Building a network to capitalize on business opportunities in Saudi Arabia and the United Arab Emirates is the main key of an upcoming Canadian construction trade mission to the region. “This year's mission is designed to try and get deeper in the supply chain there,” said Marie-Claude Erian, sector advisor, infrastructure and environment at Export Development Canada (EDC). Forty delegates representing 30 companies will be on the EDC trade mission on Nov. 15-26. Mission delegates will be introduced to developers, general contractors, architects, engineers and lawyers in the region. “We have five companies returning on this year's mission and they will be able to see the progress, from one year to the next, on projects and that is important to the construction industry,” said Erian. Saudi Arabia and the UAE are considered the two main economic drivers in the region. New roads, sewers, power and municipal service infrastructure are needed to help service new mass housing schemes, urban development and mixed development. From 2008 to 2010 the UAE and Saudi Arabia have $441 billion and $214 billion in construction projects announced or underway. The already-strong presence of foreign contractors, architects and suppliers in the market means Canadian companies have to showcase their innovation and expertise, Erian added. Chuck Cartmill, president of LED Roadway Lighting and first-time trade mission participant, says demand in the region for the latest in technology makes it a natural step for his company to head there. “We have the latest in LED roadway technology,” he said. “We also have a company who wants to be our representative there. We want to learn how the construction industry works there, in particular, how roadways development is accomplished.” Barry Jackson, executive vice-president of Hi-Lite Systems is a returning participant on the EDC mission. His company is also in the process of building a factory in Abu Dhabi. This is the second foray into the Middle East for the aluminum concrete forming and shoring company, which first worked in the region during the boom times of 1970s. “Working there is about connections,” Jackson said. “You need to do a lot of due diligence and you cannot expect to go over there and do a one-off project. It is a very small market and you cannot make a mistake because if you do, you might as well not try again - it has a lot to do with relationships.” Trade missions such as the one organized by EDC are very helpful in explaining the business landscape for any Canadian company “It is a very good ‘look-see' which helps get your feet wet,” Jackson added. “What is also important is that there is some trial and error, but it really helps to find a partner there with a lot of experience and who has market knowledge.”
