Episode description

In the latest episode of “Talking Trade,” Kallman Worldwide President and CEO Tom Kallman touts the prestige of U.S. medical products on the global stage. 

The interview was recorded during the recent Arab Health trade show in Dubai, where Kallman Worldwide has been organizing U.S. participation since 1995. At the time, the show included 27 American businesses — including major players such as Johnson & Johnson and GE Medical — and that’s grown to more than 400 in the 2025 conference. 

“American products are very well respected here … When you have all the money in the world, you have a lot of money, as many of the clientele here do, and you’re sick or your family is sick, what do you want? You want the best care possible,” Kallman said. “And for that, the local market turns very often to the United States.” 

The conversation touches on differences in the way business is done in the Middle East, emphasizing the role of building relationships over time. Kallman notes the government of the United Arab Emirates “wants to make sure that you’re well-vetted and serious about being here” and stresses the importance of export readiness. 

“It is not cheap to be here, there’s no question about that, but frankly that’s one of the things that separates the wheat from the chaff, those companies that are committed to an international program,” he said. 

He also references common cultural touchpoints for American companies seeking to do business in the region, noting many business leaders in the Middle East have received higher education from U.S. institutions. 

Still, because the Arab Health conference draws attendees from countries across Asia, Africa and elsewhere, Kallman notes different approaches may be required for reaching these varying markets. 

“When you come here to Arab Health, you’ll have a meeting with someone from Kuwait, okay, consider that, then India, then Pakistan, then Saudi Arabia. And each one has its own unique approaches, and perhaps requirement for representation within that country,” he said. 

Talking Trade is hosted by E.M Wasylik Associates Managing Director Ken Wasylik and M.E. Dey & Co. President and Managing Director Sandi Siegel.