横浜こぼれ話は筆者の佐藤栄次が随筆や意見や考えを書いておりますので、一度見に来てください、

We were unable to increase sales to developing countries. We were forced to ask why we couldn’t.
Everyone knew the cause.
We shouldn’t sell expensive diagnostic equipment to developing countries. Even if there was a case that seemed to sell, when asked if the service of the equipment could be provided by an agency, no one could proceed with further business.
This kind of discussion has been going on all the time.
At the monthly export meeting, when we explained the potential orders, the service department always asked who would install the equipment and who would maintain it. Those orders have disappeared.
I was always angry about the service department’s response.
Around that time, there was a bid for ODA (Official Development Assistance) to deliver cardiovascular equipment to the Heart Center in Manila, Philippines.
This case was won by Nissho Iwai with Toshiba equipment. The total winning bid for the equipment is about 300 million yen. It was the first time for such a high-priced product to enter the Philippines.
At the X-ray regular export conference that month, I reported an order for this Filipino cardiovascular system.
And, as always, installation and maintenance became a hot topic.
The service senior manager complained about this order.
Why didn’t you talk about this story in advance?
In the first place, he urged me what you think of installation and maintenance.
I responded to this statement by saying, “Installation and maintenance are your problems. We are a sales department. What do you do when we think about installation and maintenance?”
This backlash made the service senior manager angry.
In the first place, I was asked if this order was profitable, so I replied, “I am distributing the statement, so please take a look. I will omit the detailed explanation here.”
In fact, ODA bidding is profitable. The service senior manager, who has no words to say, said that the service department cannot promise that it will be able to dispatch engineers for installation.
Again, I returned. “President Akino will be attending the opening ceremony of this hospital, so Toshiba’s president or vice president class will be attending. At that time, Toshiba’s installation cannot be delayed. Please be careful. ”
With this, the service senior manager couldn’t make a noise.

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