Creating a direct link between sales and service

30/05/2013

Creating a direct link between sales and service

With more focus on value adding services like service contracts, pump audits, energy checks and commissioning, Grundfos wants to make service go hand in hand with selling pumps and pump solutions.

Grundfos has to continue selling service kits, but when the Group want to make service a bigger part of the turnover, the sales force has to do even more.
This is the message from Group Executive Vice President Søren Ø. Sørensen, who wants to increase the focus on value adding services like service contracts, pump audits, energy checks and commissioning.

- We need Sales and Service to enter the market hand in hand. I know this is a break with the traditional “silo mentality”, but the world is changing and so must we, he says.

Unleashing the full potential
According to Søren Ø. Sørensen, everybody has to stop seeing service as a cost, but as a business opportunity.

- Selling Service is a huge growth enabler, probably the largest single leverage we have, and it is our duty to do our utmost to unleash the full potential. I have great expectations to this part of our business, he says and explains that the service offerings cannot only grow our business but also differentiate us from the competition.

Boost your pump sales by selling service
Overall, selling service, which is also an important part of the strategic Project Boomerang, offers a wealth of opportunities within the daily sales work, after sales and not least cross selling.

- It should be a natural routine to offer a relevant service each and every time a pump or solution is being sold, as this will lead directly to increased sales and revenue, he says.

According to Søren Ø. Sørensen, observant service people have to pass on leads to the sales staff, and sales people selling service offerings will not only stimulate our service business but also pave the way for future pump sales.
This strategy fits in nicely with Grundfos’ ambitious goals for growing the business by 11 per cent each year in the coming years.


    Facebook Twitter LinkedIn Technorati