SME Advisor Middle East | January 2013

ADCB BUSINESSEDGE – Cutting edge financial solutions for Small and Medium Enterprises

EXCLUSIVE TELECOM PARTNER

E-commerce explosion

Success factors

We bring you the highlights from the 2012 SME Advisor Stars of Business Summit

How SMEs are capitalising on online spending trends in the region

Sales vs. marketing Why SMEs need to redefine the business functions of these divisions

INSURANCE PARTNER

Issue 86 JANUARY 2013 WWW.SMEADVISOR.COM

presents

New Year resolutions Strategies that will set your business up for success in 2013

We unveil the winners of the 2012 SME Advisor Stars of Business Awards

Top industries revealed Find out which regional industries lead the way in satisfaction and experience

PUBLICATION LICENSED BY IMPZ

Publisher Dominic De Sousa

The show must go on

A

s we all return to business after the end-of-year easing of the hustle and bustle, plans are being laid down for 2013.

The SME Advisor team are no exception; we are finalising an assortment of initiatives that will offer you all even more solid content and will maintain our commitment to the SME community with an array of instructive events.

Group COO Nadeem Hood Managing Director Richard Judd richard@cpidubai.com +971 4 440 9126 EDITORIAL Senior Editor Mike Byrne mikeb@cpidubai.com +971 4 440 9105 Sub Editor Joumana Saad joumana@cpidubai.com +971 4 440 9115 Contributing Editor Aparna Shivpuri Arya aparna@cpidubai.com +971 4 440 9133 ADVERTISING Commercial Director Chris Stevenson chris@cpidubai.com +971 4 440 9138 Business Development Manager Pankaj Sharma pankaj@cpidubai.com +971 4 440 9120 PRODUCTION AND DESIGN Production Manager James P Tharian james@cpidubai.com +971 4 440 9146 Circulation Manager Rajeesh M rajeesh@cpidubai.com +971 4 440 9147 Head of Design Fahed Sabbagh fahed@cpidubai.com +971 4 440 9107 Designer Froilan A. Cosgafa IV froilan@cpidubai.com +971 4 440 9107 Photographer Jay Colina jay@cpidubai.com +971 4 440 9141 DIGITAL SERVICES www.smeadvisor.com Digital Services Manager Tristan Troy Maagma Web Developer Abey Mascreen online@cpidubai.com +971 4 440 9100

We will be working closely not only with our current partners, but will form new alliances to ensure we raise the bar with advisory content, sound advice at our educational seminars and regular networking events to enable you all to form new friendships, partnerships and to foster business growth. Stay tuned to our website, www.smeadvisor.com, for all updates of upcoming events.

We will be kicking-off 2013 with a celebratory lunch for the winners and finalists of our SME Advisor Stars of Business Awards 212, held back in December in Abu Dhabi. It will also be an opportunity for a selection of the SME community to meet some of the region’s major success stories and hear how they drove their business to new heights in 2012. The power lunch will take place on January 16th at The Address, Dubai Marina and all coverage will be available online thereafter. Full details can be found at: www.smeadvisor.com/successseries.com. Should any of you have any questions for our panel of speakers please feel free to tweet @SMEadvisorME and we’ll do our best to get all questions across to the presenters.

Regular columnist Dr. Ashraf Mahate’s article best describes the attitude and tactics that each SME should adopt; when it comes to setting goals for the next year, SMEs should focus on making them specific, measurable, attainable, relevant and time bound. John Lincoln also breaks down the functional activities of marketing and sales that are often misunderstood and discusses the interdependencies and differences between the two divisions.

Latest industry polls and surveys are also suggesting that not only is real estate recovering in the region, but wealth growth and distribution is on the rise. A round up of all these trends can be seen on pages 52 -56.

The January issue is not only packed with more informative articles, but with coverage December’s events. The SME Advisor Stars of Business Summit and Awards is catalogued in its entirety, with write-ups of keynote speeches, panel discussions and workshop presentations, as well as a breakdown of all the winners and finalists from the star-studded evening.

The final Success Series seminar of 2012 was held in conjunction with Hamriyah Freezone and saw and overwhelming response from the Sharjah SME community. Speakers discussing finance, legal and insurance issues pertaining to SMEs were put through their paces as attendees made full use of the Q&A sessions.

Published by

For 2013 we will also be implementing some new changes with the magazine design and will be including some additional sections for you all to browse through – watch this space for the makeover.

Registered at IMPZ PO Box 13700, Dubai, UAE

Until next month…

Tel: +971 4 440 9100 Fax: +971 4 447 2409

Printed by Printwell Printing Press LLC © Copyright 2013 CPI. All rights reserved. While the publishers have made every effort to ensure the accuracy of all information in this magazine, they will not be held responsible for any errors therein.

Mike Byrne Senior Editor Talk to us: E-mail: mike@cpidubai.com

Twitter: @SMEadvisorME

Facebook: www.facebook.com/SMEadvisor

LinkedIn group: www.tinyurl.com/smeadvisorme

SME ADVISOR Middle East

January 2013

3

Contents Issue 86 January 2013

SUMMIT 2012

20 | Identifying success factors We bring you the highlights from the 2012 SME Advisor Stars of Business Summit, which recently gathered SME owners and managers in Abu Dhabi for a full day of high-profile speeches and networking.

34

Awards 2012

32 | Outshining the competition Twenty-four winners were unveiled at the 2012 SME Advisor Stars of Business Awards. We bring you complete coverage of the glamourous event.

OPPORTUNITIES

40 | E-Commerce explosion With explosive growth expected in the coming years, Joumana Saad takes a closer look at how SMEs are capitalising on online spending trends in the MENA region.

Stars of Business We unveil the winners of the 2012 SME Advisor Star of Business Awards.

Shoptalk

08| Trends and Updates A quick look at news and events that will impact SMEs in the region.

SME about town

12 | Events

A round-up of the key events being attended

by SME leaders in the UAE.

Trade

16 | New Year resolutions When it comes to setting goals for the next year, SMEs should focus on making them specific, measurable, attainable, relevant and time bound, says Dr. Ashraf Mahate of Dubai Exports.

4

January 2013

SME ADVISOR Middle East

Marketing

44 | Sales vs. marketing In most small businesses, the functional activities of marketing and sales are often misunderstood. du’s John Lincoln discusses the interdependencies and differences between the two divisions.

SUCCESS SERIES

48 | Driven by trade

We bring you complete coverage of the SME Success Series seminar in Sharjah, which featured expert presentations on banking, insurance and intellectual property issues.

INDUSTRY WATCH

52 | Real estate rising Lease rates in Dubai have climbed by an average of 17% over the past year, according to new statistics from CBRE.

54 | Private investment The Middle East is the only global region to have recorded positive growth in total high net worth individual wealth from 2010 to date, according to a Cluttons survey.

42

22

56 | Top industries Oil, gas and petrochemicals is named the top industry in the MENA region, in terms of satisfaction, employee experience and the professional perceptions.

44

TECHNOLOGY FOR BUSINESS

58 | Tech news

We highlight IT trends and tools that are reshaping business in the region.

Sign off 

66 | New Year, new possibilities SME Advisor Sub Editor Joumana Saad takes the pulse on key business trends in the region and gives an update on upcoming events to add to your calendar.

50

56

SME ADVISOR Middle East

January 2013

5

shoptalk UAE

Economic cooperation with Europe

UAE Ministry of Economy officials and 18 EU Ambassadors recently met in Dubai to discuss bilateral trade among other issues.

T

he UAE Minister of Economy, His Excellency Sultan Bin Saeed Al Mansoori, emphasised during a meeting with Ambassadors of the European Union (EU) the importance of enhancing economic relations and mutual trade between the UAE and the EU countries. His Excellency mentioned that the UAE’s future economic policy will focus on tourism, industry, trade and innovations which are vital areas in building a knowledge based economy.

HE met with 18 EU ambassadors, including HE Elpidoforos Economou,the Cyprus Ambassador to the UAE. Cyprus is currently holding the presidency of the EU. “Tourism will be an important sector for us in the future and this will include family tourism and regional tourism as the UAE possesses an excellent infrastructure to reinforce this sector through its national carriers, strong hospitality sector and the new city announced recently by His Highness Sheikh Mohammed Bin Rashid Al Maktoum, Vice

President and Prime Minister of the UAE and Ruler of Dubai,” said HE Al Mansoori.

Industry and trade are other significant sectors and efforts will be made to enhance investments in these areas. The UAE can play an important role in petrochemicals, aluminum and steel industries and looks forward to enhancing cooperation with the EU in boosting these industries, especially considering that the UAE has the infrastructure to become a regional hub for exporting these metals besides leading the region in producing auto parts,” added His Excellency.

Trade is a key sector as it is closely associated with the UAE’s strategic position and the role it can play to strengthen and activate the economic cycle between the European Union, East Africa, and the former Soviet Union countries. His Excellency noted that the UAE could be a vital link between the countries in these locations, boosting regional and international trade as well as the UAE National Economy.

Innovation will be another priority area, and it will involve education development at all levels, including higher education and scientific research and stimulating innovation through the establishment of specialised centres in this area.

The Minister stressed the importance of benefiting from the experience of the European Union in this regard, noting that the aim is not just to open specialised centres, but to promote scientific research to identify global best practices.

Stating that the trade relations between the EU and the UAE have grown and evolved considerably over the past years, His Excellency noted that the volume of trade exchange during the first half of the year 2012 reached around AED 74.397 billion.

In 2011, this figure was about AED 146.772 billion, and in 2007 around AED 111.555 billion.

Microsoft and Dubai Police team up to fight piracy Microsoft, a member of the Business Action to Stop Counterfeiting and Piracy (BASCAP) group, recently discussed the growing problem of piracy for businesses in the UAE during a recent event. The Middle East and Africa as a whole had a software piracy rate of 58%, and this unauthorised copying, reproduction, transfer, and usage of copyrighted software is among the most significant threats to the IT industry in the region.

The event, which was held in conjunction with The Dubai Police, focused on raising awareness of piracy, pirated products and how people can avoid them. Major Rashed Mohammad Saleh, the Deputy Director of the Anti-Economic Crimes Department for the Dubai Police, stressed on the importance of being aware of pirated products and pirates in the UAE. “It is vital for consumers in the UAE to know what to look out for when it comes to pirated or counterfeit products,” he said.

“Not only are these products of a lower level

8

January 2013

SME ADVISOR Middle East

of quality, but it is also illegal to knowingly partake in piracy and counterfeiting of any kind,” he added.

During the event, spokespeople from Microsoft and The Dubai Police both agreed that educating local consumers is the best way to curb piracy in the Emirates.

“We are all strong supporters of public knowledge. Whatever we can do and say that positively impacts consumers here in the UAE is another step towards a piracy free economy,” Said Savas Yucedag, Anti-Piracy & License Compliance Lead at Microsoft.

According to a recent Harrison Group study, computers using counterfeit software have an increased risk of security threats and also perform much more poorly than those using genuine software.

Yucedag also added: “As a responsible leader in information technology here and around the world, we work to make sure that people know the dangers of pirated products, and how they can avoid them.”

Savas Yucedag, Head of Anti-Piracy and Licence Compliance, Microsoft Gulf gives an appreciation certificate to Major Rashed Mohammed Saleh, Deputy Director of the Anti-Economic Crimes Department from the Dubai Police.

The study also found that nearly one in four (24%) of the pirated operating systems became infected at installation, or independently downloaded and installed malicious software upon connection to the Internet and one in four of the counterfeit versions of Microsoft software tested was unable to download automatic Windows and Office updates.

L - R: Engineer Saad Al Awadi, Chief Executive Officer, Dubai Exports, and Benjamin Chau, Deputy Executive Director, HKTDC, during the signing ceremony.

UAE

Dubai and Hong Kong partner to boost exports

D

ubai Exports, the export promotion agency of the Department of Economic Development (DED) - Dubai, and the Hong Kong Trade Development Council (HKTDC), signed a memorandum of understanding (MoU), aimed at promoting trade between Dubai and Hong Kong. The two sides have agreed to intensify their efforts to organise more activities to promote bilateral trade and enable businesses to leverage the

strengths of Dubai and Hong Kong as regional gateways.

“Dubai is centrally located between the East and the West. So we see a strong synergy in working with Hong Kong in our role as a regional trade hub. Businesses aiming for the Far East markets through Dubai can take advantage of Dubai’s infrastructure and competitiveness to establish their operations and reach half the world’s population,” said Engineer Saad Al Awadi, Chief Executive Officer, Dubai Exports.

Benjamin Chau, Deputy Executive Director, HKTDC said: “It is natural for Dubai and Hong Kong, two strategic trade gateways, to work in closer cooperation. The UAE is Hong Kong’s largest export market in the Middle East and Dubai is known as the UAE’s trading hub. Our joint efforts will further expand trade potential and create more opportunities for both regions.”

Total trade between the UAE and Hong Kong during the first nine months of 2012 rose by 33 % year-on-year to AED 25.7 billion (USD seven billion). The UAE’s total exports to Hong Kong during the period jumped 48% to AED 12.8 billion. Pearls, precious and semi-precious stones (28%), telecommunications equipment and parts (27%), engines and motors, non-electric,and parts (15%) and jewellery (15%) were the major exports, making up 85% of the total.

UAE imports from Hong Kong were valued at AED 11.7 billion over the same period, representing a year-on-year increase of 20%. Among them, pearls, precious and semi-precious stones, telecommunications equipment and parts, computers and

jewellery were the major imported items, together accounting for AED 7.34 billion.

“As Asia will be a key focus in the 21st century, Hong Kong will be an important two-way platform for doing business in and out of the region. Thousands of UAE companies already see our trade fairs as their business platform every year. With stronger cooperation between the EDC and HKTDC, I am sure the relationship will grow and more companies will capitalise on market opportunities in our respective regions and beyond,” Chau added.

HKTDC organises more than 30 international trade fairs in Hong Kong each year. Nine of them are the largest of their kind in Asia, and three - Hong Kong Gifts and Premium Fair, Hong Kong Watch and Clock Fair, and Hong Kong Electronics Fair (Autumn Edition) - are the world’s largest.

In the coming months, HKTDC will stage major shows including the Hong Kong Fashion Week for Fall and Winter, World Boutique Hong Kong, Hong Kong International Jewellery Show, Hong Kong Electronics Fair, HKTDC Food Expo and Hong Kong International Tea Fair next year.

NASDAQ Dubai to assist SME 100 companies Dubai SME, the agency of the Department of Economic Development (DED) mandated to develop the SME sector, and NASDAQ Dubai, the region’s international exchange, have signed an agreement to guide SMEs towards suitable financing options to fund their growth, including carrying out an initial public offering (IPO).

The agreement underlines the commitment of Dubai SME and NASDAQ Dubai to promoting the expansion of high-quality SME companies, whose potential for rapid growth is set to play a critical role in the continuing expansion of Dubai’s economy.

The exchange will offer its expert services to support the growth of Dubai SME100 companies, a ranking of the top SMEs in Dubai compiled by Dubai SME, to evaluate the benefits of a listing on NASDAQ Dubai as well as the processes involved in joining its market.

L - R: Abdel Baset Al Janahi, CEO Dubai SME and Hamed Ali, Acting Chief Executive of NASDAQ Dubai, during the signing ceremony

Dubai SME and NASDAQ Dubai are also planning joint workshops to help Dubai SME100 companies consider a wide range of financing options, and may hold roadshows with selected Dubai SME100 companies to help them attract global investors.

A Memorandum of Understanding (MoU) to this effect was signed by Abdul Baset Al Janahi,

Chief Executive Officer of Dubai SME, and Hamed Ali, Acting Chief Executive of NASDAQ Dubai, at the 3rd Annual Global Entrepreneurship Summit held in Dubai.

Al Janahi said: “The Dubai SME100 programme is a significant step in bridging gaps in the SME sphere and enabling SMEs to evolve. Insufficient access to financial capital remains a major challenge that prevents SMEs from achieving their full potential and the most effective way to overcome this is to comply with the best international practices and grow convincingly.”

Al Janahi added: “The agreement with NASDAQ Dubai takes the Dubai SME100 programme a step closer to its objective of creating an indirect pipeline of SMEs for a secondary SME listing market in Dubai. This will help SMEs attract capital and new talent, gain access to new markets and remain the chief engines of economic development.”

SME ADVISOR Middle East

January 2013

9

shoptalk QATAR

A call for financial cooperation

H.E. Yousef Hussain Kamal, Minister of Finance and Ecomony, Qatar, speaks during the conference which was entitled Global Finance Re-designed.

T

he pace of internationalisation of finance has not been slowed by the difficult economic conditions of recent years, which is increasing the contagion risk of another global meltdown, according to experts who recently gathered in Qatar for a regional conference.

Speakers and panellists at the event called for greater international coordination, as well as changing behaviours on the part of local financial institutions and markets, in response to these new threats. More than 600 figures from international finance gathered at the Global Finance Re-Designed event, the first in a series of initiatives organised by Euromoney and the Qatar Central Bank.

Among the national strategies examined at the conference, Qatar was strongly praised by many of the speakers, particularly the

recent moves to change legislation to position the Qatar Central Bank to oversee all banking, financial and insurance activity.

HE Sheikh Hamad Bin Jassim Bin Jabr Al-Thani, Prime Minister and Minister of Foreign Affairs for Qatar, spoke at the conference, saying: “The Qatari economy is maintaining its growth and boom despite all the unfavourable conditions the international economy is witnessing. This, undoubtedly, provides many great and diversified opportunities for investment by local, Arab and international private sectors.”

