Indeed, even the allocation of a dedicated key account manager or team represents an investment in the customer. { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_topslot' }}]}, We’ve discussed the key account management definitions here. name: "unifiedId", Exploration of the key components of Key Account Management for a CMS or ECM vendor Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. The key account manager is responsible for handling the most important client accounts in a company. { bidder: 'onemobile', params: { dcn: '8a969411017171829a5c82bb4deb000b', pos: 'cdo_rightslot_flex' }}, bids: [{ bidder: 'rubicon', params: { accountId: '17282', siteId: '162036', zoneId: '776156', position: 'atf' }}, Strategic Account Definition: A strategic account is an account that is critically important to the supplier for any of a variety of reasons i.e. What are some of the strategies that KAMs should follow that will…. Learn more. So how has your organisation gone about choosing its definition? Are they the ones where extra effort will bring extra returns? Defining the impact on every part or department is another important step in adopting Key Account management. { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_Billboard' }}, {code: 'ad_rightslot', pubstack: { adUnitName: 'cdo_rightslot', adUnitPath: '/2863368/rightslot' }, mediaTypes: { banner: { sizes: [[300, 250]] } }, { bidder: 'ix', params: { siteId: '195464', size: [300, 600] }}, // FIXME: (temporary) - send ad requests only if PlusPopup is not shown var googletag = googletag || {}; Let’s look at these key account management definition. Organisational plans change, yours included. },{ var pbMobileLrSlots = [ },{ Dans la pratique professionnelle B2B, le key account manager est souvent désigné par le raccourci KAM. if(!isPlusPopupShown()) Key Account Management is a strategic approach distinguishable from account management or key account selling and should be used to ensure the long-term development and retention of strategic customers. type: "cookie", { bidder: 'criteo', params: { networkId: 7100, publisherSubId: 'cdo_topslot' }}, { bidder: 'openx', params: { unit: '539971079', delDomain: 'idm-d.openx.net' }}, Order Taker? Enterprise account executives liaise with marketing and product development teams to coordinate programs that will build business with key customers. { bidder: 'onemobile', params: { dcn: '8a969411017171829a5c82bb4deb000b', pos: 'cdo_rightslot_flex' }}, Key account management is not just about sales or quarterly results. name: "pbjs-unifiedid", Your brand should become the preferred brand for the customer. { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_SR' }}, Would your connections like this too? He expands and maintains relationships with strategically important and large consumers. In erster Linie bedeutet Key-Account-Management die Betreuung von Schlüsselkunden mit hohem Kundenwert durch spezielle Account-Manager.Grund für den Aufbau eines Key-Account-Managements ist vor allem, eine Grundlage für Wachstum in den Märkten zu erreichen. "authorization": "https://dictionary.cambridge.org/auth/info?rid=READER_ID&url=CANONICAL_URL&ref=DOCUMENT_REFERRER&type=&v1=&v2=&v3=&v4=english&_=RANDOM", What about tomorrow’s oak trees? They not only need top-notch selling skills but also strong leadership, communication, and management chops. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers. This is where the biggest difference lies between selling and key account management. { bidder: 'onemobile', params: { dcn: '8a969411017171829a5c82bb4deb000b', pos: 'cdo_btmslot_300x250' }}, var pbjs = pbjs || {}; { bidder: 'sovrn', params: { tagid: '346693' }}, If you can assess the concentrated effort’s results, you have better utilisation of your time. googletag.pubads().setTargeting("cdo_ptl", "entry-mcp"); { bidder: 'ix', params: { siteId: '195467', size: [320, 50] }}, Lexikon Online ᐅKey Account Management: Form der Marketingorganisation. }, Key account management (KAM) means far more than just selling products to big customers. Communication. { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_MidArticle' }}, {code: 'ad_topslot_b', pubstack: { adUnitName: 'cdo_topslot', adUnitPath: '/2863368/topslot' }, mediaTypes: { banner: { sizes: [[728, 90]] } }, { bidder: 'appnexus', params: { placementId: '11654156' }}, Key Account Manager job description. 