DELHI DHAKA KUALA LUMPUR TOKYO SYDNEY WELLINGTON
HOME FOR SUPPLIERS FOR BROADCASTERS CASE STUDIES TESTIMONIALS NEWS
 

Many European economies (even while they each worked in turn to navigate through a fragile economic recovery), expected that a good proportion of future growth would come from improving sales in to the APAC region.

For example, in 2012 the UK government stated that the Foreign Office and UK Trade and Invest (a British government agency supporting business) were both being refocused on the Asia market. (George Osborne, MP, chancellor of the exchequer writing in The Daily Telegraph)). Since January 2012 the Asia Task Force (within UK Trade & Invest) launched its Explore Asia Campaign focusing on galvanising more companies to take advantage of the varied opportunities in Asia with the support that Government and partners can provide.

The truth about the Asia Pacific economies is far more complex than initially appreciated. The latest analysis from Deloitte would indicate for example that:
  • China: There was concern of a banking crisis (known as shadow banking) which threatened to cause a severe shrinkage of credit growth and consequently slower economic growth. Worst case is that a banking default would have wreaked havoc with Chinese and global financial markets, which are already uneasy. China therefore remains a conundrum of difficult business conditions whilst also presenting considerable opportunity.
  • India: India had been facing multiple fundamental domestic challenges, largely driven by a sea change in the political spectrum with the 2014 election results. With every passing quarter, the focus of issues concerning the economy shifts. Some challenges are persistent such as exchange rate instability. Others are more sporadic, and some of them completely new, but these have still severely impacted the economy’s health and outlook. Last year, India’s currency experienced a strong depreciation due to a high current account deficit causing many difficulties for those looking to export to the country. The earlier political uncertainty and expectation of policy challenges aggravated the situation, raising doubts about the economy’s ability to sustain growth. In terms of the changes lead from the political shift, it is still too early draw conclusions about the new government, a budget is imminent, but for sure there is hope of positive developments to come. The long awaited Phase III of licensing private FM stations (so far delayed by 5 years ) is now promised but many challenges remain such as the issue of news broadcasting and the extension of the soon to expire Phase 2 licenses.
  • Vietnam: 2013 was positive for the economy. GDP registered a growth of 5.4% year over year and grew at a sustained pace in all four quarters of the year, indicating signs of stability following the economic volatility of 2011–2012. 2013 also marked a significant improvement in the trade balance, Improved global demand and successful trade negotiations helped export-oriented firms attain robust growth time in more than a decade, net exports contributed positively to growth, by one percentage point in 2013. There is a quiet confidence to the market in Vietnam and some healthy on going investment in broadcasting infrastructure on going in 2014.

    STOP PRESS:

    One of the later notable successes for Gampell Sales Consultant was the winning of a tender in Vietnam for six of Sonifex S2 mixing consoles for VOH in Hoi Chi Minh City.
  • Malaysia: Malaysia’s economy ended 2013 on a positive note, with GDP growth accelerating to 5.1% year over year in Q4 2013 from 5.0% in Q3. This momentum pushed up annual growth in 2013 to 4.7%. Growth in Q4 2013 was driven primarily by strong private sector activity and rising exports. The exports recovery has been generally expected to consolidate as economic growth in the United States and Europe picks up in 2014–2015. Rising exports have also aided external balances; this and improving public finances will please investors and rating agencies. 2014 has seen the country move towards an eventual full DVB-T2 deployment with tenders on going for provision of Head end, Transmitters, Set Top Boxes and Call Centres

Whatever the market conditions, companies looking to sell in Asia face considerable challenges, and it is these difficulties that Gampell Sales Consultants is established to overcome.





Here are just some of the dilemmas faced which Gampell Sales Consulant worked to solve.

  • Do you invest in a dedicated Sales Manager for the region?
  • Do you take the risk of a local recruit?
  • Do you open a satellite office in the region?
  • Can you afford the time it will take to build a distribution network and establish relationships so essential to business in the region?
  • Do you know the market and do you have visibility on project pipelines?
  • Can you support the market, and its customers not just adequately, but as well as you would support local customers?
Gampell provided a surrogate sales management service to companies at a fraction of the costs of a dedicated Sales Manager. By carefully choosing complimentary supplier partners, Gampell spread the cost, and built a portfolio of products to take to market.
 
Gampell's earlier success with APT and WorldCast Systems and later success with clients such as Sonifex, ONEtastic and BW Broadcast, proved the approach works without a remote office and the associated costs.

By 2014 Gampell Sales Consultant was operating through a network of more than 59 such partners spanning some 23 countries mainly in the APAC region. With many years experience of multi-national business development, Gampell was a trusted partner to steer a manufacturer through the multiplicity of cultural challenges associated with selling in the region.

Regional partners were usually Systems Integrators or distributors with particular experience in the broadcast and telecommunication sectors. Gampell’s relationships in most cases went back many years was built on principles of trust earned through providing responsive proposals, supporting that sales channel, being technically strong and providing a first class interface between supplier and customer.
 
In 2014 Gampell further developed routes to market with two associated consultants on board in the region Mr Sushil Pockharel (Nepal, Bhutan, Myanmar, Bangladesh) and Mr Som Dev (India, Sri Lanka, Bangladesh) so providing feet on the ground closer to market, and more resources for handle further suppliers.

With Gampell taking a new role in semiconductor industry, Mr Som Dev and Mr Sushil Pockharel continue to support many brands in the region.

The region was represented in 4 sectors.

Indian Sub Continent With partners in Pakistan, India, Sri Lanka, and Bangladesh, this market is especially strong for high power FM and both analogue and digital terrestrial TV transmission opportunities. 2014 will see potentially large public service tenders and confidence hopefully returning to the private broadcasting industry after the last few years stagnation. Future opportunities will cover all aspects of the broadcast chain and as new licensing and deregulation occurs and further expansion of broadcasting in the private sector is greatly anticipated.

Japan, Korea, China, Taiwan. Their highly digitised infrastructure brings opportunities for many digital technologies, be that for distribution, transmission or test and measurement. These markets have not in general taken the DAB and DVB-T technologies popular in Europe so a cautious approach there is recommended. Contribution and Distribution networks are rapidly migrating to IP, therefore opportunities are developing fast of transport over IP solutions

Malaysia, Singapore, Brunei, Thailand, Vietnam, Cambodia. This region has been a rich source of business. Future opportunities are likely to come from DVB-T2 deployments, private FM expansion, replacement of legacy technologies and migration to IP based contribution and distribution. Political instability in Thailand is a threat to business, but unlikely to spread in the region.

Australia and New Zealand. With AM, FM, DVB-T, and DAB in the region, there are good opportunities for network expansion especially in the areas monitoring and remote control. The DVB-T deployments are largely completed, but watch out for further requirements to come (gap fillers, low power, DVB-T to T2 upgrades), and for expansion of FM broadcasting in community radio and low power areas.

As well as utilising his own network across the region, Gampell Sales Consultant worked with each suppliers existing channels in the above markets, driving proactively for increased business by identifying the triggers for demand, such as the migration away from a legacy technology, a major sporting or cultural event, a regulation of spectrum etc.