Customer Reviews

Saying Yes to Japan: How Outsiders are Reviving a Trillion Dollar Services Market

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Some business books are loaded with examples that all point in one direction -- the very thesis that the academic author wants to make the reader a believer of. Authors Clark and Kay of "Yes toJapan" have no such hidden agenda in this book about doing business in Japan.
As a consumer marketing consultant with 15+ years in Tokyo, I think many readers will appreciate their practical, non-dogmatic approach. Theirs is simply a clear-headed, concise guide to entrepreneurial opportunities in Japan. At under 180 pages, this slim volume is deceptive: it packs in a lot about doing business in Japan into a small package. Take the 20 pages devoted to the Japan real estate market, Ch. 3, "Building on New Foundations": it avoids "consultant-expert" speak and cuts right to the details.
We are shown how the market works through the narrative of the experiences of "outsider" entrepreneurs. The cast includes a foreign buyer's agent, an American commercial broker dealing in distressed properties, an American shopping mall developer, a Canadian carpenter turned home reform specialist and the Japanese founder of Yasuragi Corp. who built up his tiny home reform business into a listed corporation by being willing to rebuild small home properties others were not willing to take on.
While the narrative is sparse and fast-paced, the writers find space for a wealth of valuable data, names and places that newcomers to the market can use to develop their own business leads. Case in point are the notes to the real estate section: verging on the scholarly, the notes will serve others interested in the Japan market place as a solid source of leads and ideas. The sections on IT, wireless, software and medical technology are equally succinct, free of academic cant and theorizing.

As a layman who is neither well versed in Japanese business practices nor inordinately interested in Japanese culture, I found this book to provide fascinating insights into Japanese culture. The book is easily accessible for the non-MBA type and for those who are not intimately associated with the nuances of Japanese culture. Very interesting read and I would highly recommend it.

This timely and informative book blows a breath of fresh air into the dwindling Japanese business-related genre. Like many of its predecessors Clark and Kay recount horror story after horror story of backward and bizarre business tactics employed in Japan. Their focus is on the seemingly superior service industry, but anyone who knows more than a travel guide's fill of facts about Japan knows that polite customer focus of Japan's service industry is sometimes only skin deep. What separates Saying Yes to Japan from many of the books that precede it is that instead of leaving business-minded readers saddened and looking toward China or other parts of Asia for business opportunities, the writers give a long series of examples of how savvy foreign business people have turned around the seemingly unmovable Japanese service industry, and made a profit on top of it. The writers put a positive spin on what is often a frustrating system, and as a result readers get some ideas and inspiration in ways to fix some longstanding, yet inherently poor business and service practices. The myth of Japan's seemingly closed door to foreign upstarts is handily wiped away, and we see how, in many cases, it takes a non-Japanese eye to see that things can be changed in a positive way.

The book is cleverly divided into chapters focusing on certain sectors of the service industry, along with overview chapters. There are chapters on finance, real estate, information technology, and the health care industry. The book is written in a way that a serious business mogul can glean confidence and insights, and non-business savvy individual can still enjoy the David and Goliath stories. Often times the stories are not of Westerners initiating new and original ideas, but employing tried and true techniques and practices that simply aren't used in Japan.

An example of this is the recent introduction of the baiyaazu eijento or "buyer's agent" in a real estate purchase by American businessman, Jeff Donaldson. He was able to score below offer prices for foreign businesses looking to open Tokyo offices by representing them exclusively. Japan has always depended on "dual agency", where the agent negotiates for both the buyer and the seller. Since the agent knows the seller's maximum low price and the buyer's maximum high price, how can he work in the best interest of both parties? Dual agency is illegal in the U.S. as well as most of the rest of the world, but it reflects the Japanese government's practice of looking out for their financial supporters over the fair needs of the average consumer. Not only do the writers describe success stories, but also introduce issues still yet to be tackled. For example he compares the ratio of new to old home purchases in Japan and the U.S. Japanese purchase five new homes to every single used home bought. In the U.S. homebuyers purchase six used homes to every new home bought. The "scrap and build" mentality is maintained because, as a Japanese real estate broker simply states, "Politicians don't make money off the used home market," (p75). Used home purchases are taxed 16 times more than new home purchases to keep government supporting homebuilders busy. The writers conclude that some of these costs could be off set by taking advantage of the almost untapped home restoration and remodeling market.

