【感謝する人たち４】御歳73歳の緑川 敬二郎さん。誰よりも最高にカッコいいと思う人だ。「ただの明日じゃない。人に会う約束がある明日だから今日も生きてるんだ。」なんて言う人なつっこくて底抜けに明るい人だ。家具業界で50年以上生きてきた人に対して俺ごとき小僧が大変失礼な物言いだが、彼にはこれと言って特筆する目に見える特技も華々しい実績も分かりやすい立場も無い。職人でもなくクリエイターでもない。あえて言うなら営業かな？「家具業界に生きてる人」なのだ。現在KOMAは、ありがたい事に各方面で活躍されている大先輩方に叱咤激励とともに可愛がってもらっている。彼らはそれぞれに才能豊かでいつも多くの刺激を頂くと同時に様々な機会を与えてくれる。尊敬もしている。でも、その誰よりも俺にとって最高にイカしてるのが緑川さんだ。日田工芸の勢い余った若い衆という感じで、俺の事は修業時代から知っていると言っていたのを覚えているが、正直に言うと緑川さんとの出会いの瞬間や切っ掛けは覚えていない。気が付けばいつの間にか何となく側にいてくれた。そして今は本当に感謝している人だ。分かりやすい特技や華々しい実績もない。だから俺みたいな阿呆は中々そのありがたさに気が付かなかった。2007年。俺が29歳の頃。2003年に開業したKOMAは多くの人に助けてもらいながら建設業者やリフォーム業者、店舗内装業者の下請けをしながらどうにかこうにか生き残っていた。その頃は店舗什器や新築の壁面収納家具工事など造作家具も多く造っていた。まあ、今だから言うとまあまあ儲かっていた。下請けというのは元請けに対するほんの少しの営業以外は製作だけに集中できるので、ある程度の固定客が開拓できていれば余計な経費は掛からない。エンドユーザーに対するアプローチは宣伝広告費、ショールームの維持費、広報、販売、企画、営業などの様々な人件費を抱えながら元請けがやってくれている。それなりに技術もあったし規模も３人。自分たちの食い扶持くらいの仕事量は人の協力もあってすぐに確保できた。自分たちにしか出来ない仕事からやっていって、残った簡単な仕事は職人仲間に発注する。要するにカタチの上では仲間に孫請けさんになってもらう。職人同士だから阿吽の呼吸で、製作に関わる打ち合わせなどが必要ない。だから、製作図面をFAXしておしまいだ。右から左で10%〜30%の利益。こんなウマい話はない。そうだ。本当にウマい話なんて無いのだ。当然しっぺ返しを喰らう。またドン底に落ちる。今思えば、この頃は墜落寸前から人並みにメシが食える様になれた事がただ嬉しかったのだ。でも、なんだか地に脚がついていなかった様に思う。KOMAのような小さな製造業にとって世間の景気動向などはほとんど関係ない。リーマンショックや構造計算書偽造問題などで業界の仕事は減っていたようだが事件当時は全く関係なかった。取引先の建築業者などが体力の尽きた順に次々と倒産し始めた2008年あたりからなんとなく意識するようになった。ある日突然、取引先と連絡がつかなくなる。気付いた時にはもう遅い。そして後日、弁護士からの倒産の通知が送られてくる。当然、金は支払われない。不良債権だ。100万の取引先もあれば300万なんていう取引先もいた。合計で2000万円近くヤラれた。もらえないけど、こっちは支払いがある。ヤッちまった。。。入金がゼロで支払いは600万なんていう月もあった。月末の支払いを考えると柄にもなく眠れなかった。夜中に一人、缶コーヒー片手に川沿いのベンチで貧乏揺すりをしながら過ごした。つい先週までニコニコ話をしていた取引先の社長や担当者たちの顔が浮かんだ。「畜生クソッタレ」を何千回も唱えた。それにしても９月の雑草に覆われた川沿いで夜中、一度も蚊に刺されなかった。蚊にとっても血が毒に感じる程、ものスゴい負のオーラを発していたんだろうと思う。とにかく払う。出来なきゃおしまい。一ヶ月でどうにかするしかねえ。これだけ決めて朝を迎えた。助けてくれたのはやっぱり仲間たちだった。ATOMリビンテックの上田さんをはじめ、事情を聞いてくれた仲間たちが在庫の家具を現金で買ってくれた。支払いに追われる月は続いたが、どうにか首の皮が繋がった。本当にありがたい。やっぱりどこにも足を向けて眠れないから立って寝るしかない。当然、貯金はゼロになって振り出しに戻ったが大きな経験ができた。仲間のありがたさを知った。オイシイ話は続かないってことも。笑思えば、そんな仲間たちとの最初の出会いの切っ掛けをつくってくれたのが緑川さんだった。ただ、事態は終わらない。元請けが倒産したと同時に多くの下請けたちも潰れた。しかし、孫請けとして発信や集客、営業などに余計な経費を掛けず、地道にコツコツ製作に集中してきた人達の多くが生き残った。それが意味するものは相場価格の値崩れだ。孫請けさんたちの価格が表に出てくる。依然として少ない仕事量に対する価格競争が始まる。とてもじゃないけど太刀打ちできない。2009年独自路線を目指すしかない。俺らだけの強みを活かそう。無垢の家具で勝負しよう。俺らにしか出来ない仕事をしよう。KOMAオリジナル家具をエンドユーザーに直接アプローチしよう。その為には会社として足りない機能が多くある。会社規模も3人じゃ足りない。すぐに切り替えられる訳ではないが、今のままじゃ潰れる。時間がない。家具は造れるけど売り方が解らない。見て知ってもらえる機会と場所がない。そして経費や時間、労力にも限りがある。最低限の商品や在庫は用意できて少しずつは進んでいたが、コレといった機会のないまま１年半が過ぎた。焦っていた。そんな時2011年４月。当時疎遠になっていた伊勢丹との関係を繋いでくれたのも緑川さんだった。新宿伊勢丹リビングフロアのメインステージ45平米のスペースで「KOMA家具展」を2週間。最高の環境だった。震災3,11の直後ということもあり売上目標の300万も売れるだろうか？と心配だった。結果は450万。俺たちだってヤレるじゃん！！ただただ嬉しかった。その後、各業界の大先輩方から多くの刺激と共に多様な機会を与えてもらえるようになった。それらのプロジェクトでの実績がまた次の仕事を呼んでくれた。そんな尊敬する彼らとの最初の切っ掛けを生んでくれたのもやはり緑川さんだった。人や機会を紹介する場合。あたりまえだが普通は「紹介してあげる」という立ち位置だろう。緑川さんは違う。「松岡〜めんどくせえかもしれねえけど、俺を助けると思って来てくれよ〜オマエしかいないんだよ〜」だ。いつもこう言って人や機会を繋いでくれていた。そしてウマくいったら「さすが松岡〜！頼んでよかった〜！」だ。恩を着せるなんて一切ない。「俺なんかさ、な〜んにも無えけどさ、こんな俺でもさ、俺にしか出来ない事があるんだよ。」そう言う緑川さんは自分の「分」の中で清々しく生きている人の代表格だ。際立った特技や才能など関係ない。彼の心に比べればどれも陳腐なもんだ。そんな緑川さんが言うのだ。「あと10年現役でいたいんだ。だってまだまだ自分自身に納得いってねえんだよ」カッコ良すぎるぜ！イカしてる！そんな緑川さんはちょくちょくKOMAの工房に顔を出してくれる。たまに飲みに行ったりもする。色々なアドバイスをくれるが、俺は聞かない。「うるせえな〜俺にクチ出しすんじゃねえよ〜笑」なんて生意気を言うと「ハハハ〜それが正解！お前の好きにヤルのが業界の未来だ！」な〜んて言ってくれる。