Executive Summary:
Work Experience:I had worked in The Furukawa Electric Company about 30 years.I left this company five years ago and started "Information and Telecommunication consultant business" by myself. This business is based on my own human relationship and my knowledge about telecommunication which were established during Furukawa employee. My clients are as follows. - Taiwanese Telecom Equipment vender
- Japanese CATV Equipment vender
- Japanese Trading Company
- Israel Chip maker
- France DSL Splitter Maker
- Singapore Patch Pannel Maker
- Chinese Optical Parts maker
- Japanese CATV operator
- ISO company
- etc
Now I deal with LMMHD(Liquid Metal Magnetic Hydro Dynamics) with Tsukuba university and Kansai Electric. This mean my knoledge is not restricted in telecom field.
Speciality:I have a fundamental technology about telecommunication field and possess a strong and good human network.
Detailed Resume:Japanese market is very addvanced so if we bring new product from Europe or USA, there is already rivals. It is very difficult to enter the market.But if we have a some introduction from final customer or higher class people,it becomes easier if the product or technology can satisfy the requirement of customer.
I can approach the following company at President/Vice-President-level easily:
- Telecom Company NTT group, KDDI , Softbank, K-Opti.com etc.
- Telecom vender Fujitsu group, NEC group, etc,Furukawa,SEI,Fujikura
- Railway Company JR east, JR west Kintetsu etc
- Power Company Tokyo Electric Power Company, Kansai Electric Power Company etc
- Highway Company Hanshin Highway Company etc
Market Case Study: FTTH
<Preface>
The Market situation and strategy about your main products which were showed in Home Page, are observed here.
This is the rough plan or information and these contents shall be discussed after conclusion of contract because we are standing at front of
<The Market situation in Japan>
The market fields of your products/technology are as follows.
(1) FTTH field
(2) Long Distance using DWDM, CWDM
(3) Sensor using optical fiber application
(4) Others <FTTH field>
(FTTH Market Size in Japan)
The Number of FTTH Subscriber in Japan
2004/Dec 2.9M
2005/Sep 4.0M
2005/Dec 4.6M
2006/June 6.3M
2006/Sep 7.1M
2006/Dec 7.9M
2007/March 8.8M
2007/June 9.7M 2010/Dec 30M ? (NTT Target)
More than 20M subscribers are still potentially existing.
<Market Share of Carrier>
NTT east + NTT west 80%
K-Opti.com 10%
KDDI & etc 10% <Equipment suppliers to Carrier>
NTT east + NTT west SLT: Mitsubishi Electric, Sumitomo Electric
ONU: Mitsubishi Electric, Fujitsu Access, Oki
K-Opti.com: Fujitsu Access, Hitachi Cable
KDDI: Mitsubishi Electric, Sumitomo Electric, NEC Magnus
Others (CATV): Furukawa, Synclayer <Market Situation or Condition>
(1) Development is completed
(2) Every year Price down
(3) Perfect QC system
This means the following system.
Vender cannot change the parts or software without permission of Carrier.
This system operates in the traditional telecom company field. In CATV field or other new telecom field, this system does not operate (4) Even if our price is cheaper, our product cannot be purchased certainly.
We must consider the total cost down using our product which contains testing fee etc.
(5) If our product is IC chip or Software, we cannot sell it at present.
Carrier and vender have many field troubles from starting and they applied countermeasure on their product. So they cannot change such IC chip or Software. Fortunately our product is physical parts. It can be replaced if our conditions satisfy their requirement.
(6) Engineer is busy
By hard cost competition, vender develops equipment by the smallest member. If we contact with them, we will be rejected.
<Long Distance using DWDM, CWDM>
This market situation is not disclosed.
Before actual introduction of FTTH, ADSL or CATV LAN system were dominant. In this case, telecom company including CATV operator designed the capacity of trunk line using average 50Kbps/Subscriber. At this present, the introduction of FTTH has been promoted and its speed for each subscriber becomes more than Mbps. This means the capacity of trunk line shall be larger.
The detail shall be studied after concluding contract because it is necessary to contact with Telecom companies.
<Sensor using optical fiber technique>
This field is different from telecom. The detail shall be studied after concluding. <Others>
Same as above.
<Market Strategy>
(FTTH field)
(1) To contact with Vender using introduction of Carrier or High class people of Vender
Purpose is to contact with equipment vender to sell our product and hear the market situation from vender. Introduction of Carrier and High class people are one of methods in order to avoid the rejection from vender. To search Vender’s schedule to consider new product, we shall contact with Vender.
(2) To contact with NTT Laboratory
To search the new product of our technology field, we contact with NTT Laboratory.
(3) To contact with Carrier
We contact with Carrier in order to make our business easy. And we search new business style with Carrier/vender.
<Market Strategy>
(Long Distance field)
(1) To search vender of DWDM/CWDM
To contact with carrier, we search the vender of DWDM/CWDM.
(2) To contact with vender of DWDM/CWDM
(Sensor using optical fiber technology & Others)
(1) To search Vender of sensor using optical fiber technology.
(2) To sell our product to optical parts maker such as Furukawa, Fujikura, Sumitomo etc.
If they need our product, they become our customer. According to my information, they don’t produce Isolator.
<Activity from now>
<Step 0> 2 weeks to 1 month
To study your company, your product, your technology and your market strategy.
If your product has attractive price or excellent characteristics, I shall know the reason.
<Step 1> 6 month
Market research
To make clear the possibility to overcome the risk or barrier
Preparation of Sales infra, such as office, business partner, distributor, etc.
<Step 2> Modification or Keeping previous operation by discussion using a half year detailed data.
After a half year activity, we discuss about Japanese Market and decide our next stage action. Of course, we shall communicate every day but every half year, we had better to discuss about strategy /situation/operation.
<Appendix-1>
I have strong connection with carrier and vender. It is easy to introduce us to our customer. This is very important because of the followings.
(1) Customer cannot ignore us.
(2) If Customer reject us, customer shall have the reason.
(3) Customer cannot use us only price competition.
If we contact with telecom vender without introduction of telecom company, we are easily rejected because they are busy and completed design..
<Appendix-2>
My sales points are
(1) To have very large human connection, which covers Telecom company such as NTT, Power Company such as TEPCO, railway company such as JR, Highway company such as Hanshin Expressway Co, and government.
(2) To have a knowledge with reference to Optical fiber/Optical fiber parts/Optical fiber system.
(3) To have international human relationship, such as China, Thailand.
In the case of China, I met Mr.xxxx, CTO of China Telecom several times. In Thailand, Dr.xxxx who is the commissioner of National Telecommunication Committee is a friend for 30 years.
Other Info:My sales points are
(1) To have very large human connection, which covers Telecom company such as NTT, Power Company such as TEPCO, railway company such as JR, Highway company such as Hanshin Expressway Co, and government.
(2) To have a knowledge with reference to Optical fiber/Optical fiber parts/Optical fiber system.
(3) To have international human relationship, such as China, Thailand.
In the case of China, I met Mr.xxxx, CTO of China Telecom several times. In Thailand, Dr.xxxx who is the commissioner of National Telecommunication Committee is a friend for 30 years. I have strong connection with carrier and vender. It is easy to introduce us to our customer.
This is very important because of the followings.
(1) Customer cannot ignore us.
(2) If Customer reject us, customer shall have the reason.
(3) Customer cannot use us only price competition.
If we contact with telecom vender without introduction of telecom company, we are easily rejected because they are busy and completed design..
Education:
Degrees:
Project Wanted:Market Entry or Business Expansion support for foreign capital telecom or wireless company.
Project Length:6~ months
|