SBT seeks to establish a globally interconnected platform for used car exports
- SBT is the leader in a niche export market composed of the east side of Russia, developing Asia, the east coast of Africa, Paraguay and the Caribbean regions
Country Business Reports interviews and articles by Discovery Reports
As a global leader in the export of pre-owned “Made in Japan” vehicles, SBT is raising the trust quotient in a rapidly growing industry that saw sales balloon to 1.3 million units as of 2019. Because of the global car exporter’s strong presence in such high-growth regions as developing Asia and Africa, many have enriched their lives with the comforts afforded by a car and gained a personal experience of Japanese technology.
“We export about 200,000 cars each year to 120 countries, thanks to a 1,500-strong workforce committed to bringing smiles and happiness to people all around the globe,” says Taro Inami, president and CEO.
SBT maintains 33 overseas offices, with about 1,000 sales representatives procuring used cars globally. Most of them are in Japan, but procurement teams are also on the ground in Britain, Germany, the United States, United Arab Emirates, Singapore and South Korea. More recently, Australia, South Africa and China have been added to the overseas network.
About 90 per cent of SBT’s inventory is sourced through local dealers and Japanese auctions, where a grading system protects customers from damaged goods. SBT only procures cars that are rated 3 to 4.5 and 5, the highest grade for used cars often given to those featured in showrooms. The company inspects the vehicle before and after procurement to make sure its condition matches the inspection sheet data.
Specialising in right-hand drive vehicles, SBT is the leader in a niche export market composed of the east side of Russia, developing Asia, the east coast of Africa, Paraguay and the Caribbean regions. Asia, Africa and the Caribbean account for 90 per cent of its exports, at 30 per cent each, while Europe and Oceania make up the remaining 10 per cent. SBT’s Asian markets include Bangladesh, Kyrgyzstan, Mongolia, Myanmar, Pakistan, the Philippines and Sri Lanka.
“Different markets have different specifications, that’s why we continually adjust our stock,” says Yoshihiro Fukao, director of sales headquarters.
SBT is transforming its network by recruiting affiliates with local staff in key countries. “Consultation is essential in our business, so we have many people interacting with customers to get first-hand information,” says Toshitaka Tanaka, director of SBT’s finance department, who manages overseas operations.
Having established market leadership in the used car industry’s B2B and B2C segments, SBT is setting its sights on the budding customer-to-customer (C2C) market.
“My vision is to establish a C2C business within three to five years, and thereby build valuable connections between buyers and sellers,” Inami says.
SBT’s existing KAITORE platform will be used to cultivate this market globally upon the quality assurance associated with Japanese used cars, which are inspected every three years and meticulously graded before even making their way to the open market.
The company also aims to fulfil the rapid demand growth for left-hand drive Toyota, Nissan and Honda cars, and an increasing appetite for Korean car brands through partnerships in China, where there are about 240 million cars in circulation or four times the volume available in Japan. In December 2019, SBT connected with licensed dealers in Shanghai, Guangzhou and Beijing, whose cars are displayed on the KAITORE platform and beginning to attract individual buyers.
SBT invites partnerships with tech firms, car dealerships and auction houses towards sprucing up the KAITORE platform for a globally interconnected market backed by the prompt, courteous and responsive services rendered by SBT professionals.
“We will rely more and more on information technology and artificial intelligence, but the foundation of our success will always be our people. Ultimately, we want to change the world with our team culture,” Inami says.
