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