9 Steps to Win and Keep Key Accounts
Revisit your companys key accounts strategy.
July 2018
SKF to Divest Linear and Actuation Technology Business
Swedish manufacturer agrees to sell business to Triton in cash deal.
AMETEK’s Sales Up 14%
Manufacturer posts strong Q2, completes acquisition of Motec GmbH.
Timken’s Sales up 21%
End-market strength, acquisitions drive strong growth in Q2.
Managing Key Accounts: How To Win & Keep Them
This article appeared in Vol. 27, No. 12, June 25, 1997 issue of MDM Premium. This article provides a framework for managing key accounts. It gives a definition of a key account, examines the structure of key accounts, and discusses tactics for managing key account opportunities, including how to work with the different types of people that make up a key account. For this article, winning a key account is defined as follows: Of all the products and services the account could purchase from you, they are now purchasing 74% or more from your company.
Rexnord Sales Up 14% in Fiscal 1Q
The company reported a profit loss for the quarter.
Johnson Controls Sales Up 6% in 3Q
Year-to-date sales increased 4.5 percent year-over-year.
TTI, Inc. to Acquire RFMW Ltd
RFMW will continue to operate under the RFMW brand name.
Is Your One Throat to Choke Sales Team Holding Back Your Customers?
More and more customers are moving toward self-service solutions.
Air Liquide Sales Down 0.7% in 2Q
For the first six months, sales were down 1.3 percent year-over-year.
Dana Incorporated to Purchase Oerlikon Group Drive System Segment
The acquisition adds complementary products and technologies for Dana's end markets.
Amazon’s Sales Up 39%
Company reports growth in Amazon Business, which now ships to customers in more than 70 countries.
National Oilwell Varco Sales Up 20%
Company cites strong activity in North America and most international markets.
Barnes Group’s Sales Rise 3%
Company reports strong results in aerospace segment; separately, announces acquisition of gas springs business.
Reliance Steel & Aluminum Sales Up 20.7% in 2Q
Year-to-date sales increased 17.4 percent year-over-year.
Honeywell Names Homes Spin-off
Honeywell Homes and ADI Global Distribution to be named Resideo upon completion of spin-off later this year.
Anixter’s Sales Up 7%
Distributor completes acquisition of security businesses in Australia and New Zealand.
Timken Acquires Rollon Group
Manufacturer expands with purchase of Italy-based manufacturer; separately, reports 22 percent sales increase for Q2.
Essendant’s Sales Down in Q2
Quarterly revenues fall 0.5 percent to $1.3 billion.
Praxair’s Sales Up 8%
Higher pricing, volume growth drive sales increase.
