Australia - Japan

Cross-Border Trade, Market Entry and Investments

Our Services

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Go-To-Market Strategy

As part of the strategy formulation process we start with your company, understand your brand and products, and your company’s vision and strategy. This forms the core and basis on which a robust strategy is developed.

In order to formulate a healthy and sustainable market entry strategy we incorporate extensive market research, an in-depth understanding of local market requirements, and an evaluation of your products or services in the context of the local market.

The resulting strategy proposal will provide a comprehensive analysis, especially of the below listed areas, and a clear statement of risks, assumptions and business performance projections to convey an accurate assessment of the proposition.

  • An understanding of the opportunities the market offers
  • Size and nature of target market
  • Competitive landscape and SWOT analysis of your offering
  • Recommendation as to channels and modes of entry
  • Potential partners and access to distribution channels
  • Product, literature and web localization requirements
  • Pricing options and level
  • Assumptions
  • Risks and risk mitigation strategies
  • A 5 year Business plan
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Distribution and Channels

Most companies will enter the Japanese market by entering into an exclusive distribution agreement with a local distributor. They will localise, market and adopt your offering as theirs and will become fairly self-sufficient over time. The distributor can be a small company focusing in the same sector, or a division of a large organization that will leverage its existing relationships.

For larger companies we suggest consider non-exclusive resellers and establishing a local entity with a small sales team to manage these channels. Non-exclusive resellers can be very effective for demand creation and for providing local support and maintenance.

Distributors and the distribution relationship is the single most powerful determinant of the success of the business and we work with our partners and through our extensive corporate relationships to identify, evaluate and whet contenders to ensure they are reputable, savvy and have a strong demonstrable track record in taking products and services to market.

Other companies may prefer to go to market through the internet and this is a viable channel for some products and services. For these channels we provide comprehensive infrastructure, marketing and localization services to conform with market convention.

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Sales and Marketing

For strategies that call for establishing a sales and/or marketing capability, either locally or from offshore, we work with you to establish the required corporate entities and infrastructure to support such local resources.

Alternatively, we are able to introduce local firms that specialise in providing sales expertise on an agency basis and to advise on negotiating agreements with them.

For Service offerings, the most common mode of entry is through a local joint-venture partner that is willing to make a significant commitment in localization, infrastructure, staffing and market development.

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Localisation

Localization usually, although not always, refers to software. Its requirements include everything from documentation, software, layout design, and source code to even the sizing of dialogue boxes. Such products will require localisation to conform with language, useability and market conventions and customs however the requirements around this are much less stringent now compared to a few years ago.

Non-technology products are also required to meet government and consumer products regulations but we don’t see this as big issue for Australian origin products. Services will certainly need to be delivered in a market conforming manner.

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Investment

If you are considering an acquisition based entry to the Japanese market or to acquire companies as part a larger business strategy, we can assist with identifying targets through our market network and in initiating the approach followed by detailed negotiations.

A decreasing labour force and rapid deregulation make assets in the agri sector particularly attractive for acquisition as do assets in education, information technology, tourism and leisure that offer attractive opportunities for companies that can provide the expertise or innovative ideas to turn them around.

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transaction origination, evaluation and execution

transaction origination, evaluation and execution

identification of and interface with potential buyers and creation of competitive tension

transaction origination, evaluation and execution

transaction origination, evaluation and execution

Pitt Capital Partners has a highly successful buy-side and sell-side track record of delivering superior outcomes for its clients in difficult and complex circumstances.

Mauris in pellentesque sem maecenas.

transaction origination, evaluation and execution

transaction origination, evaluation and execution

identification of and interface with potential buyers and creation of competitive tension

transaction origination, evaluation and execution

transaction origination, evaluation and execution

Pitt Capital Partners has a highly successful buy-side and sell-side track record of delivering superior outcomes for its clients in difficult and complex circumstances.

Mauris in pellentesque sem maecenas.

transaction origination, evaluation and execution

transaction origination, evaluation and execution

identification of and interface with potential buyers and creation of competitive tension

transaction origination, evaluation and execution

transaction origination, evaluation and execution

Pitt Capital Partners has a highly successful buy-side and sell-side track record of delivering superior outcomes for its clients in difficult and complex circumstances.