Many companies enter Japan with high expectations—only to find, months or years later, that their distributor relationship isn’t delivering. But underperformance in Japan rarely starts with dramatic failure. Instead, it creeps in slowly and silently.
Here are 7 warning signs your Japanese distributor may not be operating at the level your business needs:
1. Lack of Visibility
You’re no longer sure who’s buying, what’s selling, or even how your brand is being positioned. Quarterly reports are vague, and you don’t hear about key customer interactions.
2. Missed or Soft Targets
Sales fall below forecast—but without clear explanations or corrective actions. Worse, your distributor starts setting goals lower than you expect.
3. Slow or No Response
Emails take days to get answers. Meetings are postponed. Initiative feels one-sided. These are red flags for disengagement.
4. No Investment in Growth
There’s no sign of local marketing, training, or hiring. If your partner isn’t investing in the brand, it’s likely they’ve deprioritized it.
5. Excuse-Driven Communication
Everything is blamed on “the market,” “the regulator,” or “corporate HQ.” You hear lots of reasons—but few solutions.
6. Limited Access to Customers
You’re kept away from key accounts, opinion leaders, or customers. This not only erodes trust—it signals your distributor may be protecting other priorities.
7. A Gut Feeling Something’s Off
Even if the numbers seem okay, seasoned professionals often feel when a relationship has lost momentum or transparency. Don’t ignore that instinct.
What Can You Do?
Many companies hesitate to act, fearing damage to the relationship or cultural missteps. But inaction only deepens the problem.
At Invision Japan, we specialize in helping global companies fix underperforming distributor relationships—from diagnosis to remediation, realignment, or replacement. Our experts have stood in your shoes and know how to resolve issues without losing face or creating new problems.
Join the Conversation
Have you experienced distributor issues in Japan? What helped—or hurt—your attempts to turn things around?
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