From Canada to the UAE: A Fresh Perspective on Channel Leasing

Nikita, you joined grenke UAE in May 2025, bringing with you international experience from Canada. Can you tell us a little about your first impression of grenke and the UAE business environment?

Yes, that was quite the move! Regarding grenke, having worked in commercial banking in Montreal, I had heard about the company through business contacts, but I did not know it in great detail at that time. Before applying for my current position at grenke, I took a deeper look at the company, and its business model and history were very appealing to me.

My first impression of grenke Middle East was that, although the learning curve is quite steep, the team is very dedicated to supporting new employees with detailed training and continuous personal support. Maybe it is thanks to its German DNA, but my transition was made seamless by the company’s efficiency in the first few weeks.

Regarding the UAE business environment, it is obviously quite different from the one in Canada. The Canadian market is relatively mature compared to the UAE, which is growing at a very fast pace. However, that also creates more business opportunities in general and is particularly advantageous for grenke Middle East, as it allows us to keep growing and gaining market share while supporting an ever-increasing base of SMEs.

You mentioned that the UAE market is growing at a much faster pace compared to the more mature Canadian market. From your perspective, what makes this fast-moving environment especially interesting for a Channel Manager, and how does it influence the way you build relationships with suppliers and SMEs?

I think what makes it most interesting overall is the dynamism of the market. This dynamism brings many business opportunities for companies in general, but it also means there is more competition in the market.

For a Channel Manager, this situation is particularly interesting because I get to help suppliers differentiate themselves from the competition by allowing them to offer their clients flexible leasing solutions through grenke.

In the same way, this market dynamism also means that companies continuously need to keep investing in their own growth, whether it is through new machinery, more employees, or simply more raw material. As a Channel Manager, I am able to help both sides of the equipment transaction. I support the supplier by buying their equipment upfront, which means their cash flow is not locked and they can continue purchasing stock. At the same time, I help the client by allowing them to access lower instalments from day one, reducing the pressure on their cash flow and helping them speed up their return on investment.

Ultimately, the way I build my relationships with suppliers and SMEs is by positioning grenke as a partner in their growth. This is highly rewarding for me personally.

You describe grenke as a partner in growth for both suppliers and SMEs. In your experience so far, what is most important when building trust with new partners who may not yet be fully familiar with leasing?

I think the most important thing is to be available and to take the necessary time to meet suppliers in person and explain the concept and process of leasing thoroughly.

This is especially important because, although we do have direct contact with end-customers, it is ultimately the suppliers who maintain the commercial relationships with their clients. We want them to be fully informed about our process so that there is no miscommunication with the end-customer, which could jeopardize the relationship between the supplier and the client.

I also need to be quickly responsive to their requests, as in this market things can unfold very quickly, and a delayed response could cause the supplier to lose their client.

In the end, it all comes down to building trust through proactive support, but also through really understanding their clientele and pain points, so that I can bring as much added value as possible.

Your role clearly requires more than just business knowledge — it also needs patience, responsiveness, and a personal approach. How would you describe your own working style, and how has your international background helped you connect with partners in such a diverse market as the UAE?

I believe that my international background, and more specifically my Canadian banking experience, has helped me bring a very disciplined approach to my work.

To come back to my point about responsiveness, I have my own personal rule of not letting a client or customer go unanswered for more than three hours. This is something I used to do in Canada, and it helped me build a reputation with my suppliers as someone they could rely on.

In my personal approach, I also tend to blend a professional approach with a more casual one, where partners feel comfortable going for a coffee or lunch without feeling the need to speak only about work or deals.

Overall, I think my mixed and international background allows me to connect with people from many different nationalities and backgrounds. This is definitely a plus in the UAE market.

Finally, when you are not meeting partners, supporting suppliers, or enjoying a coffee with clients, how do you like to spend your free time outside the office?

Well, I moved from Montreal to Dubai partly because of the weather, so I certainly like to enjoy the sun and the beach when the temperature allows it!

I am also a huge football fan, so I watch a lot of football, which has been impacting my sleep during the World Cup as the games are quite late in local time — but it is worth it.

I am also a very big reader, so I always set time aside to read. And lastly, I really enjoy eating out and trying the never-ending list of restaurants in Dubai.