The new partnership presents outstanding opportunities for corporates in DIFC to connect with financial institutions in New South Wales, Australia’s largest state economy. The MoU will further support the promotion of unexplored investment opportunities between New South Wales and the GCC region among potential investors from both sides.

The MoU was signed by Chris Eccles, Director General, Department of Premier and Cabinet, and Abdulla Mohammed Al Awar, Chief Executive Officer of DIFC Authority.

Abdulla Al Awar said, “As we continue to reinforce DIFC’s position as a global financial centre, we remain cognisant of the critical importance of establishing and maintaining strong collaborations with peers, key institutions and government bodies that are driving economic development around the world. Our partnership with NSW Trade & Investment falls well within this strategy and presents vast mutual opportunities in the areas of investment, education and financial sector development.”

The region has had strong economic ties with Australia for many years, particularly the UAE, which is considered Australia’s largest merchandise trade partner in the Middle East with two-way trade at over USD 5.3 billion in 2010-11.

Australian investment in the UAE was worth USD 1.060 billion in 2010. In addition, over 15,000 Australians live and work in the UAE with more than 600 Australian companies doing business in the Emirates.

“We are confident that this MoU will take DIFC’s and the wider region’s economic relations with Australia to the next level, and unveil significant investment opportunities on both ends, particularly in infrastructure. The GCC region alone is expected to spend about USD 968 billion on projects including infrastructure developments over the next decade, while infrastructure expenditure in NSW is estimated to be in excess of USD 770 billion between now and 2018. Our region can also benefit a lot from the policies adopted by the Australian government to support these opportunities, including mobilising public-private partnerships and creating a range of solutions for infrastructure financing,” Al Awar added.

(L-R) Chris-Eccles and Abdulla Al Awar signing the MoU

Honourable Barry O’Farrell MP, Premier of New South Wales said: “Attracting conventional and Islamic finance investment into infrastructure and other sectors of NSW is an important part of the NSW Government’s efforts to position Sydney as a leading international financial services centre.”

Last year, DIFC welcomed two leading Australian financial firms, Macquarie Capital Finance (Dubai) Limited and Australia and New Zealand Banking Group Limited (ANZ), which is among the world’s 25 largest banks by market capitalisation. In addition, the Dubai Financial Services Authority (DFSA) has had an MoU with the Australian Securities and Investment Commission since September 2006.

The Chairman, accompanied by His Excellency Jamal Majid Bin Thaniah, Vice Chairman, DP World, called on the Senegalese President in Dakar May 14^th. They also met the new Prime Minister, His Excellency Abdoul Mbaye and congratulated him on his appointment.

Their talks covered DP World’s investments and operations in Senegaland efforts to step up mutual cooperation.

During their visit to the Senegalese capital, Bin Sulayem and Bin Thaniah also toured Terminal à Conteneur, West Africa’s largest and most modern container terminal, managed and operated by DP World Dakar.

Four Ship-to-Shore (STS) cranes and ten10 Rubber Tyred Gantries (RTGs) were installed at the terminal recently, completing the upgrading work, which also included new gate complex and new reefer storage facilities. The terminal was opened to business last November after DP World carried out new expansion work that more than doubled capacity to over 600,000 TEU (twenty-foot equivalent container units) under a concession agreement signed in 2007.

HE Sultan Ahmed Bin Sulayem, Chairman, DP World, said: “We are extremely honoured to meet His Excellency Macky Sall and congratulate him on his election as President of Senegal. DP World’s commitment toSenegalis long term and is driven by the immense economic possibilities in this great country.

His Excellency Sultan Ahmed Bin Sulayem, Chairman, DP World and his Excellency Jamal Majid Bin Thaniah, Vice Chairman, DP World during their meeting with the newly-elected President of Senegal, His Excellency Macky Sall.

