by Sam Klaidman | Aug 7, 2023 | Growth
Recently, both inflation and labor reports have indicated that the likelihood of a recession is declining. An improved economy means business leaders can take one eye off economic risk and increase their focus on growth (total revenue and earnings before interest,...
by Sam Klaidman | Jul 19, 2023 | Growth
Do you feel calm and relaxed when you walk out to your car in the evening? When you get home, are you ready to deal with the typical family and household issues, or do you want to be left alone in a quiet corner? It is usually the latter if you have a bad day in the...
by Sam Klaidman | Jul 7, 2023 | Customer Value Creation
The aftermarket is all the activities that original equipment manufacturers (OEMs) and their dealer network perform to keep the customer’s equipment working as designed and delivering the value from outcomes the customer purchased. The aftermarket usually...
by Sam Klaidman | Jun 5, 2023 | Customer Loyalty
Every business has customers who buy, use, or resell the products they purchase from you. These people all have a say in whether their company will continue to buy products from you. Also, they expect how your products and your team should interact with their teams....
by Sam Klaidman | May 1, 2023 | Customer Loyalty
Customer Quiet Quitting Customers are not obligated to spend more money with you after their initial purchase unless they purchase something under a special agreement. However, they will eventually need support, replacement parts, software upgrades, training,...
by Sam Klaidman | Apr 13, 2023 | Customer Loyalty
Tony Ulwick, founder and CEO of Strategyn, has been studying and consulting on jobs to be done for more than 30 years. During a recent webinar, he said, “Your product [or service] needs to be 15% more effective for customers to switch.” When he talks about being...
by Sam Klaidman | Mar 13, 2023 | Growth
No matter your time horizon, aftermarket parts pricing policies and management offers industrial original equipment manufacturers (OEMs) the maximum leverage to improve margins and profit. For most OEMs, a significant piece of their total business comes from selling...
by Sam Klaidman | Feb 15, 2023 | Growth
This is why it is critical for your company and your customer-facing team to have earned the trust and respect of your prospects. Industrial products and services are complex. Using complex products results in numerous business outcomes. Some outcomes are not tangible...
by Sam Klaidman | Jan 18, 2023 | Customer Value Creation
It is January 2023, and we are in an inflationary period. There is much talk about entering a recession. And businesses are conserving cash, reducing inventory, and trying to find new ways of generating profitable business. In my latest Thomas Industry Updates...
by Sam Klaidman | Dec 13, 2022 | Customer Loyalty
Your customers buy products like the ones you manufacture because they have a limited number of outcomes they must achieve. Furthermore, you and most of your competitors’ products can deliver these outcomes at approximately the exact cost. The big question then is,...
