AMENA Auto Monthly Review – August 2025
Introduction The global automotive landscape is undergoing a bold transformation, defined by record-shattering performance feats, advanced AI integration, and new standards in electrified mobility. Porsche is redefining in-car experiences with gaming and smarter AI controls, while Mercedes-AMG pushes endurance limits with its next-generation concept. At the same time, the industry faces headwinds, with tariff pressures threatening profitability for giants like Toyota, even as brands such as BYD, Hyundai, and BMW unveil breakthroughs that set fresh benchmarks in speed, design, and efficiency. Regional markets across the Middle East and Africa are also dynamic, driving forward with new launches, partnerships, and policies that reinforce their growing influence on the global stage. These developments highlight how global leaders and regional players alike are reshaping the future of mobility. Porsche Macan Enhanced with AI, Gaming & Smarter Controls Porsche’s updated all-electric Macan embraces next-generation comfort and infotainment with a revamped App Centre that turns the vehicle into an onboard entertainment console. Passengers can now access gaming (via AirConsole, Gameloft, Obscure Interactive) and media content—using a Bluetooth controller or touchscreen; an optional passenger display enables simultaneous use without distracting the driver. The enhanced Voice Pilot AI understands complex, conversational queries and includes an integrated on-board manual accessible by voice. Remote control via the My Porsche app now extends to the luggage compartments, including the front luggage compartment (frunk), when equipped with Porsche Connect. These upgrades reflect Porsche’s push towards richer digital experiences and seamless voice-driven usability. Mercedes-Benz Unveils Record-Shattering AMG GT XX Concept Mercedes-Benz’s Concept AMG GT XX has shattered endurance boundaries by covering 40,075 kilometres—the equivalent of circumnavigating the globe—in just over seven days during extreme testing at Nardò. Powered by three axial-flux motors and a direct-cooled battery, the concept also smashed the 24-hour distance record by surpassing it fourteenfold, showcasing next-generation AMG.EA drivetrain capability. Innovative features such as augmented-reality racing helmets, ergonomic 3D seat pads, illuminated paint, headlight-integrated speakers, and MBUX Fluid Light rear panels underscore AMG’s pioneering design ethos. Many of these technologies are slated to enter production in next year’s AMG.EA models. This record drive boosts Mercedes-AMG’s credentials in high-performance electrified vehicles. Tariffs forecast to deal Toyota a US $9.5 bn blow in FY2026 Toyota expects its financial year ending March 2026 operating profit to be slashed by 1.4 trillion yen (approximately US $9.5 billion), a 16 per cent reduction. This decline stems largely from increased US tariffs on vehicle imports and components, combined with rising material costs and a stronger yen. The company has adjusted its annual operating profit forecast to 3.2 trillion yen, down from 3.8 trillion yen. Despite these pressures, Toyota continues to push ahead with US production and plans a new vehicle factory in Japan. BYD’s Yangwang U9 Track Edition Sets EV Speed Record BYD’s luxury sub-brand Yangwang has set a new global EV top-speed record, with the U9 Track Edition reaching 472.41 km/h. Powered by a quad-motor platform delivering over 3,000 PS, the hypercar demonstrates extreme performance capability. Aerodynamic upgrades and a robust cooling system ensured stability at record-breaking speeds. The feat eclipses benchmarks set by leading European hypercars, reinforcing BYD’s engineering strength. It establishes Yangwang as a formidable player in the high-performance EV segment. Hyundai Teases Bold New Concept Ahead of IAA Mobility Hyundai has unveiled the first images of its upcoming concept vehicle, set to debut at IAA Mobility 2025 in Munich from 9–14 September. The design teaser hints at a fresh, electrified direction—visitors can explore it first-hand at Hyundai’s outdoor exhibit in Ludwigstraße. Over the coming days, Hyundai will release additional visuals spotlighting key design features. The concept is poised to evolve into a future IONIQ production model launching in early 2026. The phased reveal builds anticipation and underscores Hyundai’s forward-looking design strategy. Pure × McLaren Flex E-Scooter Garners Spotlight for Compact Power Pure’s new Flex e-scooter, developed in collaboration with McLaren, stands out for its ultra-compact design and high-performance engineering. It delivers a smooth, stable ride through Active Steering Stabilisation, accommodating tight urban storage needs. Powered by a 924 W motor paired with a 36 V battery, it offers up to 52 km of riding range and reaches speeds of 25 km/h. Its folding form factor—compact enough to fit into car boots or on transport racks—reflects practical urban-mobility design. The Flex blends racing-inspired flair with everyday convenience in a sleek, portable package. Mitsubishi Fuso and Foxconn Partner to Develop Zero-Emission Buses Mitsubishi Fuso and Foxconn have signed an MoU to jointly develop zero-emission buses, strengthening the Fuso bus brand. The collaboration includes their subsidiaries MFBM and Foxtron, focusing on research, production, and market expansion. Initial work will centre on Foxtron’s Model T and Model U prototypes. The agreement positions MFBM as a platform for both ICE and electrified bus operations. This alliance signals a step towards sustainable mass transit solutions across key global markets. Nissan Roox Redefines the Kei Car with Space, Style and Technology Nissan has unveiled the all-new Roox in Japan, raising standards in the kei car category. The model features a spacious, premium interior and advanced comfort innovations. It introduces a segment-first integrated 12.3-inch infotainment screen with Google built-in. Enhanced safety systems and improved efficiency strengthen its appeal to urban customers. With a refined design and upmarket feel, the Roox sets a new benchmark for compact mobility. Stellantis Introduces New Turbocharged Hybrid Powertrain Without Plug-In Requirement Stellantis has revealed a new 1.6-litre turbocharged four-cylinder hybrid engine designed for performance and efficiency. The system integrates dual motors with a hybrid control unit to balance power and economy. It will debut in the next Jeep Cherokee, delivering electrified torque alongside off-road capability. The powertrain is engineered to achieve competitive fuel efficiency without requiring external charging. This innovation underscores Stellantis’ strategy of broadening hybrid options across its portfolio. Nissan sells India plant stake to Renault for US $404 million Nissan has completed the sale of its 51 per cent stake in the Chennai-based joint venture (RNAIPL) to Renault, making the plant a fully owned Renault facility. Going forward, Nissan models will
Automotive Sales Mastery: Series 6: Closing (Sealing the Deal with Confidence) and Follow-Up
