Smart Parts Pricing : How to Price in After-Sales to Maximize Profitability (Paperback)

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