Transcript TERRY WILSON – HEAD OF PROJECTS FINDEL EDUCATION LTD

UAE
Very short history lesson
The Federation (The Union)
The British announced in 1968 that they would be leaving the Gulf
region in 1971, and this would end their treaty relationship. The
seven Trucial Coast sheikhdoms, Bahrain and Qatar attempted to
form a union of Arab emirates, but were unable to agree on terms
of a union, which lead to the independence of Bahrain in August
and Qatar in September 1971. When the treaty expired on the 1st
of December 1971, six of the seven state (Abu Dhabi, Dubai,
Sharjah, Ajman, Fujairah and Umm Al Quwain) merged together
on the 2nd of December 1971 to form the United Arab Emirates
and elected Sheikh Zayed bin Sultan Al Nahyan as President and
Sheikh Rashid bin Said Al Maktoom as the Vice-President. Ras Al
Khaimah soon after joined the federation on the 11th February
1972.
TERRY WILSON – HEAD OF PROJECTS
FINDEL EDUCATION LTD
SELLING ENGINEERING TEACHING PRODUCTS
SINCE 1975, AND TO THE MIDDLE EAST SINCE 1982
CONTENT FOR TODAY
• SELLING SAND TO THE ARABS.
• DO YOU REALLY WANT OR NEED TO OPEN AN
OFFICE IN COUNTRY?
• WILL I NEED AN AGENT?
• CAN I BID WITHOUT AN AGENT ?
• SUMMARY
A LITTLE ARABIC IS USEFUL
• IN UAE THE MAJORITY OF YOUR CUSTOMERS
WILL SPEAK FLUENT ENGLISH
• IN SOME MINISTRIES THE MAN ON THE FRONT
DESK WILL PROBABLY SPEAK ENGLISH, BUT
MIGHT TRY YOU OUT.
• CAN YOU INTRODUCE YOURSELF AND YOUR
COMPANY IF YOU HAD TO?
SELLING SAND TO THE ARABS
• WAS THERE A NEED?
• COULD WE GO DIRECT TO THE END USER?
• HOW DO YOU ENSURE THE PRODUCT IS USED
CORRECTLY?
• HOW DO YOU KEEP REGULAR CONTACT?
• MAYBE WE SHOULD BE IN COUNTRY?
DO YOU REALLY WANT OR NEED TO OPEN AN
OFFICE IN COUNTRY?
• LIAISON OFFICE – VERY LIMITED IN IT’S
ACTIVITIES SUCH AS COMMUNICATION WITH
GOVERNMENT DEPARTMENTS. SUBMITTING
TENDER DOCS ETC.
• BRANCH OFFICE – FULLY-FLEDGED BUSINESS
TO PERFORM CONTRACTS AND OTHER
ACTIVITIES AGREED IN THE LICENCE.
• DOES YOUR PRODUCT NEED FACE TO FACE
SELLING?
WILL I NEED AN AGENT?
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IN MY EXPERIENCE 100% YES
DUE DILIGENCE AT ALL TIMES IS A MUST.
HOW TO FIND THE RIGHT AGENT
WILL THEY REGISTER THE AGREEMENT?
CAN WE GET OUT OF THE AGREEMENT ONCE
REGISTERED.
• WILL THE AGREEMENT COVER ALL EMIRATES?
SUMMARY
• DO VISIT THE END USER TO FIND OUT WHO
THEY PURCHASE FROM (USE THE COMMERCIAL
SECTION AT THE BRITISH EMBASSY)
• DO YOUR HOMEWORK ON THE COMPANIES WHO
ARE POTENTIAL AGENTS
• DO NOT SIGN AN AGENT AGREEMENT UNTIL
YOU ARE CERTAIN.
• USE YOUR SUCCESS IN ONE EMIRATE TO
GENERATE OPPORTUNITY IN ANOTHER.
THANK YOU