For a lot of products working with a local sales agent or with a dedicated sales representative can be a good solution.
Especially if you have a customized product or service, or you want to work with a number of resellers in the country, an agent can be the one connecting these parties to your organization abroad.
Agents can be individuals, but I often recommend to work with established companies who already have a good network and where you are not dependent on just one person.
Qatar, a small country in the Middle East, has a population of about 2.8 million as of 2023. It is known for its wealth from natural gas and oil reserves, as well as its modern capital, Doha.
With one of the highest GDPs per capita in the world at around $64,000 USD in 2023, Qatar’s economy is heavily dependent on the oil and gas industry. The country is diversifying its economy through investments in areas like finance, education, and sports.
The UAE, particularly Dubai and Abu Dhabi, has become a global tourism hub. Dubai is renowned for its luxury shopping, ultramodern architecture, and a lively nightlife scene. The city is home to landmarks such as the Burj Khalifa, the Palm Islands, and the Dubai Mall.
The real estate sector, particularly in Dubai and Abu Dhabi, has seen significant growth, with the construction of skyscrapers, luxury residential areas, and commercial properties. This sector has attracted investors from all around the world.
The UAE is a major trading hub. Its strategic location between Asia, Europe, and Africa makes it an important logistics center. The ports of Dubai and Abu Dhabi are among the busiest in the world.
The best preparation for doing business in any country is visiting it. This way you can experience the culture, check the shops and build your network.
With Trip.com you can compare flights and also book your hotel.
Hotellook compares different hotel sites so you always have the best rate.
Localrent connects you to national rental car providers per country.
If you don’t want to work with agents, you can always set up a local office yourself or try to sell your product from abroad. This all depends on the product or service and the ease to reach the right buyers. Be careful with the contracts that you close with agents. In many countries their status is well protected and you can’t take their recurring income easily away from them.
I always put a lot of emphasis on drafting a good distributor pitch. Even if you already have great sales materials for your end-users, this often does not make clear what the benefits are for a potential agent, distributor or retailer to work with you.
When you approach potential sales channels with your standard documentation, chances are high that they are holding of. If you make it crystal clear what are the benefits for them, like in the example presentation, you will get a much higher response rate.
Please note that it helps to put concrete data in your presentation. You may think it is sensitive, but just know the secret is in how you achieve the rotation or the low returns level, not in the data itself. So share it here, in order to get the right attention.
