Our Solutions for International Business Expansion

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Many Japanese companies have expanded their businesses into developed countries, with great results. On the other hand, they still face many challenges, such as intensifying competition and the necessity to optimize individual operations.
Japanese companies have seen emerging countries mainly as production bases in the global market. Now, many companies see these countries as consumer markets. Recently, Japanese, companies planning to expand into the BRICS, Indonesia, ASEAN—in particular, Vietnam and Myanmar—and Africa has increased at an accelerated pace.

Our Globalization Support Service provides client companies with strong and practical assistance that directly supports their business expansion in foreign countries. Our support is provided in five phases from decision-making on entry to optimization of the local operation.

International Business Expansion Phases
International Business Expansion Phases Phase5 Phase4 Phase3 Phase2 Phase1

Phase 1: Feasibility of International Expansion and Development of an Entry Strategy

Development of an entry strategy is one of the most important processes in international business expansion. Based on a client’s “willingness to enter” the international market and its “target country,” mostly staff members from our consulting department conduct research on the local market environment (such as customer/channel trends, and competitors), operational environment, taxation and regulations.
The client chooses the business segment it will target, considering our rating for the attractiveness of each market segment. Then we help the client develop an entry strategy, based on our analysis of the client’s advantages in market competition, entry method, globally-linked operational models, investment plans and long-term business penetration/expansion road map.

If a client chooses to acquire existing businesses or facilities (the “brownfield” approach) as its entry method, we create a shortlist of local companies that fit the client’s business strategy and that are suitable for prospective joint ventures or business acquisition. We also consider schemes for alliances with prospective partners, M&A strategies, FDI regulations, tax treaties and other international tax issues.

When we propose an operational model for a client, we consider not only the local procurement/physical distribution/infrastructure environment, but also the impact on the client’s global supply chain consolidation of the local business in terms of efficiency improvements and international tax benefits.

PwC has solid business foundations in emerging countries. By providing fresh and reliable local information and comprehensive reviews on consulting, deals and tax issues, PwC supports its client’s efforts to maximize their investment impact and provides a feasible entry strategy.

Major Solutions in Phase 1

Market Research

  • Market size trend research
  • Customer trend research
  • Competitor trend research
  • Sales channel trend research
  • Related standards/ research on trends in regulations

Operating Environment Research

  • Physical distribution environment research
  • Procurement environment research
  • Labor market environment research

Entry Strategy Development

  • Entry option selections
  • Operating model outline design
  • Alliance strategy development

M&A Advisory

  • M&A strategy
  • Target sourcing

Taxation Research

  • Tariff and transfer price regulations
  • FDI regulations and preferential treatments

Phase 2: Preparation for International Expansion—Development of a Business Plan, Operational Design and Tax Strategy

Once a client decides to expand its business into a foreign country, specific plans must be created based on the chosen entry strategy. In this phase, mainly staff members from our consulting department develop a business plan (investment, personnel and financial) that takes into account the local taxation and accounting systems. In developing a business plan, we create a marketing strategy to achieve the business targets, including product introduction, pricing, promotions, and marketing channels. To achieve the goals of the business plan, we also draw up a framework for the structure of the supply chain, including specific operating sites, physical distribution and procurement, and other operations supporting the supply chain, IT systems and organizational structure.

If a client chooses the brownfield approach as its entry method, the client must close a transaction in this phase with the local company that it plans to acquire. In closing a transaction, staff members from the deals department provided one-stop M&A advisory services to assist the client in closing the deal, from lead advisory (assistance in negotiation and closure), due diligence and evaluation to modeling. Moreover, to ensure that our clients attain successful results from M&A deals, our professional team provides strong support to clients as they tackle difficult cross-border post-merger integration (PMI), including preparation for Day 1 and assistance in developing and implementing a 100-day plan.

In this phase, it is important to assess how uncertainties can be eliminated before making investments in the next phase or how risks can be identified properly when developing a contingency plan. With our knowledge of local business environments and diverse service lines, PwC can visualize a business plan from a comprehensive viewpoint and make risks and corresponding countermeasures visible for clients.

