by Sam Klaidman | Oct 2, 2023 | Customer Value Creation
Bob is the vice president of manufacturing for a business that processes, packs, and ships seeds to customers in the lower 48 states. The company has a constraint in the bag and seal area. Bob set up a buying committee consisting of himself and the managers of...
by Sam Klaidman | Sep 7, 2023 | Customer Value Creation, Uncategorized
Have you ever wondered what the difference between upselling and cross-selling is? Upselling drives more value for customers, while cross-selling enables customers to achieve new value. Click here to continue reading this article on Thomas Industry Updates. Related...
by Sam Klaidman | Mar 31, 2022 | Growth
For industrial companies, product sales and margins are in a declining cycle. Still, owners and executives are demanding growth. Fortunately, aftermarket service revenue is delivering the needed boost. When customers consider purchasing any service or product, they...
by Sam Klaidman | Dec 1, 2021 | Growth
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...
by Sam Klaidman | Mar 17, 2021 | Growth
Where Does Service Revenue Come From? Won/lost reports are critical for you to grow your service revenue. Service revenue depends on two sales groups: Sales to sell installation, training, spare parts, professional services, and an initial contract as part of the...