1983. Four years
later, he constructed a new factory and office building.
This project was funded through bank loans. In 1998, he
built a knitting and sewing center. This was funded
likewise by the bank loan.
At present, his Phil Sport Garment Co., Inc.,
Employs more than 1,600 workers. Equipped with
modern machines, the company is now a leading
manufacturer-exporter of garments.
Nemesio rose in the competitive garments
business through hard work, aggressiveness and
modern-management style. To make his workers efficient
and productive, he provided them with the best facilities.
Such facilities also give his workers a comfortable and
pleasant working environment.
Jack Simplot
“An Ancient wisdom state:
Lease a man a garden
And in time he will leave you
A patch of sand.
Make a man a full of owner
Of a patch of sand.
And in time he will grow there
A garden on the land.

The aforesaid ancient wisdom best describes all

successful entrepreneurs who started from scratch, and yet
they were able to build business empires. To them, poverty has
never been a hindrance. They fought poverty as a challenge
and opportunity, not as a problem. Jack belongs to his breed of
persons.
-Jack was the son of a poor farmer. When he was 8 years
old, he saved money by not buying candy. With his small
savings, he bought two copies of newspaper and sold them.
With his profit, he bought two more newspaper and sold them.
 He did everything to earn money. He collected waste materials and sold them to dealers. He
walked 4 miles every Saturday to work as caddy in a golf course.
During the early 1990’s; the price of meat become lower than production cost. As a desperate
move, farmers killed their young pigs. The young Simplot got 700 pigs. He hunted wild horses and
used their meat as feeds for his pigs. Simplot also collected potato rejects for feeds. His cost of
raising pigs zero except hard labor. Later on when they supply of a pork became scarce, he sold his
700 pigs for $ 7,800. At age 14, he was a rich boy.
He ventured into various enterprises until he became a billionaire. At age 70, Simplot’s eye
became again aglow and his voice once again boomed through his executive offices. He ventured
into a new project in high technology. He is in the business of semi-conductor.
Soichero Honda and Masaharu Ibuka
Before a graduating class, Honda said, “Many people
dream of success. To me, success can only be achieved through
repeated failures and introspection. In fact, success represents
1% of your work which results only from 99% that is called
failure.”
Honda worked hard day and night in experimenting the
techniques of casting a piston ring. All his savings were spent on
his experiments. For additional funds, he pawned his wife’s
jewelry. Eventually his industry and determination paid off. He
became the world’s singe most successful entrepreneur of
mechanical engineering since Henry Ford.
In the case of Ibuka, he failed the examination at Toshiba.
This could have given to him a lifetime employment. So, he
decided to put up his own radio repair shop. He never thought
his small shop would become a global business empire. This is
now Sony which has branches all over the world.
 G.R. Liyanage

In 1978 in the suburb of Colombo, Sri Lanka, Liyanage put up his machine shop. Starting
with one lathe machine and two workers, he produced motor spare parts and other minor
items. Through hard work and strong determination, his small shop prospred in one year.
In 1983, he ventured in heavy fabrication work. He acquired several subcontacts with
government projects in water refinery. However, the political environment was not favorable.
So he went into the steel furniture manufacturing business, just in two year’s time, he became
unsuccessful.
In 1989, he expanded his production by manufacturing office equipment. Again, his
business proposed. He built a two-story building to modernize his factory and show rooms. Not
contented with his business success, he ventured into manufacture of freight containers. This
is an achievement without equal in Sri Langka, and the greatest feat for Liyanage. In
recognition of his economic contributions to his country, the government has given him tax
exemptions and free use of government facilities for his freight container business.
 Clearly, the entrepreneur from Sri Langka has reached the peak of success through hard

work and determination. But these are not his only qualities. He took risks in every business he

undertook. He is also an innovator by improving the quality of his products. His energy and

enthusiasm have pushed him to pedestal of his ambition.

Daniel Ludwig
Born in South Haven, Michigan quit school at 19. He
entered the shipping business by borrowing $5,000 to convert
an old steamer.
By the 1930s, he would charter ships even before they
were built, and then used the charters as collaterals for loans to
build the ships.
His companies built tankers for the U.S. government
during World War II and got them back, for free after the end of
the war. He also constructed the first supertankers in Japanese
shipyards.
Shipping career, he owned 60 oceans going vessels. In
addition to his shipping interest, Ludwig invested in forest
products, oil and gas, coal and other minerals, hotels and real
state, and ranching and agriculture. Such conglomerate has
operations in 23 countries.
Socorro Ramos
Another rags to riches story is that of Mrs. Socorro
Ramos. As a child, she peddled bananas, vinegar, betel nuts
and mangrove roots to help her grandmother in Santa Cruz,
Laguna. Now, she is the owner of a multi-million-dollar
enterprise with about, 2,000 employees. This is the National
Book Store, the largest book store in the country.
Poverty and lack of education have not hindered her
success. On the other hand, her love of selling, hard work and
determination have greatly helped her in reaching her present
business position. At 71, she is still very active in managing the
operations of her chain of book stores. (22 branches).
When Socorro Ramos was 7 years old, the family moved
to Manila. Her widowed mother had to make both ends to meet
in supporting her six children. As a teenager, Socorro worked
in various factory jobs, such as candy and bubble gum factory,
shirt factory and cigarette factory. Although a working student ,
she graduated from high school as an honor student. Her

dream of becoming a doctor was set aside.

