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Case Study 4 – Technology – UK Company entering Japanese Market

Situation

  • Client visited Japan as part of UKTI Trade Mission
  • Decided to go ahead with business development in Japan, but no experience of this market
  • Wanted to set up distribution channel for products
  • Wanted to license technology directly to Japanese companies

Action

  • Sourced, Interviewed and evaluated potential distributors
  • Set up distributor network, and managed locally
  • Made contact with potential license partners
  • Introduced technology to potential partners
  • Built and maintained relationships with the channel
  • Facilitated numerous visits to Japan by client personnel
  • Ran seminars for client in Tokyo ad Osaka, recruiting suitable delegates
  • Y2 allocated full time technical sales person to this client
  • Set up ‘virtual office’ in Japan for client

Result

  • Product distribution channel in place
  • Relationships formed with potential license partners
  • Japan ‘virtual office’ open for business
  • Full time technical sales person in Japan
  • Advanced negotiations underway for significant license revenue