![\"\"](\"https:\/\/www.daphneconsultant.com\/wp-content\/uploads\/2022\/04\/25-02-2022-15-40-17misirnafeza_ana-360x222.jpg\")
<\/a>M\u0131s\u0131r H\u00fck\u00fcmetinin talimatlar\u0131 \u00e7er\u00e7evesinde ve ACID sistemine i\u015flerlik kazand\u0131r\u0131lmas\u0131 amac\u0131yla M\u0131s\u0131r Merkez Bankas\u0131nca al\u0131narak Bankalara iletilen ancak say\u0131s\u0131 ve i\u00e7eri\u011fi belli olmayan Karar kapsam\u0131nda M\u0131s\u0131r’da ithalatlarda akreditif kullan\u0131laca\u011f\u0131 bilgisi 12 \u015eubat 2022’den itibaren pek \u00e7ok medya organ\u0131nda a\u00e7\u0131klanm\u0131\u015f ve bu durum i\u015f adamlar\u0131 \u00f6rg\u00fctleri taraf\u0131ndan tepkiyle kar\u015f\u0131lanm\u0131\u015ft\u0131. Akabinde a\u00e7\u0131klanan ba\u015fka bir haberde ise baz\u0131 istisnalara ve detaylara de\u011finilmektedir. Buna g\u00f6re;<\/p>\n\n\n\n
– Karar\u0131n 22 \u015eubat 2022’den itibaren zorunlu olarak uygulanaca\u011f\u0131,<\/p>\n\n\n\n
– Yabanc\u0131 \u015firketlerin M\u0131s\u0131r \u015fubeleri ve ba\u011fl\u0131 ortakl\u0131klar\u0131n\u0131n hari\u00e7 tutulaca\u011f\u0131 <\/p>\n\n\n\n
– Karar\u0131n yay\u0131m\u0131ndan \u00f6nce yap\u0131lan sevkiyatlar\u0131n hari\u00e7 tutulaca\u011f\u0131 (Baz\u0131 g\u00fcvenilir kaynaklarda yay\u0131m tarihi 13 \u015eubat 2022 olarak ge\u00e7mektedir) <\/p>\n\n\n\n
– Bu\u011fday, ila\u00e7lar, a\u015f\u0131lar ve bunlar\u0131n ham maddeleri, \u00e7ay, et, k\u00fcmes hayvan\u0131, bal\u0131k, ya\u011f, s\u00fct tozu, bebek s\u00fct\u00fc, bakla, mercimek, tere ya\u011f, m\u0131s\u0131r gibi \u00fcr\u00fcnlere istisna uygulanaca\u011f\u0131,<\/p>\n\n\n\n
– 5.000 $’a kadar olan g\u00f6nderilerin hari\u00e7 tutulaca\u011f\u0131 <\/p>\n\n\n\n
belirtilmektedir. <\/p>\n\n\n\n
Di\u011fer taraftan, M\u0131s\u0131rl\u0131 firmalara akreditif al\u0131m\u0131n\u0131 kolayla\u015ft\u0131r\u0131lmas\u0131 ba\u011flam\u0131nda talimatlar verildi\u011fi de bildirilmektedir. <\/p>\n\n\n\n
\u0130hracat\u00e7\u0131lar\u0131m\u0131z\u0131n m\u00fcmk\u00fcn mertebe ithalat\u00e7\u0131lar\u0131yla g\u00f6r\u00fc\u015ferek hareket etmelerinin \u00f6nemli oldu\u011fu d\u00fc\u015f\u00fcn\u00fclmektedir. <\/p>\n\n\n\n
Halihaz\u0131rda resmi Karar metninin olmamas\u0131 i\u015flemlerin de\u011fi\u015fkenlik g\u00f6sterebilece\u011fini d\u00fc\u015f\u00fcnd\u00fcrmektedir.<\/p>\n\n\n\n
Akreditif<\/h1>\n\n\n\n![\"\"](\"https:\/\/www.daphneconsultant.com\/wp-content\/uploads\/2022\/04\/Picture1.png\")
<\/figure>\n\n\n\nAkreditif; al\u0131c\u0131n\u0131n (amir\/ithalat\u00e7\u0131) talimat\u0131yla bir bankan\u0131n (amir banka) belli bir tutar ve vade ile Akreditif\u2019te \u00f6ng\u00f6r\u00fclen \u015fartlara uygun belgelerin ibraz\u0131 kar\u015f\u0131l\u0131\u011f\u0131nda, sat\u0131c\u0131ya (lehdar\/ihracat\u00e7\u0131) \u00f6deme yapaca\u011f\u0131n\u0131 taahh\u00fct etmesidir. K\u0131saca Akreditif, \u015fartl\u0131 bir banka garantisidir.<\/p>\n\n\n\n
Uluslararas\u0131 ticarette taraflar, birbirlerini \u00e7ok iyi tan\u0131yamad\u0131klar\u0131 ve farkl\u0131 \u00fclkelerde farkl\u0131 kambiyo rejimleri uyguland\u0131\u011f\u0131 i\u00e7in kar\u015f\u0131l\u0131kl\u0131 bir g\u00fcvensizlik ve risk i\u00e7indedirler. Sat\u0131c\u0131, satt\u0131\u011f\u0131 mal\u0131n bedelini tahsil etmek, al\u0131c\u0131 ise s\u00f6zle\u015fmede saptanan mallar\u0131 zaman\u0131nda almak amac\u0131ndad\u0131r. Sat\u0131c\u0131 akreditif \u015fartlar\u0131na uygun hareket etmezse, banka hi\u00e7 bir \u015fekilde \u00f6deme yapmaz. Bu, al\u0131c\u0131 a\u00e7\u0131s\u0131nda bir g\u00fcven unsurudur. Bu nedenlerle akreditif, her iki tarafa da en y\u00fcksek d\u00fczeyde g\u00fcvence sa\u011flayan bir \u00f6deme t\u00fcr\u00fc olma \u00f6zelli\u011fini ta\u015f\u0131maktad\u0131r.<\/p>\n\n\n\n
Akreditif\u2019te, di\u011fer \u00f6deme \u015fekillerinden farkl\u0131 olarak, g\u00fcven unsuru yerine banka garantisi s\u00f6z konusudur. Akreditif, mallar\u0131n s\u00f6zle\u015fme \u015fartlar\u0131na uygun ve vadesinde y\u00fcklenmesini sa\u011flar.<\/p>\n\n\n\n
\u0130hracat\u00e7\u0131, uygun vesaik ibraz etti\u011fi takdirde alaca\u011f\u0131n\u0131 g\u00fcvence alt\u0131na alm\u0131\u015f olur.<\/p>\n\n\n\n
Taraflar\u0131<\/em><\/em><\/h4>\n\n\n\nAmir-\u0130thalat\u00e7\u0131: <\/strong>\u0130hracat\u00e7\u0131 ile anla\u015ft\u0131ktan sonra, Akreditif i\u015flemini ba\u015flatmak \u00fczere bankas\u0131na ba\u015fvuran taraft\u0131r.<\/p>\n\n\n\nAmir Banka:<\/strong> Amirin talimatlar\u0131 do\u011frultusunda akreditifi a\u00e7an ve \u00f6deme taahh\u00fcd\u00fcnde bulunan bankad\u0131r. Akreditif \u015fartlar\u0131n\u0131n yerine getirilmesi kayd\u0131yla, kesin \u00f6deme taahh\u00fcd\u00fcne girmektedir.<\/p>\n\n\n\nLehtar:<\/strong> Lehine Akreditif a\u00e7\u0131lan sat\u0131c\u0131d\u0131r. Akreditif \u015fartlar\u0131nda belirlenen ko\u015fullara uymas\u0131 halinde, Akreditif kapsam\u0131nda kendisine \u00f6deme yap\u0131l\u0131r veya \u00f6deme taahh\u00fcd\u00fc alt\u0131na girilir.<\/p>\n\n\n\nLehtar Bankas\u0131:<\/strong>A\u00e7\u0131lan Akreditif\u2019i lehdara ihbar eden banka, ihracat\u00e7\u0131n\u0131n bankas\u0131d\u0131r. \u0130hracat\u00e7\u0131n\u0131n talep etti\u011fi durumlarda Akreditif\u2019e teyit ekleyebilir.
\u0130thalat\u00e7\u0131n\u0131n Akreditifte belirtilen \u015fartlara uygun olmayan belgeler kar\u015f\u0131l\u0131\u011f\u0131nda Lehdara \u00f6deme yap\u0131lmayaca\u011f\u0131n\u0131 bilmesi bak\u0131m\u0131ndan da amir a\u00e7\u0131s\u0131ndan g\u00fcvenilir bir \u00f6deme \u015feklidir.<\/p>\n<\/div><\/article>![\"\"](\"https:\/\/www.daphneconsultant.com\/wp-content\/uploads\/2022\/04\/2222-360x175.jpg\")
<\/a>D\u0131\u015f Ticarette Riski Azaltma Y\u00f6ntemi: Teminat Akreditifleri (Stand-By Letter Of Credit)<\/h1><\/a>Thursday April 7th, 2022<\/span> \/<\/span> 0 comments<\/span><\/header>\nD\u0131\u015f Ticarette kar\u015f\u0131la\u015f\u0131lan en \u00f6nemli risklerden biri; taahh\u00fct edilen mal\u0131n s\u00f6zle\u015fmede belirtilen miktar, cins ve kalitede olmama veyahut bedelin \u00f6denmemesidir. Taraflar\u0131n genellikle ta\u015f\u0131ma ve sigorta masraflar\u0131 gibi maliyetleri d\u00fc\u015f\u00fck tutup kar oran\u0131n\u0131 art\u0131rma e\u011filimi oldu\u011fu g\u00f6zlenmektedir. \u0130\u00e7 piyasada riskler teminat mektuplar\u0131, garanti teminatlar\u0131 gibi hususlarla \u00e7\u00f6z\u00fclebilirken; uluslararas\u0131 piyasalarda sistem ba\u015fka y\u00f6nlere kaym\u0131\u015ft\u0131r.<\/p>\n\n\n\n
Uluslararas\u0131 ticarette, teminat mektubu ve garanti mektuplar\u0131 da kullan\u0131labilmekte iken; uygulamada kar\u015f\u0131la\u015f\u0131lan sistem AKRED\u0130T\u0130F’in bizatihi kendisidir. ABD1<\/sup> ve Japonya gibi \u00fclkelerde bankalar\u0131n yurt d\u0131\u015f\u0131na teminat mektubu, garanti mektubu vermeleri yasaklanm\u0131\u015f oldu\u011fundan; teminat ihtiyac\u0131 TEM\u0130NAT AKRED\u0130T\u0130FLER\u0130 (Stand-by Letter of Credit)<\/strong> ile giderilmeye \u00e7al\u0131\u015f\u0131lm\u0131\u015ft\u0131r.2<\/sup> Bu uygulama d\u00fcnya ticaretine de benzer bi\u00e7imde yans\u0131m\u0131\u015ft\u0131r.3<\/sup><\/p>\n\n\n\nTeminat Akreditiflerinin T\u00fcrleri nelerdir?<\/strong><\/h3>\n\n\n\n- Performansa Dayal\u0131 Teminat Akreditifi (Performance Standby)<\/li>
- Avans Teminat Akreditifi (Advance Payment Standby)<\/li>
- ihaleye Kat\u0131l\u0131m i\u00e7in D\u00fczenlenen Teminat Akreditifi (Bid Bond\/Tender Bond Standby)<\/li>
- Kontr Teminat Akreditifi (Counter Standby)<\/li>
- Mali Teminat Akreditifi (Financial Standby)<\/li>
- Do\u011frudan \u00d6demeli Teminat Akreditifi (Direct Pay Standby)<\/li><\/ul>\n\n\n\n
Teminat Akreditifi ya da \u015earta ba\u011fl\u0131 L\/C Neler i\u00e7erebilir?<\/strong><\/h3>\n\n\n\n- Mal\u0131n teslimi<\/li>
- Mal bedelinin \u00f6denmesi<\/li>
- Ta\u015f\u0131man\u0131n yap\u0131lmas\u0131<\/li>
- Verilen kredinin \u00f6denmesi<\/li>
- G\u00fcmr\u00fck vergilerinin \u00f6denmesi<\/li>
- Sigorta \u015fartlar\u0131n\u0131n yerine getirilmesi<\/li>
- S\u00f6zle\u015fme imzalanmas\u0131<\/li>
- \u0130haleye kat\u0131l\u0131m gibi \u015fartlar i\u00e7erebilir.<\/li><\/ul>\n\n\n\n
Teminat akreditifi\/\u0130htiyat akreditifi\/garanti akreditifi (Stand-by Letter of Credit) nedir?<\/strong><\/h3>\n\n\n\n\u00d6deme garantisine benzer bir i\u015fleve sahiptir. Nitelik olarak \u00fc\u00e7\u00fcnc\u00fc \u015fah\u0131sla yap\u0131lan s\u00f6zle\u015fmenin yerine getirilmemesi halinde \u00f6demede bulunulaca\u011f\u0131n\u0131 teyit eden akreditiftir. Akreditifi a\u00e7an banka \u00fc\u00e7\u00fcnc\u00fc \u015fah\u0131s ad\u0131na lehtara garanti vermektedir. Ancak \u00f6nemli olan husus ise \u00f6demenin hangi olgunun ger\u00e7ekle\u015fmemesi konusunun kesin ve net olmas\u0131d\u0131r.4<\/sup> 1000 maddelik bir s\u00f6zle\u015fme sunup, s\u00f6zle\u015fmenin ihlal edilip edilmedi\u011fi yarg\u0131 merciince belirlenecek biz vaziyete b\u0131rak\u0131lm\u0131\u015fsa o halde bu akreditiften istenilen fayda elde edilemeyecektir. Bu akreditif t\u00fcr\u00fc \u00f6zellikli bir t\u00fcr oldu\u011fundan dolay\u0131 mal al\u0131m sat\u0131m\u0131na ba\u011fl\u0131 i\u015flerden \u00e7ok hizmet yahut belirli bir i\u015flerin yerine getirilmesi ya da getirilmemesi halinde kullan\u0131l\u0131r.<\/p>\n\n\n\nT\u00fcr olarak; teminat mektubu vasf\u0131ndad\u0131r. Ayr\u0131ca; ba\u011f\u0131ms\u0131zl\u0131k vasf\u0131 mevcuttur. Yani; aradaki ili\u015fki ve y\u00fck\u00fcml\u00fcl\u00fcklerden hari\u00e7 olarak akreditif alt\u0131nda g\u00f6sterilmesi gereken belge ibraz\u0131 ile \u00f6demenin yap\u0131lmas\u0131 hususunu i\u00e7ermektedir.<\/p>\n\n\n\n
\u0130n\u015faat s\u00f6zle\u015fmeleri sebebi ile bu akreditif s\u0131k kullan\u0131l\u0131r. Ayr\u0131ca para ve sermaye piyasalar\u0131nda da yap\u0131lan i\u015flemlere taahh\u00fct olu\u015fturmak i\u00e7in de kullan\u0131ld\u0131\u011f\u0131 alanlar mevcuttur.<\/p>\n\n\n\n
Yarg\u0131tay karar\u0131nda, “Stand-by akreditif uzun vadeli al\u0131\u015fveri\u015fler, b\u00fcy\u00fck i\u015f akitleri ve bor\u00e7lanmalar gibi konularda kullan\u0131lan bir \u00e7e\u015fit teminat mektubudur. Banka teminat mektubunu akreditif olarak d\u00fczenleyip i\u015flemleri bu \u015fekilde g\u00fcvence alt\u0131na almaktad\u0131r. Ancak stand-by akreditif normal akreditiften farkl\u0131 olup bu akreditifte edimin ifa edilmemesi \u00fczerine \u00f6deme yap\u0131l\u0131r.\u201f olarak ge\u00e7mektedir.5<\/sup><\/p>\n\n\n\nNeden Teminat Akreditifi kullan\u0131lmal\u0131d\u0131r?<\/strong><\/h3>\n\n\n\nS\u00f6zle\u015fme edimine ayk\u0131r\u0131 davran\u0131lmas\u0131 halinde; zarar\u0131n kar\u015f\u0131lanmas\u0131 amac\u0131 sa\u011flan\u0131r. Bu tip akreditifin kullan\u0131lmas\u0131 taraflar\u0131 s\u00f6zle\u015fmeye uygun davranmaya zorlayacakt\u0131r. Ayr\u0131ca; zarar\u0131n olu\u015fmas\u0131 halinde de dava, tahkim vs yollarda alacak takibi yapmaya gerek kalmadan zarar bedeli do\u011frudan tahsil edilebilecektir.<\/p>\n\n\n\n
Teminat Akreditifi ile Ticari akreditif aras\u0131ndaki fark nedir?<\/strong><\/h3>\n\n\n\nTicari akreditif al\u0131c\u0131 veya i\u015fveren talimat\u0131 ile sat\u0131c\u0131 veya m\u00fcteahhit lehine a\u00e7\u0131l\u0131rken, garanti akreditifi sat\u0131c\u0131 veya m\u00fcteahhit emriyle al\u0131c\u0131 veya i\u015fveren emrine a\u00e7\u0131l\u0131r.6<\/sup><\/p>\n\n\n\nTicari akreditifler sadece mal al\u0131m\u0131na y\u00f6nelik a\u00e7\u0131lmakta, akreditif \u015fartlar\u0131na uyulmas\u0131 ve bunun belgelerle kan\u0131tlanmas\u0131 halinde lehdara \u00f6deme g\u00fcvencesi verir. Teminatl\u0131 akreditif (stanby L\/C) ise her t\u00fcrl\u00fc mal, hizmet, \u00f6deme garanti konusunu kapsar.<\/p>\n\n\n\n
