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[Translation from Japanese to English ] It is possible to give the impression that our company is reliable by showing...

[Deleted Account] Translated by [Deleted Account] sujiko Translated by sujiko elephantrans Translated by elephantrans
・Because B does not provide information regularly, I do not know about B well and I do not trust their products. Therefore, I cannot recommend B to A and J positively.
・Because I have a better relationship with other companies (particularly the five largest companies), the cost-performance is much better with them, and I do not need to make sales visits unless I can ensure high profits.
・Because J did not request or ask about products, it is not necessary to collect or spread information. ・Contact with the maker is possible in the patients' society meeting only for a short while.
Therefore, patients can collect information about A from J, staffs who deliver the product, or another patient, or on the internet.

For the reasons stated above, I speculate that the biggest reason of the poor business performance is that "A and products of A failed to earn trust due to a lack of information" overall.
Because of that, it is very likely that A is failing to gain even one of the few opportunities of usage and purchase.

Sources of information (multiple answers allowed; parentheses are the previous survey) Then how "can we increase the trust for A and item of A"?
"Do marketing by visiting as many customers as possible."
This is important, but is not a new idea. We need another idea.

In the data from which information is obtained above, distributor is the highest and it is important where it leads to increase of sales. It appears that constructing a relationship with the distributor is the key point, but I do not think so.
It is important to give the distributor a reason to do marketing actively.
I focused on J, and believe that we can construct "sales promotion cycle" by increasing the trust from J. It must be a point of success that we ask J that was selected strictly to create an evaluation of items and document of the evaluation.
The best "facility selected strictly" in this case means a main facility suggested before. A sales promotion cycle works as follows.
① Ask a famous J who belongs to a well-selected facility (such as a university hospital) for product assessment in tie-ups. If possible, ask for making assessment reference.
When you ask, emphasize that "products of A has been sold and earned trust in the world", and tell that you can show product assessment data overseas, but you do not have sales records and assessment data in Japan, so you need his/her help for usage assessment. It is possible to give the impression that our company is reliable by showing that we can submit overseas product evaluation data. And I think they are interested in overseas data and it is the information they want.
By the relationship acquired here and evaluation results, we can strengthen brand image to our company name and the products.

Make sales visits to related facilities in major cities based on the assessment result.
Because the product has a strong brand now, Js who have never used it can now recommend A with ease. Also, Js will spread the information among them. If J becomes interested and information is distributed widely, more sample and information are requested to distributor. As request is increased, the distributor recognizes that it is a group of item that has a power of brand. Then a reason why marketing is carried out actively is produced for the first time, and information is distributed to J and A in the responsible area.

It will be easier for A to receive the information by distributor. It will be used more often, and the information is distributed furthermore by connection among patients such as meeting of patients. Establish trust by ①-②-① cycle. Also find more Js to request tie-ups and reference creation.
Spread the information by ②-③-④-② cycle, and it will contribute to sales promotion.

This is the sales promotion cycle that I propose. This cycle is the "mechanism for good sales", and I am certain that establishing this cycle is the key for success.
Otherwise, the products will remain untrusted, and as a way of sales promotion of untrusted products you will have to ask Distributor for sales cooperation for lower prices than other companies, which results in a vicious cycle of low profitability and deficit. It is the first step to obtain trust, and data of use evaluation of each country, which is the largest tool, is well prepared. If they are not fully prepared, please collect and summarize them. It will be the strong tool to be used all over the world.

It is important to connect with J to which we ask to create the evaluation of item and document of evaluation before start of the business. It is not bad to start after the start, but the later we start, the smaller our trust is.

☑shows the prefecture where the company selling the item of A exists.
User's Request Text
・Jから製品についての依頼や質問が無いため、情報収集や情報拡散する必要がない。 ・メーカーとの接触は患者会での短い時間しかない


情報の入手先(複数回答可、括弧は前回調査) ではどうすれば「A及びA製品に対する信用度をあげることができるか」

上記情報入手先データではDistributorからが一番割合が高く、売り上げに直結する重要な立場にあります。一見Distributorとの関係構築がキーポイントに見えがちですが私はそうは思いません。 Distributorには積極的に営業活動をする理由を与えることが重要です。
この場合の「厳選施設」は、以前提示した主要施設が最良です。 販売促進循環の内容は下記の通り。
① 厳選施設(大学病院等)に在籍している著名なJに製品評価をタイアップしてもらう。可能な限り評価文献作成を依頼する。
依頼時は、「A製品は世界で販売実績がある信用のある製品」であることを強調し、海外での製品評価データは提示できるが、日本での実績・評価データがないため、使用評価を協力してほしいと依頼する。 海外の製品評価データは提示できることを示すことで信用できる企業であることを印象づけることができます。また海外のデータはJとしても興味深く、欲しい情報であると考えます。
ここで得られる関係性と評価結果により社名と製品にブランド力をつけることができます。 その評価結果をもとに主要都市の関連施設に営業をかけていく。
製品にブランド力がついたことにより、これまで手に取ったことがないJたちが安心してAに勧めることができる。また、Jの横のつながりで情報が広がっていく。 Jたちが興味を持ち、情報が横に広がることで、Distributorにサンプル依頼や情報依頼が増えてくる。依頼が増えることで、Distributorもブランド力がある製品群であることを認識する。ここで初めて積極的に営業活動をする理由が生まれて、担当エリアのJ・Aに情報を拡散するようになる。

DistributorによりAに情報が届きやすくなる。使用してもらえる状況が増え、患者会など患者同士よこのつながりでさらに情報を拡散してもらえる ①-②-①のサイクルで信用を構築する。またタイアップ・文献作成の依頼先が広がる。

これを構築しなければこの先は、これまで通り信用が低く、打開策としてDistributorに対して他社よりも仕切りを下げて販売協力を依頼するだけになり、利益が上がらず赤字がかさむだけの悪循環になってしまうでしょう。 信用を得るための第一歩であり、最大の武器である各国の使用評価データは充実していますか? もしそろっていないようであれば、ぜひ収集してまとめてください。全世界で通用する強力な武器になります。


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・主に輸出向け自社製作の機械に関する設計、選定、仕様書作成、 技術資料の作成等に従事。(何れも英語にての業務)

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