theme : how can you join to japan market
title : how can you join to japan market
how can you join to japan market
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One of the most important tips in starting a business in Japan is set based on the attitude that the long-term mindset of Japanese businessmen. The ultimate goal is to build a solid framework that will support the business transactions that are sustainable, so it is not just a business relationship or a short-term character for a moment. Average sincerity and commitment will be an effective foundations that need to be owned by the business overseas.
I. Basis Work
1. Compliance Products
Your product must conform to the tastes of Japanese society (concerning quality, design, color, packaging and price). Therefore it is necessary for a flexible approach in the development and marketing of your products in order to adapt to the characteristics and character of the Japanese people.
2. Competition
Today, the market in Japan centered on consumer awareness of price and value of the goods. In that regard, the need to consider is whether your product is able to compete with similar products already on the Japanese market and whether your products are raw material complies with the requirements in Japan.
3. Strategy Formulation
Formulation of a strategy to enter the Japanese market must be preceded by in-depth analysis of your competitors products, including analysis of market prices, market segments, returns, margins and other incentives to wholesalers or retailers, production levels and pricing policies.
4. Method of Entering the Japanese Market
The selection of methods to enter the Japanese market is a long-term decisions that are not modified. It is necessary to be careful in choosing from a number of alternatives. Determine the appropriate method depends on the invested amount in forming a desired market position. Among a number of options are:
a. Make direct contact with retail employer in Japan
Some retail businesses in Japan have started using this method, while allowing them to obtain more-efficient products for resale to consumers.
b. Catalogs and other forms of direct sales
Consumers can shop through catalogs or advertisements contained in magazines or via the internet. Businesses memimilh to to offering its products in this way offers customers the option of payment by credit card.
c. Relationship with Japanese manufacturing
Do relationships with Japanese manufacturers will mean enjoying the distribution network with minimal investment. Some aspects like distribution coverage potential business partners, the suitability of the selling price, staff, pricing policies, market share, and profit, should be taken into consideration in choosing a candidate-venture partner in Japan.
d. The use of import agent or wholesaler
This is an alternative distribution channel for companies who want to have a direct and independent relationship with the local market.
e. Establishment of Liaison Office (LO)
LO allows multinational companies to directly monitor the performance of business partners and products in the Japanese market at a lower cost.
f. Having its own sales company
Although costly and more time, set up a local company (local subsidiary) will provide the flexibility and control at all levels of activity.
II. Facility Resources and Services
In order to facilitate efforts to enter the Japanese market, multinational companies can take advantage of the availability of support services. Multinational companies concerned may obtain information and technical assistance to set up offices or organize other important things in their existing operations.
1. Public and Non-Profit Organizations
Besides the RI representatives in Japan (Tokyo Embassy and Consulate General in Osaka), there are a number of nonprofit organizations in Japan that can help do the initial research and data gathering / information on market conditions in Japan. Organizations are:
a. JETRO (Japan External Trade Organization)
b. Government agencies (economic and trade)
c. International Cooperation Association
d. Foreign Trade Association
e. Trade Exhibition Association
f. Trade Promotion Organization Regional level
g. Chamber of Commerce and Industry of Japan (central and local)
For additional information, a network of business support centers run by JETRO in Tokyo, Osaka, Nagoya, Yokohama, Kobe and Fukuoka. These centers offer comprehensive assistance to foreign entrepreneurs in the early stages of developing the activities within the framework of their market in Japan, by providing office facilities for a while. JETRO also regularly organizes Fair Housing Imports in eight cities: Sapporo, Sendai, Yokohama, Nagoya, Osaka, Kobe, Hiroshima and Fukuoka, in addition to established the "Center for Housing Material Import" in Tokyo and Osaka. JETRO has also three imported car showroom in Tokyo, Osaka and Nagoya are intended to show off the vehicle manufacturing in other countries, including the accessories and other items.
2. Consulting Services
The consulting firm can serve as a source of information and advice for those who want to understand the Japanese market more deeply and thoroughly. One of the developments in this field is the emergence of companies lobby that had access to the Japanese government, which supposedly can penetrate the bureaucratic circles.
