Strategic Decision-Making Lessons from an Arab General Manager in the Energy Sector
Most Remarkable
Genera l Manager
Transforming Organizational Culture The Impact of an Arab General Manager on Team Dynamics
Making an Impact in
2024
PEDRO
KSA General Manager
Transforming Urban Landscapes
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EDITOR Arabian Marvels
T
he impact of exceptional leadership in the Arab business sector becomes increasingly evident. This year, we shine a spotlight on some of the most remarkable General Managers who are making significant strides in their organizations and communities. Their innovative approaches and strategic decision-making are shaping not only their companies but also the broader industry context. In a region rich with resources and potential, these leaders face unique challenges and opportunities. They are steering their organizations through economic shifts, technological advancements, and a growing emphasis on sustainability. Their ability to adapt while maintaining a clear vision for the future is truly inspiring. These General Managers are not just focused on short-term gains; they are committed to cultivating a culture of growth and development within their teams. By prioritizing employee engagement and stakeholder collaboration, they create environments where innovation can thrive. This collaborative spirit is vital for driving progress and ensuring that their organizations remain competitive. Their commitment to corporate social responsibility demonstrates a deep understanding of the social fabric that surrounds them. They are leading initiatives that benefit local communities, showcasing a sense of responsibility that goes beyond profit margins.
Ryan Parker
Managing Editor
ontent
COVER STORY
06.
Pedro Ribeiro Transforming Urban Landscapes
FEATURING
18. 28.
Fazal Rahiman Mohamed From Technical Expertise to Leadership Vision
Waseem Zein Eddine Driving Innovation in the Hospitality Supply Industry
ARTICLES
14. 24.
Strategic Decision-Making Lessons from an Arab General Manager in the Energy Sector
Transforming Organizational Culture The Impact of an Arab General Manager on Team Dynamics
I never
dreamed about success. I worked for it. - Estée Lauder
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Pedro's motivation to continue driving growth and innovation in the real estate sector stems from a passion for creating sustainable and impactful developments.
,
PEDRO KSA
General
Manager
Transforming Urban Landscapes
06
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over C STORY
The rea l estate industry is undergoing significant transformation, driven by various factors, including economic diversification, technological advancements, and changing consumer demands. This sector plays a vital role in shaping urban environments and influencing local economies, making it essential for stakeholders to stay informed about emerging trends and challenges. As cities grow and evolve, the need for innovative housing solutions, commercial spaces, and infrastructure development becomes increasingly important. These dynamics not only affect market strategies but also dictate the approaches companies take in delivering value to clients and communities. In this context, Pedro Ribeiro, the KSA General Manager, has been a key driver of change and innovation. With nearly three decades of experience, he has cultivated a leadership style that blends collaboration, empowerment, and strategic vision. His journey reflects a commitment to understanding diverse team dynamics and fostering an environment that encourages open communication and shared goals. This approach has allowed him to direct composite challenges while empowering his teams to achieve
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significant milestones in their projects. CBRE MENA has established itself as a leader in the real estate sector, focusing on delivering comprehensive solutions that address the needs of the progressing market. With a strong commitment to sustainability and technological integration, the organization aims to enhance the efficiency and effectiveness of real estate practices, positioning itself to meet the challenges and opportunities presented by current economic trends. From Learning to Strategic Empowerment Pedro's leadership style has developed significantly over his 29 years in the real estate sector, characterized by a blend of collaboration, empowerment, and strategic vision. His journey as a leader can be outlined through key phases. In the early years of his career, spanning the first decade, he focused on learning from experienced mentors. During this formative period, he observed various leadership styles and their impacts on team dynamics. This time was crucial for building a strong understanding of the industry and refining his communication skills. As he progressed into his mid-career, covering the next ten years, Pedro
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adopted a more collaborative approach. With increased responsibilities, he learned to appreciate the diverse strengths of his team members and actively encouraged open communication. This shift led to better decision-making and fostered a positive and productive work environment. In the senior leadership phase, which has lasted for the past nine years, Pedro has led a team in the competitive region of the Middle East. In this role, he has focused on setting clear goals and providing the necessary resources while empowering his team to reach those objectives. This approach has cultivated a culture of ownership and innovation within the organization. Pedro's leadership style continues to develop as he faces new challenges. In Saudi Arabia, he recognizes the importance of cultural sensitivity and the need to adapt his leadership style to ensure that everyone feels comfortable contributing. This commitment reflects his dedication to effective leadership in a diverse environment. Opportunities Emerging from Vision 2030 Opportunities arising from Vision 2030 present significant prospects across various sectors. In residential development, the growing population and rising incomes are driving demand for residential properties, particularly in major cities and new developments. This trend underscores the need for housing that accommodates a larger urban populace. In commercial real estate, the diversification of the economy is creating opportunities for office spaces, retail centers, and industrial parks. As various sectors expand, these facilities are essential for supporting businesses and fostering economic activity.
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The commitment to environmental responsibility is expected to in uence project design and execution.
The hospitality and tourism sector is also seeing growth, as new tourist destinations and attractions are increasing the demand for hotels, resorts, and related infrastructure. This rising demand not only enhances visitor experiences but also bolsters economic development in the region. Additionally, there is an increasing requirement for real estate technology solutions to support growth and improve operational efficiency within the sector. Innovative technologies are vital for streamlining processes and enhancing the delivery of real estate services. These opportunities illustrate the transformative potential of Vision 2030 across multiple sectors of the economy. Key Strategies for Successful Project Delivery Delivering mega and giga projects on time and within budget requires a strategic and disciplined approach. Throughout his career, Pedro has implemented several key strategies to achieve this.