Ticari akreditifte; amir banka, s\u00f6zle\u015fme ile belirlenen taahh\u00fcd\u00fcn yerine getirildi\u011finin yani mal\u0131n sevk edildi\u011finin veya hizmetin yap\u0131ld\u0131\u011f\u0131n\u0131n fatura, ta\u015f\u0131ma belgesi vs ile belgelenmesi halinde lehdara \u00f6demede bulunur. Teminat akreditifinde ise taahh\u00fcd\u00fcn yerine<\/strong> getirilmemesi<\/em><\/strong><\/u><\/em><\/strong> \u00fczerine lehdar\u0131n u\u011frad\u0131\u011f\u0131 zarar\u0131 telafi etmek maksad\u0131 ile ve yine lehtar taraf\u0131ndan bunu ispata y\u00f6nelik d\u00fczenlenen belge ibraz\u0131 kar\u015f\u0131l\u0131\u011f\u0131nda lehdara \u00f6deme yapmay\u0131 taahh\u00fct etmektedir.7<\/sup> Risk bak\u0131m\u0131ndan de\u011ferlendirilme yap\u0131ld\u0131\u011f\u0131nda ise; ticari akreditifte, mal\u0131n sevki fatura, mal\u0131n y\u00fcklendi\u011fini g\u00f6steren belge ile teminat konusu risk minimuma iner. Teminat akreditifinde ise \u00f6demeler lehtar\u0131n yaz\u0131l\u0131 talebi \u00fczerine ve 3. Ki\u015filer taraf\u0131ndan d\u00fczenlenen kopya belge ile yap\u0131laca\u011f\u0131ndan risk i\u00e7erebilir.8<\/sup><\/p>\n\n\n\nBu durumda; bankan\u0131n i\u015fin yap\u0131lmad\u0131\u011f\u0131n\u0131 do\u011frudan denetleme imkan\u0131 yoktur, sadece kendisine ibraz edilen belge kar\u015f\u0131l\u0131\u011f\u0131nda taahh\u00fcd\u00fcn yerine getirilmedi\u011fini belge \u00fczerinden inceler ve belge \u00fczerinde teminat\u0131 lehtara verir. Bankan\u0131n yetkisinin s\u0131n\u0131rl\u0131 oldu\u011fu ve yorum yapma yetkisinin olmad\u0131\u011f\u0131 sadece belge \u00fczerinden inceleme yaparak \u00f6deme yapaca\u011f\u0131 unutulmamal\u0131d\u0131r. Ancak mahkeme karar\u0131 ile amir banka itirazda bulunabilir.<\/p>\n\n\n\n
Tam ters durumda ise; taraflar birbirlerinin taahh\u00fctlerini akreditif \u00e7er\u00e7evesinde yerine getirdi ise; bu halde de bloke edilen teminat\u0131n geri d\u00f6nmesi gereklidir. Tabi en \u00e7ok tart\u0131\u015f\u0131lan konulardan biri de akreditifin a\u00e7\u0131lmas\u0131ndan kapanmas\u0131na kadar ge\u00e7en s\u00fcre zarf\u0131ndaki faiz kayb\u0131d\u0131r. Bu kapsamda ise; bankalar d\u00fczenledikleri teminat mektubu kar\u015f\u0131l\u0131\u011f\u0131nda komisyon al\u0131rlar ancak; teminat bedelinin \u00f6denmesi gerekir ise de bu halde bir para alaca\u011f\u0131 do\u011faca\u011f\u0131ndan banka bunu kredi gibi de\u011ferlendirip FA\u0130Z\u0130 ile birlikte geri alma y\u00f6ntemine ba\u015fvurabilir.<\/p>\n\n\n\n
Teminat Akreditifi ile Teminat Mektubu ayn\u0131 m\u0131d\u0131r?<\/strong><\/h3>\n\n\n\nHer iki y\u00f6ntem de ama\u00e7lar\u0131 bak\u0131m\u0131ndan ayn\u0131 olmakla beraber; usul bak\u0131m\u0131ndan farkl\u0131l\u0131klar ta\u015f\u0131maktad\u0131r.<\/p>\n\n\n\n
\u00d6ncelikle birka\u00e7 benzer noktas\u0131ndan bahsetmekte fayda vard\u0131r:<\/p>\n\n\n\n
- Her ikisinde de belirli bir risk garanti edilmektedir.<\/li>
- Garanti edilen risk kapsam\u0131 d\u0131\u015f\u0131nda kalan zararlardan banka sorumlu de\u011fildir bu sebeple bankadan talep edilmesi m\u00fcmk\u00fcn de\u011fildir.<\/li>
- Garanti belirli bir limit dahilindedir yani ucu a\u00e7\u0131k yorumlamay\u0131 gerektirir bir limit konulamaz<\/li>
- Ba\u011f\u0131ms\u0131z bir bor\u00e7 y\u00fcklenilmesi durumu s\u00f6z konusudur. Taraflar\u0131n ticari ili\u015fkilerinin mahiyeti ile teminat birbirinden farkl\u0131 olarak de\u011ferlendirilir.<\/li>
- Pek az g\u00f6r\u00fclmekle birlikte bankan\u0131n kendine ait defileri ileri s\u00fcrerek \u00f6deme yapmamas\u0131 m\u00fcmk\u00fcnd\u00fcr.9<\/sup><\/li><\/ol>\n\n\n\n
Farkl\u0131l\u0131klar ise ibraz edilen belgeden hareketle olu\u015fmaktad\u0131r.<\/p>\n\n\n\n
Teminat mektubu, bor\u00e7lu edimini yerine getirmezse muhatab\u0131n zarar\u0131n\u0131 telafi etmek amac\u0131yla garant\u00f6r taraf\u0131ndan d\u00fczenlenerek muhataba teslim edilen bir taahh\u00fctt\u00fcr. Teknik olarak; teminat mektubunu d\u00fczenleyen banka taraf\u0131ndan KO\u015eULSUZ ve \u015eARTSIZ muhatab\u0131n ilk yaz\u0131l\u0131 talebinde \u00f6denece\u011fi kayd\u0131n\u0131 i\u00e7erir.10<\/sup><\/p>\n\n\n\nTeminat mektubu da ayn\u0131 teminat akreditifinde oldu\u011fu gibi \u015fartl\u0131 garanti mektubu olarak da d\u00fczenlenebilir. Ancak uygulamada bu y\u00f6ntem; teminat akreditifine \u00e7evrilmektedir.<\/p>\n\n\n\n
Teminat akreditifi de benzer bi\u00e7imde, bor\u00e7lunun edimini yerine getirmeme durumu g\u00f6zetilerek<\/strong>, lehine akreditif d\u00fczenlenen taraf\u0131n zarar\u0131n\u0131 telafi etmek \u00fczere garant\u00f6r taraf\u0131ndan d\u00fczenlenerek akreditif lehdar\u0131na iletilen bir taahh\u00fctt\u00fcr. Duruma ili\u015fkin yani \u015farta ili\u015fkin belge ibraz\u0131na ili\u015fkin muhatab\u0131n yapaca\u011f\u0131 ba\u015fvuru ile \u00f6deme alaca\u011f\u0131n\u0131 i\u00e7eren teminat \u015fartl\u0131 garanti mektubu\/stanby L\/C gibi isimlerle adland\u0131r\u0131l\u0131r.<\/p>\n\n\n\nSonu\u00e7 olarak; \u015farta ba\u011fl\u0131 teminatl\u0131 akreditif, uygulamada b\u00fcy\u00fck boyutlu projelerde, ihalelerde ve d\u0131\u015f ticarette s\u0131kl\u0131kla uygulanmakta olan bir y\u00f6ntemdir. \u00d6zellikle d\u0131\u015f ticarete yeni ba\u015flayan veya taraflar\u0131n birbirlerini tan\u0131mad\u0131klar\u0131 hallerde teminat mektubu, \u015fartl\u0131 garanti mektubu veya teminat akreditifi; hem hukuki bir bask\u0131 olu\u015fturacak hem de s\u00f6zle\u015fmeye uygun davranma gereklili\u011fi hususunu ortaya \u00e7\u0131karacakt\u0131r.<\/p>\n<\/div><\/article><\/a>Two key elements that keep customers coming to you<\/h1><\/a>Wednesday November 3rd, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>\nThe aim of every company in the market is to sell its product, to sell its product to every company it meets or even does not meet. Although this is not very possible in practice, there are two main factors that increase the customer’s tendency to prefer you, let’s examine them together.<\/p>\n\n\n\n
Every company’s sales and marketing strategies are different; While some highlight the features of the product, some offer discounts, while some send samples, some offer extra quality.<\/p>\n\n\n\n
The first thing we need to do is to ask ourselves the following question: “Why would the customer buy my product?” In other words, before trying to sell our product, it is necessary to understand why the customer buys.<\/p>\n\n\n\n
So how does the customer decide?<\/strong><\/p>\n\n\n\nIf you aim to easily sell a product and create your own customer portfolio, you must first create a cost advantage, and secondly, differentiate.<\/p>\n\n\n\n
The first concept that customers and even sellers often focus on is cost. The customer tends to prefer the product where he can obtain it at a lower cost. The seller, on the other hand, will prefer to produce where and how he can produce cheaper. In the meantime, the companies that provide the balance and create a cost advantage will be the winners.<\/p>\n\n\n\n
If we can reduce our cost, we will be preferable to the customer, this should not be perceived as just reducing the price. As we all know, price competition has no end, and as I said before, cost is not just about price.<\/p>\n\n\n\n
Producing better quality products, offering products that will be used for a longer time, deteriorate less and cost less to our customers also shows that we create a cost advantage.<\/p>\n\n\n\n
Offering a better product means creating opportunity costs.<\/p>\n\n\n\n
Another way to be preferred by the customer is to be different.<\/p>\n\n\n\n
We may charge our customer a higher price by offering a different product. The difference between our product and the products on the market can also enable us to market it more easily.<\/p>\n\n\n\n
So how can we differ? We have three keywords in this regard: Brand, R&D and Boutique Production.<\/p>\n\n\n\n
Brand equals trust, gives commitment to the customer for quality and continuity. A firm that proves its quality will not be affected by price competition and will be preferred even if it offers a higher price.<\/p>\n\n\n\n
To make our product preferable. We must make it unique by entering the R&D, research-development process. Developing our product by listening to customer demands and following the trends in the market gives us an advantage.<\/p>\n\n\n\n
We can say that another state of differentiation in recent years is realized through boutique production.<\/p>\n\n\n\n
Today, consumers accept to pay a higher price for a product that they will only have instead of buying a cheap product. We can say that tailor-made production is among the market trends.<\/p>\n\n\n\n
If you want to make a difference and be preferred by creating your own customer portfolio, contact us.<\/p>\n\n\n\n
Makes a difference in exports with Daphne Consultant!<\/p>\n<\/div><\/article><\/a>Why is Determination of Target Market in Export Important?<\/h1><\/a>Wednesday November 3rd, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>\nI witness that many companies in export are looking for customers instead of determining a target market. For
companies prioritize sales over marketing. Selling is a result of marketing
They forget to focus on sales. Just like many people focus only on the result rather than the process.
Companies that give priority to sales, instead of determining the target country(s), try to meet the demands they find.
making an effort. Without understanding the dynamics of countries and without considering cultural differences,
Many of the offers made by offering a price to the request also result in negative results. This is how you get results
I’ve also come across companies that state that. On the other hand, these companies cannot work with those customers for a very long time.
I see.
Why is target country\/market identification so important? Let’s go through the items:
Market Entry<\/strong>
Determining the target country is very important for market entry. With the neighbor effect, some companies are shrinking or
I see you are trying to enter low volume countries. Doing target market study
very important in this regard. It will be easier for you to enter growing markets. Increasing the import
In countries, both volume increases and new importers are formed. In addition to imports, Turkey’s
I suggest you to examine the amount of exports in the market and the increase in exports.
Focusing<\/strong>
Focusing on one or a few target countries rather than pursuing demands in different countries
concentrates our energy and attention on those countries. In this way, more information about those countries
we will have. With this knowledge, you can better understand the needs and habits of buyers.
We increase our chances of meeting.
Product Standards<\/strong>
Different countries may require different standards for your product. Responding to every request of many countries
meeting the standards in those countries by giving priority to some countries instead of trying to give
It will be healthier in terms of customer satisfaction and production cost.
The electrical appliance to be sold in Italy and the electrical appliance to be sold in the UK market
In case the plugs are different.
Packaging<\/strong>
The packaging habits of each country may also be different. Europe where individuality is intense
In countries of the Middle East, food packages are in smaller packages, while in Middle Eastern countries, family-size packages<\/p>\n\n\n\nyou may need to do. Trying to respond to every need of every country at the same time
can increase your costs significantly.
You need to know the consumer habits in the target country. When packing by gram in Europe
You have to weigh in oz to the USA.
Palette<\/strong>
You may need to use different pallets due to door sizes in countries. different for each country
Trying to acquire pallets will increase costs. Also, pallets
Its placement inside the container\/truck is also an issue that you need to think about. On first downloads
There have been uploads that I have witnessed to have too much free space in the vehicles.