In selecting a consulting company you need to consider:
a. The company's experience of the Japanese market.
b. The availability of personnel who speak foreign languages.
c. operational coverage
d. Consulting services company in question must have expertise in the field of market research, product planning research, investment advice, acquisitions and business partner search, competitive analysis, strategy consulting, product naming and promotional materials.
3. Translation services
Business meetings in Japan typically use translators (interpreters). Although most of the major companies in Japan have staff fluent in English, but still the best is to use the services of an interpreter to ensure that language differences will not be an obstacle communication.
4. Other
To overcome the initial cost is still high in Japan, some companies in Japan offer incubation services to multinational companies, among others, the provision of office space and secretarial services. Other multinational companies can also use telemarketing companies that provide telephone surveys, data analysis, operators, shopping by telephone, catalog sales and other direct sales.
III. Promotion and Sales Techniques
Someone should recognize the types and methods of sales promotion in Japan which reflects the structure of the retail and distribution system nationwide.
Steps to be taken in order to promote your products is as follows:
1. Introduce Products
First you need to specify to whom the products will be sold (whether to store on board, department stores, supermarkets, wholesalers or retailers).
Try to describe your product as much detail as possible, not just mention the name of the product.
The characteristics of your product should be clearly disclosed and demonstrated the differences or advantages compared with other similar products, for example, about the low price, good quality, new raw materials and environmentally friendly, unique model, or add value.
Give a reasonable price range, so that the Japanese buyers can decide where they will resell this product in accordance with the price range (for example, to store on board, department store or other markets).
2. Catalog
Presentation of products effectively and efficiently is the key to success. Pictures in the catalog must be the same as the original product. Catalog in Japanese would be more effective. For catalogs in English need to be accompanied by a description in Japanese.
Avoid the use of terms or abbreviations are not understood by the Japanese.
3. Company Profile
Company profile should be prepared in English, complete with photos and the catalog, which contains details of your product to be given to business partners in Japan.
4. Sample Product
Give an example of a product (sample) as requested. Japanese businessmen will not decide to order before a sample. Do not send samples of other products unsolicited.
Avoid thinking of selling various products at the same time.
5. Role of Merchant Wholesale
If you have a product that can be sold by retail stores that scope, such as supermarkets, department stores and shops in the neighborhood, you should use a wholesale company. Given the importance of the existence of wholesalers in Japan, then you need to consider ways of competing companies provide compensation to its wholesale merchants during sales promotion, because it provides incentives to wholesalers is vital.
In a sales promotion, the most common form for the wholesaler is given margins and discounts. For that, you should see margin given competitors at home and abroad. For the rebate, the amount depends on the type of product and it ranges from 5%.
6. Functions Representative Office (Representative Office)
Representatives of the company have a direct role in the distribution system in Japan and has the main function of a personal relationship between manufacturers, retailers and wholesalers.
The main activity of the company representative is to collect information, to convince retailers and wholesalers will be the interests of manufacturers, as well as providing support services, including assistance in the field of accounting and trading.
In addition, representatives of the company assigned to provide certainty to producers about the volume of sales at the consumer level and the ratio of the value of the acquisition for the said product. Because the number of products is generally based on the number of shipments, the company representatives ask the opinion of retailers and wholesalers about its products as well as determine the level of sales of such products on the market.
Representatives of the company also provides assistance to retailers and wholesalers at the time of new product launches, supply stores in your neighborhood, give advice in filling out the order form, clean up or rearrange the shop and discuss ways to expand his business.
7. Types of Sales Promotion
A close relationship with wholesalers and consumers is essential to ensure maximum effectiveness in the Promotion. Attention to the consumer can be seen from various types of incentives provided by the manufacturer.
Among the promotional techniques are popular is invited to retreat or give free tickets to see the theater or the other amusements. Keepsake or a gift given at the right time to be an expression of commitment to the wholesaler and the manufacturer is as important as rebates and margin. The Japanese have two gift-giving season, ie at the end of June or early July called "ochuugen" and in December called "oseibo". The parcel is generally in the form of cookies / chocolate or other foods, and this parcel is usually delivered by a parcel shop where it was purchased.
