Indonesia, with a population of over 270 million people, is the largest economy in Southeast Asia and a rapidly growing market. Many Japanese companies are exploring business opportunities and considering site visits to local companies. However, entering the field without understanding local business customs or cultural backgrounds can lead to unexpected difficulties. It may even inadvertently create a negative impression.

This article provides practical advice and essential considerations for visiting local companies in Indonesia, based on firsthand business experience. We hope this guide will help make your visit both efficient and fruitful.

Clarify the Purpose of Your Site Visit

To ensure a successful site visit to local companies, it is crucial to clearly define the purpose of your visit—understanding why you are going. Is it for market research, selecting potential partners, or strengthening relationships with existing clients? Depending on your objective, the necessary preparations, choice of destinations, and approach to arranging appointments will vary significantly.

Entering the local market with an ambiguous purpose risks wasting valuable time and resources. During the planning phase, it is highly recommended to collaborate with a company like PT. TRICRUISE MARKETING INDONESIA, which has extensive experience in organizing local business visits. Through pre-departure consultations, we can help you develop a more meaningful and structured itinerary. Please feel free to contact us from [here].

Select the Appropriate Meeting Counterparts

The quality and perspective of the information you gain during site visits to local companies can vary greatly depending on whom you speak with. Choose your counterparts according to the objectives of your visit.

Expatriates – Recommended When You Want to Understand Legal and Business Practice Differences

Japanese expatriates are ideal contacts for learning about the characteristics of the Indonesian market and common challenges from the perspective of Japanese companies. You can hear firsthand experiences, especially regarding the barriers encountered in the early stages of entry and differences in business culture between Japan and Indonesia.

Reaching out with a friend request and message through platforms like Facebook or LinkedIn often results in a courteous response. Don’t hesitate to make contact.

Locally Hired Japanese Staff – Recommended When You Seek Long-Term Market Insights

Locally hired Japanese staff often reside in Indonesia longer than expatriates. Their career paths may include working at multiple companies, offering broader perspectives.

Because of this background, these individuals can provide insights into long-term changes in the Indonesian market and strategies for deeply rooted local business development.

Local Indonesian Employees – Recommended When You Want Market Understanding Including Trends

Conversations with local Indonesian employees help deepen your understanding of the market based on local consumer psychology and cultural background. Just as Japanese people naturally hold more local information in Japan, Indonesians are typically more knowledgeable about local business affairs.

Young employees in particular tend to be sensitive to the latest trends and consumer behaviors, making them valuable sources of information when crafting marketing strategies.

Local General Consumers (Through Interviews) – Recommended When Seeking Hidden Insights or Seeds of New Services

Interviewing general consumers is an excellent opportunity to gather raw feedback that directly informs product development or service improvements. In our experience, these interviews often reveal unexpected insights or perspectives that Japanese professionals had not considered.

These interviews must be conducted in Bahasa Indonesia, their native language—not in English. We recommend preparing a set of concise and easily understood questions in advance.

Coordinating interviews with expatriates, locally hired staff, or Indonesian nationals can be time-consuming. At PT. TRICRUISE MARKETING INDONESIA, we offer comprehensive support—including arrangements for vehicles and drivers, as well as organizing meetings with the types of contacts mentioned above. Please feel free to reach out to us from [here].

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Always Express Gratitude to Your Meeting Counterparts

Prepare Business Gifts

For those already doing business locally, a visit from someone from Japan does not necessarily translate into an immediate business opportunity. If the visit is merely for information gathering or self-promotion, the local counterpart may see little benefit. Therefore, it is important to approach the meeting not just to “listen,” but to also “offer value” to the other party.

Bringing the following types of “business gifts” can be helpful:

• Information on the latest market trends and technological developments in Japan
• Concrete proposals for potential future collaboration
• Introduction to your business network or offers to mediate new connections
• Feedback on the counterpart’s products or services

Presenting such offerings fosters a two-way dialogue rather than a one-sided information collection session.

Don’t Forget to Thank Your Referrer

Just like in Japan, Indonesia is a society that places strong value on connections. If your meeting was arranged through an introduction, it is very important to show appreciation to the person who made the referral. After your site visit, make sure to send a thank-you email or make a phone call to share what kind of discussion took place and how valuable it was.

Bringing a small gift from Japan is also appreciated, but beyond the item itself, it is important to express sincere gratitude, such as “Thanks to you, I was able to gain a valuable opportunity.” This spirit of not forgetting kindness—regardless of whether the counterpart is Japanese or Indonesian—helps build long-term trust.

Choose the Appropriate Type of Visa According to Your Purpose

The type of visa required to enter Indonesia depends on the purpose of your visit. Entering the country with the wrong visa may result in denial of entry or even penalties in the worst-case scenario.

If your activities are limited to office meetings, a VOA (Visa on Arrival / B2 / Arrival Visa) is sufficient. It is valid for 30 days and can be obtained either at the airport or online.

However, if your visit includes factory inspections or involves a broader scope of business activities, you are required to obtain a C2 visa (formerly B211A visa) in advance.

While a regulatory revision in 2024 allows factory visits under a VOA, in practice, immigration officers may interpret the rules differently. Factory inspections in particular are sometimes regarded as “work-related activities,” and entering the country with a VOA could be problematic. Therefore, it is advisable to avoid using a VOA in such cases.

Reference: JETRO – “2024 Revised Visa Entry System and Key Points (Indonesia)”

Since visa applications may take time to process, it is best to begin preparations well in advance. If you contact us [here], PT. TRICRUISE MARKETING INDONESIA will fully support you in arranging the necessary visa.

