| Long Warranties Are For Losers! |
 (Cover Story, May/June 2007, Sbusiness Journal)
Do
you want to be a leader or a loser in your marketplace? This article
offers observations on new product warranty practices and provides key
considerations, techniques and tools that can help improve the
development of effective new product warranty strategies.
As
companies have rationalized that the service sector can bring great
revenue potential, services executives have worked hard to improve
customer value and control costs while developing more effective
marketing and sales teams. However, many companies have not fully
understood that their warranty offerings are one of the most critical
elements of their strategy development. Warranty offerings can have
immediate and also long-term impact on hardware and services sales
revenue potential in addition to customer loyalty.
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| FREE Services/Hardware Revenue Forecasting Tool |
|
Download
the example of the revenue forecasting tool that was used in the
May/June 2007 AFSMI Sbusiness "Long Warranties Are for Losers" article.
For Your Own Business Applications
After
downloading, you can modify the fields in yellow so that you can create
an itemized five-year forecast of your service and hardware/software
revenue. The tool allows you to experiment by varying key business
parameters to view their effect on revenue potential. The tabs allow
you to create multiple scenarios to compare the effect with different
warranties or pricing.
You will be able to change the following parameters using the tool:
- Hardware product price
- First year product sales
- Annual increase in product sales
- Annual maintenance agreement pricing
- Service initial attachment rates
- Service renewal rates
- Annual service agreement price increase
- Warranty length in years
Download Revenue Forcasting Tool
|
| Outfit Your Team with "Long Warranties Are For Losers" T-Shirts |
|
- Make a statement at your next product commercialization meeting
- Create a theme for your services strategy development
- Show your company how important warranty decisions are to product and services business success
- Become a strategic leader (not a loser)
"Long Warranties Are For Losers" T-Shirts
As low as $14.95 each plus S&H. Normal delivery in 1-2 weeks
Buy T-Shirts Now
Free Offer:
Send us a photo of your team wearing our "Long Warranties Are For Losers" T-shirts and you can select:
- A free copy of Jim Payne's "Selling Service Through the Channel" white paper, a $49.95 value
- Or, ½ Hour of telephone consulting with Jim Payne
|
Selling Services Through the Channel is "Simple"
|
(SSPA News June 2006)
This
article is the first in a series exclusive to SSPA News that will
concentrate on the strategies and tactics needed to be successful in
selling services through channels. The articles will feature brief
exerts from a book on channel marketing by Jim Payne that is scheduled
to be available in the fourth quarter of 2007.
Easy vs. Simple?
The
title of this article may seem contrary to anyone who has actually
experienced the challenges of selling services through the channel.
However, the idea is that selling services through the channel is not
easy, but needs to be simple for the channel to be successful.
Simplification needs to be the primary consideration of all channel
strategies and the ensuing tactics.
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| Webcast |
Jim Payne will present "Selling Services Through the Channel"
More details and sign up to follow soon
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| Up Coming Articles |
- The Services Brand
- Packaged Services (Services Inside a Box)
-
Fix The Problem, Not Just The Customer
Have a great day!
Jim Payne-President
S-Market Strategies |
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