One foundational element is robust project management through comprehensive planning. This involves developing detailed project plans that include clear timelines, milestones, and resource allocation. It is also essential to ensure that all stakeholders are aligned with the project's objectives and expectations. Risk assessment is another critical strategy. By identifying and mitigating potential risks proactively, Pedro has been able to avoid delays and cost overruns. Additionally, he has established effective change management processes to adapt to unforeseen challenges that may arise during project execution. Strong stakeholder management is vital for success. Maintaining open and transparent communication with all stakeholders, including clients,
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government agencies, and contractors, has been a priority. Regular progress updates help address concerns promptly, ensuring everyone is informed. Incorporating innovative technology has also played a significant role. Utilizing advanced project management software and tools enhances efficiency and collaboration among team members. Furthermore, employing data analytics allows for tracking progress, identifying potential issues, and making informed decisions based on real-time information. Pedro emphasizes the importance of assembling a skilled team by recruiting and retaining experienced professionals with the necessary expertise. Additionally, he recognizes the significance of cultural sensitivity, adapting to the local context by understanding and respecting local customs, regulations, and business
practices. Building strong relationships with local partners and stakeholders has further contributed to successful project delivery. Strategies for Navigating Cultural Diversity in Business Working across diverse regions such as the Middle East, Europe, and North Africa necessitates a deep understanding of cultural nuances to foster effective business practices and negotiations. Pedro employs several key strategies to navigate these complexities. One of the foremost strategies is cultural intelligence. Pedro invests time in researching and learning about the cultural values, customs, and communication styles specific to each region. He consistently adjusts his approach to business interactions based on these cultural preferences. For instance, he recognizes that in some cultures, establishing personal relationships is essential before discussing business, while in others, directness is more highly valued. Pedro emphasizes the importance of adapting to local practices. He remains flexible and open to local business
Pedro learned
to appreciate the diverse strengths of his team members and actively encouraged open communication.
norms, understanding that these practices may differ significantly from what he is accustomed to. Active listening plays a crucial role in his approach. He pays close attention to his counterparts, ensuring he comprehends their perspectives and concerns. By avoiding assumptions based on stereotypes, he focuses on understanding individual preferences. Building relationships is another priority for Pedro. He dedicates time to networking with local professionals and stakeholders, which enhances collaboration and trust. In terms of effective communication, he strives to be clear and concise, steering clear of jargon or technical terms that may be unfamiliar to others. He also pays attention to non-verbal cues, such as body language and facial expressions, to ensure that communication is effective and understood by all parties involved. Innovative Strategies for Advancing Real Estate Practices Embracing innovation in real estate is essential as the sector evolves, driven by technological advancements and changing market conditions. At CBRE MENA, there is a strong commitment to staying at the forefront of innovation by integrating cutting-edge practices and technologies into projects. Pedro outlines several key strategies employed to achieve this goal. One significant strategy is PropTech adoption, where the organization actively explores and implements PropTech solutions to enhance efficiency, improve decision-making, and provide better customer experiences. The use of data analytics is another crucial approach. By analyzing data, the team gains valuable insights into market trends, customer preferences,
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and asset performance, allowing for more informed decisions. In addition, there is a strong focus on sustainable development. The organization prioritizes green initiatives, incorporating energyefficient technologies and environmentally friendly materials into projects to promote sustainability. ESG integration is also a vital aspect of decision-making. Environmental, social, and governance factors are considered in investment and development choices to ensure responsible practices. As part of its digital transformation, the company offers virtual tours and immersive experiences, enhancing the customer journey and minimizing the need for physical site visits. Additionally, support for remote work solutions is provided, with the necessary tools and infrastructure to enable seamless collaboration among team members.
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A client-centric approach is fundamental, with services tailored to meet the specific needs and preferences of clients. The organization actively seeks and incorporates client feedback to continuously improve its offerings. Collaboration is key, as the company engages in partnerships with industry experts, technology providers, and government agencies to stay ahead of trends. Furthermore, fostering a culture of knowledge sharing and innovation within the team enhances overall capabilities and responsiveness to market changes. Strategies for Effective Communication and Negotiation Pedro emphasizes the importance of clear and concise communication tailored to the specific needs and preferences of each stakeholder. His approach includes several key strategies aimed at fostering effective interactions.
One essential aspect is building relationships through networking. He actively engages with stakeholders to cultivate strong connections and expand his professional network, recognizing that these relationships are vital for successful collaboration. In terms of negotiation skills, Pedro adopts a win-win approach. He strives for outcomes that benefit all parties involved by focusing on finding common ground and creating value during negotiations. This collaborative mindset helps to foster long-lasting partnerships. Thorough preparation and planning are also integral to his approach. Pedro dedicates time to preparing for negotiations by researching market trends, understanding stakeholder positions, and developing a comprehensive negotiation strategy. This level of preparation ensures that he is well-equipped to navigate discussions effectively and achieve favorable results for all involved.
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Addressing Challenges in the MENA Real Estate Industry
anticipated to shape the future of real estate development in the Kingdom.
The MENA real estate industry faces a range of challenges that require strategic responses. Key issues include economic fluctuations, regulatory changes, and increasing competition.
One of the foremost trends in sustainable development, with a strong focus on sustainable construction practices, energy efficiency, and green building certifications. This commitment to environmental responsibility is expected to influence project design and execution.
