How can Ferrum Packaging Ltd. introduce maintenance contracts successfully?

Abstract

Ferrum Packaging AG is a manufacturer of can seaming machines based in Switzerland. In order to ensure a long functionality of these machines, the can seaming machines should be maintained and checked regularly. For this reason, Ferrum Packaging AG created a maintenance contract offer for its customers. The company has already launched the product for a small number of customers who specifically asked for such services. However, the actual needs of the customers have not been assessed.