Japanese company Vexcel Co Ltd has partnered with Hong Kong jewellery manufacturer Yee On Gems & Jewellery Fty Co Ltd for the past nine years to successfully penetrate the Japan market. It was the perfect marriage of Japanese marketing skills and Hong Kong manufacturing know-how, according to both partners.

Vexcel president Shigeya Matsui said: ：The partnership works because it is a good blend of Japanese marketing expertise and Hong Kong manufacturing capability. Vexcel is good at marketing and selling quality timepieces and jewellery made with Hong Kong know-how to top department stores in Japan such as Mitsuokoshi, and famous catalogue houses such as Skyperfect on the Japanese shopping TV channel.；

It wasn・t an easy beginning, according to Mr Matsui. ：Nine years ago, I was looking for a manufacturer of high-quality jewellery and watches and one, preferably, who understood US and European tastes. I knew about the capabilities of Hong Kong jewellery manufacturers while I was working for two years in the SAR helping in my brother・s fur business. I approached Yee On Gems & Jewellery but was initially rejected because we were a small company.；

Mr Matsui won over Yee On Gems & Jewellery because of his insightful knowledge of customer needs in the Japan market. General manager of Yee On Ms Lap-Fong Hung said both sides started on very small OEM (original equipment manufacturing) orders to test whether the partnership worked. ：We understand what our Japanese partner wants and we are able to supply their needs. Vexcel understands the market trends in Japan very well and is able to tell us what merchandise to produce in our factories in the Chinese mainland. They are very proactive and with their advice we have been able to improve some of our product designs. Our success is built on their success and vice-versa.；

Ms Hung said there would be plenty of business opportunities in the Chinese mainland after its WTO entry. ：We are optimistic we can do well in the mainland market with our timepieces made with semi-precious stones.；

Japan is Hong Kong・s third largest trading partner. In the first eight months of the year total trade between Japan and Hong Kong amounted to more than HK$178 billion (US$22.8 billion).