Marketing and Sales Rep in Japan
In Japan, due to its conservative or exclusive culture, you need a local office and Japanese staff when you enter the market. Finding a distributor alone usually does not work in this mature and fiercely competitive market. In most cases, distributors and retailers in the consumer industry require various kinds of manufacturer support, which includes advertisements, in-store promotion, marketing campaign, etc. In the machinery industry, pre- and post-sales technical support is a must. Your company needs to respond to these needs with your staff who works in Japan and speaks Japanese.
However, if you establish a subsidiary in Japan, the annual cost would be at least over 200,000 USD to cover the registration, accountant, rent, recruitment, salary, utilities, and other operation costs. It is not a small investment for SMEs. Therefore, we would like to propose outsourcing of marketing, sales, and technical support to our office for 100,000 USD, which is half the estimated cost of establishing your own subsidiary.
Marketing and Sales Rep in Japan – Scheme
| In this scheme, we run a Japanese liaison office for a client. For example, if your company name is XYZ, we name the liaison office XYZ Japan and create business cards for XYZ Japan. We do all marketing and sales activities in Japan on behalf of the client, including distribution channel development, sales development, retaining customer relationship, pre- and post-sales technical support, and so on.
Marketing and sales strategies should be determined through a discussion between the client and us. We report our activities monthly and annually and adjust the implementation of the strategies accordingly.
In a typical operation of this service, one manager and one sales person are in charge of a particular client’s business. Our professional fee, 600,000 JPY ~ 900,000 JPY depending on sales person’s working hours per month plus some commission, includes rent, phones, computers, utilities, and salaries. Transportation, accommodation, and actual promotion costs are charged separately.
Marketing and Sales Rep in Japan – Timeline
| After making a contract with a client, in the first month, we start preparing marketing material in Japanese such as website, brochures, technical documents, name cards, presentations,etc. and visit the client’s site to have product and sales training so as to understand the products and their advantages.
Then we list up target customers and distributors and put them into a long list in the second month. On the receipt of review and approval by the client, we start contacting all the candidates to set initial meetings in which we start identifying a key person in each organization and establishing relationship with them. It takes a few months to conduct it.
In the fourth or fifth month, we invite the client to visit prospects screened by our office to have meetings for further discussion for the test marketing purpose. Our staff arranges all the meetings with logistics and accommodation during your market visit to Japan.
In the the sixth month, the client reviews our performance and marketability in Japan and makes a decision of how to expand their business in Japan or whether to withdraw from the Japanese market. We sometimes continue working with the same condition and sometime increase our working hour on the result of the test marketing in the first sixth month.
Commonwealth of Pennsylvania Department of Community & Economic Development
We run the authorized Japan investment office in order to attract Japanese investment to Pennsylvania and have achieved three projects and arranged over 20 market visits since 2010. The target industries are clean tech, green devices, alternative energy and shale gas.
Virginia Economic Development Partnership
Since 2013, we have worked for Virginia companies that seek to export their products to Japan. We provide them with market research, distributor search, entry strategy planning and market visit support in Japan.
We started working for Business Birmingham as an authorized investment representative in 2016 in order to attract Japanese potential investors mainly in ITEC, healthcare and service industries.
The Iowa Economic Development Authority (IEDA)
We started working for IEDA since 2016 to help its trade mission to Japan. In 2016 we are organizing an economic briefing and one on one meetings for the delegation from Iowa.
Michigan Economic Development Corporation
We have supported Michigan companies to enter the Japanese market by conducting marketing research and distributor & partner search since 2012.
FRABA Group;FRABA AG, POSITAL GmbH, VITECTOR GmbH, INTACTON GmbH
Fraba, a German industrial automation and motion control producer is outsourcing the function of its Japan branch to us. Marketing research for Japan entry and distribution channel setting were done in 2009. We are now mainly responsible for technical support and distributor management.
Ametek Inc.; Vehicular Instrumentation Systems Business Unit
We run Ametek VIS Japan, providing its digital panel meter to the construction machine industry. Its Japan entry was started in 2010, and several projects are ongoing. Our mission in Japan is sales development and technical support.
Multi-Wing Group Management Holding Pte Ltd
We have been supporting this danish engine fan company, headquartered in Singapore, with its Japan market entry since 2012.
SYBAC Solar AG
This German solar company started its Japan market entry in 2013 with our support. We are now supporting mega solar projects and new project development.
We started running Sy-Klone Japan office in 2014 in order to develop its new customers in the Japanese construction machine industry.
We run Japan office of Datacolor, a global leader in color management solutions from the US since 2016. Our mission is sales development in such industries as fashion, paint and plastic processing.
Zymet which manufactures and sells adhesives, encapsulants and underfills for electronics industries outsource its marketing and sales in Japan to our office since 2016.
RAVAL ACS Ltd
Raval, a leading fuel venting systems supplier has started its market entry into Japan with the support of Fenetre Partners in 2016. Its Japan office is run by our staff.
FAIST ChemTec GmbH
FAIST ChemTec GmbH, a leading manufacturer of effective acoustic products for industrial applications started business development activities with our support in 2017. Our main focus is on automotive sector in Japan.
Kunshan Dakoko Metal Production Co., Ltd.
DAKOKO, German-owned company of high-quality precision turned parts in China started outsourcing its marketing and sales function to our firm in 2017. We are developing customers in Japan on behalf of the client.
Vogelsang GmbH & Co. KG
Vogelsang, a specialist in individually configurable machines for the agricultural, biogas, industrial, transportation, and waste water sectors worldwide has started business development activities in Japan with our support in 2017.
Who We Are – Fenetre Partners
Fenetre Partners is a leading consulting firm of trade, investment, and international marketing, based in Tokyo, Japan. Our clients range from governmental organizations to private corporations in the U.S., Germany, Korea, Singapore, Hong Kong and Japan. Our expertise is deep and varied, complete with a solid understanding of the Japanese market and its business culture, which is essential to businesses desiring to enter this market. Founded in 2008, Fenetre Partners employs 18 staff members and has conducted international projects for over 170 companies in the past 8 years.
Fenetre Partners, Ltd.
INAC Bldg. 4F, 5-18-23, Roppongi, Minatoku, Tokyo 106-0032
TEL: +81 3 6697 4871
FAX: +81 3 4496 6035
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