Factsheet CAS Key Account Management

<GTVKƂMCVUNGJTICPI %#5
-G[ #EEQWPV /CPCIGOGPV
9GKVGTDKNFWPI $WUKPGUU #FOKPKUVTCVKQP
&GT <GTVKHKMCVUNGJTICPI -G
- [ #EEQWPV /CPCIGOGPV KUV 6G
6 KN WPUGTGU
9GKVGTDKNFWPIURTQITCOOU \WO 6JGOGPUEJYGTRWPMV ‡$WUKPGUU
#FOKPKUVTCVKQP— &GVCKNNKGTVG +PHQTOCVKQPGP HKPFGP 5KG CWH WPUGTGT
9GDUGKVG WPVGT YYYHJUIEJMG[CEEQWPVOCPCIGOGPV
-G[ #EEQWPV /CPCIGOGPV CWU FGT 2TCZKU
5EJNWUURTÀUGPVCVKQPGP 'THCJTWPIUCWUVCWUEJ OKV )CUVTGHGTGPVGP
CWU XGTUEJKGFGPGP $TCPEJGP 4ØEMUEJNØUUG WPF .GCTPKPIU HØTU
GKIGPG 7PVGTPGJOGP MTKVKUEJG 4GHNGMVKQP FGT VJGQTGVKUEJGP )TWPF
NCIGP WPF *KPVGTHTCIGP FGU GKIGPGP -G[ #EEQWPV /CPCIGOGPVU
-WT\DGUEJTGKDWPI
+O <GTVKHKMCVUNGJTICPI -G
- [ #EEQWPV /CPCIGOGPV XGTOKVVGNP YKT FKG
YGIYGKUGPFGP +PUVTWOGPVG WPF /GVJQFGP FCOKV FGT 'THQNI DGK
PCVKQPCNGP WPF KPVGTPCVKQPCNGP 6QR-WPFGP IGUVGKIGTV YGTFGP
MCPP 5KG NGTPGP FKG $GFØTHPKUUG FGT YKEJVKIUVGP -WPFGP \W GTMGP
PGP WPF FKG <WUCOOGPCTDGKV OKV KJPGP \W QRVKOKGTGP
0WV\GP
#DUQNXGPVKPPGP WPF #DUQNXGPVGP
GTMGPPGP 'THQNIUTGUGTXGP WPF 2QVGPVKCNG DGK DGUVGJGPFGP WPF
\WMØPHVKIGP 5EJNØUUGNMWPFGP
XGTPGV\GP FCU -G[ #EEQWPV /CPCIGOGPV IG\KGNV OKV FGT 7PVGT
PGJOGPUUVTCVGIKG
UGV\GP \KGN WPF MWPFGPIGTKEJVGVG 5VTCVGIKGP WPF /CUUPCJOGP
KP RTCIOCVKUEJG #EEQWPVRNÀPG WO
UVGKIGTP FKG 'THQNIUSWQVG DGK 5EJNØUUGNMWPFGP OCTMCPV
CPCN[UKGTGP WPF IGYKPPGP UVTCVGIKUEJG )TQUURTQLGMVG
+PJCNV
5VTCVGIKUEJGU -G
- [ #EEQWPV /CPCIGOGPV
&KG INÀUGTPG &GEMG KP FGT RTCMVKUEJGP #PYGPFWPI -#/'4# WPF
CPFGTG #PCN[UGVQQNU -G
- [ #EEQWPV /CPCIGOGPV-Q
- P\GRV KPMN QT
ICPKUCVQTKUEJG -Q
- PUGSWGP\GP *GTCWUHQTFGTWPIGP KO KPVGTPCVKQPC
NGP -G
- [ #EEQWPV /CPCIGOGPV
1RGTCVKXGU -G
- [ #EEQWPV /CPCIGOGPV
2TÀUGPVCVKQP 'TMGPPVPKUUG -#/'4# -WPFGPRTQ\GUUG XGTUVGJGP
WPF HØT FKG MWPFGPURG\KHKUEJGP .ÒUWPIGP PWV\GP 'KPDKPFWPI XQP
#EEQWPVRNÀPGP KP FGT UVTCVGIKUEJGP 5EJNØUUGNMWPFGPRNCPWPI FCU
$W[KPI %GPVGT KP FGT RTCMVKUEJGP #PYGPFWPI
%QPVTQNNKPI WPF 4GEJPWPIUYGUGP HØT -G
- [ #EEQWPV /CPCIGT