Closing a sale is the culmination of all your efforts throughout the sales process. It’s the moment of truth, where trust, rapport, and negotiation come together. In the MENA Automotive market, where customer expectations are high, closing effectively requires strategy, empathy, and impeccable timing. This article explores the best practices and techniques for mastering the art of closing. Understanding the Importance of Closing Closing isn’t just about getting a signature; it’s about ensuring the customer feels confident and satisfied with their decision. A successful close: 1. Confirms Commitment: Solidifies the customer’s decision to purchase. 2. Eliminates Doubts: Reassures the customer by addressing lingering concerns. 3. Strengthens Relationships: Leaves a positive impression that fosters loyalty. Best Practices for Closing the Sale Recognise Buying Signals: * Pay attention to verbal and non-verbal cues such as repeated compliments about the car, inquiring about financing, or discussing delivery dates. Choose the Right Closing Technique: * Assumptive Close: Proceed as if the customer has already decided. For example, “Shall we finalise the paperwork?” * Alternative Choice Close: Offer two positive options. For instance, “Would you prefer the standard package or the deluxe package?” * Summary Close: Recap the car’s benefits and how they align with the customer’s needs. “You mentioned safety and comfort were priorities, and this model excels in both. Shall we proceed?” Address Objections Before Closing: * If objections arise, handle them confidently and empathetically. Use techniques like the “what if” strategy to resolve concerns. For example, “What if we include a complimentary maintenance package?” Create Urgency Without Pressure: * Highlight time-sensitive promotions or limited inventory subtly. For example, “This colour is in high demand and may not be available for long.” Reinforce the Decision: * Once the customer agrees, celebrate their choice. Say, “Congratulations! You’ve made an excellent decision.” This affirmation builds confidence and excitement. Avoiding Common Closing Mistakes Don’t Rush: Allow the customer to arrive at their decision naturally. Avoid Overloading Information: Keep the focus on key benefits rather than introducing new details at the last moment. Don’t Neglect Post-Close Engagement: Ensure the customer feels valued even after signing. Follow-Up – Turning Sales into Loyalty The follow-up stage is where exceptional salesmanship truly shines. It’s an opportunity to reinforce the customer’s decision, address any post-purchase concerns, and nurture a lasting relationship. Why Follow-Up Matters Follow-up is critical for: Enhancing Customer Satisfaction: Ensures the customer’s experience remains positive after the sale. Building Long-Term Loyalty: Keeps your dealership top-of-mind for future purchases. Driving Referrals: Satisfied customers are more likely to recommend your services. Effective Follow-Up Strategies The Immediate Follow-Up Call: * Contact the customer within 24 hours of the sale. Use this opportunity to thank them and confirm their satisfaction. * Example: “Hi, I just wanted to thank you again for your purchase and ensure everything is in order. Is there anything else you’d like to discuss?” Provide Additional Information: * Share helpful resources like user manuals, warranty details, or tips on optimising their new car’s features. * Example: “I realised I forgot to mention how to set up the infotainment system. Let me walk you through it.” Ongoing Engagement: * Schedule periodic check-ins to ensure the customer remains happy with their purchase. Mark significant milestones like the car’s first service or anniversary. * Example: “It’s been six months since your purchase. How has the car been performing for you?” Personalise Your Approach: * Tailor follow-up communication to the customer’s preferences and needs. For example, a family-oriented buyer might appreciate updates on safety recalls, while a tech enthusiast might value tips on software updates. Encourage Reviews and Referrals: * Politely ask the customer to share their positive experience online or refer friends and family. For example, “If you’ve enjoyed your experience, we’d love for you to share a review. It helps us serve customers like you better.” Avoiding Common Follow-Up Pitfalls Don’t Be Inconsistent: Follow up with every customer, not just those you perceive as high-priority. Avoid Being Transactional: Focus on building relationships rather than pushing additional sales too soon. Don’t Delay: Prompt follow-up shows professionalism and care. Conclusion Closing and follow-up are interconnected stages that define the customer’s experience. Mastering these ensures not only a successful sale but also a satisfied and loyal customer who will return to your dealership for years to come.
Mystery Shopping: The Unseen Driver of Automotive Excellence and Customer Delight
In the dynamic realm of the Automotive industry, the concept of mystery shopping has risen as a pivotal mechanism for fostering customer satisfaction and achieving operational excellence. This strategic instrument transcends mere evaluative functions; it delves into the essence of the consumer experience, from the initial engagement to the provision of after-sales services, ensuring that each interaction is in harmony with the brand’s ethos. Mystery shopping within the Automotive domain acts as a critical lens, offering a transparent view of the consumer journey, highlighting exemplary areas and those necessitating refinement. This approach is not solely about identifying shortcomings; it embodies a proactive stance towards crafting an experience that resonates deeply with clients, nurturing loyalty and encouraging repeat business. A principal benefit of mystery shopping lies in its capacity to offer a holistic overview of the customer journey. It conducts a thorough analysis ranging from the consumer’s initial requirements and experiences to the nuanced obstacles they might encounter, providing pragmatic insights for improvement. This detailed scrutiny assists Automotive enterprises in not only fulfilling but surpassing customer expectations, ensuring a fluid transition from exploration to purchase and beyond. Given the above, it is no wonder that OEMs and Dealerships are turning to mystery shopping as an indispensable tool for gaining a competitive edge. As a strategic asset, mystery shopping transcends the traditional evaluations—it delves into the very core of the customer experience, from the initial interaction to the quality of Aftersales support, aligning every touchpoint with the brand’s vision. AMENA’s Mystery Shopping Service Offers an unparalleled window into the customer’s journey, bringing to light areas of commendable performance and those that require attention. It’s an active endeavour to sculpt experiences that resonate, fostering loyalty and stimulating continuous business. OEMs and Dealers can utilise mystery shopping to gain a complete picture of the customer journey, drawing upon insights from both their own operations and those of their competitors. This broad perspective enables them to go beyond meeting expectations to exceed them, thus ensuring a smooth transition from browsing to buying. The real benefit of mystery shopping lies in its capacity to enact strategic transformation. By refining the customer experience to meet today’s high standards, it acts not just as a measure but as a beacon guiding automotive businesses toward unmatched service excellence and operational efficacy. At its heart, mystery shopping commits to elevating the customer interaction to an art form, ensuring that Automotive companies not only meet but define the standards in a highly competitive market. The direct feedback garnered from mystery shopping is often more telling than traditional feedback methods. This candid insight allows businesses to truly gauge the effectiveness of their strategies and operations from the customer’s viewpoint. Incorporating technology, AMENA enhances mystery shopping with advanced tools and software, offering detailed, actionable data. This might include measuring showroom engagement or evaluating communication tactics, thereby expanding the precision and reach of the mystery shopping program. Particularly in the GCC region, where Automotive excellence is not a luxury but an expectation, mystery shopping is crucial. It is a tool that maintains competitive advantage and ensures services align with the high standards expected by customers. The feedback from mystery shopping also plays a critical role in training and development within Automotive firms. By pinpointing specific areas needing improvement, training can be tailored effectively, enhancing customer service and satisfaction. In conclusion, mystery shopping is not just a tactic—it’s a holistic strategy that enhances customer experience. It’s about understanding and surpassing customer expectations and securing a leading position in service excellence. By utilising AMENA’s mystery shopping services, Automotive businesses can ensure that they satisfy and captivate their clientele, driving loyalty and ensuring long-term success in the automotive arena. Follow us @ Linkedin | Youtube| Instagram | Facebook We express our sincere gratitude to all the veterans and experienced professionals in the automotive industry for their valuable input and advice when we write our articles. We take pride in our commitment to embracing technology, including AI, to enhance the quality of our articles.
