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INDIGO Trade & Government Relations

Managing BtoB strategies that adhere to regional regulations and cultural guidelines.

In addition to English and Japanese fluency, INDIGO understands that differences in culture and business practices are necessary for effective communication in international BtoB programs.

INDIGO is proficient in global and Japanese trade distribution systems along with negotiation tactics applicable to Japanese governments and tourism organizations.

Trade engagement in the industry and new business leads from Japanese public RFPs are integral to INDIGO’s BtoB strategy.

These are supported by trade partnership skills, destination training, destination product sales, tie-ins, marketing campaigns, trade media relations, project proposal development, pitches, and others.

Dream Drive
Dream Drive
Case study:



Out-of-box collaboration that creates higher value in the upcoming lifestyle trends through pandemic and beyond.

B to B relationship building and joint marketing initiative:
  • Identify advantage of scale for different businesses to work together
  • Marketing partnership concept preparation
  • BtoB relationship building
  • Strategic project idea proposal
  • Follow-up communication leading to next steps of project plans
  • Dream Drive and Tokyu Hotels started exclusive business partnership for camper van guests.
  • Publicity created by its news value of hotel/facility package for road trip.
  • Converting interests of lifestyle market leader into actual travels through bookings for both Dream Drive and Tokyu Hotels
  • Tokyu Hotels can increase business at their restaurants and spas with more services offered to same-day customers.

Case study:

Air Canada destination marketing partnerships
(TSJ Director, 2017- March 2021)


Initiating marketing collaboration between international airline and destination for mutually beneficial BtoB tourism marketing, and coordinating projects for strategic partnership

BtoB relationship building and joint marketing:
  • Marketing partnership concept preparation
  • BtoB relationship building
  • Strategic project with timeline design
  • Project planning and operation support for effective BtoB engagement
  • Follow-up communication leading to next steps of project plans
  • Air Canada’s first Japanese regional destination partnership is now in effect
  • Joint marketing includes: strategic BtoB project plans, visual tool production, travel agent/tour planner destination education seminar, travel company manager destination inspection, new tour product development, media visit, and Air Canada offshore sales meeting at destination
  • Quality documentary produced with JbyJ. Canadian film team highlights traditional and local community life throughout generations while focusing on the destination’s agricultural specialty. They have thereby created destination management capability though production works with international film crew, thematic visual tool preparation for new travel product support; and branded the destination for green, wellness, health, authenticity, and Japanese tradition targeting premium travel markets in North America.
  • New tour itineraries have been in store by destination study trip participants, and group bookings contributed to tour company business and air seat sales.

Photo courtesy of Shiro Tamura

Video courtesy of RideJapan & Dreaming Big Media

Case study:

RideJapan Mount Fuji Three Peaks Tour (TSJ Director, 2018)

BtoB support:
  • Business partnership opportunity search
  • Facilitating project arrangement between Japanese municipalities/organizations and international tour operator
  • Necessary document preparation and application for approval of public road use
  • Onsite event management for better regional engagement and creating local motivation as well as guests’ better experiences
  • Through international travel event management, regional government learned to optimize their efforts by contributing to more effective media coverage and better customer engagement
  • Regional tourism office involved local cyclists and a traditional music performance team in the event, creating a mutual positive impact for better community partnerships as well as with International tour guests
  • High quality promotion video and visual assets were produced and created by Dreaming Big Media. These visual promotion tools were shared with regional tourism organizations for their thematic destination promotion purposes
  • The success of the event has served as a sales promotions for RideJapan. A wider variety of cycling tour products are prepared in store, leading to mutual gain for both the tour operator and the destination

Support for BtoB relations and onsite event arrangement with Japanese regional government.

Case study:

Arigato Japan Food Tours (2017-2020)


Consulting and support for product development, B2B services with the Japanese regional government.

BtoB consulting and support:
  • Business partnership opportunity search
  • Broker support for effective partnerships
  • Facilitating of primary meetings and project planning assistance between Japanese municipalities/organizations and international service provider
  • Follow-up meetings for better regional engagement and creating local motivation
  • Through local travel product development, regional government learned to optimize their budget with the real return of tangible tour packages, sales/distribution system introduction, and future booking promotions.
  • By jointly working with Arigato Japan Food Tours projects, regional tourism associations and individual players were encouraged to spontaneously continue their product support efforts.
  • Arigato Japan entered into global sales network of a key distributor due to new products developed with Japanese regional government.

Photos courtesy of Arigato Japan Food Tours

View Other Services


Responsible planning for sustainable development of communities through travel and tourism.


Customising strategic approaches to maximise positive impacts of destination resources and global trends.


Managing B2B strategies that adheres to regional regulations and cultural guidelines.


Interpreting partner needs with international insights and best matching with unique stories.


Engaging core markets with most effective ways for successful B2C communication.


Strategic thinking from holistic views to achieve innovative synergy and productive outcome.

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