Opening the Doors to ASEAN EPIC NZ Conference : 18 th 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 & Indonesia Over 20 BHS project in the region Over 20 years wealth of experience GLIDEPATH PROFILE:

GLIDEPATH PROFILE: Mechanical Product Check-In Collector Plough Merge Cam Pusher Carousel Power Curve Verti-Sort Carousel

Glidepath 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 industry as the most innovative and pro-active provider of technological systems for our valuable customers