SMA rolls out a new strategy to enter Japanese market
View(s):Strategic Management Alliance (SMA), moving away from the traditional method of displaying products at the exhibitions and trying to lure Japanese buyers, has evolved a new strategy for its clients to make contact with Japanese buyers directly and have B2B meetings.
The strategy is to clear the path for effective B2B meetings in Japan by teaming up with their Japanese counterparts, a group of reputed Japanese consultants.
In a media release, SMA said they jointly carry out the preliminary work having prior discussions with the prospective buyers, presenting samples and product demonstrations. In this manner SMA will set the stage for Sri Lankan entrepreneurs and corporates to come to Japan to have face to face meetings with pre-selected buyers.
SMA Managing Partner Athulla R.F. Edirisinghe says that in the Japanese business culture it is an impossible task to penetrate into key Japanese corporates without a proper introduction at appropriate level. “ You need the right and credible contact in Japan to take this first move,” he said adding that his firm with his Japanese associates with whom he had dealings for over 10 years on various assignments have been successful in doing this task for several Sri Lankan clients.
Having launched this pioneering B2B strategy for the first time for their Sri Lankan clients in 2015/2016, SMA has already been successful in supporting Sri Lankan companies engaged in rubber products, IT, sports gloves, household and industrial workwear. Mr. Edirisinghe states that this method is a positive investment as only serious parties from both sides will attend the meetings, unlike waiting at exhibitions for a buyer to drop by whilst competing with many other exhibitors.