Doing business in Japan - Slides from the conference 28/03

2. Welcome
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5. Business Opportunities in
Japan
28 of March, 2017
Japan External Trade Organization

6. 1. Allures of the Japanese Market
Copyright (C) 2017 JETRO. All rights reserved. 6
2. Structural Reforms
3. Doing business in Japan
4. JETRO Support

7. 7
Copyright (C) 2017 JETRO. All rights reserved.
Business
friendly
Infrastructure
Comfortable
Living
Innovation
Hub
Sophisticated
Market
1. Allures of Japan as a destination

8. 8
Copyright (C) 2017 JETRO. All rights reserved.
International comparison of Japanese regional GDP in Japan
(nominal, FY2013) (Unit $1 billion)
Kanto region 2,018.2
Russia 2,096.8
Hokkaido/Tohoku region 591.9
Sweden 579.5
Chubu region 779.8
Switzerland 685.4
Chugoku region 279.5
Finland 268.2
Kyushu region 476.8
Austria 428.3
Kansai region 792.6
Switzerland 685.4
Shikoku region 135.9
Hungary 133.4
Source: Cabinet Office, “Annual Report on Prefectural Accounts for FY2013" (issued in FY2016)
1. Allures of Japan as a destination
-Sophisticated Market

9. Copyright (C) 2017 JETRO. All rights reserved.
9
Source: Ministry of Economy Trade and Industry , “Global Niche Top Companies Selection 100”
1. Allures of Japan as a destination
-Top global niche companies throughout Japan

10. 10
Source: Created from Ministry of Internal Affairs and Communication, “Survey Result on Science and Technology Indicators 2014 ”
Date source: OECD “Main Science and Technology Indicators, ” etc.
Rank Country
Percentage
of GDP (%)
1 Japan 3.75
2 German 2.98
3 U.S. 2.79
Rank Country
Number of
researchers per
10,000 people
1 Japan 52.0
2 Canada 45.6
3 German 42.5
Research funding percentage of GDP
(G8 comparison)
Number of researchers per 10,000 people
(G8 comparison)
Science and technology related research is conducted spiritedly in Japan. “Research
funding as a percentage of GDP” and “Number of researchers per 10,000 people” are
among the largest in the world.
Copyright (C) 2017 JETRO. All rights reserved.
4th - France (2.29%), 5th - UK (1.73%),
6th - Canada(1.69%), 7th - Italy (1.27%),
8th - Russia (1.12%)
4th - US (40.2), 5th - UK (39.7),
6th - France(38.3), 7th - Russia (31.0),
8th - Italy (12.7)
1. Allures of Japan as a destination
-Innovation Hub

11. Copyright (C) 2017 JETRO. All rights reserved.
Source: World Economic Forum, “The Global Competitiveness Report 2014-2015”
Source: Ministry of Economy, Trade, and Industry(METI), “Survey on Attitudes of
Foreign Companies toward Direct Investment in Japan Report 2014”
Easy environment for business
Foreign companies validate Japan’s infrastructure
11
1. Allures of Japan as a destination
-Business Friendly Infrastructure

12. RANK
Source: MONOCLE, UK
12
1. Tokyo
2. Vienna
3. Berlin
4. Melbourne
5. Sydney
6. Stockholm
7. Vancouver
8. Helsinki
：
12.Fukuoka
14.Kyoto
Copyright (C) 2017 JETRO. All rights reserved.
Most livable Japanese cities as chosen by the world
1. Allures of Japan as a destination
-Comfortable Living

13. Copyright (C) 2017 JETRO. All rights reserved.
13
Since the launch of the Abe administration in December 2012, stock
prices, Tankan DI, and unemployment data, have all improved.
Stock prices
(Nikkei Stock Average)
CPI growth rate
(Less food (except alcohol)
and energy, year-on-year )
Unemployment
rate
GDP
(Real GDP (seasonally
adjusted))
Business
Conditions
(Tankan, current
situation, manufactures)
19,378.93 yen
10 Feb 2017 (Closing price)
-1.2%
2010
＋0.3%
2016
4.3％
2012 average
Large firms -3
Medium-sized -5
SMEs -12
Survey in Dec 2012
Large firms 10
Medium-sized 6
SMEs 1
Survey in Dec 2016
10,230.36yen
Dec. 26, 2012
(Launch of the current
administration
498.8 Trillion yen
2012 (Before the launch of the
current administration)
521.8 Trillion yen
2016 (Calendar year, 2/13)
2.9%
2016 Q4 (Oct – Dec)
2. Improving Economic Indexes Under
“Abenomics”

