Market leader in filling and packaging machines and systems
Situation:
- Declining sales in the service business (spare parts business)
- Share of total sales too low compared to benchmark
Solution:
- Design and implementation support of a service strategy to increase the share of supply with existing customers and to win back customers
- Differentiation of pricing strategies for purchased, drawing and know-how parts
- Intensification of conversion and spare parts sales through incentive systems for service sales
- Increasing capacities in design for conversions (retrofits) and in technical service for spare parts
- Creation of a rebuild product portfolio (retrofit catalogue)
Result:
- Significant potential for increasing sales identified
- Service sales increase by 15 % after 12 months
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