Designs, manufacturers, installs Baggage Handling Systems

and related security products

Glidepath …..

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

Glidepath’s Global Sites …..

608 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 1976

• 26 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