Apr 222012
 

Could one of the traits of a good leader be erasing and ignoring stereotypes?

Not trying to espouse and pose a rhetorical question, but exploring the question.

Can a good leader erase clichés from his or her thought process and instead turn to assessment, listening, understanding, experiencing and learning instead?

 

Here are some:

  • Men are better executives.
  • Men are more aggressive salespeople
  • Immigrants do not do as well because they do not have local experience.
  • People who work from home are lazing.
  • ‘Command & Control’ gets better results than caring and accommodating.

The point is that these might be true for some people some of the time, but blanket statement and generalities are just that. A good leader listens and understands and draws conclusions based on information – not general and vague assumptions.

And there goes one cliché that needs to bite the dust: being cooperative and helpful detracts from the ‘executiveness’ of a person!

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Apr 072012
 

THE SUSHI GUIDE

At over 150 terms I have attempted to compile as comprehensive a list of sushi fish and a guide to sushi terms as possible. Sushi and its related fish can become confusing and many diners and restaurants, and lesser chefs, casually mistake and confuse the terms and the fish. The guide goes beyond sushi staples like shrimp, salmon and tuna. Many of the items may not be available locally or only have Japanese terms. Where possible I have tried to indicate seasonality and availability and added my own subjective experience tasting the item.

I recommend treating sushi with respect and focusing on quality as opposed to surrendering to the temptation of low-grade or cheap fish at the hands of uninformed restaurant owners and their chefs. Inside-out rolls with the nori hidden within, California rolls and the like laden with avocado and salmon and all-you-can-eat joints are particular offenders.

I have added a downloadable document at the bottom of this entry should you wish to download the below as a reference guide.

A

Abura Bozu         Escolar  This fish, also known as Butterfish, is valued by some for its oily and buttery taste. It is sometimes served as White Tuna (Tombo) or Shiro Maguro or called Shizu. I was recently surprised to find it at a high end Sushi restaurant because it is reputed to be difficult for humans to digest. Even though it is fished in the south of Japan and the South China Sea it is not served or eaten in Japan. Canada recommends that Butterfish’s fattier parts be excluded when the fish is served.

Ainame                Rock Trout          It is sometimes called a ‘fat fish’ and eaten in the spring time. This fish lives exclusively near Japan and Korea.

Aji           Spanish or Horse Mackerel          A medium oily fish that sushi bars serve with grated ginger and citrus sauce. Aji is a small fish served in the summer. The word means ‘taste’ in Japanese. Known as Jack Fish, as it is not truly a Mackerel, Aji has a yellow line running across its length. Aji may be infested especially in its mouth and, as such, needs to be properly cleansed. May be referred to as Maaji.

Akaamadai   See Amadai

Akaei     Stingray                This fish is rarer, but when eaten it may be accompanied by Ponzu sauce.

Akagai   Red Clam or Bloody Clam              It is typically available in the winter, spring and summer. Like all clams it is high in texture and, therefore, chewy. Akagai is the clam’s legs and also called Ark Shell. Aka-gai is quite easy to identify as it looks like a wilted flower, of course, once it is taken out of its shell. The taste is sweeter than most clams. It might be served vinegared and could be a sushi or sashimi. It is called ‘red,’ but the colour is more typically off-orange.

Akamachi            Ruby Snapper    This Snapper has a lighter shade of red on its scales.

Akami   Red Tuna             All types of red tuna are called Akami or Akame. This family of fish is at its height in the winter. See Maguro as an example.

Akayagara           Cornet Fish         Akayagara is fished near Japan. It is called Yagara in its shortened form. It is a healthy fish to eat.

Akoudai               Red Rockfish      This winter fish is best cooked. Also known as Menuke, this bright red fish is related to Kinmedai.

Amadai   Tile Fish or Horse Head  This fish is suitable for sashimi and available in the winter. It is a relative of Tai. Also known as Akaamadai.

Ama ebi               Sweet Shrimp    It is well cleansed and served raw at good sushi restaurants. It is alternately written as Amaebi and found in colder waters.

Anago   Sea Water Eel or Conger Eel        A lighter and fluffier version of its more popular cousin, unagi. It is topped with green onions and Teriyaki sauce. The sauce is made from soy sauce, sugar, salt and MSG. Anago is served simmered or pre-cooked and served grilled towards the end of a sushi course. Anago traditionally comes from Tokyo Bay, but is now farmed as well.

Anago

Ankimo                Monkfish’s Liver               Ankimo is served after simmering. It is a pate often served with Ponzu sauce (a Japanese citrus-based vinegar sauce) after being rinsed with Sake. The fish (Anko) is caught through indiscriminate bottom trawling and best avoided.

Anko     Monkfish, Frogfish or Angler      Also spelt Ankou or Ankoo, like Unagi and Fugu Anko has its own dedicated restaurants. It might be used as a stew as well. I believe this fish’s liver is used for making pate. The fish is found in the winter.

Aoyagi   Yellow Clam        it is also known as the Round Clam or Surf Clam.

Arakabu               Scorpion Fish     This small and spotty looking fish is available in the winter. It is also called Kasago as Stinger Fish. It is fished in the Fukuoka waters. Expect a firm fish.

Awabi   Abalone               Awabi is an expensive and tasty snail. It is quite free of contaminants. It has a strong sea aroma and is sometimes salted and served in soy sauce. The best Awabi is available in the summer. Awabi is likely the oldest component of sushi to be eaten in Japan. Tokobushi is the Round Abalone of Japan.

Ayu        Sweet Fish          It is small and grilled member of the Trout (Masu) family. Ayu is rarely eaten raw. It has the appearance of Unagi when served and is a relative of Trout.

B

Baigai   Japanese Ivory Shell. It is akin to a small snail and prized in Japan as Sahimi.

Bintoro    Albacore              This is a warm water fish with an oily, sometimes deemed buttery, taste. Bintoro is often flamed or grilled.

Buri        Adult Yellowtail This yellowtail is expected to be 90 cms or longer and approximately 5 kgs in weight. It is best eaten in the winter when it is most fatty. Most Buri is farmed.

C

Chippu   Sockeye Salmon               This fish is also known as Red Salmon.

Chutoro               Marbled Belly of Tuna near the belly       Expensive medium fatty cut of Tuna from near the flank and belly of the fish.

D

Datsu    Needlefish          A lone ‘D’ entry, this fish is often confused with Sayori.

E

Ebi          Tiger Shrimp       It is typically served cooked (boiled), but the raw form is also eaten as sashimi. Ebi is also served in tempura batter.

Ebi

Engawa                Dorsal muscle of Hirami Fluke or Halibut’s dorsal muscle. It is available year round, but is more common in the summer.

F

Fugu      Blowfish or Putterfish    How would you like to be paralysed? Fugu, nowadays, is more likely a restaurant name than a menu item. Blowfish is toxic and cannot be commonly sold as it can fatally poison its eater if incorrectly cut or prepared. Chefs need to be specially licensed to cut Fugu as the liver contains the toxins. As such, the fish should not pose any danger if the toxins have been correctly removed by a licenced chef. The sale of the genus is banned by the European Union. Fugu is served at specialty restaurants in Japan, which are called Fuguya. Blowfish Sashimi is called Tessa. Fugu Mirin Boshi refers to the snack or appetizer that is dried Blowfish seasoned in Mirin or Sake.