14. Copyright (C) 2017 JETRO. All rights reserved. 14
■Corporate Tax Reform FY2015
32.11％ （year-on-year -2.51％）
FY2016～2017
29.97％ （ year-on-year -2.14％）
FY2018
29.74％ （ year-on-year -0.23％）
Reduce corporate tax rate down
to a range of the twenties in FY
2016 ahead of previous plan.
Source: FY2016 Tax Reform (Main Points)
lower the
rate to 20's%
(FY)
34.62%
32.11%
29.97% 29.74%
0%
5%
10%
15%
20%
25%
30%
35%
40%
2014 2015 2016~17 2018
2. Structural Reform -Making Japan
the most business friendly country in the world

15. 15
Copyright (C) 2017 JETRO. All rights reserved.
Opening up
the
electricity
market
Various
reforms for
Tourism field
Regulatory
reform of
medicine and
medical
equipment
2. Structural Reform - Making Japan
the most business friendly country in the world

16. Copyright (C) 2017 JETRO. All rights reserved.
16
The number of foreign visitors to Japan in 2016 was 24.04 million, all-time high. Their consumption
was 3.7 trillion yen, up 7.8% from the previous year.
Source：Japan National Tourism Organization
http://www.mlit.go.jp/kankocho/siryou/toukei/syouhityousa.html
Foreign visitor arrivals and their consumption amount
(Million
people）
（Trillion
Yen）
By 2020
40 million
visitors,
8 trillion yen
2. Foreign Visitor Arrivals and
their Consumption Amount

17. Copyright (C) 2017 JETRO. All rights reserved. 17
■Huge business opportunities are expected in many areas alongside the Tokyo Olympics &
Paralympics in 2020.
■Estimated economic effects are 3 trillion to 21 trillion yen (US$ 30-210 B).
■In addition to the budget of “The Tokyo Organizing Committee of the Olympics &
Paralympics Games(TOCOG)”, investment in the private sectors can be expected as direct
economic effects.
■Besides the large amount of capital investment such as construction of competition
venues, a wide range of demand for procurement will emerge (e.g. information systems,
transport, security).
■In Derived demands are also expected in various industries in the medium to long-term.
• Government initiative for promoting innovation
• Derived demand by the visits of Olympics & Paralympics families and tourists
• Expansion of household consumption
2. Tokyo Olympics & Paralympics in 2020

18. Copyright (C) 2017 JETRO. All rights reserved.
18
• JETRO conducted the “Survey on Japan’s Investment Climate” to foreign-affiliated
companies in Japan (June – July 2016)
• More than 40% of the companies are feeling improvement in the business climate
Do you feel that the Japanese
business climate has become better?
Business plans in Japan
(within the next 5 years)
n=195
(+７.7%
from 2015)
2015 Survey
2015 Survey
2016 Survey
2016 Survey
3. Doing Business in Japan

19. Copyright (C) 2017 JETRO. All rights reserved. 19
Office rent 2015 Housing rent for expatriates 2015
3. Comparison of Cost between Asian Cities

20. Copyright (C) 2017 JETRO. All rights reserved. 20
Managers (Department Chief Level ) Salary 2015
Comparison of Annual Salary
among Major OECD Countries (2014)
3. Comparison of Cost between Asian Cities

21. • Understanding a competitive market and Japanese
business practices
3. Challenges Companies Face
• Increasing your level of customer support
• Hiring/Recruiting employees
21

22. • Develop trust with Japanese customers and partners
3. Keys to success in Japan
• Differentiate your product/service
• Make a commitment
• Hire a native/someone with Japan experience
• Use JETRO
22

23. • Best way to be in close contact with customers,
partners, and distributors
3. Advantages of Having an Office
• Allows for enhanced customer service leading to a
reputation of dependability and follow-on sales
• Get indispensable intelligence on market
trends and new opportunities
• Symbolizes proof of commitment internally
and externally
23

24. USA
30% (369)
China
10% (127)
Germany
9% (107)
Korea
7% (84)
UK
6% (76)
France
5% (64)
Australia
3% (44)
Shingapore
3% (38)
Taiwan
3% (38)
Hong Kong
3% (34) Others
21% (264)
(FY2003-2015)
JETRO Supported
14,000
Successful cases by country
over
24
Copyright (C) 2017 JETRO. All rights reserved.
projects
Successful cases
Changes in the ratio of regions
1,400
Foreign companies’
startups
（～FY2014）
North America
Europe
Asia
40%
27%
33% 32%
16%
39%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
(FY)
4. Investment Project Supported by JETRO

