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