To address economic fluctuations, the company implements robust risk management strategies to mitigate the impact of downturns. Additionally, it encourages clients to diversify their real estate portfolios, reducing exposure to market volatility. In response to regulatory changes, the organization closely monitors evolving policies and adapts its strategies accordingly. It prioritizes strict compliance with all relevant regulations and standards. To navigate heightened competition, the company focuses on differentiation by offering specialized services, innovative solutions, and deep local market knowledge. Building strong relationships with clients and providing exceptional service remains a top priority to maintain a competitive edge. The company is also committed to sustainability by promoting green initiatives and integrating environmental, social, and governance (ESG) factors into its projects. In the face of technological advancements, the organization stays updated on the latest innovations and integrates them into its operations. This includes adapting business practices to leverage emerging technologies and meet the evolving needs of clients. Key Trends Shaping the Future of Real Estate in Saudi Arabia Saudi Arabia's ambitious Vision 2030 is driving significant transformation in the real estate sector. As the economy diversifies and expands, key trends are
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The emergence of smart cities is also on the horizon. Initiatives like NEOM are set to incorporate advanced technologies aimed at creating sustainable urban living environments and enhancing the quality of life for residents. In addition, there is a growing trend towards mixed-use developments, which combine residential, commercial, and recreational spaces. This approach fosters the creation of vibrant and self-sufficient communities, catering to diverse needs in one integrated location. The real estate sector is poised for growth in hospitality and tourism, with ongoing investments in infrastructure aimed at attracting both domestic and international visitors. Major projects like NEOM and Qiddiya are anticipated to position Saudi Arabia as a global tourism destination. Technology integration will also play a critical role, with the adoption of PropTech solutions, including property management software, virtual reality, and blockchain technology becoming increasingly prevalent. This technological shift is expected to enhance efficiency and streamline operations within the sector.
Lastly, international collaboration will continue to flourish, with Saudi Arabia attracting global investors and developers. This collaboration will foster knowledge exchange and enhance the country's position in the international real estate market. Achievements and Motivations in Real Estate Development Reflecting on his career, Pedro considers one of his most rewarding achievements to be the successful development and delivery of Riyadh Park Mall. This project not only contributed to the growth of the Saudi Arabian real estate market but also had a positive impact on the local community. The sense of accomplishment he feels, knowing he played a role in shaping the environment of Riyadh, is truly fulfilling. His motivation to continue driving growth and innovation in the real estate sector stems from a passion for creating sustainable and impactful developments. He is inspired by the opportunity to contribute to the betterment of cities and communities, making a positive difference in people's lives. Additionally, the evolving nature of the real estate industry presents new challenges and opportunities, which keeps him engaged and excited about his work.
Furthermore, real estate professionals are likely to rely more on data-driven decisions, using analytics to optimize operations and make informed choices that align with market demands.
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Lessons from an Arab in the Energy Sector
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n the energy sector, strategic decisionmaking is a critical component that can determine the success or failure of an organization. This is especially true in regions rich in natural resources, where geopolitical factors, market fluctuations, and technological advancements can create both opportunities and challenges. An Arab General Manager in this sector brings a unique perspective shaped by cultural, economic, and social factors prevalent in the Arab world. This article explores key lessons in strategic decisionmaking derived from their experiences. Understanding the Regional Context A fundamental lesson is the importance of understanding the regional context in which the organization operates. The Arab world has a rich history of resource management, but it also faces unique challenges, such as fluctuating oil prices, regulatory changes, and environmental concerns. A successful Arab General Manager recognizes that decision-making must be informed by a thorough understanding of local and regional dynamics.
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Strategic Decision-Making For example, when considering investments in renewable energy, it is essential to evaluate not only the economic viability but also the social and environmental impact. Understanding the community's needs and priorities can guide more effective and sustainable decisions. This contextual awareness allows leaders to anticipate challenges and adapt strategies accordingly. Leveraging Cultural Insights Cultural insights play a significant role in strategic decision-making. Arab cultures often prioritize relationships and trust, which can influence negotiations and partnerships. An Arab General Manager typically leverages this cultural emphasis on interpersonal relationships to foster collaboration both internally and externally. Building strong networks within the industry can facilitate access to valuable information and resources. When making strategic decisions, the GM can draw on these relationships to gather diverse viewpoints and insights, leading to more informed choices. For instance, collaborating with local communities can provide essential feedback on projects, ensuring that they align with societal values and expectations. Balancing Short-Term and Long-Term Goals In the energy sector, balancing short-term and long-term objectives is essential. An Arab General Manager often faces pressure to deliver immediate results, particularly in publicly traded companies or when responding to market volatility. However, they also recognize the importance of long-term sustainability. A key lesson is to integrate both perspectives into the decision-making process. This might involve setting performance metrics that reflect both immediate financial outcomes and longterm growth strategies. For instance, while pursuing immediate profit margins from fossil fuels, a GM might also invest in renewable energy initiatives that position the company for future success. This dual focus helps ensure
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that the organization remains viable in a shifting energy landscape.
Prioritizing Stakeholder Engagement
Emphasizing Data-Driven Decisions
Effective decision-making in the energy sector requires consideration of various stakeholders, including government bodies, investors, and local communities. An Arab General Manager often prioritizes stakeholder engagement as a fundamental aspect of strategic planning.
The role of data in strategic decisionmaking cannot be overstated. An effective Arab General Manager values the importance of analytics and data interpretation to drive decisions. By utilizing market research, performance metrics, and predictive analytics, they can make informed choices that reduce risk and enhance outcomes. For example, when evaluating potential investments in new technologies, the GM may analyze data on market trends, competitor performance, and consumer behavior. This analytical approach allows for more accurate forecasting and risk assessment. Implementing robust data systems can provide real-time insights, enabling quicker responses to market changes. Encouraging Innovation and Adaptability In the energy sector, innovation is crucial for staying competitive. An Arab General Manager often encourages a culture of innovation within their teams. By promoting creative problem-solving and encouraging employees to think outside the box, they can drive the organization toward new opportunities. Adaptability is also key. The energy sector is susceptible to rapid changes in technology and consumer preferences. A GM must be willing to pivot strategies based on emerging trends. This might involve investing in research and development for cleaner technologies or adapting operational processes to incorporate more efficient practices. Flexibility in strategic planning ensures that the organization can respond effectively to unforeseen challenges.
