Many manufacturers of capital goods have extended the service side of their business and realised that the majority of profit is generated during the lifecycle of a piece of equipment.
Markus Pfeifer, competence center partner, Homburg & Partner. According to Markus Pfeifer and Daniel Antolin of Homburg & Partner, an international consultancy specialising in market strategy, sales and pricing, as a general rule, 25% of total revenues and slightly more than 50% of profit comes from after-sales business in the capital…
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