In Japan, success is built on local relationships

A strong local presence in Kobe enables Svanehoj to stay close to customers and manage everything from first dialogue to final delivery.

With more than two decades of experience in the Japanese maritime industry, Svanehoj has gradually built a solid foothold in the market. However, the establishment of a local office in Kobe in 2019 marked a turning point, significantly accelerating growth in Japan. For Svanehoj, one lesson stands out clearly: success in Japan is built on local relationships.

“With our local setup in Kobe, we are much closer to the Japanese customers and able to engage in a more direct and responsive way. Being present in the same time zone makes a clear difference in how we collaborate and support our customers and partners. Our team in Kobe acts as a bridge between customers and the Svanehoj organization, helping us navigate cultural differences and ensure we don’t fall short of expectations,” says Johnny Houmann, Chief Sales Officer at Svanehoj.

This week, the local Svanehoj sales team is exhibiting at Sea Japan 2026 as part of the Pavilion of Denmark in West Hall 2. Unlike many international exhibitions, Sea Japan is a distinctly local event, where dialogue takes place almost exclusively in Japanese and where relationships take precedence over transactions. For Svanehoj, exhibiting at Sea Japan is therefore not primarily about generating new leads, but about strengthening ties with customers and maintaining a strong presence in the market.

From the office in Kobe, Svanehoj Japan operates as a dedicated sales and project management unit, handling everything from initial dialogue and contract negotiations to project execution and aftersales support.

This approach continues to deliver results. Svanehoj Japan has seen a strong start to 2026, supported by a solid order intake from local shipyards. Among the recent projects are deepwell fuel pump deliveries for a series of LNG-fuelled car carriers, as well as cargo and booster pump systems for LPG carriers ranging from 5,000 to 11,000 cbm. The orders span several deliveries through 2026 and 2027 and reflect continued trust from key players in the Japanese shipbuilding industry.