How to find a reliable distributor and increase your sales results in Japan?

In order to succeed in Japanese market, it is necessary to understand the distribution network for your product. Being aware of distribution system and how it works, you will be able to find a right distributor for a particular product. Therefore, there are several key factors to check before starting business in Japan- select right distribution channel, select the best distributor/wholesaler for your product, and know what Japanese customers want. Recommendations from the Japanese and European managers doing business in Japan are also very useful. 

The webinar is targeted at EU companies seeking a right distributor/wholesaler for their product as well as for those already having a Japanese business partner and wanting to increase sales results in Japan.

Registration deadline: 13/02/2017

What you will learn during this webinar?

In 40 minutes from your desk, discover how to:

Development of business relationship in Japan - part II.

Due to low familiarity with the Central and Eastern European countries, most Japanese consumers have no specific images of these countries and their products. The lack of CEE's brands names and low awareness of products having good chance to compete with western quality brands are difficulties to face in Japan. Why are Eastern European producers not so successful in the Japanese market? According to the Japanese food/wine importers from these countries, there are three main reasons for that.



  • The food producers are reluctant to come to Japan to understand the market.
  • The food producers do not understand the distribution system in Japan.
  • High cost of the imports and the distribution system.

How should they overcome these obstacles? The best way would be, if the producers would establish their own representative office in Japan. If this is not feasible, the producers would have to work with a good Japanese business partner. Together with the partner, they must solve the before mentioned obstacles and
a) define sales point of their product and determine to which market segment the product is aimed at
b) determine price and also provide quality labelling, trademark and advertisement support
c) appoint an importer or wholesaler company to work with etc.

Development of business relationship in Japan - part I.

Shinjuku Tokio, zdroj WikipediaBased on experience of small European companies (SMEs) doing business in Japan, a company presence in Japan, either in the form of branch office or representative office, is the best investment from long term perspective. Your direct presence in Japan will give you the most up to date direct feedback from the Japanese customers and you can adjust your product accordingly. This cannot be achieved through distributors who in fact resell your product in Japan. Questions regarding long term business perspective as well as customer support and after sales services must be clearly addressed. Such commitment to Japanese customers can be made only by the manufacturer, not by the local distributor. In general, the Japanese cannot deal with uncertainty.

Czech Chamber of Commerce and Industry in Japan (CCCIJ) opened Czech Branch Office in Prague

Czech Branch of Chamber of Commerce and Industry in JapanIn October 2015 Czech Chamber of Commerce and Industry in Japan (CCCIJ) opened Czech Branch Office in Prague. For details please see here. Our main goal is to support Czech - Japanese business activities in Japan as well as in Czech Republic. We provide professional services for companies doing business with Japanese partners in Japan, Czech Republic and also in other European countries. In case of interest, please contact us at tomaskova (at) or visit 

 Alice Tomášková, director of Czech branch of CCCIJ


Japanese Tsuchiya expanding their manufacturing plant in České Budějovice (CzechTrade, 2.6.2014)

In May 2014, a Czech subsidiary of Tsuchiya “BBH Tsuchiya s.r.o.” invested additional half a billion CZK for the expansion of their facility. The firm expects to hire further 45 employees as production grows. The additional investment was made under the expectation of supply increase towards Japanese companies in Europe, and they are planning to hire dozens more people in the near future.

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