Discovering overlooked customers in field sales! ｜Mie-Toruki Co.,Ltd.
Mie-Toruki Co.,Ltd.
| Location | 523-2 Jiko-cho, Suzuka City, Mie Prefecture |
|---|---|
| Business Activity | Transportation, warehousing, distribution processing, wooden pallet manufacturing |
| URL | https://www.toruki.co.jp/ |
Discovering overlooked customers in field sales!
Please introduce your company
Mr. Sakaguchi: We are a logistics company located in Suzuka City, Mie Prefecture, which celebrated its 43rd year in business in 2021. We are a small to medium-sized company in terms of category, but we have about 100 vehicles, which makes us one of the larger transportation companies.
Aiming to be the No. 1 regional transportation company in Mie Prefecture, we are engaged in joint deliveries, charter services, warehousing, distribution processing, and wooden pallet manufacturing.
【Challenges before implementation】Had difficulty with a face-to-face sales approach due to Covid-19.
Mr. Sakaguchi: Our company had been focusing on field sales. However, I was the only one in charge of sales, and I thought it was inefficient to visit companies alone and have them listen to what I had to say.
Then the COVID disaster struck, and I was no longer able to do the face-to-face sales I had always done. I lost my job and wondered what I would do. However, I thought I could turn a pinch into an opportunity. I had always thought that face-to-face sales was inefficient, so I decided to take this opportunity to focus on inside sales.
In the process of gathering various information, I learned about MA tools. We thought about renewing our website, but it would have cost a lot of money. It's hard to propose something that costs a lot of money and can't guarantee results to a company, and the hurdle to introducing it is high. In that respect, MA was inexpensive, so I thought I'd try it anyway.
【Selection Points】Able to implement it at a low price and the quality of support was satisfying.
What made you choose BowNow out of the many options?
Mr. Sakaguchi: After all, it was very important for us to introduce BowNow at a low price. Also, when we were considering the introduction of BowNow, we were favorably impressed by the various proposals from your company. We compared various companies, but the price and support were good, so we decided to go with BowNow.
【Measures and effects】Hired dedicated person for this initiative and send out e-mails to trigger orders.
Mr. Sakaguchi: When we introduced BowNow, we hired a new MA specialist. So we changed to a two-person sales team, with me in charge of the field and the new full-time person in charge of the web, to create a system that would allow us to operate BowNow smoothly. We have also started sending out monthly e-mails.
Mr. Sakaguchi: After sending out the e-mails, we received inquiries like, "Can you do something like this? I was surprised because it was the first customer I had contacted in a long time. If we had not sent out the e-mails, we would have overlooked them and lost touch with them.
Even if we don't close the deal right away, the conversation may lead to future business negotiations. I am glad that we introduced BowNow just because of this inquiry. I was reminded of the efficiency of inside sales.
Also, since we can see the visitor history of the website, we were able to make a call from there and connect with a major trading company. We are hoping that our efforts with BowNow will lead to new orders.
【Future Outlook】Setting up a system and proceed with the installation of forms.
What would you like to challenge in the future with BowNow and marketing initiatives?
Mr. Sakaguchi: I mentioned that we have hired an inside sales representative and are building a system, but we are not yet in a situation where we are firmly dividing the roles between the outside and inside. We would like to improve that.
We haven't been able to set up white papers and download forms yet, so we would like to try that once the system is in place. I am hoping that if we keep working at it, we will be able to conduct sales activities more efficiently.
As far as I know, there are almost no transportation companies in the surrounding areas that are focusing on inside sales. We can't compare or compete with other companies that are doing this or focusing on the web, so it's a little difficult to do so, but I hope to do my best as a pioneer.
【Customer Voice】More efficient than ordinary field sales!
Can you to give a message to those who are considering to introduce BowNow?
Mr. Sakaguchi: I feel that it is more efficient than field sales. I would like any company that wants to strengthen its sales force to try it out.
The good thing about BowNow is that it is easy to implement, with plans ranging from free to several thousand yen. I think it would be a good idea to try it out and operate it with only one hand.
It is up to the user to see the results, but I think it will be a good opportunity for change. If you think this is a bad idea, I highly recommend you give it a try.
Thank you very much!
