Dış Ticaret İngilizcesi ve

Terminoloji
18, 19, 20 Ocak 2022

Hakan AKIN
posta@hakanakin.biz
5065605509
www.hakanakin.biz
Hakan AKIN
1) 1985, Dış ticaret sektöründe çevirmen olarak çalışmaya başladı
2) 1987, Hacettepe Üni. İngiliz Dil Bilimi bölümünden mezun oldu
3) 1996, Eğitim vermeye başladı
4) 1999, İlk kitabı yayınlandı YENİ İŞİMİZ DIŞ TİCARET
5) 2004, Danışmanlık çalışmalarına başladı
6) 2006, “hızlı balık” ödülünü aldı
7) 62 il ve 16 ülkede 3476 gün eğitim ve 559 gün danışmanlık
8) Avrupa Birliği Uzmanı
9) 11 kitap
10)Anadolu Dış Ticaretçiler Derneği Kurucusu
11) Amatör Denizci
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 1. DEFINITION AND IMPORTANCE OF TERMINOLOGY
2. BASIC TERMS, DEFINITIONS AND FOREIGN TRADE TERMINOLOGY
3. WORK FLOWS OF FOREIGN TRADE TRANSACTIONS

content 4. INCOTERMS 2020

5. LOADING, DISCHARGING, STORING
6. TRANSPORTATION, CUSTOMS, INSURANCE, PACKING
7. EXPORT PRICE CALCULATIONS
8. PROFORMA INVOICE
9. OFFERS
10.PRESENTATIONS
11.FOREIGN TRADE CONTRACTS
12.PAYMENT TERMS
13.LETTER OF CREDITS
14.CAMBIO AND BANKING TRANSACTIONS
15.TAXES AND DUTIES
16.MARKET RESEARCH
17. DOCUMENTS
18.BUSINESS LETTER DESINGS
Terminoloji Ne Demek ?
Terminoloji ya da türkçe Terimbilim, genel anlamda
terimler ve onların kullanımıyla ilgili bir bilim dalıdır ki,
bu terimler araştırmaya dayalı özellikli (spesifik)
metinlerde geçen (basit) sözcükler veya birleşik
sözcükler şeklindedir.
Terminolojinin önemi
• Mevzuatı takip edebilirsiniz
• İletişim kurarsınız
• Kendinizi geliştirirsiniz
• Kendinizi ifade edersiniz
• Yabancı dilde kelime, meslekte terminoloji
• Mesleki özgüveniniz artar
• Karşı tarafta güven yaratırsınız
• Karşı taraf size karşı temkinli davranır
Ömer Berki / TDV
foreign trade
Each and every transaction, either charged or free of charge, which be
made across or between the borders of countries is counted as foreign
trade.
In order to make such a transaction, export, import and transit trading
procedures must be known.
 What
should be
learnt ?

topics
• Terms and Definitions
• Organization of Administration
• Work Flows
• Regime
• Contracts and int. Trade Law
• Terms of Payment
• Terms of Delivery
• Pricing
• Value Addded Tax
•
•
•
•
Basic Accounting
Customs, Transportation and insurance
Packing and Labelling
Marketing and Selling
• Market and Customer Research
• Negotiation Skills
• Communication Skills
• inward Processing Regime
• Export incentives
• Eximbank Programs
• Foreign Trade Documents
• Foreign Language
Basic terms and
definitions
FOREIGN TRADE
• EX/PORT
• IM/PORT
• SALE
TRANSACTIONS
• LOADING
• BUY
• SHIPMENT
PARTIES • TRANSPORTATION
• EXPORTER • DELIVERY
• IMPORTER • DISCHARGING
• SELLER
• BUYER
 CUSTOMS (PREVIOUSLY «PORT»)

EXPORT IMPORT

BORDER BORDER

TRANSPORTATION
 ITALY UK

EXPORTER IMPORTER
TURKEY
TRANSIT TRADER
turkey canada

russia

turkey

canada

gabon
gabon

russia

invoice goods
 russia exporter
seller turkey
transit trader
buyer canada
gabon importer

invoice goods
 TRANSPORTATION
LOADING DiSCHARGING

SHIPMENT DELIVERY
Workflow
 0

9 0. CONTRACT
1. EXPORTERS UNION
6 2. DOCUMENTS
12 3. CUSTOMS
5 11 APPLICATION
4. GOODS
1 4 5. CUSTOMS
7 CLEARANCE
6. DOCUMENTS
7. TRANSPORTATION
8. PAYMENT
9. DOCUMENTS
10 10. CUSTOMS
APPLICATION
2 11. CUSTOMS
3 CLEARANCE
12. GOODS