25. Conference room
4. JETRO Support
25
Copyright (C) 2017JETRO. All rights reserved.

26. Talk to JETRO First!
Copyright (C) 2017 JETRO. All rights reserved. 26
This document is owned by JETRO. All of the content in this document, including, but not limited to, still images, text, pictorial works,
designs and logos, is owned or licensed by JETRO.
This document shall not be reproduced or reprinted on any medium or registered on any search system in whole or part by any means,
without prior permission of JETRO. Although JETRO makes its best efforts to ensure the accuracy of the information contained in this
document, JETRO does not take any responsibility regarding losses derived from the information contained in this document.
Japan External Trade Organization (JETRO)
London office
Midcity Place 71 high Holborn, London, WC1V
6AL UK
Tel. +44 (0)20 7421 8300
Email: ldn_invest@jetro.go.jp

27. Tom Bool & Shohei
Yamaguchi
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28. A beginner’s guide
to surviving a Japanese
meeting

29. Going…

30. …beyond…

31. …the stereotypes…

32. Japanese meetings 101
The basics
Respect and hierarchy
Business cards
Bowing
Gifts
Dress and presentation

33. The basics
Avoid excessive eye contact
“Hai = Yes” – but not always
Be wary of using first names
Don’t smoke in public
Mobile phone can not be used on public transport

34. Respecting the hierarchy
Systematic, but inflexible
Never cause a superior to lose face
Wait to be seated – position matters
Rank is relevant to everything in Japan

35. Taxi rules
Scenario:
You, your client, your
client’s boss and your
client’s assistant are
taking a taxi.
Who sits where?

36. Taxi rules
client’s bossclient
client’s assistantyou

37. Business cards – the full story
Business cards are precious
Handing or receiving anything with one hand is considered
as rude
Opportunity to ask how a name should pronounced
Card must be clean and unbent
Never write on or mark a card
Prepare a business card case
Presented with a bow

38. Give business cards with 2 hands
Be ultra polite
Bowing
Giving Gifts
Bowing like a boss – put your
hands away!
Eshaku
informal bow for
people of equal
rank
15°
Keirei
“respect” bow for
your boss or in-
laws
30 – 45°
Saikeirei
“deeply reverent”
profound respect or
regret. Use with
caution.
45 – 70°

39. Gifts
As a visitor, you won’t get a gift
Do not give gifts in public sector
All about the presentation!
Around 20-30 pounds per company
Snacks that can be consumed by everyone in office
Don’t expect them to open in front of you
Remember to use 2 hands

40. Saying thank you

41. Domo
Arigatou
Arigatou gozaimasu
Domo arigatou gozaimasu
Least formal
Most formal
Saying thank you

42. How to dress
Pretty similar to UK
Wear a suit – conservative colours
Minimal accessories for women
Tattoos MUST be covered in public
if at all possible

43. Restaurants
Be prepared to drink Sake and eat sushi
Kanpai = cheers
Itadakimasu = bon appetit
A foreign visitor will rarely be expected to pay for dinner
No need to tip in Japan

44. Table manners – Chopsticks
Expect to use them
Practice before you go
Try not to:
Lick your chopsticks
Tap your chopsticks together, or against anything
Grab them in your fist
Hover and wave them around

45. Thank you
Arigatou gozaimasu
Goodbye
Sayounara
www.integrolanguages.com

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47. Jeff Evans
Trade Director
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48. Japan
Managing Risk and the financing options available
Jeff Evans, Trade Director
28 March 2017

49. • Barclays has over 250 Trade & Working Capital Product experts who can
help you with both domestic and international trade, including your
importing and exporting needs
• Their role is to understand your business cycle, then lend you the benefit
of their experience, providing support and funding options
• During the last twelve months we have supported over 7,100 Barclays
Corporate clients with international Trade and Sales Finance products¹
• We also work in partnership with key industry bodies - such as the
Department for International Trade (DIT) and UK Export Finance (UKEF)
- to ensure that our clients have access to the support that they need to
succeed
• In 2016 we signed an agreement with DIT to support UK exporting
businesses through 7 key priorities
• The Trade team are proud that Barclays was named ‘Best Trade
Finance Bank in the UK’ at the GTR Leaders in Trade 2015 awards
Supporting UK ExportersThe Government’s target to increase the number of UK companies exporting by 15,000 in the next five years
reflects how crucial exporting is to both UK businesses and the UK economy. At Barclays, we are committed to
working with the Government to support UK exporters, as evidenced through our Memorandum of
Understanding with DIT (formerly UKTI).
¹ Barclays, Q3 2016
49 Supporting UK Exporters

