how to develop the middle east market jeff ambjorn regional director, middle east & africa dubai...
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How to Develop the Middle East Market
Jeff Ambjorn Regional Director, Middle East & AfricaDubai Office HKTDC
Review of TDC Dubai Office
Consultant Office Since Late 70s Upgraded to Full Regional office in
May 2000Oversees 14 Markets Including UAE,
Saudi Arabia, Egypt, Bahrain, Kuwait, Lebanon, Oman, Qatar, Jordan, Syria, Iran, Yemen, Iraq and Libya
Overview on the Middle East Market Population
Country Million
Egypt 75.5Iran 68.5Iraq 27Saudi Arabia 24Syria 19Yemen 18Libya 6Jordan 6UAE 4.5Lebanon 3.9Kuwait 3.2Oman 2.6Qatar 1Bahrain 0.8
Overview on the Middle East Market Population
Population in ME
0.8 1 2.6 3.2 3.9 4.5 5.9 6
18 1923.9
27.1
68.675.4
0
10
20
30
40
50
60
70
80
Million
Overview on the Middle East Market GDP Growth Rate 2007
Country %
Kuwait 9UAE 8.9Qatar 8Bahrain 7Egypt 6.8Jordan 6.6Iran 5.7Oman 4.5Saudi Arabia 4.2Syria 3.6
Overview on the Middle East Market GDP Growth Rate
1.7
-2
0.5
-2.2
4.2
10.5
8.27.4
2.5 2.98
4.93.2
1
5.9
2.53.7
7.26.2
5.6
-4
-2
0
2
4
6
8
10
12
1985 1988 1990 1993 1995 1997 2000 2002 2005 2007 2008
Overview on the Middle East Market Economic Trends
Free Flow of CapitalsFree Market EnterpriseEconomic Diversification Structure Reforms in Many
countries Accumulated Oil Wealth in the Gulf
States
Overview on the Middle East Market Liberalizations of Trend Regimes
Participation into the WTO8 countries existing WTO Members3 Countries Negotiating for Membership
Intra-regional Free Trade Agreemente.g. GCC
Inter-regional Free Trade Agreement
e.g. US Jordan FTA
Overview on the Middle East Market Major Issue
High Oil PriceHigh Inflation RatesRising Business Cost
High Rents
Hong Kong’s Major Middle East Market Total Export
2007(US$ mil)
% Change 2006/2007
UAE 2591 +26
Saudi Arabia 408 +11.6
Jordan 215 -4.8
Iran 83 -1.9
Kuwait 58 +3.8
Bahrain 56 +32.7
Syria 25 +42.2
Total (Including other ME countries
5049 +17.5
Hong Kong’s Trade With the Middle East Total Export
2006 2007 2008 (up to March)
Value (US$ million)
Growth (%)2005-2006
Value (US$ million)
Growth (%)2006- 2007
Value (US$ million)
Growth (%)2007- 2008
Total Export
4,297 + 13.4 5,049 + 17.5 1,291 + 14.7
Domestic Exports
117 + 26.5 108 - 7.2 28 + 4.2
Re-exports
4,180 + 13.0 4,940 + 18.2 1,263 + 14.9
Imports 4,132 + 9.3 4,198 + 1.6 1,249 + 11.2
Total Trade
8,429 + 11.3 9,247 + 9.7 2,540 + 12.9
Priority Markets
United Arab Emirates Saudi Arabia Qatar Kuwait Jordan
Prospective Markets with High Population
Egypt (80 Millions) Iran (70 Millions)
United Arab Emirates
HK’s Largest Business Partner in the Region
Highly Competitive Market
The Region’s Re-export Centre
Advance Banking System
Free Flow of Capital
Saudi Arabia
Largest Oil Exporting Country
Availability of Capital, convertibility of the Saudi Riyal to hard Currencies
Protection of Trade Marks Absence of Controls on
Capital Movement Advance Banking System Liberal Tax System
Qatar
Has the 3rd Largest Reserves of Natural Gas in the World
Highest GDP in the World $ 30,000
Multi-billion Dollar Projects in the Coming Years
Kuwait
The only GCC country with Flexible Foreign Exchange Regime
Islamic Banking Claims 25% of Total Bank Assets
Advice
Taking Middle East as a Heterogeneous Market
Higher-end and Branded Products for High Income Countries
Small Size Orders (Except Big Markets Like UAE and Saudi Arabia)
Market Should be Constantly Reviewed for Products and Changes
Attractive Packaging of the Goods
Practical Tips
Language with Different Background
Contacts with ME Importer Should be Direct and Regular
Flexible Payment Terms
Friendly Business Atmosphere
Develop Personal Relationships for Successful Business
Patience is the Key Word to Do Business in the Middle East
Meetings with Officials Will Not Be Settled Until You Are Physically in the Country
It Is Not Uncommon To Have A Meeting Cancelled Once You Arrive
You Should Arrive at Meetings on Time, Although it is Common to Keep Foreigners Waiting
Business Meetings Start After Prolonged Inquires About Health, Families, Etc.
Meetings Are Generally Not Private Until a Relationship of Trust Has Been Developed
Recent Promotional Activities of TDC in the Middle East
Service Mission to Kuwait, Riyadh, Dubai and Abu Dhabi Led by HKSAR Chief Executive
ICT Mission To Riyadh, Bahrain and Dubai
Health Care Exploratory Mission
HKMA Road Show in Dubai and Amman
Help from TDC
Trade Fairs and Study Missions
hktdc.com to Get Latest Market Information and Trade Contacts
Customized Business Matching Service “PremierConnect”
Hong Kong Fairs
Seminars/ Advisory Services
Thank you!
See you in the Middle East