AMENA and Georgian College Bring Bespoke Automotive Qualifications to the MENA Region
The Automotive industry across the Middle East and North Africa is evolving rapidly. Market growth, digital transformation, electrification, and rising customer expectations are all driving the need for new skills, new thinking, and new leadership at every level. Recognising this, AMENA and Georgian College have partnered to launch a suite of bespoke, regionally adapted qualifications for the MENA Automotive sector. Designed specifically for OEMs and Dealers/Importers, the new programmes will help businesses across the region to develop high-performing teams and future-ready leaders. Following an exclusive VIP Executive Workshop in Dubai, the first cohort of the new programme is set to commence in the third week of October 2025 — marking the start of an exciting new chapter for Automotive education and leadership development in the region. A Shared Vision for Industry Excellence The collaboration between AMENA — the region’s leading Automotive consultancy and training partner — and Georgian College — one of the world’s most respected Automotive business education providers — is built on a shared vision: * To create world-class, regionally relevant, and practically focused qualifications for MENA’s Automotive professionals. * To bridge the gap between academic excellence and the operational realities of OEM and Dealer/Importer businesses in the Middle East. * To support sales growth, aftersales excellence, customer experience leadership, and sustainable business performance across the region. Alan Whaley, Chairman of AMENA: “We are proud to partner with Georgian College to bring this new level of professional development to the MENA region. This is not off-the-shelf training — it is designed with and for our industry leaders to help them build stronger, more competitive businesses.” Industry Leaders Gather in Dubai To launch the partnership, AMENA and Georgian College hosted an invitation-only VIP Executive Workshop at the Grand Hyatt Dubai. The event convened senior executives and decision-makers from some of the region’s most respected OEMs and Dealers/Importers. Participants engaged in a focused dialogue on the leadership, operational, and customer experience challenges shaping the future of the industry. Sessions explored how training must evolve to meet today’s demands — moving beyond theory to deliver practical competencies that drive business results in areas such as: * Sales performance * Aftersales leadership * Parts and service profitability * CSI, NPS, and customer experience innovation * Financial management and strategic planning Attendees also provided direct input to help shape the content and delivery of the new programmes — ensuring they are fully aligned with the operational realities of MENA Automotive businesses. What the Programmes Will Deliver The new suite of qualifications is built around seven key modules: * Dealership Management * Financial Management * Customer Experience (including CSI and NPS) * New and Pre-Owned Sales Management * Parts and Accessories Management * Service Management * Strategic Business Planning Key features of the programmes include: * Modular delivery — flexible for busy working professionals * Blended learning — combining classroom, virtual, and self-paced components * Actionable outcomes — each participant will develop practical strategies for their own business * Regional adaptation — all content is aligned to MENA market and cultural dynamics The first cohort will launch in October 2025, with registration now open to OEM and Dealer/Importer partners across the region. A Partnership Built for Lasting Impact For Georgian College, this marks an exciting extension of its global leadership in Automotive education — bringing over 30 years of expertise to a fast-growing and dynamic MENA market. Kevin Weaver, President and CEO of Georgian College: “We’re proud to bring our decades of Canadian experience to this transformative partnership with AMENA, informed by local needs and designed to reflect the diverse realities, complexities and opportunities in the region. Together, we’ll inspire and empower today and tomorrow’s leaders with the strategic insights, best practices and tenacious drive to elevate the standards and future of the automotive industry.” For AMENA, this initiative is a natural extension of its mission to help OEMs and Dealers/Importers achieve greater success across: * Sales * Aftersales * Parts * CSI & NPS * Customer Experience Through this partnership, AMENA and Georgian College are offering its industry partners new pathways to build talent, drive profitability, and strengthen customer loyalty. Shaping the Future of Automotive Leadership in MENA With the launch of this initiative, Automotive businesses across the MENA region now have access to world-class qualifications designed specifically for their needs. OEMs and Dealers/Importers who participate will benefit from: * Enhanced leadership pipelines * Stronger business performance * Higher levels of customer satisfaction and loyalty * A more professionalised and future-ready workforce The journey begins in October — and AMENA and Georgian College look forward to working with forward-thinking Automotive leaders to shape the next generation of industry excellence. Partner with AMENA At AMENA, we help our partners Find More, Win More, and Keep More Clients — profitably. Our expertise spans Sales, Services, Parts, CSI, NPS, and Customer Experience — and through this new training partnership with Georgian College, we are offering even greater value to OEMs and Dealers/Importers seeking to elevate their performance. If you would like to explore how your business can participate in the new qualifications or partner with AMENA to drive growth, please visit www.amenaauto.me. Contact Us Today at office@amenaauto.me Follow us @ Linkedin | Youtube| Instagram | Facebook We express our sincere gratitude to all the veterans and experienced professionals in the automotive industry for their valuable input and advice when we write our articles. We take pride in our commitment to embracing technology, including AI, to enhance the quality of our articles. Watch the video here: https://youtu.be/x4n7wkZ1pb0?si=V7U4i_Mr8JCeuemz
