T-FAL is the world leader in non-stick cookware and also a global brand of Groupe SEB, a world leader of small domestic equipment with products sold in more than 120 countries. (The T-FAL brand, which is used in the North American market, originated in France where it is known as TEFAL)

T-FAL US needed a rational framework that could enable its sales and marketing forces to allocate efficiently and effectively resources across its key accounts. We approached the problem by developing a methodology to assess the value that each account delivers to T-FAL. The value created/destroyed by each account is a function of both financial information and other factors that cause the creation/destruction of value to T-FAL. Through the adoption of this framework T-FAL has started a new way of conducting business with its key accounts, as sales and marketing managers are now able to assess the value created/destroyed by each key account and are also capable of identifying, for the various accounts, the key drivers of value.