Cover Sua Kim Seng, managing director of Lightcraft Group of Companies (Photo: Fady Younis)
Sua Kim Seng, managing director of Lightcraft Group of Companies (Photo: Fady Younis)
1 / 1
Sua Kim Seng, managing director of Lightcraft Group of Companies, shares his journey and wisdom in building a multi-million ringgit business empire
Before Sua Kim Seng became the managing director of Lightcraft Group of Companies, he was a young man determined to find his true calling. The Malacca-born entrepreneur started working at 18, exploring ventures in tourism, car rentals and used car sales. He also gained six years of experience in banking before venturing into his current role.
“I learned to listen, be ready to serve others and stay open to learning. It was important to think positively and master quick decision-making. Most of all, I swallowed my pride. There was simply no room for ego,” Sua says, reflecting on his early working experiences.
Sua describes his journey into the lighting industry as a matter of chance. “A friend proposed the idea of going into the business. He invited me to visit Lightcraft at The Mall, known today as Sunway Putra Mall.” Making a trip after his day job, Sua found the store closed. “Everything was dark, save for a few lights. There I was, pressed against the storefront window, trying to get a look.”
Read more: Fading Glory: Why brutalist architecture must survive?
Curiosity piqued, Sua explored two other lighting stores within the same mall. “I realised other brands were selling the same kind of crystal, brass and glass fixtures. When I went back to visit Lightcraft, it became obvious there was something unique here, and I jumped into it.”
Above Different types of lighting at Lightcraft
Different types of lighting at Lightcraft
1 / 1
Lightcraft began as a company specialising in marketing modern and architectural light fittings. Nowadays, their projects extend beyond private homes to include corporate offices, hotels, shopping malls and various other establishments. Lightcraft carries a generous range of premium designer brands, including Artemide, Anglepoise, Fontana Arte, Kartell, Marset, Lodes, Simes, Unilamp and more.
Despite the company’s growth, the road to success was arduous. “High rent costs forced us to relocate to Brickfields. There, we rented a small shop lot behind the YMCA, and with leftover inventory, I spent time learning how to install lights,” Sua says. It was a slow grind, waiting for customers to come.
“I knew this was not going to work and figured there had to be a better way forward. Going out on a drive around town, I realised there were a lot of construction projects and all of these buildings would need light.” Sua soon connected with a condominium developer, learning to work alongside designers for the first time while diligently sourcing fixtures for the project.
In the course of hunting for appropriate solutions, Sua became well acquainted with various suppliers, building credibility along the way. “I would buy some lighting options, show the designer and then return to the shop to ask the owner if I could make an exchange. After several projects, one owner told me I no longer needed to pay and welcomed me to take what I liked for samples,” Sua recalls, deeply grateful for the support.
See also: 5 profound Japanese design principles that are very demure and very mindful
As the business expanded, Sua learned to delegate. “Making sales is so much easier than managing people. So much time and money is wasted on hiring and firing when you’re used to doing things yourself. It comes down to learning when to trust your staff and just let go. I would say this is one of the most difficult lessons I have learned over the years,” Sua says.
Within a decade, Lightcraft’s annual revenue flourished from RM200,000 to a staggering RM40 million. “Chasing new projects was a challenge that gave me a sense of pride and satisfaction. Competing against seasoned old-timers and winning contracts over them gave me a thrill at the achievement,” Sua says. He describes his peers as being bewildered as Sua entered the market as “a nobody,” sniping jobs one after another. “I was in my mid-twenties then, with no girlfriend or money at the time. What else was there to do but work?” Sua jests.
Above Sua describes his journey into the lighting industry as a matter of chance (Photo: Fady Younis)
Sua describes his journey into the lighting industry as a matter of chance (Photo: Fady Younis)
1 / 1
His experience in building Lightcraft took him all over the country on a hectic schedule. “I would be in Penang in the morning, drive down to Johor in the evening and go off to Terengganu the next morning,” Sua says. While most developers and consultants have offices or a base in Kuala Lumpur, the jobs were often elsewhere.
For almost two decades, Lightcraft has also offered lighting consultancy. Over his career, Sua saw how the specialty and demand for designers changed. Architects, interior designers and mechanical consultants were standard, but the demand quickly grew for lighting consultants for big investment projects like hotels. “I used to do plotting by hand on paper before I had to hire an AutoCAD operator,” Sua says. He explains that lighting consultants are often required to attend meetings and speak to architects and designers before being able to produce a lighting plan, which can be challenging. “We still recommend our clients to expert lighting consultants, but when they cannot hire them, we offer solutions.”
Don't miss: Tips from Michelin-starred Chef Raymond Tham on how to choose the right kitchen countertop
The biggest change Sua saw in the 1990s was China’s economic reform, which saw the country open up to foreign investment. “When China opened up, we ended up redrawing our strategy along the way,” Sua mentions, referring to access to Chinese-made products. He was determined to cater for Malaysian consumers, opening Deng Lightings to offer the middle market segment unique lighting choices at an accessible price point. “I created that brand because a lot of consumers appreciate nice lights. They too deserve to have choices and after-sales support.”
Above For almost two decades, Lightcraft has also offered lighting consultancy
For almost two decades, Lightcraft has also offered lighting consultancy
1 / 1
The entrepreneur credits his humble upbringing in a small village with teaching him how to be thrifty. “If you’re not careful with your spending, you won’t have an emergency reserve for when you most need it. Money is hard to earn, so even I am cautious to this day. Save all that you can.” It was thanks to his savings that Sua was able to purchase the old Federal Bakery on Jalan Sungai Besi with a cash down payment, convincing the owner to sell. Today, the prime location is Lightcraft’s flagship showroom and office premises.
Aware that times have changed, Sua is conservative about his advice to budding entrepreneurs. “The truth is, there is no ‘secret formula’ to success. Once you make up your mind about starting something, just give it your best. Be prepared for some manual labour and be flexible to modify your game plan because you can’t predict what hurdles you will encounter.”
Credits
Images: Lightcraft
Best of Tatler Asia video highlights
Featured videos from around Tatler Asia: Get exclusive behind-the-scenes look at the interviews we do, the events we attend, the shoots we produce, and the incredibly important people who are part of our community
