Background and Objectives of Implementing uSonar
Founded in 1930, Seino Transportation is the core company of Seino Holdings, offering a diverse range of services as a comprehensive logistics trading company centered on land transportation and trucking. Meanwhile, the domestic logistics market is entering a period of structural transformation for sustainable growth due to demographic shifts and labor shortages, necessitating the correction of long working hours caused by driver shortages and the improvement of productivity. While there is a need to acquire new customers and expand the market under these circumstances, many sales representatives expressed difficulty in selecting new sales targets. Traditional sales approaches were often dependent on individual intuition and experience, while preconceived notions—such as the belief that companies previously approached and rejected were unlikely to be viable prospects—led to a standardized and repetitive selection process.
To resolve these issues, the company decided to implement the LBC corporate database, which covers 12.5 million business locations nationwide, aiming for a transformation toward a sales style that utilizes corporate data.
Reasons for Choosing uSonar
The LBC corporate database from uSonar met the company's needs for problem-solving by enabling the visualization of the entire market and the groups of companies that the firm had not yet approached. The decision to implement was driven by LBC's high level of comprehensiveness, data quality, and the ability to seamlessly integrate with the customer management system already in use. Additionally, the attentive proposal process tailored to their needs and the robust post-implementation support system were key evaluation points, leading to the decision to deploy the service nationwide.
Furthermore, to accelerate sales by leveraging professional networks through the management and sharing of business card information, all sales representatives are utilizing the corporate information and business card management app mSonar.
Effects of Implementing uSonar
Through the sales transformation utilizing uSonar services, the company visualized potential client candidates that could not be identified through traditional sales styles and promoted a data-driven approach. As a result of promoting adoption across each branch, a survey of sales representatives conducted one year after implementation confirmed an improvement in awareness, with the number of representatives reporting issues with new target selection decreasing from 70% to 30%. Furthermore, an analysis of new shipper registration data showed that approximately 80% of new registrations originated from uSonar, indicating that data utilization has become firmly established in the field.
Moving forward, the company will further strengthen data integration with its core systems by linking internal management codes with LBC codes, thereby expanding the scope of corporate data utilization and advancing its sales activities.
