by Sam Klaidman | Aug 10, 2015 | Growth
Q. I haven’t updated my service contracts in five years – is that OK? A. No. This is way too long Q. If they still sell, why should I change anything? A. Because customer needs change, and you don’t want to wake up one morning with a significant problem on...
by Sam Klaidman | Feb 23, 2015 | Customer Value Creation
How often should your service contracts be updated? Your products change every year or two. Your customers change their priorities and plans every year. Your company updates its strategic plan annually. If you placed your current service contract next to a...
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...
