by Sam Klaidman | Dec 17, 2019 | Growth
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. In general, people do not connect right to repair with high...
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
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 of these answers: They called me with a problem. I...
by Sam Klaidman | Sep 12, 2019 | Growth
Why manufacturing equipment failure is always a big deal Today, almost all manufacturing facilities run lean. While they may not have formal lean programs in place, there are no extras in the building when it comes to having “just in case” tools and...
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 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. In the complex B2B world of often customized products...
