Manager, Sales Department 1 / Manager, NILO Section
Shoichiro Sano

With six production bases in Japan and overseas, Naigai works with global brands to plan, develop, and manufacture gloves.

Over approximately 35 years, the company has built a trusted relationship with its partner factory in Indonesia, establishing a reliable supply network with the factory as one of its key production bases. Naigai also established NILO—the NAIGAI Indonesia Liaison Office—to help maintain stable mass production and dependable supply.

One of the people connecting these operations is Sano, who manages both the sales department and the NILO section. We spoke with him about his work and everyday life in Indonesia.

The Power of Language in Building Trust

Before joining Naigai, Sano studied abroad in Australia and New Zealand. He joined the company at 28 and worked in the operations and sales departments before taking on his current responsibilities across sales and NILO.

His first overseas business trip came shortly after joining: a month of training at a factory in Sri Lanka. There, he learned about sewing techniques and production processes. He later traveled to Indonesia within his first two years at the company. Having already spent time abroad, he felt more excited about getting to know the local people than anxious about the experience.

Today, his responsibilities range from coordinating production and delivery schedules with the partner factory to negotiating wage revisions, accompanying clients on visits, and inspecting products.

Yet his career has not been without challenges.

Around his third year at Naigai, Sano was sent overseas to represent the company while still developing his knowledge. His first task was to establish his credibility. Looking back, he says that building trust from the ground up was the hardest part.

The factory was an independent partner, rather than a Naigai-owned facility. Although Naigai was placing the orders, Sano believed that a lasting business relationship depended on treating each other as equals. Putting that belief into practice took time and ongoing dialogue.

Language proved instrumental.

As a founding member of NILO, Sano spent approximately three years based in Indonesia, during which he learned Indonesian. Speaking the local language helped bring people closer and deepen their relationships.

Even in a partnership built on mutual respect, there are times when he has to make difficult requests. Drawing on the trust built over the years, the factory team works with him to find ways to meet those needs. Seeing that cooperation lead to a satisfied client is one of the most rewarding parts of his work.

Food and Everyday Life in Indonesia

Naigai has bases in two locations: Yogyakarta and Semarang.

The two are approximately three hours apart by car. When working in Yogyakarta, Sano stays in company housing; when working in Semarang, he stays at a hotel.

The company housing provides meals and a comfortable place to stay, allowing visiting employees to focus on their work with peace of mind.

Sharing meals prepared by the housekeeper with visiting Naigai colleagues, or enjoying local food at restaurants with people from the partner factory, also provides valuable opportunities to connect.

Sano finds the local cuisine well suited to Japanese tastes. His particular favorites are mie ayam, chicken noodles, and sate kambing, grilled goat skewers.

An Environment That Supports Ambition

Working overseas was a dream Sano had from the time he joined Naigai. He credits his ability to fulfill that dream to a company that encourages him to take on challenges, as well as the support of his colleagues and family.

For him, placing orders and building a relationship as equals go hand in hand.

Years of working together have created a strong partnership with the Indonesian factory, securing its place as one of Naigai’s key production bases.

Looking ahead, Sano hopes to explore glove manufacturing in a wider range of categories beyond sports.

His own journey, too, is part of what keeps Naigai’s global manufacturing moving forward.