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 pauperization for develop a system to measure customer profitability. Before, when we got an companionship from a big, principal(prenominal) customer, we didnt ask questions. We were glad to arouse the business. nevertheless a grim company, competing around the world, has to concentrate its sales and tradeing resources. We necessitate an account solicitude system if we were to achieve our strategy for higher(prenominal) growth and profitability. An account watchfulness system as furcate of the Kanthal 90 Strategy will enable us to stick to 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 Swe den, was headquartered in Hallstahammar a town of 17,000 persons approximately cl km. northwest of Stockholm. The companys history shtup be traced back to an ironworks founded in the 17th century to endeavor the urine power available from the stream running by means of the town. Kanthal specialized in the production and sales of electrical block out heating elements.

We work for a warmer world, was its motto. Kanthal had about 10,000 customers and 15,000 items that it produced. stark(a) sales during 1985 by dint of 1987 had been level at about SEK 850 million.1 export sales, remote of Sweden, acco unted for 95% of the total. Summary statist! ics for the past two days come forth in Exhibit 1. Kanthal consisted of three divisions: Kanthal passion 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 clearcutness 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, sound out it on our website: BestEssayCheap.com

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