How to Sell at the Arab Health Show in Dubai
U.S. exporters in the healthcare and medical device sectors typically sell more than $300 million worth of products at this annual show, which attracts buyers from the Gulf region, the Middle East and Africa. This video takes you to the exotic emirate of Dubai for an inside look at how to leverage the show to sell to a broad array of buyers under one roof and in the plush, secure oasis of this commercial center of the United Arab Emirates. Get your blood pressure up with success stories of small and midsize U.S. companies and the valuable help provided by U.S. and state government export promotion services.
Transcript of this video –
0:04 or
0:07 I’ll
0:12 welcome to the ever interview by in the United Arab Emirates
0:16 here we are today at the Arab help show the second largest if its kind in the
0:21 entire world
0:22 and down there are thousands physicians and nurses and buyers have medical
0:28 equipment if you get sick
0:29 this would be a great place to do it today now there are also two hundred
0:34 US companies in the US pavilion they’re here because it’s a great place to sell
0:39 their goods and services
0:41 and we’re gonna give you some reasons why
0:49 PDP here’s an excerpt: 4 percent a year double that of the US from home
0:54 triple that of europe it’s a very wealthy region
0:58 healthcare is a major concern next to energy I believe it’s a large
1:02 expenditure in the Middle East
1:04 pick someone to visit the show to understand the dynamic cover
1:07 once they’re here they realize it’s a real buzz
1:17 right now our company enjoys by eighty-five percent for total revenues
1:20 from exports
1:21 over total revenues for the company more than 25 percent come from the Middle
1:25 Eastern markets
1:26 less than 1 percent sure about that right of
1:29 the day the presses that we do in the Middle East
1:36 so far it’s pic good a
1:39 I show is flat-out big cup everything
1:43 you can imagine this year I i don’t know if I’ve
1:46 seen this many people other than I like a new york city some way
1:51 red cell lotta lotta people and
1:54 from every every country in the world doing every product possible
1:59 affiliated with with no there
2:09 have come to this year because and 2 beds some companies
2:13 to discipline them results and i wanna level companies why US product and not
2:18 Turkish or Chinese or Japanese are all of the others at least the pro-growth
2:23 we know they deem at a level and it can last long
2:27 mostUS companies make them
2:30 good quality I’m because you do not want
2:34 who does that work
2:45 why do you think US companies are so timid
2:48 when it comes to traveling overseas for a min particularly in this area all
2:52 because taking cab the news DC like you know
2:56 CNN up I we focused on the bad in the bloody thing
3:00 just like people here think that it’s very dangerous in america at that’s all
3:04 they see it
3:05 the higher like the school shooting they think it’s very dangerous America
3:09 about it’s a myth and that chin because them
3:12 they don’t ever show children grandmothers walking around a show the
3:16 blood
3:16 here is another buyer looking for US suppliers
3:21 my name is yeah I mean I work with how the company is called him too many
3:26 canvases
3:27 Company Limited one of the largest company in Saudi Arabia Americans both
3:32 will mister alarming make a big purchase
3:35 let’s check back with him later ok
3:38 next reason to attend an international trade show number two
3:42 help meeting buyers with money
3:52 or
3:55I’ll
3:55I’ll
4:05 my name is Yousef Ahmadi I am the commercial
4:08 specialist from the Commission service office intimacy of
4:12 Affairs VA the US and kuwait
4:15 and we here in upheld 2013
4:19 heading a delegation up to the company’s simple way to the other companies
4:22 it has been an exciting couple day so far
4:26 there’s a plenty of opportunities for it was success stories
4:30 big market in kuwait for health care and other things
4:34 well it is a couple years back the government kuwait
4:37 initiated the so called the National Development Plan a 104 billion dollar
4:42 plan to upgrade several infrastructures including
4:46 the health care and about three billion dollars will be spent
4:50 the coming years to upgrade the health care sector
4:54 including building several general hospitals so we’re really looking
4:58 forward to
4:59 to introduce kuwait to the participating companies here
5:02 and the looking forward to really you know it’s like somebody else
5:06 a success stories
5:20 and helping a UI companies matchmaker with egyptian
5:23 companies we have it vindication of their
5:27 29 companies present in that I’ve had
5:30 and would be with a meeting US come there is a lot of them and
5:35 pullback you I companies to enter into the Egyptian market
5:39 as we go not have hi Pak
5:42 and OPEC production of medical devices you we depend mainly on
5:47 inflicted by and US got that
5:51 I’m payments but that with quality and they have a high to be patient education
5:55 like you think there’ll be some deals before the end well
5:58 Goodwin being I like the him
6:14 my advice is come to craters like this to really start learning about the
6:17 market
6:18 learnng about the customers meeting potential partners who can help
6:22 so this is where after my meetings there with potential
6:25 distributors and partners really help especially small companies
6:29 go from nothing to actually be effective
6:32 selling them and thus far the world you have to really find partners who can
6:36 help
6:36 you market cell to a
6:40 this are to the world as you not the resources doing us up
6:43 so after I don’t do we have a hundred distributors around the world
6:47 are our marketing partners
7:01 it’s very important that the meet the distributor so we have in the region
7:05 find new distributors I was told once
7:08 several years ago by percent of saudi arabia that they
7:11 they don’t like doing business with companies unless they get to see them
