Starting and growing a small business is tough.

You wonder if your modest shop can compete with big-name brands.

You don’t have the same amount of resources they do.

It’s easy to feel overwhelmed when everything seems stacked against you.

But stories like Lee Thiam Wah’s prove that no challenge is too big to overcome. 

Despite being born into poverty and living with a disability…

Lee built a billion-dollar empire, showing us that success is more about resilience and smart decisions rather than resources.

His journey is packed with lessons that can help your business grow, no matter how challenging things may seem right now.

Who is Lee Thiam Wah?

Lee Thiam Wah is the founder of 99 Speedmart, one of Malaysia’s largest convenience store chains.

Born into poverty, Lee contracted polio at just eight months old, leaving him wheelchair-bound for life.

With 10 other siblings, Lee worked hard to provide support to his working parents.

At only 14 years old, instead of going to secondary school, Lee started selling snacks right in front of his home in Klang, Malaysia.

This early start in business wasn’t just about earning money.

It was a way for him to help his family and learn the ins and outs of entrepreneurship from a young age.

This drive and determination laid the groundwork for what would eventually become a successful retail empire with over 2000 stores across Malaysia.

Lesson #1. Embrace Your Unique Strengths

Lee Thiam Wah contracted polio when he was just an eight-month-old infant.

The illness caused severe muscle weakness and left him unable to walk.

As a result, he relied on a wheelchair for mobility from then on.

Lee’s disability could have been seen as a limitation, but he used it as a unique strength.

It was through his grandmother’s encouraging words that he gained a whole new perspective on his life.

His grandmother said,

“You are only disabled physically, not mentally. You are smart and can still use your hands to do so much more.”

This advice inspired him to push beyond physical constraints and focus on what he could achieve.

Despite only having 6 years of formal education, he proactively spent his free time reading newspapers, magazines, and books borrowed from his neighbours.

All this while he was just starting out as a 14-year-old roadside vendor.

Lesson #2. Treat Your Suppliers as Partners, Not Just Vendors

Lee understood the value of building strong relationships with his suppliers.

Unlike large grocery chains that were known to drag out payments…

Lee made it a point to simplify transactions and show genuine respect.

Suppliers would admire his work ethic and how in just 30 minutes, they would receive prompt payments for the orders they delivered.

One of his suppliers from a global beverage company has even expressed,

“We’ve not lost sleep because we found him to be very honest, and he has a strong trade reputation.”

This approach built trust and ensured a steady supply of products, helping Lee maintain consistent quality and service at every 99 Speedmart outlet.

Lesson #3. Find the Underserved Markets

While many retailers focused on urban areas, Lee saw potential in underserved suburban and rural locations.

By opening 99 Speedmart stores in these areas, he filled a gap left by larger competitors.

This helped him cater to communities that were often neglected.

This strategic move allowed him to capture a loyal customer base and expand his business effectively.

By 2006, 99 Speedmart received its first Consumer Choice Award from Malaysia’s Ministry of Domestic Trade and Consumer Affairs.

Lesson #4. Think Small to Grow Big

From his early days as a sundry shop owner, Lee knew all about which items customers preferred and how he could make them more profitable.

So when he opened his first mini-mart, he sold each of those products in smaller sizes.

Why?

To keep the prices low and affordable for the everyday Malaysian customer!

As a business owner, it was a sacrifice to his profits but it was a big win for his reputation in the rural neighbourhoods.

Lee goes on to say,

“For the first mini-mart, we sacrificed margins on some products to sell at the lowest price and to gain market share. This built our reputation.”

He focused on providing value in a way that was accessible to more people.

This strategy not only kept prices low but also made essential goods more reachable to a wider audience.

Lesson #5. Be a Pillar in Your Community

During the COVID-19 pandemic, Lee and 99 Speedmart stepped up to support the #BenderaPutih movement.

#BenderaPutih was a campaign encouraging Malaysian citizens to fly a white flag outside their homes if they were in need of help like food and other essentials.

Lee pledged support by giving out 1,000 grocery packages daily.

Hundreds of people admired Lee and 99 Speedmart for their generosity and promised to always shop at their mini-mart chain.

Apply These 5 Learning Lessons to Grow Your Own Small Business

Taking inspiration from Lee Thiam Wah’s incredible journey…

Here are practical ways you can apply these lessons to grow your own business:

1. Embrace Your Unique Strengths

• Identify what makes your business or personal situation unique and use it to your advantage. 

• Brainstorm ways these could be turned into competitive advantages.

Whether it’s a distinctive product feature, a personal experience, or a unique perspective…

Embrace these elements and let them set you apart from your competitors.

This personal touch can attract customers who appreciate tradition and authenticity.

2. Build Strong Relationships with Your Suppliers

Approach your suppliers with the mindset of a partnership.

Building these relationships can lead to better deals, more reliable supply chains, and a collaborative approach to business growth.

To keep your transactions with suppliers running smoothly, for instance, you can:

• Create a streamlined system during order pickups

• Set up a designated area for fast transactions where you can handle paperwork and payments swiftly
• Collaborate with them on exclusive items or seasonal promotions
• Keep the process informal and ensure your interactions are friendly and stress-free

3. Identify Underserved Markets

Consider areas with less competition and tailor your offerings to meet the specific needs of these markets.

By addressing the needs of these overlooked markets, you can create a loyal customer base and gain a competitive edge.

For example, say you want to open a fitness studio.

You can:

• Research local areas where gyms are scarce

• Set up a pop-up workout class in these areas 

• Offer online classes or workshops tailored to their needs

4. Think Small to Grow Big

Offer more affordable or smaller versions of your products.

If you sell cosmetic or beauty products, for example, you can create travel-sized options!

Make them cost-friendly so they can appeal to new or hesitant customers like students on a tight budget.

5. Be a Pillar in Your Community

Get actively involved in local causes and events.

Here are some options to help you get started:

• Host free workshops 

• Partner with local charities for fundraising

• Sponsor local events

Build positive relationships with your customers by showing your commitment to supporting the community.

Overcome Business Struggles With the Mindset of Malaysia’s Mini-Mart King

Lee Thiam Wah’s journey is a powerful reminder that no matter how difficult things may seem, success is always possible with the right mindset.

He didn’t have the advantage of big budgets or a massive team.

Instead, he focused on the things he already had rather than dwelling on those that he didn’t.

His approach shows that small businesses can thrive, no matter the odds.

So, when you’re feeling overwhelmed by the challenges of running a small business, remember Lee’s story.

Consider that no business ever starts big on day one.

Whether you’re launching your business in a garage, a tiny apartment, or even a roadside stall…

Don’t be afraid to start out small.