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

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slide1

Key factors to success in Japan

- land of the rising economy

Asia-House, September 25th 2006

slide2

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 25th 2006

slide3

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 25th 2006

slide4

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:
  • Dietary fiber
  • Oral Care
  • Vitamins

Everfit (Fiber Trim)

VITOP

The East Asiatic Company Ltd A/S(A/S Det Østasiatiske Kompagni)

Asia-House, September 25th 2006

slide5

Key factors to success in Japan

– land of the rising economy

Sales, marketing, distribution and general management during 15 years abroad with:

15 years abroad

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

  • 1986 –
  • 2001:
  • 10 years
  • in Asia
  • 5 years
  • in the USA

Asia-House, September 25th 2006

slide6

Key factors to success in Japan

– land of the rising economy

The ”recycled” Dane…

departed Denmark in 1986, returned in 2001

EAC Trainee in Cph. until

sent abroad year 1986

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 25th 2006

slide7

Key factors to success in Japan

– land of the rising economy

Business Case I: Toms Gruppen A/S

Asia-House, September 25th 2006

slide8

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 25th 2006

slide9

Key factors to success in Japan

– land of the rising economy

Business Case II: trollbeads.com

Asia-House, September 25th 2006

slide10

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 25th 2006

slide11

Key factors to success in Japan

– land of the rising economy

Business Case II: trollbeads.com

  • 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

Product

flow

Merchandisers

Asia-House, September 25th 2006

slide12

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 25th 2006

slide13

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 25th 2006

slide14

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 25th 2006

slide15

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

Corp. II

Corp. III

Ph.D. Amano-san,

HOSEI University

Ministry of Finance

Corp. B

Corp. C

Royal Danish Embassy

Japanese Embassy Denmark

Corp. D.

Japan Credit Card Association

Asia-House, September 25th 2006

slide16

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 25th 2006

slide17

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 25th 2006

slide18

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 25th 2006

slide19

Key factors to success in Japan

– land of the rising economy

Thank you

for your

attention

Dette

Er stavet

rigtigt

Asia-House, September 25th 2006