Up & Close with a suc­cess­ful busi­ness­man ...and his se­cret to suc­cess.

Woman's Era - - Short Story - By Khushi Kabra

There’s no deny­ing that it takes a lot of savvy, height­ened aware­ness and good judge­ment to iden­tify a good busi­ness op­por­tu­nity and fig­ure out how it can be trans­formed into a high growth busi­ness model. One of the peo­ple who def­i­nitely knows how to do it is Mr. San­jiv Sawh­ney. The manag­ing di­rec­tor of T. R Sawh­ney Mo­tors Pvt Ltd, San­jiv Sawh­ney, has carved out a spe­cial place in the mar­ket. A busi­ness that started in 1993 with just a small shop in Laxmi Na­gar, is now one of the big­gest deal­er­ship in cen­tral zone. The T.R Sawh­ney em­pire isn’t just lim­ited to 16 show­rooms in Delhi/ NCR, but also a restau­rant in Ra­jouri Gar­den named ‘Meleo­drama’. Sawh­ney’s pri­or­i­ties are clear- hon­esty, cus­tomer sat­is­fac­tion & em­ployee sat­is­fac­tion. We are grate­ful for his valu­able time as he shared his suc­cesses to in­spire other en­trepreneurs around the world.

How did you get where you are to­day?

Suc­cess never comes in a day. When I opened up this busi­ness in 1993, my thought wasn’t so big and my vi­sion wasn’t so strong . But slowly and grad­u­ally, I kept work­ing with Maruti Suzuki and learnt a lot about this busi­ness. From the be­gin­ning, my core fo­cus has been on work­ing every day and sell­ing every day. I kept on work­ing and the more I worked, the stronger I be­came.

With my fa­ther’s hard work, the help of my staff, my bankers and other peo­ple, I am where I am to­day. My par­ents be­lieved in me and gave up their en­tire life­time sav­ings just so I could start my own busi­ness.

Have you al­ways wanted to be a busi­ness man?

I had three choices. One of them be­ing a Bol­ly­wood star. I could have got a ticket to the in­dus­try eas­ily, as De­vanand is the ma­ter­nal un­cle of my fa­ther. How­ever, I dropped the idea as I had no in­ter­est in the glam­our world. The sec­ond choice was go­ing for a job.

The idea of con­tribut­ing to some­thing whose ben­e­fit is en­joyed by some­one else, doesn’t in­ter­est me. So I picked the third op­tion, be­ing an en­tre­pre­neur.

Af­ter so many years in busi­ness, what have you learnt about lead­er­ship, en­trepreneur­ship and men­tor­ing oth­ers?

For me, lead­er­ship isn’t about giv­ing or­ders. It’s about lis­ten­ing. My fo­cus isn’t only on sell­ing the most cars and pro­vid­ing the best ser­vices to my cus­tomers, but keep­ing my em­ploy­ees happy too. I re­cently sent my em­ploy­ees a mes­sage say­ing “In­spired by the ini­tia­tive of Mann Ki Baat started by our prime min­is­ter Mr Naren­dra Modi, I have thought of start­ing a ‘ Mann Ki Baat Sawh­ney Ji Ke Saath’ too. In this one hour ses­sion which will be­gin at 1 PM, any em­ployee can call and What­sapp me. I’ll be very glad if ev­ery­one will par­tic­i­pate in ‘ Mann Ki Baat Sawh­ney Ji Ke Saath’.”

Ac­cord­ing to you, what is the big­gest prob­lem a busi­ness man faces?

I think the most chal­leng­ing thing isn’t sell­ing cars or sat­is­fy­ing the cus­tomer, it’s sav­ing your em­ploy­ees from adapt­ing the wrong method to achieve the tar­gets. Ev­ery­one wants to earn money in a day and be­come rich. So, some of the em­ploy­ees try to make money by us­ing short cuts. It doesn’t just af­fect the busi­ness, but also be­comes a hur­dle in achiev­ing the most im­por­tant goal of a busi­ness, cus­tomer sat­is­fac­tion. This is the rea­son, I train them and make sure that all their gen­uine wishes are get­ting ful­filled. I even or­gan­ise for­eign trips for my em­ploy­ees once in a while.

Is there any busi­ness owner or en­tre­pre­neur do you admire most? Who is your role model?

Every per­son has a role model, who inspires and mo­ti­vates them to be­come bet­ter and suc­cess­ful. For me, it’s Mr. Raj Cho­pra. When I was young, Mr. Cho­pra used to be the top au­to­mo­bile dealer in the city. I have al­ways wanted to fol­low his foot­steps. When I didn’t have a deal­er­ship, I used to go to Mr. Cho­pra’s to buy a car and get his car ser­viced. I al­ways look up to him, his way of work­ing and his de­ci­sions. I admire him so much.

If you had one piece of ad­vice to some­one just start­ing out a busi­ness, what would it be?

Do hard work and fo­cus on your work. Spend­ing just half an hour work­ing and think­ing that your work is done isn’t right. You have to work ev­ery­day, every mo­ment and every sec­ond. The most im­por­tant thing is, never ever cheat any­one. Be it your cus­tomer, em­ployee or ven­dor. Hon­esty and in­tegrity are two qual­i­ties which need to be at the core of every­thing you do. If you think you can make money by cheat­ing, maybe you can, but it wouldn’t last for­ever. If peo­ple have trust on you, you can grow in­fin­itely. If peo­ple don’t trust you, you’ll stay where you are.

Where do you see this com­pany in 5 years?

In 5 years I want to make this com­pany one of the best in the coun­try in terms of cus­tomer sat­is­fac­tion, em­ployee sat­is­fac­tion and in­fra­struc­ture. I want my deal­er­ship to reach at least 5 states in the coming years. All of it can be achieved through con­tin­u­ous ef­forts and train­ing my staff in the best pos­si­ble man­ner. What do you like do­ing the most, be­sides work­ing?

Well, it’s trav­el­ling with my fam­ily. Some peo­ple drink, some smoke, some go to casino for en­joy­ment. Me? I travel. Till now, I have vis­ited 145 coun­tries. In fact, I just re­turned from vis­it­ing Alaska. Once, when I wanted to see the north­ern lights, I trav­elled 5 hours daily for three days.

Mr San­jiv Sawh­ney Manag­ing Di­rec­tor at T.R Sawh­ney Mo­tors Pvt Ltd

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