Profile of Company I

【Business】Production of objects, costumes, and interior decorations for entertainment purposes.

【Capital】32 million yen

【Number of employees】 4

【Head Office】Kyoto, Japan

【Establishment】1986

Inquiries and issues

We want to sell our one-of-a-kind products internationally.

We seek to know if international exhibitions are really effective as a way to develop international sales channels.

Paccloa’s Proposals and Support

Formulation of international business plan

Conducted product hearing F/S in the Netherlands and France

Visited and research at the Maison et Objet exhibition in Paris (confirming that the exhibition effect is small depending on the product)

Conception of new business models for international markets and development of necessary internal systems

Support for building international websites

Case studies of international branding, how to proceed, and advice on specific STEPs

Outcome

Break away from subcontractors, increase profit margins, and take the initiative in pricing

Learning how to approach international companies from the planning stage

Acquisition of new international suppliers

Nominated list entries from international companies

International Web site is opened to the public

Testimonial from director

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

We just had a desire to expand internationally, but we didn’t know what to do, so we just attended seminars and gathered information.

The website was only in Japanese, and I had no concrete activities.

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

We now have a clear idea of what exactly we need to do.

Also, we were able to narrow down our targets and commercial products.

I learned not to think of international expansion as something special, but that it is basically the same as activities in Japan, except for the language.

Therefore, I was able to make inquiries from international clients without feeling self-conscious about it.

Q3 What did you think of the sometimes harsh advice?

Ms. Ogawa’s harsh advice was sometimes true things that no one else would say, and sometimes it got to the heart of the matter, which broke my heart at first.

However, in fact, the advice was correct, and I found that it was points that I myself was pretending not to see, or points that I was worried about.

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

Several years ago, I consulted with a government agency regarding international expansion.

The content of the consultation was similar to a successful business model using international trade fairs.

It was like getting on a ship for international expansion that had been prepared for you with the help of a subsidy.

In contrast, Ms. Ogawa’s international expansion, in a nutshell, is like building your own rowing boat and rowing out to sea by yourself.

She does not tell you which direction to take, but rather gives you hints on the right direction and makes you realize that you need to think and act on your own.

Points that are wrong are not pointed out as wrong, but advised to notice the mistakes.

In short, I feel that the main difference is that she consults with us so that we can do it by ourselves.

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

Before I met Ms. Ogawa, my goal was to participate in an international exhibition.

When I visited Europe for research, I went to inspect the exhibitions I had targeted.

At first, I thought it was meant to be a preview of the exhibition.

However, when I actually went there, I realized that it was not a place to promote our company’s products.

I was able to think that the exhibition I had dreamed of was not the right place for my company, and that there must be a more effective way to appeal to the public.

I was most impressed by the fact that Paccloa wanted me to actually see and feel the exhibition with my own eyes, a point that I would not have been convinced by simply being told, “That exhibition is not suitable for your company.

I was able to change the course of my business by actually feeling things for myself.

Q6 Now that you have graduated from being a beginner to developing international sales channels, you can proceed without any further support.

Ms. Ogawa has given me advice not only on international sales channel development, but also on domestic sales channel development and how to proceed with the company for the past three years, and now, before I consult with her, I think of what she would say.

I have gained confidence in my ability to proceed on my own without Ms. Ogawa’s advice.

However, I would still like to receive advice on new complex matters on a case-by-case, spot-by-spot basis.