Fugu

Fugu: This hanging Fugu is the closest I have been to this fish

Funa    Crucian or Carp      An olden type of sushi. It is traditionally eaten in its preserved i.e. fermented form.

G

Gatsuo Bonito   See Katsuo (also known as Hagatsuo when referring to Skipjack Tuna).

Geso     Squid legs            Typically served as part of a stew or fried.

Gindara                Sablefish              This fish is most commonly served as blackcod, although many restaurants substitute other fish for the same menu item. Also known as Coalfish, it is an oily fish, but could contain high levels of lead as it is in the upper food chain of fish.

H

Hagatsuo             Skipjack Tuna     A light fish that is confused with Gatsuo. Hagatsuo is striped.

Hamachi               Yellowtail             A popular sushi item, despite it typically being farmed, which is beautiful in its white to yellow to red and pink transition. The word ‘hamachi’ technically refers to younger Yellowtail, but is commonly used to refer to all Yellowtail fish. It is 30 to 60 centimeters long and approximately 3 kg. The term is often interchangeable with Inada. The best and fattier Hamachi, which might be buri, is found in the winter in the Pacific ocean. Yellowtail is more popular and more expensive the bigger and the older it gets. In short, however, one type or the other of yellowtail is available at some time in the year.

Hamachi

Hamachi Kama    Yellowtail Collar  The ‘collar’ of Yellowtail served grilled.

Hamachi Sunazuri            Belly Of Yellowtail            The fatty part of Yellowtail.

Hamadai              Red Snapper      A precious fish that is more often confused than served correctly.

Hamaguri             Clam      An unpopular item owing to its strong taste. It is a hard shell.

Hamo    Pike Eel                This eel looks like a sea snake and best eaten in the summer. It is found in Japan.

Hata    Grouper    Hata is a shortened form of Mahata

Hatahata              Sandfish               Hatahata is found in the north of Japan.

Hawara    American Mackerel         Hawara is a more plain version of Saba and fished in North America.

Haze   Goby          Also may be called Mahaze

Hikari Mono       Shiny Things       This Is A Generic Term For Silver Fish Like Saba, Aji Or Kohada. It is also called Hikarimono.

Himijako              Giant Clam

Hirame    Fluke or Flounder            It is the name for the white flat fishes that are typically served at the beginning of a course of sushi. Due to Flounder living in the sands at the bottom of the ocean the diner might discern a faint earthy taste. Hirame’s season is the cold of winter. Halibut, which is often what people think Hirame is, should be called Ohyo. Even the film Jiro Dreams Of Sushi mistakes the fish on the screen. It is fished on North America’s East Coast.

Hirame

Hokkigai               Surf Clam             Hokkigai is most popular in the Hokkaido area of Japan. What is served is the top part of the clam. This part of the body is immersed in water to dispel and separate the sand and other sea particles. The colour transitions from pink to red to crimson. The peak season for Hokkigai is late spring or early summer.

Hotate or Hotategai        Bay Scallops        This is likely the best-known shellfish. When Westernized it is served with mayonnaise or hot sauce. It is popular as a roll. Hotategai is Giant or Sea Scallops.

Hotate

I

II-dako   Young Octopus The small young Octopi are usually appetizers.

Ika          Squid or Cuttlefish           Ika is served as a sushi or sashimi or an ingredient in soup or hand rolls. Ika is also served as a tempura. Connoisseurs believe the best season for Ika is the spring.

Ika

Ikura      Salmon Roe        The name likely stems from the word ‘caviar’ which is fish roe. Ikura also means ‘how much?’ It is likely the highest source of fish oil, but it would correspondingly be high in cholesterol. Ikura is sometimes decoratively used on top of Japanese dishes.

Ikura

Inada     Young Yellowtail                               This Yellowtail is around a year old and one-foot in length. It is the less expensive or less popular of the Amberjack family.

Isaki       Grunt                    Also known as either Three Line Grunt or Pigfish, Isaki is found in the sub-Antarctic near Chile, Argentina and Brazil, as well as near Japan’s main island. It is off-white and moderately fatty. Its taste is akin to Tai.

Isaki

Ise-ebi  Crawfish   Actually a Lobster

Itoyori   Golden Thread                  Like Tai this is a fish that needs its scales removed first. It is served in the autumn and winter.

Iwana    Char

Iwashi   Sardine This very healthy fish – low lead content – is one of the less expensive and less favoured fish. It is a shiny fish best eaten in the winter. Sardine is named after the island of Sardinia in the Mediterranean. Due to its strong taste and smell it is balanced by green onions and ginger in much the same way Aji is treated. It is sometimes called Maiwashi.

Izumidai               Tilapia   Izumidai is akin to Hamadai or Suzuki. Most Izumidai nowadays is farmed.

K

Kaibashira   Adductor Muscle Of Shellfish  Likely the adductor muscle of Scallops or Hotate at a Sushi bar.

Kajiki     Swordfish            It is increasingly unpopular due to amount of mercury therein. It is also called Marlin. Kajiki is more formally known as Makajiki when one refers to blue marlin. Swordfish’s name is inspired by its elongated bill. It is an oily fish.

Kaki        Oyster  Kaki is quite delicate and needs to be fresh. Could be served as part of a main meal or as an appetizer in deep fried form.

Kamasu                Barracuda           Also known as Whiting, Kamasu is usually served as a grilled fish with rice, but can be served as a sashimi. Barracuda is a fast predatory fish that can swim at speeds over 100 km/h. Akakamasu is Red Barracuda.

Kani       Crab Meat           Fresh crab is used as sushi or as a meal if it is snow crab or Zuwaigani. Watch out for fake Kani. Crab is increasingly an item to which some are allergic.

Kani

Kampachi            See Kanpachi     The Japanese ‘n’ character is pronounced as an almost silent ‘m’ hence yielding this translation and pronouncement of the word.

Kanpachi              Amberjack          Kanpachi is also known as Great Amberjack. It is sometimes served with a citrus juice. Expect to find it in the summer. This fish is similar to Hamachi, but bigger and more favoured.

Kanpachi

Karasu  Garei     Atlantic Halibut or Greenland Halibut      Karasu Garei means ‘cow flounder’ and is a type of Hirame.

Karei      Winter Flounder               A variation of Hirame. Another translation for Karei is Flatfish. Karei is light pink when served and is uneven. A white fish sometimes mistaken for Hirame. The name is occasionally used for Sole. Either way, the fish is probably better eaten as fish and chips than sushi. Halibut is the largest of this family of fish. It is a winter favourite, but less desirable than Hirame.

Kasugodai           Child Snapper    The name of the fish means ‘spring’s child snapper.’ This small snapper is found on the Japanese coast and like most snappers popular in Japan.

Katakuchi-Iwashi              Anchovy              A relative of Sardines. It is relatively toxin-free.