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By actively involving stakeholders in the decision-making process, the GM can build trust and enhance transparency. This engagement can take many forms, from public consultations on new projects to regular updates for investors. By addressing concerns and incorporating feedback, the GM can foster a sense of ownership among stakeholders, which can lead to smoother project execution and improved public perception. Conclusion The lessons learned from an Arab General Manager in the energy sector highlight the importance of contextual awareness, cultural insights, and strategic adaptability. Effective decision-making requires a delicate balance between immediate needs and long-term sustainability, underpinned by data-driven analysis and stakeholder engagement. By integrating these principles, organizations can navigate the complexities of the energy sector more effectively. Ultimately, the insights gleaned from their experiences serve as valuable guides for leaders seeking to drive strategic success in a constantly shifting environment.
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General M anager
Al Fardan Trading Co LLC
Fazal Rahiman From Technical Expertise to Leadership Vision
I
n engineering and technology, the critical role of steam and hot water boilers is paramount to numerous industries, providing essential support to infrastructure and operations. The industry is known for its focus on the supply, installation, and maintenance of these vital systems, which are integral to the efficient functioning of various facilities. This sector requires a blend of technical expertise, problemsolving skills, and an understanding of evolving technological advancements to maintain and enhance operational efficiency.
Fazal Rahiman Mohamed's career journey is a testament to growth and adaptability. Starting as a Facility Engineer in 2013, he has successfully transitioned to a strategic leadership role as General Manager. His career progression, marked by significant shifts, reflects his deepening expertise in both engineering and management. This adaptability and commitment to growth make him a valuable asset in any role.
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Al Fardan Trading Co LLC, established in 1994, is a standout entity in the industry. The company's forte lies in its comprehensive services related to steam and hot water boilers, including supply, installation, and maintenance. This comprehensive approach ensures that all aspects of the boiler system are expertly handled, providing clients with the confidence that their needs will be met. As one of the leading boiler servicing companies in the UAE, Al Fardan Trading Co LLC manages a substantial number of annual maintenance contracts and has supplied numerous boilers across the Middle East. Its reputation for excellence is underscored by its commitment to quality and customer satisfaction. From Facility Engineer to Strategic Leader Fazal's journey began at Al Fardan Trading Co LLC in 2013. Founded in 1994, Al Fardan Trading Co LLC has risen to become a leading company in the industry, specializing in supplying,
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installing, and maintaining steam and hot water boilers. The company's recognition as one of the top boiler servicing companies in the UAE, managing 75 AMC contracts throughout the UAE and supplying over 400 boilers across the Middle East, is not just a testament to its success but also a source of inspiration for others in the field, motivating them to strive for excellence. Fazal started his professional journey as a Facility Engineer, where he was tasked with ensuring the smooth operation and maintenance of critical infrastructure in Abu Dhabi. This role laid the foundation for his career, focusing on problem-solving and technical expertise, and involved managing equipment failures and optimizing operational efficiency. A significant career shift occurred when he transitioned into the role of Sales Engineer. This change, prompted by the loss of a facility management contract, required Fazal to adapt his skill set. In this new position, he utilized his technical background to bridge the gap between engineering and sales, understanding customer needs, explaining complex technical solutions, and supporting the sales team with in-depth product knowledge. Following a successful tenure as a Sales Engineer, Fazal was promoted to Sales Manager. This role involved leading a sales team, developing revenue-driving strategies, and managing client relationships on a broader scale. During this period, he played a crucial role in securing prestigious projects such as the Louvre Museum, Habtoor City, and the Royal Atlantis. The next step in Fazal's career was as a Project Manager, where he oversaw projects from conception to completion. His responsibilities included ensuring projects met deadlines, stayed within budget, and achieved desired outcomes.
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In his current role as General Manager, Fazal oversees the overall operations of Al Fardan Trading Co LLC, integrating his diverse experiences to guide the company toward its strategic goals. This role encompasses setting long-term objectives, managing crossfunctional teams, and making highlevel decisions that influence the company's direction. Transforming Team Dynamics for Project Success Throughout his leadership, empathy has emerged as a crucial quality in fostering strong, effective, and supportive teams. Empathy, defined as the ability to understand and share the feelings of others, goes beyond mere sympathy by actively engaging with the emotions and perspectives of team members. A few years ago, when the company faced an overwhelming number of projects, signs of frustration and burnout became evident among team members. Deadlines were being missed, communication was strained, and overall team dynamics were deteriorating. Rather than addressing the issues solely from a project management perspective, the leader chose to explore the emotional and psychological state of the team more deeply. To tackle these issues, a series of faceto-face meetings and team discussions were organized to uncover the root causes of the team's dissatisfaction. During these sessions, team members were encouraged to openly express their concerns, challenges, and feelings. Active listening revealed that tight deadlines, workload imbalances, and unclear requirements were significant stressors. In response, several empathetic measures were implemented: •
Workload Adjustments: Tasks were redistributed to better
• •
balance the workload. Clearer Communication: Steps were taken to address confusion and improve communication. Support Systems: Stress management workshops and regular team-building activities were established to enhance morale and create a supportive work environment.
The empathetic approach resulted in a noticeable boost in team morale. Team members felt valued and understood, which revitalized their enthusiasm and commitment. Improved communication and a supportive environment led to better collaboration, with team members more willing to share ideas, provide feedback, and work together towards common goals. This positive shift in dynamics increased productivity, as the redistribution of tasks and additional resources alleviated bottlenecks and accelerated project progress. The projects were completed on time, meeting all key objectives, with the enhanced team dynamics contributing to a successful product launch and positive client feedback. The Power of Hard Work and Resilience The ability to face challenges has consistently guided both Fazal and the company. A commonly shared mantra is, "Hard work beats talent when talent doesn't work hard." This belief underscores the notion that success is determined not just by what one does but by the amount of hard work invested. This principle has been a driving force since youth. The Fazal emphasizes never avoiding difficulties but rather confronting problems directly and with pride. The perspective is that no time remains static; every situation will eventually change. Therefore, there is no place for
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regret over decisions made. Navigating Unexpected Setbacks In 2020, the company faced an unexpected setback with the loss of a business partner due to health issues, which brought operations to a halt. This departure presented a series of tough challenges, including extensive negotiations to untangle joint ventures, shared assets, and contractual obligations. The process involved financial settlements, the transfer of responsibilities, and the management of intellectual property rights. Through strategic planning, effective communication, and collaborative problem-solving, the company successfully navigated the transition. This experience not only demonstrated the company's resilience but also highlighted key lessons that will enhance its ability to manage future challenges with confidence and competence. Critical Elements for Building a Successful and Thriving Team Building a successful team requires a combination of vision, effective communication, strong leadership, and
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a supportive culture. By fostering trust, collaboration, and accountability while embracing diverse skills and maintaining a positive attitude, the team can achieve its goals and thrive in its endeavors. An essential aspect of developing these qualities is hiring the right people for the right job.
