Exporting to the Middle East Phil Witts Global Sales Manager GLT Exports Ltd.
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Transcript of Exporting to the Middle East Phil Witts Global Sales Manager GLT Exports Ltd.
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.