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 […]
“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 […]
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 […]
“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, […]
“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 […]
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 […]
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