An annual maintenance contract is one of the few line items where the arithmetic is genuinely one-sided, and it is still the first thing cut when budgets tighten.
Price both sides
Take your AMC quotation. Now price one week of that crane sitting idle: the hire rate you are not earning or paying a competitor, the crew standing around it, and any delay penalty in your main contract. For most machines the second number exceeds the first before the week is out.
Scheduled beats reactive
Wear parts replaced on schedule cost a fraction of the same parts replaced after they take something else with them. A hoist rope changed on measurement is cheap; a rope that fails is not.
Response time is the real product
What you are buying is not the service visits. It is being at the front of the queue at nine at night when a machine goes down mid-shutdown.
