The Middle Eastern and Gulf markets are becoming increasingly important for Turkish manufacturers every year. As a result, Turkey has achieved significant export momentum in recent years. Total exports reached approximately 262 billion dollars in 2024. In exports to the Middle East, the growing demand in these markets and their strategic position have played a key role.

In 2024, Turkey’s exports to the Middle East exceeded 34 billion dollars, with 30% of this amount coming from Iraq and the United Arab Emirates alone. Saudi Arabia, Qatar, and Kuwait are among the fastest-growing new hubs. In other words, growth opportunities in exports to the Middle East are more attractive than ever.

The appeal of this market comes not only from its size, but also from its high purchasing power and the potential for long-term business partnerships. However, it should not be forgotten that many Turkish companies miss valuable opportunities in exporting to the Middle East due to a lack of proper strategy and insufficient market knowledge.

However, the reality is that many manufacturers trying to enter this market repeat the same mistakes. These mistakes lead to both financial losses and wasted time. Now, let’s take a look at the five common mistakes made in exporting to the Middle East and how to overcome them.

1. Overlooking Market Differences

Manufacturers often try to send the same product, with the same packaging and the same pricing, both to Iraq and Qatar. However, consumer behavior, purchasing power, and distribution channels differ in every country. In Iraq, price sensitivity is high, while in Qatar, quality and brand perception take priority.

Example: During the period of political tension with Saudi Arabia, many Turkish manufacturers were forced to remove the “Made in Turkey” label or ship their products through indirect channels. This clearly demonstrated the costly consequences of ignoring market sensitivities in exports to the Middle East.

Solution: Prepare a “market profile” for each country you target. Analyze data such as consumer expectations, payment habits, and preferred packaging. Always ensure that packaging, labeling, and language compliance are aligned with the requirements of the destination country. Without Arabic labeling, your chances of success in the Saudi market are very low.

2. Neglecting Documents and Certifications

In the Middle East, certifications are the key to trust. In particular, without Halal certification, ISO, and European standards, you cannot even participate in many tenders. The global halal market is valued in the trillions of dollars. Manufacturers who do not possess this certification are excluded from the competition from the very beginning.

Example: During the 2020–2021 period, several protein and food products were rejected in the Saudi Arabian and Gulf markets due to missing Halal or health certificates. Without the proper documentation, doors simply remain closed.

Solution: Include at least three essential certificates in your plan (Halal, ISO, and a product-specific quality certificate). Create a 60–90-day timeline to obtain these documents. For each product, define a minimum of three certificates: Halal, ISO, and a product-specific health report. Ensure that the documents are fully prepared within 60–90 days.

3. Weak Logistics and Supply Chain

In the Middle Eastern market, delivering the product on time and without complications is just as important as pricing. However, many manufacturers treat logistics as a secondary issue. Delays in transportation, uninsured shipments, and storage without proper agreements often result in the loss of customers.

Example: Between 2023 and 2025, interruptions in the Iraq–Turkey oil pipeline demonstrated how vulnerable logistics are to political risks. This situation directly affected delivery times and customer confidence.

Solution:

• Choose a reliable logistics company that operates with an SLA (Service Level Agreement).
• Develop a stock solution through a regional warehouse or a free-zone facility.
• Always insure your shipments.

In exports to the Middle East, always create an alternative logistics plan, establish regional warehouses, and choose a reliable partner that operates with an SLA.

4. Wrong Pricing Strategy

Some manufacturers try to compete solely by offering the lowest price, which ultimately reduces the value of their brand. Many buyers in the Middle East prioritize not only price, but also total cost of ownership (TCO), service quality, and reliable supply.

Example: In the textile and ready-wear sector, many companies tried to stand out solely by offering low prices. However, due to rising costs and currency pressure, these companies ended up operating without profit.

Çözüm:
“Value-based pricing” yani değer odaklı fiyatlandırma yapın. Yanına satış sonrası hizmet ve süreklilik garantisi ekleyin. Böylece fiyatın tek kriter olmasının önüne geçersiniz.

Apply value-based pricing. Convince the buyer through “value” rather than price, by offering reliable service, after-sales support, and consistent supply.

5. Lack of Local Communication and Content

In the Middle East, trust is built through language and communication. However, many companies try to enter the market with English-only catalogs. In reality, Iraqi buyers prefer Arabic communication via WhatsApp. In the Gulf region, PDF catalogs are expected to be in Arabic or bilingual (Arabic–Turkish).

For example, platforms like Trendyol have achieved significant success in the Gulf market by offering Arabic content and localized services. In contrast, manufacturers who entered the market with only English catalogs lost credibility.

Solution:

• Prepare Arabic/Turkish websites and catalogs.
• Be active on WhatsApp and other local communication channels.
• Establish a sales line capable of providing quick responses.

Set up a WhatsApp line for Iraq, and provide Arabic catalogs and local customer support for the Gulf region. In exports to the Middle East, trust begins with choosing the right communication channel.

Conclusion and Roadmap

For successful exports to the Middle East, products alone are not enough. Market knowledge, certifications, logistics, proper pricing, and local communication must function together as a complete system.

Five actions you can take today:

1. Select three target countries and prepare their market profiles.
2. Initiate the application process for the first three certifications.
3. Make an agreement with a reliable logistics partner.
4. Revise your pricing based on a “value-oriented” approach.
5. Launch an Arabic webpage and quotation form within 72 hours.

Implementing these steps can significantly increase your chances of exporting to the Middle East within 60 days. The opportunity for Turkish manufacturers is substantial; what matters is entering the market with the right strategy.

To achieve success in exports to the Middle East and the Gulf, you need not only products but also accurate knowledge. To obtain the most up-to-date and reliable data, you may contact our Imline experts.