Mr. Tim WILLIAMS, Chairman of ValueCommerce

"If I haven't succeeded by 35, I think I will sit down and reassess my life."

So said New Zealander Mr. Tim WILLIAMS, Founder and Chairman of ValueCommerce, a global provider of innovative, high quality internet business solutions. Impressive as this sounds, it is even more amazing to learn Tim's dreams of business success were born over a BBQ, a few beers and zero industry experience.

Fast forward to the present where ValueCommerce is currently the number one marketing company by network size and sales volume with over 70,000 affiliate partners in Japan. The company generated over 100 billion yen in sales for their customers in 2003 and have approximately 1,000 eCommerce Merchant customers. On a daily basis they transmit on average 300 million advertisements to 70, 000 websites across this network. Some of their big brand name clients include Rakuten, IBM Japan, Recruit, Citibank, SofMap and others. The company provides a network enabling customers to advertise and sell their products, and takes a commission from each transaction.

Received so many orders .... that cash flow couldn't keep up
So how did this stunning success story start? Tim was 23 and en route to study in Beijing when he stopped off in Tokyo in 1993 to meet his brother who introduced Tim to another Kiwi named Jonathan HENDRIKSEN. Tim decided to remain in Japan where he taught English and edited medical journals for a few years. While enjoying a BBQ and a few beers with Jonathan, the pair decided to do something more with their skills to take advantage of the increasing presence of the internet.

In 1996, Tim and Jonathan founded one of the first hosting and domain resellers in Japan under the name 'Transpacific.' Then in 1998, thanks to a licensing contract with ValueClick USA, Transpacific launched the first click based internet advertising business in Japan, 'ValueClick Japan.' "ValueClick then went absolutely crazy," Tim recalled.

"We started receiving so many orders from companies like Honda and Dell that our cash flow couldn't keep up. The banks didn't want to deal with us so we were faced with a major challenge. Even though sales were going ballistic, we knew we could go out of business because we couldn't survive without steady income. So we went to a venture capitalist and encouraged them to invest in us." The pair started off planning to grow organically and for the first two years they just slugged it out.

Even now in the difficult business environment, there is so much opportunity out there
Describing his business, Tim explained "We now run Japan's largest online marketing/advertising network in terms of advertising volume and sales. We help customers sell more products online. We have maintained a philosophy of keeping a humble attitude, keeping the customers as No. 1, providing good service and creating value for them. We are never afraid to learn, to listen and to try and get better,"

One of the biggest highlights for Tim in the business was when they secured their first Fortune 500 company as a customer. "It is pretty amazing when a company like IBM or Hewlett-Packard say they need your services," he said with a smile.

As with many foreigners working in Japan, language has been the biggest headache for Tim. Other frustrations have included the resistance among some Japanese companies to do business with small unknown companies, and the often slow decision-making process of Japanese companies.

The biggest issues Tim has had to face when he was running ValueCommerce from 1999 to March 2001 has been finding good staff. In order of priority, he has been searching for people with passion, loyalty/dedication, education and experience.

So what aspects of doing business keep him motivated? "I am very keen to succeed and do something with my life that is enjoyable and successful, look after my family, and make my friends and colleagues successful. My biggest motivation is I just really, really enjoy what I do," Tim said enthusiastically.

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