Banking\/Money Transfer<\/strong>
An issue that is as important as selling in exports is getting the payment, that is, the money itself.
to see in your account. The banking system in the countries you will export to is very important in this respect.
important. You may need to export to some countries only by letter of credit. By specifying the target country
You can prepare for these issues in advance.
I would like to remind you again that export is a process. This is the way to set your goal.
That’s why it’s so important. Maybe you can use different routes on the road after you set a destination, but
For this, you need to set your goal.
I wish you many months of achieving your goals.<\/p>\n<\/div><\/article>![\"\"](\"https:\/\/www.daphneconsultant.com\/wp-content\/uploads\/2021\/10\/1-360x175.jpg\")
<\/a>\u0130hracatta Hedef Pazar Tespiti Neden \u00d6nemli?<\/h1><\/a>Sunday October 24th, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>\n\u0130hracatta Hedef Pazar Tespiti Neden \u00d6nemli?<\/p>\n\n\n\n
Genel<\/a>, ihracat<\/a>, pazar ara\u015ft\u0131rmas\u0131<\/a><\/p>\n\n\n\n\u0130hracatta bir\u00e7ok firman\u0131n hedef pazar belirlemek yerine m\u00fc\u015fteri arad\u0131\u011f\u0131na \u015fahit oluyorum. Zira firmalar pazarlama yerine sat\u0131\u015f\u0131 \u00f6nceliklendiriyor. Sat\u0131\u015f\u0131n, pazarlaman\u0131n bir sonucu oldu\u011funu unutarak sat\u0131\u015fa odaklan\u0131yorlar. T\u0131pk\u0131 bir\u00e7ok ki\u015finin s\u00fcre\u00e7 yerine sadece sonuca odaklanmas\u0131 gibi.<\/p>\n\n\n\n
Sat\u0131\u015fa \u00f6ncelik veren firmalar hedef \u00fclke(ler) belirlemek yerine buldu\u011fu talepleri kar\u015f\u0131lamak ad\u0131na \u00e7aba g\u00f6steriyor. \u00dclkelerin dinamiklerini anlamadan ve k\u00fclt\u00fcrel farkl\u0131l\u0131klar\u0131 dikkate almadan sadece talebe fiyat sunarak yap\u0131lan tekliflerin bir\u00e7o\u011fu da olumsuz sonu\u00e7lan\u0131yor. Bu \u015fekilde sonu\u00e7 ald\u0131\u011f\u0131n\u0131 belirten firmalara da rastlad\u0131m. Bu firmalar\u0131n ise o m\u00fc\u015fteriler ile \u00e7ok uzun soluklu \u00e7al\u0131\u015famad\u0131\u011f\u0131n\u0131 g\u00f6r\u00fcyorum. <\/p>\n\n\n\n
Hedef \u00fclke\/pazar tespiti neden bu kadar \u00f6nemli? Maddeler \u00fczerinden ilerleyelim:<\/p>\n\n\n\n
Pazara Giri\u015f<\/p>\n\n\n\n
Hedef \u00fclkeyi belirlemek pazara giri\u015f i\u00e7in \u00e7ok \u00f6nemli. Kom\u015fu etkisi<\/a> ile baz\u0131 firmalar\u0131n k\u00fc\u00e7\u00fclen veya d\u00fc\u015f\u00fck hacimli \u00fclkelere giri\u015f yapmaya \u00e7al\u0131\u015ft\u0131\u011f\u0131n\u0131 g\u00f6r\u00fcyorum. Hedef pazar \u00e7al\u0131\u015fmas\u0131 yapmak bu bak\u0131mdan \u00e7ok \u00f6nemli. B\u00fcy\u00fcyen pazarlara girmek sizin i\u00e7in daha kolay olacakt\u0131r. \u0130thalat\u0131n\u0131 art\u0131ran \u00fclkelerde hem hacim artar hem de yeni ithalat\u00e7\u0131lar olu\u015fur. \u0130thalat\u0131n yan\u0131 s\u0131ra T\u00fcrkiye\u2019nin o pazardaki ihracat miktar\u0131n\u0131 ve ihracat art\u0131\u015f\u0131n\u0131 da incelemenizi \u00f6neririm. <\/p>\n\n\n\nOdaklanma<\/p>\n\n\n\n
Farkl\u0131 \u00fclkelerdeki talepler pe\u015finde ko\u015fmak yerine bir veya birka\u00e7 hedef \u00fclkeye odaklanmak enerjimizi ve dikkatimizi o \u00fclkelere yo\u011funla\u015ft\u0131r\u0131r. Bu sayede o \u00fclkeler hakk\u0131nda daha fazla bilgiye sahip oluruz. Bu bilgi sayesinde de al\u0131c\u0131lar\u0131n ihtiya\u00e7lar\u0131n\u0131 ve al\u0131\u015fkanlar\u0131n\u0131 daha iyi anlayarak kar\u015f\u0131lama ihtimalimizi art\u0131r\u0131r\u0131z.<\/p>\n\n\n\n
\u00dcr\u00fcn Standartlar\u0131<\/p>\n\n\n\n
\u00dcr\u00fcn\u00fcn\u00fcz i\u00e7in farkl\u0131 \u00fclkelerde farkl\u0131 standartlar gerekebilir. Bir\u00e7ok \u00fclkenin her talebine cevap vermeye \u00e7al\u0131\u015fmak yerine baz\u0131 \u00fclkelere \u00f6ncelik vererek o \u00fclkelerdeki standartlar\u0131 kar\u015f\u0131lamak hem m\u00fc\u015fteri tatmini bak\u0131m\u0131ndan hem de \u00fcretim maliyeti bak\u0131m\u0131ndan daha sa\u011fl\u0131kl\u0131 olacakt\u0131r.<\/p>\n\n\n\n
\u0130talya\u2019da sat\u0131lacak olan elektrikli cihaz ile \u0130ngiltere pazar\u0131nda sat\u0131lacak olan elektrikli cihazlar\u0131n fi\u015fleri farkl\u0131 olmak durumunda.<\/p>\n\n\n\n
Paketleme<\/p>\n\n\n\n
Her \u00fclkenin paketleme al\u0131\u015fkanl\u0131klar\u0131 da farkl\u0131 olabilir. Bireyselli\u011fin yo\u011fun oldu\u011fu Avrupa \u00fclkelerinde g\u0131da paketleri daha k\u00fc\u00e7\u00fck ambalajlarda iken Ortado\u011fu \u00fclkelerinde aile boyu paketler yapman\u0131z gerekebilir. Her \u00fclkenin her ihtiyac\u0131na ayn\u0131 anda cevap vermeye \u00e7al\u0131\u015fmak maliyetlerinizi ciddi oranda art\u0131rabilir.<\/p>\n\n\n\n
Hedef \u00fclkedeki t\u00fcketici al\u0131\u015fkanl\u0131klar\u0131n\u0131 bilmeniz gerekiyor. Avrupa\u2019da gram ile paketleme yaparken ABD\u2019ye oz olarak tart\u0131m yapman\u0131z gerekmekte.<\/p>\n\n\n\n
Palet<\/p>\n\n\n\n
\u00dclkelerdeki kap\u0131 ebatlar\u0131 sebebiyle farkl\u0131 paletler kullanman\u0131z gerekebilir. Her \u00fclke i\u00e7in farkl\u0131 paletler edinmeye \u00e7al\u0131\u015fmak maliyetleri art\u0131r\u0131c\u0131 bir unsur olacakt\u0131r. Ayn\u0131 zamanda paletlerin konteyner\/kamyon i\u00e7ine yerle\u015fimi de \u00fczerinde d\u00fc\u015f\u00fcnmeniz gereken bir konu. \u0130lk y\u00fcklemelerde ara\u00e7lardaki bo\u015f alan\u0131n fazla oldu\u011funa \u015fahit oldu\u011fum y\u00fcklemeler oldu.<\/p>\n\n\n\n
Bankac\u0131l\u0131k\/Para Transferi<\/p>\n\n\n\n
\u0130hracatta sat\u0131\u015f yapmak kadar \u00f6nemli olan bir konu da \u00f6demeyi almak yani paray\u0131 kendi hesab\u0131n\u0131zda g\u00f6rebilmek. \u0130hracat yapaca\u011f\u0131n\u0131z \u00fclkelerdeki bankac\u0131l\u0131k sistemi bu bak\u0131mdan \u00e7ok \u00f6nemli. Baz\u0131 \u00fclkelere sadece akreditif ile ihracat yapman\u0131z gerekebilir. Hedef \u00fclkeyi belirleyerek bu konulara \u00f6ncesinde haz\u0131rlanabilirsiniz.<\/p>\n\n\n\n
\u0130hracat\u0131n bir s\u00fcre\u00e7 oldu\u011funu tekrar hat\u0131rlatmak isterim. Hedefinizi belirleyerek yola \u00e7\u0131kmak bu y\u00fczden \u00e7ok \u00f6nemli. Hedef belirledikten sonra yol \u00fczerinde farkl\u0131 rotalar\u0131 kullanabilirsiniz belki ama bunun i\u00e7in hedefinizi belirlemeniz gerekiyor. <\/p>\n\n\n\n
Hedeflerinizi ger\u00e7ekle\u015ftirdi\u011finiz aylar dilerim.<\/p>\n\n\n\n
Filiz ilci<\/p>\n\n\n\n
M\u00fc\u015fterilerin size gelmesini sa\u011flayan iki temel unsur<\/strong><\/strong><\/h1>\n\n\n\nPazarda bulunan her firman\u0131n amac\u0131 \u00fcr\u00fcn\u00fcn\u00fc satmak, g\u00f6r\u00fc\u015ft\u00fc\u011f\u00fc hatta g\u00f6r\u00fc\u015fmedi\u011fi her firmaya \u00fcr\u00fcn\u00fcn\u00fc satmak. Bu pratikte \u00e7ok m\u00fcmk\u00fcn olmasa da m\u00fc\u015fterinin sizi tercih etme e\u011filimini artt\u0131ran iki temel unsur var, birlikte inceleyelim.<\/p>\n\n\n\n
Her firman\u0131n sat\u0131\u015f ve pazarlama stratejileri farkl\u0131; kimi \u00fcr\u00fcn\u00fcn \u00f6zelliklerini \u00f6n plana \u00e7\u0131kar\u0131rken kimi iskonto yapar, kimi numune yollarken kimi ekstra kalite sunar.<\/p>\n\n\n\n
En ba\u015fta yapmam\u0131z gereken \u015fey kendimize \u015fu soruyu sormak: \u2018\u2019M\u00fc\u015fteri neden benim \u00fcr\u00fcn\u00fcm\u00fc sat\u0131n als\u0131n?\u2019\u2019 Yani \u00fcr\u00fcn\u00fcm\u00fcz\u00fc satmaya \u00e7al\u0131\u015fmadan \u00f6nce m\u00fc\u015fterinin neden sat\u0131n ald\u0131\u011f\u0131n\u0131 anlamak gerekiyor.<\/p>\n\n\n\n
Peki m\u00fc\u015fteri neye g\u00f6re karar veriyor?<\/p>\n\n\n\n
Bir \u00fcr\u00fcn\u00fc kolayl\u0131kla satmay\u0131 ve kendi m\u00fc\u015fteri portf\u00f6y\u00fcn\u00fcz\u00fc olu\u015fturmay\u0131 hedefliyorsan\u0131z ilk olarak maliyet avantaj\u0131 olu\u015fturmal\u0131s\u0131n\u0131z, ikinci olarak da farkl\u0131la\u015fmal\u0131s\u0131n\u0131z.<\/p>\n\n\n\n
M\u00fc\u015fterinin ve hatta sat\u0131c\u0131lar\u0131n \u00e7o\u011funlukla odakland\u0131\u011f\u0131 ilk kavram maliyet. M\u00fc\u015fteri, \u00fcr\u00fcn\u00fc nerede daha d\u00fc\u015f\u00fck bir maliyet ile elde edebiliyor ise onu tercih etme e\u011filimindedir. Sat\u0131c\u0131 ise nerede ve nas\u0131l daha ucuz \u00fcretim sa\u011flayabiliyorsa o \u015fekilde \u00fcretimi ger\u00e7ekle\u015ftirmeyi tercih edecektir. Bu arada dengeyi sa\u011flay\u0131p, maliyet avantaj\u0131 olu\u015fturan firmalar kazananlar olacakt\u0131r.<\/p>\n\n\n\n
Maliyetimizi azaltabilirsek m\u00fc\u015fteri i\u00e7in tercih edilir oluyoruz, bu sadece fiyat\u0131 d\u00fc\u015f\u00fcrmek olarak alg\u0131lanmamal\u0131. Hepimizin bildi\u011fi \u00fczere fiyat rekabetinin sonu yoktur keza daha \u00f6nce de s\u00f6yledi\u011fim gibi maliyet sadece fiyatla alakal\u0131 de\u011fildir.<\/p>\n\n\n\n
Daha kaliteli \u00fcr\u00fcnler \u00fcreterek, daha uzun s\u00fcre kullan\u0131lacak, daha az bozulup, m\u00fc\u015fterimize daha az masraf \u00e7\u0131karacak \u00fcr\u00fcnler sunmak da maliyet avantaj\u0131 olu\u015fturdu\u011fumuzu g\u00f6sterir.<\/p>\n\n\n\n
Daha iyi bir \u00fcr\u00fcn sunmak, f\u0131rsat maliyeti yaratmak demektir.<\/p>\n\n\n\n
M\u00fc\u015fteri i\u00e7in tercih sebebi olman\u0131n bir di\u011fer yolu da farkl\u0131la\u015fmakt\u0131r.<\/p>\n\n\n\n
Farkl\u0131 bir \u00fcr\u00fcn sunarak m\u00fc\u015fterimizden daha y\u00fcksek bir fiyat talep edebiliriz. \u00dcr\u00fcn\u00fcm\u00fcz\u00fcn, piyasadaki \u00fcr\u00fcnlerle aras\u0131nda fark olmas\u0131 daha kolay bir \u015fekilde pazarlamam\u0131z\u0131 da sa\u011flayabilir.<\/p>\n\n\n\n
Peki nas\u0131l farkl\u0131la\u015fabiliriz? Bu konuda \u00fc\u00e7 anahtar kelimemiz var: Marka, Ar-ge ve Butik \u00dcretim.<\/p>\n\n\n\n
Marka e\u015fittir g\u00fcven demektir, m\u00fc\u015fteriye kalite ve s\u00fcreklilik i\u00e7in tahatt\u00fct verir. Kalitesini kan\u0131tlayan bir firma fiyat rekabetinden etkilenmeyecek, daha y\u00fcksek bir fiyat sunsa dahi tercih edilir olacakt\u0131r.<\/p>\n<\/div><\/article>![\"\"](\"https:\/\/www.daphneconsultant.com\/wp-content\/uploads\/2014\/12\/2-360x175.jpg\")
<\/a>M\u00fc\u015fterilerin size gelmesini sa\u011flayan iki temel unsur<\/h1><\/a>
<\/figure>\n\n\n\nAkreditif; al\u0131c\u0131n\u0131n (amir\/ithalat\u00e7\u0131) talimat\u0131yla bir bankan\u0131n (amir banka) belli bir tutar ve vade ile Akreditif\u2019te \u00f6ng\u00f6r\u00fclen \u015fartlara uygun belgelerin ibraz\u0131 kar\u015f\u0131l\u0131\u011f\u0131nda, sat\u0131c\u0131ya (lehdar\/ihracat\u00e7\u0131) \u00f6deme yapaca\u011f\u0131n\u0131 taahh\u00fct etmesidir. K\u0131saca Akreditif, \u015fartl\u0131 bir banka garantisidir.<\/p>\n\n\n\n
Uluslararas\u0131 ticarette taraflar, birbirlerini \u00e7ok iyi tan\u0131yamad\u0131klar\u0131 ve farkl\u0131 \u00fclkelerde farkl\u0131 kambiyo rejimleri uyguland\u0131\u011f\u0131 i\u00e7in kar\u015f\u0131l\u0131kl\u0131 bir g\u00fcvensizlik ve risk i\u00e7indedirler. Sat\u0131c\u0131, satt\u0131\u011f\u0131 mal\u0131n bedelini tahsil etmek, al\u0131c\u0131 ise s\u00f6zle\u015fmede saptanan mallar\u0131 zaman\u0131nda almak amac\u0131ndad\u0131r. Sat\u0131c\u0131 akreditif \u015fartlar\u0131na uygun hareket etmezse, banka hi\u00e7 bir \u015fekilde \u00f6deme yapmaz. Bu, al\u0131c\u0131 a\u00e7\u0131s\u0131nda bir g\u00fcven unsurudur. Bu nedenlerle akreditif, her iki tarafa da en y\u00fcksek d\u00fczeyde g\u00fcvence sa\u011flayan bir \u00f6deme t\u00fcr\u00fc olma \u00f6zelli\u011fini ta\u015f\u0131maktad\u0131r.<\/p>\n\n\n\n
Akreditif\u2019te, di\u011fer \u00f6deme \u015fekillerinden farkl\u0131 olarak, g\u00fcven unsuru yerine banka garantisi s\u00f6z konusudur. Akreditif, mallar\u0131n s\u00f6zle\u015fme \u015fartlar\u0131na uygun ve vadesinde y\u00fcklenmesini sa\u011flar.<\/p>\n\n\n\n
\u0130hracat\u00e7\u0131, uygun vesaik ibraz etti\u011fi takdirde alaca\u011f\u0131n\u0131 g\u00fcvence alt\u0131na alm\u0131\u015f olur.<\/p>\n\n\n\n
Taraflar\u0131<\/em><\/em><\/h4>\n\n\n\nAmir-\u0130thalat\u00e7\u0131: <\/strong>\u0130hracat\u00e7\u0131 ile anla\u015ft\u0131ktan sonra, Akreditif i\u015flemini ba\u015flatmak \u00fczere bankas\u0131na ba\u015fvuran taraft\u0131r.<\/p>\n\n\n\nAmir Banka:<\/strong> Amirin talimatlar\u0131 do\u011frultusunda akreditifi a\u00e7an ve \u00f6deme taahh\u00fcd\u00fcnde bulunan bankad\u0131r. Akreditif \u015fartlar\u0131n\u0131n yerine getirilmesi kayd\u0131yla, kesin \u00f6deme taahh\u00fcd\u00fcne girmektedir.<\/p>\n\n\n\nLehtar:<\/strong> Lehine Akreditif a\u00e7\u0131lan sat\u0131c\u0131d\u0131r. Akreditif \u015fartlar\u0131nda belirlenen ko\u015fullara uymas\u0131 halinde, Akreditif kapsam\u0131nda kendisine \u00f6deme yap\u0131l\u0131r veya \u00f6deme taahh\u00fcd\u00fc alt\u0131na girilir.<\/p>\n\n\n\nLehtar Bankas\u0131:<\/strong>A\u00e7\u0131lan Akreditif\u2019i lehdara ihbar eden banka, ihracat\u00e7\u0131n\u0131n bankas\u0131d\u0131r. \u0130hracat\u00e7\u0131n\u0131n talep etti\u011fi durumlarda Akreditif\u2019e teyit ekleyebilir.