Other representatives from the state of Qatar speaking at the event included HE Sheikh Yousef Hussein Kamal, Minister of Economy and Finance, and HE Sheikh Abdullah Bin Saud AlThani, Governor of the Qatar Central Bank of Qatar.

Qatar’s recent legislative changes were also praised by HE Zeti Akhtar Aziz, Governor of Bank Negara Malayisa, who spoke of the urgent requirements for greater global financial stability, and highlighted the impact of the internationalisation of financial systems on emerging economies, which often feel the global shocks most severely. She also highlighted the growing destabilising influence of income disparity, both within local economies and between nations, and urged international cooperation to tackle the issue.

Other speakers at the two-day event included representatives from JP Morgan, the UK Treasury, National Bank of Poland, Qatar National Bank, Commercialbank and the Emirates Securities and Commodities Authority.

The Euromoney Qatar Conference is the first part of a threeyear programme to chart the role of nations such as Qatar in the emerging global financial system. Further details are available at www.euromoneyconferences.com/qatar.

Dubai-Qatar opportunities

The briefing event, hosted by Dubai Chamber, gathered delegates from Dubai and Qatar’s business communities.

Qatar today presents ample investment opportunities for Dubai businesses. Like Dubai, the country is working to diversify its economy away from the energy sector and this offers scope for Dubai’s private sector to export its experience and know-how to the neighbouring nation, HE Hamad Buamim, Director General, Dubai Chamber of Commerce and Industry said.

10

January 2013

SME ADVISOR Middle East

Speaking at Dubai Chamber’s Country Focus Briefing: Qatar 2012, held on 4th December 2012, Buamim said Qatar has the resources to fund major planned investments. With events like the 2022 World Cup coming up, its development will accelerate significantly, said Buamim.

The briefing, organised in cooperation with the Qatar

Chamber of Commerce and Industry, was attended by a large number of delegates from Dubai and Qatar’s business communities, who were eager to learn more about the investment opportunities offered by the fastest growing economy in the region.

“Dubai is well placed to help Qatar meet its import obligations with regards to machinery and construction materials that are set to increase in line with population growth and largescale planned infrastructure projects,” said Buamim.

The Director General of Dubai Chamber pointed out that Dubai and Qatar have close ties and are well connected via sea and air thus they are logical business partners.

Dubai has a lot of experience and success in developing other industries to lead economic

growth and it is now a world leader in terms of tourism, trade and logistics, he said.

Also, Dubai can assist Qatar with its own diversification plans and at the same time capitalise on the investment opportunities that exist in the country, he added.

The Director General of Dubai Chamber shed light on the trade figures which he said demonstrated Dubai’s close links with Qatar as the emirate’s non-oil trade with the country last year valued at AED 7.8 billion, and it ranked 26th on Dubai’s list of largest trading partners. Imports were worth AED 1.1 billion while exports and re-exports were at AED 6.7 billion.

Presently, there are 238 partnership ownership firms registered with Dubai Chamber and operating in the emirate.

KSA

Addressing the Saudi unemployment issue

A

t the Global Entrepreneurship Summit (GES) in Dubai, His Highness Sheikh Mohammed bin Rashid Al Maktoum presented an award

to Bab Rizq Jameel as the Best Initiative to Support Entrepreneurship in the Arab World, recognising its achievement in job creation across the Middle East.

Described as a business with a social purpose, Bab Rizq Jameel (BRJ), meaning beautiful gateway to prosperity in Arabic, was established in 2003 by Mohammed Jameel, President of the ALJ Group, to help generate more employment opportunities, initially in Saudi Arabia. Operating at a local level, BRJ’s main activities focus on identifying job opportunities, providing relevant skills and training to individual job seekers and granting microfinance loans to establish new entrepreneurial businesses.

Since establishment, it has expanded across the region through an extensive branch network, successfully helping to create over 320,000 jobs across the region, 100,000 of them in this year alone.

Accepting the award on behalf of BRJ, Mohammed Jameel, Chief Job Creating Officer for BRJ MENA, said: “BRJ is one

simple, grassroots solution to the problem of unemployment that has, from small beginnings, begun to make a significant difference to lives of thousands across the region. Ultimately it is creating a business model that empowers people, giving them control over their lives and a stake in their future.

“This recognition is an honour and a testament to the hard-work and dedication of everyone involved with BRJ, and I am delighted to accept it on their behalf. I hope in time that we will see competitors emerge in the business of job creation. More competitors means more jobs, and the region needs more employment opportunities as populations continue to grow.”

Today, there is a team of more than 700 fulltime job creators, working from more than 36 BRJ branches in the Arab world and Turkey. The ultimate plan is to help create 500,000 jobs annually in the Arab countries and Turkey, through a team of 2,000 job creators distributed amongst 200 branches in those countries.

us during the whole process, facilitated the initial meeting with Openinside during the Gitex exhibition in October, and have continued to support both firms as we’ve worked towards the agreement announced today,” he added.

Kamal bin Ahmed, Minister of Transportation and Acting Chief Executive of the Bahrain Economic Development Board (EDB), who attended and spoke at the official

opening of the conference, commented: “This announcement is testament to how events such as MEET ICT provide a great opportunity for local, regional and international companies to meet and explore potential partnerships, as well as providing a platform to view the strong infrastructure we have in Bahrain and recent developments that have been made in this sector.”

During key industry professionals, government officials and high-level decision makers discussed the major issues concerning the ICT sector in the Middle East. The theme of this year’s conference, Leading Business Growth, Through ICT Advancements was covered through the various sessions and panel discussions, looking at the gaps in the market for new supply, the requirements of the Gulf market in general, and Bahrain in particular, and how to meet the needs of these markets.

The line-up of leading international participants at the conference included Microsoft, Oracle, and Cisco, in addition to more than 35 Bahraini, Arab and international speakers, who all have outstanding contributions in the industry. Government representatives from BISTA, eGOV, Mumtalakat, EDB and TRA also attended many of the sessions and roundtables at the conference.

BAHRAIN

Bahrain looks to boost ICT sector Ospyn, an Indian Singaporean firm specialising in e-Governance projects, recently signed an Memorandum of Understanding (MoU) with Openinside, a Bahrain ICT provider. The signing took place at MEET ICT BAHRAIN 2012, organised by Gulf Future Business and launched at the Bahrain International Exhibition and Convention Centre.

The MoU is focused around working together to support the provision and utilisation of opensource technologies, ahead of a potential joint venture being established in the future.

Commenting on the signing of the MoU, Prasadu Varghese, MD and CEO, Ospyn said: “Bahrain has long been a leader in supporting technology investment and innovation, which encouraged us to seek a Bahrain partner to expand our MENA region operations and specifically target expansion of open-source technology in the region. We are delighted to have found a like-minded and committed partner in Openinside, and we look forward to a long and successful relationship.”

“We are also thankful to the team at Bahrain Economic Development Board, who supported

SME ADVISOR Middle East

January 2013

11

SME About Town

Promoting women entrepreneurship

R-L: Nadereh Chamlou, Senior Advisor to the Chief Economist, MENA, World Bank, USA; Imad Benmoussa, General Manager, Coca-Cola Middle East, UAE; Muna Abu Sulayman, Philanthropist and Development Expert; Partner, Directions Consultancy, Saudi Arabia; Doa’a Essa Abdul Wahab, MD and Partner, Salad Boutique Restaurant, Bahrain; Najla Al Midfa, Senior Manager – Entrepreneurship Development, Khalifa Fund for Enterprise Development, UAE

T

he Global Entrepreneurship Summit – Entrepreneurial Ventures of Arabia (GESEVA) held at the Dubai World Trade Centre put the spotlight on promoting women entrepreneurship in the SME sector regionally.

The experts said that it is imperative to continue to create the foundation for promoting women entrepreneurship to enable them to excel and develop their businesses by learning from the experiences of the successful Arab women entrepreneurs.

At a panel discussion on Thinking Big & Building Big Blocks for Womenpreneurs, the participants shared their insights on exploring innovative ways to support women entrepreneurs from the perspective of a diverse group of stakeholders including corporate civil society organisations and established entrepreneurs. The session, co-ordinated by Emirates Aspen Partnership, also discussed how different stakeholders complement each other in creating the conditions for women entrepreneurs to thrive and the insights to be drawn from successful women business leaders in the region.

Nadereh Chamlou, Senior Advisor to the Chief Economist, MENA, World Bank, was

the moderator of the session, with participants from across the GCC region, including: Muna Abu Sulayman, Philanthropist & Development Expert, and Partner, Directions Consultancy, Saudi Arabia; Imad Benmoussa, General Manager, Coca-Cola Middle East; Najla Al Midfa, Senior Manager – Entrepreneurship Development, Khalifa Fund for Enterprise Development; and Doa’a Essa Abdul Wahab, MD and Partner, Salad Boutique Restaurant, Bahrain.

During the panel discussion, Nadereh Chamlou, expressed optimism on the future of women entrepreneurship in the MENA region, saying: “One out of six businesses is owned by women. When I look at the next generation I see a great deal of optimism, leadership, energy and dynamism.”

Imad Benmoussa, General Manager, CocaCola Middle East; said that the gender gap is narrowing in the region. “Women literacy is higher than men and we see more and more women in positions of power. Some of the challenges women face are limited access to financial support, lack of mentorship and peer network. We need the entire ecosystem to collaborate; meaning the government to create

the right policies, for the private sector to launch programmes to support women, the universities to gives courses on entrepreneurship and the society to support our women entrepreneurs.”

On the challenges faced by women entreprenuers, Muna Abu Sulayman, Philanthropist & Development Expert, and Partner, Directions Consultancy, Saudi Arabia, observed: “Some of the challenges women face today are the importance of motherhood and the difficulty of balancing work and family life, as well as limited access to finance. When they start, they don’t have the financial resources or the know-how. We have to reflect on the best age to become an entrepreneur. Also, does our society allows us to fail as a business? People in average fail three to five times before they actually succeed. Do we have an eco-system allowing bankruptcy?”

Najla Al Midfa, Senior Manager, Entrepreneurship Development, Khalifa Fund for Enterprise Development, UAE, added: “Some of the challenges women face are limited cash flow, limited access to financial support, administrative restrictions, but more importantly social and cultural restrictions. A women needs to work extra hard to balance her work and family life. Having a business is a 24 hour job.

It’s very important to have support from the family. Women also lack self-confidence when it comes to networking and mingling at events. ” Doa’a Essa Abdul Wahab, MD and Partner, Salad Boutique Restaurant, Bahrain, said: “Women are raised in safe environment and men are encouraged to take risks.

Another challenge they face is that they have not enough access to capital or financial support. Also, our education system teaches us to be employees and not employers.

Women entrepreneurs need more guidance, counselling and more access to financial resources.”

The New Entrepreneur Roundtable Global Entrepreneurship Week was celebrated from 12th to 19th November, 2012. In celebration of the efforts of entrepreneurs in Dubai, Shelter invited up-andcoming entrepreneurs, who have yet to do the media circuit, to share their experiences with a crowd of their peers.

The New Entrepreneur Roundtable was a meeting ground for entrepreneurs at all stages of business development. Some panellists were still building the

12

January 2013

SME ADVISOR Middle East

beta versions of their websites, and some audience members were locally-based angel investors.

The evening was highly interactive, with audience members voicing questions about every level of the startup process.

Regardless of background, the flow of ideas, stories and tips centered on the challenges faced by all entrepreneurs: getting money, partners and customers.

A spirit of sharing defined the event, starting with the back-and-

forth of questions between the audience and the panelists and continuing through the crowdsourced pizza party that closed the evening.

Speaking on the panel were Karim Helal Co-Founder of the B2B-services exchange Monaqasat; Pankaj Chaddah, CoFounder of the Dubai branch of the restaurant review site Zamato; Loulou Khazen Baz, Co-Founder of Nabbesh.com, a social platform for exchanging marketable skills;

and Subhi Farah, Co-Founder of FlatChat.ae, an apartment reviews site. David Haddad, Founder of the Dubai-based Startup Circle social group, moderated.

While the panellists tended towards Internet-based businesses, entrepreneurs in the audience were engaged in pursuits ranging from personal shopping to organic food delivery.

As information flowed, one theme emerged: a demand for more roundtable events.

HELPING YOU BUILD YOUR BUSINESS AMBITIONS.

ADCB CONSTRUCTION EQUIPMENT LOAN

If you wish to secure the future of your business or invest in equipment, then the ADCB Construction Equipment Loan is the perfect financial solution for you.

Key features: • • • • • • • •

Funding up to 90% of the equipment cost Refinance option available for existing assets Higher loan amount Minimum documentation requirements Quick approval time Competitive rates Funding available across wide array of brands and equipment Shari’ah compliant products also available

For more information on ADCB Construction Equipment Loan, please SMS CEL to 2626 or visit www.adcb.com Terms and Conditions apply. Credit at sole discretion of the Bank.

SME About Town

Global Entrepreneurship Summit

L-R: Abdullatif Alsayegh, Founder, Alsayegh Media, UAE; Badr Jafar, Managing Director, Crescent Group, UAE; Farrukh H. Khan, Country Director & CEO, Acumen Fund, Pakistan; Maher Kaddoura, Managing Director, Next Move; Former MD, Meydan, Jordan; Tom Speechley, The Abraaj Group, UAE; and Habib Haddad, CEO, Wamda, UAE; participated in the panel discussion entitled Scouting for Winners: Is the Next Facebook the Way of the Future?

T

he Global Entrepreneurship Summit – Entrepreneurial Ventures of Arabia (GES-EVA), held under the patronage of HH Sheikh Mohammed bin Rashid Al Maktoum, UAE Vice President, Prime Minister and Ruler of Dubai, at the Dubai World Trade Centre (DWTC) from 11 th to 12 th December 2012, hosted more than 90 renowned speakers and successful entrepreneurs from 20 countries sharing best practices in promoting a culture of entrepreneurship that will power the regional SME ecosystem of the Arab world.

Putting the spotlight on the growth opportunities offered by the SME sector, the GES-EVA Summit and Exhibition underlined the UAE’s commitment to

fostering youth entrepreneurship, creating diversified employment opportunities and providing access to startups and established businesses to strong global partnerships that will help grow their business.

The various panel discussions at the GES-EVA Summit are addressed by experts in wide-ranging fields, representing governments, worldleading educational institutions, nongovernmental organisations, financial organisations and various business sectors from across the world including the US, Singapore, Malaysia, Egypt, Turkey, Chile, India, Indonesia, Pakistan, Saudi Arabia, Kuwait, Jordan and Lebanon, in addition to a strong representation from the UAE.

Forum highlights exporting growth Dubai Exports, the export promotion agency of the Department of Economic Development (DED) in Dubai, recently hosted its fourth Exporters’ Forum at the Grand Hyatt, Dubai. Over 200 business leaders in the logistics and trading sectors as well as customs and export officials attended the forum, sharing their perspective on key export markets and the best strategies for UAE companies to access such markets.

His Excellency Sami Al Qamzi, Director General of the DED, said in his opening speech at the forum that the exports business in Dubai has grown exponentially and added that the Exporters’ Forum has become a strategic platform to discuss challenges, opportunities and exemplary practices in the exports and re-exports sector, eventually enabling local companies to play a greater role in overall economic development in Dubai.

“Dubai’s direct exports and re-exports for the first six months of 2012 have already reached AED 143 billion, whereas it was AED 172 billion for the whole year in 2008. Quarterly analysis shows the total

14

January 2013

SME ADVISOR Middle East

Flagging off the keynote addresses, Juma Al Majid, shared real-life experiences on entrepreneurship, at a strictly invitation only event. In other keynote addresses, Mustafa AbdelWadood of The Abraaj Group shared the success story of the company, and its focus on promoting small and medium enterprises; and David Harrison, SVP of Freelancer.com, one of the world’s fastest growing online companies, based in Australia, spoke on The Future of Work: New Ways to Scale Your Company.

Sharing the success stories from across the world was the Innovation Without Borders talk shows that highlighted the experiences of Jordan. AllWorld Network hosted a keynote address on ‘The Future of Work: New Ways to Scale Your Company,’ discussing online outsourcing, with the session also marking the launch of AllWorld’s SouthAsia250.

The panel discussions flagged off with a Global Conversation with Policy Makers, who shared Global Best Practices in Entrepreneurship and SME Developments.

The session discussed best practices and benchmarks for entrepreneurship and how growth can be accelerated in developing economies. Another key session was on Scouting for Winners: Is the Next Facebook the Way of the Future?, which featured investors who seek opportunity and returns in different forms, exploring how successful entrepreneurial companies of tomorrow will look like and what sectors will be considered as most successful by the investors.

value of Dubai’s direct exports and re-exports rose from AED 65 billion to AED 78 billion between the first two quarters of 2012. Dubai Exports is confident that we will round up the year on a high note as we see a high level of interest among local companies in competing in major export markets,” Al Qamzi stated.

During the three year period from 2008 to 2011, Dubai Exports was able to promote nearly 600 Emarati companies as exporters in targeted overseas markets and help local firms realise nearly AED 20 billion worth of export transactions with its knowledge and networking support. “A more encouraging evidence is that growth in Dubai’s exports to these target markets during these three years has been in the range of three per cent to 100%,” added Al Qamzi.

