Business Forum: Doing Business in Saudi Arabia - Stewart

2nd Annual U.S. Saudi Business Forum Atlanta, GAFred L.E. StewartVSD LLCDirector, International Business Development

• VSD is a maritime training and consulting firm  We build maritime simulators  We are a U.S. Government Contractor  We were deliberate in our approach to foreign markets• Solutions by Design  Custom analysis, software, product integration, and implementation• Experienced Maritime Workforce  Operators, Trainers, Logisticians

• VSD first attended a U.S.S.A.B.C. sponsored trade mission in November 2008• Prior, we chose to focus on understanding the culture  We invited Saudi PhD candidates  Committed to learning Arabic  Developed a 3 year Strategic Plan  Joined the U.S.S.A.B.C.  Focused on developing relationships  Sought to understand the geo-political environment

• Trade Mission meetings were set up by U.S.S.A.B.C. based on our portfolio  Riyadh  Dammam / Al Khobar• Day and night meetings• Post Trade Mission trip planned ahead to demonstrate commitment to the market  Follow-on trips were always planned prior to embarking on a trip

• Once back in the U.S. we followed up with mixed results  Emails  Phone calls• Shifted working hours  Sat / Wed  02:00am

• Our next trip:  10 days long  18 events  2 per day• Trips January, March, April, November 2009• Trips Jan – June 2010, Sept – Nov 2010• Trips Jan, Apr – May 2011, Sept – Oct 2011

• Results:  2 completed contracts in our core competencies  1 eminent signing (could be a game changer)• VSD chose to apply for Commercial Registration in KSA establishing VSD Global• Opened branch of VSDG in U.A.E.• Acquired U.K. company (DTM Global)• Grew from 40+ to 100+

Lessons Learned Translation services Market Intelligence Affiliation with U.S.S.A.B.C. Assistance from VEDP Gender Management Don’t be too eager to sign Marketing in English Business Cards in Arabic Dept. of Commerce – Gold Key Export Trade Compliance American Business Group

What is our future outlook?• We are bringing new partners to KSA• We have a roll-out plan• We are leveraging our work in other GCC nations Final Comments RELATIONSHIPS… YOUR BRAND… DUE DILLIGIENCE…

Subsidiaries: DTM Global, U.K. VSD Global, KSA VSD Global, U.A.E. Proven Publications, U.S.Satellite Offices: Offices:Atlanta, GA Morgan City, LAAustin, TX Norfolk, VARichmond, VA Orlando, FLNew Orleans, LA Washington, DCPrinceton, WVSt. Petersburg, FL

QUESTIONSFred L.E. StewartVSD LLCDirector, International Business Developmentfstewart@vsdonline.com+1.757.287.9944

Business Forum: Doing Business in Saudi Arabia - Stewart

by Patrick Ryan on Dec 23, 2011

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