“Confronting Competitors with Hidden Gentleness and Inner Strength — Competing Against Morally Undisciplined Rivals”　

This time, Inamori* spoke about the above motto in Kyocera philosophy.

What Inamori said is quoted with “”.

 

“I imagine that many of the business owners gathered here today—whether in retail or any other industry—find themselves in the midst of harsh and unforgiving competition.

There must be many among you who feel troubled, thinking, “Our industry is suffering because we have such thoughtless, irresponsible competitors—people who act without any moral or ethical values.”

In the severe business climate we face today, where competition can feel like a blood-for-blood struggle, everyone is simply trying to survive.

Within that reality, you join Seiwajuku, listen to the Philosophy, reflect deeply on what management truly is, and seriously contemplate the meaning of life.

Doing so makes it impossible to behave in a careless or irresponsible way—and it is precisely in that gap between ideals and reality where many of you are struggling.

I believe your question arises from that very struggle.”

(Quoted from the Inamori Digital Library.)

 

In this situation—where competitors engage in illegal practices and reckless dumping, forcing you into price wars that you cannot follow without taking losses and creating internal friction—Mr. Inamori offers guidance.

I believe his key points can be summarized as follows:

 

 

 

I will now explain each point in greater depth.

 

 

１Explain the situation to your customers with utmost sincerity and integrity 　

Inamori’s Words

“In the end, I believe there is no other way than to explain this to your customers with all your heart.

Up until now, sales may have meant simply securing orders. But when you find yourself in such circumstances, the true question becomes: How do you persuade your customers?

Because you are determined to uphold what is right and to act in accordance with what is just, you must help your customers understand that stance.

In a sense, salespeople must become like missionaries—patiently, earnestly persuading customers of the truth.

I believe there is no other method. That is the only way forward.”

— Inamori Digital Library

 

My comments

As he said, the only way to earn the trust of our clients is to continue making our very best effort, day after day.

Since founding our firm, we have consistently released our newsletters.

This is partly because we hope our readers will come to understand who we are—our character, our values, and our way of thinking.

It is also because, if I ever act in a way that strays from the Philosophy, I want our readers to tell me, “That is not the right way.”

Little by little, through such efforts, people will come to truly know us.

I believe that continuing these kinds of sincere attempts is essential.

 

２ Uphold fairness and justice, no matter how harsh the competition may be.

Inamori’s Words

“When people engage in such deviant behavior—illegal acts and practices that violate all proper standards—it is no surprise that the entire industry falls into disorder.

What is essential is that we each uphold what is right and engage in fair and just competition.”

— Inamori Digital Library

My comments

This is a serious issue.

Not only in Japan, but everywhere in the world, when certain players try to dominate a market, they often begin by engaging in aggressive dumping.

In order to sustain such dumping, they inevitably resort to illegal practices that allow them to secure profits in ways that legitimate businesses cannot.

Once competitors are driven out of the market, they then raise prices dramatically and reap enormous profits. I have heard that there are indeed people who think this way—and act accordingly.

In response to this, Mr. Inamori teaches that we must take actions that elevate the industry as a whole. To do so, we need the kind of genuine inner strength that I will discuss in the following section (Point 3).

 

３ Confront the situation with quiet strength—strength tempered by kindness and compassion.

Inamori’s Words

“However, what I call gentle compassion is not merely a soft or tender attitude; it requires real strength.

There are women here as well, but speaking from the perspective of us men—courage and strength may be considered our defining traits.

And yet, even for men, unless that strength is enveloped by a deep and profound affection at the core, I believe life has no true value.

Through Seiwajuku you learned that management must be carried out with a wonderful affection. But in order for that gentleness to manifest itself, strength is indispensable.

The situation may indeed be harsh, but I sincerely hope you will keep striving with all your might.”

— Inamori Digital Library

 

My comments

This is the part I struggle with the most.

I have come to realize that gentleness and strength are two sides of the same coin, and that I must embody both—toward my staff, toward competitors, and toward our clients.

To do this, I must continually ask myself,

“For whom is this action ultimately taken?”

“Whom does this action truly serve or fulfill in the end?”

When I can be certain that what I am doing is genuinely for the benefit of the other person, then I must have the strength to assert it with clarity and conviction.

 

 

 

 

* Mr. Kazuo Inamori, the founder of Kyocera, KDDI (one of the top tele communication companies in Japan) and the top of revitalization project of JAL. As a well-known Japanese entrepreneur, he has been sharing his experiences and management know-how with managements of small to middle companies in Japan.

 

Further queries or doubts, please email to ytomizuka@abrilsjp.com

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