This category contains 8 posts

Cross-Border pricing in B2B markets

Expert point of view :  Neil Fryer’s professional experience spans over 20 years in the automotive replacement parts business, working for multinational companies such as TRW and Fiat Group Automobiles. Early on he learned the importance of optimal replacement parts pricing in delivering bottom line results and discovered that many companies have insufficient focus on … Continue reading

The Science, Art and Common Sense of Service Costing and Pricing

Expert Point of View:  Interesting anecdotes, insights and pragmatic observations : Kevin Wheatland has worked with almost all aspects of technology services at junior, mid- and senior management levels and shares his thoughts with us in today’s Expert Point of View : The Science, Art and Common Sense of Service Costing and Pricing. Kevin has … Continue reading

Why your spare parts strategy may no longer be adding up

Expert point of view : Sean Duclaux serves as PROS Service Parts Industry Marketing Manager. He is responsible for the development of the company’s go-to-market strategy, and positioning of its Service Parts pricing and revenue management product portfolio. Prior to joining PROS, Duclaux held leadership positions in enterprise software companies, including AspenTech, BMC Software and … Continue reading

Call for Speakers EPP Aftermarket Forum

Call for Experienced Pricing Practitioners : we want you ! Have you spent years manoeuvring your way through the challenges of Aftermarket Sales and Services landscape? Then our participants want to hear from you! There are still a couple of speaking slots open for pricing practitioners who would be willing to help us inspire and … Continue reading

5 reasons OEMs often fail to leverage Spare Part Pricing

Expert Point of View : Marc Toussaint has extensive experience in the Aftermarket in Automotive and Industrial Equipment, which he acquired both from the local field and from responsibilities he held at Headquarter level.  He joined Accenture in 2011 and is European Sales Director within Accenture Product Lifecycle Optimization, a Division of Accenture dedicated towards … Continue reading

5 tips when considering Pricing Software

Practitioner Point of view : Merab Dekano’s professional experience until now has been focused on price optimisation, price execution and price analytics.  He has worked with multinational, national and regional companies alike (JCI, Bombardier, Caselex, Mobis Parts Europe, just to name a few). In his various positions, he has successfully led diverse pricing software implementation … Continue reading

Delivering High Performance through Strategic Spare Part Pricing

In the current competitive business environment, Original Equipment Manufacturers (OEMs) are searching for ways to unlock growth opportunities. If traditionally the focus was put on the finished goods, spare parts business has been put back to the spot light and with it the way spare parts prices are set and maintained. Although spare parts traditionally … Continue reading

If Aftermarket profit averages 50% of total profit, why do we pay so little attention to pricing?

In preparation for this year’s EPP Aftermarket Forum, I’ve been speaking to a number people in my network – they confirm that aftermarket departments can be responsible for a significant part of their profit contributions, some more than 50% of the total profit! You’ll agree that this seems disproportionately high if we consider how little … Continue reading