Case Study: Helping British Game Alliance Reach New Clients in Japan
The British Game Alliance (BGA), the foremost supplier of British game meat, was looking to expand their offering to Japan through luxury restaurants, hotels and resort chains as well as distribution channels.
What was the initial challenge?
The representatives at British Game Alliance we spoke with had just concluded a business trip in Hong Kong. Since they had received positive feedback from the people they had met there, they were keen to continue developing their presence in Asia by focusing on the Japanese market as a next step. Things were going well with the potential clients they connected with in Hong Kong, which also meant that expectations were high for other markets too. BGA came to Tokyoesque for assistance with approaching potential clients in Japan.
So what did Tokyoesque do?
First of all, we conducted desk research to find suitable contacts for BGA, engaging with those selected in order to secure meetings. There was a limited time period in which to secure these meetings, and the business trip itself was short which meant we needed to prioritise only those who showed a genuine interest. In order to present a wide range of relevant options for BGA, we put together a comprehensive list of resorts, distributors and restaurants to approach. This included particularly notable names in Japan’s luxury hospitality segment. Throughout the process, we made sure to demonstrate our knowledge of how the hospitality industry fits together in Japan and offered advice with regards to building interpersonal relationships with trusted suppliers. We also managed all communication with the prospects.
What was the outcome?
Tokyoesque scheduled a total of twelve meetings to take place over their five-day business trip, successfully keeping British Game Alliance up to date with relevant information. As a result, significant interest was generated, allowing BGA to develop new connections and move closer to achieving their objective. One of the key points we emphasised was that Japanese business culture is not the same as in Hong Kong, and that it can take a longer period of time to build up trustworthy relationships.
Read more about British Game Alliance’s Japan market story on their blog here.
We’ve worked with a number of clients looking to expand their presence in Japan by reaching out to potential clients or partners. Ask us how we can work with you to identify companies and liaise with them on your behalf.