Kanthal Case

The paper is for communication, please delete the paper in 24 hours. For the exclusive use of S. ZHANG Harvard Business School 9-190-002 Rev. April 27, 2001 Kanthal (A) Carl-Erik Ridderstråle, president of Kanthal, was describing his motivation for develop a system to measure customer profitability. Before, when we got an effectuate from a big, principal(prenominal) customer, we didnt ask questions. We were glad to arouse the business. further a grim company, competing around the world, has to concentrate its sales and tradeing resources. We needful an account solicitude system if we were to achieve our strategy for higher(prenominal) growth and profitability. An account watchfulness system as incision of the Kanthal 90 Strategy will enable us to personate sales managers to accept responsibility for promoting highmargin products to high-profit customers. History Kanthal, the largest of vi divisions in the Kanthal-Hoganas group of Sweden, was hea dquartered in Hallstahammar a town of 17,000 persons approximately one hundred fifty km. northwest of Stockholm. The companys history shtup be traced back to an ironworks founded in the 17th century to endeavor the peeing power available from the stream running by meaning of the town. Kanthal specialized in the production and sales of electrical test heating elements.

We work for a warmer world, was its motto. Kanthal had about 10,000 customers and 15,000 items that it produced. raw sales during 1985 through 1987 had been level at about SEK 850 million.1 exportation sales, remote of Sweden, account ed for 95% of the total. Summary statistics! for the past two years come forth in Exhibit 1. Kanthal consisted of three divisions: Kanthal rut Technology supplied manufacturers of electrical appliances and heating systems with wire that generated heat through electrical resistance. Products include heating wire and ribbon, foil elements, machinery and preciseness wire. Kanthals 25% market share made it a world leader in supplying heating alloys. 1 In 1988, the...If you want to get a full essay, show it on our website: BestEssayCheap.com

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