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JAPAN : 
3 Keys To Success 
With Philippe Huysveld, GBMC 
(Global Business & Management Consulting) 
www.gbmc.biz 
AS FEAT...
Which One Are You? 
 I am a business executive of companies: 
 approaching the Japanese Market, 
 reviewing their optio...
What You’ll Learn Here … 
1. The cultural side of Business in Japan 
2. Why go to Japan? 
3. Three Keys for Success 
4. Ho...
For Those Who Don’t Know Me… 
 EU-Japan Business Consultant, Japan Expert & Coach, 
Trainer & Lecturer on Japan Business ...
The Ultimate Survival Guide for 
Business in Japan 
 To support your business plans in Japan, I have 
written “The Ultima...
Please Share on Social Media… 
 You are welcome to follow me on various 
Social Media platforms. More details on: 
http:/...
Why go to Japan? 
 Experience the need to improve your product quality! 
 A Source of potential company growth (reinvent...
Left out or confused? 
 Go deeper into the Japanese market but feel 
you are wasting precious time? 
 Have a Japanese pa...
In Japan already but… 
 Lack confidence and trust 
 Not performing as well as you would like 
 The clock is ticking and...
Basics about Japan 
 In Japan, there is another dimension for 
Content copyright 2014. Global Business 
& Management Cons...
How do Japanese behave? 
 Collectivism and group spirit: to create certainty 
and harmony. The decision-making process is...
How do Japanese behave? (2) 
 An accurate control of the uncertainty, as well 
as a desire to eliminate it, in order to c...
KEY#1: BE PATIENT! 
 Wanting to wrap up everything quickly? 
 Aiming for quick decisions, signed & sealed 
contracts? 
...
The key question for Japanese 
potential clients is: 
 Can I do business with you (the “gaijin” or the 
outsider) in the ...
So how can you fulfill these 
requirements? 
 Be present and show patience + commitment 
 Constructive attitude at all t...
So how can you fulfill these requirements? (2) 
 Reference: read my paper "Outside one's 
confort zone - in the Country o...
Free Strategy Session Bonus 
 Please list up your questions 
 For answers and personal guidance, discuss one-on- 
one wi...
KEY#2: RELATIONAL MAINTENANCE 
 Japanese retain a wealth of information on people and 
maintain, through an extensive net...
What’s the difference with Western 
networking? 
 Westerners build up organic relationships usually 
AFTER contract is si...
How to Connect with Japanese? 
 Reference: read my paper about cross-cultural 
management issues and negotiation with 
Ja...
KEY#3: BEING LOCAL & ADAPT 
 Many foreign companies neglect to localise their brand and 
operations 
 The Japan Market i...
Competitors are local & regional 
players 
 Have their own Competitive intelligence 
 Understand local consumer behavior...
How can you compete with local 
Japanese companies? 
 Find out everything you can. Immerse yourself 
in customs, etiquett...
How can you compete with local 
Japanese companies? (2) 
 When requested, adjust quality 
standards/product specification...
How to Adapt your Marketing? 
 References: check out the following articles of 
mine: 
 Guidelines for B2C Marketing in ...
Other Recommendations 
 Don’t rely too much on second chances (rebuilding or 
starting over). Try to get it right from th...
Content copyright 2014. Global Business 
& Management Consulting. All rights 
reserved. 
In short 
 Implement these 3 Key...
Special Gift for You 
 Free 30-Min Strategy Consultation With Me. Spots are 
limited, so make sure to reserve yours now. ...
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GBMC Presentation - Japan: 3 Keys to Success - Philippe Huysveld - octobre 2014

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Japan: 3 keys to success

by Philippe Huysveld
GBMC (Global Business & Management Consulting)

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!

If interested in Europe-Japan Business, check our website for more publications/resources at www.gbmc.biz.

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GBMC Presentation - Japan: 3 Keys to Success - Philippe Huysveld - octobre 2014

