lnchcape subsidiaries have operated in Thailand for over 130 years, and the Group is curr the largest multinational corporation in Thailand in terms of turnover. Because of its
standing presence there, and its establishment prior to most of the laws regarding foreign ownership of businesses and properties, it benefits from a number of privileges and exemptions under Thai law. Essentially it operates with both the benefits of a foreign company and the rights of a local company. It also has built up a deep in-house knowledge of the Thai business community and government machinery. lnchcape (Thailand) holds a few key advantages for Chamchai. One is the in-house management expertise. Where appropriate, lnchcape can introduce Western business practices and theory into local businesses, everything from mission statements and customer feedback to work scheduling and working capital management Where appropriate, it will encourage local and expatriate managers to adapt to local business practices. A second is access to capital. Gilman can turn to short- or long-term funds easily and quickly at the lowest prime rates. This is a significant advantage in Thailand where local money markets tend to be tight.
As part of lnchcape Pacific Business Machines Group, the company benefits from specific business streams expertise. Initially, this was fundamental in setting up the business, training sales and service staff, marketing, product knowledge, administration and compensation schemes. Gilman continues to benefit from lnchcape's ability to reach potential principals from around the world, to train staff at all levels and to share knowledge. At the moment, lnchcape distributes Mita copiers in Hong Kong, Konica copiers in Hong Kong and Singapore, and Ricoh copiers in Australia, Thailand and Hong Kong. They are in continuous contact with their counterparts in these companies, and are open to sharing new ideas and performance benchmarks (market share, profitability, sales per sales person, etc.). New products with which Inchcape has recently approached Chamchai include cheque-handling equipment for banks and letter-handling equipment for post offices and large corporations. As Fryett explains: We can benefit from being a part of lnchcape. We get together. They're good lads and we help each other out In Hong Kong, Gilman also distributes Ricoh copiers, and we can share ideas. Inchcape has other businesses we can take advantage of, like shipping. And they try to use our copiers. lnchcape (Thailand) is one of our biggest rental customers'.
In fact, while the Inchcape Pacific and Gilman philosophy is to support very entrepreneurial and locally driven country groups, they are seeking to bind the different companies in a cohesive, unifocused direction for the Business Machines Group. As Chamchai considers his options, he makes it clear that there are very few boundaries imposed by Inchcape Pacific
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