The fascinating stories don't end in the real estate market. The writers open one chapter with an almost unbelievable account of the day in the technology life of a government worker from Tokyo's affluent Meguro ward. Although government workers can afford the latest computers in their homes, they are often forced to share outdated computers in the office. Regulations force government offices to buy computers only from approved, therefore overpriced outlets, when faster and cheaper machines are available everywhere. On top of that the writers dispel the myth of Japan's image of a techno-wonderland. Although they lead the world in consumer electronics, everything from cell phones to intelligent rice cookers, the Japanese have a lot to learn about business intelligence technology. The writers go into detail about the history of hardware manufacturing and how the software and it's applications were largely considered afterthoughts. The writers discuss the habits that led to the resistance to packaged software (what most of the world uses), as opposed to specially programmed software. The explanation is concise and clear and easy for someone without a business degree to understand.

Just as studying Japanese language without studying Japanese culture is largely impossible, Clark and Kay also remind us that doing business with Japanese partners also means doing business with the Japanese culture. We must remember to look at the luggage we bring with us, as no one is free from culture, business or otherwise. The book is written by Americans, and they admit they can only try to write from a unbiased viewpoint. The authors also wisely remind us to enjoy the cultural exchange with Japan as we work with Japanese partners and consumers.

Overall I found this to be a very fast and interesting read. Anyone who has lived in Japan for short time will find himself giving knowing nods again and again as stories remind him of shortcomings he thought only he had noticed. Saying Yes to Japan tells us that we don't have to shake our heads and say, "it's this way because it's Japan," even (in some cases, especially) foreigners can do something to help initiate changes locally and nationally. Even those not looking to do business in Japan can revel in the success stories of the Davids who did beat Goliath.

J. Thomas
[...]

When I talk to people that believe that China is the market to be in--no matter what their product or service is--I recommend they buy a copy of this book. Carl Kay and Tim Clark have put together a book that not only shows what opportunities exist for entrepeneurs and corporations in Japan--they present case studies that show how foreigners are creating profitable firms in what remains the world's 2nd largest economy.

The book focuses on how outsiders can take advantage of flaws in various Japanese business methodologies and create businesses that are not only profitable, but serve the interests of Japanese consumers and businesses. It would be easy to criticize Japan for these flaws--but they simply state the facts and opportunites without the whining/bashing seen in many other "Japanese business experts" writing material.

More than just authors--both Carl Kay and Tim Clark have built successful companies and sold them. After the acquisition of Carl Kay's company--he remained part of the team as it went public. Tim Clark has gone on to serve as an advisor for a Japan-based VC firm Sunbridge and also is the author of the Japan Entrepreneur Report.

A relatively quick read--this is a must have book for individual or corporation doing business in Japan.

The authors clearly did their homework. This book is well researched and full of interesting ideas with a fresh perspective on business in Japan. Foreigners interested in doing business in Japan should definitely read this. In fact, I hope the authors decide to publish this in Japanese as well so that Japanese business people and bureaucrats can benefit from their insights.

As an entrepreneur launching a business in Japan, this was a must-read and did not disappoint. The authors obviously know the Japanese business world backwards and forwards and make an excellent case that opportunities exist to make a profit in Japan. Case-studies demonstrate how various businessmen have taken on backward and unbending Japanese business practices to make a great deal of money or turnaround failing Japanese companies.

I also recommend the book for those with a more general interest in Japan. The authors write about the puzzling contradictions of everyday life in Japan and provided me with a greater understanding of a complex culture.

Aloha! Carl and Tim have done an excellent job identifying the challenges in the service sector in Japan and pointing out the opportunities being presented for "outsiders" to build quality of life businesses solving these challenges. Spent 12 years in Japan from 1980-1992 starting, building and selling 40+ companies solving challenges similiar to what Carl and Tim point out...was always amazed that Japanese could not see these opportunities but came to understand it takes an "outsider", whether foreign or a Japanese with international experience to "see" these opportunities...highly recommend reading this book if you have any interest in developing business in Japan!

I have to say I was blown away with this book in how accurately Clark and Kay demonstrate their knowledge and expertise on the future trends and opportunities in Japan.

This book reads extremely quick and is filled with interesting anecdotes with spot on comments on Japanese culture and diffuclties/advantages that foreigners experience working and setting up businesses in Japan.

