Major players are currently taking part in the greenest international fair of the year, LETExpo, promoting increased sustainable development of intermodal transport and innovative growth of integrated logistics.
The fair, at the Verona exhibition centre in Italy, opened on Wednesday and ends tomorrow. Organised by ALIS (Logistics Association of Sustainable Intermodality), which has 1,800 members, it is one of the largest such specialised fairs in Europe.
HandsOn Systems, who are members of ALIS, are focusing on three areas on its stand at the fair:
- fleet management and GPS tracking solutions;
- RFID solutions for the smart warehouse and smart factory concept; and
- IoT solutions, including parking temperature monitoring, parking sensors and waste level monitoring.
“Our participation at LETExpo was entirely a HandsOn Systems initiative,” CEO Geoffrey Cutajar said. “We are seeking both direct clients and to build a network of partners (installers and resellers) throughout Italy. The first two days have gone very well.
“The idea is also to explore what there is in the market. Despite being a small company that is just beginning, we have a lot of potential. When we compare our systems with our competitors, we can compete really well and win from a product offering, from a service offering (and) from being able to offer flexibility in terms of how we can adapt the products.”
As an example, Mr Farrugia said something that is doing well, which is not available there, is the solar tracker. Many competitors in tracking do not offer RFID solutions, he said, whereas HandsOn Systems do. “So, we have quite a unique positioning. We’re trying to find the niche markets that we think can make a difference.”
IoT-enabled technology from HandsOn Systems has brought operational efficiency gains to EasyGas and given it an extra selling point for the provision of its services
Bulk gas delivery from EasyGas has been transformed thanks to technology enabled by IoT (Internet of Things) from HandsOn Systems. A typical Monday morning for an EasyGas delivery driver would see him following a pre-established route to manually check gas levels in a number of tanks installed in restaurants around the island.
Not all restaurants would need a top-up and so, if the gauge shows that the level of gas is still high, the driver would have stopped for nothing. Similarly, invoicing was all manual. The driver would simply write down on a log how much gas was supplied and, at the end of each day, pass it on to the Accounts Department, which would invoice the following week or at the end of the month.
Since HandsOn Systems installed the IoT-enabled measuring devices, this entire process has become much more efficient. A sensor that sits on top of the analogue gauge on each tank takes readings via a magnet, transmitting live information through an IoT network wirelessly to a cloud-based platform. EasyGas personnel can then log in to this IoT platform and see this data both in real-time and historically.
As Anthony Sciberras, HandsOn Systems Customer Support Executive, explained: “EasyGas drivers can plan their route before leaving the depot and call only at restaurants whose gas levels have fallen below a certain level. That way, they can plan their route better, and save time and money since they are also consuming less fuel during deliveries.”
Similarly, with invoicing, the sensor detects how much gas was put in the tank and transmits the data to EasyGas’s IT system, which invoices the client simultaneously, he explained. This system also reduces the risk of incorrect fillings. “Our sensor is reading how many litres the tank was refilled with, so you’re checking exactly how many litres you are invoicing,” he added.
Another saving has been realised within the first month of the system being installed: “Some restaurants did not plan their gas tank capacity adequately,” Mr Sciberras said. “These are large, fixed tanks, ranging from 500 litres to 2,000 litres in capacity, which are installed horizontally or vertically at each restaurant outside in their yards.
“The most common are those of 500 litres and 1,000 litres capacity. EasyGas immediately realised that some restaurants were running out of gas within a few days – they would have filled up on a Friday and, after a busy weekend, would require a top-up by mid-week.”
Thanks to another feature of the system, when the gas goes lower than a pre-set level (it could be 15% or less), an alarm is triggered informing the restaurant owner via SMS that the gas has reached that pre-set level. That way, gas for the restaurant never reaches a critically low level, avoiding some the serious risk of literally running out of gas! By increasing the tank capacity, EasyGas needs to go less frequently to the restaurant, saving more time and fuel.
