by Sam Klaidman | Dec 17, 2019 | Growth
What Is The Right-to-Repair Movement? The right-to-repair movement includes all the different ways equipment and consumer goods owners fight back against OEM’s aftermarket service policies that excessively burden their maintenance costs. While most right-to-repair...
by Sam Klaidman | Nov 21, 2019 | Growth
The reality in industry today is that product margins are declining, and services margins are rising. In fact, in many industries, the two margins have reached parity. If you manufacture and sell a complete product to an end user or a channel partner, you either...
by Sam Klaidman | Oct 29, 2019 | Growth
What to do Before Launching a New Product or Service If I asked you, a senior service leader, if you talk to customers and prospects, you would no doubt answer with a loud and resounding “yes!” Then, if I asked why you talk to them, you’d probably give me one or more...
by Sam Klaidman | Sep 12, 2019 | Growth
In her song “Big Yellow Taxi,” Canadian singer and songwriter Joni Mitchell wrote: Don’t it always seem to go That you don’t know what you’ve got ‘Till it’s gone That’s exactly how people feel when their manufacturing equipment fails. Illustration inspired by The...
by Sam Klaidman | Sep 10, 2019 | Growth
The opening line of Charles Dickens’ “Tale of Two Cities” is “It was the best of times, it was the worst of times.” Another famous, and more contemporary, quote is “When life gives you lemons, make lemonade.” What do these two sentences have to do with service growth...
by Sam Klaidman | Aug 1, 2019 | Growth
No matter what you sell, one of your most important decisions will be what pricing model to use to set the price you charge the customer. And if you’re in the B2B space selling complex or custom products, the decision you face is formidable. B2C vs. B2B Pricing...
