Success behind two start-ups

The Manila Times

Success behind two start-ups  When Kernan and Louraine started TECHSUPPORT and  IMPEXTIC Logistics, the challenges that faced them were daunting, the biggest of which was Covid-19. Transportation of essential goods became complicated and reliable communication channels crucial. They were, however, determined to see it through. Today, they collectively have 100 individuals in their employ and their businesses, to say the least, is thriving.  Subscribe to The Manila Times Channel - https://tmt.ph/YTSubscribe  Visit our website at https://www.manilatimes.net    Follow us:  Facebook - https://tmt.ph/facebook  Instagram - https://tmt.ph/instagram  Twitter - https://tmt.ph/twitter  DailyMotion - https://tmt.ph/dailymotion    Subscribe to our Digital Edition - https://tmt.ph/digital    Check out our Podcasts:  Spotify - https://tmt.ph/spotify  Apple Podcasts - https://tmt.ph/applepodcasts  Amazon Music - https://tmt.ph/amazonmusic  Deezer: https://tmt.ph/deezer  Stitcher: https://tmt.ph/stitcher Tune In: https://tmt.ph/tunein   #TheManilaTimes  #worldnews  #philippines #entrepreneur

Transcript

00:00 [MUSIC PLAYING]

00:03 The Business Mentor Talks is vlog by no other,

00:10 Armando Buts Bartolome.

00:12 In cooperation with the Manila Times,

00:15 it aims to bring to life and recognize entrepreneurs

00:19 who constantly strive to create a living for the community

00:22 as well.

00:23 [MUSIC PLAYING]

00:26 [MUSIC PLAYING]

00:30 [MUSIC PLAYING]

00:33 [MUSIC PLAYING]

00:37 [MUSIC PLAYING]

01:05 Listen to the Business Mentor Talks with Buts Bartolome.

01:08 [MUSIC PLAYING]

01:12 The Business Mentor Talks.

01:18 This is in cooperation with Manila Times.

01:23 And this is our launching video, big vlog.

01:27 You know, today we are very privileged to invite

01:31 a couple, a working couple, a dynamic couple,

01:35 who are both in business of logistics

01:40 as well as tech support.

01:43 So let's hear from them.

01:45 Let's hear from Lorraine Motomul and Karnan.

01:49 Good morning to you all the way from Cebu.

01:53 How are you today?

01:54 [SPEAKING IN TAGALOG]

01:56 Hello.

01:57 Hello, Sir Buts.

01:58 Yes, good morning.

01:59 Good morning.

02:01 Yeah.

02:01 So [SPEAKING IN TAGALOG]

02:07 [SPEAKING IN TAGALOG]

02:09 You have your own business before,

02:11 or you started when you are both now a married couple.

02:16 [SPEAKING IN TAGALOG]

02:17 Ladies first, [SPEAKING IN TAGALOG]

02:19 [SPEAKING IN TAGALOG]

02:22 [SPEAKING IN TAGALOG]

02:24 [LAUGHTER]

02:27 OK, yes.

02:28 Actually, Sir, the truth is, before, I

02:36 didn't have a plan on becoming a business owner at first

02:41 since I graduated as a banker in finance and wanted to work.

02:50 Actually, as a teller.

02:52 That's my dream before.

02:54 But unfortunately, things didn't go as planned,

03:00 and I didn't get a bank job, actually.

03:04 OK.

03:06 The plan was not really going to that way.

03:11 And later, a few years when I graduated,

03:19 I joined a logistic company, which is specialized

03:25 in delivering goods door to door, something like that,

03:30 a service.

03:32 And I was working there for almost four years.

03:38 And primarily, I was working there as a salesperson.

03:44 But then, during that time, I'm with Kerna now, that time.

03:51 And he is the one giving me some idea

03:59 and encouraging me also, why now to put up my own business?

04:08 He recognized me that I really have a valuable experience

04:14 now that I had gained in my work in logistics.

04:22 So since then, I also believe in my capability.

04:27 Because everyone can notice what you have,

04:32 especially when you're there now.

04:34 So since then, I decided to start my own business.

04:43 So you had four years of experience in sales.

04:47 I mean, was it really a different ballgame?

04:51 Because you're trying to finish banking and finance.

04:54 You wanted to work in a bank.

04:58 But then later on, it shifted to sales.

05:01 Was the challenge very tough at that time, Lore?

05:06 To adjust?

05:07 It was really a challenge for me because thinking

05:16 of what you expect and finishing that kind of course,

05:22 probably you might think that you would go into like,

05:25 eto na, eto na yung magiging trend or journey mo.