“Our government is focusing on consolidating this rising exports activity into a major contributor to sustainable growth. Dubai Exports has been able to play the lead role in connecting 85% of the exporters in Dubai to new markets during the first six months of 2012. More than 210 firms, including manufacturing units, exporters and free zone companies, participated in the foreign missions and networking programmes organised by Dubai Exports during the first half of this year,” said Engineer Saed Al Awadi, CEO, Dubai Exports.

A national souq for SMEs

His Highness Sheikh Majid Bin Mohammed Bin Rashid Al Maktoum, Chairman of Dubai Culture & Arts Authority, inaugurated the National Souq, which was on display at Wafi in Dubai.

H

is Highness Sheikh Majid Bin Mohammed Bin Rashid Al Maktoum, Chairman of Dubai Culture & Arts Authority, inaugurated the National Souq, a showcase of innovative products from 60 members of Dubai SME, in Wafi to mark the UAE’s 41st National Day. His Excellency Sami Al Qamzi, Director General of the Department of Economic Development (DED) in Dubai, was also present at the occasion.

Dubai SME, the DED agency mandated to develop the small and medium enterprise (SME) sector, organised the souq from 27th

to 29th November, 2012, as directed by His Highness Sheikh Hamdan Bin Mohammed Bin Rashid Al Maktoum, Crown Prince of Dubai.

His Highness toured the exhibition, highlighting the importance of such initiatives in promoting entrepreneurship and developing the national spirit among young Emiratis, particularly since such platforms help achieve the ambitions and aspirations of entrepreneurs as well as qualify them in best practices.

The initiative stems from the vision of His Highness Sheikh Mohammed Bin Rashid Al

Maktoum, UAE Vice President and Prime Minister and Ruler of Dubai, to support UAE national entrepreneurs and their innovative ideas.

“I am thankful to Their Highnesses Sheikh Hamdan Bin Mohammed Bin Rashid Al Maktoum and Sheikh Majid Bin Mohammed Bin Rashid Al Maktoum for their special attention and support extended to national entrepreneurs and their initiatives. Dubai SME is keen to provide an ideal growth environment for young Emirati business leaders, help them to participate in developing the business sector in the UAE, and enable them to lead local projects,” said Al Qamzi.

Abdul Baset Al Janahi, Chief Executive Officer, Dubai SME, added: “Organising a special souq for SME products is an effective means for Dubai SME and the society to contribute to the 41st National Day celebrations.

A Dubai SME team will be present in Wafi throughout the event to ensure the success of the National Souq and provide the necessary support to the members.”

The souq mainly includes products inspired by the UAE and its 41st National Day. The exhibits also includes souvenirs, clothing bearing patriotic signs and phrases, stationery, car accessories, paintings, kids clothing with national motifs as well as school supplies, among other products.

Getting online marketing right The rapidly growing travel and tourism sector in the UAE can develop further and reach new customers across the world by embedding key strategic online marketing tactics in their business and marketing plans, noted key industry speakers at an event at the Sofitel Hotel in Jumeirah Beach Residence, organised

by Potential.com and Google.

The Google and Potential.com event, attended by more than 200 experts from major travel and tourism companies, focused on the role of online marketing in increasing sales; better reach for new customers; boosting website traffic, in addition to reaching and engaging new clients directly. The event also discussed the impact of the Internet to develop and increase corporate business; effective online marketing campaigns; Travel and tourism trends and the future of the industry, in addition to how to assess the performance of the marketing spend.

Commenting on his company’s organisation of the seminar, Shadi Banna, Managing Partner, Potential.com, said: “Online marketing is one of the most vital tools which keeps companies continuously connected to their customers.

It’s a cost effective way, and if done properly, it will provide companies a better chance to increase their customer base, since response rates for e-marketing are higher in comparison with other tools.”

Tourism in the UAE is considered one of the most vital sectors, and according to the report released by the World Travel and Tourism Council, the UAE accounts for 41% of total investment in the travel and tourism sector in the Middle East. The report also predicted that the volume of investments in the tourism sector in the UAE will grow by 7% yearly.

“In light of these positive indicators witnessed by the travel and tourism sector in UAE, Potential.com is always keen in raising the efficiency of small and medium

Over 200 experts from major travel and tourism companies attended the event which was held jointly by Google and Potential.com.

enterprises operating in this field, by introducing programs designed to help them benefit from modern technologies in digital marketing, which has proven to be the fastest way to reach new customers from around the world,” added Banna.

Marie de Ducla, Industry Head Travel – Gulf, Google, said: “In terms of technology adoption, customers in the Middle East are recognised as being sophisticated and technology savvy, which is evident in the high mobile and internet penetration rates. Hence, travel and tourism companies must prioritise their online marketing tools to advance their businesses and retain new customers.”

Potential.com is a leading international business catalyst, whose aim is to help develop entrepreneurs, SME’s and established organizations, and accelerate their growth through innovative and interactive programs. The company has recently revamped its SME Evolution Program, which helps SMEs to increase the competitiveness of businesses and expand to become global companies. The program has so far attracted more than 4000 participants from 29 countries.

SME ADVISOR Middle East

January 2013

15

Trade

Meeting those resolutions SMEs wishing to set new goals for the New Year should first make sure their plans are specific, measurable, attainable, relevant and time bound, writes Dr. Ashraf Mahate of Dubai Exports.

16

January 2013

SME ADVISOR Middle East

T

Dr. Ashraf Mahate Dubai Exports

he New Year is always a time for both personal and professional reflection that gives us the opportunity to make changes in our lives. For individuals and businesses alike, it is a great time for trying to understand what has worked well in the last year and what needs to be changed. However, the reality is that most companies who make those resolutions on 1 st January usually end up being side tracked in their efforts and suffer as a result.

The common reason why such resolutions are not met is that they tend to be overly ambitious or unattainable.

In order for an SME to stay on track in achieving its goals, they can start by making sure all plans pass the SMART test, which essentially implies that they need to be: specific, measurable, attainable, relevant and time bound (SMART).

The first term argues that goals should not be general and unambiguous; instead they should be very specific.

For instance, the firm needs to state what exactly it seeks to achieve and if possible the benefits of accomplishing the goal. Next, the goal has to be measurable, which implies a method for assessing the level attainment of the goal.

It is generally argued that if the goal is not measurable, then the firm is not able to assess whether it is making any progress in the achieving it. Thirdly, a goal needs to be attainable in terms of being realistic. Of course, this does not mean that it has to be so easy that it does not stretch the company. Instead, a goal needs to be such that it is neither out of reach nor below standard.

Also, the goal needs to be relevant so that it makes a difference to the firm and help it get closer to realising its vision. Simple ways of assessing whether a goal is relevant is to ask if it seems worthwhile. Finally, all goals need to be time-bound so that there is a commitment to a deadline.

“

The budget is the company’s plan of action as it starts with sales projections and relates it to the operational costs and revenue collection. As a plan of action, the business budget is a good way for the company to assess whether it is meeting its targets and if there are deviations to understand the underlying reasons.

“

Once the firm has decided that it needs to make some New Year resolutions which are SMART, the question is what should they be? Below we have listed some resolutions that SMEs can seek to make based on the common issues that smaller companies face.

Improve my planning process

If a business is going to succeed, then it needs to plan effectively. All firms need to ensure that they have

sufficient liquidity to meet their day-to-day costs.

Therefore, cash becomes the life blood of any business.

The common belief among entrepreneurs is that they need to just focus on profit. The reality is, however, if an SME focuses on simply profit, at the expense of cash flow, planning and management, then it has a higher probability of going out of business. All SMEs should prepare a cash flow project (or budget) on a monthly basis.

The second part of financial planning is to produce a business budget at the start of each period. In essence, the budget is the company’s plan of action as it starts with sales projections and relates it to the operational costs and revenue collection. As a plan of action, the business budget is a good way for the company to assess whether it is meeting its targets and if there are deviations to understand the underlying reasons.

Another important aspect of a business budget is that it allows the firm to assess its expenses and look at areas where they can be reduced or even eliminated without negatively impacting on the performance of the firm or the quality of its output. Ideally, the budget needs to be prepared before the start of the year and reviewed monthly or quarterly.

Increase sales

The simple lesson of increasing sales is to have a more engaged customer base. So, the question then becomes how to engage with existing and potential customers.

As difficult as it is to believe, there are still some companies out there that lack a web presence. So, if a firm does not have a website, its goal should be to develop one that is useful and relevant to the target audience.

For businesses that do have a website, they should regularly update it with current information. More often than not, SMEs set up a website thinking that is the end of their online presence and tend to forget about the underlying importance of updating it and keeping it relevant to its target user base. One way SMEs can utilise in this area, is to write opinions about timely topics in the industry. Industry relevant videos on Youtube, links to research, articles and seminars are also examples of relevant content that can be added and updated.

SMEs who use this method can also increase the probability of appearing highly in search engines through keywords that relate to the business or industry. SMEs, by their very nature, are resource constrained, but they should set aside a few hours each week updating the content on their website.

In today’s digital world, social media should be an area of priority for any SME, as it proves offer a cost-effective way for businesses to engage their customers and increase sales. SMEs need to get on Twitter, Facebook, LinkedIn and other hhplatforms to talk directly with existing and potential customers.

Anecdotal evidence shows that when firms have a direct line of communication with customers, it tends

SME ADVISOR Middle East

January 2013

17

Trade

About Dr. Ashraf Mahate is the Head of Expor t Market Intelligence at Dubai Expor ts (formerly known as the Dubai Expor t Development Corporation), which is an agency of the Dubai Economic Depar tment.

Dr. Mahate is also the Vice Chair of the Economic Policy Committee with the Dubai Economic Depar tment. He has written a number of journal ar ticles, 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 Char tered Institute of Managers (UK) and a Member of the Institute of Commercial Management (UK).

He is also a member of the Association of Cer tified Anti-Money Laundering Specialists (ACAMS).

such, the business needs to produce a regular aging schedule of its accounts receivables.

SMEs can also look at alternative ways of speeding up their accounts receivable, such as allowing customers to pay by credit card. If the business is not currently accepting credit cards, it may investigate the possibility of doing so. Statistics show that when firms provide their customers the facility of paying via the website using credit cards, this tends to reduce the length of accounts receivables as well as the level of bad debts. Of course, accepting credit cards does impose a cost to the firm.

However, it does allow for better reach to its customer base which can positively impact sales and cash flow.

Monitor the inventory

“

“

SMEs need to regularly go through their inventory to make it more productive, and in the process sell items which have a high risk of becoming obsolete. This may involve the firm biting the bullet through deep mark-downs.

to increase their level of loyalty and allows them to see that the firm personally cares about their customers.

Monitor accounts receivable

Sales are of course important for all firms, but so is the ability to collect accounts receivable. It is common practice for firms to offer credit to its customers; however, it is important that they are collected on time in a friendly manner. Therefore, the SME needs to constantly have its eyes on how its customers are making their payments. As

18

January 2013

SME ADVISOR Middle East

Inventory is important for all firms as the cost of running out of an item may mean a lost sale, or even worse, a lost customer. At the same time, high inventory costs are a huge burden for a firm in terms of working capital that is tied up, cost of warehousing and of course the threat of goods becoming obsolete. The general rule is that 80% of sales are generated by 20% of the inventory investment. The rest of the inventory tends to be either slow moving or even “dead”.

SMEs need to regularly go through their inventory to make it more productive, and in the process sell items which have a high risk of becoming obsolete. This may involve the firm biting the bullet through deep mark downs. The positive aspect is that it allows it to generate cash which can be utilised more profitably. More importantly, it is better for the firm to take a deep mark down and sell the products, instead of just holding onto them without making a profit. Old inventory can prove be a cancer and therefore, it needs to be removed before it can spread and cause major damage to the business.

In the end, New Year’s resolutions are only as good as the commitment that backs them. So, it is important for SMEs to make all the small changes that improve their business and make them more competitive in a globalised marketplace.

We are the new AIG

Bring on tomorrow www.aig.com AIG is the marketing name for the worldwide property-casualty, life and retirement, and general insurance operations of American International Group, Inc. For additional information, please visit our website at www.aig.com. Products and services are written or provided by subsidiaries or affiliates of American International Group, Inc. Not all products and services are available in every jurisdiction, and insurance coverage is governed by actual policy language. Certain products and services may be provided by independent third parties. Insurance products may be distributed through affiliated or unaffiliated entities. Certain property-casualty coverages may be provided by a surplus lines insurer. Surplus lines insurers do not generally participate in state guaranty funds and insureds are therefore not protected by such funds.

The SME advisor star of business summit 2012

Identifying success factors We bring you complete coverage of the 2012 SME Advisor Stars of Business Summit.

Over 250 business owners and managers from around the UAE recently gathered in Abu Dhabi for the 2012 SME Advisor Stars of Business Summit, which was organised by CPI. The full-day event featured a number of high-profile speakers who shared their perspectives, advice and best practices. Top executives from well-known SME names like Just Falafel and Intercoil Group of Companies shared their personal stories of start up, struggle and success. In addition, a panel of distinguished experts debated on the topic of Sustainability, durability and maturity of the SME landscape in the Middle East.

SME owners who were looking to get more specialised advice were able to attend specific breakout sessions led

by a number of experts. The Finance 101 session featured presentations on banking, accounting, angel investing and venture capitalism, while those who attended the Business Efficiency session gained insights on branding, corporate governance and IT security. Throughout the event, attendees were encouraged to interact with experts and be a part of the ongoing discussions.

Abu Dhabi Commercial Bank (ADCB) was the Official Presenting Partner for the event, while du served as the Exclusive Telecom Partner. Other event sponsors and partners included AIG, Morison Menon, Al Tamimi & Company, Dubai Internet City, Zawya, Cadillac, GIT, Dubai Knowledge Village, and Dubai Exports.

Aparna Shivpuri Arya, Tamara Pupic and Jenny Kassis contributed to this article.

EXCLUSIVE TELECOM PARTNER

20

INSURANCE PARTNER

January 2013

STRATEGIC PARTNERS

SME ADVISOR Middle East

KNOWLEDGE PARTNERS

OFFICIAL CAR PARTNER

BUSINESS COMMUNITY PARTNER

SUPPORTING MEDIA PARTNERS

PUBLISHER

The SME advisor star of business summit 2012

Dr. Salvatore Zecchini, Chairman of the OECD Working Party on SME and Entrepreneurship gave the keynote presentation, which outlined the most pressing issues SMEs are facing regionally.

Key speeches and presentations: Nilanjan Ray, Senior Vice President and Head, Business Banking, ADCB In his welcome note, Nilanjan explained how key features for success are characterised by innovation, ambition and determination. These correspond to entrepreneur’s ability to dream, do, fail and stand up again. In addition, he stated that SME business is the “key strategy priority” for ADCB. The bank is now focused on finding new growth opportunities arising from new trends in international trade.

He further pointed out continuous regional challenges which also require SMEs to adapt to change. He emphasised the strength of the UAE’s services sector, as the nation stands as a travel hub for the region. In conclusion, he expressed his expectation that new SME related regulations, which are in the process of adoption, will allow full use of these opportunities.

Dr. Salvatore Zecchini, Chairman of the OECD Working Party on SME and Entrepreneurship Dr. Zecchini focused his presentation on the important role SMEs play in regionwide economic development. He began by explaining how rapid change in economic and social spheres is reshaping the region. He noted the uptick in entrepreneurial activity as a result of the Arab Spring, but acknowledged that the reality is not encouraging due to post-crisis effects. Looking at the big picture, he sees the global economy operating at a moderate pace in 2013, as the Eurozone crisis continues and growth rates remain low in the US and China. However, he explained that bright spots are noticed in the MENA region, since oil-exporting countries are in the position to take advantage of the current developments. To the opposite, oilimporting economies are still under negative impact due to decline of the demand caused by social unrests and political and institutional uncertainties.

22

January 2013

SME ADVISOR Middle East

With the aim of determining which factors lead to improvement of economic prospects of SMEs, Dr. Zecchini explored various obstacles currently faced by SMEs, including existing government measures of support and shortcomings of policies, as well as priority areas on which governments and SMEs should jointly focus.

He continued by saying that the road ahead is still a long one, as the current economic environment in the region is far from being favourable. Elaborating further, he pointed out three main areas of challenge including finance, quality of workforce and bureaucracy. To put these issues into perspective, he highlighted the fact that SME loans currently make up only four per cent of lending in the UAE, compared to 24% in Morocco.

He then proposed certain governmental measures which could improve the position of SMEs in the region including: simplification of procedures, creation of business incubators, funding of industrial zones, promotion of SME participation in value chains, labour training programmes, finance assistance through tax preferences, grants and credit guarantees, to name a few.

Dr. Zecchini concluded by presenting the idea of a New Arab Spring for Entrepreneurship which should be supported by governments of MENA countries and include not only institutional change, but also change in attitudes and views on entrepreneurship.

When asked by the audience about concrete ways governments can improve their SME strategies, Dr. Zecchini pointed out three issues.

In the area of finance, he confirmed that a lot has been done, but the overall attitude on lending to SMEs is still the same among the majority of banks. For that reason, he suggested two track approach incorporating a framework which would secure more certainty of lending to SMEs (and security of lenders’ rights), and secondly, introduce alternatives to direct financing such as leasing, factoring, mutual guarantee and other mechanisms. Referring to bureaucratic challenges, he was of the view that more needed to be done to address the ovexpansion of the public sector. Regarding labour, he emphasised the need for governments to respond to “a mismatch between what is demanded in the labour market and what education system is providing in terms of skills.”

