Nitori Co., Ltd.

Matsuo

To improve this situation, a business reform project was launched within the department in 2019. We began considering ways to digitize our internal operations and improve sales efficiency, including the renewal of our systems, regardless of whether they were internal or external solutions.

Previously, sales representatives were responsible for entering corporate information into the database, which was time-consuming and lacked high accuracy.

The executive in charge of the project at the time also faced challenges, noting, "Too much time is being spent on customer research," and "We cannot deny the opportunity loss caused by individual-dependent sales methods, and we are not securing enough time for the customers we truly need to focus on."

Matsuo

"We compared and considered services from uSonar and two other companies, but uSonar was the only one that agreed to our essential requirement of 'integration with our in-house developed system.'

uSonar's 'uSonar/SideSonar' is a service with a proven track record of integration with various SFAs, including Salesforce, but this time, unlike those existing SFAs, it involved integration with our in-house developed system. Nevertheless, we were very pleased that they were willing to respond flexibly."

Matsuo

"The business division's ideal system concept was translated into a concrete project by the business reform team. While we proceeded with our system development, we began the integration once the API for 'uSonar/SideSonar' was ready. After repeated testing and about six months of adjustments between both companies, we achieved the integration."

Matsuo

“Sales representatives, in particular, have expressed their satisfaction, noting that the time previously spent on data entry and searching has been significantly reduced and that information is now much easier to find. It seems the system is highly effective for gathering information on potential sales leads.”

Matsuo

With the implementation of uSonar/SideSonar, we shifted the responsibility of targeting from individual sales representatives to managers in each zone. These managers have extensive sales experience and possess a deep understanding of the customers who truly value our unique strengths: low pricing, quality and functionality, and total coordination.

uSonar/SideSonar is equipped with a wealth of features that allow these managers to maximize their expertise, and I feel that it has become much easier to achieve success in our targeting efforts.

Matsuo

By using the Story feature, we can identify customers with relocation information who might be interested in our office products, or customers with employee dormitories where we can leverage our strength in total coordination proposals.

Additionally, we use the Live Access feature to narrow down customers who have visited our website or viewed our catalogs. The fact that a customer has shown interest in Nitori is highly valuable information, so we make it a priority to secure appointments as quickly as possible.

Furthermore, we also identify and map our target companies. We have become significantly more efficient in terms of both time and expenses.
Moving forward, we aim to build a system that matches data from uSonar's corporate database, LBC, with our internal system data to analyze attributes and develop strategic plans.

Matsuo

The executive in charge at the time believed that, "In business, there are areas that should be thoroughly streamlined through IT and digitalization, and areas where it is better to take time and use an analog approach."

Therefore, regarding our sales activity framework, we have thoroughly streamlined operations using our in-house system integrated with uSonar and SideSonar. Furthermore, we remain committed to meeting our customers in person to listen to their feedback, developing products that they will choose, and providing proposals that not only satisfy them but also exceed their expectations.