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Key factors to success in Japan - land of the rising economy Asia-House, September Key factors to success in Japan - land of the rising economy Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Brief introduction Key factors to success in Japan – land of the rising economy Brief introduction of: Lars Wittig Founder and CEO Global-Eyes a/s Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Destined for Key factors to success in Japan – land of the rising economy Destined for Japan Ties with Japan were initiated already in year 1990 … Early 1990, sent by EAC to study at Kanazawa 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. Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Initial business Key factors to success in Japan – land of the rising economy Initial business challenges in Japan Sept. 1990 – Sept. 1992 Marketing Manager, EAC Consumer Products Division Tokyo, Japan. Sole agents/distributors for: Everfit (Fiber Trim) • Dietary fiber • Oral Care • Vitamins VITOP The East Asiatic Company Ltd A/S (A/S Det Østasiatiske Kompagni) Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy 15 years Key factors to success in Japan – land of the rising economy 15 years abroad 1986 – 2001: • 10 years in Asia • 5 years in the USA Sales, marketing, distribution and general management during 15 years abroad with: Regional responsibilities, often including Japan: Marketing Manager, Distribution Responsible EAC - The East Asiatic Company Marketing Manager, Asia Dole Packaged Foods Managing Director, Asia-Pacific Hawaiian Tropic Suncare Marketing Director, Dept. Region Manager within South East West Asia and Philippines Divisions The Coca-Cola Company Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy The ”recycled” Key factors to success in Japan – land of the rising economy The ”recycled” Dane… EAC Trainee in Cph. until sent abroad year 1986 departed Denmark in 1986, returned in 2001 The East Asiatic Company Ltd A/S (A/S Det Østasiatiske Kompagni) Year 2001, returned to Denmark, acquired Horton International A/S During 2004, returned to the International arena by founding Global-Eyes a/s while selling Horton. Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case I: Toms Gruppen A/S Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case I: Toms Gruppen A/S Japanese Focus Group conducted in Denmark. Conclusive findings about consumer preferences and expectations to: • • • Type of retail outlets Purchase occations Consumer profile Packaging Flavours, etc. Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case II: trollbeads. com Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy 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! Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case II: trollbeads. com • Traditional Distribution: Level 1: Importing agent/distributor Product flow Level 2: Primary wholesalers Level 3: Secondary wholesalers Level 4: Chain H. Q. Level 5: Retailers Merchandisers Level 6: Consumers Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case II: trollbeads. com • Alternative Distribution: I: Internet, catalogue sales II: Door-to-door sales III: Home TV Shopping - annual growth 20+ % - from low-end to - premium goods! Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case III: Sagem Denmark A/S OEM encrypting PIN pads for ATMs and related payment systems Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case III: Sagem Denmark A/S Export of Danish manufactured ’OEM Encrypting PIN pads’ for leading Japanese Electronics Manufacturers • 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 Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Sagem Denmark’s Key factors to success in Japan – land of the rising economy Sagem Denmark’s Japanese Universe: Japan Consumer Credit Industry Association - JCIA Japan Banking Association Corp. A Japan External Trade Organization – JETRO Tokyo and Copenhagen American Chamber of Commerce Japan ACCJ - Banking and Finance Committee Corp. I Ministry of Finance Corp. B Corp. II Corp. C Ph. D. Amano-san, HOSEI University Corp. III Royal Danish Embassy Japanese Embassy Denmark Corp. D. Japan Credit Card Association Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case IV: Global-Eyes a/s The road to success in Japan Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case IV: Global-Eyes a/s Key factors to success are Know How and Know Who: • 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! Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Business Case Key factors to success in Japan – land of the rising economy Business Case IV: Global-Eyes a/s The Key factor to success for Global-Eyes is our ability to combine and apply 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 Asia-House, September 25 th 2006

Key factors to success in Japan – land of the rising economy Dette Er Key factors to success in Japan – land of the rising economy Dette Er stavet rigtigt Asia-House, September 25 th 2006