8
job definitions
Marketing and Sales
Department
• Product and customer decisions
• Market research
• Customer research
• Marketing
• Preparation of offers
• Negotiations
• Concluding contracts
Operations Department
• Production orders
• Packing and labelling
• Freight decision and contracts
• insurance organisation
• Cambio issues
• Shipment
• Customs Clearance
• Filing
Turkish Foreign
Trade Regime
legal definitions
export
Except legally banned products
from exportation, sending all
goods and the services outward
through export and customs
regime and bringing their costs in
due time inwards through cambio
regime
import
Except legally banned goods from
importation, bringing all goods
and services inward through
import and customs regime and
sending their costs outward
through cambio regime
who can export and import ?
exporters importers
individuals and companies who individuals and companies who
have tax numbers and are have tax numbers can import.
member of an Exporters Union
can export.
Complete list of prohibited goods for
export
1 - Cultural and natural assets (Ancient
works)
2 - Cannabis
3 - Tobacco seed and seedlings
4 - All hunting and wild animals except the
ones listed in the list of pre-authorization
goods (live and lifeless and recognizable
smallest pieces and the garments made
thereof)
5 - Walnut, mulberry, cherry, pear, plum,
yew, ash, elm and linden, timber, timber
planks and sketches
6 - Natural flower bulbs collected from
nature
7 - Wood
8 - Sweetgum (liquidambar orientalis)
9 - Alginosis (pterocarya carpinifolia)
10 - Datca persimmon (Phoenix the
ophrasti crenter)
11 - Olive (registered and published in
the National Varieties List) figs, hazelnuts,
pistachio, vine (sultani seedless)
seedlings
12 - Salep (powder, tablet and all forms)
Complete list of goods that require a
prior authorization for export
• Control required weapons, ammunition and their spare parts, military explosives, their
technologies
• Opium and poppy head
• Drugs
• Hazardous Wastes
• Wild boar, wolf, jackal, fox, marten, badger with snakes, turtles and lizards live and lifeless and
their recognizable parts and their garments
• Fertilizers (except for chemical fertilizers)
• Seeds (except forest tree seeds and other growing materials)
• Ankara (Angora) goat
• Aquaculture of the kind and quality of fish products, completely prohibited hunting within the
framework of the principles regulating fishery products
• Race horses
• Feed under the Law of Feed
Temporary export
• Outward processing-temporary export
• Outward processing for repair
• Cinema-television films and sound tapes
• Process which will be applied to the vehicle to be sent temporarily from the Turkish customs territory.
• Non-commercial goods
• Commercial goods to be sold temporarily within the scope of contracting services abroad
• Temporary exportation of commercial leasing
• Exhibition and trade show
• Tobacco and tobacco. temporary issuance within the scope of permitting
Free of charge export and import
The term FREE means that there is no foreign exchange transfer for THAT export and
import transtion.
For example; There is no obligation for importer to transfer foreign currency to the
exporter for samples, OR
1) Gifts and Samples suitable for commercial conventions, advertising and promotional
goods, re-use or recycling
2) Free export of parts of the goods which are guaranteed to be sold within the
warranty period
Country based trading
1.Customs Union(ATR)
2.GSP Countries (FORM-A)
3.FTA(EUR-1/EUROMED)
Customs Union Common Tax Rates

EU COUNTRIES
Austria, Croatia, France, Germany, Germany
Ireland, italy, Finland,
Spain, Portugal, Belgium, France italy
Netherlands, Luxembourg, Sweden,
Denmark, Greece, Slovenia, Slovak Turkey
Republic, Romania, Czech Republic,
Bulgaria, Latvia, Lithuania, Estonia,
Poland, Hungary, Malta, Cyprus.
india

Third Country
The ATR Movement
Certificate is a
customs document used
in trade between EU
members and Turkey, to
benefit from cheaper
rates of duty. The legal
basis for the use of
the certificate is the EU-
Turkey Customs Union. It
is important to
remember that not all
products are included in
the customs union.
GSP Countries
Generalized System of Prefence
Genelleştirilmiş Tercihler Sistemi
Import with GSP
Developing Countries - GYÜ (Gelişme Yolundaki Ülkeler)
Least Developed Countries - EAGÜ (En Az Gelişmiş Ülkeler)
Special incentive Arrangements Countries - ÖTDÜ (Özel
Teşvik Düzenlemeleri Ülkeleri)
Export with GSP
Japan, Russia, N.Zeland, Belarus, Ukraine, Australia,
Canada and Kazakhistan
Free Trading Agreements
Existing
Albania, Bosnia and
Herzegovina, EFTA
Faroe islands, Morocco
Palestine, South Korea,
Georgia, Israel, Kosovo,
Montenegro, Macedonia,
Malaysia, Egypt,
Moldova, Mauritius,
Serbia, Singapore,
Syria, Chile, Tunisia, Venezuela,
UK
Negotiations completed On-going negotiations
Qatar, Lebanon, Sudan Ukraine, Peru,
Colombia, Ecuador, Mexico,
Pakistan, Japan, Thailand,
Indonesia, Djibouti,
Congo, Cameroon, Chad, Seychelles,
Gulf Cooperation Council, Libya,
MERCOSUR countries
 e c u s t o m s
x r
p a
d o c u m e n t a t i o n
r s
t p
s i m p o r t s
r e
t a
a i r f r e i g h t
t r
i e
o i
n g
h
t
teslim şekilleri
delivery terms
 incoterms 2020
international commercial terms

Grup E Grup F Grup C Grup D

EXW FOB CFR DPU
- FOB LINER-IN - CFR LINER-OUT DAP
- FOB STOWED CPT DDP
- FOB TRIMMED CIF - DDP VAT UNPAID
FCA - CIF LINER-OUT
FAS CIP
 EXW FOB FCA FAS CFR CPT CIF CIP DPU DAP DDP
Kullanım yeri
h d h d d h d h h h h
mal bedeli
e e e e e e e e e e e
paket
e e e e e e e e e e e
iç nakliye
sigorta e e e e e e e e e e e
vesaik
e e e e e e e e e e e
gümrük
i e e e e e e e e e e
yükleme
i e e i e e e e e e e
navlun
i i i i e e e e e e e
sigorta
e e
boşaltma
i i i i i i i i e i e
gümrük vergisi
i i i i i i i i i i e
iç nakliye
sigorta i i i i i i i i i e e
All the ways The water ways
EXW FOB
FCA FAS
CPT CFR
CIP CIF
DPU
DAP
DDP
 Some words
• charter
• charter party
• liner
• ro-ro
• bill of lading
• demurrage/despatch
• duty
• barge
• domestic transportation
• LCL (less container lot)
• FCL (full container lot)
Transports Internationaux Routiers
charter