\u0130thalat\u00e7\u0131n\u0131n Akreditifte belirtilen \u015fartlara uygun olmayan belgeler kar\u015f\u0131l\u0131\u011f\u0131nda Lehdara \u00f6deme yap\u0131lmayaca\u011f\u0131n\u0131 bilmesi bak\u0131m\u0131ndan da amir a\u00e7\u0131s\u0131ndan g\u00fcvenilir bir \u00f6deme \u015feklidir.<\/p>\n<\/div><\/article><\/a>D\u0131\u015f Ticarette Riski Azaltma Y\u00f6ntemi: Teminat Akreditifleri (Stand-By Letter Of Credit)<\/h1><\/a>Thursday April 7th, 2022<\/span> \/<\/span> 0 comments<\/span><\/header>\nD\u0131\u015f Ticarette kar\u015f\u0131la\u015f\u0131lan en \u00f6nemli risklerden biri; taahh\u00fct edilen mal\u0131n s\u00f6zle\u015fmede belirtilen miktar, cins ve kalitede olmama veyahut bedelin \u00f6denmemesidir. Taraflar\u0131n genellikle ta\u015f\u0131ma ve sigorta masraflar\u0131 gibi maliyetleri d\u00fc\u015f\u00fck tutup kar oran\u0131n\u0131 art\u0131rma e\u011filimi oldu\u011fu g\u00f6zlenmektedir. \u0130\u00e7 piyasada riskler teminat mektuplar\u0131, garanti teminatlar\u0131 gibi hususlarla \u00e7\u00f6z\u00fclebilirken; uluslararas\u0131 piyasalarda sistem ba\u015fka y\u00f6nlere kaym\u0131\u015ft\u0131r.<\/p>\n\n\n\n
Uluslararas\u0131 ticarette, teminat mektubu ve garanti mektuplar\u0131 da kullan\u0131labilmekte iken; uygulamada kar\u015f\u0131la\u015f\u0131lan sistem AKRED\u0130T\u0130F’in bizatihi kendisidir. ABD1<\/sup> ve Japonya gibi \u00fclkelerde bankalar\u0131n yurt d\u0131\u015f\u0131na teminat mektubu, garanti mektubu vermeleri yasaklanm\u0131\u015f oldu\u011fundan; teminat ihtiyac\u0131 TEM\u0130NAT AKRED\u0130T\u0130FLER\u0130 (Stand-by Letter of Credit)<\/strong> ile giderilmeye \u00e7al\u0131\u015f\u0131lm\u0131\u015ft\u0131r.2<\/sup> Bu uygulama d\u00fcnya ticaretine de benzer bi\u00e7imde yans\u0131m\u0131\u015ft\u0131r.3<\/sup><\/p>\n\n\n\nTeminat Akreditiflerinin T\u00fcrleri nelerdir?<\/strong><\/h3>\n\n\n\n- Performansa Dayal\u0131 Teminat Akreditifi (Performance Standby)<\/li>
- Avans Teminat Akreditifi (Advance Payment Standby)<\/li>
- ihaleye Kat\u0131l\u0131m i\u00e7in D\u00fczenlenen Teminat Akreditifi (Bid Bond\/Tender Bond Standby)<\/li>
- Kontr Teminat Akreditifi (Counter Standby)<\/li>
- Mali Teminat Akreditifi (Financial Standby)<\/li>
- Do\u011frudan \u00d6demeli Teminat Akreditifi (Direct Pay Standby)<\/li><\/ul>\n\n\n\n
Teminat Akreditifi ya da \u015earta ba\u011fl\u0131 L\/C Neler i\u00e7erebilir?<\/strong><\/h3>\n\n\n\n- Mal\u0131n teslimi<\/li>
- Mal bedelinin \u00f6denmesi<\/li>
- Ta\u015f\u0131man\u0131n yap\u0131lmas\u0131<\/li>
- Verilen kredinin \u00f6denmesi<\/li>
- G\u00fcmr\u00fck vergilerinin \u00f6denmesi<\/li>
- Sigorta \u015fartlar\u0131n\u0131n yerine getirilmesi<\/li>
- S\u00f6zle\u015fme imzalanmas\u0131<\/li>
- \u0130haleye kat\u0131l\u0131m gibi \u015fartlar i\u00e7erebilir.<\/li><\/ul>\n\n\n\n
Teminat akreditifi\/\u0130htiyat akreditifi\/garanti akreditifi (Stand-by Letter of Credit) nedir?<\/strong><\/h3>\n\n\n\n\u00d6deme garantisine benzer bir i\u015fleve sahiptir. Nitelik olarak \u00fc\u00e7\u00fcnc\u00fc \u015fah\u0131sla yap\u0131lan s\u00f6zle\u015fmenin yerine getirilmemesi halinde \u00f6demede bulunulaca\u011f\u0131n\u0131 teyit eden akreditiftir. Akreditifi a\u00e7an banka \u00fc\u00e7\u00fcnc\u00fc \u015fah\u0131s ad\u0131na lehtara garanti vermektedir. Ancak \u00f6nemli olan husus ise \u00f6demenin hangi olgunun ger\u00e7ekle\u015fmemesi konusunun kesin ve net olmas\u0131d\u0131r.4<\/sup> 1000 maddelik bir s\u00f6zle\u015fme sunup, s\u00f6zle\u015fmenin ihlal edilip edilmedi\u011fi yarg\u0131 merciince belirlenecek biz vaziyete b\u0131rak\u0131lm\u0131\u015fsa o halde bu akreditiften istenilen fayda elde edilemeyecektir. Bu akreditif t\u00fcr\u00fc \u00f6zellikli bir t\u00fcr oldu\u011fundan dolay\u0131 mal al\u0131m sat\u0131m\u0131na ba\u011fl\u0131 i\u015flerden \u00e7ok hizmet yahut belirli bir i\u015flerin yerine getirilmesi ya da getirilmemesi halinde kullan\u0131l\u0131r.<\/p>\n\n\n\nT\u00fcr olarak; teminat mektubu vasf\u0131ndad\u0131r. Ayr\u0131ca; ba\u011f\u0131ms\u0131zl\u0131k vasf\u0131 mevcuttur. Yani; aradaki ili\u015fki ve y\u00fck\u00fcml\u00fcl\u00fcklerden hari\u00e7 olarak akreditif alt\u0131nda g\u00f6sterilmesi gereken belge ibraz\u0131 ile \u00f6demenin yap\u0131lmas\u0131 hususunu i\u00e7ermektedir.<\/p>\n\n\n\n
\u0130n\u015faat s\u00f6zle\u015fmeleri sebebi ile bu akreditif s\u0131k kullan\u0131l\u0131r. Ayr\u0131ca para ve sermaye piyasalar\u0131nda da yap\u0131lan i\u015flemlere taahh\u00fct olu\u015fturmak i\u00e7in de kullan\u0131ld\u0131\u011f\u0131 alanlar mevcuttur.<\/p>\n\n\n\n
Yarg\u0131tay karar\u0131nda, “Stand-by akreditif uzun vadeli al\u0131\u015fveri\u015fler, b\u00fcy\u00fck i\u015f akitleri ve bor\u00e7lanmalar gibi konularda kullan\u0131lan bir \u00e7e\u015fit teminat mektubudur. Banka teminat mektubunu akreditif olarak d\u00fczenleyip i\u015flemleri bu \u015fekilde g\u00fcvence alt\u0131na almaktad\u0131r. Ancak stand-by akreditif normal akreditiften farkl\u0131 olup bu akreditifte edimin ifa edilmemesi \u00fczerine \u00f6deme yap\u0131l\u0131r.\u201f olarak ge\u00e7mektedir.5<\/sup><\/p>\n\n\n\nNeden Teminat Akreditifi kullan\u0131lmal\u0131d\u0131r?<\/strong><\/h3>\n\n\n\nS\u00f6zle\u015fme edimine ayk\u0131r\u0131 davran\u0131lmas\u0131 halinde; zarar\u0131n kar\u015f\u0131lanmas\u0131 amac\u0131 sa\u011flan\u0131r. Bu tip akreditifin kullan\u0131lmas\u0131 taraflar\u0131 s\u00f6zle\u015fmeye uygun davranmaya zorlayacakt\u0131r. Ayr\u0131ca; zarar\u0131n olu\u015fmas\u0131 halinde de dava, tahkim vs yollarda alacak takibi yapmaya gerek kalmadan zarar bedeli do\u011frudan tahsil edilebilecektir.<\/p>\n\n\n\n
Teminat Akreditifi ile Ticari akreditif aras\u0131ndaki fark nedir?<\/strong><\/h3>\n\n\n\nTicari akreditif al\u0131c\u0131 veya i\u015fveren talimat\u0131 ile sat\u0131c\u0131 veya m\u00fcteahhit lehine a\u00e7\u0131l\u0131rken, garanti akreditifi sat\u0131c\u0131 veya m\u00fcteahhit emriyle al\u0131c\u0131 veya i\u015fveren emrine a\u00e7\u0131l\u0131r.6<\/sup><\/p>\n\n\n\nTicari akreditifler sadece mal al\u0131m\u0131na y\u00f6nelik a\u00e7\u0131lmakta, akreditif \u015fartlar\u0131na uyulmas\u0131 ve bunun belgelerle kan\u0131tlanmas\u0131 halinde lehdara \u00f6deme g\u00fcvencesi verir. Teminatl\u0131 akreditif (stanby L\/C) ise her t\u00fcrl\u00fc mal, hizmet, \u00f6deme garanti konusunu kapsar.<\/p>\n\n\n\n
Ticari akreditifte; amir banka, s\u00f6zle\u015fme ile belirlenen taahh\u00fcd\u00fcn yerine getirildi\u011finin yani mal\u0131n sevk edildi\u011finin veya hizmetin yap\u0131ld\u0131\u011f\u0131n\u0131n fatura, ta\u015f\u0131ma belgesi vs ile belgelenmesi halinde lehdara \u00f6demede bulunur. Teminat akreditifinde ise taahh\u00fcd\u00fcn yerine<\/strong> getirilmemesi<\/em><\/strong><\/u><\/em><\/strong> \u00fczerine lehdar\u0131n u\u011frad\u0131\u011f\u0131 zarar\u0131 telafi etmek maksad\u0131 ile ve yine lehtar taraf\u0131ndan bunu ispata y\u00f6nelik d\u00fczenlenen belge ibraz\u0131 kar\u015f\u0131l\u0131\u011f\u0131nda lehdara \u00f6deme yapmay\u0131 taahh\u00fct etmektedir.7<\/sup> Risk bak\u0131m\u0131ndan de\u011ferlendirilme yap\u0131ld\u0131\u011f\u0131nda ise; ticari akreditifte, mal\u0131n sevki fatura, mal\u0131n y\u00fcklendi\u011fini g\u00f6steren belge ile teminat konusu risk minimuma iner. Teminat akreditifinde ise \u00f6demeler lehtar\u0131n yaz\u0131l\u0131 talebi \u00fczerine ve 3. Ki\u015filer taraf\u0131ndan d\u00fczenlenen kopya belge ile yap\u0131laca\u011f\u0131ndan risk i\u00e7erebilir.8<\/sup><\/p>\n\n\n\nBu durumda; bankan\u0131n i\u015fin yap\u0131lmad\u0131\u011f\u0131n\u0131 do\u011frudan denetleme imkan\u0131 yoktur, sadece kendisine ibraz edilen belge kar\u015f\u0131l\u0131\u011f\u0131nda taahh\u00fcd\u00fcn yerine getirilmedi\u011fini belge \u00fczerinden inceler ve belge \u00fczerinde teminat\u0131 lehtara verir. Bankan\u0131n yetkisinin s\u0131n\u0131rl\u0131 oldu\u011fu ve yorum yapma yetkisinin olmad\u0131\u011f\u0131 sadece belge \u00fczerinden inceleme yaparak \u00f6deme yapaca\u011f\u0131 unutulmamal\u0131d\u0131r. Ancak mahkeme karar\u0131 ile amir banka itirazda bulunabilir.<\/p>\n\n\n\n
Tam ters durumda ise; taraflar birbirlerinin taahh\u00fctlerini akreditif \u00e7er\u00e7evesinde yerine getirdi ise; bu halde de bloke edilen teminat\u0131n geri d\u00f6nmesi gereklidir. Tabi en \u00e7ok tart\u0131\u015f\u0131lan konulardan biri de akreditifin a\u00e7\u0131lmas\u0131ndan kapanmas\u0131na kadar ge\u00e7en s\u00fcre zarf\u0131ndaki faiz kayb\u0131d\u0131r. Bu kapsamda ise; bankalar d\u00fczenledikleri teminat mektubu kar\u015f\u0131l\u0131\u011f\u0131nda komisyon al\u0131rlar ancak; teminat bedelinin \u00f6denmesi gerekir ise de bu halde bir para alaca\u011f\u0131 do\u011faca\u011f\u0131ndan banka bunu kredi gibi de\u011ferlendirip FA\u0130Z\u0130 ile birlikte geri alma y\u00f6ntemine ba\u015fvurabilir.<\/p>\n\n\n\n
Teminat Akreditifi ile Teminat Mektubu ayn\u0131 m\u0131d\u0131r?<\/strong><\/h3>\n\n\n\nHer iki y\u00f6ntem de ama\u00e7lar\u0131 bak\u0131m\u0131ndan ayn\u0131 olmakla beraber; usul bak\u0131m\u0131ndan farkl\u0131l\u0131klar ta\u015f\u0131maktad\u0131r.<\/p>\n\n\n\n
\u00d6ncelikle birka\u00e7 benzer noktas\u0131ndan bahsetmekte fayda vard\u0131r:<\/p>\n\n\n\n
- Her ikisinde de belirli bir risk garanti edilmektedir.<\/li>
- Garanti edilen risk kapsam\u0131 d\u0131\u015f\u0131nda kalan zararlardan banka sorumlu de\u011fildir bu sebeple bankadan talep edilmesi m\u00fcmk\u00fcn de\u011fildir.<\/li>
- Garanti belirli bir limit dahilindedir yani ucu a\u00e7\u0131k yorumlamay\u0131 gerektirir bir limit konulamaz<\/li>
