Key account planning at EasyPower

Marketing Prof. Hubert Faucher, ESSEC Business School, presents his recently published case study. Developed from a true industrial story based on Prof. Hubert’s research and corporate consulting experience, the EasyPower case focuses on a Dutch company specialising in motors and GoWheel, a key account scooter manufacturer based in Chicago. Cameron McAneth, Key Account Manager at EASYPOWER, has been attributed the GoWheel key account. Soon after the confirmation of his new mission, McAneth visited GoWheel’s Purchasing Manager with the task of analysing and updating GoWheel's situation, formulating a strategy and developing the key account plan for relations with GoWheel.