'increment': 1, { bidder: 'sovrn', params: { tagid: '346688' }}, Alignment of key account management processes with business strategy. An immediate business impact through the creation of a strategic plan for your most valuable customer (chosen by you). { bidder: 'sovrn', params: { tagid: '346698' }}, { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_SR' }}, addPrebidAdUnits(pbAdUnits); 'increment': 0.05, },{ iasLog("criterion : cdo_pt = entry"); These accounts make up the highest percentage of company income, and the key account manager must build and maintain a strong relationship with the client. Are they the ones that offer future profit? The Definition: The Potential Challenges . {code: 'ad_leftslot', pubstack: { adUnitName: 'cdo_leftslot', adUnitPath: '/2863368/leftslot' }, mediaTypes: { banner: { sizes: [[120, 600], [160, 600]] } }, { This Key Account Manager job description template is optimized for posting on online job boards or careers pages and easy to … The KAM is tasked with defining the individual approach of the sales personnel to specific consumers in order to create strong and lasting relationships. It is for your organisation to choose its own definition based upon the dynamics of your industry, your customers and your own business. { bidder: 'sovrn', params: { tagid: '346693' }}, {code: 'ad_topslot_a', pubstack: { adUnitName: 'cdo_topslot', adUnitPath: '/2863368/topslot' }, mediaTypes: { banner: { sizes: [[300, 50], [320, 50], [320, 100]] } }, "error": true, Maintaining best possible relation with the customer. googletag.pubads().collapseEmptyDivs(false); to improve something or someone by working on or changing various parts, I can’t hear myself think: more interesting ways of saying ‘noisy’, Clear explanations of natural written and spoken English. 2. 1. var dfpSlots = {}; {code: 'ad_btmslot_a', pubstack: { adUnitName: 'cdo_btmslot', adUnitPath: '/2863368/btmslot' }, mediaTypes: { banner: { sizes: [[300, 250]] } }, Which One Is Yours? { bidder: 'sovrn', params: { tagid: '387233' }}, It would be ideal to clarify strategies with the top management. { bidder: 'sovrn', params: { tagid: '346693' }}, Get high-level buy-in. 'increment': 0.5, bidderSequence: "fixed" Unabhängig von der Organisation { bidder: 'criteo', params: { networkId: 7100, publisherSubId: 'cdo_leftslot' }}, { bidder: 'ix', params: { siteId: '195451', size: [300, 250] }}, Communication. { bidder: 'sovrn', params: { tagid: '387232' }}, The key responsibilities of a Key Account Manager includes below - 1. { bidder: 'ix', params: { siteId: '194852', size: [300, 250] }}, { bidder: 'sovrn', params: { tagid: '446382' }}, bids: [{ bidder: 'rubicon', params: { accountId: '17282', siteId: '162036', zoneId: '776140', position: 'atf' }}, { bidder: 'sovrn', params: { tagid: '387232' }}, Key Account Manager responsibilities include: Developing trust relationships with a portfolio of major clients to ensure they do not turn to competition Acquiring a thorough understanding of key customer needs and requirements Expanding the relationships with existing customers by continuously proposing solutions that meet their objectives { bidder: 'ix', params: { siteId: '195467', size: [320, 100] }}, var mapping_houseslot_b = googletag.sizeMapping().addSize([963, 0], []).addSize([0, 0], [300, 250]).build(); The word in the example sentence does not match the entry word. { bidder: 'criteo', params: { networkId: 7100, publisherSubId: 'cdo_topslot' }}, While there are an unlimited number of initiatives around people, process, and technology that can help you reach your goals, few will be as impactful as establishing key clients as strategic accounts and managing them well. } 7. "loggedIn": false { bidder: 'criteo', params: { networkId: 7100, publisherSubId: 'cdo_btmslot' }}, dfpSlots['leftslot'] = googletag.defineSlot('/2863368/leftslot', [[120, 600], [160, 600]], 'ad_leftslot').defineSizeMapping(mapping_leftslot).setTargeting('sri', '0').setTargeting('vp', 'top').setTargeting('hp', 'left').addService(googletag.pubads()); pbjs.setConfig(pbjsCfg); Nothing will put a strategic account at greater risk … { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_Billboard' }}, },{ { bidder: 'sovrn', params: { tagid: '446381' }}, userSync: { I spend lots and lots of time thinking about Key Account Management.I often get asked to define KAM, contrast it to customer success, or explain why KEY Account Management is different from regular Account Management.. One of my favorite definitions of Key Account Management is: Ihre Machtposition wird im Absatzkanal als bes. It is easy to get distracted from the fundamentals necessary for account management strategy execution. Derartige Kunden werden als Key Accounts bezeichnet. Key Account Management is a process that helps sustain and expand relationships with important key accounts and will work closely with multiple business departments in order to maintain and further develop the relationships with the key accounts. 6. Definition of key account management: Key account management is a term used predominantly in business-to-business sales, to describe the approach your sales people take to your most important customers and clients. An organizational change of this magnitude requires high-level sponsorship, … They are constantly looking for emerging trends, whether they are emerging in the present or seem likely to emerge in the future. Account Manager: An account manager is an employee who is responsible for the day-to-day management of a particular customer's account with the business. Bevorzugte Behandlung von Abnehmern, die eine Schlüsselposition für den Erfolg einer Unternehmung einnehmen. { bidder: 'onemobile', params: { dcn: '8a9690ab01717182962182bb50ce0007', pos: 'cdo_topslot_mobile_flex' }}, Trusted Advisor? dfpSlots['btmslot_a'] = googletag.defineSlot('/2863368/btmslot', [[300, 250], 'fluid'], 'ad_btmslot_a').defineSizeMapping(mapping_btmslot_a).setTargeting('sri', '0').setTargeting('vp', 'btm').setTargeting('hp', 'center').addService(googletag.pubads()); iasLog("criterion : cdo_ei = key-account-manager"); The Objectives of a Key Account Manager. { bidder: 'ix', params: { siteId: '195451', size: [320, 50] }}, { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_btmslot' }}]}]; { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_btmslot' }}]}]; { bidder: 'appnexus', params: { placementId: '11653860' }}, googletag.pubads().setTargeting('cdo_alc_pr', pl_p.split(",")); The majority of salespeople are reactive to the needs of their customer, only being proactive when they need to cold call potential new customers. { bidder: 'appnexus', params: { placementId: '11654157' }}, bids: [{ bidder: 'rubicon', params: { accountId: '17282', siteId: '162036', zoneId: '776130', position: 'btf' }}, As we stated previously, key account management is the approach a company or salesperson takes to manage and grow an organization’s most important accounts. Are they the ones you mustn’t lose? Home » Sales Courses » Key Account Management Training » 7 Different Key Account Management Definitions. { bidder: 'appnexus', params: { placementId: '11654208' }}, The future is never clear. Today’s top 3,000+ Key Account Manager jobs in United States. Key account management (KAM), also known as strategic account management, is a concept which first emerged in the 1970s. dfpSlots['houseslot_a'] = googletag.defineSlot('/2863368/houseslot', [300, 250], 'ad_houseslot_a').defineSizeMapping(mapping_houseslot_a).setTargeting('sri', '0').setTargeting('vp', 'mid').setTargeting('hp', 'right').setCategoryExclusion('house').addService(googletag.pubads()); partner: "uarus31" They do this by positioning themselves as a dedicated resource for your key accounts, someone who is committed to helping them solve their problems, realize their business goals, and achieve success. "sign-in": "https://dictionary.cambridge.org/auth/signin?rid=READER_ID", googletag.pubads().set("page_url", "https://dictionary.cambridge.org/dictionary/english/key-account-manager"); Key account manager is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management (KAM) defines full relationship between your business and the customers you are selling to. { bidder: 'appnexus', params: { placementId: '11654157' }}, You will be mainly responsible for building and maintaining strong relationships with key accounts. Most frequently, their work for the key account will be only one of a number of responsibilities they bear. { bidder: 'criteo', params: { networkId: 7100, publisherSubId: 'cdo_rightslot' }}, bids: [{ bidder: 'rubicon', params: { accountId: '17282', siteId: '162036', zoneId: '776160', position: 'atf' }}, ga('send', 'pageview'); Add key account manager to one of your lists below, or create a new one. Account Management and Strategy Best Practices. { bidder: 'criteo', params: { networkId: 7100, publisherSubId: 'cdo_topslot' }}, { bidder: 'sovrn', params: { tagid: '387232' }}, 'min': 31, This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral…, Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. The ultimate purpose of KAM is to develop long-term, mutually beneficial relationships with specific businesses in order to meet strategic goals and optimize value in both companies. { bidder: 'openx', params: { unit: '539971065', delDomain: 'idm-d.openx.net' }}, var pbAdUnits = getPrebidSlots(curResolution); What about tomorrow’s oak trees? googletag.pubads().enableSingleRequest(); if(pl_p) They apply these emerging trends to the industry that they are in and to the industries that there customers are in, proactively. pbjs.que.push(function() { iasLog("exclusion label : resp"); { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_HDX' }}, A key account organizational chart is a tool which can help with the key account management. window.ga=window.ga||function(){(ga.q=ga.q||[]).push(arguments)};ga.l=+new Date; {code: 'ad_topslot_b', pubstack: { adUnitName: 'cdo_topslot', adUnitPath: '/2863368/topslot' }, mediaTypes: { banner: { sizes: [[728, 90]] } }, An improved understanding of your customers and better long-term relationships. googletag.pubads().setTargeting("sfr", "cdo_dict_english"); 7 Different Key Account Management Definitions. What if it’s unprofitable to please this particular whim of theirs? Contact with non-key accounts tends to be less frequent and less layered. { bidder: 'appnexus', params: { placementId: '11654156' }}, { bidder: 'openx', params: { unit: '539971079', delDomain: 'idm-d.openx.net' }}, { bidder: 'openx', params: { unit: '539971080', delDomain: 'idm-d.openx.net' }}, { bidder: 'onemobile', params: { dcn: '8a969411017171829a5c82bb4deb000b', pos: 'cdo_topslot_728x90' }}, Therefore, a Key Account is also an investment in the future, and as we know all too well from recent stock market performance, past performance is no indicator of future performance. { bidder: 'ix', params: { siteId: '195467', size: [300, 250] }}, { bidder: 'openx', params: { unit: '539971079', delDomain: 'idm-d.openx.net' }}, { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_rightslot' }}]}, 'pa pdd chac-sb tc-bd bw hbr-20 hbss lpt-25' : 'hdn'">. The Head of Key Account Management leads and oversees activities of the entire key account management department. He/she is also responsible for achieving certain sales target from direct sales routes through the process of growing and developing existing clients. Key Account Manager Job Summary. { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_HDX' }}, The job description of the key account manager is to focus on determining and managing key accounts in order to accomplish and advance sales budgets, and maximize opportunities to make sales. { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_MidArticle' }}, Do you always let the sales statistics make the decisions for you? Pour plus de détails et des témoignages sur le poste de key account manager… Key account managers must truly be managers, since key account teams are rarely simply defined organizational units. expires: 60 Key Account Management (KAM) defines the relationship between the business and the consumers. Key Account Manager: Definition. The ultimate purpose of KAM is to develop long-term, mutually beneficial relationships with specific businesses in order to meet strategic goals and optimize value in both companies. Browse our dictionary apps today and ensure you are never again lost for words. Not only do KAMs find ways to address the client's challenges and opportunities, but they also create and present reports about the client's progress to key stakeholders. { bidder: 'criteo', params: { networkId: 7100, publisherSubId: 'cdo_btmslot' }}, { bidder: 'ix', params: { siteId: '195464', size: [120, 600] }}, { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_SR' }}, var mapping_topslot_a = googletag.sizeMapping().addSize([746, 0], []).addSize([0, 550], [[300, 250]]).addSize([0, 0], [[300, 50], [320, 50], [320, 100]]).build(); hoch eingeschätzt. }], The objective of this approach is to build relations with the crucial customers to nurture the business. { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_rightslot' }}]}, Companies use account managers to … Or are they just classed as the “important ones?”