A recent Entytle report, “Industrial OEM Priorities for 2022” indicated that the second highest priority for Industrial OEMs is selling to your installed base (aftermarket growth). If your business is like the 26% of respondents who gave that answer, you are then selling to your installed base should be job #1.
And I am not talking about only selling new products. I am talking about upselling and cross-selling services and other value-adding items.
Here are the capital equipment lifetime stages from the perspective of the equipment owner:
Here is a link to an article that explains how important database integrity is to the selling process.
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This article appeared on Thomasnet.com on November 30, 2021. To read the complete article, tap here.
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