writes down his weekly tasks to plan and prioritize. He schedules regular breaks and ensures to allocates time for personal activities and family. •
Set Goals: Fazal always breaks down tasks into manageable segments and sets achievable deadlines one week prior to actual deadlines to avoid last-minute stress and ensure consistent productivity.
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Regular Exercise: Fazal incorporates physical activity into his routine to manage stress and maintain overall health. He plays badminton from Monday to Thursday for an hour.
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Healthy Eating and Rest: Fazal tries to maintain a balanced diet and ensure he gets adequate sleep. Good nutrition and rest are fundamental to sustaining energy levels and focus.
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Delegate Tasks: Fazal does not hesitate to delegate tasks when appropriate. He trusts his team and shares responsibilities to avoid becoming overwhelmed.
Strategies for Success and WellBeing •
Good friends: Fazal has been blessed with good friends around him. They always offer support, share his joys, help him through tough times, and contribute to his growth and happiness, shaping who he is today.
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Clear Boundaries: Fazal always maintains distinct boundaries between work and personal life. He designates specific work hours and sticks to them.
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Dedicated Space: Fazal never speaks about work at home to help mentally separate work from personal life.
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Organized Scheduling: Fazal
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•
•
•
Collaborative Efforts: Fazal always works closely with colleagues to share workloads and support each other, boosting a team environment where everyone contributes to achieving common goals. Digital Detox: Fazal stays away from social media and does not have a Facebook or Instagram account, which he considers distractions for work. Supportive Culture: Fazal tries to keep casual dinners with his team to understand their difficulties and challenges, and he always strives to help them resolve these issues.
Defining Success: Growth, Balance, and Achievement Success for Fazal means continuously growing and learning, both professionally and personally. This includes gaining new skills, expanding knowledge, and overcoming challenges. Balancing professional achievements with personal well-being and family life is crucial for him. Success is reflected in the ability to manage work responsibilities alongside meaningful personal and family time. Reaching personal milestones, such as completing significant projects, achieving career advancements, or pursuing personal passions, is a crucial measure of success for Fazal. Each milestone represents progress and accomplishment in his journey. Success for Al Fardan Trading Co LLC is defined by meeting or exceeding financial goals, such as revenue growth, profitability, and market expansion. Achieving these objectives demonstrates the company's strength and sustainability in a competitive market. Establishing and maintaining a leading position in the market, known for
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quality, reliability, innovation, and the best service, is a significant measure of success. For Fazal, success is also reflected in high levels of customer satisfaction and loyalty. Providing exceptional products and services that meet or exceed customer expectations is a significant achievement. Ensuring a positive work environment where employees feel valued, supported, and empowered contributes to organizational success. Employee satisfaction and development are critical indicators of a successful company. Successful projects for Al Fardan Trading Co LLC include completing significant projects or initiatives that have a positive impact on the company. Personal development for Fazal involves attaining personal goals such as advanced education or certifications that enhance his skills and knowledge. Attending sales conferences also contributes to his success. Insights and Inspiration Through Travel Fazal has always had the opportunity to travel around the world to attend sales conferences and exhibitions, which have kept him up to date with all technologies and new inventions in his field. This also provided him with the chance to meet many founders and CEOs, many of whom have inspired him greatly. Traveling and meeting people from different nationalities have constantly broadened his thinking and opened doors for new learning. Mentorship and Leadership Development His father Mr Mohamed Ceylon ,Mr. Alwyn Watkins and Mr. Tony Simpson are the three mentors who have influenced him significantly. They have played a crucial role in shaping his
career by offering guidance, sharing experiences, providing constructive feedback and making him a good human being. They have helped him navigate challenges, build confidence, and make informed decisions. Their influence extends to how he approaches leadership, enhancing skills like empathy, strategic thinking, and effective communication. For instance, their emphasis on empathy encourages a leadership style that prioritizes understanding team members' perspectives. Similarly, their innovations inspire a more creative and forward-thinking approach to problemsolving. They have also assisted him in refining his strengths, overcoming weaknesses, and developing a leadership style that is both effective and authentic. Strategic Growth and Alignment for Long-Term Success Expanding the market presence of Al Fardan Trading Co LLC around the GCC, embracing digital transformation, and maintaining a solid commitment to customer satisfaction are key objectives. Additionally, there is an aim to diversify the company's product offerings or enter new markets, ensuring the company remains competitive and innovative. To align personal goals with the company's strategic objectives, he should focus on continuous learning and development, staying ahead of industry trends, and fostering a culture of collaboration and excellence within the organization. Setting specific, measurable goals that contribute to the company's long-term success, such as improving operational efficiency or enhancing the customer experience, is essential. By aligning growth with the company's mission and values, he can ensure that his efforts directly support the company's overall strategic direction.
