The following morning Hassan started on his first series of calls upon the import/export firms Kathy had listed for him. He was saving the call on Abdul Ali Fahad’s firm until last. The proprietor of the first firm he called on was interested in talking about selling his business and was willing to provide some data on his business over the last three years. The second importer/exporter wasn’t even polite. He said he wouldn’t even consider selling his family business to a foreigner, especially a Muslim. Hassan’s driver took him next to Defense Colony, a southern housing section of New Delhi. The car stopped in front of C-432. Hassan got out and rang the bell on the cement pillar anchoring the driveway gate.
When he had called earlier for an appointment, the secretary answered. Hassan had exchanged Muslim greetings and said he had an interesting business opportunity for an import/export business owner. The secretary hadn’t hesitated to give him an 11:30 appointment. On the second ring of the doorbell, a middle-aged man came out to open the gate graciously and invite Hassan to come in. He identified himself as Mr. Fahad’s assistant and asked Hassan to rest for a few minutes in the waiting room while he informed the owner. A minute or two later the bearer brought in a cup of strong coffee on an inscribed silver tray. Hassan wasn’t sure but thought the artwork on the tray looked like Tantric Buddhism of the Mahayana branch. As Hassan was finishing his coffee, the secretary/assistant ushered him into Abdul Ali Fahad’s office. After exchanging courteous greetings, Fahad, speaking English, asked Hassan, “What brought you to India?”
Hassan answered in Arabic saying, “I’m a businessman in search of making some money. I’ve clients who pay me well to search out investments for them. So far Allah has been good to me, and I’ve been able to please my benefactors. Now, they’re interested in acquiring an import/export business under very flexible conditions. In one version they desire controlling interest but want to retain the original management with a generous monthly stipend and a percentage of the profits. I’ve just begun my search. Your firm is the third one I’ve visited. The last one I visited was very rude, saying he would not sell his family business to any Muslim. I see I’m among my own kind here. Are you at all interested in talking further?”
Fahad looked straight at Hassan for a few moments before he said in Arabic, “This is a country with a government that actively discriminates against Muslims. We must be careful or we run afoul of the Indian bureaucracy. My business depends on getting along with the powerful clerks who run the government. I need many permits and licenses as well as extensions of my visa.
“Yes, your clients are wise to consider retaining experienced management. It has taken me the better part of three years to try to understand the maze of doing business in India as a Muslim from the Arab world. To answer your question, surely I would be willing to talk some more., but I must warn you my business will be expensive to buy.”
“My clients, who are from Jordan, as I am, and from Lebanon, have been willing in the past to pay well for quality companies. Tell me, do you have good business contacts outside of India? My clients want a company with a history of doing business with Western nations. None of us agrees with what the Americans have done to Iraq and pray every day they will leave soon. Nevertheless, business is business, and we see nothing wrong about taking their money without their politics. Would you be willing to describe in general how you work the foreign market? For example, do you have to travel in person to customer countries, or do you have a loose sort of an arrangement with a number of people or companies who work on a commission basis?”
“In my business, I do both. I make trips to France and the U.K. three or four times a year. For special clients I will travel to Egypt, Saudi Arabia, Kuwait or the Arab Emirates. With fax and email capabilities I am in touch with my best customers at least monthly. Perhaps someday I can return to my home in Iraq. I had to leave there for political reasons before the Americans and their satellite countries invaded. My plan is to set up a subsidiary company somewhere in the region after the place settles down. Amman is one of the places I am considering. I already own a very small residence there. Perhaps I can call upon you the next time I visit.”
“That would be very kind of you. While I’m here and interviewing other firms, perhaps you could help me to avoid making the wrong recommendation to my clients. Is there a time in the next few weeks that we could meet again? It would honor me to take you to dinner at a place frequented by Muslims at a time of your convenience. Perhaps you could also direct me to a Mosque where it is safe for Muslims to pray?”
“Next week I’ve some free time, but the week after I must make a trip to Kathmandu. I’ll have to stay there for a week to ten days before returning here to prepare for a marketing trip to the West. Call me in three weeks. We can have dinner, and I’ll show you this land our ancestors conquered. Examples of our architecture are all over, a Muslim architecture bringing in millions of tourist dollars to a Hindu government. May Allah someday bring down his wrath on the infidels making money from our sacred buildings. You can pray in any local mosque. There will be no problems.”
“Mr. Fahad, it’s been a pleasure to find such a courteous person. It will bring pleasure to me to be your host. In the meantime I’ll contact my clients about our conversation. Could you have your assistant provide a prospectus on your company? We certainly don’t expect trade secrets or detailed business disclosures at this point, but anything you could give me to pass on to my clients would be helpful. You have been most helpful and encouraging. I must not take any more of your valuable time. Thank you.”
Fahad called for his assistant to give Mr. Hassan some brochures describing their products and activities. Hassan found his car waiting and went directly back to the Oberoi. After his talk with Abdul Ali Fahad, he needed to talk to Kathy Grayson, but very discreetly. He didn’t want anyone reporting to Fahad he was hanging out with an American, even a pretty one. Once in the hotel lobby, Hassan picked up a guest phone and called Kathy’s room. When no one answered he hung up and went out to the pool area. At the pool pavilion he could see a figure he thought was Kathy getting out of the pool and waited for her to sit at a small table near the pool. He joined her there and gave Kathy an articulate description of his meeting with Fahad. When he left with Kathy’s instructions, she thought this young man will go a long way. Peter Brandon certainly knew how to pick people.
Facts and Fictions 