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Why did you decide to go into biometrics business? |
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We had been involved in manual time attendance machines for quite sometimes and we had to deal with the weaknesses of the system and the problems constantly from tardiness to absenteeism to manual calculation that was tedious and time consuming, and the list of problems went on. My ultimate goal at that time was to look for any replacement machine that could perform efficiently and fortunately, biometrics time attendance system was emerging. I knew then that I had to focus on this business. When I started to offer biometrics time attendance to my clients, the sales of the products soared. |
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TCMS V2 Software, Indonesia
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Why have you chosen FingerTec® amongst other brands in the market? |
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To tell you the truth, the first time when I met with FingerTec executive in Malaysia I was skeptical. Many questions lingered. Could I offer competitive pricing because the principal is abroad and would FingerTec® be able to compete with other local brands that were available in the market at that time? I flew to Malaysia to buy a sample of FingerTec® AC101. In terms of hardware, there was not much difference from the other brands but FingerTec® offered TCMS software, which I saw as an edge to the brand as compared to other available software in the market that’s bundled with the products. My intuition was right when later TCMS software was converted to Indonesian language, which had helped my sales tremendously. Even though the difference at that time was not apparent, I had my trust with FingerTec® because FingerTec® offered me with solid sales and support teams and an excellent service. I really like this about FingerTec® and I could see my future with this company and the brand. |
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We have seen the growth of Retailindo from selling a bunch of other security products to only focusing on FingerTec® products. Why did you come to that decision? |
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I’m confident that if FingerTec® managed to satisfy its customers in terms of service commitment and product innovation, FingerTec® could grow big. FingerTec® stands out in its service to its clients, always be there for us in time of need, no matter how trivial or crucial our needs were. |
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We were informed that recently Retailindo increased the staff strength to accommodate the growing demands for FingerTec® products. Can you tell us about that? |
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Yes, that’s true. My staff’s strength has been increased to match the demand of my business. The main reason is to strengthen Retailindo’s customer service. Our strategy is to be committed to our customers, to solve customer’s problems within 24 hours. We take product demonstration seriously, as we believe that without explanation, clients will see all time attendance products as similar and therefore, they only focus on the price. But when we presenting our products, our staff can provide more detail information that would match client’s requirements. They (client) could differentiate between FingerTec® products and the other products and that we are supported by a strong support team. Aligned with FingerTec Worldwide’s objective, we want to provide the best customer support to all our customers. |
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How many resellers do you currently have in Indonesia and from which industry are they coming from? |
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I have approximately 5 dedicated resellers, 25 agents and 2 office branches. They are from software house companies, office equipment agents, computer shops and security companies. |
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Indonesia is huge! How do you conduct training to your resellers nationwide? |
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In my opinion, FingerTec® has tackled this problem for us. We have to extend and enhance the program that FingerTec® has initiated for its resellers and reseller’s support where we visit all our resellers and clients for full training and we provide support via telephone and email. |
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What are the processes involved in your reseller recruitment? |
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We contact our potential resellers from Yellow Pages, newspapers and other references and we conduct interviews to find suitable resellers that match our objectives. So far, our recruitment process has yielded good outcomes and we have quality resellers with us to market FingerTec®. |
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Which products are bestsellers in Indonesia and do you foresee the change in the trend anytime soon? |
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FingerTec® TA100 |
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Indonesia is a labor-intensive country and many companies are looking for effective time attendance system to manage their human resources well. FingerTec® AC100 and TA100 series are still the products of choice in my market and I don’t think that the trend is changing soon. |
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Retailindo has done numerous installations of FingerTec® in Indonesia. Tell me the prominent clients you have so far in Indonesia? |
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We have operated about three years in this business and we have managed to secure many renowned clients which include outlets of Telkomsel, Bank Century, Bank Commonwealth, Sucaco Cable, government departments, schools and many more. |
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Who are your biggest competitors in Indonesia and what’s your strategy to beat them? |
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They are called Magic Plus and Finger Spot, products from Singapore. They have already opened an office in Jakarta. However, I truly believe that we are here longer and we know what the market needs and we can provide better support to our customers and our potential clients. We want to focus on giving the best to our customers so we can stay strong in Jakarta and Indonesia. |
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What are the major obstacles for you in selling biometrics in Indonesia? |
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So far so good; I have not found any major obstacles in selling biometrics in Indonesia. Everything has been going very well. |
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What is your future plan with FingerTec®? |
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I hope to be FingerTec®’s sole distributor in Indonesia to cover every part of Indonesia with Retailindo resellers. |
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Thank you for your time and I wish you the very best that the market could offer. |
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It’s my pleasure and thank you to you too. |
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