I have written several articles for Thomas Insights about the aftermarket’s role in OEMs’ go-to-market strategies. The most recent article is Now Is the Time for a B2B Industrial Company to Focus on the Aftermarket. However, up until now, 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 strategic importance of aftermarket programs and how they can significantly impact your business is crucial; it’s a matter of survival in today’s competitive market.
Now that most United States-based public companies have filed their SEC Form 10-K, their annual filing, I have looked at over 100 of them and collected valuable data from 27. The two most important pieces of data are:
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- The percent of company revenue contributed by service (the aftermarket)
- The percent of company profit contributed by serviceTo read the complete article, click here.
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About Middlesex Consulting
Sam Klaidman is the founder and principal adviser at Middlesex Consulting. He helps his B2B product manufacturing clients grow their service revenue and profitability by applying the methodologies and techniques associated with Customer Value Creation, Customer Experience, and Market Research professions to assist his clients in designing and commercializing new services and the associated business transformations. Contact Sam here.
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