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Tokyo, JAPAN

Landscape Database Marketing Agency. Tokyo, JAPAN. Tokyo, JAPAN. August 2 nd , 2012. At Landscape seminar room. Mr. Abe was invited by Landscape as a “Former Prime Minister” at that time. August 2 nd , 2012. At Landscape seminar room. Economic recovery in Japan. Monetary policy.

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Tokyo, JAPAN

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  1. Landscape Database Marketing Agency Tokyo, JAPAN Tokyo, JAPAN

  2. August 2nd, 2012 At Landscape seminar room Mr. Abe was invited by Landscape as a “Former Prime Minister” at that time.

  3. August 2nd, 2012 At Landscape seminar room Economic recovery in Japan. Monetary policy. Investment policy. Diplomatic policy. Four months later, in December 16th, 2012, he was elected Prime Minister.

  4. Landscape Quick Fact • Landscape Co., Ltd. • Year Founded: September 10, 1990 • Headquarter: Tokyo Opera City Bldg. 15Fl., 3-20-2 Nishi-shinjuku. • Shinjuku-ku, Tokyo • Capital: \ 466,335,500 • Employees: 80 Full-time, 400 SOHO, 350 Part-time • Landscape supports client’s database and information based • marketing activities as a database marketing agency. • Business Area: • Database Marketing Solution • Data Solution • Business Process Outsourcing

  5. Our office Tokyo Opera City Tower 15Fl. View from our office. (available on our website)

  6. More our office

  7. Company History • 2013 B2B targeting system uSonar released. • 2010Establish Marketing Group. • 2009 Opt-in Auto Call service release. • 2007 Business data access tool LBC COMPASS released. • 2006 CRM system DISH released. • Business data solution LBC released. • 2002 Equity Investment by ITV, The Dai-ichi Life Insurance Company,Limited • & Zenrin, etc. and Capital Increased to 365mil. JPY. • Equity Investment by Ogilvy (WPP Group) & JAFCO and Capital Increased to 225mil. JPY. • Data hygiene and data enhancement solution started. • Equity Investment by ACXIOM and Capital Increased to 170mil. JPY. • 1999 Equity Investment by JAIC and Capital increased to 50mil. JPY • 1998 Shinjuku Call Center and Osaka Call Center start operation • 1997 Headquarters move to Tokyo Opera City Tower in Tokyo • 1996 Data capture service started. • 1993 Branch office opened in Shinjuku-ku(Nishi-shinjuku) • 1990 Start business in Osaka-city with capitalization of 10mil. JPY

  8. Our Clients We have about 600 clients to serve last year. EPSON SALES JAPAN CORPORATION OMRON Corporation Sumitomo Heavy Industries.,LTD. Fuji Electric Holdings Co., Ltd. MISUMI Corporation Hino Motors, Ltd. UCHIDA YOKO CO.,LTD. Pitney Bowes Japan Corporation RISO KAGAKU CORPORATION Cybozu, Inc. salesforce.com Co.,Ltd. PCA CORPORATION McAfee Co., Ltd. KDDI CORPORATION ZENRIN CO., LTD. NIFTY Corporation Daiko Clearing Services Corporation Mitsui Real Estate Sales Co., Ltd. Hotel Okura Co., Ltd. CENTURY21 REAL ESTATE OF JAPAN LTD. JF-SANTA Association

  9. What we support • New customer acquisition. • (Getting customers) • 2. Customer retention. • (Keeping customers) • 3. Up-sell & Cross-sell to the existing customers. • (Growing customers)

  10. How we serve • Proposal of target data. • Data profiling and data penetration analysis. • Provide data quality solution that enable our clients to plan and execute database marketing & CRM activities. • Planning & execution of lead generation and campaign program. • Provide CRM & Data Quality software and services.

  11. Database for Marketing & Data Quality Purposes. Landscape manages the largest database for marketing and data quality purposes in Japan. The technology and knowledge handling Japanese data is provided as a data solution service. Consumer Database 95 million Business Database 7.5 million

  12. Consumer Database

  13. Consumer Database : IDB 95 million ■Integrated Database(IDB) Data collected are all standardized and consolidated with both Individual and household level. ■Selection Criteria 14 categories and 57 attributes are available for data selection and data enhancement. ■Privacy Landscape takes proactive approach in protecting consumer privacy. Consumer Data Protection Department Handling consumer inquiry.

  14. How we organize data? Age Gender Area # of people in the household Listed in phone book or not Others ■ Type of dwelling（House/Mansion） ■ School graduated(high school/college) ■ Occupation（President, Doctor, Attorney） ■ Affluent attributes（Golf club member.etc） ■ Beauty care oriented ■ Mail order oriented Targeting with multiple selection criteria enable marketers better segmentation. IDB 95 million Consumer ※inferred income and square measure selection are available.

  15. Business Database

  16. The Largest Business Database 7.5 million Business Records in Japan 10007645542 10007645543 10007645544 10007645545 10007645546 10007645547 10007645548 10007645550 10007645551 10007645552 Our intention to enable B2B marketers to access maximum amount of potential customer records from an active business database we continually update and maintain.

  17. Data stored in LBC LBC has 118 data elements maximum. LBC attributes -Area -Industry Classification(JIS)-# of offices-# of employee-Sales amount-URL ・・・etc. Other attributes -Factory-Owner company-Recruiting -Governmental office -not listed on phone book-EC site　・・・etc.

  18. What LBC is used for? Data Quality with Landscape. 1. Customer Data Integration.2. Market Penetration Analysis. By specific segment. By company group 3. Targeting for new customer acquisition. 4. Data profiling. Data enhancement.

