"If you are a entrepreneur, that wants to expand your selling area to the Turkish market, you will have to take a number of unavoidable steps. Many foreign entrepreneurs get stuck in their attempts to enter the Turkish market because they are insufficiently familiar with Turkish legislation and (business) culture, not to mention the language barrier.”

The Marketing of Products in Turkey with a Sales Agent, Distributor or Importer...




Turkey is often seen as a resourcing centre. Turkey attracts foreign investment due to its unique trading location between Asia, Europe and the Middle East. An established local distributor is good entry strategy for small and medium-sized companies. Market knowledge and cultural characteristics are essential to understand in order to have a successful business. The criteria for choosing a commercial agent or not is related to the degree of risk that the company is willing to take. A distributor positions the products and brands on the market, through advertising and promotion, and assistance after-sales service, which is increasingly important for customers in Turkey.


The points to be careful with


When dealing with government tenders it is necessary to use an agent. Before signing a contract with an agent, one must be sure that reliability of the agent. For non-Turkish citizens, the Articles of Association must be drawn up legally and conform in line with article 279 of the Turkish Commercial Code.  The certificate needs to be written and signed by the businesses founding members and incorporate the phrase “limited” in the companies trading name. Founders need to state their nationality, full names, surnames, addresses, and trading address. The document has to be officially notarized and translated where necessary.


Motivating an Agent


It is recommended that companies provide written documents for the agents and distributors to help in sales. It goes without saying that building a strong relationship requires human contact.


The Commission Structure


Agency agreements under Turkish law are private contracts between two parties and their stipulations vary according to mutual consent. There are no fixed commission rates. Agency agreements can be for a period of one year and then can be renewed depending on the success of the agent.


Breach of Contract


Article 121 of the Turkish Commercial Code provides that either party may declare termination of an indefinite-term agency contract by giving three months prior notice to the other party. Turkish legal doctrine accepts that this three-month notice period also applies to distribution contracts and this approach is also followed in Turkish legal practice. However, in Turkish legal doctrine there is also a view that supports that the notice period may be extended due to the dynamics of the relationship (i.e. the length of the distribution, the investments made and the nature of the work).


Finding a Commercial Agent



* Do you know the market potential?

*Are your distributors or agents active enough?

* Are you having problems with purchasing  (Can not locate local company?)

* Do you want to optimise your export / import further?

* Have you found the right partner for you for your export?

* Have you found the exact product for your needs?

Foreign Trade Consulting izzet.duru@gmail.com - Any information provided in this website is based on prior consent. Can not be used without given consent.

istanbul, turkey

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