The problem
Asia-Pacific is not one dive market. It's many, and they behave nothing alike.
China is the world's largest market and the one most misunderstood in the West. Japan runs on long-standing importer relationships and expects a level of service most brands are not set up to provide. Korea moves on price and prestige. Indonesia and Thailand are resort and training markets where the buyer is a dive centre, not a retailer. Australia is a mature retail market with a handful of gatekeepers.
Brands usually discover this after signing a distributor. Orders come in without a forecast behind them, the dealer network stops growing, and nobody at head office can explain why one territory works and the next does not.
Engagements are scoped to what the brand and the market require. That might be running the sales side outright: appointing distributors, holding them to a plan and driving the numbers. It might be sales with marketing alongside it, from in-language social media to trade show execution. Or it might be both, scaled up or down as a position in each market changes. The work is measured in sales growth.
Services
Engagements are scoped to a retainer, defined project or results-based commission.
Regional sales strategy
Territory planning, channel structure, pricing and margin architecture, and target setting across the region.
Distributor and dealer management
Appointment, onboarding, annual commitments and performance review across an existing or new partner network, plus day-to-day account support.
Sales representation
Acting as the brand's commercial contact in-region: dealer visits, trade shows, training agency relationships and partner meetings.
Regional marketing
Campaign planning and execution across the region, including localisation of brand and product material, dealer-facing marketing support, and social media run natively in-market on the local platforms and channels.
Dive shows and booth execution
Stand design, build management, staffing and on-stand sales at the shows that matter in this trade: DEMA, ADEX Singapore, Marine Diving Fair in Tokyo, the China dive shows and the regional consumer events. Handled from brief through to teardown, with lead follow-up afterwards.
Market development
Assessment of new markets, competitor and channel mapping, service and warranty infrastructure, and entry planning.
Commercial negotiation
Distribution terms, supply agreements, exclusivity, minimum volumes and pricing structures.
Reporting and advisory
Sales reporting, forecast review and strategic advice to owners and management teams.
Who we work with
Brands selling into the dive trade, and the channels they sell through.
Clients are typically equipment manufacturers or consumer brands. The channels below are those the company works through day to day. Details of current engagements and references are available on request.
- Regional distributors and importers
- Dive retailers
- Dive centres and resorts
- Liveaboard operators
- Training agencies
- Technical diving specialists
- Military and public service clients
- Freediving and spearfishing channels
- Direct-to-consumer and omnichannel
- Watersports and outdoor retail
- Japan
- South Korea
- China
- Taiwan
- Hong Kong
- Singapore
- Malaysia
- Thailand
- Indonesia
- India
- Philippines
- Australia
- New Zealand
Company details
Get in touch
Email with a short note on the product, the current position in the region, and what you are looking to change.
- Registered name
- Lighthouse Pacific Limited
- Company & Business Registration No.
- 80895861
- Registered office
- Room 1606, 16/F, Empress Plaza
17–19 Chatham Road South
Tsim Sha Tsui, Kowloon
Hong Kong SAR - Send us an email
- Nature of business
- Business-to-business consulting for the diving equipment sector: sales, account management, business development, regional marketing and international market expansion. Remunerated by commission, consulting fee or retainer.