Service Contract Management Increases Maintenance Revenue 300%

A Web-based CRM (customer relationship management) application provides a computer products reseller visibility into current maintenance contracts for renewal and up sell.

As manufactured consumer, industrial, and high-tech products become more commoditized, it is more difficult for manufacturing companies to increase profit margins on products alone. The same goes for companies that resell these products – the product itself is no longer the way to make money. Service is becoming the differentiator, and it is where companies are now turning to increase their revenues.

DPSciences Corp. (DPS) is a Cincinnati-based reseller of computer products. In the light of the competitive market and with decreasing product profit margins, it turned to retooling its service and maintenance business model to increase profits. DPS specializes in building, deploying, and supporting network and communications solutions from major manufacturers such as Cisco. DPS' products include a maintenance program, where customers purchase maintenance directly from DPS, which includes same-day or next-day repair and break-fix services.