BUSINESS
Scaffolding Rental Contracts Reach 3,000 Companies. Results of ASNOVA's mission and organizational strength
ASNOVA has reached a major milestone in August 2024, when the number of contracted companies in the scaffolding rental business will exceed 3,000. In this issue, we interviewed Takuma Fukuzawa, Sales Manager of Nagoya Sales Office, Takumi Kawai, Sales Manager of Osaka Sales Office, and Shinya Ito, Sales Manager of Tokyo Sales Office, to learn more about their personalities as leaders, the roles of each office, their passion for scaffolding rental, and ASNOVA's corporate strength. The three men, who are of the same generation and have been with the company for almost the same period of time, talk to each other, so please take a look.
Text: Sayaka Mitsuda
Photo: Sho Kobayashi
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- Takuma Fukuzawa
- Sales Manager, Nagoya Sales Office of ASNOVA Co., Ltd. As sales manager of Nagoya Sales Office, he is responsible for the rental and sales wedge binding type scaffold in the Chubu area.
- Takumi Kawai
- Sales Manager, Osaka Sales Office of ASNOVA Co., Ltd. As sales manager of Osaka Sales Office, he is responsible for the rental and sales wedge binding type scaffold in the Western Japan area.
- Shinya Ito
- Sales Manager, Tokyo Sales Office of ASNOVA Co., Ltd. As sales manager of Tokyo Sales Office, he is responsible for the rental and sales wedge binding type scaffold in the eastern Japan area.
A number of factors came together to achieve our goal of reaching 3,000 companies
Q. Congratulations on reaching 3,000 scaffolding rental contracts. Please tell us your honest thoughts about this.
Ito: When I see this figure of 3,000, I once again realize the incredible achievements that our predecessors have made. We have inherited the good things that our predecessors have done, while also incorporating methods that suit our times. I think that the result is reflected in this figure.
Fukuzawa: My honest impression is that if we acted in line with ASNOVA's growth rate, we would have already achieved 3,000 companies. President Ueda pays close attention to the growth of the company and its employees every day, so I have worked hard hoping to meet his expectations.
Kawai: In the area under the jurisdiction of Osaka Sales Office, we have seen remarkable development in recent years, with many new centers opening and entering new areas. I believe that our careful efforts to convert each and every inquiry from new customers into a contract contributed to these figures.
Ito: I think the reason we have received so much support from so many customers is because of our high level of customer satisfaction. I think it may be because each and every sales representative strives to provide detailed follow-up and honest service.
Fukuzawa: I think it was also a big factor that we were able to quickly respond to customer needs in the field of "scaffolding rental." I think we were able to continue building trust with customers who had used our services without disappointing their expectations.
Kawai: I think the good service of the staff at equipment center is also a big factor. It's not just the amount of scaffolding equipment they have, but also the personality and service they provide. I think there are many customers who think, "I'm glad I rented from ASNOVA."
Q. What do you value most in your work?
Ito: I try to be flexible. Of course, we have company rules and regulations, but it's important to think about what we can do to meet the needs of our customers. I believe that this kind of attentive response leads to the accumulation of small trusts.
Kawai: We think it's important to dig deep. By carefully listening to the underlying concerns of our customers and steadily building relationships with them, we can be introduced to new customers and connect them to people in need.
Fukuzawa: I try to "communicate." It was a long time ago, but before sales department was established, the people in equipment management department were also in charge of sales. Now, the people who have had that experience are supporting ASNOVA as area manager of equipment management department. What I can do is to value the experience and thoughts of my predecessors and work closely with each equipment center. I also think it is important to deepen relationships within the company so that sales department and equipment management department are heading in the same direction.
Three sales manager support each other and continue to grow through their bonds
Q. ASNOVA aims to solve various social issues through scaffolding rentals, such as natural disasters, aging buildings, and a recycling-oriented society. What are your thoughts on this point as sales manager?
Fukuzawa: Thankfully, demand has been increasing recently, and each Sales Office has been growing steadily. However, if scaffolding equipment is concentrated in a few areas, it will not be scaffolding evenly, which is not good for the company. First of all, we need to fully understand the demand in each area and ensure that scaffolding equipment is distributed there. Then, I want ASNOVA as a whole to come together and respond to the needs of society.
There are areas where new equipment center are opening more frequently than in the Nagoya area, and in those areas, sales manager Mr. Kawai and Mr. Ito play important roles. Their presence is a great encouragement to me.
Ito: The three of us are from the same generation and became sales manager at the same time, so we work well together on a daily basis. In that sense, I feel encouraged.
As the price of materials has skyrocketed over the past few years, more and more people are choosing to rent as a means of procuring scaffolding and many new businesses are taking on the challenge of scaffolding business. ASNOVA wants to be a supportive presence for these people. ASNOVA's motto, "always nearby, always safe to rent," is a key feature of our business, and we are always attentive to even the smallest of needs. The president once said, "Let's deliver even a single piece of equipment on a bullet train," and I would like to work with that same spirit.
Kawai: Due to rising prices, we are receiving more inquiries from companies that do not have scaffolding equipment. For example, I think it is important for ASNOVA to provide thorough support to companies that have just become independent. To that end, we need to think about how to deliver ASNOVA's services to such companies. I think that in the future, we will be able to respond to companies that do not have scaffolding equipment.
Q. Please tell us about your enthusiasm for your next goal of signing contracts with 400 companies per year.
Ito: I think the key is to continue opening new stores. Of course, existing equipment center also need to increase sales. We will do our best to serve each and every customer and steadily build up our business.
Fukuzawa: In the past, the idea that "scaffolding is something you buy" was mainstream, but now the convenience of rental is becoming more widespread. In the future, I would like to propose the option of rental to companies that have been considering purchasing, and encourage them to think, "Maybe renting is a good option." I hope that word of mouth about ASNOVA spreads and interest in rentals increases.
Kawai: I think it's important to meet as many customers as possible who we haven't met yet. In addition, we are being asked to speed up our internal procedures, so I want to devise ways to efficiently sign contracts with new customers. To continue signing new contracts at a rate of one per week, the support of the people at equipment center is essential. I think we have been able to achieve our current success because the values that ASNOVA has held dear since its founding are still being passed down to this day.
Fukuzawa: We are able to maximize our sales capabilities thanks to the combined efforts of not only our Sales Department, but also each department in the company, who have prepared the "weapons" to spread the word about ASNOVA. We want to achieve our future goals not only with us, but also with our seniors who experienced the company's early days, everyone at each equipment center, and the entire company.
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