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...
by Sam Klaidman | Sep 23, 2024 | Growth
Michael Porter, a leading authority on business strategy and the competitiveness of nations, regions, and companies, says there are three ways to achieve competitive advantage: price, monopoly, and sustainable differentiation. While competing on price for a limited...