Katsuo   Bonito   Katsuo, or Gatsuo, is typically served with grated ginger and green onions to counter the strong meaty taste. Its dried shavings are used as garnish or ingredients in soups and more. It is the main ingredient in Dashi or ‘stock’ and Miso soup. As an inexpensive fish it is also grilled. It is caught in both the Atlantic and the Pacific ocean in the autumn. It is mistaken for Skipjack tuna. It is a Mackerel relative and formally called Sodakatsuo.

Kawahagi             Filefish  This fish reminds one of a fossil. It even looks two-dimensional. It is a summer fish.

Kazunoko            Herring Roe        The roe of Nishin or Herring means ‘many Children.’ This yellow-ish sushi owes its colours to its origin, but also how it is either pickled or dried. Kazunoko may be served to celebrate New Year.

Kibinago               Silver Herring or Pond Herring    It is best found and eaten in the spring. It is a ‘tiny fish.’

Kidai      Yellow Seabream             A variety of Seabream or Tai. It is also called Yellow Porgy and can grow to 40 cms. It is high in Mercury content.

Kihada   Yellowfin Tuna  This fish is a tropical hence its Hawaiian name, Ahi. Also called Pink Tuna, it is either used for steak and typically served slightly seared. Ahi is a Hawaiian name, which also indicates the fish’s habitat. It can grow up to 120 kgs. Yellowfin Tuna is becoming scarce, but sources are not as depleted as Bluefin.

Kinmedai             Golden Eye Snapper or Alfonsino             This red fish is fatty and best eaten in the winter.

Kisu        Sillago   Kisu is barely known outside Japan, where it is fished, where it is usually used when making tempura. It is a Whiting.

Kohada   Gizzard   Sardine                Kohada is a large sardine. It is one of the silver fishes and, as such, medium oily. It has an intense taste. When older it is called Konoshiro.

Koi   Carp Koi lives in the salty waters of open seas. It comes in a variety of colours and nowadays mostly used for ornamental purposes.

Konoshiro   See Kohada

Kujiro    Whale   Repeatedly made illegal around the world and by international organizations the Japanese maintain a whaling fleet, which they often refer to as research vessels, and have been known to circumvent the international anti-whaling will going after this mammal. The flesh is chewy, dark red to brown and heavy.

Kurage   Jellyfish                Rarely offered and has a neutral tasteless feeling. One can occasionally find the fish served in a Kurage Salad.

Kurodai                Black Snapper   This type of snapper is available in late summer. It is called black snapper, but is in fact grouped under the white fish. It is not as prized as the Red Snapper.

Kuromutsu         Blue Fish              See Mutsu

M

Madai   Red Seabream or Sea Bream      The name literally translates to the ‘genuine tai.’ It is a fish related to Tai. This savoury fish is also eaten grilled especially since it might contain parasites.

Madai

Maguro                Tuna     This red Bluefin tuna is a sushi staple. It is red to crimson. The Bluefin lives in colder waters than the yellow fin. Bluefin tuna is the world’s most expensive fish. Luckily it lives up to 40 years and can grow to over 100 kgs. Compare that to Salmon which typically lives two to five years. Bluefin is fished around Canada and the Mediterranean.

Maguro

Mahata                Sea Bass or Grouper      This Sea Bass is Hawaiian and typically found in the winter months. It has vertical stripes on its body.

Makajiki               Blue Marlin         Makajiki is sometimes called Kajiki or Kurokajiki. It is becoming unpopular due to the amount of toxins in it. It might be called Marlin.

Manboh               Ocean Sunfish   The other use for this small fish is decorative and involves an aquarium.

Masago                Smelt Fish Roe The roe is typically imported from Japan.

Masago

Masu     Trout     Masu is not considered high-end and is a close relative of Salmon. It mostly lives in freshwater lakes and rivers. This sets it apart from the sea Trout.

Mekajiki               Swordfish            This Swordfish is oily and likely toxic when eaten in large quantities. It is best eaten as a steak.

Mejimaguro        Young Tuna. See Maguro.

Mejina      Black Fish             It is actually not black in colour. It looks closer to Hamachi. Gure is a large Black Fish.

Mentaiko            Spicy Cod Roe It is not seasonal and is not inexpensive.

Mirugai   Geoduck             Also known as Giant Clam, Mirugai is an acquired taste that could be described as pungent. For these reasons it could be eaten with citrus, ponzu or soy sauce. It is regionally called Mirukui. It is formally called Shiromirugai.

Mirugai

Mutsu   Shad      Mustu can also be called Bluefish. They live off the Eastern Coast of North America. Mutsu (or Kuromutsu) is meaty, usually grilled and served with salt. It can be enjoyed year-round.

N

Nama Saba         Raw Mackerel   Nama Saba is actually Saba when unmarinated and served raw. In this case, the fish has to be quite fresh.

Namazu               Catfish  A cheap fish. Namazu is used as soup fodder.

Nijimasu              Rainbow Trout  This fish is related to salmon and is often farmed. It lives in both salt water and freshwater rivers or riverheads. Niji Masu is a relative of Masu.

Nishin   Herring The Nishin is Herring from the Pacific Ocean.

Nori       Seaweed             The dried and salty Japanese algae are used to ‘roll’ sushi in. It is even available as a snack. Lower quality, or those used for purposes other than sushi, nori may be toasted.

O

Odori Ebi              Live Shrimp         Odori Ebi is eaten alive. It is not the only sea creature ingested while alive in Japan. The phrase means ‘dancing shrimp.’

Ohyo     Halibut  This is the correct Japanese word for Halibut, which people usually call Hirame. The Japanese fish obviously hail from the Pacific Ocean.

Okoze   Stingfish It is also known as Devil Stinger

Oma-ru                Lobster

Ono       Wahoo Ono means ‘good to eat’ in Hawaiian. It is somewhere between Halibut and Yellowtail.

Otoro    Fatty Tuna Belly                The fattest cut of tuna’s belly. While it, along with chutoro, was shunned in traditional Japan the fatty taste is increasingly popular due to the influence of the western palate. Like all Toro this is an expensive item on a sushi menu.

Otoro

P

Pahnagai              Mussel    Mussels are healthy to eat as, due to their nature, they collect little toxins.

S

Saba      Mackerel             A silver to red fish that is medium oily. It is typically served pre-marinated with vinegar in order to kill or prevent parasites. Very fresh Saba can be served raw. In that form it is called Nama Saba. Otherwise, Saba is also served in chirashi or grilled. Saba is rarely used in a roll owing to its strong taste. Unlike its Spanish cousin, Saba is found in the winter.

Saba

Sakana    Fish

Sake      Salmon Considered a poor choice for sushi by enthusiasts Salmon has nonetheless become one of the more popular sushi items owing to its oily taste and plentiful availability. It was traditionally shunned in Japan due to it being prone to parasites. Sake is typically treated, marinated or cooked due to said parasites. It is not to be confused with Japanese sake wine. Sake is used in various rolls like rainbow roll tazuna sushi. Most salmon is farmed and has an artificial orange colour. Sake can also be called Shake.

Same     Shark     Not eaten raw and not found at sushi restaurants unless it is under the counter.