05:29 But suddenly, it was changed for me.

05:31 And I really adjust and make it to the point

05:35 na since I went into logistics na.

05:40 So I need to prove to myself that I think my direction

05:48 would change, really.

05:50 So starting--

05:51 Yes, OK.

05:51 But Kerna, let's talk about how you started, too.

05:58 Did you start your business right away?

06:00 Or were there previous experience that you worked?

06:05 Actually, same with Lore.

06:08 Back then, I think that was early 2000.

06:13 And I was working with an IT company.

06:17 And by that time, I think I have like heroes.

06:22 When we're kids, we have heroes.

06:25 So my hero at that time was the, I think,

06:30 the current businessman, Bill Gates.

06:36 And I was inspired by his rivalry with Steve Jobs.

06:41 And then it was an inspiration for me.

06:47 Then, of course, I also--

06:50 the big push was when I read the book Robert Kiyosaki.

06:57 It's really a good book.

06:58 Everybody should read that.

07:00 Yeah, it's really a nice book.

07:01 And it opened doors for me.

07:04 Like, OK, I guess I need to start something.

07:10 So that was the main inspiration for me

07:15 when I started the business.

07:18 It's having a hero and having someone to look up to.

07:28 That's the main--

07:29 In other words, Kernan, you both, like Lorraine and yourself,

07:35 you look at somebody as a benchmark.

07:38 I mean, it's like as an inspiration, right?

07:42 That's how you did it, no?

07:44 Correct.

07:45 Yeah, because on our part, we don't

07:48 have parents that has capital that can be given to us.

07:57 We have no funding coming from our lolo, lola, or parents.

08:06 So it was really self-funded.

08:10 And well, I guess we can talk about that later in detail.

08:17 Yeah, so but what kind of business did you start, Kernan?

08:20 Well, way back, I think it was 2002, while I was working,

08:31 we started the business called TechSupport.ph.

08:35 At that time, we saw the need for IT support for businesses

08:46 because mainly, IT people that are [INAUDIBLE]

08:51 goes to Singapore.

08:55 And we are actually losing talent in the Philippines

08:59 because of that.

09:00 So at that time, while I was still working,

09:07 there was a customer who needs IT support

09:10 to maintain a server.

09:13 They were willing to pay 4,000 pesos a month.

09:17 That time?

09:18 Yeah, that time.

09:19 That was about 20 years ago.

09:20 Oh, yeah.

09:21 And then--

09:22 Yeah, tier 2,000, I mean, that was an early start for somebody

09:28 looking for support, no?

09:30 2002.

09:31 2002, and what happened, they paid us 4,000.

09:37 And I outsourced that job to another person

09:42 for about 500 pesos.

09:46 So you were earning 1,500?

09:51 Although, that's 3,500.

09:53 That's 3,500.

09:54 OK.

09:54 Yes, they pay us 4,000, and I outsourced at 500 pesos.

09:58 So 3,500, yeah, right.

10:00 So you outsourced at 500 to another person.

10:04 Yeah, and 500 pesos was actually big at the time.

10:08 The minimum wage was, I think, I don't know,

10:11 300 or something in Metro Manila.

10:14 So it was heaven for me.

10:17 Oh, wow, we were able to get 3,500 net.

10:21 So that money, we started to use that for business registration,

10:26 easy, and there is no capital at all.

10:30 It was really-- we saw a problem.

10:34 And we gave the solution to a customer.

10:38 And then now, of course, the companies

10:42 we have combined with what Lorraine has that we can

10:48 discuss later, the businesses, we have about 120 employees

10:52 nationwide.

10:53 Wow, that's a big one.

10:55 Yeah, and across Manila--

10:58 [INAUDIBLE]

11:00 IT logistics, Manila, Cebu, Dabao, Iloilo.

11:04 So it was really just hard work for us at that time.

11:11 Yeah.

11:11 And the good--

11:12 So basically--

11:13 Yeah, Lorraine.

11:14 Actually, the good thing here, since we're partner,

11:19 most of our customers are both the same.

11:23 Like--

11:25 Almost.

11:26 Almost.

11:27 So it's a very teamwork.

11:33 It's a combination, actually.

11:34 You're able to find the right combination.

11:37 [INAUDIBLE]

11:39 You say, if I'm into tech, what am I business-related?

11:43 So probably I need logistics, right?

11:46 So [INAUDIBLE] both Inpectix and tech support.

11:52 How many years already?

11:55 The logistics, sir, it's actually going 14 years now.

12:01 14 years.

12:01 By this year, 2024.

12:03 Yes.

