The new financial year has started for most Japanese
companies. Many employees must be
sitting gazing at spreadsheets, wondering what to make of the last quarter,
which in many industries was supposed to be a final fillip to the year as sales
people and purchasers rush to close deals before the end of March. Executives must also be staring at the stream
of results and forecasts being submitted by each business unit, flicking
through their midterm plans, wondering what, exactly, they can say at
forthcoming annual results press conferences and investor relations briefings
that would be credible.
All around Japan, somber entrance ceremonies for new
students and employees are taking place in schools, universities and companies
and there will be much use of words like “gambare!” (do your best), knowing
that in many schools, universities and companies, these ceremonies cannot take
place, or that many people who should be there are missing.
In amongst all this uncertainty, people will be looking for
reassurance and stability. There will be
some comfort in the inevitability of the cherry blossom season arriving, even
amid devastation. But the reliable
seasonal rhythms of Japanese business have been radically disrupted, making it
difficult to focus on the long term. And
as anyone who has done business with Japanese companies will know, supplier and
customer relationships are founded on the long term view. Negotiations over contracts are less about
the black and white of the last tiny detail and more about seeking reassurance that
a relationship can be built which will endure when things go wrong. And now
things have gone spectacularly and tragically wrong. Japanese suppliers, customers and partners know
that they can rely on each other to work day and night to get their usual
supply chains back up and running. But
what of non-Japanese customers, partners and suppliers who do business with
There have been rumours of competitors to Japanese companies
seizing the opportunity of the earthquake aftermath as a chance to woo non-Japanese
customers away from Japanese suppliers.
Within days of the earthquake, non-Japanese customers have been asking
impossible to answer questions of Japanese suppliers about when production will
be resumed, what the exact long term impact is going to be and what kind of
checks are going to be made to ensure that products which are not even edible
are not somehow dangerously contaminated with radiation. The threat that they will take their business
away in the long term for short term reasons is clear.
One comment from a Japanese rescue team member has stuck in
my mind. He said we should not say “gambare”
to the survivors, but reassure them we will do all we can to support them. I hope the international business community
will not think it sufficient just to say “do your best” to Japan and make a
donation to a relief agency. We should
all be in business for the long term, and Japan needs our support even after
the immediate crisis is over. So buy
Japanese – the overwhelming evidence from the past is that Japanese companies
will not let customers down.
This article originally appeared in the 4th April 2011 edition of The Nikkei Weekly.