opening the doors to asean epic nz conference : 18 th may 2012
TRANSCRIPT
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