What a Turkish furniture quotation includes

Two quotations for the same bedroom set can differ by a fifth and both be honest, because they are priced at different points in the journey. The three-letter term at the top of the page is what decides that, and it is the first thing to read — before the unit price, and before the lead time.

The three letters do most of the work

The Incoterms® rules are eleven three-letter terms, first published by the ICC in 1936 and recognised by UNCITRAL as the standard for interpreting them. The current version, Incoterms® 2020, entered into force on 1 January 2020. They set out the tasks, the costs and the risks each side carries. A quotation that names no term, or names one without a version and a named place, has not said where the seller's job ends.

Three turn up on nearly every Turkish furniture quotation.

TermThe seller's job endsWhat you then carry
EXWAt the factory gate in İnegöl or İstanbulLoading, inland haulage, export clearance, freight, insurance, import
FOBGoods on board at a Turkish portSea freight, insurance, import clearance, delivery
DAPAt your named delivery addressImport clearance and duties, and the unloading

FOB on a road shipment to Europe is a mismatch worth questioning: the term is written for sea and inland waterway, and most Turkish furniture reaches Europe on a truck.

The six lines that decide the landed cost

Export packing. Ask what it is, not whether it exists. Corner protection, film, carton grade and whether flat-pack or assembled — the same goods packed two ways do not arrive the same way.
Pallets and loading. Who supplies them, whether they are heat treated, and whether the price assumes you take a full container.
The document that makes the price work. An EU buyer's duty-free treatment rests on the A.TR; a UK buyer's on the origin declaration. The two are not interchangeable, and the quotation should say who prepares which.
Samples. Whether a pre-production sample is priced, and whether it is credited against the order.
Tooling or set-up. On anything made to a drawing there is usually a one-off cost. It is cheaper to see it on the quotation than to find it in the second invoice.
The payment terms behind the number. A price quoted against 50% advance is a different price from the same figure against a letter of credit.

What a quotation does not tell you

It does not tell you who makes the goods. Sub-contracting is ordinary in a district like İnegöl, where specialist lines sit within a few streets of each other, and it becomes a problem only when it is undisclosed — because then nobody has told you whose quality system applies. The checks that answer it take an afternoon and cost nothing.

It also does not tell you whether the firm has met your market's paperwork before. A firm already exporting to your market has answered those questions at least once, and that is worth a percentage point on the unit price.

A quotation worth comparing

Incoterm, version and named place: FCA İnegöl, Incoterms® 2020, not "FOB Turkey".
Unit price by line, with the finish and the material named.
Packing specification, and the number of pieces per pallet and per container.
Lead time from approved sample, not from order date.
Validity of the price, and what moves it.
Who prepares the A.TR or the origin declaration.

Sources2

Each link goes to the text the fact above was read from. Opened and read on 17 September 2026.

ICC — Incoterms® rules That the Incoterms rules are eleven three-letter terms, first published in 1936, recognised by UNCITRAL, and that Incoterms® 2020 — the current version — entered into force on 1 January 2020. They allocate tasks, costs and risks between seller and buyer.
European Commission — Türkiye: customs unions and preferential arrangements The A.TR movement certificate as proof of free-circulation status under Decision No 1/95 — the document an EU buyer’s price depends on.

Other guides8

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