www.acc10.catTURKEYACC1ÓIstanbul
www.acc10.catCapital: AnkaraGovernment: Parlamantery DemocracyPopulation: 74 millons (2010)Average Age: 29,2 (2010)Officia...
• Turkey is a rapidly developing country and the largest nationaleconomy in Central and Eastern Europe.• Turkeys dynamic e...
Main Economic Indicators• Its diversified economy,• Proximity to Europe, Middle East, North Africa and Eurasia,• Integrati...
Market and Consumption• The turkish market is very dynamic and the motivation for theconsumption is very high. Comparing t...
Market and Consumption• Turkish industry’s first commercial partner is Germany, the second isItaly. The industry buys qual...
Turkey and Neighbouring Countries• Turkey geographically is as big as France. The distributor usually workswith its own br...
Near to important markets• Istanbul is a base for many international companies and only 2,3,4hours of journey from Fankfur...
Market• Is there a market for my product?• Posibly, yes.• Why?• The European products are widely sold products for having ...
Representatives / Agents and Distributors• Based on the product and its position in local market, companies shoulddecide e...
Company Structures• Family• The most essential social unit in Turkish culture is the family.• A Turk’s personal life is de...
Company Structures• Polychronic time•Turks tend to juggle several activities and issues at the same time andcontinue multi...
Timing• Timing• It is important to schedule business appointments in advance toensure that you avoid Turkish holidays. Try...
Greeding and Hospitality• Initial meetings should always concentrate on relationship building.• Engage in some light conve...
Greeding and Hospitality- Cont.•When doing business in Turkey it is likely you will be taken torestaurants. Turks enjoy fo...
www.acc10.cat•Business is personal in Turkey. Although this is changing with the morecorporate culture in some of the larg...
www.acc10.cat• If your doing business in Turkey involves negotiating,• it may not always be necessary to focus on financia...
www.acc10.catOTHER ISSUES• Legislations and regulations changes very often. Adaptability to thechanges will be required.• ...
www.acc10.catOTHER ISSUES•Even though the market size seems big, all players and customers are wellknown by the distributo...
www.acc10.catMUCHAS GRACIASALI KAHVECIOGLUakahvecioglu@acc10.comACC1ÓA BARCELONAPasseig de Gràcia, 12908008 BarcelonaServe...
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Estratègies per fer créixer el teu negoci a Turquia

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Vegeu aquest contingut i d'altres relacionats a Anella.cat: http://www.anella.cat/web/portal/experiencies/-/custom_publisher/yB90/28486137/Estrategies-per-fer-creixer-el-teu-negoci-a-Turquia
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El mercat turc és molt dinàmic i té una gran motivació pel consum. Les seves perspectives de futur són positives, i la seva mida el fa molt atractiu. Els productes europeus tenen gran acceptació a Turquia per la seva bona reputació, i també els catalans tenen una imatge positiva. Ara bé, el client turc requereix dedicació i atenció, per la qual cosa cal cultivar la relació de proximitat. Ali Kahvecioglu, director de l'oficina d'ACC1Ó a Istanbul, ens dóna algunes pistes per fer negoci a Turquia amb èxit.

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Estratègies per fer créixer el teu negoci a Turquia

