Foreign Business Competing in Japan

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Foreign Business Competing in Japan

Unique Features of the Japanese Distribution System About 18% of Japan’s exports and 33% of its imports were handled by top 10 general trading companies (Sogo Shosha) in 2000; a decline from 50-60% in the mid-1970s About 50% of Japan’s domestic distribution is handled by top 10 general trading companies (Sogo Shosha) Sogo Shosha make profits by handling large amounts of products at laser-thin margins.

Sumitomo-Mitsui Banking Group UFJ Holdings, Inc. Tokai Bank A Possible Alliance Mitsubishi-Tokyo Financial anking Group Mizuho Holdings, Inc.

Two Types of Keiretsu Horizontal Keiretsu Bank General Trading Co. Manufac. & Other Firms Horizontal Keiretsu

Two Types of Keiretsu Horizontal Keiretsu Vertical Keiretsu Bank General Trading Co. Manufac. & Other Firms Horizontal Keiretsu Vertical Keiretsu NEC . . . . . Supplier 1 Supplier 2 Supplier n . . . . . Second Tier Suppliers

Horizontal Keiretsu: Then and Now 1960-1975 Division of labor and specialization 1975-1995 Increased independence of manufacturers, trading companies, and banks in pursuit of their respective goals 1995-present Reconsolidation across Banks

Why Not Use Sogo Shosha? Good at High Volume/Low Value-Added Commodities Personnel Spread Out Too Think to Handle High Value-High Service-Required Products

Success Factors for Foreign Entry (1) Successful Examples Ajinomoto - General Foods Hattori Seiko - Schick Procter&Gamble - Sunhome Doubtful/Unsuccessful Examples Tokyo Electron - Computervision Meiji Milk - Borden Ice Cream Toppan - Moore Find the Well Established Partners that do not Have Competing Products

Success Factors for Foreign Entry (2) How About…? Yamato Takkyubin - UPS DoCoMo - AOL Yanase - Ford and Other Foreign Automobile Companies Ezaki Glico - Blue Bell Ice Cream Carrefour

Emphasize Total Quality 1. Added Benefit - Quality and Payment Terms - Product Modification 2. Appearance - Packaging 3. Availability - Proper Choice of Channels - Promptness of Delivery 4. After-Sale Service Masami Atarashi, ex-President of Johnson&Johnson (Japan)

Let’s Take A Break!