“As the most modern and efficient terminal in western Africa, DP World Dakar acts as a growth engine in a rapidly developing emerging market region. We look forward to building on our excellent relations with the Government of Senegal.”

Jamal Majid Bin Thaniah, Vice Chairman, DP World, said: “As Africa’s favoured first port of call for vessels south-bound from Europe, DP World Dakar occupies an important place as a commercial gateway for both Senegal and the west African hinterland. We remain committed to constantly improve efficiencies at DP World Dakar and offer world class, reliable, value added services to our customers and continue to support the economic growth of this great nation.”

Since winning the Dakar concession in 2007, DP World has introduced window berthing, where vessels book a specific time they can berth, virtually eliminating waiting time at anchorage. In addition, DP World has reduced truck turnaround time to less than half an hour, and introduced clear tariffs and processes supported by modern technology systems.

Importantly, DP World Dakar has directly created more than 200 jobs for local Senegalese people. Under the company’s management, specialised training has been given to all terminal employees to bring operational efficiencies in line with DP World’s global standards.

The traditional problem that faces all SMEs looking to export is to find growing global markets that are relatively easy to penetrate with low investment. As much as any business consultant would like to say that they have the answer to this problem, the reality is no such market exists. However, SMEs need not despair because there are some sectors or markets which are very close to meeting the ideal solution.

One such area that is becoming extremely lucrative and one that SMEs can tap into, for both profitable as well as ethical reasons, is the green product and service sector. Although, various estimates have been produced by different organisations the general view is that it is increasing each year and is projected to reach USD 3.5 trillion by 2017.

The attention towards green products and services has been greatly assisted by an increasing awareness about the environment among consumers, governments and businesses. The latter have used the environmental concern to develop green marketing. This is essentially creating customer perceptions largely about the brand, but can also refer to the products or services based on the company’s practices and policies related to the wider environment issues.

Academic studies have shown that consumers value the green credentials of a company and are prepared to pay a premium price. This is also the case in a recessionary period and as such it has been a means of survival for many firms. Due to both its ethical foundation and good business sense, many SMEs are becoming green even with their limited resources and rather tight budgets. The interesting trend in the last few years is the diversity of companies that are embracing green marketing.

Initially, green marketing was carried out by a few firms in food production or technology related areas such as solar power. Today, the market has changed considerably and even local grocery stores are adapting their business towards green products and processes. For instance, the range of products stocked tend to be organic and from nearby supplies so as to reduce the carbon footprint.

There are of course very good financial reasons for embracing the green revolution; it can help a business reduce its energy costs, reduce wastage and improve its brand recognition, as well as popularity. A study by Carnegie Mellon University shows that energy efficient upgrades and sustainable building practices can go a long way towards enhancing productivity of employees. The study showed that improving indoor air quality and installing energy efficient lighting can increase employee productivity by an average of 20%. Furthermore, installing high-efficiency lighting can increase productivity by an average of 7%. Non-environmentally friendly work areas have also been argued to have an impact on an employee’s health, leading to sick days. Other studies have shown that the benefit through increased productivity and reduction in days lost due to sick leave is on average USD 45  per square foot, or an annual gain of USD 6,500 (in 2009 prices) per employee. The increase in productivity, together with savings in energy costs, represents a strong case for any SME to implement the green changes.

Embracing green solutions does not only reduce costs, but also makes an SME more likely to increase or even start exporting. SMEs have benefited greatly from new green laws which have been enacted in a number of countries. These new laws clearly state the requirements a company must satisfy in order to sell their products or services in the country. In most cases the new laws have been supported with actual financial support.

For instance the US government has allocated USD 20 billion in tax cuts for wind, geothermal and bio-energy. The UK government has set aside EUR 250 million to develop low-carbon vehicles. The German government has promised a USD 67 billion subsidy to the car industry to develop green vehicles. Although, these policies are designed to primarily support domestic firms, in the process of doing so, they also benefit foreign companies. Foreign companies cannot not only export products and services that allow domestic companies to comply with the green regulations but also seek long-term relationships.

