What would it take for a competitor to replicate that? Or, in other words, what gives Keyence the advantage in quick development?

Market knowledge. For example, two or three times a year, I had Japanese product developers, the ones in charge of product development in Japan, visit Europe. They conducted joint visits to the most high-potential, interesting customers to gather market feedback. That's a key point because it's so important. It would take a lot of data and information from the market to replicate that.

Did Keyence train you that way, or did they incentivize you in any way to do this?

There are incentives to gather this information. Essentially, as a salesperson, your target is to sell as many products as possible. We often say that if you have four applications, two of these will result in a sale. As a salesperson, you want to understand why you didn't secure the other two.