For an importer buying from Türkiye for the first time, the process generally runs through these steps: on serious-volume first purchases, a sample request can come up, then a proforma invoice showing price and terms is prepared, next the payment method (bank transfer or letter of credit) is set, and finally documents such as the analysis report, certificate of origin and bill of lading are sent to the buyer along with the shipment. This piece walks a first-time importer through what to expect and watch for at each of these steps.

How Is a Sample Request Handled?

No serious importer wants to order a high volume of goods they haven’t seen; that’s why, on serious-volume first purchases, a sample request can come up. If requested, the buyer can test a small quantity in the requested form and calibre at their own facility or an independent laboratory. For products like shell, biomass fuel or granule, this test generally covers moisture content, calibre distribution and product-specific technical values; a small-scale burn trial on the fuel side, or an equipment application test on the blasting side, gives a more reliable picture than an analysis report on paper.

What the buyer should expect here is that the sample comes from the same source and passes the same quality control as the large batch. If the sample is good but the delivered batch is different, that damages trust from the start. For serious-volume export requests at Yelisan, the sample process begins once the product and form to work with are clear; the sample sent goes through the same production and control steps as the batch to be shipped.

What Does a Proforma Invoice Do?

If a sample step has come up and been approved, the next step is the proforma invoice; if no sample was requested, the process starts directly from here. A proforma invoice is an offer the seller sends the buyer, putting price, quantity, product specifications, delivery terms (FOB, CIF, etc.) and payment conditions in writing before the final sale takes place. It isn’t a collection document like a commercial invoice, but it is the basic document the buyer typically needs to submit to a bank or relevant authority for import permits, foreign-exchange transfer applications or opening a letter of credit in their own country.

A well-prepared proforma invoice should clearly include: product name and technical specifications, quantity and packaging form, unit price and total amount, delivery terms and arrival port, payment conditions, estimated shipping time and validity date. Before confirming the order, the buyer should compare every line in this document against their own expectations; most disputes that arise later trace back to a detail that wasn’t clearly discussed at the proforma stage.

Payment Method: T/T or Letter of Credit?

Once agreement is reached on the proforma, payment method comes next. Two methods are common, and each strikes a different balance of trust and cost.

T/T (Bank Transfer)

T/T is the buyer transferring funds directly to the seller’s bank account. It’s fast, low-cost and low on process overhead; generally a set percentage is paid upfront on order confirmation, with the rest paid before shipment or against documents. T/T is a practical solution where there’s already an established trust relationship between the parties — with a regularly worked supplier, or on small-to-medium repeat orders. On a first-time, high-volume transaction, though, it carries risk for both sides: the buyer has to be confident the goods will ship as agreed once the money is sent, and the seller has to be confident payment will arrive on time.

Letter of Credit (L/C)

A letter of credit is a method where the buyer’s bank guarantees payment: the seller receives payment once they present the requested documents to the bank within the specified time. It operates under international rules (UCP 600) and protects both buyer and seller: the seller knows that once the goods ship, payment is bank-guaranteed; the buyer knows payment is only released once documents such as the bill of lading, invoice, insurance policy and certificate of origin are presented. An L/C doesn’t guarantee the quality of the goods — it only checks that the documents comply with the L/C text — but it’s considered the safest payment method for first-time, high-volume transactions where trust hasn’t yet been established.

Which method is chosen depends on the transaction’s volume, how well the parties know each other, and the buyer’s own country’s banking practices. Working with a buyer who prefers a letter of credit on a first purchase may lengthen the process somewhat, but it makes it more predictable for both sides.

Paperwork: Analysis, Certificate of Origin, Bill of Lading

Regardless of payment method, certain documents need to be prepared alongside the shipment:

Analysis report: Product-specific technical values (moisture, calibre, calorific value and other figures that vary by product group) are confirmed via the relevant laboratory or quality document before shipment; in L/C transactions this report is generally among the documents required for presentation.
Certificate of Origin: An official document approved by the relevant chamber of commerce or industry, showing the goods were produced or processed in Türkiye; required for customs procedures in the destination country and for tax advantages under preferential trade agreements.
Bill of Lading: Issued by the carrier, showing the goods were loaded onto the vessel and also representing transfer of ownership. In L/C-based transactions, the circulation of the original bill of lading between banks is a critical step for payment release.

The order in which these documents are prepared, and by whom, should be settled at the proforma stage; leaving this unclear until shipping day means delay and extra cost.

The Link to Delivery Terms: FOB or CIF?

The delivery term stated on the proforma invoice directly affects both payment conditions and the document list. Under CIF, the insurance policy the seller arranges is among the documents required under an L/C; under FOB, this document is separately obtained by the buyer. We explained in detail in our What Are FOB and CIF in Export? article which situation is more advantageous for the buyer on a first purchase, and how these two terms set liability sharing.

At Yelisan, when working with a first-time importer, we settle these steps together — sample, proforma, payment method, paperwork for serious-volume requests — and explain up front which document the buyer should expect at each stage. You can review our product catalog to see which shell, biomass fuel or granule product you’re interested in, and reach us via the contact page for a proforma quote suited to your own country’s import and payment conditions.