Sanma   Japanese Mackerel         This shiny fish, also known as Pike, is inexpensive and available in the autumn. It also has a strong taste, a la Sardines, and eaten with a pinch of sauce. It is usually grilled however. It is also called Saury.

Sawagani             Small Crabs

Sawara   Japanese Spanish Mackerel        This is the Japanese Aji.

Sayori    Halfbeak              This small fish is named so because of its elongated beak, with the lower one shorter than its upper one. It is served in the spring, but is rarely a favourite. Some people call it a Needlefish, which is Datsu.

Sazae    Japanese Conch               I would like to see one someday. It likely does not even have an English name. One can call it the Sea’s Snail.

Seigo     Young Sea Bass A white fish. It is a young Suzuki.

Shako    Mantis Shrimp   This brownish shrimp has a stronger flavour than other shrimps.

Shiira     Dolphin                Japan’s maintains a secretive industry fishing Dolphins.

Shimaaji    Striped Jack    It is also known as White Trevally. This Aji relative is mostly farmed nowadays. In the wild it is found in warmer waters like the Indian Ocean or southern Pacific. Like Aji it is served with green onions or ginger. The wild Shima Aji is served in the summer.

Shimaaji

Shirako   The Sperm Sac Of Cod   This is eaten with hot sauce.

Shirauo   Icefish   It is also called Whitebait. It would unfortunately be unlikely for this fish to make an appearance at a Sushi bar.

Shiro Maguro     White Tuna         This is actually white Albacore Tuna and is rare at the sushi bar. It looks like an off-white and lighter Saba.

White Tuna

Shishamo     Willow Leaf Fish              Shishamo is a small fish, approximately 10cms long, and typically eaten grilled or fried.

Suzuki   Sea Bass               A white fish with red or pink streaks that is available in the summer. The young Suzuki is called Seigo until it reaches 60 cms in length Suzuki is a popular sushi and sashimi menu item at the beginning of the course. The Chilean Sea Bass is endangered and best avoided.

Suzuki

T

Tachiuo      Scabbard or Cutlass Fish               The season for this small, but long and slender, fish is summer and autumn. It can be grilled. The fish is easily identifiable due to its whip-like tail.

Tai   Sea Bream          A white fish – despite its name – that is often misidentified and misrepresented at sushi restaurants as red snapper. Tai is considered an elite nigiri item by connoisseurs. It is likely the quintessential Japanese nigiri. It is available in the winter and spring. Madai is the proper name for the Red Seabream Snapper.

Tai

Tako   Octopus with tentacles The part eaten is usually the ‘legs’ and is popular as a sashimi or in a salad. At better restaurants tako is served with a pinch of marine salt and citrus juice. Tako is difficult to digest in larger quantities. It is white when cooked, which is the prevalent method of eating it. Takoyaki, or grilled octopus, is another popular dish. Raw Octopus is Nama Tako.

Tamago   Egg Omelette   The Tamago is a sweetened and folded egg omelette. It is different than most items served as sushi as it requires preparation.

Tamago

Tara       Cod        Tara is not often associated with the sushi bar. Many stocks of cod have collapsed in recent decades. Haddock is usually substituted for Cod.

Tarako    Cod Roe                It is salted roe from Cod, but occasionally is prepared from other fishes.

Tekka   Tuna      Called by this name when served as a roll as in tekkamaki.

Tessa    Blowfish Sashimi  When eaten as a Sashimi Fugu is called Tessa. Fugu is a white fish.

Tobiko    Flying Fish Roe  These roes of various flying fish are small bright to dark red translucent bubbles full of goodness. The colour could also vary between gold to orange. Served as a roll on its own or atop other sushi. These roe are tiny.

Tobiuo   Flying Fish           The many kinds of flying fish jump into the air for incredible lengths. Its meat is white and non-fatty. It is best enjoyed in the summer.

Torigai   Cockle   Torigai is the name for saltwater clam. It is found year-round, but best in the spring. The name means ‘bird clam’ in Japanese.

Toro       Tuna Belly           A fatty and expensive cut of tuna’s belly. It is rare and more popular in North America than in Japan. Also popular is rolls and hand rolls.

Toro

U

Unagi    Fresh Water Eel                Served broiled or seared and topped with teriyaki sauce. It is eaten with rice, called Unagiju when served in a bento box, or best eaten as the last sushi item of the meal. Unagi don, Unagi with rice in a bowl, is a popular meal. The sauce that it is served with is a mixture of salt, sugar and MSG with soy sauce. Unagi is usually eaten at the end of a course of sushi due to its heavier and darker taste and feel. In Japan, a few restaurants still focus exclusively in Unagi. It is most popular in the summer.

Uni         Gonads Or Ovaries Of Male Or Female Sea Urchins          One of the more expensive sushi menu items. Uni is an acquired taste. It needs cold water and, as such, could come from Northern Japan, West Coast of USA or Canada or the East Coast of either country. Canadian East Coast Uni is smaller and sweeter, while West Coast Uni is bigger and stronger in aftertaste. Good Uni is lighter in colour and has a mushy texture. Older Uni is darker and has a metallic taste. Some prefer the taste of Uni when red. Others swear by lighter Uni. A good alternative is to have it as a roll or a hand roll if one is not enthused about its pure form. It is typically eaten with a pinch of lemon juice or soy sauce.

Uni

W

Warasa   Young Hamachi Warasa is even younger than Inada and least tasty of the Yellowtail family.

Z

Zuwaignai            Snow Crab          Snow Crab is typically served on its own. It is low in fat and toxins.

 

 

While we are here below is a condensed list of sushi related phrases and sushi types with associated items:

Aburi  This type of sushi consists of blowtorched, or ‘roasted’ meat yielding fish – in the context of this guide - that is grilled on the outside. Aburi sushi is eaten without Shoyu and Wasabi.

Agari Green Tea               This phrase is exclusive to sushi bars.

Chirashi Sushi/Zushi scattered sushi: This is a bowl of rice, which is made more compactly than the more prevalent sushi rice, covered with fish, seafood or vegetables. The toppings are arranged artfully. A good chirashizushi has a top layer fully set with toppings.

Chirashi

Chusi (Chinese Sushi) is a term I have conceived to describe the modern phenomenon of Chinese owners and chefs serving sushi at their restaurants to a largely unsuspecting public. While there naturally are Chinese ‘itamae’ that serve fine sushi the majority of these establishments are denigrating the art of sushi and serving inferiority.

Futomaki             Large Roll             This roll is named so due to its oversized girth. It is the rare traditional Japanese roll and is filled with mushrooms, crab or shrimp, egg omelette and possibly radish.

Gari        Pickled Ginger   The Pickled Ginger is meant to cleanse the palate and tongue between servings of different types of sushi. It is often coloured pink, but in its better form should be yellow. It is not to be eaten as food or appetizer, but used sparingly to prepare for the next type of sushi.

Hashi Chopsticks

Hikarimono         Silvery Things is the name for the family of silver fishes like Saba, Aji and Sayori. Silver fish comprise the middle of a sushi meal nestled between white fish to start and red fish at the meal’s end.

