Lindo is a subsidiary of the Gangi Group, a Melbourne family business established in 1978. Over the years, the company has grown and diversified and currently employs 24 people.
In 2020, Gangi Group was researching germicidal lighting and discovered high quality UV-C and anti-microbial blue light fittings. The company realised the need for automated, sustainable and effective disinfection and set about creating innovative, world-first solutions.
And Lindo was born.
Lindo’s primary focus lies in creating, constructing, and producing stationary lighting systems that enhance the overall health and well-being of front-line workers, war fighters, staff, personnel, and occupants in industries ranging from defence to healthcare and aviation. Their mission is to enable these people to not only survive but also thrive in their challenging roles.
Describe the product you plan to export and tell us about your unique selling proposition.
Lindo developed and manufactured lighting solutions that can break down the DNA structure of 99.9% of viruses and bacteria (including COVID 19).
The lights are so effective it mitigates the need to use toxic cleaning chemicals. Less bleach, less risk, less manual labour, and let’s not forget, more sustainable.
Why is the United States such an important market for you?
Working in the Australian market through emergency respondents, Robert Gangi, Lindo’s Founder, realised his technology had world-leading technology applicable to a variety of international applications and markets.
He dared to dream, and targeting the world’s largest market, working with the world’s largest aviation companies, he decided to engage in the US market.
After targeting a number of key clients with subsidiaries in Australia, and having limited responses, Robert engaged directly with their US representatives through the assistance of Karen Loughran from Global Victoria's Washington DC Trade and Investment office.
Explain your US business strategy – what steps are you taking to ensure success?
Robert’s strategy was straightforward – target the world’s leading aviation manufacturers.
Not being deterred by knockbacks, Robert had the tenacity to push forward. He persevered in accessing people in Australia, but it was when he got traction in the US that things really started to change for Lindo.
Interest in the product (and the technology) has been very strong. The vision is that once selling to global industry leaders, it’s expected other customers would be easier to engage.
Marine is another industry in which Lindo’s technology could be adapted, and Robert is working hard to engage key US manufacturers through attending key trade shows.
Why did you decide to join the Victorian Pavilion at Indo Pac 2023?
Robert learnt very quickly that government support for exporters was available and understood how to use this support for his business needs.
At the 2023 International Airshow, Lindo participated in the CSIRO pavilion where he targeted and met with local and international customers. From this experience, he learnt the importance of working on a government stand at key domestic trade shows.
At what point did you make contact with Global Victoria's Karen Loughran in the US and how did she help you?
Robert first met Karen Loughran at Landforces in 2022. (Coincidently, the Victorian Government has won the right to host the next Landforces conference in 2024).
Since then, Robert has been working with Karen at the 2023 International Airshow at Avalon and subsequently at Sea Air Space Exposition in the US. Her insights, knowledge, connections and introductions have been instrumental in Lindo’s ongoing engagement in the US.
With each introduction, Robert claims Lindo’s ‘elevator pitch’ just got better and better, which is a must for doing business in the US.
When are you expected to travel to the US next and how is Karen supporting your trip?
In October this year, we travelled to the US to participate in three trade shows in 10 days:
A MedTech conference in Anaheim (once again from an introduction through Global Victoria’s US network), then to Washington DC for AUSA (as part of the Victorian delegation which included a G’Day USA event) and then to San Diego to attend a law enforcement conference.
Karen worked with us in developing our meeting program in Washington DC.
Tell us about your company’s proudest achievements in the US market.
The most significant export achievement has been the speed of discussions with potential US clients. Within 6 months of meeting the client, we have secured an NDA, are developing an MoU and are discussing the transfer of technology.
What have been the biggest challenges as an exporter and how have you overcome them?
- Working from Australia in a market like the US is a real challenge. The inability to have face-to-face meetings on a daily basis is frustrating. A representative on the ground is critical.
- The distance (between Australia and the US) is far and time differences have a huge impact on doing business.
- Your communication needs to be sharp and succinct.
- The cost of participating in international trade shows is significant.
If you had three pieces of advice to offer newcomers to export, what would they be?
- There is a lot of government support available for exporters, take your time to understand how they can best support you in what you’re doing.
- Trade shows have been an important part of our international engagement. Understand what you want to get from the show and make the commitment. It’s really important that you remain focused and persistent, particularly in the US.
- Work with people that can give you insights beyond your own capacity. We have the support of people who understand the US market and they provide really important direction to our strategy.