REPLACEMENTS, LLC

We Don't Just Plan Your Market Entry — We Execute It.

Navigating Japan's retail landscape, language, and business customs can be challenging from abroad. Replacements bridges that gap — so your brand can focus on product, while we focus on getting it onto Japanese shelves.

Request a Free Consultation

Founded by Akira Kariya — 25+ years in the outdoor & apparel industry, including brand management for German, Nordic, and French footwear/apparel brands entering Japan, and an active Executive Partner role at a Japan-based outdoor brand distributor.

THE CHALLENGE

The Challenge of Entering Japan

Complex, relationship-driven distribution structures
Language and cultural nuances in business negotiations
Limited visibility into local trends, competitors, and the retail landscape
Difficulty building trust with retailers without a local presence
Uncertainty about which entry model fits your resources and budget
Already have a foothold in Japan — a retail partner, a distributor, or direct-to-consumer sales — but haven't been able to scale into real wholesale distribution

HOW WE HELP

How We Help

Market Entry & Business Development

We design a go-to-market strategy based on Japan's retail structure and connect you with the right retail partners.

Market Research & PR Strategy

We analyze your competitive landscape and build a PR/marketing plan tailored to Japanese consumers and trade media.

Market Analysis & Brand Strategy Consulting

We help position your brand for long-term success, not just a one-off launch.

Full Execution Support

Beyond strategy, we can take on the day-to-day work in Japan:

Sales Agency (Manufacturer's Rep) Service

We act as your sales representative, managing retailer relationships and order generation, while you retain control of invoicing and operations.

Import & Distribution Agency

We take full ownership of your import and wholesale operations in Japan, so you don't need to build a local entity or team.

WHY REPLACEMENTS

Why Brands Choose Replacements

We've already done this for European brands.

As country manager for German, Nordic, and French footwear and apparel brands, our founder built their Japanese distribution from the ground up — not as a consultant advising from the sidelines, but as the person directly responsible for the result.

Not theory — 25+ years earned in the field.

From retail floor to buyer to brand manager to executive partner — 25+ years of hands-on experience across sales, merchandising, and brand strategy in the outdoor and apparel industry.

An insider's network that actually moves.

An established network of specialty retailers, mass retailers, media, and trade show organizers across Japan, including active involvement in international trade shows such as ISPO.

We don't stop at strategy — we execute.

End-to-end support — from strategy to execution — under one partner.

PROCESS

How We Work Together

Free 30-minute consultation to understand your goals and current situation

Market assessment — research, competitive landscape, and channel options

Strategy proposal — a tailored entry plan with clear engagement model options

Execution — sales, PR, trade shows, and ongoing support

Ongoing review — adjust strategy as you grow

TRACK RECORD

Proven Track Record

We've supported 120+ market analysis and brand strategy projects.

Market Analysis & Brand Strategy Consulting

European Outdoor Brand A

Challenge: A retail-led model had succeeded globally, but in Japan the brand remained known mainly within the trade, with mainstream awareness still to be built. Pricing was still based on retail-era assumptions, with no clear wholesale strategy across categories.

Result: Rebuilt the pricing structure for wholesale and is now transitioning from mass-retail accounts to a specialty-retail-focused network, category by category.

Import & Distribution Agency

US Outdoor Brand B

Challenge: Exploring entry into Japan, but unfamiliar with local business customs and how to build a wholesale network — a Japan-based contact was in place, but with no capacity to run sales activity.

Result: Grew to the point of building its own small sales team; day-to-day sales have since moved in-house, with Replacements now engaged on an occasional consulting basis.

Market Research & PR Strategy

European Apparel Brand C

Challenge: Japan is a crowded market where brands investing in PR tend to see results, but this brand had no PR or promotional activity and was simply carrying over its home-market track record and its previous importer's terms and pricing.

Result: Retail expansion is underway, with ongoing support for sales planning and branding, including PR.

View All Case Studies

FOUNDER BACKGROUND

25+ Years, Built One Role at a Time

2000–2011 — Retail sales and outfitter (guide) work at a major domestic outdoor brand. Learned customer service, product knowledge, and store operations from the ground up.

2011–2017 — Merchandiser and footwear buyer at an outdoor specialty retailer, responsible for purchasing, ordering, and sales management.

2017–2019 — Country manager for German, Nordic, and French footwear and apparel brands at a distributor, responsible for Japan channel development and sales strategy.

2019–2020 — Sales and planning for domestic drinkware, apparel, and outdoor goods, including international brand sourcing through trade shows such as ISPO.

2020 — Founded "replacements" as an independent consultancy.

2025–present — Replacements, LLC incorporated. Concurrently serves as Executive Partner (Business Development) at a Japan-based outdoor brand distributor, overseeing Japan market entry strategy for overseas brands.

COMPANY FACTS

Company Facts

Company: Replacements, LLC(合同会社リプレイスメンツ)
Representative: Akira Kariya, Chief Executive Officer
Founded: October 2020(sole proprietorship)／Incorporated October 2025
Address: Koto-ku, Tokyo, Japan 135-0041
Corporate Number: 8010603011831
Main Banks: MUFG Bank, SMBC, Mizuho Bank, Bank of Yokohama
Phone: +81-3-6821-2370
Email: info@replacements.jp

FAQ

Frequently Asked Questions

Should we choose Sales Agency or Import & Distribution Agency?

If you already have the resources to manage inventory and invoicing, Sales Agency (B) is a good fit. If you'd rather hand off all Japan operations, Import & Distribution Agency (C) is the better fit. Not sure? Let's talk it through.

Do you work with brands of any size, including small or early-stage ones?

Yes. Brand size is not a barrier — we'll start with a free consultation to understand your situation and propose a fitting scope of support.

What should we prepare before reaching out?

A product catalog or price list is helpful but not required. We can work through the details together during the free consultation.

We already have a distributor in Japan — can we engage you for PR or trade show support only?

Yes. Market entry support is not required — PR, marketing, and trade show services can be engaged individually.

Would you work with a competing brand at the same time?

We evaluate this case by case. If there's a possibility of representing brands in the same category and market, we confirm there's no conflict of interest first — feel free to raise this directly with us.

What do your fees and contract terms look like?

Fees vary significantly by scope, engagement model, and product category, so we don't publish a flat rate — but we won't be evasive about it during your free consultation either. Contract terms range from project-based to monthly retainers, depending on what fits.

GET STARTED

Let's Talk — 30 Minutes, No Obligation.

Exploring the Japanese market? We offer free consultations built around execution, not just proposals.

Request a Free Consultation Contact Us