[STUDENTS IN ENTERPRISE PROGRAMME (SIEP) 2]

INTRODUCTION
COMPANY AND ORGANIZATION BACKGROUND
BUSINESS NAME

: AL-HIKMAH MANAGEMENT

BUSINESS ADDRESS

: LOT 2014-1, TINGKAT 1,

BANGUNAN DATO HAJI SUHAIMI,
JALAN SENTUL PASAR

OWNERSHIP

: HAJI MEHAMAD MANJA BIN ANSHARY

REGISTRATION DATE

: 07/09/2005

OPERATION DATE

: 07/09/2005

FORM OF BUSINESS

: SOLE PROPRIETORSHIPS

TYPE OF BUSINESS

: TAKAFUL OPERATORS (TAKAFUL IKHLAS)

LIFE AND GENERAL

TELEPHONE NUMBER

: 03-4041 0450

EMAIL

: al_hikmahmanagement@yahoo.com

AL-HIKMAH MANAGEMENT
Mr Haji Mehamad Manja Bin Anshary was the owner of this company. The name of
AL-HIKMAH comes from his experience that was previously very difficult to find a job and
get the wisdom to venture into this takaful and become involved to become an agent of
Takaful IKHLAS.
After some time becomes an agent, he opened his own takaful company in 2005. Now,
he has one employee and 15 agents under him.

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TAKAFUL IKHLAS
Takaful Ikhlas Sdn. Bhd. (Takaful IKHLAS) was incorporated on 18 September 2002
and is a wholly-owned subsidiary of MNRB Holdings Berhad. Takaful IKHLAS has, within
the ten years of its operations, established a strong presence in the provision of Islamic
financial protection services based on the Takaful System. The Company has 12 branches.
Vision
Takaful IKHLAS is the preferred Takaful provider guided by Islamic principles
Mission
We provide value-added Islamic financial solutions with integrity
Core Values (IQRA)
1. IKHLAS Values (Fatanah, Amanah, Siddiq, Tabligh)
Highest ethical and moral standards require us to be sincere and honest in our
dealing. It means being transparent and taking responsibility. It means keeping to our
word and meeting to our obligations.
2. Quality (People, System, Strategy, Sales)
Total quality control in our products and services as well as total quality management
ensures that we deliver only the best products and services to our customers.
3. Results Driven (Soul and Spirit)
We seek to exceed customer expectation, not merely meeting standards or targets.
4. Attitude (Right Mind Set)
We maintain the right mindset to achieve success in delivering value added Islamic
financial solutions to our customers.

Through the spirit of cooperation and joint-responsibilities among participant, the act
of charity and benevolence allows participants the opportunity to obtain two forms of benefit.
First the monetary benefits through the Takaful plan itself. Secondly the benefits in the
spiritual sense, through the act of Tabarru (donation), participants will receive Gods grace
and blessings in life Hereafter. The Takaful system does not differentiate color or creed; it is
meant to benefit all participants, irrespective of their religious beliefs.

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ORGANIZATION CHART

GROUP AGENCY MANAGER (GAM)

HAJI MEHAMAD MANJA ANSHARY

AGENCY MANAGER (AM)

ROSHAYATI HASSAN

AGENT & SECRETARY

NOR AIN BIN AMMAR

AGENTS
1.SAE MUDDIN BIN AMIR
2.NORAKHMAH MOHD JOHAR
3.ZAHANORDIN AMAT LORI
4.AWANG JAMIL SULAIMAN
5.SHARANI ABDULLAH
6.YAHYA HASHIM
7.AZLINDA RAZLAN
8.MOHAMAD BESAR
9.MUHAMMAD DANIAL ABD HARIR
10.HADIJAH RAMSJAH
11.BORHAN IBRAHIM
12.AWANG ROHAN AWG MARSIDI

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PRODUCTS OFFERED AND TARGET MARKET

