• End Customers are demanding a deeper understanding of their problems, pressures, priorities, targets, objectives, hopes, fears and aspirations. They expect tailored business solutions from Account Managers and teams whom they perceive as dotted-line members of the team.
• Products and services, and their numerous technical features, advantages and benefits are meaningless unless they can be translated into bottom line value to the Customer. The ability to present a convincing financial case is therefore becoming increasingly important. To put it another way companies in the Transport and Distribution sector are recognising that they are in the "financial services business", i.e. providing one!
• Many companies in this sector have recognised that the traditional "gaps" in product / service differentiation have narrowed. In the eyes of the end-customer "everyone is selling the same sort of thing". The best chance of securing long-term sustainable competitive advantage is therefore to develop effective business partnerships in all parts of the supply chain using Key Account Management to stand out from competitors, rather than standing up to them.

"The Pareto Partnership Key Account Management process was just what we needed. We are a multi-national business serving airlines in 12 countries and 92 locations. Pareto helped us to focus on the key elements in these complex and multi-site customer relationships and their simple but impactful processes have given Servisair a distinct competitive edge in our dynamic market place"
Keith Purdom - Sales & Marketing Director