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Chukwuma is our CEO of the week.
Mr Innocent Chukwuma needs no introduction in Nigeria. He is the young man from Nnewi, the manufacturing capital of Nigeria who has, from the scratch, successfully built a vehicle manufacturing plant. Before this period, Chukwuma had established a motorcycle manufacturing plant and a plastic plant that is churning out helmets for use by motorcyclists in Nigeria.
The 46-year-old businessman, interestingly, started with just N3,000 he got from his brother and he has, today, built a multi- billion naira business empire. His case is a typical grass to grace story.
Chukwuma, who is a member of the Vision 20:2020, said he is conscious of the fact that Nigerians like quality and that the road network is not fantastic and, because of that, they decided to turn out quality and rugged vehicles that would stand the test of time.
He also said that apart from the durability of the vehicles, they are also cheaper than the imported ones.
His words: “I want to say that I am not afraid of competing with Honda, Toyota or any other big name in the automobile industry. I only have respect for them. My reason is because I have done it before and I hope to do it again. There were a lot of big names in the industry when I went into the manufacturing of motorcycles some years back, but that did not stop me. I went in there and excelled. I have not failed in any business that I have embarked upon, and this one will not be an exception.
Even talking about competition, I can tell you that I have never competed with anybody. I am always competing with myself. I try to turn out quality products and allow the market to judge. So, I am competing with the market for acceptance, rather than the people producing the same thing as I am because the market is the ultimate judge.”
According to him, his goal, apart from putting Nigeria on the map of vehicle manufacturing countries, is to stop Nigerians from buying fairly used vehicles, popularly known as Tokunbo, as is now the case.
He said that with the commissioning of the plant, Nigerians could now beat their chest and say, “this is our own,” just as the Americans, the Chinese, the Germans and the Japanese. Recently, President Goodluck Jonathan commissioned the Innoson Vehicle Manufacturing Company in Nnewi, Anambra State, and Daily Sun caught up with this rare entrepreneur and he spoke about his foray into business, his challenges and successes.
Chukwuma is our CEO of the week.
Excerpts:
How it all started
I went into business about 30 years ago. I started by selling motorcycle spare parts, which you know is traditional to my people. I am from Nnewi in Anambra State and we are known for that. From there, I graduated into selling of complete motorcycles. Then motorcycle was seen, as luxury because of the exorbitant prices. I was not happy with that because I know that I am not in business to satisfy myself. I want to render service and from the proceeds of my service make a living. So I began to think of a way to make the price of the motorcycle to become affordable for the teeming masses that needed them. It was in the process that I discovered that importers were the major reason why the price of motorcycle was very high.
I found out that the importers were packing their motorcycles in a very big case and when they put the cases into the container, it can contain about 40 units. I reasoned that if the cases could be removed, there would be more room to contain more motorcycles. So when I went to my manufacturers abroad, I told them to knock down the parts of the motorcycles so that I would pack them straight into the container and they agreed.
When they knocked down the parts, I discovered that about 220 units of motorcycles could enter one container. When they did that, I brought the container into the country. So instead of bringing in a container containing 40 units, I brought in a container that contained 220 units and you know that they charge per container and not what is inside it. So with a container, I was saving what I would have paid for five containers and that gave me a very big financial boost.
What I did then was to crash the price of the motorcycles that I was importing so that they would be affordable. However, some people felt that my motorcycles were of inferior quality and that was why I was selling them at give away price. They did not know that I had a technology break through in my packing. They don’t know that the reason why my own motorcycles were cheaper was because I was spending far less money in bringing them into the country than the other importers.
All along, I was not happy that Nigerians were driving second hand motorcycles. I felt that we deserve better than that but because of the high cost of brand new motorcycles, the common people could not afford it. So when I began to pack 220 units inside a container instead of the normal 40 units, the price of motorcycles fell by 50 percent and that is why today nobody buys second hand motorcycle again. Even nobody imports second hand motorcycles into the country, as was the case in the 80s and 90s.