Products offered by Takaful IKHLAS divided by many types such as savings, investmentlinked, medical, education, BPP scheme, motor, non-motor, and corporate. The most picked
product pick by clients in Al-Hikmah Management is savings, investment-linked, medical,
education and motor. There are the explanations of the most picked product:
1. Savings
a) IKHLAS Savings Prime Takaful
This is an ideal plan which comprises the element of savings and individual Takaful
protection. This plan provides Takaful coverage against death or total and permanent
disablement of the Takaful Participant prior to the maturity of the Takaful Certificate.
b) IKHLAS Wanita Elegance Takaful
This plan is specially designed to provide protection against death, total and
permanent disablement, female specific cancer, and other female illnesses of the
Takaful Participant prior to the maturity of the Takaful Certificate.
2. Investment-linked
The plans name with IKHLASlink it the new plan offer by Takaful IKHLAS.
a) IKHLASlink Secure Takaful
This is a comprehensive regular Takaful Contribution Investment-Linked Takaful plan
that combines the best of both the protection and investment worlds. This plan offers a
holistic package of optional riders covering major health areas such as critical
illnesses, personal accidents, hospitalisation and surgical benefit, just to name a few.
b) IKHLAS Capital Investment-Linked Takaful Plus
This plan is a single contribution Investment-Linked plan that provides you the
opportunity to maximise your investment returns whilst enjoying takaful protection at
the same time.
c) IKHLAS Premier Investment-Linked Takaful Plus
Its the ideal plan to meet both your wealth protection and wealth accumulation needs
at the same time.

3. Medical
a) IKHLASlink Mediplan Secure Takaful Rider
With this plan, you are at comfort knowing that your hospitalization and medical costs
will be covered in the event of mishaps and admission to the hospital. The plan helps
to ease your financial burden.

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b) IKHLASlink Comprehensive Critical Illness Benefit Secure Takaful Rider
With this plan, you are comprehensively covered through the most difficult stages of
your life. The plan helps to ease your financial burden specifically covering the
medical cost for life-threatening critical illnesses.
c) IKHLASlink Critical Illness Secure Takaful Rider
This plan provides protection and peace of mind for you and your family in the
eventuality that you are diagnosed with a critical illness.
4. Education
IKHLAS Education Takaful Plus
This plan is specially designed for children between ages at entry of thirty (30) days to
twelve (12) years old, which provides coverage in the event of death or Total Permanent
Disability (TPD) of the Takaful Participant before the maturity of the Takaful Certificate.
5. Riders
Riders are additional plan in the main plan with give a more benefit to clients. There are
many types of rider but the new rider is the IKHLASlink riders for example:
a) IKHLASlink Critical Illness Secure Takaful
b) IKHLASlink Accidental Death and Disability Secure Takaful Rider
c) IKHLASlink Hospital Income Secure Takaful Rider
d) IKHLASlink Mediplan Secure Takaful Rider
6. Motor
IKHLAS Comprehensive Private Car Takaful
This plan provides coverage against liabilities to other parties for injury or death, damage
to other parties property, and accidental or fire damage to your vehicle or theft of your
vehicle.

MARKETING STRATEGY AND OPERATION OF THE

COMPANY
In the marketing strategy I use the 4P (price, product, promotion, and place) theory which is
marketing mix is a business tool used in marketing and by marketers.
(1) PRICE
One of the marketing strategies is introduce new plan which is IKHLASlink Secure Takaful to
people with affordable price. In the new plan client only pay for RM150 per month/ RM1,
800 per year with more benefit and advantage. The price RM150 is the standard plan offer

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by many other insurance company besides Takaful IKHLAS, also the price is suitable for any
age or status of the person.
Besides that, in Takaful IKHLAS we also give the best plan to client based on their ability
to pay by making a quotation for the client. For example, for female 21 years old we make
quotation that she can pay RM90 per month for IKHLAS SAVINGS TAKAFUL plan with
additional riders such as IKHLAS Payor Savings Secure Takaful Rider, IKHLAS Hospital
Benefit Secure Takaful Rider or IKHLAS Critical Illness Secure Takaful Rider.
(2) PRODUCT
There are 2 types of Takaful which is Family Takaful & General Takaful. The most picked
plan by the client is IKHLAS SAVINGS TAKAFUL which plan that includes investment profits
is redistributed to the participants and optimizes the returns on investment for participants.
Among the benefits offered are of death/Total and Permanent Disability (TPD), some cash
expenditures, additional options and benefits mature rider
Also, the new plan introduce is IKHLASlink Secure Takaful that come with Mediplan
which is Medical Card with no annual limit. It also comes with 5 benefits which are:
i.
ii.
iii.
iv.
v.

