SIG Beverages, a number one supplier of bottling and packaging systems for that beverage industry, has recognized an chance in supplying services because of its product clients. Management's challenge would be to create a service portfolio to deal with finish users' needs, while balancing the competing initiatives to build up internal service abilities. At the time of a number of projects to enhance spares and repair services, a person demands a set-rate maintenance contract beyond SIG's current abilities. The case particulars, grounded within the procedures of the Italian business unit, result in a discussion of installed base financial aspects, the benefits that producers have in supplying product-related services, and also the cultural challenge to instill something attitude inside a product-centered organization.
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