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GDP = $2.7 trillion ⟹ 16% of US GDP ⟹ 55% of Japanese GDP Natural resources: ⟹ 55.8% of the world’s proven oil reserves ⟹ 27.3% of the global reserves of natural gas 22 Arab countries Arab Region ⟹ 13.3 million km² = 9.6% of the total world area Population ⟹ 370 million people = 5.2% of the world’s population Labour force ⟹ 130 million workers (Arab Monetary Fund,2013) 3

France 2013 Germany 2014 Luxembourg 2014 UK 2013 Belgium 2014 Total Exchanges with Arab Countries (billions €) 54,4449,80,2349,318,8 Population (millions)66810,5263,511,2 Exchanges per capita824,84 €614,8 € 442,0€776,40 €1786,65 € Key partners

Variation (%) 2013/ Country +10, , , ,01. United Arab Emirates -7, , , ,92. Saudi Arabia -7, , , ,53. Egypt +8, , , ,74. Algeria +2, , , ,15. Morocco +0, , , ,86. Lebanon -11, , , ,57. Tunisia +65, , , ,28. Jordan -3, , , ,89. Iraq +31, , , ,810. Qatar -51, , , ,511. Yemen -23, , , ,612. Libya -9, , , ,613. Kuwait -22, , , ,614. Sultanate of Oman -20, , , ,415. Mauritania +12, , , ,016. Bahrain -16, , , ,417. Sudan -16, , , ,118. Syria +17, , , ,419. Djibouti +156,65.699,82.221,14.109,420. Palestine -9,92.449,12.718,44.835,521. Comoros -8,61.000,31.094,93.003,922. Somalia +0, , , ,7TOTAL Ranking of Arab countries according to their imports from Belgium between 2012 and 2014 Unit: 1000 €

Variation (%) 2013/ Country -0, , , ,31. United Arab Emirates -0, , , ,52. Algeria -1, , , ,33. Saudi Arabia -25, , , ,04. Qatar -20, , , ,75. Morocco -4, , , ,96. Tunisia -21, , , ,57. Egypt -25, , , ,08. Kuwait -54, , , ,69. Bahrain -29, , , ,310. Sultanate of Oman -37, , , ,011. Lebanon +20, , , ,612. Jordan -74, , , ,813. Libya ,75.962,1347,1348,214. Iraq -20,94.086,55.166,37.338,615. Palestine +6,13.715,93.502,65.459,416. Sudan -95,52.367, , ,717. Yemen -48,92.015,53.940,78.089,418. Syria +135,01.808,9769, ,019. Mauritania +62,2358,0220,731,020. Djibouti -80,915,078,60,021. Comoros -63,90,10,40,322. Somalia -9, , , ,1TOTAL Ranking of Arab countries according to their exports to Belgium between 2012 and 2014 Unit: 1000 €

National DayDecember 2, 1971 CapitalAbu Dhabi PresidentH.H. Sheikh Khalifa bin Zayed Al Nahyan Vice-PresidentH.H. Sheikh Mohammed bin Rashid Al Maktoum EmiratesAbu Dhabi, Dubai, Ajman, Fujairah, Ras al Khaimah, Sharjah, and Umm al Qaiwain LanguagesArabic – official language English – widely spoken Working daysSunday – Thursday ReligionIslam CurrencyUnited Arab Emirates Dirham (AED) 7

1900 Population: 25,000 Nationalities: Local Arabs Business activities: pearl diving, herding 1950 Population: 50,000 Nationalities: Local Arabs, Western Asians Business activities: trading, fishing, sea faring 1980 Population: 1.04 million Nationalities: Arabs, Asians, few Westerners Business activities: trading, services, manufacturing, oil production 2015 Population: 9.4 million Nationalities: +200 nationalities Business activities: diversified economy The UAE has come a long way in a short period of time 8

UAE Oil reliant economy BUT entering a new phase of diversification for a post-oil era Burgeoning financial, real estate, and tourism sectors Development of new technologies (e.g. renewable energies) Low Tax Burden 80% of the population = non-locals Successful policies to attract foreign investors (e.g. free zones) Business Environment… Tremendous economic growth in recent decades One of the largest construction markets Very fertile and attractive consumer market

Business Environment… Prospects remain good, environmentally and financially, for the years to come High demand for projects and for skilled personnel will continue for the forseable future

How important are intercultural relations in Business?

