Interview with iLand6 CEO Todd Walzer
Yoko: Many Westerners believe that doing business in Japan is very different. As a Westerner doing business in Japan a long time, what do you think?
Todd: Of course, business is business, and that is the same everywhere.
But, even if the destination is the same, the journey is different. Japan has a long ancient history, and people take a long-term
outlook. Relationships person-to-person and company-to-company take precedence over getting a particular deal done. So, process becomes very important. If I go to a customer, make a business proposal, help them evalute it - and finally they decide not to do the business, they still appreciate me. Because I was honest, and helped them. The next time I bring a proposal, they will be glad to talk to me again.
Yoko: It's different than a U.S. apporach?
Todd: Sure. In the U.S. you phone someone you had a contact with a year ago. First of all, you never speak to the person because it's all IVR voice mail systems. But anyway, it turns out the guy left the company 3 months ago, and you're back to Square One. In Japan, people shift from section to section of the company, but mostly there's still there. And, usually you're dealing with a team of people, not one individual. So, you keep a continuity with that company over time.
Yoko: So, you like doing business in Japan.
Todd: I do, but there are downsides. This is a risk-averse society, and it's not easy to get a decision made. Because you're dealing with a team and not an individual, they're all looking at each other, and nobody wants to stick his neck out and say "this is great! Let's do this". Because if it fails, his company will make him sit next to the window for the next 25 years and do nothing interesting.
Yoko: Was it easy to acquire Japanese language skills?
Todd: God, no! The first few months, I kept looking at these kanji characters in the subway station, and my head was dizzy. Then you take a word such as "kiki" - it could have 5 or 10 different meanings. It could be "equipment", it could be "crisis", and so on. So you've got to read the kanji to know what's going on. When they show an interview on NHK TV, they put Japanese subtitles on the bottom of the screen. This is for the Japanese people - so they'll understand fully what he's saying!
Yoko: You spent 20 years in the U.S. before living in Israel. Why has iLand6 focused its business on Israel? There are many great companies from the U.S....
Todd: There are great technology companies in Israel. Japan is always looking for cutting-edge, differentiated technologies. So, it is easy to get their attention, and iLand6 got identified by Japanese partners with great Israeli technology.
Also, since I'm Jewish, I value Israel as my homeland. The work iLand6 does contributes greatly to the strength and viability of Israel's economy. It motivates me to know that my work can make a difference.
Yoko: That is your personal preference, but do your partners feel the same way?
Todd: I believe they do. My partners Naohiro Okada and Hiroshi Ezoe feel a close bond with Israel culture, and our Israeli business partners. There are not a lot of companies operating as Jewish-Japanese partnerships, you know.
Yoko: Do you enjoy Tokyo lifestyle? How has it changed over the years.
Todd: I enjoy it, although my wife takes more advantage of the cultural opportunities than I do. Tokyo has globalized rapidly the past 15 years. Nowadays it is easy to find good coffee, and interesting people from around the world. I like the environmental-consciousness of Japan. I don't keep a car, and enjoy walking and taking the trains everywhere. Since being scolded by my first assistant Aya Kawakami, I separate garbage religously into the 7 categories.