[Circular Economy Project Dialogue Vol. 1] The First Step Toward a Circular Society. ASNOVA’s Vision for a Sustainable Growth Curve
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BUSINESS
Scaffolding Rental partner company "ASNOVA STATION" The road to achieving 10 locations
ASNOVA STATION started as a scaffolding rental center where you can rent scaffolding safely and conveniently at any time.
Scaffolding Since October 2022, we have continued our activities with the goal of expanding scaffolding rental services to areas that are not well served by the scaffolding rental service, and we have been able to develop rental services with 10 partner companies.
In this interview, we asked Hiroki Nakamura of senior manager and Akihiro Oyama of section manager in the STATION division about their thoughts at the time of the launch, the process leading to the 10 locations, and their outlook for the future.
Text: Sayaka Mitsuda
Photo: Sho Kobayashi
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PROIFILE
- Hiroki Nakamura
- "STATION Division Senior Manager" at ASNOVA Co,.ltd. He joined ASNOVA Inc. in 2016 and served as Sendai Sales Office before assuming his current position in 2023.
- Akihiro Ohyama
- STATION Division, Section Manager. He joined ASNOVA Co,.ltd. in 2018 and served as Nagoya Sales Office before assuming his current position in 2023.
Gathering companies that share ASNOVA's "passion" and steadily expanding
"ASNOVA STATION" has now reached 10 locations. First, please tell us about the background to the launch of the business division.
Nakamura: First of all, I was the only one who launched the ASNOVA STATION business, so I worked with sales department to develop partner companies and approached existing customers. After that, we steadily expanded through referrals from business partners and applications from people who listened to our online information sessions. Many of the companies that listened to the information sessions said things like, "We empathized with ASNOVA's efforts," and "We became interested in the business."
Were there any difficulties you faced or things you came up with as you were acquiring bases?
Nakamura: As for partner companies for the ASNOVA STATION business, we wanted to reach out to companies other than scaffolding construction companies, so we received applications from companies in other industries, such as trucking companies, shipping companies, and warehousing companies. However, it was difficult to explain the details of our business to companies in other industries. First, we had to get them to recognize the unfamiliar business of "scaffolding rental," then we had to get them to understand the ASNOVA STATION business, and finally we had to get them to consider getting involved with ASNOVA as a partner company.
Some companies found it a bit of a hurdle to get a full picture of these types of businesses.
Oyama: There were cases where the client was interested but found it physically difficult. For example, they needed a place to store a large amount of scaffolding materials, and they couldn't secure the space, or the management and storage locations were far apart... In these cases, we were able to reach a compromise and make adjustments by working out the terms of both parties.
Some companies found it a bit of a hurdle to get a full picture of these types of businesses.
Oyama: There were cases where the client was interested but found it physically difficult. For example, they needed a place to store a large amount of scaffolding materials, and they couldn't secure the space, or the management and storage locations were far apart... In these cases, we were able to reach a compromise and make adjustments by working out the terms of both parties.
Nakamura: We also received specific business inquiries, such as how the revenue simulation works and how to develop new clients.
Regarding revenue, we explained the scheme when we received a request for scaffolding rental, and presented things like, "With this many projects per year, you will make this much profit." We also explained how to increase the number of clients, promising to build a relationship where ASNOVA would provide consultation and they would come to us with any concerns they may have, and made sure they understood.
"Scaffolding rental" becomes a new pillar of business
What kind of presence would you like ASNOVA's 10 partner companies to have?
Nakamura: Our partner companies are important to ASNOVA STATION's social mission of "revitalizing the local area through scaffolding rentals." I would be happy if the feedback from local residents who were inconvenienced by a lack of scaffolding that "it's become more convenient" reaches our partner companies.
Oyama: I hope that scaffolding rental business will grow as a new business for our partner companies. Due to the COVID-19 pandemic, some of our partners have said that they are worried about the future of their business if they rely solely on their own business. In that sense, I hope that by considering this ASNOVA STATION business as a new pillar of their company, they will be able to build a strong management structure.
What are your next goals for ASNOVA STATION?
Nakamura: I'd like to expand to 15 locations by the end of this fiscal year. Next year I'd like to have 20 locations, and the year after that 25 locations, and so on.
To that end, we would like to strengthen the staff of the Station Division. With just the two of us, we are already fully occupied responding to inquiries.
In addition, in order to achieve our original goal of establishing a scaffolding rental base that can be rented safely and at any time, we need to dig deeper into what kind of problems are occurring in what areas and when scaffolding is needed. We will increase the number of personnel in the business division so that we can carry out our activities in the way that we should.
Oyama: I also want to hear from our customers and use it for the next time. We launched the service in October last year, and the first ASNOVA STATION partner company was born in November. It's been exactly one year, so I'd like to hear what you've felt in the past year and your impressions of what you've tried. In previous web seminars, we couldn't include "customer feedback" even if we wanted to.
Nakamura: Another thing is follow-up support for partner companies. I want to focus on this in the future so that they think, "I'm glad I became ASNOVA's partner." I believe that this kind of support will also lead to trust with potential future customers, so I would like to continue my activities.
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