Case Cargotec

Account management adds value

Account management adds value

MacGregor and Kalmar, the leading brands of Cargotec, are providing efficient cargo flow solutions around the globe. Both companies renewed their customer strategy and were seeking to enhance their account management practices to add value to customer relationships and to increase customer satisfaction and sales.

Objectives of cooperation

MacGregor and Kalmar decided to focus more on solutions and services to make cargo flows more cost efficient and reliable to their customers. In order to achieve the desired targets Cargotec initiated account management development and training for MacGregor and Kalmar staff. Talent Vectia brought in its expertise on account management training process.

Results and business impact

Dedicated account management has helped MacGregor and Kalmar to provide higher levels of support to their customers than could be achieved by each product line dealing with a customer separately. Clear communication, a single point of contact and a thorough understanding of the customer’s business are just a few of the benefits.  Customer satisfaction has improved and by understanding the customer’s business MacGregor and Kalmar can add value to their operations, which in turn, improves growth and profitability.

Kim Kaijasilta

Head of Client Renewal, Managing Consultant

+358 40 564 9815

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Keywords: #leadership

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