Excel Systems Hopes to Expand Dealer Network in 2008
 
Excel Systems Sdn Bhd is established in 1989, dealing with payroll and management software for the Malaysian Market. To strengthen its position in the local market, Excel teams up with FingerTec since 2006 to offer biometrics systems for time attendance and door access system. Deemed the largest FingerTec® distributor in 2007, Excel Systems Marketing Manager, Mr Mark Wong shares his thoughts about FingerTec to kick start 2008.
   

Why did you decide to go into biometrics business?
 
Biometric is a natural progression from the card-based system due to better security and accountability and the shift that cannot be overlooked.
   
What made you choose FingerTec® amongst other brands in the market?
  FingerTec® is one of the pioneers in this field. FingerTec® would have the necessary resources to stay in for the long haul because fingerprint was at its infant stage when we started. Furthermore, talking with Mr Teh, Managing Director, we felt that he has what it take to lead – strong execution skill, walk the talk and willing to listen to market feedback and make the necessary adjustments in the shortest possible time. We expect the hiccups to accompany infant products and so far FingerTec® has been able to deliver the solutions.
Excel Systems Marketing Manager, Mr Mark Wong
   
How many resellers you have in Malaysia right now? From which industry are they?
  We have 50 resellers in Malaysia. They are from IT, OA and Security industries.
   
How do you do reseller selection? Do you do interviews or background checks or you just recruit them as they come?
  We will do the “survey” at the potential dealer premise.
 
Which products are bestsellers in Malaysia and do you foresee the change in trend or this trend will stay for a period of time?
  Security door access will have the volume and thus remains the bestseller to date. Well, a wider range of product will be an added advantage, as the market has past the education stage.
   
Excel Systems has done numerous installations of FingerTec, tell me the prominent clients so far you have in Malaysia?
  There are many, of course but the largest include Matrade, UniAsia and BEMIS.
   
From your experience, what do you think is required from your market for door access and time attendance products?
  A wider range of product – fast moving economical model to features packed high-end model.
   

What do you like about FingerTec Worldwide?

  Responsive to market feedback and total commitment to resolve issues – be it technical or sales.
   
What are the major obstacles for you in selling biometrics in the your region?
 
To us, it was the inconsistency in quality.
   
Who are your biggest competitors in Malaysia and what’s your strategy to beat them?
  Parallel importers. We have to ensure quality products (both software and hardware) and to provide good after sales service to all our clients.
 
What is your plan for FingerTec in 2008?
  We want to expand our dealer network and to focus on core projects this year.
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