What exactly is the right answer? Anyone in sales might have felt this way at some point. To this question, Yamagata says there are infinitely many right answers. "I think there's no single right answer when it comes to sales at Itoki."

"I believe it's more important to choose the method that suits you best from among many options. In my case, this is the optimal solution." Yamagata sells custom-made furniture and other products to end users through design offices and project management companies.

Despite the approach and products being quite different from typical sales work, Yamagata says that this job was the right choice for him.

"I find it incredibly rewarding to work alongside experts in various fields on office renovations for well-known companies, and to be entrusted with the responsibility as an office furniture expert. Everyone in sales has a different style, but I think they're all incredibly cool."

Yamagata's career began in area sales. He often had to approach new clients, and he says he struggled at first. However, he says it was around that time that he discovered his current sales style.

"At first, things didn't go well at all, and I was discouraged. But I realized I couldn't stay like that, so I broadened my approach and started selling to design firms and project management companies. Overseas, it's common for various specialists to participate in a single project, such as the design and construction of a facility, under the supervision of a project management company, and this allows us to get closer to customers through channels we hadn't used before. I thought this would be a new breakthrough for both myself and Itoki."

Meanwhile, a sales team specializing in foreign companies and large-scale projects was established, and his past achievements were recognized, leading to his transfer. "I felt like the person I wanted to be and the person the market needed finally aligned," he says. He describes it as the moment he established his own sales style, which he had been searching for for a long time.

Since then, Yamagata has built relationships with various design firms and project management companies, and has worked on numerous projects. He says that what he keeps in mind throughout all of this is "to be an expert in his field."

"I value product knowledge and a love for the products so that I can convey their appeal to the fullest. After all, I am the 'face' of the office furniture manufacturer, and I need our customers to recognize that. When I can then understand the customer's needs and create an office unlike any other, I think, 'This job is really interesting.'"

"There's something fascinating about 'craftsmen' who have mastered a particular field, isn't there? As a salesperson for an office furniture manufacturer, that's the kind of person I want to become."
When dealing with large-scale projects handled through design firms, clients often require furniture and other items with specifications different from those of a typical office. A crucial part of this job is responding to these requests as an expert.

On the other hand, Yamagata says that being able to meet complex needs is also thanks to other "craftsmen."

"The lessons I learned from my experience as a regional sales representative are invaluable to me now. And of course, I owe a lot to the people who work in the factories that support our manufacturing. When creating an office unlike any other, custom solutions tailored to the specific project are essential, and they are always eager to take on even the most complex orders. I'm truly grateful."

After encountering many people and receiving many answers, Yamagata has arrived at where he is today. Now, he says, it's his turn to pass on that knowledge to his juniors.
"At Itoki, there are many 'backs to follow' that you'll want to emulate, and I think it's fine to follow any of them. So, I hope to become one of them and show people the options available to them."

Yamagata-san is one of those people you want to follow in your footsteps, and he is carrying the future of Itoki on his shoulders, armed with his own unique vision.