Satoshi Warita, President and CEO, Matsui Securities Co., Ltd.

An internet securities company that creates new customer experience value

Profile

Akira Warita
After graduating from the Faculty of Commerce at Hitotsubashi University, he joined Procter & Gamble Far East in 1994. After leaving, he worked at Lehman Brothers Securities and UBS Securities before joining Matsui Securities in 2006. He has been in his current position since June 2020.

Matsui Securities was the first in Japan to launch full-scale online stock trading and has since become a leader in the industry. With the COVID-19 pandemic driving an increasingly online world, what does the future hold for securities companies? We spoke with President Warita about his outlook for the future and what he expects from the next generation of young people.

　During my university days, I was actively involved in the activities of the non-profit organization AIESEC Japan. I served on the organization's university committee, where I was involved in activities such as accepting trainee students from overseas, planning overseas study tours, and raising funds for activities from companies. There were major changes in the times, such as the collapse of the bubble economy in Japan, the end of the Cold War, and the collapse of the Soviet Union in the world, and it was stimulating to be exposed to these situations through my work.
　During my job search, I interned in the finance department of Procter & Gamble Far East (now P&G). This department offered career planning for those aiming to become CFOs, which sparked my interest and led me to decide to join the company. However, after a few years, I decided that rather than aiming to become a CFO as my career, I wanted to work on the front lines of business dealing with CFOs, so I moved to Lehman Brothers Securities, an investment bank. A few years later, I moved to UBS Securities with my boss, and having served as lead manager for Matsui Securities' IPO there, I was invited by the president at the time to join Matsui Securities.

■ Promote your uniqueness within financial institutions

　One of the main functions of a securities company is the sale of financial products. However, since the financial products handled by each company are not significantly different, it is important to "make the service unique." Furthermore, like most people, no one wants to entrust their valuable assets to a financial institution they don't know, so a brand that demonstrates trust and credibility is extremely important. Matsui Securities began full-scale online stock trading in 1998, and as a pioneer, it was primarily supported by customers in their 40s and 50s at the time. These customers are now in their 60s and 70s, and this generation represents the core individual investor demographic, accounting for 70% of Japan's personal financial assets. While our company's recognition among this demographic remains high, increasing awareness among today's younger generations is a current challenge. Therefore, Matsui Securities continuously conducts promotions to encourage asset formation, triggered by life events (employment, job change, marriage, childbirth, etc.). Through these promotions, we communicate to younger generations that we are a securities company that can support them throughout their lives.

　Twenty years have passed since Matsui Securities began online trading, and the trading environment for individual investors has improved significantly. However, the decision of which stocks to invest in is still largely left up to the individual. I believe that the greatest customer experience for individual investors is making a profit from their investments. Therefore, I believe that returning to our roots of "providing a successful investment experience" and providing information and ideas that contribute to that is a key theme. Since the enjoyment of investing itself is also important, Matsui Securities is striving to create services that provide both educational and exciting experiences related to investing. As part of this effort, we have launched a new investment information video site, which will not only provide real-time market information and commentary, but also provide comprehensive support and investment ideas for beginners. Going forward, we will increase our fan base through such content and contribute to the uniqueness of our brand.

■What is important for doing business as a team?

　I want to work with highly motivated and driven people, and I want to be a company that such people want to work for. Furthermore, Matsui Securities places great importance on teamwork and communication skills, as many of its tasks involve cross-organizational teamwork, such as building online trading systems. Business is a repetitive process of problem-finding and solving, and I believe the most important thing is the ability to identify problems and think to solve them. Until university, you were given a problem and evaluated on the single correct answer to that problem. However, once you enter the workforce, you are highly valued for being the first to identify a problem and coming up with a groundbreaking solution that no one else has thought of.

■Please give us a message for university students

　I want students to be themselves in job interviews. I check what kind of thoughts students have, what kind of people they have met, and what kind of life they have lived, and then I decide whether they are a good fit for our company. I think it's a good idea to do some thorough self-study so that you can convey your true self.
　Unlike a generation ago, doing the same things as those around you will not mean that everyone will become wealthy together. Therefore, I would like students to invest in things that will increase their own value. The returns from investing in yourself to take the next step may be far greater than the returns on financial assets. The growth of each and every one of you will shape the future of Japan.

Student newspaper WEB coverage on December 7, 2020

　 Taichi Saotome, second-year student at Bunkyo University

Left: Two Matsui Securities employees / Keio University freshman Miyu Ito / Bunkyo University sophomore Taichi Saotome