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Market Entry: Engaging Distributor

  • The Japanese approach is one of trust and familiarity

    • Painful initially, BUT very rewarding once relationship established (HF)

  • Engaging a distributor candidate requires a local representative

    • This inevitably means repeat visits and contacts

    • 1-3 visits by local person before your visit

    • Your visit

    • 3-5 visits and multiple requests filled for information

    • Another 1-2 visits by you

    • Contract

    • Process will take about 3-6 months

  • Proactive business development by your rep/consultant

    • Idea is to create an impression of commitment early on

    • Japanese firms value repeated communications – 10 visits for hard core firms

    • Local rep/consultant’s personality and credibility very important

      • Should be Japanese, save yourself, other foreigners for shock value

      • Good if the person can go drinking (JTrnr)

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