Autorentext

Danilo Zatta is one of the world's leading advisors and thought leaders in the field of pricing and topline excellence. As a management consultant for more than 20 years, he advises and coaches many of the world's best-known organizations. The Financial Times defined him as "one of the world's leading pricing minds".

Klappentext

After-sales pricing has become a key priority of every company that manages parts operations. Written in a simple and readable way, Smart Parts Pricing is a concrete guide to support the transition to a modern and robust pricing strategy for parts and after-sales pricing.

In Smart Parts Pricing, pricing expert Danilo Zatta explains how to boost profitability and build a competitive advantage, transforming the way companies set and manage after-sales prices. It uncovers all the key aspects of monetization: price strategy, price setting, price implementation, price steering, and price enablers. It also includes parts pricing quick wins that can be actioned immediately. Concrete use cases from a diverse range of industries are presented, as well as how to gain insights about competitors' prices and how to successfully use parts pricing software.

This practical manual provides a clear guide to everyday decisions on parts pricing and is particularly relevant for companies with after-sales business units, consultants offering part pricing services, and market research companies offering parts benchmarks.

Inhalt

PART I. After Sales Profit Relevance Chapter 1. Spare parts pricing: the hidden profit source Chapter 2. Four pillars of parts price setting Chapter 3. Transforming Spare Parts Pricing: From Foundation to Foresight Chapter 4. The 7 sins of spare parts pricing PART II. 10 Quick Wins in Spare Parts Pricing Chapter 5. Hierarchical Pricing Chapter 6. Rounding routines Chapter 7. Outlier elimination Chapter 8. Low margin optimization Chapter 9. Tail pricing Chapter 10. Life-cycle pricing Chapter 11. Market intelligence Chapter 12. Minimum-order threshold Chapter 13. Price quantity breaks Chapter 14. Capacity planning & optimization PART III. Learning from Parts Pricing Transformations Chapter 15. Philips Healthcare: Customer-Centric Parts Pricing Chapter 16. Terex: Parts Pricing Excellence with RGM, Data and Technology Chapter 17. Ariston Thermo: Automation in Parts Pricing Chapter 18. Tenneco: Adapting Value Communication to Evolving Parts Purchase Decision-Makers Chapter 19. OPTIMA: Market Intelligence for Proactive Parts Distribution Chapter 20. Nokia Hardware Services: Shift to a Value-Centric Commercial Strategy Chapter 21. Mercedes Benz: Advancing Parts Pricing Maturity via a Unified EU Spares Strategy Chapter 22. Maserati: From Cost Plus to Value Pricing PART IV. How to Win in Parts Pricing Chapter 23. Getting started Chapter 24. From Excel to state-of-the-art parts pricing software Chapter 25. From intransparency to market visibility Chapter 26. The Future of Spare Parts Pricing