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How to Develop Strong, Enduring Customer Relationships by Offering Expert 吉祥彩票官网

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吉祥彩票官网Engineer and industrial customer discussing blueprint and manufacturing order.

This article is the fifth in a five-article series running daily on Thomas Insights this week.

A growing area of revenue for the aftermarket area of the business is Expert 吉祥彩票官网. Although not all categories are applicable for all businesses, even one or two can add significant growth and additional customer touchpoints.

Expert 吉祥彩票官网 is the aftermarket business unit that can develop the strongest and longest supplier/customer relationships.

Tooling & Software

OEM machines that require tooling and software programming to manufacture a product can add significant value to the customer if you provide both the hardware and the software program to build parts fast and accurately.

Customer Product Design & Manufacture Consulting

The OEM is usually the expert on how to build a part on their machine. Why not go further upstream and collaborate with the customer to design their parts and potentially the tooling and programming to manufacturing it?

I have worked with several OEM companies that have set up design labs with dedicated engineering staff and a host of their machines, which allows them to design and build parts.

OEM Job Shop

The OEM may even build the part for their customer for a period of time, so they indirectly become a job shop. The rationale here is to allow the customer to grow the sales of the new part to the volume that justifies the purchase of a machine from the OEM.

Managed 吉祥彩票官网

This service provides some combination of everything the customer needs to produce a part or product. The services the OEM provides vary, but a few scenarios include:

  • Provide the machine including leasing or financing
  • Design parts
  • Provide the tooling and software to make the parts
  • Install the machine
  • Maintain the machine including all parts and service
  • Training of new customer employees

This may require the OEM to have their employees stationed full-time at their customer’s plant.

Project Management

Project management is required for the majority of capital equipment projects. This becomes a core competency for many OEM companies.

If the OEM is selling machines and services for a portion of a project, they can also offer this service to other OEM and suppliers on the project. While project management can become a stand-alone service, is typically a separate entity.

Plant Engineering

These services vary based on the industry and project. 吉祥彩票官网 can range from laying out a section or the whole facility, to purchasing the equipment and services to install it, to integrating the various equipment and project managing the various OEM suppliers and contractors.

This article is one of a five-part series on Thomas Insights. To read the other articles in this series, please use the links below: 

  1. How to Optimize OEM Aftermarket Revenue & Profits Without Alienating Your Customers
  2. Why Designing for Serviceability Is Critical When Developing New Machine Products
  3. Optimize OEM Aftermarket Revenue by Clearly Categorizing Your Available Parts
  4. Which Offerings Should Form the Foundation of Your OEM Aftermarket Revenue Strategy?
  5. How to Develop Strong, Enduring Customer Relationships by Offering Expert 吉祥彩票官网

Image Credit: Mangostar / Shutterstock

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