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060307 uae-saudi-peter-lloyd
060307 uae-saudi-peter-lloyd
060307 uae-saudi-peter-lloyd
060307 uae-saudi-peter-lloyd
060307 uae-saudi-peter-lloyd
060307 uae-saudi-peter-lloyd
060307 uae-saudi-peter-lloyd
060307 uae-saudi-peter-lloyd
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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 <ul><li>R&D have dealt with many territories in our 25 year history and now supply to over 40 countries </li></ul><ul><li>Main focus – US, Europe and Middle East </li></ul><ul><li>Half of UK activity is now for export clients </li></ul><ul><li>Products are international – literature adapted to suit </li></ul><ul><li>Main M. E. markets – Saudi Arabia, UAE and Israel </li></ul><ul><li>Also supply other M.E. areas e.g. Iran, Lebanon </li></ul><ul><li>R&D have dealt with Middle East for many years </li></ul><ul><li>Initial opportunities came via networking and shows rather than via Chambers, embassies etc </li></ul>
  • 5. Saudi vs. UAE <ul><li>Traditionally, no tangible differences in culture between rest of Emirates and Saudi Arabia but … </li></ul><ul><li>… the securitypolitical dimension is widening the gap </li></ul><ul><li>“ Personal” nature of business culture – “face time” </li></ul><ul><li>Trust is a strong part of customer relationships </li></ul><ul><li>Long term relationships rather than quick wins </li></ul><ul><li>Reputation for integrity and service is important </li></ul><ul><li>Businessindustry in clusters in both countries </li></ul><ul><li>Dubai – a special case </li></ul><ul><li>Export documentation – accept reality, deal with it </li></ul>
  • 6. The Israeli question <ul><li>Saudi Arabia and UAE are #2 and #3 markets for us in the Middle East. Israel is the largest. </li></ul><ul><li>How do you do business with Israel and the others? </li></ul><ul><li>Keep it separate. Have 2 passports etc </li></ul><ul><li>Don’t stay away from Saudi/UAE because you deal with Israel or vice versa </li></ul><ul><li>If US-owned, play up UK angle in Saudi/UAE </li></ul>
  • 7. Why did we look for agents as recently as 2004? <ul><li>We wanted to increase our customer base </li></ul><ul><li>More time “on the ground” could do the trick? </li></ul><ul><li>Having agents doesn’t mean you don’t need to go </li></ul><ul><li>Principals still must visit to meet decision makers </li></ul><ul><li>“ Old boys tours” will give limit results </li></ul><ul><li>Trust is very important when choosing agents </li></ul><ul><li>Be prepared for a long courtship </li></ul><ul><li>Use someone who is well respected in your markets </li></ul><ul><li>Our deal didn’t work but we are still looking at others </li></ul>
  • 8. Thank you for your attention

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