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

2. 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

3. 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

4. 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

5. 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

6. 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.