Wave 3 · beyond the EU
Selling in the South Caucasus (Georgia, Armenia, Azerbaijan): distributors, retail and marketplaces
Georgia, Armenia and Azerbaijan are small but active import markets on the trade route between China, Central Asia and Europe. Importers in Tbilisi, Yerevan and Baku supply local retail and construction, and some re-export to neighbouring countries.
The three countries have very different trade rules. Georgia has a free trade agreement with China (in force since 1 January 2018) and a Deep and Comprehensive Free Trade Area with the EU. Armenia is a member of the Eurasian Economic Union and uses EAC marking. Azerbaijan applies its own national system. We serve the region on request, through importers and partners, after checking the rules in the market assessment.
Countries in this region
Each country has its own page with buyers, channels and rules.
How B2B buying works in the South Caucasus
Buyers are importers and distributors, wholesale companies, retail chains, online shops, builders and hotels. Most companies are small or medium-sized and buy in mixed containers or smaller lots. Many already import from China and Türkiye and compare offers on price, delivery time and documents.
Business is personal. Russian and English are both used in trade, alongside the national languages. Buyers want samples, clear prices in US dollars and quick answers, and they often ask for exclusive rights in their country.
What Chinese suppliers often get wrong
A common mistake is to treat the region as one market. Armenia applies EAEU technical regulations: products under these regulations need a certificate or declaration of conformity and the EAC mark, and the applicant must be a resident company, not the foreign factory. Georgia uses a lighter national system and is aligning its product rules with the EU under the DCFTA; goods of Chinese origin can benefit from the China–Georgia agreement if the rules of origin are met. Azerbaijan has its own national conformity rules. We check each country separately for your products.
How we approach the South Caucasus
We choose the country where your category fits best and look for importers that already handle similar products. Our team in Poland prepares the offer in English and Russian, with national-language product information where needed, and follows up every contact. Import and conformity steps are handled with the importer. Contracts with buyers are signed in your name, and every introduced buyer is registered in the shared CRM.
Sales channels in the South Caucasus
We choose the channels that fit your product, price level and order size.
Importers and distributors
Companies in Tbilisi, Batumi, Yerevan and Baku that import, hold stock and supply retailers.
Transit and re-export
Traders using Georgian Black Sea ports and the road and rail routes of the region.
Retail chains
Home, DIY, electronics and children’s chains in the capital cities.
Online retail
Local online shops and marketplaces, mostly through local importers.
Construction and hotels
Builders, fit-out companies and hotels buying building products, lighting and furniture.
Selling in the South Caucasus: what to know
| Topic | What to know |
|---|---|
| Language of offers | English and Russian in trade; Georgian, Armenian or Azerbaijani on labels and documents where rules require. |
| Currency and payment | Import prices usually in US dollars; lari (GEL), dram (AMD) and manat (AZN) locally. Deposits or payment before shipment are common with new buyers. |
| VAT | Standard rates: Georgia 18%, Armenia 20%, Azerbaijan 18%. |
| Trade agreements | Georgia: free trade agreement with China (since 1 January 2018) and DCFTA with the EU. Armenia: EAEU member, common EAEU customs tariff. Azerbaijan: national tariff. |
| Product rules | Armenia: EAEU technical regulations, certificate or declaration of conformity and EAC mark; applicant is a resident company. Georgia and Azerbaijan: national rules, checked per product. |
| Marketplaces | Local online shops and marketplaces; listing usually through a local importer. |
| How we serve it | On request, from our team in Poland, through importers and partners in the region; contracts in your name. |
Strongest categories for the South Caucasus
Industries where importers in the region regularly look for suppliers.
Frequently asked questions
Do Georgia, Armenia and Azerbaijan have the same rules?
No. Armenia is an EAEU member and uses EAC certification. Georgia has its own national system and free trade agreements with both China and the EU. Azerbaijan applies its own national rules. We check each country for your products.
Does the China–Georgia free trade agreement lower duties?
Yes, for goods that meet its rules of origin, Georgia removed import duties on most tariff lines. You need a valid certificate of origin for each shipment. We check whether your products qualify.
Do I need EAC certification for Armenia?
Yes, if your product falls under an EAEU technical regulation. The certificate or declaration is issued to a resident applicant, usually the importer or the manufacturer’s authorised representative in the EAEU.
What language should offers be in?
English or Russian works for most importers. We add product information in Georgian, Armenian or Azerbaijani where labels or documents require it.
Do I need a local company?
No. Local importers buy from your factory and handle import, VAT and local conformity steps. Contracts are signed between your factory and the buyer.
Start selling in the South Caucasus
Send your catalogue and prices. We reply within one working day and tell you which country, buyers and conformity steps fit your product.
Apply for European sales
Tell us what you make and where you want to sell. Within one working day we reply with a first view of your chances in Europe and the next step.
- Reply within 24 hours on working days
- Write in English or Chinese
- No fee until you accept a written proposal
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