12:05 So failing, in a way.

12:08 The IT plan, 21 years.

12:13 Yeah.

12:15 But you have a funny story experience, Lorraine.

12:19 I remember you having a cargo, and I think--

12:24 What is that?

12:24 You were using a multi-van, a minivan.

12:27 Yeah, it's true.

12:28 In Cebu.

12:29 Yeah, it's true.

12:30 Actually, I'm proud--

12:31 What happened there?

12:32 Share us that funny experience that you will never forget.

12:37 OK, here's the thing.

12:39 Before, I'm proud to say this, because this is not like--

12:45 it's a rare thing as a woman, starting this kind of scenario.

12:53 Since I'm into logistics, I did drive the truck

12:59 and transfer the goods at port area alone.

13:05 While driving, I also do the handling of the goods,

13:10 transferring to port, and right after that,

13:14 do the process of documents, and do the process of billing,

13:18 and communicate to the clients directly.

13:22 So that's an end-to-end service that I did before,

13:25 when I started way back in 2009.

13:30 And I started in Cebu.

13:32 So very challenging in a way, because before, I really

13:38 feel ashamed.

13:39 [NON-ENGLISH SPEECH]

13:41 But when I saw my friends there, I'm driving the vehicle truck.

13:46 But I really feel like, why?

13:48 Why do I have to feel ashamed?

13:51 [NON-ENGLISH SPEECH]

13:53 So when the time come, [NON-ENGLISH SPEECH]

13:58 nowadays, [NON-ENGLISH SPEECH]

14:03 You started with your own--

14:05 really, the business operate end-to-end service

14:08 with my own feet alone.

14:10 And that's really unforgettable for me.

14:13 And I just only got a profit for only 150 pesos that time,

14:19 just to give the expectation of the customer, actually.

14:24 So in other words, [NON-ENGLISH SPEECH]

14:27 [NON-ENGLISH SPEECH]

14:28 [NON-ENGLISH SPEECH] and here I am driving a van,

14:36 doing end-to-end service.

14:39 And you know, [NON-ENGLISH SPEECH] usually, [NON-ENGLISH]

14:47 But again, though you earn only 150 pesos,

14:50 but that 150 pesos turned into a huge investment, what you are

14:56 right now, right?

14:59 So yeah, [NON-ENGLISH SPEECH]

15:01 I mean, [NON-ENGLISH SPEECH]

15:10 At that time, we have a lot of brain drain.

15:13 But you both had some foresight of the future.

15:16 [NON-ENGLISH SPEECH]

15:25 Where are the companies right now

15:28 in the midst of this pandemic, in the midst

15:32 of the resilience of the economy?

15:34 [NON-ENGLISH SPEECH]

15:39 Based on my discussion, of course, with Lorraine,

15:44 well, of course, backtracking a bit during the pandemic,

15:47 we're proud to say we never fired or let go of any employee

15:55 during the pandemic, mainly because, I guess,

16:02 because the businesses are essentials.

16:04 It was actually essential at that time.

16:07 And we really expect [NON-ENGLISH SPEECH]

16:14 super demand, and we belong to the IATF before.

16:20 You know your boots, your IATF, and we're

16:22 accepted anywhere we can travel, having your goods delivered.

16:27 Like, for example, what we did, we

16:29 handled before that time with the Bureau of Fire Protection,

16:36 mostly government.

16:37 We delivered the alcohol, the masks,

16:40 the necessary need that time.

16:42 So we actually, [NON-ENGLISH SPEECH]

16:43 we really didn't expect that kind of huge impact

16:47 on our business that time.

16:50 Yeah, and in terms of IT as well,

16:53 we were serving one of the biggest retail company

16:58 in the Philippines.

17:00 And we're going around the Philippines

17:03 supporting all of these stores.

17:06 So of course, not of course being happy about the pandemic,

17:13 but we're just proud that we didn't

17:16 lose any employee at that time.

17:19 And at the same time, we also help

17:23 other people, which is like the medicines

17:29 that we have to transport for them.

17:31 You know, Sir Butch, that time we also

17:33 deliver vaccines, alcohol, masks,

17:38 medicine that can sustain the life of people that time.

17:43 Going back to the question of Sir Butch,

17:47 yes, mainly because in the logistics side,

17:50 the Philippines has a lot of islands.

17:55 It's a logistics--

17:58 [NON-ENGLISH SPEECH]

18:00 Logistic nightmare, [INAUDIBLE]

18:03 Transport goods, [INAUDIBLE]

18:04 Yes, and also, IT will always be changing.

18:13 So bottom line, I guess, it's a business

18:18 that is what businesses needs.

