by Sam Klaidman | May 10, 2024 | Growth
I have written several articles about the aftermarket’s role in OEMs’ go-to-market strategies. However, I have yet to give you a financial reason to invest your time, effort, and money into making your aftermarket program a strategic necessity. Understanding the...
by Sam Klaidman | Apr 5, 2024 | Growth
Prospering in a VUCA World is Causing Industrial OEMs to Focus on the Aftermarket We are again living in uncertain times. The name for uncertain times is VUCA, which stands for Volatility, Uncertainty, Complexity, and Ambiguity. It describes constant, unpredictable...
by Sam Klaidman | Jan 16, 2024 | Customer Loyalty
Customers buy products and services because they need the outcomes they will receive from owning or using them. When the buyer has a choice, they will buy from the company that delivers the most benefits for the lowest cost. At Middlesex Consulting, we define customer...
by Sam Klaidman | Dec 4, 2023 | Growth
If you are responsible for pricing in an OEM business, you have three major revenue streams: finished products, spare parts, and services and service contracts. In the life science business and a few others, most of your income and profit comes from selling a fourth...
by Sam Klaidman | Nov 8, 2023 | Growth
If you make tangible products and have been in business for more than seven or eight years, you have legacy products in your installed base. That is fine because industrial OEMs expect after-sales service to generate eight to 10 times the original sales revenue during...
