CASE STUDIES

Japan New Market Entry

Background

The client was the leading manufacturer with world class plants but was exporting relatively minor volumes to Japan, where the market was substantial. Our client was approached by a Japanese trading firm but wanted an independent assessment of the opportunity

Objectives

  1. Review market entry options for client in Japan
  2. Identify which key channels should be priority
  3. Review various business models and recommend best option for client

Outputs


Since our client did not want to set up its own Japanese entity, we started with a workshop to define what would be the ideal profile, capability and coverage of a commercial partner in Japan.


We identified various market entry options and partners. Each was evaluated carefully on aspects like outlet coverage, in store and online execution, cost-to-serve, whether the party would agree to a business plan and strategic fit.


We created P&Ls based on various product range and pricing scenarios plus value chain and investment before aligning on a recommendation. We workshopped the outputs with the client to enable the business case to be shared with the Board for sign off.

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