SMEs from the region can look at green business as a means of examining alliances and joint ventures in overseas markets. Working together with foreign counterparts can deal with two of the major challenges that SMEs face; namely capabilities and local knowledge. In the case of the latter, SMEs seldom have sufficient information regarding the green aspects in overseas markets. Even if they have the knowledge they still face the problem of appropriately integrating local views regarding the environment into their marketing initiatives.

Secondly, international alliances allows for a coming together of capabilities and capacities. This is more so the case for SMEs who tend to have limited financial resources.

However, SMEs cannot automatically assume once they have adopted the green credentials that consumers will then purchase their products. There is no guarantee for green products and they have to compete with conventional products. In this sense, even though producers can charge a premium, they nevertheless need to provide value to the consumer. In fact, consumers are well aware of greenwashing and SMEs need to be very careful not to over exaggerate their green claims. Academic studies have shown that over claiming a green policy can have a negative impact on the demand of the SMEs products and services. Consumers are quick to spot companies that are seeking to use green initiatives as a means of improving their public image or generating additional sales without environmental concerns actually being the firm’s core objective. As such SMEs cannot simply wear the green coat and need to be sincere to the environmental concern.

So how can a SME become sincere to the green cause, while also enhance its business opportunities? In the first instance the SME needs to examine its processes and products to evaluate which of them can be changed, or at least modified so that there is less wastage and a lower carbon footprint. Not all the processes or products can be immediately changed or modified and the SME may need to put into place a programme of small changes over a period of time. It’s important for an SME to realise that it cannot be completely green, but need to demonstrate their commitment.

Dr. Ashraf Mahate

Second, the company needs to select which of its products are appropriate for the green market. In some sense, this decision is made by the products which already meet the green regulations set by many importing countries, or those that can be changed to meet these requirements. The changes can be greatly assisted through independent certification. There is considerable evidence to suggest that the final buying decision is impacted by the presence of an independent certification.

In essence, the green marketing strategy is really about following three steps: to make a genuine effort to understand the environmental impact of a firm’s activities; take action that either avoids or reduces the negative impact and thirdly, to inform the customers through certification and appropriate labelling.

Once a company can achieve this, the opportunities are huge. With greater concern for the environment your company has a better chance of reducing costs, increasing employee productivity and becoming international.

About

Dr. Ashraf Mahate is the Head of Export Market Intelligence at Dubai Exports (formerly known as the Dubai Export
Development Corporation), which is an agency of the Dubai Economic Department. Dr. Mahate is also the Vice Chair of the Economic Policy Committee with the Dubai Economic Committee with the Dubai Economic Department. He has written a number of journal articles, chapters in books and edited books in the areas of economics, finance and banking. He has also presented papers at major international conferences. Dr. Mahate has provided extensive consultancy services to various organisations in the areas of banking, economics and finance. He has been a director of a number of companies including a venture capital company and a private equity fund.

Dr. Mahate received his doctorate from Cass City University Business School in London (UK) which was ranked by the Financial Times newspaper as the 12th best university in the world for finance. He read Economics at University College London, followed by a Masters in International Economics and Banking at the University of Wales in Cardiff. Dr. Mahate is a professional educator and received his training at the Institution of Commercial Management (UK). He is also a member of the Association of Certified Anti-Money Laundering Specialists. (ACAMS)

Commercial licenses accounted for 74% of the total licenses issued in quarter one (Q1) of 2012, followed by professional (23%), industrial (2%) and tourism (1%) licenses. The figures demonstrate a higher level of interest in commercial and professional activities among businessmen and investors in Dubai.

Mohammed Shael Al Saadi, CEO, Business Registration & Licensing (BRL) in DED, said: “DED provides a varied and integrated bouquet of services to ensure time and cost savings for clients. These services are tailored to meet all their requirements efficiently. The quarterly report confirms the success of our initiatives and procedures, and affirms the growing investor interest in engaging in diverse business activities in Dubai.”

