Still room for improvement in industrial-service marketing

Both in politics and across the industry, recent years have seen an emerging awareness of the strategic importance of industrial services – as attested to by numerous communiqués from businesses and trade associations about money to be made with product-supporting services.

Against that backdrop, the Institute of Corporate Governance at Mannheim University of Applied Sciences and business consultants Peter Schreiber & Partner in Ilsfeld investigated how industrial commodity enterprises market their services. For their study of service marketing in the industrial commodities sector (see original title at the end of the article), general managers, directors, sales and marketing managers and other executives at 104 providers of industrial commodities were surveyed.

The results showed that most companies regard industrial services as an increasingly important success factor – along with sales volumes and profits – for keeping customers satisfied and loyal. In addition, the rendering of services is seen as an opportunity to stand apart from competitors and to gain stimuli for product innovations. Most companies perceive further potential for expanding sales and profits through services and wish to exploit that potential within the next three years.

 

Gap between ambition and reality

The analysis of sales and profits from services rendered in 2009 yielded a very heterogeneous picture.
More infos available under www.zi-online.info.
x

Related articles:

Still room for improvement in industrial-service marketing

Both in politics and across the industry, recent years have seen an emerging awareness of the strategic importance of industrial services – as attested to by numerous communiqués from businesses and...

more
Issue 07/2014

Winning over and inspiring tomorrow’s managers!

The shortage of skilled professionals has now become an issue in just about every industry. Graduates today can often choose in what company they want to start their career. Besides considering...

more
Issue 05/2014

Keller‘s debut at Automatica in Munich

From 2 to 6 June Keller introduced its robotics and automation solutions to a wide audience at Automatica in Munich. Being one of 18 partners of the renowned robot manufacturer Fanuc, Keller with its...

more
Issue 4/2019

Improving OEE for higher productivity and future-proof assets

Overall Equipment Effectiveness (OEE) is a production indicator conceived by the Japan Institute of Plant Maintenance for assessing the value creation of a given facility. It shows at a glance how...

more