Technology Microcosm

Fujikura was a latecomer to the FPC market, and it was extremely difficult to break through the stronghold of the established manufacturers. However, the hard work of the sales team produced many dramatic events.

New challenges are overwhelmingly often started without funds or organization, and in an adversity where one is isolated and without support. Fujikura's FPC project was no exception. For example, in sales. Since there was no track record, there was no route sales approach at all, and they had to steadily make appointments and build up from zero. Moreover, Fujikura was a latecomer to FPC, and it was extremely difficult to break down the stronghold of the early manufacturers. There was only one way. They had to visit many times, sometimes begging, and somehow get an opportunity to have their "prototype" evaluated. Even if they were fortunate to get an opportunity to evaluate the prototype, if the prototype was poorly made, there was a possibility that the door would be closed. Moreover, the initial R&D team had almost no accumulated technology regarding FPC, so they were trying in the dark. In fact, they were often in a difficult position due to a series of complaints. However, they did not give up. They gained trust by taking an approach of doing their best to respond to each and every complaint.

Then, one day, the sales team decided on a bold plan. "We'll get yelled at for complaints anyway, so let's not give up and go after top manufacturers!" and went knocking on the doors of world-renowned companies. Without fear of being misunderstood, the defiant attitude of the sales staff at that time was impressive. With the stance that "complaints are opportunities!", even when they were being scolded by customers, somewhere in their hearts they seemed to be shouting "Opportunity has arrived!" It was this ability to turn adversity into opportunity that gave momentum to the FPC project. Thus, one after another, the FPC sales team succeeded in opening trading accounts with world-renowned companies. They broke through the doors to big business with their own tenacity and hard work.