9 Steps to Win and Keep Key Accounts
Revisit your companys key accounts strategy.
9 Steps to Win and Keep Key Accounts Read More »
July 2018
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.
Managing Key Accounts: How To Win & Keep Them Read More »
Johnson Controls Sales Up 6% in 3Q
Year-to-date sales increased 4.5 percent year-over-year.
Johnson Controls Sales Up 6% in 3Q Read More »
Timken’s Sales up 21%
End-market strength, acquisitions drive strong growth in Q2.
Timken’s Sales up 21% Read More »
AMETEK’s Sales Up 14%
Manufacturer posts strong Q2, completes acquisition of Motec GmbH.
AMETEK’s Sales Up 14% Read More »
SKF to Divest Linear and Actuation Technology Business
Swedish manufacturer agrees to sell business to Triton in cash deal.
SKF to Divest Linear and Actuation Technology Business Read More »
Rexnord Sales Up 14% in Fiscal 1Q
The company reported a profit loss for the quarter.
Rexnord Sales Up 14% in Fiscal 1Q Read More »
TTI, Inc. to Acquire RFMW Ltd
RFMW will continue to operate under the RFMW brand name.
TTI, Inc. to Acquire RFMW Ltd Read More »
Dana Incorporated to Purchase Oerlikon Group Drive System Segment
The acquisition adds complementary products and technologies for Dana’s end markets.
Dana Incorporated to Purchase Oerlikon Group Drive System Segment Read More »
Amazon’s Sales Up 39%
Company reports growth in Amazon Business, which now ships to customers in more than 70 countries.
Amazon’s Sales Up 39% Read More »
Reliance Steel & Aluminum Sales Up 20.7% in 2Q
Year-to-date sales increased 17.4 percent year-over-year.
Reliance Steel & Aluminum Sales Up 20.7% in 2Q Read More »
Air Liquide Sales Down 0.7% in 2Q
For the first six months, sales were down 1.3 percent year-over-year.
Air Liquide Sales Down 0.7% in 2Q Read More »
Is Your One Throat to Choke Sales Team Holding Back Your Customers?
More and more customers are moving toward self-service solutions.
Is Your One Throat to Choke Sales Team Holding Back Your Customers? Read More »
Barnes Group’s Sales Rise 3%
Company reports strong results in aerospace segment; separately, announces acquisition of gas springs business.
Barnes Group’s Sales Rise 3% Read More »
National Oilwell Varco Sales Up 20%
Company cites strong activity in North America and most international markets.
National Oilwell Varco Sales Up 20% Read More »
Timken Acquires Rollon Group
Manufacturer expands with purchase of Italy-based manufacturer; separately, reports 22 percent sales increase for Q2.
Timken Acquires Rollon Group Read More »
Anixter’s Sales Up 7%
Distributor completes acquisition of security businesses in Australia and New Zealand.
Anixter’s Sales Up 7% Read More »
Honeywell Names Homes Spin-off
Honeywell Homes and ADI Global Distribution to be named Resideo upon completion of spin-off later this year.
Honeywell Names Homes Spin-off Read More »
Essendant’s Sales Down in Q2
Quarterly revenues fall 0.5 percent to $1.3 billion.
Essendant’s Sales Down in Q2 Read More »
