Learn to be a smart seller—turn your "seriousness" into something you can charge for.

 

Read the original article (in Japanese):

なぜ真面目に働く日本人よりテキトーな欧州人のほうが生産性が高いのか？OECD（経済協力開発機構）加盟国の中で、日本の労働生産性はずっと下位のまま。バリバリ働く我が身を振り返って「どうして？」diamond.jp


Why Hardworking Japanese Are Left Behind—The Structural Failure to Attach Value to Work

Among OECD countries, Japan consistently ranks low in labor productivity. This isn’t due to individual capabilities or working hours—it stems from a deeper issue: a lack of cultural infrastructure to assign fair value to work.

Japanese people are known for their seriousness, sincerity, and attention to detail. These traits are commendable, but when they translate into uncompensated labor, the results are counterproductive. Diligence becomes a liability when it's mistaken for free service.

How Work Ethic Differs Between Europe and Japan

In Europe, there's a clear boundary around work responsibilities. When a bus driver finishes their shift, passengers are on their own. Bank counters close on time without exception.

In contrast, Japanese workers pride themselves on accommodating customer needs at all costs, often leading to endless efforts to maintain or improve quality.

This mindset directly correlates with Japan's low productivity per hour.

The Burden of Being "Too Thorough"

  • Crooked cucumbers can't be sold

  • Slightly damaged packaging leads to returns

  • Snack manufacturers roll out 50 new products each season

This obsession with quality inflates costs and time, but rarely translates into higher prices. The structure fails to return fair compensation for the effort, burdening both businesses and workers.

The Myth That "Profit Is Evil"

In Japan, charging a premium often triggers guilt. Many businesses shy away from bold pricing and instead promote the idea of "high quality at a low price."

But countries like Germany and Switzerland take a different approach. They price their high-value products—like cars and watches—appropriately, embracing the idea that true quality should come with a premium.

A Historical Lesson: The Gold-Silver Ratio

During the late Edo period, Japan maintained a domestic gold-silver ratio of 1:60, while the global standard was 1:15. This misalignment allowed Western nations to extract vast amounts of gold from Japan.

Today, Japan repeats a similar mistake—offering world-class quality at below-market prices. As history shows, undervaluing your own assets can weaken a nation.

Exports: The Perfect Opportunity to Let Go of Humility

"Japan Quality" is already recognized worldwide. Yet Japanese companies often apply domestic yen-based pricing to overseas markets, relying on weak-yen gains to stay afloat.

But in international trade—where currencies and cultural expectations differ—there’s no need to bring Japan’s pricing modesty. Exports should be the very arena where proper valuation happens.

Lacking the Language to Convey Value

When competitors offer similar-looking products, Japanese companies tend to lower prices. But the real task is to articulate what makes their offering different.

Price isn't just a function of utility. It represents trust, philosophy, and culture. If you don't communicate your value, it won't be acknowledged.

Turning Sincerity Into Value

There’s no need to abandon thoroughness. The issue is not the work ethic, but the absence of a system that rewards it.

  • Labor deserves compensation

  • Quality deserves pricing

  • Sincerity deserves profit

To preserve Japan’s cultural strengths, there must be a societal shift toward confident, value-based pricing.

If you’re proud of your honesty, don’t sell it cheap.


Read in Japanese↓

「真面目さ」も売り物にする商売上手になれ（2025.6.13）

Read more articles (in Japanese)↓



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