The Winning Formula Behind
HighChem's Rapid Growth in the Chemical Products Division

Chemical Products Division Overview

Functional Chemicals Sec., Functional Chemicals Dept.

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  Our department mainly focuses on the OEM business for fine chemicals. When Japanese companies outsource product manufacturing to Chinese manufacturers, we provide one-stop support covering everything from manufacturer selection to technical support and translation services. With many employees who are familiar with both Japanese and Chinese cultures and have strong technical knowledge, we have earned the trust of Japanese companies and have been one of HighChem’s core businesses since its establishment.
  
  Launching a product is extremely challenging. It requires years of effort and persistence, including making numerous trips to China together with customers. However, once the business gets on track, it becomes a rewarding business that can generate stable revenue. At the same time, products have a limited lifespan, so relying on existing core products forever is not a sustainable approach. We must constantly identify and develop new projects.

Industrial Chemicals Sec. #1, Industrial Chemicals Dept.

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  Industrial Chemicals Sec. #1 mainly handles general-purpose chemicals. The scope of our work is truly broad, covering not only import and export between Japan and China, but also domestic sales and triangular trade.
  
  In Japan, we own solvent storage tanks and have accumulated expertise in solvent inventory sales. Our product portfolio is also diverse, ranging from our core general-purpose chemicals to high-value-added semiconductor products developed by leveraging our expertise in solvents.
  
  Looking back to when I joined the company, our core industrial chemicals business consisted of only one or two main products, with annual sales of only several tens of millions of yen. However, by the time this department was established, we had grown to generate approximately 1.6 billion yen in sales, and we are expecting sales of 4.6 billion yen this fiscal year. Looking back, we have achieved threefold growth since those early days.

Industrial Chemicals Sec. #2, Industrial Chemicals Dept.

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  Industrial Chemicals Dept. mainly handles general-purpose chemicals, but Industrial Chemicals Sec. #2 has a high degree of flexibility in the products we handle. While paint-related products remain our main business, we also work across a wide range of fields, including semiconductor raw materials, fishing line materials, and daily-use chemical products such as bath additives.
  
  To continue growing our business, we are working to establish a structure that ensures stable sales and profits by expanding into multiple fields and developing each area into a major business pillar.
  
  When Industrial Chemicals Sec. #2 was established, its sales scale was around 800 million yen. To be honest, it was at a level where the continued existence of the section was uncertain. However, we have now grown to a stage where we can aim for annual sales of 3 billion yen. This means that our department has also achieved more than threefold growth in approximately 10 years.

The Secrets Behind HighChem’s Growth

What do you think are the reasons behind HighChem’s significant growth over the past 10 years?

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  I believe HighChem’s growth has been driven by three key factors: “the environment,” “human capabilities,” and “company culture.”

Environment

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  First, regarding the “environment,” China’s economy has developed significantly over the past 20 years. I believe that being able to successfully ride this wave of growth has been one of the major factors behind HighChem’s expansion.

Human Capabilities

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  I strongly agree with the second point: HighChem is a company with strong “human capabilities.” I believe HighChem’s growth has been supported by something very fundamental — our sales members first listen carefully to customers’ needs and respond to their requests quickly and sincerely. Even when customers make challenging requests, our employees continue to respond with a positive attitude and genuine commitment. I believe this is one of the biggest reasons behind our growth.
  
  Understanding what customers truly need, accepting their requests sincerely, and responding appropriately — these fundamentals are the most important qualities for a trading professional. In short, I believe both “heart” and “footwork” are essential.

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  That’s right. Compared with other major Japanese trading companies, I would not say that HighChem’s sales skills are necessarily superior. However, I believe we have been able to treat every opportunity, whether large or small, with appreciation and provide the best solutions based on each customer’s needs.

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  Also, it is important to remember that our customers are not the only ones we need to value. Cooperation with our China offices is equally important. Even if our sales members in Tokyo work hard, our business cannot succeed unless we work together with our colleagues in China and build strong relationships of trust with manufacturers.

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  A trading company can only achieve strong sales when it has strong sourcing capabilities. That is why every partner we work with is an important customer.

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  I believe HighChem is also chosen by Chinese manufacturers because of our deep understanding of the Japanese market. Through the continuous efforts of building trust between HighChem’s China offices and manufacturers, we have been able to establish exclusive agency agreements with multiple manufacturers. This is one of HighChem’s greatest strengths.

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  Another characteristic of HighChem is the strength of each individual. For a trading professional, the amount of information you possess is extremely important. Since joining HighChem, I have spent time every day for the past 15 years gathering information, such as by reading newspapers. What is essential for expanding sales is discovering seeds for new products. I believe these opportunities become visible by increasing the amount of information we collect and gaining a deeper understanding of products.

Company Culture

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  The third factor, “company culture,” is something that I believe runs through the foundation of HighChem. When I was a new employee, I naturally developed a strong desire to work hard myself by seeing my supervisors putting their full effort into their work every day.

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  That’s right. I believe one of the great things about HighChem is that employees can feel they are able to demonstrate their own value by working hard at the company. As a Chinese person living in Japan, I am involved in businesses connecting China and Japan, and I am engaged in work that contributes to the societies of both countries. I believe it is a strong motivation for everyone to feel that the more they work, the more they can demonstrate their own value.

What kind of people do you think can succeed at HighChem?

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  I believe it comes down to having strong “human capabilities.” Ultimately, working at a trading company is about whether you can be liked and trusted by others, and whether people think, “I want to entrust this person with the job.” I believe the kind of character that can take responsibility for the future is what truly matters.

What specific qualities do you think are included in “human capabilities”?

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  I believe it is important to have a positive attitude and the willingness to continuously take on new challenges. In our department, we need to encounter new products every day and cover a wide range of industries. The first two to three years after joining the company are a period of learning. Those who are open-minded, positive, and able to learn and absorb new knowledge will surely be able to succeed at HighChem.

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  People who can enjoy their work are valuable. I believe those who think carefully using their own judgment and actively absorb various kinds of knowledge have great strengths. Trading professionals are required to have broad knowledge, even if it is not always highly specialized. Therefore, people who continue learning on their own have a significant advantage.

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  Whether you can truly enjoy your own work makes a big difference. We spend eight hours a day at work, which accounts for a significant part of our lives. Rather than simply spending that time, we would like people who can work with their colleagues while maintaining high motivation and enjoying what they do to join us.

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  I hope people will view their time at HighChem not simply as work, but as a stage where they can realize their own vision for life. Through their work, they can continue to grow, experience a sense of achievement, and enrich their lives as a whole. We hope to build HighChem’s future together with people who share this mindset.