doing business in the arab world - advantage austria...abu dhabi 7 dubai 23 (7) sharjah 2 ajman 3...
TRANSCRIPT
Doing Business in the Arab World
By Hisham Al Gurg CEO - The Private Office of Sheikh Saeed Al Maktoum
CEO - SEED Group
Which of the following is NOT true?
• I was a wedding DJ
• I was a firefighter
• I was an ambulance paramedic
• I got arrested in the USA
• One of hobbies is diving with Sharks in open waters
Why this topic?
• Important
• Urgent
• Impactful
• Under Estimated
• Can make or break your business in MENA
Why Me? • Doing Business since 2000
• Mixed Cultures
• Business with Multinational (Different sizes)
• Manage a diversified group
• Many companies struggle, close shop, go home
• I care
Market Assessment • Projected Growth of target market
• Competitors
• Prices
• Distribution Channels
• Legal
• Entry Barriers
2. Strategy • Define Objectives
• Define Target Customer (Everyone!!)1
• Tactics
• Pricing
• Competitor Reaction (Price War)
Strategy
• Distribution Channel
• Product Adaptation
• Logistics Requirements
• Marketing & Sales Strategy
• The X Factor
3. The Arab Culture
1. The Basics
2. How to Sell
3. How to Reach
4. How to Collect
5. How to handle Conflict
The Basics • Build a relationship
• Gain Trust
• Do Favours
• Give First
• You are here to stay
• Learn More
Effective Selling
• How to Present
• Ask Qs
• Customised Solutions
• How to Discuss & Negotiate
• How to Close
Reaching your Customer • Who to Reach
o The inner 50 circle
o Med 100 Circle
o Outer 150 Circle
• How to Network
150
100
50
Collecting your Money
• Don’t let it Pile Up
• Act Quickly
• Reach the Decision Maker
• Use Mediators
• Flagging your Contract
4. Partnership
1. Distributor
2. Joint Venture
3. Freezone Trading (Offshore)
4. Local Strategic Partner (Onshore)
5. Franchising
Distributor • Reputation
• Financial Strength
• Market Knowledge
• Marketing Plan
• Network of Contacts
• Other Product they carry
• Technical Ability (Support, Maintanance, Logistics)
Freezone Trading Abu Dhabi 7
Dubai 23 (7)
Sharjah 2
Ajman 3
Umm Al Quwain 1
Ras Al Khaima 3 (4)
Fujairah 2
Local Strategic Partner
• Identify your Objectives
• Do you research
• Test Performance
• Planning to Exit
Jollibee • #1 brand in the Philippines
• Burgers, Fried Chicken, Spaghetti
• Started in 1975
• 2,301 Stores in the Philippines
• 612 Stores Internationally
• 330 to open in 2015 -2016
5. How can I help? • Research & Strategy
• Understand the Culture
• Capitalise on our Contacts Network (+3,000 570 Decision Makers)
• Capitalise on our Market Know-How
• Act as a strategic Partner
• Shorten your sales cycle and accelerate your market entry
6. The Mirror
• Your Finances
• Your Leadership
• Your Team
• Your Product or Services
• Your Seriousness
Q & A
If you need anything, contact me:
• Hisham Al Gurg
• Email: [email protected]
• Office: +971(4) 325-2444 (Assistant Miss Agnes)