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Nuevas oportunidades de negocios
en Medio Oriente
Jan Jonckheere
03.10.2013
Contenidos
 Introducción
 Definición Medio Oriente
 Oportunidades
 Pros y contras
 ¿Como entrar?
¿Preguntas?
Introducción
¿Medio Oriente?
Introducción
¿Medio Oriente?
• Riqueza
• Lujo
• Glamour
• Petróleo
• Rascacielos
• ¡¡¡OPORTUNIDADES!!!
¿Qué es el Medio Oriente?
Enfoque en los países del Golfo: Arabia Saudita, Emiratos
Árabes Unidos, Qatar, Bahréin, Kuwait y Omán
Definir Medio Oriente: difícil
Un conglomerado de tribus (ahora famílias de Sheiks,
Emirs,…)
Cosas comunes (p.e. religión, idioma, petróleo, historia
colonial, forma de gobernar…)
 El poder económico se concentra en las familias reales
¡Pero hay muchas diferencias!
Países del Golfo
Arabia Saudita
- Superficie: 1,96 Millones km2
(España: 505.000 km2)
- Población: 28 Millones
- PIB: 578.000 Millones US $
- PIB/cápita: 20.736 US $
- % de extranjeros: 40%
Emiratos Árabes Unidos
- Superficie: 83.000km2
- Población: 5,5 Millones
- PIB: 360.000 Mill US $
- PIB/cápita: 47.780 US $
- % de extranjeros: 82%
Qatar
- Superficie: 11.500 Km2
- Población: 1,8 Mill
- PIB: 113.541Mill US $
- PIB/cápita: 75.000 US $
- % de extranjeros: 87%
Bahréin
- Superficie: 700km2
- Población: 1,3 Millones
- PIB: 19.000 Millones US $
- PIB/cápita: 15.308 US $
- % de extranjeros: 50%
Kuwait
- Superficie: 18.000 km2
- Población: 3,9 Millones
- PIB: 173.000 Millones US
- PIB/cápita: 44.660 US
- % de extranjeros: 68%
Omán
- Superficie: 310.000 km2
- Población: 3,1 Millones
- PIB: 57.000 Millones US $
- PIB/cápita: 18.000 US $
- % de extranjeros: 18%
Oportunidades
 En general:
 Hay ya muchísima competencia, sobre todo en:
 UAE
 Qatar
 Menos desarrollado:
 Arabia Saudita
 Omán
 Hay que buscar
 diferenciación
 innovación
 buena relación calidad/precio
Oportunidades
Oportunidades
 Construcción (“green products”):
 Residencial
 Shopping malls
 Hoteles
 Salud (Arabia Saudita, Omán)
 Hospitales
 Farmacéutica
 Educación (Arabia Saudita)
 Retail, bienes de consumo (de alto valor, ¡marca!)
 Turismo (Qatar, Omán)
Oportunidades
Oportunidades
Infrastructura
 Aeropuertos (nuevos y renovaciones/ampliaciones)
 Puertos (Arabia Saudita, Omán)
 Tren (Meca-Medina, Omán,…)
 Metro (Riyadh, Qatar)
 Telecomunicación (Omán)
 Energía (Petróleo, Gas,…Nuclear (Arabia Saudita))
 Medio Ambiente, Tratamiento de agua
 Consultoría
Oportunidades
Pros:
• Faltan recursos
• Hay planes de inversiones importantes
• Hay mercado
• Hay crecimiento
• Hay dinero
• Hay gente profesional
• Hay interés en productos y servicios de fuera
• El idioma no forma necesariamente una barrera
de entrada
Pros:
Contras
• Hay unas diferencias culturales enormes
• La manera de hacer negocios es diferente
• Hay restricciones importantes a la hora de hacer
negocios en el mundo Árabe
• Ya hay mucha competencia (pero esta varia de
país a país)
• Exige una inversión importante en recursos
¿Cómo entrar?
Buscar clientes:
 Estudios de mercado
 Ferias (sobre todo Dubai)
 Viaje prospección preparado por
ACC1Ó/Cambra/Icex/Otras
 Cooperación con otras empresas
(españolas) del sector
 Clústeres ??
¿Cómo entrar?
Forma de trabajar:
• Agente comercial
• Distribuidor
• Oficina de representación
• Joint-Ventures
• Propia empresa
• Zona Franca
¡Consulta un buen abogado!
PARTNER
LOCAL
¿Preguntas?
¡Gracias!
Jan Jonckheere
http://es.linkedin.com/in/janjonckheere
jan_jonckheere@yahoo.es
Tel 628 056 562

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Nuevas oportunidades en Medio Oriente final