Janus International is down to a short list of two firms in its search for a local partner for a Japanese money market firm. Richard Garland, CEO of Janus International, revealed the status of the search this week. The Japanese market is one of the key markets Janus is tapping for new growth as it rebuilds from the tech stock debacle in the United States. Janus is also seeking partners to build its variable annuity product line in Japan.

Janus International is focusing on building its business in Asia rather than Europe to take advantage of the fact that their is little local competition in Asia Garland told the Far Eastern Economic Review in an interview.

He added that the firm is seeking to hire employees locally rather than export U.S. employees to the new markets.

"I think many firms make the mistake of 'exporting American.' They make the mistake of exporting people and putting them on the ground and they have no knowledge of the local market place. They're culturally not in tune. I've deliberately hired locals," he told the journal.

Garland added that despite Janus International's $5 billion in assets under management, he still views it as a startup. Because of that it requires people willing to both put in long hours and take risk, he added. "It's very difficult to find that unique blend of somebody who's a good salesman, is also aggressive and is able to grow into becoming a businessman as well . . . It's not easy finding people who have the hunger who want to build something."

Garland said the firm is focused on Asia, specifically Japan and the triangle of Taiwan, Korea and Hong Kong.  

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