EPIC NEWS
ANALYSIS AND OPINION REMEMBERING PROFESSOR BRYAN TOZER BSC PHD CENG CPHYS FIET FINSTP EPIC NEWS
www.epic-assoc.com
Unlocking success in Japan’s photonics industry: A guide to building trust and sustainable growth By Carlos Lee, Director General
In the dynamic realm of photonics in Asia, Japan presents an opportunity for EPIC members, beckoning businesses with its rich technological landscape and commitment to excellence. However, navigating the intricacies of the Japanese market requires more than just technical prowess; it demands a deep understanding of cultural nuances and a steadfast commitment to building trust. Such was the topic of a recent EPIC online meeting, with the goal of aiding our members’ ability to thrive in Japan’s photonics industry.
Cultivate trust, exercise patience, ensure reliability In Japan, business relationships are all built on trust, which is nurtured through consistent actions and transparent communication.
In addition, demonstrating
reliability and integrity in all dealings is paramount. This is because reliability is the cornerstone of all business in Japan. Therefore, consistently delivering high-quality products and services, meeting deadlines, and honouring commitments are all non-negotiables. Establishing a reputation for reliability instils confidence in partners and fosters long-term relationships. Patience is also a necessity when doing business in
34 Electro Optics March 2024
Japan, it’s not just a virtue! Decision-making processes often take time as stakeholders meticulously weigh up all options and consider long-term implications. Rushing through the negotiations or pressuring too much for quick results can quickly undermine trust and jeopardise relationships.
“Japan values enduring partnerships grounded in shared objectives and mutual respect”
Expect thorough questioning Japanese counterparts value thoroughness and attention to detail. Expect to encounter numerous questions and requests for clarification during negotiations; be prepared to provide comprehensive answers and demonstrate a deep understanding of your product or service; embrace these inquiries as opportunities to showcase your expertise and build credibility.
Embrace speed after decision While the decision-making process may be deliberative, once a consensus is reached, actions are swift. Prepare to move rapidly once agreements
EPIC’s recent online meeting – ‘How to do business in Japan’ – offered members useful insight into navigating the many intricacies of the country’s bouyant photonics market
are finalised, as implementation timelines tend to be expedited.
Focus on the medium- and long-term Japan values enduring partnerships grounded in shared objectives and mutual respect. Instead of prioritising short-term gains, focus on cultivating relationships that endure over the medium- and long-term. Invest in understanding your Japanese counterparts’ goals and align your strategies accordingly to
foster sustainable growth and mutual success. In conclusion, succeeding
in Japan’s photonics industry requires a blend of technical expertise, cultural fluency, and a steadfast commitment to building trust and fostering long-term relationships. By embracing patience, reliability, and a focus on mutual growth, businesses can unlock the vast potential of the Japanese market and establish themselves as trusted partners in this dynamic industry landscape. EO
@electrooptics |
www.electrooptics.com
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