{"id":36364,"date":"2025-07-24T08:00:26","date_gmt":"2025-07-24T06:00:26","guid":{"rendered":"https:\/\/www.logicline.de\/?p=36364"},"modified":"2025-07-29T11:07:56","modified_gmt":"2025-07-29T09:07:56","slug":"service-strategies-for-machinery-manufacturers-installed-base-growth-driver","status":"publish","type":"post","link":"https:\/\/www.logicline.de\/en\/service-strategies-for-machinery-manufacturers-installed-base-growth-driver","title":{"rendered":"Service strategies in mechanical engineering: How the installed base becomes a growth driver"},"content":{"rendered":"\t\t
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Machine sales under pressure - exploiting opportunities in existing stock<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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The world of machinery manufacturers is changing: competitors from Asia are offering machines of the same quality at significantly lower prices. Traditional new sales are coming under increasing pressure. At the same time, the potential of the installed base – i.e. machines that have already been delivered and are in operation – is still not being systematically utilized in many places. <\/p>

This is precisely where a decisive lever lies: spare parts, maintenance, retrofits, extensions or even warranty and service contracts offer enormous sales opportunities. If you know your installed base, you can generate targeted service revenue from it – efficiently, predictably and with strong growth. <\/p>

According to studies, the service potential of the installed base is often two to three times the annual turnover of new machines. However, this potential often remains untapped due to a lack of data or inefficient processes. <\/p>

Tip:<\/strong> Make targeted use of this lever and expand your installed base into a systematic service business.<\/p><\/blockquote>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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\n\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\tRead our white paper: \"The digital machine file in Salesforce - revenue and efficiency in service through data on the installed base\" - download here!<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Solutions for service strategies of machinery manufacturers<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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No strategy without data: Why transparency is crucial<\/h3>

A structured data basis is essential for the success of service strategies. However, many companies lack a complete overview of their installed base: Which machines are in use where? How old are they? What condition are they in? And what services have been carried out in the past? <\/p>

Without consistent machine data, it is impossible to plan maintenance, forecast spare parts requirements or offer customized service packages. This is exactly where digitalization comes into play: <\/p>

Three steps to digital transparency:<\/h4>

  1. Record inventory data:<\/strong> Systematically record and digitize serial numbers, location data, operating times and maintenance histories.<\/p><\/li>

  2. Establish IoT connection:<\/strong> Sensors on machines enable real-time recording of status data (temperature, vibration, utilization, etc.).<\/p><\/li>

  3. Introduce a central data platform:<\/strong> Systems such as Salesforce enable the consolidated presentation and evaluation of all customer and machine data.<\/p><\/li><\/ol>

    With a digital service platform such as Salesforce, this data can be brought together centrally and used intelligently – from usage history to customer contact. This creates a digital machine file, a digital twin of the installed base that serves as the basis for service offers. <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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    From service mindset to corporate strategy<\/h3>

    Service must become a top priority. A strategically oriented service approach requires more than technical excellence: it requires a rethink throughout the entire company. Instead of viewing service as a cost center, it should be seen as a profitable growth driver. <\/p>

    This includes:<\/p>