7:14 first-hand get to see face to face without having to face to face contact
7:18 with her
7:19 feel better and future distributors I’ll
7:23 we can’t do business here so I it’s its incredibly important
7:26 be here see international trade shows
7:29 by Karen health for a great way to meet crowds have qualified buyers
7:34 under one roof but sitting in a booth watching the world go by
7:38 may not generate many sales behind-the-scenes
7:42 the most successful US companies per getting help
7:45 or
7:58 I’ll
8:01 well
8:08 you met you see
8:10 and runny who bring buyer delegations from their countries
8:14 but there’s even more help available yes and it’s not just the commercial
8:20 officers like myself who work in Abu Dhabi or Dubai roles where
8:24 in this market the United Arab Emirates but in many places
8:27 business is often the highest priority up the entire diplomatic mission
8:33 here by ambassador drill publicly say probably what today
8:37 his highest priority is business and mean
8:40 everybody in the embassy who can pitch and does fit SL
8:44 US businesses operating hours
8:51 good
8:54 US Ambassador Michael Corbin
8:56 still has high expectations for this year’s exhibition
8:59 building on last year’s success as you know
9:03 we this health care products and health care services
9:06 sell themselves to a certain extent because the United States has some of
9:10 the best
9:11 health care products in the world US commercial services
9:15 made this possible roadster with a weapon are that we’re on to a few months
9:19 ago and we’ve known about the show but it was that was the final
9:23 pic to come I
9:25 been quite know what to expect there’s lot of times
9:28 things of this nature have a a lot of smoke and mirrors in the buff things up
9:33 to make them look a lot better than they really are the
9:35 these people are really doing what they say they’re gonna do to be able to sit
9:38 down and meet where
9:40 the
9:41 embassy delegates here and learn about bill
9:44 region and get their honest feedback and it’s not all good
9:49 but it be able to wade through
9:52 months probably years the learning and testing the water in already have sold
9:58 it already
9:58 done it already have the background checks on the agents
10:03 distributors and to be able to do trust them
10:06 I use them as not only a liaison but as your advisor
10:11 fantastic they’re probably I don’t know how many state to hear five to 10 state
10:20 we all have our own contact Ricky Stenhouse
10:23 only hours partner with the commercial service I
10:27 because they have offices around the world and I’ll
10:31 of math are skilled you know very well
10:34 thought this show there are commercials ashworth
10:37 throughout the golfer here so we have a chance for us to meet with them
10:41 and car companies to meet with them I’d say it’s a great hand
10:45 on final help that we get from the Zacks for
10:49 from the commercial service in these markets
10:57 so the first thing is to understand the true don’t stand alone
11:01 mechanism so we spoke about earlier with US Commerce Department
11:05 their price for the BR will taper organizations such as this
11:09 provide phenomenal moms support a lot of which is free
11:13 are extremely are cost-sensitive I
11:16 treated with respect to you can really explain the activity
11:20 people before you show up on the backside transactions
11:23 poll for receivables were scored for the US export-import bank so we have less
11:28 than a five percent probability
11:30 having in ER funds lost due to or transaction using these mechanisms that
11:36 are
11:36 freely available to us of
11:42 our export express program will provide financing under half a million dollars
11:46 for companies to support their activities like attending a
11:50 the Arab health show for any other Export Development
11:53 of the mic little companies in New York for help
11:56 with any regard export expresses an excellent or good
12:00 one other things that the US Census Bureau the that’s vitally important is
12:05 provided
12:06 data to US companies to know if they can be competitive
12:09 so what we actually have been prepared for companies
12:12 is to let them know that their medical products or actually
12:16 comptitive and viable in this market orthopedic products
12:20 for example are we show them their particular market
12:24 worldwide and then we also near the just a Middle East countries
12:28 and they didn’t realize number one instance is provided that information
12:32 and then they didn’t realize that while our product is being exported here so
12:36 well already
12:37 this is a market we can truly be competitive review
12:41 there are three main reasons to attend international trade show
12:45 the shows are often located in high-growth markets
12:49 and attract buyers with money to spend help is available
12:54 before during and after the show
12:59 the US government and some state governments provide valuable assistance
13:02 to help you get the most
13:04 how did international trade shows for more information
13:08 visit export gonna we promise to tell you what happened to mister alarming
13:15 buyer from Saudi Arabia with their good news for an autoclave company that you
13:20 represent yes yes yes
13:22 we we just the both to to add a
13:26 will be civilization anything from PTC
13:29 me at New York incidentally a and
13:33 was about to be to meet you yes optimization
13:37 we thank you very much for and negotiating that thank you and I think
13:41 something new
13:42 thank US Commercial Service Prime Minister afraid that the only
13:46 a school find that I’d through the mid thank you very much for joining us
13:51 at the Arab whole show in Dubai in the United Arab Emirates we hope during the
13:56
next year you will decide to come to one of the shows
13:59 can receive the services the US Commercial Service
14:02 and sell your products at 100 trade shows
14:05 all over the world from Dubai I’m done barium US Commercial Service
14:09 thanks for joining us 0