Business Partner / Distributor Search in Turkey

Having the right local partners in Turkey is crucial for your success in the market. We have more than 25 years of experience in business partner / distributor / importer search in Turkey bringing hundreds of companies together that are active over a wide range of different sectors.

About Business Partner / Distributor Search in Turkey

You might need partners with different profiles & set-ups; a distributor network covering all targeted regions of the country, a distributor with the required licences to enter local tenders, a sales agent that already has good access & relationship with the major key accounts, a distributor that can provide service & maintenance to your customers, a JV partner or simply a partner to handle the logistics & collection.

It is too expensive and risky to establish a partnership with the first company that you met and see how it develops. We support you to find the best possible fit to your business & expectations by systematically screening the whole market in your sector. We understand not only the technical & business requirements but also the local dynamics, different business mentalities and motivation of the distributors to create a win-to-win situation. We are building bridges between you and your local partners by supporting you to overcome the cultural differences and language barriers.

We are supporting our clients not only for the partner search but also continuously or on demand throughout your cooperation.

In addition,we can help you manage your local distributor network through our Employer of Record service. For example, we can provide a country sales manager on our payroll, fully dedicated to growing your business in Turkey.

Get in Touch with Us

Ms. Berna Y. Gurleyen
Head of Competence
Centre-Research Services

Scope of Business Partner / Distributor Search in Turkey

Systematic search of possible candidates according to your ideal business partner criteria through our own database and by desk research to create long-list
Interviews with potential key customers to get direct recommendations and feedback about the local players
Prequalification of all long-listed companies to create a short-list of the best candidates
Interviews with these suitable candidates using a well-structured questionnaire. Assessment of these candidates by our expertise
Bringing together the complete overview of all companies, insight of the short-listed candidates, all conducted interviews and brief market information in a detailed report
Organizing your market visit for the face-to-face meetings and attending all the meetings together with you providing support and consultancy
Strategic advice and brainstorming on your distributor set-up
Reference checks
Further support after the business partner search to assist in establishing and maintaining successful partnerships

Advantages of a Business Partner Search in Turkey with FMC Group

Good and fast understanding of your business, products, goals, and needs, ensuring that we meet the specific requirements of our clients. Being able to look into the markets as if you have your own eyes in Turkey
Systematic search and evaluation of all alternative companies present in the Turkish market to ensure the best candidates are found
Searching partners in the complementary business fields that will match to your own products / services so that it creates a perfect synergy
Knowledge of the local market and culture
Cultural guidance, we understand different business mentalities
Collection of specific market information through interviews with key customers and candidates

Business Culture in Turkey

Non-Verbal Communication in Turkey

Interpersonal space is less than in Europe
Tipping your head forward or slight bow means “yes” like in Europe
Shaking the head from side to side or raising your eyebrows means “no”
It is rude to blow your nose in public or pointing someone with your finger
Indirect communication. No direct “no” as this can be impolite
No direct negative feedback and criticism

Business Attitude

Can be emotional and spontaneous
Expect more short-term orientation and lack off long term planning
Very flexible according to the needs and adapting fast to the changes
Family and extended family are highly important. Colleagues are part of this extended family and therefore relations to the boss and colleagues are more important
Strong leader and often more submissive employees

Meetings

It is good to be introduced by third party local contacts as Turkish people might not trust people from outside their circles at the beginning
Address your contact as Ms. Or Mr., if you would like to address in Turkish “First Name + Hanım” for ladies and “First Name + Bey” for gentlemen. Add additional titles like Doctor or Professor should be used in addition before the first name, if there are any
Schedule the meeting one or two weeks before, confirm in the previous week by phone or email
Avoid the public, religious holidays, Ramadan as well as Friday praying time (12:00 till 14:00)
Learn and understand the roles of your contacts in the organization
To get to know you better, you can be invited to business meals

Negotiations

The decision-making process can be long
It might take couple meetings, business meals and meeting with many employees until you meet the key decision maker
Do not push it hard and be patient during negotiations
Turkish people trust on people more than the written agreements so take your time to establish this trust
Bargaining at many levels is most likely
Maintaining a friendly but consistent position

A Client Example for Distributor Search in Turkey

Client Situation: A European industrial cleaning machinery producer wanted to have a network of sales agents in different regions of Turkey. They did not have any direct sales experience in Turkey before but only a few of their machines were already available in the market through different channels. They aimed to utilize their full potential in the market where there was already strong international competition.

Project scope: First, market conditions, direct competition and their local organizations were explored. With key customer interviews, their needs, current machinery park, technical service requirements, payment terms and all other recommendations are identified. Project adapted to search of one strong exclusive distributor according to the local conditions of their segment in Turkey giving exclusivity after first year if targets are reached.

Accordingly, distributor search started by making the long-list of possible companies. All long-listed companies are contacted & evaluated according to the ideal distributor criteria that has been set such as sales network, reputation, current customer portfolio, technical service network throughout the country, interest, and foreign language skills. Most suitable companies are short-listed. After a market visit to the potential distributors together with FMC Group Project Manager, all candidates are further evaluated. At the end, one company has chosen as the distributor in Turkey.

Result: Successful relationship since 2012; even during Corona times. Through the years, FMC Group supported them in a flexible way; from accompanying the distributor in the initial trainings to effectively communicating the sales improvement strategies of our Client to the distributor.

Our offices in Turkey

Istanbul, European Side

Büyükdere Mh. Dede Yusuf Sok. No:11 TR-34453 Sarıyer,
Istanbul / Türkiye

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Istanbul, Asian Side

Kucukbakkalkoy Mah. Dudullu Yolu Cad. Brandium Residence R2 Blok K:27 D:254 34750, Atasehir, Istanbul / Türkiye