Small Distributors

[D1] To continue to work through small distributors:

- Previous small distributors didn't understand the product line, lacked focus and commitment.

- Might be easier to get their interest and attention, compared to larger distributors.

- With this option, they don't have access to as many channels.

[D2] To sell direct:

- Develop own sales and distribution company in Japan, making you closer to customers and not having to be reliant on others.

- No one knew a lot about Japanese business practices / consumers and it would take months / years to establish key relationships in order for sales representatives to be effective. UNLESS they hire Japanese sales representatives to eliminate the time constraint & the relationship issues.

[D3] To partner with a large Japanese manufacturer / distributor:

- Strategic partners could offer local expertise, knowledge of the Japanese consumer & have access to large distribution networks.

[P1] To sell the existing US / European product lines:

- Sell current lines without customization.

- He didn't know if Japanese consumers' preferences would accept the brand without

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