As I said earlier, I was the first Nigerian that started packing 220 units of motorcycle inside a container. We tested the market with a single container and it was a success. In fact we sold all the motorcycles within a month. Those who bought them did so half-heartedly because they felt that the reason it was cheap was because they were not of a good quality. But when we exhausted the stock, by the time we came with another stock, the initial buyers have tested it and saw that it was of a very high quality, the other consignments that we were bringing in became hot cake. From one container that we tested the market with, we moved to 10, later 20 and continued to raise the stake. There was a time we were clearing about 200 containers in a month.
Even there were times, before the containers arrive at the Nigerian ports; people had bought all in advance. That was a testimony of the quality of our products. One can say that it was quality matched with affordability. Our motorcycles were of a very high quality but yet very affordable.
Going into motorcycle manufacturing
After we had made a success of importation of motorcycles, I decided to step up the business. I believe in setting the pace for others to follow. When I began to bring in my motorcycles in containers instead of cases, after a while other businessmen copied me and began to do the same. So I told myself that it is time to move forward. You can agree with me that while downstairs are always crowded, there is always vacancy up stairs. So I took a good look at motorcycles and discovered that it has a lot of plastic components. Because of this, I set up a plastic producing company in Emene, Enugu to be producing the plastic components of motorcycles.
I felt that if I could manufacture some of the motorcycle parts here in Nigeria, it would further help in the reduction of the price of motorcycles. The plastic company started to produce the spare parts while we continue to import the parts that we could not produce here. With this, the price of motorcycles was further reduced to the extent that they became affordable to whomever that needs it.
While we were producing the motorcycle spare parts, we realized that the plastic plant was being under utilized, so we decided to incorporate other things like plastic chairs, tables, upholstery, plastic containers and so on. The idea was to keep the plant producing at full capacity and today it has paid off because, it has helped us to employ a lot of staff and millions of Nigerians are using our products which they are buying at give away prices. Even people from neigbouring countries come to buy our plastic products.
There is no part of the country that you will go and will not see Innoson plastic products. As I said, we have used it to create a lot of direct and indirect employment. You should also not forget that we are into the manufacturing of crash helmets. In fact, we are the biggest helmets manufacturing company in the West African sub-region. From the plastic factory also we produce tyres for vehicles, motorcycles, tricycles and others in the same company. People also come there for customized plastic products.
Challenges
The challenges of manufacturing in Nigeria are enormous. You and I know that there is the problem of infrastructure. However, what is encouraging me to go on is the patriotism in me. My businesses are people driven rather than profit driven. I am in business to deliver service to Nigerians. I am in business to boost Nigeria’s economy. I am in business to empower Nigerians through mass employment and good remuneration. These things are far more important to me than profit and that is the spirit that is keeping us marching on.
Sometimes, when the burden becomes too much, I look around and see thousands of family who depend on me for their daily bread. Then I would ask myself what would become of these people if I should relent? When I ask myself that question, my sagging spirit would be revived and I would get back on my toes. But to be honest with you the challenges of being a manufacturer in Nigeria is over whelming. If I tell you how much we spend on energy in a month, it would shock you.
The roads are also another thing. We are engaged in manufacturing and distribution. We also spend huge sums of money on wears and tears of our distribution vans. Some times our vehicles would break down on the road due to bad road. At other times, it takes longer than the scheduled time and that means you spend more on fuel than you would have if the roads were smooth. But I am grateful to God who has been seeing me through all these challenges.
I have never failed in any endeavour that I started and I know that it is not because of my intelligence but the grace of God, the support of my family and my workers who are ever ready to go to the extra mile in spite of all the odds on the way. For instance, when I started the Innoson Vehicle Manufacturing plant, three of my foreign workers were kidnapped and that almost ruined the business. But God helped us to over come the challenge and today we are celebrating the birth of Innoson vehicles, which is the first of its kind by a Nigerian.
Why vehicle manufacturing?
What made me to go into motorcycle manufacturing was the same thing that made me to go into vehicle manufacturing. When I went into business in the early 80s,brand new motorcycle was seen as an elite thing. It was seen as something for the well to do. A preserve of the rich. The reason was because of the price, which was on the high side and therefore unaffordable to the common man. Then if you buy CD 175 or CD 185,you would be seen as a very rich man.
