Tag Archives: Doing Business with the Japanese
“Mastering Japan Business”
by Philippe Huysveld (GBMC)
”Japan Series”: Livre/Book 5
A reference Book for non-Japanese executives about “How to do business in Japan“!
More information from:
OR also from:
“Comment réussir votre développement international au Japon”
organised in Paris by the MEDEF Ile-de-France (French Federation of Companies) on wednesday May 11, 2016.
More details about the Conference itself (in French):
” Eric BERGER, Président du MEDEF Ile-de-France, et Michel JONQUERES, Président de la Commission Internationale,
ont le plaisir de vous convier au Petit Déjeuner de l’Executive Club du MEDEF Ile-de-France sur le thème :
« Comment réussir votre développement international au Japon »
le mercredi 11 mai 2016 de 8h30 à 10h30
au Club (niveau -1)
10, rue du Débarcadère – Paris 17ème
avec la participation de :
• Yoichi SUZUKI, Ambassadeur du Japon en France
« Le commerce franco-japonais »
• Philippe HUYSVELD, spécialiste du Japon, membre de Global Business and Management Consulting (GBMC)
« A faire et à ne pas faire pour votre réussite commerciale au Japon »
• Jean-Charles CROUIN, Conseiller du Commerce Extérieur de la France (section Japon), Président de la Commission Asie du
« Un entrepreneur français au Japon »
If you are interested in joining us for the conference, please fill in and send back the form hereunder:
Merci de confirmer votre présence en nous renvoyant le coupon-réponse par courrier, accompagné de
votre chèque de règlement à l’ordre du MEDEF Ile-de-France avant le vendredi 6 mai 2016 à l’adresse :
MEDEF Ile-de-France – Service Communication – 251, boulevard Pereire – 75852 PARIS Cedex 17
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Fonction :……………………………………………………… Tél. : ……………………E-mail : ……………………………….…..
Ο Assistera au petit déjeuner
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PARTICIPATION : 30 € TTC
(votre inscription sera prise en compte uniquement après règlement)
Pour toute information : service Presse et Communication au : 01 40 55 12 43 / 51 ou email@example.com
“SAVE THE DATE” – Conférence : “PME-PMI : Le développement de vos affaires au Japon : c’est possible !” – 12 novembre 2015 – 18h00 – Cergy (Val d’Oise), Paris area, France
GBMC is delighted to announce/promote this France-Japan Business related Conference, to which we will actively participate and during which we will speak about “Keys for Success in Japan”, in partnership with CEEVO (the Economic Expansion Committee of the Val d’Oise Prefecture). Looking forward to seeing you there!
le jeudi 12 Novembre 2015,
de 18h00 à 20h00,
au Conseil Départemental du Val d’Oise,
Bâtiment F – 3e étage – Salle Nord,
2, Avenue du Parc,
à Cergy (95).
GBMC is honoured and delighted to present you the following cross-cultural seminar:
Seminar F: Cross-cultural Business Awareness Training:
“Business Meetings and Negotiations in Japan”
More details (on Linked In) from:
or from our website:
GBMC is honoured and delighted to present you hereunder the following cross-cultural seminar:
Seminar E: Cross-cultural Business Awareness Training:
“Doing Business with Japan” &
“How to pitch to Japanese prospects”
More details (on Linked In) from:
Or from our website:
Formations Interculturelles et “Business” EUROPE-JAPON:
Les Consultants en Affaires Europe-Japon de GBMC ont le plaisir et l’honneur de vous faire part du lancement de trois nouvelles séries de formations interculturelles et « business » Europe-Japon données dans le centre de Paris et bientôt à Bruxelles. En voici le détail.
Série 1: Formations Interculturelles pour Expatriés venant ou travaillant en Europe
Nous proposons les 3 séminaires suivants:
- Séminaire A: Accompagnement des Expatriés dans leur processus de Relocalisation: (une demi-journée)
- Séminaire B: Formation Interculturelle – « Travailler avec des Collègues Européens » (une demi-journée)
- Séminaire C: Formation Business – « Guide de Survie pour faire des Affaires en Europe » (une journée complète)
Nos Séminaires sont DISPONIBLES EN JAPONAIS ET EN ANGLAIS. Dans nos Centres de Formation GBMC, à PARIS et bientôt à BRUXELLES.
Série 2: Formation Interculturelle pour le personnel européen des entreprises japonaises
Nous proposons le séminaire interculturel suivant:
- Séminaire D: Formation Interculturelle – “Travailler avec des Collègues Japonais” (une journée complète)
Séminaire DISPONIBLE EN ANGLAIS ET EN FRANCAIS (tous les documents sont en anglais, toutefois). Dans nos Centres de Formation GBMC, à PARIS et bientôt à BRUXELLES.