Hospitalisation and Surgical Care Benefits (RM850,000-Overall lifetime limit)

Death/Total and Permanent Disability (TPD) (RM50,000)
Protection for 40 types of Critical Illness (RM50,000)
Waiver of contributions for additional rides including Mediplan
Protection for person covered up to age 100

(3) PROMOTION
The Best Takaful Provider 2015 by Takaful IKHLAS is IKHLASlink Secure Takaful which a
protection plans that can be customised to suit your lifestyle as well as your wallet. It could
be the solution you are looking for; an affordable plan that covers all of your life and health
protection needs that is flexible enough to change with your needs. IKHLASlink Secure
Takaful is a comprehensive regular Takaful Contribution Investment-Linked Takaful plan that
combines the best of both the protection and investment worlds. In addition, you only need to
participate in one Takaful Contribution amount to enjoy the entire package. Also, Al-Hikmah
Management distribute their own brochure to promote this product (APPENDICES 2).
Also, Takaful IKHLAS organize many programmes in order to introduce Takaful
IKHLAS for people such as programme Takaful Entrepreneurship Programme (TEP) and
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Takaful IKHLAS Opportunity Programme (TOP). One of the promotion that Al-Hikmah
Management to invite people to join the programme is to calling for a person or invite our
friends and ask him/her whether free or not at that time and suggest him/her to join our
programme.
(4) PLACE
The target clients for Al-Hikmah Management whether inside or outside the city is the same
because nowadays Takaful is very important in the person life what makes it difference is how
much their willing to pay.
More than that, Takaful IKHLAS involve in many events in opening an open booth for
example recently the company involve in opening a booth in The Curve, Matta Fair at PWTC,
KLCC and at HALAL Festival. This because the place in one of the attraction place of people
in order to introduce our product especially the new plan.
Furthermore, one of the marketing strategies the Mr Mehamad Manja taught us is to
become best agent is calling 20 people a day and try to make appointment around 15 minutes
with 2 people a day to share about Takaful IKHLAS and u can become a successful agent.
Also, he has set a target for himself and each agent to achieve for the first year contribution
(FYC) and what their need to do to achieve the FYC (APPENDICES 3) In order to know the
agent progress, he has been set a meeting every 2 weeks to know their activity, news update
and sharing their experience or problem.

SWOT ANALYSIS
SWOT Analysis is a tool that identifies the internal (strengths and weaknesses) and external
(opportunities and threats) of an organization.

1) STRENGTHS
i.

Existing distribution and sales networks

This is most benefit to Takaful IKHLAS because people already known the name and
can put trust in this company. Now the company can focus to upgrade their product so
can be more benefit to people gain more trust

ii.

Follow Sharia complaints

The business operations and management are in accordance with Shariah principles.
They stress on ensuring equity and fairness in all their dealings as we believe in. In
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line with international and local developments in the practice of Islamic financial
protection services, Takaful IKHLAS has adopted the Wakalah contract as our system
and have modelled our operations accordingly.
iii.

Plan at an affordable price and worth it

For example, the new plan, IKHLASlink Secure Takaful that consists on RM150 per
month or RM5 per day with Mediplan and more additional riders. The new plan is the
standard price for nowadays.

2) WEAKNESS
i.

Future profitability is low

In Takaful IKHLAS each agent will receive a wakalah fee or commission basis only to
6 years with profit 110%. The agent does not receive commissions for the entire life
but should still try to find customers to accommodate their lives. So there should not
rely on the wakalah fee if the person not a hardworking and persistence in this area.
Because Takaful IKHLAS use Wakalah which is a contract of agency where the
Participant appoints Takaful IKHLAS to conduct the affairs of Takaful business in
example providing protection or investment on his/her behalf. This concept allows
Takaful IKHLAS to receive a fee from the Participants known as a Wakalah Fee.

3) OPPORTUNITIES
i.

Growing economy
Nowadays, takaful is very important in our daily lives. This is the setup for yourself
and your family for any eventuality. Takaful cover that provides protection and
savings benefits to all. So many people will get an insurance or Takaful to covered for
them, so this is an opportunity to Takaful IKHLAS to introduced their product so
many people will invest in them

ii.

People put trust in Islamic system

Nowadays, all types of people start to trust in Islamic system because in Islam we
forbidden to abused and deceptive between each other.