  1. 1. JAPAN : 3 Keys To Success With Philippe Huysveld, GBMC (Global Business & Management Consulting) www.gbmc.biz AS FEATURED in www.EUbusinessinJapan.eu (EU-Japan Centre for Industrial Cooperation) Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  2. 2. Which One Are You?  I am a business executive of companies:  approaching the Japanese Market,  reviewing their options in terms of Japan Entry Strategy,  already exporting to Japan (Indirect Sales) or,  already established/doing business in Japan (Direct Sales).  Therefore, my interest/concern is:  I want expert tips/guidance/coaching  I am surrounded by people talking about launching business in Japan. What’s this all about?  I already know I want to start business in Japan! Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  3. 3. 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! Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  4. 4. For Those Who Don’t Know Me…  EU-Japan Business Consultant, Japan Expert & Coach, Trainer & Lecturer on Japan Business  With a double business and engineering background, with a MBA degree from Kyoto University, offers 20 Years of business experience in Japan and Europe  Registered as a Japan expert and writer of 4 Japan-related market reports for the EU-Japan Centre for Industrial Cooperation. Check: http://www.eubusinessinjapan.eu/support/huysveld-phili ppe  Writer of 2 eBooks (see further) and various publications on Japanese Business, Economy and Culture.  Passionate about introducing businesses to Japan Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  5. 5. The Ultimate Survival Guide for Business in Japan  To support your business plans in Japan, I have written “The Ultimate Survival Guide for Business in Japan”. Of course I recommend it!  You can buy it from various e-commerce sites. More details available from our website : http://www.gbmc.biz/GBMC_Publications.html  If interested in the History of the Japanese Economy, I also recommend (in French): "Lecture Economique de l'Histoire du Japon" Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  6. 6. Please Share on Social Media…  You are welcome to follow me on various Social Media platforms. More details on: http://www.gbmc.biz/Follow_us.php  You can also Tweet questions (Twitter handle: @phuysveld)  Like & Share on Google+: https://plus.google.com/b/10374891070532153 3311/+GbmcBiz/posts  Let’s get started Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  7. 7. Why go to Japan?  Experience the need to improve your product quality!  A Source of potential company growth (reinvent yourself !)  A key mature market, with a high level of per capita income giving Japanese consumers considerable purchasing power  A key to other Asian Retail Markets  There are Opportunities for products/services offering luxury (high-end retailers), style (fashion items), convenience (e-retailers) & high-value (lifestyle, health, env.)  A Great Retail Laboratory !!!! Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  8. 8. Left out or confused?  Go deeper into the Japanese market but feel you are wasting precious time?  Have a Japanese partner but it is not working as it should be?  Deals have gone nowhere, or emails remain unanswered?  Low trust of new markets/partners/countries?  Stuck in some way? Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  9. 9. In Japan already but…  Lack confidence and trust  Not performing as well as you would like  The clock is ticking and no results yet?  Find the culture off-putting and oblique  Cannot get a straight yes or no  There are many silences and smiles …. Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  10. 10. Basics about Japan  In Japan, there is another dimension for Content copyright 2014. Global Business & Management Consulting. All rights reserved.  Time  Quality  Reactivity  Service  Therefore, you should Implement the “Cross-cultural 4Ps” in your Marketing:  Patience  Presence  Presentation  Perspective !!
  11. 11. How do Japanese behave?  Collectivism and group spirit: to create certainty and harmony. The decision-making process is consensus-oriented. “Do your best” (in order not to fail), rather than “be the best”. More communal & less individualist than in the West  A strong hierarchy, to create certainty, often based on seniority, synonymous of experience and wisdom (as taught by social ethics of Confucianism). Importance of vertical relationships. Compliance with protocol rules Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  12. 12. How do Japanese behave? (2)  An accurate control of the uncertainty, as well as a desire to eliminate it, in order to create a sense of security in the society.  A strong division of roles between genders (although the situation has been changing)  Harmony: not losing face but saving face, preserving the surface of things  Japan is a country of monochronic culture, individuals generally doing only one thing at a time (in stages). Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  13. 13. KEY#1: BE PATIENT!  Wanting to wrap up everything quickly?  Aiming for quick decisions, signed & sealed contracts?  Thinking you can sign off and leave the rest to the team or partner?  Forgetting that business in Japan is PERSONAL? >>Involve yourself and Keep a Long-term approach!! "Money grows on the tree of Persistence." (Japanese Proverb) Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  14. 14. The key question for Japanese potential clients is:  Can I do business with you (the “gaijin” or the outsider) in the long-term?  Can I introduce you to my network as a credible business partner?  Are you someone that understands our rules and ways of doing things?  Will you stick out or come over as excessively pushy?  Will you stand by in tough times? Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  15. 15. So how can you fulfill these requirements?  Be present and show patience + commitment  Constructive attitude at all times: do not show anger or frustration during meetings.  Pay attention to “how you say it” as much as to “what you say”.  Build business relationships over time in a Long-term approach. Build networks of obligations, trust and respect  Watch the doors open when you adapt to the local customs & culture Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  16. 