- English
- ePUB (mobile friendly)
- Available on iOS & Android
About this book
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.
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Information
Table of contents
- Cover
- Endorsements
- Half-Title Page
- Title Page
- Copyright Page
- Dedication
- Table of Contents
- About the Author
- Preface
- Acknowledgments
- Prologue
- Part I After-Sales Profit Relevance
- 1 Spare Parts Pricing: The Hidden Profit Source
- 2 Four Pillars of Parts Price Setting
- 3 Transforming Spare Parts Pricing: From Foundation to Foresight
- 4 The Seven Sins of Spare Parts Pricing
- Part II Ten Quick Wins in Spare Parts Pricing
- 5 Hierarchical Pricing
- 6 Rounding Routines
- 7 Outlier Elimination
- 8 Low-Margin Optimization
- 9 Tail Pricing
- 10 Lifecycle Pricing
- 11 Market Intelligence
- 12 Minimum-Order Threshold
- 13 Price Quantity Breaks
- 14 Capacity Planning and Optimization
- Part III Learning from Parts Pricing Transformations
- 15 Philips Healthcare: Customer-Centric Parts Pricing
- 16 Terex: Parts Pricing Excellence with RGM, Data, and Technology
- 17 Ariston Group: Automation in Parts Pricing
- 18 Tenneco: Adapting Value Communication to Evolving Parts Purchase Decision-Makers
- 19 Optima: Market Intelligence for Proactive Parts Distribution
- 20 Nokia Hardware Services: Shift to a Value-Centric Commercial Strategy
- 21 Mercedes-Benz: Advancing Parts Pricing Maturity via a Unified EU Spares Strategy
- 22 Maserati: From Cost Plus to Value Pricing
- Part IV How to Win in Parts Pricing
- 23 Getting Started
- 24 From Excel to State-of-the-Art Pricing Software
- 25 From Intransparency to Market Visibility
- 26 The Future of Spare Parts Pricing