The system allows data to be aggregated, so when EasyGas is planning its routes, it can group restaurants together for greater logistical efficiently. Data is normally sent from the sensor to the cloud-based platform every four to six hours – although if a gas leak is detected, an alert is sent immediately. Typical battery life on the sensors is three years and there is also an alert when the battery charge falls below a pre-set level.
“All this is giving EasyGas a competitive advantage and is now even a selling point for its bulk gas service,” Mr Sciberras said.
HandsOn Systems is certified to ISO9001 and ISO14001. As part of its research and development, the company will continue to develop its IoT range of products to service utilities sectors, such as this one. The company has more than 10 years’ experience in integrating hardware with software intelligently.
HandsOn also prides itself with creating simple solutions that are easy to set up, use and install. The company also offers 24×7 support so, if the sensor has a problem, the client can call and HandsOn Systems will do what is necessary to get the system back up and running as soon as possible.
Apart from monitoring gas tanks, HandsOn Systems is using IoT devices to:
- monitor manhole covers, which can inform users when they have been toppled over during a heavy downpour of rain or been dislodged by passing traffic;
- monitor water levels in reservoirs;
- identify empty spaces in a parking lot to enable drivers to be advised about availability; and
- monitor temperature and humidity via sensors placed in strategic positions.
Geoffrey Farrugia, CEO of HandsOn Systems, added that the company is working very hard to bring new IoT solutions to the market: “The future of IoT is limitless. Advances in network technology integrated with artificial intelligence (AI) is helping us improve our capacity to deploy, automate, orchestrate and secure diverse technological solutions for the industry of tomorrow.”
Radio Frequency Identification (RFID) technology is an identification system that uses the radio frequency waves for tracking purposes and transmission of information regarding objects and/or individuals, normally referred as assets or inventory. There is no need of manual contact with a reader nor is there a necessity to be in the line of sight of the reader in RFID. RFID enables the user to store information which can be further relayed to other management systems.
Small RFID chips can hold up all the relevant information regarding the pharmaceutical product like lot numbers and temperature history. With the counterfeiting of pharmaceutical products being a major problem, RFID promises to be an innovative option.
Radio Frequency is also used for tracking and gathering information about various products. They also help in categorizing products by verifying their identity.
The important characteristics and benefits of RFID which have made it an integral part of the Pharmaceutical industry are –
- Increase in Supply chain efficiency: RFID tags are used to increase supply chain efficiency, resulting in purchase savings and lower costs.
- Easy adoption and flexible usage: RFID systems can be easily installed by the pharmaceutical provider and usedflexibly by tagging all the required objects. The installation and working of the systems are easy and effective.
- Reduce errors by proper information storage: The errors in assigning medication and treating the patients are reduced due the use of RFID. RFIDs can track the required medicines. RFID databases can help in assigning the required medicine to the concerned patient.
- Increase patient monitoring and safety: The safety and security of patients are increased considerably by RFID. With each patient being tracked by RFID, the security is increased multifold times.
- Improve staff, patient and asset workflow: There is an improvement in the workflow of the pharmaceutical staffs and patients with the RFID. RFID optimizes the use of staffs and the comfort of patients. For example, track the amount of time that each patient awaits radiation treatment, and to verify that the correct equipment is being employed. This data can help the pharmaceutical provider in analyzing as to what the service provided requires for better outputs.
- Decrease in labor requirements: RFID being an automated echnology leads in a major decrease in manual work requirements. RFID helps in making major activities automated and therefore efficient.
- Enhance efficiencies of existing resources: RFIDs enhance efficiency of various pharmaceutical processes. There is low error generation from the technology due to its easy usage. Low error generation leads to cost savings for the pharmaceutical. RFID gathers and analyzes data regarding staff members’ movements, in order to ascertain how the unit could be more efficient.
On the other hand, a major limitation of RFID has been the cost of using the system and also lack of any standardized RFID.
Purdue Pharmaceuticals were among the first pharmaceutical companies to adopt RFID as a technology to combat counterfeiting. Through RFID the company wanted to serialize and track and trace its products.
