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HTM case studies in Japan
A Balanced Program Increases Sales and Profitability

This company manufactures semiconductor testing equipment. For nine years their products were sold through a major Japanese distributor based in Tokyo. Annual sales reached $3 million but plateaued at that level. Finally, the company decided to open its own office in Tokyo.

HTM did the initial planning, business modeling, budget preparation, facility acquisition, recruiting, and company registration for setting up the operation in Tokyo. Over the next five years, HTM provided the day-to-day management. During this time sales increased 500% to $15 million annually, and the Japanese office accounted for 35% of the company’s worldwide sales, and 65% of worldwide profits! This success story was due to the following factors.

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