FOR FOREIGN MANUFACTURERS
Turkey market entry for foreign manufacturers
For export sales and business development managers who want to sell in Turkey and need to know the rules, the right partner model and the real end price before they commit.
Turkey is a large market with its own rules
Turkey has 85 million people, a strong industrial base and a customs union with the EU for most industrial goods. Many Chinese, Asian and European manufacturers see the demand. Fewer see the rules, taxes and partner choices that decide whether the product can be sold at a competitive price.
I am a Turkish sales and pricing consultant with more than 13 years in B2B sales for brands such as SICK AG, Leuze Electronic and DMG Mori. I help foreign manufacturers answer three questions before they sign with anyone: what is required to sell this product here, which partner model fits, and what the customer will finally pay.
The barriers I check first
- Import permits. Some product groups need an import permit or registration, especially from origins outside the EU and Turkey's free trade partners.
- TSE certification and homologation. Many products need Turkish conformity documents. Vehicles and some machinery need type approval per model, often with warranty and spare parts commitments.
- Service network and authorised representative. In some sectors the importer must set up certified service points across several regions, run a Turkish call centre and appoint an authorised representative in Turkey.
- Additional customs duties. On top of the standard duty, additional duties may apply depending on the product group and country of origin. I verify the exact rate for your tariff code with a customs broker, never from a general table.
- Consumption taxes and VAT. Special consumption tax applies to some product groups and can change the end price more than any margin.
Rules change often. Everything above is checked again for your product group, on the date of the work.
Distributor or dealer network?
One national distributor imports, holds stock, sells and often runs the service. It is the fastest way in and needs the least of your own people. The risk is dependence: one partner controls your price, your customers and your brand in Turkey.
A dealer network managed by your own subsidiary or a lean importer gives you more coverage and control over price and service. It needs a team in Turkey, a clear dealer agreement and a margin structure that keeps every level motivated.
I compare both models with your numbers: the investment, the margin each level needs, the service obligation and the time to first sales. Then I help you choose and set the commercial terms.
From purchase price 100 to consumer price 239
Taxes and margins can more than double your price. This is the price walk from a 2025 project for a foreign electric vehicle brand entering Turkey. Prices are indexed; client and brand names are withheld.
Price walk · purchase price = 100
| Item | Index | |
|---|---|---|
| Purchase price | 100.0 | |
| Freight | +11.8 | |
| Customs duty | +11.2 | |
| Distributor margin | +24.6 | |
| Dealer margin | +11.8 | |
| Consumption tax | +39.9 | |
| VAT | +39.9 | |
| Consumer price | 239.1 |
Case figures from 2025, rounded. Tax rates depend on the product group and change over time; they are verified for every project.
A walk like this, built for your product, tells you early whether you can compete with the brands already in Turkey and which margin you can offer a partner.
How I can help
- Distributorship Business Plan: regulation and tax map, competitor benchmark, pricing model and a five-year sales forecast. Four weeks.
- Dealer Network · International: partner profile, shortlist, dealer agreement terms and margin structure. Ten weeks.
- Dealer Network · Domestic: for brands that already have a Turkish entity and want to build or fix their dealer network. Eight weeks.
- Launch Strategy and 12-Month Marketing Plan: positioning, launch phases, media plan and KPIs. Three weeks.
Frequently asked questions
Do I need a Turkish company to sell in Turkey?
Not always. Many manufacturers start with a Turkish distributor who imports and holds stock. Some product groups, such as vehicles, also require an authorised representative and a service network in Turkey. I check which rules apply to your product group before you choose a partner.
Are there additional customs duties on products from China or other Asian countries?
Additional duties may apply depending on the product group and the country of origin. Rates change and depend on the exact tariff code, so I verify them for your products with a customs broker before any price is set.
Should I appoint one distributor or build a dealer network?
A single distributor is faster and needs less of your time, but you depend on one partner. A dealer network gives you more control and coverage, but you need people in Turkey to manage it. The right answer depends on your product, service needs and how much you want to invest.
Can you find a distributor for us?
Yes. In the dealer network packages I build the partner profile, the long list and the shortlist, and run the first meetings with you. The commercial terms of the agreement are part of the work; your lawyer drafts the legal text.
Do you work in Chinese?
No. I work in English and Turkish. All plans and reports for your headquarters are delivered in English.
Planning to enter Turkey? 20 minutes will tell.
In the introductory call I listen to your product, your target customers and your timeline. No data needed. If it makes sense, you get my fixed-fee proposal within 48 hours.