H Company’s Expansion into the U.S. Market and Sales Growth for Lock Nuts

Client: Company H, Nut Manufacturer
It was common knowledge that nuts loosen when subjected to physical vibration. While there were similar products that prevented loosening, no nut was capable of 100% anti-loosening. Nut loosening carries the risk of major accidents, but infrastructure in the U.S., such as buildings and bridges, often remains outdated and poorly maintained. Company H, having solved this issue, contacted Assista about whether their successful cases in Japan's aviation, railway, and construction industries could be applied in the US.

Assista conducted intensive sales activities targeting prominent US companies in the aviation, construction, and railway industries. We visited clients with samples, provided comparative test data using vibration simulators against competitors' anti-loosening nuts, and delivered detailed explanations to demonstrate how effective H's nuts were in preventing accidents. Subsequently, we exhibited at trade shows for bolt and nut industry every other year, steadily acquiring new customers.

Sales upon entry in the US market in 2007 were approximately ¥1 million/year. Currently, including sales through distributors, annual sales exceed ¥100 million. Major clients include Boeing, Metra, New York City Metro, Bridgestone, Delphi, Okuma, and Lockheed Martin. The key to success was demonstrating, through vibration testing and sample provision, that H’s products delivered significantly superior anti-loosening performance compared to competitors, backed by detailed data.