{"id":3578,"date":"2019-02-08T12:38:14","date_gmt":"2019-02-08T17:38:14","guid":{"rendered":"https:\/\/idea-intl.com\/exhibits\/?p=3578"},"modified":"2022-02-24T08:03:47","modified_gmt":"2022-02-24T13:03:47","slug":"exhibiting-in-japan-includes-a-careful-building-of-relationships","status":"publish","type":"post","link":"https:\/\/idea-intl.com\/exhibits\/japan-jp\/exhibiting-in-japan-includes-a-careful-building-of-relationships\/","title":{"rendered":"Exhibiting in Japan includes a Careful Building of Relationships"},"content":{"rendered":"\n
\"Exhibiting<\/figure><\/div>\n\n\n\n

Japanese clients want to do business with people and companies that have integrity. If you exhibit at a show and the show didn\u2019t meet your expectations, don\u2019t write off the experience. Japanese consumers are cautious if they don\u2019t know you. When you exhibit at a conference, you need to have additional support\u2013 speakers, sponsorships and the like\u2014to put the Japanese market at ease. While in China everyone is gung ho, Japanese companies build relationships carefully. They appreciate efforts in meeting Japanese tastes. Many of them do not speak English and saving face is important. They are a very private people and do not like to stand out.<\/p>\n\n\n\n

US exhibitors who are comfortable\nexhibiting throughout Europe should not think because Japan is \u2018international\u2019\nthat the exhibiting experience is the same. For one thing, although hospitality\nis expected in the exhibit, no alcohol is served unless it is your product, and\nthen it is only to be made available in tasting portions. Common catering items include beverages: green\ntea, water and coffee. Food is generally avoided since it is considered rude to\neat in front of others. On the other hand, meals in restaurants after hours are\nconsidered a perfect activity for building relationships.<\/p>\n\n\n\n

Show hours are much more consistent\nwith those in the US. Shows in Japan are often three days, running generally\nfrom 10 AM to 5 PM. Three days are set aside for installation, although the\ntrend is toward two days which saves the organizers on the cost of the venue\nrental. Ordinarily there is only one day for dismantling\u2014sometimes two for\nlarger shows. Because the next show needs to move in, often only a few hours are allowed to dismantle, typically from after the show ends\nat 5pm until midnight. <\/p>\n\n\n\n

There are a variety of cultural\nnuances that must be observed to have a successful presence in Japan: careful building of relationships, body\nlanguage, \u2018saving face,\u2019 and corporate hierarchies.<\/p>\n\n\n\n

TOP\n10 THINGS TO KNOW ABOUT EXHIBITING IN JAPAN:<\/strong><\/p>\n\n\n\n

10. Translate your graphics into\nJapanese and have a translator or multilingual hostess on hand. if the primary\ntarget audience is Japanese attendees. A translator that is certified in your\nindustry is highly recommended (medical, automotive, etc.) if you do not have\nJapanese speaking staff. <\/p>\n\n\n\n

9. Japan standard is 100 volts\/50HZ.\n(Western Japan is 60HZ) You\u2019ll need an adapter for European and North American\nstyle plugs. Limited electrical work is included in the application fees for\npackage booths. The venue supplies the primary electrical power and the\ncontractor supplies secondary electrical work in the booth. The work must be carried out or supervised by certified\nelectricians. Outlets in Japan consist of two vertical blades (often with no\nground pin). Electrical wiring must be performed by certified contractors and\nelectricity consumption costs (rated Per KW) are charged directly to the\nexhibitor from the show organizer. Most (not all) global consumer electronics\nand AV have their own transformers built-in, therefore an additional\ntransformer is not required. <\/p>\n\n\n\n

8. Use first names only when\nrequested. Titles and rank are important\u2014and remember that the most important person usually sits furthest from the\ndoor. <\/p>\n\n\n\n

7. Japanese show organizers are very\nstrict about the use of copyrighted materials, so don\u2019t just assume you can\nplay music or show films without the necessary permissions. Also, you cannot\nuse head-to-head comparisons in Japan.  Be sure to read the show manuals\nfor similar caveats, and when in doubt, ask the organizer.<\/p>\n\n\n\n

6. There is no VAT tax refund\navailable. The national Japanese tax rate for all services and items supplied\nis 8%.  Soon to be increased to 10% from October 2019. <\/p>\n\n\n\n

5. There are two types of labor in Japan: skilled and unskilled. There are two price points as well. A skilled laborer has tools and will do stand construction and modifications on site. Non-skilled labor is used for tasks such as packing and unpacking properties. There is a set fee for I&D. There are unions in Japan, but the union wages are fixed by your contractor. There are no post-show surprises. Union labor hours are typically 9AM-5:30 PM Workers are allowed two 15-minute breaks at 10 AM and 3 PM, with an hour for lunch. Overtime charges usually are set at 1 \u00bd times the normal rate and begin at 6:30 PM. Weekends are billed at straight time. <\/p>\n\n\n\n

4. Japan charges a recycling or\ndisposition fee since exhibits are \u2018build and burn.\u2019 The fee varies according to the size of the booth\nand the amount of plastic and recyclable materials you have. Since storage\nspace in environmentally controlled warehouses is limited and thus expensive,\nbuilding new and reusing is usually not a viable option.<\/p>\n\n\n\n

3.  Fire codes are strict.\nDon\u2019t assume that because you have European and\/or US fire certificates that\nyou do not need to get approval in Japan. Confirm with show management in\nwriting that your booth design meets codes and regulations. That also includes\ngetting approval for certain heights, depending on the show.   One\ntime we had to hack off \u00bd inch from 4 support pillars because an enforcer came\nby with a measuring stick that was exactly\n4.5 meters. Luckily the design allowed it because he sat and watched us the\nwhole time we were complying. <\/p>\n\n\n\n

2. Truss systems are popular because\nthey not only save space but they can be reused. With very few exceptions (and\nthen only for spaces that are 3000 Sq. ft. or more), exhibitors aren\u2019t allowed to\nrig above their space. There are many\nfactors for this; however, it is usually due to insurance liability and related\ncosts.  Japan has many earthquakes and rigging from a venue ceiling that\nis 100 feet in the air is risky.<\/p>\n\n\n\n

1. Be clear with your messaging and\nwhat it is that you are promoting. Put your new product or service front and\ncenter. The Japanese might look at your graphics or product display one day,\nand the next day they will ask for a meeting. On the third day, they will bring\nthe big boss. The Japanese don\u2019t respond well to in-your-face techniques. They\nare cautious and build relationships slowly.<\/p>\n\n\n\n

What are some of the unique features of exhibiting in Japan?<\/strong><\/p>\n\n\n\n