Company: GREENSPAN TECHNOLOGY

State: QUEENSLAND

Sector: MANUFACTURING

Queensland based Greenspan is a world leader in the manufacture of
scientific and electronic instrumentation for water and waste water
management. In India Greenspan supplies its products to World Bank
projects, through the Central Groundwater Board and to the states of Tamil
Nadu, Maharashtra and Gujarat. For the past two years India has been
Greenspan's largest export market with exports of over A$2.5 million.

In 1997, Greenspan first entered the Indian market using a distributor.
However, they selected an agent who not only acted for Greenspan but also
represented their major competitor. As a result, Greenspan decided an
'on the ground presence' was required and opened an Indian office in
1998. Greenspan feels its experience illustrates that Australian companies
should be careful in selecting and regularly monitoring agents. According
to Greenspan, much of its success was due to its permanent presence in
India, as this confirmed its commitment to the Indian market. Careful
selection of well qualified and enthusiastic staff properly able to
promote the company' s product also ensured Greenspan's success.

Greenspan made considerable effort to develop personal relationships
with Indian clients. The company's technical arm travelled to India and
gave seminars to key government officials on the advantages of their
products. Greenspan also advised government departments on the
requirements of future contracts and coordinated visits of Indian
officials to its Australian factory.

Following its success in the water sensor market, Greenspan is
determined to expand into new product and geographical areas, including
ground water and surface water projects in new states. The company now is
branching into complementary product areas such as ground water pumps and
survey equipment. The company feels prospects in India are bright and
expects sales will continue to grow strongly over the next few years.

Source: Greenspan Technology, 2001.