Inarizushi is a deep fried ball of tofu filled with rice. Inari is named after the Shinto god.

Itamae is the sushi restaurant term for the chef.

Kappamaki          Cucumber Roll   Kappamaki is a roll with Japanese cucumbers. It is named after the mythical ‘Kappa’ or Japanese imp, which was supposed to like cucumber enough to steal it wherever it could find it.

Kushi (Korean Sushi) is a term I have conceived to describe the modern phenomenon of Korean owners and chefs serving sushi at their restaurants to a largely unsuspecting public. While there naturally are Korean ‘itamae’ that serve fine sushi the majority of these establishments are denigrating the art of sushi and serving inferiority.

Maki, or makizushi, is a sushi roll. It literally means rolled sushi. Makizushi is rice wrapped in nori (seaweed) in a cylindrical fashion topped with one or more items. The westernized version hides the seaweed wrapper inside and leaves the rice on the outside.

Murasaki is the term for Shoyu at the sushi restaurant.

Narezushi, or fermented sushi, is the traditional, or ancestral, form of sushi. Given how refrigeration was non-existent this form of sushi was commonly prepared pre-18th Century with salted and drained fish and rice. It was placed in barrels or boxes and water was gradually removed. The sushi would have been ready to eat, and preserved, after six months. The Kyoto area is where to look for narezushi.

Neta is the name of the topping sitting atop of the rice. The most common neta is a type of fish, but it could be any other topping.

Nigiri is vinegared rice with a topping (called neta). This sushi has to be two fingers wide and four fingers long.

Noren is the curtain that is hung at the entrance to the restaurant. This fabric was originally placed there so patrons could wipe their hands clean as they enter the restaurant or wipe off the fish and the sauce as they exit. Sushi is traditionally eaten by hand.

Onigiri is a ball or a triangle made with plain steamed rice, various stuffings like umeboshi (pickled Japanese apricot) and nori.

Oshibori is the hot towel served at sushi bars. This has its obvious utility, but is a special tradition because sushi was traditionally eaten by hand.

Umeboshi

Umeshiso

Oshizushi is sushi rice and other ingredients pressed into a box or mould. It is cut in squares and often topped with konbu (a.k.a. kombu) or kelp. It is a specialty of the Osaka area of Japan. The better-known oshizushi is battera or saba oshizushi. Hako-zushi is boxed sushi.

Sashimi is cuts of raw fish that is typically served with sliced giant radish and wasabi. The sashimi assortment is best eaten with soy sauce as well.

Shari      Japanese sushi rice         This is lightly vinegared rice served as the bed of nigiri, and other, sushi.

Shiromi The family of white fish like Hirame, Tai and Suzuki. A sushi meal should begin with Shiromi.

Shoyu or Shouyu              Soy Sauce            It is derived from fermented soya beans that are mixed with dibble acids. One can also order low sodium, or low salt, ones. Many higher end Japanese restaurants brew their own.

Tachigui Sushi       Standing Sushi    It refers to Sushi restaurants without chairs or seats at the bar. Sushi is eaten standing up. The prices are typically less expensive than average.

Tataki                Meaning ‘pounded,’ this type of meat is lighly seared and served after marination with vinegar and garnishes. The most common form is Tuna Tataki. This type of meat is called Tataki as a reference to the ginger served on top of the meat. The Tataki, now originating from Japan, was itself likely a result of Western influence.

California Hand Roll

California Hand Roll

Temaki is a hand roll. It is can be a whole tube or a shaped as a cone with rice and other items inside.

Toro Temaki

Toro Temaki

Temarizushi, or sushi ball, is a type of nigiri shaped after a round ball.

Tombo  White Tuna         Tombo is often confused with Escolar.

Uramaki is the infamous ‘inside-out roll.’ The seaweed is placed within the roll and surrounded by rice. This makes the roll more appealing to Western diners who might not like the look or taste of a traditional roll with nori or seaweed.

Waribashi            chopsticks           This is the name for Japanese chopsticks that are served at fine sushi restaurants. Chopsticks are, otherwise, known as hashi when disposable. Japanese chopsticks are shorter than their Chinese counterpart.

Wasabi Wasabi plant      In true form wasabi is indigenous to Japan and very expensive. The commonly sold or served ‘wasabi’ is in fact a mixture of mustard, horseradish and colourings meant to simulate the real thing. When served true wasabi is the grated root of the plant. Wasabi adds sterilizing effect and taste to one’s sushi.

Ya is a Restaurant as in Fuguya, which is a restaurant that serves Fugu. A restaurant that serves Sushi is Sushi-ya.

Zohkin is the moist towel provided at a Sushi-ya. It helps clean the hands to start and remove sauce or fish residue during the meal.

 

For the Mercury contents of various fish please see the list by Japan’s Ministry Of Health, Labour And Welfare: http://www.mhlw.go.jp/english/wp/other/councils/mercury

Are any fish missing? What should I add? Use the comments’ section.

 

 

The attached below document is a downloadable version you can save or print for your personal use:

Downloadable sushi guide

 

 

 

 

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Mar 252012
 

 

Sofia Coppola’s 2003 film Lost In Translation is a masterpiece of mood, ambiance and entertainment. The film has a captivating aura rarely captured in 2D. Indeed, it is one of my favourite films. I have even ‘recruited’ others to the Coppola-written and directed movie that Bill Murray calls the best he has appeared in.
However, much to many people’s chagrin, the film seems to highlight situations that infer racism. Whether intended or not, and it is difficult to imagine how so many stereotypical references could be depicted merely coincidentally, they exist and exist in droves. Indeed, one self-appointed special interest group, called Asian American Journalists Association, AAJA MediaWatch, upon release tried to scuttle the film’s chances at Oscar time.
Lost In Translation is an emotional force, but it tugs at Japanese, and indeed East Asian, stereotypes. The film was shot in Japan, yet extended sequences with Japanese characters are scarce. This is due to how the film speaks to isolation and alienation. Where Japanese men and women are represented the scene is short, mocking, fleeting or secondary. Yet, despite all this one still comes away with an unbridled respect for the people and the country. Try as it might, the film cannot stamp indifference on the country.

Much of the lampooning is indeed the Japanese own fault. They have adapted and adopted so much westernization – after all, the movie is not lying that the Japanese import Western stars to do their commercials or have Western musicians performing. Murray has explained to The Observer that he was to some degree inspired by actual posters in Tokyo of Harrison Ford drinking Asahi beer – that the rest is consigned to a tourist brochure, but let’s nonetheless face the film’s stereotypical caricatures. Admittedly, looked at another way, one caricature is of Americans ignorant and confused amidst a foreign culture.
Once again, instead of writing a straightforward review of a movie, I have decided to do something different and watched the film once again; this time with an eye on listing the said scenes.

