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National Accounts/Key Accounts

National Accounts/Key Accounts. A Cooperative Effort A Great Opportunity. Agenda. Definition of National & Key Accounts List of National & Key Accounts What’s it take to land a key account? What’s it take to keep a key account? What’s your part? What’s Lochinvar’s part.

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National Accounts/Key Accounts

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  1. National Accounts/Key Accounts A Cooperative Effort A Great Opportunity

  2. Agenda • Definition of National & Key Accounts • List of National & Key Accounts • What’s it take to land a key account? • What’s it take to keep a key account? • What’s your part? • What’s Lochinvar’s part

  3. National Account List

  4. National Accounts

  5. N.A. in Process

  6. Key Accounts • Accounts that need extra attention or coordination • Accounts with a national specification • Accounts with fixed national pricing • Accounts needing single point of contact

  7. Example

  8. The Chang’s Story • Opportunity secured by Doug Jones, DSM • Developed National Spec with E-Pak • Developed relationship with Chang’s Service Company • Developed relationship with Regional Facility Managers • Wholesaler stocking E-Paks • Account outgrew Doug’s time frame

  9. Key Accounts • Comfort Systems USA, Inc. • Emcor • GSA • Mechanical Systems & Services • Cheeseburger In Paradise

  10. Securing Key Account Business Product Persistence SUPPORT!

  11. A Cooperative Effort

  12. Facility Managers Say: • Rapid Response • Equipment Availability • Parts availability • Service

  13. Rapid Response • Callback within an hour on emergencies • Jobsite visits within 24 hours on retrofits

  14. Equipment Availability • LOCAL INVENTORY • Contact Information • LOCAL INVENTORY

  15. Alternative!!!

  16. Parts Availability • LOCAL INVENTORY • Distribution Training • New Parts Program • Suggested Replacement Parts Lists • UPS Next Day Air • Same Day Courier Service • LOCAL INVENTORY

  17. Service Network • Who’s doing the work now? • Training • Job site visit together • Piping Diagram • Start up • Lochinvar “Service Partners”

  18. Key Accounts Program • Direct Factory Contact • Special Coordination • National Account Data Base • Service Partners Network Access

  19. Opportunity • National Restaurant Association says: Today's restaurant industry is growing rapidly. It employs 12.7 million Americans in 945,000 locations — and 2010 sales are expected to reach $580 billion.

  20. In conclusion • A cooperative effort • An opportunity

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