JTB Corp.

Morita

"We were already using the corporate database 'LBC' from uSonar (formerly Landscape). During a meeting regarding LBC, we discussed our challenge of improving productivity, which led to the proposal of 'Meishi Sonar' (now mSonar). Although we had been using a different business card management service, it was only utilized by a few departments. Departments that did not use it had to perform manual data entry, which limited the effectiveness of the tool and created challenges for operational efficiency."

Morita

"When I heard the details about 'Meishi Sonar,' I learned that it allows for easy business card scanning and links that data with the valuable corporate attribute information that is a hallmark of uSonar. I was attracted to the fact that we could not only move away from the situation where offices and individuals nationwide managed customer information on their own, but also organize and utilize that information effectively.

However, replacing a system means changing the way things have been done, so we could not simply decide to 'give it a try.' We had to consider it carefully.

Therefore, to ensure a fair assessment, we compared multiple business card management services and independently scored each one. In fact, 'Meishi Sonar' did not rank first in the total score. However, it scored highly in the areas we felt were necessary for solving our challenges and achieving our goals, which reaffirmed the necessity of adopting it.

Specifically, we were impressed by the abundance of industry and corporate information, the ability to understand corporate group and office connections starting from business card information, and the fact that it was superior from a field sales perspective, such as providing information on companies residing in specific buildings. After that, I presented these points internally and gained approval."

Morita

We began moving toward actual implementation around autumn. We restructured the system to ensure it would be fully operational by spring, and we were able to launch as scheduled without any particular issues.

This is thanks to the strong collaboration between the sales and systems teams at uSonar. I am grateful for their support, as they were able to provide immediate answers to all our questions and remained flexible throughout the process.

Morita

When I was in sales, I also felt the frustration of manual business card entry. However, I believed that if everyone understood the results that could be achieved by registering business cards in Meishi Sonar, they would be motivated to use it.

Therefore, we conducted training on why registering business cards is important, how it leads to tangible results, and how it enhances the value we provide.
We also explained the differences from our previous business card management service and the background behind why we introduced Meishi Sonar, emphasizing that it is much more than just a simple management tool.

Morita

As a result, while we previously registered about 3,000 business cards per month using our former business card management service—which required manual data entry—that number has increased dramatically to 7,000 cards since implementing Meishi Sonar. uSonar informed us that this is one of the highest capture rates among their corporate clients, which reaffirmed to me that the tool has truly permeated our team.

Although we initially provided training based on headquarters' directives, department representatives now proactively prepare their own materials and share success stories within our internal community, demonstrating that they clearly recognize the benefits of the system. Furthermore, while I anticipated some resistance to switching services, there was none; in fact, I often hear feedback that it is easier to use. I am delighted by this, as it confirms that our team realizes this is a truly useful information service.

Morita

As a system, we have successfully achieved internal adoption and made a smooth start. Not only our team members but also our President are actively using it. By entering sales activity reports, we can now track not only points of contact but also progress, and key decision-makers have become visible. We aim to leverage effective sales activities based on the valuable information gained from Meishi Sonar.

Additionally, we have high expectations for the Rating 2.0 feature, which uses AI to create lists of high-potential customers based on various data collected through the Side Sonar functionality we implemented simultaneously. By utilizing this feature, headquarters intends to conduct more precise targeting using data-driven insights.

We will not rest on the success of our initial launch; instead, we look forward to further maximizing our usage and energizing our unified sales efforts.