. He will be responsible for sales management of the personal care business, including global commercial management of the group, distributor relationships, key account management, sales forecasting and various other functions key to achieving highly ambitious growth targets defined in DSM's corporate strategy "Driving Profitable Growth. A Key Account does not have to be a large account. },{ bids: [{ bidder: 'rubicon', params: { accountId: '17282', siteId: '162036', zoneId: '776140', position: 'atf' }}, googletag.pubads().addEventListener('slotRenderEnded', function(event) { if (!event.isEmpty && event.slot.renderCallback) { event.slot.renderCallback(event); } }); Then way you deal with the high-demanding clients can determine the results achieved, The ones that will take YOUR business where it wants to go. Please share. bids: [{ bidder: 'rubicon', params: { accountId: '17282', siteId: '162036', zoneId: '776130', position: 'btf' }}, googletag.cmd.push(function() { The BIG ones . A Key Account does not have to be a large account. Key accounts represent a company’s most important retail customers. enableSendAllBids: false, { bidder: 'appnexus', params: { placementId: '11654174' }}, {code: 'ad_topslot_b', pubstack: { adUnitName: 'cdo_topslot', adUnitPath: '/2863368/topslot' }, mediaTypes: { banner: { sizes: [[728, 90]] } }, These programs go by different names: key accounts, national accounts, strategic accounts, global accounts, etc. How many accounts can you do this for – and at what cost to your business and your other customers? He also shares how to select key accounts, develop a key account strategy, hire and train key account managers, and measure key account … { bidder: 'openx', params: { unit: '539971065', delDomain: 'idm-d.openx.net' }}, dfpSlots['topslot_b'] = googletag.defineSlot('/2863368/topslot', [[728, 90]], 'ad_topslot_b').defineSizeMapping(mapping_topslot_b).setTargeting('sri', '0').setTargeting('vp', 'top').setTargeting('hp', 'center').addService(googletag.pubads()); { bidder: 'ix', params: { siteId: '195451', size: [300, 50] }}, { bidder: 'appnexus', params: { placementId: '11654157' }}, Account Responsibility. googletag.pubads().setTargeting("cdo_pc", "dictionary"); } {code: 'ad_btmslot_a', pubstack: { adUnitName: 'cdo_btmslot', adUnitPath: '/2863368/btmslot' }, mediaTypes: { banner: { sizes: [[300, 250]] } }, It all comes down to the behavior of the key account managers. { bidder: 'ix', params: { siteId: '195466', size: [728, 90] }}, dfpSlots['houseslot_b'] = googletag.defineSlot('/2863368/houseslot', [], 'ad_houseslot_b').defineSizeMapping(mapping_houseslot_b).setTargeting('sri', '0').setTargeting('vp', 'btm').setTargeting('hp', 'center').setCategoryExclusion('house').addService(googletag.pubads()); 'max': 8, type: "html5", { bidder: 'ix', params: { siteId: '195465', size: [300, 250] }}, Define what key accounts are. bids: [{ bidder: 'rubicon', params: { accountId: '17282', siteId: '162050', zoneId: '776336', position: 'btf' }}, { bidder: 'appnexus', params: { placementId: '11654149' }}, Or Cheese Monster? { bidder: 'sovrn', params: { tagid: '346688' }}, In this role, a CAM may be responsible for an entire portfolio of client relationships in multiple locations. ga('create', 'UA-31379-3',{cookieDomain:'dictionary.cambridge.org',siteSpeedSampleRate: 10}); Key account management (KAM) is one of the most important changes in selling that has emerged during the past two decades. 