Profile of Company J

【Business】Development, manufacture and sales of disposable packaging containers

【Capital】52.5 million yen

【Sales】2.32 billion yen

【Number of employees】123 (42 full-time employees, 81 part-time employees)

【Established】1957

Inquiries and issues

We would like to investigate the possibility of making an international investment
(establishing a factory or operating a subsidiary) in North America.

Paccloa’s Proposals and Support

Formulation of international business plan

Conducted F/S survey on the East Coast of North America

Support for business meetings with international companies

Guidance on how to make presentations to international companies

Outcome

Understand business advantages in the North American market

Clarify timing of international investments

Understanding investment incentives and factory establishment regulations in certain states in the U.S.

Know-how on business negotiations with international companies

Know-how in structuring, delivering, and answering questions about presentations to international companies

Testimonial from the President

Q1 What was the status of your company’s international expansion at the beginning?

We are a manufacturer of disposable food containers.  

Specifically, we manufacture containers for yogurt, pudding, jelly, etc., which are sold in supermarkets and convenience stores.

We have been specializing in the domestic market and have been far away from international expansion.               

However, due to the declining population trend in Japan, we decided to plan and execute a research project in a certain state with the premise of International expansion to the United States.  

Our company was a small to medium-sized company with more than 40 employees, and we had neither a department in charge of international business nor any employees who were fluent in English.

However, with only the enthusiasm to “give it a try first,” two members of our sales department took the lead and started the project.  

Q2 Did the advice you received from Paccloa have a positive impact on your international expansion?

Ms. Ogawa supported us from the planning stage.  

In the beginning, there was an atmosphere of anxiety about whether it would really be feasible. In the beginning, we were in an atmosphere of anxiety about “Is it really feasible?

Ms. Ogawa’s confident attitude and the content of her guidance pulled us along, and we became more and more convinced that we could do it.

Q3 What did you think of the sometimes harsh advice?

There have been many episodes of strict guidance, but the one that has left the greatest impression on me is this,

Ms. Ogawa said to the staff members of the FS survey in the U.S., right after we had finished the presentation for the first client on the first day of the survey and got into the moving car

“I can only give your presentation a score of 30 out of 100, and when we get to the hotel, we will need to train for tomorrow’s presentation”

What were our staff’s impressions of the first company’s presentation?

The situation was one of satisfaction at the heated discussion that enlivened the question-and-answer session during the scheduled one-hour meeting time and extended the scheduled time by more than 30 minutes.

We were surprised at the harsh remarks made in such an atmosphere.

However, Ms. Ogawa’s point, “Make your arguments from your own mouth and in your own words! Ms. Ogawa pointed out,

I am grateful to Ms. Ogawa, who sensed the atmosphere of our company members overseas, who thought they understood each other by using ambiguous Japanese expressions through an interpreter, and gave them a warning.

After that, we spent every day in the hotel room practicing our presentation for the next day against the wall (laugh),

On the last day, Ms. Ogawa said, “Today’s presentation was very good. ” which gave all the members confidence.  

Q4 Have you consulted with any other experts or consultants regarding international expansion?

I have not consulted with any consultants other than Ms. Ogawa regarding international expansion,

What is the difference between you and those who consulted with you on other items in the past?

The difference between Ms. Ogawa and other consultants we have consulted on other items in the past is that Ms. Ogawa is a consultant who leads our members as if she were the general manager of our international business division.   

Q5 What, if anything, has made a lasting impression on you?

While there is guidance that can be seen as somewhat forceful, based on meticulous planning and strict execution plans,

On the other hand, I was also told, “It is unimaginably cold in certain states in February, so please make sure you take all the necessary precautions against the cold.” And,

”Warm, non-slip boots and gloves that allow you to operate your phone while wearing them are a must.”

These detailed advice actually helped us in the field.