Demonstrating Sales Expertise

Hello, I’m Ichiki of Sync Logistics.

In this issue, I’d like to share my thoughts on the role of sales in the logistics business.

■ The role of sales in linking shippers and the jobsite

In the used car export industry, conditions change daily due to various external factors such as world affairs, exchange rate fluctuations, and destination country regulations. Correspondingly, logistics companies must respond flexibly.

In such a business environment that’s constantly in flux, sales, which links shippers and logistics jobsites, plays an important role. For smooth logistics operations, salespersons must gather information, organize issues, and clarify what kind of logistics conditions they want to achieve.

When I’m in a sales meeting, I ask when, from which port, to which country’s port, how many units, and at what level of quality (including cost) a client wishes to export. When I ask such questions, the issues that tend to come up are price, quality, and speed, so I ask which one they want to prioritize (with the premise of aiming to achieve all three to the fullest extent).

We then discuss and align our understanding as to what impacts may occur during the logistics process, and where bottlenecks may appear.

This is where we prove our sales expertise.

■ You can count on us in your time of need

But there’s one thing to note: proceeding with the job while consensus hasn’t been reached, or trying to proceed with the project without coordinating with the other party. If there were to be a misalignment in understanding, unnecessary services might be created, or complaints from customers might arise.

To avoid this vicious cycle, salespersons must proactively gather information, accumulate facts, and understand the situation. It’s important for them to try to understand the client’s goal. If they do this, they will be counted on when clients are in need, or when they start a new project. Such salespersons are able to build continuous relationships with clients as trusted partners.

As a logistics partner, we will continue to do our best so you can count on us as your first port of call.

Thank you for your time.