Canadian Companies in Japan
Lessons from Experience

Allan Conway and Vernon Jones, eds.

About the Book

"In a similar way to the Canada/Japan Forum 2000, this book highlights the importance of Canadian managers learning more about doing business with Japan. By setting out the experiences of Canadian companies, it emphasizes the importance of developing expertise and commitment among Canadian managers towards the Japanese market. The book will be a valuable resource to professors teaching about doing business in Japan and provide current managers with ideas and food for thought as well." The Honourable Peter Lougheed, PC CC QC, Co-Chair, Canada/Japan Forum 2000

"The findings of all the cases in this book relate to the need for time, patience and direction in developing relationships and a position in the Japanese market. The message that only strategically focused companies with individuals committed to developing personal relationships will succeed in Japan, is one that most Canadian managements should take to heart. Jacques Bougie, President and CEO Alcan Aluminum Company

"This sharing of Canadian company experiences is a much needed and welcome addition to our stock of knowledge about the intricacies of doing business successfully in Japan." James Yellowlees, President Pacifica Consultants

Canada's economic well-being is highly dependent on trade; however, only five percent of its exports go to Japan, the second largest market in the world. Moreover, while Japan exports automobiles, industrial machinery and other high-value-added items to Canada, the majority of Canada's exports to Japan are commodities such as coal and lumber. Japan's recent trend toward importing more high-value-added products has not significantly benefited Canada.

The seven case studies in this volume document the establishment and operations of Canadian companies in the software, communications, banking, tourism, food, light metals, and chemical industries within the Japanese market. They show that success in Japan is clearly possible but will not come easily.

Japan is a difficult country for opportunists. Relationship building is essential. Skills and knowledge in dealing with the Japanese market will be acquired only over time.

About the Editors

Allan Conway holds a doctorate in Business Policy from the Harvard Business School. He is currently Director of the Alberta Executive MBA Program, a joint program of the University of Alberta and the University of Calgary.

Vernon Jones holds a doctorate in Marketing from the University of British Columbia. He is currently Associate Dean (External) with the Faculty of Management, University of Calgary, and Executive Director of the Banff School of Advanced Management, Banff, Alberta.

Table of Contents

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