AMENA Auto Monthly Review – July 2025
Introduction The global automotive sector continues its dramatic transformation, shaped by localisation, intelligent mobility, and bold technological pivots. July 2025 brought a surge of momentum—from XPeng inaugurating its first overseas production hub in Indonesia to Rivian’s AI expansion in London and Hailo’s launch of next-gen in-vehicle processors. While some brands are leaning into heritage-driven design revivals, others are betting on advanced autonomy, rapid EV scalability, and frictionless ownership models. Against a backdrop of regulatory tension, shifting supply chains, and intensified global ambition, automakers are recalibrating strategies to stay ahead in the race toward an electrified and software-defined future. XPeng Kicks Off Overseas Production in Indonesia XPeng has launched its first overseas production base through local assembly of the X9 electric MPV at a facility in Purwakarta, West Java. The initiative positions Indonesia as a regional hub and supports plans to expand sales across 70 percent of the country’s major cities by end‑2025. The move underscores XPeng’s strategy to localise manufacturing and serve Southeast Asia at scale. Rivian Looks to London for New AI Talent Rivian is establishing a new AI and autonomous‑driving hub in London to tap the UK’s world‑class engineering talent. The move complements its U.S. team in Palo Alto and supports its ambition to evolve into a software‑centric mobility brand. London is seen as a strategic ‘beachhead’ into Europe’s tech ecosystem. Hailo’s Latest Edge AI Processor Hits the Market Hailo has launched the second‑generation Hailo‑10H accelerator catering to in‑vehicle generative AI workloads. The chip enables on‑device processing of language and vision models with low latency and high energy efficiency. Its debut reflects rising demand for privacy‑focused and real‑time automotive AI functionality. Automotive Trade Remains Stalled at EU‑China Summit At the 25th EU‑China summit in Beijing on 24–25 July 2025, leaders failed to resolve key automotive trade issues, despite a joint climate statement. EU concerns over Chinese EV subsidies, rare earth export curbs, and trade imbalances dominated discussions, while China resisted meaningful concessions. Although climate cooperation was affirmed, the automotive sector remained a central point of contention. European officials signalled potential future trade defence measures in response. Ferrari Unveils Amalfi and Reclaims Testarossa Name Ferrari has launched its new Amalfi model while reclaiming rights to the Testarossa name. The Amalfi blends grand touring luxury with performance DNA. Testarossa’s return could spark a future design revival or limited edition. The move taps into Ferrari’s rich heritage to excite modern buyers. Nostalgia remains a key pillar of Ferrari’s brand strategy. More details are expected later this year. Rolls-Royce Reveals Phantom Dentelle, a One-Off Luxury Masterpiece Rolls-Royce has introduced the Phantom Dentelle, a bespoke model inspired by French lace. The one-off creation showcases exquisite craftsmanship and exclusivity. Interior detailing includes hand-applied lace motifs and rich textures. It reflects the brand’s focus on heritage, elegance, and personalisation. The Dentelle is part of Rolls-Royce’s Bespoke Collective series. It underlines the marque’s status in haute-couture automotive design. Xiaomi Produces 300,000 EVs in Just 15 Months Xiaomi has achieved a major production milestone, delivering 300,000 electric vehicles since launching its SU7 model just over a year ago. The tech giant’s rapid entry into the automotive sector is disrupting traditional timelines. High demand in China and growing international interest have propelled Xiaomi’s momentum. The company blends its consumer electronics expertise with smart mobility, appealing to tech-savvy buyers. Analysts say Xiaomi’s success could spark a new wave of non-traditional OEM entries. Chery Enters UK with SUV Lineup Following Omoda and Jaecoo Success Chinese automaker Chery has officially entered the UK market, following the success of its Omoda and Jaecoo SUV brands in other international markets. The launch reflects Chery’s global ambitions and the growing appeal of Chinese-made vehicles in Europe. UK models will be tailored to meet local safety and emission standards. Chery plans to build brand awareness through competitive pricing, stylish design, and strong aftersales support. Industry analysts see this as a bold challenge to established European SUV players. BYD Surpasses One Million ‘God’s Eye’ EVs Delivered BYD has now delivered over one million Smart Driving Edition models equipped with its “God’s Eye” autonomous system as of July 6. The milestone underscores rapid in-market adoption and scale of its ADAS capabilities. A major over-the-air update rollout is planned to enhance functionalities like L4 smart parking. BYD claims it’s the first OEM to guarantee autonomous parking outcomes, raising the bar on consumer trust. This success strengthens BYD’s position as a leader in automotive autonomy. 2026 Maserati MCPura Marks New Design and Tech Era Maserati has officially revealed the 2026 MCPura, a stylish new model that blends Italian craftsmanship with advanced digital and performance features. Designed on the brand’s updated platform, the MCPura brings a sleek, futuristic look while staying true to Maserati’s luxury roots. Interior highlights include a minimalist cockpit with advanced connectivity and AI-enhanced driving assistance. The powertrain details hint at hybrid and full-electric variants, showing the brand’s ongoing shift toward electrification. The MCPura signals Maserati’s intent to modernise without losing its emotional appeal. GM Commits $4 Billion to U.S. ICE Plants Despite EV Goals General Motors is investing $4 billion into three U.S. plants focused on ICE trucks and SUVs. The move comes amid slower-than-expected EV demand and growing tariff uncertainties. A Michigan site once slated for EVs will now build Escalades and pickups starting 2027. The shift reflects GM’s balancing act between green targets and immediate profitability. U.S. industrial policy and domestic production incentives also factored into the decision. GM’s evolving ICE-EV mix will be closely watched as the market and policy landscape shift. CATL and JAC Complete 150‑Second Battery Swap for E‑Trucks CATL and JAC have demonstrated a full battery swap for electric trucks in just 150 seconds in China. The test introduces JAC’s three commercial EV models planned for launch in H2 2025. The fast swap mimics diesel refueling time, aiming to ease fleet operator concerns over downtime. CATL aims to roll out 1,000 swap stations by year-end to support growing commercial EV fleets. This could redefine logistics efficiency and accelerate electrification of heavy-vehicle transport.Key
