by Sam Klaidman | Sep 8, 2014 | Growth
When your employees are truly empowered, they put their heart and soul into taking care of your customers while making sure they do no harm to your business. Wouldn’t having a team like that make it easier for you to fall asleep at night? What makes an empowered...
by Sam Klaidman | Aug 25, 2014 | Growth
Every business has competition and even when your company sells its products, you still have competition for your after-installation services. While you think that your company provides the best services for its products, sometimes the best service organization is...
by Sam Klaidman | Aug 11, 2014 | Growth
Does this sound familiar? One of your contract sellers comes to you and says “The XYZ contract expires tomorrow and I have been communicating with the customer for 3 months. Now he tells me that his boss is on vacation for 2 weeks and he has to sign the requisition....
by Sam Klaidman | Aug 4, 2014 | Growth
A brief history of when to perform preventative maintenance When I started in Customer Service and service contracts selling, we always planned to perform routine Preventative Maintenance (PMI) in months 9 or 10 of the 12-month contract period. The reason was that we...
by Sam Klaidman | Jul 21, 2014 | Growth
Service contract selling compared to selling products Let’s start by agreeing that the price and volume of your product sales are always high relative to your service contract sales. This is because service contracts are only sold to product users. And annual...
by Sam Klaidman | Jul 14, 2014 | Growth
In my post last week, I said that the #1 reason that customer service contract revenue is declining if “Your value proposition no longer works for your customers.” Then I had a vigorous discussion with Ravi Deva in the LinkedIn Warranty Innovations Group. Here...
