Background

Toma Awning, the company’s product for cruisers (pleasure boats), had already established a good track record in Japan, and the company was aiming to expand its business in the
U.S., the world’s largest cruiser market. However, despite several years of investment in exhibitions and other activities the company has been unable to achiever a reception of
orders in the U.S. market. Therefore, the company decided to find the best partner to support the local development of the company, and utilized Glosperity’s
“Partner Development Support” service.

Support Content

Through regular meetings, we first narrow down the target partner’s industry, area, and other factors based on the results and product features of the domestic business and the
client’s overseas activities to date. After identifying and prioritizing potential partners we prepared the necessary English content (flyers and presentation materials) and began
approaching them (sales representation). We started with an online approach, and eventually accompanied the client to trade shows and approached many potential partners in
person as well. We can assist with the preparation of necessary English content and scheduling for participation in exhibitions and local visits to the U.S. to maximize the
effectiveness of these exhibitions.

After finding a local partner at the exhibition, Glosperity and the partner teamed up to support the client’s overall business development in the U.S. market.

(Details of Support: Pre-partner Development Support)
・Hearings for partner development strategy development
・Creation of target lists (including contact information)
・Online-based approach on behalf of the client
・Participation in related exhibitions in the U.S. and accompanying support
・Follow-up with local networks after the exhibition
・Support for establishing collaboration schemes with partners
・Interpretation/translation support related to the above

(Details of Support: After Developing Partners, Support for Overall Business Development in Collaboration with Local Partners)
● General
・Facilitation of regular meetings with local partners and overall project management
・Support for overall scheme development for local business development (e.g., definition of overall roadmap, development of installation partners, etc.)
・Negotiations with local partners on behalf of the client (monetary, scope, etc.)

● Required Localization Support
・Proposal to update product names for the U.S. market
・Creation of local marketing content (videos and flyers)
・Brush up the content of the English website for the U.S. market
・Set-up and operational support of SNS accounts for the U.S.
・Advice on how to comply with local market-specific rules and regulations, such as product safety

● Support for Exhibiting at Trade Shows
・General exhibition planning
・Advance promoting
・Logistics aspects such as transportation of the exhibits

Results

We developed and formed a partnership with a partner who is well versed in the U.S. cruiser (pleasure boat) market. As a result, the client has made steady progress toward
business development in the U.S. by creating a specific local development scheme with the partner and exhibiting in trade shows to accelerate the localization and formation of the
necessary teaming for the local market, which was a necessary first step.

From Now Onwards

Now that the localization and content creation that will serve as the foundation, as well as the business development scheme and teaming necessary for local development are in
place the phase of full-scale sales promotion is underway. We will continue to support multifaceted efforts in the local market with the aim of first receiving an order for one unit.