  • Bob Harris conspicuously towers above every Japanese man in the elevator.
  • In the hotel bar the Japanese uniformly look uninteresting and lifeless as they smoke and drink.
  • The shower head in Bob’s room is too low for him even at its highest level. This is a high-end hotel in Central Tokyo mind you.
  • The commercial director is unreasonable, demanding and angry. Contrast that with the docile female translator.
  • The subway commuter is openly looking at hentai as Charlotte watches on.
  • At the bar when Charlie Brown introduces Bob as “an American” everyone exclaims in awe “wooooow!”
  • The Japanese are incapable of pronouncing their ‘r’s. ‘Rock & roll’ is ‘lock & loll,” while “rip” is “lip” and “rat pack” is pronounced “lat pack.”
  • The employer sends a Japanese prostitute to serve Bob who is unamused and uninterested. Bob makes fun of her.
  • Everything on TV is ridiculous. Murray even recoils at the talk show he is on when he catches it later. Incidentally, he originally derided the idea of appearing in it.
  • There are four or five people attending to Bob at every turn. He takes his time and is unappreciative. He eludes them.
  • Bob often makes fun of the Japanese. When the photographer asks for a Roger Moore pose, Bob declares that Sean Connery was better and then becomes sarcastic, “you didn’t get Sean Connery over here?” Some might remember that Sean Connery’s You Only Live Twice was partly filmed, and transpires, in Tokyo, Japan.
  • Suntory Corporation has paid $2 million to have an American promote a Japanese product to the domestic market.
  • Men of all ilks are in an arcade playing video games. There is even a man in a suit in one.
  • The hotel instructor teaching water aerobics to the Japanese ladies is a Westerner.
  • Bob implies that Japan is a prison. He tells Charlotte that he is organizing a prison break to get out of the hotel, city and country.
  • At the sushi bar Bob suggests the chef would like Charlotte’s blackened toe (“brack toe”) and adds “in this country someone will order it.”
  • At a nabemono (hot pot) restaurant Charlotte cannot tell the difference between the dishes and thinks they all look the same. “I can’t tell the difference,” she observes!

 

 

 

 

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Mar 142012
 

 

 

 

Thomas S. Caldwell is a Canadian businessman and president of Caldwell Investment Management and now Caldwell Securities. The company is known for investing in securities, mutual funds and international stock exchanges. Like its author’s company the Canadian book is relatively unknown in the worldwide grand scheme of things, but apparently successful given how my copy is the seventh printing from 2007. The first edition stems from 1998.

The Sales Dictionary – Everything Comes Down To Sales purports to be a dictionary of and about sales, but I take umbrage at that for several reasons. Firstly, the short and mini-formatted 100-page book is not actually a dictionary. It reads alphabetically from ‘Accomplishments’ to ‘Zzz,’ but the list is only a partial one of sales-related terms and, moreover, not presented with short meanings of the terms as such, but as the author’s definitions. Secondly, the book might already be dated. His encouragement to carry a mobile phone is a dead giveaway. Thirdly, the author clearly pushes his Christian religious agenda as much as he does sales and selling.
Normally, that is not an issue – live and let live some would say – but when perusing sales tomes one hopes for time-proven, empirical and practical guidance. This is why systems like Sandler, with its emphasis on neuroscience, or SPIN, with its reliance on data derived from hundreds of actual sales calls, are appealing or interesting. When the author takes time to include, espouse and promote terms like God (“as you develop a faith in him” and more controversially “…also keep in mind that any god but the real God will kill you”), Grace, Pray, The Bible (“a source of strength and guidance”) and Spiritual the reader is faced with a question regarding whether the book is best read as a sales methodology or as a way for Caldwell, obviously a devoutly Christian man, to promote his Christian faith. Ironically, as much as Caldwell and the book wave the flag of God and religion he – I am assuming ignorantly – quotes German philosopher Nietzsche, albeit inaccurately, by including the “those things that don’t kill us, make us stronger” saying under the ‘Experience’ entry. Nietzsche is famously the author of The Antichrist.
The book is more of a lifestyle guide and less sales tome, but at least, unlike many others, Caldwell is not using this book as a vehicle to launch a sales coaching and lecturing campaign.

Nonetheless, the book has several good pieces of advice and common sense thoughts regarding sales, selling and salespeople’s endeavours vis-a-vis clients. Insomuch as this is a sales book then The Sales Dictionary is more The 25 Sales Strategies That Will Boost Your Sales Today! and less SPIN Selling.

Other noteworthy items regarding the book that are worth mentioning include the author’s denigration of degrees, and his opinion that they are unimportant and secondary in “the real world,” and that people should beware of “experts.” This last one is particularly odd given how salespeople, in my opinion, need to be the experts that hold customers’ hand and align them with respective products or services.

The Sales Dictionary is a quick read and offers a synopsis of several serviceable ideas, but it is neither what one would necessarily expect going in nor giving one the impression of dependability or seriousness.

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Feb 252012
 

I thought I would do something different here. Instead of reviewing a film or commenting on it here is a map of the places in Tokyo Fukuhara and Takemura walk in the film Adrift In Tokyo.
Since the film is in Japanese and the map is based on my personal observations in the film I would enjoy any feedback or contributions.
Click on the view to the ‘larger map’ to see the stroll to Kasumagaseki police station in sequence.


View Adrift In Tokyo (Tenten) in a larger map

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Feb 182012
 

The phrase ‘Japan Incorporated’ gained prominence in the 1960s and persists to this day. While many see Japan as an industrial behemoth with a diversified set of complex and heavy industries not many know how this came about. MITI And The Japanese Miracle: The Growth Of Industrial Policy, 1925-1975 is an insightful book on the topic with an in-depth focus on MITI, Japan’s famed and mystical Ministry Of International Trade And Industry. MITI practically conducted and coordinated Japan’s industrial policy from 1949 until 2001 when it was folded into the then newly-created the Ministry of Economy, Trade and Industry (METI).
Up until that time MITI was Japan’s blunt instrument of economic policy and industrial structure. It was both revered and feared by the industries and cartels it espoused and nurtured. Staffed by handpicked and elite bureaucrats, this prodigious promoter of Japan’s industry, productivity and exports was the official forum responsible for knitting the country’s moves in the economic arena from its perch in Tokyo. MITI was also feared and disliked by foreign interests for its skillful shielding of Japanese economy from competition and penetration with the aid of both its own guidelines and associated laws.

MITI is “without doubt the greatest concentration of brain power in Japan” according to the book. That is a profound statement by Chalmers Johnson, the author and, now-deceased, Japan expert. I had read Johnson before – in his guise as a critic of the American empire – but picked up MITI And The Japanese Miracle in search of information and context on Japan’s development and industrial super-growth. The book delivered. The amount of information, history, context and analysis here is impressive. It is doubtful that any Japanese tome has as much information condensed about the famed ministry and its staff. With its appendices it sequences the ministers, vie-ministers, bureaucrats and actors in the ministry with astonishing detail. This book includes a contemporary history of Japan’s bureaucracy from the beginning of 20th century until 1980.

