海外クラファン活用で貿易構築。開始3日で目標金額の400％以上を達成株式会社能作 様
デジタル貿易プラットフォームの開発・提供を手がける株式会社STANDAGE（東京都港区、代表取締役社長：足立彰紀、以下スタンデージ）は、2023年4月から株式会社能作（石川県金沢市、代表取締役社：岡 能之、以下能作）に貿易まるまげパッケージサービス「デジトラッド（現：おまかせ貿易）」の提供を開始しています。
高単価・高品質の金沢漆器は元よりインバウンド需要が高かったものの、製品の特性上大量生産が難しいこと、海外ビジネスのノウハウがある人材がいないことなどから、自社主体での海外販売は検討に留まっていました。相談を受けたスタンデージは海外の富裕層に向けて作り手の思いやストーリーを届けることができ、受注生産でも海外への販売が可能なクラウドファンディングに着目。開始直後から欧米を中心に注文が入り、わずか３日で目標金額の約407％を達成しました。
In the future, we plan to use the recognition and achievements we have gained through crowdfunding to further expand our overseas sales channels, including exhibiting at overseas exhibitions of Japanese products.
需要はあるのに輸出ができない… 「高級工芸品」ならではの壁
Kanazawa lacquerware is a traditional craft that is widely acclaimed both in Japan and overseas for its dazzling beauty and the traditional technique of applying lacquer to wooden products.
Founded in 1780 and celebrating its 250th anniversary in 2030, Nousaku, located in the Kaga domain of one million koku of rice, pursues high quality and design and offers a wide range of products, including tea ceremony utensils, tableware, and decorative items.
Due to the location of Kanazawa, Nousaku lacquerware has long been in high demand from foreign tourists visiting the area. However, due to the characteristics of the products, which are high-priced and cannot be mass-produced, Nousaku was not able to secure and maintain enough inventory to withstand continuous orders, and the company did not have the know-how to handle trade procedures, so it did not actively sell to overseas markets.
金沢漆器に対する海外からの評価と需要を日頃から感じていたこともあり、2023年4月よりスタンデージの貿易まるなげパッケージ「デジトラッド（現：おまかせ貿易）」との契約を開始。
Although there is definite demand, traditional crafts can only be sold on a made-to-order basis and are not considered suitable for trade as commercial products. We therefore took on the challenge of developing overseas sales channels for these traditional crafts.
受注生産でも無理なく海外販売が可能 クラウドファンディングとの親和性に着目
Typically, in trade, the lead time from ordering needs to be adjusted to meet the buyer's requirements, so it is assumed that the seller can steadily secure inventory that can withstand this.
In the case of traditional crafts and other products that are high-priced and difficult to mass-produce, the lead time can sometimes reach several months, making them unprofitable under normal trade schemes and unsuitable for building permanent overseas sales.
Therefore, Standage turned its attention to using crowdfunding as a way to sell overseas while maintaining its made-to-order production system.
Unlike sales on e-commerce sites, the main motivation for buyers in crowdfunding is to sympathize with and support the story of the creator, such as "the creator's thoughts," "the history they have built up and the dreams they want to realize."
For this reason, most buyers do not mind if it takes several months for the product to arrive, and even made-to-order products can be easily sold overseas all at once.
Furthermore, a crowdfunding page that has been carefully created by trade and overseas marketing professionals can also function as a powerful landing page (LP) for overseas markets, visibly demonstrating your company's proven track record.
As a stepping stone to full-scale overseas expansion, NOUSAKU first believed it was important to gain recognition and a track record, so we promoted NOUSAKU's Kanazawa lacquerware plates, "INAZUMA," on the American crowdfunding site "Kickstarter."
As a result, orders continued to come in mainly from European and American regions, such as the United States, Canada, the United Kingdom, Belgium, and Switzerland, and the crowdfunding campaign achieved approximately 407% of its goal just three days after it began.
The main factors behind the success are thought to be that a person well versed in overseas marketing carefully created a story about Nousaku's history and the makers' commitment through video and text, and that the product was chosen to be plates that can be used universally around the world, rather than bowls and chopsticks.
Armed with the recognition and success gained through this crowdfunding promotion, the company plans to further expand sales overseas by participating in exhibitions of Japanese products overseas, allowing visitors to see and examine genuine lacquerware in person.
株式会社能作 代表取締役社長 ８代目 岡 能之様のコメント
This time, we used this system to promote, recognize, and sell our Maki-e lacquerware, a product lineup that is our specialty, overseas.
We didn't have anyone in our company who was skilled at expanding sales channels overseas, and now we have many customers from overseas, with 30% of our sales coming from Europe and the United States. Although we have a good understanding of what overseas customers are interested in, we didn't know how to approach them from our side and were feeling frustrated. In the midst of this, we decided to introduce and implement this system.
I think it was a good idea for STANDAGE to first carefully explain to people overseas the origins and process of Kanazawa lacquerware, using text and videos of the lacquerware being used, and to first get them to become fans, which I believe led to sales.
We hope that once people have purchased our products, they will spread the word about them to others through word of mouth, and that this will help spread the appeal of lacquerware, which is not available overseas, to the rest of the world.