Al Saadi added: “Such impressive growth in the overall business activity will further boost investor confidence, drive inward investments and strengthen the competitiveness of Dubai’s economy.”

The total number of licenses renewed in Q1 of 2012 was 25,382, a three per cent decrease over the same period in 2011, while amended licenses showed a 21% increase. The total number of BRL transactions reached 144,840, compared to 124,037 during the same period in 2011, a 17% increase.

The number of trade names reserved during the first three months of the current year reached 17,565, a 44% increase compared to the same period in 2011, while the number of initial approvals reached 7,735, a 36% increase over the 5,701 recorded in Q1 of 2011.

The total number of commercial activities licensed reached 4,634, with general trade leading the list of the top ten licensed activities in the commercial category with 195 licences issued in Q1 of 2012, followed by Dyes & paints (191 licenses), Tiling of floors and walls (188), and carpentry and flooring (185).

The number of professional activities licensed in Q1 of 2011 reached 1,109. Residences and building cleaning services led the list of the top ten licensed activities in this category with 135 licences, followed by restaurants (43), wiring repair and electrical installation (42), sewing and female embroidery (39), sewing women’s clothes (38), and sewing women’s gowns (31).

In the tourism sector, Inbound tourism was the leader with 17 licenses, followed by travel agents  (6) hotel management (3), accredited airline general service agent and leasing of hotel apartments (one licence each).

“The licensing activity in tourism sector reflects the substantial growth in this sector, resulting from the vision and strategies of our leadership aimed at making Dubai a destination of choice for tourists and visitors from all over the world. It also underlines the important role played by the retail sector and the presence of varied shopping centres across Dubai, in addition to the security, stability and safety that distinguish the emirate,” stated Al Saadi.

In the industrial activities segment, bblacksmithing and welding workshops led the list of the top ten licensed activities with three licences, followed by furniture for schools and hospitals, assembly of cars, canning and packaged fruits, manufacture of coil aluminum foil, assembly of electronic devices, metal for building construction, plastic for buildings, manufacturing of napkins and paper towels and Liquid battery industry, with one license each within the total industrial activities (28).

Al Saadi said: “The industrial sector in the UAE receives significant attention from our leaders who seeks to attract heavy and medium industries and encourage them to set up units jointly with local businesses. The UAE industrial production has proved to be capable of competing globally.”

Along with highlighting current trends and prospects in the food trade in SADC countries, the report also outlines opportunities for the Southern African bloc to export to the wider GCC region through Dubai by capitalising on the excellent infrastructure in the Emirate.

The report is produced as a part of Dubai Exports activities centered on capitalising the huge export potential that the African continent offers firms in the UAE. Earlier this year Dubai Exports announced its Trade Missions to East and Africa. In the case of Southern Africa Dubai exports plans to participate in the premier food and beverage exhibition namely Africa Big 7 in July taking place in Johannesburg, South Africa, from 15th to 17th July.

“The South African Development Community represents a strategic growth market within Africa. Together the 15 member states in SADC have a population of over 257 million and they import foods worth nearly USD 11 billion,” said Engineer Saed Al Awadi, Chief Executive Officer of Dubai Exports.

Besides South Africa, SADC has Angola, Botswana, Democratic Republic of Congo (DRC), Lesotho, Madagascar, Malawi, Mauritius, Mozambique, Namibia, Seychelles, Swaziland, Tanzania, Zambia and Zimbabwe as members. Among them, South Africa and Angola, the top two food importers, together imported USD 6 billion worth of foods in 2010.

“Exporters in Dubai are best placed to successfully target the developing economies in SADC with fast and reliable supply of processed foods. Dubai is already well-connected to the Republic of South Africa, which offers a gateway to the rest of SADC, with its efficient transport infrastructure,” added Al Awadi.

