Estonia - Country Commercial Guide
Selling Factors & Techniques 
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Selling factors and techniques are very similar to those in the United States. Terms generally applied to international trade with other small EU countries apply to selling in Estonia. In general, only one local distributor is needed to cover the whole country.

Trade Promotion and Advertising

Advertising in Estonia is regulated by the Advertising Act.


Customs duties information can be found from the Estonian Master Tariff System. An excise tax is levied on raw tobacco and cigarettes, cigars, cigarillos, alcohol, beer, gasoline, diesel oil, jet fuel, lubricating engine oil cars, motorcycles, and yachts. 

Nearly all imports, as well as domestic production, are subject to a 20 percent value-added tax (VAT). The Estonian Tax and Customs Board provides information on the . An English translation of the Value Added Tax Act is available online.

Sales Service/Customer Support

EU institutions have launched several initiatives aimed at harmonizing national legislation to help with the discrepancies between Member States in product labeling, language use, legal guarantees, and liability, the redress of which inevitably frustrates consumers in cross-border shopping.

Local Professional Services

Local service providers can be found in the Estonian Yellow Pages.

Principal Business Associations

The Estonian Chamber of Commerce and Industry is the biggest organization representing businesses in Estonia.

Members of the American Chamber of Commerce in Estonia include both businesses and individuals from the United States, Estonia, and neighboring countries who are conducting business in or trade with Estonia.

Limitations on Selling U.S. Products and Services

Licenses are required for foreign investors to enter the following sectors: mining, energy, gas and water supply, railroad and transport, waterways, financial services, ports, dams and other water-related structures, and telecommunications and communication networks.