&$ WPF +PXGUVKVKQPUTGEJPWPIGP HØT FKG 5EJNØUUGNMWPFGP %QPVTQN
NKPIDGFØTHPKUUG CWU 5KEJV FGU -G
- [ #EEQWPV /CPCIGTU WPF CWU 5KEJV
FGU -WPFGP 9KTVUEJCHVNKEJMGKVUDGVTCEJVWPIGP HØT -WPFGP )G
UEJÀHVUDGTKEJVUCPCN[UGP XQP -G
- [ #EEQWPVU
5VTCVGIKUEJ RQNKVKUEJGU 8GTMCWHGP XQP )TQUURTQLGMVGP
)GIGPUGKVKIGU 4GXKGY FGT #EEQWPVRNÀPG 2TÀUGPVCVKQP 'TMGPPVPKUUG
)GUEJÀHVUDGTKEJVUCPCN[UG /GVJQFKM WPF 7OUGV\WPIUDGKURKGNG \WO
UVTCVGIKUEJGP RQNKVKUEJGP 8GTMCWHGP XQP )TQUURTQLGMVGP .ÒUWPIU
QHHGTVGP CNU WOUGV\WPIUQTKGPVKGTVGU 8GTMCWHUKPUVTWOGPV YKTMWPIU
XQNNG -WPFGPRTÀUGPVCVKQPGP
(*1 (CEJJQEJUEJWNG 1UVUEJYGK\
<KGNITWRRG
(ØJTWPIUMTÀHVG KO 8GTMCWH8GTVTKGD FKG FCU 5EJNØUUGNMWPFGP
/CPCIGOGPV CWHDCWGP WPF QRVKOKGTGP YQNNGP
0CVKQPCN WPFQFGT KPVGTPCVKQPCN VÀVKIG -G[ #EEQWPV /CPCIGT
YGNEJG FKG %JCPEGP DGK FGP 6QR-WPFGP DGUUGT PWV\GP YQNNGP
7PVGTPGJOGTKPPGP WPF 7PVGTPGJOGT FKG 'THQNIUTGUGTXGP KO
-WPFGP/CPCIGOGPV HØT FCU IGUCOVG 7PVGTPGJOGP QTVGP WPF
PWV\GP OÒEJVGP
)./KVINKGFGT WPF -/7+PJCDGT YGNEJG FKG 8GTCPVYQTVWPI HØT
-G[ #EEQWPVU VTCIGP WPF FKG $KPFWPI \W FKGUGP 5EJNØUUGNMWPFGP
XGTUVÀTMGP OÒEJVGP
<WNCUUWPIUDGFKPIWPIGP
CPGTMCPPVGT 6GTVKÀTCDUEJNWUU 7PKXGTUKVÀV (CEJJQEJUEJWNG *Ò
JGTGP (CEJUEJWNG QFGT GKP XGTINGKEJDCTGT #DUEJNWUU WPF
FTGK ,CJTG /CPCIGOGPVGTHCJTWPI \$ 8GTMCWHUNGKVGTKP .GKVGTKP
8GTMCWHUKPPGPFKGPUV .GKVGTKP 2/ .GKVGTKP (' GVE QFGT
FTGK ,CJTG (CEJMCTTKGTG \$ -G[ #EEQWPV /CPCIGTKP 2TQLGMVNGK
VGTKP KO 8GTMCWH GVE
YYYHJUIEJ
<GTVKHKMCVUNGJTICPI %#5 -G
- [ #EEQWPV /CPCIGOGPV
$GYGTDGTKPPGP WPF $GYGTDGT FKG ØDGT CPFGTG XGTINGKEJDCTG #D
UEJNØUUG WPF GPVURTGEJGPFG $GTWHUGTHCJTWPI XGTHØIGP MÒPPGP CWH
$CUKU GKPGT KPFKXKFWGNNGP 2TØHWPI FGU &QUUKGTU CWHIGPQOOGP YGT
FGP ¸DGT FKG <WNCUUWPI GPVUEJGKFGV FKG .GKVWPI FGU 9GKVGTDKN
FWPIU\GPVTWOU
.GKVWPI
2KWU -ØPI &TTQGE *5) WPF 4QUGNNC 6QUECPQ NKEQGE FKRN *FN
*5) &Q\KGTGPFG (*5 5V)CNNGP &T 2KWU -ØPI 2CTVPGT
#DUEJNWUU
%GTVKHKECVG QH #FXCPEGF 5VWFKGU %#5 (*5 5V)CNNGP KP -G
- [ #EEQWPV
