GT&T Engineering (http://www.gtteng.com/) is a leader in track and trace solutions using wireless communications based on global positioning systems, general packet radio services/global system for mobile communication, and radio frequency identification (RFID). It is one of the region’s leading integrated manufacturers of long-range, ultra-high frequency, active RFID tags and readers and was among the first to integrate fleet tracking with active RFID personnel and asset tracking solutions to create an end-to-end management system.
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| Mr Lee: Integrity and reliability are the two main contributing factors to the success of GT&T Engineering in China. |
In 2004, GT&T ventured into China with a deal to supply its solution to bus operators in Beijing. Today, it has about 10 people in its offices in Beijing and Shanghai. The company also has regional offices covering Thailand, Indonesia, Malaysia and Australia. GT&T’s Chief Technology Officer Mr Lee Boon Peng, tells us what it is like to venture into the China market.
How different is China from Singapore and other markets that you have ventured into?
You must have read or heard from other Singapore businessmen that the Chinese way of doing business relies heavily on “guan xi”. We share that experience. To be successful in China, you need to have good relationships with the authorities and a reputable network of businessmen.
There are three things to observe when doing business in China and they are:
- One needs to understand their laws and regulations by engaging a reliable and trustworthy Chinese lawyer.
- Share your profits with your partners and staff.
- Engage good auditors to manage your books.
What are some of your major achievements in China to date?
GT&T Engineering China has implemented several major projects in collaboration with our partners there. Our customers include the Olympics Food Chain, Beijing Ground Services Airport, ST-Anda in Shenzhen, Shanghai Pacific Insurance, International School of Beijing and Shanghai, UE IEMviron in Beijing, CIIT in Beijing and East River in Guangdong.
What are some of the factors that have contributed to the success of your company in this market?
Integrity and reliability are the two main contributing factors to the success of GT&T Engineering in China. The market knows us as a company which, when we agree to take on any project, will deliver on time. IDA and the Singapore government can continue to help build up the Infocomm Singapore reputation of being honest and efficient.
What are some of the challenges that you have faced?
Resources are always limited regardless of the company’s stage of growth. In a “normal” economic environment, the ability to attract and retain an honest, reliable and hardworking work force would be one of the major challenges that we face. In our line of business, quality human capital is key and most SMEs would agree that it is difficult to recruit good staff, much less retain them. We tend to lose them to MNCs and sometimes even to government agencies.
Recently, there has been one more emerging factor impeding our plans to expand further into the China market. Singapore is facing a recession, and financial institutions are tightening their loan audits and processes. This will affect Singapore businesses when we need the financial backing to embark on the project.
What are some of the key learning points that you can share with other aspiring Singapore infocomm companies?
Entrepreneurship is a journey. It should not be rushed into. One should invest the time to conduct a detailed market study and to really understand the market sentiments and consumer/organisational behaviour. A good business plan and continued support from our government and “big brothers” such as the infocomm MNCs partners will help.
Singapore is known for our efficiency and honesty in business dealings and we should maintain and reflect that in our code of practice. Above all you need a team of trustworthy, reliable and hardworking staff who will share your vision and follow your leadership.