Challenge April 2005 - Last updated 250405
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Launching businesses farther afield
CET Technologies has a track record for designing, manufacturing, installing, testing and commissioning on-train communication systems for more than 150 trains in Singapore and Taiwan.
When it comes to venturing overseas, some Singapore-based companies have found that it makes more business sense to go in numbers. And IE Singapore wants to help ease the ride for these companies. Read on to find out how its i-Partners Scheme is taking off.

“THE CHINA MARKET is tough and hunting in a pack improves our chances of success as we leverage on each other’s strengths,” said Mr Lau Thiam Beng, President of CET Technologies.

A wholly-owned subsidiary of ST Electronics, CET Technologies initiated a partnership with three other companies — RUSC Systems Engineering, iFocus Pte Ltd and Applied Systems (Singapore) Pte Ltd — to market and implement integrated communication systems for train projects in China.

They were one of the pioneers of the i-Partners Scheme that IE Singapore
OPPORTUNITY
The i-Partner Scheme helps companies venture overseas for more business opportunities
launched to encourage partnerships among Singapore-based companies for the purpose of internationalisation.

ENROUTE TO SUCCESS
Since sealing the partnership in October 2003, the consortium has successfully penetrated the China train communication market with its integrated solutions that comprise the public address system, intercom system, closed circuit television surveillance system and announcement control panel.

The consortium is already eyeing projects in Guangzhou, Shanghai and Beijing and aims to hit at least S$30 million worth of deals over the next three years. Sharing his business plans, Mr Lau said: “The primary market is China for a start. This is to ride on CET’s and ST Electronics’ successes in Taiwan and also because the China train market is growing every year with new lines in the pipeline for the next 10 to 15 years. The consortium hopes to duplicate the successes in other markets as well.”

 EFFECTIVE LAUNCHING PAD
I-PARTNER SCHEME
This programme catalyses the formation of synergistic alliances among Singapore-based companies with complementary businesses to maximise international success. To date, IE Singapore has approved seven alliances involving 37 companies. These alliances are expected to generate about $168 million in overseas sales. Nine more alliances in the pipeline are estimated to generate close to $660 million in sales when realised.
Pleased with the positive results so far, Mr Lau said that the i-Partners Scheme provided each business partner with a platform to build strong relationships and the opportunity for collaborations.

Also happy with the help from IE Singapore, he added: “The business development manager understands our business and supports us with timely responses and quick approval.”

Mr Lau and his partners look forward to working closer with IE Singapore to exchange ideas and gain insights on the challenges companies face when venturing overseas and the ways to overcome them.		  
  Next: Playing a key role: MTI  
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