Trade advisory
From the first market question to a running company with goods on the shelf.
The trade journey
Five stages. We can run one, or all of them.
Bringing a product into the Gulf, mapped end to end.
Market intelligence
Before a single container moves, we answer the questions that decide whether it should.
Market research
- Market size and growth
- Regulatory and pricing environment
- Competitor and brand landscape
- Buyer behaviour and seasonality
Your product's position
- Where it sits against local and imported alternatives
- Price corridor and margin structure through the chain
- Landed-cost and shelf-price modelling with duties, VAT and logistics
What the UAE needs
- Product categories with import demand and thin local supply
- Re-export demand from neighbouring markets
- A shortlist of products worth bringing in first
Route to market
Sales channels, partners and the structure that fits your customers.
Distributor or agent
Fastest entry, least control. We search, screen and negotiate — then help you exit when you outgrow them.
Own entity
Free zone or mainland, depending on who buys from you. Full control of brand, price and data; opens the tender market.
Retail and modern trade
Listing with the major grocery and DIY chains; margin, promotion and listing-fee negotiation.
E-commerce and marketplaces
Advising on which e-commerce platforms, marketplaces and Last Mile Delivery services are the best fit for you.
Compliance, documents and permits
Requirements depend on the product. We map them before the shipment, not after.
What we prepare and obtain
- Import licence and customs code registration for your entity
- Product registration with the relevant authority
- Conformity certificates and lab testing where required
- Labelling, Arabic-language and packaging requirements
- Halal, organic and other certifications where relevant
- Certificates of origin, commercial invoices, packing lists, insurance and shipping documents in the correct form
How we work
- A product-by-product compliance map before you commit to production or packaging
- We handle authority submissions and follow-up in person
- Documents reviewed against the current customs and authority checklists
- A single file per product that you can reuse for every shipment
Logistics, customs and warehousing
From factory gate to customer, with the costs known in advance.
Freight and routing
Sea, air and land options costed and compared; forwarder selection; consolidation for smaller volumes.
Customs clearance
Declarations, duty and VAT handling, free-zone to mainland transfers, and handling of inspections and holds.
Warehousing
Bonded and non-bonded storage, temperature-controlled where needed; 3PL selection and contract terms.
Last mile and distribution
Delivery to retailers, distributors or end customers across the UAE and onward to the wider Gulf.
Company set-up, accounting and finance
The legal and financial base that lets the trade run.
Company set-up
- Free zone versus mainland advice, based on your customers
- Licence application, approvals and visas
- Office, PRO and government liaison
- Local director and shareholder arrangements
Accounting and finance
- Bookkeeping, VAT registration and returns
- Corporate tax registration and filings
- Management reporting your head office can read
- Audit coordination
Trade finance and banking
- Corporate bank account opening and compliance file
- Letters of credit, guarantees and payment terms
- Currency and receivables risk
- Working-capital lines with local banks
The regional context
Why the Gulf, and why companies get stuck
The region is open for business. The path in is not obvious from outside.
The opportunity
- The UAE is the re-export hub for the Gulf, East Africa and South Asia — one entry point, many markets.
- Import-dependent economies with steady demand for food, building materials, machinery, consumer goods and technology.
- Free zones, 100% foreign ownership and a growing tender market for locally registered companies.
- Time zone and flight connections make it the natural bridge between Europe, Asia and Africa.
Where it goes wrong
- Jumping into a business model without careful consideration of GTM models.
- Choosing a distributor without a way to check them.
- Product registration and labelling requirements discovered after the shipment lands.
- Free zone versus mainland decided on cost, not on who the customers are.
- Landed cost calculated without duties, VAT, storage and last-mile.
Who we work with
Three trade situations we see most often
The first-time exporter
A manufacturer or brand with a proven product at home and no presence in the Gulf.
How we help: we run the full journey — market brief, route, compliance, first shipment, and the entity if the numbers justify it.
The company outgrowing its distributor
Already selling through a partner; growth has stalled, and control over brand and price is slipping.
How we help: we design the switch to a direct entity, negotiate the exit and rebuild the channel without losing existing customers.
The hub builder
A company that wants Dubai as its base for the wider region, not just the UAE.
How we help: we structure the entity, the logistics and the finance for re-export, and open the tender and key-account markets.
FAQ
Frequently asked questions
Mainland company or zone company: which is right for selling in the UAE?
It depends on who buys from you. A mainland licence lets you trade directly with customers anywhere in the UAE and opens the tender market. A company in one of the UAE's economic zones can suit re-export and regional trade, but selling into the local market usually goes through a distributor or local partner. We advise on the structure based on your customers, not on set-up cost alone.
Do I need my own company in the UAE, or can I sell through a distributor?
Both work; they trade speed for control. A distributor or agent is the fastest entry with the least control. Your own entity gives full control of brand, price and data and opens the tender market. Many companies start with a distributor and move to their own entity as they grow — we search, screen and negotiate with distributors, and plan the switch when you outgrow them.
What licences and registrations do I need to import products into the UAE?
Requirements depend on the product. Typically: an import licence and customs code registration for the importing entity, product registration with the relevant authority, conformity certificates and lab testing where required, Arabic-language labelling and packaging requirements, halal or other certifications where relevant, and shipping documents in the correct form. We map them product by product before the first shipment, not after.
How do I choose and check a distributor in the UAE?
Check which channels and customers they actually reach, how they handle product registration, stock and payment terms, and what the contract says about exclusivity, targets and exit. Choosing a distributor without a way to check them is one of the most common mistakes we see. We search, screen and negotiate on your behalf, and make sure you can exit when you outgrow them.
Can Dubai be our base for the wider Gulf?
Yes. The UAE is the re-export hub for the Gulf, East Africa and South Asia — one entry point, many markets. For companies that want Dubai as a regional base, we structure the entity, the logistics and the finance for re-export, and open the tender and key-account markets.
How do I calculate landed cost and shelf price in the UAE?
Add every cost between the factory gate and the shelf — freight, duty, VAT, handling, storage and delivery, per unit — then the margin structure through the chain. Landed cost calculated without duties, VAT, storage and last-mile is a common reason first shipments fail. Every route we plan comes with a landed-cost sheet, so the shelf price is known before the order is placed.
Can you handle VAT, corporate tax and a corporate bank account?
Yes. We cover bookkeeping, VAT registration and returns, corporate tax registration and filings, management reporting your head office can read, audit coordination, and corporate bank account opening with its compliance file. After set-up, we can stay on as your outsourced finance and compliance function.
Get in touch
Let's talk about your next stage
Tell us which practice you need — trade, marketing, human capital, or any combination — and you'll leave with a clear view of the first step.