Partner-Led Case Studies
European Skincare Brand
At a Glance
- Duration: 30 months
- Key activities: 3 multi-channel campaigns launched (online, retail, regional)
- Outputs: 2,000+ direct consumer responses collected, brand launched under own entity
Client Feedback
“By working with fractional experts, we finally had unfiltered consumer insight and could align our global brand with Japan’s market realities. The transition away from trading house reliance gave us both speed and confidence.”
Gained direct consumer insight and accelerated growth in Japan
For years, a premium European skincare company sold products in Japan through a distributor. Every piece of customer feedback was filtered and campaigns often took months to approve. HQ had no direct line to Japanese consumers and growth stalled as a result.
Japanese Market Growth Challenges
Customer feedback was filtered through the trading house, leaving HQ in the dark. The partner also controlled brand positioning, making it harder to differentiate products in the marketplace. On top of that, growth initiatives were often held back by the trading house focusing on their own priorities.
The Indentry Difference
Indentry gained firsthand customer insights through independent research. Our experts turned the global brand strategy into positioning that stood out in the Japanese market.
First 30 Months
Indentry combined fresh research with trading house data to give HQ a clear view of the Japanese market. With compliance secured for legal direct import and sale, the team launched campaigns across digital, retail, and events alongside Japanese agencies. Live promotions in Fukuoka and regional markets built early traction and drove growth.
Impact
Indentry gained direct consumer feedback that sharpened brand messaging for Japan. Compliance hurdles were cleared early, cutting months off the launch timeline. Campaigns then outperformed acquisition targets, fueling faster-than-expected growth.
Why It Worked
The engagement was led by a former Japanese country manager who had launched European brands locally before. They brought compliance know-how, market insight, and execution skills to the project.
European Industrial Equipment Manufacturer
At a Glance
- Duration: 10 months
- Key activities: 30 partners mapped → 8 qualified → 3 shortlisted
- Outputs: Pilot distribution agreement signed, new distributor secured
Client Feedback
“Our relationship with the trading house had reached an impasse. With a fractional expert, we identified new partners and restored balance to our negotiations.”
Breaking a stalemate with new distribution partners
A European equipment maker relied on a trading house to sell in Japan. When negotiations over price and exclusivity stalled, HQ lost leverage and had no clear view of alternative partners.
Japanese Market Growth Challenges
Talks with the trading house had stopped, leaving HQ exposed and dependent on a single partner. Without any alternatives identified, there was no clear path to other distributors in Japan.
The Indentry Difference
Indentry mapped potential distributors, JV partners, and niche channels, then conducted outreach and early-stage discussions in Japanese. The process was aligned closely with HQ’s strategic objectives to ensure the right fit.
First 3 Months
In the first 3 months, Indentry mapped 30 potential partners and narrowed the list to 8 qualified prospects. Options were tested through direct outreach and early talks in Japanese, followed by workshops to align HQ with shortlisted partners. The process culminated in guided negotiations that secured a pilot distribution deal.
Impact
Within 12 months, Indentry secured a new distributor, restoring HQ’s leverage in trading house negotiations. A pilot project was launched at the same time, delivering 15% cost savings.
Why It Worked
The project was led by a former business development director for a German industrial supplier in Japan. This brought more than 15 years of hands-on experience in JV negotiations, distribution deals, and partner mapping to the table.
European Industrial Automation Supplier
At a Glance
- Duration: 18 months
- Key activities: 40+ customer interviews, 2 major campaigns, 3 trade shows represented
- Outputs: Market Reality Report, campaign launches, distributor re-alignment
Client Feedback
“By working with a fractional expert, we finally had direct visibility into the Japanese market. For the first time, HQ’s global strategy was reflected in local execution. The expert not only gave us independent insights but also delivered campaigns that proved our products could stand on their own — beyond the distributor’s lens.”
Regaining control of strategy beyond distributor dependence
A European industrial automation supplier had steady sales which masked a bigger problem. HQ’s strategy was out of step with the distributor who controlled the pricing and marketing.
Japanese Market Growth Challenges
HQ relied on filtered insights from a distributor focused on short-term margins instead of premium positioning. With no local entity, HQ couldn’t hire its own team, and strategy changes took months to implement.
The Indentry Difference
Indentry installed a local expert to represent HQ directly in Japan and gather real customer and competitor insights through interviews. Independent marketing and customer campaigns were launched outside distributor control, giving HQ the data to reset the distributor relationship and drive joint planning.
First 18 Months
Over 18 months, Indentry interviewed 40+ customers and stakeholders to create a “Japan Market Reality Report.” Independent campaigns for a new product line were launched, cutting time-to-market from six months to eight weeks. Strategy workshops with HQ and the distributor re-aligned goals and restored focus.
Impact
Indentry delivered unfiltered insights that reshaped product positioning and lifted qualified leads by 25% within 12 months. A revised distributor agreement introduced quarterly planning and KPIs, while campaign responsiveness improved, cutting launch times by two-thirds.
Why It Worked
The project was led by a former marketing director at a European automation company in Japan, with over 15 years’ experience in partner development and OEM engagement.