Beginning in 1949 MITI set out to enact a plan-oriented market economy system. The `Miracle’ covers the years 1925-1975 from a 1980 vantage point. In the process the author dispels a few myths about the rise of Japan. Exports were not the drivers of Japanese economy as many take as gospel. Exports as a percentage of GNP have typically been 50% of the economies of countries like Canada, UK or France. As such, the author argues that growth and success were children of the developmental school (i.e. state-related) economic growth.
As mentioned, the author ascribes to Japan the `plan-rational’ (versus US or UK’s `market-rational’ for example) term, a state which leads its industrial base. MITI’s economic bureaucracy was dominated by non-economists. Interestingly, in recent months, in response to their economic crises, Italy and Greece have cast aside politicians in favour of economists at the helm. This point is additionally interesting because in the `60s Japanese were, somewhat disparagingly, called “economic animals.” This is oddly untrue since these creatures of commerce were apparently subordinate to the bureaucracy.
Johnson notes about Japan that “Nationalism is an active element in economic affairs.” The state (i.e. MITI in this case) had been engaged in both the transfer of knowledge among enterprises and facilitating the sharing of best practice from one enterprise to another – of course when it determined that it was in the interest of the nation and the state. Imagine that in the wild capitalist West! The book amplifies, through facts supplemented with direct quotations that MITI believed that market power alone was insufficient for national progress and it went as far as seeking on occasion to shift industries and activities wholesale to newer ones. A prime example is how the government and bureaucracy successfully attempted to starve the traditional textile industry of Japan in favour of heavy industry. In post-war Japan of 1947 priority production and heavy industry won over its smaller brother. Much of it was even at the immediate expense of the civilian population. Additionally, the guidelines and policies entailing over-loaning to targeted heavy industries spawned a lessening reliance on capital markets. As a result, longer-term views (not quarterly revenue or annual metrics) were the prime objectives of the Japanese system. This is markedly different from the West where capital availability and stock market equity mean nearly everything.

Interestingly, this was not a clear-cut decision in Japan. As conscious as the eventual decision was in the wake of World War II a robust discussion had ensued with some arguing for investment and organization for a small business economy. Between 1925 and 1975 Japan tried, what Takashima Setsuo the deputy director of MITI’s Enterprises Bureau described, the three methods of implementing industrial policy. These, as explained on page thirty, are `Kanryo Tosei’ bureaucratic control, `jishu chosei’ civilian self-coordination or `yudo gyosei’ which is administration through inducement. Between the early `50s and early `60s Japanese exports went from being dominated by textiles and fibres to machinery and metal products in only the span of 10 years. Such was the single-minded force of the endeavour. Had that argument gone the other way the course of contemporary worldwide sociology might have been altered. As much as the effort was concentrated and all-composing it was not until the `60s that MITI and Japan fully realized that what they were doing was birthing of the industrial policy of a developmental state. The trifecta of elected government, expert bureaucracy and industrialists (which are often staffed from the former) is what gave rise to the rapid growth of Japan.

The evolution of MITI was not uneventful. MITI formed a kind of public/private cooperation that would intermix state with industry. But unhappily 20 years of strife, strike and violence had follow WWII. Nationalism and the wars of `40s and `50s, strikes, demonstrations, bombings and a domineering military all had a hand in shaping what was to be. This is an important context as many observers imagine Japan’s rise to economic prominence as an even and smooth evolution. The miracle of `50s, `60s and `70s were by-products of the Japanese resolve to right wrongs and change the country’s lot. Possibly the Japanese would not have been as resolved to force the nation into prosperity were it not for what had happened including the explosion of two atomic bombs. Chalmers also tracks the bureaucracy involved to the Samurai class and that profession’s sense of public service, albeit with the engrained sense of elitism. At the same time, the bureaucracy was heavily influenced and coordinated by strategic industries which also fund the politicians. This is another variable touching and moving the trifecta. The demarcation point for the rise of deliberate industrial policy is pinpointed as the financial crisis of 1927. As such, for the Japanese economy the depression was the genesis to solutions. Inspired by Germany, where several Japanese bureaucrats had served, and its government cartels Japan opted for cooperation, and not competition, as a model. This lead to an economic growth predicated on lowered costs, but not necessarily increased profit. Recall that short-term profit and market capitalization were secondary to Japanese enterprises. One of the material underpinning of this was the 1931 Important Industries Control Law – incidentally an enduring law along with its successors like National General Mobilization Law – which included the following tenets:

1- Replacing competition with self-control
2- management and enterprise profitability beyond immediate performance
3- Government, State and enterprise cooperation
4- Considering the good of the nation versus foreign

The law legalized self-control and was the basis for some 26 MCI-sanctioned industrial cartels for their designated sectors.
This is structure that MITI inherited and began to organize and mould for its coveted industrial structure, which included reining in, what it deemed, excessive competition, coordination of investment and a public-private cooperation. In this endeavour it was abetted by the Japanese lifetime employment systems, enterprise unionism and the seniority wage system (nenko) all of which yielded greater labour commitment. This ‘system’ only functioned if it all worked together. Yet it bears repeated emphasis that it was not all measured and meticulously planned. Aside from the above-mentioned Japanese sociological imperative there was also 50 years of experimentation and adjustment to work through. The MITI-induced system reminds one of the differences between artificial medicine and supplements and natural goodness. Nature works better and is more effective every time because of the combination of its elements. It is the combination of components (say minerals and vitamins in the right proportion) that work wonders and not just the presence of one particle, such as Vitamin C alone.

MITI did rebuild the old Zaibatsu (cartel) base under another name, but special space is given here to Administrative Guidance (page 266 and on) including not only a definition and consequence, but also the narration of how it was validated and tested by the courts – a rare occurrence in Japan for a law to be legally challenged. Administrative Guidance became especially important after the trade liberalization that was part forced on Japan and was part seen as a necessity to spur Japanese exports. Unsurprisingly, MITI was both used by the government and unilaterally combated to delay the trade liberalization demanded by OECD (Organisation for Economic Co-operation and Development an international economic organization of the industrial world). Japan at first kept some 30 industries protected whilst calling itself liberalized, which was somewhat eventually officially only completed in 1980.
All the achievements of Japan are even more impressive as amazingly the country has very little natural resources, which ironically is likely part of the reason why it set about to do what it did.

MCI (Ministry Of Commerce And Industry) became MM (Munitions Ministry) – to serve the military in the Pacific War – and became MCI again only to evolve into MITI in 1949. This new super economic ministry was assertive and successful, but due to its nature, would also later clash with the fair trade commission set up by SCAP (Supreme Commander of Allied Powers, the American authority ruling Japan following WWII), a tension the author describes as very beneficial to SCAP, as well as the Foreign and Finance ministries in Japan which saw MITI as an overreaching entity.