 The Birth of National Book Store

Socorro Ramos became a sales clerk at the goodwill Book Store, then a small shop owned by her
brother. This was where she met her future husband, Jose Ramos the brother of her sister-in-law. Against her
family’s objections, Socorro married Jose. Together , they put up the first Natioal Book Store on Avenida Rizal
in Manila. The book store was a small 4 x15- meter

Sublet space inside a haberdashery shop. The book store attracted a few customers. During World War II,
selling of books was nil. So Socorro Ramos engaged in the buy-and-sell business. At the end of the war, she
was able to purchase large quantities of whisky from a Japanese. When the American soldiers arrived, they
bought the entire stock of whisky. From this money, Socorro and Jose were able to rebuild National Book
Store which had been razed by fire during the battle between American and Japanese soldiers.

In 1945, right after the war the couple put up a canvas tent for selling books. But this was wiped out by
typhoon in 1948. Soon they were able to find a hole-in-the-wall space for their book business. They became
very busy meeting the great demand for books. Mrs. Ramos bartered her coconut wine with books.
Hard and Long Work
Mr. and Mrs. Ramos slept only 3 to 4 hours a night. During the day, Mrs. Ramos worked as
saleswoman, cashier and janitress. At night the couple packed books and prepared invoices for orders
from remote provinces. With their savings, the couple decided to expand their book store. Mrs. Ramos
was able to purchase a prime lot on Avenida Rizal for PHP 440,000 in a five-year installment scheme.
Heeding her business philosophy, she did not like to depend on loans. So they saved for 8 years to be

able to construct a 9-storey building. This is now the main store and office of the National Book Store on

Avenida Rizal.
At present, Mrs. Socorro Ramos is still the General Manager. Her husband, who used to
be the treasurer, has passed away. Their son Alfredo, is the President of the book store and
of printing press. He has also several enterprises on his own in the fields of newspaper
publication, oil exploration, real estate development, the local 7-11 convenience store.
Benjamin, a twin brother of Alfredo, manages the publishing operations of National Book
Store. Their sister Cecilia is the purchasing manager of the book store and heads the
Hallmark greeting cards division.
The Strengths of National Book Store
National Book Store has “identify and a strategic location,” according to daughter in
law Virginia. The store takes pride in a being a “total book store.” it offers both local and
foreign books plus greeting cards, school and office supplies, gift items, sports equipment,
toys, games and religious articles.
Mrs. Ramos, a super sales woman, claims that they still do things in a simple way. She
maintains that her book store is only a “glamorized sari-sari store.” Using a practical and
sensible business technique, National Book Store sells at small margins which generate
fast turnover. This results to bigger sales volume. Indeed, National Book Store is “where the
only thing less in the price.”
The poor girl, from Santa Cruz, Laguna has not built a business empire through the
easy and rosy path. Like all other successful entrepreneurs, she loves her work. Supported
with unusual physical stamina, perseverance and determination, she turned problems into
challenges and opportunities. Once again, another person has proved that poverty is not a
hindrance to success. Mrs. Socorro Ramos offers a great inspiration to the poor among of
us.
 The IBM Story


IBM (International Business Machines) is the biggest and most profitable corporation in the
world.
 This is a $50 billion American company and employs 400,000 people.
 It is also a huge multinational corporation that has offices in almost all countries in the
world.
 IBM was founded by Thomas Watson in 1914.

The Personal Values Which form the IBM Philosophy are:

1. The individual must be respected.

2. The customer must be given the best possible service.

3. Excellence and superior performance must be pursued.
 The aforementioned philosophy has contributed much to the financial success of IBM than
its technological innovations, marketing skills and financial resources.
Thomas Watson
Founder of IBM in 1914 at Sn. Idaho farmer
and super salesman of NCR (National Cash
Register). As an Ambitious Entrepreneur, he
wanted his enterprise to be profitable. But
also he wanted IBM to reflect his personal
values-which were reaffirmed by his son,
Thomas Watson Sr.
 Human Respect and Dignity



