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20 FEDA News & Views DISPOSERS Salvajor Assembly packages are available for sink and cone bowl installations with water- tight energy and water-saving controls. More Disposer Solutions SCRAPMASTER® TROUGHVEYOR® A single operator scrapping, pre-rinsing and food waste disposing system designed for schools, hospitals, nursing homes and cafeterias. A multiple operator scrapping, pre-flushing and food waste disposing system designed for volume users like university cafeterias, schools, casinos, convention centers and correctional facilities. m.salvajor.com for Product Video Specifications Full Product Line DISPOSERS • FOOD WASTE SCRAPPING SYSTEMS • FOOD WASTE COLLECTING SYSTEMS Contact Salvajor today to learn more. salvajor.com • (800) SALVAJOR Partnerships). Supply chain integration gives you three critical benefits. First, you reduce your key customers' cost of operations, often by 40 percent or more. These sav- ings stem from reduced inventories, duplication of services, and other fac- tors. Second, your own sales grow, often by 35 percent or more in your highest-pen- etrated accounts. This very fast, massive sales growth is driven by the huge cus- tomer cost savings, and by the operating level relationships that develop between your grass-roots operations staff work- ing in the customer, and the customer's counterpart operations managers. Third, your own cost of operations drops, often by 30 percent or more. These savings occur because you now can control and stabilize your key cus- tomers' order patterns, enabling you to reduce inventory, shipment frequency, and expedited movements. Importantly, this major savings enables you to keep your prices stable and still strongly grow your profits. This leads to a crucial ques- tion: Why not do this with all your key accounts? The problem is that supply chain integration takes time and resources to develop. And if your customer is a trans- actional buyer with a weak capability to partner, your costs will blow up and your profits will plunge. This leads many companies to be very hesitant to enter into these relationships at all. Which customers should you approach for supply chain integration? The answer is clear: your long-term Islands of Profit customers. Yet, if you can't identify your Islands of Profit customers, you should rightly fear simply responding positively to any large customer request for sup- ply chain integration–especially since your Coral Reef customers (large and unprofitable) are most often the ones that are most aggressive in pushing for these advanced services with no inten- tion of adequately paying for them. And if you devote your precious resources to supply chain integration with your Coral Reef customers, you are not only buying a cannon–you are walking into quicksand. Strategic Account Management's Ultimate Prize Strategic account managers are vital to a company's success. When you iden- tify and deftly manage your Islands of Profit accounts, you create fast, power- ful growth in both revenues and profits. This is the essence of turbocharged stra- tegic account management. The critical question for all strategic account managers is can you identify, secure, and grow your Islands of Profit accounts, and laser-target new accounts that belong in this group? If so, you have an opportunity of a lifetime to build really fast, strong profitable growth. How to Turbocharge continued