  1. 1. www.acc10.catTURKEYACC1ÓIstanbul
  2. 2. www.acc10.catCapital: AnkaraGovernment: Parlamantery DemocracyPopulation: 74 millons (2010)Average Age: 29,2 (2010)Official Language: TurkishLand Area: 783.562,38 km²Hours: GMT +2Main Cities: Istanbul (13,3 millones)Money: Turkish Lira (TRY)
  3. 3. • Turkey is a rapidly developing country and the largest nationaleconomy in Central and Eastern Europe.• Turkeys dynamic economy is a complex mix of modern industry andcommerce along with a traditional agriculture sector.• The Turkish economy has shown remarkable performance with itssteady growth over the last eight years.www.acc10.catWith extensive projects under way, a growing economy andstrengthening export market, Turkey is living up to its billing as the“China of Europe.”
  4. 4. Main Economic Indicators• Its diversified economy,• Proximity to Europe, Middle East, North Africa and Eurasia,• Integration with European markets,• Young and vibrant work force,• Crisis experienced businessmen and economy managementmakes Turkey one of the most powerful economies in theregion.www.acc10.cat
  5. 5. Market and Consumption• The turkish market is very dynamic and the motivation for theconsumption is very high. Comparing to the Eastern Europeanmarkets, the turkish market has a larger capacity and comparing to themarkets like Germany, France and Italy , as size of the market ,it has avery promising future.• Although the average income is much lower comparing the big marketsof Europe , the consumers give a priority to the luxury consumption.Only in the Marmara Region where Istanbul is the center, 8 millionconsumers’ consumption habits are very similar to Europe and averageproduct price in sales is higher than in Spain.www.acc10.cat
  6. 6. Market and Consumption• Turkish industry’s first commercial partner is Germany, the second isItaly. The industry buys quality machinery from Germany and Italy andfrom the rest of Europe. Obviously the interest to colaborate with fareast countries is also growing very rapidly.www.acc10.cat
  7. 7. Turkey and Neighbouring Countries• Turkey geographically is as big as France. The distributor usually workswith its own branch offices or agents for other regions than Istanbul.• All the neighbouring countries like, Rusia, Azerbaijan, Kazakhstan, GulfRegion, Iran, Iraq, Turkmenistan are the natural markets of turkishdistributors and importers.www.acc10.cat
  8. 8. Near to important markets• Istanbul is a base for many international companies and only 2,3,4hours of journey from Fankfurt, Paris, Milan, London, Brussels, Dubai,Moscow, Almaata , Astana, Baku.www.acc10.cat
  9. 9. Market• Is there a market for my product?• Posibly, yes.• Why?• The European products are widely sold products for having goodreputation and Catalan products are warmly welcome with verypositive image based on the projects realized by Acc10 Estambul.• It requieres more dedication and a consistent work in the first year.The relation with your partner will be intense. In some cases, severalvisits to the market is necessary.www.acc10.cat
  10. 10. Representatives / Agents and Distributors• Based on the product and its position in local market, companies shoulddecide either to open an office or work with a local representative.• Agreements with the agencies under Turkish law are private contractsbetween two parties and their stipulations vary with the mutualagreement.• In most cases, companies prefer to be an exclusive distributor / agent.• Representatives / Agents commission, should periodically visit theircustomers together with the companies they represent, to maintain strongpersonal ties, and this is a very important tool in the Turkish market.www.acc10.cat
  11. 11. Company Structures• Family• The most essential social unit in Turkish culture is the family.• A Turk’s personal life is dependent on and revolves around family,friends and other community groups. These, in turn, command one’sopinions and decisions.• Many businesses in Turkey are still family-owned and run and theconcept of family connections and influence is apparent duringbusiness exchanges in Turkey.www.acc10.cat
  12. 12. Company Structures• Polychronic time•Turks tend to juggle several activities and issues at the same time andcontinue multiple conversations simultaneously.•In a Turkish business environment, it is not uncommon for phone calls tobe taken during scheduled meeting and for people to enter the meetingroom without invitation.www.acc10.cat
  13. 13. Timing• Timing• It is important to schedule business appointments in advance toensure that you avoid Turkish holidays. Try not to makeappointments during Ramadan (the fasting period)• The months of July and August as these are the most common timesfor Turkish business people to take their annual holiday.• Punctuality is taken seriously in all business contexts; therefore youshould call ahead if you expect to be delayed.www.acc10.cat
  14. 14. Greeding and Hospitality• Initial meetings should always concentrate on relationship building.• Engage in some light conversation to establish rapport.• Questions about children will be welcomed.• The Turks are proud of their country and will enjoy answeringquestions on their culture and history.• Most Turkish men love soccer and usually support one ofthree teams: Galatasaray, Besiktas or Fenerbahç e. Askingafter their teams recent fortunes will always produce livelyand animate responses.www.acc10.cat
  15. 15. Greeding and Hospitality- Cont.•When doing business in Turkey it is likely you will be taken torestaurants. Turks enjoy food and the meal is a time for relaxing andengaging in some good conversation. The host always pays for the meal.The concept of sharing a bill is not usual.•The extra time is required for plenty of face-to-face meetings, many morethan would be usual in Cataluñ a, and lots of small talk, conversation, andwining and dining.www.acc10.cat
  16. 16. www.acc10.cat•Business is personal in Turkey. Although this is changing with the morecorporate culture in some of the larger companies, many businesses arestill family owned and run.•Turks will look at doing business with those they like, trust, feel comfortablewith and with those that can provide a long term relationship.•As well as looking to the person, Turks are also clever business people.Ensure your proposal clearly demonstrates the mutual benefit andprofitability of any agreement or partnership.If you are going to Turkey to do business, know two things.Your success is defined by your ability to build effective personalrelationships combined with a clearly outlined and well presented proposal.NEGOTIATION
  17. 17. www.acc10.cat• If your doing business in Turkey involves negotiating,• it may not always be necessary to focus on financial benefits.• it is just as useful to point to areas such as power, influence, honour,respect and other non-monetary incentives.• It is most likely that you will meet and negotiate with senior members of afamily. Turkish business people want to meet directly with the decisionmaker in foreign company, even close the deal right away.• Send your top person to meet with their top person. This would be alsoindicative of how much you value your prospective business in Turkey.NEGOTIATION
  18. 18. www.acc10.catOTHER ISSUES• Legislations and regulations changes very often. Adaptability to thechanges will be required.• Be always behind their importer/ distrubutor and try to help solving localproblems and obstacles.• Flexibility is the key to do business in Turkey. (Logistics, production,customer requirements, preparing new paperworks if needed, etc)
  19. 19. www.acc10.catOTHER ISSUES•Even though the market size seems big, all players and customers are wellknown by the distributor / agent who works in the sector. Thus, companiesalways require to be the exclusive distributor / importer.•Most of the time, searching for a second agent / distributor always has anegative impact on the international company. Problems most probablyoccur;• different pricing• Different payment conditions or services, etc.•Turkish business people makes emotional decisions. Financial benefits arenot always the prirority.
  20. 20. www.acc10.catMUCHAS GRACIASALI KAHVECIOGLUakahvecioglu@acc10.comACC1ÓA BARCELONAPasseig de Gràcia, 12908008 BarcelonaServei d’orientació al’empresa902 62 77 88info@acc10.catACC1ÓACATALUNYAComarques CentralsTel. 938 777 379bages@acc10.catGironaTel. 972 940 120girona@acc10.catLleidaTel. 973 728 000lleida@acc10.catTarragonaTel. 977 251 717tarragona@acc10.catTerres de l’EbreTel. 977 449 333terresebre@acc10.cat

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