Japan’s Clever Holiday Marketing Secrets

Would you believe that millions of Japanese people eat Kentucky Fried Chicken at Christmas? It might seem like a reasonable substitute for turkey, especially if you don’t have a big oven, but there’s more to it than that.

Way back in the 1970s, a marketing campaign was launched that promoted “Kentucky for Christmas!” and KFC has never looked back. Statues of Colonel Sanders dressed in Santa outfits are placed at KFC restaurants everywhere in Japan.

Christmas Cake

Not only does KFC make bank in Japan at Christmas, bakeries everywhere sell out of special-order “Christmas Cakes” and probably have the highest sales of the year. Christmas cakes are so popular, few people miss out on this Japanese sweet creation. It is definitely my wife’s favorite cake of the year.

Japanese Christmas Cake
Japanese Christmas cakes are light and fluffy with whipped cream icing. Cutely decorated is also the norm.

Holiday Difference in Japan

Unlike traditional family gatherings common at Christmas in America, the Japanese generally celebrate Christmas with friends.

In particular, Christmas is often thought of as a romantic holiday. It is a celebration for couples who are in love (or at least dating). Expectations are high. An expensive night out together for a meal and a hotel stay are quite common.

This festive night out can also be a huge disappointment for couples who decide to break up before Christmas. I’ve heard of boys breaking up just because they don’t want to spend that much money to meet their girlfriend’s expectations. Of course, the result is often anger and tears.

Even so, thousands of couples make it a special night as a result of the influence of persuasive marketing.

Shopping Centers Capitalize on Christmas

Big marketplaces in Tokyo and other big cities are taking advantage of this Christmas boom with brilliant illumination displays that bring people in. Combine this with popular European themes and attractive time-bound promotions and you have a shopper’s paradise.

Tokyo Skytree and Roppongi Hills Christmas Illuminations
Roppongi Hills is a popular high-end shopping district known for its Christmas illuminations. Tokyo Skytree also goes all out with illuminations, with around 500,000 lights in 2024.

Business as Usual

If you are looking for the spiritual side of Christmas, you likely won’t find it in Japan. Children go to school on Christmas Eve and Christmas Day and businesses are open as usual.

Christmas isn’t a holiday, but rather a business opportunity.

Time off from school or work doesn’t come until the New Year’s holiday a few days later. It’s on the New Year’s holiday that Japanese culture is truly seen and historical traditions are practiced.

For a very different take on a traditional Japanese holiday filled with cultural meaning and nostalgia, see this post.

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