Company sees upsurge in sales following partnership with Sands China

Anthea Wai, general manager

A local enterprise has made its way to generate the most sought after contracts for Small and Medium Enterprises (SMEs) – supplying a variety of products to hotels including Sands China’s properties.

From items such as hotel slippers and umbrellas to leather products and customized paper bags, Cheers Hotel Supply Trading currently has 60 hotels on its client list.

Although founded in 2011, an upsurge in the company’s revenue only occurred in 2015 following the Sands China Local Supplier Open Day in August of that year.

The Open Day was held in a bid to strengthen Sands China’s commitment to local procurement. Partnering with the Macao Chamber of Commerce to create the first program of its kind in Macau, Sands China struck several agreements with Cheers Hotel Supply Trading.

Anthea Wai, general manager of the local firm, recalled that they were given an overview of the larger company’s procurement systems with its employees coaching them in processes such as purchasing and supplier registration.
Currently, the SME enterprise offers a number of products including slippers, hangers, and stationery sets to several properties in Sands China’s portfolio.

The firm also supplies products to Las Vegas’ Marina Bay Sands.

The local enterprise currently has a manufacturing firm, which adds to its strength as it can now produce products in batches to accommodate small order quantities.

Leather products the company supplies

Recalling that the company has been in business expansion mode since 2015, Wai shared that staff numbers have nearly doubled and the company has moved to a larger office.

“The business has now been in the market for six years. There is growth in the business sales volume. We’ve seen a lot of progress in these past few years.”

Although Wai faced difficulties in common with other SMEs in this region’s competitive market such as staff salaries, human resources and cash flow, the general manager is grateful for the Sands China’s SME program, and related projects.

The gaming operator is continually expanding its support of local enterprises in Macau through its Local Supplier Support Program, and the local entrepreneur noted that such programs allow an ease in the firm’s cash flow as a deposit is paid even before the items are produced.

“Cash flow is not a very big problem because the SME program is in place. Companies are willing to pay a deposit so cash flow is better than before,” she said.

With such assistance easing such common growing pains, Wai has maintained competitive salaries to her nine local employees whilst she maintains a “family-friendly spirit” in her firm.

Meanwhile, as a result Sands China’s F.I.T. program, which is comprised of three pillars: Financial Support, Invitational Matching, and Training and Development, Cheers Hotel Supply Trading is now providing their bags to Sands China Ltd. in Macau, to Marina Bay Sands in Singapore, and to Las Vegas Sands Corp. in the United States.

Products the company supplies

The local supplier’s merchandise is to be used for LVS’ global charity project, the Clean the World Hygiene Kit Build, in August and September of this year.

The F.I.T. program has successfully assisted the local supplier to branch out to an overseas market – and with the three buyers having the same standards, the enterprise is able to take advantage of their global synergy to be the single supplier for the three different markets.

Wai noted that her company is developing into a reliable local company, as most of its trade is with Macau and South-east Asia.

“I am particularly grateful to Sands China for its timely help to provide a rare opportunity to collaborate with Marina Bay Sands and Las Vegas Sands Corp,” the entrepreneur expressed.

“With this collaboration, my company not only gets the credibility in the local market, but also gets more and more experiences in export trading,” Wai continued.

Participating in the F.I.T. Program became an opportunity for Cheers’ development. As a local company, the program provided practical plans and timely support to increase the enterprise’s competiveness on local market.

“With the help of Sands China, Cheers had a chance to cooperate with the other two gaming operators and got the first order from USA and Singapore,” Wai reiterated.

The local supplier is included in Sands China’s pioneering long- term initiative that focuses on local businesses including small and micro companies, “Made in Macao” companies and Macau young entrepreneurs.

It aims to develop these local companies to grow along with them, and also aims to transform micro suppliers in the territory into local SMEs.

Cheers Hotel Supply Trading’s significant partnership with the gaming operator has led to developing new clients as the relationship has laid a strong foundation for its reputation and credibility, hence contributing to its overall revenue growth.

“Sands China contributed to the company’s growth, especially market share. It has enhanced our reputation and credibility and the products can then serve as a future reference [to] other clients,” said the entrepreneur.

The client categories have varied from hotels to outlets and restaurants.

With Sands China’s ongoing procurement relationship efforts, Wai noted that they, in return, have paid attention to the follow up and have communicated closely on the small details, sparing little effort on each quotation.

With the Local Supplier Support Program, Wai revealed that the enterprise has received a significant number of product requests leading to staggering growth in sales volume – all in under a year.

“Our sales volume [with Sands China] grew from below MOP10,000 to MOP800,000 in less than a year,” Wai affirmed.

Sharing tales of the enterprise’s setbacks when it started in 2011, the general manager started as a “one-man-band” as the plan was only to retail cleaning products.

Yet through the process and seeing the opportunities in the market, Wai began to hire people despite setbacks in both quality and cost control.

“Especially [with] manufacturers in China, there are cultural and quality differences. Sometimes when there are damaged products, we have to produce it again and supplement [with] a new one no matter the cost,” said the entrepreneur.

Currently, the enterprise is also focused on designing new products to put present to its clients.

In accordance with Sands China’s eco-friendly schemes such as Sands ECO360, which is designed to utilize measures including resource recycling, conservation and community engagement, Wai noted that her company also has plans to produce eco-friendly materials.

Wai said that they will be negotiating with manufacturers in China in order to be ready when her clients request eco-friendly products.

Moreover, the entrepreneur hoped that the enterprise will also receive recognition at the Sands Supplier Excellence Awards.

Held annually, Sands China recognizes outstanding suppliers who played a vital role in assisting the gaming operator execute its strategy.

This article was sponsored by Sands China Ltd.