In Japan, many large companies and institutions will only deal with certain local sales agents (i.e., sub-distributors) that specialize in providing certain types of products. For the large organization, this serves to reduce some of the accounting and invoicing paperwork. For the individual supplier or distributor, however, this creates both a barrier and an opportunity. A barrier, because the large organizations will not deal with the main supplier directly, no matter how valuable or unique their product offering is. An opportunity, because the development and nurturing of an excellent sub-distributor network can open doors for the main supplier and amplify its own sales and marketing initiatives. Veritas has seized this opportunity and has developed a wide and effective network of sub-distributors, each of which we treat as a partner in the process of representing our supplier’s products to potential customers.