Expert barometer by Peter Schreiber & partner shows: industrial companies increasingly recognise the importance of the service for the company's success. What are the objectives of manufacturer of investment and industrial goods by expanding their service offerings for their customers and its active marketing? Peter Schreiber management consulting firm specializing in the sales of capital goods & partner, Ilsfeld (near Heilbronn), wanted to know. So, it conducted an appropriate expert survey. "With 203 participants resulted in the so-called expert barometer: 23 percent of the company is the primary goal, to differentiate themselves from the competitors". "Behind plug according to Peter Schreiber, owner of management and sales consultant, two decisions of the companies: firstly, because the products are increasingly similar, we can build alone more difficult a competitive advantage with our competitors." And secondly: our customers rarely exclusively interested in our products. You want rather for the challenges facing them are to have concrete solutions." "This growing realization is also reflected, that 19 percent of the respondents say: was the primary target of the expansion of their service or range of services for their customers, customer loyalty" to increase and generate subsequent transactions. Another 16 percent say, they wanted to win this particular competitor's customer"for example, by first waiting for the third-party products of competitors in the company and gradually build a relationship with the customer.

The survey results show, according to writer that many manufacturers of capital goods increasingly recognize the strategic importance of services for the win and bind customers even if mostly still not reflected in their sales concepts". These are like among others Peter Schreiber & partners study with Professor Dr. Matthias Klimmer 2010 created marketing from the Institute for corporate governance at the University of Mannheim by Services in the industrial goods industry"shows, still largely product centered. Sure that the companies are gradually recognizing the strategic importance of services for the company's success is that, in the expert barometer, quite a few companies call rather short-term, monetary targets, as a central motive for their commitment in the service area. So, for example, only 11 percent of respondents indicate their primary goal is to achieve higher prices, and only nine percent strive above all to achieve higher gross margins.