Série 3: Formations pour entreprises européennes approchant le Marché japonais ou travaillant avec des entreprises japonaises (clients ou partenaires japonais)
Nous proposons les 4 séminaires « Business Japon » suivants:
- Séminaire E: Formation Business – “Faire des Affaires avec le Japon + Comment se présenter à des interlocuteurs japonais” (une journée complète)
- Séminaire F: Formation Business – “Communiquer, Faire des Réunions et Négocier avec les Japonais” (une journée complète)
- Séminaire G: Formation Business – “Comment exporter vers le Japon et vendre vos produits au Japon (Marketing B2C et B2B)” (une journée complète)
- Séminaire H : Formation Business – « Stratégies d’Entrée au Japon et Comment ouvrir un bureau au Japon” (une journée complète)
Nos Séminaires sont DISPONIBLES EN ANGLAIS ET EN FRANÇAIS (tous les documents sont en anglais, toutefois). Dans nos Centres de Formation GBMC, à PARIS et bientôt à BRUXELLES.
Si nécessaire, envoyez-nous vos questions à l’adresse: firstname.lastname@example.org.
Au plaisir de vous y retrouver!
Le Team GBMC
Need to understand better Business in Japan or with the Japanese?
Check our Cross-cultural Training courses!
That is, we are happy and proud to launch, at GBMC, a new set of EU-JAPAN CROSS-CULTURAL TRAINING COURSES designed for EU and Japanese executives either working for Japanese companies or doing business with Japan. With, of course, our touch to it!! In short, we now offer in-house/company-specific seminars (training customised and delivered for your company) as well as open business seminars (training open to all companies) in the centre of Paris and, to a lesser extent, in Brussels area.
Training courses are sorted out according to the following three series:
SERIE 1: Cross-cultural training for Japanese expatriates working in Europe
Our aim here is to increase EFFECTIVENESS IN THE WORKPLACE through overcoming cultural differences between European staff and Japanese expatriates.
Seminars (half a day each) are aimed at raising general cultural awareness as well as at understanding and developing practical strategies for solving cultural differences and conflicts which might rise at the office, from a Japanese staff perspective.
Half-day training courses:
€> our General Workshop #1.0: Working and Communicating with European Colleagues
€> our Training Module #1.1: Managing European staff effectively
SERIE 2: Cross-cultural training for European staff in Japanese companies
Our aim here is to increase EFFECTIVENESS IN THE WORKPLACE through overcoming cultural differences between European staff and their Japanese colleagues or bosses.
Seminars (half a day each) are aimed at raising general cultural awareness as well as at understanding and developing practical strategies for solving cultural differences and conflicts which might rise at the office, from a European staff perspective.
Half-day training courses:
€> our General Workshop #2.0: Working and Communicating with Japanese Colleagues
€> our Training Module #2.1: Managing in a Japanese Organisation
SERIE 3: Training for EU companies approaching the Japanese Market or working with Japanese companies (Japanese customers, clients or partners)
Our aim here is to increase EFFECTIVENESS IN DOING BUSINESS WITH THE JAPANESE through overcoming cultural differences between Europeans and Japanese.
On a standard base, we propose the following 5 seminars (half a day each):
€> our General Workshop #3.0: ” Doing Business with Japan ”
€> our Training Module #3.1: ” Business Negotiations in Japan ”
€> our Training Module #3.2: ” Business Meetings in Japan ”
€> our Training Module #3.3: ” How to pitch to Japanese prospects ”
On a more in-depth base, we propose the following 2 seminars (one full day each):
€> our Advanced Workshop #3.4: ” How to export to Japan and How to market your products in Japan ”
€> our Advanced Workshop #3.5: ” Japan Entry Strategies and How to set up an office in Japan ”
In this post, I would like to share a few Recommendations/Tips for Doing Business in Japan.
From the feedback obtained from the analysis of over 50 EU Success Stories in Japan, we can list up the following general recommendations for business executives doing business with Japan::
- Adopt a Long-term approach, show commitment and perseverance
- Plan regular visits to Japan in order to establish personal contacts and understand customer needs better
- Appoint/hire Japan dedicated, committed and trained staff
- Choose carefully your market segments
- Cope with the demand for high-quality and customised products. Everything should be perfect: from product and communication to packaging and delivery.
- Show some flexibility towards requests to adapt the product. Supply both standard and tailor-made products.
- Provide a first-quality service without compromise!
- Find the ideal local partner with a well established distribution network in your field.
- Adopt a step-by-step approach: if a first project is successful, a new project in a different field may be considered.
- Demonstrate your commitment to your client’s interests and needs. Invest time in developing business.
- Face patiently the long cycle of questions and answers
- Supply as much detailed product information as you can
- Keep your word and promisses made to customers
- “Do not let your Japanese partners be bothered by minor problems: as much as possible, try to smooth the path for them” (Dissaco GSS, logistics, 2002)..
Further, when entering the Japanese Market, here are a few do’s and don’ts:
- When entering, devote time to research / planning / preparation and have a long-term approach and business plan. Think of your competitive/key strategic advantages. Adapt or customize your products if necessary.
