By Terrie Lloyd -- Communication with a Japanese distributor is vital to getting the most out of your business. Your company has hired the consultants, done the trade show, and has subsequently found a distributor with whom to start doing business in Japan. For some, this is the end of the story in terms of their direct involvement in Japan, and they are happy to take a smaller cut of the sales and leave the distributor to execute every aspect of the Japan operation. In a company that sells intellectual property versus products, this type of relationship is common, and handing the work of market development to your Japanese partner will mean that you can typically expect to receive just 25 percent or so of the revenues. If you’re selling products, then you might receive 40 percent to 50 percent.