How the EU-Japan Centre supported a Czech company in accessing the Japanese market.

Telight is a Czech SME developing advanced optical instruments for life sciences. Its products enable label-free, high-resolution imaging of living cells with minimal phototoxicity, which are used for research in cancer, cell biology, and regenerative medicine.  
The Brno-based company combines scientific expertise with a focus on innovation, earning recognition as one of the most innovative Czech companies in 2024 and winning the prestigious Werner von Siemens Award.

Why Japan 
Japan is a global leader in biomedical research, with world-class institutions and a strong demand for high-end imaging solutions. Telight identified the country as a strategic market and started looking for local partners. Finally, the company signed a partnership with Physio Mckina Co. Ltd, a distributor of cutting-edge technology in the fields of biotechnology and pharmaceuticals. 
The Japanese market is competitive and dominated by established global players. Telight sets itself apart through its quantitative phase imaging and super-resolution technologies, which allow live-cell imaging without labels and with greater precision. The company also offers strong post-sales support and training, ensuring researchers can fully integrate the systems into their workflows. 

Challenges in accessing the market 
The biggest obstacle was finding the right distributors to partner with. Japan’s business culture is different from the one in Europe, and success depends on trust, reliability, and local presence. In addition, the company’s imaging systems require end-users to adopt new research methods. Without a partner who understood the market and could communicate the value of the technology, it would have been difficult to export its products. 

The EU-Japan Centre’s Support 
In 2024, Telight took part in the Biotech Business Mission to Japan, organised by the EU-Japan Centre. This mission allowed the company to participate as an exhibitor at BioJapan Expo in Yokohama. The Centre played a key role in identifying and inviting relevant contacts. The mission also included a 1-day networking event in Osaka, where the Czech company met with a distributor who would later become its business partner in Japan.  
According to the company, this introduction was a turning point that made their market entry possible. The opportunity to meet a potential partner was one of the main benefits of participating in the mission.   

Advice to European SMEs 
The advice is clear: be patient, show commitment, and build trust. Having a strong local partner, offering reliable technical support, and being ready to invest time in understanding the business culture are all crucial for success. 
 
Text based on an interview with Peter Zehetmayer, Chief Commercial Officer at Telight. Participant in the 2024 Biotech Business Mission. 

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