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[Webinar] Entering the Japanese Market: Hiring a Country Manager vs. Finding a Partner
Transcript of [Webinar] Entering the Japanese Market: Hiring a Country Manager vs. Finding a Partner
btrax, Inc.
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Entering the Japanese Market: Hiring a Country Manager vs. Finding a Partner
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Education
Work Experience
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1. Best Practices for Japanese E-Commerce
2. Driving Japanese Traffic and Revenue
3. Today’s TopicEntering the Japanese Market: Hiring a Country Manager vs. Finding a Partner
Previous Webinars
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1. Current Japanese Landscape2. Before Country Managers & Partners3. Hiring vs. Partnering4. Common Country Manager Hiring
Mistakes5. Successful Country Manager Traits6. Different Types of Partners7. Finding the Right Partner
Key Takeaways Today
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Source: TEIKOKU DATABANK
Current Landscape of Foreign-OwnedCompanies in Japan
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Source: Ministry of Economy, Trade and Industry TEIKOKU DATABANK
Worldwide
Europe
North AmericaAsia
South America
Breakdown of Foreign-Owned Companies in Japan
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● Research competitors and market pricing
● Identify unique value proposition to consumers
● Creating online presence
● Branding localization
● Online marketing
● Roadtrip to get market insight directly
Before Country Managers
Hiring & Partnering
Hiring Partnering
Cost Need administrative budget Pay for proven expertise
Speed to market Takes time/Hard to find right person
Faster setup and delivery
Risks Wrong hire/Hard to replace Wrong hire/Cultural gap
Network size/reach Depend on the person Can use business connection
Short-term growth Accelerate his/her learning Research / Test market
Long-term growth Can build a team Build branding in the field
Suitable for: Expanding stage Early stage
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1. Overconfidence in your search firm/agents
2. Overestimating resume track record3. Not enough interviewing4. Lack of background check on corporate
management experience and skills5. Not measuring his/her business and
personal network reach
Common Country Manager Hiring Mistakes
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1. Combination of Japanese and Western thinking2. Fluent English speaker is a big advantage3. Self-starter (harder to find in Japan)4. Strong Japanese network and network builder5. Able to build trust from the first day6. “Bad things first and good things later” type of
person7. Capable of developing business roadmap, sales
policies and strategies8. Capable of sales, marketing and training
management9. Strong problem identifier and solving skills10.Team player: “Never put off till tomorrow what
you can delegate today” type of person11.Capable of connecting with all levels of
Japanese industry associations
Successful Country Manager Traits
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1. Frequent touchbase calls2. Regular weekly status calls3. Bring your country manager to U.S. offices and
set-up face-to-face meetings with all key people in the company
4. Invite to all related key management meetings via online
5. Invite to annual and mid-year sales meeting6. Visit Japan office at least once per quarter and
visit customers/prospects with your country manager
7. Strongly trust each side8. Share all corporate materials and changes in
advance9. Keep your employees happy
Working with Japanese Staff
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● Business and marketing agency● Agent● Distributor● Other?
Different Types of Partners
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1. JETRO (Japan External Trade Organization)? btrax?
2. Communication is key for ensuring business values and objectives are aligned
3. Developing relationships in Japan takes a long time - partner relationships breadth and width are even more valuable than in the US
4. Industry track record - need to have at least some relevant experience and network in your area of business
5. Roadtrip - still good to see the landscape in person
6. Size matters - big agencies can be cost prohibitive for market testing, but too small can lead to false negative (unnecessary market failure)
Finding the Right Partner
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1. Japan market entry timing2. Understand the market challenges and size3. Partnering is a good option4. Keep in mind common mistakes and key
traits when you hire a Country Manager5. Nothing is done 100% solo - help them to
achieve their best performance6. Make your team feel valued - “Talk! Talk!
and Talk!”
Summary
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The First 90 Days: Proven Strategies for Getting Up to Speed Faster and Smarterby Michael D. Watkins (Author)
The Map of Innovation: Creating Something Out of NothingKevin O'Connor (Author), Paul B. Brown (Author)
Two Books We Recommend
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Q&A
Hidemaru Sato
Senior Adviser, btrax Japan
btrax JapanStep Roppongi 2F,6-8-10 Roppongi Minato-ku,Tokyo, Japan 106-0032www.btrax.com/[email protected]
btrax, Inc.665 Third St. Suite 505San Francisco, CA [email protected]