Infiniti is already preparing the ground for the launch of the G model towards the end of 2013 – its most important car to date in the fleet sector.

The company is liaising with pricing influencers and leasing companies ahead of the car’s first public airing at the Detroit motor show in January; around 60% of sales will come from the corporate market.

“We have to prepare a year in advance for this car,” said Carlos Montenegro, corporate sales director, Europe. “This will allow us to enter into fleets at reasonable levels targeting directors and middle management.”

Key to the success of the G is a “conservative policy on discounts”, awareness and strong residual values.

Tony Lewis, Infiniti director for Northern Europe, said: “We have to have a car that is appreciated by the public. We have to be able to sell as a new and used car with no effort so we can defend the residuals of the car and the brand.

“With the new G, we are convinced through our market studies that we will have a good image and demand for the car. Residuals will be in line with our competitors, if not a bit above.”

He expects the G will enable Infiniti to double its sales levels in 2014, with further “progressive increases” as more retailers join the network. A hybrid version, offering lower CO2 emissions, is likely to join the line up shortly after launch.

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