- When setting up business in Japan, especially in the case of Joint-Ventures, Investments, Acquisitions involving entity issues, seek appropriate legal/professional counsel. Hiring an experienced third party provider simplifies the entire process, improving the communication with the Legal Affairs Office and the Japanese banks.
- Set realistic hiring expectations: there are limitations in finding competent bilingual employees! Some staff with less English ability turns out to be better professionals than some of their colleagues speaking fluently English.
- In order to have your Japanese website run by your subsidiary, make arrangements as soon as possible to register your domain name in Japan (“.co.jp” domains or “.jp” domains are preferable)
- As companies in Japan are contractually committed by their corporate seals or “hanko”, only allow access to company corporate seals to trusted and authorized individuals.
- Initial resistance to change from outside disappears when Japanese are convinced of the need for this change. Therefore, prove and convince at each level of the organisation. After that, execution can be very quick.
- When going for Indirect Sales (Agents/Distributors), carefully select the right partners, who are ready to prioritize your products. The dedication and the great focus of the distributor can be equally essential to the success of a product release
- When going for a M&A, beware of Human Resources Management issues: the previous boss of the bought back company sometimes becomes the new boss of the subsidiary
- When going for a Joint-Venture, keep the Japanese cultural touch of the operation: what counts most is to be local, that is, to be a Japanese company in Japan.
- Don’t rely too much on second chances (rebuilding or starting over), as Japanese businesses and consumers are hard on “losers”. Try to get it right from the start by carefully planning.
- Don’t close an operation/office and re-open it later. Be consistent in your actions and directions.
- Don’t neglect localization of your products: it is partly responsible for the high cost of conducting business in Japan!
- Don’t adopt a “Sales push” approach (pushing your existing products sold on other markets, without analyzing the Japanese market first) instead of a “Market-driven” approach.
- Don’t rush into an exclusive distributor or Joint-Venture agreement, only to find out later that the agreement is difficult to end when circumstances change.
To conclude, here are a few inspiring quotes of successful Belgian companies in Japan, as well in the B2C as in the B2B business areas:
|DMV Comelco:||“A commercial relationship is seldom short-lived in Japan if you can keep up well-defined quality standards.”|
|Interbrew:Rombouts:||“A zero percent defect is expected by suppliers.”“Only the best is good enough for Japan”|
|Innogenetics:||“A key difference is the precision and the strictness of the Japanese towards product specifications.”|
|UCB:||“At an early stage a few people were chosen whose main mission was Japan.”|
|BARCO:||“In order to get information in Japan, it is essential to speak Japanese”|
|IBA:||“Another important element to succeed in Japan is the after sales service.”|
|Magotteaux:||“Looking back at our experience, finding the right partner was the key element to our success.”|
|LMS:||“In Japanese business, commitment bears a direct relation to time allocation.”|
|BEKAERT:||“Extravagant? Yes, the cost of winning loyalty in Japan can be very high.”|
|Cortina:||“Even if 98% of an order is supplied, Japanese will consider it as an incomplete delivery.|
|Sources:PS>:||“For us, the Japanese market is a benchmark – in terms of functionality and quality. Most innovations in the photography market originate in Japan. Products are being launched in Japan months before their introduction in other part of the world. A continuous relationship with our Japanese partners is therefore important with respect to our product strategy.” (Agena/Delsey) 1) Get to know your client and adapt, Philippe Huysveld, Market Report (60 pages) for the EU-JAPAN CENTRE FOR INDUSTRIAL COOPERATION, October 2013.2) Japan Entry Strategy, Philippe Huysveld, Market Report (60 pages) for the EU-JAPAN CENTRE FOR INDUSTRIAL COOPERATION, November 2013.3) Export to Japan: 20 Belgian success stories, BJA (Belgium Japan Association), 1997 & 2003.Hoping this post has been helpful, I wish you the best in your quest for the Japanese Market. Would you need more help, please feel free to contact us at email@example.com coaching sessions, at firstname.lastname@example.org for cross-cultural seminars, at email@example.com for consulting or other enquiries. Thanks.
Philippe Huysveld, GBMC
To support your business plans in Japan, I have written “The Ultimate Survival Guide for Business in Japan”. You can find it on various e-commerce sites. More details are available from our website : http://www.gbmc.biz/GBMC_eBooks.html
If interested in the History of the Japanese Economy, I also recommend another eBook (in French): “Lecture Economique de l’Histoire du Japon”
New SLIDESHARE PRESENTATION from GBMC
about Doing Business in Japan or Doing Business with the Japanese !!
What You’ll Learn Here:
1. The cultural side of Business in Japan
2. Why go to Japan?
3. Three Keys for Success
4. How to Get Started and to Set up a Profitable Japan Campaign
5. Other recommendations
6. How to Get my Personal Help for Free!