1 2 3 4 5

1 2 3 4 5

(importer) Consignee < Master < Shipper (exporter)

 liner

(importer) Consignee < Forwarder <Master < Forwarder < Shipper (exporter)
 ro-ro

(importer) Consignee < Forwarder <Master < Forwarder < Shipper (exporter)
EXW / exworks
USD 100/BOX EXW ANKARA
FOB / free on board

USD 105/BOX FOB MERSIN

Charter-Charter party
FOB or FCA
FCA / free carrier
USD 105/BOX FCA MERSIN
liner
Mersin

Kayseri

transportation
container
Generally having double-wing doors, made of steel,
two different capacity with two different size (20’
and 40’)
FAS / free alongside ship
USD 110/BOX FAS MERSIN
CFR / cost and freight
USD 115/BOX CFR KHERSON

freight
CIF / cost, insurance, freight

USD 116/BOX CIF KHERSON

freight + insurance
CPT / carriage paid to..
USD 135/BOX CPT AMMAN

istanbul

Kayseri

Freight
CIP / carriage, insurance paid to...
USD 140/BOX CIP AMMAN

Istanbul

Kayseri

freight + insurance
DPU / delivered at place unloaded
USD 120/BOX DPU FRANKFURT

Customs expenses
“taxes”
“vat” etc by the
buyer

Discharging by
the seller
DAP / delivered at place
USD 130/BOX DAP FRANKFURT
Customs expenses
“taxes”
“vat” etc by the
buyer

Discharging by the buyer

DDP / delivered duty paid

USD 132/BOX DDP FRANKFURT

Export customs formalities
1. The exporter shall make a transport contract with a logistic company regarding the transport of goods in accordance with
the Export contract and the necessary insurance procedures and prepares the documents required for exportation
(Certificate of Origin; A.TR; EURO 1; standard documents if necessary) and customs declaration.

2. The exporter submits the customs declaration to the customs administration with BiLGE or EDi systems and obtains the
registration date and number. Then 5 copies of the customs declaration and 1 copy of the commercial invoice presented as
hardcopy document to the customs.

3. The exporter shall bring the goods to the customs office within 30 days, including the approved customs declaration and
other documents on the commercial invoice. In customs, the exported goods are inspected by customs inspection officers to
determine their conformity with the matters specified in the customs declaration and other documents. if the inspection
process is completed positively, the goods will be loaded into the international transport vehicle under the supervision of the
customs officers. After the loading process is completed, the exporter company is given a transport certificate by the
transporter. The goods depart from customs.
 Edi
registration
Bilge

customs

Exporters Union

certification
Customs Declaration
Customs Lines
Yellow Line: it is the line
where document
Red Line: This is the
line where the control is performed
physical inspection without the need for
physical examination.
of the goods is
The accuracy and
carried out along
conformity of the
with the document
declarations and
check. in general,
the system redirects
annexes of the goods
are checked. if there is a
to the red line in
discrepancy in the
case of country and documents, it is
property risk. redirected to the red
line.
Blue Line: This is the line
where the document is
checked after the delivery of
the goods. if there are any Green Line: The
contradictions and conflicts line where the
in the document control, the
follow-up is performed until goods are not
the physical examination is subjected to
carried out in the workplace
physical
or in the customers where
the goods are sold. Those examination or
who have the status of an
Approved Person who document control.
benefit from the simplified
procedure are usually
directed to this line.
Customs regime
The purpose of this regime is to determine the customs rules
which will be applied to the goods and vehicles entering or
leaving the Customs Territory.
in other words, customs and customs clearance is the whole of
the rules that apply to the goods entering and exiting our
country and the vehicles that this goods are transported by.
Purpose of customs regime
1. Keeping the goods, in and out of the
country, under control
2. Protect domestic production against unfair
competition from abroad
3. Provide income to the country
Customs regimes
1. Transit
2. Import
3. Customs warehouse Mostly
4. Inward processing
inward
5. Processing under customs control
6. Temporary import
7. Outward processing
8. Export
Representation
All persons may designate a representative for their operations at
the customs office.
Direct representation; He acts on someone else's behalf.
Representation letter is required.
Indirect representation; He acts on his own behalf, but on
someone else's account. Power of attorney is required.
Transportation, Packing
Nakliye, Paketleme
Means of transportation and expenses
• Vessel – USD 15-25/MT
• Train – USD 35-45/MT
• Container – USD 100/MT
• Truck – USD 150/MT
• Plane – USD 5-8/KGS
logistics
1.packing
2.loading
3.Customs clearance
4.shipment
5.transportation
6.warehousing
+
1.Insurance
Packing
• BULK (dökme)
• BREAK BULK (paketli)
• bagged (torbalı)
• tinned (tenekeli)
• In drums (varilli)
• In barrels (fıçılı)
• bottled (şişeli)
• PALLETIZED (paletli)
• PALLETIZED BREAK BULK (palet üzeri paketli)
BULK
BREAK
BULK
PALLETIZED
Waterway
Waterway transporation covers, CHARTER, CHARTER PARTY
agreements
container
Generally having double-wing doors, made of steel,
two different capacity with two different size (20’
and 40’)
by container 40’ container
20’ container 27 - 30 ton capacity
18 - 20 tons capacity 65 m3 volume
30 m3 volume length 12.00 m.
length 5.90 m. width 2.35 m.
width 2.35 m heigth 2.25 m.
L
heigth 2.25 m.
H

W
by truck
mega truck
95 m3 volume
length 13.6 m.
width 2.50 m. (3.00 m jumbo truck)
L
heigth 2.80 m.

