Establishing a sales operation in Japan

Modern Japan continues to develop as an economic and technological superpower presenting a challenge to the technology-based companies of the West. Using the author´s company, Oxford Instruments, as an example this article looks at how a British Company can take advantage of their economic success and go about increasing its business in Japan. It looks at Oxford Instruments´ history in Japan, why Japan is such an important market, the alternative distribution methods available in Japan, the barriers to be overcome in selling in Japan and finally the results Oxford Instruments has achieved so far