Upgrades – A Near Perfect Business

Different from the break-fix service business in which customers are paying you to keep the systems running per their original specifications, the upgrades business is one in which they pay you to make the systems they own do more than they were originally capable of...

4 Ways to Get More from Product Upgrades

For equipment suppliers, the upgrades business is one in which customers pay you to make your systems do more than they were originally capable of doing. Upgrades hold the potential to increase your company’s overall profitability, secure market share, and mitigate...

Harvesting the Break-Fix Annuity

High-tech capital equipment requires care and feeding to keep running.  When it breaks down, it requires fixing.  This cycle of breaking and fixing is what creates the break-fix annuity for equipment suppliers. It’s not unusual for capital equipment companies to...

6 Ways to Improve Pricing

Think quick…What would you do to improve gross margins at your company? Did you say, “Reduce costs”? But what if you could raise prices; wouldn’t that be the fastest way to improve margins? You’d expect price improvement programs to be as...