  19. Functions we have • Planning • Data Segmentation/Selection • Creative • Letter-shop • Email/Fax Transmission Landscape Core End to end Direct Marketing Support Master Database • Outbound • Inbound Tele- marketing • Consumer 95 million • (vast majority of Japan`s • adult population) • Business 9 million • (basically all firms in Japan) • List Rental • Data Hygiene • Merge/Purge • Customer Data Integration • Data Enhancement • Data Assessment • Data Analysis & Profiling • Database Hosting Data Solution

  20. B2C Case Studies

  21. Millionaires in Japan by country. Source:Capgemni “World Wealth Report”

  22. Millionaires in Japan by history. Trend of the number of millionaires in Japan. million 1.85 1.75 1.65 1.55 1.45 1.35 1.25 Yr.2006 Yr.2007 Yr.2008 Yr.2004 Yr.2005 Yr.2009 Yr.2010 Yr.2011 Source:Capgemni “World Wealth Report” Yes, “lost 2 decades”

  23. Millionaires in Japan by age. Millionaires by age segment. 73.9% 60.9% 42% 86.1% 94.9% 95.8% 4.3% 97.7% *2 *1 20s 30s 40s 50s 60s 70s 80s Source1: Landscape “Upper Class Database 2: Ministry of Internal Affairs and Communications

  24. Business Case：Security Objective New customer acquisition Background Optimize newly aligned sales resource. Upper Class（CEO/ Doctor/Tax accountant/High tax payer/Condo owner Target Product Monetary fund or bond Approach Data is distributed to sales and utilized by DM, sales call, sales visit, and inviting to the seminar. 7,000,000JPY or 70,000USD Investment Return Acquiring approximately 3,600 new customers( amount of money collected is2.8 billion JPY or 28 million USD）

  25. Business Case：Resort condominium To sell luxury resort condominium. Objective Advertisement on news paper does not work . Background Doctor/tax accountant/ Target Luxury resort condominium Product Price 40,000,000JPY or 400,000USD Approach 60,000 direct mails. Cost 10,000,000JPY or 1000,000USD Return 25 inquiries by phone and 25 are coming to the model room. 6 orders. 25

  26. Business Case：Automobile Objective To sell luxury car. Background Would like to penetrate super riches among riches. Target Billionaire Price 20,000,000JPY or 200,000USD Approach Invitation and catalogue Investment 1,200,000JPY or 12,000USD Return 2,000 Invitations　→　17 respondents → 2 orders taken in 6 months

  27. A B2B Service Demonstration

  28. Issues in B2B marketing. “-Customer completed, on average, nearly 60% of a typical purchasing decision-” “The end of Solution Sales” Chad Adamson, Matthew Dixon, and Nicholas Toman

  29. “Live Access” functionality released. Four classifications for B2B qualification strategy: BANT. Budget 2.Authority 3.Needs 4.Timing • Grouping • Parent-subsidiary • company relationship • Headquarter-branch relationship Live Access Detect which company to access to your web-site in real time. New Feature • Targeting • By business attributes • By specific company Penetration Analysis

  30. Overview of “Live Access” uSonar detects the companies accessing to your web site in real time. You can also see what keywords are used to access to your web-site. It enables users follow up based on the apparent interest and needs of the inquiring companies. uSonar (Web-site Live-Access) Online Search Potential customers Your site Off-line

  31. Recap of uSonar The tool for real time marketer ”uSonar” on cloud “uSonar” is a cloud-based tool to provide sales personnel and marketers the capability to execute real time marketing. It provides the users power of data which has been built by integrating multiple sources of information related to the customers or prospect’s interest selected from Japan’s largest B2B database hosted by Landscape. This technology has the potential to maximize the productivity of sales and marketing efforts. User can access to the largest B2B database in Japan. 1 Feature User can utilize the data hygiene & consolidation functionality. 2 Feature User can manage the information associated with the customers. 3 Feature Cloud type tool enable user to implement easily and in shorter lead time. 4 Feature Flexible to set data field and count table. 5 Feature

  32. Thank you!

  33. Appendix – additional information for you about our Product and Service offerings

  34. Data Source of Consumer Database(IDB) Data from multiple sources are processed with data hygiene and consolidation technology. IDB contains 95 million consumer data(40 million households). Compiled data （Published/Public） Response data Phone book ・Mail order company- Healthcare/CosmeticsCatalogue/TV　･･･etc. ・Doctor ・Alumni association ・High tax payer　・・・etc. Response Data Compiled Data Approx. 700 million records 27% 41% 32% 95 million records Phonebook

  35. Landscape Call Center

  36. What we support? • Feature • Specialized in B2B outbound call. • 250 seats available. • Including the seats of partner company who implement DISH. • 3. Call Center System “DISH” • What we do. • B2B Lead Generation Program. • Key person search. • Getting permission to visit.

  37. Feature : Coverage # of employees Penetration Analysis user user user user user user user user user By industrial classification

  38. Feature : Grouping A Electrics 001 Ａ trading 005 Osaka Branch 003 Fukuoka Factory 004 Ａ Logistics 002 Ａ Development 006 Ａ Technology 007 Kobe Branch 009 Ａ Electric Cable 008 Mie Branch 010 Aomori Lab 011 Tokushima Factory 012

  39. Master Data for Data Standardization. Major masters implemented in CircuData Address Master Possibly Mistaken Kanji Master Company Name knowledge Master Address Knowledge Master Area Code Master Company IP Address Master Address Change Master Phone Book Master Business Data Master Building Master Call-Check Master

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