The mission offered a selected group of fast-growth SMEs unprecedented access to one of the world’s most dynamic markets. Over six days in September, the 11 delegates took advantage of a packed schedule that included briefing sessions on the UAE economic landscape and one-on-one meetings with carefully chosen contacts.
As well as the full support of the attending UK Santander team, the Trade Mission received assistance from UK Trade & Investment (UKTI)’s Overseas Market Introduction Service. The Santander team from the UAE local branch also provided valuable local expertise and introductions. In addition, Santander worked closely with their strategic ally the Abu Dhabi Commercial Bank (ADCB) on supporting the delegation. “The feedback has been hugely positive from everyone involved,” says Head of Breakthrough John Williams. “The aim of the Trade Mission was to provide delegates with everything they may need to assess the challenges associated with entry to the UAE market, and to decide whether or not overseas trade in the region is right for their business, or indeed the model they would like to adopt.”
“My trip began with afternoon tea with the British ambassador in Abu Dhabi and ended by drinking coffee with a sheikh.” Declan McGoff, Global Operations Director, McGoff & ByrneKey introductions Before the trip, meetings had been arranged for individual delegates with key buyers, importers, suppliers and wholesalers relevant to their business. The delegates were also tasked with enhancing their trip with meetings they had arranged themselves. In addition, delegates attended an initial briefing session and a networking reception hosted by UKTI. The latter featured an ‘economic backdrop’ session by ADCB and further networking events courtesy of ADCB, the British Business Group, and attendees from the Dubai Chamber of Commerce. Trade Mission delegate Declan McGoff, Global Operations Director at construction business McGoff & Byrne, was impressed by the range of contacts he met. “My trip began with afternoon tea with the British ambassador in Abu Dhabi and ended by drinking coffee with a sheikh,” he says. “In between, I had productive meetings with potential partners who opened up our vision of how we might operate in the UAE in the future. Going on this Trade Mission has reinforced for us how we want to do business internationally and having the right bank on board is key to that. It’s fabulous the way Santander has engaged with us.” Delegates, diversity and drive The group of delegates invited on the Trade Mission were a diverse mix, with business interests encompassing waste solutions, bath and fragrance items, security products, specialist fertilisers, media advertising, luxury pens, construction, vehicle livery, maternity-wear, child-development items and software for prisons and immigration centres. What united the group was that everyone had great potential for success in the UAE market. “Having such a broad range of delegates was a masterstroke,” says Declan. “It was a non-competitive environment, but we could also see the synergies in our businesses. Dinner each night was like a think-tank, as we shared ideas and contacts.” It’s exactly this spirit of cooperation and fresh perspectives that Santander aimed to achieve, as Head of Breakthrough John Williams explains. “Delegates benefit from meeting a range of businesses and experts to share their experiences and gain valuable guidance on how to access the UAE market,” he says. Huge potential for growth Abu Dhabi and Dubai were chosen as locations for this latest Santander Trade Mission because of the huge potential the cities can offer British businesses. Dubai’s economy grew by almost 5% in 2013; Abu Dhabi’s grew by 5.2% (both according to Foreign & Commonwealth Office figures ); together, they are the prime drivers of growth in the UAE.
"Going on this Trade Mission has reinforced for us how we want to do business internationally and having the right bank on board is key to that. It’s fabulous the way Santander has engaged with us.” Declan McGoffThe UAE is the UK’s largest civil export market in the Middle East, with UK exports to the region increasing by 13% in 2013 to £5,833 million, according to UKTI. “The UAE economy is diverse and expanding,” says Richard Cuda, Director Strategic Business Alliances, International, Santander Corporate and Commercial Banking. “It makes it an exciting time to operate in the region, especially in advance of the World Expo 2020, which will be hosted by Dubai.” Taking action While preparation is key to a successful Trade Mission, an open mind is crucial to getting the most from the experience, as Declan discovered. “Part of our work at McGoff & Byrne involves restaurant and shop fits,” he explains. “We’d previously delivered two projects for Nandos in Qatar and Abu Dhabi. So I went on the Trade Mission with an expectation of delivering similar projects for existing customers. In fact, I came away with a much broader view of the UAE market and the potential it offers our business.” The Trade Mission helped Declan’s company realise one new area of interest in particular: the care home sector. “We operate care homes in the UK and hadn’t thought to launch the business in the UAE. But, through networking, we discovered there is a developing market for such homes in the region. The Trade Mission has made us rethink our strategy and consider a wider approach to our operations going forward.” If you think a Breakthrough International Trade Mission could change the future of your business overseas, register your interest for future events by emailing your local Santander Relationship Director via our website. __________________________________________________