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ENEX TESTLABS


for us, the EGM side of gaming, with a limited number of manufacturers, is a more solid market we are focused and dedicated toneed to movinge into before we look at the more straightforward markets. The first step is, in the UK, to get on the Gambling Commission’s list


of approved test facilities. There’s no license requirement in the UK for that, so we simply need to register. We have ISO 17025 in both the UK and Australia, but we don’t currently have the gaming extension of that which is a mandatory part of the Commission’s tightening of their requirements on test facilities. Alderney is another key jurisdiction for us, and we’ve met with them and are keen to commence working for; we’re in the process of completing the application for that gaming extensionlicencinglicensing in that jurisdiction, and when we do we’ll be competitive in those markets also.


CI: How will you make inroads into the equipment suppliers, and


get them to work with and trust you? MT: That is our primary focus right now, the manufacturers, the


EGMs. There’sThere are only a handful of them, and it’s going to be harder, and take longer, to get in there and prove our capabilities to them. They don’t want to take a gamble and lose; they want to make sure we have the ability to do the job. We have spent time this year at the Macau and Australian gaming conferences, we had a stand at AGE which caused some stir in the market and won us some new customers. We also have a shortlist of prospects that we are investing significantly in courting and have had some success already, staff are on-site and having training and there are some games coming through our systems now. I’m sure confident that when we have a couple more of them on board, the others will come to us too just to see what the hype is about, particularly in the processes and procedures we have applied. Time to compliance is critical, and ensuring quality and consistency in getting products through the process. One small mistake in calculations or oversight can quickly create significant issues for regulators and manufacturers. We have been testing for over 21 years now, as you can imagine with decades of experience we have highly refined quality and checking systems in place. The equipment manufacturers are pretty straightforward for us, we’ve


dealt with many of the big guys and some of them supported us during our Australian accreditation over the last four years – Aristocrat, Konami, IGT, Ainsworth, Star Games are all more than aware of us. Right now, they’re all interested to see how we fare. They’re all supportive, they like to see competition in the market as well. A couple of them have tried a couple of basic games with us, but we’re looking for someone to take a significantthe plunge so we can demonstrate our complete capabilities. It’s not really about price, it’s about performance and how fast we can actually completedo compliance testing for them while maintaining the quality, this gives them a competitive edge and assists to reduce their headaches and pressure. Over the years, we feel some ATF competitors might have becomes a bit lax with their customer service, losing, losing focus, quality and timeliness, and that’s something we see as a key market differentiator. Some companies put great emphasis on working in a lot of


jurisdictions on standards, which we also do; but we are more interested in delivering the compliance work than in working on the standards. There’s more money to be made in government work, but we think compliance needs a shake-up and that’s where we’re going to impact the market.


OCTOBER 2010 29


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