Hassan A. Al-Hazeem, Managing Director, Intercoil Group of Companies

Hassan began his presentation by giving a historical overview of his company, which was founded by his late father Abbas Ali Al Hazeem.

On the basis of this experience, he continued by advising SMEs that success must be based on the vision which is, in his case, to become market leader in the MENA region. Furthermore, he suggested that SMEs develop a strategy in line with the vision and stay focused on their objectives.

In Hassan’s view, the key success factors for any business are the quality of products, diversified supply network, and innovations in all aspects of the business. He explained how on this basis, the company managed to beat the competition. He provided few examples including the introduction of the new customised and space-saving furniture products, as well as achieving certification.

He pointed out that ISO certification supported their credibility and image in international business circles. Hassan further made his point how SMEs need to adapt to conditions of local economy when entering new markets. This emphasised the importance of consistent branding, the establishment of internal alliances, as well as continuous international presence through exhibitions and conferences.

Concluding with the main obstacles to business growth, he stated that finance and a lack of industry expertise remained the most pressing issues.

John Lincoln, Vice President, Enterprise Marketing, du

John kicked off his presentation with his observation that even the brightest minds do not always connect the dots in business. He expands on this topic in his recently published book entitled Connect The Dots. He explained how so many great ideas have ended up failing. This is quite common with SMEs in particular, as the owners (who are usually the managers as well) have failed to see the big picture issues important for development of their business. He highlighted the importance of planning, existence of both traditional and alternative sources of funding and expertise in managing the working capital, for the success of any business endeavour. In line with that, he assured the audience that each entrepreneur should plan an exit strategy from the very beginning in order to be strategic.

John also elaborated on the impact of emotional intelligence in particular when targeting your customers. He noted the importance of product and services, but emphasised that in the end, “the experience forms the brand.”

In order to explain the importance of marketing, he elaborated by using an example of good marketing strategy, specifically the methods of marketing to women. “Women are increasingly employed at positions with high disposable income and have become more active consumers. Also, some of their personal characteristics include loyalty and detail orientation which strongly connects them with a certain brand,” says John. He added that “the depth of their social networks ensures greater exposure of that particular product or a service.”

When it comes to dealing with the competition in the market, John suggested that SMEs compete on the basis of “quality and differentiation within the market.” In addition, being able to openly communicate about weaknesses and shortcomings of a product or a service represents a sign of respect given to the customers.

Over 200 SME owners and mangers attended the full-day summit which featured presentation, a panel discussions and breakout sessions.

Elaborating further, he presented the concept of market segmentation, which is a strategy that can greatly help SMEs refocus their method of customer targeting. John says that “the solution is not to treat all customers equally, but according to their preferences.”

In conclusion, he stated that segmentation has to be measurable and sustainable.

Fadi Malas, CEO, Just Falafel

Fadi began his presentation by sharing the story behind Just Falafel, which first started out from a small Abu Dhabi shop in 2007. He explained how even during the beginning stages, the company had a clear idea on its product offering, which centred on a variety of flavours catering to different cultures and tastes.

“In mid 2010, we realised the potential that was there for expanding the brand. However, we were a little lost as to how to garner interest and let people know about the opportunity to buy our franchise,” he admitted. As the team became more active on the social media side, Fadi discussed how he quickly realised how the brand could use such cost-effective channels to boost visibility, rather than go through traditional PR and advertising. A major milestone for the company came this year when it was named Facebook’s first GCC case study. Referring to the launch of a Franchising application on the company’s Facebook page, Fadi said: “When we decided to advertise on Facebook, we wanted to franchise about 20 stores. We thought that it would take us a year or two but within a matter of weeks, we were able to franchise all the stores.”

After franchising, the next challenge was to secure locations. They began opening outlets in all the major shopping malls in Dubai and later began branching out into new markets. According to Fadi, it has been a very steep learning curve, but they knew there was no way they could slow down. Over the last two years, they have had 6,000 franchising requests and about 600 stores have been sold across 15 countries. Fadi was also quick to point out that they are very excited about selling 200 stores in the UK market.

Addressing its competition, Fadi said that they consider any restaurant in a food court to be a competitor. When asked if there was a single big risk that the company is facing, Fadi said that they face challenges and risks every day, such as when to invest and which markets to target.

Fadi ended his presentation on a high note adding that the company will continue to strive and grow till they are able to compete with world’s leading food sector brands.

SME ADVISOR Middle East

January 2013

23

The SME advisor star of business summit 2012

Howard Gaunt, Head of Corporate and Business Banking, ADCB, moderated the discussion which focused on key challenges to SME grwoth in the region.

Panel discussion Sustainability, durability and maturity of the SME landscape in the Middle East

K

icking off a lively discussion, Howard Gaunt, Head of Corporate and Business Banking, ADCB, asked each panellist to identify the success factors that were most critical when building up a business. Marie Grace Seif, Partner, Al Tamimi & Co., said: “From a legal standpoint, SMEs should be aware what is legally viable within their attempt to develop their business. I would suggest they have a legal advisor in order to understand what is needed, possible or profitable in the market. Lastly, all of this should be feasible under the existing legal cover.”

24

January 2013

SME ADVISOR Middle East

According to Dr. Zecchini, there is one element that is absolutely crucial to the success of any business, connections. “You must connect to two communities, financing and business. When I say financing, it means an entrepreneur must draw resources from family, friends and those people who trust their ideas. On the business front, you have to position yourself in the business community and franchising is one way to connect,” he says.

Edward Roderick, Managing Partner of Envestors MENA shared his perspective representing an angel investment firm tasked with identifying startups and SMEs

L-R: Dr. Salvatore Zecchini, Chairman of the OECD, Working Party on SME and Entrepreneurship; Hassan A. Al Hazeem, Managing Director, Intercoil Group od Companies; Fadi Malas, CEO, Just Falafel; Marie Grace Seif, Partner, Al Tamimi & Co.; Edward Rodrick, Managing Partner, Envestors MENA.

with the most potential for growth. He noted that only 1.5% of all businesses that submit for funding through Envestors are actually presented to the firm’s investor base. His advice to entrepreneurs looking to pitch their business ideas is to first ensure that the have “a sound and well-thought out idea and plan.”

He also mentioned how his team is always “looking for a high-quality management team that can deliver on that plan, lean and keen on cash and can adapt their idea to changing business environment.” He concluded by addressing the need for more financial and support mechanisms available to the expatriate community in the UAE, as this group contributes the most to the business landscape. In addition, he proposed the introduction of tax breaks for investments that aid SMEs, following the American model.

Fadi Malas, CEO, Just Falafel, advised entrepreneurs and young SMEs to always have a healthy sense of scepticism and self-criticism, in order to validate that what they are bringing to the marketplace actually adds value. “Growth pattern should not be intensive in the beginning; you must first focus on developing strong foundation and business model that shows a proven cash flow,” he says.

Another question posed by Howard focused on the real reasons why small businesses fail, and how can such risks could be mitigated. The panellists agreed that so often the case, entrepreneurs have not done their homework beforehand, meaning there is only an idea and no sound business plan and no cash flow analysis in place. Another reason echoed by the panel is the lack of managerial skills necessary to keep businesses running efficiently.

“While the initial idea is necessary, an entrepreneur should also know how to manage. Complacency is the recipe for failure. The market is changing continuously so you have to come up with new answers,” said Dr. Zecchini.

So, who is responsible for mitigating these risks?

According to Dr. Salvatore, “the entrepreneurs

themselves and the infrastructure (incubators) are responsible. The institutions should accompany them until the entrepreneurs are strong enough and have learnt the lesson.”

He used the example of an inclusive financing programme, launched by the G20 in 2010 with the aim of increasing financing opportunities for entrepreneurs.

He added that the OECD is still working on this initiative and is trying to use this model to help entrepreneurs and SMEs tap into existing resources.

Colin Fraser, Group Head, Wholesale Banking, ADCB, poses a question to the panellists.

SME ADVISOR Middle East

January 2013

25

The SME advisor star of business summit 2012

Breakout session:

Finance 101 Catching the attention of angels and VCs Yousef Hamza, Associate, Envestors MENA

Y

ousef began his presentation by outlining the main reasons why companies should refer to angel investing and venture capitalism for their financing needs. He demonstrated how this process could help SMEs get access to much needed capital and at the same time, gain a wealth of knowledge and contacts from investors.

Elaborating further, he listed the phases of finance an entrepreneur should go through, which include founder, family and friends, business angels, formal venture capital and flotation or IPO. He also listed the various options for a new trading company looking for funding which include: the equity option, the bank finance options and other options such as the soft loans, grants and awards. According to

26

January 2013

SME ADVISOR Middle East

Yousef, the most common reasons why investors reject proposals usually relate to a lack of skills in the management team, non-credible financial projections and inadequate financial returns.

Summing up his thoughts, Yousef said: “Investors are mainly looking for existing businesses with a full-time management team that generate revenue.

In addition, we explore the potential for explosive growth and clear exit opportunities within three to five years ahead.” He added: “We need to know you, to trust and understand you; we don’t invest in ideas, we invest in people. It is all about passion, the rest is only about reputation. So, if you are not passionate about your business, don’t come to us. It is how you execute and believe in your project by being humble and flexible.

Building that banking relationship

Dhiraj Kunwar, Regional Head, Business Banking: Assets (Dubai, Sharjah & Northern Emirates), ADCB. Adly A. Al Zoubi, Regional Head, Business Banking, ADCB

T

he second presentation given by Dhiraj Kunwar and Adly A. Al Zoubi focused on ways SMEs could improve their relationships with banks. The speakers discussed how deciding between equity financing or taking on a loan is a challenge that all SME owners face.

In the early stages of the business, Dhiraj stressed the importance of understanding the needs of the business and the risks involved, in addition to the role of the finance manager or auditor, which is to develop internal controls in the business and identify potential risks. “After this stage is completed, SME owners should present their case to the bank by assessing the suitability of bank capital as a source of funds for the business, matching business needs of capital with different products and services of the banks, along with preparing thorough application for bank finance that will play an advisory role and alleviate the process,” said Dhiraj.

Adly highlighted the various barriers keeping SMEs from making headway in the area of financing including the lack of reliable information (and

L-R: Dhiraj Kunwar, Regional Head, Business Banking: Assets (Dubai, Sharjah & Northern Emirates), ADCB. Adly A. Al Zoubi, Regional Head, Business Banking, ADCB

credit in particular). “It is important to note that before approving a business plan, banks do take into consideration target industries and the availability of financial statements and risk positions,”he said.

Getting your books in order

K. Parthasarathy, General Manager, Morison Menon

T

he last presentation of the session focused on key accounting practices and how they can drive overall performance of the business. During his speech, K. Parthasarathy, shed light on the current SME dilemma. “SMEs need funding support for growth and banks need bankable SMEs. When it comes to bankability factors, there are non-financial factors that come into play such as business continuity and sustainability, in addition to the industry the business is operating in as well as the entrepreneurial capability,” he said. “A number of financial factors are actually defined with the existence of proper books, profitability, equity base and cash flow management,” he added.

He also assured that banks need to know and understand the status of the business through the accounts provided by SMEs, and also discussed the importance of inventory management and

how inaccurate records and data could lead to bigger issues such as erroneous cost of sales and unreliable profitability projections.

When it comes to cash flow management, Parthasarathy said: “You have to know your cash flow forecast and spot potential cash flow gaps, check negotiate new terms with creditors ,in addition to better cash availability. This is only possible if you keep your books in order”.

Concluding his presentation, K. Parthasarathy listed the characteristics of good books and bad books. He pointed out how bad books have a low reliability on financial position; inventory, cash, suppliers and customers, and are usually unable to generate financial performance reports, while good books have reliability on reports generated from the accounting system and are able to obtain accurate information on inventory, supplier and receivable balances.

SME ADVISOR Middle East

January 2013

27

The SME advisor star of business summit 2012

Breakout session:

Business efficiency How to build a fearless brand Bill Ellis, Coach and Speaker, Branding for Results

O

n the topic of brand strategy, Bill went back to basics by defining what constitutes a true brand. He explained how SMEs need to widen their scope and look beyond the logo, slogan, colours, advertising or collateral materials. “All of these are only messages of the brand. Brand is a value proposition or a promise given to the customers and partners on what they will get if they start doing business with that particular company,” he said.

Bill also spoke about how a strong brand should be fearless and explained it as a feature of any successful business and businessperson. “What makes a brand fearless is its ability to ensure a clear difference in the market place and allows the company to become market leader on the basis of quality and on the price,” he added.

In the second part of his presentation, Bill presented the seven Cs of branding, which are control, clarity, conviction, conversion, communication and connection.

28

January 2013

SME ADVISOR Middle East

Rationale behind the control is to avoid wasting time on circumstances which cannot be controlled, such as the economy, competition, government regulations and consumer tastes. Instead, your focus should be channeled on what can be controlled like quality, commitment, image, knowledge and consistency. The underlying idea is that if you don’t manage your brand, someone else will.

He emphasised how clarity brings power and provides vision and focus. He explained how “a misunderstood brand is always undervalued and highlighted the tendency for people to avoid what they cannot understand. He also, he spoke about conviction and how it represents the belief that you are doing the right thing. “If we know our own message we can be fearless and get the confidence which comes along with knowing things.,” he said.

In conclusion, Bill left the audience with his three questions to ask themselves when making their branding decisions: Why? (the cause), how? (value proposition) and what? (particular product or a service).

Implementing the regulatory framework for corporate governance

Ahmed Ibrahim, Head of Equity Capital Markets, Al Tamimi & Co.

A

ddressing the role corporate governance plays in business, Ahmed began by outlining the rules and regulations of how companies should be directed and managed.

“Shareholders are not interested to participate in dayto-day management of the company, however they do want to make sure that company is managed properly and in a way which ensures profit,” said Ahmed. He elaborated on the role of shareholders in supervising both the management and the Board of Directors.

In the UAE, this issue is regulated by the Decree No. 58 of 2009 on Rules and Regulations of Corporate Governance and Institutional Code of Conduct.

This introduction was followed by the questions on whether rules on corporate governance should apply to SMEs. Addressing these questions, Ahmed said: “Corporate governance doesn’t contain obligatory elements for SMEs, but each SME needs to be prepared for a day when strategic investors will be checking how

that company is managed, in order to decide whether to invest. Thus, it can be considered as one of the potential preconditions for growth.”

Streamlining SME security

Sushma Kajaria, Regional Channel Manager, Trend Micro

I

n a very interactive presentation, Sushma started off by asking participants to what extent their businesses and their IT partners were secured with regards to data protection. The main point faced by many business owners today is how to find a balance between empowering their employees and ensuring that all important data are secured. She emphasised the fact that the Bring Your Own Device trend is now a reality for businesses today, and a big challenge for SMEs in particular, as so many do not have adequate security solutions in place.

One suggested solution is Data Link Prevention which is available from every security window in the market. It allows the owner to define their own strategy of data protection. The strategy can either stop the outgoing email with important information or send an email to an IT manager or CEO that an attempt of sending certain information has been made.

SME ADVISOR Middle East

January 2013

29

The SME advisor star of business summit 2012

Attendees were able to network throughout the day and also participate in one-on-one consultations with the guest speakers and industry experts.

L-R: Ahmed Ibrahim, Head of Equity Capital Markets; Al Tamimi & Co. and Marie Grace Seif, Partner Al Tamimi & Co.

30

January 2013

Changing Attitudes @Changing_Dubai: Great event, nice people and good cross pollination of ideas and knowledge...recommended.@SMEadvisorME

@SMEAdvisorME: Al Hazeem: always think big no matter how small your company is. Engage third party professionals when required.

Just Falafel ‫@‏‬justfalafel RT @mayassaah: Interesting story by Fadi Malas - @justfalafel. They marketed franchise availability on Facebook 1st. #SMEstars2012#UAE

Interesting concept: Dr. Zecchini, OECD: "Arab Spring for Entrepreneurship" is needed to change the economic systems in MENA.

Hassan Al-Hazeem ‫@‏‬halhazeem @HebaKadi @SMEadvisorME a very interesting and inspiring conference indeed

MOSIPS ‫@‏‬MOSIPS RT @SMEadvisorME: Internal controls

SME ADVISOR Middle East

are very important for an #SME, ADCB in "building that banking relationship" session at#SMEstars2012

The SME advisor star of business awards 2012

Outshining the competition The 2012 SME Advisor Stars of Business Awards proved to be a remarkable event that recognised not only the SMEs excelling in their respective industries, but also the larger companies that truly support them.

O

ver 350 guests attended the star-studded event, which was held at the ultra-chic Viceroy Hotel in Abu Dhabi. The venue provided a perfect backdrop for the exclusive affair. Beyond the glitz and glamour, the most impressive aspect of the ceremony very well may have been the high-quality SMEs who made it to the final round.

In total, 24 companies were named winners at the ceremony organised by CPI and presented by ADCB, with du as the Exclusive Telecom Partner. This year, more than 3,500 nominations were received and audited. Of these

EXCLUSIVE TELECOM PARTNER

32

INSURANCE PARTNER

January 2013

STRATEGIC PARTNERS

SME ADVISOR Middle East

nominations, a total of 120 candidates were shortlisted by Morison Menon. A distinguished judging panel were then tasked to score each of the finalists and select the winners.

Making to the final of any category was an achievement in itself and competition proved even more evident this year as even more nominations were received.

