Exporting to the Middle East

Phil WittsGlobal Sales Manager

GLT Exports Ltd

My experience

• Director of fire alarm manufacturing businesses for over 15 years

• Exporting to global markets• Lived in Bahrain and Dubai in 2010/2011• GLT – Exporting for 28 years• £6m + into Middle East per year

All that glitters…

• Exporting to the Middle East is not easy, however if you invest your time wisely and find the right partner it can be very lucrative

• How do I find the right partner ? Industry specific exhibition – £ help available Referral Website Check out prospective partner using embassy

Spend time in the country

• Make the effort to spend some time with potential customers- if it feels wrong it probably is

• Look them in the eye• Research local regulations – Civil Defence• At least learn “Salaam Alaikum” and “Shukran”• Try to understand that things are done

differently and don’t get frustrated

Be careful

• Never ever, ever give exclusive supply contracts

• Respect local rules and laws • Do not give credit terms initially – pro forma

invoices or letters of credit• Agree one currency and fix the prices based

on today’s exchange rate

Summary

• With a little care exporting to the ME can add a different dimension to your business and once set up, provide a valuable revenue stream

• Don’t be ‘put off’ by the initial investment of time

• 15 minutes isn’t very long to cover this subject ! I’m happy to help where I can.