Five Keys To E-Commerce Success From Trendyol Gulf CEO Mohamad Elansari

The Gulf’s e-commerce market has grown into one of the most dynamic and exciting in the world—and SMEs are right at the heart of that growth. At my company, Trendyol, the Turkiye-born multi-category online marketplace that’s become one of the world’s leading e-commerce platforms, we work with thousands of businesses across the region every day. And one thing is clear: the opportunity is enormous, but unlocking it requires more than just being online.

With over 2000 local SMEs across the Gulf now selling on Trendyol, we’ve seen firsthand what drives growth— and where many businesses struggle. It takes a focused strategy, consistent execution, and an understanding of what actually drives growth in the region. Over the past year, we’ve seen what works, and what doesn’t. Below are five lessons we’ve learned from the frontlines that can help SMEs boost their sales as well as build sustainable growth online.

1. Invest In Your Own Success

One of the most common pitfalls we see is when businesses don’t give e-commerce the focus it deserves. Sometimes it’s treated like a side project: uploading a few products, using whatever photos are available, writing a quick description, and hoping results will follow.

In such a competitive space, that approach rarely works. The good news, though, is that you don’t need a significant budget—but you do need to invest where it matters: in clear, high-quality images, searchable product descriptions, competitive pricing, and enough stock to meet customer demand.

Another common challenge is when businesses focus all their efforts on one area—for example, driving traffic to their store without making sure they can deliver on the promise. Marketing and operations need to work together for growth to be sustainable.

That’s exactly why at Trendyol, we’re actively investing in the infrastructure, technology, and partnerships that help sellers scale sustainably. Whether it’s onboarding tools, regional fulfillment, or real-time insights, our aim is to act as a true commerce enabler across the Gulf.

2. Ensure Urgency With Authenticity

Shoppers in this region are smart and value-driven. Many of them respond well to urgency— but only when it feels authentic.

One proven tactic is to create limited-time offers tied to a meaningful moment. Pick a best-seller or seasonal product, and design a focused, short-term campaign for Eid, Ramadan, payday weekends, or back-to-school.

Something as simple as “48 hours only: Ramadan home essentials at 20% off” can create a sense of relevance and timeliness that encourages customers to act, without feeling forced.

3. Grow Outward From A Strong Local Base

When Trendyol entered the Gulf, we didn’t roll out a one-size-fits-all strategy. What worked well in Türkiye didn’t automatically resonate in Riyadh or Dubai. We spent time listening to shoppers and sellers, learning what mattered most locally, and built from there.

We’ve learned that cultural relevance, everything from pricing expectations to seasonal product curation, is key to building long-term loyalty. That’s why we’ve built local teams as well as forged partnerships with regional entities like Monsha’at and Zid to ensure that we’re growing with the market, not just in it.

For SMEs, the same applies. Focus first on your core audience and your strongest products. Build loyalty in your home market, understand what sets you apart, and grow from there. Businesses that expand from a strong foundation tend to grow more steadily and sustainably.

4. Reflect Your Customer's World

Localization isn’t just about translating your listings into Arabic. It’s about showing customers you understand them.

That might mean styling your modest fashion products for different seasons or occasions, showing diverse skin tones in your beauty product imagery, or even choosing packaging and product names that resonate locally.

The more your customers feel you get their lifestyle and preferences, the more likely they are to choose you. And remember, the Gulf is not a single market. Preferences can vary significantly between Riyadh, Jeddah, Dubai, and Sharjah. Tailoring your approach to where your customers are goes a long way.

5. Leverage All Platform Tools And Data At Your Disposal

Many SMEs don’t fully take advantage of the tools available to them. On Trendyol, for example, the Seller Center lets you create and run your own campaigns, feature products during seasonal peaks, and access data showing what’s selling, when, and to whom.

Tools like our Seller Center go beyond campaign management; they provide real-time access to customer data, conversion rates, and product performance. When combined with artificial intelligence (AI) features that personalize shopping experiences or automate translations, these tools give SMEs the same strategic edge as much larger players.

You can even track how influencer campaigns perform and adjust accordingly. Sellers who regularly check and act on these insights tend to make smarter decisions about inventory, pricing, and promotions, which allows them to position themselves ahead of trends.

6. Build For The Long Term

At Trendyol, our goal has always been to enable commerce— to provide SMEs not just with a platform, but with the tools, insights, and reach they need to grow confidently and sustainably. We’re especially focused on supporting female-led businesses and regional entrepreneurs, helping them thrive in their local markets, and giving them a pathway to grow beyond borders.

The businesses that we’ve seen succeed are the ones that have invested thoughtfully in their products, their operations, and their messaging. They align their marketing with what they can deliver, they use the tools available to them, and they stay focused on how their products fit into their customers’ lives.

If you focus on getting these fundamentals right and build on them, you won’t just grow your sales, but you’re more likely to build a business that lasts.

Pictured in the lead image is Trendyol Gulf CEO Mohamad Elansari. Image courtesy Trendyol.