Daisuke Morihara of Azoop, a native of Susami, Wakayama, Challenges the Liberalization of Used Truck Distribution: Contributing to Local Revitalization by Supporting Logistics in His Hometown

Azoop, a company dedicated to solving management challenges and supporting digital transformation (DX) for logistics and transport firms, operates the commercial vehicle marketplace 'Truckers' under the mission of 'providing new choices and possibilities for the next generation.' Daisuke Morihara, a native of Susami, Wakayama, and a department manager in the Sales Division 2, is working to facilitate matching between sellers and buyers to bring transparency to the used truck market. We introduce Morihara along with the challenges of the used commercial vehicle market.

Topic 1: From Chef and Demolition Worker to Recruit... A Unique Career Path to Azoop
Born in 1994, the 31-year-old Morihara has a diverse and unique career, including working as a chef at a traditional Japanese restaurant, juggling demolition work with cable TV maintenance, sales at a POS system startup, and sales promotion for a gourmet website at Recruit. He joined Azoop in August 2021. 'Having achieved certain results in my previous jobs in environments with strong brand power, products, and organizational structures, I wanted to challenge myself to see how far my own sales skills could go. I was looking for a startup with fewer than 50 employees where I could be involved in building systems from scratch,' he says. Although he had no prior experience in the logistics industry, he was attracted to the environment where he could create his own management position and felt a sincere connection with the management team during his interview.

Topic 2: 80% of 'Truckers Auction' Buyers are International. The Challenges and Rewards
Morihara oversees the Partner Sales Department, where half the team handles price negotiations for sellers (transport companies) and the other half handles negotiations and new business development for buyers (purchasing companies). With 70-80% of Japan's used truck secondary market destined for export, 80% of the approximately 1,000 buyers on the platform are international purchasing companies from countries like Bangladesh, Afghanistan, Pakistan, and Sri Lanka. This leads to challenges due to cultural and business practice differences. While smooth transactions are crucial for sellers, Morihara notes, 'Some customers fail to meet payment or pickup deadlines. Due to factors like Middle Eastern instability, cash flow can stop, leading to payment delays. We handle this by changing buyers or negotiating with sellers to extend payment deadlines.' However, there is also joy in the diversity. 'There were prejudices and language barriers regarding whether international buyers would pay properly. Previously, it was difficult for them to source directly from Japanese transport companies. By intervening, we provide opportunities to these exporters. We have seen cases where international clients who struggled to find sellers were able to source directly through us and make a profit,' he said with a smile.

Topic 3: Managing a Team with Conflicting Interests
Morihara's team includes both seller and buyer representatives. With sellers wanting higher prices and buyers wanting lower prices, conflict is natural. Morihara manages this by emphasizing that 'both sellers and buyers are our customers.' He instructs his team to make decisions from a neutral standpoint, especially during price negotiations and complaint handling.

Topic 4: Supporting the Logistics Industry in Wakayama Prefecture
Morihara's roots in Susami, Wakayama, drive his desire to contribute to his hometown. He often makes 'Mehari-zushi,' a local specialty, himself. He feels the challenges of weakening logistics infrastructure in rural areas firsthand. 'I love my hometown, and I want to use the skills I've cultivated in business to contribute to the revitalization of Wakayama Prefecture,' he says. 'In rural areas, transport companies often sell at the price dictated by local buyers without knowing the true value. By using Truckers Auction, they can sell to the highest bidder among 1,000 buyers. Since resale profit is a significant income source, I believe this contributes to local transport companies.' Data shows that transport companies using the platform have seen an average 13% increase in resale profits. 'If even one truck can be sold for a higher price, it helps the people in that town.' This sentiment reflects his dedication to supporting the Wakayama logistics industry.