Product category:
Compressors and Air Treatment
News Release from: Economatics Industrial
Edited by the Engineeringtalk Editorial
Team on 17 March 2004
Account management is key to long-term
success
After 37 years in operation Economatics has completely re-engineered its operation to address a growing need from UK customers.
Economatics has long been associated at the leading edge in its sales approach to the ever-changing manufacturing market After 37 years in operation the company has completely re-engineered its operation to address a growing need from UK customers
This article was originally published on Engineeringtalk on 26 Apr 2001 at 8.00am (UK)
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This results in an indifferent approach to the customer's needs.
It signifies that if you know what you want - the company can supply it generally at reduced prices as it carries limited overhead compared with a full service option.
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Economatics had to decide whether it too was to reduce its overall service level to the level of reactive sales - or take the far more positive option to actually increase the sales support available to its customers.
The result is the recent metamorphosis into front line account management.
In this capacity Economatics gets to know its larger customers intimately, and now provides a far broader service.
The concept has been meticulously planned, and the new level of service available in the field results from an intensive conversion programme.
This has realigned the sales operation to pursue the supply of an ever-extending bespoke range of product and services.
The company has also relaunched its main line catalogue - but with a difference.
The product selection in the catalogue is now merely the start point.
Economatics' experience gained over three decades allows them to source virtually any product or brand to the customer's specification.
The net result is cost removal.
Economatics Sales Director Steve Gough is totally committed to the new service level: "We can now be clearly seen by the market to be totally different from the catalogue houses, and the distributor who believes that he can service the market from a phone.
Our approach is one of total commitment to the customer to reduce his costs.
To do that we get out and see the customer in his own environment, this allows us to complete a detailed customer needs survey.
Then - and only then could we be confident that our recommendations are the very best solution".
The company also believes in the follow through.
Backed by specialist teams in engineering projects, equipment servicing and process filtration, the new Economatics package is set to break through the customers own resource gap - and provide a truly proactive service.
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