Doing Business in Turkey

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Doing Business in Turkey

• A Case Study
• Graham Hunter

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• Hunter Scientific manufacture a range of
  microtools for treating infertility in Assisted
  Conception Clinics.

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• Business in Turkey started in 1997
• It came to us!
• 2 companies started sending orders on alternate
  months.
• Had to find out why we were getting so many
  orders!
• Needed to go with one distributor.

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• On 28th October 1998 I attended a DTI Seminar
  called Turkey Positioned for Business.
• Arranged a visit to Ankara to meet the two rival
  companies and to see some end-users.
• I was very impressed by the quality of the
  hospitals and the skill of our customers.

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• Turkish clinics were using our products partly
  because they were regarded as the best and partly
  due to a peculiarity in Turkish mentality
  relating to their fertility treatment.

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• How did I decide between the two companies?

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• After signing a distributorship agreement we
  embarked on a program of regular customer visits
  which were helped immensely by joining sponsored
  Trade Missions.
• We also supported our Distributor by attending
  specific exhibitions.

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• Within 2 years of selecting my distributor, Dogan
  Medikal Ltd Sti, we gained 95 of the Turkish
  market for microtools in Assisted Conception
  Clinics.

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Some helpful tips

• Send you top man
• Allow for Turkish Time
• Never refuse offers of hospitality
• Be prepared to drink lots of tea coffee
• Talk about your family and ask after theirs
• Get used to men kissing men as a greeting!

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• Some problems
• Exchange rates
• Inflation
• Import duties
• Cheap competition

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• The most helpful piece of advice I can pass on
  is
• Choose the distributor/partner that you would
  most like to spend the weekend with because that
  is exactly what you will be doing!

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• Thank you for your attention.

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Turkey Positioned for Business Tuesday 16
October 2007