So I said to myself, 'What if I give my distribution partners a special title to which no retailer can say no?' Our distribution partners were the only distributors who had this special title, and it worked." So I visited retailers, and everybody laughed about my idea. ![]() For frontline titles, they bought only from the publishing company. "They only bought excess inventory at substantially reduced prices. "This was a big challenge simply because at that time, retailers weren't interested in buying frontline products from a distributor," Maekawa said. and restarted it as a one-person outfit, relying on distribution partners who would have regional exclusivity over Natsume's games. I realized it was impossible, but I couldn't say I was going to close the company." You have to have a warehouse, a warehouse manager, and you have to assume inventory risk at marginal return and price protection. ![]() "But soon after, I realized it's very difficult for a smaller company to keep operating in direct sales and distribution. "At that time, we were selling the video games directly to retailers in the same way as all other publishing companies did," Maekawa told during an interview at E3 last month. ![]() The company had five employees at the time, and even that seemed to be unsustainable. was best known for the Super Nintendo's Pocky and Rocky series, which was well-regarded but not exactly a massive hit. in the mid-'90s, the American division of Japan's Natsume Co., Ltd. When Hiro Maekawa took over at Natsume Inc.
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