W
by plane
Export price calculations
İhracat fiyat hesaplama
 Expenses
⚫ PRODUCTION COST ⚫ INSURANCE
⚫ PACKING ⚫ DISCHARGING
⚫ INNER TRANSPORTATION ⚫ DOCUMENT
⚫ INNER INSURANCE ⚫ CUSTOMS
⚫ RELATIVE FEE ⚫ CUSTOMS TAX
⚫ DOCUMENT ⚫ INNER TRANSPORTATION
⚫ CUSTOMS ⚫ INNER INSURANCE
⚫ LOADING ⚫ BANK CHARGES
⚫ BANK CHARGES
⚫ FREIGHT
 FOB/FCA price calculation
1. Production cost
2. Packing*
3. Relative fee
4. Documents
5. Bank charges
6. Inland trasportation and insurance*
7. Loading
8. Customs clearance
9. Profit
 CFR/CPT price calculation
1. Production cost
2. Packing*
3. Relative fee
4. Documents
5. Bank charges
6. Inland trasportation and insurance*
7. Loading
8. Stowage and Trimm
9. Customs clearance
10. Freight
11. Profit
CFR PRICE PRESENTATION
FOB USD 120
FREIGHT USD 10
CFR USD 130

USD 130/TON CFR ALEXANDRIA

 CIF/CIP price calculation
1. Production cost
2. Packing*
3. Relative fee
4. Documents
5. Bank charges
6. Inland trasportation and insurance*
7. Loading
8. Stowage and Trimm
9. Customs clearance
10. Freight + insurance
11. Profit
CIF PRICE PRESENTATION
FOB USD 120
FREIGHT USD 10
INSURANCE USD 1
CIF USD 131

USD 131/TON CIF ALEXANDRIA

Payment Terms
Ödeme Şekilleri
Some words
Kambiyo / Cambio / Exchange
Döviz / Foreign Exchange
Efektif / Foreign Banknote
Alım-satım /Buy-Sell Valör / Value Date
Transfer Senet / Bill of Exchange
Muhabir / Correspondent Bono / Promisory Note
Kontrgaranti / Counterguarantee
Akreditif / Letter of Credit
Ciro / Endorsement
Correspondents of Vakıfbank
ÜLKE MUHABIR BANKA DÖVIZ CINSI SWIFT KODU HESAP NUMARASI

AVUSTRALYA WESTPAC BANKING CORP. AUD WPACAU2S TVB0001979

AVUSTURYA VAKIFBANK INTERNATIONAL AG CHF TVBAATWW 099-00.075.010
UNICREDIT BANK AUSTRIA AG EUR BKAUATWW 12617947701 EUR
VAKIFBANK INTERNATIONAL AG EUR TVBAATWW 000-00.075.010
VAKIFBANK INTERNATIONAL AG GBP TVBAATWW 003-00.075.010
VAKIFBANK INTERNATIONAL AG USD TVBAATWW 004-00.075.010

BELÇIKA BANQUE BRUX.LAMBERT EUR BRUBEBB010 301-0179427-58-EUR

KBC BANK NV EUR KREDBEBB 480-9163967-94
ING BELGIUM NV/SA USD BBRUBEBB010 301-0179427-58-011

KANADA CANADIAN IMPERIAL BANK CAD CIBCCATT 1875914

DANIMARKA DANSKE BANK A/S DKK DABADKKK 3007527543

NORDEA BANK DENMARK A/S DKK NDEADKKK 5000416022

INGILTERE WELLS FARGO EUR PNBPGB2L 18143162

BARCLAYS BANK PLC GBP BARCGB22 20325340761052
HSBC BANK PLC GBP MIDLGB22 00465381
STANDARD CHARTERED BANK GBP SCBLGB2L 01249002101
TURKISH BANK GBP TUBAGB2L 00006259
JPMORGAN CHASE BANK RUB CHASGB2L 0040462601
TURKISH BANK USD TUBAGB2L 00090038

FINLANDIYA NORDEA BANK FINLAND PLC EUR NDEAFIHH 20006701033592

ADVANCE PAYMENT DEFERRED PAYMENT
METHODS METHODS
• Advance, • Deferred l/c,
• PrefInance credIt, • Documentary
• At-sIght l/c, acceptance,
• Cash agaInst docs • Cash agaInst goods,
• Bank payment • Deferred bank payment
oblIgatIon(bpo), oblIgatIon
• Bar-cheques, • Murabaha
• Countertrade.
Advance Payment/ Prefinance Credit
1
1. Agreement
2. Deposit money by
4 5 2 Importer
3. Bank transfer
4. Payment to
3 exporter
5. Shipment
Letter of credit
The buyer intends to make the purchase with a loan from the bank. If the loan
application to the bank is deemed appropriate by the bank, the bank informs the seller
directly about the issuance of the loan and the conditions it carries. This letter is called
as Letter of Credit.

