3

1

WINNING BUSINESS IN THE

MIDDLE EAST

Presented By

John EllisMiddle East Aerospace Consortium

WHY?

• Oil and Gas Revenues

• Requirement for a more balance economy

• Opportunities through offset programmes.

WHY?

•Amongst highest disposable income per capita in the

world

• Travel and Conference destinations

• Aero Parks/ free Zones being developed

•Airports being built/developed to keep pace with new

aircraft deliveries and route development .

INTERESTING FACTS

• 60 % of all wide body aircraft coming to the

Middle East

• 140,000 people currently employed - will

increase to 380,000 over next 8 years.

INTERESTING FACTS

• US $42bn being spent on Airport Infrastructure

• MRO increasing at 7% per annum

• Significant expenditure on Defence, UAV,

Satellites and Space

• Saudi Arabia announced $400b to be

committed to Aerospace.

AIRLINES OVERVIEW

Etihad

•Aircraft in fleet 53

•Aircraft on order 160

Emirates Airline

• Aircraft in fleet 151

• Aircraft on order 140

Qatar Airways

• Aircraft in fleet 81

• Aircraft on order 161

11

Air Arabia

• Aircraft in fleet 19

• Aircraft on order 42

Fly Dubai

• Aircraft in fleet - 8

• Aircraft on order - 44

Airports Overview

Dubai International Airport

15

• 40 million pax

• Will increase to 90

million pax

Al Maktoum International Airport

16

• 160 million pax once fully

developed

• Airport opened in June 2010

with first runway

Abu Dhabi International Airport

• 9 million pax

• Will be 20 million pax

Doha, Qatar

• 4 million pax

• Will be 50 million pax

Bahrain

• 9 million pax

• Will be 27 million pax

Muscat, Oman

• 8 million pax• Will be 48 million

pax

Business Aviation Overview

BUSINESS AVIATION

• 25% of all new aircraft to be delivered will come to

the Middle East region

• Currently 390 aircraft will increase to 900 within 4

years

• New Business Aviation Terminals opening at a

number of airports

• Business aircraft will eventually be manufactured in

the Middle East.

MRO

• ADAT – Abu Dhabi

• JorAMCo – Jordon

• Emirates – Dubai

• ExecuJet – Dubai

• Arabia Alsalam Aircraft Company

- Saudi Arabia

• Jet Aviation - Dubai & Saudi

• Gulf Helicopters - Abu Dhabi

• Abu Dhabi Aviation - Abu Dhabi

MRO

DEFENCE

• Every country has opportunities

• Saudi expenditure dwarfs all countries

• Major concerns regarding Iran

• Protection of the Gulf – 40% of world’s

seaborne oil currently travels through the

Straits of Hormuz

• Protection of oil rigs

• Border Security and Coastal Defence.

MANUFACTURING

• Why about to dramatically increase?

• Where?

• What type?

MANUFACTURERS IN THE MIDDLE EAST

• EADS - Airbus

• Boeing

• Finmeccanica

• Sikorsky

• Bombardier

• Embraer

• GE

• Rolls Royce

• Pratt & Whitney

• Lockheed Martin

• Thales

AL AIN AEROSPACE CLUSTER

• Mubadala Aerospace

• Strata

• Strata Composites Plant

• OEM’s worldwide lining up to go into Al Ain

Top 10 Tips for Aerospace Companies

for Sales Success

TIP 1- IDENTIFY CHOSEN NICHE MARKET COUNTRY

Most current opportunities:

• Training - Abu Dhabi

• Recruitment - Abu Dhabi

• MRO – Dubai

• Manufacturing - Abu Dhabi

• Defence - Saudi Arabia, Abu Dhabi

• Business Jets - Saudi Arabia, Abu Dhabi, Dubai

• Airlines - Abu Dhabi, Dubai

• Airports - Oman, Libya

• Airport Supply – Qatar, Oman

• Space – Qatar

• Engine Technology – Qatar

• Security – Saudi, Dubai, Abu Dhabi, Libya

TIP 2

• Within the chosen market identify all

potential clients and organisations of

influence

TIP 3

• Identify suitable exhibitions and conferences

where you can meet potential clients on

neutral territory to make initial contact.

TIP 4

• Find a way for meeting potential clients

whereby it does not look like you are meeting

for a heavy initial sell.

TIP 5

• Meet clients face to face and build rapport.

Do not rely on emails and phone calls.

TIP 6

• After an initial meeting find a way to meet

again face to face.

35

TIP 7

• Ensure you are dealing with a decision maker

or understand the decision making process.

TIP 8

• Persistence !!

TIP 9

• Patience !!

TIP10

• Continue building client rapport for long term

business success.

HOW WE CAN HELP

YOU TO WIN BUSINESS!!

• Master Sales Classes

• Arabic Cultural Training

• Networking Events

• Workshops / Conferences

• Collaborative Projects

• Catalyst for new projects

• Conducting initial meetings on your behalf

• Arranging funding

JOIN MIDDLE EAST AEROSPACE CONSORTIUM

Thank You

3

1