World leading developer of Surveillance Technology Supplying sophisticated surveillance solutions 20 years industry experience Extensive vertical market coverage Proven track record of ROI over long periods of time History Market Sectors Mining Retail Warehousing/logistics Education Residential Estates Banking City Surveillance Ports Prisons Government Manufacturing Hospitality Distributors USA distributor Australia distributor Malaysian distributor Technologies Africa Middle East Europe Strategy To first be successful in our own backyard Establish product excellence Establish support infrastructures Learn from our competitors Establish sales methodologies Establish channel partner program Establish our product differentiators Strategy Focus on strategic export markets We focussed on the U.K first (why?) Language Time-zones Culture Next focus was Middle East (why?) Time-zones Developing market Logistics Next phase USA and Africa How? Establish market potential Trade shows DTI funding Forums Partner relationships Establish route to market Direct to installers? Distribution? Manufacturers reps? How? Investigate regions laws and regulations Appoint partners in region Appoint BDM for region Appoint support staff for region Rent/buy premises Create marketing plan Trade shows Forums Partner marketing Media How? Regional marketing efforts need to be backed up by: Global marketing campaign World class marketing material Website Product information Corporate/product videos Global forums Challenges Cost of doing business Travel Hotels Salaries Business methodology differences Business setup costs Cultural differences Political volatility Brand building Challenges Limited funding available from government (compared to competitors countries) Lack of local product support from government for local projects. Eg: Ports City surveillance Prisons Transnet Hard work Patience Planning Research understanding the market and the risks Willingness to take risks Luck!! Summary Cathexis revenue is now 75% export related
