Client

Global Vending Services Company

Project

Partner Scouting, Engagement & Management in Japan

Executive Summary

The client is a global vending company that was presented with an opportunity to enter the Japanese market through their strong relationship with a global retailer. Rather than investing in a new subsidiary in Japan, the client wished to administer a 6-month test market program via a local partner. The Japanese partner would be responsible for managing and maintaining the client’s amusement vending machines in 10 retail locations around the Tokyo area. Navigate was engaged to locate a suitable partner in Japan and to assist in the client’s entry into the market.

Business Challenge

The client required a cost-effective, short-term solution that could be seamlessly extended and scaled into a long-term business development program and diversified into the client’s parent company’s operations in Japan. Upon the successful completion of the test market program, the client required a full-time country manager to oversee and expand the operations, establishing a Japanese subsidiary to launch the client’s business in the country. With minimal business experience in Japan, the client asked Navigate to identify and qualify partner candidates and to assist in the engagement and management of the chosen partner.

How Navigate International Helped

Navigate established and implemented a 3-phase Partner Scouting program that included the development and administration of a test market solution, assistance in business development and interim management appointment, and transition to an in-house operation. Based on evaluation criteria developed jointly by Navigate and the client, Navigate recommended 2 prospective Japanese partners that possessed the capabilities that the client required. Additionally, Navigate facilitated the partner engagement process by coordinating the meetings in Japan, providing interpretation services, and reviewing the partnership contract in Japanese.

Value Delivered

Navigate identified and evaluated more than 20 amusement vending services companies in the Tokyo area over the course of 3 months. After extensive analysis and a series of rigorous interviews, Navigate presented 2 candidates that were most appropriate for the client’s requirements. Ultimately, the client entered into a successful partnership agreement with one of the two qualified candidates.