Contract calendar

Units, sites or agreements by the month their warranty, contract or agreement ends, per customer, with whether an offer or renewal activity is logged. The manufacturer's or provider's own attach and renewal history says what the call is worth, and the list is the customers with expiries in the window and no offer.

DefinitionUnits, sites or agreements by the month their warranty, contract or agreement ends, per customer, with whether an offer or renewal activity is logged. The manufacturer's or provider's own attach and renewal history says what the call is worth, and the list is the customers with expiries in the window and no offer.

The first year off warranty

When the customer decides how to maintain the unit. Attach rates fall sharply after it.

Offers logged

Without the offer log, the list cannot say who was called.

How it is used

Every contract, warranty or agreement is placed in the month it ends, per customer and owner, with its value, its notice date and whether a renewal conversation has been logged.

Example

Next quarter, contracts worth $2.4 million end across 31 customers. Nine, worth $900,000, have no logged conversation and pass their notice date within six weeks.

Where it goes wrong

End dates held in the contract system and never seen by the account owner. Multi-year contracts signed by a predecessor expire unannounced.

Articles that use this term

Forecast and pipeline · Industrial manufacturers

Service contract renewal by fleet age: the units coming off warranty, and who owns the call

How an industrial manufacturer builds a service contract calendar from the installed base register: units by warranty end date and contract end date per customer, the attach rate for units in their first year off warranty from the manufacturer's own history, the customers with units coming off warranty in the next two quarters and no contract offer logged, the value of a contract at the norm per unit, and why the call belongs to the service sales team before the parts desk hears from the customer.

16 Sept 20262 min read Wallet share and penetration · Industrial manufacturers

Ten questions a manufacturer's VP of aftermarket asks, and the table that answers each

The ten questions a vice president of aftermarket at an industrial manufacturer puts to the service and parts teams, which customers run our equipment on someone else's parts, which units come off warranty next quarter with no contract offer, is the installed base register complete, which batches are claiming above the model's rate, which customers claim above the norm across batches, which quotes convert and which are price checks, which distributors and direct accounts double count, what is catalogue fit per customer, which service contracts renew with a bad claims history, and what changed, each with the table from the installed base register, the claims file and the ledger, and the answer to send back.

16 Sept 20263 min read Wallet share and penetration · Industrial manufacturers

Aftermarket attach on five customers: the whole arithmetic on one page

The complete aftermarket attach calculation on five customers, small enough to check by hand: installed units by model and age band from the register, the norm per unit per year from the two customers with every unit under contract, expected aftermarket per customer, actual parts and service revenue from the ledger, attach and gap, the register check against units shipped that finds a customer whose expected figure is understated, and the identity that actual sums to the ledger, so a reader can reproduce every figure and then run it on their own register and ledger.

17 Sept 20263 min read