Purdue first started using RFID in 2004 largely in response to Wal-Mart’s call for its suppliers to use RFID tags. In the following year Purdue produced the very first batch of RFID tagged Oxycontin. Oxycontin was the major product of Purdue Pharmaceuticals. The usage of RFID has only increased with time. In 2007 Purdue crossed the 2 million mark in RFID tagged oxycontin.
The problems faced by Purdue were mostly related with the number of tags and the durability of tags. The tags went through various packaging methods and had to be sustainable.
Though Purdue were open to both Bar Coding and RFID, the latter technology proved to be the more effective one. RFID has successfully combated counterfeiting to a large extent for Purdue. The pharmaceutical company next wants to use it on the item level to make the processing even more efficient.
Pfizer, the makers of Viagra and now the Covid-19 vaccine, were majorly hit by counterfeiting and adulterated selling of medicines. They fought back by implementing RFID in 2005. Through RFID it wanted to control the counterfeiting through trace and track system.
In as early as 2006, Pfizer called for use of RFID in all its bottles rather than a few in USA. Although only a single wholesaler was ready to begin tagging, the trend has been positive. Pfizer continues to reap the benefits of RFID. With counterfeiting reducing considerably through RFID, RFID has also led to systemization.
Remote access to 15 pontoons in the Ta’ Xbiex and Msida marinas is now also controlled by a bespoke Gate Management System supplied by HandsOn Systems.
HandsOn Systems product manager Luke Muscat explained that a dual SIM device has been installed at each gate, one that is transmitting data to the cloud and a voice SIM with a unique mobile number, which those who want to access a particular pontoon may call to gain access.
“Apart from retaining the date, time and number that has called the gate, the system can be set to give or reject access outside certain hours. It can grant access on weekdays only, or full access from Monday to Sunday,” Muscat said.
“The benefit is that yacht owners do not need to go with their fob to the gate to open it. They can open the gate from the comfort of their boat.”
According to Creek Developments plc general manager Sarah Gauci Carlton, the operators are pleased with the added functionality of the Gate Management System.
“This is an additional layer of comfort and service to the marina users and our clients, which is state-of-the-art,” she said.
Creek Developments was established in 2010 and has been operating the marina since 2 January 2011. It is a fully serviced marina that can accommodate 720 yachts and pleasure vessels of up to 22m in length with all the comforts one would expect.
HandsOn Systems’ Gate Management System has also been installed in various schools and industrial areas. The system can be applied to any door, garage or barrier that needs to be accessed remotely via a phone and monitored through a cloud-based IoT system. More information can be found at www.handsonsystems.com.
It is no news that Malta has been used by many big companies as a test bed for their product, service or technology. Apart from the skills and resources required, Malta offers the right environment and the right infrastructure to design, test and develop new technologies such as IoT (Internet of Things).
This is why HandsOn Systems believes that Malta can help the company to develop and lead in the IoT wave. Talking about waves, Malta is a small island surrounded by the sea. It is however very densely populated thus creating the right number of challenges and opportunities which are typically found in big cities like London, Paris, Milan and Tokyo. Getting any technology to work in Malta means that it will probably work anywhere. This makes Malta the perfect testing ground for new technologies. This means heaven for innovators, entrepreneurs and big companies who want to conduct their testing in a controlled yet accessible environment.
Malta, a small island in the mediterranean, is not only the best place to develop technology but it is also very attractive when it comes to test new concepts and business models. The consumer market, like in various parts of Europe, can be very receptive and willing to try new products and services. In 2015, HandsOn Systems together with Mapfre Middlesea, pioneered a new insurance concept. Often referred as Usage Based Insurance, Motormax was launched with quite a resounding success. Using the HandsOn’s Aktuaris platform, Mapfre Middlesea wanted to provide young drivers with affordable insurance. For the first time in Malta, young drivers could pay a higher or lower price according to the way they drive. To read more about this product launch visit the website below.
Ultimately, HandsOn’s plan is to turn Malta into one big smart city whereby everything and everywhere is connected in harmony thus creating a one truly connected city. With the help of government and big telecom operators, HandsOn can transform Malta into a smarter and more efficient eco system of people, devices, sensors and other things which matter to us.
