ScottLear63
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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
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
6.3
How
We
Switched
to
Value
Based
Pricing
(Away
from
Traditional
Parts
/
Service
/