The words that cost money when they are confused.

The whole process of a company entering a new country with product, service, people or capital. Used loosely by providers to mean almost anything, which is why it is worth asking what is actually included.

Testing a market at low commitment — an address, basic presence, local contact — before investing properly. Genuinely useful, and often sold as more than it is.

The target customer, value proposition, pricing, sales channel and launch plan taken together. Different from market research: research tells you whether, go-to-market tells you how.

Which channels and actors carry your product from you to the end customer — distributor, dealer, direct sales or marketplace.

An outsourced leader running a market without a full-time hire. Can cover local representation, P&L follow-up and partner coordination.

A small outsourced unit running one country on a foreign company's behalf. At yobiT this is the Türkiye Desk, which sits under business operations.

A representative presence permitted under Foreign Direct Investment Law No. 4875 with ministry permission. It may research, represent and coordinate, and may employ staff to do so. It may not sell, invoice or generate income in Türkiye.

Salaries paid in foreign currency from abroad carry an income tax exemption. Using a liaison office for commercial activity is one of the fastest ways to turn a cautious structure into a finding.

A provider that legally employs staff on a client's behalf and carries the contract, payroll and statutory obligations. Common in other markets and marketed for Türkiye.

yobiT does not describe its arrangement this way. Turkish authorities assess substance over form; where a person works under the client's direction inside the client's business, the labelling does not decide the outcome.

Professional employer organisation — a co-employment or outsourcing model for HR and payroll. Not the same as employer of record, and the legal meaning differs by country.

Transferring a process such as accounting, payroll or customer service to an outside provider. The client usually remains the legal employer of its own staff.

Where a foreign company's activity in a country is sufficient for that country to tax it as if it had a fixed place of business there.

This is the risk that sits underneath most 'presence without an entity' arrangements, including holding stock on a client's behalf. It is assessed on activity, not on documents.

A Turkish legal concept describing an arrangement whose apparent form differs from its real substance. Where found, the real relationship is applied and the documented one is disregarded.

Türkiye's twelve-digit customs classification code. The first six digits are the international Harmonised System code, the next two follow the EU Combined Nomenclature, and the last four are national.

Those last four digits set the duty rate, the permit requirements and which ministry must approve the product. A wrong code is an understated liability that stays open for years.

The party named on the customs declaration as the legal importer, carrying the duty, the VAT and the compliance responsibility. Must be registered in Türkiye.

Not to be confused with employer of record, despite the similar abbreviation.

A licensed professional who files customs declarations under a permit issued to them personally, in their own name, with their own liability. Licensed under Customs Law No. 4458.

The full cost of goods at destination: product price plus freight, insurance, duty, VAT, handling and inland transport. The number a Turkish price list actually depends on.

ICC rules defining which party bears transport, risk, cost and customs responsibility at each stage — DDP, DAP, EXW and the rest.

A warehouse where goods are held under customs supervision with import duty and VAT suspended. The goods have not entered free circulation, so nothing has been paid yet.

Not the same as a free warehouse. Confusing the two is expensive: one defers your duty, the other means you already paid it.

A warehouse holding goods that have already cleared customs and entered free circulation. Ordinary commercial stock, with no tax suspension.

Buying goods from abroad, a bonded warehouse or a free zone and selling them onward to one of those destinations, under the Export Regulation. Goods that never enter Turkish free circulation.

Managing classification, origin, valuation, permits, sanctions and documentation so declarations hold up. Broader than filing a declaration correctly.

A company that organises international carriage and documentation without necessarily owning the vehicles. Road, sea, air or multimodal.

Outsourcing transport, warehousing, fulfillment and distribution to a logistics provider.

An orchestrator that designs, manages and optimises several 3PLs and suppliers on the client's behalf. Closer to the role yobiT plays across the physical chain.

Receiving stock, storing it, picking and packing orders, dispatching and usually handling returns.

Final delivery from the local distribution point to the end customer. Where most of the B2C experience is decided.

Returns, exchanges, repairs, recalls and the backward flow of goods. Routinely underestimated at planning stage.

A licensed profession under Law No. 3568, empowered to certify tax returns and perform attestation acts that a certified public accountant cannot. Signs in their own name.

Certification by a sworn-in fiscal adviser that the corporate tax return and the accounts behind it comply with the law. Not an audit and not bookkeeping.

Its practical value is timing: errors are found and corrected while the year is open, rather than surfacing at closure when the liquidator is personally exposed.

Türkiye's central trade registry system. A company's MERSİS number identifies it in official records and appears on corporate documents.

Türkiye's data protection regime, with its own registration, notification and transfer requirements. Resembles European rules in places and differs in others.

Assuming an existing GDPR programme covers KVKK is a common and expensive mistake.

The social security institution. Employer contributions and employee notifications run through it, and they are a substantial part of total employment cost.

Statutory severance owed on qualifying terminations, calculated on length of service and subject to a ceiling. Follows the reality of the employment relationship, not the wording of the contract.

Certification under the Hague Convention making a public document from one signatory country valid in another. Required on most foreign corporate documents used in Türkiye.

An independent partner that buys goods and resells them in its own name and for its own account. Usually holds the stock, the customer relationship and the commercial risk.

Finds customers or intermediates transactions on the principal's behalf, typically without buying the goods. Usually paid by commission.

A fixed monthly or annual fee for keeping a defined capacity and scope available. The usual basis for ongoing country operations.

A variable fee paid when a defined commercial outcome occurs.

yobiT does not take success fees on regulatory outcomes. A fee contingent on a permit being granted creates an incentive that looks different to an inspector than it did in the meeting.

Measurable service standards — response time, processing time, accuracy — and what happens when they are missed.

Transferring an outsourced operation into the client's own permanent organisation: people, processes, relationships, system access and document history.

The natural person who ultimately owns or controls a company. Required for company formation, banking and compliance files.