Objective of UDR’s market entry service -MES is to provide the foreign client with a broad knowledge of market demands and requirements as well as initial key contacts in Japan.

• The results of the services contain:
  An analysis of the demand in the Japan market: size, trends, consumer preferences, and requirements, and overall  structure (product categories, price segments, and distribution channels)

• The determination of retailer/wholesaler sourcing requirements (packaging, grading, varieties, volumes, price points, etc.)

• A benchmark of the client`s products against competitive products already in the market to target competitive strengths and weaknesses

• An identification of key drivers of demand likely to affect the market within the next 5 - 10 years

Our market entry services will be conducted in three main stages:

1. Desk Research and Preparation of MES Field Work:

•  MES team suggests the most appropriate test market region to be visited by the client`s staff to   achieve the objectives of the study.

• MES team provides certain background information in advance of the test market visit including the following:
  - Statistical data on the average monthly wholesale prices and sales volume
  - Governmental and buyer certification requirements
  - List of potential buyers and trade facilitators/agents including contact information

• MES organizes meetings with a specified number of key market players including:
  - representatives/buyers of retail chains
  - sales agents
  - wholesalers
  - importers
  - logistics expert
  - experts of relevant business associations

2. MES Field Work

• MES team will confirm meeting schedule in advance, attend all meetings with the visiting client`s team and provide translation and logistical support as necessary.

• MES team will act as a key informant to the client`s team and work as a critical member of the team, participating in all meetings and analyzing findings in answering the following questions:

1. What are the specific buyers’ critical requirements for the client`s 　product (varieties,  quality, pricing, volume,  delivery, packaging, certifications)?
2. What are the strengths and weaknesses of these selected items in the German market?
3. What is the incremental “pricing ladder” for the entire distribution channel importer, wholesaler, and retailer?      
4. What are packaging requirements for wholesale and retail markets?
5. What are local consumer preferences and trends with regard to varieties, sizing and other product attributes?
6. Are there important market niches such as organic or premium and, if so, what are their characteristics with regard to products, volumes, price differential and distribution channels?
7. Who are the most important buyers for each product in the market studied?
8. What reputation does the client`s origin have as a source of the client`s products in this market?
9. What are the normal payment terms in the German market?

3. Evaluation and strategy development

•  Back from Japan, the client`s research team evaluates the findings of their  research trip. Together with the preliminary information about the market provided by UDR's MES team  in advance of the MES Field Work the client will be able to compile an in-depth report for the management. This report will be a profound basis for the further development of a market entry strategy for Japan.

•  If requested, MES team can support in the development of this strategy and its implementation.

Contact UDR Office

Universal Data Resources Inc.
ARK Hills Executive Tower,
1-14-5 Akasaka, Minato-ku, Tokyo 107-0052 Japan
Personnel: Takao Ogura
Email: ogura@udr-inc.com
Tel: 81-3-5545-9597
Fax: 81-3-5545-9597