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...have complained that a formidable array of government regulations, tariffs and other import barriers in Japan are as difficult to fathom as a formal tea ceremony, effectively blocking business there. Nonetheless, many U.S. companies have flourished in that environment, playing by the rules and somehow still coming out ahead. IBM Japan's 1985 sales might reach $2.7 billion, up about 20% from last year. Schick claims 70% of the safety-razor market. This year U.S. firms will export $25 billion worth of products to Japan. Proclaims Herbert Hayde, president of the American Chamber of Commerce in Tokyo: "American manufacturers...
...IBM remains the largest and most successful American company in Japan. It controls an estimated 26% of the computer market, which makes it a close second to Fujitsu, whose share is 28%. The reason is IBM's consistent ability to create computers that appeal to the specific needs of the Japanese consumer...
Success, however, has not come without a struggle. Last month IBM said that it has submitted to arbitration a claim against Fujitsu for copying and selling software that is similar to IBM's products. The American manufacturer maintains that Fujitsu is violating a 1983 agreement between the two firms. IBM also went through a corporate reorganization in which 200 U.S. employees were transferred to IBM's Asia/Pacific Group as part of an effort to boost sales...
...IBM, AT&T and other high-tech firms are now vying with one another to tap into Japan's telecommunications market. Last April, Japan's national telephone system was converted from a staterun monopoly into a private enterprise. While it is too soon to predict how much business will be captured by foreign firms, the winners are likely to be those companies that can adapt to the special demands of the Japanese market. Says Byron Battle, an undersecretary of economic affairs for the Massachusetts Office of International Trade: "In Japan, you have to sell it their way, not the Great...
...draft of a children's book in two hours, a feat that can be compared with writing a college term paper during lunch break and getting it published. The Temptation of Wilfred Malachey (Workman, $10.95) is a morality tale for children from eight to 13, in which a demonical IBM 4341 mainframe teaches a New England prep-school student that computing can be more profitable than petty theft. Says Buckley, referring obliquely to an ancient Roman philosophy of virtue: "There is a tug in the story toward right reason." The book shows no sign of having been tossed...