Unleash your full potential
Aftersales is a major profit driver for many industries. Disruptive trends will change the aftermarkets in the coming years leading to redistribution of profits.
A strong partner is needed to take the right strategic and operational actions to tackle the challenges ahead.
WE MAXIMIZE YOUR CUSTOMERSâ€™ BRAND
LOYALTY WITH SMART AFTERSALES SOLUTIONS.
Aftermarket trends and challenges
Shifting market growth and size to emerging markets
OEMâ€™s must be aware of the enormous potential of emerging markets in the coming years. For example, China who currently has a vehicle population equivalent to about 60 percent of the European, but that is expected to be equal with the European around 2025. Due to the large volume of a relatively young vehicle population, China is expected to become much more important for the global aftermarket. Because of this, OEMâ€™s must adapt their aftersales strategy by shifting focus to regional needs.
Technical development leads to prolonged life cycles of vehicles
In the past decades the life cycles of vehicles have been prolonging continuously. This trend is expected to continue in the coming years. As a result, OEMâ€™s generate less sales from selling new products. That is why, OEMâ€™s must involve and better position themselves and their brand in segments that traditionally belonged to independent aftermarket players. This can be achieved by offering a broad parts portfolio, that also fulfils the needs of price sensitive customers.
Digitization of channels reduces information asymmetry for customers
Online sales of spare parts are expected to grow in the coming years. With the aid of online comparison engines and reviews, customers nowadays are more informed and more empowered than ever, which likely leads to price wars. Therefore, OEMâ€™s must benchmark their procurements, operations and logistics costs to stay competitive. It is of importance to have a complete transparency along the whole supply chain to be able to identify cost savings.
Green consciousness leads to shifting of aftermarket requirements
For aftermarket players, there is an opportunity to gain a competitive edge by offering eco-friendly parts and services. Here, a good example are remanufactured parts. In recent years a lot of OEMâ€™s have introduced remanufactured parts. But they often struggle with the reverse supply chain to efficiently profit from remanufacturing.
Development of customer centred aftersales strategy that suits the corresponding aftermarket environment.
- Market & competitor analysis
- New potential identification
- Creation of business case scenarios
- Enable management decision
Parts Portfolio Management
Continuous adjustment of aftersales parts portfolio to current aftermarket environment to leverage maximal aftersales portfolio.
- Technical feasibility studies regarding Remanufacturing
- Reman project management
- Supplier qualification process
- Develop technical specifications
Usage of smart IT solutions to provide a fully transparent aftersales supply chain.
- Encory platform for parts sorting
- Encory Dealer Frontend (EDF) as global tool for returning parts
- Fully integrated KPI dashboards and Business Intelligence reports
Reverse Logistics Management
Optimization of reverse logistics to enable efficient remanufacturing and used parts business.
- KPI based 4 PL management
- Reman parts qualification
- Core stock management
Our end-to-end solutions range from the initial conception and ramp-up to the operation and optimization of parts supply chains
The evaluate module is about identifying the hidden aftersales potential of an organization and developing a strategy accordingly. Through our frontloading approach, we put especially high emphasis on ensuring that the operational feasibility of the strategy is given in a very early stage. Thus, a smooth project ramp-up is ensured. The execute module mainly consists of:
1a. Analysis of potential
- Market & competitor analyses
- Technical feasibility studies
1b. Strategy development
- Portfolio & parts sourcing strategies
- Optimized parts strategy
- Definition of measurable performance data and KPIs
The execute module is about putting the defined strategy and measures from the evaluate module into action. We do not only build up reverse supply chains, but we also offers their fully operational service. As a result, OEMâ€™s are able to fully concentrate on their core business.
The execute module consists mainly of:
- Agile IT project management
- Requirements engineering for new product lines
- Logistic provider evaluation and selection
- Provide a user-friendly return portal
- Launch efficient parts return
- Optimized reutilization of parts
The enhance module is about tracking and optimizing even the smallest detail of a parts supply chain to ensure that processes are as lean and efficient as possible. Besides, we constantly study the global aftermarkets to spot new business opportunities, enabling quick adjustments of the parts portfolio to changing customer needs and thereby lowers the time to market. The enhance module mainly consists of:
- Business intelligence solutions
- Steering of all service providers involved in the parts supply chain new product lines
- Real-time KPI tracking
3b. Continuous improvement
- New potential identification
- Strategic adjustments
- Operational excellence trough continuous optimization