Guide
Entering the Turkish Market: Step-by-Step Guide for Foreign SMEs
Foreign SMEs usually enter Turkey in eight steps: set a clear objective, check market access for your product, choose a route to market, build a target list, pre-qualify and meet partners, visit and negotiate, sign with local legal advice, then launch and monitor. Most SMEs start by selling through an importer or distributor and only set up a local company later.
Written by Barış Yaşbala, Founder, Multiligo
Last updated
What are the steps to enter the Turkish market?
Eight steps, from objective to launch. Each step has a clear output.
Set your objective
Define what success looks like: a distributor, first orders, a licensee or a local presence.
Check market access
Confirm tariffs, standards, labelling and registration for your product with official sources.
Choose a route to market
Importer, distributor, agent, franchise or own entity (see the table below).
Build a target list
Identify companies that fit your route to market and target customers.
Pre-qualify and meet
Confirm fit and interest, then hold online or in-person meetings.
Visit and negotiate
Visit the shortlist, discuss terms and agree a pilot.
Sign with local advice
Have the agreement reviewed by a lawyer familiar with Turkish law.
Launch and monitor
Agree targets and reporting with your partner, review regularly.
How do you check market access for your product?
Check tariff treatment, technical requirements and registration rules for your specific product classification before you price or ship.
- Customs tariff and any preferential treatment for your country of origin (Ministry of Trade)
- Technical standards and conformity requirements (TSE and the relevant ministry)
- Product registration or import control, e.g. for food and some regulated products
- Labelling in Turkish and packaging rules
- Rules for EU-origin industrial goods under the EU–Turkey Customs Union, if relevant
Which route to market should you choose?
For most SMEs, an importer or distributor is the fastest and lowest-risk start.
| Route | Investment | Control | Typical use |
|---|---|---|---|
| Importer / distributor | Low | Medium | Most product companies starting out |
| Sales agent | Low | Medium | High-value or project sales |
| Franchise / master license | Low for the brand | Contract-based | Retail and food service concepts |
| Liaison office, branch or subsidiary | Higher | High | After proven demand, or for regional operations |
Do you need a Turkish company?
Not to start selling through a local partner. If you later need a presence, foreign investors can set up a company, branch or liaison office in Turkey.
Common company types are the limited liability company (Ltd. Şti.) and the joint-stock company (A.Ş.). Invest in Türkiye publishes official guidance on setting up a business. Multiligo refers company formation, tax and regulatory questions to specialists in its partner network.
How do you find and meet the right partners?
Build a list from several sources, qualify each candidate, and meet only those that fit.
Our guides on finding distributors in Turkey and how B2B matchmaking works cover this step in detail. If you want a local team to run it, see Turkey market entry with Multiligo.
Frequently asked questions
What is the lowest-risk way for an SME to enter Turkey?
Selling through a qualified importer or distributor, starting with a defined pilot period and clear targets.
Can foreign companies own 100% of a Turkish company?
Turkey’s foreign direct investment regime treats foreign investors identically to domestic investors and places few restrictions on acquisitions by foreign firms, according to the U.S. State Department’s 2025 Investment Climate Statement. Check the official guidance from Invest in Türkiye and take legal advice for your sector.
Which documents should we prepare in English?
Company presentation, product catalogue and specifications, certificates, indicative price list and terms.
Official sources
- Invest in Türkiye: Investment Office of the Presidency of the Republic of Türkiye
- Invest in Türkiye: setting up a business
- U.S. Department of State: 2025 Investment Climate Statement, Türkiye
- Republic of Türkiye Ministry of Trade
- Turkish Standards Institution (TSE)
- European Commission: EU trade relations with Türkiye
- World Bank: Türkiye overview
Enter Turkey
Tell us about your product and the partners you are looking for. We will reply by email.
Written by Barış Yaşbala, Founder, Multiligo
Last updated