Customer Lock-in

Customer Lock-in - Nervousness about the strength of the recovery will drive innovation in sales and pricing strategies. Where possible, suppliers will seek to lock customers in to longer term deals during the early months of the year - with options such as subscription models, long-term discounts and staggered payment arrangements. Equipment suppliers will increasingly have to adopt an approach of providing the product for free and then charging a rental fee or proportion of the savings or increased revenues / profits where these can be attributed.