I’ve been in the mattress business since 1985, and actually started out by working for my dad. In 2002, I decided to buy over one of his latex factories and start all over again by coming up with my own brand name and manufacturing new products using the existing factory.
Back then, the natural latex mattress was considered a sunset business in Malaysia. This was mainly because it was expensive. There were not enough suppliers and demand was low. Fast forward to today, I’ve managed to make natural latex into one of the most important products in the high-end mattress category. This means other brands that want to sell in this category will also have to use latex. It has become something that people recognise as being very good and of high quality. And it is also slowly being acknowledged around the world.
When the latex price went up twice, that was really challenging. The first happened right before I took over the company, when rubber gloves were in hot demand throughout the globe. These were manufactured using natural latex, which, in turn, increased its price triple-fold. The second time was linked to the increased demand in China for automobile tyres. In less than a year, the price of latex increased from USD4 to almost USD15! It was not easy to sustain the business during that period.
The thing about working with my wife (Mei Yong, Getha’s Executive Director) is that we are both aware of our differences, so we know when to give and take. Even though we sleep on the same bed, eat the same food and live in the same house, the way each of us thinks is very different. The same thing applies with my brother – although we share the same parents, we are different. So, when it comes to working with anybody, realise that one is dealing with another human being, which is never easy. Everyone is different. Once that truth is accepted, it becomes easier to compromise… and work together.
Since our company sells premium products to people who want something better for themselves, it is vital to conduct training on how to bring out the value of our products, instead of just harping on selling price. This includes spending time talking about the story behind a product and explaining how it will add value to someone’s life.
We intend to spend the next decade focusing on promoting the brand on an international scale. We’re doing this by launching a flagship store in Osaka as well as building new showrooms in Europe and China.
Choosing a good quality mattress comes down to personal preferences, knowing your own comfort level and the history of the brand you are interested in. The last one is important especially since there are brands out there that don’t really provide sufficient information on the materials they use, which is why it is always important to conduct your own research first.
A good start is to go online and read the comments on the brands that interest you. Then test, feel and try before you buy. The problem in Malaysia is that a lot of people still prefer to buy mattresses based on price. While a lot of mattresses can no doubt last for 10 years, a good quality mattress will remain comfortable for much longer. And that can make all the difference.
I admire the people behind Royal Selangor. I’ve visited several of their showrooms overseas, and it still amazes me how they’ve transformed pewter into fascinating products that can command premium prices worldwide. There are very few companies that can do this, and I know for a fact that this is something not easy to achieve. But like a certain famous sports slogan says: ‘Just do it’.
As I get older, I’ve learned that there are no mistakes, only experiences. I have never reprimanded my team for doing something wrong, but I don’t allow them to repeat the same mistake.
Success is all about achieving balance, which for me refers to business, health and family. It’s like a triangle – spend too much time on one aspect while neglecting the rest and the triangle becomes very lopsided, which is not good.
