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34 “The ‘Japan Industry Insight’ programme gave me the essential know-how about Japanese business behaviour” Founded in 1993, the ifu-Institute for Environmental Informatics Hamburg Ltd. is a small German company specialised in providing IT services for environmental management. Ms Prox is the company’s Marketing Director. She had her first professional dealings with Japan in 1999 when starting talks with Yamatake Corporation – a Japanese company that develops control products and systems. The partnership between the two companies was finally launched in 2000. However, Ms Prox felt slightly uncertain as to how business was to be conducted with the Japanese. In order to gain more know-how and confidence when dealing with ifu’s important partner, she enrolled in the 30th “Japan Industry Insight” course in 2001. The course was very beneficial to her because it helped her to understand the necessary steps to take when negotiating in Japan.
She feels that “the trust between our partner and the ifu Institute grew a lot since my participation in the ‘Japan Industry Insight’ programme. It is much easier for me now to find the appropriate words in negotiations or to write about difficult topics. This allows me to provide more customised information for our customers. It is also easier for me now to understand all the detailed enquiries about our product”. Soon, the two companies plan to sign a reseller agreement for the Umberto® software, which serves to visualise material and energy-flow systems. The software is currently being testmarketed under a memorandum of understanding concluded between ifu Hamburg Ltd. and Yamatake Corporation. For Ms Prox, “in addition to having a good product, service or know-how of the culture, what has a real value in Japan is the strong relationship with your customer. To achieve this we will have to send other employees of our company on the ‘Japan Industry Insight’ training course, so that they can get prepared to deliver the customer support the Japanese expect”. Ms Martina Prox, Marketing Director ifu Hamburg Ltd. Germany HRTP 30 22/01 – 01/11 2001 35
Page 1: SUCCESS STORIES EU - JAPAN CENTRE F
Page 4 and 5: 4 T A B L E O F C O N T E N T S CHA
Page 6 and 7: 6 Please note that the descriptions
Page 8 and 9: 8 Romano Prodi, President of the Eu
Page 10 and 11: 10 1987 Opening of the EU-Japan Cen
Page 12 and 13: 12 Mr. Erkki Liikanen, European Com
Page 14 and 15: 14 “As an outcome of the ‘Japan
Page 16 and 17: 16 “We increased our brand name r
Page 18 and 19: 18 “Bakkerij van Diermen now has
Page 20 and 21: 20 “After the ‘Japan Industry I
Page 22 and 23: 22 “Without the course, I would n
Page 24 and 25: 24 “I created a production system
Page 26 and 27: 26 “I developed a new manufacturi
Page 28 and 29: 28 “I improved Fiat’s manufactu
Page 30 and 31: 30 “We set up a representative of
Page 32 and 33: 32 “I opened up new, profitable c
Page 36 and 37: 36 Since her participation, Kaizen
Page 38 and 39: 38 “We are now selling our fresh
Page 40 and 41: 40 “Thanks to my participation in
Page 42 and 43: 42 “I became a specialist on Japa
Page 44 and 45: 44 “Thanks to the individual comp
Page 46 and 47: 46 “I understood not only the imp
Page 48 and 49: 48 “Immediately after the course
Page 50 and 51: 50 “Experience acquired from the
Page 52 and 53: 52 “Based on the ‘Keiretsu’ s
Page 54 and 55: 54 “The ‘Meet Asia in Japan’
Page 56 and 57: 56 “I benefited from the course,
Page 58 and 59: 58 “I co-established a subcontrac
Page 60 and 61: 60 “The ‘Japan Industry Insight
Page 62 and 63: 62 “The network of contacts I est
Page 64 and 65: 64 “Thanks to the ‘Japan Indust
Page 66 and 67: 66 Logging into the lumber business
Page 68 and 69: 68 “In order to succeed in the Ja
Page 70 and 71: 70 SOME STATISTICS... A growing num
Page 73 and 74: HRTP - JAPAN INDUSTRY INSIGHT This
Page 75 and 76: “It was interesting from both a p
Page 77 and 78: “I was delighted to be accepted t
Page 79 and 80: “Some courses and visits were ver
Page 81 and 82: “The approach was very interestin
Page 83 and 84: The Japanese distribution and retai
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Mr. Ignacio Capdepón Jiménez Univ
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“As a company, we gained a valuab
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90 EU-JAPAN BUSINESS DIALOGUE ROUND
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BUSINESS INFORMATION SERVICES The E
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Tokyo (Head) Office Nikko Ichibanch
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