This is the first of a four-part series on selling commercial service agreements. This series is designed as a complete A-Z on how to sell and organize for commercial service agreements. This article discusses preparing for service agreement surveys.
The service agreement programs we develop to solve their unique problems require that we have an in-depth understanding of our maintenance product offerings. For each type of equipment and how it is being used, we must know what maintenance tasking must be done, how often, and what programs will best meet the customer's financial and technical requirements.