[webinar] entering the japanese market: hiring a country manager vs. finding a partner

btrax, Inc.

powering global brands

Entering the Japanese Market: Hiring a Country Manager vs. Finding a Partner


Education

Work Experience


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


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


Source: TEIKOKU DATABANK

Current Landscape of Foreign-OwnedCompanies in Japan


Source: Ministry of Economy, Trade and Industry TEIKOKU DATABANK

Worldwide

Europe

North AmericaAsia

South America

Breakdown of Foreign-Owned Companies in Japan


● 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


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


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


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


● Business and marketing agency● Agent● Distributor● Other?

Different Types of Partners


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


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


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

http://www.amazon.com/s/ref=dp_byline_sr_book_1?ie=UTF8&field-author=Michael+D.+Watkins&search-alias=books&text=Michael+D.+Watkins&sort=relevancerank

http://www.amazon.com/Kevin-OConnor/e/B001K8VXRU/ref=ntt_athr_dp_pel_1

http://www.amazon.com/Paul-B.-Brown/e/B000APLN56/ref=ntt_athr_dp_pel_2


Q&A

Hidemaru Sato

Senior Adviser, btrax Japan

[email protected]

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]

http://about.me/brandon.hill

http://www.btrax.com/jp

mailto:[email protected]

http://www.btrax.com/jp

mailto:[email protected]

[webinar] entering the japanese market: hiring a country manager vs. finding a partner

Business

powering global brands

japanese market

global brands source

common country manager

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japanese staff

japanese ecommerce

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