Additional sponsors and partners for the SME Advisor 2012 Stars of Business Summit & Awards included AIG, Morison Menon, Dubai Exports, Al Tamimi & Co., Dubai Internet City. Dubai Knowledge Village, GIT, Zawya and Cadillac.

KNOWLEDGE PARTNERS

OFFICIAL CAR PARTNER

BUSINESS COMMUNITY PARTNER

SUPPORTING MEDIA PARTNERS

PUBLISHER

Meet the winners

Trade

Shortlisted candidates: • Jayinee Foodstuff • Tradewell • Al Rizq Metelic Trading • Al Shihab Al Thahabi Technical Trading Company

BizX Trading

The company has become a major player in the rapidly growing barter industry. By using a private currency, the business has enabled a global community of businesses and individuals to increase their earnings and purchasing power.

With over fifty collective years experience in the complementary currency industry and a distribution network of thousands of affiliates worldwide, the company has the resources to help business create new channels for growth.

Shortlisted candidates: • MAKE Business Hub • Travel Ink • Foodfund International • Insignia

Hospitality and tourism

OKKU Luxury Japanese Restaurant and Lounge

The restaurant brand prides itself on offering top-notch service, style and design in its restaurants. With its eyes set on the Dubai restaurant scene, the business has relocated its management and kitchen teams to the Emirate with a goal of setting new standards in modern Japanese cuisine.

Retail

Shortlisted candidates: • Dubai Desert Extreme • My Ex Wardrobe • Bateel International • Just Falafel

Cobone.com

After launching only two years ago, Cobone.com has fast expanded to become a household name in the region. Its web-platform provides an easy and fun way to get fantastic deals on great experiences in your city.

It also offers its subscribers tips on the best things to do, see, eat and buy in cities across the Middle East.

Shortlisted candidates: • GoZoop • Social Circles • The Mediacubed Group • Splash n Bounce

Media, marketing and events

Alsayegh Media

This digital agency was spearheaded by Abdullatif Alsayegh, a local media innovator with over 20 years of industry experience.

The company has been built to provide a long list of services including PR, web development, events, and branding, just to name a few.

SME ADVISOR Middle East

January 2013

33

The SME advisor star of business awards 2012

Shortlisted candidates: • Aries Risk Management Consultants • Footprint Consultancy Services • Commnet Systems Consultancy • Davidson & Company

Professional services

Xpertize United

Xpertize United is a fast growing global consulting firm specialising in corporate and portfolio business management. The firm also offers tailor made corporate training in the areas of strategy, marketing and operations to managers at all levels.

Health and wellness

Shortlisted candidates: • Eastern Biotech & Life Sciences • Ignite Fitness & Wellness • Azur Spa • Hana Medical Supplies

KidsFIRST Medical Center

Over the past six years, this organisation has grown substantially with its main objective being the advancement of children with learning difficulties and special needs throughout the UAE. Its dynamic team of international pediatric health professionals have worked with infants and children of all ages to ensure their academic, physical and emotional growth.

34

January 2013

SME ADVISOR Middle East

Technology and online

Shortlisted candidates: • nhanc for Cloud Technology • cashU • Intelligent Business Technologies • Bayt.com

XpertLearning

In a very short amount of time, XpertLearning has excelled in its category. A provider of learning solutions and learning content to corporate, academic and government sectors, it has become one of the key e-Learning providers within the Middle East and has also secured consistent revenue and profit growth since its inception.

Manufacturing WMS Metal Industries

Shortlisted candidates: • Page International • German Imaging Technologies • Micro Automation Industries • Symbol Mattress Industries

This company category is on track to become a regional leader in the field of fabrication and installation of general and stainless steel products. This year, the company was ranked as one of the top performing SMEs in the UAE in the Dubai SME 100 and last year picked up the B Green Green Building Project of the Year award for the implementation of its ENVIRO-Waste Separator system in Princess Noorah University in Saudi Arabia.

Construction and real estate

Shortlisted candidates: • Bader Darweesh Aluminium Works • Danube Build Mart • Sam Building Contracting • Ariane Holding

Into Design

This company has made sustainability a major focus to its business model, specifically sustainable materials usage, in addition to team education in architecture. The idea for Into Design was based on academic research that came from the founders’ time studying at Heriot Watt University.

Their long-term goal is to take the business to the next level to become an innovator of new technologies in this region.

Shortlisted candidates: • WMS Metal Industries • Into Design • Eco Green Facility Management • Radiant Engineering

DGrade

Shortlisted candidates: • momsouq.com • Dabo & Company • Open Consulting / Prosource.IT • Middle East International General Trading

Effective financial implementation CMR Contracting Company

Founded by two brothers and civil engineers in 2007, this company has made a name for itself in the UAE’s construction industry. Specialising in the construction of residential villas and multi-story buildings, the company prides itself on combining traditional values with the latest technology, in order to complete its projects on time and on budget.

Best technology Green business implementation of the year nhanc for Cloud Technology

Merging the concepts of recycling and fashion, DGrade designs and develops clothes made of recycled fabrics. The company creates collections for other brands and businesses, using unique fabrics made from recycled plastic bottles.

Shortlisted candidates: • McCollins Media • Computer Networks Middle East • 3W Networks • Zio Technologies

nhanc is an emerging cloud technology services provider that was established in 2010 with the objective of fulfilling the needs of SMEs in Egypt, the Middle East, and Africa presenting them with high-tech IT solutions that are affordable, easy to use and without any infrastructure or special requirements.

SME ADVISOR Middle East

January 2013

35

The SME advisor star of business awards 2012

Shortlisted candidates: • MAKE Business Hub • Innovative HR Solutions • Bayt.com • Davidson & Company

Shortlisted candidates: • Al Wegdaniyah Transport Solutions • Planworks Communications • International Centre of Excellence • Frontline Travel & Tourism

Impressive management policies

Sam Building Contracting

From its small beginnings in 2006, Sam Building Contracting has grown to its present position as a specialised pre-engineered steel building contractor in the Middle East. The company has been on a steep upwards trajectory to market leadership and its growth continues strongly, fuelled by its investments in people and technology.

Its mission is to be the most professional contracting company providing turnkey solutions in steel buildings and pre-cast concrete buildings using latest technology in the field, in Dubai and around.

Consultants Ethos Consultancy

Shortlisted candidates: • Xpertize United • IDEAS • SmartHR • ISS Middle East

Over the last eight years, Ethos Consultancy has evolved to become a recognised provider in delivering excellence in customer service solutions across the Middle East. To support its clients, the company has developed a range of customer service orientated solutions that help our clients achieve a sustainable competitive advantage in the field of service quality. Earlier this year, it was ranked 25 on the Dubai SME 100, after taking home an SME Advisor Stars of Business Award in 2011.

36

January 2013

SME ADVISOR Middle East

Business setup Virtuzone

Since launching in 2009, Virtuzone has helped thousands of individuals and businesses set up in the UAE. Designed to deliver a simple and valuable service for startups, small companies and individuals, the company aims to be a one-stop-shop, handling everything from corporate registration to visa processing and liaising. It also provides a number of business support services such as web development and other customised solutions for SMEs.

Shortlisted candidates: • Triple Crown Shipping and Logistics • Globe Trekkers • Time World Freight • Transbulk International Shipping

Transportation and logistics

Easytruck Removals & Storage

Established in Dubai three years ago, Easytruck was created out of a growing need for a professional removals and storage business that offered world class service at affordable prices. The company has a large network of storage facilities across Dubai to suit all types of storage requirements, from lockers to warehousing.

Shortlisted candidates: • Total Telecom Solutions • du • 3W Networks • Zio Technologies

ICT and support services Intelligent Business Technologies (IBT)

Standing out in the ICT space, this company provides end-to-end as well as consultancy and total turn-key solutions. With a team of over 60 qualified professions, it currently monitors and manages over half a million IP devices including large enterprise clients as well as mid tier and smaller sized clients, all those who struggle with similar constraints of limited IT budgets and staff expertise.

Shortlisted candidates: • Al Rostamani International Exchange • Emirates Financial • cashU • Al Ansari Exchange

Finance Western Union

This well-known brand has a global team of money-moving ambassadors. The company connects people and businesses around the globe by providing fast, reliable and convenient ways to move money.

If you could describe their biggest strengths it would be efficiency, reliability, technology and mobility, as its solutions span from online to mobile phones to ATMs.

Shortlisted candidates: • Meghna Kothari, McCollins Media • Zahra Hamirani, The Blossom Nursery • Tala Badri,The Centre for Musical Arts • Camilla Dabo & Lucy Dabo, Dabo & Company

Admirable woman of the year Nanette Fairley, CEO, Innovative HR Solutions

With a strong background in management consulting, Nanette relocated to the Gulf in 1994 to take up a key role in human resources within the Emirates Group. She moved into a specialist HR role as Project Manager with direct responsibility for designing and implementing an enhanced performance management process across the Group. Then in 1999, Nanette established Innovative HR Solutions.

Emirati entrepreneur of the year Abdullatif Alsayegh, Owner and CEO, Alsayegh Media

Abdullatif is a media pioneer who has built a brand around the needs of both local and global companies. Before founding Alsayegh Media in 2010, he was CEO of Arab Media Group and managed a large portfolio of media assets for the Dubai Government.

SME ADVISOR Middle East

January 2013

37

The SME advisor star of business awards 2012

Shortlisted candidates: • Ti22 Films • Montage Promo • Momsouq.com • My Ex-Wardrobe

Shortlisted candidates: • Samer Mahmoud Renno, Renno Communications Group • Zeina Abdalla, Fishfayce • Omar Samra, Wild Guanabana • Samir Ibrahim Abdal Hadi, SamTech Middle East • Abdullah Deafis, Deafis Advocates and Legal Consultants

One to watch (Best new business) GoMad Ideas

Arab entrepreneur of the year

GoMad Ideas is an ideas and innovation consultancy company based in Dubai, which has recently launched a new social media website aimed to encourage entrepreneurial thinking. Its mission is to generate new ideas and tap into global resources to develop business and create the future through collaboration.

Fadi Malas, CEO, Just Falafel

Fadi is a business leader, entrepreneur and investor. He heads one of the world’s fastest growing F&B brands and possesses vast cross-sector experience in banking, asset management, financial engineering, retail and F&B, with strong focus on expansion and development plans. Most recently, he has been at the forefront of the digital media revolution integrating successful sales strategies through social media.

Business star of the year Just Falafel

Shortlisted candidates: • Duplays • Toys on Rent • PTL Solar • Electric Way

Born out of the UAE, Just Falafel has come a long way from starting out from a small fast food outlet in 2007. Within just a few years, its brand has seen extraordinary growth through franchising opportunities throughout the region and has recently opened up in markets like the UK and India. It has been able to take a traditional Middle East food and make it appeal to a global audience, and is a prime example of how an SME can use social media to boost its brand power and overall business.

38

January 2013

SME ADVISOR Middle East

People’s choice

UAE-Compare.com

Shortlisted candidates: • biz-group • My Ex Wardrobe • The Brain and Learning • Coochy Coo

Winning the popular vote, this company is in the business of providing reliable and competent fit out contractors. Its web portal offers clients to opportunity to connect with dozens of pre-approved suppliers and contractors that will play their part in creating the perfect office space.

Panel of judges Morrison Menon, once again proved to be a reliable and very understanding partner and left no stone unturned in reviewing over 3,500 nominations that were submitted for the SME Advisor Stars of Business Awards 2012. The team spent a great deal of time reviewing and identifying the top contenders before they were handed to our judging panel.

The judging panel for the 2012 SME Advisor Stars of Business Awards was tasked with reviewing all shortlisted candidates and selecting the topperforming SMEs. This group of experts played a crucial role in choosing the winners in each award category. Looking at the level of quality of the finalists this year, reaching such a decision was difficult to say the least.

David Moleshead Mahmood Al Bastaki John Lincoln Nilanjan Ray Senior Vice President and Head, Business Banking ADCB Nilanjan currently heads the SME business in Abu Dhabi Commercial Bank (ADCB). ADCB is the second largest bank in Abu Dhabi promoted by government owned entities. Prior to joining ADCB in October 2007, Nilanjan had worked in ICICI Bank, Bahrain as Vice President - Corporate & Commercial Banking.

Prior to his assignments in GCC, Nilanjan was heading Asset Products & Credit for ICICI bank, Business Banking (SME) in India.

EXCLUSIVE TELECOM PARTNER

INSURANCE PARTNER

Vice President, Marketing (Enterprise) du With more than 30 years of senior level management experience in startups, telecom giants and technology companies across the globe, John has experienced success and failures from boom to bust. Currently, he is the Vice President – Enterprise Marketing for du in the UAE and has representative responsibility to deliver the B2B (enterprise, large corporate and SMEs) revenue and profitability for this telecommunications company that has changed the face of public telecommunications in one of the world’s fastest growing regions.

STRATEGIC PARTNERS

CEO Dubai Trade Mahmood has played a major role in the advancement of e-Business in the region.

An expert in e-Commerce solutions, Al Bastaki served as the Chief InformationOfficer (CIO) of Dubai World Corporate Departments before taking up his current position as CEO at Dubai Trade FZE. Al Bastaki is an Executive Board Member of The Chartered Institute of Logistics and TransportUAE Board and a Member of the Steering Committee of Dubai World Information Technology Centre. He is also the former Acting Director of e-Services of Dubai e-Government where he formulated the 2005 e-Government Strategy.

KNOWLEDGE PARTNERS

Ivan Kraemer Partner Potential With over 25 years of business experience, Ivan has been professionally supporting businesses and entrepreneurs to enhance their performance during the past three years in which he has been a Partner in Potential. Prior to Potential, Ivan started his career in the military and then had a long career with Hewlett–Packard starting off in South Africa and then being one of the first to start up HP Middle East operations over 14 years ago.

He was awarded access to the Hewlett-Packard Achievers Club in 2002. In his tenure in the Middle East, Ivan has been responsible for the growth of the Data Storage and the Networking divisions of HP covering the Middle East and Africa regions. During his long career, he has started up several successful businesses in the areas of ICT, real estate, lifestyle and security.

OFFICIAL CAR PARTNER

BUSINESS COMMUNITY PARTNER

Co-Chairman Envestors MENA David, a Fellow of the Institute of Bankers in Scotland, started his career over 42 years in international banking in the UK, Europe, Asia and the Middle East managing teams which have been market leaders and won numerous industry awards in the UK and overseas.

He is now Vice Chairman of ACUMA, a wealth management company based in Dubai. He has also been appointed as a Globalscot by the First Minister in Scotland to promote business activity for Scottish companies in the GCC. He is an active angel investor and in this capacity has assisted several companies on a non-executive basis.

In 2008, he launched a business angels franchise called Envestors MENA Limited as Co-Founder and Co-Chairman.

SUPPORTING MEDIA PARTNERS

PUBLISHER

OPPORTUNITIES

e-Commerce explosion With online spending projected to spike within the next few years in the MENA region, SMEs, payment providers and logistics players are moving fast to capitalise on a huge opportunity.

W Joumana Saad CPI Business

40

January 2013

ith Internet and SmartPhone penetration picking up quickly, there’s no question that the time is now for businesses to get online and tap into a regional e-Commerce market that’s valued at USD eight billion. According to Internet World Stats, there are over 90 million Internet users across the MENA region, making it a prime target for startups, investors and e-Commerce players alike to capitalise on market gaps and demands. In addition statistics show that more and more consumers are becoming more comfortable with the concept of using their credit card to make online purchases. In addition, the GCC e-Commerce industry is estimated to grow 35% year-on-year to USD 15 billion in 2015, according to Visa International, making it the fastest-growing market for e-Commerce in the world.

Over the last few years, the number of online retailers has steadily climbed in the region, with the UAE making

SME ADVISOR Middle East

up the biggest share of the region’s e-Commerce market, followed by Saudi Arabia. In a very short amount of time, we’ve seen websites like Namshi.com, Sukar.com, and MarkaVIP.com secure funding and become household names. Upon listening to their stories, you begin to understand the numerous obstacles of starting up in a young e-Commerce market.

Barriers to growth

For the most part, a lack of trust remains to be one of the biggest barriers keeping consumers from shopping online, along with unsuitable payment options and lack of online retailers. On the merchants side, the number of businesses with an online presence alone is strikingly low at 15% estimated by Google. In addition, support from logistics and payment providers has been very limited, leaving many SMEs struggling to keep up with inventory and shipments to their customers.

The right tools

The good news is that real progress is within reach, as reputable payment providers such as PayPal have strengthened their presence in the region. “I’ve never seen a market so excited to have someone like us here to support them. These merchants cannot get a merchant account from the bank; they need a player like PayPal to offer them a global payment solution,” says Elias Ghanem, General Manager, MENA at PayPal. “In a land of entrepreneurship, which I believe this region truly is, our key mission is to enable entrepreneurs to get their businesses online,” he adds.

Elias says the company’s first step will be to educate the business community about the benefits of getting online as well as the payment options available to them. “The region is full of well-educated entrepreneurs, but they need to get the right information. So, people are very eager to have it. By raising awareness and education, I think people will start getting into e-Commerce quickly,” he says. He added: “Smaller merchants are very often rejected by the banks. So, these types of companies are a sweet spot for us. PayPal globally has ten million merchants globally with nine million being small and very small businesses. We have an open door policy and a strong message, which is start your business online and we will help you grow,” he adds.

PayPal recently announced that it will soon be opening its regional headquarters in Dubai. The move came after countless calls for help from a number of e-Commerce players who were in need of alternative payment options.

