Insider guide on selling products in japan

With a flourishing consumer base and a robust e-commerce market, Japan offers unparalleled opportunities. The culture’s commitment to excellence and attention to detail sets it apart. Japanese consumers have high expectations for quality, demanding products that exceed standards. Superior craftsmanship, reliability, and durability are key to success. Loyalty is highly valued, and building strong customer relationships is crucial. European companies should consider Japan’s thriving consumer base, well-established e-commerce market, and dedication to excellence when entering the market. By focusing on quality and fostering loyalty, they can position themselves for success in Japan.

Conducting sales in Japan can be complicated, but we’re here to simplify it for you with our Sales Pamphlet Course which is designed to help you increase sales in Japan.

 

Selling products in Japan may seem daunting, but the country boasts one of the largest and most developed e-commerce markets globally. In 2023, Japan ranked third biggest market in the global e-commerce sector and was anticipated to earn around USD 154 billion in revenue for the year. This is driven by Japanese consumers’ strong purchasing power, particularly for meticulously crafted goods.

Japan offers a highly supportive infrastructure, including efficient transportation networks, advanced logistics systems, and reliable payment systems. This creates a seamless experience for sellers and buyers, alleviating operational challenges when entering the market. With Japan’s thriving e-commerce market and favorable conditions, European companies can tap into strong consumer demand. By offering well-crafted products and leveraging the robust infrastructure, businesses can position themselves for success and navigate the intricacies of selling products in Japan effectively.

Who is the Japanese customer?

In Japan, convenience is a top priority for consumers, bolivia phone number library shaping their product choices. While quality matters when selling products in Japan, seamless and efficient experiences are crucial. For instance, Onigiri, a popular snack, is packaged with a pull tab that opens to reveal separate rice and seaweed compartments. This design preserves the freshness of the seaweed and allows for easy, on-the-go consumption.

Understanding the preferences of different demographics is essential for success in the Japanese market. By recognizing the significance of convenience and staying informed about popular products among target segments, businesses can tailor their offerings to meet the specific needs and desires of Japanese consumers. Integrating convenience into product offerings and adapting to consumer preferences are key strategies for thriving in Japan’s competitive marketplace.

• Products for children: Bumbo products such as this Bumbo baby seat with an attachable waist are popular because of their materials used. This particular product is lightweight and easy to store.
• Products for men: Products such as this ring doorbell are popular among men today who are interested in working on DIY home projects or want a particular bell sound.
• Products for women: The Japanese skincare market is well-developed and has new advanced products that are hitting the shelves. One popular product in skincare right now is this Manyo Factory Essence Galactomyces
• Products for mothers: Mothers today have fluid plans and usually this requires breast pumps. This Mandela Breastfeeding Machine has been recently popular because of its easy-to-clean design with its lightweight material.

If you would like to know more about entering the Japanese market with an innovative product,  listen to our podcast for an introduction to market entry in Japan.

 

What should I consider when selling products in Japan?

Language and localization

When selling products in Japan, you should take tips for success in influencer marketing note of the language and localization of your products. This means putting yourself in the shoes of your customers. To do this, work has to be done to tailor your products:

• Translate your products in all aspects. To ensure comprehensive translation of your products, it is crucial to translate all aspects, including physical and digital information, catering to your customers’ needs. This entails translating various elements such as product descriptions, product manuals, website content, and marketing materials.
  • For affordable localization and translation services, you can consider Gengo or OrangeBird.These platforms provide reliable solutions for selling products in Japan at competitive rates.
  • If you are looking for higher-end translation services, where quality and expertise are paramount, Honyaku Plus specializes in Japanese to English translation. They offer professional translations tailored to meet your specific needs.
• Hire Japanese staff. Selling products in Japan without anyone who knows at least the language might be difficult. Hiring Japanese staff allows you to effectively understand trends and help navigate the Japanese market
• Having a local office or headquarters. Localizing means establishing yourself in the space. Having a local office or headquarters allows you to have an address that can accept mail, build repertoire among locals, and have a point of operations.
• Having customer support in Japanese. End-to-end customer support is highly valued in the Japanese consumer market. Without a native speaker, communication may be difficult. However, non-native speakers could still be ideal for sites like Amazon.

Overall, the tips needed for localization are lengthy and difficult to condense, which is why if you’re looking for more comprehensive guides, you might be interested in our podcast on Types of Sales Frameworks in Japan with Evan Burkosky.

 

Partnerships and Customer loyalty

Localization methods, such as partnering with market entry firms or local distributors, can greatly assist in selling products in Japan. These partnerships provide valuable market knowledge and can propel business growth. To delve deeper into the topic of partnerships, it is recommended to watch two podcast episodes featuring Pascal Gerbert Gaillard and Fariza Abidova, which discuss successful partnership strategies. Even large companies with advanced technology often lack business development expertise, making partnerships with corporations a potential win-win situation.

