What you don’t know about Middle East and North Africa Distributors!
Arab Health is coming soon, most companies will start having meetings with their existing distributors and new ones. There are some important characteristics about Arab distributors that being aware of would benefit you:
- Arabs are emotional people, so if you're looking to develop your business with them, good quality & reasonable prices are not enough,
You need to build a strong bond with them, by going to dinners with their families, invite them to visit your country, and take good care of them, but keep in mind Arabic cultural is not open as western, so don’t expect them to share any family photos or details with you.
- You have to be very clear from the beginning about your price strategy, and grant them your maximum possible discount price, since if you gave them a high price then a discount later on it would never end, giving you headaches from price bargaining.
- Arab distributors are not likely to take the first risk, so if you have any business before in the distributor's country mention it, even if it was not a successful story, it would encourage them to take a step forward and work with your product.
Hope this helps you with your business with Arab distributors.
Yours truly,
Yahya Aqel
CEO-AUMET