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ScottLear62
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    Contact Us at www.tomingraminc.com 972-394-5736 or tom@tomingraminc.com Welcome to Interviews With the Sales Experts! Interview with Scott Lear, 15 Years with Schneider Electric including Area Manager and Director, Business Development Automation and Control Click Play to Continue (if needed) For more Interviews with the Sales Experts, go to www.tomingraminc.com Interviews With the Experts (604)  Schneider Electric (2:17) Becoming Commoditized Services was Warranty Services Took mind set change Not just fixing your own equipment Interviews With the Experts (604)  Schneider Electric (2:06) Becoming Commoditized Services was Warranty Services Took mind set change Interviews With the Experts (604)  Schneider Electric (1:53) Becoming Commoditized Services was Warranty Services Interviews With the Experts (604)  Schneider Electric (1:40) Becoming Commoditized Interviews With the Experts (604)  Schneider Electric (French electrical equipment mfr)  U.S. Division Grew Services from $24 million to $400 million/year at 32% Contribution Margin from 1994 to 2009.  (From 1% to 10% of sales.)  (1:18) Total sales grew from $2.4 billion to $4 billion, demonstrating product sales gains that accompany effective services sales.  Parent Company changed workforce from 7.7% Services and Projects in 2008 to 12.9% in 2010.  Produced 15% EBITA in 2009.  Named an executive vp and board member to the job of discovering additional services revenue opportunities****. Switched from cost plus pricing to value based pricing.* Interviews With the Experts (604)  Schneider Electric (French electrical equipment mfr)  U.S. Division Grew Services from $24 million to $400 million/year at 32% Contribution Margin from 1994 to 2009.  (From 1% to 10% of sales.)  (1:03) Total sales grew from $2.4 billion to $4 billion, demonstrating product sales gains that accompany effective services sales.  Parent Company changed workforce from 7.7% Services and Projects in 2008 to 12.9% in 2010.  Produced 15% EBITA in 2009.  Named an executive vp and board member to the job of discovering additional services revenue opportunities****. Interviews With the Experts (604)  Schneider Electric (French electrical equipment mfr)  U.S. Division Grew Services from $24 million to $400 million/year at 32% Contribution Margin from 1994 to 2009.  (From 1% to 10% of sales.)  (0:48) Total sales grew from $2.4 billion to $4 billion, demonstrating product sales gains that accompany effective services sales.  Parent Company changed workforce from 7.7% Services and Projects in 2008 to 12.9% in 2010.  Produced 15% EBITA in 2009.  Interviews With the Experts (604)  Schneider Electric (2:27) Becoming Commoditized Services was Warranty Services Took mind set change Not just fixing your own equipment Must do more for customer, even with competitor’s equipment Interviews With the Experts (604.4)  Schneider Electric, U.S. Division.  (28:42) Customer came to Schneider Schneider in an associated business Customer’s problem was huge capital outlay for new machine Schneider’s Solution: Services extended life of machine Customer and Schneider solved need together Resulted in huge “drag along” sales became global, marquee account Interviews With the Experts Summary: (30:05) Place a high value on services Interviews With the Experts Summary: (30:34) Place a high value on services Do not set up as isolated, stand-alone division Interviews With the Experts Summary: (31:07) Place a high value on services Do not set up as isolated, stand-alone division Don’t give it away Thanks for Joining Us Some Details: (31:25) Names are disguised * “Summaries of complex, long term efforts… Intended to communicate principals and concepts… Estimates of benefits… May have been altered to protect confidentiality…” Remember to ask us for the rest of the story… For more Interviews with the Sales Experts, go to www.tomingraminc.com Contact Us at 972-394-5736 or tom@tomingraminc.com 6.2 How Schneider Grew U.S. Services from $24 million to $400 million at 32%