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The Impact of an Ara b on Team Dynamics
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n today's business environment, the role of a General Manager (GM) is pivotal in shaping not only the strategic direction of a company but also its internal culture and team dynamics. When the GM hails from the Arab world, their leadership style often reflects a unique blend of cultural values, experiences, and insights that can significantly influence the organizational culture. This article explores how an Arab General Manager can impact team dynamics and transform the organizational culture. Understanding Cultural Context The Arab world is characterized by rich traditions, diverse cultures, and a strong sense of community. These elements often influence management styles and organizational behaviors. Arab leaders tend to prioritize relationships, trust, and loyalty, which are integral to building cohesive teams. By understanding and valuing these cultural nuances, an Arab GM can create a work environment that promotes collaboration and mutual respect.
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Building Trust and Relationships One of the key strengths of an Arab General Manager is their ability to build trust and strong relationships within their teams. Trust is a cornerstone of effective teamwork, and Arab culture places a high value on personal connections. An Arab GM may invest time in getting to know their team members on a personal level, fostering an atmosphere of openness. This approach helps to break down barriers, encourages open communication, and creates a sense of belonging among team members. When employees feel valued and understood, they are more likely to contribute ideas, share feedback, and engage in problem-solving. This collective input can lead to more innovative solutions and enhance overall team performance. Emphasizing Collaboration Collaboration is another critical aspect of team dynamics that an Arab General Manager can enhance. In many Arab cultures, collective decision-making is preferred over individualistic
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Transforming Organiza onal Culture
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approaches. By encouraging collaborative efforts, an Arab GM can harness the diverse perspectives and skills within the team. This inclusivity not only leads to better decisionmaking but also strengthens the bonds among team members.
cultural backgrounds. An Arab General Manager is uniquely positioned to navigate this diversity effectively. Their own experiences can foster a culture of inclusivity, where different viewpoints are not only welcomed but celebrated.
To promote collaboration, the GM can implement team-building activities, create cross-functional project teams, and establish regular brainstorming sessions. These initiatives can help to cultivate an environment where employees feel comfortable sharing their insights and working together toward common goals.
To leverage diversity, the GM can promote cultural awareness initiatives and training programs that educate employees about various cultures and practices. By encouraging understanding and appreciation of different backgrounds, the GM can help build a more harmonious work environment where everyone feels valued.
Adapting Leadership Styles Leadership in the Arab world often reflects a more paternalistic approach, where leaders are seen as guardians who provide support and guidance to their teams. An Arab General Manager may adopt this style, showing concern for employees' well-being and professional growth. This approach can create a nurturing work environment where team members feel secure and motivated to perform at their best.
Encouraging Open Communication Effective communication is crucial for any team's success. An Arab General Manager can play a significant role in establishing a communication framework that prioritizes transparency and openness. By encouraging team members to express their thoughts and concerns freely, the GM can create a culture where feedback is not only accepted but actively sought.
By balancing authority with empathy, an Arab GM can inspire loyalty and dedication from their team. Employees are more likely to go the extra mile when they believe their leaders genuinely care about their success and welfare. This supportive atmosphere can lead to higher job satisfaction, lower turnover rates, and improved team morale.
Regular one-on-one meetings, team check-ins, and anonymous feedback mechanisms can facilitate open dialogue. This approach not only allows the GM to address issues promptly but also empowers employees to voice their opinions, leading to a more engaged workforce.
Navigating Diversity
For teams to function effectively, clear expectations are essential. An Arab General Manager can ensure that every team member understands their roles, responsibilities, and performance
In many organizations, especially those in multinational settings, teams are composed of individuals from various
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metrics. By providing clarity, the GM can minimize confusion and align team efforts with organizational goals. Moreover, the GM should establish a system for recognizing and rewarding outstanding performance. Celebrating achievements can motivate team members to strive for excellence and reinforce a culture of accountability and high standards. Conclusion The influence of an Arab General Manager on team dynamics and organizational culture can be profound. By prioritizing relationships, collaboration, and open communication, they can create an environment that not only enhances individual performance but also drives collective success. Their unique cultural insights allow them to navigate diversity, foster inclusivity, and promote a balanced workplace. As organizations continue to evolve, the role of leaders who understand the significance of culture and team dynamics will remain critical in shaping the future of work.
Setting Clear Expectations
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CEO Al Saif Horeca
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Waseem Zein Eddine Driving Innovation in the Hospitality Supply Industry
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he hotel and restaurant supplies industry plays a fundamental role in supporting the hospitality sector. This sector encompasses a broad range of products and services essential for the smooth operation of hotels, restaurants, and catering businesses. As global travel and dining preferences shift, the demand for high-quality, reliable supplies has intensified, driving companies to innovate and adapt continuously. The industry's growth is closely tied to the overall expansion of the hospitality sector, which is influenced by economic trends, technological advancements, and changing consumer expectations. Waseem Zein Eddine, the CEO, brings a deep understanding and vision to the industry, drawing on years of experience to guide the company's strategic direction. His leadership focuses on developing the company's role in the market, enhancing its reach and capabilities to meet the growing demands of the hospitality industry. With a commitment to excellence and a keen eye for industry trends, he plays a crucial role in navigating the company's growth and maintaining its competitive edge.
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Al Saif Horeca stands at the forefront of the hospitality supplies industry, operating as a key player in Saudi Arabia and beyond. The company is known for its comprehensive range of products and services tailored to meet the needs of hotels, restaurants, and catering businesses. By emphasizing innovation, customer satisfaction, and strategic expansion, Al Saif Horeca aims to solidify its position as a leading provider in the industry, ensuring high-quality solutions and exceptional service for its clients. A Legacy of Excellence in Hotel and Restaurant Supplies Al Saif Horeca is an integral part of Al Saif Trading Agencies Company, which has been contributing to the Saudi market for more than 70 years. The company's journey began with Mr. Saleh Al Saif, followed by his son Mr. Mohammed Saleh Al Saif, and continues today under the leadership of Mr. Saleh Mohammed Saleh Al Saif, who currently serves as the Chairman of the Board. Al Saif Horeca specializes in B2B (business-to-business) transactions and serves as the exclusive agent for over 20 globally renowned brands in hotel and restaurant supplies. The company
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is adept at fully equipping hotels, restaurants, and catering companies from A to Z.
