Those include but are not limited to unclear tenders, challenges with in-country value, as well as slow or non-payment issues. Government procurement also places heavy emphasis on selection of the low bidder and bidders with a presence in the UAE market, as long as the lowest price bidder is compliant with all technical and vending specifications.Īs mentioned in previous sections, companies continue to report an increasing number of business disputes. firms selling to traders, the dominant business model in the UAE, there is no substitute for being price competitive, and even more so since COVID-19 and the recent fall in oil prices. firms should seek a local sponsor, agent, or partner with sufficient access and influence in relevant business circles.įor U.S. companies should consider establishing a presence in the UAE or appointing a trained service agent.
For many products, providing after-sales maintenance services is essential, and in such cases U.S. However, American companies face tough competition from European and Asian companies in the UAE that generally have a larger presence in the region and offer lower prices. products and services have an excellent reputation for advanced technology, quality, and durability. Face-to-face contact and participating in local trade events is essential. firms are advised to invest time in the market with a local presence or, at the very least, frequently make contacts and visits. Because the personal relationships emblematic of the UAE business environment take time to nurture, U.S. The UAE business style emphasizes personal relationships and integrity, though there continues to be growing emphasis on quality, after-sales service, maintenance requirements, and cost. The use of Arabic in packaging and advertising is both desirable and effective (and sometimes mandatory) in marketing consumer goods. English is widely spoken but sensitivity to local traditions and Islamic beliefs remains essential. However, the COVID-19 pandemic brought changes to the prevailing selling practices and increased the number of emerging channels for sales and distribution such as online retail, delivery services, and take-away services.Ĭulturally, the UAE is relatively less conservative than some other Gulf States.
The UAE still serves those traditional markets along with those of North, South, West, and Central Africa, and the rest of the Middle East. Companies Currently ExportingĮven with increasing social media, direct marketing, and online shopping, the commercial tradition of the UAE is that of the middleman or trader acting as a conduit for goods from large manufacturers to consumers largely in South Asia, the Gulf, and East Africa. Foreign Direct Investment Attraction Events.Facing a Foreign Trade AD/CVD or Safeguard Investigation?.
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