16. So how can you fulfill these requirements? (2)  Reference: read my paper "Outside one's confort zone - in the Country of the Rising Sun". Article published in pages 5 and 6 of "Trade Flows and Cultural News", the Belgium-Japan Association Newsletter (December 2013 edition): http://www.bja.be/pdf/tf/Number101.pdf Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  17. 17. Free Strategy Session Bonus  Please list up your questions  For answers and personal guidance, discuss one-on- one with me (TEL/Skype meetings)  Spots are limited, so apply now to avoid disappointment.  Book an appointment at: http://www.vcita.com/v/da7831604f22bf1a/onlin e_scheduling  Or send me an e-mail at info@gbmc.biz Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  18. 18. KEY#2: RELATIONAL MAINTENANCE  Japanese retain a wealth of information on people and maintain, through an extensive network of friends, colleagues, customers/suppliers, close personal relationships  Invest in relationship building (socialising after work) to become an insider. For sorting out problems in a constructive way, face-to-face discussions are always preferred. Don’t discuss something delicate over the phone!  Entertainment: Business does not stop as soon as the meeting is over: « wining and dining » still play an important role. So do not avoid it!  Gift-giving: Essential for the development of goodwill and trust: it expresses the wish to keep the relationship going Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  19. 19. What’s the difference with Western networking?  Westerners build up organic relationships usually AFTER contract is signed. Contract is first stage in completion of other relations  In Japan, social network building come FIRST  Strong personal relationships and obligations lead to deals. Indirect communication and relationships-based business style are key elements  (Tea/alcohol) drinking and non-business topics are also part of the assessment process.  Build your own local network!! Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  20. 20. How to Connect with Japanese?  Reference: read my paper about cross-cultural management issues and negotiation with Japanese.  Japan: The Sumo-Way of Negotiating, “StoriesJapan.com” Blog, August 1, 2013 Check: http://storiesjapan.com/japan-the-sumo-way-of-negot iating/# Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  21. 21. KEY#3: BEING LOCAL & ADAPT  Many foreign companies neglect to localise their brand and operations  The Japan Market is different and new entrants need to adapt to local specificities. For example, high-level service expectations. “Okyaku-sama wa kaki-sama desu.” Or “The Customer is God.”  Especially for foreign retailers and B2C merchants in direct contact with Japanese consumers, it is important to understand and adopt a Customer Service Mindset specific to Japan called “Omotenashi”.  Solutions are Adaptation, Commitment, Competitive intelligence and Local knowledge Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  22. 22. Competitors are local & regional players  Have their own Competitive intelligence  Understand local consumer behavior better  Have lower cost bases and more customer feedback  Have long experience of targeting to local Japanese tastes " It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change. " (Charles Darwin) Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  23. 23. How can you compete with local Japanese companies?  Find out everything you can. Immerse yourself in customs, etiquette & culture of your target market (s).  Partner with strong local partners. Leverage their knowledge of local tastes and of medium-tier and lower-tier growing cities  Think globally but operate locally Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  24. 24. How can you compete with local Japanese companies? (2)  When requested, adjust quality standards/product specifications/pricing/lead time. Why do it? Because Japanese competition is probably doing it too. That’s what it takes to remain competitive in the Japanese market and it often pays off in the long-term! “Customer responsiveness is a critical component of one’s competitive advantage in Japan.” Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  25. 25. How to Adapt your Marketing?  References: check out the following articles of mine:  Guidelines for B2C Marketing in Japan, EU-JAPAN CENTRE FOR INDUSTRIAL COOPERATION, March 2014 Newsletter, page 13. Check: http://www.eubusinessinjapan.eu/library/publication/a rticle-guidelines-for-b2c-marketing-in-japan  Guidelines for B2B Marketing in Japan, EU-JAPAN CENTRE FOR INDUSTRIAL COOPERATION, Octobre 2014 Newsletter, page 16. Check: http://www.eubusinessinjapan.eu/library/publication/a rticle-guidelines-for-b2b-marketing-in-japan Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  26. 26. Other Recommendations  Don’t rely too much on second chances (rebuilding or starting over). Try to get it right from the start by carefully planning.  When setting up business in Japan, especially involving entity issues, seek appropriate legal/professional counsel.  When going for Indirect Sales, carefully select the right partners, dedicated, who are ready to prioritize your products.  When going for a M&A, beware of Human Resources & Change Management issues  When going for a JV, keep the Japanese cultural touch of the operation: what counts most is to be local. Content copyright 2014. Global Business & Management Consulting. All rights reserved.
  27. 27. Content copyright 2014. Global Business & Management Consulting. All rights reserved. In short  Implement these 3 Keys to build success  Focus on quality, service, social networking, building trust and long-term relationships  Think Global, operate Local and feed competitive intelligence into all your plans  Create a successful business strategy specifically for Japan and Japanese customers  This is just the starting point of your Japan project. For further guidance, we can help you. "A helpful companion is as good as a coach" (Japanese Proverb)
  28. 28. Special Gift for You  Free 30-Min Strategy Consultation With Me. Spots are limited, so make sure to reserve yours now.  Just apply here at http://www.vcita.com/v/da7831604f22bf1a/online_scheduling  Subscribe to my blog (http://gbmcbiz.wordpress.com) or newsletter (register on www.gbmc.biz).  More resources and info on training, lecturing and coaching for your Japan business at:  http://www.gbmc.biz/EU-Japan_Consulting.html  http://www.gbmc.biz/Japan_Training_Lecturing.html Content copyright 2014. Global Business & Management Consulting. All rights reserved.

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