This article was published in the November 1954 edition of Cold Facts, the author is unknown.
If you want to develop your service department to the fullest extent as a valuable source of new equipment sales, your first step should be to put it on a par with your sales and engineering departments.
Don’t relegate it to a subordinate position, but acknowledge its importance by placing it on an equal basis with those other departments.
The modern servicemen has long since learned that customer acceptance is not built by discrediting the sales department, or the equipment which they sell and specify. He recognises that his job is to do the necessary work to get the installation operating to the customer’s satisfaction just as quickly as possible.
The service department should be fully informed of your entire sales program and the work of the service department should be definitely pointed in the direction of complementing the sales activity.
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