Leading Equipment Dealer and Distributor

This major equipment dealer and distributor for a Fortune 100 manufacturing company wanted to implement a major account management program in order to leverage all company resources to better serve their top accounts. The company engaged CPS to provide a customized process and tools and to help implement the major account management program.

Critical Path Strategies customized an account management methodology to the company’s environment and facilitated account strategy development workshops for the customer-facing employees. With the endorsement of the division vice president and his mandate for adoption of the process, all levels of the company, including the COO, were on board to use the process and tools. They soon found that they were realizing more success in their accounts, communicating better among themselves and with customers, and were able to keep management apprised of sales situations at a moment’s notice.

Improved ability to focus on the customer’s business and helped them develop better strategies
Improved communications about major accounts―enhanced internal and external relationships
Expanded view of opportunities within these accounts
Fostered team spirit–everyone’s on the same page and focused on common customer goals
Increased management’s awareness and involvement in the sales cycle
Increased customer and employee satisfaction by representing “oneness” to their customers
Sales revenue growth increased 30% over two years within key accounts