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Key factors to success in Japan - land of the rising economy

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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Key factors to success in Japan - land of the rising economy

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

  2. 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

  3. 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

  4. 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

  5. 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

  6. 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

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

  8. 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

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

  10. 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

  11. 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

  12. 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

  13. 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

  14. 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

  15. 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

  16. 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

  17. 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

  18. 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

  19. 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

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