PRESIDENT JOHN DISCUSSED HIS EXPERIENCE WITH JAPANESE BUSINESS CULTURE

A second hat was worn by John today, being our speaker and discussing his experience doing business with the Japanese during his career of selling advertising space for several magazines. His first call on Diamond Alkali in Ohio for a wastewater magazine was almost his last call when he was asked to leave since he didn't know anything about what his potential customer did. This changed his approach doing his homework on the water resource industry (wastewater and sewage treatment technologies including plant visits). His next career move was to an office supply magazine where he was exposed to twelve Japanese salesman of trading companies who ultimately became presidents of their companies (Minolta, Canon, Panasonic, Ricoh). These people grew very successful US businesses by "ASKING THE CUSTOMER WHAT THEY NEEDED IN A PRODUCT AND GIVING IT TO THEM."

Japan had good skills in cameras after WWII. This group of twelve started repairing Japanese cameras, meeting in Times Square, making the repairs and selling innovative cameras that replaced the Kodak brand which was the leader. Kodak had become complacent and forgot to ask the customer what new features they needed in a product. Next the Japanese camera companies moved into copiers. They would never say no to a salesman like John, but wouldn't pursue business unless it made economic sense. John developed a personal relationship with the future president of Minolta