でも彼が言ってくれた事は全部覚えている。亀井とギクシャクしてる時。「お前は幸せだな〜文句が言いあえる仲間がいるんだもんな〜」若い衆に腹を立てている時。「同じ事を何度も言えばイイじゃないの〜それがお前の勉強になるんだからさ〜」そして「今日も松岡に会えて良かった。良い話が聞けた。勉強になった〜」なんて彼の倅よりも年下の俺に言って帰っていくのだ。彼が繋いでくれているバトンを俺が次に繋ぐ為に、俺はもっと良い家具をつくろうと思う。 Mr. Keiji Midorikawa is in his 73 years old. I recognize him as the most cool person. He is extremely friendly and bright saying, "It is not mere tomorrow, but tomorrow I am schedule d to meet people, that is why I live today." It would be very rude for me to describe him, who has lived in the industry of furnitures for more than 50 years, as having nothing special techniques, professional achievements, titles to be easily understood. He is neither craftsman nor creator. If I had to choose, he would be marketer. He is "the man who has been living in the industry of furnitures." Now, many seniors, who are actively playing various aspects of the industry of furnitures, treat KOMA very nicely with strong encouragements in strong comments. They all are talented and give me opportunities and inspired. I respect them. However, for me, Mr. Midorikawa is the most cool next to none. I remember that he commented me as too much energized younger employee in Hida-Kogei, to be honest, I do not remember the moment we met for the first time. He has stood by me before I realize it. Now, I really appreciate him. He has neither special features nor outstanding achievements. I, who was so idiot, have not been able to appreciate him for long time. Back in 2007. When I was 29 years old. KOMA, established in 2003, has survived with help of many people, through subcontracts of builders, reforming contractors, interior decorators for stores and restaurants. At that time, KOMA has dealt with built-in-furnitures including display furnitures for stores and storage furnitures on walls. Now, I would say KOMA had decent earnings. Subcontractors, as being able to concentrate into manufacturing other than marketing to main contractors, do not spend excessive expenses as long as keeping regular clients. Main contractors approach to end users spending expenses for advertisements, maintenance fee for show rooms, PR, sales, planning, marketing, etc. KOMA had decent techniques and consist of only 3. We are able to have adequate jobs to sustain all employees thanks to helps from stake holders. We prioritize tasks only KOMA could do and asked orders to other factories about remaining easy tasks. In short, from contractual point of view, we have asked other factories for third subcontracts. Given professional craftsman, we do not need meetings to discuss about details. So, it is completed in sending facsimile of production drawings. 10 to 30 percent of easy profit margin were earned just passing orders among different parties. That was such sweat deal. Yes. There are no such sweat deals in the world. Of course, we have gotten a taste of our own medicine. KOMA has fallen to rock bottom again. Now, I remember I was really happy to become afford to sustain ordinary people's life from the previous rock bottom. At the same time, I remember I did not have feeling for the business to be grounded. Economic