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Korea’s CJ Logistics sees sales automation as key to its aggressive global expansion

Coordinating shipments and deliveries is part of a $1tr-plus global logistics industry, one in which South Korea’s CJ Logistics is a fast-rising player, providing one-stop parcel, transportation, forwarding, project management, and other logistics services.

The 89-year-old company, which posted 30 per cent revenue growth in 2018 and has completed 10 acquisitions over the last seven years, needed to find an effective way to help its 2,000 sales reps manage and report their deals amid hundreds of conflicting processes and thousands of duplicate account records.

With so many acquisitions, the need to consolidate its sales data became imminent. Up until a year ago, the company’s reps found it difficult to search for account records in spreadsheets, sift through customer invoices in myriad inherited enterprise resource planning systems, and pull in credit ratings from outside agencies, says Yong-Man Kim, a CJ Logistics general manager.

“It could take a couple of days before reps could build their sales reports, or identify which customer contracts were up for renewal, or know when to upsell a new service,” Kim says.

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