Also, there no take a large

profit like conventional system because we dont put profit at first priority.

4) THREAT
i.

Competitive market
In this area, there are so many insurance and Takaful insurance in Malaysia. For
example, the best competitor company is Great Eastern Life Assurance (Malaysia)
Berhad, Etiqa Insurance Berhad, Takaful Malaysia and much more. Also, most of this

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company also offering Takaful Insurance and it make Takaful IKHLAS will get more
competitors in promoting their product.

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TRAINING OUTCOME
SCOPE OF DISCLOSURE DURING TRAINING AND
SKILLS REQUIRED IN MANAGING THE COMPANY
Among one of exposure I get during training is a technique for finding clients. Which Mr
Mehamad Manja teach the agent on how to find a clients with calling for a 20 person a day
and try to make an appointment for 2 people for a day. At least every month every agent
must have a cases including Mr Mehamad Manja.
The second exposure I get is the communication skill between Group Agency
Manager (GAM) and the entire agent must be good in order to know the progress of all
agents. Moreover, Mr Mehamad Manja has an agent in Johor and Sabah the communication
is still there. The agents always call to know any new information.
Other than that, company teamwork skill is one of the exposures that I see in AlHikmah Management which their helping in each other to find a customer. For example, Mr
Mehamad Manja find a client that works as a teacher that interested in taking Takaful
IKHLAS and he ask one of the agents to try approach and explain to the teacher about the
plan that suitable for her until he take the case. With this, I can see that Mr Mehamad Manja
can actually make the teacher as the clients but he give it to his agents without any profit.
In addition, the promotion in Takaful IKHLAS is also one that I have been able to
expose. There is also promotion inside the Takaful IKHLAS which they give awards and
recognition when the agents reach the target for the First Year Annual Contribution (FYAC).
For example, from 1 April 2015 until 20 Mac 2016 which the will get ticket to outstation
whether at Korea, Morocco, Turkey or an Umrah (APPENDICES 4).

Besides, there also

promotion of new product namely is IKHLASlink Secure Takaful which plans that combines
the best of both the protection and investment worlds (APPENDICES 1).
The last exposure I got was management of the organization. From what I see, the
management in this company is very structure which they meet once every two weeks to share
experiences and progress between the agents. I found it very strategy because we can see
when there is a person not doing any progress.

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ACTIVITIES DURING THE TRAINING

For the first four days, I learned about the product of Family Takaful and General Takaful. In
Family Takaful, I have been given a presentation with other agent about product of Takaful
IKHLAS and now I have a little knowledge about takaful product and what make it different
with insurance. For General Takaful, I learn to update the record for road tax for car and
motorcycle. Also, I learn filing system such as photocopying, postage items, punched paper,
typing and checking data.
On the fifth day, we have meeting with Mr Mehamad Manja.Besides with all the
agents. In the meeting, I learned about the new product which is IKHLASlink Secure
Takaful. Still, Mr Mehamad Manja show a slide show about JUMP START which there
should improve their performance with knows the 5 key to success.
Other than that, on the seventh day, I learned about careers in the Takaful IKHLAS
which start with agent, then Assistant Unit Manager, move to Agency Manager and lastly
become Group Agency Manager.
The next day, I have been share knowledge on the ways of become the best agent
whom we must call 20 persons per day and making an appointment with 2 persons per day.
Besides, Mr Mehamad Manja also shares his experience being an agent for the 10 years in this
agency.
On day ninth, I also learn how to key in the information of the clients, making a
quotation for a person and we must give the best plan to customer but also affordable by the
customer. Also, I make a checking for payment of all the clients and many more.
The last day, I have been asking to call people to invite them to join the nearest
program by Takaful IKHLAS. I learn how to interact with people, how to speak, how to
asking, and how persuade them to join the program. With that, I learn about human behaviour
from different person.

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CONTRIBUTION TO THE COMPANY

OFFICE MANAGEMENT
I have been a lot helping by managing the office. I help clean up the office by sweeping,
tidying and organizing the files of the company. This makes it easy for his staff to find the file
she wants to search. Also, I been ask to update the file, rewrite it and arrange it by the latest
date. When there are customers to renew the road tax, I can handle it because I have been
taught. Moreover, I also have been teaching to be the middle person to contact the client if
any problem. I also doing filing job of the company such as photocopying, postage items,
punched paper, typing and checking data.

