Case Study 4 – Technology – UK Company entering Japanese Market
Home » 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