UAE

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UAE
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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.
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TERRY WILSON HEAD OF PROJECTSFINDEL EDUCATION
LTDSELLING ENGINEERING TEACHING PRODUCTS SINCE
1975, AND TO THE MIDDLE EAST SINCE 1982CONTENT
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

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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?

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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?

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DO YOU REALLY WANT OR NEED TO OPEN AN OFFICE IN
COUNTRY?

• LIAISON OFFICE VERY LIMITED IN ITS 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?

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WILL I NEED AN AGENT?

• 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?

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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.

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THANK YOU