Interview with Hatta Kenji
We spoke with Hatta Kenji, a young employee at HAGIHARA INDUSTRIES INC.
Recommending high-quality products from the customer's perspective
You originally wanted to work in research and development. What do you enjoy about sales?
Hatta (surname only)
I’m happy when my proposals to customers go well and the results show up in the numbers. It’s rewarding when a new product I recommended appears on the shelves at a home improvement store, or when customers reorder a product.
HAGIHARA INDUSTRIES INC. does not compete on low prices.
Instead, our products are high-quality and durable, and we offer a range of distinctive products to suit different situations and uses. I try to explain the features of each product clearly and make recommendations that meet our customers’ needs.
What do you keep in mind when making recommendations?
Hatta
I think carefully about how much of a benefit it is to customers that our products are higher quality, even though they cost more than imported blue tarps. Making recommendations from the customer’s perspective can be challenging, but it’s also where I can show what I’m capable of.
I also value speed.
Responding quickly builds trust, and when something comes up, customers sometimes contact me first, saying, “Let me ask this person.”
Buyers are often busy and have back-to-back meetings, so I work hard to explain things within the limited time available.
On the other hand, is there anything you find difficult?
Hatta
In recent years, with prices rising, I’ve often had to discuss price increases. I want to have those conversations after building a solid relationship of trust with our customers.
In this industry, people in their late 20s to early 30s, like me, are still considered young. Many of the buyers I meet with are from older generations, so I’m constantly trying different approaches to make sure our discussions lead to their understanding and agreement. People of different ages also have different small-talk topics, so I’m still figuring that out, too.
There are many challenges, but once you’ve built a good relationship, it’s rewarding as a salesperson when that leads to repeat orders or the introduction of new products.
The work behind a successful trade show
Could you tell us about a memorable work experience?
Hatta
In my first year after being assigned to the HC Mail Order Department, I was appointed project leader for the JAPAN DIY HOMECENTER SHOW, a trade show held at Makuhari Messe in Tokyo. It’s a very large event that also includes business meetings.
I took over from my predecessor, but once I actually got started, there was so much I didn’t know that I really panicked. There was a lot to do: planning and preparing the exhibits, arranging equipment, producing promotional materials, and helping develop new products to unveil at the show.
Presentation is important at a trade show.
For example, for the truck-sheet display, we came up with ideas to make it easy to understand at a glance, such as buying a model truck and actually putting a sheet over it.
You were given a major assignment right after joining the department. Did you manage to get through it successfully?
Hatta
I consulted with the people around me and got various pieces of advice, and somehow managed to bring it to a successful conclusion.
It was my first time, so some of the meetings ended up being pretty chaotic. But I realized how important it was to learn from those mistakes each time. After that, I was in charge of the trade show for three consecutive years, and we were able to hold it much more smoothly than in my first year. Looking back, I’m glad I had the experience.
HAGIHARA INDUSTRIES INC. offers many opportunities for growth
What is the atmosphere like at your workplace?
Hatta
The HC Mail Order Department I’m currently in has employees ranging in age from their 20s to their 40s, and there are relatively many younger employees. I think it’s an environment where it’s easy to communicate, especially when sharing work-related information.
That’s because, no matter how busy things get, our managers make sure to look out for us younger employees. That makes it easy to ask for advice, and I feel that they really care about us.
I think there’s a culture where even young employees can take on challenges if they have the desire to “give it a try.”
I see—you have an environment that encourages you to take on challenges. Is there anything you’d like to work hard on or achieve going forward?
Hatta
I may already be working on it right now.
One of our products is a heat-shielding sheet called “Snowtex.”
It’s already helping people get through Japan’s scorching summers, and I’m working hard as the leader of a project team developing an improved new product.
It’s a project involving a lot of people, so honestly, the pressure is considerable. It requires a wide range of skills, including development, sales, and marketing, so it’s challenging, but I think it’s helping me grow a lot.
First, our whole team will work together to achieve our sales target and deliver results.
Helping the younger generation energize Kurashiki
You moved to Kurashiki from your hometown of Tottori. What has it been like living here?
Hatta
There’s a Shinkansen, a wide variety of places to eat out, and just the right amount of city life, so I think it’s a comfortable place to live.
What particularly surprised me after moving here was how little it rains. There’s little rain or snow, and I’ve really come to appreciate why it’s called the “Land of Sunshine.” Kurashiki is a comfortable city to live in, too, thanks to its climate.
Could you share a message for young people your age?
Hatta
I think quite a few people just “go through the motions” at work, following instructions from their managers and senior colleagues.
But having a goal can change that feeling of “being made to do it” for the better, and help you grow as a person. If you establish one firm principle for yourself, I think you’ll be able to adapt no matter how much your environment or workplace changes.
It’s still a long way off before people our age reach retirement. These are challenging times, but let’s do our best and make our city even more vibrant!
From the Writer
Alongside his day-to-day sales work, Hatta is involved in a variety of projects. Through the interview, it became clear that HAGIHARA INDUSTRIES INC. has a culture where opportunities keep coming the way of young employees.
Hatta’s enthusiastic approach, even in the face of challenges, seems to embody the company culture. I think positive young employees like Hatta will help HAGIHARA INDUSTRIES INC. continue to evolve and become even more exciting.
Let’s continue to follow the work of HAGIHARA INDUSTRIES INC., which supports Kurashiki’s industries. I’ll also be cheering on the project led by Hatta and hoping it achieves its goals.
Kurashiki Work Stories Woven by Young People: Back Issues
HAGIHARA INDUSTRIES INC. Information
| Organization Name | HAGIHARA INDUSTRIES INC. |
|---|---|
| Industry | Manufacture and sale of related products made using “flat yarn,” a synthetic resin fiber whose main raw materials are polyethylene and polypropylene, as well as industrial machinery such as slitters that apply flat-yarn technology. |
| Representative | Asano Kazushi |
| Year Established | 1962 |
| Address | 1-4 Mizushima Nakadori, Kurashiki City, Okayama Prefecture |
| Contact | 086-440-0860 |
| Website | HAGIHARA INDUSTRIES INC. Website |
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