Total exports and re-exports from Dubai to South Africa in 2011 were valued at AED1.5 billion (US$408 million approximately), with food exports and re-exports  from Dubai contributing AED 105 million, while AED 50 million came from free zone companies in Dubai.

Chocolates, fruit juices, pasta, wheat flour, rice and edible oils account for the majority of food exports and re-exports to South Africa from Dubai. The Dubai Exports research shows that SADC as a whole offers additional export opportunities in a variety of foods including meat, sugar, confectionary and beverages, as their imports have grown at a rate higher than the global average.

Al Awadi commented that Dubai, with its proximity to Africa and competitive business environment, is well placed as a trade hub for SADC to the regional market. The SADC states have seen exports of their chief commodities like fruits and nuts as well as fats and oils growing at an annual average of 25-30% and exceeding USD 2 billion, while GCC imports of the same stuff reached USD 4 billion in 2010, growing 40% annually.

“Dubai is expanding its logistics, transport and manufacturing facilities to facilitate movement of goods and flow of trade. The Dubai World Central, for instance, will add a futuristic multi-modal transport component to the region’s supply chain network. Given such developments the economic momentum in our respective regions, Dubai and SADC has excellent opportunities to build high-value, sustainable trade partnerships,” said Al Awadi.

BrazArtis, an import-export company based out of Brazil, today launched a new array of organic coffee catering to the coffee enthusiasts in the Gulf Region, this includes gourmet green, roasted and freeze dried coffee.

With about third of the world’s production, Brazil is the largest producers of coffee. It is estimated that it will reach between 48 and 52 million 60kg (132-pound) bags in 2012, up by 20.2% compared to last year’s production which has reached an estimated 43 million bags, according to CONAB. The production of Arabica coffee represents about 74% of national production, roughly 36 to 39 million bags.

“Brazil’s vast landscape offers various types of splendid coffee beans, as they are planted in diverse micro-climates within separated growing region. When taking organic coffee into consideration, it comprises top quality coffee grains, and consequently offers unsurpassed taste and aroma. With a vast line up of green coffee beans as well as processed coffee, we are passionate about offering our clients with top quality taste and fragrance.” – said a spokesperson for BrazArtis.

BrazArtis’ scope of operations includes green, gourmet, freeze and spray dried coffee. The endeavour to expand organic coffee exports to the Middle East is aligned with the continuously growing demand for organic products.

From left to right: Rashed Ali Al Ansari, General Manager of Al Ansari Exchange, and Chandra Prasad Dhakal, Executive Chairman of International Money Express

Al Ansari Exchange, the UAE’s largest exchange house network that provides worldwide remittance and foreign exchange services, has announced that it has recently signed an agreement with International Money Express (IME), Nepal’s leading money transfer company, offering remittance services to Nepal through “Cash Express” service. Al Ansari Exchange will facilitate remittance transactions through any of its more than 110 branches across UAE, while recipients can receive the amount through more than 1,800 outlets of IME in Nepal.

Doha, Qatar. Crowds gather at the International Exhibition of Internal State Security 

The region’s most influential trade exhibition dedicated to internal State security – has announced  that its ninth International Exhibition of Internal State Security will take place on October 8-10, 2012, at the Doha Exhibition Centre in Qatar.

Milipol Qatar, co-organised by the Ministry of Interior of Qatar and the France-based Milipol organisation since 1996, welcomes every two years industry professionals from the Middle East, Near East and Asia. A leading international event, Milipol Qatar is the technological showcase for innovative products and services in the public and industrial security sector worldwide, and for companies from around the world wishing to develop their business in and around the Middle East.

