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060307 uae-saudi-peter-lloyd
 

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    060307 uae-saudi-peter-lloyd 060307 uae-saudi-peter-lloyd Presentation Transcript

    • UAE & Saudi Arabia – A Wealth of Opportunities Workshop 6: Case Study - UAE & Saudi Arabia Similarities and Differences Peter Lloyd – Marketing Manager R&D Tool and Engineering Ltd 6 March 2007
    • R&D supply expert technical solutions to the global plastics industry.   Established 1976. HQ – Missouri, USA. 2006 turnover $40M. 300 employees. One of the world’s leading tooling suppliers for the PET packaging sector, the Group also has injection moulding and rapid prototyping divisions. Markets: food and beverages, cosmetics, household and personal care. Facilities in UK, USA and Slovakia supported by global sales agency network. Who are R&D?
    • Global reach
    • Export experience
      • R&D have dealt with many territories in our 25 year history and now supply to over 40 countries
      • Main focus – US, Europe and Middle East
      • Half of UK activity is now for export clients
      • Products are international – literature adapted to suit
      • Main M. E. markets – Saudi Arabia, UAE and Israel
      • Also supply other M.E. areas e.g. Iran, Lebanon
      • R&D have dealt with Middle East for many years
      • Initial opportunities came via networking and shows rather than via Chambers, embassies etc
    • Saudi vs. UAE
      • Traditionally, no tangible differences in culture between rest of Emirates and Saudi Arabia but …
      • … the securitypolitical dimension is widening the gap
      • “ Personal” nature of business culture – “face time”
      • Trust is a strong part of customer relationships
      • Long term relationships rather than quick wins
      • Reputation for integrity and service is important
      • Businessindustry in clusters in both countries
      • Dubai – a special case
      • Export documentation – accept reality, deal with it
    • The Israeli question
      • Saudi Arabia and UAE are #2 and #3 markets for us in the Middle East. Israel is the largest.
      • How do you do business with Israel and the others?
      • Keep it separate. Have 2 passports etc
      • Don’t stay away from Saudi/UAE because you deal with Israel or vice versa
      • If US-owned, play up UK angle in Saudi/UAE
    • Why did we look for agents as recently as 2004?
      • We wanted to increase our customer base
      • More time “on the ground” could do the trick?
      • Having agents doesn’t mean you don’t need to go
      • Principals still must visit to meet decision makers
      • “ Old boys tours” will give limit results
      • Trust is very important when choosing agents
      • Be prepared for a long courtship
      • Use someone who is well respected in your markets
      • Our deal didn’t work but we are still looking at others
    • Thank you for your attention