The company boasts a highly trained team across various specialties, operates its showrooms, and maintains a main warehouse that spans 140,000 square meters. Additionally, Al Saif Horeca owns its transportation fleet, ensuring efficient logistics and service delivery.
With a pioneering position in Saudi Arabia's hotel and restaurant supplies sector, Al Saif Horeca's success is attributed to its extensive history, significant financial and human resources, and exclusive rights to many leading brands in the industry. Under the leadership of Mr. Saleh Mohammed Saleh Al Saif as Chairman of the Board, the company and its employees are dedicated to continuous development and keeping pace with global advancements. The company's efforts align with major events in Saudi Arabia, particularly in support of the vision of His Royal Highness Crown Prince Mohammed bin Salman. Embracing the Legacy and Intricacies of the Hotel and Restaurant Supplies Industry
As an individual and as the CEO of the company, Waseem finds the hotel and restaurant supplies industry to be one of the most enjoyable fields to work in. Reflecting on his 15 years in the industry, starting as a sales representative, he could never have imagined the extensive network of people who work with immense effort and passion to bring a plate from its main factory to the dining table. He enjoys delving into the details of the sector, finding joy in the myriad of details that impact all parties involved in the supply process. While these details might seem insignificant at first
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The company's success is rooted in its commitment to customer satisfaction. Enhanced after-sales services and new service offerings will ensure a seamless customer experience.
glance, they are crucial and cannot be overlooked once one is immersed in the field. Moreover, exploring this industry reveals that many renowned factories have been operational for decades, and some for centuries. Each product carries a rich history and craftsmanship passed down through generations. It is a point of pride for him to market these products, knowing the legacy and craftsmanship they embody. Commitment to Excellence and Visionary Leadership There are always factors that set certain companies apart from others. These factors include the company's brand name, reputation, history, management, and team, as well as the brands and products it offers, good customer relations, and after-sales services. Honesty in dealings and adherence to contracts are also crucial. Most importantly, every individual working in the company must believe in the company's vision, mission, and goals, striving to achieve them daily. The company embodies all these qualities. The role of its leadership has been to ensure that all employees not only believe in but also love what they do. Every project, regardless of size, is approached with a sense of ownership. The team pays meticulous attention to the smallest details and plans carefully to ensure smooth and issue-free
execution. What truly sets the company apart is its genuine belief in its potential to become the absolute best shortly. Revolutionizing Supply with Speed and Innovation The initial strategy at Al Saif Horeca was clear: to provide all necessary supplies for hotels, restaurants, and catering companies without exceptions. Treating customers' needs as orders formed the foundation of the overall strategy, from which many other strategies emerged. The foremost strategy, led by Waseem, was to ensure rapid supply to clients. To achieve this, the company signed multiple contracts with air freight companies, allowing them to offer clients unbeatable prices. Last year, 90% of their goods were shipped by air, with a delivery time of no more than 15 days. Meeting customer needs with the right quality and price within a short delivery period is challenging. This challenge led to the development of a new concept for Saudi Arabia: establishing Al Saif Cash and Carry. This large showroom, spanning over 3,000 square meters, will house all the necessary product categories. The new project aims to provide products with the right quality and price without delays, ensuring immediate availability. Al Saif Cash and Carry
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will maintain a permanent stock worth over 15 million dollars. Embracing Continuous Learning and Industry Trends for Success Staying up-to-date with developments and changes in any industry is essential and cannot be ignored. A valuable lesson learned from companies in the telecommunications sector is that distancing oneself from progress means falling behind in the race. The company continuously conducts its research to understand customer preferences and stay current with updates and innovations in the hotel and restaurant supplies industry. Engaging in ongoing discussions with brands and monitoring competitors' latest news and achievements are also key components of their strategy. Participating in local and international trade shows is crucial, as it opens new opportunities with potential brands and keeps them informed about the latest developments in the field. The most important point is continuous learning. There is no specific time or age to stop learning. Companies and individuals who keep learning and learn from past mistakes are the ones who can sustain themselves in the market. The team is always encouraged to acquire comprehensive knowledge about their products, as customers prefer knowledgeable individuals who can answer all their questions effectively. Strengthening Relationships to Navigate Economic Transformation In this regard, the most important strategy is building and maintaining relationships. Saudi Arabia is undergoing an economic revolution, with government, semi-government, and private companies collaborating to shape a promising future in line with the vision of His Royal Highness
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Crown Prince Mohammed bin Salman. The company, under the guidance of its leadership, works daily to maintain and strengthen relationships with key decision-makers in the Kingdom. These relationships are crucial for understanding changes in the Saudi market and for planning both the near and distant future. The ongoing developments in Saudi Arabia present substantial market opportunities for companies across all sectors. The most successful are those who can secure a larger market share faster than their competitors. The company recognizes that rapid development will bring emerging challenges, some of which are difficult to predict. Nevertheless, they work daily to overcome these challenges. The primary and most crucial strategy is to remain united and work as one cohesive team. No challenge or adversary can defeat a team united with a single purpose, working tirelessly to achieve its goals. Commitment to Quality and Client Success
foundation of success, the company is committed to fostering a positive and inclusive work environment that promotes professional development. The team is empowered to deliver exceptional service, ensuring clients receive the best support possible. In all endeavors, the company adheres to the highest standards of professionalism, ethics, and respect. The commitment is to build lasting partnerships, consistently exceed expectations, and provide unparalleled value. This drive for excellence positions the company at the forefront of the hotel and restaurant supplies industry, delivering exceptional products and unmatched service. A culture of collaboration and mutual respect is cultivated, encouraging team members to contribute their unique insights and expertise. This approach enables the company to provide comprehensive solutions that address the diverse needs of clients, ensuring their success. Building Strong Partnerships
At Al Saif Horeca, the mission is to be the leading provider of superior hotel and restaurant supplies, tailored to meet the distinctive needs of the hospitality industry. The company is committed to delivering the highest quality products and services while upholding core values of reliability, integrity, and innovation.
