FL jubilæumsbog EN 101123 web - Flipbook - Side 54
MARTIN
I’M THE CUSTOMER’S ADVISOR
Martin Axelsson
When Sales Manager Martin
Axelsson started his job as
a commercial KAM at Frode
Laursen in 2009, he made a list
of Swedish companies that could
be interesting to acquire as customers. In the first instance, he
followed a list of members from
a Swedish trade association for
grocery retailers.
“Of course, I contacted them
because we wanted them as
customers, but it was also a way
of making Frode Laursen known
in Sweden. I drove around the
whole country and Norway, too,
talking to potential customers.
We have many of them as customers today, but
there are others that we have not yet managed
to reach, but who we simply must have. Our
mindset is to keep chasing them.”
“That’s the big advantage with Frode Laursen. I never go out and say that I am an expert in
anything, but we have so many other people in
the organisation who are very skilled in their
respective areas. Everyone is happy to help with
data and information that can be used in connection with a customer meeting. The answer
you need is never further away than a phone
call or an email. And that’s really valuable.”
Today, Martin’s work is primarily about
taking care of the customers whom Frode
Laursen already works with. First and foremost,
he sees himself as the customer’s advisor when
finding the best logistics solution.
“When you get to know the customer, you
know who to talk to if you have something new
to tell them or in the event of a crisis. It’s important to keep an eye on what is happening in the
customer’s organisation.”
FRODE LAURSEN’S MANY EXPERTS
While many of Martin’s meetings are formal
in nature, he also sets great store on informal
contacts with customers.
“Coffee meetings are important, whether
they take place over the phone, in Teams or
face-to-face. It’s a good way to get to know the
customer beer, so I can always be one step
ahead regarding their needs.”
When Martin is looking for a customer, he
works in a tripartite partnership with two other
employees at Frode Laursen. One is an operational KAM, usually his Swedish colleague. The
other is a manager. He can also draw on the rest
of the organisation.
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FRoDe LAURsen – HeRe FoR oUR cUstoMeRs
IMPORTANT COFFEE MEETINGS