Automotive Sales Mastery: Series 5 : Negotiation (Creating Win-Win Solutions) and Objection Handling
Negotiation is a delicate art that requires a balance of strategy, empathy, and effective communication. For Automotive sales professionals in the MENA region, understanding the cultural nuances and customer priorities can make all the difference in closing deals. This article dives into best practices for negotiating with customers while ensuring a mutually beneficial outcome. Understanding the Purpose of Negotiation Negotiation is not about confrontation; it’s about collaboration. The goal is to arrive at an agreement that satisfies the customer while protecting dealership profitability. Key objectives include: 1. Establishing Trust: Customers are more likely to negotiate in good faith when they feel respected and valued. 2. Building Value: Highlighting the car’s benefits and your dealership’s offerings justifies the price. 3. Ensuring Satisfaction: A satisfied customer is more likely to return and recommend your dealership. Best Practices for Successful Negotiation Lay the Groundwork Early: * Begin building trust during the meet-and-greet and qualification stages. By the time negotiation begins, the customer should feel confident in your professionalism. Frame the Conversation Positively: * Use phrases like, “Let’s work together to find a solution that works for both of us.” This sets a collaborative tone. Focus on Value, Not Price: * Highlight the car’s unique features, warranty coverage, and aftersales services. For example, if selling an EV, emphasise benefits like reduced running costs and environmental impact. Address Objections Proactively: * Anticipate common objections, such as price or trade-in value, and prepare responses that reinforce the car’s value. For instance, “I understand that price is a concern. However, this model comes with a five-year warranty, ensuring peace of mind for years to come.” Use the Foursquare Approach: * Present price, trade-in value, financing, and extras as a complete package. This gives you flexibility to adjust elements without significantly impacting profitability. Avoiding Common Pitfalls in Negotiation Don’t Undermine Your Value: Avoid discounting too quickly; it signals desperation. Avoid Aggression: Stay calm and focused, even if the customer becomes confrontational. Don’t Make Assumptions: Always confirm customer priorities before proposing solutions. Objection Handling – Turning Challenges into Opportunities Objections are a natural part of the sales process and provide an opportunity to address concerns, build trust, and strengthen the customer relationship. This article explores techniques for handling objections effectively in Automotive sales. Understanding Objections Common objections often stem from: Price Concerns: “It’s too expensive.” Time Delays: “I need to think about it.” Feature Preferences: “Does it come with a sunroof?” Rather than viewing objections as barriers, see them as an indication that the customer is engaged and considering the purchase seriously. Proven Techniques for Handling Objections Acknowledge and Validate: * Begin by showing empathy. For example, “I understand that price is important to you, and I’d like to ensure you’re getting the best value.” Clarify the Objection: * Ask open-ended questions to uncover the real concern. For example, “Could you tell me more about what you’re looking for in this feature?” Reframe the Concern: * Shift the focus from the objection to the car’s benefits. For instance, “While it may seem like an upfront investment, this EV will save you significantly on fuel costs over the years.” Use the “What If” Technique: * Offer solutions to overcome the objection. For example, “What if we included complimentary servicing for the first year? Would that make this car the right choice for you?” Practice the Trial Close: * Use a trial close to confirm the customer’s interest. For instance, “If we can address this concern, is this the car you’d like to own?” Common Pitfalls to Avoid in Objection Handling Don’t Dismiss Concerns: Always treat objections seriously and respectfully. Avoid Defensive Responses: Focus on solutions rather than justifying dealership policies. Don’t Rush: Take the time to understand and address the customer’s needs thoroughly. Conclusion Both negotiation and objection handling are vital skills in Automotive sales. By approaching these stages with empathy, strategy, and a focus on building value, you can turn challenges into opportunities and create a positive experience for your customers. AMENA’s Commitment to Automotive Excellence At AMENA, we provide tailored training and strategies to help OEMs and Dealers/Importers master negotiation and objection handling. Our solutions enhance CSI, NPS, and overall customer satisfaction. Visit this page to discover how we can support your sales success. Contact Us Today! office@amenaauto.me Follow us @ Linkedin | Youtube| Instagram | Facebook We express our sincere gratitude to all the veterans and experienced professionals in the automotive industry for their valuable input and advice when we write our articles. We take pride in our commitment to embracing technology, including AI, to enhance the quality of our articles.
