Oil and Gas Company

Business Type:

Large-format company

Objective:

To increase annual transactions; most customers make ‘one-time’ purchases of large products that sell for approximately $70,000.

Strategy:

Maintenance Program (Service Plan)

Result!

The ‘lifetime value’ of each client went up dramatically, and most sales were increased by $2,500 for the Maintenance Program.

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Solution(s)

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Value Add Proposition

Machines seldom had any issues inside five years. A Warranty and Maintenance Program was developed to upsell each client and provide an opportunity to ‘get in the door’ of the customer quarterly.

The $2,500 program was up-sold to each customer, providing an (almost) unconditional warranty and ease of mind.

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Method(s)

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Marketing Materials

The serviceperson who made quarterly visits to each client also served as a salesperson looking for other opportunities

  • Collateral for other products
  • Sales Script
  • Questionnaire