The exhibition in 2010 attracted more than 5,500 visitors – from 61 countries – to the stands of 222 exhibitors from all over the world. Participating exhibitors for the event in October are still being finalised – and new, interested parties being contacted on an ongoing basis – but four main themes have been established as being particularly relevant at this time, and these will form the basis of the focus of Milipol Qatar 2012. These themes are: protection of industrial and sensitive sites, law enforcement and crowd management, border control and management, and counter-terrorism.

Qatar has a huge infrastructure development programme going on right now and its economy is booming. Up to $75 billion is earmarked for new infrastructure, public facilities, sports facilities ( the 2022 World Cup), communications and transportation. All of these have security-related requirements.

Internal State and private security opportunities exist in Qatar and across the Middle East as a whole, where the market continues to grow strongly.  October’s event is already seeing much interest from exhibitors and delegates, as well as local, regional and international media.

Developments leading up to the event in October can be followed on twitter @milipolqatar and on facebook at Milipol Qatar.

Dubai Exports, an agency of the Dubai Department of Economic Development (DED), Government of Dubai, worked with Guarana, a recently formed Dubai based soft drinks producer, to become a strong player in the global beverage market. Although, the company is less than a year old its owners and management are already thinking beyond their national boundaries and developed strategies in association with Dubai Exports so as to capture an ever increasing global market. Mohammed Ali Al Kamali the Director of Dubai Exports remarked that “SMEs should look at the global market if they are to continue to grow from the time that they are established.”

The idea that SMEs consider the global market rather than their domestic one has received considerable attention in recent years not only from academics but also policy makers. There is considerable evidence to suggest that companies that think global actually behave very differently from those that have only the domestic market viewpoint. More importantly, anecdotal evidence suggests that firms which target the global market tend to have a much higher survival rate compared to those that are domestically focused.

What is a “Born Global” SME?

The “Born Global” SMEs, a term that was coined by the management consultancy firm McKinsey, are companies that, though small in size, incorporate features of large, or even multinational enterprises, as far as their global activities are concerned. Born Global SMEs tend to have revenues that are largely generated overseas across a range of countries. More importantly, their dependence on the domestic market is minimal at best. Technically, a Born Global firm needs to export 25% of its output within three years of establishment. However, most of the Born Global firms tend to export three times this figure – that is 75% of their output by three years of establishment.

Every firm would like to be global from its establishment because of the benefits that such a strategy provides the owners. The real question is how is this internationalisation achieved from such an early stage? The traditional viewpoint is that SMEs gradually develop their overseas business in an evolutionary manner. In this way, as the knowledge and experience of the SME increases so do its overseas activities. Of course in reality knowledge also increases confidence and hence commitment to overseas activities.

This developmental approach to internationalisation assumes that the typical SME is restricted by the “physic distance” which is not the same as the geographical distance. The physic distance is a combination of different psychological factors which hinder a firm’s path to internationalisation. Some of the common psychological factors that tend to hinder SMEs from exporting include the culture differences between the exporting and importing countries, language, general exporting skills and experience of the SME owner, and the general inertia towards exporting.

The Born Global SMEs have turned the physic distance concept on its head and, in the process, have challenged the commonly held constraints. All too often SMEs argue that overseas expansion is not possible for them as they lack the financial resources, sufficient managerial experience in overseas business, and also face uncertainty as to whether the foreign activities will generate the same returns as their domestic operations.

As a result the typical SME has been reluctant to commit resources to international activities. In contrast the Born Global SMEs are able to instantly internationalise their activities and overcome the commonly cited obstacles. Commentators argue that the Born Global SMEs have the ability to raise capital externally – that is outside of the firm – through either international networks or strategic alliances. As a result of this the Born Global SMEs are able to substitute external capital for their own. Second, their dependence on the domestic market is kept intentionally low so that they become reliant on the global market for revenues. Third, the Born Global companies are at a disadvantage in their home market due to stronger competition or weaker knowledge and other such factors.