Why Your Customer Experience Might Be Losing You Sales, Market Share, Customer Loyalty – and Profitability
Customer Experience in the MENA Automotive Sector: Time to Take Control In the MENA region’s automotive sector, customer expectations have quietly outpaced many dealerships’ ability to meet them. Even in well-managed dealerships, the customer experience can vary significantly between departments and channels. Customers today expect seamless, high-quality service from first click to final visit — and when those expectations aren’t met, they quietly disengage. The result isn’t always dramatic, but the impact is: lost sales opportunities, weakened customer loyalty, declining market share, poor public perception and ultimately, reduced profitability. It’s time to stop guessing and start managing customer experience like you would any other critical business function. Introducing the Ultimate Customer Experience Package At AMENA, we’ve developed the Ultimate Customer Experience Package — a region-specific, fully customisable programme designed to eliminate friction across your customer journey and help you: ✅ Sell more vehicles ✅ Protect and grow market share ✅ Retain more customers ✅ Improve CSI and NPS ✅ Increase profitability through loyalty and operational excellence ✅ Strengthen staff performance at every touchpoint What Makes This Programme Different? This is not a soft-skills workshop or a motivational talk. This is a strategic and operational framework delivered by seasoned automotive professionals who understand the dynamics of the MENA market. Here’s what’s included: ✅ Internal Mystery Shopping (Sales & Aftersales): See your customer journey exactly as it is — through the customer’s eyes. ✅ Competitor Mystery Shopping: Learn how your direct rivals are performing, and how you compare. ✅ Premium Retail Mystery Shop: We evaluate your dealership against non-automotive service leaders, not just other showrooms. ✅ Customer Interviews & Forums: Hear directly from your customers — especially the ones who left or almost didn’t buy. ✅ 2-Day Onsite Customer Journey Workshop: A comprehensive mapping and transformation session with your leadership team. Whether you take the full programme or focus on one module, the result is the same: greater control over the customer experience and stronger business outcomes. The Real Business Impact of Customer Experience The link between customer experience and profitability is no longer speculative. The data is clear: ✅ Dealers with consistent CX outperform their competitors in sales conversion rates. ✅ Clear customer journeys drive higher retention and more referrals. ✅ Satisfied customers spend more in aftersales, return more frequently, and promote the brand. ✅ Great experiences improve NPS, CSI, and staff morale simultaneously. And perhaps most importantly — ✅ Consistent customer experience protects and builds market share in an environment where customers have choices. Experience is now your brand. And in a competitive market, your margin and your growth depend on getting it right every time. Who Should Consider This Package? ✅ CEOs, Dealer Principals and GMs looking to protect margins and grow share. ✅ OEM Dealer Network Development Directors who want visibility and consistency across their markets. ✅ Sales Directors looking to convert more leads and strengthen conversion across the funnel. ✅ Aftersales Directors who must boost CSI and loyalty KPIs. ✅ Marketing and CX teams ready to align brand promise with real-world experience. Let’s Build the Experience That Builds Your Business AMENA has worked with leading brands across the region to transform their customer journey, lift performance KPIs, and redefine what good looks like in the dealership experience. If you’re serious about customer-centric growth, speak to our team about the Ultimate Customer Experience Package. 📞 +971 4 223 4548 📧 office@amenaauto.me 🌐 www.amenaauto.me Find More. Win More. Keep More Clients. Why Partner with AMENA At AMENA, we support OEMs and Dealers/Importers across the MENA region to achieve excellence in every corner of the business — from sales floor to service bay. Our consultancy and training solutions are built around real-world performance: increased sales, higher aftersales profitability, stronger CSI and NPS scores, and measurable customer retention. Whether you’re looking to lift your parts margin, redesign your customer journey, or transform your leadership culture, we partner with you to deliver practical, impactful results. Learn more about how we help Automotive businesses Find More, Win More, and Keep More Clients at www.amenaauto.me. Follow us @ Linkedin | Youtube| Instagram | Facebook We express our sincere gratitude to all the veterans and experienced professionals in the automotive industry for their valuable input and advice when we write our articles. We take pride in our commitment to embracing technology, including AI, to enhance the quality of our articles.
AMENA Auto Monthly Review – June 2025
Global & MENA Automotive Industry Monthly Update – June 2025 Introduction June 2025 proved to be a dynamic month across the global automotive landscape, as OEMs accelerated innovation in electrification, hydrogen propulsion, AI safety systems, and high-performance luxury design. Major announcements from Bugatti, Tesla, and Toyota revealed a clear commitment to redefining mobility through bold product unveilings and tech-forward strategies. Meanwhile, MENA markets continued to show strong momentum — with landmark EV launches in Saudi Arabia, strategic dealership expansions in the UAE and Qatar, and a renewed focus on infrastructure investment to fuel commercial and passenger vehicle growth. Notably, the region saw rising interest in financial services hubs, live auto auctions, and pre-owned vehicle demand. Globally, sustainability and ESG reporting took centre stage, alongside design accolades and leadership shifts at top-tier OEMs. This report captures the key developments, launches, and market signals that are shaping the future of the automotive industry — from Modena to Maabelah, from Riyadh to Riyuka. Mercedes-AMG Teases GT2-Inspired Performance Concept Performance Innovation The Concept AMG GT XX debuts as a track-focused prototype, blending aggressive GT2 race styling with next-level road engineering. This prototype previews the future of Mercedes-AMG’s performance language and underscores its motorsport DNA. BYD Appoints Voestalpine as Key Supplier for European Plant EV Supply Chain Expansion BYD has named Voestalpine as a strategic supplier for its first European passenger vehicle plant. The move strengthens its local manufacturing capabilities and affirms BYD’s long-term EV production commitment in Europe. Lamborghini Releases First ESG Report Sustainability & ESG Lamborghini has published its inaugural ESG (Environmental, Social, and Governance) report, signaling a shift toward responsible luxury. The brand outlines sustainability goals and initiatives focused on long-term social and environmental impact. Tesla’s Robotaxi Control Model Sparks Debate Autonomous Mobility Tesla’s plan to remotely operate its future robotaxis is raising safety and regulatory concerns. The approach reflects Elon Musk’s ambitious autonomous vehicle roadmap, but questions remain over its technical and legal readiness. Rolls-Royce Phantom ‘Goldfinger’ Unveiled for 100th Anniversary Ultra-Luxury Heritage Rolls-Royce revealed a bespoke Phantom ‘Goldfinger’ edition to celebrate 100 years of the nameplate. Inspired by the 1964 James Bond film, the design blends cinematic nostalgia with handcrafted, ultra-luxury artistry. XPeng Launches MONA M03 Max: Affordable EV with Advanced AI Smart Mobility – China XPeng has introduced the MONA M03 Max, a $20,000 electric hatchback featuring advanced AI driving systems. With 120,000 units sold, the model brings premium ADAS and a smart cockpit to the affordable EV segment. Maserati Celebrates Trident Centennial at Motor Valley Fest Brand Heritage Maserati marked 100 years of its iconic trident badge by showcasing the GT2 Stradale and electric GranCabrio Folgore in Modena. The celebration reinforced Italian design, production, and legacy craftsmanship. Toyota Chairman Re-Elected Amid $33B Marelli EV Bid Leadership & Investment Akio Toyoda retained his chairmanship at Toyota despite investor pressure, coinciding with Japan’s $33B bid for EV supplier Marelli. The move signals