As the CEO of Al Saif Horeca, Waseem believes that strong relationships with clients and suppliers are the cornerstone of the company's success. He leverages his skills in negotiation and sales by focusing on creating win-win situations that benefit both partners and the company. Here's his approach:
The objective is to establish long-term partnerships with clients by offering a comprehensive range of high-quality supplies that ensure seamless, efficient, and profitable operations. The company is dedicated to staying ahead of industry trends and challenges, continuously refining its product offerings to maintain a competitive edge.
1. Understanding Needs: Waseem prioritizes understanding the unique needs and goals of clients and suppliers. By actively listening and engaging in open dialogue, he tailors offerings and solutions to meet specific requirements, building trust and demonstrating that their success is valued as much as the company's.
Recognizing that employees are the
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communication, which is essential in negotiation and sales. By being upfront about what can be offered and what is expected in return, Waseem creates a foundation of trust that encourages long-term partnerships. This transparency ensures that both parties feel confident and secure in their dealings. 3. Value Creation: In every negotiation, Waseem's focus is on creating value for both Al Saif Horeca and its partners. He strives to present solutions that enhance partners' operations and profitability, whether through competitive pricing, high-quality products, or exceptional customer service. The goal is to ensure that clients and suppliers see Al Saif Horeca as an indispensable part of their business success. 4. Long-term Focus: He approaches negotiations with a long-term perspective, aiming to build enduring relationships rather than seeking shortterm gains. This mindset helps establish loyalty and repeat business, which are critical for sustainable growth. 5. Leveraging Industry Insights: His experience in sales allows him to stay attuned to market trends and industry changes. By leveraging this knowledge, Waseem negotiates better deals and offers innovative solutions that keep Al Saif Horeca ahead of the competition. This proactive approach strengthens relationships and positions the company as a trusted leader in the market. By applying these principles, Waseem has built strong, mutually beneficial relationships that drive growth, ensuring Al Saif Horeca continues to be a trusted partner in the hotel and restaurant supply industry.
2. Transparent Communication: He fosters transparent and honest
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Navigating Growth in Saudi Arabia's Hospitality Boom With around USD 110 billion allocated for the hospitality industry and a further 310,000 hotel rooms in the pipeline, the Kingdom of Saudi Arabia is undergoing a transformative boom as it aims to lead the global travel and hospitality sector. As part of its Vision 2030 social and economic blueprint, the Kingdom has made significant strides in the hospitality industry, with the government targeting 100 million visitors per year within the next decade. This includes billions in investments for hotel construction, infrastructure, and the development of new sustainable cities along its coasts and deserts, while also attracting substantial foreign investment. Today, Saudi Arabia leads the Middle East and African region in hotel construction and ranks behind only China and the US globally. The Riyadh Expo 2030 is expected to attract approximately 41 million visitors, including many from local and surrounding regions as well as from around the globe. This presents a significant opportunity for the nation to showcase its culture, heritage, and national pride to the world. By the time the FIFA World Cup 2034 begins, several major infrastructure projects, including the $500 billion NEOM megacity, will be nearing completion. NEOM aims to feature parallel skyscrapers stretching 170 kilometers across mountainous and desert terrain in a project known as "The Line," which has generated both controversy and admiration. With the abundance of opportunities in the market, there is anticipated to be an increase in competitors and intensified competition for market share. The company is committed to staying ahead of these developments and challenges by finding comprehensive
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solutions. Plans include opening Al Saif Cash & Carry stores across most regions of Saudi Arabia to provide quick and immediate solutions for customers' inventory and product variety needs. Additionally, new services will be introduced, and aftersales support will be enhanced to ensure customer satisfaction. The company is also dedicated to creating a supportive work environment for all employees and investing in their personal, intellectual, and professional development. Strategic Vision for Growth and Excellence in the Hospitality Industry As the CEO of Al Saif Horeca, Waseem envisions the company continuously developing to maintain and strengthen its position as a leading player in the hospitality supplies industry across the Arab world. To achieve this, several strategic areas will be the focus: Expansion and Accessibility: The plan includes opening more Al Saif Cash & Carry stores in key regions of Saudi Arabia and eventually in other Arab countries. This expansion will enhance accessibility and provide immediate, high-quality solutions to customers, ensuring they have the products they need when they need them. Innovation and Product Diversification: Staying ahead of industry trends and technological advancements is crucial. The company will expand and diversify its product range, integrating innovative solutions to meet the growing demands of the hospitality industry. This approach will address current market needs and anticipate future trends, keeping the company at the forefront of the industry. Customer-Centric Approach: The company's success is rooted in its
commitment to customer satisfaction. Enhanced after-sales services and new service offerings will ensure a seamless customer experience. By building strong, long-term relationships with clients, the company will foster loyalty and trust, which are essential for sustained growth. Investment in People: Employees are considered the greatest asset. The company is committed to fostering a positive and inclusive work environment that promotes personal, intellectual, and professional growth. Investing in team development ensures that employees are equipped with the skills and knowledge needed to deliver exceptional service and innovative solutions. Strategic Partnerships: Building and maintaining strong partnerships with suppliers and key industry players is vital. The company will continue collaborating with leading global brands and local suppliers to offer high-quality, reliable products, leveraging both international standards and local insights. Sustainability and Corporate Responsibility: The importance of sustainability and corporate responsibility is recognized. The company will prioritize environmentally friendly practices and contribute positively to the communities it serves. This commitment will enhance brand reputation and ensure long-term success. By focusing on these strategic areas, Waseem is confident that the company will continue to grow and solidify its position as a leading and trusted supplier in the hospitality industry across the Arab world, setting new standards of excellence and being the preferred partner for all hospitality needs.
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