Major Solutions in Phase 2

Detailed Marketing Strategy Development

  • Development of a detailed marketing strategy
    • Product/pricing
    • Channel promotion

Operating Model Design

  • Assessment of proposed sites
  • Assessment of physical distribution routes/modes and operators
  • Supplier assessment
  • Sales channel assessment
  • Basic framework of organization, operations and IT systems

Business Plan Development

  • P/L, B/S, and C/F plans
  • Personnel plan
  • Investment plan

M&A Advisory

  • Assistance in negotiation and closure (FA)
  • Due diligence (DD)
  • Valuation/modeling (Valuation)
  • Post-merger integration (PMI)

Infrastructure Project Formation

  • F/S support
  • Assistance with proposals to authorities

Tax Strategy Development

  • Consideration of an optimum tax scheme
  • Tax DD implementation

Accounting Advisory

  • Research and advisory on local accounting system/disclosure requirements

Phase 3: Establishment of Operating Systems

Based on the detailed operational design created, we assist our client in developing operating systems for their production run. This includes establishing internal operating bases such as a sales organization, overall organization of the supply chain, and IT, personnel, general affairs and accounting systems. We also apply for approval for incorporation and associated permits on behalf of our clients. Since many things must be completed in a short period of time, project management is also important.
If a client chooses an M&A or joint venture as the entry method, internal adjustments after the acquisition/merger are very important in order to ensure stable performance in the medium- and long-term.
After a client manages to close an M&A deal, if it cannot pull results out of the deal, the resources invested in the business will be wasted.

Major Solutions in Phase 3

Project Management

  • Assistance with overall project management

Marketing Support

  • Assistance with sales activities

Supply Chain Development

  • Assistance with site acquisition negotiations
  • Assistance in negotiating with physical distribution operators
  • Assistance in negotiating with suppliers
  • Assistance in negotiating with sales channels

Operational Infrastructure Development

  • Assistance in developing a personnel/labor system
  • Assistance with recruitment
  • Assistance in developing operational standards and education
  • Assistance in developing IT infrastructure and education

Infrastructure Project Formation

  • Assistance in forming a consortium
  • Assistance with bidding

Establishment of a Financial Reporting System and Process

  • Development of a financial reporting system and rules, documentation of the system and operating process, and assistance in creating manuals

Incorporation

  • Applications for approval/permits/licenses

Phase 4: Operational Assistance after Start-Up

As the local business expands, the company becomes bigger and daily operations are established to some extent, clients may face many problems. For example, they may not be able to complete the account closing quickly. Or the human resources necessary to support the organization may not be developed. Introduction of IT systems may be slow, or the internal control system used in Japan may not work well in other countries. Problems will arise in various areas. We monitor those issues carefully, examine and diagnose business and operating efficiency, and analyze and develop plans for improvement and optimization.
In certain cases, tax reporting or account auditing may become necessary.

Major Solutions in Phase 4

Performance Monitoring

  • Assistance with initial management
  • Business diagnosis
  • Development of an improvement plan for optimization

Tax Reporting

  • Support for implementing a tax strategy

Accounting/Internal Control Audit and Guarantee Service

  • Audits in accordance with local regulations
  • Audits and reviews for the purpose of group reporting to the parent company
  • Audits of specific areas and other guarantee services

Assistance with Internal Audits and Diagnosis

  • Assistance with internal control of overseas businesses
  • Diagnosis of systems/processes and financial accounting operations in overseas businesses

Phase 5: Further Business Expansion and Optimization for Improving Business/Cost Efficiency

It is necessary to resolve problems found by monitoring from a comprehensive viewpoint to achieve optimization. Operational efficiency improvements and cost reductions are achieved through advanced tax management, which results in a more profitable organization that overcomes the competition.
Focused on building a trusted relationship with its clients and as a good and supportive partner, PwC provides high-quality collaborative services to solve problems that growing international businesses may face.

Major Solutions in Phase 5

Marketing Strategy Optimization

Operation Optimization

Organization/Human Resources Optimization

IT Infrastructure Optimization

Corporate Value Optimization

Tax Advisory

Diagnosis and Optimization Advisory for System/Process and Financial Reporting

 
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