Nikon 2016 Annual Report Download - page 37

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Non-contact multi-sensor 3D metrology system HN-C3030 Automated, non-contact large volume inspection system
Laser Radar MV331
Q Please tell us about initiatives for the scal year ending March 31, 2017, that are
geared toward further growth.
I feel that there is a need to broadly address sales channel expansion. As part of this initiative, we will approach cus-
tomers for whom Nikon products and solutions are expected to be a best t, create a worldwide list, and promote the
creation and updating of “opportunity maps” as tools to systematically sell our products. Rather than checking pri-
marily on existing customers, as per the conventional model, the areas of these approaches will single out customers
who are considered probably likely to lead to some business if we approach them and clarify targets. Since creating
and updating the maps enables the visualization of a customer’s global development and business afliation reach,
staff assignments have come to be conducted more effectively. The Industrial Metrology Business Unit has set signif-
icantly higher sales targets over the medium to long term, but I believe that we can achieve them satisfactorily by
contacting companies that we were not previously ready to approach on the basis of the maps.
Q Please tell us the main points about the Industrial Metrology Business Unit’s plans to
create value over the long term.
The Industrial Metrology Business Unit has some unique products, but when those products have penetrated a
market to a certain extent, competing manufacturers accelerate the development of the same kinds of products. It is
extremely difcult to even know until what point a product will remain unique, but if at an early stage we are able to
pinpoint customer needs and market trends on a worldwide basis, it will be possible for us to build a dominant posi-
tion. To that end as well, speed will be of the essence.
As the “industrial” in its name suggests, I consider the Industrial Metrology Business Unit to be a business with
a very wide scope. Regardless of the industry, I would like the Industrial Metrology Business Unit to consider its mis-
sion to be the solving of customer problems while actively confronting challenges. For that reason, the establishment
of the Business Planning Section last year has a signicant part to play. While providing products and solutions in
response to customer feedback, I would like this section to search for the seeds of the new businesses of the future.
Since there remains the possibility that the Industrial Metrology Business Unit’s pillars of the future will germinate
from those seeds, I feel that we will take a broad view, without dening the domains to be addressed, and actively
engage in elds where possibilities exist.
Overview of Divisions and Business Units
35
NIKON REPORT 2016
BUSINESS PERFORMANCE