Marketing there are still potential for improvement of industrial services. It shows a new study of the University of Mannheim and the consultancy Peter Schreiber & partner. In politics and economics, an increasing awareness has developed in recent years for the strategic importance of industrial services. Numerous pronouncements of which testifies to companies and trade associations to the revenues that are to be expected and to realize with product-related services. Against this background, the Institute for corporate governance at the University of Mannheim and the consulting firm Peter Schreiber & partner, Ilsfeld investigated how industrial companies market their services. Marketing were interviewed for the study of services in the industrial goods industry”senior executives such as CEO, Board members, as well as sales and Marketing Director of 104 providers of industrial goods. The study shows: industrial services are by most companies as more important Success factor expectant seen along with the sales and earnings to increase customer satisfaction and retention. Also, services are considered as an opportunity to differentiate themselves from competitors and to gain ideas for product innovation.
The majority of companies sees potential to increase sales and profits in the service business and want to exploit in the next three years on this. Gap between claim and reality revealed a very heterogeneous picture analysis of 2009 achieved with services for sales and profits. Overall, the results according to Prof. Dr. Matthias Klimmer, Director of the Institute for corporate governance at the University of Mannheim, are sobering. They reflect the strategic meaning expressed in service business.” On average, the surveyed industrial enterprises achieve 14.8 percent of its turnover and 15.8 percent of its profit with services.
Thus the current according to Kantipudi ratings significantly behind the values predicted in various publications”. The majority of the Company has a broad service portfolio. This dominate classics”such as user training, Assembly and commissioning.