As deliberate and planned as it all seems Chalmers also devotes time and attention to the more doleful aspects of it all. It is not all business in industrial Japan. As one can see, family connections (keibatsu) and nepotism existed. These took the form of classmates working together, alumni of certain universities (especially Tokyo Law) hiring from the same, industry making room for MITI retires and the more traditional familial connections.
As a non-national reading Johnson’s book his probe into the world of MITI and Japanese economy is somewhat awe-inspiring. He has assembled an exhaustive genealogy of MITI and related bureaus, which entails so many names one marvels. One also notices that the names begin to blend into one another and that they are all male. That says something about the Japanese patriarchy. Readers should also be warned. The book contains many Japanese terms – a function of Johnson’s familiarity with the subject-matter – and one may find it necessary to use the Index to refer back to the first explanation of the meaning of the Japanese terms. Speaking of which, the bibliography and indices are unparalleled in referring back to source material.
As indicated, the book contains much insight not just on MITI and its particular methodology, but also on the wider economic and trade policies and its supporting structure in Japan.
Another measure of the success of MITI’s coordinated `mixed economy’ with state as an actor was how several countries adapted it to their own benefit. This type of plan-central model was emulated by Korea, Taiwan et al.
A major caveat, which the book understandably does not address as the focus here is MITI, yet is relevant, is exceptionalism that does exist among Japanese conglomerates. The author allows that for every Nissan or Mitsubishi working closely with MITI and being a part of the industrial structure, there is a Sony or Honda which showed little interaction with the Japanese government beyond what is normal anywhere.
At some point in the late `60s and early `70s MITI lost its luster and currency in Japan. Its waning popularity was a function of scandals, some conflict and even its opposition to progressive law making. One such anti-progressive posture was its pushback against proposed laws to combat industrial pollution. It was somewhat restored when in 1973 and 1974 the Arab/Israeli war ensued, with the world falling into the grip of the Arab oil export embargoes. It, and its associated energy policies, allowed MITI to demonstrate its importance once again. Japan diversified its quest for oil to Iran and Mexico, and away from the Arabs, including the promise of and the construction of a large Petrochemical facility in Southern Iran in exchange for reliable oil supplies. Japan being Japan it had the benefit of little in the way of natural resources such as fuel or ores. The country was dependent on foreign energy.
Nonetheless, by 1980 Japan was one of the richest nations on the planet and began formulating its industrial and trade guidelines on that basis.

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Feb 022012
 
UK-based Sage is one of the largest providers of business management software.*
Those following the company know that the firm has been making marketing moves for the last few years focused on the naming and branding of its products. Approximately five years ago the company, which has a slew of products, assigned strategic products to one category (Sage Accpac for example), products that would go into maintenance to a ‘Value’ line (Sage Pro for example), divided everything into Small and Mid-Market and finally decided to push the name ‘Sage’ more and more over its better-known sub brands, which had mostly come under the Sage umbrella following acquisitions.
In North America more people were familiar with Accpac or MAS, ACT or Simply Accounting than they were with ‘Sage.’ Consequent to the decision to rebrand to the mothership the firm began giving more prominence to the word ‘Sage’ on its packaging and on its websites and also pushed the name ‘Sage’ more in its advertising and radio spots. A new logo and simplified design was also introduced.
Of course, some would argue the best rebranding is making one’s products better and better, but to be realistic marketing does move things.
Part of the problem is that now Sage has more than one Sage 50 or 100 across the globe. These products would have the same name, but are not the same products. Additionally, 50 is not upgradeable to 300 is not upgradeable to 500. That seems confusing and a recipe for many customer questions to come. To make things even more confusing several Sage products are not being transitioned to the new naming convention. Sages SalesLogix will remain… Sage Saleslogix. Sage’s bright hope for the future X3 (formerly Adonix) is remaining X3.
The Sage move has been controversial. Sage employees, partners and customers have questioned the move and raised several flags. Sage’s relatively new North American CEO, Pascal Houillon, has been insistent. He used to manage part of the European business in France and is bringing North America in line with the European nomenclature. Last year he had to move to address Sage ecosystem concerns and seems to have somewhat allayed fears about the change.
It is a brave change. Products that have sold millions of licenses are being called something else going forward. Is it worth it? Is it a case of short-term pain for long-term gain? In that case, it is a risk and a brave change. Did I already say that?
The cynic might say that a new CEO would want to have his stamp all over his new job. Another point-of-view is that an ‘outsider’ can look at things more critically and more objectively. The new CEO has less allegiance and nostalgia towards a set of products. 
The ‘Connected Services’ mantra, which describes Sage’s partial and largely incomplete attempt to sell its plethora of products (say Fixed Assets and CRM) horizontally is now also part of the same marketing effort.
 
*I used to work for Sage.

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Jan 252012
 

People often ask, “what is the best sales technique (I can use)?” The question is general and unclear.
For the question to be answered one has to understand the difference between effectiveness and efficiency. Effectiveness is about output. Something is effective when it yields the best result. Efficiency, however, is closely related to resources and input/output. A process, in this case a sale, is efficient if a relatively good outcome (a sale? profit? margins? above average numbers?) has been obtained through a minimal amount of resource having been expended.
Think about it. The best sales technique, as far as efficiency is concerned, to give away the customer whatever he or she wants.
Salesperson: “Hello. How much would you like to pay for X?”
Customer: “I would like to buy this car with all the options included for $5.”
Salesperson: “No problem. I will drive it out for you.” Thinks: “Great day, so far I have sold 10 cars today and we have been open for 15 minutes.”
That is pretty efficient. The dealer has sold ten cars in fifteen minutes.

The catch is… well you know exactly what the catch is. It might be the best sales technique, but is not profitable, sane, wise or sustainable.
Think about the way the group discount websites operate. They offer a big discount on something giving businesses the hope that the ‘something’ becomes a loss leader that generates volume or repeat business. I won’t get into the doleful nature of a business that wants to win business by doling out ‘deals’ or the sordid nature of a consumer that purchases solely based on ‘deals,’ but one thing requires particular attention. The ‘group buy’ websites, such as WagJag, GroupOn or Living Social, do not practice what they preach. I doubt any of these websites offers mass discounts to its customers (the businesses that buy into the promotions). After all, GroupOn has investors and sales and margins it needs to protect. It aims to be a long-term business and does not give in to the efficiency of whatever the merchant demands.
So, a better option is to have people find, crave and want you. Apple is the obvious example. Word-of-mouth, utility, group-think and momentum deliver Apple what it wants: sales. It is not price sensitive (Apple is often the most expensive of its category) and not subject to competitive pressures as much as other businesses. People come to it because it has a good reputation. It is known and liked. It knows what customers want and it crafts it.

In the era of modern and instant communication, the Internet and pervasiveness of information a business needs to stand out and draw prospects and customers in. The same goes for persons.
What is your inbound marketing strategy?

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Jan 162012
 

Salespeople have a tough time of it.
Why is it that they don’t always sell more and occasionally not achieve their quantitative goals even though they are on a quota with a variable pay component, et cetra et cetra?
Shocker: Most salespeople do not care for the money above a certain level and are more concerned with something else. What is that ‘something else?’ Acceptance, promotion and stability. Yes, those things should coincide with hitting the quota, but understand that beyond a certain dollar amount most salespeople are ‘okay’ with not making more. That variable amount changes depending on the level or seniority of the salesperson, but most sales folk are concerned with looking good to their bosses, getting love and admiration from their company and winning with customers.
Consider that when you think about motivating the sales team. And think about that when asking yourself what the base/variable compensation mix should be.

Also, consult the salespeople on product direction and marketing efforts and customer feedback. Not only are they the frontline, but also they want to feel wanted. You could be getting a 2-for-1.

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