A well-thought out book, it is difficult to do other than just nod as one reads through count after count demonstrating the viability of the the thesis in "Saying YES to Japan" being that this economy is far from dead and that it truly is on its way to a renaissance.

For a Japan lover or anyone else interested in the global business, highly recommended!!

Recently upon the recommendation of a good friend stateside I read "Saying Yes to Japan" (How outsiders are reviving a trillion dollar services market). I am very glad I took his advice.

Living in Japan for 16 years has given me a great deal of insight that I am always more than willing to share with colleagues and clients worldwide. In many cases books on Japan turn out to be more "Japan bashing" than anything of value, often written by someone who has spent just enough time here to be dangerous.

What I mean by this is that to truly understand a culture you need to be immersed in it for a relatively long period of time. Japan is no exception. When people first come to Japan they are amazed by the technology, the culture, the people. After a short period of time they suffer "burnout" and begin to see all of the "bad" things about Japan. More often than not people leave during this stage, and head off to a more "comfortable" culture, only to expound on the strangeness of Japan and her people. What they do not realize is that if they make it through that stage, they enter a new level of understanding and begin to truly see the workings of the country and culture.

Make no mistake, there is Asia and there is Japan. We cannot consider Japan as a part of Asia since it is so completely different. This greatly affects how people do business in this country. It is very wise to try to understand deeply what goes on here and why it occurs. When that happens, living and working in Japan becomes a pleasure, not a frustration.

Messrs. Clark and Kay are "long timers", have started, operated and sold businesses in Japan. By the way they have presented the many case studies of successes foreigners have had operating businesses in Japan I can tell that they have progressed to the stage where they see a "problem AND an opportunity".

The book is very well-written with real examples taken from the critical aspects of life in Japan: Overall Economy, Real Estate, IT, Finance, Health Care Services and more. They begin each chapter by talking about a problem in each of the sectors, and then a success story showing how a non-Japanese person has capitalized on the problem and turned it into a success.

What I would like to share with people is simply the following: SERVICE is what is being clamored for in Japan. Service, service and service. Providing clients with more than they expect. Meeting their needs and then exceeding them beyond their wildest dreams. This is what it is all about.

I too have experienced this during my short 16 years here. Japanese are very technologically advanced however a good majority of the businesses in operation here do not treat the customer with the respect that they deserve and they certainly do not provide a good majority of services that "we Japanese" are craving. Things that are taken for granted in other parts of the world are unheard of in Japan. Imagine walking into a bank, taking a number, being forced to stand and wait with everyone else while the tellers sitting behind a high counter are comfortably going on with their day. Imagine visiting hospitals that are more like military barracks than a comfortable healing place to be. Imagine making a major real estate purchase and having your broker also representing the seller of the real estate. These are all very common occurences in Japan and I can testify that they are all very accurate. I have experienced a good many of the occurences that the authors write about.

The best thing about this book is that it is not another "Japan bashing" book. Yes, there are many problems here just like there are many problems in any other country. Take Canada's free medicare system for example. My parents tell me now that the wait for appointments for major operations is so long that many people are considering going to the USA for the procedures. The problem is that Canadians cannot own private medical insurance so if they do choose the US for their operation, the bills they must incur are astronomical. They are in a bind.

Japan too is in a bind, though many smart entrepreneurs are taking the chances to provide her citizens with the SERVICES that we so desperately need.

Congratulations on finally coming out with a book that shows problems AND solutions. I strongly recommend this book.

I started Intrmarket Solutions exactly for these reasons: to provide customers with ways of doing business in and with Japan in an economical and informed manner. The people here are craving your services, put them to good use in the second largest economy in the world. Contact Intrmarket Solutions today to learn how at www.intrmarketsolutions.com. I would be more than happy to help you say yes to Japan.

Cameron

I was amazed by all their real examples of how backward Japan is in so many ways: property agents who work for the landlord and the renter/buyer at the same time, businessmen who have to guarantee loans for the companies with their own home, doctor's who can do any kind of operation they want once the pass their medical exam. You should read this book to debunk the myth that Japan is so superior to the rest of the world. Their manufacturing companies are great but their domestic service sector is very old fashioned. These guys give lots of great examples of whats wrong and people that are fixing it.