- Ba\u011f\u0131ms\u0131z bir bor\u00e7 y\u00fcklenilmesi durumu s\u00f6z konusudur. Taraflar\u0131n ticari ili\u015fkilerinin mahiyeti ile teminat birbirinden farkl\u0131 olarak de\u011ferlendirilir.<\/li>
- Pek az g\u00f6r\u00fclmekle birlikte bankan\u0131n kendine ait defileri ileri s\u00fcrerek \u00f6deme yapmamas\u0131 m\u00fcmk\u00fcnd\u00fcr.9<\/sup><\/li><\/ol>\n\n\n\n
Farkl\u0131l\u0131klar ise ibraz edilen belgeden hareketle olu\u015fmaktad\u0131r.<\/p>\n\n\n\n
Teminat mektubu, bor\u00e7lu edimini yerine getirmezse muhatab\u0131n zarar\u0131n\u0131 telafi etmek amac\u0131yla garant\u00f6r taraf\u0131ndan d\u00fczenlenerek muhataba teslim edilen bir taahh\u00fctt\u00fcr. Teknik olarak; teminat mektubunu d\u00fczenleyen banka taraf\u0131ndan KO\u015eULSUZ ve \u015eARTSIZ muhatab\u0131n ilk yaz\u0131l\u0131 talebinde \u00f6denece\u011fi kayd\u0131n\u0131 i\u00e7erir.10<\/sup><\/p>\n\n\n\nTeminat mektubu da ayn\u0131 teminat akreditifinde oldu\u011fu gibi \u015fartl\u0131 garanti mektubu olarak da d\u00fczenlenebilir. Ancak uygulamada bu y\u00f6ntem; teminat akreditifine \u00e7evrilmektedir.<\/p>\n\n\n\n
Teminat akreditifi de benzer bi\u00e7imde, bor\u00e7lunun edimini yerine getirmeme durumu g\u00f6zetilerek<\/strong>, lehine akreditif d\u00fczenlenen taraf\u0131n zarar\u0131n\u0131 telafi etmek \u00fczere garant\u00f6r taraf\u0131ndan d\u00fczenlenerek akreditif lehdar\u0131na iletilen bir taahh\u00fctt\u00fcr. Duruma ili\u015fkin yani \u015farta ili\u015fkin belge ibraz\u0131na ili\u015fkin muhatab\u0131n yapaca\u011f\u0131 ba\u015fvuru ile \u00f6deme alaca\u011f\u0131n\u0131 i\u00e7eren teminat \u015fartl\u0131 garanti mektubu\/stanby L\/C gibi isimlerle adland\u0131r\u0131l\u0131r.<\/p>\n\n\n\nSonu\u00e7 olarak; \u015farta ba\u011fl\u0131 teminatl\u0131 akreditif, uygulamada b\u00fcy\u00fck boyutlu projelerde, ihalelerde ve d\u0131\u015f ticarette s\u0131kl\u0131kla uygulanmakta olan bir y\u00f6ntemdir. \u00d6zellikle d\u0131\u015f ticarete yeni ba\u015flayan veya taraflar\u0131n birbirlerini tan\u0131mad\u0131klar\u0131 hallerde teminat mektubu, \u015fartl\u0131 garanti mektubu veya teminat akreditifi; hem hukuki bir bask\u0131 olu\u015fturacak hem de s\u00f6zle\u015fmeye uygun davranma gereklili\u011fi hususunu ortaya \u00e7\u0131karacakt\u0131r.<\/p>\n<\/div><\/article><\/a>Two key elements that keep customers coming to you<\/h1><\/a>Wednesday November 3rd, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>\nThe aim of every company in the market is to sell its product, to sell its product to every company it meets or even does not meet. Although this is not very possible in practice, there are two main factors that increase the customer’s tendency to prefer you, let’s examine them together.<\/p>\n\n\n\n
Every company’s sales and marketing strategies are different; While some highlight the features of the product, some offer discounts, while some send samples, some offer extra quality.<\/p>\n\n\n\n
The first thing we need to do is to ask ourselves the following question: “Why would the customer buy my product?” In other words, before trying to sell our product, it is necessary to understand why the customer buys.<\/p>\n\n\n\n
So how does the customer decide?<\/strong><\/p>\n\n\n\nIf you aim to easily sell a product and create your own customer portfolio, you must first create a cost advantage, and secondly, differentiate.<\/p>\n\n\n\n
The first concept that customers and even sellers often focus on is cost. The customer tends to prefer the product where he can obtain it at a lower cost. The seller, on the other hand, will prefer to produce where and how he can produce cheaper. In the meantime, the companies that provide the balance and create a cost advantage will be the winners.<\/p>\n\n\n\n
If we can reduce our cost, we will be preferable to the customer, this should not be perceived as just reducing the price. As we all know, price competition has no end, and as I said before, cost is not just about price.<\/p>\n\n\n\n
Producing better quality products, offering products that will be used for a longer time, deteriorate less and cost less to our customers also shows that we create a cost advantage.<\/p>\n\n\n\n
Offering a better product means creating opportunity costs.<\/p>\n\n\n\n
Another way to be preferred by the customer is to be different.<\/p>\n\n\n\n
We may charge our customer a higher price by offering a different product. The difference between our product and the products on the market can also enable us to market it more easily.<\/p>\n\n\n\n
So how can we differ? We have three keywords in this regard: Brand, R&D and Boutique Production.<\/p>\n\n\n\n
Brand equals trust, gives commitment to the customer for quality and continuity. A firm that proves its quality will not be affected by price competition and will be preferred even if it offers a higher price.<\/p>\n\n\n\n
To make our product preferable. We must make it unique by entering the R&D, research-development process. Developing our product by listening to customer demands and following the trends in the market gives us an advantage.<\/p>\n\n\n\n
We can say that another state of differentiation in recent years is realized through boutique production.<\/p>\n\n\n\n
Today, consumers accept to pay a higher price for a product that they will only have instead of buying a cheap product. We can say that tailor-made production is among the market trends.<\/p>\n\n\n\n
If you want to make a difference and be preferred by creating your own customer portfolio, contact us.<\/p>\n\n\n\n
Makes a difference in exports with Daphne Consultant!<\/p>\n<\/div><\/article><\/a>Why is Determination of Target Market in Export Important?<\/h1><\/a>Wednesday November 3rd, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>\nI witness that many companies in export are looking for customers instead of determining a target market. For
companies prioritize sales over marketing. Selling is a result of marketing
They forget to focus on sales. Just like many people focus only on the result rather than the process.
Companies that give priority to sales, instead of determining the target country(s), try to meet the demands they find.
making an effort. Without understanding the dynamics of countries and without considering cultural differences,
Many of the offers made by offering a price to the request also result in negative results. This is how you get results
I’ve also come across companies that state that. On the other hand, these companies cannot work with those customers for a very long time.
I see.
Why is target country\/market identification so important? Let’s go through the items:
Market Entry<\/strong>
Determining the target country is very important for market entry. With the neighbor effect, some companies are shrinking or
I see you are trying to enter low volume countries. Doing target market study
very important in this regard. It will be easier for you to enter growing markets. Increasing the import
In countries, both volume increases and new importers are formed. In addition to imports, Turkey’s
I suggest you to examine the amount of exports in the market and the increase in exports.
Focusing<\/strong>
Focusing on one or a few target countries rather than pursuing demands in different countries
concentrates our energy and attention on those countries. In this way, more information about those countries
we will have. With this knowledge, you can better understand the needs and habits of buyers.
We increase our chances of meeting.
Product Standards<\/strong>
Different countries may require different standards for your product. Responding to every request of many countries
meeting the standards in those countries by giving priority to some countries instead of trying to give
It will be healthier in terms of customer satisfaction and production cost.
The electrical appliance to be sold in Italy and the electrical appliance to be sold in the UK market
In case the plugs are different.
Packaging<\/strong>
The packaging habits of each country may also be different. Europe where individuality is intense
In countries of the Middle East, food packages are in smaller packages, while in Middle Eastern countries, family-size packages<\/p>\n\n\n\nyou may need to do. Trying to respond to every need of every country at the same time
can increase your costs significantly.
You need to know the consumer habits in the target country. When packing by gram in Europe
You have to weigh in oz to the USA.
Palette<\/strong>
You may need to use different pallets due to door sizes in countries. different for each country
Trying to acquire pallets will increase costs. Also, pallets
Its placement inside the container\/truck is also an issue that you need to think about. On first downloads
There have been uploads that I have witnessed to have too much free space in the vehicles.
Banking\/Money Transfer<\/strong>
An issue that is as important as selling in exports is getting the payment, that is, the money itself.
to see in your account. The banking system in the countries you will export to is very important in this respect.
important. You may need to export to some countries only by letter of credit. By specifying the target country
You can prepare for these issues in advance.
I would like to remind you again that export is a process. This is the way to set your goal.
That’s why it’s so important. Maybe you can use different routes on the road after you set a destination, but
For this, you need to set your goal.
