You will need in depth knowledge of the market and your rivals, so that you can find an adequate partner who will register your company and your products with the relevant ministries.

The Middle East markets, and mainly the Gulf markets, are very open and competitive. The competitors found there don't necessarily sell in Europe and come from the United States, South Africa, Australia and India¿

Only a few Middle Eastern countries allow the import of products containing pork or alcohol, via clearly identified importers who have been granted special permits. This applies to the United Arab Emirates, Qatar, Bahrain and Oman, for example. Pork and alcohol are strictly forbidden in Saudi Arabia.

The best way to set up in Saudi Arabia is to choose a partner who will be able to defend your products and your company. Take your time over choosing him, as he will be the key that opens the door to your Saudi market.

Middle Eastern consumers are growing more and more sensitive and like to see products presented in Arabic. Translation can be a plus point. Be careful with your translation however, and remember that Middle Eastern Arabic is different to Arabic spoke in the Maghreb region.

In the Middle East, a minimum of 2 to 3 years of investment with your partner is required as well as an average of 3 to 4 visits per year to set up and start developing your market. It is essential to accompany your partner in selling and distributing your products. You should return to the Middle East urgently to see what is going on and clearly define the joint objectives of your development in the country.

No matter what the products are, importer¿distributors are increasingly asking for marketing support from their suppliers. Publicity, marketing tools and promotional operations etc. all enter into the negotiations when setting up the terms of the marketing agreement between you and your partner. Your competitors offer a complete package: a marketing agreement with sales objectives accompanied by marketing supports, such as suitable marketing brochures that have been especially adapted for the country and the consumers, promotional offers with free products¿

Start by approaching the market and assessing whether your company really does have a market. If the answer is yes, define which market it is and more importantly, how you could become integrated into it. This move is fundamentally important, since competition is very brisk. You could call on the network of Consulates, take part in a professional trade fair, and turn to ALWEN INTERNATIONAL, which offers a range of services suitably adapted to each company's requirements.

The only solution is to rewrite the document and have it authenticated. Dispensations do exist, via your business representatives' network but they are very few and far between. Before each dispatch, make sure you have confirmation from your partner as to which documents are needed and which must be authenticated.

You should allow 1 to 2 years to obtain a registration access card and be able to export. Your partner, chosen with great care, is once again one of the keys to success.

It's a conceivable solution if your representative has the human and structural means to achieve his ambitions, such as showrooms throughout the whole of the Gulf and enough personnel etc. This is very rare. You would be better advised to work with one company in each market. This will give you a guarantee of efficiency.

Trade fairs in Saudi Arabia allow you to work exclusively on the Saudi market. Shows in Dubai and even ABU DHABI attract professionals from all over the region.

Buyers from the Middle East do not pay without a reason. You should find out if the product you sold was damaged during transportation, if your client received what he ordered, if he has financial problems etc. You have the choice between turning to your export insurance or better still, finding an agreement on how to settle the invoice over a cup of tea or coffee.