Seino Transportation Adopts uSonar to Drive Sales Transformation

Seino Transportation was founded in 1930. As the core company of Seino Holdings, it operates as a comprehensive logistics trading company, focusing on land transportation and trucking services, and offers 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 need to address long working hours caused by driver shortages and to improve productivity. While there is a necessity to acquire new customers and expand market share under these conditions, many sales representatives expressed difficulty in selecting new sales targets. Traditional sales approaches were often left to individual intuition and experience, while preconceived notions such as, 'Companies that have been approached and rejected in the past are unlikely prospects,' became entrenched, leading to a standardized and repetitive approach to target selection.
To address these challenges and transform into a sales style that leverages corporate data, the company decided to implement 'LBC,' a corporate database covering 12.5 million locations nationwide.

The uSonar corporate database, 'LBC,' was chosen because it met our needs for solving challenges by visualizing the entire market population and the group of companies we had not yet approached. We confirmed LBC's high level of comprehensiveness, data quality, and its seamless integration with our existing customer management system, which were the deciding factors for implementation. Additionally, the attentive proposal process tailored to our needs and the robust post-implementation support system were highly valued, leading to a nationwide rollout.
Furthermore, to accelerate sales by leveraging human network information, all sales representatives are using the corporate information and business card management app, 'mSonar,' to manage and share business card data.

Through the sales transformation utilizing uSonar services, we visualized potential business partners that could not be identified through traditional sales styles and promoted a data-driven approach. 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 in selecting new targets' decreased from 70% to 30%, confirming an improvement in awareness. Furthermore, in an analysis of new shipper registration data, 'new registrations originating from uSonar' accounted for approximately 80% of the total, indicating that data utilization has become firmly established in the field.
Moving forward, we will further strengthen data integration with our core systems by linking our internal management codes with LBC codes, thereby expanding the scope of corporate data utilization and advancing our sales activities.