cycle over all would have almost nothing to do with a small company KOMA. Overall jobs in our industry seemed to be decreased due to Lehman shock and/or issue in architectural forgery in Japan, however, it had almost nothing to do with KOMA. I have become aware of issues since 2008 when observing bankruptcies of clients in builders depending on how fast running out of capitals. Suddenly, I could not make any contacts with a client. It was too late when it is noticed. Days later, the notification of the bankruptcy was sent by the attorney. Of course, money was not paid. It was non-performing assets. There were clients whose obligations accumulated to JPY1,000,000 and/or JPY3,000,000. In total, non-performing assets were amounted to about JPY20,000,000 in total. Obligors do not pay, however, KOMA has to pay to its creditors. I messed up ! One month, KOMA was obliged to pay JPY6,000,000 with no receipt from obligors. Considering about payments by the end of the month, I could not sleep unlike typical of me. In the middle of night, I sat a bench along with a river with a canned coffee with legs shaking. I thought of faces of president and contact person of the bankrupted client. I repeated several thousand times "goddamn ! " I did not get any mosquito bites even in river side covered by weeds in September. I was supposed to express negative atmosphere as if my blood may be recognized as poison for them. I need to pay it anyway. Otherwise, the end of KOMA. I got to resolve it within one month. It got into the morning when I made this. Friends helped me this time again. Mr. Ueda of ATOM Livintech or other acquittances who heard about my situation bought in cash furnitures of the inventory. I had experienced months when I need to think through how to pay, I had managed to be hang by a thread. I really appreciate them. I can never forget to repay them for what they have done for me. I have returned to the starting point with zero money left in the bank. , I had material experiences. I have realized how valuable friends are. Also, I have learned that there is no sustainable sweet deal, lol. When recalled, Mr. Midorikawa has made opportunities to meet such acquaintances. Actually, no material changes have happened. Along with bankruptcy of the original contractors, many sub contractors went bankrupt. However, many second subcontractors who put resources into manufacturing without spending excessive amount of money in advertises, collecting clients, and marketing or others. It means the decline in market prices. Prices of secondary subcontractors have been shown in the market. The more fierce completions have happened given still smaller amount of demands. We were not able to compete with them. 2009 I have made up myself to pursue independent approaches. We should take advantage of what uniquely owned by us. We would like to do business in furnitures made from solid wood. We should concentrate what only we can do. We would like to sell KOMA original furnitures approach directly to end users. In order to do that, there are many features KOMA need to be facilitated. 