Stop wasting time and money on risk-averse partners— here’s how to identify the winners before you sign. Entering Japan can … Read More
Category: Distributor
Insights, case examples, and discussion focused on the causes and resolution of issues with Japanese distributors and business partners. Topics include underperformance, lack of visibility, misaligned expectations, cultural friction, and strategies for rebuilding trust, improving results, or transitioning to new partners.
This section is a forum for sharing real-world experiences and practical solutions for companies working to strengthen their commercial relationships in Japan.
Distributor Due Diligence in Life Sciences: Tips, Tricks, and Fixes for Existing Partnerships
Choosing the right distributor is one of the most critical decisions for life sciences companies entering or expanding in a … Read More
Why Good Products Fail in Japan: It’s Not Always the Market
Many global executives are told the same story when sales in Japan disappoint:“Japan is a difficult market.”“Customers here are conservative.”“The … Read More
Why Japanese Distributors Can Be Your Best Ally – If You Manage the Relationship Well
When a company considers entering Japan, one of the first strategic choices is whether to establish a local office or … Read More
Distributor Loyalty vs. Distributor Dependency: Striking the Right Balance in Japan
In Japan, loyalty is a cornerstone of business relationships. Long-term distributor partnerships are often built on years—sometimes decades—of shared success, … Read More
How to Conduct a Distributor Performance Audit in Japan
A Practical Guide to Assessing Effectiveness, Compliance, and Trustworthiness In Japan, your distributor can make—or quietly break—your success. Many foreign … Read More
Common Excuses from Japanese Distributors — and How to Separate Fact from Fiction
Common Excuses from Japanese Distributors – Explained
Why You Shouldn’t Rush Into Your First Japanese Partnership
Lessons from Real-World Failures and a Smarter Path Forward When a Japanese distributor, agent, or trading company expresses interest in … Read More
Realigning Incentives: A Smarter Way to Improve Distributor Results in Japan
→ Tactics for motivating and structuring better performance When a Japanese distributor underperforms, foreign companies often assume the problem is … Read More
Is Your Japanese Distributor Underperforming? 7 Warning Signs You Shouldn’t Ignore
Many companies enter Japan with high expectations—only to find, months or years later, that their distributor relationship isn’t delivering. But … Read More