For those experiencing difficulties with work visa applications in Indonesia:
https://tricruise.id/visa-services/

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C2 (Participation in business meetings and purchasing goods): $230
C19 (After-sales service) / C20(Installation and repair of machinery): $300
D2 (Participation in business meetings and purchasing goods (1-year validity)): $380
E23/E24/E25 (Work VISA): $1,500

Understand the Differences in Perception of Appointment Time

The sense of time in Indonesia differs significantly from that in Japan. Failing to understand this difference may lead to unexpected frustration during your visit.

Meetings with Japanese representatives from Japanese companies generally start punctually, just like in Japan. It is advisable to arrive at least 10 minutes early for such appointments.

In contrast, when meeting with Indonesian counterparts, a more flexible mindset is essential. Delays of 30 minutes to an hour are not uncommon, and there may even be last-minute cancellations or rescheduling. This is not considered rude; rather, it stems from a widely held local concept known as “Jam Karet” (rubber time)—a relaxed attitude toward time among many Indonesians.

To accommodate potential changes, you should leave ample flexibility in your daily schedule. Additionally, it is highly recommended to confirm your appointments in advance. There is a considerable likelihood of misunderstandings regarding date and time, or even complete forgetfulness of the appointment.

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Be Aware of the Reality of Travel Time (Traffic Congestion)

Traffic congestion in major Indonesian cities, including Jakarta, is far more severe than most Japanese people can imagine. Failing to account for this reality when planning your schedule can completely derail your day.

When traveling by car or taxi, you should anticipate travel times to be two to three times longer than usual. During peak hours in the morning and evening, it is not uncommon for a short distance of just a few kilometers to take over an hour. There are many instances where walking feels faster. While ride-hailing apps like Grab are convenient, they cannot eliminate traffic congestion.

You may consider combining public transportation such as the MRT or commuter trains with other means of transit. However, you must also account for travel time from the station to your final destination. In some cases, it may be most efficient to take the train for one segment and then use Grab to reach your destination from there.

Buses are generally not recommended for first-time visitors to Indonesia, as their routes and schedules can be difficult to understand.

When planning your day, allow ample time for travel. Limiting your appointments to one to two per half day is more realistic. Scheduling at least two hours between appointments allows flexibility in case of delays due to traffic.

Please avoid packing your schedule too tightly, as you might in Japan.

Do Not Forget to Bring Identification When Entering Office Buildings

Office buildings in central Jakarta have stricter security measures than those in Japan. At most buildings, you will be required to present identification upon entry. In some cases, you may also need to register and have your photo taken.

Therefore, when visiting local companies, be sure to bring your passport. A copy may not be accepted, and you could be denied entry. Arriving early will give you enough time to complete these procedures without feeling rushed.

Dress Appropriately for the Time, Place, and Occasion (TPO)

Appropriate dress for business meetings in Indonesia varies depending on the organization and the counterpart you are visiting.

When visiting government agencies or large corporations, wearing a suit or a batik shirt (traditional Indonesian patterned clothing) is considered appropriate. Formal attire is especially expected at government offices.

For startups or general business visits, business casual (collared shirt, long trousers, leather shoes) is typically sufficient. However, when meeting someone for the first time, it is best to dress more formally and adjust your attire for future meetings based on the situation.

Wearing a T-shirt, shorts, or sandals is only acceptable in relaxed, informal settings where you already have an established relationship. Even though Indonesia is a tropical country, it is important to dress in at least business casual attire for your initial visits.

Be Mindful of Halal Requirements When Choosing Gifts

Indonesia has the largest Muslim population in the world, and many people adhere strictly to halal dietary laws (i.e., what is permissible under Islamic law). Therefore, when bringing gifts, it is essential to pay close attention to these requirements.

In particular, avoid the following types of food items:

• Products containing pork or pork-derived ingredients
• Items containing alcohol, including mirin (sweet cooking rice wine) and other cooking liquors
• Sweets made with gelatin
• Food products with unclear or unspecified ingredients

As safe alternatives, we recommend halal-certified Japanese sweets, stationery, or small accessories. Items that express a sense of “Japaneseness” are especially well-received.

Meals Are a Valuable Opportunity to Build Trust

In addition to formal office meetings, arranging a meal together can be highly effective in Indonesia. In a more relaxed setting, people tend to speak more openly, providing opportunities to gain valuable insights and advice that may not emerge in official discussions.

Particularly, having dinner with Japanese expatriates over drinks can lead to candid conversations about the realities of doing business in Indonesia, behind-the-scenes challenges, and personal experiences—making it a rare and insightful opportunity.

When proposing a meal, follow the same etiquette as in Japan. Use polite expressions such as:

“I understand you’re very busy, but if possible, I would be honored to have a meal together.”

This shows respect for the other party’s schedule and helps set the right tone for the invitation.

Conclusion

A successful site visit to companies in Indonesia hinges on thorough preparation and a deep understanding of local culture and business practices. Even seemingly minor considerations—such as being mindful of etiquette or adapting to local norms—can go a long way in building long-term trust.

Indonesia is not only an attractive and rapidly growing market, but also one with a business environment that differs significantly from Japan. By viewing these differences not as “barriers” but as “learning opportunities,” and by approaching them with flexibility, you will be better positioned for success in the Indonesian market.

With the right preparation and mindset, you can ensure a rewarding and productive business visit to Indonesia.