Since it set up an office in Dubai in 2004, International Business Wales has helped more than 300 Welsh companies to do business in the region.

Lee Jennings, vice president (Middle East), speaks to Gulf Construction on the organisation’s plans for the region’s premier construction event and also for the development of business in the region.

Gulf Construction: How impressed are you with the response received at the Big 5 so far?
Lee Jennings: International Business Wales has exhibited at the Big 5 bringing in Welsh companies in both 2005 and 2006 and has enjoyed considerable success. At the 2006 show, the companies participating in the show with International Business Wales secured deals worth $6 million, while the 2005 exhibition generated over $2 million of new business in the Dubai market alone. This included major international partnerships for a number of companies.

Gulf Construction: What are your expectations for this year’s show?
Jennings: We have great expectations for the Big 5 this year as the participating companies have some fantastic products and services to offer to the market.
Wales is currently experiencing significant growth in the construction sector and related industries and has developed many innovative products and technologies which are relevant to the Middle East. We are particularly keen to showcase the world-class research and development in engineering and environmental technologies which is taking place in Wales.

Gulf Construction: What can we expect from the Welsh delegation at this year’s show?
Jennings: More Welsh firms than ever are attending Big 5 with International Business Wales this year –16 exhibitors in total, plus an associated trade mission – and most have not exhibited at the show before. This means we are introducing a wide range of new products and services from Wales to the Gulf market, from CCTV systems and components, security doors and fire, thermal and acoustic materials through to electronic and mechanical control systems and equipment for water analysis.
The companies exhibiting with International Business Wales reflect the broad range of industries from Wales, from hi-tech industries such as biotechnology and chemicals to those involved in security, renewable energy and the environmental sector.

Gulf Construction: How is business in your domestic market, and how is the construction sector faring overseas?
Jennings: Wales is now one of the fastest growing economic zones in the UK and exports are increasing year on year. Also, Welsh companies are gaining a reputation for innovation and expertise, with world-class research and innovative products and services.
The Welsh construction sector is experiencing real growth at the moment and this is reflected in terms of Welsh exports to the Middle East, which have increased by over 200 per cent since 2004 and totalled $680 million in 2006. In fact, the UAE is Wales’ largest overseas market, with exports rising from $72 million in 2003 to $320 million 2006. Welsh firms are proving that they are well-equipped to meet the demands of the rapidly expanding construction industry in the GCC and have the necessary skills and experience to make a significant contribution to the region.

Gulf Construction: Could you sum up Welsh participation in the region’s construction sector?
Jennings: A number of Welsh companies are currently supplying products and services to three major developments in Dubai – The Palm developments, Ski Dubai, and Burj Dubai, the tallest building in the world. Welsh firms are also involved in many other developments in the region across a wide range of sectors.

Gulf Construction: Apart from your participation at the Big 5, has your organisation conducted any other programmes aimed at boosting trade ties in the region?
Jennings: Recently we had organised a very successful trade mission to Dubai and Qatar, enabling representatives from a range of Welsh companies to present their latest product developments to potential customers. The three-day visit began with a business-to-business clinic allowing local companies to participate in one-to-one sessions with the Welsh delegates. This provided valuable insights into the industry-leading technologies that Wales has to offer, as well as the products and services which will enhance their own enterprises in the region.

Gulf Construction: What strategies do you have in mind to tap the Middle East market?
Jennings: The Middle East will continue to be a dynamic and strategic partner for International Business Wales and the companies we assist. We are constantly reviewing and developing our strategy and plan to enable more Welsh companies to visit the region by funding further trade delegations. We are also looking to arrange inward missions to Wales for companies from the Gulf region that are interested in expanding their business links with Wales and benefit from the innovation which it has to offer.

Gulf Construction: How do you assess the prospects for the construction sector and what are the new avenues for growth in the region?
Jennings: The expansion of the construction sector in the region has brought about the emergence of a number of specific sectors. The healthcare market, in particular, is set to grow significantly in the coming years and Welsh companies are already developing business links in this area, particularly with companies in Jordan.
In addition, there is growing demand for environmental technologies to support the infrastructure in the region. We have seen massive spending in the water industry, in particular, as companies in the Middle East strive to abide by new legislation.

Gulf Construction: Could you elaborate on  your organisation?
Jennings: International Business Wales is the Welsh Assembly Government’s overseas trade and investment arm. It helps Welsh companies to achieve success in international markets by providing professional guidance to help them gain a greater understanding of international trading and develop trading relationships. We do not charge companies for this: instead, we act as a ‘match-making’ service with the aim of developing long-term partnerships between the Middle East and Wales.
International Business Wales’ export assist programme aids small to medium-sized enterprises in Objective One areas of Wales who are first-time exporters or looking to develop new international markets. It is supported by more than £6 million ($12 million) of European Objective One funding and has generated more than £140 million of overseas business since its launch in October 2005.
International Business Wales will be present at Stand 3E121 at the Big 5.