As retailers roll out multi-week Black Friday and festive offers across the Emirates and the wider Gulf, Agencies like Initials are urging marketers to treat this period as a live test of their shopper experience, not just a calendar spike.
“Across the UAE, shoppers are redefining what a deal looks like. It is no longer enough to throw out a big percentage and hope traffic takes care of the rest. People are weighing up the whole journey, how easy it is to find the offer, whether the promise matches the shelf, and how simple it is to check out and receive the product,” said Hemal Soni, Managing Director of Initials Middle East. “The brands that will win this Black Friday are the ones that reduce friction, leverage data to cut cart abandonment and minimise returns because they have designed an experience that feels joined up from the first impression to consumption”
Recent data underlines how important November has become. E-commerce orders across the Middle East and North Africa rose by about 44 per cent in November 2024 compared with the monthly average, with Black Friday sitting at the heart of the surge. At the same time, the GCC retail industry is projected to reach around 390 billion US dollars by 2028, driven by digital innovation and changing shopper behaviour. In the UAE specifically, the e-commerce market reached 32.3 billion dirhams in 2024 and is forecast to exceed 50.6 billion dirhams by 2029.
Social commerce is now a crucial part of that picture. Deloitte’s 2025 Digital Consumer Trends report shows that 73 per cent of consumers in Saudi Arabia and the UAE have made at least one purchase through social media in the past year, often influenced by creators and social recommendations. Initials says this is pushing brands to think beyond isolated campaigns towards always-on journeys that join the dots between malls, mobile and media.
“Think about a family spending the afternoon at Dubai Mall or Yas Mall,” Soni added. “If they see an offer on social in the morning, expect to find it easily in-store, and then later receive a follow-up reminder on their phone that actually reflects what they bought, that leaves a lasting impression. The price matters, but so does the feeling that the brand has paid attention. That is the connected experience that grows brands and baskets at the same time.”
Based in Dubai, Initials Middle East focuses on conversion-led retail activation. The team studies how people really shop rather than what they say in a survey and then builds experiences that help brands turn browsers into buyers. For the agency, Black Friday is a stress-test of whether a brand’s shopper marketing is working in the real world.
“Most reports still obsess over total traffic and headline sales,” said Jamie Matthews, Co-Founder and Chief Executive of Initials. “The questions we are asking clients in the region are different. Did this period bring in new shoppers who will come back. Did it protect price integrity. Did it avoid a flood of returns and customer service issues in December. Those are the indicators of a stronger shopper experience, not sales goals in isolation.”
Initials’ Middle East team is working with brands across the UAE, Saudi Arabia and the wider GCC to design behaviour-first, experience-led programmes that respect how people in the region really shop. The aim is to ensure Black Friday and year-end promotions support a brand’s long-term positioning instead of training shoppers to wait for the next discount.
