Middle East presents gateway to new opportunities for Scottish firms

Like any new market entry, the key to doing business in the UAE is having the right equipment, technology and people on the ground. This can be a capital-intensive process with significant risks involved; however, Petrasco enables companies to enter new territories with minimal capital expenditure, allowing a staged and steady market entry and growth process.

A leading provider of international logistics solutions for the energy industry, Petrasco has operated in Dubai for almost 20 years and, following a recent restructure of its senior leadership team which added considerable Middle Eastern experience, its management now possesses more than 90 years’ collective in-country experience.

With this extensive knowledge of the wider Middle East region, Petrasco is well placed to guide new entrants through the process, giving them time to establish their business and personnel first without committing to expensive long-term commitments that may not be suitable for future growth.

With operations in Aberdeen, Dubai and Houston, Petrasco is well positioned to gauge the industry’s temperature around the world. Through its UAE hub, it supports companies in the Middle East by providing:

• International logistics services
• 3PL supply base and storage (primary or overflow)
• Access to technical and manpower services
• Introduction to network of support services, such as administrative, legal and commercial

Kevin Buchan, managing director at Petrasco, is a member of respected international business network, GlobalScot. He commented: “The Middle East is widely seen as a buoyant market for doing business and, with a growing presence from UK companies at ADIPEC over recent years, there is no sign of that changing anytime soon.

“If you are entering the market for the first time, it’s worth bearing in mind some key considerations when setting up a Middle East operation. These include: where are you going to get your licence from? What facilities/premises are you going to have? Where will this building be located? Will you need to work with a local partner or agent/distributor?

“It’s vital to speak to people or organisations, such as Scottish Development International (SDI), that have a presence in-country, possess practical experience, and understand the nature of your business.

“The success of any overseas venture often comes down to doing your homework before making any commitment, which is where engaging with partners who can provide trusted counsel on the local market can make all the difference.”

Petrasco offers a one-stop-shop for equipment, ranging from overflow solutions to supporting companies that have downsized, backed up with specific, local knowledge.

It has supported numerous UK firms, including from the north-east of Scotland, to start their business and place equipment on the ground within the Jebel Ali Free Zone; giving their clients access to equipment and the ability to mobilise quickly and cost effectively.

Petrasco often remains with these clients throughout their journey in the Middle East and adapts as their clients’ business grows and needs change.

“Petrasco’s Jebel Ali Free Zone supply base is a flexible solution that allows us to consolidate and manage our equipment efficiently. With close proximity to the port of Jebel Ali, we can quickly mobilise our systems to service the Middle East and Asian regions as well as other global locations.

“Working with the team at Petrasco Dubai has enabled us to overcome many logistical challenges and meet our customer’s demands.” Head of Middle East & Asia, ROV service provider.

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