In-store promotions (in-store) is fairly common, where the company sells its products to department stores, which requires the company assign parts sales to limit the level of sales to a minimum. The sales staff is enabled to exhibit their products and explain to the public about the benefits of the product. However, some department stores more emphasis to sell the company's own products rather than renting the room to manufacturers and distributors.
In addition to held inside the store, promotions are often held in places other exhibitions such as trade fair and exhibition.
IV. Market research
Before making a decision to enter the Japanese market, may need to be considered carefully to conduct market research to determine if your product is really needed in the Japanese market. The first step that must be done is to conduct a feasibility study and business strategy as a whole, including conducting research on the product that interests people of Japan; competition analysis; and choose the way or the most appropriate method in an attempt to enter the Japanese market.
Through market research will get certainty whether a product can be marketed or suitable for the Japanese market.
1. Factors that should be considered:
Whether the product in accordance with Japanese tastes.
Whether the product is able to compete with similar products already on the market of Japan, regarding quality, design, packaging, and price.
Is the raw material complies with the requirements of the product in Japan.
2. If the results of the research show your product is not suitable for the Japanese market, it is recommended:
Fixing your product, or
Discouraged to enter the Japanese market
3. The Japanese Market
Today Japanese companies are more interested in buying industrial goods and high-tech products, and less interested in textile products, garments, toys and other decorative products, because they already have enough suppliers from abroad.
Just an example to be considered, for example, products such as regular or knitted sweater (sewn knitted) the price is very cheap in the Japanese market, except for the type of knitted sweater embroidered with intricate or lots of beads.
The Japanese market is more like a product by type (of items) that vary in small quantities and not a large quantity of each item.
There are some differences in tastes and preferences between Osaka and Tokyo, such as the color and size.
Given the Japanese market is always moving (change), you have to predict business opportunities in the future before taking steps. You must be quite responsive in anticipating the changes that will come before the start of business in Japan.
Import tariffs in Japan are much lower than the average in Europe and America. List of products with import limitations are few and overall regulation of imports will be more relaxed.
Necessary understanding of the regulation and distribution system in Japan.
For foreign business people increasingly difficult to succeed in the Japanese market without good Japanese business partners. You are required to work together as tightly-tightly with Japanese business partners must be involved from a very early stage in helping you develop a plan, including product design, to meet the specific needs of Japanese society.
V. Product Development
1. Product Quality and Appearance
Appearance and packaging are important when selling goods in Japan. Because in Japan to buy goods often are intended for prizes (gift), the stuff that does not look pretty to be difficult to sell. Therefore, it is important to really pay attention to the elements of design and label on the packaging. So the appearance and packaging are the two factors that can affect sales.
Try to defects in the goods to a minimum and continue to improve the control system at the stage of production / factory. In this connection it is important to pay attention to the little things, considering that Japanese consumers are very quality oriented.
In order to meet the high quality standards of Japan, the production of goods and shipment / delivery must be free from defects. In case of defective goods is inevitable, then this should be discussed as early as possible in order to achieve the best possible settlement.
Besides being very fussy about the quality of the Japanese people too brand conscious. It is important to really reached an agreement on the quality of the goods in detail before signing the supply contract.
All products from outside Japan must meet the standards and obtain JIS (Japan Industrial Standards). It is therefore important to continue to follow the changes of the standard issue in Japan.
2. Consumer tastes Japan
The first time the issue price will be the determining factor for your business opportunity. In the initial stages, the price factor is important but also very decisive quality factor, because Japanese consumers are looking for products with an attractive price and high quality.
The Japanese market is very concerned about fashion and consumers are always looking for something new. It is advisable to create products that are genuine, not plagiarism.
Japanese consumers have a high awareness of safety, health, comfort and environmental preservation in producing goods. So in order to be accepted by the Japanese market, the production process of goods should heed the earlier elements.
Japanese society is not interested in the goods that were priced too high.
3. After-Sales Service
If your product includes requiring maintenance and repairs, the key lies in your ability to develop after-sales service network. For that we need cooperation with Japanese partners you to create a service network of well-organized.
source from http://www.indonesia-osaka.org/
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