Avis Budget Malta, which operates one of the largest car hire and vehicle leasing fleets in Malta, has appointed HandsOn Systems as their telematics supplier, with the devices being installed in all their rental cars using an on-demand tracking system.
According to sales manager Alan Mercieca, this is a lower cost, less intrusive technology than the 24×7 GPS tracking provided by HandsOn Fleet and is more suitable for hired cars or leased vehicles and even brand-new cars that have been bought on hire purchase.
“All you do is send a text (SMS) message with a code to the SIM that is in the
individual car and, depending on the code, the device in the car will do one of two things: give you the car’s exact co-ordinates (replying via SMS) or disable the car when it is stationary with the engine off so that it cannot be re-started,” Mr Mercieca said.
He gave a number of ways this type of connected car is beneficial: a tourist could have parked the car somewhere out of the way and would not be able to find it; it could be ‘lost’ in a car park; the car could have broken down and the tourist would need the car hire company to locate the car; and a car buyer could default on instalment payments.
“If a client hires the car and does not return it at the end of the rental term despite repeated efforts for the client to be contacted, the owner has every right to retrieve his car,” Mr Mercieca said. “The device is highly secure and tamper-proof. Only the car hire operator is allowed to communicate with the tracking device.”
The market is currently warming to this type of device, with enquiries being received both from car rental and vehicle leasing firms and new car importers. “There are certain clients that are sensitive to privacy and we believe our on-demand tracking system addresses these concerns,” Geoffrey Farrugia, HandsOn Systems CEO said.
“We have been in discussion both with Avis Budget Malta and other potential clients for some months and I am glad that they are the first to have concluded such a big contract. HandsOn Systems is committed to helping transport and mobility companies implement connected car technologies to make driving vehicles safer for passengers,
drivers and other road users through actionable insights.”
Avis Budget Malta Director and CEO, Jason Aquilina, is pleased with the initial results. “Thanks to HandsOn Systems’ on-demand tracker, we are now in a position to know where all our vehicles are at a given moment. This helps us with logistics and ensures we are turning around the business much faster.”
One of the key areas of focus of Adrian Borg, International Business Development Manager of HandsOn Systems, is to expand the company’s operations in the African continent. With Ghana hosting the Secretariat of the African Continental Free Trade Area (AfCFTA), which started trading on 1 January 2021, HandsOn sees the country as a gateway not just to the Western region but to the entire continent.
Late last year, a delegation from HandsOn Systems, led by the company chairman Anthony De Bono, paid a courtesy call on the Deputy High Commissioner of Ghana in Malta, Ag. Head of Mission, Mr Amanor T. Daku Mante. HandsOn Systems international business development manager Adrian Borg, who attended the meeting, along with CEO Geoffrey Farrugia, described the meeting as fruitful and interesting.
“It is important to network with the diplomatic representatives of the countries in which we are operating since they can give us insight on how business can develop, and build contacts in both the public and private sectors, helping us to infiltrate the country in the most seamless and effective manner,” Mr Borg said. “The term of the previous High Commissioner came to an end last November and Mr Amanor T. Daku-Mante is acting as the Head of Mission, pending the arrival of a successor.”
During the highly cordial meeting, the Maltese government’s initiatives to develop trade relations with Ghana were discussed, especially in view of the establishment of a subsidiary of HandsOn Systems in Ghana in 2018. Ag. Head of Mission, Mr Amanor T. Daku-Mante and his team showed great interest in the company’s initiatives and its technology, which it is already deploying in the country, and expressed a willingness to help the company with key introductions and overall support.
Although the primary focus in West Africa is Ghana, HandsOn Systems’ strategy is to use Ghana as a stepping-stone to other countries in the region, including Benin, Togo, Nigeria and the Ivory Coast. “Ghana is considered one of the most stable and the point of departure for this region from a business perspective,” Mr Borg said.
The African Continental Free Trade Area, founded in 2018, already has 54 of the 55 African Union members as signatories. The free trade area is the largest in the world in terms of the number of participating countries since the formation of the World Trade Organisation.
