Scaling Japan Podcast Episode 82 : Retail Distribution in Japan with Bela Schweiger
In this episode of the Scaling Japan Podcast, we welcome Bela Schweiger, President and CEO of Enter Japan K.K. Bela brings over 20 years of leadership experience at global firms including The Coca-Cola Company, Nokia, Häagen-Dazs, and L’Oréal.
Bela shares essential insights on how retail distribution works in Japan, including the roles of trading houses, drugstores, convenience stores, and corporate buyers. He also provides practical strategies for handling Japanese distributor inquiries and how to pitch your brand effectively in a market known for its high standards and relationship-driven business culture.
If you're aiming to launch or expand your consumer product in Japan, this episode is a must-listen for learning how to enter and grow in Japan’s highly structured retail landscape.
---AIM B2B – Integrated Marketing & PR in Asia
This episode is sponsored by Custom Media, Tokyo’s leading integrated marketing and PR agency since 2008, helping global brands expand across Japan and APAC.They can help you with:
Localized storytelling to build trust in Asian markets
Strategic performance marketing for measurable growth
Account‑based marketing (ABM), paid media, GEO, and SEO
HubSpot‑certified CRM & marketing automation
Data‑driven implementation with cultural expertise
Show Notes:
0:00 – Introduction
1:11 – Overview of Retail Distribution in Japan
8:03 – Major Beverage Brands of Japan
15:35 – Role of Trading Houses (Sogo Shosha)
26:01 – How to Handle Inquiries and Leads from Japanese Distributors
33:57 – Comparing Corporate vs. Small Retail Partners
37:18 – Growth of Drug Stores and Convenience Stores as Retail Channels
40:21 – How to Localize Marketing for Japanese Consumers
44:01 – Tips on How to Pitch Your Brand in Japan
49:14 – Key Takeaways from Bela Schweiger
Links from Guest Appearance:
📘 Intercultural Leadership: Exercises in Action by Sierk A. Horn – Read here
🔗 Connect with Bela Schweiger on LinkedIn – https://www.linkedin.com/in/belaschweiger/
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