As an Export Champion, CEO of US2U Consulting Rachel Blackburn recently visited the British Embassy in Tokyo, Japan to meet with James Carter, Deputy Head of Trade. James is part of the UK Government's Department for Business and Trade.
In addition to discussing a specific requirement for one of our clients who is looking to do more business in the Japanese market, Rachel and James discussed general advice for businesses planning to sell products or services into Japan:
1. The Department for Business and Trade in Tokyo is structured around the UK industrial strategy and has sector specialists who can have informal discussions with UK business planning to export into the Japanese market.
2. The sector specialists offer a triage-type service which may include conducting desk research to understand the market and key players. In some cases they may be able to arrange meetings with potential customers to enable British businesses to understand if there is a good fit for their products and services.
3. The overall message is that doing business with Japan is achievable and it may be that more British businesses should consider this a priority for exporting.
4. As with most international business development, it will take time to build and nurture relationships prior to agree to do business. In Japan this may take a two year commitment before seeing a direct return on investment so British businesses may take a realistic and pragmatic approach, planning budgets and resource accordingly.
5. If new to the Japanese market, the focus should be to get the first Japanese client, build credibility and trust; this should then inspire other Japanese clients to trust you and your brand. As with any international business development it is helpful to research current cultural differences to be aware of.
6. The Japanese market is quite price-sensitive so businesses will need to present a competitive offering.
7. Japanese business people tend to be quite loyal once the trust has been built.
8. Once the contract has been agreed Japanese businesses usually pay in line with the terms and significant late payments are not usually an issue.
9. Key sectors with opportunities at the moment appear to be automotive and international education. Currently a growing opportunity is to provide Chinese students a British-style education in Japan.
10. In addition to the IS-8 sectors (financial services, professional services, life sciences, technology, creative, defence, clean energy and advanced manufacturing) there are opportunities in the market in areas such as international education, food & drink and commercial & retail products.
Please contact Rachel to discuss your international business development strategies in more detail at This email address is being protected from spambots. You need JavaScript enabled to view it..
Other Department for Business and Trade resources to help you explore whether Japan could be right for your business include Expand in Japan and the International Markets Form | DBT's Export Support Service.
US2U Consulting have been awarded the prestigious title of 2020 Export Champion by the UK Department for International Trade.