Meetings, trade shows, and long-term partnerships

In-person meetings, including at trade shows, remain an important way to build trust with Japanese licensors. Treat each meeting as a step in a long-term relationship rather than a one-time pitch.

Trade shows such as AnimeJapan in Tokyo, Licensing Expo in Las Vegas, Brand Licensing Europe in London, and Anime Expo in Los Angeles bring licensors and partners together. Book meetings weeks in advance, arrive on time, and bring business cards (meishi, 名刺). Offer and receive cards with both hands, take a moment to read them, and place them on the table during the meeting rather than pocketing them immediately.

Come prepared with a brief company overview, product samples if appropriate, and a clear ask. It's normal for a first meeting to end without a decision. Follow up within a few days with a thank-you note and any materials you promised.

Long-term partnerships grow from steady follow-through: regular updates, accurate royalty reports, and occasional check-ins even when no deal is pending. Some licensees also visit partners in Japan periodically. AniBiz can help arrange introductions ahead of major shows.