by Sam Klaidman | Mar 31, 2022 | Growth
Industrial companies’ product sales and margins are declining. Still, owners and executives demand growth. Fortunately, growing aftermarket revenue is delivering the needed boost. According to McKinsey: “CEOs at industrial OEMs are increasing their focus on...
by Sam Klaidman | Mar 23, 2022 | Customer Loyalty
The current labor market and gig workers As a result of both the Silver Tsunami (older workers retiring) and the Great Resignation (employees quitting in large numbers), most field service teams have many unfilled jobs. Kevin Bowers of TSIA reports that 9 out of 10...
by Sam Klaidman | Feb 24, 2022 | Growth
Small and growing businesses frequently find themselves in a cash crunch. To acquire more cash, businesses are usually limited to a bank loan or an investor who will buy a piece of your business for the capital infusion. There is a third alternative – Revenue Based...
by Sam Klaidman | Jan 28, 2022 | Growth
You run a manufacturing business. You are the owner, CEO, COO, manufacturing director, divisional managing director, plant manager, or another equally responsible role. Every day, whether you commute to the factory daily, work from home and monitor the operation...
by Sam Klaidman | Jan 4, 2022 | Growth
About 10% of all businesses are giant and employ professional pricing experts to prepare important quotations and set most product and service list prices. The remaining 90% of U.S. businesses are SMBs — small to midsize companies. With assistance from their CFO, they...
by Sam Klaidman | Dec 1, 2021 | Growth
A recent Entytle report, “Industrial OEM Priorities for 2022,” indicated that aftermarket growth is the second highest priority for Industrial OEMs. If your business is like the 26% of respondents who gave that answer, then selling to your installed base should be job...
by Sam Klaidman | Oct 20, 2021 | Growth
When did you last take a fresh look and update your spare parts recovery process? Selling Spare Parts An OEM can sell a spare part under two conditions: Either a distributor or end-user includes spare parts stock with the original equipment P.O. The parts will then...
by Sam Klaidman | Oct 14, 2021 | Growth
Introduction I recently participated in an ExitReadiness Podcast organized by Pat Ennis. Our topic was “When You Start Making A Big Decision, First Talk with the People Involved.” The high-level summary is when you have to make a significant business...
by Sam Klaidman | Sep 30, 2021 | Growth
From the article With a RaaS contract, there is usually no down payment or end-of-contract balloon payment. In most cases, your monthly payment is based on the equipment’s amount of work performed. The RaaS contract is usually less than or close to your...
by Sam Klaidman | Sep 27, 2021 | Growth
Introduction Unless you are in the robot manufacturing or servicing business, you probably don’t think much about the overall robot market. You have enough things to worry about within your business and industry. Also, many industrial OEMs integrate and sell robots as...
