CASE STUDY

Yamato Scientific America

Lab-scale spray dryers and benchtop instruments · Santa Clara, CA

U.S. subsidiary of Yamato Scientific Co., Ltd. (Tokyo, Japan) · 9-year salesperson.com client

15%

Increase in direct leads

23%

Increase in indirect & distributor leads

22x

Return on investment

Results sustained since Spring 2023 deployment

"The ROI is very clear from a raw dollars perspective, but I very much believe in the intangibles as well."

President, Yamato Scientific America

INDUSTRY FIRST

Yamato Scientific America became the first lab equipment manufacturer in the United States to launch an AI sales assistant on their website, going live in Spring 2023. Deployed in under 4 weeks with no IT resources required.

COMPANY PROFILE

INDUSTRY

Laboratory Equipment Manufacturing

SELLS INTO

Pharmaceutical Labs

University Research Labs

Environmental Testing

Food & Beverage QC

Government Labs

Clinical Labs

SALES MODEL

Direct + Distributor Channel

HEADQUARTERS

Santa Clara, CA

PARENT CO.

Yamato Scientific Co., Ltd.
(Tokyo, Japan · Tokyo Stock Exchange listed)

WEBSITE

Odoo Enterprise

CRM

HubSpot

PRODUCT DEPLOYED

ENGAGE

by Salesperson.com

INTEGRATED WITH

odoo Enterprise

HubSpot CRM

The Challenge

Technical buyers needed answers fast. The team couldn't scale the phone queue without adding headcount.

Yamato Scientific America sells high-precision lab instruments into demanding technical environments: spray dryers for pharmaceutical R&D, ovens and incubators for clinical labs, rotary evaporators for chemistry departments. Each product line requires application-specific guidance that a standard product page cannot provide.

Website traffic and inbound leads were growing, but the team had no scalable way to triage and respond. Technical buyers needed product guidance fast, often outside business hours. Distribution partners selling multiple competing lines needed quick answers to support their own customers' purchasing decisions. Without a way to respond at scale, Yamato was losing after-hours leads entirely and overloading their internal team during business hours.

Hiring was not an option. The team needed a way to qualify leads, answer technical questions accurately, and support both direct customers and distribution partners around the clock, without adding headcount.

IMPLEMENTATION

4 WEEKS

weeks from kickoff to live on the website. No IT resources required. Integrated with existing Odoo website and HubSpot CRM on day one.

IMPLEMENTATION TEAM

President, Director of Marketing, Sales Manager

Account Strategist, AI Training Specialist

DISTRIBUTOR CHANNEL IMPACT

+23%

Indirect lead lift. Distribution partners use ENGAGE to support their own customers' product evaluations, resulting in more frequent Yamato recommendations across competing lines.

The Outcome

Three years in, the results have only compounded.

+15%

More direct leads captured through the website

+23%

Lift in distributor-sourced leads across product lines

22x

Return on the total investment in the platform

ENGAGE replaced a bottleneck with a scalable front-line. Technical customers now get accurate product guidance on demand, including nights and weekends. The team's time is protected, and the pipeline keeps moving.

The distributor lift tells a separate story. Yamato's distribution partners sell many competing product lines, yet they are recommending Yamato more regularly. When a distributor can point their customer to Yamato's AI-powered product intelligence, the guesswork of which brand to recommend gets replaced by a clear, supported answer. Over three years, that edge has compounded in both directions.

IN THEIR WORDS

We've trusted Salesperson.com to be our lead generating partner for 9 years. When they told us about the AI chatbot project we jumped at the opportunity to launch it as quickly as possible. Over the last 3 years it has become a central part of our customer experience and we expect it will be the same way long into the future. The ROI is very clear from a raw dollars perspective, but I very much believe in the intangibles as well, as it helps lift sales across the whole company by allowing our customers to learn about products and weigh them against their applications in the lowest friction way I can imagine.

PRESIDENT, YAMATO SCIENTIFIC AMERICA

We see chats from both customers and distribution partners, and we've seen a lift in sales via distributors across most product lines. Because our distributors sell many products, and even products that compete with our own, making it easier for them to support their customers by using our AI chatbot has resulted in them recommending us as the most appropriate solution for their customers more regularly.

DIRECTOR OF MARKETING, YAMATO SCIENTIFIC AMERICA

Yamato Scientific America

Technical buyers needed answers fast. The team couldn't scale the phone queue without adding headcount.

Three years in, the results have only compounded.

Ready to see similar results?