{"id":275739,"date":"2020-07-01T16:51:46","date_gmt":"2020-07-01T19:51:46","guid":{"rendered":"https:\/\/anba.com.br\/?p=275739"},"modified":"2020-07-01T17:55:47","modified_gmt":"2020-07-01T20:55:47","slug":"face-to-face-meetings-still-important-to-arabs","status":"publish","type":"post","link":"https:\/\/anba.com.br\/en\/face-to-face-meetings-still-important-to-arabs\/","title":{"rendered":"Face-to-face meetings still important to Arabs"},"content":{"rendered":"

S\u00e3o Paulo \u2013 Face-to-face business meetings will not be replaced by online gatherings. So said Vishal Pandey (pictured above<\/em>). A Market Growth consultant and Director with Dubai, UAE-based Glasgow Consulting Group, Pandey was featured in the webinar \u201cTools for International Competitiveness,\u201d hosted this Wednesday morning (1) by the Arab Brazilian Chamber of Commerce<\/strong>.<\/p>\n

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Webinar featured speakers from Brazil and other countries<\/figcaption><\/figure>\n

Pandey has been based in the region for 15 years now. He spoke on the importance of understanding the culture, the ways of doing business, customs, values and history of the Arab countries one intends to do business in. \u201cYou need to read a lot about the country you wish to do business in, and then you must build these relationships, these bridges, before you can begin to do actual business,\u201d he said.<\/p>\n

The value Arabs impart to meeting in person was a key point of his address. Even amid the ongoing global pandemic, Pandey argues that virtual meetings will not take the place of face-to-face ones forever.<\/p>\n

\u201cYes, we are living online now. We are going to have lots of meetings using tools such as Zoom going forward. However, I can tell you that eye-to-eye interaction in the business world is not going to end, so my point is to figure out countries\u2019 cultures and their ways of doing business,\u201d he said.<\/p>\n

Pandey also said it\u2019s advantageous to learn a few words and short sentences in local language, like \u2018good morning\u2019 and how do you do?\u2019. \u201cIt\u2019s a demonstration that you have worked for it, that you cared and were interested enough to learn about that country\u2019s culture,\u201d he explained.<\/p>\n

According to him, Brazil enjoys a good image in the Middle East, and Brazilian products such as fruit, leather and hides, and footwear are considered high-quality. Pandey also said some products need adapting to match the needs of international clients.<\/p>\n

He argued that covid-19 has shown the importance of e-commerce, particularly when it comes to restaurant deliveries. \u201cShoppers are not leaving home, and then you have wage cuts going on. This might set in motion a vicious cycle of dwindling consumption which, in the long run, might lead to a crisis. Thus, e-commerce is a strategy for this time, and there are easy ways to sell product online in those markets,\u201d he said.<\/p>\n

Pandey also discussed how shopper habits are evolving, with growing concerns over aspects including sustainable consumption and healthier products.<\/p>\n

A lesson<\/strong><\/p>\n

The webinar also featured professor Diego Coelho, who spoke on increasing competitiveness and on how to compete while adding value, cash flow and profitability. Coelho teaches lessons at Escola Superior de Propaganda e Marketing (ESPM-SP) and at Funda\u00e7\u00e3o Instituto de Administra\u00e7\u00e3o (FIA-SP). He holds a doctorate degree in Business Administration from the School of Economics, Administration and Accounting of the University of S\u00e3o Paulo (FEA-USP).<\/p>\n

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Coelho discussed competition<\/figcaption><\/figure>\n

According to him, competition is only part of the picture. \u201cYou must figure out the environment when it comes to competition,\u201d he said. Clients and suppliers can also be viewed as competitors.<\/p>\n

\u201cA good strategy is one where you compete to be unique, rather than to be the best. To offer something new, or in a different way than what\u2019s already available on the market. Don\u2019t try to take away from the competition. Try to carve out your own space instead,\u201d he said.<\/p>\n

Any company can go international, according to Coelho. \u201cYou don\u2019t need to be big, but you do need to be competitive and to be able to adapt your business model,\u201d he said. When a company goes international, there will be disadvantages, because it will compete with native companies that are already familiar with the market. However, according to the professor, this can be addressed with in-depth studies on the target country\u2019s competition environment, and through business model adaptation and market positioning.<\/p>\n

Towards the end of the webinar, processing company Qatar Meat Business Development manager Emad Elbagouri inquired about the possibility to work out better prices with suppliers in Brazil \u2013 some of which have been his partners for over 40 years now.<\/span><\/span><\/span><\/p>\n

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Elbagouri asked a question about negotiating prices<\/figcaption><\/figure>\n

Diego Coelho said this is a strategic issue, because it implies competing with one\u2019s supplier. \u201cWhen you have a commoditized product plus the exchange rate variable, competing for these prices is a major shock. This is why relationship is so important: reliability can lead to long-term contracts, which in term can mean some interest margins and the sharing of some risks with the exporter. This might mitigate some of the fluctuations in price,\u201d he said.<\/p>\n

Vishal Pandey said the best solution would be to go to the biggest food industry show in Brazil and make a list of suppliers with assistance from the Arab Chamber, and then go knocking on their doors to negotiate prices. \u201cIf you buy large amounts, you can usually set prices better. A purveyor is always trying to optimize pricing,\u201d he said.<\/p>\n

The webinar also featured Intertek business development executive Rita Froes, GS1 Brasil business executive Nilson Gascoi, Arbaza foreign trade manager Alana Biesek, and Arab Chamber commercial manager Daniella Leite and president Rubens Hannun.<\/p>\n

For more on the webinar:<\/p>\n

Traceability showcases the quality of exported products<\/a><\/p>\n

Watch the full webinar below:<\/p>\n