Top 10 Revenue Drivers for After Sales & Spare Parts Management
The after-sales market plays a crucial role in the success and profitability of manufacturers. At the same time, the supply chain has become increasingly complex. Business leaders recognize the challenges and the growing opportunities in the after-sales market, focusing more on selling spare parts and services.
Selfservice portal
To remain competitive, companies must make it simple for customers and supply chain partners to find, purchase, and install the right spare parts. Customers expect direct access to accurate, comprehensive, and high-quality product information through user-friendly channels such as e-catalogs, digital customer portals, and e-commerce platforms.
Here are the 10 key benefits of digitalization that drive higher margins and increased revenue with lower costs.
1. Deliver Better and More Profitable Parts Services
Enable customers, dealers, and service technicians to quickly and easily find and order the right spare parts for their configurations—24/7, in their language, without assistance. Link the order process to your logistics system to ensure parts are delivered accurately and on time. This results in satisfied customers, repeat orders, and better referrals that drive business growth.
2. Reduce Returns
Show only parts compatible with customers’ machines in your spare parts shop. This reduces errors, lowers costs, and improves both efficiency and customer satisfaction.
3. Increase Machine Uptime
Automate the delivery of consumables and spare parts based on machine operating hours. Customers can book service appointments directly via the customer portal, drastically reducing downtime.
4. Centralize Information
Integrate your ERP, PIM, PLM, and other systems into your after-sales portal. This ensures customers always have access to up-to-date, comprehensive, and accurate information anytime, anywhere.
5. Boost Sales Productivity with a Sales Portal
A dedicated sales portal for your after-sales team simplifies error-free account management. Drive more cross-sell and upsell opportunities with a complete overview of customers:
- Create quotes and place orders on behalf of customers.
- View account history, statuses, and actions.
- Share updates directly via customer portals.
6. Digital Sales Room (DSR)
Bring sales reps and customers together in one digital space equipped with tools to close orders seamlessly. Collaborate on identifying the right parts using technical drawings and interactive features.
7. Intelligent Cross-Selling and Upselling
Leverage customer and order data to make targeted recommendations. Offer customers complementary products or upgrades suitable for their machines, increasing the chances of additional revenue.
8. Enhance Customer Satisfaction
An exceptional customer experience builds loyalty, growth, and positive recommendations. Minimize friction in the purchasing process to prevent errors, delays, and distrust. A seamless experience strengthens trust and engagement.
9. Gain Competitive Advantage
Leverage structured customer data to compete effectively in the aftermarket. Smart data applications lead to better decisions and increased value for customers.
10. Improve Data Accuracy
Connect your e-catalog software to back-end systems like PLM, ERP, and DAM. Ensure customers always receive updated information about revisions, replacements, notifications, and spare part pricing.
Integrate AI for Deeper Insights
Combine after-sales channels into a single digital commerce platform to create a 360-degree customer view. Turn data into actionable insights to empower your sales team to sell more effectively.
By implementing these strategies, you can maximize the value of your after-sales and spare parts management. Which step will you take first?
Sign Up for the Spare Parts Webinar on March 13
Ready to transform your spare parts management into a digital-first approach? Join us for an exclusive webinar on March 13, where we’ll guide you through key steps to launch a digital platform or further expand your spare parts business digitally.
Agenda:
- Practical tips for setting up and optimizing a digital commerce platform:
– Where to start
– How to scale up
– Hybrid solutions (integrating legacy installed base with new project rollouts) - Live demo showcasing different capabilities (Basic & Advanced)
- An inspiring customer case from Ottevanger, highlighting their successful aftersales digital transformation