STEP 1 - 日本能率協会 of companies selling Retort-pouch curry Need more detailed information...
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1 STEP 1 Key to successful meeting at FOODEX JAPAN -What buyers really want to know-
Transcript of STEP 1 - 日本能率協会 of companies selling Retort-pouch curry Need more detailed information...
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STEP 1
Key to successful meeting
at FOODEX JAPAN -What buyers really want to know-
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Prove that you’re
Trustworthy!!
Provide buyers
required information
Give buyers
MPP
Key to successful meeting
HOW?
Use FOODEX Service
The only way to close the
deal with Japanese
buyers is…
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MPP (My Product Presentation)
Product / Company Introduction Sheet
This one piece of paper contains
All the information
buyers want to know!!
What is MPP?
MPP makes your meeting smoother!!
Why it makes meeting smoother?
1. Spend 5 min (average), 15 min (max) for meeting at the show! *Exhibitors need to explain their product in 5 min!*
2. Check MPP via Exhibitor Search before the show!
3. Use MPP as proposal document within the buyers’ company.
Japanese Buyers’ tendency
The fastest way to convince Japanese Buyers!!
MPP (My Product Presentation)
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MPP = My Product Presentation
Trustworthy!
Plus! High Quality MPP = Enthusiastic
We are going to tell you 5 tips for
making High Quality MPP!
Japanese Buyers love enthusiastic exhibitors!
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3. Suggest Use schemes
2. Clarify Unique selling proposition
1. Refine your Target
4. Declare CEO’s thought.
5. Describe Manufacturing process
5 Tips for high quality MPP
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1. Refine your Target
Buyers are looking for…
Why you should refine the target?
New Proposal for customers
that makes their business lucrative with your product!
1-1. Target Consumers 1-2. Target Section
Decide your…
Need the detailed plan for selling the product
To whom do you want to sell your product in Japan?
Who is your target consumer in your country?
Provide Consumers’ data in your country!!!
1. Refine your Target
1-1. Target consumers
Prove to buyers…
Your product will be sold well in Japan based
on the fact in your country.
1. Refine your Target
Where do your target consumers buy your product?
Where do you want to sell your product?
1-2. Target Section
Choose your Target section from Visitors in 2015
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1. Refine your Target
1-2. Target Section
How many orders do you want to receive from
your Target after the show?
How many business cards you should get
during FOODEX?
On average…
200 Business cards!
20 Business meeting!
5 Contract!
During FOODEX After FOODEX Eventually!!
= To receive 5 orders, you need to get 200 business cards!
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Buyers are looking for…
Why you should clarify unique selling point!
New Proposal for customers
that makes their business lucrative with your product!
How to clarify unique selling point?
Need the detailed plan for selling the product
2. Clarify unique selling proposition
List 5 strength of your product!
List 5 weakness of your product!
What is the difference from other products?
How different?
You need to win shelves from the product,
which is sold now!!
Is your product worth to switch?
Will your product make more profit?
List 5 strength of your product!
2. Clarify unique selling proposition
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2. Clarify unique selling proposition
BAD Example
1. Hand Made
2. We have confidence about
the taste!
3. Great product!
4. We worked so hard on
producing this product!
5. Our product have been sold
well in our country!
Company A GOOD Example
1. The idea of our product is the popular
menu of our restaurant, Brand beef stake
curry.
2. We use only made-in-Japan ingredients,
the same ones used at the restaurant!
3. Customers living far from the restaurant
can enjoy the same taste of our Brand
Beef Curry!
4. We use unique method and various
spice for decreasing characteristic
smell of the retort-pouch product.
5. Great gift as Premium retort-pouch
curry.
Company B
Examples of companies selling Retort-pouch curry
Need more detailed
information
Japanese buyers want to know…
Downside
What exhibitors are concerning about
List 5 weakness of your product!
