Trust

Close relations with customers are key to success in region

Aquaculture production in the Middle East is set to increase by 75 per cent by 2030, according to the World Bank. The potential for suppliers is enormous, if they approach the industry correctly. The Danish company Hans Jensen Engineering has, with orders in Saudi Arabia, Iran and the UAE, obtained a firm foothold in this booming industry by being careful, patient and well prepared, and willing to do business based on respect for local customs and practices.

Danish suppliers are well known for their high quality and reliability, but it still requires a lot of effort to infiltrate the growing markets for aquaculture in the Middle East, said Olaf Møller, director of Hans Jensen Engineering, which supplies freezing tunnel cooling solutions for fish processing.

Møller, who has been exporting to the region for several years,