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Highlights: November 2001 Issue

"The Market Only Needs One Data Provider": The IMS Japan Story

Long-time readers are aware of the many companies we profile whose business models allow them to thrive in both up and down cycles.  IMS Japan, whose business is providing essential pharmaceutical sales, prescription and promotional data to pharmaceutical companies, is an example of another such company.  No pharmaceutical company operating in Japan can survive without IMS data.  Read how this company continues to grow its business no matter what the business climate.

Structuring Itself Like Its Customers: The Emery Japan Story

The leading foreign air freight forwarder, and sixth largest in Japan overall, operates according to a few key principles.   It structures itself like its customers, focuses on filling customer needs its local competitors can't or won't; and treats its key partners as if they too are customers.  It now ships more than fifty percent more than it did in 1994, and does so with seventeen percent fewer staff.  Emery Japan's president describes its unique approach in a very crowded market.

A Specialist Offers Advice: "Restructuring a Customer Responsive Sales Organization in Japan" (Part Two)

In this second of a two-part series, the author, a former Vice President for Sales and Marketing Development for Revlon International, discusses how he convinced senior managers in Revlon's Japan division to buy into a restructuring that included reducing headcount.  Those who desire to restructure their own company's Japan operations or those of a new acquisition should pay close attention to the experiences and lessons offered by our specialist this month.

Many of Japan's Lesser-Known Companies Have Global Impact

Japan has several million tax-paying entities, mostly private.  Many of them have hundreds of millions, or billions, of dollars of revenue, strong franchises, and often brand names which are known in markets worldwide.  Corporate managers focused on Japan are reminded that many of these companies have the potential to be important customers, influential partners, and reliable vendors.  Here we profile five Japanese companies whose importance may have been overlooked.

Japan Insight: Get the Scoop

The good and the bad in Goldman's NPL analysis; Anime in New York (Finally); Wilbur Ross at Japan Restructuring Summit; Celebrating 'Engrish'; Etc.

From the Editors

The New World, and Japan...

Plus much more...

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