Currently, 80% of all online payments made in the region are Cash On Delivery (COD), which allows the customer to pay only when they the product reaches them.

Elias explained how this type of payment option has become problematic and costly for both the merchant and customer alike. Very often, the communication line and service between the customer and merchant are not ideal, sometimes leading to an unsuitable delivery time, or late delivery leaving the customer the option to change their mind about the purchase. As a result, the merchant is left to inherit the added costs and has to deal with countless returns. The primary reason why the use of COD is so high in this region is the widespread lack of trust on the part of the consumer in using their credit card online. Elias predicts that as attitudes begin to change and more companies make the switch from COD to credit card options, there will be more room for merchants to invest that extra money into customer service, technology and user experience.

The payment provider also announced a strategic partnership with Aramex, part of its plan to offer a one-stop shop for SMEs looking to get an e-Commerce platform up and running. “Through the right

partnerships with software companies, we will offer the right package for businesses who want to take their business online. We will set up the storefront and inventory management, payments with PayPal, shipping through Aramex, and marketing through an SEO model; all these things can be purchased together.

“

“

Time and time again, I have heard from the founding teams of these types of companies who have seen very rapid growth and demand for products on their websites.

The common challenge for them is keeping all of the moving parts of the business up and running from the back end technology of the website, to the shipping and handling process, to fulfilling the customer’s expectations.

Without the right tools and help in place, such a business can easily go from being successful to living in a logistical nightmare. It’s these stories that have gone unnoticed for quite some time, as companies continue their calls for help.

The region is full of well-educated entrepreneurs, but they need to get the right information. So, people are very eager to have it. By raising awareness and education, people will start getting into e-Commerce quickly.

We are also working with e-commerce enablers to put together the different pieces together of what an SME needs to go online,” says Elias.

What the top players are saying

It has been one year since online fashion retailer Namshi.com officially launched out of the UAE. Hosam Arab, Managing Director of Namshi.com, recalls joining the team with high hopes for the startup’s potential. “A year ago, we saw a clear opportunity in the fashion e-Commerce space for this region.

Our offline retail market is very developed and quite fashion forward, however, this was not mirrored online

Elias Ghanem, General Manager, MENA at PayPal

and that did not make sense to us. We partnered with one of the largest and most successful players in the fashion e-Commerce space, Rocket Internet, and the past year has been an amazing ride, we’ve never looked back,” says Hosam.

Namshi’s biggest challenge, Hosam says, has been learning from its customers and adapting its offering

SME ADVISOR Middle East

January 2013

41

OPPORTUNITIES

90

I nternet million across users E NA M

% 0 0

3

- commerce ’s e 2011

in aramex in increaseshipments

25%

of internet users in MENA believe there is a lack of online retail

40.2% 8 billion Population penetration rate

value of GCC e-Commerce Muna Ataya, Founder and CEO, Mumzworld.com; Co-founder, Bayt.com

market

to suit the needs of a user that is still adapting to and getting comfortable with shopping online. “In a young e-Commerce markets like ours, it is essential to make the process as easy and fluid as possible for your customers. For that reason, we ensure that we provide our customers with the most popular payment options

“

Finding the right balance

In young e-Commerce market like ours, it is essential to make the process as easy and fluid as possible for your customers. For that reason, we ensure that we provide our customers with the most popular payment options available in the market and we are always on the lookout for other ways in which we can make the process easier for our customers.

“

available in the market and we are always on the lookout for other ways in which we can make the process easier for our customers,” he adds.

Muhammad Chbib, Former CEO of Sukar.com, also agrees that in this market, the customer experience is king, and must be simple enough for all types of users.

Sukar.com is an online fashion retailer built around a private community offering discounted items to its members. “Another key challenge for us has been finding the right talent to build and grow the offering. That has meant finding people that live and breathe the notion of customer satisfaction,” says Muhammad.

After leaving Sukar.com, Muhammad started up his own brainchild of a website Desado.com, the region’s first online retailer of home decor, designer and furnishing products. “I saw the gap in the Middle Eastern market for unique design-led products as although there is an appetite and appreciation for them, there is a distinct

42

January 2013

dearth of their availability. The majority of the market is dominated by mainstream chain stores and biglabel products. I was inspired by the huge success of companies like fab.com in the US and Europe and felt there was a place for a similar concept here in the Middle East,” he says.

SME ADVISOR Middle East

Filling another big gap in the marketplace, Mona Ataya founded Mumzworld.com in 2011, with the objective of giving mothers the widest choice of products and a platform where they can search, compare and buy easily.

Mona is no stranger to the technology and entrepreneurial world. Previously, she was part of the founding team for Bayt.com, which launched in the bust times of the Internet in 2000. The idea for Mumzworld came out of a personal need after she found out she was expecting twins and had no idea where to find the products she was looking for.

After receiving positive feedback from Bayt.com’s CEO and a number of other investors, she realised just how much business sense the plan made.

After forming a team and building up a website in a very short amount of time, Mona realised the immediate challenges that the startup would have to face head on. “The website is an evolution. Because this region is less-sophisticated in terms of online spending, we must make it extremely simple for people to find what they need. There are always glitches when it comes to technology and you must always be looking for new ways to improve the user experience,” says Mona. She added: “On the back end, technology is not always structured the way you need it to be. So, we’ve learned that we really need to tweak and adapt; there’s a lot more handholding required to cater to different level of expertise of e-Commerce customers.”

The other challenge for Mumzworld, Mona says, has been dealing with local suppliers, keeping up with so many products. The website promises a delivery timeframe of one to two days for its customers in the UAE

is there. Looking to the future, Elias says he expects Saudi Arabia , the region’s second largest e-Commerce market, to catch up as it currently is seeing a faster growth rate than any other country in the region. He also sees global economic trends playing a part in changing the spending behaviours of consumers. “Over for the last few years, retail has been flat in terms of growth while e-Commerce has been at 20% growth.

In financial crisis mode, we don’t stop buying but we become choosier as consumers. Instead of going to the mall, we buy from our homes. That’s why retail has been flat while e-Commerce has been growing. It will force stores to be more competitive and offer a better experience for you to compete,” says Elias Referring to the regional e-Commerce market, Hosam says he expects it to only grow within the next few years.

“If e-Commerce in this region is going to grow to similar proportions as those in more developed markets, and

Hosam Arab (right) and the Namshi team at the company’s warehouse in Dubai.

“

Everyone will be online within the next few years. The way I see it, if you are not online, you will be out of business. The consumer wants convenience, speed and an empowered choice. In a store, you are limited in such aspects, online you are limited by nothing.

“

(free of charge), and also very short delivery times for Saudi Arabia, Bahrain and other GCC countries. This is easier said than done as Mona explains how she has nine full time employees alone dedicated to data entry for deliveries. “It’s a lot of moving parts, logistically its a very complex business, supply chain is something you really have to get right to compete in the marketplace,” she says.

Her advice for keeping it all in check is to always maintain a healthy balance, and not take on more demand than you can handle. “As a marketeer, it’s very easy for me to say I want 100,000 visitors to the website today. The real question is to ask are these visitors how many of them can be converted to satisfied and loyal customers? And can our logistics handle the deliveries? The biggest problem with e-Commerce websites today is that they can drive traffic but they drive more traffic than they can actually fulfill,” she adds.

Market predictions

Elias admits that he has his work cut out for him, as PayPal currently has one million customers in the region, with half a million operating in the UAE. Compare this to the 90 million Internet users and you begin to see how big of a challenge and opportunity

Muhammad Chbib, Founder, Desado. com; Former CEO, Sukkar.com

there’s no reason why it shouldn’t, then it’s safe to say that we’ve barely scratched the surface here.”

Muhammad also agrees that the market is only at the beginning of a long period of growth, as governments in the UAE and Saudi Arabia have made this type of technology a major focus. “Looking at recent investment volumes from international investors into the region, we can see clear indicators that on a global scale, the region has become a very significant target in terms of growth aspirations,” he says.

“Everyone will be online within the next few years.

The way I see it, if you are not online, you will be out of business. The consumer wants convenience, speed and an empowered choice. In a store, you are limited in such aspects, online you are limited by nothing,” says Mona.

“There will be a lot of competition coming in soon, and I expect that 2013 will be a whole new playing field.”

SME ADVISOR Middle East

January 2013

43

marketing

Of battle and wars In most small businesses, the functional activities of marketing and sales are often misunderstood. In this article, John Lincoln, VP- Enterprise Marketing, du, discusses the interdependencies and differences between the two divisions.

44

January 2013

SME ADVISOR Middle East

S John Lincoln du

ME owners, investors and managers should understand the differences of each function to ensure that adequate resources are put in place for each of this critical function. This is essential for the long-term sustainability of any small business.

I am not referring to the often occurring catfights and disagreements between the marketing and the sales functions in most organisations. Some of the disagreements are apt, some are dubious and others plain stupid. Some of the perceptions and disagreements are correct and are often perpetuated by actions from both sides. A common perception that I have heard from the sales professionals is that “marketing is out of touch with reality”, whilst the marketers often contend that “sales are not selling”, and are “just about price cuts and are myopic in their approach to the market”.

“

“

Sales teams have to succeed each and every time.

If they don’t succeed, it is not a sale. Winning a sale is the only primary example that they can set in business, to influence others.

These sort of perceptions are sometimes a reality, but often occur due to a lack of understanding of the importance that each role plays (and should play) for their mutual successes. There definitely exists a cultural and knowledge gap between these two most critical functions in a company.

Marketing misconceptions

As an interviewer, I have often asked potential candidates applying for a marketing job to describe to me in their own words their understanding of the differences between marketing and sales.

Of course, there never is a right or wrong answer to these questions. Some answers just happened to make more sense and are more appropriate than others.

Some which I particularly didn’t like were answers like “marketing is all about PR”, “marketing does brand”, “marketing does ads” and others in the same vein.

Others have said that “sales does push and marketing does pull”. My all time favorite came from someone

in Now o res t s k o bo

Connect The Dots, by John Lincoln, is a playbook for the modern day entrepreneur and SME, which provides valuable advice and business survival tips.

Whether you are young or old, female or male, or about to start your own business or merely thinking about starting your own venture, this book will help you plan accordingly.

who said that “sales teams work for commission and marketing does not get commission”. Whilst all these answers may be partially true, I think that it is much more than these uninformed quotes state.

The pressure of sales

Just imagine for a sale to happen, sales teams have to succeed each and every time. If they don’t succeed, it is not a sale. Winning a sale is the only primary example that they can set in business, to influence others.

As the late American author and salesman Zig Ziglar once said: “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” Imagine overcoming these obstacles to meet your targets. For a sale to happen, the sales professionals have to be liked, trusted and known.

With tough targets and extreme market conditions, sales professionals cannot afford to have an “off ” day.

Other functions can afford to be “off ” during certain days. This cannot happen in sales as this line of work has a high variable component in their compensation package. Deciding to have that “off ” day can mean the difference between having a job or not, or being able to pay your rent, mortgage or car loan installments.

Defining the roles

One good way to understand the individual roles of marketing and sales is to look at gerund verbs like run (running), eat (eating), sell (selling) and about the market (marketing). So, for me, marketing is all about winning in the market place.

There have been many definitions written about what marketing is. One definition in particularemakes perfect sense for me. The late author Peter Drucker defines it as follows: “Marketing is not only much broader than selling, it is not a specialised activity at all It encompasses the entire business. It is the whole business seen from the point of view of the final result, that is, from the customer’s point of view”.

The way I see it, marketing is responsible for delivering growth. Without growth, no company will sustain. Marketing will have to anticipate, understand and deliver the customer needs. In order to do this, marketing will have to be plugged in to know, understand and act on the changes and trends in the industry and technology. Marketing will need to have deep insights on the customer needs. This means that marketing will have to ensure that the physical, logical, visual (and other sensory) and emotional experience of the customer is encompassed in the totality of the proposition.

Marketing as the owner of the customer value proposition will have to delight their customers with differentiated and superior products that are priced correctly (optimally), communicated so that the marketers brand and services are market aware, functional and relevant for its users. Marketers should create a totality of customer experience (physical, sensory, emotional, logical and so on) that augurs loyalty

SME ADVISOR Middle East

January 2013

45

marketing About With more than 30 years of senior level management experience in start-ups, telecom giants and technology companies across the globe, John Lincoln has experienced success and failures from boom to bust.

Currently, he is the Vice President – Enterprise Marketing for du in the UAE and has representative responsibility to deliver the B2B (enterprise, large corporate and SMEs) revenue and profitability for this telecommunications company that has changed the face of public telecommunications in one of the world’s fastest growing regions.

John has witnessed the early days of telecommunications when a few kb/sec was deemed as high speed access. John foresaw the huge potential of the telecommunications industry as early as the 1990s, and therefore

“

decided to pursue a Master of Science degree in Telecommunications from Golden Gate University, San Francisco, after completing his MBA from the same institution.

A transplanted American who has worked in countries such as Japan, India, the UK, Malaysia, Thailand and Brazil, apart from the US, John has a truly global perspective. He has held senior management positions in global companies such as Vodafone, Japan Telecom, Bharti Airtel and AT & T and has had the privilege of hiring and managing large multicultural teams and working in different and very challenging market conditions.

Through it all, John has grown and learnt from his – and other people’s – successes and failures.

He started and ran small businesses, risking a lot of his capital and working round-the-clock. But the businesses failed, because he “didn’t know what

he knows now”.That led to him embarking on a corporate career, which he now cherishes.

A keen and widely read blogger (http://www.johnlincoln.biz), John turns his work and life experiences into easy-to-read and easy-to-adapt essays and guidelines. He is also a regular contributor to the SME Advisor, Middle East, Kippreport and the Intelligent SME, three publications read widely by the multicultural business community in the region.

John lives between beautiful San Francisco (where his family resides) and never-sleeping Dubai and travels across the world. He once used to fly single engine planes for fun, but now settles for voracious reading of business books, attempting to bridge the culture gap at a personal level and getting up to date with the latest technology and business ideas.

Marketing will need to have deep insights on the customer needs. This means that marketing will have to ensure that the physical, logical, visual (and other sensory) and emotional experience of the customer is encompassed in the totality of the proposition.

“

and emotional bonding to the brand. In addition, the marketer will have to determine optimally viable go to market strategies and tactics that ensures optimal channel economics, reach, coverage, access and others.

So does marketing do it all alone? Of course not.

Marketing will have to orchestrate across various functions who deliver the different aspects of the proposition. Whilst all these functions are important, the success of the sales teams (all channels) in getting the customer to pay for a company’s services will be the pinnacle of the commercial activity that will determine if a marketer’s effort is fruitful.

In terms of sales, every interaction is an individual battle and every sale is a battle won for the company.

Marketing is about winning the war in the market place.

You cannot win a war without the success of individual battles and there is no point in winning a battle if you cannot win the war.

The ultimate guide Sales • Influencing perception • Meeting targets • Relationships • Overcoming obstacles • Defined by number of wins Marketing • Holistic approach • In tune with customer needs and experience • Operates across business divisions • Market strategy and reach

46

January 2013

SME ADVISOR Middle East

Success Series

Driven by trade SME Advisor recently hosted its first Success Series event in Sharjah, in conjunction with Hamriyah Free Zone Authority. We bring you complete coverage of the event.

N

Joumana Saad CPI Business

PRESENTING PARTNER

48

January 2013

early 100 SME owners and managers gathered to network and listen to expert presentations at the event, which was entitled Sustaining Trade Growth. The SME Success Series event in Sharjah was the second of its kind this year and part of a larger road show bringing expert knowledge, advice and best practices to free zone companies throughout the UAE. The event was presented by Abu Dhabi Commercial Bank (ADCB), with du serving as the Exclusive Telecom Partner.

Other partners included Al Tamimi & Co., AIG, Dubai Knowledge Village, Zawya and Dubai Internet City.

The event began with a welcome speech by Nilanjan Ray, Senior Vice President and Head, Business Banking Division, ADCB. Nilanjan discussed the bank’s role in supporting

EXCLUSIVE TELECOM PARTNER

INSURANCE PARTNER

SME ADVISOR Middle East

PUBLISHER

STRATEGIC PARTNERS

all Success Series events, along with other SME-related initiatives. He explained how such seminars align with the bank’s goal of “helping to build an SME ecosystem where SMEs can derive knowledge and expertise and learn from international and national best practices.”

He discussed a number of existing trends in global trade as well as the main obstacles facing SMEs in this space. “It has become a more challenging environment for banks and SMEs to fuel international trade growth and there exist several barriers to trade in the region,” said Nilanjan. He added: “We are seeing many of our clients taking advantage of such trends, and you can see how trade activity is rising with the announcement of new projects in Dubai and KIZAD in Abu Dhabi. We hope to see Sharjah benefit from this expansion as well.”

KNOWLEDGE PARTNER

BUSINESS COMMUNITY PARTNER

SUPPORTING MEDIA PARTNERS

Nilanjan also praised HFZA’s competitive offering for SMEs and explained how the bank is aiming to expand its customer base in the Emirate. ADCB currently banks to about 200 companies in HFZA alone, with trade being a major area of focus in the financial landscape today in the regional market.

Building that banking relationship

Dhiraj Kunwar, Regional Head, SME Business, ADCB (Dubai, Sharjah and Northern Emirates) then gave a presentation on SME lending, where he outlined the most important elements banks look for when reviewing applications from SMEs. Among these, were the presence of a strong management team, nature of the business (target industry) and the related experience of the SME owner.