18:21 And it's hard to start as well.

18:26 Yeah, right, right.

18:28 So you both really had--

18:31 because you have other--

18:32 what were the other businesses given a chance, Kernan?

18:36 What other business-- let's set aside tech support or Lorraine.

18:41 What other-- what secondary business would you love,

18:43 would you have done given that chance?

18:48 Lorraine, would you settle for what?

18:50 What kind of business?

18:51 Except this--

18:55 That's a hard question.

18:59 Yeah, really hard, because I'm focusing

19:03 [NON-ENGLISH SPEECH] with logistics.

19:05 And then--

19:06 OK, because--

19:07 [INAUDIBLE]

19:08 --with the IT that he has.

19:10 OK.

19:11 [INAUDIBLE] to the point that I give direction on how to--

19:15 aiming one day that I could have one of the logistic reliable,

19:22 something like that.

19:24 But hypothetically, Sir Butch, of course, talking about it,

19:29 if I don't have a business, the best career for a person

19:36 to start with without any business is insurance.

19:41 Perhaps that's something that the viewers can consider,

19:45 because you can be trained well in terms of selling.

19:50 That's the basic foundation for any business person, selling.

19:54 So I guess I could recommend that for people

20:01 who wants to start a business.

20:04 So, Bali, let's talk about-- well, we want to wind this up.

20:09 But [NON-ENGLISH SPEECH] our viewers

20:12 would want to hear from you, husband and wife.

20:15 How do you work together?

20:18 How do you maintain the life-work-life balance?

20:23 Not all work together can be fun,

20:25 but how do you maintain the fun of being a family,

20:29 being entrepreneurs of your own field,

20:32 at the same time handling all the challenges?

20:36 What are the three things that you can probably

20:39 say that makes you both tick?

20:42 Well, for me, based on what I have experienced right now--

20:52 [NON-ENGLISH SPEECH]

21:00 But, well, it's challenging, because there

21:03 are some conflicts that you can't avoid.

21:07 But then again, if you do the manage

21:09 and listen to each other, it's a big thing.

21:14 Because sometimes, he has also an idea,

21:16 and I have also an idea, which is, for me, is OK.

21:23 For him, it's not OK.

21:25 So it's like very--

21:26 [NON-ENGLISH SPEECH]

21:28 So for me--

21:34 There's a clash.

21:34 [NON-ENGLISH SPEECH]

21:35 I mean, yeah, right, right.

21:39 So for me, I used to do this for how many years?

21:46 So sometimes, give away.

21:50 So for me, since I'm into finance department,

21:54 both company, so [NON-ENGLISH SPEECH]

22:00 But with regards to handle people and employee

22:05 and customer, Kernan is a hands-on guy,

22:08 talaga, with that.

22:10 I think the key here is find the strengths of each individual,

22:18 especially with your partner.

22:20 It's how you can work together rather than clashing.

22:25 It's how you can focus on what you're good at.

22:29 Like for example, for me, I'm really good at managing people,

22:35 connecting with customers, making sure

22:39 that commitments are met.

22:42 Lorraine is really good at money, sa pera, and cash flow

22:47 and such.

22:49 So that's the area that I really recognize from her.

22:57 So I guess that's something we need

22:59 to do as an entrepreneur.

23:01 But we still have sharing ideas, naman, 'di ba?

23:04 Yeah.

23:04 Like how to deal with the customer, something like that.

23:09 So since I have also a sales side naman before,

23:13 but ano talaga, focus talaga ako sa finance, finance na side,

23:18 para for sure na hindi magkakaroon ng problem.

23:22 Correct, correct.

23:23 Well, anyway, we have a lot of things to discuss.

23:26 Probably we'll have a part two of a working life

23:29 between a husband and wife.

23:32 But so again, Kernan, Lorraine, it

23:36 has been a very, very good understanding, knowing,

23:41 and really hearing from you all your--

23:44 how your business or entrepreneurial journey,

23:49 especially being hands-on.

23:51 Because nowadays, everybody wants

23:53 to be behind the desk and mining from the desk,

23:57 rather than-- 'di ba?

23:59 So para bang you really hand--

24:02 you say hands-on, really hands-on.

24:04 Di ba?

24:05 Dilagayin mo 'yung kamay mo because you

24:08 know where you want to go.

24:09 Yeah, yes.

24:11 So yeah, congratulations and more power to you.

24:15 Looking forward for more impact tips and tech support.

24:18 Thank you very much.

24:19 Thank you, thank you.

24:21 Thank you.

24:22 OK, bye-bye.

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