'max': 36, userIds: [{ { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_topslot' }}]}, }, "sign-up": "https://dictionary.cambridge.org/auth/signup?rid=READER_ID", Key account managers are senior members of a company’s sales team. { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_btmslot' }}]}]; Drew dives into the basics of key account management, explaining what it is, why it's important, and how to tackle the key account management process. Adding continual value to the customer’s business is key to account management and successful continuation of the relationship that sales began. Know the Players Inside the Strategic Account. It describes the individual approach of sales people to their customers in order to create long everlasting business relationship. As the liaison for the customer and the rest … Let’s take a closer look a this much discussed topic! { bidder: 'ix', params: { siteId: '195451', size: [320, 50] }}, En key account manager är ansvarig för få namngivna kunder med ett strategiskt värde för företaget. { bidder: 'openx', params: { unit: '539971081', delDomain: 'idm-d.openx.net' }}, So you need to assess whether the business you get from the account will help your account to thrive. iasLog("setting page_url: - https://dictionary.cambridge.org/dictionary/english/key-account-manager"); {code: 'ad_topslot_a', pubstack: { adUnitName: 'cdo_topslot', adUnitPath: '/2863368/topslot' }, mediaTypes: { banner: { sizes: [[300, 250]] } }, corporate account manager (CAM): In the channel, a corporate account manager (CAM) is responsible for maintaining the relationship between the clients of a value-added reseller ( VAR ) and the VAR. How do your customers view you? Then why not book a place on our Key Account Management Training open course. Top 6 key account management skills. They are run at various locations throughout the UK. }); googletag.cmd.push(function() { key account management programs look like?” Done right, better key account programs can obtain more customer volume at lower discounts while not adding to costs. They base their sales on the past requirements of their customers and present discussions with potential and new customers on their present and future needs. var mapping_leftslot = googletag.sizeMapping().addSize([1063, 0], [[120, 600], [160, 600], [300, 600]]).addSize([963, 0], [[120, 600], [160, 600]]).addSize([0, 0], []).build(); Rôle, responsabilités, compétences, salaire, formation… Retrouvez tout ce qu’il faut savoir sur le métier de Key Account Manager dans notre fiche métier dédiée ainsi que nos offres d’emploi des métiers commerciaux à pourvoir. iasLog("exclusion label : mcp"); Add the power of Cambridge Dictionary to your website using our free search box widgets. name: "_pubcid", { bidder: 'onemobile', params: { dcn: '8a9690ab01717182962182bb50ce0007', pos: 'cdo_btmslot_mobile_flex' }}, iasLog("criterion : cdo_pc = dictionary"); The focus on time and approach should be where the results will be achieved, The ones where EXTRA EFFORT brings EXTRA RETURN. priceGranularity: customGranularity, { bidder: 'ix', params: { siteId: '195465', size: [300, 250] }}, 'max': 3, Is there an easy to follow definition? Key Account Manager Resume Examples Key Account Managers are a liaison between clients and the company, working on connecting what the client needs with the company's strategies and solutions. Does everyone understand what one is? { bidder: 'openx', params: { unit: '539971063', delDomain: 'idm-d.openx.net' }}, If you continue browsing the site, you agree to the use of cookies on this website. From the customer’s point of view there are 4 types of relationships that they have with their suppliers. Bonuses for key account manager ranges from $ 4,015 to $15,494, profit-sharing ranges $1,769 to $5,197 per year and commission ranges from $5,500 to $39,999 annually. { bidder: 'ix', params: { siteId: '195467', size: [300, 50] }}, expires: 365 params: { Key account manager, ibland förkortat KAM, är en befattning inom ett företag som arbetar med företagets nyckelkunder, det vill säga företagets viktigaste kunder. While the account manager may be dedicated to serving his or her key account exclusively, few of the team members will be. pbjs.que = pbjs.que || []; The job description of the key account manager is to focus on determining and managing key accounts in order to accomplish and advance sales budgets, and maximize opportunities to make sales. The national average salary for a Key Account Manager is $71,252 in United States. iasLog("exclusion label : wprod"); { bidder: 'openx', params: { unit: '539971063', delDomain: 'idm-d.openx.net' }}, They combine sales ability with good customer relationship and administrative skills, and they are responsible for managing business relationships with a company’s largest customers.