“SMEs should involve their management teams to guard against such areas of risk. Auditing should not be something that happens once a year for administrative purposes.

It’s a mechanism and process that helps SME owners continuously check on the health of their organisations by providing transparency,” advised Dhiraj.

When it comes to the screening process for loans, Dhiraj outlined a number of factors that banks take into consideration when reviewing SME applications.

For one, they will ask whether the company operates in a target industry. Next, they will take into account the age of the business and its profit potential. Finally, they will evaluate the risk position and see if any security would be offered. Dhiraj also emphasised the fact that funding is only the beginning for its customers, as advice has become a service that has become increasingly common among banks in the region. ADCB currently has a number of commercial centres operating across the UAE with trade officers available to offer advice to its SME customers.

The event attracted around 100 Sharjah-based SME owners and managers, who came to network and hear presentations that covered key trade issues in the UAE.

After the presentations concluded, attendees were invited to partake in one-on-one consultations with the guest speakers and industry experts.

requirements for SMEs. Dhiraj admitted that for the most part, financial institutions have responded by capping their lending by industries, and in particularly real estate, but have not developed a practical framework that can better integrate SMEs into the lending equation. Nilanjan also reiterated the bank’s important partnerships with Dubai SME 100 and Khalifa Fund, which have allowed the bank to fund and advise more high-potential SMEs and startups.

Insuring your business’ future

During the welcome speech, Nilanjan Ray, Senior Vice President and Head Business Banking Division, ADCB discussing shifting trends in the regional trade landscape, as well as the importance of such seminars in helping to build an stronger SME ecosystem.

Questions addressed from the audience centred on the margins involved when a Letter of Credit (LC) is being issued. Dhiraj made it clear that banks have their own definition of what companies are considered to be SMEs, or fall under the startup category. Another question focused on the lack of education on the part of banks about lending

Clint Draper, Head of Small Business at Zurich Middle East, started off his speech by explaining the underlying reasons why an SME would need insurance, as well as the various types of protection available to them. He also highlighted the “low demand and negative mindset” surrounding insurance in the UAE and how more needs to be done on the part of insurance companies to better educate the public and businesses about its key function.

“Underinsurance is one of the most common issues for businesses and SMEs who do get insurance; they do not end up getting coverage adequate enough to really protect them for the long-term,” says Clint.

Clint added that just like a relationship manager at a bank, an insurance broker needs to offer an SME customer expert advice as to what type of coverage they may need and to what degree they need to be covered.

SME ADVISOR Middle East

January 2013

49

Success Series

Questions addressed by attendees touched on the lack of education on SME lending requirements as well as the necessary steps in registering company trademarks.

“When choosing a broker, you will need to make sure that person will take the time to understand your business. Price is important, but it shouldn’t be the only deciding factor; integrity is far more important,” says Clint. “You need to ask them the important pressing questions, such as what would you do for me in case something drastic happens? If I need to relocate my business with they provide help?” he added.

Protecting your intellectual property rights

The last presentation of the day was given by Waldo Steyn, Senior Associate, Al Tamimi & Co., who outlined the various legal issues related to intellectual property and business. He began by defining what does and does not constitute intellectual property and warning of potential risks that a business could be exposed to if they fail to register their trademarks. He noted that “in the UAE,

L-R: VR Shahjehan, General Manager, Mumtaj International; GB Basandani, Managing Director, 3M Star Computers LLC; Sanjay Gandhi, Director Consultancy, Quest Business Solutions; K. Ramu Iyer, B.Com, FCA, ICWA Managing Partner, Al Kttbi & Associates Chartered Accountants

PRESENTING PARTNER

50

January 2013

EXCLUSIVE TELECOM PARTNER

INSURANCE PARTNER

SME ADVISOR Middle East

PUBLISHER

STRATEGIC PARTNERS

unregistered trademarks are constantly violated and you are in weak position to protect if nothing is registered.” He also pointed the high level of misunderstanding surrounding copyrights in the region.

Often arising among businesses is the issue of communal copyright, where more than one employee or worker is associated with a copyrighted item. In this scenario, Waldo stresses the need for businesses to provide as much clarity as possible in legal documents that outline the rights to copyrighted item beforehand.

“We advise clients to make sure their employment contracts and legal documents include all information relevant to intellectual property. Agreements must include policies to protect businesses against any potential risks in the future,” said Waldo. He also added that in a fast-paced business environment, SMEs should expect to circulate such legal documents periodically in their organisation, as employees enter and leave the company.

Following the main presentations, SME owners and representatives who attended event were able to partake in one-on-one consultations with industry experts and guest speakers. Shaikh Mehmood, Sales Executive of Apex Alliance International, described the networking and legal presentation as the “most beneficial aspects” of the event.

Regarding next event, Shaikh explained how he would like “to see some more participants and presentations associated to increase the business globally; such as the inclusion of more high-profile companies and government officials.”

A majority of the SME owners and managers who attended the event represented trading companies part of Hamriyah Free Zone. Since its establishment in 1995, HFZA has been tasked with providing competitive incentives and unique opportunities to establish a business in a tax-free environment, full company ownership, exemptions from all commercial levies and repatriation of capital and profits. The free zone manages an area of approximately 22 million square metres of prime industrial and commercial land and a 14 metre deep water port which includes room for expansion.

Sharjah is known to be a major industrial force in the UAE hosting 40% of the total number of industries in the country, the most common lines of trading being textiles, petrochemicals, leather and basic non-metal industries.

The Emirate also contains a number of logistical hubs, including Sharjah International Airport, Port Khalid, Port Khorfakkan and Hamriyah Free Zone Port.

In a recent interview with Trade & Export ME, Rashid Al Leem summed up the key attributes that makes Hamriyah Free Zone truly unique: “The important step that we took was the integration among the industries.

We found a way to link the SMEs, the micro and the big companies together. This means we have provided offices for these startups, built distribution centre and warehouse.”

KNOWLEDGE PARTNER

BUSINESS COMMUNITY PARTNER

SUPPORTING MEDIA PARTNERS

L - R: Jeff Jover, Finance Executive, GTT Foods; and Michell Lapuz, Finance Executive, GTT Trading

He added: “We also started clustering the companies and I came up with a concept called zoning the zone, so companies from the same industry were put together because they understand each other’s language. And this is unique to HFZA and has brought a lot of companies here as it saves communication and transport costs.”

The SME Success Series road show will kick off 2013 with an event in Dubai. For more information on the SME Success series, or to see coverage of past events, please visit: http://www.smeadvisor.com/successseries/

Waldo Steyn, Senior Associate, Al Tamimi & Co., outlined various types of intellectual property and the best ways for businesses to protect their rights.

L - R: Nadeem A. Khan, General Manager, Windsor FZE; and Malin Myrin, Marketing Officer, ADCB

Panel of speakers Nilanjan Ray Senior Vice President and Head, Business Banking Division, ADCB

We are seeing many of our clients taking advantage of such trends, and you can see how trade acitivity is rising with the announcement of new projects in Dubai and KIZAD in Abu Dhabi. We hope to see Sharjah benefit from this expansion as well.”

Clint Draper

Head of Small Business, Zurich Middle East

“Underinsurance is one of the most common issues for businesses and SMEs who do get insurance; they do not end up getting coverage adequate enough to really protect them for the long-term.”

Dhiraj Kunwar

Waldo Steyn

Regional Head, SME Business, ADCB (Dubai & Sharjah)

Senior Associate, Al Tamimi & Co.

“SMEs should involve their management teams to guard against such areas of risk. Auditing should not be something that happens once a year for administrative purposes. It’s a mechanism and process that helps SME owners continuously check on the health of their organisations by providing transparency.”

“We advise clients to make sure their employment contracts and legal documents include all information relevant to intellectual property. Agreements must include policies to protect businesses against any potential risks in the future.”

SME ADVISOR Middle East

January 2013

51

Industry Watch

Renewed confidence in REAL ESTATE

Lease rates in Dubai have risen by an average of 17% over the past year, according to new statistics from CBRE.

“

Investor confidence is clearly growing and that is reflected in the increasing number of transactions taking place across the emirate. However, the main focus for investors remains completed assets in established locations.

“

52

January 2013

SME ADVISOR Middle East

A

ccording to new statistics from international real estate consultancy CBRE, lease rates have risen by an average of 17% over the past 12 months, with some established locations witnessing even higher growth. Average rents for one, two and three bedroom apartments fell 54% between Q4, 2008 and Q4, 2011, but are now rebounding amidst renewed confidence in the Dubai market.

The market has since seen rising activity levels in the popular locations of Downtown Dubai, Dubai Marina, Greens, Jumeirah Beach Residence and Palm Jumeirah with lease rates in these markets increasing by an average of 24% year-on-year.

“Dubai is seeing higher rental growth this year due to a sustained period of population growth, positive economic performance, increased occupier demand, and limited availability of quality units in the most desirable locations,” says Matthew Green, Head of Research & Consultancy UAE, CBRE Middle East. “This is most apparent in established locations with well laid infrastructure and community facilities. Over the last 12 months we have also witnessed an appreciation of sale rates, which have averaged 13% in these areas. Sale rates in the Greens and Downtown Dubai developments have appreciated at notably higher rates, reflecting over 20% yearon-year,” he added.

The report showed that from 2007 to 2011, Dubai residential supply grew by a compound average growth rate of around eight per cent, with apartments increasing by nine per cent and villas by four per cent. The main growth period was noted during 2007 and 2008 with the delivery of large scale developments at International City and Discovery Gardens developments.

In terms of the villa market, average sale rates for selected developments have dropped by around 30% from the peak, notably lower than apartments. Over the last 24 months, there has been a market pick-up in sales performance due largely to the limited supply of quality villas in established locations.

Sale rates in the locations of Arabian Ranches, Meadows, Palm Jumeirah (Garden Villas), Springs and Jumeirah Islands have increased by 16% year-on-year with the highest increase of 22% noticed for Garden Villas on the Palm Jumeirah, followed by Springs and Meadows which have registered 20% and 18% growth respectively.

“Investor confidence is clearly growing and that is reflected in the increasing number of transactions taking place across the emirate.

However, the main focus for investors remains completed assets in established locations.” added Green.

“It is estimated that around 36,000 new residential units (apartments and villas) could enter the market during the period 2013 to 2015 provided that construction delays are minimal.”

This is just a fraction of the supply that was delivered during 2007 and 2008, encouraging some local developers to re-enter the off-plan market with new residential projects during 2012.

With supply levels becoming increasingly tight in popular community areas, further product launches are anticipated during 2013.

The majority of upcoming residential supply is expected from secondary locations such as Dubailand (with sub-developments of Motor City, Dubai Sports City, Liwan, Dubailand Residences) with 26% of the total supply.

With the launch of new mega-projects in Dubai, including Mohammed Bin Rashid City, there is a clear commitment to continued infrastructure spending in the emirate, which is in line with Dubai’s 2020 Expo bid and the 2030 Strategic Plan. This is likely to have positive knock-on effects for the real estate sector and the economy as a whole.

Industry Watch

attracting private investors The Middle East is the only global region to have recorded positive growth in total high net worth individual wealth from 2010 to date, according to a Cluttons survey.

C

luttons recently released the findings of its first Middle East Private Capital Survey.

This report set out to examine investor sentiment within the Arabian Gulf region, specifically intra regional investor sentiment, attitude and behaviour of high net worth individuals (HNWI) in Abu Dhabi, Dubai, Manama, Muscat and Riyadh. The report found that Dubai remains the most attractive destination to private investors within the GCC region, with Riyadh and Doha emerging as strong secondary and tertiary target locations, respectively.

Despite Eurozone uncertainty dragging down the performance of the broader global economy, the Middle East is the only global region to have recorded positive growth in total HNWI wealth from 2010 to date. This corresponds with IMF predictions of an average GDP growth of 3.4% across the Gulf Cooperation Council next year and expectations for Gulf States to outperform major western economies. It is therefore unsurprising that the number of HNWI looking to invest regionally is 60% higher than in 2011, and that 80% of those surveyed are very likely to make an investment in the region during 2013.

Dubai emerged as the top investment target for both investors from the UAE and those from all other cities surveyed, with 80% of HNWI very likely to make an investment in Dubai during 2013.

Within Dubai itself, HNWI interests are split across several sectors: residential (40%), hotel and leisure (40%) and retail and malls (20%). Typical budgets for Abu Dhabi’s HNWI seeking residential assets

54

January 2013

SME ADVISOR Middle East

3.4%

average GDP growth expected for GCC next year

80%

of high-net worth individuals likely to invest in Dubai in 2013

USD 150 billion in infrastructure development to be undertaken by Doha over the next 10 years

in Dubai range from AED 50 million to AED 80 million, with multi-storey G+8 to G+12 tenanted residential buildings which contain some mixeduse and good covenants, topping wish lists.

Aside from Dubai, Saudi Arabia’s residential market (20%) and Doha’s office (7.5%), hotel and leisure sectors (7.5%) remain high on the lists of Abu Dhabi’s HNWI. For investors based in the Bahraini capital, Riyadh’s residential market (15%) and Doha’s residential, office and hotel and leisure sectors (5% each) are also of high importance. For HNWI from Muscat industrial assets in Riyadh (20%) and Doha’s hotel and leisure sector (15%) come second to Dubai.

After Dubai, the Kingdom of Saudi Arabia emerged as the next most desirable investment destination for the region’s HNWI, with those in Abu Dhabi (20%) and Manama (15%) stating that residential property in Riyadh was high up on their target lists, while the Saudi capital’s industrial assets topped Muscat’s HNWI interests (20%).

60% of Riyadh-based investors identified Dubai’s residential, office and hotel and leisure sectors as sought after asset classes.

The abolition of all restrictions on foreign property ownership in May 2012 has helped to propel Istanbul on to the radars of the region’s HNWI, with 60% of those surveyed naming the Turkish capital as an emerging destination of high interest. Doha, which was awarded the right to host FIFA’s World Cup 2022, is also experiencing an upturn in investor interest as the country plans to undertake up to USD 150 billion of infrastructure development over the next ten years in the run up to the event. Specifically, the Qatari capital’s residential and hotel and leisure sectors are of particular interest for the region’s HNWI according to the survey.

Ian Gladwin, CEO at Cluttons, notes: “Dubai’s improved attractiveness, as a result of the regional geopolitical tensions, coupled with the emirate’s economic recovery has in effect created a perfect storm, which Dubai is benefiting from tremendously.”

He adds: “It is clear that real estate assets continue to take precedence when it comes to regional investment activity. That said, given the ever changing economic climate, coupled with the long lasting effects of the great recession, a clear strategy focused on building diverse asset portfolios within the Middle East is beginning to emerge, with the region’s stock markets, alternative investment funds and gold helping to balance out investors’ portfolios.”

De Symetria designed by Luca Scacchetti

Executive Desks

|

Conference Room Tables & Chairs

|

Modular Desking Systems

|

Panelling Systems

Toll Free 800 OFFICE, Dubai Pyramid Center 04 358 2272, Doha Salwa Road 04 421 7941, Muscat Muttrah 24 523005, www.officelandme.com

Industry Watch

Top industries REVEALED A recent survey Bayt.com and YouGov shows the oil, gas and petrochemicals industry leading the way in terms of satisfaction, employee experience, and the perception of professionals.

Top industry oil, gas and petrochemicals

48%

ranking in salary packages

28%

work-life balance

34%

career growth opportunities and job security

T

he survey also finds that the main reason for employees to change industry is due to better salaries elsewhere. When asked about their satisfaction with the industry they are currently employed in, respondents across the region were predominantly satisfied.

In terms of job security and stability, 35% claim to be happy, and 28% claim to be neutral.

Thirty-seven per cent are also satisfied with maintaining a work-life balance.Those who are most satisfied are currently employed in the oil, gas and petrochemical industry, which was ranked top for salary packages, and job security and stability. The hospitality industry also ranked high, coming first in work/life balance, and career growth opportunities.

“Oil, gas and petrochemicals is traditionally a strong industry in our region, given the rich natural resources available here. With this in mind, it is not surprising that this industry ranks so highly amongst the professionals who work in it,” said Suhail Masri, VP of Sales at Bayt.com.

Changing from one industry to another

Levels of satisfaction play a major role in employees deciding to change industry. Of those who participated in the survey, a quarter changed from one industry to another in the last 24 months. In descending order, the top reasons for doing so are better salaries, better growth opportunities and a lack of recognition in their previous industry.

Perceived top industries

Respondents claim that the oil, gas and petrochemicals industry is clearly the most desirable in their country of residence. The industry came out top in salary packages (48%), work-life balance (28%), career growth opportunities (34%) and job

56

January 2013

SME ADVISOR Middle East

security and stability (34%). Banking and finance came in second in the first three categories.

When unemployed experienced professionals were asked about the industry that they were seeking employment in, construction came first with nine per cent of respondents currently looking for a job in this industry. IT and banking and finance came next as a joint second, with six per cent each. Three industries tied for third place with five per cent of respondents seeking employment in them: oil, gas, and petrochemicals, manufacturing, and tourism/ hospitality. In the Gulf countries, the top industries that unemployed experienced professionals are seeking employment in are: banking and finance at 12%, construction at 8%, and IT at 6%. In North African countries, these industries are: construction at 9%, tourism and hospitality at 7%, and IT at 6%.

Meanwhile, in the Levant professionals are most attracted to jobs in construction (9%), healthcare and medical services (7%) and oil, gas and petrochemicals, as well as management consulting (tied at 6%).