The seller, who received a letter of credit, sold the goods because of the IRREVOCABLE
nature of the letter of credit. However, the goods will be paid after fulfilling the
conditions on the letter of credit. The terms of the letter of credit are applied within the
scope of the Declaration of Uniform Conventions and Practices for UCP 600
Documentary Loans which are prepared by ICC.
Parties
• Akreditif Amiri (Applicant): It is the buyer who issued the letter of credit or ordered to open the letter
of credit in order to import the goods
•Amir Banka (issuing Bank-Applicant’s Bank):
It is the bank that opens the letter of credit in accordance with the instruction of applicant. Ensures
payment in exchange for the provision of documents in accordance with the conditions requested by
applicant.
•Ihbar Bankası (Advising Bank): The advising bank is the bank that advises the letter of credit only to the
beneficiary without confirmation. The bank has no obligation to pay
•Teyit Bankası (Confirming Bank): The confirming bank is the bank that adds its final payment
confirmation to the letter of credit. The responbility of the confirming bank is equal to applicant’s bank’s
in respect of payment.
•Akreditif Lehtarı (Beneficiary): It is the seller to whom a letter of credit is opened and who will be paid
by the advising or confirming bank against presentation of requested documents within the subject letter
of credit.
Sender : YBANK LONDON BRANCH UNiTED KINGDOM
Receiver : XBANK SWIFT MESSAGE PAGE 1
076-KIZILAY/ANKARA DATE:04.02.2019 TIME:15:50 SEQN 78954 NT:715
********* SECONDARY COPY **********
**AUTHENTICATION CORRECT WITH CURRENT KEY**
—————————————————————————————
JIN OAK (1:fkhd98276514238759)
(6:(876: 996534261763)
—————————————————————————————
:27 SEQUENCE OF TOTAL: 1/1
:40A FORM OF DOCUMENTARY CREDIT: IRREVOCABLE TRANSFERABLE
:20 DOCUMENTARY CREDIT NUMBER: 876-7654KOH87
:31C DATE OF ISSUE: 190204
:31D DATE OF EXPIRY: 190315 PLACE OF EXPIRY: ANKARA/TURKEY
:APPLICANT : KING’S TEXTILE LTD. KING’S ROAD 43 XYR-765 LONDON / UK
:BENEFICIARY: TOMATO IMPEX GOKYUZU CAD. 56/8796 SAMANYOLU ANKARA / TURKEY
:32B CURRENCY CODE :USD AMOUNT: #11’876.50#
:39A PERCENTAGE CREDIT AMOUNT TOLERANCE :10
PERCENTAGE CREDIT AMOUNT TOLERANCE :10
:41D AVAILABLE WITH - ADDRESS - BY
AT-SIGHT BY XBANK KIZILAY BRANCH ANKARA / TURKEY
:43P PARTIAL SHIPMENTS: NOT ALLOWED
:43T TRANSSHIPMENT: NOT ALLOWED
:44A ON BOARD/DISP/TAKING CHARGE: ANKARA / TURKEY
:44D FOR TRANSPORTATION TO...: LONDON / UNITED KINGDOM
:44C LATEST DATE OF SHIPMENT: 190220
:45A DESCRIPTION OF GOODS:
AS DESCRIBED IN THE PROFORMA INVOICE DD:190104 OF A TOTAL VALUE OF USD 11,876.50 DELIVERY
TERMS FCA
:46A DOCUMENTS REQUIRED:
- COMMERCIAL INVOICE IN ONE ORIGINAL AND THREE COPIES FOR USD 11876,50 DULY SIGNED AND
STAMPED, BEARING THE BENEFICIARY’S STATEMENT THAT THE INVOICED AND SHIPPED GOODS ARE IN
STRICT CONFORMITY TO THOSE SPECIFIED IN THE PROFORMA INVOICE DD 190104 INDICATING SEPARATELY
THAT THE PRICES ARE THE CURRENT EXPORT PRICES.
- FULL SET OF CLEAN ON BOARD BILL OF LADING ISSUED OR ENDORSED TO THE ORDER OF YBANK LONDON
BRANCH UNITED KINGDOM MARKED FREIGHT PAYABLE AT DESTINATION AND NOTIFY APPLICANT.
- ORIGINAL ATR DOCUMENT
- ORIGINAL CERTIFICATE OF ORIGIN ISSUED BY ANKARA CHAMBER OF COMMERCE
:47A ADDITIONAL CONDITIONS: INSURANCE WILL BE COVERED BY THE APPLICANT ACCORDING TO THEIR
STATEMENT
:71B CHARGES: ALL YOUR CHARGES OUTSIDE UNITED KINGDOM ARE ON BENEFICIARY’S ACCOUNT.
:48 PERIOD FOR PRESENTATION: DOCUMENTS TO BE PRESENTED WITHIN 21 DAYS AFTER THE DATE OF
ISSUANCE OF SHIPPING DOCUMENTS BUT WITHIN THE VALIDITY OF THE CREDIT.
:49 CONFIRMATION INSTRUCTIONS: CONFIRM
:53A REIMBURSING BANK: WBANK NEWYORK BRANCH USA
:78 INSTRUCTION TO THE PAYING BANK:
UPON DOCS PRESENTATION IN COMPLIANCE WITH L/C TERMS YOU MAY CLAIM REIMBURSEMENT
FROM WBANK/NEWYORK UNDER VALUE DATE FOUR (4) WORKING DAYS AFTER YOUR TESTED
TELEX / SWIFT MSG TO US CONFIRMING AMOUNT REQUESTED, VALUE DATE AND DOCS
COMPLIANCE.
:57D ADVISE THROUGH BANK:
XBANK KIZILAY BRANCH ANKARA / TURKEY
:72 SENDER TO RECEIVER INFORMATION:
THIS DOC. CREDIT IS SUBJECT TO ICC UCP 600 (REV. 2013) AND TO ICC URR 525 FOR
REIMBURSEMENT FORWARD ONE SET OF DOCUMENTS
Standard l/c
1 1. agreement
2. instruction
5 3. issuance
9 6 11 4. advice
4
2 5. shipment
6. presentation
3 7. courrier
8. Payment inst.
7
9. payment
8 10.originals
10 11.originals
Confirmed l/c
1
1. agreement
5 2. instruction
7 6 9 3. issuance
4
2 4. advice
5. shipment
3 6. presentation
7. payment
8
8. originals
9. originals
Transferable letter of credit
Cash against documents

