"I Thought I Was Speaking the Same Way" – Unconscious Differences Revealed by Sales Data Boost Junior Staff Order Rate by 1.5x; Eco Works Shares Front Agent Implementation Case

Umee Technologies Inc. (Headquarters: Chofu City, Tokyo; CEO: Hirotaka Nino), developer and provider of Front Agent™, an insight analytics solution that leverages sales conversation big data to identify winning strategies, has released a case study on the implementation of Front Agent at Eco Works Co., Ltd. (Headquarters: Hakata-ku, Fukuoka; President & CEO: Takashi Koyama), a custom homebuilder.

Following the introduction of Front Agent, Eco Works achieved a 1.5x increase in order conversion rates among junior sales staff. Additionally, recording all sales conversations has become an established company-wide practice, significantly reducing the time spent on meeting minutes and elevating overall sales quality through data-driven insights.

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About the Implementing Company: Eco Works Co., Ltd.

Eco Works Co., Ltd., founded in Kumamoto, specializes in custom homes emphasizing natural materials and high-performance construction, enabling comfortable living with just one air conditioner. Capitalizing on a shift to SNS marketing during the pandemic, the company successfully expanded its customer base from Kyushu to Kansai (Osaka) and Kanto (Kanagawa, Tokyo, Saitama) via Instagram-driven lead generation. Its sales approach is concept-based, focusing on shared lifestyles and visions rather than technical specifications or floor plans.

Challenges Before Implementation and Reasons for Tool Selection

[Challenge: Limitations of Role-Playing and the Need for Real Conversation Review]

Eco Works' sales strategy centers on emotional resonance and lifestyle vision rather than product specs. However, sales techniques based on value alignment are difficult to articulate, causing top performers' winning strategies to remain tacit knowledge, leading to knowledge silos. Replicating these strategies among junior and career-hired staff has long been a challenge.

Although role-playing tools were introduced, simulated scenarios often became formulaic and failed to capture the essence of real sales conversations. While actual sales interactions offered far greater learning value, the high volume of meetings made it impractical for seniors to attend and review every session. As a result, feedback relied heavily on individual self-assessment. "We know real conversations are valuable for learning, but we lacked an efficient way to review them"—this was the starting point for the company.

[Selection Rationale: Three Key Factors and the Decision for Company-Wide Rollout]

The deciding factors were not limited to mere recording and note-taking, but included: (1) ease of use with an integrated system for recording, storing, and sharing; (2) the ability to compare and analyze conversations between different salespeople; and (3) high-accuracy transcription combined with advanced analysis capabilities—all in one platform. The company noted that just as their homebuilding philosophy focuses on designing entire lifestyles rather than simply constructing houses, Front Agent was more than just a transcription tool.

Impressed by these three aspects, Eco Works decided that the tool's value lay in universal adoption—"even at a cost, it only makes sense if everyone uses the same system for recording and sharing." Thus, they moved from a small pilot group to a full rollout across all locations, including Kanto, Fukuoka, and Kumamoto.

Post-Implementation Results: Junior Sales Order Rate Increases by 1.5x

The 'Sales Transformation Project,' driven by Front Agent's conversation visualization and iterative improvement, yielded remarkable results.

"I Thought I Was Speaking the Same Way" – Data Reveals Unconscious Differences, Boosting Junior Order Rates by 1.5x

The most symbolic change emerged in a junior team member. For the first time, through conversation comparison reports, they objectively reviewed their own sales approach. Despite believing they were communicating similarly to top performers, they identified specific differences in dialogue patterns. By recognizing and consciously adopting the natural conversational techniques used by top salespeople—previously only learnable through observation—their order conversion rate increased by approximately 1.5 times.

Establishing a Company-Wide 'Recording Culture'

Under executive leadership, recording and sharing of sales conversations became widespread across all regions, including Kanto, Fukuoka, and Kumamoto. The company intentionally overcame the common barrier faced by many organizations—"recordings don't stick, so analysis never happens"—ensuring that every real sales conversation, their most valuable asset, is now systematically archived.

Third-Party Feedback That Transcends Cognitive Limits

By eliminating the burden of manual note-taking, sales staff can now focus entirely on the conversation itself. Managers no longer rely solely on subjective experience; instead, data provides an objective, third-party perspective for identifying performance gaps and guiding improvement.

Full Case Study:

https://frontagent.umeecorp.com/case/eco-works

<Eco Works Co., Ltd.>

Headquarters: 1-5-38 Takeoka-machi, Hakata-ku, Fukuoka

Representative: Takashi Koyama

Founded: April 2004

Employees: 88

Business: Design, construction, and sales of custom wooden homes using natural materials and high airtightness/high insulation, along with renovation services

URL: https://www.eco-works.jp/

About Front Agent

Front Agent is an insight analytics™ solution that visualizes customers' unspoken true feelings simply by recording conversations, thereby transforming organizations. Powered by Deep Insight Engine™, a patented technology that uncovers winning strategies from hidden customer sentiments, Front Agent helps answer: Why do customers choose your company? Why do they not purchase? To sustain customer preference, Front Agent turns conversations into actionable insights. It supports face-to-face, web conferencing, and phone conversations, and enables AI agent integration with platforms like kintone and Salesforce. It has received a two-star rating in the Cybozu Partner Evaluation Program.

<Company Overview>

Company Name: Umee Technologies Inc.

Representative: President & CEO Hirotaka Nino

URL: https://umeecorp.com/

Head Office: 1-5-1 Chofugaoka, Chofu City, Tokyo (within the National University Corporation, University of Electro-Communications)

Tokyo Office: Hitachi Central Building 5F, 1-2-9 Nishishinbashi, Minato-ku, Tokyo

Established: May 2019

Service Site: https://frontagent.umeecorp.com/

Business: A certified startup of the National University Corporation, University of Electro-Communications, dedicated to realizing an era of 'engaging with human conversations.' The company provides solutions through R&D of Deep Insight Engine™, which analyzes psychological tendencies from conversations.