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Key factors to success in Japa - land of the rising economy Asia-House, September 25th 2006
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Key factors to success in Japan- land of the rising economy
Asia-House, September 25th 2006
Lars WittigFounder and CEOGlobal-Eyes a/s
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
Brief introduction of:
Destined for Japan Ties with Japan were initiated already in year 1990 …
Early 1990, sent by EAC to study atKanazawa Study of Japanese in Kanazawa, Ishikawa Prefecture
• One student one ”sensei” basis; Six hrs. a day; Six days a week; for six months
• Living the Japanese way of life, established the first Japanese friendships, regular guest in Japanese homes, etc.
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
Sept. 1990 – Sept. 1992
Marketing Manager, EAC Consumer Products DivisionTokyo, Japan. Sole agents/distributors for:
• Dietary fiber
• Oral Care
• Vitamins
Everfit (Fiber Trim)
VITOP
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
The East Asiatic Company Ltd A/S(A/S Det Østasiatiske Kompagni)
Initial business challenges in Japan
15 years abroad
Key factors to success in Japan – land of the rising economy
Sales, marketing, distribution and general management during 15 years abroad with:
Asia-House, September 25th 2006
1986 –2001:
• 10 years in Asia
• 5 years in the USA
Regional responsibilities, often including Japan:
Marketing Manager, Distribution Responsible EAC - The East Asiatic Company
Marketing Manager, AsiaDole Packaged Foods
Managing Director, Asia-PacificHawaiian Tropic Suncare
Marketing Director, Dept. Region Manager within South East West Asia and Philippines DivisionsThe Coca-Cola Company
The ”recycled” Dane…departed Denmark in 1986, returned in 2001
The East Asiatic Company Ltd A/S(A/S Det Østasiatiske
Kompagni)
EAC Trainee in Cph. until sent abroad year 1986
Year 2001, returned to Denmark, acquiredHorton International A/S
During 2004, returned to theInternational arena by founding Global-Eyes a/swhile selling Horton.
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
Business Case I: Toms Gruppen A/S
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
Business Case I: Toms Gruppen A/S
Japanese Focus Group conducted in Denmark. Conclusive findings about consumer preferences and expectations to:
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
• Type of retail outlets• Purchase occations• Consumer profile• Packaging• Flavours, etc.
Business Case II: trollbeads.com
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
Business Case II: trollbeads.com
Established export of Danish jewelry to Japan
• Alternative distributors identified, incl. Nadja Perenne
• Hisanaga-san, Nadja Perenne, is a long-time business associate seeking accessory jewelry for his business
• Samples sent, documented, phone meetings, final agreement confirmed by meeting in Copenhagen
All of the above achieved within Three months!
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
Business Case II: trollbeads.com
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
• Traditional Distribution:Level 1: Importing agent/distributor
Level 2: Primary wholesalers
Level 3: Secondary wholesalers
Level 4: Chain H.Q.
Level 5: Retailers
Level 6: Consumers
Merchandisers
Productflow
Business Case II: trollbeads.com
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
• Alternative Distribution:
I: Internet, catalogue salesII: Door-to-door sales
III: Home TV Shopping - annual growth 20+ % - from low-end to - premium goods!
Business Case III: Sagem Denmark A/S
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
OEM encrypting PIN pads for ATMs and
related payment systems
Business Case III: Sagem Denmark A/S
Export of Danish manufactured ’OEM Encrypting PIN pads’ for leading Japanese Electronics Manufacturers
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
• Creating the relations and network critical to succeding
• Meeting with and presenting to the prospective manufacturers
• Networking with deciding government and industry organizations and customers
Corp.I
Corp. II
Corp. III
Sagem Denmark’sJapanese Universe:
American Chamber of Commerce JapanACCJ - Banking and Finance Committee
Japan External Trade Organization – JETROTokyo and Copenhagen
Royal Danish Embassy Japanese Embassy Denmark
Ph.D. Amano-san,HOSEI University
Japan Consumer Credit Industry Association - JCIA
Ministry of Finance
Corp. A
Corp. B Corp. C
Japan Banking Association
Japan Credit Card Association
Corp. D.
Asia-House, September 25th 2006
Key factors to success in Japan – land of the rising economy
Business Case IV: Global-Eyes a/s
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
The road tosuccess inJapan
Business Case IV: Global-Eyes a/s
Key factors to success are Know How and Know Who:
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
• Active member of the largest western business association in Japan, ie. ACCJ, staffed w. over 100 employees, 1000 member companies, 3000 member names, from over 40 countries
• Cooperating closely with Japan External Trade Organization in Tokyo and Copenhagen.
• Excellent relations with the Royal Danish Embassy in Tokyo, and Embassy of Japan in Copenhagen.
• Extensive network on the ground in Japan!
Business Case IV: Global-Eyes a/s
The Key factor to success for Global-Eyes is our ability to combine and apply
Key factors to success in Japan – land of the rising economy
Asia-House, September 25th 2006
Our know how and know who
We never limit the options of resources; we cherry-pick from the best practices;we build relations!
Hence, creating turn-key solutions to match the key factors to success unique to each of our clients’ businesses in Japan
Key factors to success in Japan
– land of the rising economy
Dette Er stavetrigtigt
Asia-House, September 25th 2006