1 1. agreement
2. shipment
8 2 5 6 3. presentation
3
4. originals
4
5. payment
6. delivery docs
7
7. transfer
8. payment
Bar Cheque
1
1. agreement
2 6 7 2. shipment
3. docs via
3
4 5 forwarder
4. payment
8 5. payment docs
6. exchange
7. import
8. payment
Documentary Acceptance
1. agreement
1 2. shipment
3. presentation
2 4. courrier
8 3 9 5 6 5. acceptance
6. docs delivery
7. receipt of draft
4 11 8. draft to seller
7 9. collect
10.collect
10 11.payment
12 12.transfer
Kabul KredIlI Ödeme
 1

5
2 4 6 9 2 4 8

10
3
3
7
7
Cash Against Goods
1
1. agreement
6 2+3 4 2. shipment
3. originals
4. payment
5. transfer
5 6. payment
Murabahah 1. The customer finds the goods he
wants to buy. Does not contract
with the seller. If he has received
a power of attorney from the
participation bank, he can make a
contract.
2. Applies to the participation bank
to obtain the goods.
3. The participation bank
investigates the suitability of the
goods for purchase and the
customer's ability to pay.
4. The participation bank sends an
order form to the seller in
corporate transactions. Gives
power of attorney to the
customer to buy the goods. The
Participation Bank pays the seller
when the goods are received.
5. The Participation Bank sells the
goods to its customers.
Countertrade

1. agreement
2. shipment
2+3 3. shipment
Contract Terminology
Sözleşme Terminolojisi
Some words
• Tender/Bid/Bidbond/Bidding Deadline
• Paries
• Procurement/Supply
• Subject/Scope/Content
• Arbitration
• Aapplicable Law
• ICC - ITC
Contract is an agreement, between two or more
persons (sides, companIes, entitIes, etc), which is
legally enforceable provided certain conditions are
observed.

It is normally takes the form of one person’s promise

to do something in consideration of the other’s
agreing to do or suffer something else in return.

MIchael Greener
DIctIonary of Commerce
TYPES OF CONTRACT

EXAMPLE

ITC
ICC
SHORT FORM
ITC Contract
1. Names and addresses 9. Insurance
2. Scope/Subject/Content 10. Force Majeur
3. Product/ServIce 11. Applicable Law
4. SpecificatIons 12. Settlement of Disputes
5. Packing 13. Enforcement of Contract
6. Price 14. Cancellation of Contract
7. Payment terms 15. Others
8. Delivery Terms 16. Signatures
ICC Contract
A. SpecIfIc CondItIons
a.1. Goods Sold/Bought
a.2. Contract Price
a.3. Delivery Terms
a.4. Time of Delivery
a.5. Inspection of Goods by Buyer
a.6. Retention of Tittle
a.7. Payment Conditions
a.8. Documents
a.9. Cancellation Date
a.10. Liability for Delay
a.11. Limitation of Liability
a.12. Time-Bar
a.13. Applicable Law
a.14. Resolution of Disputes
B. General Conditions
art.1. General
art.2. Characteristics of the Goods
art.3. Inspection of the Goods Before Shipment
art.4. Price
art.5. Payment Conditions
art.6. Interest in Case of Delayed Payment
art.7. Retention of Tittle
art.8. Contractual Term of Delivery
art.9. Documents
art.10. Late Delivery, Non-Delivery....
art.11. Non-Conformity of the Goods
art.12. Cooperation between the Parties
art.13. Force Majeur
art.14. Resolution of Disputes
 9. Documents
In any case MUST contain 10. Delayed delivery conditions
1. Contract number 11. Delayed payment conditions
2. “Contract” name 12. Force Majeur conditions
3. Parties name and addresses 13. Non-fulfillment conditions
4. Definition of product (types, grade, quality, 14. Inspection and Expertize procedures
quantitiy, packing etc) or service tobe obtained via 15. Reclaim
contract 16. Communication methods between the
5. Delivery terms parties
6. Price 17. Applicable law
7. Payment terms 18. Resolution of disputes
8. Dates, authorized names and signatures. 19. Dates, authorized names and signatures.
 ITC MODEL CONTRACT
FOR
THE INTERNATIONAL COMMERCIAL SALE/PURCHASE OF
GOODS
 CHICKPEAS SALES CONTRACT

SELLER: DNR Foreign Trade Company Limited

Selanik Cad. No.00 Kızılay-Ankara/Turkey
Tel.0090-312-000 00 00 Fax.0090-312-000 00 01
e-mail: dnrtrade@int.tr

BUYER : BMX Food Trade Inc.

