Turkish Manufacturer, Polish Invoice: The Three Ways to Structure It
A Polish industrial buyer wants a Polish contract and a Polish invoice. Not because of the paperwork, but because of who they call when a delivery is late and what happens if they have to enforce something. A quotation from a Turkish company, in euro, under Turkish law, loses to a worse offer that arrives on a Polish invoice — and the manufacturer usually never finds out why.
There are three ways to give them what they want without moving to Poland. We run all three, and this is the honest comparison.
1. Commission agency
We find the buyer, hold the relationship and take a commission. You invoice the buyer directly and keep the customer on your books.
Lowest commitment and the fastest to start. The trade-off is control: the buyer is still contracting with a Turkish entity, so the trust problem is reduced rather than solved, and you carry the credit risk and the currency.
2. Reselling in PLN
We buy from you and resell to the Polish buyer. Polish contract, Polish invoice, PLN, Polish law. From the buyer's side there is no import, no foreign counterparty and no currency question — they are buying from a Polish supplier.
This is the model that actually removes the objection, and the reason is that we carry the risk: credit, currency and the argument if something arrives wrong. That is also why the margin is different. If you want the highest conversion on Polish industrial tenders, this is the structure that produces it.
3. EU-project partnering
A different thing entirely: you join a research or innovation consortium as the industrial partner from an associated country. What you supply is capability — a PIC number, an R&D capacity statement, engineering CVs — and what you get is funded work rather than a sale.
The slowest route and the most durable. A consortium relationship outlasts a purchase order, and it puts you in the room where the next specification is written. See Horizon Europe consortium partner.
Which one
| If your priority is | Structure |
|---|---|
| A first order quickly, minimum commitment | Commission agency |
| Winning against Polish incumbents on trust | Reselling in PLN |
| Long-term position and funded development | EU-project partnering |
| Keeping the customer relationship yourself | Commission agency |
| Removing every reason to say no | Reselling in PLN |
These are not exclusive. Several of the manufacturers we represent start on commission and move to reselling once the category proves itself.
How representation works, and who we already represent: for manufacturers and the manufacturers we represent. If you are weighing production in Poland instead, that is a different calculation — see moving production to Poland.
Tell us what you make and who buys it and we will tell you which of the three we would start with.
Frequently asked questions
Why do Polish industrial buyers want a Polish invoice?
Because of who they call when a delivery is late and what happens if they have to enforce something. A Polish contract under Polish law removes the import, the foreign counterparty and the currency question in one step.
What is the difference between commission agency and reselling?
On commission you invoice the buyer and keep the customer, and we take a fee — but the buyer is still contracting with a Turkish entity. On reselling we buy from you and issue the Polish invoice, so we carry the credit, currency and dispute risk. That is why the margin differs.
Can I start on one structure and change later?
Yes, and several of the manufacturers we represent do exactly that — commission first to prove the category, reselling once there is repeat demand worth carrying risk for.
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