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Spuriously descended from geisha tradition, hostess clubs offer a welcome break for the salaryman with time to spare and money to burn. For a price, harassed men can enjoy the company of glamorous young women who are seemingly infatuated with them. The sexy girls pour their drinks, light their cigarettes, flirt outrageously, and laugh uproariously at drunken jokes and tedious anecdotes. 
The expression “hostess bar” covers a wide variety of establishments. “Kurabu” are usually exclusive clubs for which a non-member would need an introduction from a member to enter. The less prestigious “kyabakura” are open to everyone, and are generally less expensive than kurabu.
Empty your wallets
The hostess bar experience can be incredibly expensive. This is not only due to the entrance fee, which can be steep, but will be nothing compared to the price of drinks. These range from the mildly pricy (1,000 yen for a glass of beer) to the astronomical (100,000 yen for a bottle of Dom Perignon Champagne). Flashier customers might easily spend 500,000 yen in a night. Because of the cost, many Japanese men only go to hostess bars to entertain clients and for other work events – i.e. when the company foots the bill. However, Japanese companies are much less likely to fund these outings than during the heady excesses of the 1980s.
Sex?
Hostess bars encourage their girls to be as flirtatious as possible, but most discourage “makura eigyou” (pillow business, or sexual relations with customers). In fact, it’s the unavailability of the hostesses which makes the most successful clubs so popular with clients. Email addresses or phone numbers might be exchanged, occasionally with the Mama-san as an intermediary, but this is generally to maintain occasional contact with the customer and keep them coming back to the club.
Dohan – arranged dates with customers – are a distasteful but necessary part of the job for many hostesses. A regular customer will negotiate with the bar to take their favourite girl to dinner, perhaps chauffeuring her back to the bar to start work. Clubs like their staff to do a lot of these dohan, because they bring customers back to the club and encourage them to spend more money when they get there.
Hostesses have a variety of tactics to discourage would-be gropers, while avoiding offending the customer or disturbing the mood. For some hostesses, a scolding fingerwag (“you naughty boy”) is enough to deter unwanted fondling. Others like to hold the client’s hand tightly, seemingly affectionate act that prevents “busy hands” creeping anywhere unexpected.
The Hostess
A career in hostessing tends to be short and arduous, which is why most girls are under 25. Reasons for entering the industry vary: aspiring actresses waiting to be discovered work alongside girls who are just in it for the money. The high turnover isn’t much of a problem from the bar’s point-of-view. Fresh-faced, inexperienced girls are very popular, and this is often the type that scouts are looking for on crowded city streets as they scour for fresh blood.
Income varies greatly. 
A successful hostess might earn $5,000 a month, but the rewards can be much greater. At the top end of the scale, “Number One” hostesses – those who make the most money for their clubs – at prestigious Ginza kurabu have been known to earn 100,000,000 yen (around $1 million) a month.
Mama-san 
The hostess bar centres on the Mama-san – its manageress, and (in many cases) owner. Hostesses quit or get sacked, customers come and go, but Mama-san remains. More often than not, she’s was a hostess herself, having survived the profession cynical but largely unscathed. Years of experience have taught the Mama-san exactly how to keep their customers happy and – more importantly – buying drinks. She’s simultaneously nurturing and predatory: keeping her girls happy until they stop attracting business, when they’re swiftly shown the door.
The hostess club is one of Japan’s most important business tools. With the clubs as a place of relaxation, business relations between clients are lubed as karaoke wafts through the air and ice cubes clink into glasses.
The clubs spring to life at night. Outside nearly every major train station in Japan, brightly lit signs run up and down the sides of buildings advertising the names of the clubs inside: Pussy Cat, Kleopatra, Knights of Night, and Touch Pub. Taxis drop off the girls outside the clubs. Small groups of men scurry along the sidewalks to their favorite amongst the many choices available.
At a typical hostess club, the mama-san (female proprietor of the club) greets all guests at the door. Couches are set against the walls. Tables are in the middle. The girls greet each guest and offer him a seat. From there, the flattery flows along as smoothly as the cigarette smoke and whiskey over ice.
Today’s hostess might be seen as a modern day geisha: she entertains men and is paid for it. The patron doesn’t care about definitions. He is sold on the illusion that he can convince her that his charms are that which she has never seen before. Her short skirt and skimpy top further fuels his motivation.
Shin Watanabe, owner of the Flamingo, a favorite hostess club in Tokyo’s Roppongi, says in the New York Times of the clubs’ tradition in Japan: “Every Japanese man would go if he had the money. You get to sit next to a beautiful woman and get entertained.”
The conversation is as light as her makeup is heavy. To her, it is a game that is a necessary part of her job. To him, it is a world free of rejection and filled only with possibilities.