Seeing the big picture

The biggest differentiator is that Born Global firms view the world as their marketplace from the very beginning and they tend to have a wider vision, unlike traditional firms. Very often, the Born Global SMEs start business developing a product not for just the domestic marketplace but for the global arena. This means that the product needs to be designed in such a manner that it is appealing as well as accepted (from the viewpoint of import controls) in many markets.

To a certain extent the growth of communication in the form of films, television, Internet, magazines and so on has meant that the global marketplace is now becoming increasingly homogeneous. As a result, it is now much easier to create a single product that meets the needs of different markets. At the same time there has been a greater move towards global standardisation and hence the differing country requirements have been replaced by, at worst, regional ones and, at best, a single global standard.

The Born Global SMEs have also benefited from the globalisation process which has changed the environment in which business is conducted. Environmental factors tend to impact the viewpoint of managers and their outlook on global activities. Increased globalisation is argued to make people perceive the world as being smaller. As a direct result managers may tend to perceive overseas activities with a much lower level of risk. At the same time the drivers of globalisation have enhanced the speed at which firms take their business overseas.

For instance the traditional exporting process is continuously being simplified and obstacles are being removed. One reason for this is that each country wants to be viewed as business friendly in order to attract foreign direct investment. This is more so the case in recent years to fill the gap created by the lack of domestic investment. One important factor in attracting foreign direct investment has been the various indices and rankings of doing business or ease of trade. Therefore countries have made it a priority to change the manner in which business is carried out so that they can move up these rankings As a direct result of this, new firms which do not have the “historical baggage” find that they can export their products and services with ease and hence focus more on global rather than domestic markets. At the same time globalisation has allowed for a freer trade environment through the reduction in tariffs and non-tariff barriers.

It’s not just the psychological nature of the Born Global firms that is different to the traditional ones but also their ability to leapfrog the developmental stages. Academics have found that Born Global SMEs tend to have products which are likely to be innovative and have been developed in response to global industry changes. Their innovative nature and global competition implies that there is that there is rapid product development. As a result the products tend to have a short life cycle and a correspondingly shorter time period within which to recoup their research and development costs as well as earn a reasonable return. Therefore, these firms need to generate high volumes which naturally imply a business model that is focused on global sales. Moreover, the constant pace of change and the continual need to launch new versions or models forces these firms to pursue global markets.

Dr. Ashraf Mahate

How to be reborn global

The natural question that arises from the discussion above is how can a traditional firm be reborn so that it acquires a global perspective? The simple answer to this question is that it should revisit its products or services so that it is able to satisfy the demand from new global customers. The firm will need to assess its processes and the use of technology so as to reduce costs and improves quality. This may also involve up-skilling its employees so that they are able to meet the new challenges and to view the global marketplace as the avenue of growth.

To become global the firm will need to make effective use of advances in communication technology so that it can conduct business across boundaries. In global markets speed is very important and hence the firm will need to take advantage of quicker response time as well as being flexible. Of course the road to being global is not easy for any company but it is rewarding. After all in today’s globalised and technologically sophisticated business world gradual internationalisation is not really an option.

About

Dr. Ashraf Mahate is the Head of Export Market Intelligence at Dubai Exports (formerly known as the Dubai Export Development Corporation), which is an agency of the Dubai Economic Department. Dr. Mahate is also the Vice Chair of the Economic Policy Committee with the Dubai Economic Department. He has written a number of journal articles, chapters in books and edited books in the areas of economics, finance and banking. He has also presented papers at major international conferences. Dr. Mahate has provided extensive consultancy services to various organisations in the areas of banking, economics and finance. He has been a director of a number of companies including a venture capital company and a private equity fund.

Dr. Mahate received his doctorate from Cass City University Business School in London (UK) which was ranked by the Financial Times newspaper as the 12th best university in the world for finance. He read Economics at University College London, followed by a Masters in International Economics and Banking at the University of Wales in Cardiff. Dr. Mahate is a professional educator and received his training at the Institute of Education (University of London). He is a member of the Chartered Institute of Managers (UK) and a Member of the Institute of Commercial Management (UK). He is also a member of the Association of Certified Anti-Money Laundering Specialists (ACAMS).