The agreement initially requires AfCFTA members to remove tariffs from 90% of goods, allowing free access to commodities, goods and services across the continent. The United Nations Economic Commission for Africa estimates that the agreement will boost intra-African trade by 52 per cent by 2022.
Mr Borg is in daily contact with the team in the Ghana subsidiary, headed by a manager and including a technician and a support executive. “What I have managed to do since I joined HandsOn Systems last May is to start growing a network of partners who have the contacts and have developed the clientele in these countries, enabling us to go to them with our technology.
“We are constantly on the look-out for companies operating in these countries. We set up meetings with them, create partnership agreements with our products and they themselves will be able to open certain doors for our technology which they did not offer previously. For them, these become part of the products, services and solutions they offer to grow their business, at the end of the day,” he said.
Mr Borg has so far concluded three partner agreements with companies with a market reach outside Ghana in the countries in the region. “Our strategy after this period was to review our products and see what industrial sectors fit those products. We produced a matrix with the various sectors, like agriculture and automotive, to address these types of industry with our products and services.
“We are sowing the seeds so that in the future we will be able to harvest the fruit. I believe in this strongly. I believe in the growth that is possible with our people. They are a young, dynamic team, motivated and enthusiastic. We have to keep them that way. My days are spent reaching out to them and offering them all the support I can.”
He would like to travel to Ghana to meet these partners and the staff in person, but the pandemic has ruled that out. A trip has been scheduled for this year but so much depends on connectivity since many airports are closed and he would not want to get stranded anywhere. Any visit would build on those in the past both by the company’s chairman and the CEO, who were assisted in the country by Malta’s High Commissioner Jean Claude Galea Mallia.
Mr Borg singled out Mr De Bono as being a highly influential catalyst in building the business in Ghana. “He has huge contacts with the President, King of the Ashanti Region, the government as well as with certain entities and highly important personalities in that country. He was hugely influential in this area and helped me personally a great deal by giving me crucial information on how to conduct business in the region.
“Mr De Bono is a person I look up to. He is a big asset to the company, and I consider him a big asset to myself. I try to get as much information as I can from him. You always learn from people with experience.”
Because of the nature of the job, Mr Borg, 44, works long hours – also because sometimes virtual business meetings have to be held late in the evening. Still, he strives to achieve a balance between his work and family life. After graduating in general and industrial electronics from the Fellenberg Institute, he obtained a B.Sc. in IT from the University of Malta and an MBA in Business Management, which he did part time while he was working.
He has always worked around systems administration, management, operations and business development in the private sector and focused on gaining experience in these areas – both technical and commercial. He spent the last 10 years before joining HandsOn Systems with the Malta Football Association.
The first quarter of 2021 looks highly promising, with the adjudication of various tenders in the markets where HandsOn Systems is active. In Ghana, two large projects, one with a leading bank and the other with an electricity provider of the country, will be announced for the deployment of HandsOn Fleet, the company’s GPS tracking and fleet management solution.
“We will continue to work hard to try and diversify. Hopefully, it will be a better year than 2020 and we will see the growth we are targeting. Our projections are that the growth will be achieved, if not exceeded,” he said.
Although recruited at the early peak of the COVID-19 pandemic, chief technology officer Gabriel Sultana has been working tirelessly, initially remotely, to put together his team at HandsOn Systems to drive the organisation and its product portfolio to new heights.
Since he took over the technology leadership at HandsOn Systems, Gabriel Sultana said he is committed to continue building and evolving the company’s product portfolio, while making sure that customer centricity and tangible value are embedded both at the strategic and execution levels.
“At the core, the successful alignment of data and a strong, unified team are considered critical for achieving the set objectives. We are transforming our solutions to meet the current consumer patterns, exhibiting characteristics such as event- driven, insightful analytics and directly connected with the person’s usage needs. This is one of the core strategies adopted to constantly meet ever-changing consumer expectations,” he said.
