[People I'm grateful to 4] Keijiro Midorikawa is 73 years old. He is the coolest person I think of. "Today is not just another day. It is a day when we have an appointment to meet someone, so we are alive today." What a friendly and incredibly cheerful person. It may be very rude of me, a mere kid, to say this to someone who has been in the furniture industry for over 50 years, but he has no visible skills, no impressive achievements, and no clear position to speak of. I am neither a craftsman nor a creator. If I had to say, it's business? "Someone who lives in the furniture industry." Currently, KOMA is fortunate to have many senior colleagues who are active in various fields, who encourage and support him, but also show their love for him. They are all very talented and always inspire me and give me many opportunities. I also respect him. But, of all of them, the one who is the coolest to me is Midorikawa-san. He seemed like one of the energetic young men at Hita Kogei, and I remember him saying he'd known me since his apprenticeship days, but to be honest, I don't remember the exact moment or trigger for our meeting. Before I knew it, he was somehow by my side. And now I'm truly grateful. He has no obvious special skills or impressive achievements. That's why an idiot like me didn't realize how grateful I should be. 2007. When I was 29 years old. KOMA, which opened in 2003, managed to survive with the help of many people by working as a subcontractor for construction companies, renovation companies, and store interior contractors. At that time, we also made a lot of custom furniture, such as store fixtures and wall storage furniture for new buildings. Well, looking back now I can say that I made a fair amount of money. Subcontractors can concentrate solely on production, apart from doing a little sales work for the main contractor, so as long as they have developed a certain number of regular customers, they do not incur any extra expenses. The general contractor handles the approach to end users, while bearing various labor costs such as advertising costs, showroom maintenance costs, public relations, sales, planning, and marketing. They had a decent amount of skill and were only three people in size. With the help of others, we were able to quickly secure enough work to support ourselves. They start with the work that only they can do, and then outsource the remaining easy work to fellow craftsmen. In short, in name only, we ask our colleagues to become subcontractors. Because they are all craftsmen, they have a tacit understanding of each other and there is no need for meetings regarding production. So, I just faxed the production drawings and that was it. 10% to 30% profit from right to left. There's no better deal than this. That's right. There really is no such thing as a good deal. Naturally, they will suffer a backlash. I'm hitting rock bottom again. Looking back, I realize that at that time, just before the crash, I was just happy that I was able to eat a normal meal like everyone else. But somehow I felt like my feet weren't on the ground. For a small manufacturing company like KOMA, the economic trends of the world have little impact. It seems that work in the industry had decreased due to the Lehman Shock and the structural calculation document falsification issue, but this was completely unrelated at the time of the incident. I started to become vaguely aware of this around 2008, when construction companies and other clients I did business with began to go bankrupt one after another as they ran out of strength. One day, you suddenly lose contact with your business partner. By the time you realize it, it's too late. Then, a few days later, you receive a notice of bankruptcy from your lawyer. Of course, no money is paid. It's bad debt. Some clients had sales of 1 million yen, while others had sales of 3 million yen. In total, I lost nearly 20 million yen. I can't get it, but I have to pay. I did it... There were months when we received zero deposits and had to pay 6 million yen. I couldn't sleep, which was unusual for me, thinking about the payments I had to make at the end of the month. I spent the middle of the night alone on a bench by the river, fidgeting with a can of coffee in hand. The faces of the presidents and staff of our business partners, who had been chatting with us with smiles on their faces just last week, came to mind. I chanted "Damn you, damn you" thousands of times. Even so, I wasn't bitten once by a mosquito while walking along the river in the middle of the night, covered in weeds in September. I think he must have been giving off such a strong negative aura that even the mosquitoes found his blood poisonous. Just pay. If you can't do it, it's over. I have no choice but to do something about it within a month. With this decision in mind, I woke up in the morning. It was my friends who helped me out. Mr. Ueda from ATOM Living Tech and other colleagues who heard about our situation offered to buy the furniture we had in stock for cash. The months continued as I struggled to make payments, but somehow I managed to hang on to my life. I am truly grateful. As expected, I couldn't sleep with my feet facing away from anyone, so I had no choice but to sleep standing up. Naturally, my savings were reduced to zero and I was back to square one, but it was a great experience. I realized how grateful I am for my friends. Sometimes the good news doesn't last. Looking back, it was Midorikawa who gave me the opportunity to first meet these friends. But the situation isn't over yet. When the main contractor went bankrupt, many of the subcontractors also went bankrupt. However, many of those who survived were those who worked as subcontractors, concentrating on production steadily and diligently, without incurring extra costs on communication, customer acquisition, and sales. What that means is a collapse in market prices. The prices of subcontractors are made public. A price war will begin for the still small amount of work. There's no way I could compete with them. 2009 We have no choice but to pursue our own path. Let's make use of our unique strengths. Let's compete with solid wood furniture. Let's do the work that only we can do. Approach end users directly with KOMA original furniture. To achieve this, there are many functions that the company lacks. The company size is such that three people is not enough. It's not something we can switch to right away, but if things stay the way they are, we'll go bankrupt. I don't have time. I can make furniture, but I don't know how to sell it. There are no opportunities or places for people to see and know about it. And there are limitations on costs, time, and effort. We had prepared the minimum amount of products and inventory and were making progress little by little, but a year and a half passed without any real opportunity. I was anxious. Then it was April 2011. It was Midorikawa who reconnected us with Isetan, which we had become estranged from at the time. The "KOMA Furniture Exhibition" will be held for two weeks in a 45 square meter space on the main stage of the living floor of Isetan Shinjuku. It was the best environment. As it was right after the Great East Japan Earthquake on March 11th, I was worried about whether we would be able to achieve our sales target of 3 million yen. The result was 4.5 million. We can do it too!! I was just so happy. After that, I was given a lot of inspiration and a variety of opportunities by senior people in various industries. The success of these projects led to further work. It was Midorikawa who first created the opportunity for me to meet these respected people. When introducing people or opportunities. Obviously, the usual position would be "I'll introduce you." Midorikawa is different. "Matsuoka, it might be a hassle, but please come with the intention of helping me - you're the only one I can help." He would always say this to connect me with people and opportunities. And when it turns out delicious, you'll think, "As expected of Matsuoka! I'm so glad I asked him to do it!" There's no need to feel indebted. "I don't have anything, but even though I'm like this, there are things that only I can do." Midorikawa, who says this, is a prime example of someone who lives a refreshing life within his own ``role.'' It has nothing to do with outstanding skills or talents. It's all trivial compared to his heart. That's what Midorikawa says. "I want to stay in the game for another 10 years. I'm still not satisfied with myself." So cool! That's cool! Midorikawa often drops by KOMA's workshop. Sometimes we go out for drinks. He gives me a lot of advice, but I don't listen. If I say something rude like, "Shut up, don't tell me what to do, lol," he'll say, "Hahaha, that's right! The future of the industry is for you to do what you like!" But I remember everything he said. When things were awkward between me and Kamei. "You're lucky you have friends to complain to." When you're angry at the young people. "It's okay to say the same thing over and over again - it's a good learning experience for you." and "I'm glad I got to meet Matsuoka again today. I got to hear some great things. I learned a lot." He said this to me, who is younger than his son, before leaving. In order for me to take over the baton that he has been passing on to me, I want to make better furniture. Mr. Keiji Midorikawa is in his 73 years old. I recognize him as the coolest person. He is extremely friendly and bright saying, "It is not mere tomorrow, but tomorrow I am scheduled 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 coolest 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 a 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 affordable 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 was 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 advertisements, 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 with 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.
