OKM doubled export sales by selling okara as an ingredient, not only a retail product
International business story | A September 2026 case traces the shift from retail packs to bulk ingredients for buyers in Malaysia and beyond.
Editorial desk
This case records export development achieved by September 2026, not new annual results. JETRO’s 11 September profile says OKM doubled export sales after expanding from retail okara-powder products into business ingredients. Exact comparison years are not specified.
Based in Fujioka, Gunma, OKM develops products from okara, a by-product of tofu production. The case describes an underused food resource with protein and fibre. After building a domestic health-food business, it sought overseas channels with export-expert support.
Overseas buyers first needed to understand okara. OKM made an English video showing features, preparation and use for meetings. Its presentation covered gluten-free, lower-carbohydrate, protein and fibre attributes and upcycling. These are marketing attributes, not proof of medical outcomes.
It also published English product and recipe content on Instagram and other social media, explaining everyday use rather than only showing packs. The case reports overseas followers and greater awareness, without follower counts, advertising returns or post-by-post order figures.
A Malaysian inquiry changed the offer. OKM expected retail sales, but the health-food buyer wanted bulk ingredients for its own-brand products and mixed flour. OKM addressed moisture-absorption and other supply issues, improved business specifications and established continuing trade.
Applications expanded to Malaysian health-food ingredients, Taiwanese bagels and Swedish dumpling fillings. The case says export sales, previously only retail products at a little over one million yen, doubled with business-market entry. Further market expansion remained an objective, separate from these achieved applications.
Sources
Some images in this article are generated illustrations.