Equipment Foundation fixed. One opportunity largely untouched.

Services. $64m. 27% of total revenue. Delivering the strongest margins in the business. Standard service innovation. Structured sales discipline and systematic approach to customer closeness existed and awaiting scaling.

The opportunity was hiding in plain sight.

Salesforce and the discipline introduced across services. Service innovation built around what customers needed most — reducing downtime and operating costs. Field teams allocated by postal code to get closer to customers daily. Not just to service equipment and the new service solutions. To understand their environment and business needs, their pressures and their plans. Every customer had their alloted technical service engineer.

That closeness changed the commercial dynamic completely.

These teams started finding equipment opportunities before competitors knew they existed. Trusted relationships removed price pressures. Customers stopped shopping around because the value of the relationship.

Services grew to $88m. 44% of total revenue. (Gross) Margin uplift of 12% points. 

When the next economic downturn came the business barely felt it. Customers with deep trusted relationships do not leave in a crisis. And they do not shop on price.

The metrics tell the rest of the story.

Curious about how the services engine was built across operations, sales and innovation? Why do we call it recession proofed?  Call us.