ABB and CATERPILLAR (A) KEY ACCOUNT MANAGEMENT \

ABB the $20.7 billion Swiss Swedish engineering group was a world leader in power and automation technologies. It operated in more than 100 countries employed over 10400 peoples worldwide and had five business division power product, power system, automation product, robotics and process automation division and each was organized by matrix structure.Caterpillar has sales and revenues of $36.3 billion. It was the world leading manufacturer of construction and mining equipment, diesel and natural gas engines and industrial gas turbines, it had three segments machinery, engines and financial products. ABB is the main supplier to the caterpillars they supplies turbochargers a crucial component that enhanced engines efficiency and had profound impact on the performance. The turbochargers is engineered and made by ABB. ABB supplies two of main caterpillar plants in Indiana and kiel Germany. While caterpillar is the world leader of four strokes medium speed diesel engines used in ships for main propulsion. Paul asked his management team to identify the problems; on top ABB turbo systems one of three turbochargers suppliers, then manager felt that ABB were holding them hostage. Paul became totally wanted to getting rid of ABB as supplier. Oliver expected Dan to develop a new business rather than controlling existing ones.Both the companies want to sit together and began to look at different ways of overcoming the existing situation and how to make good relationship.