Trusted relationship provides mutually profitable results. Spot contracts often do not produce actual business. If you receive correspondence from Japan, make sure you respond within a reasonable amount of time, usually by the end of the following day. Prompt responses strengthens partnership. Offer your best services at all times.
Flexibility is the key to produce more business.
Government regulations and product acceptability may differ in Japan. Modifications to your product may be necessary. In general, Japanese buyers are very cautious. They like to examine thoroughly the products they are intending to buy, compare prices and determine market potential before they initiate a first sales contract. Gift exchange is an integral part of Japanese culture.