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Episode #514: 

 
FINDING A BUSINESS NICHE

 

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DHCUSA

Shau-wai Lam is the Chairman of DCH (USA) (www.dchauto.com), which owns 38 automobile franchises in New Jersey, California, New York, and Connecticut. DCH retails over 65,000 cars each year and grosses an annual revenue of $2 billion. His father founded the company in Hong Kong 70 years ago and saw a market in the United States and consequently founded DCH (USA). DCH’s first dealership was a Honda dealership. Shau-wai became head of the company in 1988. He credits the Honda franchise for helping the company get started in auto dealerships. The franchise's Excel Program provides training for dealers to continuously improve their operations. Honda gets feedback from dealers like Shau-wai to stay on the leading edge of the auto industry. Honda also invites dealers to join committees to contribute ideas to the development of new models.

 

 


NETSERVE SYSTEMS INC.

Abdi Ahmed moved to the United States from Africa as a teenager and took a class in computer programming. The class helped Abdi discover his passion. He worked for Apple Computers but decided he would rather start his own company that would provide a single source technical solution for small businesses. As a result, he founded NETSERVE SYSTEMS, INC., (www.netservesystems.net) which offers computer security, web design, technical support, and network monitoring services. Abdi saw the need for a company that compressed technological solutions and thus found his business niche. He counts Honda as one of his clients that take advantage of his company's security-related services. Honda was so pleased with the services that the company recommends Netserve Systems to its other suppliers and vendors. Honda holds seminars so small businesses, mostly Honda vendors, can take advantage of each other's services.

 

In Secrets of Success, John W. Murray, Jr. of the Southern California Minority Business Development Council (www.scmbdc.org) stresses the importance of networking, which is building a relationship. When networking, try to find common ground, find out the needs of the customer, and what you can offer them


Studio Guest Charles Harmon is the manager of corporate procurement at American Honda (www.purchasing.honda.com). He discusses Honda's Business Evolution Program, which provides an arena for small business to offer their services to one another.