I wish you many months of achieving your goals.<\/p>\n<\/div><\/article><\/a>\u0130hracatta Hedef Pazar Tespiti Neden \u00d6nemli?<\/h1><\/a>Sunday October 24th, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>\n\u0130hracatta Hedef Pazar Tespiti Neden \u00d6nemli?<\/p>\n\n\n\n
Genel<\/a>, ihracat<\/a>, pazar ara\u015ft\u0131rmas\u0131<\/a><\/p>\n\n\n\n\u0130hracatta bir\u00e7ok firman\u0131n hedef pazar belirlemek yerine m\u00fc\u015fteri arad\u0131\u011f\u0131na \u015fahit oluyorum. Zira firmalar pazarlama yerine sat\u0131\u015f\u0131 \u00f6nceliklendiriyor. Sat\u0131\u015f\u0131n, pazarlaman\u0131n bir sonucu oldu\u011funu unutarak sat\u0131\u015fa odaklan\u0131yorlar. T\u0131pk\u0131 bir\u00e7ok ki\u015finin s\u00fcre\u00e7 yerine sadece sonuca odaklanmas\u0131 gibi.<\/p>\n\n\n\n
Sat\u0131\u015fa \u00f6ncelik veren firmalar hedef \u00fclke(ler) belirlemek yerine buldu\u011fu talepleri kar\u015f\u0131lamak ad\u0131na \u00e7aba g\u00f6steriyor. \u00dclkelerin dinamiklerini anlamadan ve k\u00fclt\u00fcrel farkl\u0131l\u0131klar\u0131 dikkate almadan sadece talebe fiyat sunarak yap\u0131lan tekliflerin bir\u00e7o\u011fu da olumsuz sonu\u00e7lan\u0131yor. Bu \u015fekilde sonu\u00e7 ald\u0131\u011f\u0131n\u0131 belirten firmalara da rastlad\u0131m. Bu firmalar\u0131n ise o m\u00fc\u015fteriler ile \u00e7ok uzun soluklu \u00e7al\u0131\u015famad\u0131\u011f\u0131n\u0131 g\u00f6r\u00fcyorum. <\/p>\n\n\n\n
Hedef \u00fclke\/pazar tespiti neden bu kadar \u00f6nemli? Maddeler \u00fczerinden ilerleyelim:<\/p>\n\n\n\n
Pazara Giri\u015f<\/p>\n\n\n\n
Hedef \u00fclkeyi belirlemek pazara giri\u015f i\u00e7in \u00e7ok \u00f6nemli. Kom\u015fu etkisi<\/a> ile baz\u0131 firmalar\u0131n k\u00fc\u00e7\u00fclen veya d\u00fc\u015f\u00fck hacimli \u00fclkelere giri\u015f yapmaya \u00e7al\u0131\u015ft\u0131\u011f\u0131n\u0131 g\u00f6r\u00fcyorum. Hedef pazar \u00e7al\u0131\u015fmas\u0131 yapmak bu bak\u0131mdan \u00e7ok \u00f6nemli. B\u00fcy\u00fcyen pazarlara girmek sizin i\u00e7in daha kolay olacakt\u0131r. \u0130thalat\u0131n\u0131 art\u0131ran \u00fclkelerde hem hacim artar hem de yeni ithalat\u00e7\u0131lar olu\u015fur. \u0130thalat\u0131n yan\u0131 s\u0131ra T\u00fcrkiye\u2019nin o pazardaki ihracat miktar\u0131n\u0131 ve ihracat art\u0131\u015f\u0131n\u0131 da incelemenizi \u00f6neririm. <\/p>\n\n\n\nOdaklanma<\/p>\n\n\n\n
Farkl\u0131 \u00fclkelerdeki talepler pe\u015finde ko\u015fmak yerine bir veya birka\u00e7 hedef \u00fclkeye odaklanmak enerjimizi ve dikkatimizi o \u00fclkelere yo\u011funla\u015ft\u0131r\u0131r. Bu sayede o \u00fclkeler hakk\u0131nda daha fazla bilgiye sahip oluruz. Bu bilgi sayesinde de al\u0131c\u0131lar\u0131n ihtiya\u00e7lar\u0131n\u0131 ve al\u0131\u015fkanlar\u0131n\u0131 daha iyi anlayarak kar\u015f\u0131lama ihtimalimizi art\u0131r\u0131r\u0131z.<\/p>\n\n\n\n
\u00dcr\u00fcn Standartlar\u0131<\/p>\n\n\n\n
\u00dcr\u00fcn\u00fcn\u00fcz i\u00e7in farkl\u0131 \u00fclkelerde farkl\u0131 standartlar gerekebilir. Bir\u00e7ok \u00fclkenin her talebine cevap vermeye \u00e7al\u0131\u015fmak yerine baz\u0131 \u00fclkelere \u00f6ncelik vererek o \u00fclkelerdeki standartlar\u0131 kar\u015f\u0131lamak hem m\u00fc\u015fteri tatmini bak\u0131m\u0131ndan hem de \u00fcretim maliyeti bak\u0131m\u0131ndan daha sa\u011fl\u0131kl\u0131 olacakt\u0131r.<\/p>\n\n\n\n
\u0130talya\u2019da sat\u0131lacak olan elektrikli cihaz ile \u0130ngiltere pazar\u0131nda sat\u0131lacak olan elektrikli cihazlar\u0131n fi\u015fleri farkl\u0131 olmak durumunda.<\/p>\n\n\n\n
Paketleme<\/p>\n\n\n\n
Her \u00fclkenin paketleme al\u0131\u015fkanl\u0131klar\u0131 da farkl\u0131 olabilir. Bireyselli\u011fin yo\u011fun oldu\u011fu Avrupa \u00fclkelerinde g\u0131da paketleri daha k\u00fc\u00e7\u00fck ambalajlarda iken Ortado\u011fu \u00fclkelerinde aile boyu paketler yapman\u0131z gerekebilir. Her \u00fclkenin her ihtiyac\u0131na ayn\u0131 anda cevap vermeye \u00e7al\u0131\u015fmak maliyetlerinizi ciddi oranda art\u0131rabilir.<\/p>\n\n\n\n
Hedef \u00fclkedeki t\u00fcketici al\u0131\u015fkanl\u0131klar\u0131n\u0131 bilmeniz gerekiyor. Avrupa\u2019da gram ile paketleme yaparken ABD\u2019ye oz olarak tart\u0131m yapman\u0131z gerekmekte.<\/p>\n\n\n\n
Palet<\/p>\n\n\n\n
\u00dclkelerdeki kap\u0131 ebatlar\u0131 sebebiyle farkl\u0131 paletler kullanman\u0131z gerekebilir. Her \u00fclke i\u00e7in farkl\u0131 paletler edinmeye \u00e7al\u0131\u015fmak maliyetleri art\u0131r\u0131c\u0131 bir unsur olacakt\u0131r. Ayn\u0131 zamanda paletlerin konteyner\/kamyon i\u00e7ine yerle\u015fimi de \u00fczerinde d\u00fc\u015f\u00fcnmeniz gereken bir konu. \u0130lk y\u00fcklemelerde ara\u00e7lardaki bo\u015f alan\u0131n fazla oldu\u011funa \u015fahit oldu\u011fum y\u00fcklemeler oldu.<\/p>\n\n\n\n
Bankac\u0131l\u0131k\/Para Transferi<\/p>\n\n\n\n
\u0130hracatta sat\u0131\u015f yapmak kadar \u00f6nemli olan bir konu da \u00f6demeyi almak yani paray\u0131 kendi hesab\u0131n\u0131zda g\u00f6rebilmek. \u0130hracat yapaca\u011f\u0131n\u0131z \u00fclkelerdeki bankac\u0131l\u0131k sistemi bu bak\u0131mdan \u00e7ok \u00f6nemli. Baz\u0131 \u00fclkelere sadece akreditif ile ihracat yapman\u0131z gerekebilir. Hedef \u00fclkeyi belirleyerek bu konulara \u00f6ncesinde haz\u0131rlanabilirsiniz.<\/p>\n\n\n\n
\u0130hracat\u0131n bir s\u00fcre\u00e7 oldu\u011funu tekrar hat\u0131rlatmak isterim. Hedefinizi belirleyerek yola \u00e7\u0131kmak bu y\u00fczden \u00e7ok \u00f6nemli. Hedef belirledikten sonra yol \u00fczerinde farkl\u0131 rotalar\u0131 kullanabilirsiniz belki ama bunun i\u00e7in hedefinizi belirlemeniz gerekiyor. <\/p>\n\n\n\n
Hedeflerinizi ger\u00e7ekle\u015ftirdi\u011finiz aylar dilerim.<\/p>\n\n\n\n
Filiz ilci<\/p>\n\n\n\n
M\u00fc\u015fterilerin size gelmesini sa\u011flayan iki temel unsur<\/strong><\/strong><\/h1>\n\n\n\nPazarda bulunan her firman\u0131n amac\u0131 \u00fcr\u00fcn\u00fcn\u00fc satmak, g\u00f6r\u00fc\u015ft\u00fc\u011f\u00fc hatta g\u00f6r\u00fc\u015fmedi\u011fi her firmaya \u00fcr\u00fcn\u00fcn\u00fc satmak. Bu pratikte \u00e7ok m\u00fcmk\u00fcn olmasa da m\u00fc\u015fterinin sizi tercih etme e\u011filimini artt\u0131ran iki temel unsur var, birlikte inceleyelim.<\/p>\n\n\n\n
Her firman\u0131n sat\u0131\u015f ve pazarlama stratejileri farkl\u0131; kimi \u00fcr\u00fcn\u00fcn \u00f6zelliklerini \u00f6n plana \u00e7\u0131kar\u0131rken kimi iskonto yapar, kimi numune yollarken kimi ekstra kalite sunar.<\/p>\n\n\n\n
En ba\u015fta yapmam\u0131z gereken \u015fey kendimize \u015fu soruyu sormak: \u2018\u2019M\u00fc\u015fteri neden benim \u00fcr\u00fcn\u00fcm\u00fc sat\u0131n als\u0131n?\u2019\u2019 Yani \u00fcr\u00fcn\u00fcm\u00fcz\u00fc satmaya \u00e7al\u0131\u015fmadan \u00f6nce m\u00fc\u015fterinin neden sat\u0131n ald\u0131\u011f\u0131n\u0131 anlamak gerekiyor.<\/p>\n\n\n\n
Peki m\u00fc\u015fteri neye g\u00f6re karar veriyor?<\/p>\n\n\n\n
Bir \u00fcr\u00fcn\u00fc kolayl\u0131kla satmay\u0131 ve kendi m\u00fc\u015fteri portf\u00f6y\u00fcn\u00fcz\u00fc olu\u015fturmay\u0131 hedefliyorsan\u0131z ilk olarak maliyet avantaj\u0131 olu\u015fturmal\u0131s\u0131n\u0131z, ikinci olarak da farkl\u0131la\u015fmal\u0131s\u0131n\u0131z.<\/p>\n\n\n\n
M\u00fc\u015fterinin ve hatta sat\u0131c\u0131lar\u0131n \u00e7o\u011funlukla odakland\u0131\u011f\u0131 ilk kavram maliyet. M\u00fc\u015fteri, \u00fcr\u00fcn\u00fc nerede daha d\u00fc\u015f\u00fck bir maliyet ile elde edebiliyor ise onu tercih etme e\u011filimindedir. Sat\u0131c\u0131 ise nerede ve nas\u0131l daha ucuz \u00fcretim sa\u011flayabiliyorsa o \u015fekilde \u00fcretimi ger\u00e7ekle\u015ftirmeyi tercih edecektir. Bu arada dengeyi sa\u011flay\u0131p, maliyet avantaj\u0131 olu\u015fturan firmalar kazananlar olacakt\u0131r.<\/p>\n\n\n\n
Maliyetimizi azaltabilirsek m\u00fc\u015fteri i\u00e7in tercih edilir oluyoruz, bu sadece fiyat\u0131 d\u00fc\u015f\u00fcrmek olarak alg\u0131lanmamal\u0131. Hepimizin bildi\u011fi \u00fczere fiyat rekabetinin sonu yoktur keza daha \u00f6nce de s\u00f6yledi\u011fim gibi maliyet sadece fiyatla alakal\u0131 de\u011fildir.<\/p>\n\n\n\n
Daha kaliteli \u00fcr\u00fcnler \u00fcreterek, daha uzun s\u00fcre kullan\u0131lacak, daha az bozulup, m\u00fc\u015fterimize daha az masraf \u00e7\u0131karacak \u00fcr\u00fcnler sunmak da maliyet avantaj\u0131 olu\u015fturdu\u011fumuzu g\u00f6sterir.<\/p>\n\n\n\n
Daha iyi bir \u00fcr\u00fcn sunmak, f\u0131rsat maliyeti yaratmak demektir.<\/p>\n\n\n\n
M\u00fc\u015fteri i\u00e7in tercih sebebi olman\u0131n bir di\u011fer yolu da farkl\u0131la\u015fmakt\u0131r.<\/p>\n\n\n\n
Farkl\u0131 bir \u00fcr\u00fcn sunarak m\u00fc\u015fterimizden daha y\u00fcksek bir fiyat talep edebiliriz. \u00dcr\u00fcn\u00fcm\u00fcz\u00fcn, piyasadaki \u00fcr\u00fcnlerle aras\u0131nda fark olmas\u0131 daha kolay bir \u015fekilde pazarlamam\u0131z\u0131 da sa\u011flayabilir.<\/p>\n\n\n\n
Peki nas\u0131l farkl\u0131la\u015fabiliriz? Bu konuda \u00fc\u00e7 anahtar kelimemiz var: Marka, Ar-ge ve Butik \u00dcretim.<\/p>\n\n\n\n
Marka e\u015fittir g\u00fcven demektir, m\u00fc\u015fteriye kalite ve s\u00fcreklilik i\u00e7in tahatt\u00fct verir. Kalitesini kan\u0131tlayan bir firma fiyat rekabetinden etkilenmeyecek, daha y\u00fcksek bir fiyat sunsa dahi tercih edilir olacakt\u0131r.<\/p>\n<\/div><\/article><\/a>M\u00fc\u015fterilerin size gelmesini sa\u011flayan iki temel unsur<\/h1><\/a>
Amir Banka:<\/strong> Amirin talimatlar\u0131 do\u011frultusunda akreditifi a\u00e7an ve \u00f6deme taahh\u00fcd\u00fcnde bulunan bankad\u0131r. Akreditif \u015fartlar\u0131n\u0131n yerine getirilmesi kayd\u0131yla, kesin \u00f6deme taahh\u00fcd\u00fcne girmektedir.<\/p>\n\n\n\n Lehtar:<\/strong> Lehine Akreditif a\u00e7\u0131lan sat\u0131c\u0131d\u0131r. Akreditif \u015fartlar\u0131nda belirlenen ko\u015fullara uymas\u0131 halinde, Akreditif kapsam\u0131nda kendisine \u00f6deme yap\u0131l\u0131r veya \u00f6deme taahh\u00fcd\u00fc alt\u0131na girilir.<\/p>\n\n\n\n Lehtar Bankas\u0131:<\/strong>A\u00e7\u0131lan Akreditif\u2019i lehdara ihbar eden banka, ihracat\u00e7\u0131n\u0131n bankas\u0131d\u0131r. \u0130hracat\u00e7\u0131n\u0131n talep etti\u011fi durumlarda Akreditif\u2019e teyit ekleyebilir. D\u0131\u015f Ticarette kar\u015f\u0131la\u015f\u0131lan en \u00f6nemli risklerden biri; taahh\u00fct edilen mal\u0131n s\u00f6zle\u015fmede belirtilen miktar, cins ve kalitede olmama veyahut bedelin \u00f6denmemesidir. Taraflar\u0131n genellikle ta\u015f\u0131ma ve sigorta masraflar\u0131 gibi maliyetleri d\u00fc\u015f\u00fck tutup kar oran\u0131n\u0131 art\u0131rma e\u011filimi oldu\u011fu g\u00f6zlenmektedir. \u0130\u00e7 piyasada riskler teminat mektuplar\u0131, garanti teminatlar\u0131 gibi hususlarla \u00e7\u00f6z\u00fclebilirken; uluslararas\u0131 piyasalarda sistem ba\u015fka y\u00f6nlere kaym\u0131\u015ft\u0131r.<\/p>\n\n\n\n Uluslararas\u0131 ticarette, teminat mektubu ve garanti mektuplar\u0131 da kullan\u0131labilmekte iken; uygulamada kar\u015f\u0131la\u015f\u0131lan sistem AKRED\u0130T\u0130F’in bizatihi kendisidir. ABD1<\/sup> ve Japonya gibi \u00fclkelerde bankalar\u0131n yurt d\u0131\u015f\u0131na teminat mektubu, garanti mektubu vermeleri yasaklanm\u0131\u015f oldu\u011fundan; teminat ihtiyac\u0131 TEM\u0130NAT AKRED\u0130T\u0130FLER\u0130 (Stand-by Letter of Credit)<\/strong> ile giderilmeye \u00e7al\u0131\u015f\u0131lm\u0131\u015ft\u0131r.2<\/sup> Bu uygulama d\u00fcnya ticaretine de benzer bi\u00e7imde yans\u0131m\u0131\u015ft\u0131r.3<\/sup><\/p>\n\n\n\n \u00d6deme garantisine benzer bir i\u015fleve sahiptir. Nitelik olarak \u00fc\u00e7\u00fcnc\u00fc \u015fah\u0131sla yap\u0131lan s\u00f6zle\u015fmenin yerine getirilmemesi halinde \u00f6demede bulunulaca\u011f\u0131n\u0131 teyit eden akreditiftir. Akreditifi a\u00e7an banka \u00fc\u00e7\u00fcnc\u00fc \u015fah\u0131s ad\u0131na lehtara garanti vermektedir. Ancak \u00f6nemli olan husus ise \u00f6demenin hangi olgunun ger\u00e7ekle\u015fmemesi konusunun kesin ve net olmas\u0131d\u0131r.4<\/sup> 1000 maddelik bir s\u00f6zle\u015fme sunup, s\u00f6zle\u015fmenin ihlal edilip edilmedi\u011fi yarg\u0131 merciince belirlenecek biz vaziyete b\u0131rak\u0131lm\u0131\u015fsa o halde bu akreditiften istenilen fayda elde edilemeyecektir. Bu akreditif t\u00fcr\u00fc \u00f6zellikli bir t\u00fcr oldu\u011fundan dolay\u0131 mal al\u0131m sat\u0131m\u0131na ba\u011fl\u0131 i\u015flerden \u00e7ok hizmet yahut belirli bir i\u015flerin yerine getirilmesi ya da getirilmemesi halinde kullan\u0131l\u0131r.