Seino Transportation Adopts uSonar to Drive Sales Transformation

Seino Transportation was founded in 1930. As a core company of Seino Holdings, it operates as a comprehensive logistics trading company, focusing on land transportation and trucking services, while offering a diverse range of services. Meanwhile, the domestic logistics market is entering a period of structural transformation aimed at sustainable growth, driven by demographic shifts and labor shortages. This has created a demand for correcting long working hours caused by driver shortages and improving overall productivity. Even in this environment, there is a need to acquire new customers and expand market share; however, many sales representatives expressed difficulty in selecting new sales targets. Traditional sales approaches were often dependent on individual intuition and experience, while deep-seated biases, such as the belief that companies previously approached and rejected were unlikely to become prospects, led to repetitive and patterned target selection.
To address these challenges, the company decided to implement LBC, a corporate database covering 12.5 million locations nationwide, with the goal of transforming its sales style into one driven by corporate data.

The corporate database LBC by uSonar was chosen because it met the company's needs by visualizing the entire market population and identifying companies that had not yet been approached. The decision was driven by LBC's high level of comprehensiveness, data quality, and its seamless integration with the company's existing customer management system. Additionally, the attentive proposal process tailored to their needs and the robust post-implementation support system were highly valued, leading to a nationwide rollout.
Furthermore, to accelerate sales by leveraging human networks through the management and sharing of business card information, all sales representatives now use the corporate information and business card management application mSonar.

Through the sales transformation utilizing uSonar services, the company successfully visualized potential business partners that were previously unreachable under the traditional sales style and promoted data-driven approaches. As a result of promoting adoption across all branches, a survey conducted one year after implementation showed that the number of sales representatives reporting challenges with new target selection decreased from 70% to 30%, confirming an improvement in awareness. Furthermore, an analysis of new shipper registration data revealed that approximately 80% of new registrations originated from uSonar, indicating that data utilization has become firmly established in the field.
Moving forward, the company plans to 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.