What is Culture? Culture Religion Language Working schedules Clothes and dressing Manners Celebrations Food Values

Business Culture in the UAE

 The UAE consists of seven separate Emirates which are all slightly different in feel and approach  Each of these Emirates has its own identity and individual characteristics HOWEVER, THEY SHARE A CERTAIN NUMBER OF COMMON FEATURES

Religion Common religion: Islam ⟹ permeates all level of society Provides guidance, values and rules in personal life, community relations and ways of doing business Prayers five times a day ⟹ meetings should be fitted around those times Friday ⟹ congregational worship during midday prayer ⟹ must be performed in the mosque weekend = Friday – Saturday Saturday – Sunday Ramadan ⟹ working hours shortened ⟹ availability of employees and potential clients is reduced Keep this in mind when planning a business trip!

Greetings  Handshakes ⟹ can last a long time ⟹ wait for the other to withdraw their hand first  Hand on heart when greeting someone ⟹ shows respect  Direct eye contact ⟹ trust not with women  Assalamu alaykum ⟹ peace be with you  Wa alaykum salam ⟹ and peace be with you LINGUISTIC INTELLIGENCE: shows a genuine interest in bridging language barriers

Entering the UAE market  Slow and gradual process  Engagement / dedication ⟹ continuous proof of interest and support  Business is between people not companies ⟹ Relationship building ⟹ Small talk, enquiring about person’s health, family, etc.  Local contacts / Network  Doing favors⟹ common ⟹ never forgotten ⟹ always reciprocated

Entering the UAE market  Trust  Value on someone’s word ⟹ greater than written agreements  Keep your promises!  Be patient  Local companies are family-oriented  Top-down organizations ⟹ get top management involved  Negotiations are kind of a game ⟹ high pressure tactics

Tips Meetings should not be made far in advance ⟹ confirm it verbally a few days before Meetings can be unpredictable, don’t stick to the agenda Meet face to face Don’t mail but call and chat (Skype, Viber, Whatsapp, etc.) Have one side of your business card translated into arabic Prepare a plan and manage your project Translate your documents into arabic ⟹ favour hard copy >< soft copy Proper follow-up after meeting Respect authority and elders ⟹ use appropriate titles Focus on quality ⟹ don’t try to beat prices Entering the UAE market

Tips for advertising Entering the UAE market  Compliance with cultural norms and values  Use of Arabic, English ⟹ French  Read from left to right  Interact with your potential customers in a fresh way = add Instagram into your Marketing Strategy

High context culture  Cooperative >< competitive  Work ethic ⟹ relationship oriented  Work style ⟹ team oriented >< individualistic  Relationships ⟹ tighter, long-term  Communication style ⟹ non- verbal over verbal ⟹ body language  Deep respect for the past and for traditions

Time perception Polychronic time  Can do multiple things at the same time  Tend to manage interruptions well  Plans can change easily >< fixed  Work time and personal time ⟹ mixed  Schedules cannot negatively impact on the quality of your relationships  Punctuality, not really observed  Punctuality, responsiveness, and commitment are expected from you  if you are running late do not panic as polite excuses will be accepted

What can the Arab-Belgian- Luxembourg Chamber of Commerce do for you?

Member of the General Union of Chambers of Commerce, Industry and Agriculture of Arab Countries since 1978 More than 35 years of Business Synergy Independent and Self supporting Organization Strongly supported by the Arab Diplomatic Corps in Brussels Essential role in the reinforcement of economic relations between Arab countries, Belgium, and Luxembourg Around 200 members Wide network of contacts: database of approximately 2000 non-members The ABLCC in a few words… 24

Legalization of Commercial Documents Visa Service and registration of Documents for Saudi Arabia Translation Service Facilitation of Business Cooperation Settlement of commercial disputes Our services 25

Our Major Events: Diplomatic days Economic Missions Lunch conferences Arab-Belgian Economic Seminar Arab-Belgian-Luxembourg Economic Forum Hosting of Arab Delegations ABLCC Events - Networking Our Regular Events: Business breakfasts Roundtables Seminar and conferences Business workshops B2B meetings 26

 Newsletter in English and Arabic  Publication of the 11th edition of the Chamber’s Business Directory.  Website of the Chamber:  Publications of studies about the Belgian economy Publications and Communication 27

Thank you ! شكرا جزيلا 28