by Sam Klaidman | Apr 13, 2023 | Customer Loyalty
During VUCA Times, You Must Influence Customer Retention or Churn This is the opening paragraph of a recent post of mine: We are again living in uncertain times. The name for uncertain times is VUCA, which stands for Volatility, Uncertainty, Complexity, and Ambiguity....
by Sam Klaidman | Mar 13, 2023 | Growth
No matter your time horizon, aftermarket price management offers industrial original equipment manufacturers (OEMs) the maximum leverage to improve margins and profit. And, to be successful, they must use a consistent set of parts pricing policies For most OEMs, a...
by Sam Klaidman | Feb 15, 2023 | Growth
Ways for Industrial OEMs to Differentiate in the Marketplace When business conditions lead to a decrease in orders, offering prospects more value for their money is important. However, it is almost impossible to create differentiated products and services. Here are...
by Sam Klaidman | Jan 18, 2023 | Customer Value Creation
In April 2022, I wrote an article about managing during an inflationary period. Now, we know that we are living with high but declining inflation. We do not know how long this inflationary period will last or if we will enter a recession before we emerge from it. But...
by Sam Klaidman | Dec 13, 2022 | Customer Loyalty
Your customers buy products like the ones you manufacture because they have a limited number of outcomes they must achieve. Furthermore, you and most of your competitors’ products can deliver these outcomes at approximately the exact cost. The big question is, “Why do...
by Sam Klaidman | Nov 8, 2022 | Growth
There is a common belief that key performance indicators (KPIs) are for large companies. People working for midsize industrial companies might prioritize other tasks over KPIs. However, like most things in business, there are different ways of looking at things....
by Sam Klaidman | Oct 5, 2022 | Growth
What is segmentation? My friend Michael Chase of Tekcess International has an excellent definition of “segment,” which I adapted for this article. In the B2B space, a market segment is a group of potential customers with unique but common needs. Once you sell your...
by Sam Klaidman | Sep 27, 2022 | Growth
If you want to improve quality, cut costs, and get better outcomes, then you should read the book I just read about how to improve patient outcomes, cut medical expenses, and prevent many deaths in the surgery suite and the ICU. The book which changed my outlook on...
by Sam Klaidman | Sep 6, 2022 | Growth
The Purpose of a Business Is to Create and Retain Customers and Company-Certified Employees Help Business is tricky and always seems to get trickier. CEOs and board directors are focused on shareholder value, meaning the business’s primary goal is to create and...
by Sam Klaidman | Aug 30, 2022 | Growth
As a consultant, I talk with a lot of people. At some point, the conversations go like this: Prospect: How large can I grow my service business? Me: First, let’s get the question straight. You are asking me how much service revenue I can make as a percentage of total...
