enx magazine

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The sale, lease or rental of every piece of equipment has its unique pricing structure.  Even though there are listed prices for all equipment, each deal has its own individual pricing.  These same principles can be extended to maintenance pricing.  Each customer and equipment has their unique set of requirements.  Original pricing and subsequent renewals should be adjusted to meet the unique needs of each transaction.

A customer’s site that requires $20 per hour parking fees or a twenty minute walk to reach the equipment has a different set of costs to the dealer.   Teach your technical field and sales staff to let management know when a customer’s special circumstance will increase the dealer’s costs.  Maintenance agreement pricing should be adjusted to cover all costs of doing business.  As a profit-focused service manager, I believe each agreement should be individually priced with a fair expectation of being able to make a profit.  Keep sending your questions to ronellei@msn.com .  You may see your answer in my next ENX Magazine article.

Maintenance Agreement   pg 1   pg 2  pg3  pg4  pg5   Print Word Document

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