Ryan,
I agree with J.D, and emphasize that the single biggest issue is "partner". We are extremely succesful with our US manufactured product in the Japan marketplace, but this success is solely due to partnering with a very capable and talented "distributor". Of course, you need a good product too, but that alone won't get you there. One could say there is a "double standard" when comparing our open market to Japan's relatively closed one (you don't see a whole bunch of Ford Taurus's in downtown Tokyo) and the issue of culture does play a big role. Once you establish a good relationship with a Japanese distributor, you must maintain and nurture it, and to do so you will need to remove any preconceptions you have from doing business with US customers and distributors. The issue of respect, honor, and cordial business etiquette become paramount, even if they don't seem to be on the surface, as compared to America's fast paced, fast food, "me" culture.
Cheers
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