„Machinery companies come in forms as varied as the equipment they manufacture. Just as equipment prices range from thousands to millions of dollars, companies vary from large business conglomerates to highly specialized niche companies. What most have in common is that they generate substantial value from after-sales services.
There is no one strategy for machinery companies to generate value from services. The best way to create and maximize value varies according to equipment characteristics, competitive environment, and regulatory conditions. Some companies extract most of their service value from selling spare parts. Others focus on maintenance or diversify into the processes for which their machinery is used. Every day, machinery companies are extending their service portfolios with more innovative and customer-oriented offers.“
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