Project case:
Growth strategy in the aftersales business
Objective
Companies in the mechanical and engineering sector as well as automotive manufacturers and suppliers often strive to further increase growth in the profitable aftersales business. For this project, the goal is to double after-market revenues on services and spare parts in the mid-term.
Approach by EbelHofer Consultants
Based on a strategic status quo analysis a detailed analysis to identify potential growth levers was conducted. In a first step, alternative ways to increase growth in existing market positions are identified and evaluated. Furthermore, additional analyses enable the determination of growth opportunities in new market positions being highly attractive for the company, as well as the derivation of additional earnings potentials. A gap analysis on the current strategy provides the starting points for the definition of the future strategy. To achieve this, various scenarios are defined, analyzed and backed up with concrete business cases and implementation plans.
Result
Concrete growth areas are identified. To ensure a successful implementation a buy-in of including sales and product management, the brand, price and cost management, along with all relevant processes took place. In addition, a toolbox with all the necessary sales components is created and the corresponding structure and process organization is developed.
