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 | Mar 13, 2023 | Growth
No matter your time horizon, aftermarket parts pricing policies and management offers industrial original equipment manufacturers (OEMs) the maximum leverage to improve margins and profit. For most OEMs, a significant piece of their total business comes from selling...
by Sam Klaidman | Jan 4, 2022 | Growth
About 10% of all businesses are giant and employ professional pricing experts to prepare important quotations and set most product and service list prices. The remaining 90% of U.S. businesses are SMBs — small to midsize companies. With assistance from their CFO, they...
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 | Aug 30, 2019 | Customer Value Creation
Customers buy products or services because they want or need the outcomes they will get from using these products or services. They buy from your company when they believe they will get greater value from your company than any other choice they know about. The value...
