Articles related to the aftermarket industry

Dec2013

5 reasons OEMs often fail to leverage Spare Part Pricing

December 10th, 2013|Categories: General articles|

As automotive and industrial companies continue to look for efficient growth opportunities in today’s business environment, strategic parts pricing holds real potential for making a direct -and often significant- effect on operating profit, with comparatively little capital investment or organisational turmoil.

So why do OEMs so often fail to seize these […]

Dec2013

PWC Study Concludes OEMs Have More To Do To Improve Aftermarket Sales

December 9th, 2013|Categories: General articles|

“Airframe manufacturers face an uphill climb to capture consistent revenues from the aftermarket, but hold several advantages over traditional maintenance suppliers that—if leveraged correctly—could lead to market-share gains, a PriceWaterhouseCoopers (PWC) analysis concludes.

Competing with traditional providers by offering “low-margin repair labor” is the wrong way for manufacturers to go, PWC […]

Dec2013

How a Service Bill of Material Impacts the Aftermarket Revenue Stream

December 7th, 2013|Categories: General articles|

It would be difficult to manufacture anything without an accurate manufacturing bill of materials (mBOM) – that list of items (and instructions) that are cut, molded, welded, wired and assembled into a finished product. So why would some manufacturers expect their dealers and in-house technicians to service that same equipment […]

Dec2013

Ending the War Between Sales and Marketing

December 7th, 2013|Categories: General articles|

“In too many companies, Sales and Marketing feud like Capulets and Montagues. Salespeople accuse marketers of being out of touch with what customers really want or setting prices too high. Marketers insist that salespeople focus too myopically on individual customers and short-term sales at the expense of longer-term profits. Result? Poor coordination between the two teams—which only raises market-entry costs, […]

Dec2013

Why many CRM implementation projects fail to create value

December 6th, 2013|Categories: General articles|

“Customer relationship management (CRM) software spending With its emphasis on identifying valuable customers, securing their loyalty through tailor-made offerings, and reducing costs of serving them, CRM has seized managers’ imaginations.

So why do 55% of CRM projects drive customers away and actually dilute earnings?

A single  flawed assumption: that […]

Dec2013

Servitization: Redefining Aftermarket Services for Complex Equipment

December 6th, 2013|Categories: General articles|

According to University of Cambridge Professer and servitization expert Andy Nealy, “ervitization is the innovation of organisation’s capabilities and processes to better create mutual value through a shift from selling product to selling Product-Service Systems. A Product-Service System is an integrated product and service offering that delivers value in use. A […]