urgency in Japan’s transition to electrified mobility solutions. Bugatti Unveils Tourbillon: A New Era in Electrified Hypercars Ultra-Luxury EV Innovation The Bugatti Tourbillon debuts as a hybrid hypercar fusing French design with electrification and extreme engineering precision. It marks a bold evolution in Bugatti’s legacy of high-performance craftsmanship. Bentley Continental GT Speed Wins Best Interior Award Design Excellence Bentley’s Continental GT Speed has been awarded Robb Report’s 2024 “Best of the Best” for automotive interiors. The handcrafted, tech-integrated cabin sets new standards for luxury interior design. Toyota Unveils Hydrogen GR H2 Concept at Le Mans Hydrogen Innovation Toyota showcased its zero-emissions GR H2 Racing Concept during the 24 Hours of Le Mans, underlining the brand’s continued investment in hydrogen propulsion alongside hybrids and EVs. BMW Appoints New Heads for Financial Services and IT Leadership & Digital Strategy BMW has appointed Alexander Buresch as Head of Financial Services and Franz Decker as CIO. The changes reflect BMW’s focus on digital transformation across finance and global IT infrastructure. Volvo Introduces World’s First Multi-Adaptive AI Safety Belt Automotive Safety Innovation Volvo has revealed a next-gen AI-driven safety belt for the EX60, adapting in real time to crash variables using 11 load profiles. This OTA-updatable tech sets a new benchmark in occupant protection. Ferrari Wins Three Red Dot Design Awards for 2025 Lineup Design Leadership Ferrari has won triple Red Dot awards for the 12Cilindri, 12Cilindri Spider, and F80 hybrid supercar. The victories highlight Ferrari’s continued innovation in high-performance design and visual identity. Regional News AW Rostamani Group Secures UAE Distribution Agreement with JMMC Partnership & Dealer Growth AW Rostamani Group signed an exclusive distribution deal with Jiangling Motors Corporation (JMMC) for the UAE. The partnership supports portfolio diversification and positions JMMC for entry into the GCC passenger and commercial vehicle market. Soueast Launches S06, S07, and S09 in Saudi Arabia Regional Expansion – Middle East Chinese automaker Soueast has unveiled three new models — S06, S07, and S09 — in Saudi Arabia. The launch supports its strategic Middle East growth and responds to rising demand for smart, affordable vehicles in the region. Used Car Sales Surge in South Africa; Toyota and Ford Lead Pre-Owned Market Trends South Africa’s used car market saw a sharp rise in May, led by Toyota and Ford models. Affordable pricing, wide availability, and economic pressure are fuelling robust secondhand vehicle demand across the country. Tesla Opens First Saudi Arabia Center in Riyadh GCC Expansion Strategy Tesla has inaugurated its first center in Saudi Arabia, located in Riyadh. The facility provides sales, service, and delivery, marking a milestone in Tesla’s GCC expansion and increasing EV presence in the Kingdom. Oman Launches Financial Services Hub to Boost Automotive Growth Retail Finance & Market Expansion A new automotive-focused financial services centre has opened in Maabelah, Oman. Tailored for consumers and SMEs, the hub supports local vehicle financing growth and aligns with Oman’s Vision 2040 economic diversification strategy. Mannai Automotive Orders BYD Denza and Yangwang Models Gulf EV Growth Qatar’s Mannai Group has placed a strategic order for BYD’s Denza and Yangwang brands, reinforcing Chinese premium EV entry across
Automotive Sales Mastery: Series 4 : Test Drive and Trial Close – Experience the Difference
The test drive is a critical moment in the Automotive sales process. It’s the stage where customers move from imagining ownership to experiencing it firsthand. For sales professionals in the MENA region, where customer expectations are high, delivering a seamless and impactful test drive can set the foundation for a successful sale. This article explores how to optimise the test drive to ensure it’s not just a drive but an experience. The Purpose of a Test Drive A well-conducted test drive achieves multiple objectives: 1. Building Confidence: Customers can validate the vehicle’s claims by experiencing its performance, comfort, and features. 2. Creating Emotional Connections: Driving the car helps customers envision it as part of their daily lives. 3. Addressing Concerns: Demonstrating features in real-world conditions can alleviate doubts and objections. Best Practices for Conducting Test Drives Prepare the Vehicle: * Ensure the car is clean, fully charged (for EVs), and ready to drive. * Familiarise yourself with the vehicle’s unique selling points and anticipate potential questions. Tailor the Experience: * Begin by understanding the customer’s priorities. For instance, if they value technology, highlight features like advanced infotainment systems. * Use a route that showcases the car’s strengths, such as smooth highways for comfort or city streets for maneuverability. Engage During the Drive: * Use open-ended questions to encourage feedback, such as “How does the ride feel?” or “What do you think about the cabin noise levels?” * Employ mental ownership techniques by asking questions like, “Can you see yourself taking this to work every day?” Address Objections On the Spot: * If concerns arise, such as discomfort with seat adjustments, resolve them immediately to maintain momentum. Conclude Positively: * Recap the features they liked during the drive and link them to their needs. * Ask a trial close question, such as, “Does this feel like the right car for you?” to gauge interest. Common Pitfalls to Avoid Skipping the Prep Work: A poorly prepared car reflects badly on the dealership. Overloading Information: Focus on features that matter to the customer rather than listing everything. Neglecting Follow-Up Questions: Always inquire about their impressions to keep the conversation flowing. Trial Close – Securing the Commitment The trial close is a strategic step in the sales process, bridging the gap between the customer’s experience and their decision to buy. It’s not about pushing for a commitment but about testing the waters to ensure alignment. The Role of the Trial Close A well-timed trial close achieves: 1. Confirmation of Interest: Validates whether the customer likes the car enough to proceed. 2. Identification of Objections: Brings minor concerns to the surface before the final close. 3. Momentum Building: Keeps the conversation positive and focused on ownership. Effective Trial Close Techniques 1. Use Mental Ownership Questions: * “Can you imagine taking this on your weekend trips?” * “Wouldn’t this be perfect for your family outings?” 2. Frame the Decision Positively: * Replace intimidating words like “buy” with “own” to reduce pressure. For example, “Is this the car you’d like to own for the next few years?” 3. Address Objections with Confidence: * When minor objections arise, respond with reassurance and solutions. For instance, “If the colour isn’t your favourite, we have other options available.” 4. Ask Open-Ended Questions: * “What do you like most about the car so far?” * “Is there anything you’re unsure about?” Avoiding Mistakes in the Trial Close * Being Too Aggressive: Keep the tone conversational and friendly. * Neglecting Customer Feedback: Listen actively to understand their hesitations. * Skipping the Trial Close Altogether: Without it, the final close can feel abrupt and forced. Conclusion Both the test drive and trial close are pivotal in the sales process. They offer opportunities to build trust, address concerns, and guide the customer towards ownership. By mastering these stages, sales professionals can ensure a seamless and enjoyable customer experience. AMENA’s Commitment to Sales Excellence At AMENA, we empower OEMs and Dealers/Importers with strategies that optimise every stage of the sales journey. From creating impactful test drives to mastering trial closes, our solutions enhance CSI, NPS, and overall customer satisfaction. Visit this page to discover how we can help you achieve sales success. Contact Us Today! office@amenaauto.me Follow us @ Linkedin | Youtube| Instagram | Facebook We express our sincere gratitude to all the veterans and experienced professionals in the automotive industry for their valuable input and advice when we write our articles. We take pride in our commitment to embracing technology, including AI, to enhance the quality of our articles.
