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Middle East Relations Continue to Thrive for Hart.


"Newcastle engineering firm Hart Door Systems is no stranger to the Middle East. The business, which makes industrial doors, has a foot in no fewer than 14 international markets, including the UAE where it has supplied automatic doors for an Ikea furniture store among other deals.


However, as contracting export manager Alan Richardson explained, the company is looking to expand its reach across the entire Gulf region. He said, “We already export to the UAE so we will go to Dubai, but we are also interested in Qatar and Oman. We see them as emerging markets to get into so we are going out in a three-pronged attack to see how we can increase our coverage out in those countries.”


As well as hosting a seminar for more than 100 in Qatar, Mr Richardson has potentially money-spinning deals to talk through with prospective Arab business partners. “Competition is as fierce out there as it is here, but you have to be proactive. I already have a seminar lined up with a company who could become our agents in Qatar. We just priced a job in Qatar for £200,000, but you have to be patient as sometimes you might not hear anything for seven or eight months.”


He says one of the most difficult aspects of breaking into Gulf markets could be the variety of quality standards in different countries. “Things out there have to be made to certain standards and if you don’t meet them, you won’t get work,” he said, “We should be lobbying for British standards because at the moment certain countries only accept US standards. “We will be competing against companies from India and China, so we will have to emphasise our qualities which meet European standards.
He said, “We’ll be going out there to expand our business, but the key thing is patience as things can take a long time out there. Eventually, if you have a good business partner, you will get your rewards.” (article from Journal newspaper)

Contact: alan@speedor.com





 
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