Thus, in his never-ending search for truth, justice, and the fastest way to the heart of a bar hostess, Captain Japan this week begins his Tokyo hostess interview series…
Profile
Name: Yumi
Age: 26
Working hours: 7PM-1AM, 4 or 5 times a week
Job duration: 5 months
Wage: 2,000 yen per hour
Home: Setagaya, Tokyo
Hobbies: Singing in an acoustic band that plays around Tokyo twice per month
Captain Japan had the great fortune to share a few words with Yumi over tea in Shinjuku’s Time Square one recent Saturday afternoon. Yumi works for a “snack” club near Kyodo Station in Setagaya Ward, outside of central Tokyo. Snack clubs are commonly in the residential areas of Japan’s big cities and are considered to be a notch down in status from the full-fledged hostess clubs that exist in the ritzier, more centrally located areas. This has to do with the prices for the services and the dedication to the profession the girls have for their work. A snack hostess might be working at the bar temporarily in between office jobs or while going to school. A regular hostess, though, might see the profession as her career.
Interview
Captain Japan: Why did you decide to become a hostess?
Hostess Yumi: I can’t work during the daytime because of my music practice. Also, compared to office work, the pay is very high.
CJ: Can you briefly describe what you do at work?
HY: My job is drinking and talking. Actually, it is mostly just lying. We tell the customers how wonderful they are and it makes them feel good. I light their cigarettes and laugh. I am generally their companion. I don’t have a quota on the tabs of the customers but the mama-san does encourage the girls to keep drinking.
Usually the customers are drunk already when they come inside. Then they start talking about very creepy things. [She refused to elaborate - Captain.]
There is not one regular customer I find interesting. I really hate all the customers. Sometimes they touch me. The conversations are such that I feel like I have become a kindergarten teacher.
CJ: Is this your first hostess job? How did you find this job?
HY: Yes, this is my first. These jobs are really easy to get. There are flyers on billboards all over. That is how I got mine.
CJ: Considering Japan’s economy has been so terrible recently, how is business at the club?
HY: Business has been very good. We have had many customers every night. On a busy day, we’ll have 8 girls working. That will mean a capacity of 20 customers. We have 10 girls total working the various shifts over the course of the week.
CJ: What kind of customers do you have? Mostly salarymen?
HY: Most of the customers are in their 30s or so. Some are Buddhist priests and doctors. Others are people from the nearby television station.
The typical Japanese salaryman is not one of our common customers because they tend to go to the hostess clubs in Ginza or Roppongi to entertain their big clients. Most of the customers at my club are from the local neighborhood. Actually, because of this, I sometimes wear a hat low over my eyes when I walk around the area of the train station during the daytime so as to not be recognized.
CJ: Are there any customers that stand out for one reason or another?
HY: There is one guy that comes everyday. He has no money. But he runs a tab. He pays precisely on his payday each month.
CJ: Is there a membership policy at the club?
HY: There is no membership. The mama-san looks at potential customers to decide whether she will let them enter. If she doesn’t like their looks, then “we are full” and they are turned away.
CJ: Is the mama-san friendly?
HY: If I am popular with the customers, then she is.
CJ: What are the prices like?
HY: Well, for example, a bottle of whiskey is 10,000 yen, a bottle of Dom Perignon champagne is 20,000 yen, and karaoke costs 200 yen per song. Of course, customers can keep unfinished bottles of liquor at the club for their next visit.
We are encouraged to drink with the customers because they must pay for our drinks. If there is one customer and 8 girls, then we all still will order a drink. The customer never refuses to pay for everyone’s drinks.
There is a table charge. But the price changes are based on the whim of the mama-san on that particular day.
CJ: Do the customers ever want to meet you after work?
HY: Most customers ask to meet later. But I always decline. I choose to go out by myself.
CJ: Do you have any interesting colleagues?
HY: I have decided not to make friends with the other hostesses. They stay after work and drink and complain about the mama-san together.
There is one girl who always asks the customers for presents, like Louis Vuitton handbags. Once she asked a customer to take her to Hawaii for a vacation. During the trip, he wanted to have sex with her but she said she had a disease. To convince him, she kept pretending to be taking medicines.
CJ: Do you think you will continue to be a hostess much longer?
HY: I am thinking of quitting because I have started to wonder what I am doing. I want to spend my time with people I actually like.
CJ: What would you do instead?
HY: I am thinking of working at a daycare center. But I wonder if the mama-san will make it difficult for me to quit
another Interview :
Profile
Name: Ayano Iwata
Age: 36
Former jobs: Mama-san at two hostess clubs and one host club, manager of one casino.
