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Aftermarket Strategy: The Ultimate Guide

It was King C. Gillette’s idea to “give the razors away but charge whatever traffic will bear for the blades.” This became known as the “razors and blades business model.” While capital equipment providers cannot afford to give their systems away,...

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How to Hire the Right Marketing VP

You know that if you want your company to consistently rank among the most successful, you’re going to need to hire a top marketing executive. It’s essential to drive your company’s ability to grow and compete. This is such a critical position that you’ve got to get...

5 Ways to Accelerate New Product Time to Market

Almost every program review ends with the senior executive at the table asking: “Can’t we do it faster?” There’s a good reason. Getting a jump on the competition by introducing a new capability first translates directly into market share gains and premium pricing....

Do This Before You Get on Your Next Airplane

It’s part of the job - flying half way around the world to meet with that key customer to help move the sales process forward. Maybe you’re a senior executive traveling to pledge your commitment to make good on your promises, or a product expert filling in those final...

Freakonomics Comes to Capital Equipment

Steven Levitt and Stephen Dubner argue in their book Freakonomics that your real estate agent doesn’t have your best interest at heart. The culprit? The realtor’s incentive structure. Your realtor typically gets paid a flat commission based on the sales price of your...

Fix This Sales Training Problem

“We train them, but it doesn’t seem to do a lot of good. Sales still doesn’t know enough about the product to sell it. So we, the factory experts, have to get directly involved in every sale.” As you might have guessed, that’s the point of view from the factory-expert...

Stop the Platitudes

Question: What do these claims have in common? World-Class First-Rate Industry Benchmark Incredible Superior Advanced Answer: They are all meaningless. They are no better than the adults' "mwa-mwa" in Charlie Brown cartoons. Yet, they often find their way into capital...

Strategy When You Don’t Have the Time

Things have been going great. You’ve had the product customers’ want, and they’ve been willing to pay you handsomely for it. It’s been nothing but sunshine up until now. But dark clouds are forming fast on the horizon. A storm is coming, and you’re exposed. Maybe the...

How to Ace Your First 100 Days

Congratulations! You're the new General Manager. The CEO decided for you out of a dozen capable candidates. You're just itching to demonstrate just what a brilliant decision that was. The voice in your head is screaming “Let's go fix something!” Not so fast, hot-shot....

Is Third Party Content Killing Your Gross Margin?

Your product performs its function better than any other. You’ve invested heavily in your differentiating technology and hired the brightest PhD’s to stay one step ahead of the competition. Premium pricing and commanding market share have been your reward. Before your...