SPECIAL REPORT
		How to get into and make money in the Japanese market: a guide for small and medium sized western companies by Tom Potocki and Junko Komatsu 122 pages $35 Available August 1, 2000
		TABLE OF CONTENTS I Special characteristics of the Japanese market II The six deadly errors of partnering with the Japanese III Successful entry techniques IV How to set up a successful direct marketing operation into Japan V How to establish a successful business relationship in Japan VI Techniques for successful partner searches   DETAILED TABLE OF CONTENTS I Special characteristics of the Japanese market Government regulation: what to expect and how to deal with it Structure of Japanese business relationships: what to expect Structure of Japanese distribution: pitfalls to avoid Consumer attitudes: how Japanese consumers are different from Americans Time and resource requirements for new entrants: regulation, distribution, culture II The six deadly errors of partnering with the Japanese Unequal relationships Information gap Regulatory prejudice Terms of contract: need for judicious flexibility Failure to perform Communication breakdowns III Successful entry techniques Direct marketing: why and how Competitive distribution Licensing and franchising IV How to set up a successful direct marketing operation into Japan Effective market research Customer service Call centers Customer loyalty programs Shipping to Japan Advertising and Marketing PR V How to establish a successful business relationship in Japan How to locate potential partners How to acquire market knowledge How to seize initiative initiative How to conduct prospective partner background checks How to avoid total reliance on your business partner in Japan How to add value in the relationship Suggested contract features Sample contracts VI Techniques for successful partner searches
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