In this 30th installment of the series, we spoke with Kenji Matsubara (57), director of Konica Minolta Business Solutions of Brazil. Since its establishment in 1988, the company has been involved in the sale of multifunction devices, production print machines, and label printing machines. Last year, Konica Minolta Inc. of Japan celebrated its 150th anniversary, while the company itself marked its 35th anniversary, and to mark this milestone, the company created a special logo for both companies and expanded its sales activities.
Maintains top share in Brazilian color production print market
The company was established in 1988 as a joint venture between Konica Minolta Inc. and Marubeni Corporation (investment ratio: Konica Minolta 51%, Marubeni 49%). When it was first established, it also manufactured copying machines in Manaus, but now it sells and provides after-sales service for a variety of multifunction machines and printers for various purposes within Brazil.
Japanese companies, which excel at manufacturing precision equipment necessary for machine parts, hold a large share of the global market in this industry. While there are several competitors in the industry in Brazil, including Japanese companies, according to statistical data from a research company, the company has maintained the top share of the Brazilian market for color production print machines for several years, and in recent years has made sales of production print machines the core of its business.
The company's after-sales support system is also meticulous, and is highly praised for its prompt response when problems arise and the product orientation it provides to dealers and technicians.
Contributing to the realization of a sustainable society through business activities
Although sales have grown by introducing new products and services in line with the evolution of the times, the multifunction printer business in modern Brazil is as mature as in other developed countries. Since the pandemic, paperless and teleworking, which had been progressing gradually until then, have expanded rapidly, and the company predicts that it will be difficult to continue with its existing business alone in the future. In order to differentiate itself from competitors, the company is working on problem-solving proposals that involve new products, cost reduction proposals for customers, and even contributing to solving social and environmental issues through its business.
The Konica Minolta Group defines sustainability as "contributing to the realization of a sustainable society while also growing as a company by solving social and environmental problems through business activities," and is always mindful of sustainability as the core of its management.
The annual Brazilian digital print fair
Brasil Digital Printing, a trade fair focusing on digital printing in Latin America, is held every year in Sao Paulo, and the company also participates every year. This year it was held at the Expo Center Norte (Fespa) from March 11th to 14th, and the company's space was located directly in front of the entrance to the exhibition hall, occupying the largest space among the exhibitors, and the company's booth was visited by approximately 2,200 visitors over the four days.
This year, the exhibition featured production print machines, label machines, and packaging printers (manufactured by MTex) with a sustainability theme. New products announced included the monochrome printer AccurioPress 7136P and the PKG-800, a printer ideal for direct printing on corrugated board. Visitors were given demos of the exhibit machines, function explanations, and sample products were distributed, making for a very successful event.
In addition, the company plans to exhibit its new label machine, AccurioLabel 400, at the Flexo & Labels EXPO 2024, which will be held in São Paulo from June 25th to 28th this year.
A Latin-themed commercial appearance was decided on the spot
Matsubara, who was assigned to Brazil about two years ago, has been in charge of Latin America for the past 12 years and has visited Brazil and Peru on business trips.
"Actually, I suddenly appeared in a commercial in Peru," he recalls with a smile. At the time, the president of a Peruvian agency with whom he was doing business during a business trip was a big fan of former Peruvian President Alberto Fujimori. The president's Japanese name was Kenya, and Matsubara's name Kenji sounded similar to the president's, so the president took a special liking to Matsubara. During the meeting, an unexpected commercial video for Konica Minolta products was being shot, and Matsubara ended up appearing in the role of a Japanese business partner.
"Before I was assigned to Brazil, I had a vague image of South America as being friendly and relaxed, but when I actually worked with Brazilians, I was really helped by the executives' sincere management and the staff's proactive and positive approach to work," he says.
He is also very conscious of the importance of the sales field, and makes an effort to proactively visit customers himself to introduce the company, check the condition of the machines they are using, and make sure they are not having any problems. "It is very important to go directly to customers and hear their opinions, and I would like to continue to visit them proactively in the future," he says.
Based on Konica Minolta's management philosophy of "creating new value," the products and services it sells will print happy memories in its South American business and continue to contribute to the local community in Brazil.
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Overview of Konica Minolta Business Solutions do Brasil |
*This article is reprinted from the Brazil Nippo (June 15, 2024).
© 2024 Tomoko Oura
