売れる確信まで2年　アレルギー事業CAN EATは、壁をどう乗り越えたのか｜#RISINGSTAR

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class=article-detail><div class=article-detail-head><div class=meta><p class="cate sp-none"><a href=/category/business> ビジネス </a> <p class=date>2021.06.30 16:30</div> <h1 class=article-tit>売れる確信まで2年　アレルギー事業CAN EATは、壁をどう乗り越えたのか｜#RISINGSTAR</h1><div class=article-detail-head__bottom><div class=author><div class=author__img><a href=/author/detail/2249><img alt="" loading=lazy src="https://static.forbesjapan.com/media/author/2249/images/c9abe77b191e219ab3edc8d8103b1254.jpg?w=50"> </a> </div> <div class=author__txt><p class=name><a href=/author/detail/2249> 露原直人 | Forbes JAPAN編集部 </a> </div></div> <div class=follow-btns><p class=follow-btns__btn><span class=js-favorite-author data-article_id=42109 data-author_id=2249>著者フォロー</span> <p class=follow-btns__btn id=saveArticle_42109><span class=js-favorite-article data-article_id=42109>記事を保存</span> </div><div class=sns-icons><div class=sns-icons__tit><img alt="" height=8 loading=lazy 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sp-none"><span class=piano-main-category data-piano-main-category=ビジネス></span> <span class=piano-article-categories data-piano-article-categories=スタートアップ></span><span class=piano-article-editor data-piano-article-editor=露原直人></span><span class=piano-character-count data-piano-character-count=2642></span><span class=piano-article-type data-piano-article-type=オリジナル記事></span></div><div class=article-detail-img><div class=img><img alt="" loading=lazy src="https://images.forbesjapan.com/media/article/42109/images/main_image_4210971e3160f4c2f3f0f8fd93402f8387824.jpg?w=1200"></div> <p class=caption>田ヶ原絵里（写真＝藤井さおり）</div><div class="article-wall-wrap article-wall-wrap42109"><div class="ad sp-none"></div> <div class="article-detail-txt detail"><div class=article-content42109> Forbes JAPANは、創業3年目以内のスタートアップ起業家・経営陣を応援するコミュニティ・プロジェクト「<a href=https://forbesjapan.com/feat/rising_star/>Rising Star Community 2021</a>」を始動した。7月1日には、コミュニティメンバーによるピッチイベントを開催する。<br class=paragraph><br>昨年の同イベントで優秀賞を受賞したのが、食物アレルギーに焦点をあてたフードテックを手がけるCAN EAT（キャンイート）の田ヶ原絵里だ。スタートアップ企業は創業から3年が事業を軌道に乗せられるかの分岐点といわれているが、彼女はここまでに直面した壁をどう乗り越えてきたのか。<br><br><a href=https://forbesjapan.com/feat/rising_star/>Forbes JAPAN Rising Star Community 2021 特設ページ>></a><br><br><hr><strong>──テクノロジーを使い、食物アレルギーを抱える人に役立つサービスの提供を目指して、2019年4月、事業をスタートさせました。まずは現在、提供しているサービスについて教えてください。</strong><br class=paragraph><div class="inRead2 sp-none"><div class="ad-pc ad42109 adFrame1310 inReadAd"><div id=dipalyId-67488d316afeb style="text-align: center;"><script>if (window.innerWidth > 768) { (function() { var lines = [ { divId: 'dipalyId-67488d316afeb', gpt: { unitCode: '/122817434/PC_Teads_1x1', sizes: [ [1, 1] ] } } ]; window.fluxtag.renderAds(lines, window.fluxtag.failSafeTimeout); })(); }</script> </div></div></div><br>大きく2つのサービスを提供しています。一つは事業者が食事を提供する前に、客のアレルギーや好き嫌いの有無を確認する「ヒアリングサービス」です。主に結婚式場で使われていて、ゲストは招待状に添付されたQRコードから、アレルギー情報などを入力。式場のレストランは、情報をもとに食事の準備ができます。<br><br>もう一方は「アレルギー表作成代行」。飲食店が、キャンイートに加工食品の原材料ラベルの写真を送るだけで、機械が文字認識し、アレルギー表を自動的に作成するものです。<br><br>特に、複数のアレルギーを持つ利用者の方にとっては、毎回店に伝えるのが億劫ですが、そういった負担を軽減することができます。<br><br><h2>サービス導入時に立ちはだかった壁</h2> <br><strong>──今年で創業3年目を迎えましたが、サービスは当初から順調に導入が進んでいるのですか。</strong><br><br>いいえ。創業当時はサービスへの理解をなかなか得られずにいました。例えば、「（アレルギー表示全てが）義務ではない。なぜ自分たちがやらなければいけないのか、アレルギーの人なんか来なくていい」など、事業者からの風当たりは強かった。また、投資家の見方も否定的で、「アレルギーがある人はマイノリティ。市場は広がらない」と将来性を見限られることもありました。<br><br>しかし、ヒアリングを重ねる中で事業者の現状を知って、それまでは生活者の視点で考えていたのですが、それだけではダメだと気付いたんです。CSR（企業の社会的責任）だけで人は動かない。社会貢献だけでビジネスは成り立たないなと。<br><br>そこで改善をしたのはプレゼンです。サービスの開始当時、世間ではSDGsというワードが流行り始めていたこともあり「顧客のことを考え、社会に貢献しましょう」と訴えていました。創業した19年の冬頃から意識が変わり、プレゼンを事業者視点にスタンスにして、「今アレルギーに対応しておけば（コロナ後の）インバウンドも入りやすい。投資だと考えてみてはどうか」というようにセールストークをするようになったんです。<br><br>マイノリティーに対応するサービスは、市場性がないと皆考えるのですが、むしろアレルギー対応ができることを強みにして、お店としての差別化を図っていきましょうと。<br><br>すると、特に最近の販促場である、事業PRの展示会では、高い評判を得られるようになりました。評価を受け始めると、今度は広告代理店から「そのサービスを売りたい」と声もかかることが増えました。創業から2年が経ち、今では「売れる」という確信も持てるようになりました。<br><br>実際、ヒアリングサービスは、コロナ禍で結婚式も少ないのですが、サービス開始から半年で約1300人が登録してくれています。宿泊施設などでの利用もあって、特に修学旅行生を迎える時に、宿泊事業者は旅行代理店からアレルギー表やメニューの提出を求められるため、その代行に引き合いがあるのです。<br> </div> </div><div class=article-detail-btn-wrap><div 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売れる確信まで2年 アレルギー事業CAN EATは、壁をどう乗り越えたのか｜#RISINGSTAR | Forbes JAPAN 公式サイト（フォーブス ジャパン）

売れる確信まで2年　アレルギー事業CAN EATは、壁をどう乗り越えたのか｜#RISINGSTAR | Forbes JAPAN 公式サイト（フォーブスジャパン）