News Analysis: Arab Aircraft Purchasers, just like others “Big-Ticket” Buyers in the World, want Good Fundamentals to be offered to COMPEL THEM to choose a particular Weapon System. These Basics are not limited to, but include: Performance, Reliability, Cost To Purchase, Cost To Maintain, Deliver-ability, and, Manufacturer/Purchaser Affinity.
All too often, the Naïve Western Business Community (NWBC), think because a “Voted-In- Politician”(VIP) is going to meet with Arab Customers, these ‘Prospects’ will be “Emotionally Joyous” as to the visit. That they will immediately ‘Sign on the Dotted Line’ and buy the Weapon System the ‘NWBC’ have no doubt. In fact, upon hearing about a ‘VIP’ visiting an Air Show, for example, the Air Frame’s Stock is purchased immediately by the Naïve. The ‘NWBC’ forget that the Decision Makers for such purchases are the Royalty of the Country. As such, Monarchs being impressed by a ‘VIP’ visiting them as a mere salesman is laughable indeed; How Naïve! It is disrespectful of the Monarchy. Inappropriately, in Weapon System Procurements of any kind, the Arab Culture has often been very poorly judged by the ‘NWBC’.
The United Arab Emirates, in its wisdom, will purchase what IT considers best for itself (as must be the case).
The ‘NWBC’ should stop looking at the others with ‘blinders’ on and instead use “Panoramic Vision”.
As the Financial Growth of the Arab World continues to rapidly accelerate, the Leaders of the ‘NWBC’ will have to admit their past failed approaches to Arab Customers. Once there is Real Contrition by these ‘Failed’ Leaders, they may ‘Wise-Up’ and treat their Middle-East Customers with Actual Respect. Arab Customers have the ENTIRE WORLD from which to purchase what they want. For the ‘NWBC’ to continue treating the Arabs as “Naïve” by sending them ‘VIPs’ , to impress Monarchs, will gain them nothing.