Because the margins on sales of machines are under increasing pressure, it is important for equipment dealers to continue to generate revenue after the initial sale. But how can you maximize after-sales revenue?
1. Preventive maintenance
With preventive maintenance, you prevent damage, defects and costly downtime of machines at later times. Convince your customers of the importance and necessity of regular preventive maintenance. And perform the maintenance jobs and inspections flawlessly for ultimate customer satisfaction.
2. Service contracts
With a service contract, customers pay a fixed amount, which entitles them to a certain level of service. But what service do you offer your customers and at what cost? Insight into data is crucial with this. Which spare parts need to be replaced frequently? What are the costs of service jobs? A detailed insight into the expected costs allows you to request a price that is interesting for the customer and at the same time profitable for you.
3. Sales of additional components
Is it possible to offer additional components to your customer after the sales of a machine? Consider for example attachments for forklifts or buckets for excavators. Maybe your customer is unaware of all the possibilities and applications of his machine.
"In many industries, the margins on spare parts are higher than the margins on machines. So, it's important that customers buy their spare parts from you."
4. Parts sales
In many industries, the margins on spare parts are higher than the margins on machines. So, it's important that customers buy their spare parts from you. But just because they have purchased the machine at your company does not mean that they also come back to you for parts. Price, quality, product range and delivery time are the key factors for customers in choosing where to order spare parts.
Training in the use of machines can be very lucrative. This can be offered immediately after the sales of a machine, but also, for example, for new employees who start working with the machine or when the usage of the machines is expanded or changed. More and more attention goes out to health and safety at companies and that requires awareness among employees of the risks of machines. As an equipment dealer you can respond to this by offering training courses complete with diplomas and certifications.
6. Remote monitoring
Modern technology makes it increasingly easier to monitor machines remotely. Tracing the location, checking meter readings, receiving error messages and failure codes, etc. This provides opportunities for equipment dealers to deliver faster and better service in case of breakdowns. And moreover, to provide top-quality preventive maintenance. Especially in industries where a machine breakdown is very expensive, equipment dealers can gain a competitive advantage in this area.
Philip van Kemenade is marketing manager at Dysel and is in contact with software end users every day.