Kings Road 43 Southampton-UK
Tel.0044-71-000 00 00 Fax.0044-71-000 00 01
1. GOODS DESCRIPTION
Turkish round chickpeas of commercial quality 2017-2018 crop
Technical specification:
Size : min 8 mm
Moisture : max 14,5 pct
Foreign matter : max 0,5 pct
Under size : max 1 pct
Split : max 1 pct
Defective : max 1 pct

2. PACKING
In single new cotton bags of 50 kgs
3. QUANTITY
1000 mtons (+/- 5 pct at seller’s optIon)

4. TERMS OF DELIVERY
Chickpeas will be delivered “CPT Southampton” basis. Seller
commences shipment 15 days after receipt of operative L/C.

5. DELIVERY TIME
a. Seller undertakes to deliver of 100 mtons (+/- 5 pct) per
work week
b. All manifest and insurance charges outside Turkey are on
Buyer’s account

6. PRICE
USD 650 / mtons CPT Southampton
7. PAYMENT
Buyer wIll open an irrevocable L/C in favor of Seller by LLOYD’S BANK,
allowing partial shipment. This L/C should be opened with value of USD
650.000 to meet the approximate value of 1.000 mtons.
Documents to be presented to the bank are:
* Original commercial invoice (3 original, 3 copies)
* Certificate of origin (1 original, 2 copies issued by Ankara Chamber of
Commerce)
* Bill of Lading freight prepaid, issued to the order of Buyer (3 original,
3 copies)
* Packing list (3 original)
* Inspection certificate of quality and quantity issues by an
internationally recognized inspection company. All expenses are on
Buyer’s account.
* Phytosanitary Certificate certified by the competent authorities
L/C opening charges of LLOYD’S BANK will be on Buyer’s account
and other charges of Turkish Bank will be on Seller’s account
8. INSURANCE
Full insurance for the cargoes from origin to destination will
be covered by Buyer and a copy of relevant policy will be
sent to Seller before loading.

9. FORCE MAJEUR
* Strikes
* War
* Acts of God

10. SETTLEMENT OF DISPUTES

Any conflicts arising during the performance of present
contract shell be settled amicably between the parties.
Otherwise, Turkish Laws and Courts’ decisions will be
applicable.
11. ENFORCEMENT OF CONTRACT
Present contract will come into force following the opening
of operative L/C by Buyer.

12. OTHERS
* If he so wishes, Buyer will propose the name of three internationally
recognised surveying company and Seller will choose one of them.
* Buyer will supply to Seller a certificate proving the arrival of goods.
* Any claims for damages or shortage not covered by insurance or
transporter, will be Seller’s responsibility, proving Buyer’s will submit
supporting documents for such claims.

Present contract is prepared in Ankara on 26.4.2018 and signed by

FOR AND O/B SELLER FOR AND O/B BUYER

Marketing, market and
customer research
Pazarlama, pazar ve
müşteri araştırma
 Infrastructure

product and
control customer
profile

export
exportation market entry

cycle
sale
strategy

market
marketing
research

customer
research
SWOT ANALYSIS

INNER

OUTER
SWOT ANALYSIS RESULT
STRENGTH WEAKNESS
PRESENTATIONS, ADS, TOBE SOLVED WITHIN 6-12
CATALOGUES, WEB SITES MONTHS BY THE STAFF

OPPORTUNITY THREAT
THE REASONS OF EXPORT BOSS’ HOMEWORK
International Marketing
ALL KINDS OF ACTIVITY OF SELLER IN ORDER TO
ACHIEVE A SUSTAINABLE EXPORT PERFORMANCE.
THESE ACTIVITIES ARE CONSIST OF INVESTIGATIONS,
ANALYSIS AND ATTEMPTS.
A market research may Include
• product
• price
• packing
• demand
• sales conditions
• payment terms
• regulations
• transportation
• country
• customer
• competitors
Stages of market research

1
Deskwork

2
Fieldwork Consumer
survey
3
Market research techniques
Reactive approach
B2b, b2c web sItes
Bulk mailing
Very rare reaction from the buyers
Active approach
Marketing oriented
Market and customer segmentation
Very high reaction rate
 • TIcaret Bakanlığı www.tIcaret.gov.tr
• Gümrük mevzuatı www.mevzuat.gov.tr
• ResmI Gazete www.resmIgazete.gov.tr
Web sites • TOBB www.tobb.org.tr
from Turkey • DEIK www.deIk.org.tr
• UND www.und.org.tr
• KOSGEB www.kosgeb.gov.tr
• EXIMBANK www.exImbank.gov.tr
 • factbook
• www.export.gov
• www.M.2gis.ru
• www.globaledge.msu.edu
Web sites • www.globaltrade.net
abroad • www.trademap.org
• www.numbeo.com
• www.fita.org
• www.dandb.com
• beta.companIeshouse.gov.uk
 • www.tradeatlas.com
• www.importgenIus.com
• www2.tendata.cn
Completed • http://en.52wmb.com/
transactions • www.tradeinfo365.com
• www.tradesns.com
• www.customstoday.com.pk
• www.zauba.com
 • www.kompass.com
• www.europages.com
• www.globalsources.net
Company • www.retaIl-Index.com
databases
• www.all.biz
• www.thomasnet.com
• www.een.ec.europa.eu
 • www.alibaba.com
• www.tradekey.com
b2b, b2c • www.ecplaza.net
sites and
• www.europe.bloombiz.com
fairs and
• Events eye
tenders
• TIcaret Bakanlığı
• TED Europa http://ted.europe.eu
Foreign trade documents
Dış ticaret belgeleri
documents
1. presentations
2. offers
3. contract
4. Invoices
5. payment documents
6. shipment documents
7. free movement certificates
8. packing documents
9. Insurance certificates and policies
10.quality and health certificates
documents
• Proforma Invoice
• Official Invoice
• Commercial Invoice
• Customs declaration
• l/c
• A.TR
• EUR 1
• Certificate of Origin
• Bill of Lading
• CMR
• Insurance policy
• Manufacturer Certificates
presentation
In today’s world, steel is being used in various areas of our lives. SOGUTGOLGESi is dedicated to implement cost
effective, robust and aesthetic solutions for steel fabrication in order to improve the life quality of society.