The anchor events were identified through extensive research into the capabilities of the emirate and interactions with Dubai Exports’ members. As a result the events will largely focus on the food & beverages, plastic paper packaging, and constructions and construction materials sectors, and enable local exports in these sectors to target the fast-growing markets in Europe, Africa, the CIS and the GCC.

The first major destination for Dubai Exports in 2012 will be Alimentaria, which is -the leading food and beverages trade show taking place at the City Gran Via Exhibition Centre in Barcelona, Spain from 26^th to 29^th March. This major industry event focuses on specialty food and drinks sector, Alimentaria connects traders directly to a vast community of international retail chains, vendors and purchase decision-makers.

Dubai Exports recently hosted local exporters in a pre-departure briefing, highlighting the opportunities at ‘Alimentaria’ and the assistance programmes, resources and connections offered by the export promotion agency.

“Dubai Exports closes in on the best and most-needed exposure for local exporters based on inputs from our Export Market Intelligence and Exporter Services Department. The focus is on enabling local exporters to be present in strategic markets and be among the first to establish contacts with potential customers,” said Mohammed Al Kamali, Director of Export Market Development at Dubai Exports.

“Food & beverages, plastic paper packaging and the constructions and construction materials sectors have exceptionally high export potential and feedback from our Member Needs Survey calls for a stronger focus on these sectors in Europe, Africa, CIS and the GCC,” added Al Kamali.

Following Alimentaria, Dubai Exports will take local companies in the constructions and construction materials sector to the Ninth edition of Project Qatar, to be held in Doha from 30^th  April to May 3^rd. A key event for sourcing state-of-the-art technology, equipment, materials and services to the booming construction sector in Qatar and the GCC in general, Project Qatar will have the largest-ever UAE pavilion this year with a 2,000 square-metre exhibition area.

Africa will be under the spotlight for Dubai Exports in July 2012 with Africa Big Seven, the only event dedicated to the food & beverage industry in the continent, scheduled to be held at the Gallagher Convention Centre Midrand in Johannesberg from 15^th to 17^th.

Africa Big Seven will have seven co-located events, each focusing on vital components of the food industry, chiefly retail trade; retailing technology solutions; fresh produce and processed foods; food & beverage technology and packaging; meat industry; hospitality and catering.

SIAL, the multi-speciality food exhibition to be held in Paris from 21^st to 25^th October will see Dubai Exports heading to Europe again in 2012. One of the top food exhibitions in the world, SIAL will bring together 19 sectors under one roof to propose competitive solutions for the major challenges faced by the global food industry.

Visitors to SIAL include retailers, wholesalers, importers, exporters and purchase managers dealing with food products as well as catering solutions providers.

Dubai Exports will also lead key players in the construction equipment, materials and services sectors to the Saudi Build 2012 exhibition, slated for 11^th to 14^th November in Riyadh. Companies attending Saudi Build can gain valuable exposure to leading buyers, distributors and decision-makers in the construction industry in the entire Kingdom.

Traders and exporters of high quality packaging material in Dubai will be able to target the European market in Emballage, an international showcase of packaging technology, processes and materials taking place in Paris from 22^nd to 25^th November 2012. Dubai Exports will lead a delegation to the event allowing local exporters to be part of the product display and business networking at the event, expected to attract nearly 100,000 trade visitors.

“Participating in these anchor events allows our member companies to target buyers from a wide range of locations, typically exceeding 60 nations. These events are also reputed for the high volume of business leads and contracts they generate and for opening up new markets for firms looking to expand their footprint,” said Al Kamali.

In addition to the anchor events, Dubai Exports also participates in various trade missions and joint committee meetings organises by ministries and other government agencies concerned to promote regional and international trade.