Designs, manufacturers, installs Baggage Handling Systems and related security products Glidepath …..

Glidepath market penetration … 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

Glidepath’s Global Sites … sites – 63 countries

Turnkey Baggage Systems Technology leader in baggage handling and security systems.

Glidepath – software suite ….. PLC Control – 100% bag tracking accuracy Supervisory Control and Data Acquisition (SCADA) Sortation Allocation Controls (SAC) System Baggage Reconciliation System Cost Effective, Fully Featured, Configurable, Proven Software

Asia Experience ….. First Malaysia trip projects since 5 projects in Japan Japanese foreign aid work Established in China - India

Asia Essentials …. Market research Exploration trips Make the enduring connections Keep asking the Question – right contact ? Don’t expect instant results Keep up constant barrage and visits Follow up – follow up – follow up

India …. Delhi 2003 – difficult first job 2004 encountered extremely low margins 5 years now and 7+2 projects later 3 pronged attack On track now with sound connections Mumbai office 2009

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

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