by Sam Klaidman | Nov 18, 2025 | Growth
Summary OEMs are seeking ways to expand their business in FY 2026. A key opportunity is increasing revenue and profits from their current installed base. To accomplish this, they need to identify the existing revenue and profit for each supported product and for all...
by Sam Klaidman | Jun 19, 2025 | Growth
CUSTOMER-CENTERED MARKET DISCOVERY – GENERAL BUSINESS QUESTIONS In a recent post by Kristina Harrington, CEO and Founder of eCommerce software company GenAlpha, Kris wrote: “I’ve lost count of how many times I’ve heard, ‘Our customers don’t want to buy online.’ But a...
by Sam Klaidman | May 12, 2025 | Growth
Introduction to Private Equity (PE) You must include private equity-funded businesses in your strategic and business planning because they have a significant presence in your industry and are highly motivated to grow rapidly. Over the past decade, more than 11,000...
by Sam Klaidman | Apr 7, 2025 | Customer Loyalty
My friends at Entytle post and create webinars about the value and importance of collecting and using installed base (IB) data. One day, viewing one of their webinars, I realized I had the best IB data story ever about a recall that built trust. I wrote the story and...
by Sam Klaidman | Mar 26, 2025 | Growth
Why Using the Service Absorption Rate is Important to Dealership Leaders Industrial equipment dealers are similar to your local car dealerships, particularly those focusing on internal combustion vehicles rather than electric ones. They face comparable issues and...
by Sam Klaidman | Feb 18, 2025 | Growth
Business leaders universally agree that growing their companies ranks among their highest priorities. Rising costs or falling sales can make expansion crucial for maintaining income or business value. Moreover, they might require new capital to obtain equipment for...
by Sam Klaidman | Feb 10, 2025 | Growth
In industrial manufacturing, OEMs and their dealers usually maintain stable partnerships. For instance, Cat’s largest dealer, Finning, has been their partner for over 90 years. However, as products become increasingly complex and customer expectations become more...
by Sam Klaidman | Nov 11, 2024 | Growth
Every B2B customer expects how quickly they want to be served by each portion of each service operation and frequently with each serial-numbered product. For example, my HVAC service company does preventative maintenance procedures on my heating and cooling systems....
by Sam Klaidman | Oct 16, 2024 | Growth
Why People Buy B2B Service Contracts Before we discover why people fail to renew service contracts, we must understand why they buy them. Before COVID, the people who purchased service contracts were at the Manager level. They were responsible for ensuring the...
by Sam Klaidman | Oct 10, 2024 | Growth
Introduction This year’s most viewed article on the Middlesex Consulting blog list is “How Should I Price Spare Parts?” When I first saw this statistic, I wondered why it was so popular. Then, I realized that spare parts sales are usually the most...
