Articles related to the aftermarket industry


How to Turn Your Field Techs Into Marketing Pros

November 24th, 2013|Categories: General articles|

“When field service companies look to streamline operations and reduce costs, marketing is too often the casualty. And that’s a missed opportunity, since field service marketing has been proven to boost sales. Fortunately, operators don’t have to pursue one at the expense of the other: field technicians are effective, low-cost and […]


ROI? Look Past The Obvious

November 21st, 2013|Categories: General articles|

“Recently, I took some time to browse the various online discussions that occur every day regarding the workforce management and optimization industry.  This is a regular activity of mine because it keeps me abreast of the latest and most relevant industry, market, and world developments and any subsequent discussion that […]


Frontloading your pricing analyses gives you the power to optimize pricing!

November 20th, 2013|Categories: General articles|

“Whatever we might say it’s not really in the human nature to change once we have found a structure and a balance that fits. We tend to defend the present state and also oversee the shortcomings of what we currently have. Therefore, change management is never easy and whenever pricing […]


Servitization within manufacturing operations: an exploration of the impact to facilities practices

November 18th, 2013|Categories: General articles|


“Servitization is a growing area of interest amongst practitioners, policymakers, and academics, and much is still to be learnt about its adoption in practice. This paper makes a contribution to this debate by identifying the key facilities practices that successful servitizing manufacturers appear to be deploying, and the underlying rationale […]


Achieving Excellence in After-Sales Services

November 17th, 2013|Categories: General articles|

“Our job is to sell more than just the box….We’re in the services business to expand our pie.

—Jack Welch, CEO, General Electric, 1996

Jack Welch recognized early on that many of GE’s traditional markets for manufactured goods were likely to yield only slow growth and slim profits. His response was to […]


Winning in the Aftermarket

November 15th, 2013|Categories: General articles|

“This is the golden age of services, and to survive and prosper, we’re told, every company must transform itself into a services business. Executives swear by that services-centric view of the world, but privately, they admit to one niggling concern: Most companies either don’t know how or don’t care to […]