Profile of Company L

【Business】Industrial sewing thread, tape (narrow woven fabrics), fabrics Planning, manufacturing, wholesale, and sales (directly managed stores)

【Capital】10 million yen

【Sales】480 million yen  

【Number of employees】12 

【Established】1988  

Inquiries and issues

To successfully exhibit in Italy for the fifth time at an international exhibition.

Paccloa’s Proposals and Support

Identification of preparation to-do’s before exhibiting at international exhibitions

Points to note for business negotiations at international exhibitions

How to elicit information from international buyers

Q&A exercise in the international exhibition booth

Outcome

Record number of offers received at Italian exhibition

Know-how to achieve results at international exhibitions

How to organize business meetings for international companies

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

Testimonial from the President

Our company started out as a manufacturer and seller of sewing machine threads and has since been supplying textile materials to factories of bags, shoes, and other products.

As the sewing industry shifts to China and other Southeast Asian countries, we have developed materials of high quality and originality in Japan, and have earned a high reputation among leading domestic manufacturers by differentiating our products from the competition.     

However, with the expectation that the domestic market would plateau in the future, we have been working to develop international sales channels.

Specifically, we participated in an exhibition held in Italy.

The reason why we targeted Italy is because the exhibition is the world’s largest in the industry, and designers and MDs of various brands gather there to search for the latest materials, not only from Italy but also from Europe and the United States and other parts of the world.　　　　　　　　　　　　　　　               

I had no business English, no knowledge of trade practices, and no products that could be used internationally, and I was gradually learning through experience and improving my product skills.

I met Ms. Ogawa at the time of my fifth exhibition.           

At that time, we were exporting a little, but we were not yet at a level that could be called a business, so we consulted with her on how to exhibit and how to conduct PR.         

I was just ready to get my answers, but Ms. Ogawa’s advice was shocking.       

She told me,

“If you want people to choose your company among 1,000 exhibitors, you have to tell them what you do in 3 to 4 seconds.”        

She said,

 “First of all, it is important to get a sample order.

”Don’t end the conversation by saying, “I’ll call you later,” without talking about what led to the sample order, and you will never hear from them again.

”You don’t need a chair or a meeting table.

”You don’t have time to sit there.               

”You need to lose a couple of pounds because of nerves after standing at a trade show for three days.”

And so on!           

After receiving a tremendous amount of homework on problems, issues, and corrections, she said, “I don’t tell people who can’t do it. I’m telling you this because I know you can do it, Mr. President.”

That was the killing blow.

I have to do whatever it takes! I thought to myself,

I went back to the office and turned over what had been decided and revised it at a rapid pace.               

As a result, the event was a great success, with customers bringing their customers.

We were also able to listen to the customers’ requests and deepen the dialogue about our products.

We are also in advanced talks with agents who want to handle our products.               

Of course we received precise advice on promotion, but I think the most important thing they taught us was that we lacked preparedness.  

Of course, we have always been determined to develop international sales channels, but we are not ready yet if we come back home fat after having enjoyed delicious Italian food and wine.

I look forward to your continued guidance.