You are missing a couple other key elements
1. Local (at least within the same country) E-P parts support & supply to back up the distributors, all trucks break down - getting the trucks back running is a key factor. Customer do want ther truck down waiting for a common service item part for 30 days. I sold E-P pallet truck (once). The controller "failed" twice - no parts in US. Customer thru E-P out & our dealership. Never sold another E-P anything.
2. Local technical support and training to back up the distributors.
It is very helpful taht any local represetnative is knowledgable 7 speaks the local language well. A Japanese forklift company, well known in their own country initially tried to market trucks in the US with all Japanese personnel & did not succeed until they hired & trained locals. They are very well established in the US today.