Emiraties in general I found were calm, friendly people. In saying that they’re all so hard-nosed businessmen. They come from a culture with long tradition of trading and bartering.

Your pitch has got to be upfront and direct with a strong value proposition. Tell them why your product costs what it does and why they’re getting value for money.

Then expect to drop your price. You’ve got to be price competitive in Dubai.

Emiratie businessmen don’t have loose wallets but if they want to buy your product they can easily afford to purchase regular, large volumes. Profits can be increased in the volume if you discount the price but remember your bottom line.