High-performance filtration device FILSTAR interview ! - Industria Thailand Confidential Stories - Part 2 -

17/08/2018

Samurai Asia Editorial Department

Mr. Goto of Industria Thailand, which sells the high-performance filtration device "FILSTAR", and Ms. Tsuji, President and CEO of Crossroads Capital Co., Ltd. serving as an advisor to the company and connecting Japan, Thailand and Asia delivered the second part.
This time, we will talk about the event that became a turning point for Industria Thailand.

⇒The first part of the article is here

◆Samurai Factory: Until now, Ms. Tsuji has been acting as an advisor for Industria, are there any memorable experiences?

Industria Thailand, which sells the high-performance filtration device FILSTAR

Ms. Tsuji: That was when I received a request for presentation from a major automobile company. As soon as I got the request, I had a serious discussion with Mr. Goto and I thoroughly focused on the “core” of our proposal.
Because many competitors were good at conveying the features of their products, but there were also a lot of their disadvantages as well. However, for our customer, they wanted able to see the result in terms of numerical data from the beginning to the midterm and long term effects after the installation, as well as the product features. Therefore, number based information would make huge difference when the time came for the customer to make a decision on the product.

◆Samurai Factory: There is certainly a numerical basis, it is convincing.

Ms. Tsuji: If you put it into words, it sounded easy. But when you actually had to make it, it was a painstaking job. When I informed Mr. Goto that I got an enquiry from the customer that they wanted to see the cost effectiveness 5 and 10 years after installation, I thought that would take a considerable amount of time to prepare such details. I remembered the attitude of “Customer First” from Mr. Goto; it was wonderful, and I was extremely happy to work with him as an advisor.

Mr. Goto: Thank you very much. It certainly took a while, but I was able to gather all the top Japanese staff from the technical department on that day, and I got very good feedback on our proposal. And in the third year of our operation in Thailand, our business had pretty good results. So, I got the word "thank you" from the head office president. It was a rewarding feeling. All thanks to Ms. Tsuji's advice.

Industria Thailand, which sells the high-performance filtration device FILSTAR

Ms. Tsuji: Thank you very much too. When I heard that story, I felt warm in my heart.

◆ Samurai Factory: Because of your hard work, you were able to overcome all difficulties; it is quite impressive.

Mr. Gotou: Everything was getting much better, especially when Ms. Tsuji had introduced us to the Thai Subcontracting Promotion Association. Thanks to that, Industria became the first Japanese company to be a member of the Thai sub-contract association! Currently our Thai staff represents and corresponds closely with the association.

Ms. Tsuji: Although the subcontractor association is an organization that mainly consists of small business owners, it also gave us a chance to match our service with clients. It was easy to build relationships with Thai staff that represent the company, and it also gave them a motivation for success as well. Association member companies may still be small in size and low in priority; however, the possibility of becoming a business partner or collaborating partner will be great in the future. Not only the companies within manufacturing industry, but also companies such as the food industry are members as well.

◆Samurai Factory: Indeed, in order to survive in the Thai market in the future, I feel that connecting and exchanging with local companies are also important. It is sensible to establish the connection now. Anyway, Ms. Tsuji's achievement as "Advisor" is wonderful.

Mr. Goto: I really appreciate Ms. Tsuji for becoming a total advisor for us. It all began with introduction of excellent interpreters and now is helping us respond to every problem in Thailand.

Ms. Tsuji: It sounds like a good chore that is for your convenience (laugh).

Industria Thailand, which sells the high-performance filtration device FILSTAR

Together:：(laugh)

Mr. Goto: I will never forget your kindness.

◆Samurai Factory: Ms. Tsuji and Mr. Goto, Thank you very much for your cooperation for today’s interview.

*¹Thai Sub-Contract Association （Thai Subcontracting Promotion Association, Thailand）http://www.thaisubcon.com/SubconEng/news.aspx
Industry association founded in 1999, based on the "Subcontracting Promotion Club" consisting of component manufacturers in the fields of automobiles, electricity and machinery.

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