Opening the Doors to ASEAN

EPIC NZ Conference : 18th May 2012

Paul Ramalingam - Regional Manager South East Asia

- Malaysian-Indian-Kiwi

- Multilingual

- Over 10 years experience in Engineering,

Sales & Marketing

Introduction:

Presentation Overview:

Glidepath Profile

Glidepath 10 Challenges & Solutions

Glidepath 3 Key Steps Forward

Glidepath Vision

Vertically integrated technology leader in fully automated intelligent, secure baggage delivery systems

Over 30 years experience with more than 600 projects completed in over 60 countries

More than 200 employees in 10 offices around the world

GLIDEPATH PROFILE:

Long history in Malaysia & IndonesiaOver 20 BHS project in the regionOver 20 years wealth of experience

GLIDEPATH PROFILE:

Completed BHS Project in Malaysia

Completed BHS Project in Indonesia

Penang Int. Airport - Current Hang Nadim AirportKuching International Airport Manado International AirportLangkawi International Airport Timika AirportAlor Setar Airport Sepinggan International AirportSubang International Airport Padang International AirportMelaka International Airport Ambon AirportSenai Airport Bali Airport - Phase 1Low Cost Terminal - KK AirportLabuan AirportMiri AirportLimbang AirportBintulu AirportSibu Airport - CurrentSultan Ismail Petra Airport - Current

GLIDEPATH PROFILE: Mechanical Product

Check-In

CollectorPlough

Merge

Cam Pusher

CarouselPower Curve

Verti-Sort

Carousel

GlidepathGlidepath

PLC Control – 100% bag tracking accuracy

Supervisory Control and Data Acquisition (SCADA)

Sortation Allocation Controls (SAC) System

Baggage Reconciliation System

GLIDEPATH PROFILE: Control Product

Glidepath: 10 Challenges & Solutions

Challenge : Language – a huge benefit!

Solution : Appoint someone who knows the language

Challenge : People, Culture & Work Ethic

Solution : Learn, Respect & Apply

Challenge : Be Humble!

Solution : Listen more than you speak

Challenge : To gain TRUST!

Solution : Be professional, speak your product with confidence

Challenge : Be Social – Asian love to EAT!

Solution : Invite them to have meetings with meals

Glidepath: 10 Challenges & Solutions

Challenge : Market Research – FTA, Taxes, Import Duties

Solution : Use NZTE, MFAT or Industry Organisation (ACI)

Challenge : Appointing Local Agent

Solution : Understand agent industries experience, profile,

financial status, strength & weaknesses, political

connection and etc.

Challenge : Connection with Client

Solution : Meet, talk, be open, buy gift or meals, share and etc.

Glidepath: 10 Challenges & Solutions

Challenge : Research Competitors

Solution : Ask clients who they use and are happy with

Challenge : Expect Delays

Solution : Don’t give up! Projects can happen very slow

Glidepath: 3 Key Steps Forward

Open Regional Office – Be closer to the client

Outsource Work – More local involvement & bid competitive

price

After Sales Support – Knowledge transfer to the local

Glidepath Vision:

To be leading our industryas the most innovative

andpro-active provider of

technological systems forour valuable customers