Why Local Sales Representation?

In today’s rapidly changing business environment, an active, participatory business mindset is critical in the US.

Engaging directly in meetings or events allows companies to quickly understand challenges and needs. It enables rapid business expansion through the exchange of concrete solutions.

Actively exhibiting at trade shows provides a concrete and effective way to adopt this participatory approach. Exhibitions let companies showcase products to a wide and diverse audience of customers and partners. They offer opportunities to gather feedback and advice, and to implement improvements to products and revise business plans quickly.

Many companies influencing business trends participate in US. trade shows, competing with advanced technologies and ideas. Active involvement through exhibiting is essential in order to ride the next major wave of future business.

Is Exhibiting in the US Too High a Hurdle?

Many companies hesitate to exhibit because they worry:

• Is the product itself still ready or complete?
• How will follow‑up after the exhibition be handled?
• Are sales and maintenance systems sufficiently developed?

Despite these concerns, the mindset of many US companies participating in these events is quite different.

The Reality of Exhibiting in the US and Europe

Exhibitions as a Crucial Source of Infoarmation

The US market is enormous in both scale and diversity. It includes needs and use cases that even sellers may not anticipate, and trade shows are often where these needs become visible.

For buyers who may not know what they want until they see it, thousands or tens of thousands often visit booths over several days at large events. They ask questions that can surprise even experienced exhibitors.

Now is the Time When Encounters Matter

Face‑to‑face encounters have always been important. Now, thanks to the internet and digital technology, doing something new no longer requires excessive time or money. Exhibiting remains the fastest path to building a business.

The Silicon Valley style often begins with one encounter that leads to another. This can create a chain reaction of networking and unexpected opportunities.

Iterate and Adapt Quickly

Speed and adaptability are essential. The Silicon Valley‑inspired approach is to launch quickly via the shortest possible path, constantly adjusting direction based on discovered needs and new encounters, even before the product is fully complete.

Sales and maintenance systems grow in parallel with this process. For many Japanese companies, developing such systems is part of a new business launch. Without starting early, fully penetrating the US market may be impossible.