Strengthening the sales platform through customer database redevelopment and telemarketing

「Going forward, we will strengthen our sales structure and build a more agile sales organization capable of deepening relationships with existing customers and developing new customers.」

「In October 2022, we opened the Shizuoka sales office in Hamamatsu, Shizuoka Prefecture, as a new sales base following Tokyo, Osaka and Fukuoka, and began activities to provide detailed follow-up to customers in the area and further increase sales.」

「We also opened a third sales base in Fukuoka, following Tokyo and Osaka, and detailed sales activities that could not be fully covered by telemarketing alone also proved effective.」

「In addition to the results of sales activities at 3 locations—Tokyo, Osaka and the newly opened Fukuoka sales office—moving beyond the previous telemarketing-centered sales structure, the increase in shipments of culture dishes accompanying promotional activities for cancer-testing culture dishes (N-NOSE) for 株式会社ＨＩＲＯＴＳＵバイオサイエンス also proved effective.」

「We formed a cross-functional team from the in-house IT systems and sales planning departments. Using information on 16,000 domestic customers with whom we have transaction records, we conducted data mining (collection and analysis) based on purchasing trends. We began field sales from the Tokyo sales office opened in March 2019, approaching customers whose orders had stopped to reactivate orders and customers for whom telemarketing alone had provided insufficient follow-up. We also made full use of our revamped website to strengthen inbound operations and introduced measures to prevent lost sales by completing responses within 24 hours.」

「Ten months have passed since we opened a sales office in Tokyo in March 2019 to acquire major customers and conduct field sales. In addition to more detailed customer follow-up and new customer acquisition, which were not possible through the head office's telemarketing sales alone, the resumption of sales to customers whose orders had stopped for more than 6 months proved effective, and sales for the first nine months of the current consolidated fiscal year returned to growth for the first time in 4 fiscal years.」

「In March 2019, we opened a sales office in Tokyo to acquire major customers and conduct field sales. Ten months later, we had fully launched expansion activities through face-to-face sales in addition to the head office's existing telemarketing sales, and results were steadily emerging. New sales methods, including the use of our website, also proved effective, and standalone sales for the first half reached a record high of ¥800 million.」

「In March 2019, we opened the business's first sales office in Tokyo to acquire major customers and conduct field sales, launching expansion activities through face-to-face sales in addition to the head office's existing telemarketing sales.」

「The newly established Sales Strategy Planning Department and IT Systems Department are working together to launch new activities, further differentiating the functions and roles of the sales planning team and telemarketing staff from the three perspectives of retaining stable recurring customers (preventing customer losses), reactivating customers whose orders had stopped, and acquiring new customers.」

「Against this backdrop, the newly established Sales Strategy Planning Department and IT Systems Department are working together to build a new framework for efficient sales activities. From the three perspectives of retaining stable recurring customers (preventing customer losses), reactivating customers whose orders had stopped, and acquiring new customers, the framework further differentiates the functions and roles of the sales planning team and telemarketing staff.」

「As a result of actively improving the working environment and pursuing local direct hiring, we are on track to hire the planned number of people, are securing the target number of calls, and are steadily increasing the number of new customers acquired. Going forward, we will build a well-staffed team and a new sales structure and work to expand sales.」

「Following the relocation of the head office and plant to Higashiomi, Shiga Prefecture, we actively improved the working environment and pursued local direct hiring for telemarketing staff. As a result, we are on track to hire the planned number of people and are securing the target number of calls. Going forward, we will build a well-staffed team and a new sales structure and work to expand sales.」

「To maintain and increase the number of calls, we actively pursued local direct hiring to retain telemarketing staff and improve their skills. However, insufficient staffing to achieve this fiscal year's call target was the main factor behind the decline in revenue. From the third quarter of the current consolidated fiscal year onward, improvements in employment conditions resulted in more than 1.5 times the target number of applicants. We will revamp our sales structure and work to expand sales.」

「We will make effective use of the computer system independently developed by the in-house IT systems department and newly introduced at the Shiga plant, and work to increase the number of calls.」

「Going forward, we will make effective use of the computer system independently developed by the in-house IT systems department and introduced at the Shiga plant, while also deploying it at our existing outsourced telemarketing provider, substantially increasing the number of calls and working to expand orders.」

「In sales, we rebuilt the in-house database and further enhanced the segmentation of orders, volumes, frequency and regions for approximately 13,000 customers. We also introduced a computer system developed by the in-house IT systems department at our existing outsourced telemarketing provider, successfully increasing the number of calls substantially.」

「In sales, we rebuilt the in-house database and further enhanced the segmentation of orders, volumes, frequency and regions for approximately 13,000 customers. We also introduced a computer system developed by the in-house IT systems department at our existing outsourced telemarketing provider, successfully increasing the number of calls substantially.」

「By rebuilding the in-house database, we were able to further refine the segmentation of orders, volumes, frequency and regions for approximately 13,000 customers. The resulting improvement in the order acquisition rate through telemarketing led to record-high sales for the previous consolidated fiscal year. As a result, sales for the first quarter of the current consolidated fiscal year also reached a record high, albeit with a slight increase.」

「By rebuilding the in-house database, we were able to further refine the segmentation of orders, volumes, frequency and regions for approximately 13,000 customers. The resulting improvement in the order acquisition rate through telemarketing led to record-high sales for the current consolidated fiscal year.」