What role do service, replacement parts and standards play in competition in foreign marketing?
Service and replacement parts
Since competition has become so effective, not only must the product be designed properly, but also include good service, prompt deliveries and have the ability to furnish spare and replacement parts without delay. Willingness to provide installation and training can thus be critical to the decision-making. Many countries lack trained personnel, but still require the latest technology, which results in a high need for technical training. After-sales service - service available after the product has been sold, such as repairs.
The reputation of a manufacturer is closely followed by quick delivery in replacement parts as important factors in purchasing decisions. As it turns out, some products can sometimes be replaced with new parts with a value almost five times the initial purchasing cost, which indicates that the aftermarket is not to be forgotten.
Universal standards
A problem in international sales of industrial products arises from the lack of universal standards. Standards for manufacturing highly specialised equipment are lax or missing, as well as the standards for which measurement system to use. They may seem like minor problems, but evolve into something bigger when affected products are scheduled for export.