In terms of best salary packages (including nonmonetary benefits), almost half of the survey takers agreed that oil, gas, and petrochemicals is best (48%). Banking and finance followed at 24% and the airline industry came third at 23%.

The government is most seen as a favourable employer in the Gulf countries, with 67% of respondents seeing it as an extremely favourable or slightly favourable option, and is least favourable in the Levant, at 53%. “Government is considered to be the most favourable employer, especially in GCC countries,” said SundipChahal, CEO, YouGov. “In Lebanon, however, only 39% consider a public sector career to be favourable.”

The perception is that the majority of local talent across the MENA region is attracted to the oil, gas and petrochemicals industry (25%), followed by banking and finance (18%) and telecommunications (15%). In the Gulf, local talent seems to be most attracted to working in oil, gas and petrochemicals (34%), government and civil services (24%), and banking and finance (22%). Professionals in the Levant appear to be most attracted to the banking and finance industry (26%) with IT coming in second place at 20% and Telecommunications in third place at 16%. In North Africa, oil, gas and petrochemicals came in first (22%), followed by media at 17% and telecom at third (16%).

Women, meanwhile, are seen by the HR survey to be drawn mostly towards careers in education and academia (26%), media (24%), healthcare and medical services (23%).

Technology for business

Cloud design Autodesk unveils Autodesk Fusion 360, a comprehensive cloud-based 3D modeling offering, at Autodesk University.

Next generation user experience

A

utodesk Fusion 360 allows design and engineering professionals to more easily create 3D product designs and collaborate with others in the cloud. The cloud technology behind Autodesk Fusion 360 offers anytime, anywhere access, from virtually any mobile device or web browser and puts essential data at the centreof the design experience. It also supports an open design environment, allowing designers to readily incorporate and modify CAD data from virtually any source.

“Data is at the centre of the product design process, and the cloud frees that data to be accessible anywhere, anytime,” said Robert Kross, Senior Vice President, Design, Lifecycle and Simulation at Autodesk. “Autodesk Fusion 360 will give designers and engineers the first powerful, easy-to-use and complete cloudbased design solution.”

58

January 2013

SME ADVISOR Middle East

Autodesk Fusion 360 leverages the Autodesk 360 cloud-based platform and adds to Autodesk’s cloud portfolio for manufacturers, which includes Autodesk PLM 360, a cloud-based product lifecycle management offering, and Autodesk Simulation 360, a comprehensive set of simulation tools delivered securely in the cloud.

3D industrial and mechanical design

A comprehensive product design tool geared toward small business professionals, Autodesk Fusion 360 capabilities span all aspects of industrial and mechanical design, melded with anytime, anywhere access to data, collaborative and social development capabilities the cloud has to offer. It also connects to advanced capabilities such as large scale mockup, simulation, PLM and rendering.

Autodesk Fusion 360 offers a radically different user experience through an intuitive interface that conforms to the role and level of user expertise. It provides built-in guidance to novice users to speed the learning curve, and the ability to turn off guidance and access deeper functionality for design experts.

Regardless of their level of expertise, users can start designing in a matter of minutes and begin to leverage Autodesk Fusion 360’s integrated social collaboration tools.

Redpoint Studios, a New England based industrial design and product engineering consultancy, recently adopted Autodesk Fusion 360 to help their clients bring compelling new products to market faster. “The learning curve is phenomenal. In a matter of days I was modeling blends and transitions that would take months, if not years, of skill building to achieve in a NURBS modeler,” said Matthew Harris, Industrial Designer, Redpoint Studios, LLC. “The potential for this product is huge and I can’t wait to see what’s next.”

Availability

Autodesk Fusion 360 will be available on a term basis making it affordable to businesses of all sizes. This delivery model will provide maximum flexibility and eliminate the high upfront costs of software licence purchases, as well as the annual expense of software updates and upgrades. It is an ideal fit for professionals and small businesses seeking flexibility to scale their product design tools to fit changing project needs.

Autodesk Fusion 360 is expected to be generally available next year. For more information and a chance to experience Autodesk Fusion 360, visit www.autodesk.com/fusion360.

Technology for business

Tablets made for business HP has extended its business tablet portfolio with the announcement of its next generation convertible tablet, the HP EliteBook Revolve, a touch-enabled notebook that pivots to let users share their work and folds to go mobile as a tablet.

W

ith the ability to transform with the flick of the wrist to deliver a convertible computing solution to match any need, the HP EliteBook Revolve is designed for business and government customers who require both an ultrathin notebook and a touch-enabled tablet.

Driven by the latest, third-generation Intel Core processors and optimised for Windows 8, the HP EliteBook Revolve offers the incredible performance and visuals of a full-power notebook alongside the flexibility to quickly switch to a tablet with a touch-enabled highdefinition (HD) display.

HP also released a new HP Multi-Tablet Charging Module which quickly and easily charges and stores up to ten tablet PCs with just one power outlet. Suitable for a range of different work environments, the module secures all docked tablets with a locking mechanism and a keyed lock on the fold-back doors.

Boosting productivity

With a touch-enabled display that pivots to let users share their work or revolves and folds to go ultra-mobile as a tablet, the HP EliteBook Revolve is designed for busy enterprise environments. Representing the ninth generation of HP’s line of convertible tablets, it has all the tools needed to get the job done, including: • Windows 7 Pro or Windows 8 Pro for a familiar PC experience with the intuitive experience of touch, all driven by the latest Intel processors.

• An 11.6-inch diagonal HD) display packed into a 3.04 lb/1.4 kg design allows for mobile freedom without sacrificing performance.

• Automatic adjustments to screen orientation, brightness and more based on position, as well as a full-sized, backlit keyboard and optional pen.

• Enterprise-class docking capabilities for simple connectivity to a display, keyboard, mouse, additional ports or printer.

• Enterprise-class components and solidstate drive options up to 256 GB with Intel Rapid Start Technology, ready in as fast as 5 milliseconds.

In October, HP introduced its first enterpriseclass tablet, the HP ElitePad, which was designed from the ground up to better meet the varied needs of enterprise customers. The HP ElitePad launch also included a unique, productivityenhancing ecosystem of HP ElitePad Smart Jackets and additional accessories.

A new addition to this ecosystem is the HP Multi-Tablet Charging Module, an accessory that helps areas like nurses’ stations, classrooms and other workspaces stay tidy while keeping tablets charged and secure for when users need them. The module works with any tablet device

Flexible management and security

As with all HP EliteBooks, the HP Revolve is packed with all the tools IT needs to securely deploy and manage a fleet across an enterprise, including: • Enterprise IT tools such as Active Directory, domain join, PXE boot support and a range of HP Client Management solutions, allowing for secure deployment and effective fleet management.

• HP Client Security to provide protection at every layer, including HP BIOS Protection and Microsoft Defender or Microsoft Security Essentials • HP Global Series and HP Custom Integration Services for simple deployment across a global enterprise with consistent global configurations and customisation options such as corporate image loading.

• Print directly to any ePrint-capable HP printer or to a networked HP printer without the need for downloading drivers.

HP ePrint software also allows users to print remotely at more than 24,000 public locations such as hotels and business service retailers.

up to 10.1 diagonal inches/25.65 cm, and is ideal for use with the HP ElitePad tablet and the HP ENVY x2 notebook, which doubles as tablet, whether the notebook is being used on its own or with an HP Smart Jacket or keyboard.

The convenient stackable design allows for two Multi-Tablet Charging Modules to be charged simultaneously, and features a unique cable management system for easy, one-time set-up.

Availability

The HP EliteBook Revolve is expected to be available across EMEA in March 2013. Pricing information will be announced closer to that date.

The HP Multi-Tablet Charging Module is expected to be available across EMEA in March 2013 for a manufacturer’s suggested list price of EUR 499.

Technology for business

Tackling a mobile explosion Aruba Networks has announced a new wireless LAN platform built to tackle to influx of mobile applications.

A

ccording to ABI Research, over nine billion Wi-Fi enabled devices have been shipped since 2009, and Gartner predicts mobile application downloads are expected to hit 310 billion by 2016.

Faced with this massive increase in devices and applications, including the demand from users to connect their own personal devices, IT managers must ensure that their network infrastructure delivers top-notch performance and quality for business applications.

“Today’s IT departments are faced with the challenge of providing better access to deal with onslaught of mobile applications, all while working within the confines of a typically tight budget,” said Ammar Enaya, General Manager, Middle East and North Africa at Aruba Networks.

“Aruba is helping these customers address their requirements with a wireless LAN platform that not only delivers

62

January 2013

SME ADVISOR Middle East

improved speeds and feeds, but offers true insight into and control of application performance. With these industry-leading levels of visibility, enterprises can experience significant cost benefits as well as redirect their investments from traditional wired equipment, desk phones and expensive video equipment to an all-wireless model,” he adds.

The Aruba 7200 Series with new Aruba AppRF technology is the only wireless LAN platform with the integrated application intelligence and controls to optimise application delivery, resulting in 11x better performance compared to existing solutions.

To accomplish this, Aruba AppRF software, which runs on the 7200 mobility controller uses Deep Packet Inspection (DPI) for Layer 7 insight to identify application traffic. Then, using Airtime Fairness, QoS and integrated control of RF characteristics on the access points, the controller optimises over-the-air performance for each application type and user profile. Aruba is the only WLAN provider to integrate deep application information with the ability to take action in real time to improve application performance.

Technology for business

Yahoo! Mail gets a makeover Yahoo! has recently announced upgrades to Yahoo! Mail intended to make it faster, streamline its interface and simplify its use.

T

he improvements are being applied to Yahoo!

Mail’s web version and to its Android application, as well as to new apps for iPhones and Windows 8computers. “We’ve redesigned the new version of Yahoo! Mail with speed in mind — getting through your emails is faster than ever before. We’ve also made

your inbox more intuitive and easier to navigate, allowing you to focus on what matters most: your messages,” wrote CEO Marissa Mayer in a blog post.

Speed enhancements include an infinite scroll feature in the Yahoo! Mail applications, so that users can browse for all messages on a single screen. When logging into the webmail version, users are

taken directly to their inbox, and back-end tuneups have increased the performance of the service, according to Yahoo!. It’s also now possible to do a keyword search across the entire contents of the inbox in the Yahoo! Mail apps.

The webmail version now features a search query auto-complete.

To simplify and streamline the user experience, Yahoo has eliminated buttons deemed not essential, while photos and attachments now show up at the top of messages. The iPhone and Android applications let users attach photos directly from phones’ camera rolls, as well as take and send photos from within the Yahoo! Mail interface. The Windows 8 application makes use of features that are distinctive to the new operating system, such as displaying new email arrival notifications on dynamic Live Tiles on the main device screen.

UNEXPECTED SAVINGS POTENTIAL WITH MANAGED DOCUMENT SERVICES AND TASKALFA DEVICES.

With KYOCERA Managed Document Services (MDS) you can reduce your output costs by up to 30%*. And you can make even more eff icient use of KYOCERA MDS when combining it with the very reliable and f lexible TASKalfa 2550ci. *source: Photizo Group

TASKalfa 2550ci Up to 25 pages per minute in colour and b/w Excellent image quality Up to 2 GB RAM + 160 GB HDD memory and storage HyPAS™ software development platform Standard network printing and scanning in colour

KYOCERA Document Solutions Middle East Dubai Internet City, Bldg. 17, Office 157 P.O. Box 500817, Dubai, United Arab Emirates Tel: +971-04-433-0412 Fax: +971-04-423-1944 http://www.kyoceradocumentsolutions.ae

KYOCERA. COUNT ON US. KYOCERA Document Solutions Middle East - www.kyoceradocumentsolutions.ae KYOCERA Document Solutions Inc. - www.kyoceradocumentsolutions.com

64

January 2013

SME ADVISOR Middle East

“Today, we’re taking a step towards bringing email back to its roots,” wrote Vivek Sharma, general manager of Yahoo!

Mail & Messenger, in a separate blog post.

It was also recently announced that the updated Yahoo!

Mail application for Android users, now includes reworked notifications among a number of new features. The notification icon has been swapped with a distinct icon, as a result of user feedback. Yahoo! also enhanced the app to limit the problem is crashes. In addition, it has been reported that the company is looking to into other issues like push notification stability and missing action on items in spam and outbox, as well as the issue of users unable to zoom in to view their mails.

Source: IDG, cnmeonline.com

“We thought we’d need Dell’s help, but after the demonstration we saw how simple EqualLogic is to use and we set up our storage environment within days.”

Mohamed Raafat Atia Technical Services Manager Digital Solutions Provider

Do more with Dell networking and storage Solutions See how Dell helped Saudi services and consulting company, DSP, build a highly-scalable, reduced server-footprint environment. Enabling support surveillance solutions for three of Saudi Arabia’s largest hotels using Dell PowerEdge servers and EqualLogic storage.

Read the full case study at YourDellSolution.com/me/servers

©2012 Dell Products. Dell, the Dell logo, EqualLogic and PowerEdge are registered or unregistered trade marks of Dell Inc. in the United States and other countries. Intel, the Intel logo, Xeon, and Xeon Inside are trademarks or registered trademarks of Intel Corporation in the U.S. and/or other countries. Other trademarks or trade names may be used in this document to refer to third-party products (such as operating systems and software) included with the products offered by Dell and the entities claiming the marks and names of those products. Dell disclaims proprietary interest in the marks and names of others. Dell Corporation Ltd, Dell House, The Boulevard, Cain Road, Bracknell, Berkshire, RG12 1LF.

SIGN OFF

New Year, new possibilities SME Advisor Sub Editor Joumana Saad takes the pulse on key business trends in the region and gives an update on upcoming events to add to your calendar.

A

Joumana Saad CPI Business

66

January 2013

s we say farewell to 2012, I would like to focus on some of the highlights we have witnessed firsthand this year at SME Advisor.

The UAE embarked on a number of initiatives aimed at bolstering the competitiveness and bankability of SMEs, with the introduction of a Corporate Governance Code and SME Guidebook, launched jointly by government agencies with the help and input from the banking sector and SMEs. We have seen a real increase in the number of initiatives, conferences, seminars and awards aimed at supporting SMEs in their path to growth. The 3 rd Middle East SME Forum held in Abu Dhabi was a testament to a fast-developing entrepreneurial ecosystem in the region, with the UAE serving an example.

The announcement of expected changes to the UAE Bankruptcy Law was also welcomed as headway in solving the SME finance issue. By simplifying the debt restructuring process, such changes will aim to change overall attitudes about lending. In addition, Dubai SME unveiled the SME Friendliness Index aimed at giving constructive feedback to banks on their SME strategies and help them realise the opportunity of providing financing options to the UAE’s SMEs (that opportunity is estimated to be between AED 3.6 and AED six billion). Interestingly, the study revealed that only 14% of SME

SME ADVISOR Middle East

respondents used bank finance for growth. A large proportion of them actually use personal money and financial support from family and friends. As more banks begin to compete in the SME lending space, we hope to see a shift in these trends.

SMEs in the ICT space have gained a prominent opportunity with the launch of the new SME Zone at GITEX Technology Week.

The new feature gave participating SMEs the ability to maximise their return on investment by providing them an enhanced platform to exhibit, network and learn about best industry practices. With a heightened regional interest in the SME segment, it would only make sense for an important event like GITEX to create a feature that would better support SMEs exhibiting at the trade show. Another notable trend at GITEX this year was the number of SMEs actively seeking to adopt security solutions and cloud managed programmes for their IT infrastructures.

Kicking off quarter four, we held our first SME Success Series event in Ras Al Khaimah under the theme Best Practice Trade, and also held another trade seminar for the first time in Sharjah. For complete coverage of the Sustaining Trade Growth seminar in Sharjah, please see page 48. Speaking with the free zone authorities and SMEs, it was amazing to see the strong turnout and enthusiasm for such events. We hope to plan more of these across various free zones in the UAE in 2013.

Last but not least, we held our biggest event of the year, the 2012 SME Advisor Summit & Awards for the first time in Abu Dhabi.

Both the summit and awards were a huge success and it was truly a pleasure to be in the middle of all the excitement. During the summit, we heard inspiring success stories from SMEs that have excelled in their categories such as Just Falafel and Intercoil Group of Companies.

SMEs were able to interact with experts during a thought provoking panel discussion on Sustainability, durability and maturity of the SME landscape in the Middle East. One intriguing concept proposed by our keynote speaker Dr. Salvatore Zecchini was the idea of an “Arab Spring for Entrepreneurship” which he says is very much needed as a follow up to the Arab Spring.

Looking at the number of highquality nominations for our awards this year, it’s safe to say that the SME segment in the UAE is getting smarter, savvier and more eager to improve. To find more about this year’s winning companies please see page 32.

As businesses kick off the New Year with new goals and benchmarks to be met, it will be crucial for them to set targets that are attainable and focused. Too often do businesses get sidetracked in their efforts and suffer as a result.

This is the theme of a recent article

by Dubai Export’s Dr. Ashraf Mahate. For his tips on how to meet your business’ New Year resolutions, please see page 16.

Are you looking for business loans that tick all the right boxes?

Empower your business with InstaLoan from ADCB Business Banking.

InstaLoan from ADCB Business Banking offers: • Loans up to AED 1,500,000 • Exclusive offers for UAE National owned businesses • Competetive interest rate • Repayment schedule of up to 48 months To apply, SMS ‘BEIL’ to 2626 now, or visit www.adcb.com Terms and Conditions apply.

adcb.com