Includes typical use of agents and distributors and how to find a good partner, e.g., whether use of an agent or distributor is legally required.
Last Published: 6/17/2019

Unless a U.S. firm has the staff and resources to open its own office in country, the most effective means of selling in Turkey is through a reliable and qualified local representative.  Personal contacts are extremely important in Turkish business, in both the private and public sector.  When dealing with government tenders, an agent is an absolute necessity to help with bureaucratic procedures and the language barrier.

An American firm should carefully investigate the reputation and any possible conflicting interests of a prospective representative or agent before signing a contractual agreement.  U.S. Commercial Service Turkey (CS Turkey) can conduct a background check on a selected company with the International Company Profile (ICP) due diligence report, which can be a useful tool to help evaluate a potential agent or distributor candidate.

Agency agreements under Turkish law are private contracts between two parties and their stipulations vary according to mutual needs.  There are no fixed commissions.  It is recommended that a sole manufacturer, representative and/or distributor be appointed for the entire country as well as other countries in the region.  Agency agreements can be established for a period of a year, especially for a new contract, with a renewal option for a longer period, depending on agent performance.  In cases where a large volume of government business is expected, it is essential to appoint a firm, either headquartered or with a branch office in Ankara, the capital.

Prepared by the International Trade Administration. With its network of more than 100 offices across the United States and in more than 75 markets, the International Trade Administration of the U.S. Department of Commerce utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. Locate the trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.