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Tag Archives: sales
Innovation in Aftermarket Offerings for Industrial Marketers
Often the most profitable, yet most neglected, portion of an industrial equipment company’s portfolio is its range of aftermarket solutions, such as replacement parts and repair services. Typically a captive market, aftermarket parts and services offer significant profit margin potential, yet the attitude most often in place at industrial equipment firms is that such sales “just happen” and there is not much that can be done to influence them. This attitude overlooks the great improvement that even a small increase in aftermarket sales can provide to the bottom line.
Posted in Marketing, Strategy Also tagged aftermarket, industrial, Marketing, profitability, Strategy Leave a comment
Strategic Pricing Using Value Equivalence Lines
To improve on your outdated cost-plus pricing approach, consider developing and using Value Equivalence Lines (VELs) to help set you positioning and pricing strategies in a given market.
7 Steps to Prepare an Engineer for a Sales Call
While many engineers have a natural capability to work with customers, some need help in this process. Here's seven steps to help an engineer contribute to a successful sales call.
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Successfully Selling Through a Price Increase