SOAL ORDER GARAPAN, Bayu Mandiri pantang menolak. Sekecil apa pun, misalnya kartu nama senilai Rp 300 ribu, tetap
dilayani. Toh, andai dianggap kurang eisien, pekerjaan itu bisa
disubkan ke percetakan yang lebih kecil. “Hitung-hitung bagi
rezeki. Sebenarnya kita bisa mengerjakan, tapi tidak eisien.
Ibaratnya cuma ngangkut air seember, tapi pakai truk,” terang Iwan Dhamar S, owner Bayu Mandiri.
Karena tidak turun langsung menjadi pemasar, Iwan mengaku tidak terlalu bernafsu mengejar garapan berskala besar. Nilai kecil tak masalah, yang penting rutin. “Walau sekali order cuma Rp 20 juta, tapi kalau dikumpulkan kan banyak juga,” tukasnya. Toh begitu bukan berarti Bayu Mandiri tidak pernah mengerjakan ceta- kan bernilai wah.
Contohnya jelang Pilkada Surabaya 2015 kemarin, percetakan yang beralamat di Jl Prambanan 9, Surabaya, ini dapat order
FOR PRINTING ORDERS, Bayu Mandiri never refuses. No matter how small, for example only Rp 300,000 business card, it is okay. After all, if the order is considered to be less eficient, the job can be distributed to smaller printing company. “Well, it is also for sustenance. We could do the job, but it is not eficient. Why should I bring a bucket of water using a truck? So, I send the water to be brought by motorcycle,” said Iwan Dhamar S, the owner of Bayu Mandiri.
Iwan is not directly involved in marketing, so he admits not too eager to pursue large-scale orders. For him, it is okay to get smaller order. What really matters is regularity. “Although the order is only Rp 20 million, but if it is frequent and regular, the value will be big enough,” he said.
However, it doesn’t mean Bayu Mandiri never get ‘wow’ pro- ject. Ahead of the 2015 Surabaya elections, the printing plant at
mencetak alat peraga kampanye senilai Rp 400 juta. Dua tahun se- belumnya Iwan menggarap proyek buku-buku pelajaran dari Dinas Pendidikan dengan ongkos Rp 1,5 miliar. Order miliaran biasanya juga datang di akhir tahun, ketika instansi ramai-ramai membuat kalender.
Lima belas tahun berkibar, Bayu Mandiri memiliki belasan pelanggan setia dari berbagai daerah. Mulai Surabaya, Gresik, Kalimantan, Sulawesi, Papua, hingga Timor Leste. Cukup aneh, ka- rena Iwan mengaku tidak pernah memasang iklan di media massa. Promosi ‘resmi’ hanya dilakukan via Yellow Pages, itu pun fokus di kawasan timur Indonesia.
“Karena teman-teman percetakan di Indonesia timur itu bi-
Jl Prambanan 9 Surabaya get printing order for campaign props for Rp 400 million. Two years earlier, Iwan worked on textbooks projects from the Department of Education at about Rp 1.5 billion. Billions rupiah order usually come at the end of the year, when the agencies or institutions are busy to made calendar.
Fifteen years in business, Bayu Mandiri has dozens of loyal customers from various regions. From Surabaya, Gresik, Kaliman- tan, Sulawesi, Papua, to East Timor. It is quite strange, due to Iwan admitted he never advertise his business in the mass media. The only promotion he made is via Yellow Pages, focused in eastern part of Indonesia.
“My friends of printing business in eastern Indonesia usually go to Surabaya when they can’t handle big order or complicated
atau yang cetakannya rumit. Itu yang saya tangkap,” beber lulusan
STM Graika Jakarta ini.
Dari Timor Leste, Iwan menerima garapan mencetak buku-buku pelajaran sekolah. Karena kualitasnya terjaga dan tidak pernah telat, klien Bayu Mandiri pun terus bertambah. “Satu merasa puas, akhirnya mereferensikan ke temannya yang lain. Begitu seterus- nya, jadi lebih banyak dari mulut ke mulut,” aku dia.
Kini, dengan karyawan hampir 40 orang, tiap bulan Bayu Man- diri mencatat omzet Rp 300 juta. Menurut Iwan itu angka minimal, karena hanya impas untuk menutup gaji karyawan dan biaya ope- rasional. Sementara aset usaha sudah menggelembung berlipat-li- pat dalam wujud tiga mesin cetak—dua merek Komori dan Sakurai (Jepang), serta satu lagi merek Heidelberg (Jerman)--, juga tanah seluas 1.500 meter persegi yang akan dijadikan kantor baru. “Tiga mesin cetak itu kira-kira senilai Rp 2 miliar,” sebut Iwan.
Itu belum termasuk unit bisnis CTP (computer to plate) di Jl Panglima Sudirman, Surabaya, serta cabang Bayu Mandiri di Ma- lang yang juga berkembang pesat. “Cabang di Malang itu buka tahun 2007, sekarang sudah punya pekerja 10 orang,” imbuh bapak tiga anak ini.
Iwan bertutur, turning point hidupnya terjadi tahun 2001. Dia nekat resign dari sebuah perusahaan swasta lantaran gajinya pas-pasan untuk menafkahi istri dan dua anak yang masih bayi. Belum lagi cicilan rumah terus menghantui tiap bulan. Sang istri, Purwo Damayanti, mendukung penuh keputusan Iwan. “Pertama cuma jadi broker, karena belum punya mesin cetak. Jadi modalnya benar-benar nyaris nol,” kata dia.
printing. That’s what I cacht,” said Iwan, who studies at Graphic School in Jakarta.
From Timor Leste, Iwan get order to print school textbooks. Due to maintain quality and never break the deadline, Bayu Mandiri’s clients continues to increase. “One client feels satisied, then he refers me to others. And so on. So, it is a lot more word of mouth business,” he said.
Now, with nearly 40 staff, Bayu Mandiri makes turnover about Rp 300 million per month. According to Iwan, it is minimum igure. It is just breakeven to cover employee salaries and operational costs. However, his business assets had ballooned many times. Bayu Mandiri has three-printing machines; Komori and Sakurai from Japan, and Heidelberg from Germany, and 1,500 square me- ters of land that will be the new ofice. “Three printing machines is approximately Rp 2 billion,” Iwan said.
That does not include the CPT (computer to plate) business unit in Jl Panglima Sudirman, Surabaya, as well as Bayu Mandiri branch in Malang which is also growing rapidly. “Malang branch was opened in 2007, and now it has 10 employees,” said the father of three children.
Iwan says, the turning point of his life occurred in 2001. He was determined to resign from a private company, because his salary was barely not enough to support his wife and two baby kids. His salary was not enough to pay house mortgage each month. So, his wife, Damayanti Purwo, fully supported his decision to resign. “At irst, I was just a broker, because I don’t have any printing press. So, my capital to build my own printing business was really almost zero,” he said.