<\/p>\n\n\n\n T\u00fcr olarak; teminat mektubu vasf\u0131ndad\u0131r. Ayr\u0131ca; ba\u011f\u0131ms\u0131zl\u0131k vasf\u0131 mevcuttur. Yani; aradaki ili\u015fki ve y\u00fck\u00fcml\u00fcl\u00fcklerden hari\u00e7 olarak akreditif alt\u0131nda g\u00f6sterilmesi gereken belge ibraz\u0131 ile \u00f6demenin yap\u0131lmas\u0131 hususunu i\u00e7ermektedir.<\/p>\n\n\n\n \u0130n\u015faat s\u00f6zle\u015fmeleri sebebi ile bu akreditif s\u0131k kullan\u0131l\u0131r. Ayr\u0131ca para ve sermaye piyasalar\u0131nda da yap\u0131lan i\u015flemlere taahh\u00fct olu\u015fturmak i\u00e7in de kullan\u0131ld\u0131\u011f\u0131 alanlar mevcuttur.<\/p>\n\n\n\n Yarg\u0131tay karar\u0131nda, “Stand-by akreditif uzun vadeli al\u0131\u015fveri\u015fler, b\u00fcy\u00fck i\u015f akitleri ve bor\u00e7lanmalar gibi konularda kullan\u0131lan bir \u00e7e\u015fit teminat mektubudur. Banka teminat mektubunu akreditif olarak d\u00fczenleyip i\u015flemleri bu \u015fekilde g\u00fcvence alt\u0131na almaktad\u0131r. Ancak stand-by akreditif normal akreditiften farkl\u0131 olup bu akreditifte edimin ifa edilmemesi \u00fczerine \u00f6deme yap\u0131l\u0131r.\u201f olarak ge\u00e7mektedir.5<\/sup><\/p>\n\n\n\n S\u00f6zle\u015fme edimine ayk\u0131r\u0131 davran\u0131lmas\u0131 halinde; zarar\u0131n kar\u015f\u0131lanmas\u0131 amac\u0131 sa\u011flan\u0131r. Bu tip akreditifin kullan\u0131lmas\u0131 taraflar\u0131 s\u00f6zle\u015fmeye uygun davranmaya zorlayacakt\u0131r. Ayr\u0131ca; zarar\u0131n olu\u015fmas\u0131 halinde de dava, tahkim vs yollarda alacak takibi yapmaya gerek kalmadan zarar bedeli do\u011frudan tahsil edilebilecektir.<\/p>\n\n\n\n Ticari akreditif al\u0131c\u0131 veya i\u015fveren talimat\u0131 ile sat\u0131c\u0131 veya m\u00fcteahhit lehine a\u00e7\u0131l\u0131rken, garanti akreditifi sat\u0131c\u0131 veya m\u00fcteahhit emriyle al\u0131c\u0131 veya i\u015fveren emrine a\u00e7\u0131l\u0131r.6<\/sup><\/p>\n\n\n\n Ticari akreditifler sadece mal al\u0131m\u0131na y\u00f6nelik a\u00e7\u0131lmakta, akreditif \u015fartlar\u0131na uyulmas\u0131 ve bunun belgelerle kan\u0131tlanmas\u0131 halinde lehdara \u00f6deme g\u00fcvencesi verir. Teminatl\u0131 akreditif (stanby L\/C) ise her t\u00fcrl\u00fc mal, hizmet, \u00f6deme garanti konusunu kapsar.<\/p>\n\n\n\n Ticari akreditifte; amir banka, s\u00f6zle\u015fme ile belirlenen taahh\u00fcd\u00fcn yerine getirildi\u011finin yani mal\u0131n sevk edildi\u011finin veya hizmetin yap\u0131ld\u0131\u011f\u0131n\u0131n fatura, ta\u015f\u0131ma belgesi vs ile belgelenmesi halinde lehdara \u00f6demede bulunur. Teminat akreditifinde ise taahh\u00fcd\u00fcn yerine<\/strong> getirilmemesi<\/em><\/strong><\/u><\/em><\/strong> \u00fczerine lehdar\u0131n u\u011frad\u0131\u011f\u0131 zarar\u0131 telafi etmek maksad\u0131 ile ve yine lehtar taraf\u0131ndan bunu ispata y\u00f6nelik d\u00fczenlenen belge ibraz\u0131 kar\u015f\u0131l\u0131\u011f\u0131nda lehdara \u00f6deme yapmay\u0131 taahh\u00fct etmektedir.7<\/sup> Risk bak\u0131m\u0131ndan de\u011ferlendirilme yap\u0131ld\u0131\u011f\u0131nda ise; ticari akreditifte, mal\u0131n sevki fatura, mal\u0131n y\u00fcklendi\u011fini g\u00f6steren belge ile teminat konusu risk minimuma iner. Teminat akreditifinde ise \u00f6demeler lehtar\u0131n yaz\u0131l\u0131 talebi \u00fczerine ve 3. Ki\u015filer taraf\u0131ndan d\u00fczenlenen kopya belge ile yap\u0131laca\u011f\u0131ndan risk i\u00e7erebilir.8<\/sup><\/p>\n\n\n\n Bu durumda; bankan\u0131n i\u015fin yap\u0131lmad\u0131\u011f\u0131n\u0131 do\u011frudan denetleme imkan\u0131 yoktur, sadece kendisine ibraz edilen belge kar\u015f\u0131l\u0131\u011f\u0131nda taahh\u00fcd\u00fcn yerine getirilmedi\u011fini belge \u00fczerinden inceler ve belge \u00fczerinde teminat\u0131 lehtara verir. Bankan\u0131n yetkisinin s\u0131n\u0131rl\u0131 oldu\u011fu ve yorum yapma yetkisinin olmad\u0131\u011f\u0131 sadece belge \u00fczerinden inceleme yaparak \u00f6deme yapaca\u011f\u0131 unutulmamal\u0131d\u0131r. Ancak mahkeme karar\u0131 ile amir banka itirazda bulunabilir.<\/p>\n\n\n\n Tam ters durumda ise; taraflar birbirlerinin taahh\u00fctlerini akreditif \u00e7er\u00e7evesinde yerine getirdi ise; bu halde de bloke edilen teminat\u0131n geri d\u00f6nmesi gereklidir. Tabi en \u00e7ok tart\u0131\u015f\u0131lan konulardan biri de akreditifin a\u00e7\u0131lmas\u0131ndan kapanmas\u0131na kadar ge\u00e7en s\u00fcre zarf\u0131ndaki faiz kayb\u0131d\u0131r. Bu kapsamda ise; bankalar d\u00fczenledikleri teminat mektubu kar\u015f\u0131l\u0131\u011f\u0131nda komisyon al\u0131rlar ancak; teminat bedelinin \u00f6denmesi gerekir ise de bu halde bir para alaca\u011f\u0131 do\u011faca\u011f\u0131ndan banka bunu kredi gibi de\u011ferlendirip FA\u0130Z\u0130 ile birlikte geri alma y\u00f6ntemine ba\u015fvurabilir.<\/p>\n\n\n\n Her iki y\u00f6ntem de ama\u00e7lar\u0131 bak\u0131m\u0131ndan ayn\u0131 olmakla beraber; usul bak\u0131m\u0131ndan farkl\u0131l\u0131klar ta\u015f\u0131maktad\u0131r.<\/p>\n\n\n\n \u00d6ncelikle birka\u00e7 benzer noktas\u0131ndan bahsetmekte fayda vard\u0131r:<\/p>\n\n\n\n Farkl\u0131l\u0131klar ise ibraz edilen belgeden hareketle olu\u015fmaktad\u0131r.<\/p>\n\n\n\n Teminat mektubu, bor\u00e7lu edimini yerine getirmezse muhatab\u0131n zarar\u0131n\u0131 telafi etmek amac\u0131yla garant\u00f6r taraf\u0131ndan d\u00fczenlenerek muhataba teslim edilen bir taahh\u00fctt\u00fcr. Teknik olarak; teminat mektubunu d\u00fczenleyen banka taraf\u0131ndan KO\u015eULSUZ ve \u015eARTSIZ muhatab\u0131n ilk yaz\u0131l\u0131 talebinde \u00f6denece\u011fi kayd\u0131n\u0131 i\u00e7erir.10<\/sup><\/p>\n\n\n\n Teminat mektubu da ayn\u0131 teminat akreditifinde oldu\u011fu gibi \u015fartl\u0131 garanti mektubu olarak da d\u00fczenlenebilir. Ancak uygulamada bu y\u00f6ntem; teminat akreditifine \u00e7evrilmektedir.<\/p>\n\n\n\n Teminat akreditifi de benzer bi\u00e7imde, bor\u00e7lunun edimini yerine getirmeme durumu g\u00f6zetilerek<\/strong>, lehine akreditif d\u00fczenlenen taraf\u0131n zarar\u0131n\u0131 telafi etmek \u00fczere garant\u00f6r taraf\u0131ndan d\u00fczenlenerek akreditif lehdar\u0131na iletilen bir taahh\u00fctt\u00fcr. Duruma ili\u015fkin yani \u015farta ili\u015fkin belge ibraz\u0131na ili\u015fkin muhatab\u0131n yapaca\u011f\u0131 ba\u015fvuru ile \u00f6deme alaca\u011f\u0131n\u0131 i\u00e7eren teminat \u015fartl\u0131 garanti mektubu\/stanby L\/C gibi isimlerle adland\u0131r\u0131l\u0131r.<\/p>\n\n\n\n Sonu\u00e7 olarak; \u015farta ba\u011fl\u0131 teminatl\u0131 akreditif, uygulamada b\u00fcy\u00fck boyutlu projelerde, ihalelerde ve d\u0131\u015f ticarette s\u0131kl\u0131kla uygulanmakta olan bir y\u00f6ntemdir. \u00d6zellikle d\u0131\u015f ticarete yeni ba\u015flayan veya taraflar\u0131n birbirlerini tan\u0131mad\u0131klar\u0131 hallerde teminat mektubu, \u015fartl\u0131 garanti mektubu veya teminat akreditifi; hem hukuki bir bask\u0131 olu\u015fturacak hem de s\u00f6zle\u015fmeye uygun davranma gereklili\u011fi hususunu ortaya \u00e7\u0131karacakt\u0131r.<\/p>\n<\/div><\/article> The aim of every company in the market is to sell its product, to sell its product to every company it meets or even does not meet. Although this is not very possible in practice, there are two main factors that increase the customer’s tendency to prefer you, let’s examine them together.<\/p>\n\n\n\n Every company’s sales and marketing strategies are different; While some highlight the features of the product, some offer discounts, while some send samples, some offer extra quality.<\/p>\n\n\n\n The first thing we need to do is to ask ourselves the following question: “Why would the customer buy my product?” In other words, before trying to sell our product, it is necessary to understand why the customer buys.<\/p>\n\n\n\n So how does the customer decide?<\/strong><\/p>\n\n\n\n If you aim to easily sell a product and create your own customer portfolio, you must first create a cost advantage, and secondly, differentiate.<\/p>\n\n\n\n The first concept that customers and even sellers often focus on is cost. The customer tends to prefer the product where he can obtain it at a lower cost. The seller, on the other hand, will prefer to produce where and how he can produce cheaper. In the meantime, the companies that provide the balance and create a cost advantage will be the winners.<\/p>\n\n\n\n If we can reduce our cost, we will be preferable to the customer, this should not be perceived as just reducing the price. As we all know, price competition has no end, and as I said before, cost is not just about price.<\/p>\n\n\n\n Producing better quality products, offering products that will be used for a longer time, deteriorate less and cost less to our customers also shows that we create a cost advantage.<\/p>\n\n\n\n Offering a better product means creating opportunity costs.<\/p>\n\n\n\n Another way to be preferred by the customer is to be different.<\/p>\n\n\n\n We may charge our customer a higher price by offering a different product. The difference between our product and the products on the market can also enable us to market it more easily.<\/p>\n\n\n\n So how can we differ? We have three keywords in this regard: Brand, R&D and Boutique Production.<\/p>\n\n\n\n Brand equals trust, gives commitment to the customer for quality and continuity. A firm that proves its quality will not be affected by price competition and will be preferred even if it offers a higher price.<\/p>\n\n\n\n To make our product preferable. We must make it unique by entering the R&D, research-development process. Developing our product by listening to customer demands and following the trends in the market gives us an advantage.<\/p>\n\n\n\n We can say that another state of differentiation in recent years is realized through boutique production.<\/p>\n\n\n\n Today, consumers accept to pay a higher price for a product that they will only have instead of buying a cheap product. We can say that tailor-made production is among the market trends.<\/p>\n\n\n\n If you want to make a difference and be preferred by creating your own customer portfolio, contact us.<\/p>\n\n\n\n Makes a difference in exports with Daphne Consultant!<\/p>\n<\/div><\/article> I witness that many companies in export are looking for customers instead of determining a target market. For you may need to do. Trying to respond to every need of every country at the same time \u0130hracatta Hedef Pazar Tespiti Neden \u00d6nemli?<\/p>\n\n\n\n Genel<\/a>, ihracat<\/a>, pazar ara\u015ft\u0131rmas\u0131<\/a><\/p>\n\n\n\n \u0130hracatta bir\u00e7ok firman\u0131n hedef pazar belirlemek yerine m\u00fc\u015fteri arad\u0131\u011f\u0131na \u015fahit oluyorum. Zira firmalar pazarlama yerine sat\u0131\u015f\u0131 \u00f6nceliklendiriyor. Sat\u0131\u015f\u0131n, pazarlaman\u0131n bir sonucu oldu\u011funu unutarak sat\u0131\u015fa odaklan\u0131yorlar. T\u0131pk\u0131 bir\u00e7ok ki\u015finin s\u00fcre\u00e7 yerine sadece sonuca odaklanmas\u0131 gibi.<\/p>\n\n\n\n Sat\u0131\u015fa \u00f6ncelik veren firmalar hedef \u00fclke(ler) belirlemek yerine buldu\u011fu talepleri kar\u015f\u0131lamak ad\u0131na \u00e7aba g\u00f6steriyor. \u00dclkelerin dinamiklerini anlamadan ve k\u00fclt\u00fcrel farkl\u0131l\u0131klar\u0131 dikkate almadan sadece talebe fiyat sunarak yap\u0131lan tekliflerin bir\u00e7o\u011fu da olumsuz sonu\u00e7lan\u0131yor. Bu \u015fekilde sonu\u00e7 ald\u0131\u011f\u0131n\u0131 belirten firmalara da rastlad\u0131m. Bu firmalar\u0131n ise o m\u00fc\u015fteriler ile \u00e7ok uzun soluklu \u00e7al\u0131\u015famad\u0131\u011f\u0131n\u0131 g\u00f6r\u00fcyorum. <\/p>\n\n\n\n Hedef \u00fclke\/pazar tespiti neden bu kadar \u00f6nemli? Maddeler \u00fczerinden ilerleyelim:<\/p>\n\n\n\n Pazara Giri\u015f<\/p>\n\n\n\n Hedef \u00fclkeyi belirlemek pazara giri\u015f i\u00e7in \u00e7ok \u00f6nemli. Kom\u015fu etkisi<\/a> ile baz\u0131 firmalar\u0131n k\u00fc\u00e7\u00fclen veya d\u00fc\u015f\u00fck hacimli \u00fclkelere giri\u015f yapmaya \u00e7al\u0131\u015ft\u0131\u011f\u0131n\u0131 g\u00f6r\u00fcyorum. Hedef pazar \u00e7al\u0131\u015fmas\u0131 yapmak bu bak\u0131mdan \u00e7ok \u00f6nemli. B\u00fcy\u00fcyen pazarlara girmek sizin i\u00e7in daha kolay olacakt\u0131r. \u0130thalat\u0131n\u0131 art\u0131ran \u00fclkelerde hem hacim artar hem de yeni ithalat\u00e7\u0131lar olu\u015fur. \u0130thalat\u0131n yan\u0131 s\u0131ra T\u00fcrkiye\u2019nin o pazardaki ihracat miktar\u0131n\u0131 ve ihracat art\u0131\u015f\u0131n\u0131 da incelemenizi \u00f6neririm. <\/p>\n\n\n\n Odaklanma<\/p>\n\n\n\n Farkl\u0131 \u00fclkelerdeki talepler pe\u015finde ko\u015fmak yerine bir veya birka\u00e7 hedef \u00fclkeye odaklanmak enerjimizi ve dikkatimizi o \u00fclkelere yo\u011funla\u015ft\u0131r\u0131r. Bu sayede o \u00fclkeler hakk\u0131nda daha fazla bilgiye sahip oluruz. Bu bilgi sayesinde de al\u0131c\u0131lar\u0131n ihtiya\u00e7lar\u0131n\u0131 ve al\u0131\u015fkanlar\u0131n\u0131 daha iyi anlayarak kar\u015f\u0131lama ihtimalimizi art\u0131r\u0131r\u0131z.