Taking usage-based insurance (UBI) as an example, Sultana said HandsOn Systems is deploying IoT (Internet of Things) solutions to tackle a highly-specific need. Yet the goal is to make UBI commoditised in terms of being “accepted and fully utilisable by all”. Yet, he pointed out, HandsOn Systems is implementing UBI in very different ways here in Malta compared to Dubai, among other places.
“Although certain common concepts of UBI are adopted everywhere, the contextualisation element is very important to be a better fit for the specific business domain needs,” he said. “That is something we pride ourselves in achieving in all the markets where we are active.”
The recent investment of Melita in HandsOn Systems, he said, would enable the two companies to tap and merge strategies to offer richer services that are cost-effective to the end user.
HandsOn Systems is giving more of the real-world scenario of IoT to Melita, which it is currently doing on a small scale around Malta. This can be projected through Melita’s GSM and SIM infrastructure globally so HandsOn Systems can be more aggressive in Italy and other countries where it has operations.
“The idea is that we intend to continue working in this strategic alignment when it comes to projects and initiatives so that it is a beneficial partnership for both” Sultana said. “Our greatest strength would be around this continuously aligned relationship. This is something we are happily vested in retaining to make this partnership successful.
”Our vision is to work hand in hand with our customers to transform our telematic solutions into feature-rich services that constantly create value, transparency and positive experiences
Discussing HandsOn Systems’ vision and mission, he explained: “Our vision is to work hand in hand with our customers to transform our telematic solutions into feature-rich services that constantly create value, transparency and positive experiences” and “our mission is to improve the quality of life for consumers through the processing and presentation of rich telematic data that is packaged into intuitive and ease-of-use services”.
The company has been growing in the IoT and telematics sector for the past 10 years, Sultana pointed out.
“Notwithstanding this wealth of knowledge and first-hand experience in the sector, the socioeconomic challenges that organisations are facing nowadays, are forcing almost every organisation to reboot and rethink their next steps, thus pushing for continuous learning and creative solutions along the way.
“These aspects are not limited to a specific function within the organisation and have to be adopted and adapted across all functions and in all areas of the organisation,” he emphasised.
HandsOn Systems CEO Geoffrey Farrugia said the company’s technological vision is to be a global IoT systems provider.
“We are in the process of achieving this vision by ramping up our recruitment of leading minds in the field and through alliances like those we have with Melita,” he said.
The new CTO is working hand in hand with the CEO to consolidate the organisation’s existing operations, further grow its team and continue to innovate by developing new technologies and extending the applications of its current suite of products and solutions.
Five years down the line, Sultana sees HandsOn Systems as a data powerhouse with the necessary backbone infrastructure, so that both through technology and strategic partnerships it can constantly offer high-value services to its customers. He pointed out that “although this five-year vision has been wrapped in one simple statement, on the ground it entails a lot of sweat and hard work… How are we going to get there? Persistence, perseverance and a strong drive being taken on board by the entire organisation.”
With the global COVID-19 pandemic impacting some of HandsOn Systems’ product lines, Chief Executive Officer Geoffrey Farrugia and his team have launched COVID-Tech, a range of solutions to enable the company to diversify in its effort to continue to grow and expand.
According to the Boston Consulting Group, three main areas have been the focus of technology companies since the onset of the COVID-19 pandemic. A quarter of solutions are around detection and containment; one fifth tackle issues of healthcare provider enablement; and a further 21% grappled with economic resilience.
In the area of prevention/detection of the virus, Mr Farrugia said HandsOn Systems is now offering fever detection cameras, alongside temperature guns, to help businesses detect people with possible symptoms of the virus. “Even though some people with no fever are still carrying the virus, statistically, 60% will have fever. So, it helps businesses to automate the process and save a lot of money in the process,” he observed.
Another product line is disinfection diffusers and dispensers. These machines can be left on during the night to automatically diffuse a disinfecting solution across a given area – the bigger the machine, the bigger the area that can be disinfected automatically.
HandsOn Systems offers solutions covering 150 m 2 or 50 m 2 or less. “Given that we are in the transport industry, such a machine is also ideal for the disinfection of people-carrying vehicles,” he pointed out.