PROMOTING THE PRODUCT

I was assigned to call the customer to promote new products of Takaful IKHLAS. I learn
about the new product before promoting it to the customers. Beside, with my helping I have
been reduce the works of his staff. When calling a person use a lot of energy and time,
especially because we cannot do other work when calling. So with presence of me the staff
can do other things.

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CONCLUSION
DISCUSSION
Mr Mehamad Manja opening his company Al-Hikmah Management in 2005, he made it with
his full height determination. For him, in the past was really difficult to get work and the
silver lining to join my Takaful IKHLAS and continue to build his own company with his own
savings. His first start from scratch and now she has a lot of clients and agents underneath.
Also, he has his own office with a secretary,
In addition, he has two other businesses that TAHFIZ Nur Hikmah, where a childs
that reduced ability to study theology will be send and Al-Hikmah Marketing, where he sells
lubricants for cars and motorcycles. He son has been helping his with the business.
He has a high resolution with what he wanted. For example, he wants a car and he
made the target customer should be looking for? In so doing, he will try hard to get what you
want. For him, if he wants the luxury he will be trying to get, and he will get it. That
promised by Takaful IKHLAS. But, he was a very long minded to what he do. For example,
in the case of family management, he has a daughter who is studying in the field pharmacy
intended by the father's. For what I saw, he saw great opportunities in the field of pharmacy
work. Here, he is very careful to set his children's future.
Mr Mehamad Manja, has made a module for a new agent, which he wants to attract
more new agent into his company. A variety of ways he's doing in the module such as,
questionnaire, slide show, daily log, rewards, benefit and many things in order to attract the
interest of people to be agents of Takaful IKHLAS.
Lastly, the new product by Takaful IKHLAS is IKHLASlink Secure Takaful which
gives many benefits to the clients. If, Takaful IKHLAS up to date more products like
IKHLASlink Secure Takaful Takaful IKHLAS> will definitely be successful.

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RECOMMENDATION
1) Increase the number of agents
When the number agents increase the name of company also will be increase same
with the profit. If the agents in the company are active they will be easier to get awards and
recognition in the name of company of individual. Besides, when we have many agents in the
company their range of getting a client will be wide. Also, based on my opinion when the
agents are getting larger the General Agency Manager (GAM) can little rest. Not like what I
see where the manager are more hardworking than the agents. For example, The GAM can
get more than 5 cases per month but the agents cannot even get 1 case per month.
2) Getting a Wifi
Based on what I see, the GAM should put Wifi in the office, this is because I always
see the secretary using her own internet data to do a work such an opening Takaful IKHLAS
systems, I-POS or updating a rod tax. From my opinion, the manager should consider about
the workers responsibility.
3) Making an ads at social media
The company should try advertising every promotion or activity always as a social
media like Facebook, instagram, twitter, whatapp or wechat in order to attract more people.
This because it the most effective ways to attract people better than calling from the phone.
Moreover, people now everything at the tips of the finger which their can always up to date
their social media every day, every time.

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REFERENCE

Takaful IKHLAS. (n.d.). About us: Takaful IKHLAS. Retrieved from http://www.takafulikhlas.com.my/
Takaful IKHLAS. (n.d.). IKHLAS Care. Retrieved from http://www.takafulikhlas.com.my/ms/ikhlas-care/pengesan-panel/agensi?
combine=&field_state_tid=All&tid=All&page=63
Takaful IKHLAS. (n.d.). IKHLASlink Secure Takaful. Retrieved from http://www.takafulikhlas.com.my/sites/default/files/brochure.pdf

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PERSON TO CONTACT

GENERAL AGENCY MANAGER

TUAN HAJI MEHAMAD HAJI BIN ANSHARY
019-3165 364 / 03- 4041 450

The information of the office

The old business card

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APPENDICES

A1. The promotion of new the product, IKHLASlink Secure Takaful in their website

A2. The brochure of Al-Hikmah Management regarding the new product

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A3. The Agent target for 2015

A4. The awards and recognition for the agent

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A5. Mr Mehamad Manja target for the awards and recognition going to Morocco

A6. One of the achievements of company

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A7. The picture in the office

A8. The picture with his secretary

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