Automotive Sales Mastery: Series 3 : Trade-In and Vehicle Presentation– Unlocking Value
In the Automotive sales process, the trade-in stage is more than just a transactional step; it’s an opportunity to build rapport, understand your customer’s preferences, and set the stage for a successful deal. In this article, we explore best practices for handling trade-ins in the MENA region, ensuring the process is smooth, respectful, and aligned with modern customer expectations. Why the Trade-In Stage Matters Trade-ins are often emotionally charged. For many customers, their current vehicle represents years of memories and utility. Acknowledge this emotional connection and treat their car with respect to build trust and create a positive experience. Key Objectives of the Trade-In Process: 1. Qualify the Customer: Discuss their preferences, priorities, and buying motivations through discussions about their current car. 2. Position Yourself as a Trusted Advisor: Use this stage to demonstrate transparency and professionalism. 3. Set the Tone for Negotiation: Approach the trade-in with a collaborative mindset, avoiding adversarial tactics. Best Practices for Handling Trade-Ins Inspect Early in the Process: * Conduct the trade-in evaluation before the test drive or presentation to gather insights into the customer’s needs. * Use this opportunity to ask about their car’s history, such as “What made you choose this car?” and “What features do you love most about it?” Use the Trade-In as a Qualifying Tool: * Look for clues about the customer’s lifestyle. For example, a child seat may indicate a preference for family-friendly features. * Ask open-ended questions like “If there’s one thing you could change about this car, what would it be?” Handle Valuation Professionally: * Avoid giving a personal valuation; instead, use a third-party assessment to provide credibility. * Emphasise transparency by explaining the factors influencing the trade-in value. * Use terms like “independent buyer” or “specialist” instead of “trade” to avoid the implication of a low offer. Involve the Customer in the Process: * Inspect the car together, noting key features and areas for improvement. * Highlight any positive aspects, such as a well-maintained interior, while diplomatically addressing issues. Avoiding Common Pitfalls Don’t Rush the Process:Take time to explore the customer’s connection to their car. Avoid Negativity: Frame flaws in the car as opportunities for improvement rather than criticism. Don’t Assume Knowledge: Customers may not fully understand their car’s current value, so educate them tactfully. Conclusion The trade-in stage is not just about appraising a vehicle; it’s about building trust, understanding your customer, and laying the groundwork for a successful sale. By handling this stage with professionalism and empathy, you can create a positive experience that resonates with your customer long after they leave the dealership. Presentation – Crafting Desire A great car presentation is more than a walkthrough of features; it’s an opportunity to connect the customer’s desires with the benefits of the vehicle. In the MENA region, where customer expectations are high, delivering a memorable presentation is crucial to sales success. The Role of Presentation in Sales Presentation bridges the gap between a customer’s needs and the car’s features. It transforms “what it is” into “why it matters.” By aligning the car’s benefits with the customer’s lifestyle and emotions, you can make a lasting impression. Key Strategies for Effective Presentation Use Feature-Advantage-Benefit (FAB) Selling: * Feature: Highlight the car’s attributes, such as advanced safety systems or EV charging capabilities. * Advantage: Explain the general utility, e.g., “This EV charger ensures quick and efficient charging.” * Benefit: Tie it to the customer’s needs, e.g., “So you can enjoy seamless weekend getaways without worrying about range.” Tailor the Presentation: * Adapt to the customer’s priorities, such as luxury, practicality, or sustainability. * For families, emphasise safety features like ISOFIX anchors; for professionals, highlight tech integrations like wireless connectivity. Create a Visual Experience: * Walk the customer around the car, focusing on six key positions: front, side, back, interior, under the bonnet, and the driver’s seat. * Use storytelling to paint vivid scenarios, e.g., “Imagine arriving at your next meeting in this sleek, all-electric sedan.” Engage with Interactive Demonstrations: * Let the customer experience key features hands-on, such as testing the infotainment system or adjusting the ergonomic seats. * Highlight EV-specific features like regenerative braking or app-based charging controls. Avoiding Common Mistakes Don’t Feature Dump: Avoid listing features without context; always link them to benefits. Avoid Overloading Information: Focus on features that matter most to the customer. Don’t Skip Emotional Triggers: Cars are aspirational purchases—appeal to dreams and desires. Conclusion A powerful car presentation isn’t about selling the car; it’s about making the customer want it. By tailoring your approach, highlighting benefits, and creating emotional connections, you can elevate your sales game and leave a lasting impression. AMENA’s Commitment to Automotive Excellence At AMENA, we empower OEMs and Dealers/Importers with strategies that drive sales and customer satisfaction. From handling trade-ins with care to delivering memorable presentations, we enhance every aspect of the sales process. Visit this page to learn how we can help you succeed in the MENA Automotive market. Contact Us Today! office@amenaauto.me Follow us @ Linkedin | Youtube| Instagram | Facebook We express our sincere gratitude to all the veterans and experienced professionals in the automotive industry for their valuable input and advice when we write our articles. We take pride in our commitment to embracing technology, including AI, to enhance the quality of our articles.