2. Clarify unique selling proposition
Before Closing the deal
Japanese Buyers might suggest solutions for the concerns!!
e.g. Change the package size smaller for Japanese consumers.
Please tell them if you have any concerns
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Buyers are looking for…
Why you should suggest Use Schemes!
New Proposal for customers
that makes their business lucrative with your product!
3. Suggest Use Scheme
Propose to buyers not only how to cook, but eating culture,
especially something new for Japanese consumers!!
What is the best way of eating your product?
Do you have unique way of eating the
product in your country?
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3. Suggest Use Scheme
BAD Example GOOD Example
1. Eating with Rice The most popular way of eating in Japan.
2. Eating with Udon Put some dashi soup and Udon. Also popular in
Japan.
3. As a source of Pasta, Casserole, Pizza
4. Put it into Spring Roll
5. For reward yourself Retort-Pouch Curry=Cheap & O.K. taste in General.
Our curry is little more expensive, but taste delicious!
6. Great for Gift As it’s Premium retort-pouch curry, great gift for
everybody.
1. Eating with Rice
This is the best way of eating it
since you can enjoy the taste
of our tasty Brand beef !!
Buyers want to suggest customers
as many way as possible!
Increase the opportunity for selling!!
Company A Company B
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5. Declare CEO’s thought
Whether the company is trustworthy or not,
no matter how good the product is.
Why you should declare CEO’S thought!
The final decision will be made by…
What is the company’s goal?
What does your company/CEO put an emphasis
on?
Do you have any unique policy?
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BAD Example GOOD Example
Our goal is that to let people aware of
how delicious this brand beef is, and
make them happy by eating it as many
as we can. We are glad to do anything
for achieving this goal.
Providing the brand beef curry at the
restaurant is one of the way to increase
awareness the beef. Since this was
successful idea, we decided to produce
the retort-pouch curry. There were piles
of problems to make it the same taste,
but we have never compromised
about the quality of the ingredients,
which we put an emphasis on.
Our company endeavor to
produce great product.
Since our product are popular in
our country, we have confident
that it will be sold well in Japan
too.
No Image
Company A Company B
Company A Company B
5. Declare CEO’s thought
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Buyers are looking for…
New Proposal for customers and
Companies which have high safety standard!
5. Describe Manufacturing Process
The most important point for clarifying the
differences!!
Why you should describe Manufacturing Process!
Prove that your manufacturing are safe!
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5. Describe Manufacturing Process
Describe the information of Quality Assurance
What is your unique manufacturing process?
What is the difference from others?
Describe the Manufacturing Process with
Pictures!
What kind of Inspection do you carry out?
What kind of Hygiene Management do you carry out for… Production Process, Employees, Facilities and Equipment?
Do you have an Emergency Response System?
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6. Manufacturing Process
BAD Example
GOOD Example
Company C
Company D
[Measuring] => [Blending (the method lasting 120 years)] => [Roasting (twice)] =>
[Filling] => [Sterilizing] => [Cooling] => [Packing] => [X ray inspection]
-Deep taste and flavor because of our unique method of Blending and Roasting.
-To enforce hygiene management, we carry out hygiene education for employees
every morning before they start working.
Measure the ingredients and blend. After blending, roast the blended ingredient
twice. We use unique blending and roasting method. Filling, Sterilizing and
cooling. After cooling, eventually there is packing process and X ray inspection.
After all these processes our products are ready to ship.
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Conclusion
1. Refine your Target
2. Clarify Unique selling proposition
3. Suggest Use schemes
4. Declare CEO’s thought.
5. Describe Manufacturing process
5 Tips for high quality MPP
STEP3: MPP (My Product Presentation)
STEP1:
STEP2: Brainstorming Sheet
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Proceed to STEP 2
High quality MPP = Successful Meeting!!
Brainstorming Sheet:
Brainstorming Sheet make it easier to make
MPP!
Great tool for clarifying your objective of
participating in FOODEX!
Before making MPP…