A third key area is contact tracing for businesses. “If you have a factory that employs some 400 people, having even one person testing positive can have catastrophic results with the entire cohort having to self-isolate, leading to lay-offs or a four-day week,” he said.
The solution is a wearable using Bluetooth and ultra-wide band technology – a wrist band incorporating a Bluetooth beacon to not only enable contract tracing but also to give the wearer a social distance alert in the form of a beep or a vibration (or both) if that person is too close to someone.
“Many technology advancements were spurred in wartime. We are living in a different kind of war. It is an invisible war. So, we are looking internally and saying, ‘What can we do to fight back through innovation?’
“This requires a different kind of weapon. The kind of weapon that we need is, first and foremost, education. However, technology can play an important part in this and our COVID-Tech line can also contribute,” he said.
Following the recent appointment of Suzanne Salerno as chief financial officer of HandsOn Systems, the Maltese technology company with sister companies across the globe has a firm hand on the financial tiller. Already the required structures have been put in place, enabling the company to be better placed for its expected further expansion. Here Salerno shares her views.
For someone still in her mid-30s, Suzanne Salerno brings considerable industry experience to her position. Very much a hands-on person, she has an enquiring mind and has always taken interest in business operations.
Her first job was as an office manager in a foodstuff importer and manufacturing company. Yet she always liked finance and gravitated towards that business function, despite having graduated with a BSc in business and computing.
In every position she held, she sought to grow and learn something new.
“I always try to understand how the business operates and how processes can be improved,” she says.
“I believe synergy needs to be achieved among different business units for the company to operate effectively. The finance department is there to provide senior management with information necessary to make strategic decisions, such as markets or projects to pursue. Gaining a deep understanding of the business is critical and it is imperative to regularly meet with the board and collaborate with managers.”
Salerno later moved on to an accounting and business advisory firm, where she completed her ACCA and obtained the CISA certification. Here, she focused on conducting compliance audits. She worked in marketing, manufacturing, and retail companies as part of her career path, where she was responsible for the finance function, with involvement in project management and other business operations where she acquired much of her expertise.
Never one to be afraid of a challenge, Salerno will always volunteer for something new. She believes in listening from multiple perspectives.
“Understanding others’ perspectives, needs and goals can significantly enhance your ability to gain clarity around the context. Each individual can add value to the company and help you make better decisions, in the end,” she says.
Each individual can add value to the company and help you make better decisions
“In business, the finance function helps to meet the company’s goals and objectives. Financial KPIs (key performance indicators) are set to measure the company’s financial performance. These indicate how well a company is doing regarding revenue and profits. As a CFO, you need to have a firm grasp of the fundamentals of budgeting, analysis, compliance and risk management. My role comes with wide-ranging responsibility and accountability, as well as a high level of job satisfaction.”
Geoffrey Farrugia, chief executive officer of HandsOn Systems, welcomed Salerno’s disciplined approach and can-do attitude.
“Suzanne’s background and experience in business operations and finance will ensure that HandsOn Systems can approach its financial commitments with confidence and can plan for the long term with greater serenity,” he says.
Since she joined, shortly before Melita concluded its investment in HandsOn Systems, Salerno feels the company has already come a long way.
“We have introduced policies and procedures to give us guidance for better decision-making,” she notes.
Melita’s investment will enable HandsOn Systems to extend its product portfolio and to pursue international expansion.
Salerno is a firm believer that women in leadership help businesses to thrive.
“As women, we bring our own set of complementary skills and our unique experiences. Women are likely to be more empathetic, which translates into better team building and stronger work relationships. We take initiatives, strive for results, and practice self-development.”
She believes that in the course of time, HandsOn Systems will become a public limited company (plc). She is of the opinion that this will increase brand awareness and have better access to capital.
“Better brand recognition can lead to more sales. This will also make the company more visible to valuable potential business partners. Credibility and confidence, reinforced by greater transparency, will provide HandsOn Systems with an advantaged position to pursue new projects, new products or new markets,” she concludes.