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Business Development Overview |
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Generating new revenue for you in Japan can take on many forms, from helping you to find customers and sell directly to them, to helping you to find a partner who will sell for you, and even to establish your business in Japan. Choosing which one of these strategies is best for you is one of the first ways that we can help. How you structure your sales channel in Japan depends on a number of factors, some of them based on your immediate business needs, some on your long-term business needs and some on the market dynamics for your particular industry in Japan. Some of our clients have come to us after they have already established some sales presence in Japan, but that existing channel is not providing the growth that they think is achievable. We can help in these situations as well. |
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What do you offer and how will you sell it? |
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There are two ways to think about business development or sales activities overseas. The first focuses on what you provide to the partner in Japan -- a product itself or a license to produce a product, and the second focuses on the structure of the entity that is your channel in Japan -- distributor, joint venture or branch office. It is often a good idea to consider the benefits and costs, strengths and weaknesses of both questions: - Sell a license or sell products?
- Sell through a distributor or set up your own office?
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One major distinction in structuring a business partnership in Japan is whether you license a company to manufacture and sell your product or if you want select a partner who will sell the product that you manufacture. Japan's global businesses are overwhelmingly manufacturers -- their core strength is their ability to manufacture at low cost and with high quality and sell those products not only in Japan but internationally. These companies are much more open to licensing technology which they can manufacture than they are in buying products which they will resell. |
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