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Articles by Shane Rieniets
Elevating aftermarket services
Customers increasingly prefer digital and remote engagement, so industrial companies must build these capabilities quickly. The COVID-19 crisis has jolted aftermarket services decisively toward the digital realm. Indeed, our research suggests that digitally enabled self-service options and remote interactions with service technicians will become standard.
The winning moves in project-based services
Project-based services generate a high percentage of revenues for companies with large, multi-skilled mobile workforces. Yet many companies are willing to take a hit on their quoted margins for these services so that they can get a foot in the door to sell products or more profitable, longer-term maintenance services. Getting a foot in the door is a good idea, but a company can do it without taking a financial hit on its project-based services.
Iniciativas de sucesso em serviços baseados em projetos
Já é hora de as empresas deixarem de ver os serviços baseados em projetos como líderes de perdas. Os serviços baseados em projetos geram uma alta porcentagem de receita para empresas com grandes forças de trabalho móveis formadas por profissionais com diferentes qualificações. No entanto, muitas empresas estão dispostas a sacrificar parte das margens de lucro desses serviços para poderem abrir a porta para outros produtos ou serviços de manutenção mais lucrativos e de longo prazo.
The winning moves in project-based services
It’s time for companies to stop regarding project-based services as loss leaders. Project-based services generate a high percentage of revenues for companies with large, multi-skilled mobile workforces. Yet many companies are willing to take a hit on their quoted margins for these services so that they can get a foot in the door to sell products or more profitable, longer-term maintenance services.
Jugadas ganadoras para los servicios basados en proyectos
Es hora de que las compañías dejen de ver a los servicios basados en proyectos simplemente como un "gancho" para vender otros productos o servicios. Los servicios basados en proyectos generan un alto porcentaje de los ingresos para las compañías con plantillas móviles grandes y polivalentes. Sin embargo, muchas empresas están dispuestas a sacrificar parte de los márgenes de estos servicios para abrir la puerta a otros productos o servicios de mantenimiento más rentables y de largo plazo.
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