Current Job: Will soon open an izakaya and hostess club in Roppongi, Tokyo.
Home: Kiba, Tokyo
Hobbies: Overseas travel and studying English.
Interview
Captain Japan: Why have you decided to start a new club?
Mama-san Iwata: I originally quit because my daughter was very young (4 years old). At the time, the environment didn’t seem right to raise a child. Today, I have some money saved and I found some places with cheap land in Roppongi.
CJ: The Japanese economy is very poor now. What makes you think you can succeed today?
MI: Yes, the Japanese economy is in a recession. But, it doesn’t matter in this world. The rich people are always rich. Almost all of the customers will be presidents of companies.
CJ: Competition in Roppongi with hostess clubs is extremely large. How will you set yourself above the rest?
MI: I always ensure that my hostesses are the most beautiful. Everyday, they go to the best beauty salons. Each girl has a wardrobe of at least 30 different suits, like Chanel and Gucci. Also, I make sure that they are informed. I insist that each girl reads the four main Tokyo newspapers. This way they can talk to the businessmen. They also cater to the customer’s interests. If a particular customer likes kabuki or opera, the hostess will learn about kabuki or opera.
Also, I emphasize the personal touch. In the morning, each girl will call some of her personal customers. She will set up an appointment, pretending to be a business associate, at his company in the afternoon. At the meeting, she will say, ‘We haven’t seen you in a while. When will you come again?’ Then she might give him some golf balls or chocolate, depending on his taste.
CJ: Can you talk about the relationships between the clubs in Ginza?
MI: The Ginza clubs are all connected. If a certain company president is at one club or other, a lot of the mama-sans will know this. They are always watching each other. Most of the hostesses know where her best customers are on any particular night. But also we have a watchman or scout, a kurofuku (black clothes), outside the club that is well connected in the area.
If I find out [from a hostess or the kurofuku] that a certain company president is at one club, I might call over and ask, ‘When you are finished there, why don’t you come over here?’
Also, the kurofuku scout and steal girls from other clubs. But if I have a friendly relationship with a particular club, then I won’t steal a girl from that club. But it still happens.
CJ: Doesn’t this start fights with the mama-sans?
MI: No, it is give and take.
CJ: How do your find your customers?
MI: Since, there is a strict “member’s only” policy at the club, most new customers come from a recommendation from a hostess. Then there is a background check because we must find out who can pay and who cannot. Mostly they are presidents from real estate, electronics, insurance, and pharmaceutical companies, also many baseball players and film producers. But I have more confidence in the presidents to pay their bills. Still, you cannot trust anyone to pay. Nobody knows if a company will go bankrupt.
For the first visit, I explain to the customer that the entrance fee is 110,000 yen. Then there are additional costs for each bottle, each glass, etc. Also, if he wants to nominate a particular hostess as his own, the price goes up from there.
CJ: When hiring girls what are you looking for?
MI: Generally, it is a feeling I have about which girls might be suitable. But first, my girls must have experience. This is mandatory. Since the girls are responsible for making sure that the customers pay, this is vital to the club. If a customer drinks at my club and says, ‘I will pay next time,’ it is the hostess’ duty to get the money. If after two months he still hasn’t paid, then it is her that must pay.
So, overall, a hostess needs good eyes to find customers that will pay.
CJ: What do you expect from your hostesses?
MI: Again, it is smarts. She must pretend that a particular customer is her best customer. Not only that but she must pretend that he is the best at the club.
She also must make her customers spend more and more. As incentive, we pay her (part-time workers) 3,000 per hour plus a commission of the bill from her customers [if she meets her monthly quota]. For example, if a customer drinks, say, a beer, and it is 2,000 yen, she gets 400 yen for herself.
Then there is the yakuza (gangsters). She must be able to spot the yakuza because we can’t allow them to enter. That is another reason why a hostess must be very clever.
Additionally, since I am only myself, I cannot go out with all mycustomers for dinner each night. So the hostesses must go out with some of them. (The practice is referred to as dohan in Japanese – Captain.) Given this, there must be loyalty. If one of my customers falls in love with a hostess, there must be loyalty. The mama-san is always afraid that she will lose a customer to a hostess. The mama-san is number one and that should never be forgotten.
CJ: What is the biggest problem in being a mama-san?
MI: Definitely, it is hostesses that run away.
CJ: What is the secret to your success as a mama-san?
MI: I never have sex with the customers. Everyday, I say [to my customers], ‘I love you, I need you.’ But I never have sex. That keeps them coming back. If there is sex, they are gone.
They can never have the mama-san. An easy girl is boring. A difficult girl is interesting. An easy girl will become like trash in this business after 2 or 3 months.
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