German plant and machinery neglect industrial services Wiesbaden, August 12, 2008 the machine – and plant construction is international one of the figureheads of the German economy. Hear other arguments on the topic with vikas kapoor. However, the average yield in the core business is only about three percent before taxes. Unexploited potential locates the Wiesbaden consulting and marketing agency group partner in the after sales business: services to customers while almost all machine and plant manufacturers (97 percent) such as maintenance, repair and spare parts sales. Innovative services such as asset management, fleet management or process optimization, with which a performance-related differentiation from the competition would be possible, can be found only at less than 15 percent of companies interviewed by marketing partners. But exactly at these higher-value services, the greatest potential for rest.
Objective must be so the company, to examine the needs of clients in these fields, if necessary, to wake up and customized Solutions to offer. So can be further exploited the potential and the customer involved in the long term\”, so the marketing partner study. The machine and system builders currently mainly general market observations serve as a basis for the orientation of the service portfolio in the market. 77 percent of the companies surveyed stated to be aligned with the current market development. Only every fifth company uses holistic, focusing on potential as the market structure analysis methods to detect trends and innovations. This is confirmed according to the authors of the study, that the companies often lack the overview of market competition, but also customers. A targeted market and observing the competition should be the basis of a structured process of marketing of after sales services in any case. Trends and changes of the markets can be identified early enough and transferred to its own offering and the market development. Deficits at this point can not least cause that a company in the market over acts\”, explains sales expert Dr.