最初の計測器の開発は汎用機を目指したものでした．しかし，強い営業力を持たない限り，ビジネスとして成功するには大変です．前職時代の計測器部門は，製販分離型だったので，販売部門が持っている顧客リスト以上には売れることはありませんでした．一方で，大きな企業では成功している現業と比較され，年間売上が１００億円以上，利益率１０％以上を求められます．しかし，そんな事業が簡単にできるわけがありませんし，それができるのであれば苦労しません．しかも，恥ずかしくもなくそんなことを言う社内エリートは，自分では新規事業を立ち上げた経験も全くなく，過去先輩達が立ち上げた優良事業部門にいることだけで，さも自分が大きく貢献した，あるいはしているかのように話す連中ばかりです．私は，そういう場合，全国発明表彰や地方発明表彰を獲得した特許の発明者を調べます．大抵の場合，口先だけの社内エリートは，発明者に名前を連ねることはありません．

　私が事業を立ち上げる最初のステップは，ニッチでも良いので，そこでまず高いシェアを獲得し利益を上げることだと考えています．そのためには，ターゲット顧客を明確にする必要があります．ここでは，まず，PCB処理施設用PCBモニタリングシステムと不正薬物探知システムについて考えてみたいと思います．
　PCB処理施設を全国に設置する機関はJESCO（中間処理・環境事業株式会社）と明確に決まっています．しかし，いきなりJESCOに売り込むわけにはいきません．そこで，環境省の国立環境研究所の当該分野の先生方と共同研究を行うことにしました．そのときには，ダイオキシン前駆体モニターが技術的に完成していましたので，測定対象をPCBに置き換えるというのが共同研究のテーマでした．結果的にうまく行き，全国のPCB処理施設に数十台が販売されました．他社との競争の関係で価格を高く設定できたので，利益率の高い装置にすることができました．

　一方，PCBモニタリングシステムの基本構成をそのままにして，インターフェイスの部分を変えると，不正薬物探知システムになります．これをいきなり，全国の財務省傘下の税関等に販売することはハードルが高かったので，まずは財務省の研究所と共同研究を実施しました．それまで．日本の税関では，米国の薬物探知装置を輸入しては評価していましたが，誤報が多く使えないというのが，検査現場の声でした．その後，財務省の研究所が税関の検査官と評価に入りましたが，不正薬物を高感度にしかも正確に探知できることから，一気に評価が上がり，現場での導入台数も増えていきました．現在では全国の税関に導入されています．

　以上のような形で，それぞれのニッチ分野で高いシェアを獲得できると，少なくとも当該分野では他の装置を使用することができなくなり，継続して安定なビジネスに成長していきます．


First, aim for a niche-top strategy 2022/05/17

The first measuring instruments we developed were intended for general-purpose use. However, without a strong sales force, it is very difficult to succeed as a business. In my previous company, the measuring instrument division was a separate manufacturing and sales company, so we were never able to sell more than the customer list that the sales division had. On the other hand, large companies compare themselves with successful businesses and demand annual sales of 10 billion yen or more and a profit margin of 10% or more. However, there is no way such a business can be done easily, and if it could be done, there would be no difficulty. Moreover, the in-house elites who say such things without shame are those who have no experience in launching new businesses themselves, and who talk as if they have made a significant contribution simply by being in an excellent business division launched by their seniors in the past. In such cases, I look up the inventors of patents that have won National Invention Awards or Regional Invention Awards. Most of the time, the mouth-breathing in-house elite are not named inventors.

　I believe that the first step in starting a business, even in a niche, is to first gain a high market share and make a profit. To do this, we need to identify our target customers. Here, I would like to first consider PCB monitoring systems for PCB treatment facilities and illicit drug detection systems.
　The agency that installs PCB treatment facilities throughout Japan is clearly defined as JESCO (Japan Intermediate Processing and Environment Corporation). However, it is not possible to sell to JESCO out of the blue. Therefore, we decided to conduct joint research with professors in the relevant fields at the National Institute for Environmental Studies of the Ministry of the Environment. At that time, the dioxin precursor monitor had been technically completed, so the theme of the joint research was to replace PCBs as the measurement target. As a result, the project was successful, and several dozen units were sold to PCB treatment facilities nationwide. The competition with other companies allowed us to set the price high, and we were able to make the equipment highly profitable.

　On the other hand, if the basic structure of the PCB monitoring system is retained and the interface is changed, the system becomes an illicit drug detection system. Since it was difficult to sell this system to customs offices under the Ministry of Finance, we first conducted a joint research project with a research institute of the Ministry of Finance. Until then. Japanese customs had been importing and evaluating U.S. drug detection devices, but the feedback from the inspection field was that they were unusable because of the large number of false alarms. Later, the Ministry of Finance's research institute joined customs inspectors in evaluating the device, and because it can detect illicit drugs with high sensitivity and accuracy, its reputation quickly rose, and the number of units installed in the field increased. The number of units installed in the field has increased.

　Once a company gains a high market share in a niche field, it is no longer possible to use other equipment in that field, and the business grows continuously and stably.