Establishing a partnership often benefits from in-person meetings, as they facilitate stronger connections. Events like the Cambridge Innovation Center’s venture cafe meetings, mentioned in the episode, offer opportunities to connect with a company’s innovation team and pave the way for partnerships. However, email communication has become more flexible today, reducing the reliance on traditional formal events, drinking parties, and business dinners.

It’s important to know that when selling products in Japan, loyalty holds significant value, making it crucial to prioritize obtaining early-launch customer reviews, testimonials, partnerships with local businesses, and customer-centric customer service. Cultivating loyalty among customers can work wonders for product success in the Japanese market.

By exploring strategic partnerships, leveraging in-person and digital networking opportunities, and focusing on loyalty-building efforts, European companies can enhance their chances of succeeding in Japan’s competitive market.

How do I market my products in Japan?

When thinking of how to market your products in Japan, think about the platforms through which you will sell them. For e-commerce selling in Japan, platforms such as Rakuten, Amazon, and Zozotown are popular choices. Conducting business online helps expand the reach of the products and may improve contributions from online funding. Crowdfunding is used to get your products off into the world in exchange for rewards or equity, though many prefer donations-based crowdfunding. Explore more options on crowdfunding in Japan by reading our article all about Crowdfunding Products in Japan.

Trends and popular products in Japan as of 2024

As of February 2024, there are currently a handful of trends that entrepreneurs might want to venture into. Some major categories of trends for selling products in Japan would be fashion products, beauty products, wellness, and food products.

Fashion trends in Japan range from the classic minimalist style from brands like Uniqlo and Muji to vibrant and bold streetwear influenced by music, anime, and subcultures. Fashion is one effective way for individuals to express themselves, so building a brand that will cater to its target consumers’ preferences is one idea to keep in mind.

Beauty products have also been on the rise. Make-up connoisseurs would take an interest in J-Beauty which focuses on simplicity and natural ingredients by using gentle cleansers and lightweight foundations. One of the most popular and recent make-up styles is the “Igari” look which simply leverages blush to create a slightly flushed look.

Wellness trends are gradually rising as well. Certain trends would include forest bathing (relaxation and stress reduction through nature immersion), mindfulness meditation, and onsen therapy. Individuals must remember how important it is to take care of oneself. Why not start a business that can help people become better versions of themselves?

Food trends, lastly, have been leaning towards a low-carb and plant-based approach recently. Lentil and lupini pasta are becoming popular as they are gluten-free and low-carb alternatives. Plant-based foods have also been produced and consumed in response to rising sustainability concerns.

Top 12 retailers in Japan

The physical consumer market is also densely populated, especially in large cities such as Tokyo. So, it’s important to know about the biggest retailers in the market:

 

1. Loft. This is a chain store in Japan that now has 117 operational branches nationwide. They care about a variety of lifestyle products so your product may just fit right in.
2. Tokyu Hands. With an emphasis on a craft and DIY store, this chain has expanded into items such as umbrellas, stationery, and even cameras. To learn about the top things people buy at Tokyu Hands read more from tsunagu Japan.
3. Marui. Marui is another multinational chain department store with a focus on female clothes and accessories for young and working women.
4. Kaldi. Kaldi specializes in coffee but also carries a variety of both imported and domestic food brands.

Hankyu, Hanshin, Takashimaya, Isetan.

1. These Japanese luxury stores are some of the largest in the country and sell worldwide fashion goods, anything from ties to statement piece bags.
2. Xebio and Sports Authority. These two retailers are the largest retailers currently in Japan for sports-related goods. Xebio, for example, has over 800 stores nationwide that can provide a wide reach for your products.
3. Toys R Us. Despite losing traction in the US, Toys R Us remains one of the largest toy retailers in Japan with just under 200 retail stores nationwide.
4. Matsumoto Kiyoshi. Well-known for its blue and yellow coloring and its range of goods from pharmaceutical drugs to popular makeup brands, this drug store is all over Japan.
5. Kyukyodo. This stationary shop had its humble beginnings over 400 years ago and still goes strong in major cities in Japan. It specializes in Japanese traditional stationery such as Japanese calligraphy tools.
6. Convenience stores. Locally known as konbini, these stores are literally on every corner. Popular convenience stores are Family Mart, 7-11, and Lawson, each with different products under their belt
7. Village Vanguard. This chain bookstore goes beyond books, also selling products in Japan such as pop-culture collaborations in the form of CDs, DVDs, figurines, comics, and other memorabilia. They now have over 300 bookstores around the nation.
8. Yamada-denki and Bic Camera. Japan is well-known for its electronics and the products sold at these stores show just the level of quality that you would expect. These stores cover the country and are popular for just about every electronic need.

 

How to use SEO and social media to market your product

Relevance of SEO marketing

SEO marketing plays a pivotal role in Japan’s digital contact lists landscape. In the modern era, optimizing websites, content, and online presence is essential to enhance search engine rankings. Employing effective SEO strategies enables businesses to expand their reach, increase brand visibility, and attract relevant organic traffic.