Preventative Maintenance for Business Promotion

This series of blogs discusses the application of preventative maintenance in order to maintain our field team’s product and service promotion effectiveness. [1]

Preventative Maintenance Pays Off (But You Already Knew That!)

As service providers, we spend much of our time helping our customers realize the many benefits of preventative maintenance (PM). Improved uptime, reduced operating costs and increased asset life are just a few. Although hard to pin down an exact number, experience shows that the return on PM programs can have a significant financial impact. One case study by the Building Owners and Managers Association in 2000 suggested that the return on investment of a PM program can be as high as 545% [2]. A rule of thumb is that corrective maintenance is between two to five times more expensive that implementing a PM program. [3]

We Can Benefit Too

If preventative maintenance programs provide such benefits for our customers, would it not make sense to apply the same logic to our own business and specifically to our efforts to engage our field service team in business development activities? When was the last time you applied the components of a PM program to improve the effectiveness of your field team’s business development efforts? If it has been a while, maybe now is the time to revisit your efforts.

Components

To achieve results, a typical PM program will include a number of components including:

Checking for overall mechanical condition and wear
Replacing, refurbishing, or cleaning of the wearable parts and consumables
Checking alignments and readjusting if applicable
Lubricating moving parts
Checking and updating spare parts inventories
Updating software to maintain currency

A PM of our initiative to engage the field team in promoting our products and services could include similar components. Over the next few blogs, I will look at each of these and what steps within each component that we can take to maintain our proactive business development efforts by our field service team.

Let’s Connect

As always, I welcome your comments and questions. You can connect with me via telephone or email or leave a comment right here on the site. If you are reading this blog post via email, you will need to locate this post on my website by clicking here. Scroll down to the bottom of the page where you will find the comment section.

Jim Baston