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
Establishing and Sustaining Long-term Success in Japan
Here’s how companies can establish and sustain long-term success in Japan. 1. Understanding Japan’s Business Culture 2. Establishing a Local … Read More
Some Key Principles for Successfully Doing Business in Japan
1. Long-Term Commitment – Japan values stability and trust. Foreign businesses must demonstrate long-term dedication to the market rather than … Read More
Sharks, Gatekeepers, and Gems: Picking the Right Japanese Business Partner
Stop wasting time and money on risk-averse partners— here’s how to identify the winners before you sign. Entering Japan can … Read More
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