On the Road in Jordan: Field Insights from a Strategic Sales Trip

Between April 19 and May 1, I conducted an intensive sales trip across Jordan, covering key cities such as Amman, Al-Karak, and Aqaba. The purpose was clear: strengthen brand positioning, understand market dynamics, support local partners, and explore new opportunities for strategic growth—particularly for premium Chinese tyre brands.

This trip was beyond sales—it was about connecting directly with the people who shape the market, uncovering inefficiencies, and finding ways to build lasting value across the supply chain.

Why Jordan Deserves Our Focus

Jordan’s road network—including the Desert Highway, King’s Highway, and Dead Sea Highway—supports vital trade, but the geography presents serious tyre challenges:

Mountain roads require tyres to handle sharp elevation changes.
Urban areas like Amman involve frequent inclines and dense traffic.
Desert highways near Aqaba test tyres under intense heat and heavy loads.

This diversity makes Jordan an ideal proving ground for evaluating tyre performance across extreme conditions.

The country imports an estimated 500,000+ commercial truck and bus tyres annually, with peaks during the construction and agricultural seasons. Tyres are used by logistics fleets, intra-city delivery trucks, long-haul transporters, and construction vehicles—each with different demands.

While formal distribution networks handle much of the volume, secondary border channels—especially near Aqaba—also contribute significantly to market activity.

“Jordan’s terrain pushes tyres to their limits—from Amman’s hills to Aqaba’s heat, performance and reliability aren’t optional—they’re essential.” – Warrior Distributor In Amman

It’s not a one-size-fits-all environment. This market demands informed fitment choices, product education, and strong after-sales strategies.

Inside Jordan’s Tyre Market: Opportunity with Complexity

The commercial TBR market in Jordan is estimated at half a million tyres annually, split across three price and performance tiers:

Global premium brands
Chinese premium brands (growing segment)
Low-cost economy tyres

Chinese premium brands—like Warrior—are emerging as viable cost friendly alternatives for fleets that demand performance but are not willing to pay the top-tier pricing of legacy international brands.

“We want something dependable—but not overpriced. If a tyre lasts and performs, we’ll come back,” Fleet operator in Al-Karak

However, the market is nuanced:

It’s not just about supply and demand—it’s about trust, proof of performance, and long-term value.

Fleet operators have become more analytical, often requesting wear data, application suitability reports, and real-life mileage benchmarks before committing to a new brand. need proof, not just claims. Our strategy focused on demonstrating value—not only in price but also in performance, durability, and service support.

Field Diagnostics: Where Good Tyres Go Wrong

One of the most valuable parts of this trip was spending time with the people on the ground—mechanics, fleet supervisors, and operations managers. We inspected tyres in use and uncovered recurring issues:

Underinflation, leading to premature sidewall cracking and bead failures.
Improper usage, like winter tread patterns in high-heat regions, causing rubber fatigue.
Inconsistent fitment, especially mismatched drive axle patterns, leading to uneven load distribution.

These weren’t product issues—they were application issues. And solving them was a matter of education, not engineering.

There’s a growing need in the Jordanian market for better adherence to application best practices. Many operators still make tyre choices based solely on cost, overlooking critical fitment guidelines, load requirements, and terrain-specific needs. By emphasizing proper tyre application—not just brand—we help customers achieve higher mileage, safer driving, and better ROI.

“No one has ever explained why these issues happen. This changes how we manage our tyres,” a head mechanic in Aqaba remarked.

We ran mini technical sessions on-site, teaching teams how to extend tyre life with smarter rotation cycles, PSI checks, and fitment matching. The response was overwhelmingly positive—and for many, it was their first real product training.

Dealer Engagement: Knowledge = Confidence

We also spent significant time working closely with our distributor network—not just training them, but building their strategic capacity to operate in a complex and competitive market. Our engagements included:

Hosting joint field visits and observing real-time customer interactions
Delivering hands-on product training covering sidewall coding, load index interpretation, and application suitability
Collaborating on tailored sales strategies informed by terrain, customer profile, and regional inventory data

“Before this, we sold based on brand names alone—now we’re selling based on real technical advantages,” said a sales rep in Amman.

This knowledge transfer didn’t just elevate product understanding—it changed how our distributors approached their markets. Many began rethinking how they positioned tyre SKUs by region or vehicle type. By sharpening their technical confidence, we empowered teams to engage more credibly with end users, reduce returns, and push back against price-only competitors.

When distributors understand both the product and its application context, they become problem-solvers—not just salespeople. That’s how brands earn long-term trust and grow sustainably.

Facing the Market: Price Wars, Credit Pressure, and Brand Loyalty

Price undercutting and lenient credit terms are major challenges in Jordan. Some players lead with unrealistic payment cycles, while others compromise on quality to stay cheap. Trojan Ltd.’s counter-strategy in this environment is clear:

Transparent pricing backed by on-road performance metrics
On-site product demos to validate durability and mileage claims
Dedicated post-sale service to strengthen distributor and fleet loyalty

Brands like Warrior Tyres are proving that success doesn’t hinge on being the cheapest—it’s about being the most reliable over time. In markets like Jordan, where customer loyalty is volatile and competition fierce, reputation and real-world results speak louder than price tags.

A fleet that sees 20% longer life on a Warrior tyre doesn’t just save money—they gain predictability. A distributor that receives sales support and technical training doesn’t just sell—they position themselves as trusted advisors.

At Trojan, our commitment is to build value into every relationship.

In the long term, tyre brands that win are those that empower partners to grow, reduce risk, and outperform competitors—not just at the point of sale, but in every kilometre that follows.

Strategic Conversations: Looking Beyond Transactions

Beyond day-to-day sales, we opened dialogues with dealers looking to expand or reposition their brand mix. Many expressed interest in exclusive partnerships, particularly for TBR and PCR lines.

Tariff shifts, freight changes, and performance gaps in low-cost brands have created space for premium Chinese brands that deliver consistency without the inflated pricing of traditional OEMs.

This is where Trojan stands out: consistent quality, smart logistics planning, and a real partner approach—not just supply and ship.

Partnerships go beyond transactional business. They enable joint planning, shared accountability, and long-term resource alignment. When distributors feel supported—with reliable lead times, training programs, and access to technical support—they’re more confident in promoting the brand aggressively. In return, manufacturers gain deeper visibility into market needs and a local presence that can adapt quickly.

Final Thoughts: Strategy on the Move

This trip was more than a sales push—it was a strategic audit of what the market demands and what partners need in order to thrive. Jordan reinforced the idea that product alone doesn’t win markets; education, support, and consistency do.

In just under two weeks, we:

Identified practical ways to help fleets lower total tyre costs
Delivered frontline training that reshaped how dealers sell
Deepened relationships built on trust, knowledge, and shared long-term goals

Jordan isn’t just a promising tyre market—it’s a blueprint for how Trojan Ltd. and Warrior Tyres can scale in high-pressure, high-performance environments.

The path forward isn’t just to grow—it’s to grow with purpose, partners, and proof. Because what we build in markets like Jordan goes far beyond tyres—it builds brand equity, dealer confidence, and customer loyalty that lasts.