Carl-Erik Ridderstrale President of Kanthal, was describing his motivation for developing a system
To measure customer profitability.
Before, when we got an order from a big, important customer, we didn’t ask questions.
We were glad to get the business. But a small company, competing around the world,
has to concentrate its sales and marketing resources. We needed an account management
system if we were to achieve our strategy for higher growth and profitability.
An account management system as part of the Kanthal90 Strategy will enable us to get sales managers to accept responsibility for promoting high-margin products to high-profit customers