<\/p>\n\n\n\n \u00dcr\u00fcn Standartlar\u0131<\/p>\n\n\n\n \u00dcr\u00fcn\u00fcn\u00fcz i\u00e7in farkl\u0131 \u00fclkelerde farkl\u0131 standartlar gerekebilir. Bir\u00e7ok \u00fclkenin her talebine cevap vermeye \u00e7al\u0131\u015fmak yerine baz\u0131 \u00fclkelere \u00f6ncelik vererek o \u00fclkelerdeki standartlar\u0131 kar\u015f\u0131lamak hem m\u00fc\u015fteri tatmini bak\u0131m\u0131ndan hem de \u00fcretim maliyeti bak\u0131m\u0131ndan daha sa\u011fl\u0131kl\u0131 olacakt\u0131r.<\/p>\n\n\n\n \u0130talya\u2019da sat\u0131lacak olan elektrikli cihaz ile \u0130ngiltere pazar\u0131nda sat\u0131lacak olan elektrikli cihazlar\u0131n fi\u015fleri farkl\u0131 olmak durumunda.<\/p>\n\n\n\n Paketleme<\/p>\n\n\n\n Her \u00fclkenin paketleme al\u0131\u015fkanl\u0131klar\u0131 da farkl\u0131 olabilir. Bireyselli\u011fin yo\u011fun oldu\u011fu Avrupa \u00fclkelerinde g\u0131da paketleri daha k\u00fc\u00e7\u00fck ambalajlarda iken Ortado\u011fu \u00fclkelerinde aile boyu paketler yapman\u0131z gerekebilir. Her \u00fclkenin her ihtiyac\u0131na ayn\u0131 anda cevap vermeye \u00e7al\u0131\u015fmak maliyetlerinizi ciddi oranda art\u0131rabilir.<\/p>\n\n\n\n Hedef \u00fclkedeki t\u00fcketici al\u0131\u015fkanl\u0131klar\u0131n\u0131 bilmeniz gerekiyor. Avrupa\u2019da gram ile paketleme yaparken ABD\u2019ye oz olarak tart\u0131m yapman\u0131z gerekmekte.<\/p>\n\n\n\n Palet<\/p>\n\n\n\n \u00dclkelerdeki kap\u0131 ebatlar\u0131 sebebiyle farkl\u0131 paletler kullanman\u0131z gerekebilir. Her \u00fclke i\u00e7in farkl\u0131 paletler edinmeye \u00e7al\u0131\u015fmak maliyetleri art\u0131r\u0131c\u0131 bir unsur olacakt\u0131r. Ayn\u0131 zamanda paletlerin konteyner\/kamyon i\u00e7ine yerle\u015fimi de \u00fczerinde d\u00fc\u015f\u00fcnmeniz gereken bir konu. \u0130lk y\u00fcklemelerde ara\u00e7lardaki bo\u015f alan\u0131n fazla oldu\u011funa \u015fahit oldu\u011fum y\u00fcklemeler oldu.<\/p>\n\n\n\n Bankac\u0131l\u0131k\/Para Transferi<\/p>\n\n\n\n \u0130hracatta sat\u0131\u015f yapmak kadar \u00f6nemli olan bir konu da \u00f6demeyi almak yani paray\u0131 kendi hesab\u0131n\u0131zda g\u00f6rebilmek. \u0130hracat yapaca\u011f\u0131n\u0131z \u00fclkelerdeki bankac\u0131l\u0131k sistemi bu bak\u0131mdan \u00e7ok \u00f6nemli. Baz\u0131 \u00fclkelere sadece akreditif ile ihracat yapman\u0131z gerekebilir. Hedef \u00fclkeyi belirleyerek bu konulara \u00f6ncesinde haz\u0131rlanabilirsiniz.<\/p>\n\n\n\n \u0130hracat\u0131n bir s\u00fcre\u00e7 oldu\u011funu tekrar hat\u0131rlatmak isterim. Hedefinizi belirleyerek yola \u00e7\u0131kmak bu y\u00fczden \u00e7ok \u00f6nemli. Hedef belirledikten sonra yol \u00fczerinde farkl\u0131 rotalar\u0131 kullanabilirsiniz belki ama bunun i\u00e7in hedefinizi belirlemeniz gerekiyor. <\/p>\n\n\n\n Hedeflerinizi ger\u00e7ekle\u015ftirdi\u011finiz aylar dilerim.<\/p>\n\n\n\n Filiz ilci<\/p>\n\n\n\n Pazarda bulunan her firman\u0131n amac\u0131 \u00fcr\u00fcn\u00fcn\u00fc satmak, g\u00f6r\u00fc\u015ft\u00fc\u011f\u00fc hatta g\u00f6r\u00fc\u015fmedi\u011fi her firmaya \u00fcr\u00fcn\u00fcn\u00fc satmak. Bu pratikte \u00e7ok m\u00fcmk\u00fcn olmasa da m\u00fc\u015fterinin sizi tercih etme e\u011filimini artt\u0131ran iki temel unsur var, birlikte inceleyelim.<\/p>\n\n\n\n Her firman\u0131n sat\u0131\u015f ve pazarlama stratejileri farkl\u0131; kimi \u00fcr\u00fcn\u00fcn \u00f6zelliklerini \u00f6n plana \u00e7\u0131kar\u0131rken kimi iskonto yapar, kimi numune yollarken kimi ekstra kalite sunar.<\/p>\n\n\n\n En ba\u015fta yapmam\u0131z gereken \u015fey kendimize \u015fu soruyu sormak: \u2018\u2019M\u00fc\u015fteri neden benim \u00fcr\u00fcn\u00fcm\u00fc sat\u0131n als\u0131n?\u2019\u2019 Yani \u00fcr\u00fcn\u00fcm\u00fcz\u00fc satmaya \u00e7al\u0131\u015fmadan \u00f6nce m\u00fc\u015fterinin neden sat\u0131n ald\u0131\u011f\u0131n\u0131 anlamak gerekiyor.<\/p>\n\n\n\n Peki m\u00fc\u015fteri neye g\u00f6re karar veriyor?<\/p>\n\n\n\n Bir \u00fcr\u00fcn\u00fc kolayl\u0131kla satmay\u0131 ve kendi m\u00fc\u015fteri portf\u00f6y\u00fcn\u00fcz\u00fc olu\u015fturmay\u0131 hedefliyorsan\u0131z ilk olarak maliyet avantaj\u0131 olu\u015fturmal\u0131s\u0131n\u0131z, ikinci olarak da farkl\u0131la\u015fmal\u0131s\u0131n\u0131z.<\/p>\n\n\n\n M\u00fc\u015fterinin ve hatta sat\u0131c\u0131lar\u0131n \u00e7o\u011funlukla odakland\u0131\u011f\u0131 ilk kavram maliyet. M\u00fc\u015fteri, \u00fcr\u00fcn\u00fc nerede daha d\u00fc\u015f\u00fck bir maliyet ile elde edebiliyor ise onu tercih etme e\u011filimindedir. Sat\u0131c\u0131 ise nerede ve nas\u0131l daha ucuz \u00fcretim sa\u011flayabiliyorsa o \u015fekilde \u00fcretimi ger\u00e7ekle\u015ftirmeyi tercih edecektir. Bu arada dengeyi sa\u011flay\u0131p, maliyet avantaj\u0131 olu\u015fturan firmalar kazananlar olacakt\u0131r.<\/p>\n\n\n\n Maliyetimizi azaltabilirsek m\u00fc\u015fteri i\u00e7in tercih edilir oluyoruz, bu sadece fiyat\u0131 d\u00fc\u015f\u00fcrmek olarak alg\u0131lanmamal\u0131. Hepimizin bildi\u011fi \u00fczere fiyat rekabetinin sonu yoktur keza daha \u00f6nce de s\u00f6yledi\u011fim gibi maliyet sadece fiyatla alakal\u0131 de\u011fildir.<\/p>\n\n\n\n Daha kaliteli \u00fcr\u00fcnler \u00fcreterek, daha uzun s\u00fcre kullan\u0131lacak, daha az bozulup, m\u00fc\u015fterimize daha az masraf \u00e7\u0131karacak \u00fcr\u00fcnler sunmak da maliyet avantaj\u0131 olu\u015fturdu\u011fumuzu g\u00f6sterir.<\/p>\n\n\n\n Daha iyi bir \u00fcr\u00fcn sunmak, f\u0131rsat maliyeti yaratmak demektir.<\/p>\n\n\n\n M\u00fc\u015fteri i\u00e7in tercih sebebi olman\u0131n bir di\u011fer yolu da farkl\u0131la\u015fmakt\u0131r.<\/p>\n\n\n\n Farkl\u0131 bir \u00fcr\u00fcn sunarak m\u00fc\u015fterimizden daha y\u00fcksek bir fiyat talep edebiliriz. \u00dcr\u00fcn\u00fcm\u00fcz\u00fcn, piyasadaki \u00fcr\u00fcnlerle aras\u0131nda fark olmas\u0131 daha kolay bir \u015fekilde pazarlamam\u0131z\u0131 da sa\u011flayabilir.<\/p>\n\n\n\n Peki nas\u0131l farkl\u0131la\u015fabiliriz? Bu konuda \u00fc\u00e7 anahtar kelimemiz var: Marka, Ar-ge ve Butik \u00dcretim.<\/p>\n\n\n\n Marka e\u015fittir g\u00fcven demektir, m\u00fc\u015fteriye kalite ve s\u00fcreklilik i\u00e7in tahatt\u00fct verir. Kalitesini kan\u0131tlayan bir firma fiyat rekabetinden etkilenmeyecek, daha y\u00fcksek bir fiyat sunsa dahi tercih edilir olacakt\u0131r.<\/p>\n<\/div><\/article>
\u0130thalat\u00e7\u0131n\u0131n Akreditifte belirtilen \u015fartlara uygun olmayan belgeler kar\u015f\u0131l\u0131\u011f\u0131nda Lehdara \u00f6deme yap\u0131lmayaca\u011f\u0131n\u0131 bilmesi bak\u0131m\u0131ndan da amir a\u00e7\u0131s\u0131ndan g\u00fcvenilir bir \u00f6deme \u015feklidir.<\/p>\n<\/div><\/article><\/a>D\u0131\u015f Ticarette Riski Azaltma Y\u00f6ntemi: Teminat Akreditifleri (Stand-By Letter Of Credit)<\/h1><\/a>Thursday April 7th, 2022<\/span> \/<\/span> 0 comments<\/span><\/header>
Teminat Akreditiflerinin T\u00fcrleri nelerdir?<\/strong><\/h3>\n\n\n\n
Teminat Akreditifi ya da \u015earta ba\u011fl\u0131 L\/C Neler i\u00e7erebilir?<\/strong><\/h3>\n\n\n\n
Teminat akreditifi\/\u0130htiyat akreditifi\/garanti akreditifi (Stand-by Letter of Credit) nedir?<\/strong><\/h3>\n\n\n\n
Neden Teminat Akreditifi kullan\u0131lmal\u0131d\u0131r?<\/strong><\/h3>\n\n\n\n
Teminat Akreditifi ile Ticari akreditif aras\u0131ndaki fark nedir?<\/strong><\/h3>\n\n\n\n
Teminat Akreditifi ile Teminat Mektubu ayn\u0131 m\u0131d\u0131r?<\/strong><\/h3>\n\n\n\n
Two key elements that keep customers coming to you<\/h1><\/a>Wednesday November 3rd, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>
Why is Determination of Target Market in Export Important?<\/h1><\/a>Wednesday November 3rd, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>
companies prioritize sales over marketing. Selling is a result of marketing
They forget to focus on sales. Just like many people focus only on the result rather than the process.
Companies that give priority to sales, instead of determining the target country(s), try to meet the demands they find.
making an effort. Without understanding the dynamics of countries and without considering cultural differences,
Many of the offers made by offering a price to the request also result in negative results. This is how you get results
I’ve also come across companies that state that. On the other hand, these companies cannot work with those customers for a very long time.
I see.
Why is target country\/market identification so important? Let’s go through the items:
Market Entry<\/strong>
Determining the target country is very important for market entry. With the neighbor effect, some companies are shrinking or
I see you are trying to enter low volume countries. Doing target market study
very important in this regard. It will be easier for you to enter growing markets. Increasing the import
In countries, both volume increases and new importers are formed. In addition to imports, Turkey’s
I suggest you to examine the amount of exports in the market and the increase in exports.
Focusing<\/strong>
Focusing on one or a few target countries rather than pursuing demands in different countries
concentrates our energy and attention on those countries. In this way, more information about those countries
we will have. With this knowledge, you can better understand the needs and habits of buyers.
We increase our chances of meeting.
Product Standards<\/strong>
Different countries may require different standards for your product. Responding to every request of many countries
meeting the standards in those countries by giving priority to some countries instead of trying to give
It will be healthier in terms of customer satisfaction and production cost.
The electrical appliance to be sold in Italy and the electrical appliance to be sold in the UK market
In case the plugs are different.
Packaging<\/strong>
The packaging habits of each country may also be different. Europe where individuality is intense
In countries of the Middle East, food packages are in smaller packages, while in Middle Eastern countries, family-size packages<\/p>\n\n\n\n
can increase your costs significantly.
You need to know the consumer habits in the target country. When packing by gram in Europe
You have to weigh in oz to the USA.
Palette<\/strong>
You may need to use different pallets due to door sizes in countries. different for each country
Trying to acquire pallets will increase costs. Also, pallets
Its placement inside the container\/truck is also an issue that you need to think about. On first downloads
There have been uploads that I have witnessed to have too much free space in the vehicles.
Banking\/Money Transfer<\/strong>
An issue that is as important as selling in exports is getting the payment, that is, the money itself.
to see in your account. The banking system in the countries you will export to is very important in this respect.
important. You may need to export to some countries only by letter of credit. By specifying the target country
You can prepare for these issues in advance.
I would like to remind you again that export is a process. This is the way to set your goal.
That’s why it’s so important. Maybe you can use different routes on the road after you set a destination, but
For this, you need to set your goal.
I wish you many months of achieving your goals.<\/p>\n<\/div><\/article><\/a>\u0130hracatta Hedef Pazar Tespiti Neden \u00d6nemli?<\/h1><\/a>Sunday October 24th, 2021<\/span> \/<\/span> 0 comments<\/span><\/header>
M\u00fc\u015fterilerin size gelmesini sa\u011flayan iki temel unsur<\/strong><\/strong><\/h1>\n\n\n\n
<\/a>M\u00fc\u015fterilerin size gelmesini sa\u011flayan iki temel unsur<\/h1><\/a>