50. Goods
55%
Servic
es
45%
2016 UK Exports
2012 2016 CAGR* %
Imports £536.5bn £580.6bn 1.6%
Exports £499.1bn £544.5bn 1.8%
2012 2016 CAGR* %
Imports £412.5bn £435.5bn 1.1%
Exports £301.6bn £301.4bn 0.0%
% of Total Exports 60% 55%
Source: ONS UK Trade, Jan 2017
UK Trade in Goods and Services
Total Trade
*CAGR (Compound Annual Growth rate)
*CAGR (Compound Annual Growth rate)
50 Supporting UK Exporters
2012 2016 CAGR* %
Imports £123.9bn £145.1bn 3.2%
Exports £197.5bn £243.1bn 4.2%
% of Total Exports 40% 45%
Trade in Services
Trade in Goods
*CAGR (Compound Annual Growth rate)
2016 UK Imports
Goods
75%
Service
s
25%

51. • The UK’s top 15 import sources, much like its export
destinations, are dominated by European countries –
with Europe representing 9 of the top 15 importers
• Germany has consistently remained the top UK
importer, with the US the second most important
import source
• Though the majority of the UK’s imports come from
developed markets, China has become the 3rd most
important source as UK companies have looked to
lower production costs
Rank Country
2009
(£m)
2016
(£m)
Compound
Annual
Growth Rate
% of Top 15
Exporters
Value
1 Germany 39,863 63,927 6.1% 19%
2 United States 31,042 40,177 3.3% 12%
3 China 22,875 35,783 5.8% 10%
4 Netherlands 21,944 34,432 5.8% 10%
5 France 20,502 24,691 2.4% 7%
6 Belgium 14,896 23,382 5.8% 7%
7 Switzerland 12,455 21,880 7.3% 6%
8 Italy 12,323 17,268 4.3% 5%
9 Spain 9,277 16,008 7.1% 5%
10 Norway 15,085 13,450 -1.4% 4%
11 Irish Republic 12,265 13,124 0.8% 4%
12 Canada 8,318 10,969 3.5% 3%
13 Hong Kong 9,895 9,788 -0.1% 3%
14 Japan 7,250 9,394 3.3% 3%
15 Turkey 4,317 9,223 10.0% 3%
Total 242,307 343,496 4.5% 100%
The Top 15 UK Importers in 2016¹
Understanding UK Imports
UK imports are dominated by Europe, the USA and China. The fastest growth rates over this period
have come from Turkey, Switzerland & Spain.
51
1 Source: HM Revenue and Customs, Overseas Trade Statistics, February 2017
Note: the figures in the table represent trade in goods only
Supporting UK Exporters

52. Top 15 UK Export Markets:
Value of Exports
52 Supporting UK Exporters
£46.0bn
£32.3bn
£19.4bn
£18.9bn
£16.9bn
£15.0bn
£13.5bn
£11.6bn
£9.7bn
£9.6bn
£6.9bn
£6.8bn
£4.9bn
£4.8bn
£4.6bn
United…
Germany
France
Netherlands
Irish…
Switzerland
China
Belgium
Italy
Spain
Hong Kong
UAE
Saudi Arabia
Japan
Singapore
Source: HM Revenue and Customs, Overseas Trade Statistics, February 2017
Note: the figures in the table represent trade in goods only

53. Compound Annual Growth Rate 2009-2016 (%)
Canada
£4.6bn
2.0%
Switzerland
£15.0bn
14.5%
Japan
£4.8bn
4.6%
Ireland
£16.9bn
1.1%
1 Source: HM Revenue & Customs , Overseas Trade Statistics, February 2017
Data for 2009- 2016 Top 20 Trading Partners
Note: the figures in the table represent trade in goods only
UK Export Destinations and Growth
Sweden
£4.6bn
1.3%
US
£46.0bn
4.0%
South Korea
£4.4bn
10.3%
UK exports1
53 Supporting UK Exporters
Turkey
£4.6bn
9.3%
France
£19.4bn
0.9%
Spain
£9.6bn
0.7%
Italy
£9.7bn
1.9%
Germany
£32.3bn
3.3%
Belgium
£11.6bn
1.2%
Saudi Arabia
£4.9bn
8.1%
Poland
£4.2bn
5.7%
UAE
£6.8bn
6.8%
Singapore
£4.6bn
6.2%
Hong Kong
£6.9bn
8.8%
China
£13.5bn
12.9 %
Netherland
s
£18.9bn
0.6%