/CPCIGOGPV
'%652WPMVG
'%652WPMVG
-QPVCMV WPF #POGNFWPI
(*5 5V)CNNGP
9GKVGTDKNFWPIU\GPVTWO 9$<(*5
4QUGPDGTIUVTCUUG 2QUVHCEJ
5V)CNNGP 5YKV\GTNCPF
6GN YGKVGTDKNFWPI"HJUIEJ YYYHJUIEJYDDWUKPGUUCFOKPKUVTCVKQP
+PHQTOCVKQPUXGTCPUVCNVWPIGP
#P WPUGTGP +PHQTOCVKQPUCPNÀUUGP RTÀUGPVKGTGP YKT FKG 9GKVGTDKN
FWPIUOCUVGT <GTVKHKMCVU WPF &KRNQONGJTIÀPIG CWU WPUGTGO IG
UCOVGP 9GKVGTDKNFWPIURTQITCOO $KVVG DGCEJVGP 5KG FCUU 5KG HØT
+JT $GTWHUHGNF KP WPVGTUEJKGFNKEJGP 6JGOGPUEJYGTRWPMVGP #PIG
DQVG HKPFGP FKG HØT 5KG KPVGTGUUCPV UGKP MÒPPVGP
&GVCKNU WPF 6GTOKPG YYYHJUIEJKPHQCPNCUU
'KP '%652WPMV 'WTQRGCP %TGFKV 6TCPUHGT CPF #EEWOWNCVKQP 5[U
VGO GPVURTKEJV GKPGT #TDGKVUNGKUVWPI XQP DKU 5VWPFGP
&CWGT
2TÀUGP\VCIG DGTWHUDGINGKVGPF RNWU \YGK 5VWPFGP %QCEJKPI RTQ
6 KNPGJOGPFGP
6G
&KG CMVWGNNGP 6G
6 TOKPG HKPFGP 5KG WPVGT YYYHJUIEJMG[CEEQWPV
OCPCIGOGPV
-QUVGP
%*( s KPMN 7PVGTNCIGP .GKUVWPIUPCEJYGKUGP WPF <GTVKHKMCV
2TGKUÀPFGTWPIGP XQTDGJCNVGP
+PHQTOCVKQPGP WPF $GTCVWPI
$GK HCEJNKEJGP (TCIGP UVGJV +JPGP 4QUGNNC 6QUECPQ .GJTICPIUNGK
VGTKP IGTPG \WT 8GTHØIWPI TQUGNNCVQUECPQTWHHKNNK"HJUIEJ
6 N 6G
&CU 9GKVGTDKNFWPIU\GPVTWO (*5 5V)CNNGP 9$<(*5 XGTGKPV FKG 9GKVGTDKNFWPIUCPIGDQVG FGT XKGT (CEJDGTGKEJG )GUWPFJGKV 5Q\KCNG
#TDGKV 6G
6 EJPKM WPF 9KTVUEJCHV WPVGT GKPGO &CEJ 5GKP 2TQITCOO WOHCUUV DGTWHUDGINGKVGPFG 9GKVGTDKNFWPIUOCUVGT 'ZGEWVKXG /$#
WPF /CUVGT QH #FXCPEGF 5VWFKGU/#5 &KRNQONGJTIÀPIG &KRNQOC QH #FXCPEGF 5VWFKGU&#5 <GTVKHKMCVUNGJTIÀPIG %GTVKHECVG QH
#FXCPEGF 5VWFKGU%#5 WPF 5GOKPCTG &CU #PIGDQV KUV KP \GJP 6JGOGPUEJYGTRWPMVG IGINKGFGTV
)GUWPFJGKV ^ +PIGPKGWT WPF $CWYGUGP ^ )GUEJÀHVURTQ\GUUG WPF +6 ^ +PPQXCVKQP ^ 2WDNKE 5GTXKEGU ^ $WUKPGUU #FOKPKUVTCVKQP ^
5YKUU (KPCPEG ^ 5Q\KCNG #TDGKV ^ 0GWG /GFKGP ^ )GUGNNUEJCHVNKEJG (TCIGUVGNNWPIGP
YYYHJUIEJYGKVGTDKNFWPI
PFGTWPIGP XQTDGJNCVGP
$GK CFOKPKUVTCVKXGP WPF QTICPKUCVQTKUEJGP (TCIGP YGPFGP 5KG UKEJ
CP &W[IW -WTV 5VWFKGPMQQTFKPCVQTKP 9GKVGTDKNFWPIU\GPVTWO (*5
5V)CNNGP FW[IWMWTV"HJUIEJ 6G
6 N