IBM treats its employee with respect and dignity. IBM understand that people, not money
or things, are the company’s greatest asset. The company tries to create a small business
atmosphere. Branch offices are kept small usually maintaining a ratio of one manager to
12 employees. Employees are paid on the basis of their productivity and not in longevity.
And they are paid well and are given challenging assignment. For them to be able to give
the best service in the world. They are given the best training and education. Since the
goal of IBM is excellence. It recruits the best students from the best universities. All
employees strive towards the same constant goal: zero defects in products and services.
 Good Leadership
 Buck Rodgers-is the present consultant of IBM. A former salesman, he was second to


none. Aside from being a very good public speaker, he is famous as an articulator of ideas,
motivator and practitioner of excellence. His personal success is also the success of IBM.
 He tells what he thinks of a good leader and his personal style of leadership which
supports he IBM way.
 Rodgers says that leaders in rank only. A real leader, through his actions and words, has
the ability to motivate others to heir highest level of achievement; then gives them the
opportunity and freedom to grow.
 He enumerated his personal tenets that helped him become successful:
1. I like people. I like them better than computers, sports or books. I love to talk and I like to
listen to them.
2. I fell good about myself. I am comfortable with my values and personal philosophy. I
reevaluate and rethink my motives whenever I consider doing things that conflict with my
values.
3. For me, to be given responsibility is an honor, I know that a greater the responsibility, the
greater the challenge. The greater the risk, the greater the rewards.
4. I like to solve problems. And I believe that any problem that can be uncovered and
articulated can be solved. A trouble-free position would bore me.
5. My temperament is such that I don’t have to win every point in a successful debate.
 Qualities of a good Leader/Manager,
according to Buck Rodgers


Must delegate responsibility and provide the freedom to make decisions, and then be held
responsible for the results.
 Should carry out the decisions of his superiors as though they are his own.
 Must be able to set priorities quickly with certainly. Must have integrity.
 Must have enthusiasm. He loves to work with excitement and optimism.
 Project a winning attitude to his people, and through them to the customers they serve.
 Encourages his people to find ways to express themselves outside their work life, such as
community activities, or perform their social responsibility.
 Seeks advices even from individuals with lower positions, whoever could help him
 Praises his people in public, criticize them in private.
 Must acquire the ability to anticipate and develop a strategy.
 Customer-Oriented Organization


Every IBM Employee, from the president to the receptionist, sells. They have been
trained to think that the customer comes first they get the impression that if there are no
sales, there is no income, and there is no business.
All IBM personnel are made to feel that they are involved. Directly or indirectly, with their
own customers. Likewise, they must feel responsible toward their customers, and should
never forget that their salaries come from their customers.
Even before their recruitment, IBM employees were told about the customer-oriented
program o the organization. The training program is saturated with ideas and skills on
how to satisfy the customer.
Employees who have done something nice and special for the customer are given rewards
and awards. IBM has always been generous to such employees. Both in cash and in kind.
 Superior Marketing Organization


IBM has great value on education, training and internal communication. The founder, a
former marketing representative himself, knew that a salesperson does not need only proper
training and product knowledge but also as inspiration and a dynamic organization to support
him.
IBM recruits top graduates from 100 schools. Grades, student activities leadership roles
and communication skills constitute the more important consideration. About 50 percent of the
recruits have degrees in mathematics, physics and engineering and 40 percent business
degrees. Rodgers said that he likes an applicant who is assertive and asks questions about the
company’s philosophy, its pay range, promotion policies and training program.
The training program of IBM is well funded, planned and structured. The IBM founder,
believed that the top managers should spend about 50% of their time in educating and
motivating their people. IBM believes that its future depends on the quality of its people.
 Service to Customers

IBM Marketing representatives work hard to get a new customer. And the even work
harder to hold on the ones they have. There are no sales representative. They know that their
involvement with the customer just begins with closing the sales.
The company has an inverted organizational structure. The customers are on top while
the president is at the bottom. This shows that the first priority and goal of IBM is the
satisfaction of the customer. Customers at the IBM Product Center are treated with respect.
Salespersons are willing to spend their time to satisfy the interest of customers.
Although a giant corporation. Extends informal and personalized dealings with its
customers. Employees return phone calls, say thank you and are punctual in their
appointments. They let their customers feel partnership relationship with IBM.
For the past few years, Fortune Magazine survey has proclaimed IBM as the most
admired company in the United States.
 The Spirit of Entrepreneurship

A company, big or small, has to respond to change and continually grow. It has to take
risks in order to grow. And risk takers should not only be from the top level, but in all levels of
the company IBM gladly welcomes people with ideas, who are willing to argue with managers
and top executives to get their idea in motion.
Tom Watson, Sr. Knew that big bureaucracy cannot develop entrepreneur. Such
organization strangles creativity and risk-taking. Branch office of IBM are small, and manager
supervises only 10 to 12 individuals. This way, a budding entrepreneur is easily recognized and
encouraged.
IBM conducted the first day of the training program, courage its people to be creative,
innovative and industrious. As incentives, they are given benefits, like covered expenses,
commissions and other attractive financial rewards. To promote the spirit of entrepreneurship,
IBM grants as much authority and responsibility as they can handle. They are given freedom to
experiment.
IBM grown to giant-size because it wants to be the very best. The key to its tremendous
success is its people: bright, well-trained, vibrant and dedicated to serve customers. The three
basic values-respect, service and excellence- have pushed IBM towards success and growth. A
company that loves people generates an enduring business stability. This is IBM.