Aftersales accounts for 50–70% of profitability in mechanical engineering – yet most companies manage it reactively rather than selling actively. The potential of the installed base? Left largely untapped.
In the SERVICE UP! webinar series, Martin Wendel and Martin Steinmeyer demonstrate how service managers can make the shift within 12 weeks: from order intake to systematic aftersales sales management. With concrete, immediately actionable approaches – and no additional resources required.
25 minutes. To the point. Directly applicable.
Key Topics
Session 1: The Untapped Potential of the Installed Base – From Reactive Service to Proactive Sales (13 May, 11:30–12:00)
Agenda:
1) The underestimated lever – Why aftersales is the most profitable business that virtually no one actively pursues
2) Analysing the installed base – How to make your equipment portfolio visible and manageable
3) The hunting list – Turning data records into concrete sales opportunities
4) Steering rather than hoping – KPIs, dashboards, and incentives for proactive service sales
5) Quick wins – What you can implement immediately within the next 90 days
Session 2: Maintenance Contracts & SLAs – Building Customer Loyalty Systematically (2 July, 11:30–12:00)
Your machines are running at the customer's site – but how many are covered by a maintenance contract? In most companies, the coverage rate is below 30%. That means 70% of your installed base is unprotected – and you are forfeiting predictable revenue.
In Part 2 of the SERVICE UP! series, Martin Wendel and Martin Steinmeyer show how to systematically increase coverage through standardised maintenance contracts and clearly defined SLA tiers – while building customer loyalty that competitors will struggle to replicate.
25 minutes. Concrete. Directly actionable.
Session 3: Retrofits & Spare Parts – Value-Based Positioning and Pricing (23 September, 11:30–12:00)
Spare parts are shipped and retrofits offered on request – but who actively positions them as revenue drivers? Most service organisations leave margin on the table because bundled packages are missing, pricing has evolved historically rather than strategically, and value is rarely communicated effectively.
In Part 3 of the SERVICE UP! series, Martin Wendel and Martin Steinmeyer show how to standardise retrofit and spare parts packages, bundle them intelligently, and price them on a value-based basis – supported by AI and data-driven pricing logic.
25 minutes. Concrete. Directly actionable.
Register here