3 members would not be adequate. It cannot be changed today, however, KOMA is expected to fail in the long run. I have limited time. Despite being able to manufacturing furnitures, KOMA did not know how to sell them. KOMA lacks opportunities and place where KOMA is exposed to third party clients. And there are limitations in terms of resources including expenses, time, and human resources. One and half year had past without major opportunities although we had prepared step by step for minimal product lines, inventories. I had become frustrated. April 2011. Mr. Midorikawa re-connect KOMA with Isetan with which KOMA has lost touch at that time. "KOMA exhibition" was held for two weeks at the 45 square meters main stage locating the living goods floor of Isetan Shinjuku. It was the best environment. I had worried about the sales which might not exceed JPY3,000,000 just after the large scale earthquake on March 11. The result was JPY4,500,000. We can achieve anything once we set our mind to it !! I was just happy. After the exhibition, we had various opportunities by superior seniors across scattered industries with inspirations. Results of them have brought other opportunities. Again, Mr.Midorikawa has given us opportunities to meet those superior seniors. When inducing someone. Usually, introducers would stand as if superiors. Mr. Midorikawa is different. "Matsuoka, it may be troublesome from your point of view. However, I would like to come to help me. You are the only person who is able to help me." He always has connected people and opportunities. When it results in success, he would say "You are always great, Matsuoka ! I really appreciate you !" He has never made me feel I owe him. "I have nothing valuable. However, I may help something which only I can do." Mr. Midorikawa is the representative person who lives with full understanding of what he can do and he cannot do. He has nothing to do with special techniques or exceptional talents. Compared with his mind, anything would appear to be ordinary. Such kind of Mr. Midorikawa says "I would like to work another 10 years. Because I have not been satisfied with myself." He is too cool ! Awesome ! Such Mr. Midorikawa frequently visits the factory of KOMA. Sometimes we go out for drinks. He makes various advises to which I do not listen. "Shut up ! Do not advise me ! lol" I say cheeky. He kindly replied "Hahaha, that is correct ! Do what you would like to do would be the future of this industry !" Actually, I have exactly memorized every single word what he advised me. When my relationship with Kamei has soured, "You are lucky man because you have friends complying each others." When I frustrated with younger employees, "Why do not you repeat same words again and again, which would be your study." And then, he says "It was pleasure to meet Matsuoka. You told me nice stories. I have learned a lot." He goes home saying these kinds of words to me younger than his son. I commute myself to make better furnitures in order to pass baton, he has been succeeding, to my next generations. Written by Shigeki Matsuoka
