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060307 uae-saudi-peter-lloyd


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  • 1. 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
  • 2. 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?
  • 3. Global reach
  • 4. 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
  • 5. 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
  • 6. 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
  • 7. 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
  • 8. Thank you for your attention