Designs, manufacturers, installs Baggage Handling Systems

1
Glidepath ..

• Designs, manufacturers, installs Baggage Handling
  Systems
• and related security products

2
Glidepath market penetration .

• 1973 Niue
• 1978 Australia Pacific
• 1983 USA SE Asia
• 1988 Europe, Turkey Canada
• 1996 Middle East
• 1999 South America
• 2000 Africa
• 2002 Central America
• 2003 India

3
Glidepaths Global Sites ..
608 sites 63 countries
4
Turnkey Baggage Systems
Technology leader in baggage handling and
security systems.
5

• Glidepath software suite ..

• Cost Effective, Fully Featured, Configurable,
  Proven Software

PLC Control 100 bag tracking accuracy
Supervisory Control and Data Acquisition (SCADA)
Sortation Allocation Controls (SAC) System
Baggage Reconciliation System
6
Asia Experience ..

• First Malaysia trip 1976
• 26 projects since
• 5 projects in Japan
• Japanese foreign aid work
• Established in China - India

7
Asia Essentials .

• Market research
• Exploration trips
• Make the enduring connections
• Keep asking the Question right contact ?
• Dont expect instant results
• Keep up constant barrage and visits
• Follow up follow up follow up

8
India .

• Delhi 2003 difficult first job
• 2004 encountered extremely low margins
• 5 years now and 72 projects later
• 3 pronged attack
• On track now with sound connections
• Mumbai office 2009

9
Recommendations .

• Forget NZ market approach
• Be forthright and persistent
• Triple the frequency of visits
• Find the glue that makes it all work
• Keep an eye on peripheral relationships
• Keep asking the question right contact ?
• Develop relationship to deep and trusting

10
Pitfalls .

• Weak market study
• Lack of management focus
• Expecting to prosper by remote
• Firm understanding with agents
• Failure to consult agencies adequately
• Wrong person in the market - relationships