54. Top UK Export Industries
54 Supporting UK Exporters
Top UK Export Industries 2016
Growth metric is average compound annual growth rate since 2013
Source: HMRC, Regional Trade Statistics, March 2017
Note: the figures in the table represent trade in goods only
Animal and Vegetable Oils, £0.4bn, ↓3.1%
Other commodities nes, £5.3bn, ↑5.6%
Crude Materials, £5.8bn, ↓4.3%
Beverages and Tobacco, £7.1bn, ↓0.5%
Food and Live Animals, £13.2bn, ↑3.2%
Mineral Fuels £19.1bn, ↓16.6%
Manufactured Goods, £26.2bn, ↓4.6%
Miscellaneous Manufactures, £41.9bn, ↑4.9%
Machinery and Transport, £119.4bn, ↑2.4%
Chemicals, £52.5bn, ↑1.4%
All: ↓0.3%

55. • Key areas of UK Exports to Japan (size):
• Consumer goods
• Capital goods
• Chemicals
• Intermediate goods
• Machinery & Electrical
• Key areas of UK Exports to Japan (growth):
• Consumer Goods
• Capital Goods
• Machinery & Electronics
• Transportation
• Food products
55 February 2017
Japan and the UK

56. Import Trade Loans
Export Collections and Letters of CreditImport Collections and Letters of Credit
Bonds, Guarantees and Indemnities
Bill of Exchange and LC Discounting
Pre-shipment Trade Loans
Post-shipment Trade LoansStock Finance
Receivables FinanceSupplier Finance
Avalisation
Tender Supply Purchase Production Performance Sales Post sales
56 February 2017
Your business cycle: Barclays can help

57. Phil Ball
Trade Director
M: 07775 542 257 *
E: phil .ball2@barclays.com
Barclays East Anglia Trade Contact
* Please note: this is a mobile phone number and calls will be charged in accordance with your mobile tariff.
February 201757
Jeff Evans
Regional Trade Director
M: 07775 552826 *
E:
Jeff.Evans@barclayscor
p.com

58. Disclaimer
Barclays offers corporate banking products and services to its clients through Barclays Bank PLC. This presentation has been prepared by Barclays Bank
PLC ("Barclays"). This presentation is for discussion purposes only, and shall not constitute any offer to sell or the solicitation of any offer to buy any security,
provide any underwriting commitment, or make any offer of financing on the part of Barclays, nor is it intended to give rise to any legal relationship between
Barclays and you or any other person, nor is it a recommendation to buy any securities or enter into any transaction or financing. Customers must consult
their own regulatory, legal, tax, accounting and other advisers prior to making a determination as to whether to purchase any product, enter into any
transaction of financing or invest in any securities to which this presentation relates. Any pricing in this presentation is indicative. Although the statements of
fact in this presentation have been obtained from and are based upon sources that Barclays believes to be reliable, Barclays does not guarantee their
accuracy or completeness. All opinions and estimates included in this presentation constitute the Barclays’ judgment as of the date of this presentation and
are subject to change without notice. Any modelling or backtesting data contained in this presentation is not intended to be a statement as to future
performance. Past performance is no guarantee of future returns. No representation is made by Barclays as to the reasonableness of the assumptions made
within or the accuracy or completeness of any models contained herein.
Neither Barclays, nor any officer or employee thereof, accepts any liability whatsoever for any direct or consequential losses arising from any use of this
presentation or the information contained herein, or out of the use of or reliance on any information or data set out herein.
Barclays and its respective officers, directors, partners and employees, including persons involved in the preparation or issuance of this presentation, may
from time to time act as manager, co-manager or underwriter of a public offering or otherwise deal in, hold or act as market-makers or advisers, brokers or
commercial and/or investment bankers in relation to any securities or related derivatives which are identical or similar to any securities or derivatives referred
to in this presentation.
Copyright in this presentation is owned by Barclays (© Barclays Bank PLC, 2017). No part of this presentation may be reproduced in any manner without the
prior written permission of Barclays.
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Barclays is a trading name of Barclays Bank PLC and its subsidiaries. Barclays Bank PLC is authorised by the Prudential Regulation Authority and regulated
by the Financial Conduct Authority and the Prudential Regulation Authority (Financial Services Register No. 122702). Registered in England. Registered
number is 1026167 with registered office at 1 Churchill Place, London E14 5HP.

59. 59 Presentation title - edit in the Master slide
Julie Austin
International Trade Manager
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Export Documentation ATA Carnet
Translations Training Courses
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For more information or any assistance with exporting to Japan
or any other country please contact the International Trade
Team at Norfolk Chamber on:
Tel: 01603 729715
E-mail: export@norfolkchamber.co.uk
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Any Questions?
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63. 63 Presentation title - edit in the Master slide
Thank you for attending
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