History
SOGUTGOLGESI is a family run company located in the north east coast of Turkey, in DERINKUYU. Founded in 1977,
the company had operated as a truck dumper/tipper manufacturer for 20 years. In mid 2000s, due to the increasing
usage and demand for structural steel in the construction sector, the management has decided to shift its business
focus towards steel fabrication.

Current Operations
Since this business area requires more sophisticated production capacities, SOGUTGOLGESI has upgraded its
production quality and bought 6 new steel processing CNC machines between the years of 2006 and 2011.
investments on new machinery brought new business opportunuties to the company, and new business required
broader production sites. After 3 years of construction, the new production site of total 3000 m2 of which 2500 m2
roofed, has taken into operation in May 2014. Today, SOGUTGOLGESI is operating in two different production sites in
DERINKUYU with 10 blue collar and 7 white collar employees.
…/..

Markets
SOGUTGOLGESI’s major serving markets are construction and mining industries. The company produces various
kinds of steel structures for construction sector such as bridges, roofs, warehouses, stairs, steel platforms, steel
concrete forms, and etc.. For mining industry, the company produces chutes, buckets, hoppers, and etc..
SOGUTGOLGESi is also specialized in processing high resistant plates such as Hardox and XAR for high wearing
applications.

Product and Services

The services of SOGUTGOLGESI differentiate according to the industry and customer needs. In some cases, it
behaves as a sub-constructor for a turnkey project while in others it acts as a supplier and just delivers the requested
fabrication. Being turnkey contractor requires not only the fabrication of the steel structure but also erection of the
fabrication in the construction site. The type of service requires high level of responsibility and reliability where
SOGUTGOLGESi is very proud of successfully completing and delivering all the turnkey projects that have been taken.

Summary
To sum up, SOGUTGOLGESI is a dynamic, reliable and technological supplier for construction and mining industries.
A long list of satisfied customers is the proof of SOGUTGOLGESi’s abilities to provide right fabrication at the right
time frame with the optimum costs.
 offer
STT
RED FROG ROAD 45
76510 NORTHAMPTON
UK

ANKARA, 10.1.2013 RE: YOUR LETTER DATED 7.1.2013

DEAR MR. BROWN,
THANKS FOR YOUR KIND LETTER.
PLEASE KINDLY FIND HEREUNDER OUR OFFER FOR OUR MEN'S SOCKS MODEL NO T678 AS PER YOUR REQUEST. MEANTIME,
TODAY WE PREPARED A SET OF SAMPLE FOR YOU FOR YOUR EVALUATION THE QUALITY.
PRODUCT : MEN'S SOCKS
QUALITY : MODEL NO T678
QUANTITY : 100.000 PAIRS
SIZE : 7-9
COLOR : BLACK, GREY
PACKING : EACH PAIRS PACKED IN A LDPE CLEAR BAG, 20 BAGS PACKED IN A CARTON BOX,100 BOXES IN BIG CARTON BOX
PRICE : USD 300/100 PAIRS FCA KAYSERI
PAYMENT : CASH AGAINST GOODS
VALIDITY : VALID LATEST BY 31ST OF JAN 2013 CLOSING

WILL BE AWAITING YOUR KIND RESPONSE.

REGARDS,
HAKAN AKIN
+++
demand

18.01.2022 154
Invoices

1. Proforma Invoice
2. OffIcial Invoice
3. Commercial Invoice
Shipment documents
• Bill of Ladings
• Ocean Bill of Lading
• Marine (liner) Bill of Lading
• Combined Bill of Lading (FIATA)
• Way Bills
• Airway Bills
• Seaway Bills
• Railway Bills
• CMR (Convention Marchandises Routiers)
• FCR (FIATA) (Forwarder’s Certificate of Transport)
Free movement certificates
ATR
TR-AZ
EURO-1
EUROMED
FORM-A
Packing documents

• Packing List (paket listesi)

• Weight List (ağırlık listesi)
18.01.2022 169
KOLI LISTESI
18.01.2022 171
Quality and health certificates
• Certificate of Origin
• Phytosanitary Certificate
• Veterinary Certificate
• Inspection Certificate
• Halal Certificate
Başarılar dileriz…

Hakan AKIN
posta@hakanakin.biz
5065605509
www.hakanakin.biz